Marshal Law in Business

This is the first in what I hope is a series of posts provided by my friend and colleague Marshall Mermel. Marshall is the President and CEO of Marketing Works, a marketing and advertising company headquartered in Cold Spring and in his brilliant mind. I have known Marshall for the past 5 years and am still desperate to keep up with his many thoughts, ideas and their implementation.  A number of weeks ago I asked Marshall to provide me some posts that I could provide as Marshall Law, these are Marshall’s thoughts and ideas on marketing, sales and strategic business development. Thank you Marshall for what I am sure will be some great postings.

Recurring Temptation

Probably the most recurring temptation for small business owners and managers is to buy into the enticing belief that good products and services sell themselves. After all, customers are sensible and recognize value of new ideas, better mousetraps, and the “best” service! Well, maybe they do and maybe they don’t. Scores of companies are launched with the fervent hope that a new technology, a product breakthrough, or an intriguing service idea will suffice to produce untold wealth. And scores of disappointed business owners and managers find out too late that the product didn’t quite fit, that the buyers were boorishly uninterested, that the channels were already preempted, that the competition was more imaginative than presumed. 

Marketing may not automatically solve al of these problems, bit without it the chances of business success are severely limited. The marketing issues are typically the “make or break” decisions for new enterprises, and for emerging growing businesses. It makes sense therefore to list perhaps my top ten reasons why businesses fail and in my next installment, provide some thoughts on how to avoid these pitfalls.

Avoid these top ten reasons why businesses fail:

1. Under capitalization
2. Under capitalization
3. Under capitalization
4. Under capitalization
5. Under capitalization due to poor planning
6. Reliance on a single individual or event
7. Using ad-hoc marketing processes
8. Marketing is viewed by management as an expense rather than as an investment
9. The prices you charge are based on costs and “lower prices drive sales”
10. Marketing is defined as sales

Please think of these reasons and look at your approach to promoting and marketing your business. Make sure you stay tuned to the next installment of “Marshall Law” to make sure you have the tools to avoid these pitfalls.

You can learn more about Marshall Mermel and about marketing by going to his web site at www.MarketingWorksNow.com

Thank you Prescott BNI Chapter

I wanted to share a great experience I had today with the Prescott Chapter of Business Network International.

I was dropping my son off to Embry Riddle University and called Lee Abrahams, the Director of BNI Southwest to ask if I could visit. I found his information at the BNI website.  He agreed and I joined them at the Prescott Community Center this morning. The meeting was like all other BNI meetings. Full of fun business people looking to help each other grow their businesses. Everyone was helpful in making me feed welcome and I enjoyed about their businesses and sharing some of my many stories from my past 13 years of BNI.

The chapter President in Lee Abrahams and the region’s web site is BNI Southwest. He is a Realtor for Realty Executives Northern Arizona in Prescott.  I was also able to spend time with Rebecca Finken who is a travel Consultant with World Ventures, Penny Pennington of Wells Fargo Home Mortgage, Laurel Frisby of Usana Health Services, Paris Otremba of Empress Custom Cleaning, a new member who is really taking off, Lawrence Zablocki of Xpedition Communications, he has offices in the US and Russia, Hector Moya of Clean-n-Brite Carpet and Upholstery, David Fickas of Avitar Video Productions, Jim Bacon of Pillar to Post Home Inspections, Andrea Norris of Zion Window Cleaning, Dale McDonald, the Prescott Handyman, Kathleen Wells of Foghara Advertising, Jay Lene Cornell of The Daily Courier, Michael Long of Elemental Building and Design, Amy Bently, CPA of Holdsworth and Larson, CPA,  Jody Miller of The PC MD, Elise Erro of Soma Exquisite Chocolate Truffles, Judith Joyce of Journey Beyond Belief, who gav her 10 minute presentation, and Michael Lesnick of AIM Mail Centers who was kind enough to drive me to the school to help my son. I know I missed a couple of you and I am sorry.

I had a wonderful meeting and am looking forward to referring all of you business. Thank for a memorable experience. Make sure to share your stories with me so I can post them here with our chapter’s successes.

Marketing with Free Gas? It works!

