This document discusses conducting a competitive analysis of other businesses in the same industry. It recommends calling competitors to ask questions as a potential customer and request their marketing materials. It also suggests calling competitors in other areas to get unbiased advice. Additionally, the document outlines conducting field analysis by asking potential customers about familiar competitors to identify opportunities. The overall goal is to understand competitors' strengths, weaknesses, costs and public image to help strategize your own business approach.
Artigo, em inglês, escrito pelo executivo global de Marketing, Bracey Wilson, sobre o tema que mais tem chamado a atenção de CEOs e profissionais de Marketing: Métricas em Marketing.
Artigo, em inglês, escrito pelo executivo global de Marketing, Bracey Wilson, sobre o tema que mais tem chamado a atenção de CEOs e profissionais de Marketing: Métricas em Marketing.
HOW B2B COMPANIES CAN USE A CONTENT MARKETING AGENCY TO STAND OUT FROM THE CR...Tomorrow People
In our hyper-competitive world, standing out from the crowd has never been more important. Financial results from the world’s biggest advertising network WPP, run by ad boss Sir Martin Sorrell, underscore the importance of differentiation in today’s challenging economy.
Anyone can become a ClickBank affiliate — it’s free. When you find a product that you wish to promote, either by searching the ClickBank marketplace or at a vendor’s website, you will be provided with a unique link which you can use to direct customers to the product page
MKT 421 EDU Education Your Life / mkt421edu.comkopiko13a
FOR MORE CLASSES VISIT
www.mkt421edu.com
Purpose of Assignment
A well planned distribution channel system is a key component of the marketing mix that helps meet customer demands and achieve company goals. This assignment will analyze the role channels
The marketing and advertising arms race to create emotional appeal, generate buzz and move up brand valuation league tables, is creating a widening gap between brand strategy and business strategy. In this environment some of the once coolest and iconic brands are faltering at a game they once dominated. The key question for businesses today, is how to expose such strategic blind spots and remain relevant in the face of an evolving marketplace? This article explores one methodology and framework into just how that can be done.
1. Arndt, 1979, Towards a concept of domesticated markets
2. Jaworski et al, 2000, Market-driven vs. driving markets
3. Day, 1981, Strategic market analysis and definition
4. Caldwell et al, 2005, Promoting competitive markets
HOW B2B COMPANIES CAN USE A CONTENT MARKETING AGENCY TO STAND OUT FROM THE CR...Tomorrow People
In our hyper-competitive world, standing out from the crowd has never been more important. Financial results from the world’s biggest advertising network WPP, run by ad boss Sir Martin Sorrell, underscore the importance of differentiation in today’s challenging economy.
Anyone can become a ClickBank affiliate — it’s free. When you find a product that you wish to promote, either by searching the ClickBank marketplace or at a vendor’s website, you will be provided with a unique link which you can use to direct customers to the product page
MKT 421 EDU Education Your Life / mkt421edu.comkopiko13a
FOR MORE CLASSES VISIT
www.mkt421edu.com
Purpose of Assignment
A well planned distribution channel system is a key component of the marketing mix that helps meet customer demands and achieve company goals. This assignment will analyze the role channels
The marketing and advertising arms race to create emotional appeal, generate buzz and move up brand valuation league tables, is creating a widening gap between brand strategy and business strategy. In this environment some of the once coolest and iconic brands are faltering at a game they once dominated. The key question for businesses today, is how to expose such strategic blind spots and remain relevant in the face of an evolving marketplace? This article explores one methodology and framework into just how that can be done.
1. Arndt, 1979, Towards a concept of domesticated markets
2. Jaworski et al, 2000, Market-driven vs. driving markets
3. Day, 1981, Strategic market analysis and definition
4. Caldwell et al, 2005, Promoting competitive markets
What does success look like in your industry how do you get topLeul Girma
What does success look like in YOUR industry? How do you get top?
Success is one of the most controversial issues today
Also the concept of industry has become more complex than ever before. Some companies still find it difficult to identify which industry they are in, No matter if you are in one or several industries, you will enjoy this topic.
This video will bring you the most useful tools to analyze your business internal and external environment , then guide you to moving ahead dramatically .After watching this video you will able to know how to lead your business significantly moving forward.
