tag:blogger.com,1999:blog-84008320780752094772024-02-20T17:16:31.874-08:00Innovation and EnterprenurshipCheffChassidyhttp://www.blogger.com/profile/08167560026716479779noreply@blogger.comBlogger5125tag:blogger.com,1999:blog-8400832078075209477.post-86748821008397028892017-06-15T08:38:00.002-07:002017-06-15T09:40:11.757-07:00Lemonade Day Project<br />
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<u><span style="font-size: 16pt; line-height: 107%;"><span style="font-family: "calibri";">Lemonade Day Project</span></span></u></div>
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<div align="center" style="margin: 0in 0in 8pt; text-align: center;">
<span style="font-size: 16pt; line-height: 107%;"><span style="font-family: "calibri";">Chassidy Lindsey</span></span></div>
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<u><span style="font-size: 16pt; line-height: 107%;"><span style="text-decoration: none;"><span style="font-family: "calibri";"> </span></span></span></u></div>
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<span style="color: #2f3c44; font-family: "arial" , sans-serif;">Lemonade Day is a fun, experiential program
that teaches youth in K-5th grade the math, business and financial skills
needed to start, own and operate their very own business - a lemonade
stand. Kids create a business plan, set a budget and financial goals, and
calculate expenses, sales, profit and more!</span></div>
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<span style="color: #2f3c44; font-family: "arial" , sans-serif;">Children experience the feeling of earning
real money, using 100% of their profit to spend, save and share based on their
own goals. “Lemonadeday.org”</span></div>
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<span style="color: #2f3c44; font-family: "arial" , sans-serif;">I have managed to get students through Quest
who will volunteer and help with us starting our own Lemonade Day. We also have
a sponsor who will be donating us our Lemonade stand and also $50 to get all
the supplies we need to make this Lemonade Day a huge success. We will be
hosting our Lemonade Day at Sunset Park on Saturday from 9am until like 4pm
rotating the kids out to give them a break. We decided that with the money we
make we will donate it to a Charity to help the misfortune. I acquired a few
quotes from the book:</span></div>
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<span style="color: #2f3c44; font-family: "arial" , sans-serif;"> </span></div>
<br />
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<b><span lang="EN" style="color: #2f3c44; font-family: "arial" , sans-serif; mso-ansi-language: EN;">What Is a Business Plan?</span></b></div>
<br />
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<span lang="EN" style="color: #2f3c44; font-family: "arial" , sans-serif; mso-ansi-language: EN;">By the time you complete this book, you will have written a <a href="https://digitalbookshelf-jigsaw.artinstitutes.edu/books/9781323614983/epub/OPS/xhtml/fileP7000495707000000000000000000D28.xhtml#P7000495707000000000000000000D30"><b><span style="color: #0563c1;">business
plan</span></b></a> that you can use to design, start, and operate your own venture. A
business plan is a document that thoroughly explains a business idea and how it
will be carried out. The plan should include the following: </span></div>
<br />
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<b><i><span lang="EN" style="color: #2f3c44; font-family: "arial" , sans-serif; mso-ansi-language: EN;">business plan</span></i></b></div>
<br />
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<span lang="EN" style="color: #2f3c44; font-family: "arial" , sans-serif; mso-ansi-language: EN;">a document that thoroughly explains a business idea and how it will be
carried out.</span></div>
<br />
<ul style="direction: ltr; list-style-type: disc;">
<li style="color: #2f3c44; font-family: "Arial",sans-serif; font-size: 12pt; font-style: normal; font-weight: normal;"><div style="background: white; color: black; font-family: "Times New Roman",serif; font-size: 12pt; font-style: normal; font-weight: normal; line-height: 21pt; margin-bottom: 7.5pt; margin-top: 0in; mso-list: l0 level1 lfo1; tab-stops: list .5in;">
<span lang="EN" style="color: #2f3c44; font-family: "arial" , sans-serif; mso-ansi-language: EN;">the story of what the business is and will
be,</span></div>
</li>
<li style="color: #2f3c44; font-family: "Arial",sans-serif; font-size: 12pt; font-style: normal; font-weight: normal;"><div style="background: white; color: black; font-family: "Times New Roman",serif; font-size: 12pt; font-style: normal; font-weight: normal; line-height: 21pt; margin-bottom: 7.5pt; margin-top: 0in; mso-list: l0 level1 lfo1; tab-stops: list .5in;">
<span lang="EN" style="color: #2f3c44; font-family: "arial" , sans-serif; mso-ansi-language: EN;">all costs and a marketing plan,</span></div>
</li>
<li style="color: #2f3c44; font-family: "Arial",sans-serif; font-size: 12pt; font-style: normal; font-weight: normal;"><div style="background: white; color: black; font-family: "Times New Roman",serif; font-size: 12pt; font-style: normal; font-weight: normal; line-height: 21pt; margin-bottom: 7.5pt; margin-top: 0in; mso-list: l0 level1 lfo1; tab-stops: list .5in;">