Imagine How Many New Prospects You Could Attract By Offering FREE GAS Certificates…

With the price of gas at all time highs and little relief in sight the economics of the situation is
pinching the budgets of both businesses and consumers. Now your business can be a hero and
offer your customers and prospects an opportunity to enjoy from $100 to $500 in free gas as a
value added premium when the sample your business or decide to become your preferred customer.

Visit this website to learn more, then register for a free tele-conference call on Thursday,
August 7th at 12noon Eastern time to get all the details as to how this program can work for you
and have all your questions answered:

www.WeismanSuccessResources.com/freegasprogram

Pencak & Company our featured business this week

Our featured business of the week is Pencak and Company of Port Jervis New York. The company is owned by Richard Pencak a licensed United States Customs Hosue Broker. As a Custom House Broker, Richard provides logistics services for the import and export of goods to and from the United States.

Pencak and Company is located at 30 Sussex Street in Port Jervis. From their location they are able to arrange for the import and export of goods to and from the United States. Additionally they offer tracking services to ensure you know where your shipment is at anytime. Their unique selling proposition is that you speak with a person who provides you with this information. They provide a tracking report to their clients, and will answer the phone when you have questions about the status of the shipment.

Richard has authored two books on the subject of importing and exporting goods. The second book, published in 1999, “Pencak’s Complete Yet Concise Guide to Importing Purchases into the USA” is sold out. It can be purchased on e-Bay and Amazon. His next book “Pencak’s Guide to Importing” is being completed and will be published in the coming months. It will provide new features and updates to information provided in the previous book.

An ideal client for Pencak and Company is a manufacturer or distributor looking to ship or receive large amounts of goods internationally. Richard Pencak has developed many relationships throughout his career to facilitate the transport of your good.

For more information on shipping and Pencak and Company, please go to Import Book online.

If you are tired of color….Go Grey..Printing that is.

Grey Printing is located at 37 Chestnut Street in Cold Spring New York and provides high quality printing and marketing services to their clients. I have known Grey for over 6 years and he has provided excellent advice for the many marketing plans I use. I interviewed Grey to share his expertise with you.

John Klassen: “What’s new at Grey Printing?”

Grey Zeien: “We just installed the latest high-speed full color Konica Minolta digital press in our newly expanded Cold Spring facility.”

John: “How does this help you help your customers?”

Grey: “This makes it possible to offer 24 hour turn-around to our customers over 80% of the time. In our increasingly fast-paced world, people need everything faster and printing is no exception. We often fill orders for people going to meetings the same day and they need business cards or promotional materials. In the old days, you’d have to wait 3 to 5 days. Now, with this addition to our digital line-up, we’re able to service more people, more quickly, with offset quality results. Isn’t science wonderful?”

John: “Do the additional requirements for speed make life more stressful?”

Grey: “It can. We have a great team of people who work hard and enjoy getting the orders out on time.”

John: “What else do we need to know about your business?”

Grey: “Grey Printing is a full service print provider. We print everything from business cards to brochures, stationery to catalogs, invitations and labels as well as large format posters and signs. Our specialty is high-end color postcards and direct mail marketing fulfillment. With the addition of the new digital color press, this small, service-oriented, privately owned printer is more than price competitive with, and offers quicker service than on-line printers in this very competitive color postcard market.”

John: “How important is color?”

Grey: “Affordable color printing is where it’s at these days. When a color card comes to you in the mail, you look at it. Postcards require no opening and they mail for less, so they are a really efficient way to market goods and services.”

John: “So the color is an important part of the marketing?”

Grey: “If you receive an envelope with attractive full color graphics and offers printed on it, you’re much more likely to see it and react to it than you would with a one color piece. Many people don’t realize that the envelope itself is a great marketing piece. You can print on a large portion of the envelope without interfering with postal regulations. Hence you have a mini billboard arriving in the mail, enticing the receiver to open it and find out more about you and your company.

John: What other benefits are available as a result of your technology improvements?”

Grey: “With new advances in digital color, the customer pays about the same for full color as he’s used to paying for two color printing.”

