Free daily tips, information and advice for people in small business
from my experience founding and operating small businesses--been there, done that.
I have fond memories of visiting a small bookshop in San Francisco when I lived there. No best sellers here, no how-to books, no popular novels.
Instead, the shelves were lined with hard cover books published mainly by university presses--philosophy, Greek plays, history, political commentaries, Oriental and European classics. The owner was targeting a specific, though narrow, market.
When I moved to New York, I was confronted with stores that carried everything. You could find just about anything you might want in one of these big box bookstores.
It was also a lesson in how markets can be tackled. Big box bookstores have sections that appeal to almost every interest, while small bookshops can take one particular interest and run with it.
Examples: Several small independent bookshops are in my area, and they are showing how survival is possible in spite of the big box stores and e-books.
One store is active with local schools, holding book fairs twice each year, and bringing authors into classrooms to talk about their work and writing in general.
Another store concentrates entirely on mysteries--thousands of mysteries, new and used, line the shelves and are promoted with email lists and social media.
Four of the bookshops in the area hold regular book signings, bringing authors from far and near to meet the public and talk about books in general and their book in particular.
Another local bookshop offers thousands of out-of-print books, an extensive selection in all categories, but sold mainly over the Internet to people looking for a particular book.
Two stores concentrate on books for children--from the very young to teens. Book clubs for young people are promoted in both these stores. Regular weekly or monthly sessions keep youngsters coming back for more.
Small independent bookshops are using all sorts of tools and techniques to meet the competition of the big box bookstores and the e-book revolution. It's a changing world. That means you have to run twice as fast just to stay in the same place. There is still a market for that small San Francisco specialty bookshop.
My lifetime of experience founding and operating small businesses is at your disposal. Free answers to your questions--send to AlWarr16@gmail.com and put BLOG in the subject line so I don't delete. I'm not selling anything, and your privacy is always respected.
Friday, July 18, 2014
Thursday, July 17, 2014
Corporate vs. small
Free daily tips, information and advice for people in small business
from personal experience in founding and operating small businesses of my own.
Leaving corporate America and starting your own business is difficult. I know. I did it myself.
If you do this, be careful. Corporate America and small business are totally different. In fact, they occupy different planets, speak different languages, define different futures.
Example: For 10 years I headed the Business Owners Institute in New Jersey. We helped many people establish their first business, and we helped many more dealing with the everyday problems of growing, finding financing, getting referrals, and any other operating problem they brought to the table.
A lady once walked in the door looking for advice on buying a franchise. She had taken a buyout from a major corporation, so money was not the problem. She ran a single idea past me--she wanted advice on buying a donuts franchise. I posed two groups of questions:
1. Who will make the donuts at 4 a.m. when your employees call in sick--or simply don't show up that morning? Do you know how to run the coffee machines?
2. What are your personal interests and passions? What have you spent your time doing when you were away from your corporate position in the past?
When she thought through the implications of those two questions, she decided against buying the donuts franchise. She went on to establish her own marketing consulting firm, helping other small businesses do what they were ill-equipped to do for themselves. We had a good laugh much later talking about how donuts are made.
Corporate America does not prepare you for establishing and operating a small business. In corporate America you have company resources to call on--in small business, it's you. In corporate America you can call on the company's information technology people--in small business, it's you. You depend on the company sales force, production people, human resources, and all the rest. In small business, it's you.
You might enjoy what you do in corporate America, but you have all the company's capabilities at your disposal. In small business, you can only look in the mirror.
My lifetime of business experience is at your disposal. My personal experience in founding and building small businesses of my own, along with years of advising others, is contained in this free blog. I will answer your questions at no charge. Email me at AlWarr16@gmail.com and put BLOG in the subject line so I don't delete. I never share your email, and your privacy is always respected.
from personal experience in founding and operating small businesses of my own.
Leaving corporate America and starting your own business is difficult. I know. I did it myself.
If you do this, be careful. Corporate America and small business are totally different. In fact, they occupy different planets, speak different languages, define different futures.
