Sara Delano

Shifting Gears

Anton/Bauer was merrily selling its video equipment batteries to camera maunfacturers as original equipment. Trouble was, all the action was in the replaceme...  Read story

A Niche In Time

Faced with changing technology and an overcrowded market, Sky Courier Network realized that it had to fly off in different directions.  Read story

The Piggyback Strategy

By teaming up with larger companies, Bank Earnings International has gone hog wild in the national market.  Read story

Pushing Products Through The Pipeline

Frank Brady combines marketing savvy and merchandising skills to move products off the shelves.  Read story

But Will They Still Love Your Tomorrow?

Long-term client relationships depend on marketing personal service before and after a sale.  Read story

Tuning In To Radio

Low rates and the ability to target audiences make the airwaves a good place for advertisers  Read story

Trading Places: How a Dentist Invented the Export Trading Company

Although Dr. Josepb Blaes considered himself reasonably imaginative, he never dreamed that his design for a more efficient dental clinic would have global si...  Read story

The Society Gets Down To Business

As if things weren't tough enough in the microcomputer business already, a new set of players may soon be joining the fray trade associations. Such, at an...  Read story

Boosting Software Sales

Software publishers learn more about retail customers through grass-roots market research and dealer councils.  Read story

Blazing Trails

"Pioneers put up with hardships so others don't have to," says Jim Edlin, president of Bruce & James, Program Publishers Inc., a San Francisco softwar...  Read story

When In Rome

Mike Rooney became a globe-trotter to build a strong network of overseas sales representatives.  Read story

Turning Sales Inside Out

Technology, the high costs of field selling, and customer attitudes are changing the way wholesalers sell.  Read story

How To Get A Fix On Free Ad Dollars

Companies are dreaming up new ways to spend co-op advertising dollars -- and reaping the rewards of greater exposure.  Read story

Improving The Odds For Hiring Success

Businesses are using personality testing to check out their own hunches about salespeople.  Read story

Why Bargain Prices Lure Cable Advertisers

Businesses find cable television a successful, low-cost way to reach key prospects.  Read story

The Nuts And Bolts Of Mail-order Sales

DRI Industries taps a productive market by selling a hardware store in a mailbox.  Read story

Give And You Shall Receive

Community involvement and public service promotions can make good business sense, many small companies discover.  Read story

Managing The Right Side Of The Brain

Bob Bloom learned that resolving conflict between his ad agency's creative and marketing departments took careful planning and a set of common goals.  Read story

Rolling In Dough

As Tombstone Pizza expanded, its founders discovered that the key to future success was hidden in the company's own past.  Read story

A Matter Of Image

Frank Berger has a knack for parlaying ordinary products into hot-selling brands.  Read story

Brains Over Bucks

You don't have to outspend the competition, says Streetfighters, a retail trade organization: Outthink them.  Read story

Now I Lay Me Down To Sleep

Allan, the owner of an electronics firm outside Boston, was an insomniac. Most nights it took him at least an hour to fall asleep; he usually got up sever...  Read story

Search Employ

Learning how to be your own headhunter can help your company in ways that go beyond filling a specific job.  Read story

Row, Row Your Boat

Even when the snow falls and it's cold enough to form ice collars on his oars, Edmund Tarbell likes to go for a Sunday row. "Only the wind keeps me at ho...  Read story

Play It Safe

When Vaughan & Bushnell Manufacturing Co., a manufacturer of hammers, hatchets, and other striking tools, with annual sales of over $20 million, wante...  Read story

Bigger Scoops For The Troops

Many company newsletters devote a lot of space to birthdays, anniversaries, and the standings in the bowling leagues. But a recent survey of more than 45,...  Read story

Complaining Won't Make It Better

When you complain to another person about a problem employee, you're automatically talking to the wrong person. It may seem pretty obvious, but it's the ...  Read story

Classy Deductions

It's no news that supplies and equipment donated to schools and other nonprofit institutions can be written off at tax time. But even if you're aware of ...  Read story

Burglar-proof Your Business

Burglary is a booming business. According to the Federal Bureau of Investigation, annual income for its practitioners is more than $1.6 billion, with muc...  Read story

Learn A Language Over The Phone

Don Schrickel, a Chicago businessman whose work often takes him to South America, is learning Spanish -- over the telephone. Three times a week, Schricke...  Read story

Take The Pain Out Of Air Travel

Seasoned fliers know how to fight the discomfort of today's airborne cattle cars.  Read story

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WHAT ARE THE BEST BETS IN FRANCHISING in the '80s? Ethnic food restaurants, hair-styling salons, and home computer shops are among them, says a recent go...  Read story

Take The Pain Out Of Air Travel

Seasoned fliers know how to fight the discomfort of today's airborne cattle cars.  Read story

1981 SMALL-BUSINESS DIRECTORY OF GOVERNMENT CONTRACTS is designed to provide small businesses with official contacts in the Department of Defense and majo...  Read story

Alcoholism In The Workplace

Especially in small companies that can't afford in-house occupational alcoholism and employee assistance programs, employers and managers seldom deal effe...  Read story

Curbing Phone Abuse At Work

The TV show "Dialing for Dollars" was canceled long ago, but the telephone game goes on in the workplace. The big losers these days are employers who mus...  Read story

Computer Buying Guides Can Help

Buying a small business computer or word processing system can be confusing. It's difficult to get impartial advice and to get information in a format tha...  Read story

Protect Against Bias Suits

Do you have children?" sounds like a harmless enough question. But if you ask it when you're interviewing a job applicant, you may face a discrimination ...  Read story

Learn To Delegate

If your secretary's performance is unsatisfactory, it may be that you give unclear directions or don't know how to utilize his or her talents. The G...  Read story

THERE'LL BE LESS PAPERWORK for employers who offer membership in health maintenance organizations, thanks to recently adopted changes in reporting and dis...  Read story