If you need your materials designed, the graphics professionals at Grey Printing can work with you. Zeien himself is a veteran of over 25 years in the advertising business. Together with you, the company can help your company realize your marketing goals efficiently and affordably. You can contact Grey for ideas and marketing help. He can also show you how to achieve your marketing goals. Contact Grey at info@greyprinting.com or call his office at 845-265-4510

Like their slogan says: “Courteous, Professional Service, from Concept through Finished Printed Product”.

“Grey Printing has provided excellent service for our company and our customers for many years.”
                                                                 Marshall Mermell,
                                                                 President, Marketing Works Now

Tips to Protect Your Identity

With identity theft and other white-collar crimes gaining attention, many companies are offering a wide variety of products to help with Fraud and Theft Protection. These are valuable services and depending on the level of protection and guarantees involved, they could be come expensive.

It is important to protect your good name. It can save you thousands of dollars in fees and fraudulent charges. There are some ways to protect your self and your business from these crimes.

Here are some ways to protect your identity:

1. Safeguard your Social Security Number. Know your number, but don’t carry your card with you.
2. Be careful with information over the phone. Phishing scams often use the telephone posing as your bank to get vital information. If you bank is calling, they should have it. This also occurs via email. When in doubt, ask for a number and call them back. Clever schemes will clone a number similar to your banks number to fool caller id.
3. Shred Private Information: Watch out what you throw away. Make sure you shred bank statements or anything that may contain valuable information. If you are looking to protect your business, shredding services are available in most areas.
4. Protect your Mail: Pick up mail promptly. If you are going to be away, have it held at the post office.
5. Reconcile bank accounts and audit credit card bills. This is a first line of defense in detecting problems. If you have a bookkeeper, audit their work as well.
6. Check your credit report. Periodically run your credit to make sure you don’t have accounts that you are unaware of.
7.  End Free Credit Offers. Junk mail left in your mailbox or thrown out can be used by thieves to steal your identity. You may opt out of these offers by calling 888-567-8688. This will allow you to remove your name from credit bureau marketing lists.
8. Ask questions. If someone is asking you questions that don’t seem pertinent to the transaction, stoop and ask why they need this information and how they will use it. Also ask about the privacy policy and how to opt out if necessary.
9. Protect your passwords. Use passwords that are unique and not easily guessed. Don’t leave t hem on a post-it note on the computer screen. Don’t share them with co-workers either. This will protect you from harm and them from false accusation.

 There are many other ways to protect your identity and other valuable information. Many times your bank will have a program that will help you protect your accounts and other information. Email me at JKlassen@mtb.com for more information about this important subject or programs offered by M&T Bank. Additional information can be found on line at http://www.ftc.gov. You can also download their brochure by clicking here.

Small Business Assistance from the Small Business Administration

Many business owners are aware of the US Small Business Administration and many have taken advantage of their loan programs to start or expand their businesses. Most business owners and many lenders are unaware that there is additional assistance offered in the form of online courses through the SBA.

Recently the SBA has added two new courses to their menu of over 26 online courses. The new courses are Finance Primer: Guide to SBA’s Loan Guaranty Programs and How to Prepare a Loan Package. Finance Primer provides an overview of the different financial resources and programs avaialble to business owners. It is not limited to just those provided by the SBA.  You can follow this link to the course,  http://app1.SBA.gov/sbtn/registration/index.cfm?CourseId=29. The course will help you avoid common mistakes that business owners make such as not obtaining enough financing or applying for the wrong type of financing.

How to Prepare a Loan Package walks the business owner through the loan process including how to prepare a loan package and what lenders look for when they review a loan package. It also provides links for related information and provides referrals for assistance in the preparation of a loan package, This course can be found at http://app1.sba.gov/sbtn/registration/index.cfm?CourseId=28

For more information on these and other course offerings you can go to the SBA’s online campus at the Small Business Training Network at http://www.sba.gov/training .

Reducing Fuel Costs

With the economy in some turmoil, fuels costs up and business revenues down, many people are looking for ways to save on the cost of running their business. One way is to reduce your fuels costs by improving driving and maintenance habits. If you have a delivery business or have sales people on the road, there is not a lot you can do about the number of miles you drive. Here are a couple of tips to help save on fuel.

