Sales leads – part 1

by Mike Romanie

FUEL Marketing and Sales

Michael is a hands-on Executive with more than 25 years experience profitably driving marketing, branding, sales, and operations for public and private companies ranging from start-ups and turn-arounds to divisions of multi-billion dollar multi-national entities. Michael’s career milestones include executive teams; raising more than $75 million from public and private sources, producing 2 IPOS (NASDAQ), being an officer of two Publicly traded companies and a divisional executive of three multi-national and two multi-billion dollar companies. Michael has managed operations with full P&L responsibility and has recruited and managed teams from start-up to more than 350 employees with national and international staff, highlights include; • At a technology products and services company reversed an operating loss and posted profits at 300% above plan within one year of accepting P&L. • Chief Marketing and Sales Officer for an imbedded microprocessor company securing 180 design-in’s with major companies including Nortel, IBM, Lucent and others. Lead the Recruitment of U.S. and Canadian Independent Sales representatives (70+), and 15 Design Support Development Partners, to rapidly gain market presence and design support. • Virtual Marketing and Sales Officer for a consumer software company: Increased revenue from $1.3MM to over $6.1M in less than 18 months. Closed key retailers including; QVC, BigLots!, Penney’s, Bed Bath & Beyond, TJX, Walgreens.com, The Shopping Channel (Canada) and others. Co-Managed multi-national Independent Rep. Firm covering accounts including; Costco, SAM’s Club, BJ’s, Target, Office Max, Office Depot, Best Buy and others. Developed Australian distributing accounting for 15% of annual revenue.

Sales leads and prospects come from a variety of sources. A long time ago, and dating myself with my copyright statement in the image below, I had to present to investment bankers that were providing interim financing and representing our company in a pending IPO. The investment community wanted to know how we were going to market and sell our products, and spend our healthy marketing budget, to attain the fast growth in revenue we were committing to.

Topics: Sales, Management, Blog Posts

The goal: To be a credible vendor/supplier at the time of purchase consideration

by Mike Romanie

FUEL Marketing and Sales

Michael is a hands-on Executive with more than 25 years experience profitably driving marketing, branding, sales, and operations for public and private companies ranging from start-ups and turn-arounds to divisions of multi-billion dollar multi-national entities. Michael’s career milestones include executive teams; raising more than $75 million from public and private sources, producing 2 IPOS (NASDAQ), being an officer of two Publicly traded companies and a divisional executive of three multi-national and two multi-billion dollar companies. Michael has managed operations with full P&L responsibility and has recruited and managed teams from start-up to more than 350 employees with national and international staff, highlights include; • At a technology products and services company reversed an operating loss and posted profits at 300% above plan within one year of accepting P&L. • Chief Marketing and Sales Officer for an imbedded microprocessor company securing 180 design-in’s with major companies including Nortel, IBM, Lucent and others. Lead the Recruitment of U.S. and Canadian Independent Sales representatives (70+), and 15 Design Support Development Partners, to rapidly gain market presence and design support. • Virtual Marketing and Sales Officer for a consumer software company: Increased revenue from $1.3MM to over $6.1M in less than 18 months. Closed key retailers including; QVC, BigLots!, Penney’s, Bed Bath & Beyond, TJX, Walgreens.com, The Shopping Channel (Canada) and others. Co-Managed multi-national Independent Rep. Firm covering accounts including; Costco, SAM’s Club, BJ’s, Target, Office Max, Office Depot, Best Buy and others. Developed Australian distributing accounting for 15% of annual revenue.

Start-ups do not have a Brand or reputation and while immediate sales are critical, long term success hinges upon your ability to become a creditable vendor/supplier at the time of purchase consideration. Simply stated; “Will the buyer seriously consider us and our products or services when they need to buy”.

Topics: Sales, Featured, Blog Posts, Marketing

Calculating breakeven sales is a critical business skill

by Leslie Thacker

Business Finance Solutions

Leslie Thacker is the Managing Partner of Austin Texas-based Business Finance Solutions. Leslie has over 20 years of general business experience, including ten years managing the marketing, sales, and projects for financial services including bank lending programs and electronic data interchange programs for small businesses. She has served as a consultant to several banks and a small business investment company (SBIC). Her role in Business Finance Solutions includes assisting small and mid-sized businesses obtain working capital financing, equipment leasing, and leveraging other assets for working capital. Before entering the financial industry, Leslie was the publisher of a business trade publication in Corpus Christi. She also has an extensive background in inventory control and merchandising. Leslie is passionate about helping business owners, managers, CFOs, and operations personnel obtain valuable practical business training. In March 2009 she started a highly successful Austin based Meetup group. Each month she has arranged a respected speaker to present a finance or operations topic of interest to the group. There are now approximately 180 members of the group. Leslie also volunteers time at the Texas State Small Business Development Center, assisting with educational programs and the center’s marketing program. When not helping businesses find financing and practical educational resources, Leslie spends time in her garden growing antique roses.

With capital as tight as it is and revenues for many companies down, calculating your company’s breakeven sales is a skill that can help you better plan and manage your fixed and variable costs. Small business owners who are struggling with profitability should calculate their breakeven sales so they have an accurate understanding of how much they need to sell each month in order to make a profit. The exercise is pretty easy but you have to know some terminology:

Topics: Operations, Sales, Management, Articles

When does a discounting strategy make sense?

by Sam Thacker

Business Finance Solutions

Sam Thacker is a partner in Austin Texas-based Business Finance Solutions. He has spent the last 16 years in the banking and finance industry as a commercial lending officer, banking consultant and advocate for small business financing. He has originated over $400 million in loans to hundreds of businesses in many industries. Sam has been on the financing end of numerous businesses over his banking career. Sam is a nationally respected working capital finance professional and writer. In addition to helping small companies obtain working capital financing using a variety of assets, Sam writes a widely read finance column which appears three times a week in many traditional and online news outlets throughout the United States. He writes about the challenges of small business finance, accounting, and best business practices. He has been praised by readers for his ability to explain a complicated financial concept in easy to understand terms. Sam also writes a once a month business column for the Austin Business Journal . Sam regularly teaches classes at Texas State University’s Small Business Development Center (SBDC) on financing small businesses, financing government contracts, and other topics of interest to small businesses.

Unless your product is a “perishable” product like a hotel room, airline seat, or bananas, discounting for the purpose of generating revenue without adequate profits is a bad idea.

Topics: Sales, Management, Blog Posts, Strategic Planning

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Difficulties facing single product / service companies

by Sam Thacker

Business Finance Solutions

Sam Thacker is a partner in Austin Texas-based Business Finance Solutions. He has spent the last 16 years in the banking and finance industry as a commercial lending officer, banking consultant and advocate for small business financing. He has originated over $400 million in loans to hundreds of businesses in many industries. Sam has been on the financing end of numerous businesses over his banking career. Sam is a nationally respected working capital finance professional and writer. In addition to helping small companies obtain working capital financing using a variety of assets, Sam writes a widely read finance column which appears three times a week in many traditional and online news outlets throughout the United States. He writes about the challenges of small business finance, accounting, and best business practices. He has been praised by readers for his ability to explain a complicated financial concept in easy to understand terms. Sam also writes a once a month business column for the Austin Business Journal . Sam regularly teaches classes at Texas State University’s Small Business Development Center (SBDC) on financing small businesses, financing government contracts, and other topics of interest to small businesses.

When evaluating your company’s overall risk of sustainability, examining your company’s product lines or services you offer may help determine ways to minimize risk. Single product companies face several challenges not faced by companies offering two or more product lines or services.

Topics: Operations, Sales, Management

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