What Is the Relevance of Technology?

May 16, 2017

“Technology in the long-run is irrelevant”. That is what a customer of mine told me when I made a presentation to him about a new product. I had been talking about the product’s features and benefits and listed “state-of-the-art technology” or something to that effect, as one of them. That is when he made his statement. I realized later that he was correct, at least within the context of how I used “Technology” in my presentation. But I began thinking about whether he could be right in other contexts as well.What is Technology?Merriam-Webster defines it as:1a: the practical application of knowledge especially in a particular area: engineering 2 b: a capability given by the practical application of knowledge 2: a manner of accomplishing a task especially using technical processes, methods, or knowledge 3: the specialized aspects of a particular field of endeavor Wikipedia defines it as:Technology (from Greek τέχνη, techne, “art, skill, cunning of hand”; and -λογία, -logia[1]) is the making, modification, usage, and knowledge of tools, machines, techniques, crafts, systems, and methods of organization, in order to solve a problem, improve a preexisting solution to a problem, achieve a goal, handle an applied input/output relation or perform a specific function. It can also refer to the collection of such tools, including machinery, modifications, arrangements and procedures. Technologies significantly affect human as well as other animal species’ ability to control and adapt to their natural environments. The term can either be applied generally or to specific areas: examples include construction technology, medical technology, and information technology.Both definitions revolve around the same thing – application and usage.Technology is an enablerMany people mistakenly believe it is technology which drives innovation. Yet from the definitions above, that is clearly not the case. It is opportunity which defines innovation and technology which enables innovation. Think of the classic “Build a better mousetrap” example taught in most business schools. You might have the technology to build a better mousetrap, but if you have no mice or the old mousetrap works well, there is no opportunity and then the technology to build a better one becomes irrelevant. On the other hand, if you are overrun with mice then the opportunity exists to innovate a product using your technology.

Another example, one with which I am intimately familiar, are consumer electronics startup companies. I’ve been associated with both those that succeeded and those that failed. Each possessed unique leading edge technologies. The difference was opportunity. Those that failed could not find the opportunity to develop a meaningful innovation using their technology. In fact to survive, these companies had to morph oftentimes into something totally different and if they were lucky they could take advantage of derivatives of their original technology. More often than not, the original technology wound up in the scrap heap. Technology, thus, is an enabler whose ultimate value proposition is to make improvements to our lives. In order to be relevant, it needs to be used to create innovations that are driven by opportunity.Technology as a competitive advantage?Many companies list a technology as one of their competitive advantages. Is this valid? In some cases yes, but In most cases no.Technology develops along two paths – an evolutionary path and a revolutionary path.A revolutionary technology is one which enables new industries or enables solutions to problems that were previously not possible. Semiconductor technology is a good example. Not only did it spawn new industries and products, but it spawned other revolutionary technologies – transistor technology, integrated circuit technology, microprocessor technology. All which provide many of the products and services we consume today. But is semiconductor technology a competitive advantage? Looking at the number of semiconductor companies that exist today (with new ones forming every day), I’d say not. How about microprocessor technology? Again, no. Lots of microprocessor companies out there. How about quad core microprocessor technology? Not as many companies, but you have Intel, AMD, ARM, and a host of companies building custom quad core processors (Apple, Samsung, Qualcomm, etc). So again, not much of a competitive advantage. Competition from competing technologies and easy access to IP mitigates the perceived competitive advantage of any particular technology. Android vs iOS is a good example of how this works. Both operating systems are derivatives of UNIX. Apple used their technology to introduce iOS and gained an early market advantage. However, Google, utilizing their variant of Unix (a competing technology), caught up relatively quickly. The reasons for this lie not in the underlying technology, but in how the products made possible by those technologies were brought to market (free vs. walled garden, etc.) and the differences in the strategic visions of each company.Evolutionary technology is one which incrementally builds upon the base revolutionary technology. But by it’s very nature, the incremental change is easier for a competitor to match or leapfrog. Take for example wireless cellphone technology. Company V introduced 4G products prior to Company A and while it may have had a short term advantage, as soon as Company A introduced their 4G products, the advantage due to technology disappeared. The consumer went back to choosing Company A or Company V based on price, service, coverage, whatever, but not based on technology. Thus technology might have been relevant in the short term, but in the long term, became irrelevant.In today’s world, technologies tend to quickly become commoditized, and within any particular technology lies the seeds of its own death.Technology’s RelevanceThis article was written from the prospective of an end customer. From a developer/designer standpoint things get murkier. The further one is removed from the technology, the less relevant it becomes. To a developer, the technology can look like a product. An enabling product, but a product nonetheless, and thus it is highly relevant. Bose uses a proprietary signal processing technology to enable products that meet a set of market requirements and thus the technology and what it enables is relevant to them. Their customers are more concerned with how it sounds, what’s the price, what’s the quality, etc., and not so much with how it is achieved, thus the technology used is much less relevant to them.

Recently, I was involved in a discussion on Google+ about the new Motorola X phone. A lot of the people on those posts slammed the phone for various reasons – price, locked boot loader, etc. There were also plenty of knocks on the fact that it didn’t have a quad-core processor like the S4 or HTC One which were priced similarly. What they failed to grasp is that whether the manufacturer used 1, 2, 4, or 8 cores in the end makes no difference as long as the phone can deliver a competitive (or even best of class) feature set, functionality, price, and user experience. The iPhone is one of the most successful phones ever produced, and yet it runs on a dual-core processor. It still delivers one of the best user experiences on the market. The features that are enabled by the technology are what are relevant to the consumer, not the technology itself.The relevance of technology therefore, is as an enabler, not as a product feature or a competitive advantage, or any myriad of other things – an enabler. Looking at the Android operating system, it is an impressive piece of software technology, and yet Google gives it away. Why? Because standalone, it does nothing for Google. Giving it away allows other companies to use their expertise to build products and services which then act as enablers for Google’s products and services. To Google, that’s where the real value is.The possession of or access to a technology is only important for what it enables you to do – create innovations which solve problems. That is the real relevance of technology.

Web Directories – Performance, Purpose, Problems – A General Guide to Web Directories

