No Comments

Small Business Expo 2020 – PHILADELPHIA

The Small Business Expo 2020 is coming to Philadelphia on Wednesday, April 29, 2020, from 10:00 AM to 5:30 PM. Attendees of this expo will have an opportunity to network with thousands of businesses, entrepreneurs & start-ups

*Fast-paced speed-networking sessions to build your network.
*Establish hundreds of new & valuable contacts.
*Interact with the movers and shakers of small businesses.
*Leave the show with qualified and targeted sales leads.
*Surround yourself with passionate business owners.

These are the 5 different levels of registration.
1. BRONZE, Exhibitor Hall, Workshops, Keynote Speakers, Business Card Exchange. Free.
2. SILVER, BRONZE PERKS, PLUS: Access to Speed Networking Sessions. Cost of $28.16.
3. GOLD, BRONZE & SILVER PERKS, PLUS: Access to Networking Happy Hour with Open Bar & VIP Express Check-In (skip the check-in line). Cost $54.67
4. VIP (Most Popular!) BRONZE, SILVER & GOLD PERKS, PLUS: Lead Scanner App (scan badges & collect contact info) & Priority Seating in Workshops & Speed Networking (skip the line) Cost $107.72
5. VIP + Eblast (Best Value!) BRONZE, SILVER, GOLD & VIP PERKS, PLUS: We will include your company’s advertisement in our post-show email to the attendees. Cost $266.85.

My colleagues at Keystone Business Brokers look forward to meeting you at the Expo.

2 Comments

Using Focus Groups to Acquire Marketing Research (a cost effective research technique)

Using Focus Groups to Acquire Marketing Research
(a cost-effective research technique)

Many small businesses don’t take advantage of using marketing research techniques to determine the needs and wants of their target market. Before starting a promotional campaign it is wise to get feedback from customers. The focus group is the first step in gathering qualitative data for your research.

Basics of Conducting Focus Groups
Focus groups are a powerful means to evaluate services or test new ideas. Focus groups are interviews, led by a moderator with 6-10 people at the same time in the same group. One can get a great deal of information during a focus group session.

Preparing for the Session
1. Identify the major objective of the meeting. 
2. Carefully develop five to six questions.  
3. Plan your session.
  4. Call potential members to invite them to the meeting. Send them a follow-up invitation.  5. About three days before the session, call each member to remind them to attend.

Developing Questions
1. Develop five to six open-ended questions – Session should last one to 1.5 hours — at this time, one can ask at most five or six questions. 
 2. Always first ask yourself what problem or need will be addressed by the information gathered during the session, e.g., examine if a new service or idea will work, further understand how a program is failing, etc. 
 3. Focus groups are basically multiple interviews. Therefore, many of the same guidelines for conducting focus groups are similar to conducting interviews.

Planning the Session
1. Scheduling – Plan meetings to be one to 1.5 hours long. Over lunch seems to be a very good time for others to find time to attend.  
2. Setting and Refreshments – Hold sessions in a conference room. Configure chairs so that all members can see each other. Provide name tags for members, as well. Provide refreshments, especially box lunches if the session is held over lunch.  
3. Ground Rules – All members must participate as much as possible. Implement the following three ground rules: a) keep focused, b) maintain momentum and c) get closure on questions.
  4. Agenda – Consider the following agenda: welcome, review of agenda, review of goal of the meeting, review of ground rules, introductions, questions, and answers, wrap up.
  5. Membership – Focus groups are usually conducted with 6-10 members who have some similar nature, e.g., similar age group, status in a program, etc. Select members who are likely to be participative and reflective. Attempt to select members who don’t know each other.
  6. Plan to record the session with either an audio or audio-video recorder. Involve a co-facilitator who is there to take notes.

Facilitating the Session
1. The major goal of facilitation is collecting useful information to meet the goal of the meeting. 
1. Introduce yourself and the co-facilitator, if used. 2. Explain the means to record the session.
  3.  Carry out the agenda.   4. Carefully word each question.  5. Allow each panel member to carefully record their answers. Facilitate discussion around the answers to each question.  
6. After each question is answered, carefully reflect a summary of what you heard.   7. Ensure even participation. Consider using a round- table approach, including going in one direction around the table, giving each person a minute to answer the question.   8. Closing the session – Thank members for coming, and adjourn the meeting.

Immediately After Session
1. Verify if the recorder worked throughout the session.  
2. Review your written notes clarify any notes that don’t make sense, and ensure pages are numbered.     
3. Write down any observations made during the session. For example, where did the session occur and when, what was the nature of participation in the group? Were there any surprises during the session?

