Archives for Sales

When Boxes Compete with Ketchup

The Amazon box arrives.  Opened and the contents removed, I see that Amazon has figured out how to extend their presence.  On the flaps of the box, Amazon has printed a truck with wheels, and an amusement park skyline (see pics).   If executed, you now have your 4 year old playing “with the box”. This reminds me of getting some shoes from Cabela’s.  Opening the box, I discovered a target printed on the inside.  So now you wear the shoes, take the box out back and shoot it full of holes . . . dashing any hopes of returning the
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"But . . . they are free?"

Dr. Brad Harken, a dentist in Spokane, had just sat through my presentation at the American Dental Society’s National Convention. I had some free dental bib chains I wanted to give him.  They are the small chain that has clips on either end, which keep a napkin on your chest while you are having dental work done.  In this case the two chain clips said “Crest” and “Oral B”.   Stay tuned.  Even Proctor & Gamble can get it wrong. Dr. Brad noted that in his practice they don’t use the metal chains because when you put it around the patients
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Making Leftovers Extremely Popular – The Secrets of Party Magic

Disney does it.  It seems that at one point Disney equipped the inside cabins on their ships with video screens that looked like portal windows.  At times during the day various Disney characters would appear and talk to the kids in that cabin.  For this Disney charged a premium. Who takes your poorest value offering and charges a premium for it? In American Fork, Utah there is a restaurant called Wingshak.  At lunch the line is incredible.  Mostly men.  All there for the Hot Parmesan flavor wings.  With a hundred seats, this place is just jumping with businesses.   My four
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Part 4 – Revelation & Vision for the Future – Skills That Will Create Significance

Today, and in the future, where mass-customization is the call of the day, we will do business “with” my Starbuck’s, my doctor, or my Disney vacation. “When I go to MY Starbucks,  they know me personally.   I appreciate that fact when they put MY name on MY cup of java.” Like the Pied Piper, the future will vacuum us into personal relationships with others and their organizations.   Disney’s Magic Plus, or a Harley-Davidson HOG weekend, or even the personalized shopping experience of a Zappos shoe purchase, will become the norm.  It will become the expected. Your competition will change from
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People Gotta Talk – – Know-It-Alls Need Not Apply How Today's Leader Needs to Facilitate More Dialog

People gotta talk! The internet was originally an electronic brochure.  With the rise of Facebook, blogs, and various “testimonials websites” (Angie’s List, Rotten Tomatoes) this society EXPECTS, in fact demands to be involved in dialog.  Organizations, especially associations, are struggling with the issue of getting the Millennials to join, or get involved.  Yet they also struggle with getting and understanding feedback and dialog. People gotta talk! The old “show-up-and-throw-up” sales pitches in the past are going the way of pet rocks.  Today the imperative is the trusted advisor who listens TO THE CUSTOMER.  (What a novel idea).  Prescription without diagnoses
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Is the Twinkie Charismatic?

It is official.  The Twinkie is here to stay.  In fact, Hostess Brands LLC, in an effort to make sure their product can be profitable has changed the recipe on this soft yellow calorie laden snack so that it has a shelf life of 2 months.   WALL-E’s cockroach robot would be so proud. Behind the new changes is a learning experience for Hostess Brands.  They have tried changing the recipe in the past when shortages of certain ingredients became constrained, only to hear of revolt in their customer set because of the change to the texture. The comeback of
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Who cares if the Handwriting is Horrible? – Thank You card from absolutely no one

You know the envelope.  It has “that” shape.  This Thank You card, arrived in the mail, complete with mass produced envelope with snazzy logo, and warm colors of ink on the return address.  Upon opening the card, there on the inside were four signatures.  One replete with it’s own smiley face :-).  These were from people that I never even met.  Why?   The minor surgical “procedure” that was done while under anesthesia made it so if I met these ladies, I was probably drugged into total vacancy. Still the card arrived.  “What a nice gesture,” I thought. In my
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Dentists are Getting Chewed Up – – – How Dental Professionals can escape Price Competition and other Woes

Dentists are getting chewed up.  Third-party dictation of dental fees, the overpopulation of Dentists and Hygienists, and the expansion of “staff” doing more and more dentistry are just the tip of the iceberg that is threatening to sink the ship. In the middle of that is the patient, who is demanding a different experience.   The millennial generation is bringing in their kids, and they want something different than those Baby Boomers. Is the problem the competition or is it the mindset of the dentist?  IF the customer is shopping for the best price on a filling, then dentistry is just
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Your Chairside Manner May be Good, BUT That is Not Enough . . . the Future of Dentistry

I just moved to a new city.  New banks, new dry cleaners, and a need for a new dentist.  Our society values referrals now more than ever.  After talking to multiple acquaintances; some orthodontists, endodontist, oral surgeons and even calls to dental labs, the same name kept popping up.  Let’s call him Dr. Awesome. In the dental world there is a very elaborate dance that occurs between general dentists and the referrals they make to specialist for braces, surgery, and other advanced tooth care issues.  Study groups of dental professionals who network and gain some addition knowledge; have at their
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Optometrist clearly see Charisma as the Ultimate Marketing Tool

Intelligent, good looking, and very personable.  The conversation with this Doctor of Optometry is instructional. “When I graduated, you had a couple of choices.  Start your own office, or buy an existing optometrists practice.   If you did the later, you had to be aware of Personality Practices.   These are those optometrists who, based on their personality had more successful businesses.  The fear was, you buy the practice and your personality wasn”t magnetic enough for the customers  . . . and they left.” Business Charisma has this kind of impact on the business AND the competitors.  Six Flags competing with Disney? 
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