May 23, 2017

The path to building a successful web directory is far from a simple task. It requires a certain amount of devotion to take a web directory script and transform it into a heavily used directory. Web directories contain more complexities than meets the eye, and I have learned first hand that the development of a quality web directory is no walk in the park. But a good web directory is worth its weight in gold, for both webmasters & internet surfers alike. Let us enter the world of web directories.A web directory acts much like a search engine, but on a much smaller scale. Web directories are essentially a categorized index of websites that have been submitted by website owners. Directories normally have search features, allowing users to search through the entire index, just like a search engine. The main differences between a directory and a search engine is that very few directories contain the amount of links that a search engine does. Search engines also collect data from websites, which is used to categorize and rank them. Directories lack the ability to “crawl”, or exam websites as search engines due, therefore the only information a directory contains on a particular website is the information that was submitted by the website owner. Most directories use meta tags and keywords to search for websites, where as search engines use complex algorithms that take into consideration much more than meta tags (the value of meta tags in search engines has actually declined). Web directories are not the most popular internet search tools because huge search engines like Google and Yahoo are much more convenient to use and contain a vast amount of resources available to be searched. The largest and most popular web directory is the Open Directory Project (DMOZ), whose links are indexed by Google, Yahoo, and the majority of other search engines. Google and Yahoo both have their own web directories as well. Though independently owned web directories may not be so popular for internet searchers, they do have their benefits for webmasters & surfers alike.Web directories can have several purposes, it all depends on what the administration’s intended goals are. Some web directories are purely advertising hot spots, while others focus on driving targeted traffic to the directory. Some directories are free, some paid, others both. Directories can have broad topics, or specific topics. Lets start with the different types of web directories.First, we have what is commonly referred to as a “niche” directory. Niche directories have a specific topic, or niche, and the links found within the directory reflect that. Examples of a niche would be automotive directories, sports directories, shopping directories, web promotion directories, etc. Niche directories are most beneficial to internet *searchers; they have a specific topic and therefore *surfers and *searchers have a better chance of finding what they want. In a human edited niche directory, you are very unlikely to find spam sites as well.We will label the next kind of web directory as a “Free for All” directory. Free for all directories have no specific topic. They are very broad in their category selection and links are usually hidden behind several sub-categories. Free for all websites can benefit webmasters so long as the “no follow” tag is not applied (page rank increase), however it is in your best interest to avoid free for all directories for several reasons. Using a free for all directory to search for a website is more likely than not going to require you to sort through heaps of spam. A lot of free for all directories are not human edited due to the massive amount of link requests they receive, and websites are not carefully examined before being approved into the directory. The link quality of some free for all directories is extremely poor. Also, a lot of free for all directories extract data from other directories; how original. No sense in supporting the lack of creativity or devotion in such web directories. Despite a flood of low quality free for all directories, there are some very good ones available. A well organized, human edited (human edited = higher quality links) free for all directory is a great place to search for websites. It also serves webmasters with increased website exposure and if they are lucky, the directory is indexed by Google and other search engines, therefore improving its ranking on search engine result pages.

The final type of web directories that will be examined are the poorest quality ones. Often referred to as “link farms” these directories are not human edited, due to contain high quality links, lack organization and unique features, and more often than not they become blacklisted from the major search engines. Searching these type of web directories is useless, and it’s highly recommended that you do not support such sites. Furthermore, if you are a webmaster, submitting your website to link farms will substantially decrease your popularity amongst search engines. These directories due more harm then good, and consequently give other directories a bad name.Whether you are submitting a website or searching for one, you will achieve the best results with a high quality niche directory. Webmasters, here are the common submission options for most web directories: Free submission: Submit your website to the directory for free. Simply fill out the form and wait for approval. A “no follow” tag is often placed on free submissions. Regular Submission: A small fee is usually necessary for regular submissions. Regular submissions can sometimes use the “no follow” tag. The main benefit is that submission approval times are significantly faster for regular submissions. Reciprocal Submissions: Free submissions that require a reciprocal link of the web directory to be placed onto the website you are submitting. Reciprocal submissions sometimes use “no follow’ tags, but often do not. Cost is free with reciprocal submissions. Featured Submissions: Paid submissions that grant you premium listing (websites listed in special section of category, generally above regular links), fast submission approval, and paid submissions do not place “no follow” tags on your links, meaning you gain a back link for search engine ranking benefits. Featured and regular submission fees are generally charged per year, and prices vary depending on the directory and the traffic it receives.Web directories have benefits for both webmasters and internet users. For webmasters, web directories main benefit is website exposure. Webmasters submit their websites to directories to increase their exposure. Not only can they receive traffic from people using the directory, but they can also benefit from a back link; a link to their website indexed by Google. Google ranks pages in several ways, but back links is one of the most important. A quality back link to your website increases your Google page rank. Enough quality directory back links, and your on your way to the top spot in Google search results. Bottom line: Web directories can increase your websites exposure by sending targeted traffic your way. For people using web directories as a search tool, web directories can offer you a big advantage over search engines. Search engine indexing is a big contest between website owners and therefore a lot of high quality content gets left out of the search engine result pages. Top results often go to corporations, big business, or highly devoted marketers. What about the little enthusiast and personal websites that contain valuable knowledge otherwise unavailable on the web?Well, a lot of these quality content websites can be found in web directories. If you are having trouble finding what your looking for in search engines, try searching for a niche directory and I bet you will find what your looking for. Furthermore, using web directories supports smaller businesses and helps the little guy out. Not everyone has the time or money to spend on internet marketing or website promotion, and web directories are a great way for these small websites to gain some exposure. Big search engines have monopolized the internet search market, and it makes the relationship between big search engines and website owners way to critical. Google doesn’t like you, and your sales drop 75 %. Now that does not seem right, does it? If more people frequented web directories, directory owners would gain a larger slice of the search engine market.There is a large number of web directories on the internet today that have been blacklisted by Google. It is best to avoid these directories at all costs; having your link listed there will most likely negatively affect your search engine rankings. But how do you know which directories to submit your URL to and which ones to avoid? These guidelines in rating web directories may help:1. Organization- Web Directories should be well organized and categorized.- Categories should be, neither, too broad nor too narrow. Category organization is important, but a directories search feature holds more value for finding links.- Links should be easily accessible.- Links should be posted into the correct category. If they are not, this is a sign of automated link approval, which should never be used in a directory. (Even the largest, most powerful of web directories are human edited).

- Poor quality and spam links should not be accepted into any decent web directory.2. Advertisements- A quality directory should contain a free submission option, so it is necessary for directories to offer sponsored listings and sale advertisement space. However, the page should not be cluttered with ads. This is a sign that the directory administration is too focused on making a quick buck than enhancing the internet experience.- If the directory has a specific topic, or niche, than the advertisements should pertain to that topic. Off topic and irrelevant ads do not belong on niche directories.3. Page Rank (PR)- Rumor has it that it’s possible to fake some page rank indicators. Make sure your page rank comes from a reliable source when examining the PR of a web directory.- Page rank is important factor in website popularity. However, directories that boast high page ranks, or have their page rank in the directory name or slogan typically use the page rank factor to compensate for their downfalls. It’s like bragging…and you want a modest web directory. Find a directory that shares and uses their page rank to the benefit of directory users, not a directory that clearly lacks in features but boasts a high PR.- Directories that display website links within a category in descending order of PR are less desirable than those that display links based on popularity (unique hits). Most desirable first, not highest PR; very beneficial to new websites attempting to build initial PR.4. No Follow Tag- A web directory that uses “no follow” tags on all links is useless.- “no follow” tags are acceptable on free submissions. Reciprocal & featured submissions should not be tagged as “no follow” links. This gives value and meaning to featured (sponsored) & reciprocal links, while controlling the amount of links indexed by search engines to a reasonable number.- In a quality directory, do not fear a “no follow” on your free submission. A good directory brings in targeted traffic, and though you may be missing out on that back link, there is still a lot of potential for increasing traffic.5. Reviews, Marketing, & Promotion- Search around for reviews and recommendations on web directories. There are some really good resources when it comes to choosing quality directories.- A web directory should be marketed to both webmasters & internet surfers. If a directory only attracts webmasters, what kind of web traffic is it likely to bring? Look into how the web directory is promoted and marketed.
These 5 guidelines can help you distinguish between low quality link farms and high quality, effective web directories. I hope this information helps you in your website’s marketing and promotion campaign, in terms of website directory submission.Teal Reid, SYC Automotive Directory Administrator