Moderating focus groups YouTube link: https://youtu.be/xjHZsEcSqwo

81 Comments

Statement from U.S. Secretary of Commerce Wilbur Ross on Q4 and Annual 2019 GDP: Economy Grows 2.3% in 2019

Statement from U.S. Secretary of Commerce Wilbur Ross on Q4 and Annual 2019 GDP: Economy Grows 2.3% in 2019
Economic indicators
Wilbur Ross
FOR IMMEDIATE RELEASE
Thursday, January 30, 2020
Office of Public Affairs
(202) 482-4883
publicaffairs@doc.gov
Today, the Department of Commerce’s Bureau of Economic Analysis (BEA) released the fourth quarter and annual gross domestic product (GDP) numbers. The Bureau found that the real gross domestic product increased at an annual rate of 2.1 percent in the fourth quarter and 2.3 percent for all of 2019, continuing to beat expectations.
“Since the beginning of this Administration, critics have predicted doom and gloom for the American economy,” said Commerce Secretary Wilbur Ross. “They were wrong then, and they are wrong now. President Trump continues to unleash incredible growth in the American economy despite the effects of Boeing’s problems with the 737 MAX and the General Motors’ strike. GDP for 2019 is more great news for the American economy and is even better than what today’s numbers show due to those two special factors. Beyond this, Americans continue to experience tremendous increases in employment and wages that prime 2020 for further economic gains. When you add in the benefits of USMCA, the Phase One Deal with China, the two trade deals with Japan, and the re-working of the free trade agreement with South Korea, America is back and competing on the world stage.”
The GDP continues to beat performance predictions before the 2016 election, and there was other good news in the BEA report:
The U.S. has the largest GDP of any country in the world, and it continues to grow at a sustained rate. U.S. GDP reached an all-time high in 2019 of $21.43 trillion.
The growth of the goods GDP rose by an impressive 4.7 percent, while services was at 1.7 percent.
Consumer spending increased by 2.6 percent last year and spending on durable goods surged by 4.7 percent in 2019.
Personal income reached an all-time high of $18.6 trillion, up from $17.8 trillion in 2018.
The personal savings rate increased to 8 percent for the year, with Americans saving $1.31 trillion in 2019, up from $1.21 trillion in 2018.
The long period of massive import surges of goods is finally abating. For the year, imports of goods rose by only 0.2 percent, the lowest yearly increase since 2009.
To view the Gross Domestic Product, Fourth Quarter and Annual 2019 full release click HERE.
Bureaus and Offices
Bureau of Economic Analysis
Leadership
Wilbur Ross

6 Comments

Traditional Marketing Techniques

Traditional Marketing Techniques

Recently, I spoke to two entrepreneurs about possible ways of marketing their business. I sensed from our conversation that they were not fond of online promotion. They were not knowledgeable about online marketing and they were looking for an alternative way to promote their business. Therefore, I did not suggest any digital marketing media such as websites, blogs or social media. My suggestions were time-tested old school techniques.

Get involved with the community by joining the Chamber of Commerce or Rotary. These organizations will help you get connected with the local community. You can participate in charity fundraising events, donate your time and services, or do public speaking engagements that demonstrate your expertise on a particular topic.

Mail/email marketing is a strategy to connect with your customers and prospects. You can use mail/email to send out routine information like appointment reminders, but you can also use mail/email to send out marketing materials like newsletters

Newsletters are a means of keeping your consumers informed. Your newsletter may include news articles related to different topics ranging from industry news to current promotions. Giving out tips is a customer service technique of reassuring customers that you care about their satisfaction, even when they don’t need to come into your office or store.

Attending trade shows and fairs will create brand awareness in the community for your business. This gives potential new customers and suppliers a chance to view your brand. Something as simple as a free sample of your product or service can be a stimulus in creating interest.

Hopefully, you found some of these suggestions helpful.

20 Comments

Email Marketing

Email Marketing

The benefit of email marketing is a cost-effective method of sending your message to your customers or potential customer whose names and email addresses you have amassed. This treasure trove of prospects can be contacted regularly with a monthly newsletter, periodic promotional announcements, and special offers.

Email marketing can create stronger awareness for your business, products and customer relationships.

Top 5 email platform providers

1. Drip Ecommerce CRM (www.drip.com) Drip-powered brands are using E-commerce CRM data and marketing automation to build personalized marketing experiences, drive meaningful engagement, and earn long-term customer loyalty.

