Thursday, October 11, 2007

The sceince of selling (part 3)

The highly effective selling process
Every profession has its systems, its way of doing things. The procedures of professional selling have evolved over the past 100 years. They embody processes that have proven sucessful time and again. For highly effective selling there are 12 clearly identifiable steps. Highly effective sales people don't try to take short cuts. They want to make money instead so they apply these steps because they work.

Wednesday, September 26, 2007

The Science Of Selling (part 2)

Why do some salespeople succeed where others fail?

Companies can give you the best products, the best supports, the best point-of-sale material, and the best training, but they can't give you the want to do the things you need to do.

Thursday, September 20, 2007

The Science Of Selling (part 1)

My friend lend me a book, and I think this is good book, especially for salespeople. the title :

" You Can Sell anything" - Your personal guide to the system and strategies of highly effective salespeople. Author : Tony Iozzi. Published 1995.

If you are an salesmen or interest to marketing, I reccomend you to buy that book. And on my blog, I only write "The Essence Of Highly Effective Selling".

Monday, August 27, 2007

Entrepreneur, why not?

At the mid day the queue of the work applicant decorates the page of a building in Jakarta. A normal view have been seen in the exhibition agendas of the work vacancy that often was spread out by various organisers. The seekers of the work arrived in the hope of getting the appropriate work.
Moreover not just a little that arrived from the district/ village for this intention.

Could not be ignored, to be a worker often to the choice for the graduates of the tertiary institution in the Motherland compared with opening own business personally. The condition for the proven employment opportunities difficulty of not influencing the decision to choose the profession as the worker. The result, not many young circles that finally had entered entrepreneur, created employment opportunities personally.

Monday, August 06, 2007

Do you hope to be employee or entrepreneur?

By: Adang Setiawan

It's unlimited happiness when we passed university/ college and get the Scholar's graduation.
Various congratulations from relatives and the friend then arrived as the feeling of the happiness. But after the graduation ceremony ended, what was thought about by you? At the time of so thoughts arrived like the wish to immediately get the work and became the employee in a company.

Friday, June 08, 2007


bY: Tan Bun Heng

The obedience to parents.
If being paid attention to by us the stage lived of Indonesians generally in the matter of education, then will be encountered by a formal educational routine that were begun from kindergarten to finally entered a period that his name the period in university. Every year in cities always was stirred up with parents who chose the college/the university for his beloved sons and daughters. For most communities that were enough was, the degree of the scholarship was a symbol himself for the child and the family, a symbol of the Success. With ‘Love’ each parent tried to give education that was best for their children as far as the University.

Thursday, June 07, 2007


A colleague had asked about a question that approximately he sounded was like this,

“A you wanted to become the head of the snake or the tail of the dragon?"
This question give two choices to you :

*1) The tail of the dragon mean You became the employee who worked to a company with rules of play that were defined by the company.

*2) The head of the dragon mean You became a businessman who managed your company personally despite begin with small.

It is not easy to answer this question. When you worked to a company, you might not very busy because everything has been arranged for you. You had the assurance, at least every month you will accept the income. While the consequences became a businessman, was uncertain you had the certain income. From the side of time, you had the rule continue to from 9 to 5 when you became an employee, you could not at willby your self. It is different with the businessman, you were flexible enough with time. At least, it's image that was thought about when we spoke about the employee or entrepreneur?

What was the answer that was given by me to my colleague? I wanted to be the head of the dragon while laughing. To the article this time, not the two functions that wanted to be discussed by me, because each one had the special value for his perpetrators. Please by me approaching it from the side that was different. From several times discussions with many colleagues, I take The conclusion that still many of us who provided a basis for the choice to the employee or entrepreneur only because of wanting to have the production more income or had the assurance of the income.

How many of us that really do it because it's our indeed "passion"? Many that became the employee be forced only because of the requirement for the life. Several of my students in fact applied for the work for some sort positions. That was important could get the work/job previously. Such was approximately available in their mind. Ironic indeed. And the finish, not many that really were successful. On the other hand several entrepreneur that did not toomuch love his efforts so as more often was oriented to the profit only without caring about added value. The efforts/ business field that was involved in not necessarily was the matter that really was liked by that businessman.

The success, the measurement not only to how many you could produce but in "how far" you seriously liked what was done by you. You will to be able to be successful good as the employee or entrepreneur. Anything that was done by you at this time, that as an employee or as the businessman, did that with the spirit because indeed you liked it. If you feel did not yet so like it, take the big decision in your life at this time now!.