How To Start Making Money Online As An Affiliate Marketer

May 24, 2017

The field of affiliate marketing is probably the quickest developing way to make money online. After all, billions of ordinary people use internet every day. Affiliate marketing gives you the opportunity to target potential customers regardless of their location in the world.For this reason, it isn’t surprising that a huge number of people make a considerable amount of money through affiliate advertising and marketing. Many skilled affiliate marketers end up making more money in this field than they did in their previous job, and hence some of them even resign their normal 9-5 job and pursue affiliate marketing full-time.A Quick Overview On Affiliate Marketing
Now that we have a little idea about the capacity of affiliate marketing, Let’s dig in and discuss what it truly includes.The easiest way to describe affiliate marketing is when you help another company sell their products online, and then you get paid a commission for each sale you bring to them.If you are promoting a product priced at $200, and the company pays you 10 percentage commission of the sale, you would make $10 for each sale.However how do you refer sales? You can begin promoting your seller’s products on your website, which receives targeted site visitors in the same niche as the product you are advertising. For example, if you have a website that sells makeup you would not advertise health insurance, but instead you could promote makeup related products. Every time one of your website’s visitors clicks on your affiliate link which was supplied to you by the seller, you will be paid a commission.How To Choose A Good Affiliate Network
One of the largest errors new affiliate marketers make is becoming a member of nearly each affiliate network they encounter. This is without a doubt considered to be a totally incorrect technique. That is due to quite some reasons.Firstly, being an affiliate marketer is an undertaking which calls for a lot of awareness. So, if you try and work with many affiliate networks at the same time, chances are that none of your initiatives might go as planned and consequently, none of them might end up being very successful.Secondly, focusing on just one or a few products without a doubt will let you research them thoroughly before you start to promote them. This method also helps you refine your strategies, making the required adjustments, and thus making your marketing a whole lot more powerful. An effective approach will yield better outcomes, and reward you for your efforts and time.

Thirdly, make sure you do some research on the affiliate network as there are some networks that will only pay you once a month which might not work for you or worse they could not pay you at all. I am not telling this to discourage you from being an affiliate marketer, but instead I want you to succeed in finding the correct network and products to market and make your commission.There are affiliate networks that resort to “shaving”, a very common exercise in affiliate marketing where the networks display a discounted number of sales than what you referred, consequently paying you drastically less in commissions.Hence, to avoid been a victim to this action I would suggest that you stick to known and trusted affiliate networks. In any case, they only way you will succeed with a network is if you are comfortable with them and the products you are promoting.How To Start Getting Sales As An Affiliate Marketer
Getting instantly to the point, some affiliate marketers use social media web sites including Facebook, Twitter, YouTube, and more, for doing associate marketing, other decide to build out their own site. Getting your own site is an exceptional approach to affiliate marketing, because it gives you control over everything.So we will focusing on affiliate marketing using your own site moving forward. First matters first, as mentioned earlier, you will want to find an affiliate network you’re comfortable with. This includes being knowledgeable about the products you are promoting, so that you don’t come to be selling products you don’t know anything about.Amazon’s Associate Program
That being said, many marketers look at Amazon’s associate marketing program as one of the best. It’s possibly the most trustworthy network, and has a large inventory of products to promote and get your commissions.This offers you a possibility to promote nearly any product in the market, or pick a niche with low competition and you could be earning commissions in less than a week.Finding A Good Keyword
That is considered to be one of the hardest parts of marketing. You simply cannot blindly choose any keyword and expect to start making sales quickly. One of the reasons why many affiliate marketers fail is due to using a wrong keyword.If you are new to the affiliate marketing, you are going to want keywords that have low competition. Start your keyword research by finding long tail keywords with a low search volume, that means much less money, but not really with the ones that have large competition.You may test the top 10 and 20 results and do a few studies to discover if you may outrank them. Review keywords being used by the competition to determine if they are using identical key phrases you are looking to target. If they are, and they have a high authority website in that niche, I would recommend that you keep away from that niche, and opt for a brand new, less competitive.Quality Content
This is significant. If you think you will make a lot of money creating items that doesn’t help the visitors in anyway, you are very wrong. Although your goal is to earn cash by means of referring visitors to the offer, you will have to offer one thing of importance to them. Merely posting your hyperlinks along with lame sales pitches like “this is a wonderful solution, purchase this product via my personal hyperlink and get a discount”, and so on, you might be only heading to disaster.If you decide to join Amazon’s associate program, you could write an informative article on your homepage and include your primary keywords and some secondary keywords throughout the article. You could have the purchasing guidebook, and write your brief opinion of each product you are marketing. Remember that the greater the cost of the product you market, the greater the commission.Backlinks
We realize it’s probably the trickiest method to accomplish, unless you are an SEO guru. Contacting site with high authority and guest posting on these sites is a really well-known means of getting great backlinks. These great backlinks, along with guest posting in related sites in your niche will get you ranked on the first page of the search engines as long as the keyword you chose has really low competition.

However, even when your site doesn’t reach page one, as long as you have guest posted on a number of sites in your niche, you will be bringing substantial amount of targeted traffic coming from these sites. So that it is a great tactic anyway.Mistakes To Avoid
Now you are aware of the process to becoming a great affiliate marketer with your own website, I want you to also keep in mind some of the most common errors brand new affiliate marketers make.Not Providing Any Good Value
Though we’ve got covered this item, it’s certainly important to remind you if you try to be extreme with your words to pressure the visitors to click on your affiliate link, it’s likely being deemed as junk or spam by many websites.Rather, it’s suggested to help these individuals select the right solution determined by their particular wants. This method makes these individuals feel more, which in return will check out the products you are marketing based on the value in your article.Product Research
Numerous online marketers will not do proper product research to gain knowledge on the product they are promoting, instead they are only worried about the amount of commission they will earn per sale regardless whether it will provide value to their visitors. This is an oversight, and will at some point lead to your readers not relying on anything you tell them.Tracking Your Links
When you begin advertising on Amazon or even some other affiliate network, it will be beneficial to track your affiliate links. It can help you find out which website is doing more sales and then you can make your other websites have the same kind of setup.Final Thoughts
I would like to say that despite the fact that affiliate marketing can be very fulfilling, it has a steep learning curve to it. You might face disappointment on numerous occasions prior to making a nice amount of money online.That said, affiliate marketing it’s suited simply for individuals who are likely to deal with several failures, but will come back with a positive attitude and willing to learn from their mistakes.

Effective Business Management Unites Education and Training with Corporate Coaching

April 29, 2017

Business management spends billions of dollars in corporate training and education. According to a report released in early 2006, the U.S. corporate education and training market exceeded $46 billion. Additionally, business management and leadership training captured the largest percentage of program dollars with developing new and existing management along with succession planning. (Source: Bersin & Associates)With training budgets increasing and the additional focus on leadership and management development because people do not leave organizations they leave managers, achieving higher levels of positive return on investment (ROI) makes sense. Research supports that to increase training ROI begins by including coaching as an effective tactic.In a 2001 study completed by Dr. Merrill Anderson, of MetrixGlobal, for a Fortune 500 company coaching can produce a 529 per cent ROI. Additional studies since that time confirm the positive affect of coaching. Business management executives are now employing a new learning strategy that combines education and training with coaching. This is initiative is corporate coaching. So what is corporate coaching?

Simply speaking, corporate coaching extends existing learning or what some call training by infusing one on one executive coaching within the education, training and development sessions to achieve performance improvement that generates a positive ROI. Corporate coaching is always aligned with the strategic plan and the organization’s current goals and provides a vehicle to reinforce current learning as well as a way to make necessary course corrections through both individual and team perspectives. Corporate objectives are achieved much quicker allowing for a better competitive advantage.NOTE:What corporate coaching is not – any program that cannot be aligned to the strategic plan and lacks a structured process that does not focus on pre-determined measurable results.How does corporate coaching work? The answer to that question is “that depends.” Corporate coaching is flexible and may be included within the training schedules or upon completion of the training. The real issue is to find a corporate coaching process that is results focused and uses proven tools that build the What’s in it for me (WIIFM) leading to the What’s in it for us (WIIFU). Effective corporate coaching works to further internalize the identified learning objectives and quantifies those efforts on a regular basis through consistent goal achievement.