Example: For 10 years I headed the Business Owners Institute in New Jersey. We helped many people establish their first business, and we helped many more dealing with the everyday problems of growing, finding financing, getting referrals, and any other operating problem they brought to the table.
A lady once walked in the door looking for advice on buying a franchise. She had taken a buyout from a major corporation, so money was not the problem. She ran a single idea past me--she wanted advice on buying a donuts franchise. I posed two groups of questions:
1. Who will make the donuts at 4 a.m. when your employees call in sick--or simply don't show up that morning? Do you know how to run the coffee machines?
2. What are your personal interests and passions? What have you spent your time doing when you were away from your corporate position in the past?
When she thought through the implications of those two questions, she decided against buying the donuts franchise. She went on to establish her own marketing consulting firm, helping other small businesses do what they were ill-equipped to do for themselves. We had a good laugh much later talking about how donuts are made.
Corporate America does not prepare you for establishing and operating a small business. In corporate America you have company resources to call on--in small business, it's you. In corporate America you can call on the company's information technology people--in small business, it's you. You depend on the company sales force, production people, human resources, and all the rest. In small business, it's you.
You might enjoy what you do in corporate America, but you have all the company's capabilities at your disposal. In small business, you can only look in the mirror.
My lifetime of business experience is at your disposal. My personal experience in founding and building small businesses of my own, along with years of advising others, is contained in this free blog. I will answer your questions at no charge. Email me at AlWarr16@gmail.com and put BLOG in the subject line so I don't delete. I never share your email, and your privacy is always respected.
Wednesday, July 16, 2014
Getting referrals
Free daily tips, information and advice for people in small business
from my personal experience founding and growing small businesses.
Referrals bring you the best new business. Jon refers Marie who walks in your door pre-sold.
Well, not really sold. But ready to hear your proposal or give your products a favorable browse.
So, how do you promote more referrals?
Example: Getting my first business off the ground, I used a tip I learned from the insurance industry. Get in touch with current clients/customers and ask them for referrals. Do it about every three months. It worked. It kept me in touch with people who had bought services from me, and it reminded them to call again. I prompted them to mention me to others, and I asked for three referrals--people they knew who might use my services. Over the years, and in other businesses, I have refined this process, tailoring it to the changing times. These days, cell phones, networking and social media afford more options to keep in touch--and bring in referrals. When someone is nice enough to give you referrals, make certain that you follow through by calling or otherwise contacting the referrals. You already have your opening line--"Mary mentioned that you might be interested in what I do."
Example: The owner of a retail store I know makes extensive use of Facebook. The store's specialty is women's clothing, along with accessories. Every day she snaps pictures of items in the store using her cell phone. She selects one or two and posts them on her Facebook page. The pictures grab the attention of her existing customers, and they in turn pass the pictures on to their friends. It results in referrals that extend the reach and it builds the business.
Example: An ice cream store uses an older--but no less effective--method. Here picture postcards are used. One side of the postcard is covered with a colorful picture of a scrumptious ice cream concoction. On the other side is the name and address of the recipient, a stamp, and a simple message--"Bring this card in and get a dollar off anything you want. Or pass it to a friend." The store sends out a new card every month or so to the store's list. Many cards are returned to the store--by both existing customers and by new ones. The advantage of a postcard over Facebook is clear. Facebook gets a two-second viewing and perhaps passed on. The postcard gets kept, taped to the refrigerator or bulletin board, or passed on. That one dollar off ($1 off in big type) feels like money.
To build your business, you want to get as many referrals as you can. Think through ways that can work for you. And get busy.
I've spent a lifetime founding and growing small businesses. With this blog, I'm helping others with the problems of operating. You get advice from all sides, but always value the advice that comes from someone who has been there, done that. Only they have felt the acid burn of cash flow. If you have questions, email me at AlWarr16@gmail.com and put BLOG in the subject line so I don't delete. Your privacy is always respected and I do NOT give your email address to anyone.
from my personal experience founding and growing small businesses.
Referrals bring you the best new business. Jon refers Marie who walks in your door pre-sold.
Well, not really sold. But ready to hear your proposal or give your products a favorable browse.
So, how do you promote more referrals?