2. Mailchimp (www.mailchimp.com) Bring your audience data, marketing channels, and insights together so you can reach your goals faster. With Mailchimp, you can promote your business across email, social, landing pages, postcards, and more — all from a single platform.

3. Salesforce Marketing Cloud (www.salesforce.com ) Reach individual customers through hundreds of features to help you create tailored, relevant content — from basic email marketing tools to sophisticated cross-channel campaign functionality.

4. Campaign Monitor (www.campaignmonitor.com) Create beautifully branded campaigns with this simple email builder.
Editors can spend more time doing what they do best—engaging people through email. It’s all the builder you need and then some.

5. SendInBlue (www.sendinblue.com) Promote your brand and grow your business with beautifully designed emails

3 Comments

Social Media Advertising vs Traditional Advertising

Social Media Advertising vs Traditional Advertising

Advertising media in America had its inception almost three hundred years ago when Benjamin Franklin published the Pennsylvania Gazette which included print advertising. In 1922 WEAF NY offered ten minutes broadcast radio time for $100.00. In the late 1940s television was the new addition. About a decade ago we saw the emergence of a new medium online marketing.

I’ve read many articles online extolling the superiority of social media marketing over traditional advertising. There are strengths and benefits to each form of advertising. The one major benefit to small business owners is the low cost and flexibility of social media. Choose a comprehensive strategy that works for you.
When creating ad copy there are certain elements that are basic to different forms of advertising media whether using print advertising, direct mail, email or an online landing page. The fundamentals remain the same.

1. Make the offer, give the prospect a reason to learn more about the product or service.
2. The headline explaining the key benefit or offer you are making.
3. Include an image, one or two striking pictures that illustrate the offer.
4. The body of the ad includes details about the offer, details about the store or product and any other information you want to highlight.
5. A call to action. Set a time limit, clear and concise instructions for what the readers should do.
6. Include contact information with the logo.

Please leave comments on topics would be interested in reading.

2 Comments

Social Media Marketing for Small Business

Social Media Marketing for Small Business

Modern advertising has traditionally been the domain of print, broadcast and direct mail media. These forms of advertising have required large financial expenditures that were out of reach for most small businesses. Print promotions required an advertising agency to create artwork, and write copy adding to the cost of the ad. Television advertising requires scriptwriters, artists, film crews and other support personnel again, a major expense.

The internet has ushered in a new dawn with the advent of social media marketing which has no financial expense, just the cost of your time. This democratization of advertising and sales promotion had given small businesses the ability to reach a large audience. Software to create graphics, photos and video are available at very reasonable prices. An example is an ad created by my former students who were marketing management majors at Penn State. They had limited experience with camcorders, editing software, and scriptwriting, but they created a commercial for a small business.
https://www.dropbox.com/s/6aaptd5ean0x5i8/Our%20Family%20Cafe.mp4?dl=0
With some effort, you can do the same.

Here is a list of the top social media marketing sites.
1. Facebook (www.facebook.com) Best for B2C (business to consumer)
2. Twitter (www.twitter.com)
3. LinkedIn (www.linkedin.com) Best for B2B (business to business)
4. Instagram (www.instagram.com) Best for selling visually-oriented products.
5. Pinterest (www.pinterest.com) An image curation website
6. Youtube (www.youtube.com) video-hosting website
7. Yelp (www.yelp.com) Crowd-sourced review forum
8. MailChimp (www.mailchimp.com) email marketing service

6 Comments

Buy a Business or Start a Business

Should You Buy a Business or Start a Business

The big dilemma most entrepreneurs face when deciding to go into a business is the decision to buy an existing business or start a new venture. There are pros and cons to both which we will discuss in this article.

If you have limited financial resources starting a home-based service business may be your best choice. The upside to this type of start-up is low overhead, and tax deductions for using a portion of your home and vehicle. Beware, home-based businesses are scrutinized by the IRS.

When starting a new business you will need a comprehensive business plan to guide this venture in the early stages.
A new business requires a real estate location, developing a supplier network and intense marketing to build your customer base. Since your new business has no performance record, it stands to reason that financing will be difficult. One last caveat, 50% of new businesses fail within five years.

If you’re serious about going into business and you have the financial resources your best strategy is buying an existing business. The advantages to buying an existing business are financial records that you can check before making the purchase. Established supplier alliances, a customer base, a physical location, and most important a company identity. Buying an established business is your best bet for success.