How do I find a corporate coach? That is a very good question since many coaches whether a certified coach or not are now offering corporate coaching services. Possibly, the best way is to find a coach who:
Is results focused
Has a demonstrated record of success that is quantifiably measurable
Has both proven developmental processes and tools that work with the strengths of your organization.
Remember, companies win because of their strengths not their weaknesses. Corporate coaching allows you to further capitalize on those very strengths that made your company what it is.

Skip The Lines – Bring The Amusement Park Right To Your Own Back Yard

May 27, 2017

There’s no shortage of things to do in Atlanta. From professional sports to amusement parks, there’s something for everyone. In fact, Atlanta is proud to house some of the nations largest amusement attractions, including the ever popular Six Flags Over Georgia. Children (and adults) love the thrill and adrenaline rush of the large roller coasters. However, one thing most people don’t like about amusement parks is the long lines. By the time it’s all said and done, you can spend several hundred dollars for your family to have an afternoon of fun, and only get a few rides in. This year, instead of spending the day waiting in long lines for short rides, why not bring the fun right to your back yard? With today’s technology, you can literally do just that! One of the advantages of living in a large city like Atlanta is that we have large rental companies that can make your special event feel just like a trip to Six Flags… complete with a train and an ice cream cart!

If you’re trying to replicate the amusement park feel, there are definitely specific items that you’ll want to be on the lookout for. As mentioned previously, ice cream carts and trackless trains help make the special event feel more like a day at Six Flags.In order to make your next special event more special, try some of the following tips:

Head online to do some research on the party rental company that has the selection your looking for. If you want an ice cream cart to complete your theme park adventure, look around until you find what you’re looking for.

Don’t settle for the first website you see. There are literally hundreds of inflatable party rental companies in Atlanta. Keep looking for a website that offers a wide variety of rental items that you’re looking for.

It’s better to rent everything from one company. Renting in bulk can help you save money. Larger companies will offer discounts for larger purchases of multiple units and rental items.

Having a day of amusement park fun is cheaper and easier than ever before. By bringing the amusement park to your front door by using a party rental industry, you can include more people at a lower price. So next time you’re planning a special day, instead of spending tons of money for just a few people and braving the long lines of amusement parks, invite the whole neighborhood and bring the amusement park right to your own back yard!

7 Easy Steps to Conducting Your Marketing Research Plan!

May 9, 2017

Marketing research is a process used by businesses to collect, analyze, and interpret information used to make sound business decisions and successfully manage the business. In other words, it links the consumer to the marketer by providing information that can be used in making marketing decisions (i.e. B2C or B2B). This can not be implemented without the use of a MIS (Marketing Research System) to gather, sort, analyze, evaluate, and distribute needed, timely, and accurate information to marketing decision makers.Here are the steps to implementing a marketing research process.1. Ask yourself if there is a real need for marketing research. It’s not only the first step to take but a very critical one as well! Research takes a lot of time due to the overload of secondary information available on the Internet. It’s ideal to think that it takes months or even a year to completely finalize a marketing research agenda. The other factor you will need to consider is the cost of doing it, especially if you hire an agency to do it for you. What you want to compare is the value of the information vs the cost of the information. If the value of the information is worth the cost and time of doing it, then by all means, go for it buddy!If you’re still unsure, here’s a few quick guides to go by to determine that marketing research is not needed:a) The information is already available

b) The timing is wrong to conduct marketing researchc) Funds are not available for marketing researchd) Costs outweigh the value of marketing research2. Define the problem. This is the most important step (assuming you’ve decided to do marketing research). If the problem is incorrectly defined, all else will become wasted effort! Keep in mind that the need to make a decision requires decision alternatives. If there are no alternatives, no decision is necessary. For example, let’s say your sales are down by 30%, therefore becoming a problem with your revenues. Your alternatives may be to see how well ads #2 does compared to ads #1 in terms of sales. Use secondary data sources to develop ideas further into the research.Here’s a powerful technique to use in order to pinpoint important problems and receive information all in one: create a focus group! Here’s why:a) it generates fresh ideasb) allow clients to observe their participantsc) understand a wide variety of issuesd) allow easy access to special respondent groups3. Establish objectives. Research objectives, when stated effectively, can provide the information needed to solve the problem you have from step 2. All of your objectives should be what you want to study in your market research and specific as possible.Here’s a quick checklist of what to include in each and every objective:a) specify from whom information is to be gatheredb) specify what information is neededc) specify the unit of measurement used to gather informationd) use the respondents’ reference to re-word the question4. Determine research design. There are 5 different designs you can choose from to get the information you need, such as descriptive, exploratory, causal, and diagnostic research. Descriptive research describe market variables. Exploratory research allows you to get information in an unstructured way. Causal studies is to try to reveal what factor(s) cause some event to happen. Diagnostic research focuses on the sources of satisfaction and dissatisfaction.5. Choose method of assessing data. Secondary data is more easy to access than primary data, such as online surveys. However, if you are into the traditional way of doing data collection (i.e. telephone, mail, F-2-F), they all still have a place in marketing research. The questionnaire that you present to the respondents must be worded clearly and unbias.Here’s a few pointers you want to remember when creating the forms for your questionnaire:a) use nominal, ordinal, interval-Likert, interval-S-D, interval-Stapel, and ratio measurementsb) questions pertaining to each research objective (step 3)c) questions pertaining to attribute, attitude, or behavior

d) have 1 open-ended question (I would definitely keep this at a minimum, if I were you)6. Determine sample plan and size. Your sample plan should describe how each sample element is to be drawn from the total population. The sample size tells how many elements of the population should be included in the sample. In other words, the purpose of the sample plan is to give you representativeness, while the sample size gives you accuracy!Here’s a small but important task to take to prevent or minimize nonsampling errors from occurring: validate your participants by re-contacting!7. Analyze and report the data. It’s always good to go back and run tests on the information you have to screen out errors that may occur. Once you have all that you need for the research (pie charts, bar graphs, statistics, survey, etc), you want to be sure to create a report of it. Carefully present the research report in a way that communicates the results clearly, yet accurately to the client.Remember marketing research is all about connecting the dots. The more information you know about your consumers, the more you bridge together with your consumers. The more closer you bridge together with your consumers, the more miles you create for long-term customer relationships. Go for it!