Example: Getting my first business off the ground, I used a tip I learned from the insurance industry. Get in touch with current clients/customers and ask them for referrals. Do it about every three months. It worked. It kept me in touch with people who had bought services from me, and it reminded them to call again. I prompted them to mention me to others, and I asked for three referrals--people they knew who might use my services. Over the years, and in other businesses, I have refined this process, tailoring it to the changing times. These days, cell phones, networking and social media afford more options to keep in touch--and bring in referrals. When someone is nice enough to give you referrals, make certain that you follow through by calling or otherwise contacting the referrals. You already have your opening line--"Mary mentioned that you might be interested in what I do."
Example: The owner of a retail store I know makes extensive use of Facebook. The store's specialty is women's clothing, along with accessories. Every day she snaps pictures of items in the store using her cell phone. She selects one or two and posts them on her Facebook page. The pictures grab the attention of her existing customers, and they in turn pass the pictures on to their friends. It results in referrals that extend the reach and it builds the business.
Example: An ice cream store uses an older--but no less effective--method. Here picture postcards are used. One side of the postcard is covered with a colorful picture of a scrumptious ice cream concoction. On the other side is the name and address of the recipient, a stamp, and a simple message--"Bring this card in and get a dollar off anything you want. Or pass it to a friend." The store sends out a new card every month or so to the store's list. Many cards are returned to the store--by both existing customers and by new ones. The advantage of a postcard over Facebook is clear. Facebook gets a two-second viewing and perhaps passed on. The postcard gets kept, taped to the refrigerator or bulletin board, or passed on. That one dollar off ($1 off in big type) feels like money.
To build your business, you want to get as many referrals as you can. Think through ways that can work for you. And get busy.
I've spent a lifetime founding and growing small businesses. With this blog, I'm helping others with the problems of operating. You get advice from all sides, but always value the advice that comes from someone who has been there, done that. Only they have felt the acid burn of cash flow. If you have questions, email me at AlWarr16@gmail.com and put BLOG in the subject line so I don't delete. Your privacy is always respected and I do NOT give your email address to anyone.
Tuesday, July 15, 2014
Quality
Free daily tips, information and advice for people in small business,
from my lifetime of personal experience--been there, done that.
You are known by the quality of your work. And the word gets passed around.
Take a look at Angie's List. The reason it works has a lot to do with the quality of the work that's described.
If you do quality work, or if you sell quality goods, your clients and customers will do the advertising for you. They tell others about the good experience they had dealing with you.
Example: Gwen runs a pizza shop. She imports ingredients from Italy--tomatoes, cheeses, garlic and flour. She makes her pizza dough herself in small batches every day. Her pizzas cost more, but they are prized by a loyal customer base. These customers return regularly--and they bring others with them. Gwen draws customers from a 20-mile radius, many of them passing several pizza shops on their way to her place.
Example: Jeannine makes pottery and she signs every piece produced. She operates a small pottery business specializing in limited production. She and her two employees inspect every piece produced. No flaw escapes their attention, and these pieces are destroyed. Jeannine sets a high bar for quality, and her reputation is spreading. She is not looking for awards, although she has received some. Instead, she sells and consigns to high end gift shops and on the Internet.
Example: I know a carpenter who does each job as if he is working on his own home. He is a stickler for quality. Whether he's framing out a door or constructing a wall of shelving, his attention to detail is readily apparent. He never advertises, but his customers praise him on Angie's List, Facebook and elsewhere.
See to the quality of your work, and your business can take care of itself. It can take longer for the good word to spread, but it's a sure thing. Top quality promotes word of mouth.
My lifetime of founding and growing businesses of my own is at your disposal. For decades I have also counseled and coached thousands of small businesses through problems. Got a problem? Email me at AlWarr16@gmail.com and put BLOG in the subject line so I don't delete. No charge for quick answers, and I'm not selling anything. Your privacy is always respected, and I never give out your email address.
from my lifetime of personal experience--been there, done that.
You are known by the quality of your work. And the word gets passed around.
Take a look at Angie's List. The reason it works has a lot to do with the quality of the work that's described.
