Quick Links: Return To Entrepreneur’s Resource Center

‘Tough Sales,’ ‘Big Growth,’ ‘We’re Dying’

Computer Repair: “Hardware and software sales are tough. We are trying to get away from that but it’s not easy. We have to offer more of a solutions-based rather than products-based approach. If we don’t, we’ll be gone.”

Herb and Spice Distributor: “We are growing by leaps and bounds. The nutriceutical and health-food industries are causing us to grow quickly. We put out a new herb and then we get all sorts of requests for it from those wanting to use it in ways we never imagined. The Internet has allowed us to ship anywhere. Our biggest problems are tracking inventory and keeping the right amount on hand. We can’t always project if we will need 10 ounces or 1,000 pounds of a product.”

Precision CNC Machine Shop: “We are dying. China can make the same products that sell for 20% of what we have to charge. Their turnaround time is two weeks to deliver to Silicon Valley. Our only markets may be high-quality, fast-turnaround markets, such as health products. To the manufacturers, price has become more important than quality.”

Writer: Jack D. Deal, owner of the Deal Consulting Group in Santa Cruz, Calif., likes talking to entrepreneurs in a variety of industries.

Related Articles...
Sharing the Risks and Rewards: Evaluating Joint Ventures

A profitable way to minimize the risk of expanding your company is to pool resources with your competitor and create a joint venture. It may only last for one project or a series of projects, but a joint venture can bring you a greater return for your investment, let you achieve goals more quickly and allow you to take on larger projects.

Read More ...
Predicting Customers’ Purchasing Patterns

Digital Library > Defining and Serving a Market > Customer relationship management (CRM) “Predicting Customers’ Purchasing Patterns” You don’t need psychic powers to read your customers’ minds — just a little high-tech help. Customer-relationship-management software uses artificial intelligence and advanced information-modeling techniques to deliver meaningful data about purchasing patterns and behavior. "The more I know about you, the more I

Read More ...
Confidently Selling Ourselves and Our Ideas

Everything we do is sales oriented. Acquiring or improving the necessary skills to connect with an audience and successfully sell ourselves is important to everybody. This article professes the "PAL" model for public speaking preparation — Purpose, Audience, and Logistics.

Read More ...