A Brief History of Female Sexuality – Part 1

May 24, 2017

Sexuality is a “condition” that is characterized and distinguished by sex and passion. It is, again, according to American Heritage Dictionary, “the quality of possessing a sexual character or potency.”I really like that one. Potency. That means power.Where “sex” is an act that has a beginning and end, “sexuality” is a quality, a sexual character and power. It has no beginning and end, no more than your personality does or your sense of aesthetics does. Sexuality is essential to your nature. It is you. It is your vitality. It is a wonderful thing.Of course, the two – sex and sexuality – are related, and very often delightfully intertwined. However, I would argue that while it is possible to be sexual without having sex it is pretty close to impossible to truly enjoy sex without being in touch with your own sexuality. Which, in and of itself, is a pretty good reason to want to embrace your sexuality.Too many women in the 21st century are divorced from their sexuality even as they participate in sexual acts. They may be having sexual intercourse with their partner or partners multiple times and reaching multiple orgasms but what they are engaged in is about as meaningful and deeply satisfying as riding an exercise bike. As a result, they come away from sex acts with a sense of “what’s the big deal?” or that felt good for the moment. Or, worse, they feel degraded and/or diminished; reduced to an object. For many of them, a good session at the gym would be more fulfilling – and might even provide a more satisfying release.My dear, let me be very clear – that is not the way it is supposed to be.Sex without sexuality is too often demeaning, it reduces the sexual act to little more than a heaving, grunting, often-sloppy and sweaty physical endeavor. It is not called the “beast with two backs” for nothing. If all you’re focused on is the “beast” part, the physical act, you cannot possibly be truly engaged in your own sexuality. Your sexuality is not engaged. And, when your sexuality is not engaged, you are removed from the power of the act.However, with your genuine sexuality engaged, there is nothing you cannot do alone or with a partner that is not uplifting, satisfying and consistent with the person your are – whether that’s a twenty year old college student or a fifty-two year old church volunteer. With your sexuality engaged, that heaving, humping beast with two backs is an explosion of wonderful passion.In short, it is and can be exotic and mind blowing. And when sex is emotionally deep and erotic, you and your partner are truly bonded together – rather than being the sexual equivalent of opposing and competing wrestlers, with you invariably being the one pinned down for the count, you are in control. You can be more or less dominant and be thrilled by either because no matter how you behave in a sexual encounter, it is true to who you are; it is true to your sense of your sexuality.Unfortunately, history has rarely embraced this uplifting view of female sexuality. It has long viewed male and female sexuality as opposing forces, in opposition and in competition to one another. Not as it should be.In ancient China, men who engaged in masturbation risked a complete loss of vital yang essence. As such, it was strictly forbidden. Women did not risk the same loss of their vital essence. The rules about female masturbation were much more specific and focused on a particular concern; women were free to masturbate as much as they liked, as they possessed an unlimited yin, however, they were warned against masturbating with foreign objects which could injure the womb and internal sexual organs.Because women were understood to have an inexhaustible yin essence, they could keep on having orgasms long after their male partners had been reduced to shrunken, limp lumps of flesh snoring alongside them, while female sexuality was expressed in multiple ways. In addition to masturbation, lesbian relations were encouraged. Male homosexuality was forbidden, however as such behavior was thought to result in a complete loss of yang essence. In this Chinese understanding, sexual relationships between men could only result in the net loss of the yang without any possibility of regaining it, which was possible with heterosexual relationships.Although a bit at odds with our modern sensibility, at least sexuality in ancient China was deeply rooted to a sense of essential essences. Sex was never just a physical act. Sexuality had everything to do with something basic in the nature of what it meant to be a man or a woman. Therefore, any sexual act was understood in the context of their fundamental essences – yin and yang.For this reason, prostitution was very much accepted in ancient China. Men seemed to think that engaging with prostitutes gave them the opportunity to gain additional yin from them, more than from “normal” women. Men could “gain” some of that essence from women. In particular, the belief was that a woman who had sex with many men began to acquire some of the yang essence from her customers, yang essence that could then be “shared.” Consequently, it was possible for a man to gain more yang from a sexual encounter with a prostitute than he lost and more than he could gain from relations with his wife who, presumably, only had sexual relations with him.This somewhat balanced the understanding of what essential male and female sexuality meant and began to change during the Ch’in Dynasty (221 b.c.e to 24 c.e.) when the role and place of women shifted from one of sexual energy to one of more familiar modern gender roles.When the Ch’in Dynasty shifted from the Taoist culture that had predominated China to a Confusianist culture, women’s roles and the understanding of sexuality and sexual behavior then shifted dramatically. No longer was sexuality and behavior determined by essential nature, by the yin and the yang. Instead, there was a more “traditional” – patriarchal cultural dynamic. The dynamic many of us are currently familiar with. Women were not just possessing of a different essence than men but they were considered inferior to men. Physical relations between men and women were found mostly in marriage and were only to take place in the bedroom. At the conclusion of such “contact,” all physical contact was to end – there was to be no contact even between husband and wife.In a way that is only too familiar to those of us in Western Civilization, sex itself came to be considered sinful and tolerated solely for the process of procreation.Even at the conclusion of the Ch’in Dynasty, when the Han Dynasty embraced a return to a Taoist worldview, new perspectives on sexuality and sex had taken hold. Taoism had become a more structured and organized religion, with its own churches and priests. So too, sexuality and sexual behavior had become more rigidly structured. Sexual behavior was formalized, even finding expression in written texts. Two of the most famous of these texts were The Handbook of the Plain Girl and The Art of the Bedchamber.In both, a “Yellow Emperor” sought to live a long, healthy life and to attain some degree or form of immortality through sex. In order to accomplish his lofty goal he needed to become an expert at techniques that would prolong his orgasm and allow his sexual partner to orgasm several times. By doing so, he would maximize the amount of her yin essence that he would gain from their encounter while minimizing his own loss of yang essence.While concerns about yin and yang are foreign to our understanding, one valuable insight we can gain from these perspectives is that sexuality was considered essential to who we are and that sexual mores change. This Eastern view is consistent with our understanding that one is a dynamic, constant sexuality fluidity and the other is defined by the times and circumstances of sexual behavior and roles. During times when the two were balanced, there was a sensible and satisfying cultural norm that blends sex and sexuality.Unfortunately, there have been too many other times when the two were in conflict. This back and forth seems to have defined much of Western culture and history, as well as the role of women and sex in our society. And, as frustrating as it is to find ourselves at the dawn of the 21st century still sorting out the power and need for sexual awareness and the ability to embrace sexuality. Fortunately, we are in a better place than women have been through most of history. We still have a long way to go for women to feel comfortable and confident with their sexuality and know the difference between sex and sexuality.In Medieval times people’s fears focused on three things: the Devil, Jews, and women. The fear of women was completely tied into the perceived threat of female sexuality. In the “dark, moist heat” of women’s sexuality, men became prostrate with fear and trembling, a fear and trembling that have continued to the beginning of the twentieth century and, in far too many places across the globe, to the dawn of the twenty-first century.Ironically, texts from the time display an astonishing detail of female anatomy and function. Men seemed to get the physical component right but when it came to understanding and embracing a woman’s essence, they fell far short. And these were not mere “common” men. As seems to be the case over and over again, the hysteria that punished women for being women came from the very minds and men who were capable of understanding physicality. The condemnation of doctors, “physics” and ministers might seem astonishing to us now – the stuff of witch hunts and fiction – but it continues to inform our sensibilities.The times taught that female sexuality was a serpent that was secretly guided into the heart. Goethe, writing about syphilis, used similar imagery when he demonized the disease as a beast and warning of “a serpent which lurks in the loveliest of gardens and strikes us at our pleasures”.In this poetic turn, Goethe captured the true “horror” of female sexuality and gets at the heart of men’s fear – it ensnares men in that “loveliest” of gardens, striking them at their “pleasures,” when they are most vulnerable.In the last half of the nineteenth century, when more “rational” thinking took over, the female disorders of nymphomania, masturbation, moral insanity, hysteria and neurasthenia were almost universally believed to be a serious threat to health and life and civilization. Most “experts” presumed these dire maladies were the inevitable result of reading inappropriate novels or playing romantic music.Novels and music?!As irrational as this might seem, there are still large, mainstream religious institutions