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WBEARidin’ the Rail to Success

Seven Principles of a Spectacular Business

by Alan E. Hall

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Time Test Principles1. Know Your Customer

2. Take care of Customers

3. Grow Revenues, Sell, Sell, Sell

4. Hire the Right Employees

5. Value Your Employees

6. Establish a Winning Culture

7. Manage Cash.

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Know Your Customer

› Who are they? Consumer or Business

› What are their needs?

› When do they buy?

› Where do they buy?

› What solutions do they use

/competition?

Sell, Design, Build, Deliver

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Take Care of Your CustomerSell the right product

Sell it for the best prices

Deliver it on time

Guarantee it works

Provide support

Provide an excellent buying experience

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Grow Revenues

Service Profit Chain

Sell, Sell, and Sell

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Service Profit Chain

Hire the right employee

Take care of the employee

Employee makes customers happy

Happy customers buy, and buy more

Happy customers tell their friends, new business.

Your company enjoys success and profitability

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Sell, Sell and SellKnow customer wants and needs, pain

Competition

Sell the solution

Channels to market

Innovators, early adopters

Sales cycle

Sales steps

Right people

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Hire the Right EmployeesCompetentCapableCompatibleCommittedCharacterCultureCompensation

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Value Your EmployeesMarket wages and benefits

Personal growth

Reward and recognition

Innovation

Respect

Self reliance

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Establish a Winning Culture

IntegrityIndustriousnessCustomer focusResults drivenTeam workIndustry leadershipCommunity involvement

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Manage CashFinancial strategy

Budgetary vs. actual

Watch expenses carefully

Monitor revenues

Cash flow needs

Capital requirements

Twice as long, twice as much

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In SummationPrinciples of a Spectacular

BusinessKnow Your Customer

Take Care of Customers

Grow Revenues

Hire the Right Employees

Value Your Employees

Establish a Winning Culture

Manage Cash

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Economic Development via Entrepreneurship

Grow America

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Resources

›www.growam.com

›www.alanehall.com

© MarketStar 2004

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Questions and Answers

Thank you.