We will discuss deeply how to identify your success factors, in this session will get clear understanding
about industry nature and characteristics very well. Because when you know about the particular city’s road traffic, drivers behavior ,exceptional rule and regulations you will drive greatly. It is very similar with business world
based on industry and company facts we will evaluate your business current position , if is that great you will maintain to being more strong. other ways it motivate you to do something significant action in your business, that could be a milestone to moving ahead dramatically.
Personal Brand Statement:
As an Army veteran dedicated to lifelong learning, I bring a disciplined, strategic mindset to my pursuits. I am constantly expanding my knowledge to innovate and lead effectively. My journey is driven by a commitment to excellence, and to make a meaningful impact in the world.
Kseniya Leshchenko: Shared development support service model as the way to ma...Lviv Startup Club
Kseniya Leshchenko: Shared development support service model as the way to make small projects with small budgets profitable for the company (UA)
Kyiv PMDay 2024 Summer
Website – www.pmday.org
Youtube – https://www.youtube.com/startuplviv
FB – https://www.facebook.com/pmdayconference
Memorandum Of Association Constitution of Company.pptseri bangash
www.seribangash.com
A Memorandum of Association (MOA) is a legal document that outlines the fundamental principles and objectives upon which a company operates. It serves as the company's charter or constitution and defines the scope of its activities. Here's a detailed note on the MOA:
Contents of Memorandum of Association:
Name Clause: This clause states the name of the company, which should end with words like "Limited" or "Ltd." for a public limited company and "Private Limited" or "Pvt. Ltd." for a private limited company.
https://seribangash.com/article-of-association-is-legal-doc-of-company/
Registered Office Clause: It specifies the location where the company's registered office is situated. This office is where all official communications and notices are sent.
Objective Clause: This clause delineates the main objectives for which the company is formed. It's important to define these objectives clearly, as the company cannot undertake activities beyond those mentioned in this clause.
www.seribangash.com
Liability Clause: It outlines the extent of liability of the company's members. In the case of companies limited by shares, the liability of members is limited to the amount unpaid on their shares. For companies limited by guarantee, members' liability is limited to the amount they undertake to contribute if the company is wound up.
https://seribangash.com/promotors-is-person-conceived-formation-company/
Capital Clause: This clause specifies the authorized capital of the company, i.e., the maximum amount of share capital the company is authorized to issue. It also mentions the division of this capital into shares and their respective nominal value.
Association Clause: It simply states that the subscribers wish to form a company and agree to become members of it, in accordance with the terms of the MOA.
Importance of Memorandum of Association:
Legal Requirement: The MOA is a legal requirement for the formation of a company. It must be filed with the Registrar of Companies during the incorporation process.
Constitutional Document: It serves as the company's constitutional document, defining its scope, powers, and limitations.
Protection of Members: It protects the interests of the company's members by clearly defining the objectives and limiting their liability.
External Communication: It provides clarity to external parties, such as investors, creditors, and regulatory authorities, regarding the company's objectives and powers.
https://seribangash.com/difference-public-and-private-company-law/
Binding Authority: The company and its members are bound by the provisions of the MOA. Any action taken beyond its scope may be considered ultra vires (beyond the powers) of the company and therefore void.
Amendment of MOA:
While the MOA lays down the company's fundamental principles, it is not entirely immutable. It can be amended, but only under specific circumstances and in compliance with legal procedures. Amendments typically require shareholder
Business Valuation Principles for EntrepreneursBen Wann
This insightful presentation is designed to equip entrepreneurs with the essential knowledge and tools needed to accurately value their businesses. Understanding business valuation is crucial for making informed decisions, whether you're seeking investment, planning to sell, or simply want to gauge your company's worth.
Digital Transformation and IT Strategy Toolkit and TemplatesAurelien Domont, MBA
This Digital Transformation and IT Strategy Toolkit was created by ex-McKinsey, Deloitte and BCG Management Consultants, after more than 5,000 hours of work. It is considered the world's best & most comprehensive Digital Transformation and IT Strategy Toolkit. It includes all the Frameworks, Best Practices & Templates required to successfully undertake the Digital Transformation of your organization and define a robust IT Strategy.
