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Strategy

Market Strategy

How to Set up a Direct to Customer Sales Channel

Andrew Penny, September 2 2021

For many new companies, selling direct to the customer is quite natural. However, if you run an established company, you might be asking yourself how difficult will it be to set up a direct to customer model. This is the fourth in a series of articles on D2C. In previous articles we’ve looked at the factors that make D2C possible, the non-cash be...

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Market Strategy

Is It Time To Dump my Resellers?

Andrew Penny, August 19 2021

This is the second in a set of short articles on Direct To Consumer (D2C) sales models. This one explains what you can gain from this approach. OK – so the above are benefits of a D2C model. But (and it’s a big but) it is not for everyone in every situation. You need to look at the value that each member in the value chain is adding to the end use...

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Market Strategy

Is there a D2C Distribution Model in your Future?

Andrew Penny, July 6 2021

As we continue to work with more and more manufacturers coming into North America, we are seeing a sharp increase in the number of companies that are exploring a Direct-to-Customer (D2C) model. The advantages of this are many, including: In the manufacturing segment, markups are typically 100% on the wholesale cost before it goes to retail. Innova...

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Leadership & Management

Risk Joining the Lemmings

Andrew Penny, June 8 2021

Success in business is a rare thing, in fact 70% of businesses fail within their first 10 years. And that number holds true for all types of business. Of those that don’t fail, only a few really soar. Why am I saying this? Simply to suggest that you be careful when you think about emulating your peers or you may well be joining a pack of lemmings h...

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Market Strategy

Get Better Clients

Jelena Franco, June 1 2021

For many companies, the idea of just having clients sounds good, and the more the merrier. However, the quality of your clients could have a considerable bearing on the success not only of the individual relationships, but on your company too. But what does a ‘quality’ look like and how do you find ‘better’ clients? Well, ultimately, they will ch...

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Market Strategy

What Did SaaS Companies Ever do for Manufacturers?

Jelena Franco, May 25 2021

Twenty years ago, Salesforce invented the phrase “Software-as-a-Service” or ‘SaaS”. Since then, the growth of this concept has been phenomenal. A few years ago, I was collating Latvian SaaS companies into a single database to facilitate investors. Now, categorizing SaaS enterprises is not a straightforward activity as they fall into so many differe...

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Channels

Going to a New Market? Do these 3 things:

Andrew Penny, April 13 2021

ONE:You need to obtain a high-level view of the market. This needs to be from your perspective, not a distributor or potential agent who will have inherent bias. Think of it as a 30,000-foot flyover to understand how the market works today. This will give you an indication of your potential revenue from this market. And it will give you a sense of...

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Channels

Problems and Opportunities as we Lurch into the Roaring 20s

Andrew Penny, March 30 2021

Everyone I speak to and everything I read is pointing to a tremendous surge in demand for almost everything. Canada is sitting on about $100 billion of excess savings, which is looking for somewhere to go, and the US is spending trillions on recovery. It also has a huge personal savings stash that's going to go somewhere. We have got people locked...

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Channels

Inflection Points

Andrew Penny, March 16 2021

Sherlock used powers of observation to understand causation. Here's how to apply that power of observation to determine what causes people to buy. If you can identify that 'inflection point' you can be there at the right time with the right messages. Homeostasis is a biological system's ability to maintain an internal equilibrium in response to ch...

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Market Strategy

The 5 Ways to Grow Your Business

Andrew Penny, March 9 2021

Most of the time when people come to us they are looking for help to grow their businesses. And when you think about it, there are actually only five ways to grow a business. Here they are: OneDouble down on the niche that you already serve. This can be done through better-selling processes, better marketing processes, improved channels, but essent...

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