The Price, Cost Value Relationship

If I were to ask a room full of 1000 salespeople (I have done it) what is the number one thing consumers want today, what do you think their answer would be? You guessed it - Lower Price. And second? Quality? Right again, and third? Service. Bingo. Now, let's switch scenes for a moment. I now have a thousand consumers or business buyers in my audience, and I ask them the same question. What do you think my answers would be?

Price

Let me give you the most frequent answers I get from this group. 1- Service 2- Quality 3- Lower Price. Well, folks, we seem to have a perceptual difference in what people want and what they tell salespeople they want. How can you account for that difference?

This article is about Price

I believe it is for the following reason. It is a matter of definition.

Price is defined as what we pay for something. We write a check, use cash or a credit card, and our account is debited.

Cost is what we pay for what we have bought over time. In other words, buy a cheap car and you will have bigger service bills and inconvenience. You have a higher cost over time than the lower price you paid.

What do most consumers say they want - in your opinion? Yes, low price. But, what do you think they really want? Yes again, low cost. Therefore, it seems to me, we only need to question prospects better on what they really want and define for them in terms of our product or service the difference. What we are talking about here is value to the customer. And value is always 'perceived' value. Every prospect interprets value in his own terms. Our job in selling is not to always lower the price (when that is often not the real issue), but try to better understand what the perceived value is for each prospect.

The only way to accomplish this is through constant and professional probing questions and then positioning your product or service appropriately in the mind of the prospect.

People don't want cheap. They want value. People don't really want things that rust, break, are inconvenient or difficult to understand. They want life to be easier, less complicated, less stressful, happier and more fun. Show them how your product or service can do all of these, and I guarantee price will never be an issue.

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Acai Berry - How to Lose Weight With Acai Berry

What is Acai Berry?

Price

The acai berry is a fruit of the acai palm tree. It has been harvested by native Americans for hundreds of years, forming a staple of the local diet. However, it became popular in the west only a few years ago when it was publicized in numerous TV shows, newspapers and magazine articles. Why these little berries got so much attention from the media? It turned out that acai berries contain an amazing combination of health-promoting nutrients, among them antioxidants, dietary fiber and monounsaturated fats. No wonder they have taken the world by storm!

This article is about Price

How Acai Berry Helps You Lose Weight?

Acai berries are most known as a weight loss supplement, although they have a number of other benefits such as reducing the aging process and helping cell recovery. The weight loss properties of acai berry can be largely explained by the increased metabolic rate it causes. This happens because of the very large amount of antioxidants (substances, which prevent oxidative stress and cell damage) it contains. This leads to faster fat breakdown, increases energy levels and fights fatigue. Combined, these effects make the process of losing weight faster and easier without any side effects usually associated with synthetic chemicals. Many research papers suggest that eating a diet high in antioxidants is the key to successful weight loss.

How to Choose the Right Acai Berry Supplement?

The following are simple guidelines, which will help you choose the best acai supplement and not fall prey to scams.
Choose products that contain 100% pure Amazonian acai berry extract. Other products are a waste of time and money. Steer clear of products that seem very cheap. Do not forget that acai berries are harvested manually in the Brazilian rainforest, which is a very labor-intensive task. A good price estimate is -50 per bottle and cheaper is not always better. Make sure that the vendor provides money back guarantee. In a few rare cases the product may not work, the money back guarantee makes sure you don't lose money.

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Product Positioning Strategies

Positioning is what the customer believes about your product's value, features, and benefits; it is a comparison to the other available alternatives offered by the competition. These beliefs tend to based on customer experiences and evidence, rather than awareness created by advertising or promotion.

Price

Marketers manage product positioning by focusing their marketing activities on a positioning strategy. Pricing, promotion, channels of distribution, and advertising all are geared to maximize the chosen positioning strategy.

This article is about Price

Generally, there are six basic strategies for product positioning:

1. By attribute or benefit- This is the most frequently used positioning strategy. For a light beer, it might be that it tastes great or that it is less filling. For toothpaste, it might be the mint taste or tartar control.

2. By use or application- The users of Apple computers can design and use graphics more easily than with Windows or UNIX. Apple positions its computers based on how the computer will be used.