Editable Toolkit to help you reuse our content: 700 Powerpoint slides | 35 Excel sheets | 84 minutes of Video training
This PowerPoint presentation is only a small preview of our Toolkits. For more details, visit www.domontconsulting.com
[Note: This is a partial preview. To download this presentation, visit:
https://www.oeconsulting.com.sg/training-presentations]
Sustainability has become an increasingly critical topic as the world recognizes the need to protect our planet and its resources for future generations. Sustainability means meeting our current needs without compromising the ability of future generations to meet theirs. It involves long-term planning and consideration of the consequences of our actions. The goal is to create strategies that ensure the long-term viability of People, Planet, and Profit.
Leading companies such as Nike, Toyota, and Siemens are prioritizing sustainable innovation in their business models, setting an example for others to follow. In this Sustainability training presentation, you will learn key concepts, principles, and practices of sustainability applicable across industries. This training aims to create awareness and educate employees, senior executives, consultants, and other key stakeholders, including investors, policymakers, and supply chain partners, on the importance and implementation of sustainability.
LEARNING OBJECTIVES
1. Develop a comprehensive understanding of the fundamental principles and concepts that form the foundation of sustainability within corporate environments.
2. Explore the sustainability implementation model, focusing on effective measures and reporting strategies to track and communicate sustainability efforts.
3. Identify and define best practices and critical success factors essential for achieving sustainability goals within organizations.
CONTENTS
1. Introduction and Key Concepts of Sustainability
2. Principles and Practices of Sustainability
3. Measures and Reporting in Sustainability
4. Sustainability Implementation & Best Practices
To download the complete presentation, visit: https://www.oeconsulting.com.sg/training-presentations
Enterprise Excellence is Inclusive Excellence.pdfKaiNexus
Enterprise excellence and inclusive excellence are closely linked, and real-world challenges have shown that both are essential to the success of any organization. To achieve enterprise excellence, organizations must focus on improving their operations and processes while creating an inclusive environment that engages everyone. In this interactive session, the facilitator will highlight commonly established business practices and how they limit our ability to engage everyone every day. More importantly, though, participants will likely gain increased awareness of what we can do differently to maximize enterprise excellence through deliberate inclusion.
What is Enterprise Excellence?
Enterprise Excellence is a holistic approach that's aimed at achieving world-class performance across all aspects of the organization.
What might I learn?
A way to engage all in creating Inclusive Excellence. Lessons from the US military and their parallels to the story of Harry Potter. How belt systems and CI teams can destroy inclusive practices. How leadership language invites people to the party. There are three things leaders can do to engage everyone every day: maximizing psychological safety to create environments where folks learn, contribute, and challenge the status quo.
Who might benefit? Anyone and everyone leading folks from the shop floor to top floor.
Dr. William Harvey is a seasoned Operations Leader with extensive experience in chemical processing, manufacturing, and operations management. At Michelman, he currently oversees multiple sites, leading teams in strategic planning and coaching/practicing continuous improvement. William is set to start his eighth year of teaching at the University of Cincinnati where he teaches marketing, finance, and management. William holds various certifications in change management, quality, leadership, operational excellence, team building, and DiSC, among others.
Cracking the Workplace Discipline Code Main.pptxWorkforce Group
Cultivating and maintaining discipline within teams is a critical differentiator for successful organisations.
Forward-thinking leaders and business managers understand the impact that discipline has on organisational success. A disciplined workforce operates with clarity, focus, and a shared understanding of expectations, ultimately driving better results, optimising productivity, and facilitating seamless collaboration.
Although discipline is not a one-size-fits-all approach, it can help create a work environment that encourages personal growth and accountability rather than solely relying on punitive measures.
In this deck, you will learn the significance of workplace discipline for organisational success. You’ll also learn
• Four (4) workplace discipline methods you should consider
• The best and most practical approach to implementing workplace discipline.
• Three (3) key tips to maintain a disciplined workplace.
Falcon stands out as a top-tier P2P Invoice Discounting platform in India, bridging esteemed blue-chip companies and eager investors. Our goal is to transform the investment landscape in India by establishing a comprehensive destination for borrowers and investors with diverse profiles and needs, all while minimizing risk. What sets Falcon apart is the elimination of intermediaries such as commercial banks and depository institutions, allowing investors to enjoy higher yields.