If you do quality work, or if you sell quality goods, your clients and customers will do the advertising for you. They tell others about the good experience they had dealing with you.
Example: Gwen runs a pizza shop. She imports ingredients from Italy--tomatoes, cheeses, garlic and flour. She makes her pizza dough herself in small batches every day. Her pizzas cost more, but they are prized by a loyal customer base. These customers return regularly--and they bring others with them. Gwen draws customers from a 20-mile radius, many of them passing several pizza shops on their way to her place.
Example: Jeannine makes pottery and she signs every piece produced. She operates a small pottery business specializing in limited production. She and her two employees inspect every piece produced. No flaw escapes their attention, and these pieces are destroyed. Jeannine sets a high bar for quality, and her reputation is spreading. She is not looking for awards, although she has received some. Instead, she sells and consigns to high end gift shops and on the Internet.
Example: I know a carpenter who does each job as if he is working on his own home. He is a stickler for quality. Whether he's framing out a door or constructing a wall of shelving, his attention to detail is readily apparent. He never advertises, but his customers praise him on Angie's List, Facebook and elsewhere.
See to the quality of your work, and your business can take care of itself. It can take longer for the good word to spread, but it's a sure thing. Top quality promotes word of mouth.
My lifetime of founding and growing businesses of my own is at your disposal. For decades I have also counseled and coached thousands of small businesses through problems. Got a problem? Email me at AlWarr16@gmail.com and put BLOG in the subject line so I don't delete. No charge for quick answers, and I'm not selling anything. Your privacy is always respected, and I never give out your email address.
Monday, July 14, 2014
Just-in-time
Free daily tips, information and advice for people in small business
from personal experience over a lifetime of founding and growing small businesses
Small businesses can use just-in-time just like the big boys.
Big companies pride themselves on buying input materials just-in-time. Money and time savings are considerable when Ford receives parts from suppliers just in time for those parts to be incorporated into the new cars rolling down the assembly line.
Likewise, small businesses can use just-in-time to keep costs down. For example, electrical and plumbing contractors pick up specialty materials needed for a job--on the way to the job. Landscapers can stop by a rental center to pick up the tools needed for that day's work.
Example: Gustav runs a restaurant that is known for menu items based on fresh, locally-grown produce. He has made arrangements with local farmers to supply his needs. Every evening, Gustav calls or emails his suppliers, ordering a variety of lettuces, leafy greens, fruits and berries in season. He has standing orders for eggs, cheeses and other milk products. His restaurant has built its reputation on just-in-time freshness.
Example: A local hardware store successfully competes with the big box stores by supplying needs quickly and on-time. Contractors (electricians, plumbers, carpenters, etc.) love this place. They know that the store will have the tools and materials they need on 2 or 3 days notice. They call the store and rest assured that the store will supply just-in-time. Likewise, the store depends on its just-in-time suppliers to meet these tight deadlines. And the suppliers depend on just-in-time deliveries to the hardware store by UPS, Fedex and the Postal Service. Just-in-time here is a chain reaction involving several operations--all meeting just-in-time deadlines. Hey! It works!
Other small businesses regularly use just-in-time deliveries from suppliers. Vehicle repair shops cannot keep on hand all the parts needed to complete work for their customers. They use parts supply houses that are set up to supply vehicle repair shops in the area. Sometimes deliveries can be made within the hour.
The just-in-time concept can be used in other small businesses. Put on your thinking cap.
Lots of experience available to you from a lifetime spent building and growing small businesses. Also, I've counseled and coached thousands of small businesses with every conceivable problem. Free, quick answers to your specific questions--email me at AlWarr16@gmail.com and put BLOG in the subject line so I don't delete. Maintain your privacy--email me anonymously.
from personal experience over a lifetime of founding and growing small businesses
Small businesses can use just-in-time just like the big boys.
Big companies pride themselves on buying input materials just-in-time. Money and time savings are considerable when Ford receives parts from suppliers just in time for those parts to be incorporated into the new cars rolling down the assembly line.
Likewise, small businesses can use just-in-time to keep costs down. For example, electrical and plumbing contractors pick up specialty materials needed for a job--on the way to the job. Landscapers can stop by a rental center to pick up the tools needed for that day's work.