3. By user- Facebook is a social networking site used exclusively by college students. Facebook is too cool for MySpace and serves a smaller, more sophisticated cohort. Only college students may participate with their campus e-mail IDs.

4. By product or service class- Margarine competes as an alternative to butter. Margarine is positioned as a lower cost and healthier alternative to butter, while butter provides better taste and wholesome ingredients.

5. By competitor- BMW and Mercedes often compare themselves to each other segmenting the market to just the crème de la crème of the automobile market. Ford and Chevy need not apply.

6. By price or quality- Tiffany and Costco both sell diamonds. Tiffany wants us to believe that their diamonds are of the highest quality, while Costco tells us that diamonds are diamonds and that only a chump will pay Tiffany prices.

Positioning is what the customer believes and not what the provider wants them to believe. Positioning can change due the counter measures taken at the competition. Managing your product positioning requires that you know your customer and that you understand your competition; generally, this is the job of market research not just what the enterpreneur thinks is true.

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How To Set A Selling Price For Your Product Or Service

Fixing the selling price can be based upon a value basis or a cost plus basis with either basis subject to modification according to market conditions. Not exactly scientific and true in all cases but the most profitable businesses tend to be managed by accountants while the best sales growth companies have a sales oriented manager at the helm.

Price

Value basis is used to set selling prices according to the amount the customer will pay for the product and the value of products or services being provided. A strong influence when using a value basis are the benefits a customer will derive from purchasing the product from each business compared with alternative suppliers and the general market rate for that type of product.

This article is about Price

Using a value basis that prices products above the general market level requires support and a marketing strategy to demonstrate to the market place the benefits and advantages a prospective client receives. Pricing a product or service below the accepted market price requires to be supported with ensuring as wide an audience as possible is aware of the bargain prices and the reasons why a lower price is being offered.

To establish the most profitable level at which selling prices should be pitched it is important to conduct market research to determine the general level of pricing within the product area. Also list the benefits and advantages within the context of other competitive products of the specific products being offered to enable the business to use these factors in support of the price structure adopted.

To maximum level at which value basis prices can be set is dependent upon the value the target customer places on that product or service taking into consideration the quality, service, availability and benefits provided.

Cost based pricing is a financial accounting calculation based upon fixing a gross profit margin that the business requires given the expected sales volume and fixed overhead or operating costs to produce a net profit. Normally a sales price set using a cost basis would be the amount paid for the product plus an incremental percentage.

Cost based pricing usually occurs in areas where competition is often working on the same cost basis and by selling similar products and services the volume of sales is sensitive to competitive prices. Market research should establish the range of competitive prices.

There are a number of influences that impact on setting the selling price of a product in addition to the cost and competition. Sales location, added values, buying policy, operational costs and others all require factoring into the calculation. Business size also has an influence as small business accounting is less sophisticated than accounting and financial control in larger businesses.

The tow single most important factors in setting the selling price of a product or service to generate the highest profit margin attainable are the competition and the original cost of the product.

In many cases the existing competition has already set a price for the product. Each business has to decide whether to accept this price according to the expected volume and the gross profit margin generated or charge a higher or lower price with the consequential effect on sales volume.

The purchase price paid drives the competitive edge. Larger business have greater opportunities to buy in larger quantities and obtain cheaper prices and many high volume businesses will search to source products from overseas markets to obtain even cheaper products.

If the purchase price paid by competitors is low then that cost must be either matched by adopting similar business practises or the products sold into a niche area of the market where more flexible prices can be obtained at the required volume to generate the gross margin required to cover fixed operating costs and achieve the target net profit.

Different prices can be set for different customers to exploit higher profit margins where possible and achieve higher volumes in market conditions where the price has a major influence on quantities bought. A manufacturer will often set different prices for each customer dependent on volumes purchased and the negotiation skills of the client purchasing function.

Market conditions often determine a range of pricing policies including offering quantity discounts for higher volumes, cash discounts for faster settlement, lower than normal prices to allow a market to be penetrated and established more easily and higher than normal prices in situations where supply may exceed demand. The accounting software or bookkeeping system employed should identify gains and losses due to different pricing structures.