Life is too short. Go out and do something that you like! (MJ)


Saturday, February 10, 2007

Begin a business while continuing to be the employee

At this time, even more the businessman who distributed his experience through the book.
Must not be waiting until being the conglomerate previously just made the book.
That was most important and no longer the measurement of the business, but rather in the spirit shared the experience as well as the values entrepreneurship that infortant for the others.

Tuesday, February 06, 2007

Competed with the true concept

Nowdays, so many big retailers who entered and sold in and around housing was the threat for the small retailer. However, around the number of small retailers who died because of the expansion of the giants, there were also those who continued to stand firm expanded their business.

Along with these are several important matters that must to know for the small retailer to be able to expand the business, although get the competition from the big retailer:

1. Know your market.
You must know demography (the age, gender, and the income of your customer).
You must also know the service and the thing that were needed, as well as the level of your customer's loyalty.

2. Know how your customer considered your shop.
You know that your customer regarded your shop clean, safe and like that in hoped for most customers.

3. Increase the promotion of the shop.
You could give the opportunity to your customer to be involved in various promotions like: Demo the product, the fund-raising, the auction, et cetera.

4. Develop the rule "Without compromise"
you must do what the customer ordered, without the compromise.

5. Always competition
You must always monitor your competitor being good in the matter of knowledge, display the product, the service and the customer's attitude to your kompetitor.

6. Fill the competitor's emptiness.
When your product was the same as the competitor's product, be provided by you the better quality. Fill the competitor's emptiness with the number of product variations that more special. Like: the trade-marked product, the high quality, had fashion style for the future.

7. Provide supplies as soon as possible.
You could do it by co-operating with the retailer's similar peer to take the product quickly if the customer's urgent request or stock diminished.

8. Recognised Product.
Increased knowledge about the product that was sold by you, so, as you found it easy to explain it to the customer.

9. Do the personal approach to the customer.
You better know the names of the customer, sometimes showed big attention to them, but also gave comfort to the customer when shopping.

10. Offer something 'extra'
For Example to deliver or pick up the order or something that was other that was felt as the "service extra"

11. Reduce the supervision.
Many customers were not comfortable if many bans / supervision ,including so many cemara the supervisor

Sunday, February 04, 2007

12 matters that must be paid attention to for the pavement businessman

The experts in the management often formulated principles began efforts with the term 4 P, that is:

- Place,
- Price,
- Product
- Promotion.

4 P this, is linking to 12 principles of pavement efforts of the success.

1. At the edge of the road.
Almost all the businessmen of the pavement restaurant said that the location at the edge of the road to be the best location in opening pavement efforts. This road must be to the location of the centre of the bustle, like: the Mall, the office complex and housing.

2. The traffic 24 Hours
Apart from was in the centre of the bustle, this road was also busy in through by the vehicle and humankind.The busy traffic for 24 hours, had the special superiority.

3. Parked that easy.
With the development of efforts and the development of the customer, the parking lot that was easy to become the following condition. Increasingly many customers who wanted to get this comfort, because often they came with the party or the family.

4. The Cheap Price
One of the typical characteristics of the pavement restaurant was it price that was cheap, was covered by the person who had low and middle economics.

5. Not Easy to make the Price Up
As continuation of the principle of this cheap price, generally, the businessman of the pavement restaurant also did not find it easy increase the price of the product, although the price of the raw material has risen. Apparently they understood, that, their customer was sensitive to the price increase. That was the reason, the price increase in the pavement restaurant took place slow, than the prices generally.

6. Benchmarking to quick-selling Modern restaurant
To be certain of the price that was determined by them, they usually did "survey" about information to the modern and quick-selling restaurant that presented the similar serving. From survey this price, they afterwards appointed the price below in general the price of this quick-selling restaurant.

7. Unique
All the successful pavement restaurants relied on the unique and typical menu.
Most got him from the recipe of regional food.

8. The consistency of taste
Consistency in the taste of being the important matter. For example consistency in the taste of rice and the fried chicken in maintained continually. Whereas, to increase the taste variation, they more chose to increase the new menu.

9. The quick service
As part of the presentation of the serving, the fast service was the principle that in handled seriously. The businessmen of the pavement restaurant realised, their customer came to their restaurant indeed to enjoy the serving because of being hungry. The slow service really Disappointing the customer.

10. The informal atmosphere and simple.
The atmosphere of the informal and practical pavement restaurant really in liked the customer.

11. From the Mouth to the mouth.
In accordance with the informal characteristics of efforts, in the beginning stage, some businessmen of the pavement restaurant carried out the promotion with the method from the mouth to the mouth. Also visited offices around the location of their pavement restaurant and invited the employees to taste his menu (the testing)

12. Built the Loyal customer
Generally successful efforts of the pavement restaurant quickly got the customer continue to that was loyal. This became serious attention from the businessmen of the pavement restaurant because from these loyal customers usually came new customers, in fact order in large quantities.

