Whether you watched the Oscars or not, by now everyone has heard about the big mistake. The last and most important Oscar for best picture was awarded in error to the wrong film. By the time the error was caught and corrected, two producers of the non-winning film had already given their acceptance speeches, and…
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Let’s talk about what I call “calculator-itis.” My definition of “calculator-itis” is when business owners and sales reps continue to charge customers the same margins year after year without any routine, timely reviews. Continuing to charge customers the same margins over time doesn’t make sense because our value to customers grows as our expertise grows,…
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The five “w’s”and the “h” were the reminders for aspiring journalists to include in every story: who, what, when, where, why and how. These elements make a story compelling, informative and complete. They are also critically important to you as you write your own life story. 1. Who Are You? How have you defined yourself?…
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The U.S. House Republican tax reform proposal includes a recommendation to adopt a Border Adjustment Tax (BAT). If it passes in any form, it will increase the cost of promotional products significantly. The BAT will have a negative overall impact to the promotional products industry. You must start learning about BAT, and how it is…
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As business owners and sales reps, we love to hear “yes.” Yes to scheduling new appointments. Yes to earning opportunities for quotes and proposals. Yes to winning new business. We love hearing “yes.” However, business owners and sales reps are going to hear “no” many more times than they hear “yes.” So, it’s time to…
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Question: I am interviewing a bookkeeper who is familiar with QuickBooks. Is that all I need to know? Answer: No! Setting aside the issues of the complexity of a bookkeeper’s former experience, which is the subject of another blog, you need to know more about which QuickBooks this person has used in the past. QuickBooks…
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I did it. I went direct. I cut out the distributor. I cut out the supplier. I bought directly from China. It wasn’t bad. In fact, it was quite good. Delivery was three weeks. Product quality was excellent. Service was outstanding. English wasn’t a problem. I’ve already ordered a second time. I bought glasses directly…
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For those of you who regularly read my blog, I want to caution you that this article tackles some very real and sensitive topics. But I want to share with you how I have been able to use what I’ve experienced in my personal life as motivation, and how you can use even the most…
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Customer shopping expectations are racing ahead at light speed. We are at the point where buying online is often simpler and preferred over talking with a person. When that happens, new value is created and a new buying preferences are formed. To build your business, you must leverage your relationships while participating in the burgeoning…
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I have written about changing business landscapes in this publication for more than a decade now. During this time, we have experienced a shift in technology that created an “adapt or perish” atmosphere. We also experienced a recession so deep, many didn’t expect our industry could bounce back. But, we did. Today, we face uncertainties…
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