VAT Registration Outlined In UAE: Benefits and Requirementsuae taxgpt
Vat Registration is a legal obligation for businesses meeting the threshold requirement, helping companies avoid fines and ramifications. Contact now!
https://viralsocialtrends.com/vat-registration-outlined-in-uae/
"𝑩𝑬𝑮𝑼𝑵 𝑾𝑰𝑻𝑯 𝑻𝑱 𝑰𝑺 𝑯𝑨𝑳𝑭 𝑫𝑶𝑵𝑬"
𝐓𝐉 𝐂𝐨𝐦𝐬 (𝐓𝐉 𝐂𝐨𝐦𝐦𝐮𝐧𝐢𝐜𝐚𝐭𝐢𝐨𝐧𝐬) is a professional event agency that includes experts in the event-organizing market in Vietnam, Korea, and ASEAN countries. We provide unlimited types of events from Music concerts, Fan meetings, and Culture festivals to Corporate events, Internal company events, Golf tournaments, MICE events, and Exhibitions.
𝐓𝐉 𝐂𝐨𝐦𝐬 provides unlimited package services including such as Event organizing, Event planning, Event production, Manpower, PR marketing, Design 2D/3D, VIP protocols, Interpreter agency, etc.
Sports events - Golf competitions/billiards competitions/company sports events: dynamic and challenging
⭐ 𝐅𝐞𝐚𝐭𝐮𝐫𝐞𝐝 𝐩𝐫𝐨𝐣𝐞𝐜𝐭𝐬:
➢ 2024 BAEKHYUN [Lonsdaleite] IN HO CHI MINH
➢ SUPER JUNIOR-L.S.S. THE SHOW : Th3ee Guys in HO CHI MINH
➢FreenBecky 1st Fan Meeting in Vietnam
➢CHILDREN ART EXHIBITION 2024: BEYOND BARRIERS
➢ WOW K-Music Festival 2023
➢ Winner [CROSS] Tour in HCM
➢ Super Show 9 in HCM with Super Junior
➢ HCMC - Gyeongsangbuk-do Culture and Tourism Festival
➢ Korean Vietnam Partnership - Fair with LG
➢ Korean President visits Samsung Electronics R&D Center
➢ Vietnam Food Expo with Lotte Wellfood
"𝐄𝐯𝐞𝐫𝐲 𝐞𝐯𝐞𝐧𝐭 𝐢𝐬 𝐚 𝐬𝐭𝐨𝐫𝐲, 𝐚 𝐬𝐩𝐞𝐜𝐢𝐚𝐥 𝐣𝐨𝐮𝐫𝐧𝐞𝐲. 𝐖𝐞 𝐚𝐥𝐰𝐚𝐲𝐬 𝐛𝐞𝐥𝐢𝐞𝐯𝐞 𝐭𝐡𝐚𝐭 𝐬𝐡𝐨𝐫𝐭𝐥𝐲 𝐲𝐨𝐮 𝐰𝐢𝐥𝐥 𝐛𝐞 𝐚 𝐩𝐚𝐫𝐭 𝐨𝐟 𝐨𝐮𝐫 𝐬𝐭𝐨𝐫𝐢𝐞𝐬."
RMD24 | Debunking the non-endemic revenue myth Marvin Vacquier Droop | First ...BBPMedia1
Marvin neemt je in deze presentatie mee in de voordelen van non-endemic advertising op retail media netwerken. Hij brengt ook de uitdagingen in beeld die de markt op dit moment heeft op het gebied van retail media voor niet-leveranciers.
Retail media wordt gezien als het nieuwe advertising-medium en ook mediabureaus richten massaal retail media-afdelingen op. Merken die niet in de betreffende winkel liggen staan ook nog niet in de rij om op de retail media netwerken te adverteren. Marvin belicht de uitdagingen die er zijn om echt aansluiting te vinden op die markt van non-endemic advertising.
Implicitly or explicitly all competing businesses employ a strategy to select a mix
of marketing resources. Formulating such competitive strategies fundamentally
involves recognizing relationships between elements of the marketing mix (e.g.,
price and product quality), as well as assessing competitive and market conditions
(i.e., industry structure in the language of economics).
1. Five Competitive Forces that Shape Strategy
Since 1922, The Harvard Business Review has been published as a monthly digest of research-based articles written
specifically for high ranking business practitioners.
It is an esteemed publication and is revered by the icons of global business management and is highly regarded as
being quite authoritative in scope by the leaders in the fields of academic research as well as upper level managers,
executives, and management consultants of a wide array of major industries.
Its worldwide English-language circulation is 240,000, and there are 11 licensed editions of the magazine, including
two Chinese-language editions, a German edition, a Brazilian (Portuguese-language) edition, and an English-
language South Asia edition.