4 Comments

Congress Takes Key Steps to Propel American Businesses Forward with End-of-Year Legislation

This news article is the first we will publish each week from various sources that we believe to be pertinent to small businesses. This week’s article is from the US Chamber of Commerce and the author is Niel Bradley.

Nick Santarone Blog Publisher

Congress Takes Key Steps to Propel American Businesses Forward with End-of-Year Legislation 

Author:  Neil Bradley
Executive Vice President and Chief Policy Officer, U.S. Chamber of Commerce

The past week has seen a flurry of activity in Congress, with resolutions on a large number of issues being worked on by the U.S. Chamber. While not all issues were resolved in the manner we desired, collectively, this final burst of legislation will provide greater certainty to the economy – bolstering American businesses, jobs, and families.

In addition to the final agreement on USMCA, which we expect to pass the House this week and the Senate early next year, below are several of the U.S. Chamber’s priorities that will become law before the end of the year:

Healthcare

What happened:

Permanent full repeal of the Cadillac Tax, the Health Insurance Tax (HIT), and the Medical Device Tax.
Extension of the “health extenders” through May 22, 2020.
Ten-year reauthorization of the Patient-Centered Outcomes Research Institute (PCORI).
Raising the legal smoking age to 21.
Why it’s important:
The Health Insurance Tax (HIT), the Medical Device Tax (MDT), and the so-called “Cadillac Tax” undermine employer-sponsored health care coverage, contribute to rising health insurance premiums, and hurt our nation’s economic growth and job creation.
Extension of the “healthcare extenders” will ensure the opportunity to continue to work on outstanding healthcare policy issues
Reauthorization of PRCORI ensures Americans have access to high-integrity, evidence-based information from research guided by patients, caregivers, and the broader healthcare community.

Retirement

What happened:

Enactment of the SECURE Act retirement package, which expands retirement options for small businesses, reduces the administrative burdens on employers and enhances retirement security for those in defined benefit plans.
Why it’s important:

The SECURE Act expands retirement coverage by making it easier for all businesses to offer coverage while keeping the important Federal protections under ERISA for employees.

Supporting American Exporters

What happened:

Seven-year reauthorization of the Export-Import Bank.
Additional resources to promote U.S. commercial interests through U.S. diplomatic missions.

Why It’s Important:

The Ex-Im Bank’s mission is to support domestic jobs by facilitating the export of goods when private-sector lenders are unable or unwilling to provide financing. This is especially important in helping small businesses turn export opportunities into sales abroad.
The reauthorization also included a vital provision that would establish an alternative procedure if there is a lapse in Ex-Im Board’s quorum, ensuring that Ex-Im can continue to serve its role in supporting U.S. jobs.

Insurance Provisions

What happened:
Seven-year reauthorization of the Terrorism Risk Insurance Act (TRIA).
One-year extension of the National Flood Insurance Program. This extension will provide an opportunity to work on long-term reauthorization next year.

Why it’s important:

TRIA has served as a vital public-private risk-sharing mechanism, ensuring that private terrorism risk insurance coverage remains commercially available and that the U.S. economy would more swiftly recover in the event of a terrorist attack.

Immigration & Tourism

What happened:

H-2B visa cap relief and other provisions that give H-2B employers additional certainty and flexibility to meet their seasonal workforce needs.
One-year reauthorization of the EB-5 Regional Center program.
Seven-year reauthorization of Brand USA, the public-private partnership that promotes international tourism to the United States.

Why it’s important:

With companies struggling to meet their seasonal workforce needs, additional H-2B visas prohibit onerous new compliance requirements, and the added clarity regarding the terms of employment for H-2B workers will ensure that more American businesses will be able to meet their personnel needs, expand their operations, and most importantly create new jobs for American workers.
The U.S.’s share of the international travel market has been declining since 2015, and many expect this trend to continue for the foreseeable future. The multi-year authorization of Brand USA, the public-private partnership that markets American tourist destinations to international visitors, is critical to reversing this trend and stimulating domestic job growth and economic activity.

Transportation Infrastructure

What happened:

Block the Rostenkowski Test, which would have required a $1.2 billion (12%) across-the-board cut to all transit formula funds in FY 2020.
Extension of the short line railroad tax credit.

Why it’s important:

These provisions will ensure that the public and private sectors can continue to invest in crucial infrastructure initiatives that keep American people and commerce moving.