The levels of supply and demand may change over time and a flexible pricing policy to take advantage of these changes is desirable. It is an economic fact that when demand exceeds supply prices will increase and when supply exceeds demand prices go lower. Failure to react quickly has a major impact on the total gross margin attained.

The overriding decision to be taken on setting selling prices is the amount of gross profit generated by the sales volume of those products in relation to current business policy and fixed operating costs and profit requirements that business needs to achieve and demonstrate through the accounting figures produced by the final bookkeeping reckoning.

From an accounting point of view the sales volume and price of each product should be calculated to determine the previous gross profit margin attained and planned for the future. The actual or forecast gross profit margins must cover the fixed operating costs of the business or remedial action taken to ensure the business is profitable. Setting prices is a combined decision of the sales and accounting function.

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The Caramel Treatment - A Natural Hair Softener

The caramel treatment is a product in the E'tae product line. Boasting an all natural line up of ingredients from honey, bananas to olive oil, this product delivers in its ability to seriously soften and hydrate the driest and roughest hair textures. It helps people who relax their hair to 'stretch' their relaxer for longer periods and helps people with natural hair by softening its texture for easier detangling and manageability.

Price

The results of the caramel treatment are not permanent; they last for up to 4 weeks so should be reapplied monthly for continued benefits. Many report 'loosening' of hair texture as well as less shrinkage after the treatment but this is likely due to the added weight of the product as well as the increased moisture levels in the hair. For this reason, the caramel treatment is excellent for helping to straightening the natural hair as it takes less heat to get smoother results as well as better moisture retention.

This article is about Price

No doubt the product is excellent but due to its perishable nature (no preservatives are used), the price tag for monthly treatments can become quite unappealing. Most of the ingredients in the product can be found in many average kitchens so making your own caramel treatment seems a more attractive approach for those who wish to use it on a regular basis.

By understanding the purpose of each ingredient, you can adjust the recipe every time you make it depending on your hair's needs.

Honey - An excellent humectant good for moisture
Olive Oil - For lubrication and helps with moisture retention
Bananas - Good for moisture and some protein benefits as well
Molasses (Treacle) - Another excellent humectant with some protein benefits
Water - This is the best natural moisturizer and is used to thin the mixture
Apple Cider Vinegar - For the shine it imparts to the hair
Cornstarch - For thickening purposes
Wheat germ oil - For added strength and lubrication

Here outlined is a simple recipe based on the ingredients above:

Honey - 6 tablespoons
Olive Oil - 6 tablespoons
Bananas - 2-3 overripe and very soft
Molasses (Treacle) - 3 tablespoons
Water - 4-6 tablespoons
Apple Cider Vinegar - 1 tablespoon
Cornstarch - 1-2 tablespoons depending on how thick you want the mixture to be
Wheat germ oil - 1 teaspoon - This can be substituted for any other natural oil of your choice

o Place all the ingredients except for the water into a blender and process until smooth. You may need to add the water bit by bit if it looks too dry.
o To ensure that there are no bits of banana in the mixture, sieve it through a fine sieve.
o Pour the mixture into a saucepan and put it on a medium heat while stirring constantly. You don't want to 'cook' the mixture but you want the cornstarch to cause it to thicken and this will take just moments. You may need to add more water to thin it down if it gets too thick or add a bit more cornstarch if it is still too runny. You want to end up with a caramel coloured mixture that is the consistency of a thick batter. If the mixture is too thin it will start dripping from your hair as soon as you apply it.
o Decant the mixture into a container, depending on the length of your hair it will likely be enough for two applications.

To apply, divide the hair into 3-4 sections and clip. Starting with 1 section, part the hair and apply on the roots generously rubbing in with your fingers. Once applied on the roots of the section, apply the mixture all the way to the ends. Complete all sections in this manner and once done, cover the hair with a plastic cap. Let the mixture sit in your hair for 1-2 hours or overnight for really dry hair.

Wash hair with a sulfate free shampoo, deep condition and style as usual. You can freeze the remainder until you are ready to use it. The treatment is suitable for both natural and relaxed hair.

