30 Seconds with Guerrilla Marketing's Guru
Jay Conrad Levinson answers questions and explains how guerrilla marketing works. Read story
Susan Greco
Benchmark: Not on the Net? You're Not Alone
Three graphs displaying how small business is using the Internet for marketing. Read story
Marketing: Selling the Superstores
A 15-week, nationwide campaign is followed to learn how to get shelf space at the country's hottest retail chains. Read story
Customer Service: 'Where Did We Go Wrong?'
Two senior execs explain how they track lost customers in order to ensure future customer satisfaction. Read story
Resource: Use Your Leads -- Don't Lose Them
A review of the American Marketing Association's publication, Managing Sales Leads Read story
Benchmark: Death of a Sales Lead
A quick look at some figures on the usefulness of reader response cards. Read story
Branding: 800-PARTNER
The sharing of vanity phone numbers is becoming a real asset for small businesses in local markets. Read story
Distribution: Mother of Invention
A quick look at how a children's T-shirt company found a niche market in resort gift shops. Read story
Pricing: Your Fees are Obsolete, Now What?
A CEO offers a few tips that she uses to set fees and hourly prices. Read story
International: Net Effect on Overseas Sales
Two execs explain how they use on-line services to communicate with their international sales and marketing force. Read story
Benchmark: Room to Grow
A graph that shows the percentage of 1993 revenues from international sales and the percentage of companies invloved. Read story
Where the Shoppers Are
A mail shipping business sets up shops inside supermarkets. Read story
Companies Greet E-Mail Nation
Examples of companies who use E-Mail to handle customer requests. Read story
How the High-Fliers Price
Coopers Lybrand survey shows how fast-growing companies set their prices. Read story
Plan for Profitable Pricing
Authors of 'The Strategy and Tactics of Pricing' offer some advice about pricing. Read story
Smart Marketing or Invasion of Privacy?
Questioning whether some target marketing strategies invade a customer's right to privacy and two company examples. Read story
From Easy Orders to Disorder
A company loses control of its overseas distribution and pays a hefty fee to get it back. Read story
Psyched Up or Psyched Out?
An expert identifies some classic weaknesses in salespeople. Read story
Power in Numbers
A private company publishes an annual report as a marketing tool. Read story
The Exporter's Catalog
Information on a catalog of books, tapes, and newsletters on international business. Read story
Start Your Own Trade Group
Forming your own trade group promotes networking and joint PR efforts. Read story
On the Road
Visiting customer sites and putting on trade show-like presentations. Read story
Short on Satisfaction
Survey reveals that many small-business owners are unhappy with their sales-force-automation software. Read story
Marketers Pivotal to New Products
Chart illustrating the correlation between success and teamwork used in developing new products. Read story
Gearing Up to Switch Markets
Strategic sessions to plan the switch to different markets. Read story
Distribution: Cash In with a Cause
A quick look at how some entreprenuers are using local fund-raising markets as distribution opportunities. Read story
Incentives: Pay Bonuses for Profits
An HR expert offers some tips on how to set up a profit-sharing incentive plan. Read story
Benchmark: Are U.S. Salespeople Busier?
A graph comparing various facets of a saleperson's day in the U.S. to European counterparts. Read story
Resource: Customer-Service Audit
A quick look at a Direct Marketing Association's Customer Service Award winner and how to compete for the award. Read story
Marketing Costs: A National Brand--At What Price?
A marketing pro offers ideas, including a four-year budget, to keep costs down when taking a product nationwide. Read story
Up and Coming: Teddy Bears and Underwear--Caught in the World Wide Web
A quick look at several companies that are using technology and the World Wide Web as a marketing tool. Read story
Advertising: Video Screen Test
A quick look at an inventor who created a video to promote and market her invention. Read story
Compensation: Round-the-Clock Incentives
A president offers his views on incentive he pays for extra work done during the year, month, week, day, and hour. Read story
International: Showcases for U.S. Catalogers
An overview of different U.S. catalogers finding profits overseas regardless of their size. Read story
Resource: Small-Store Survival Tactics
A review of Arthur Andersen Co.'s publication 'Small Store Survival,' and how one retailer used the book. Read story
Compensation: Upping the Hourly Ante
A CEO details a program that awards hourly employees with bonuses that range from $.05 to $1.35 an hour. Read story
Family Business: On Common Ground
Some suggestions for setting up councils of family members for running family businesses. Read story
The Decade-Long Overnight Success
The turnaround EOY for 1994: A close-up look at a one company's struggle to return to former glory. Read story
Marketing: Messages That Hit the Spot
Two overviews of companies that are packing newsletters or catalogs with their products. Read story
Sales Management: Hot-Product Survival Guide
Co-owners explain how they took their company into new markets and how the sales force supported the change. Read story