which separate boys and girls, prohibit music and dancing, and discourage any contact with modern culture.Are we so very different than those who lived in the Victorian age?Then, there were instances of mass hysteria much like the Salem witch episodes in which women were taken with something called “menstrual madness” and insanity, diseases which required an immediate response and often a very radical “cure.” Menstrual madness was often “cured” by laparotomy and bilateral “normal ovariotomy.” This is the removal of normal ovaries known as “Battey’s Operation”.One professor of psychology, Charcot, gave public demonstrations of hysteria in women in the 1870′s that emphasized his belief that most mental disease in women resulted from abnormalities or excitation of the female external genitalia. Or, to put it bluntly, he masturbated these women in public!Now, these public demonstrations may strike you a bit pornographic because… well, according to our standards today, they were!You could be sure that these “clinical tutorials” were very well attended by scores of men who were only too pleased to witness – in the most graphic detail – the demonic role of the vulva and clitoris in the causation of hysterical attacks in Charcot’s young and, not incidentally, attractive patients.The Internet does not deliver anything any more graphic or pornographic.In an historical note, one of Charcot’s pupils was none other than Sigmund Freud, who attended these demonstrations at the La Salpêtrière for five months, repeated this fashionable view in his writings and lectures while also stressing the effect of the mind on gynecological and mental disease.There is reasonable evidence that Freud modified his case histories – excluding the realities of deviant sexuality and sexual abuse and replacing them with sexual fantasies which would be much more acceptable to the Viennese upper middle class who were his audience.I trust you are beginning to recognize a pattern here. There is a very clear thematic trend in the history of female sex and sexuality.During Victorian times, when much of our “modern” understanding of women’s sexuality found its voice, women were taught not to enjoy sexual activity. They were taught to actively repress their passions. They were actually taught – in so many words – that their enjoyment of sex existed in direct proportion to the moral decline of society.With that kind of burden, it is not surprising that few women felt any sexual desire and satisfaction. How could a woman embrace her lover in full joy when, in the back – or front – of her mind she held the belief, a belief imposed upon her by her teachers, her clergy and her family, that by doing so she was contributing to the destruction of all that was good in the world.Talk about a surefire way to inhibit pleasure and orgasm!For the Victorian woman, sex had one purpose and one purpose alone – to procreate. Ugh! Makes it sound like an unpleasant chore, doesn’t it? It followed from this that a girl or woman’s worth prior to marriage (the only social structure in which this procreation could take place) had worth only if she remained chaste and pure.Once married, she could expect to be engaged by her husband in conjugal acts only when “necessary.”Let’s pause for a moment just to parse the profoundly disturbing truths in that last observation. The first, of course, is that sex was reduced to an act that was engaged in only when “necessary” – presumably for the relief and release of the husband and to further the goal of procreation. The second, however, is more subtle and even more damaging. “She could expect to be engaged by her husband…” In regards to sex acts, and her sexuality, the woman was to be passive. She was nothing more than the recipient of someone else’s sexual wants, needs and demands – for purposes that she did not demand. She had no control over, no rights to, and indeed, was meant to remain ignorant and disapproving of her own sexuality.It is impossible to examine the nineteenth-century medical attitude to female sexuality and come away with the feeling that it was anything but cruel and heartless. We would be kind to call it ignorant. But it was too malicious to be merely ignorant. It was damaging and malevolent. With professionals, gynecologists and psychiatrists, leading the charge, the medical professions designed treatments designed to “cure” those serious contemporary disorders, masturbation and nymphomania.The gynecologist, Isaac Baker Brown (1811-1873), and the distinguished endocrinologist, Charles Brown-Séquard (1817-1894) advocated clitoridectomy to prevent the progression to masturbatory melancholia, paralysis, blindness and even death! A rational person might think that these professionals would have been tarred and feathered for their cruel views.A rational person would have been wrong.Society as a whole embraced their horrific view of women.Before becoming self-righteous in our judgments, however, we must ask ourselves, Have we changed so much? Compare the perspective and behavior of those Victorians to our modern world where this same operation is still being forced upon women and girls in Asia and Africa and certain religious communities throughout the world!Look at our own communities where young girls and women are made to feel ashamed and “dirty” for having sexual thoughts and desires.Still, things are much better than our Victorian past, when the medical contempt for normal female sexual development was reflected in public and literary attitudes. Consider that there existed virtually no novel or opera in the last half of the 19th century where the heroine with “a past” managed to survive to the end.The Victorian woman was reduced to simply a vessel. Oh, she was a highly-valued and a necessary “vessel”. After all, sex was necessary to further the biological imperative. (Imagine someone using a line like that in a bar! “Hello, my dear, would you consider furthering the biological imperative?” My guess is that someone using that line wouldn’t be getting laid that night!)Any sexual desire that a Victorian woman experienced was, by definition, contradictory to her virtue. According to The Physician and Sexuality in Victorian America (1974) by John S. Haller Jr., and Robin M. Haller, sexual promiscuity was an “ominous indication of national decay,” and not a sign of women’s liberation at that time.This was the dominant perspective during Victorian times. As bad as it was, Victorian times were not Medieval times. Even against this bleak backdrop, there were other points of view being expressed. Many early “love manuals” actually emphasized sex for pleasure also. These manuals took the position that there could be equality in the marriage bed. An early indication that for sexuality to flourish, there has to be an acknowledgement of the equal needs and value of the partners in the sex act. There has to be respect and value on the needs, wants and desires of each partner.These manuals took the revolutionary position that a women’s interest in sex depended upon her ability to seek satisfaction along with her partner. Sex could be an enjoyable act separate from its procreative imperative alone.Joy of joys!Of course, even these enlightened views were tempered by the presumption that indulging in sex too frequently was likely not a healthy thing and indicative of moral shortcomings.So, there were other, “quieter voices” that spoke out in favor of greater sexual expression and enjoyment. Unfortunately, the dominant view took the more powerful grip on the culture’s defining morals. During the 1840′s there was a greater emphasis on the health aspects of “conjugal discourse” and less on the enjoyment aspects. There was a tendency to advocate for even less frequency in sex than earlier years. William Acton wrote in his text, Functions and Disorders of the Reproductive Organs (1888), that women experienced “no need for sex.”No need for sex!? Certainly the idiocy of his position would have been disputed on its face.Of course it wasn’t. Not only was it not disputed but it was actually applauded by others, including women. Acton’s belief that women were apathetic to the notion of sex in marriage had a great ally in Mary Wood Allen, M.D., Superintendent of the Purity Department of the Women’s Christian Temperance Union. She held that “the most genuine love between a husband and a wife existed in the lofty sphere of platonic embrace.”Thanks for nothing, Mary! I guess her idea of a successful marriage was a husband and wife having a “sleepover” together, perhaps going so far as to hold hands and gaze warmly at one another as the night deepened around them.As if to prove that when it comes to silly ideas no degree of extremism is impossible, other manuals of the time embraced the idea of marital continence, which referred to the ” voluntary and entire absence from sexual indulgence in any form.”People who took this position pointed their boney, self-righteous fingers at women who deigned to seek sexual satisfaction and accused them of not leading “God-filled lives.” We have evolved remarkably since then. We tend only to call them names like “slut” or “nymphomaniac.”Thankfully, there were also sensible voices shouting to be heard. Sometimes, the arguments seemed to build on the foundation that women did not desire sexual satisfaction, as the argument of Elizabeth Blackwell, a physician who believed that female’s lack of sexual lust came from a fear of injury in childbirth. Implicit in her belief was that women lacked sexual desire or lust. So too when she noted that women were passive because men would be rushed to perform quickly, leaving them without gratification.At least her observations hold true in one fundamental aspect – women have consistently blunted their sexuality and sexual desires in order to maximize the “gratification” of men.There were enlightened voices crying out. Not everyone was blind to the truth of women’s sexuality. There were physicians who argued that a women’s capacity for sexual gratification was at times more intense and prolonged than the males. These physicians viewed ignorance as the root of the problem women had with sexuality. They argued that women’s lack of sensible sexual education had taught them to believe that any sexual feeling was “indecent and immoral.” As a result, women had become a race of sexless creatures, little more than “married nuns,” who experienced no pleasurable feeling during sex.But no matter how loudly these voices cried out; no matter how reasonable and rational their arguments, they did not carry the day. Acton’s view remained the dominant articulation of women’s sexuality from the late 1800′s through the middle of the 20th century.

