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Market Strategy

Market Strategy

Attracting Super Value Clients

Andrew Penny, February 11 2020

Subscribe to our Next Level Thinking for CEOS and Business Owners podcast. Click to listen to today's 'Attracting Super Value Clients' podcast. Before we switched to an Apple Mac platform, every year or so my PC would just quit. I’d downloaded something that didn’t play well with all the other Apps or sometimes what the service bureau referred to...

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Market Strategy

Cleaning up with Arm and Hammer and Armand Hammer

Andrew Penny, February 4 2020

Subscribe to our Next Level Thinking for CEOS and Business Owners podcast. Click to listen to today's 'Cleaning up with Arm and Hammer and Armand Hammer' episode. For its first 80 years Austin Church and John Dwight’s Arm and Hammer bicarbonate of soda was promoted as an essential item for bakers. In 1860 they even published their mini-cookbooks "V...

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Hot Towels & New Markets

Andrew Penny, January 28 2020

Click to listen to Hot Towels & New Markets podcast. There is nothing quite like wrapping yourself in a nice warm towel after stepping out of a long hot shower. It feels so good that I am surprised that towel warmers are not a standard fixture in bathrooms everywhere. They are, in fact, a rather scarce niche product. You might think that this subse...

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Market Strategy

Nobody Wants Your Stuff.

Andrew Penny, January 7 2020

Listen to this week's podcast here. As a kid, I would stare up into the night sky with amazement. It’s pretty obvious that we are a just a tiny part of a very large (one might even say universal) system. The same is true of our businesses – we are simply a small part of a large system. I can guarantee you that nobody really wants what you sell. Th...

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Two Big Take-Aways From 2019

Andrew Penny, December 31 2019

Over the last year we have been very fortunate and thank all of those who have trusted us to help them grow their businesses. We are working with a world leader in dam safety. They design systems that prevent millions of tons of ice and debris from shutting down power generation.

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4 - Bring ‘em Back From the Dead

Andrew Penny, December 3 2019

Please excuse the title, I’m writing this just after Halloween... Most companies have lots of old customers – not they are actually ‘old’, but simply companies that haven’t done business with you for a very long time. Why they stopped doing business with you is in most cases a mystery. Perhaps a sales rep annoyed them at some [point, or an order wa...

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Market Strategy

3 - Would you like fries with that?

Andrew Penny, November 26 2019

Almost everyone is familiar with the question – “Would you like Fries with that?”  Apart from being a well worn meme, it’s also one of the most profitable questions ever asked. To get your client to a purchase commitment, a finite expense has been incurred so any gross margin from the sale created by Up-selling goes right to the bottom line.

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Market Strategy

2 - Frito-Lay Your Clients

Andrew Penny, November 19 2019

When I ran Bell’s Eastern region cell phone sales and marketing business, we created a new verb. We called it Frito-Laying. Frito-Lay sells snack food to just about every point of sale you can image. Many of these are Mom and Pop operations where the purchase decision is made on the spot. Frito-Lay had established delivery routes and visited every...

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Market Strategy

The 5 Golden Rules of Pricing

Andrew Penny, May 28 2019

An area that people get wrong all the time is pricing. Some people price high based on the profits they hope to achieve. Some base it on some sort of average industry “cost plus” rule.  Some are afraid to charge too much. Still others simply add a few percent to last year’s price. So before you set your next price or quote your next deal here are A...

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Market Strategy

The New Globalisation

Andrew Penny, April 23 2019

Globalization doesn’t mean (necessarily) that you have to sell globally but it does mean you are now competing with companies from all over the world. So, how are you going to stand up against competition that’s coming in from Germany or Turkey or China or Chile or anywhere else in the world? Many of these companies are competing globally with a si...

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