Example: Gustav runs a restaurant that is known for menu items based on fresh, locally-grown produce. He has made arrangements with local farmers to supply his needs. Every evening, Gustav calls or emails his suppliers, ordering a variety of lettuces, leafy greens, fruits and berries in season. He has standing orders for eggs, cheeses and other milk products. His restaurant has built its reputation on just-in-time freshness.
Example: A local hardware store successfully competes with the big box stores by supplying needs quickly and on-time. Contractors (electricians, plumbers, carpenters, etc.) love this place. They know that the store will have the tools and materials they need on 2 or 3 days notice. They call the store and rest assured that the store will supply just-in-time. Likewise, the store depends on its just-in-time suppliers to meet these tight deadlines. And the suppliers depend on just-in-time deliveries to the hardware store by UPS, Fedex and the Postal Service. Just-in-time here is a chain reaction involving several operations--all meeting just-in-time deadlines. Hey! It works!
Other small businesses regularly use just-in-time deliveries from suppliers. Vehicle repair shops cannot keep on hand all the parts needed to complete work for their customers. They use parts supply houses that are set up to supply vehicle repair shops in the area. Sometimes deliveries can be made within the hour.
The just-in-time concept can be used in other small businesses. Put on your thinking cap.
Lots of experience available to you from a lifetime spent building and growing small businesses. Also, I've counseled and coached thousands of small businesses with every conceivable problem. Free, quick answers to your specific questions--email me at AlWarr16@gmail.com and put BLOG in the subject line so I don't delete. Maintain your privacy--email me anonymously.
Friday, July 11, 2014
Expand by teaching
Free daily tips, information and advice for people in small business
from my personal experience founding and running businesses of my own
and helping thousands of other business people with their problems.
People in small business are experts. Yes, they run a business, but they are experts in the products and services they sell.
Expansion opportunities in small business are often overlooked. Consider teaching others what you know.
Example: Jenna is a professionally-trained chef who opened a small upscale cafe. While she did everything in the kitchen, her first love was designing and making spectacular cakes. These were colorful and edible sculptures. Her cakes attracted much attention, and they were soon to be found in other restaurants, at wedding receptions, and local gala events. People wanted to know how she made the New York skyline out of cake, and other chefs wanted training in her techniques. This caused her to face alternatives--should she continue as is, or should she close the cafe and just make cakes, or should she keep the cafe and add teaching sessions? She set up teaching sessions, from simple to complex, and is headed down the road to transitioning entirely to teaching cake sculpture.
Example: Jon owns and operates a garden center. He has expanded his business considerably by offering "learning sessions" to customers. Some are free, others bring in revenue--but all these sessions bring in referrals. Some classes teach homeowners how to take care of houseplants, or how to select and grow plants outside, or how to control pests in the garden. Other sessions show how to select and lay pavers, or how to build and take care of small fish ponds, or how to build fences, trellises and gates. These sessions bring new customers to the garden center and encourage existing customers to return. And the teaching sessions continually help spread the word about Jon's garden center.
Example: Bill has many years experience running his stained glass studio. He creates spectacular windows for churches, corporations, offices and homes. He also repairs and restores antique stained glass using traditional techniques. He began offering instruction sessions for beginners and advanced students in group and one-on-one sessions. These bring in a continuing stream of revenue, and the students spread the word far and near.
Offering to teach others what you know can be a good way to add to your bottom line. And there are other rewards--like the personal satisfaction that comes from passing on what you know to others. It's the reason I write this blog for you.
All my life I've been fascinated with the business model, the mechanisms that make business work, founding and growing small businesses. Over the years, I have helped thousands of small businesses with the problems of operating and expanding small businesses. Send me your questions for quick, free answers--email AlWarr16@gmail.com and put BLOG in subject line so I don't delete. Your privacy is always respected--don't give me your name or location, just an email address so I can respond.
from my personal experience founding and running businesses of my own
and helping thousands of other business people with their problems.
People in small business are experts. Yes, they run a business, but they are experts in the products and services they sell.