In its January 2008 Special Edition issue, which I had the pleasure of reading on a long flight recently, there is an
article that speaks of how a business, any business, can increase profitability if they understand the role of
competition in its strategic approach. The article, The Five Competitive Forces That Shape Strategy,is written by
renowned Harvard business expert, Professor Michael E. Porter. Dr. Porter's credentials are unsurpassed and is
widely recognized as a leading authority on competitive strategy and the competitiveness and economic
development.
Real Estate, being a business industry, most assuredly can benefit fromthe understanding and implementation of the
precepts Porter details in the article.
Porter's basis for the article is that a business that is aware of the "five forces" will be much better suited to
understand the structure of its industry and can create a position for itself that is more profitable and less vulnerable
to attack.
In looking at the Five Competitive Forces That Shape Strategy we can see how appropriate these strategies are from
the perspective of a real estate professional.
In understanding his theory, it can be concluded that the National Association of Realtors may not be working in the
best interest of the real estate industry. As the NAR is NOT the real estate industry, it is quite odd that a trade
association or lobbying unit of an industry is defining the national policy and procedural strategy of the real estate
business. In its ongoing attempt to fulfill its stated core purpose of helping its "members become more profitable and
successful", NAR seems to believe that the best course of action for establishing its mission is to stifle or eliminate
competition for its rank and file members.
This may prove to not be the best plan. The job of the business strategist is to understand and cope with competition,
not seek to eliminate it.
Eliminating rivals is a risky strategy. A profit windfall from removing today's competitors often attracts new
2. competitors and backlash from customers and suppliers. The competition in the real estate industry that is sparked
by new arrivals like Zillow, Redfin, Trulia and the like can actually help profitability for all involved.
The strongest competitive force or forces determine the profitability of an industry and become the most important
to strategy formulation. The most salient force, however, is not always obvious.
Let's take a look at how the Five Competitive Forces That Shape Strategy can impact the real estate industry as we
know it today.
Threat of Entry
Porter makes an excellent point relative to how competition can increase the success and profitability of an industry.
If you have to become better at what you do to stave off being overtaken by competition, the consumer truly
benefits. The diversification and implementation of technologies forces you to up your game. New entrants to an
industry bring new capacity and a desire to gain market share that puts pressure on prices, costs, and the rate of
investment necessary to compete. Particularly when new entrants are diversifying from other markets, they can
leverage existing capabilities and cash flows to shake up competition, as Pepsi did when it entered the bottled water
industry, Microsoft did when it began to offer internet browsers, and Apple did when it entered the music
distribution business.
The Power of Suppliers
Renamed in our business to read the Power of Sellers, details how the entity that is in control of the "product" is not
reliant on the industry to drive its revenue. This is very important when you realize in an up or down market, it is the
Seller who has the sole power to set market prices and to set the level of inventory of a product.
The Power of Buyers
As can be expected, the Buyer is the antithesis of the Seller. There is no such thing as a low ball offer. No reason for
anyone to think that. The Buyer is exerting their power in the transaction just as the Seller exerts theirs by setting the
price. It's business people!! Buyers can capture more value by forcing down prices, demanding better quality or
more service (thereby driving up costs), and generally playing industry participants off against one another, all at the
expense of industry profitability. Buyers are powerful if they have negotiating leverage relative to industry
participants, especially if they are price sensitive, using their clout primarily to pressure price reductions.
The Threat of Substitutes
When the threat of substitutes is high, industry profitability suffers. Substitute products or services limit an
industry's profit potential by placing a ceiling on prices. If an industry does not distance itself from substitutes
through product performance, marketing, or other means, it will suffer in terms of profitability, and often growth
potential. It's not competition that hurts business but rather the perceived threat. If you find Redfin or any of a
number of newcomers to the industry to be a threat then you are looking at things the wrong way. What you must
3. realize is that the obsolescence and perceived antiquity of the current real estate industry business model has made
the industry ripe for the invasion of substitution and of course, advancement. A substitute performs the same or a
similar function as an industry's product by a different or better means.
Rivalry Among Existing Competitors
Rivalry is especially destructive to profitability if it gravitates solely to price because price competition transfers
profits directly from an industry to its customers. If it were just a matter of offering a cheaper service or product then
perhaps the Redfin's of the world would indeed be a problem for the existing real estate industry business model.
