Archive for October 2008
Referrals: Getting the Most From the ‘Low-Hanging Fruit’ of Sales
Everyone talks about referrals, but few actually pursue them. Referrals should be considered the reward for a job well done. They are the by-product of your excellent customer service. As a true sales professional, you have earned the right to ask for and receive referrals. If you are not asking for referrals, you are only…
Read MoreLearning from Berkshire Hathaway Part 1
Acquiring with a marketer’s eye Another in a series of white papers for M&A Professionals Summary: If you have been following along with this white paper series, you know our admiration for Warren Buffett and Charlie Munger. The success of Berkshire Hathaway is unquestionable. So you can understand why we chuckled at the flurry of…
Read MoreGrey Markets Get a Shot of Clean Air
Grey markets caused by parallel importing create challenges for companies. For some, parallel importing improves revenues. For many, it is a challenge that can be ignored. Yet for others, parallel importing presents a real pricing challenge. On 16 September 2008, the European Court added a new arrow in the quiver for managing these types of…
Read MoreTop 6 – October 2008
Fall Showers to Financial Storms. Wear boots to traverse the muck! Referrals are low hanging fruit. Harvest well. Price discrimination is good for profits, but exercise with care or either big brother will visit or backwards flows will be created. Parallel importing is an incentive problem. Manage the incentives with both carrots and sticks. Don’t…
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