1. Drive smoothly. Avoid rapid acceleration and braking. In town this can reduce your mileage by 5%, on the highway, up to 33%. That does include the wear on the vehicle.
2. Plan your trip. Map out a sequence of visits that reduces the number of miles you need to drive.
3. Replace dirty or clogged air filters. A clean air filter can improve mileage by up to 10%.
4. Keep your tires at the right pressure. This can improve mileage by up to 3.3%. Many stores still offer free air.
5. Minimize drag. If you have vans full of equipment, remove unneeded heavy equipment. Have the crews examine what they will need for the day or the week and put heavy unneeded tools and equipment in the shop.
6. Avoid idling. Shut the vehicle off before going in the deli for the cup of coffee. You get 0 miles per galloon while idling.
7. Think about where you can fill up. If you have drivers filling up the vehicle, make sure they are doing so intelligently. If they have a multi-state route make sure they plan their route to full up where gas is less expensive. IF you have many vehicles contact the fuel company to see if you can get a discount by using their credit card and gas for your fleet. Some may offer cash back based on monthly consumption.

For more information on ways to improve your fuel economy go to http://www.fueleconomy.gov/feg/drive.shtml
Chris Clark of Sprague and Killeen Insurance put the information together for this post. You can contact Chris at chrisclark@sprague-killeen.com he can help you with your business insurance needs. You can also find out more about Sprague and Killeen at http://www.sprague-killeen.com.

Business Travelling made easier

I don’t know how many of you are good business travelers. I’m not. I can get around the airport well and know what I am doing, I just don’t like to do it, especially if I am traveling to a place that is new to me.

 

I recently went to Baltimore for a two-day training class. I flew out of Albany, New York the night prior to the class for the one-hour trip to Baltimore. No I am not whining, just telling a story. We all know that brief moment of concern when it comes to the transition from the airport to making the selection of ground transportation. Public or private? Yellow cab or town car. Who do I ask? Can I trust them?

 

Shamil took care of all of this for me. I walked out of  the terminal and there he was. He politely asked where I was going and how long I would be in Baltimore. Where had I arrived from and how was the flight. He had taken my bag off my shoulder and placed it cautious in the back of the Suburban, escorted me to the door and off we went. I must have told him where to go, I just don’t remember. In the short ride downtown I learned of the coming events for the week, where to get tickets, who made the best crab cakes (another post topic). He transformed the angst of the choice and allowed me to focus on the rest of the eek. He then gave me his card and email so I could contact him if I needed anything at all. I also learned about his business and goals. All in a 20-minute ride.

 

Shamil owns Nationwide Transportation which is a limousine and town car service serving Baltimore and Washington DC. The cars are comfortable and clean. He has a total of 6. The phones are answered politely and he delivers on his commitments. If you are in Baltimore and need a lift from the airport to downtown or anywhere he serves, don’t deprive yourself of his affordable friendly service.

 

You can reach him at 877-544-5106 or by email at shamil@nationwide-transportation.net. Check out his web site at www.nationwide-transportation.net. Customer service is not dead. It is driving a limo in Baltimore.

 

Free Credit Report ???

We’ve all seen the adds. Check your crdit score for free, findo out your score before you go to the bank. Sound famikliar?

There is only one site where you can get the free credi report. It is http://www.annualcreditreport.com. The site is operated by the Federal Trade Commission and was established after the Fair and Accurate Credit Transactions Act of 2003. This act gave consumers the right to obtain one free credit report  from each of the big three agencies each year. These agencies are Experian, TransUnion and Equifax. You can also call toll-free to 877-322-8228.

The other sites often bombard you with supposed free offers and other advertising. In many cases the free credit report you are seeking can only be obtained by purchasing a credit monitoring program that can cost you a significant amount of money.

Checking your credit from time to time is a good idea. It will help you to audit spending patterns and detect possible fraud and identity theft. It can also help you to understand terms that loan counselors are discussing with you. It puts you in a better position to make financial decisions.

Please contact me if you have any other questions through this site.