Private Banking Services Vs Retail Banking

May 19, 2017

Private banking is a much more personalized banking service given to individuals who invest substantial sums, typically over U$S1M. The most noticeable difference between retail and private banking services are that private clients receive customer service on a 1-1 basis via a relationship manager or a private banker. Wealthy individuals with private accounts can expect to meet their bank contact in person, and have direct phone access to a relationship manager. Usually the private banking arm of a bank is separate from the retail banking arm and the service is completely distinct.A private bank is one that is not incorporated. Private banks are favoured by conservative investors because the directors are personally liable, and more likely to be cautious in managing client funds. Financial institutions like these are sometimes family owned and only cater to the very rich. One of the reasons why wealthy people choose them is their confidentiality – a pledge to maintain client records secret. For some it is a case of not wanting to be targeted by criminals, lawsuits or corrupt governments. Others use this secrecy to shield income from authorities like the IRS and evade tax.

Many of the world’s private banks are found in Switzerland because of the strict bank secrecy laws and sophistication of Swiss financial services. Small banks in countries like Switzerland are also more likely to keep their client records secret because they limit their operations to within the country’s bank secrecy laws.Not only private banks offer private banking services – in fact some of the biggest providers of private banking and wealth management services like UBS, Credit Suisse and the Barclays are not privately owned. Private clients of these huge banks can take advantage of their in-house trading and research departments, and sometimes choose to have almost all their assets managed by the bank. This way they expect much higher returns than those given by a simple savings account or certificate of deposit.Types of Private Banking ServicesUsually only very affluent clients demand wealth management – where private bankers manage an investment portfolio for a family or an individual. The fee for this service varies from bank to bank and is charged yearly as a percentage of the total amount invested. The return of a portfolio will also depend on the standard of the private banking service. While some will provide excellent returns, others will continue to charge high fees while investing client funds in the bank’s own investment funds, regardless of whether or not this is beneficial to the client.

A popular alternative to wealth management is Self-Directed private banking, where the client manages his own portfolio, at times calling on advice from the bank. The advantages of this type of account are lower fees and greater personal control.Inheritance and tax planning are extra private banking services provided either directly or by referral for an extra fee.

Rep V. Direct: How to Best Organize a Sales Team

April 29, 2017

Sales executives are constantly searching for the ideal structure of the sales team. Should the team be composed only of direct sales people? Should the team be composed only of manufacturers’ representatives? Experience shows that a hybrid sales organization, composed of a blend of direct and indirect sales employees (manufacturers’ representatives), combines optimal performance, cost effectiveness and flexibility.If one observes several sales organizations over an extended period, she’s able to see that relatively often, sales executives make sweeping changes to those organizations, from all direct to all rep, and from all rep to all direct. Invariably, the observer is able to note that sales management ultimately reverses many of those sweeping changes. Sometimes sales executives benefit from observing changes made by others. Unfortunately, too many sales executives develop the understanding of the benefits of a hybrid organization by making one or more poor decisions and then repairing the organization after problems surface. The most durable of sales organizations are those that use a hybrid technique, employing a mix of both direct sales staff and manufacturers’ representatives. Sales teams composed entirely of all direct people or entirely of manufacturers’ representatives are generally not ideal.Why “Direct Only” Teams Are Not IdealMany CEOs and executive teams believe that the best way to build relationships with customers is with a sales team composed only of direct employees. In this example, sales staff cannot be distracted with unrelated business and other product lines. No one can blame the inexperienced CEO and executive team for thinking this way. A salesperson is able to devote 100 percent of this time to the company. A direct sales team suffers from far fewer distractions than a rep sales team. However, experienced CEOs and executive teams understand that they must thoroughly look at a direct sales team before converting to it. Direct sales teams are quite expensive to train and support. The company must support offices in all major markets. Those offices bring along with them assorted costs: rent, administrative support, office equipment, utilities, etc. A competent manager who can work well and represent the company without direct supervision must manage the office. The company must train and occasionally upgrade each office manager.When sales are growing, the office manager must hire and train new sales staff. The company must train the manager in hiring and training techniques. The company must also train the office manager in firing techniques, in hopes of avoiding legal problems.As sales grow, the office must expand to meet growing demands upon the sales office. Cost of sales rises as sales grow. Sales, however, do not grow forever. Ultimately, sales flatten and roll over. Sales usually roll over earlier and more abruptly than hiring plans. Sales may dip at anytime during the year, but hiring plans are usually set at the beginning of each calendar or fiscal year. As a result, hiring is sometimes still underway when industry and office sales are falling. Such dynamics create an environment whereby cost of sales, (as measured by the total cost of running the sales office, divided by the total revenue that the office generates, expressed as a share of sales) rises rapidly.

When a sales office has healthy sales, the company can manage its cost of sales and support them at a predetermined level. If sales grow for a long period, the company can manage the office to cut cost of sales. The sales office can benefit from economies of scale. A sales office supporting 20 salesmen doesn’t need more copiers, fax machines and conference rooms than an office supporting only 10 salesmen. Unfortunately, sales ultimately roll over. It is difficult to cut costs immediately. The office manager must usually see several months or quarters of declining sales before realizing that he must cut costs, including headcount. During this time, cost of sales rises, sometimes well above tolerated levels. The sales office manager and the company cannot cut costs quickly. Which is a chief reason that totally direct sales teams are undesirable.Why “Rep Only” Teams Don’t Yield Peak PerformanceRep only sales organizations afford a number of benefits to the sales executive. The sales teams are already in place. Hiring and firing of salesmen is not the direct responsibility of the sales executive or his regional sales managers. Manufacturers’ representatives generally hire and fire as sales move up and down. The cost of running a rep only sales organization rise and fall directly with the level of sales. A significant benefit of the rep only sales organization is that cost drops immediately when sales drop. It’s possible to accurately forecast cost of sales as a share of total revenue. Cost can never get out of control by hiring too many salesmen, buying too many computers, or leasing too large an office; not infrequent problems for direct sales organizations.Manufacturers’ representatives are not always the panacea for companies looking to hire or expand a sales organization. Large customers often demand direct sales staff; not indirect staff from a manufacturers’ representative. Large customers view their largest suppliers as strategic partners, and like the ability to communicate directly with those suppliers. Communications is sometimes slower and less clear when a customer must communicate with a manufacturers’ representative, who in turn communicates with the supplier. Customers may set the style with which they deal with suppliers as part of their purchasing strategy. For example, they may decide to deal with no more than two or three suppliers on any commodity and to deal with those suppliers directly. This disallows conducting business through manufacturers’ representatives. A supplier must recognize and honor such a strategy, or be ready to suffer undesirable consequences. A supplier must never turn a tin ear to a request from a customer demanding direct sales representation.Large suppliers view their largest customers as strategic partners, and like the ability to communicate directly with those customers. They view the delay when communicating through a manufacturers’ representative as an unnecessary burden. When large suppliers invest management time with strategic customers, they do not want to dilute that investment by sharing management time with manufacturers’ representatives. The incapacity to offer direct coverage to strategic customers is the primary reason that a sales team composed only of manufacturers’ representatives is unattractive.First and Foremost: Do No HarmRecognizing that something is wrong, many sales executives make bold, sweeping structural changes to their sales teams. Fire all reps and hire a direct sales team. Fire all direct salesmen and hire a network of manufacturers’ representatives. Either approach will certainly repair some problems. More than likely, however, extreme changes are very prone to creating new problems of equal or greater scale.Why do so many companies replace one poor-performing sales organization with another that destined to yield performance that is no better than the original? The two most common reasons are inexperience and weakness of the sales executive compared to the rest of the management team. Perhaps the inexperienced sales executive has risen through a single company with an all-direct or all-rep sales force. Now, managing the global sales organization, he opts for sweeping change from all-direct to all-rep, or from all-rep to all-direct sales without benefit of understanding thoroughly the benefits and problems with either a pure-rep or pure-direct organization. Alternatively, the inexperienced sales executive may have developed his management skill at a company employing an all-direct sales organization. He may not feel comfortable managing if hired into an all-rep company. No one can fault a sales manager if he sees massive problems and concludes that he must make sweeping change to an all-direct sales organization. Only inexperience allows him to make a major, highly disruptive change.Another reason companies make dramatic changes in the structure of a sales organization is that the sales executive is weak. If cost-of-sales, expressed as a share revenue is too high, the CEO, the rest of the executive team, or both can apply pressure on the sales executive to affect change and cut cost. If the sales executive lacks the strength to defend his team or the structure of the sales organization, he merely becomes the messenger, not the manager.