Thursday, February 01, 2007

Got The Abundant profit in a trading manner in the pavement.

In the Metropolitan of the various countries was gotten by many trader who sold in the pavement. Moreever has many that were successful and got the turnover billions rupiah per the year.

According to he said, the 'pavement' term (Indonesia says = K5), started from the Stamford Raffless policy in the colonisation time first. K5 or the 'pavement' referred to the pavement or before the front-door of the shop, that the width five foot. However, most believing people, the 'pavement' term or "K5" was other words from the stall with two wheels and one prop wood.
Increased with two foot the person who pushed him, was the number foot him five.

However, whichever the explanation that in with, was not too wrong. The pavement stall (K5) in Indonesia, including the stall that was successful became the modern restaurant and semi modern, that most indeed began his efforts from the pavement or flight of steps.

Take the example of the fish restaurant burnt ' Sir The Lili ' (Babe Lili) in the single road region hasyim, Jakarta. The efforts in beginning with a cart, in more the tent and several seats. Capital initially only Rp. 38.000 (around US$4.5), that was used to buy the fish. Evidently currently developed by the semimodern restaurant. Took the place in the land measuring approximately 100 metre in the area that in surrounded the office complex and housing. His turnover? Reached approximately Rp. 420.000.000,- (US$46,500) every month including from several of his branches in whistle pearls (Jakarta North), the Slate (Jakarta the Centre), Dharmawangsa (Southern Jakarta), Bintaro (Tangerang) and Kelapa Gading (Jakarta North).

The example of the success like ' Sir The Lili' had tens even hundreds of amount only in the Jakarta city then. That not to mention in other cities in Indonesia, in fact in cities in the other world region. Most were still maintaining the typical characteristics of the 'pavement'.
These restaurants offered various food kinds. Usually featured the certain uniqueness and many sekli in delved from the treasury kuliner/ the cooking recipe all of Indonesia. The fried chicken, satay, empal, gudeg, rice minang, and sorts again.

Although the restaurants has many (crowded), but the interest of the person to try this business had not subsided. Pavement restaurants every year emerged like the mushroom in the rain season. For example, the step that in took Roesmijati, that was close in said Roess, the employee of a Foreign Investment company, just recently opened his pavement restaurant that in gave the name of the Patriot's noodles 17. Her guest plate apart from noodles, also seafood. In fact, initially Roess in fact only wanted to open garment efforts in and around his efforts of the pavement restaurant. But after considered fully, in more he got the chef that in regarded great, began he opened his efforts of the pavement restaurant. "On the chef's suggestion also I chose noodles efforts and seafood" Roess words.

According to the expert and the observer of the marketing, Kafi Kurnia, big him the interest of the person in trying restaurant pavement efforts to be not free from the easy entered these efforts. "The Entry point really was easy, the efforts Variation that in undertook then the area. "From that was simple, like banana fritters merchandise to that was sophisticated like steak and west food also could, said Kafi.

Nevertheless, according to Kafi, was easy him entered this pavement "industry" in accompanied also with the ease "went out " or closed down. One of his causes was because often the uniqueness of the cooking too much was easy in copied by the new comer. As a result many pavement restaurants that dispersed when still the corn well. That was successful that usually was them who could maintain the uniqueness of his taste although many that copied. Moreover usually they are successful maintained their credibility. Increasingly their day was increasingly good. They are getting better, said Kafi.

Although many challenges in this industry that could make narrow courage, when you interest to begin, it still was open the wide opportunity. Some that many in suggested was to dig up the potential for other cooking in Indonesia (or your country). For this, must not you who cut his recipe, because of many competent chefs that could in asked co-operated. The uniqueness of regional cooking could in exacerbated through to more again exclusive. For example, many pavement restaurants that claimed that the recipe that they with was the family's recipe that already in maintained in a manner for generations. The other method of creating the typical characteristics was with the trial that combined various regional tastes.

Although the uniqueness of the menu was the important matter in undertaking the business of the pavement restaurant, that was not inferior important was the location. Almost all the pavement restaurants that were successful in benefitted by his location. Could it the location that in regarded good was in the office environment and housing, the traffic was busy and was easy in reached out, including the existence of the vehicle parking lot. But, most of the good locations of this kind often were risky clogged the traffic. It is not surprising if these pavement restaurants must often move the place because in controlled by goverment.

It was for that purpose, attention of the government apparently in hope for in this case. For example to make the special place that in made a kind of centre food very had the pavement restaurants to serve their customer.

If the centres of this pavement restaurant continued in developed, increasingly absorbed manpower, then in the long run will reduce the unemployment, especially in developing countries.