Energy Innovation

What happened:

Record-high $425 million for the Advanced Research Projects Agency-Energy (ARPA-E) program at DOE, focused on high-risk/high-reward advanced energy technologies.
$230 million in new funding for an advanced reactor demonstration and research program aimed at reclaiming U.S. leadership in globally scalable emissions-free nuclear technologies.
Facilitating investment in energy projects in European and Eurasian countries.
Why it’s important:

Energy innovation is critical to developing and deploying the clean energy technologies necessary to address our climate challenge here and abroad. While business is leading, there is an important role to play for the government in fostering quicker development and adoption of tomorrow’s technologies.

Water

What happened:

New funding and authority for the study, regulation, and clean-up of specific per- and poly-fluoroalkyl substances (PFAS) that are of the greatest concern.
Funding for the administration of laws pertaining to regulation of navigable waters and wetlands, an important measure needed to implement the Administration’s revised definition of “Waters of the United States.”

Why it’s important:

It is crucial that Congress provide federal, state, and local authorities with the appropriate funding and oversight needed to address issues related to the presence of PFAS in environmental mediums across the nation.
The definition of “Waters of the United States” is a key aspect of administering many of the Clean Water Act’s permitting programs, which are essential to the business community. The funding will provide for more effective and streamlined decisions within these programs and will also ensure regulatory clarity for the business community. Additionally, these programs balance environmental and economic interests, allowing businesses to move forward with development projects.

Tax
What happened:
Extension of expiring tax provisions, including the controlled foreign corporation (CFC) look-through rules.

Why it’s important:
Extending certain tax provisions, such as the CFC look-through, would help American businesses compete in global markets.

Cybersecurity

What happened:

Significant new investments for cybersecurity including the U.S. National Institute for Standards and Technology, which received a $48.5 million increase.

Why it’s important:

NIST is a key partner of the private sector in designing effective ways to manage cybersecurity risks. NIST’s ongoing work with businesses—including crafting the NIST Cybersecurity Framework, producing a baseline for the Internet of Things (IoT) device security, and promoting industry-driven standards internationally—is critical to the defense and prosperity of the U.S.

Small Business

What happened:

Secured $30 billion in lending authority for the SBA 7(a) program – the most popular loan service for U.S. small businesses.

Why it’s important:

Banks that offer SBA lending rely on an annual appropriation to reliably provide small businesses with government-backed loans. The 10-month spending measure provides certainty for small business owners who rely on SCORE, Small Business Development Centers, and other services SBA provides that benefit new, established, and growing businesses.

Defense

What happened:

Repeal of current law that would have led to the U.S. Department of Defense disclosing proprietary technical data to outside competitors.

Why it’s important:

Protecting intellectual property is essential in government contracting in order to ensure suppliers are able to innovate without fear that their proprietary data will be shared with potential competitors.

No Comments

Are you considering selling your Business

Prepare yourself before you put your business up for sale. Navigating a business sale is an elaborate procedure and you need to ensure that you don’t make any mistakes if you want to close an effective deal. Preparing prior to sale will make it easier to find the right person searching for a business to purchase and obtain the best price for it. Here are a couple of things to consider before placing your business for sale.

Find A Business Broker

The initial step in preparing for a small business for sale is actually getting a professional business broker. An expert broker doesn’t just assist you understaning the business marketing procedure easily, he or she should also assist in the actual negotiations terms. Simply by hiring a business broker for your business sale, you can get the best price as well as the perfect buyer. The business broker may also understand some other professionals just like a lawyer and an accountant, who can aid you in selling your business.

Documentation of Finances

Selling A Business is Easy with a Business BrokerYou need to have all your financial documents prepared well in advance for your business for sale. You have to be in a position to move easily in case your buyer indicates considerable interest in buying your business. When a client is considering a business to buy, he/she examines just about all financial records related to your business for sale in fine detail with the help of experts. There are a lot of financail documents which are required prior to closing on a business sale. You will need written documents like P&L statements, income tax, standard bank statements, tool listings, employment tax revenue reports and even more to a buyer looking for a business to buy. Your business broker should also help in the preparation of your financial documents.

Information of the Client

Precisely how well you know your own customers can also be one particular query you need to answer while placing your business up for sale. Anyone looking for a business to purchase will ask detailed questions related to your clients. Ensure that you have enough information regarding your clients that you could respond to the buyer’s questions comfortably. You must know particulars like best customers, percentage of sales related to all of them, how much revenue is brought in with those customers etc.

You’ll will need to devote time and energy to prepare your business for sale. Start your prep well in advance, to be able to sell your business quickly and obtain your asking price for it.