For more black hair care articles please visit http://www.BlackHairInformation.com

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Choosing an Outboard Motor For Your Dinghy

30 years ago American manufacturers dominated the outboard motor market.Names such as Mercury, Johnson, Evinrude and Chrysler, led the field competing with each other to produce bigger and better outboard engines. However, while this was going on they were neglecting the smallest of the outboards. These are the outboard motors that sell in the greatest of numbers and are often the first outboard many of us, buy. This being the case many of us stick to the same brand (brand loyalty) as we buy other bigger outboards over the years. The Japanese seized on this fact and gradually Honda, Yamaha, Suzuki and Tohatsu concentrating on small outboards began to take over as market leaders. They achieved this domination by improving efficiency and reliability. As well as adding features to these small outboards previously only found on larger engines.

Price

Having achieved success in the small outboard market, these Japanese manufacturers expanded up the power range. They again came to dominate the outboard engine market up to at least 20 hp. The American manufacturers instead of competing with the Japanese, gave up and decided to buy these engines from the Japanese and badge them as their own. Now the Chinese have entered the market. Basically doing what the Japanese did previously, copying the best features of the present engines and at the same time keeping costs down.

This article is about Price

So let us compare the outboards that are on offer for those looking for an outboard motor for their dinghy. If we take a fairly larger dinghy say, a Pioner 12, so that each outboard has to push a reasonably heavy weight through the water. If we then take the following outboard motors :

Mercury 2.5hp; Mercury 3.5hp; Mariner 2.5hp; Tohatsu 3.5hp; Yamaha 2.5hp; Suzuki 2.5hp; Honda 2.3hp; and a Parsun 2.6hp. All these outboards are 4 stroke engines. This is due to an E.U. Directive that prevents 2 strokes from being sold in the E.U. These outboards will provide a fairly wide range of engines available on the market, for powering dinghies.

To judge one engine against the another several tests were completed. A Bollard pull test showed that the Mercury 3.5hp and Tohatsu 3.5hp were the most powerful at 90lbs of thrust (These two engines along with the Mariner are virtually identical). The least effective was the Honda 2.3hp at 66lbs of thrust. In between were the Suzuki 2.5hp at 83lbs of thrust, the Yamaha 2.5hp at 78lbs of thrust and the Parsun 2.6hp at 70 lbs of thrust.

Next test was Fuel Consumption. At full speed - 5.75 knots, the best outboards were the Yamaha 2.5hp and the Suzuki 2.5hp by at least 20%. The worst was the Parsun 2.6hp. When the throttles were eased and the dinghy was cruising the Fuel Consumption comparision was less evident, only about 10% difference. All these figures are for 4 stroke engines. However, based on figures previously recorded for 2 strokes under similar circumstances, the older engines were up to 50% less fuel efficient at full speed. Very thirsty! Remember 2 stroke outboards are still available second hand.

Then the weight of each outboard motor was compared. Four stroke engines are heavier than older 2 strokes because of the powerhead etc. The Mercury, Mariner, Tohatsu, Yamaha and Parsun all weighed approx. 38 - 41 lbs (18 kg.). However, the Honda 2.3hp and Suzuki 2.5hp weighed a lot less at 28 lbs (12.5 kg.).

The price of each outboard motor was then compared. This was difficult to be accurate as discounts and sale offers are always changing.

Mercury 3.5hp £449
Mercury 2.5hp £380
Mariner 2.5hp £429
Tohatsu 3.5hp £449
Yamaha 2.5hp £489
Suzuki 2.5hp £379
Honda 2.3hp £429
Parsun 2.6hp £375

Although the Parsun was the cheapest and it is virtually identical the same engine as in the Yamaha 2.5hp, it is not as good. It is a bit like me following a Gordon Ramsay recipe, to the letter, but when compared side by side you just know that his is going to be that much better. The Chinese are able to copy, just like the Japanese did before them, but they have not got it right, yet!

Finally a little about each outboard tested. The Mercury, Mariner and Tohatsu are the same engine. Starting settings for the throttle are easy to understand with the choke and stop button clearly labelled. The petrol on/off tap is not so clearly marked. All these motors have gears. Ahead and neutral then using the 360 degree rotation you can get astern thrust. There are 4 tilt positions and a shallow water ability. Oil levels can be easily checked by viewing the indicator on the side of the engine cover.