However in reviewing what Redfin, Zillow and many new entrants to the business offer the consumer, there are
many features, and amenities afforded a consumer that are valuable far in excess of just price.
Competition on dimensions other than price, on product features, support services, delivery time, or brand image, for
instance, is less likely to erode profitability because it improves customer value. Rivalry can be positive sum, or
actually increase the average profitability of an industry, when each competitor aims to serve the needs of different
customer segments, with different mixes of price, products, services, features, or brand identities. Such competition
can not only support higher average profitability but also expand the industry, as the needs of more customer groups
are better met. Since the entry of new competitors or substitutes is not solely based upon price, then their entry
should be applauded and heralded, not met with disquietude.
You are licensed by the state, you are an independent contractor under a broker, or you may be a broker. Why is the
NAR running your business and telling you how to conduct your affairs? They are a lobbying organization whose
interests may not necessarily mirror your own.
If the NAR does not have your business plan, should you be managing your affairs according to what they say?
I often get responses wherein agents across the Country want to debate substantiated fact with rhetoric opinion. This
time, the facts may be hard to debate. They definitely can not be refuted.
The subject of this post, Dr. Porter's article the Five Competitive Forces That Shape Strategy, deserves much more
study and attention than I can write here. I urge you to read his article in its entirety and try your best to comprehend
and implement the precepts he describes to meet the challenge of today's real estate business model.
It may very well be the catalyst that allows you to turn from conventional wisdom and embrace the future of real
estate.
4. How to Perform a Professional Analysis of Your Competition.
If you are in the beginning stages of setting up a business, one of the first things you want to do is conduct
a competition analysis. Studying the competition can pay enormous dividends and save you a ton of time
by reviewing their literature to see how they present themselves and what their public image looks like.
Most often, a business's literature will set forth mission statements as well as identifying their specialty
services or products. Conducting competitive analysis involves two and sometimes three major activities
on your part as follows:
1. Play the role of the customer with money. Call the competition in your area and talk to a representative
of the company and ask them questions as if you are a potential customer who is shopping around for
information. You want to use the 5WH formula (who, what, where, when, why and how—see my other
article on the power of the 5WH formula) to ask intelligent questions to get answers about the strength
and weakness of your competition. One of the most important things you must accomplish is to get the
organization to send you their complete sales or information package that describes their products and/or
services. The reason this is so important is that their literature will save you a TON of time designing
your own and re-thinking everything from the ground up.
Why reinvent the wheel? Just get a wheel! And the best way to do this is to get your competitors literature
in your hands sooner rather than later. Your competitions literature will also speak volumes about their
public image and give you an idea and general cost figure of what it will take to develop your own
literature which will be used to compete against them in the market place. Make sure you pay attention to
how phone calls are answered,processed and how fast the information you request is sent to you. Can you
beat their communication systems and do it better? How do their business cards look? These little things
will give you a tremendous amount of insight into your own strengths and weaknesses and help you
determine if you can compete with them or not and whether you will compete on price or service.
2. Call competitors outside your area—you want to call business similar to yours in markets where you
will not be considered a threat when asking questions. Calling into other states can be extremely
beneficial when speaking to key-man personnel about their business. When you call long distance
competitors, your approach should be more straight foreword and you should tell the business owner or
manager that you are thinking of setting up a similar business in your area and you are interested in their
advice. Most of the time business owners or managers are more than happy to give you their input about
the ups and downs of the industry, the business as a whole and give you a TON of free information. Be
careful to not spend to much time asking questions though, you want to limit your phone call to 10 or 15
minutes max. One way to be highly effective at these phone call inquiries is to have 10-20 questions pre-
thought out and written on a piece of paper so you can go through them bang, bang, bang. This way, you
5. look more professional and if you ever need to call again, they will recognize you are a pro and probably
take your call. If you are an idiot on the call they probably won't take your calls again. The key is not to
waste time.
3. Last but not least, you can do in-field competition analysis by either telemarketing to prospective
customers and asking them if they are familiar with your competition, ever done business with them, etc.
By doing this, you are also prequalifying potential customers who have not done business with your
competition and you may discover an open door for a sale. Additionally, when you are out making sales
calls, you can employ the same technology when talking to people and you can find out what they like or
dislike about your competition. Once again, you may discover a door to a sale by identifying your point
of differentiation with your competition.