Tag Archives: differentiation

OMG Being Valuably Different Actually Matters

Casual dining restaurants are suffering. Applebee’s is no exception. A glut of competitors is causing some to see decreases in sales. “The crux of the problem is that Applebee’s is suffering from a problem that has plagued many modern casual … Continue reading

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Misguided Competitive Advantage

Much is written on competitive advantage. The amazon.com website brings up 1000s of search results in the books section alone. My second book, The Secret To Selling More, discusses it, and my third book (along with Ralph Mroz), Value Acceleration, … Continue reading

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Packaging Matters

There are many examples of primary packaging costs that exceed the cost of their content. In my book, The Secret To Selling More, I noted that AriZona Tea’s cans cost more than the content of the can. Coke developed plastic … Continue reading

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Be Different And Be Clear About It

Saw this store in Vaughn Mills, Ontario, Canada. Pretty clear what their value proposition/differentiation is. Or as we like to say: What you can buy from them you can’t buy from anyone else. And by the way the acronym NYDJ … Continue reading

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Which Is Best: Oil Or Water

How about neither? Tuna packed in oil or Tuna packed in water, which is better and how do they differentiate? Many now think water is best, but then if your product is packed in water, like all the others, how … Continue reading

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Own a Position

Many companies make wine glasses. A quick search of Amazon finds thousands of results. Most, like in any category, are apparent commodities and are priced accordingly. And then there is Riedel. Ranging from about $25/glass to well over $100/glass, Riedel … Continue reading

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Missed Opportunity?

While walking down Michigan Ave in Chicago, I came across Chuck’s Manufacturing. The intriguing name caused me to stop and take a look. It’s a restaurant. However, while the name is intriguing nothing helped me know more. They had a … Continue reading

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What Lance Armstrong really did (as pertains to business)

With all the news today coming out about Lance Armstrong, I am reminded about his other achievement.  That is, not the races he won (many of those titles will probably be stripped now), but the way he established his fame … Continue reading

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Out-selling the competition

An article in Inc Magazine stated, “For most growing businesses, quality salespeople are a must. But most business models won’t achieve exponential growth riding on the backs of the sales team. Even the best salesperson can’t sell something that customers … Continue reading

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Find a way to stand out in the crowd

My friend, Eric Chester, who is an expert on work ethic and Gen Y, posted a great example of standing out in the crowd, as well as data to prove its worth in a recent post. Are you smarter than … Continue reading

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