The Yamaha 2.5hp also had easily understood starting and stopping settings but the oil level gauge was out of sight under the engine casing cover. As with the Mercury outboard the Yamaha 2.5hp has gears, ahead and neutral with 360 degree rotation. Unlike the Mercury which has a shear pin, the Yamaha has a rubber hub at the propeller, so no shear pin to break.

The Suzuki 2.5hp is as above but with the oil gauge easily viewed at the side of the cover. The propeller has a shear pin with spares stowed under the engine cover.

The Honda 2.3hp is not water cooled like all the other outboards tested. It is aircooled and has no gears. Instead it uses a centrifugal clutch. This makes starting and maneuvering more difficult than the others. It simply takes a bit of getting used to it. The oil gauge is out of sight under the cover. The propeller has a shear pin with spares kept under the engine cover.

Finally the Parsun 2.6hp, a copy of the Yamaha 2.5hp but not as good. However it is the cheapest engine when new. Fuel consumption was its biggest draw back.

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How to Start a Greeting Cards Home Business

Do you like to create pictures and designs, or writing? Do you love to look at the greeting cards in your local stores? Then a greeting cards home business could be for you. This is a business with incredible growth, and income potential. It also gives the greeting card home based business owner several options in the business itself.

Price

A greeting card home business opportunity can have you doing only one part, such as drawing or writing. This same business can be selling e-cards or cards sold in stores. It could also entail purchasing a territory from a larger card distributor.

This article is about Price

The first step in how to start a greeting card company is to decide what part of the greeting card business you want to focus on. As a freelance greeting card artist, you would focus only on designing cards for other companies. There are costs associated with this option and could include the purchase of a computer and graphic art software if you don't already have these items.

If you decide to be a freelance greeting card writer, your home based greeting card business would focus on only writing the phrases to be used on greeting cards. For this, you only need a computer and quick turn around time.

Of course, you can always freelance as both a writer and artist. To get jobs you must contact companies to see if they are in need of freelancers. They pay from an assignment to several hundred dollars per assignment. However, until you build up a portfolio of samples, and sometimes even after, jobs can be hard to find.

Another option is to purchase a vending route from a larger greeting card company. This route becomes your way of starting a greeting card company. You are required to keep current clients stocked in cards, replace old cards with new ones and get new clients to build your income. You have start up costs that can run from several hundred to several thousand dollars in inventory. However, when you take the cards to the clients, you receive your payments right then.

If you want to start your own line of cards, your greeting card business plan would focus on all aspects of greeting card businesses. You will design and write each greeting card inside and out. Your creative freedom would not be hindered by someone telling you what they want. You would make all the decisions and it would truly be your greeting cards business.

Being a greeting cards home business owner would make the internet your best marketing tool. You wouldn't be able to compete with larger greeting card companies, so you will want to create a special niche for your cards on the web and in small local stores.

This option requires research before beginning the creation of cards for your greeting cards home business. You will need to price printing services and software. Once you have these ready, you can being creating. Go ahead a start creating cards, but at the same time, think of a name for your greeting cards home business and create a website.

Websites are very easy to create, depending on the provider you decide on. Research domain name registries and web site providers. The more web pages and information you want to provide will influence the charge of the web site. A greeting cards home business web site should be able to be effective without many extras at first. The extras can come later.

Once your website is ready, put pictures of your cards and ordering information into it. If you create the web site yourself or pay someone else to do it, make sure the site is search engine optimized. This will bring more people to your greeting card web site and start selling your cards.

Since some people like to hold cards and feel their quality before purchasing, it may be best to have your greeting cards home business web site offer one free card, or one free sample package per household. This gets your cards on the market and helps drive customers to your web site. Also, consider creating a special "Thank You" card that you personalized by you for all inquiries and orders. This is another way to let people know the quality of your cards.

Have the cards printed as the orders come in to the web site. Offer personalized cards to increase sales. Make sure you have plenty of designs for each category. You want your greeting cards home business website to look full, but not cluttered.

You now know several of the options available to start your greeting cards home business. Now all you have to do is to decide which is the best option for you. This business can grow to be as large or as small as you want it.

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