The message to the sales executive feeling pressure to make sweeping change in a sales organization is to adhere to the Hippocratic Oath: First, do no harm. Any sweeping change imposed upon the structure of a sales team will initially be disruptive. Make sure to justify the disruption and be very sure that the change, once implemented, is most likely irreversible. Sweeping change brings disruption, higher cost of sales and lower productivity. All of this might be worthwhile. However, if a sales manager imposes sweeping change and then reverses course within a year or two, disruption from the reversal is much greater and more costly. A reversal of an organization change brings with it disruption, higher cost of sales and lower productivity just like the original change. However, an organizational reversal can erode the sales team’s enthusiasm. A company can handle disruption, higher cost of sales and lower productivity if repaired relatively quickly. Repair of an unmotivated sales team takes much more time.”Hybrid Sales Teams” Work BestA supplier always looks to optimize its sales organization. If a company continuously focuses on cost of the sales organization, use of manufacturers’ representatives is mandatory. The benefits of manufacturers’ representatives are too great to ignore. However, manufacturers’ representatives may not satisfy the requirements for some customers. Strategic customers demand direct interface, excluding the use of reps. The best alternative then, is to merge some of the best features of both a rep and a direct sales organization. Implement a direct sales team to cover the sales to all strategic customers, while simultaneously bringing about a sales team of manufacturers’ representatives to cover all other customers.A hybrid sales team benefits from the cost effectiveness of manufacturers’ representatives. The same team can deal directly with strategic customers. The sales executive may take advantage of the non-disruptive flexibility when adding or deleting customers on strategic customer list. A secondary benefit of a hybrid sales organization is bench strength. Well-seasoned, top-performing direct sales personnel represent a talent pool from which from which to draw regional sales managers.ConclusionExperience shows that a hybrid sales organization, composed of a blend of direct and manufacturers’ representatives combines optimal performance, cost effectiveness and flexibility. The most durable sales organization is one that uses a hybrid technique. Sales teams composed entirely of all direct staff or entirely of manufacturers’ representatives too often underperform.

How To Make Sure The Toys You Buy Are Safe

May 15, 2017

There are some very strict safety regulations in the United States that attempt to insure the safety of toys that are sold. But even with the strict regulations there are occasions from time to time where unsafe toys make it into the market.As a whole the regulations that are in place to ensure toy safety have been very successful. When compared to the number of toys that are sold on the market each year there have been very few incidents which were caused by unsafe or defective toys. Most accidents are caused by improper usage or common accident such as tripping on them.In the few cases where defective or unsafe toys have actually made it into the market they were recalled fairly quickly. But this is no reason for parents not let their guard down when buying toys.Check The Label: Safety Labels Are A MustThe first thing that should be checked when buying a toy is whether or not is has the appropriate safety labels. The primary label in the United States would be that of the Consumer Product Safety Commission which signifies that the toy meets the minimum safety standards.The next important labels to look for when shopping for toys would be age labels. You should always follow age guidelines, as they are an essential part of toy safety.Most toys have age labels, even if they are not legally required. Any toy that is not suitable for children under 36 months must have a visible label stating so.

Though, in general most toys give guidance as to what age group they are designed for. These guidelines let you know what age group will benefit the most from the toy, in terms of development, fun, and understanding. Here is a brief guide of different kinds of toys and what age group they are intended for:Under three yearsFor this age group the greatest threat that toys pose is a choking hazard. Most everything a baby or toddler gets their hands on, ends up in their mouth. For this reason, very small toys or toys with small parts are especially unsuitable. Be sure to keep marbles and small balls or buttons out of their reach; be careful with inflatable toys and balloons; and avoid toys with pointy or sharp edges.Three to five yearsChildren of this age are full of discovery and are capable of playing with more sophisticated toys. However, you should still be cautious as certain toys could still pose a risk to them. Avoid toys made with thin plastic that might break and cause injury and still watch for small parts that they may still be tempted to put in their mouth.Six to twelve yearsBy this age children will be able to safely play with almost any toy they are given. However, always read hazard warnings and instruction pamphlets for maintenance guides. For example, if you buy a trampoline you will need to carry out maintenance on it on a regular basis. If you buy a bike or skateboard for your child, you should also buy appropriate protective equipment. Always make sure you get the right size ride on toy for your child, so he/she can handle and enjoy what he/she is given.Things can get a little complicated when you have children of varying ages. When you have lots of different toys that are suitable for varying ages you have to stay vigilant. For starters, you should teach older children to keep their toys out of reach of younger children, especially when they contain small parts and/or are breakable. It is also best if you do not put different age appropriate toys into one toy bin. Have a separate box for each child and make sure they do not swap out toys. To help keep organized, you should follow and separate based on the age labels on the toys.In general it is a good idea to be organized and keep toys in order. Having toys lying around the house is a common cause of accidents. If you have children of varying ages, this can be dangerous and allow smaller children to get to toys not intended for their age group. Keep in mind that children are intended to play with the toys, but all maintenance, such as changing of batteries should be carried out by an adult.

Toy safety labels offer an important safeguard against dangerous toys reaching our children, but it is just as important to use your own common sense. Before purchasing a toy, examine it thoroughly yourself to make sure that it is sturdy and well constructed. Check for any sharp edges or pointy corners, especially when buying toys for younger children. For example, if you are buying a stuffed animal make sure all stitching is secure and small items like the eyes or nose will not come off easily.If your child has an accident with a toy or you suspect a toy is potentially harmful, you should take immediate action. The first step is to take the toy out of the reach of all children. Once the child is cared for and the immediate danger has passed, you should report the toy to the appropriate authorities. You will need to keep the toy safe for examination and you should also try to provide details of where and when you bought the toy. It is important to regularly check online for toy recalls. This way you can remove a potentially dangerous toy before any incident occurs.

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