Expansion opportunities in small business are often overlooked. Consider teaching others what you know.
Example: Jenna is a professionally-trained chef who opened a small upscale cafe. While she did everything in the kitchen, her first love was designing and making spectacular cakes. These were colorful and edible sculptures. Her cakes attracted much attention, and they were soon to be found in other restaurants, at wedding receptions, and local gala events. People wanted to know how she made the New York skyline out of cake, and other chefs wanted training in her techniques. This caused her to face alternatives--should she continue as is, or should she close the cafe and just make cakes, or should she keep the cafe and add teaching sessions? She set up teaching sessions, from simple to complex, and is headed down the road to transitioning entirely to teaching cake sculpture.
Example: Jon owns and operates a garden center. He has expanded his business considerably by offering "learning sessions" to customers. Some are free, others bring in revenue--but all these sessions bring in referrals. Some classes teach homeowners how to take care of houseplants, or how to select and grow plants outside, or how to control pests in the garden. Other sessions show how to select and lay pavers, or how to build and take care of small fish ponds, or how to build fences, trellises and gates. These sessions bring new customers to the garden center and encourage existing customers to return. And the teaching sessions continually help spread the word about Jon's garden center.
Example: Bill has many years experience running his stained glass studio. He creates spectacular windows for churches, corporations, offices and homes. He also repairs and restores antique stained glass using traditional techniques. He began offering instruction sessions for beginners and advanced students in group and one-on-one sessions. These bring in a continuing stream of revenue, and the students spread the word far and near.
Offering to teach others what you know can be a good way to add to your bottom line. And there are other rewards--like the personal satisfaction that comes from passing on what you know to others. It's the reason I write this blog for you.
All my life I've been fascinated with the business model, the mechanisms that make business work, founding and growing small businesses. Over the years, I have helped thousands of small businesses with the problems of operating and expanding small businesses. Send me your questions for quick, free answers--email AlWarr16@gmail.com and put BLOG in subject line so I don't delete. Your privacy is always respected--don't give me your name or location, just an email address so I can respond.
Thursday, July 10, 2014
Your own past
Free daily tips, information and advice for people in small business
from personal experience founding and growing small businesses--been there, done that.
Discarding yesterday's ways of doing business can work against you. Better to take a second look. If something worked in the past, it might offer new business opportunities today.
Small antiques and collectibles stores are good examples. Many of them have closed. They gave up for lack of business.
The market for antiques and collectibles changes with every generation, of course. But the market is still there. It's the browsing that has changed. People used to spend an afternoon looking through antiques and collectibles at brick-and-mortar stores.
Today, the customers browse Ebay and other sites in the convenience of their homes. All those stores closed because the market found a better way to browse.
Small businesses are fleet of foot. In your own business, looking to the past can reveal new marketing strategies.
Example: Doctors wear white coats in their offices and clinics. I know one doctor who has hung up his white coat for the last time. He decided to re-introduce the house call. Today, he's seeing elderly and indigent patients in their own homes. His office is in the trunk of his car. He is busier than ever, and patients avoid emergency room visits and hospital stays. And they love the personal attention.
Sometimes, discarded methods can make sense again in today's brave new world.
Example: I know a computer expert who discontinued the training sessions he once provided. Although the sessions were popular, he thought he was moving ahead with the times. Wrong. The furious pace of today's technology has left most of his clients more confused than ever. He decided to re-introduce his training sessions for clients. Now his reputation and referrals are stronger than ever. And the training sessions--re-structured and re-formatted--now provide a significant additional source of income for the business. And they attract the attention of people who become new clients.
The times, they are a'changin' and business people must keep up. If you don't, you run the risk of not being here tomorrow.
Sometimes, a good idea is lurking in your own past. Taking a look over your shoulder can be productive. You just might find an idea to increase sales and expand.
I've worked with thousands of people in small business. And I've founded and operated small businesses of my own. Still active in retirement (I'm 78), I offer free tips and information based on experience. Email me at AlWarr16@gmail.com and put BLOG in the subject line. You'll get quick, free answers--I'm not selling anything. And your privacy is always respected.
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