<span lang="EN" style="color: #2f3c44; font-family: "arial" , sans-serif; mso-ansi-language: EN;">description of how the business will be
financed, and</span></div>
</li>
<li style="color: #2f3c44; font-family: "Arial",sans-serif; font-size: 12pt; font-style: normal; font-weight: normal;"><div style="background: white; color: black; font-family: "Times New Roman",serif; font-size: 12pt; font-style: normal; font-weight: normal; line-height: 21pt; margin-bottom: 7.5pt; margin-top: 0in; mso-list: l0 level1 lfo1; tab-stops: list .5in;">
<span lang="EN" style="color: #2f3c44; font-family: "arial" , sans-serif; mso-ansi-language: EN;">an estimate of projected earnings.(Pg45)</span></div>
</li>
</ul>
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<b><span lang="EN" style="color: #333333; font-family: "helvetica" , sans-serif; font-size: 12pt;">The
Business Plan Is an Operations Guide</span></b></div>
<br />
<div style="line-height: 18pt; margin: 0in 0in 8pt; mso-margin-top-alt: auto;">
<span lang="EN" style="color: #333333; font-family: "helvetica" , sans-serif; font-size: 12pt;">Whether or not you need
to raise capital, a business plan will be a vital tool for guiding the internal
operations of your enterprise. Business owners and managers increase the
probability of success by taking the plan in their heads and committing it to
paper. The transition may be bumpy, because the process of writing a coherent
plan will require answering difficult questions. However, in addition to
guiding you as the entrepreneur, developing the plan will generate an increased
clarity of vision, mission, and goals for your entire team. With your business
plan as your benchmarking tool, you can compare your company’s progress to your
stated plan. You can also use the business plan as a point of reference when it
seems you are going off track or becoming distracted from your goals. The
presence of financial and operational goals and measures, as well as mission
and vision statements, can feed a drive for success and motivate a team to
excellence.</span></div>
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<b><span lang="EN" style="color: #2f3c44; font-family: "arial" , sans-serif; mso-ansi-language: EN;">Marketing Strategy and Plan: Reaching Customers</span></b></div>
<br />
<div style="background: white; line-height: 21pt; margin: 0in 0in 1em;">
<span lang="EN" style="color: #2f3c44; font-family: "arial" , sans-serif; mso-ansi-language: EN;">A description of how you will reach your customers and your anticipated
sales volume brings the opportunity and research discussion to the bottom line
of sales. Your <a href="https://digitalbookshelf-jigsaw.artinstitutes.edu/books/9781323614983/epub/OPS/xhtml/fileP7000495707000000000000000000D6E.xhtml#P7000495707000000000000000000E14"><b><span style="color: #0563c1;">marketing
mix</span></b></a> will be the combination of the four factors (the “Four Ps”) that
form your competitive advantage—also known as <i>core competency</i>—product,
price, promotion, and place. As you choose the elements of your marketing plan
, always keep your vision in mind. What benefit is your product or service
providing to customers? </span></div>
<br />
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<b><span lang="EN" style="color: #2f3c44; font-family: "arial" , sans-serif; mso-ansi-language: EN;">Funding Request and Exit Strategy: The Ask and the Return</span></b></div>
<br />
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<span lang="EN" style="color: #2f3c44; font-family: "arial" , sans-serif; mso-ansi-language: EN;">Your business plan should explicitly state the amount of funds you will
need in accordance with the financial projections you provide. Whether the need
is $500 or $50 million, the reasoning for the request will have to be clear and
compelling. Then you should identify the type of financing you require or are
requesting and include your own financial contribution and that of any partners
or co-owners, the amount of debt (loans) you will need to take on, and the
percentage of equity (ownership) you want to retain. This is where you state
the financing terms you would like, including rates and repayment periods.
Recognize that this is part of a negotiation process and that the request
should be carefully structured. If you intend to sell shares of stock in a
corporation or are forming a business partnership, legal counsel will be
essential so that you do not violate federal regulations and laws or create an
improper agreement. The importance of your “ask” cannot be overemphasized. Business
plan readers need to know what you want.</span></div>
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<span style="color: #2f3c44; font-family: "arial" , sans-serif;"> </span></div>
<br />
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<b><span lang="EN" style="color: #2f3c44; font-family: "arial" , sans-serif; mso-ansi-language: EN;">Your Company’s Mission Is to Satisfy Customers</span></b></div>
<br />
<div style="background: white; line-height: 21pt; margin: 0in 0in 1em;">
<span lang="EN" style="color: #2f3c44; font-family: "arial" , sans-serif; mso-ansi-language: EN;">The mission of your business, expressed in a <i>mission statement</i>, is a
concise communication of your purpose, business definition, and values. The
function of a mission statement is to clarify what the business is trying to do
in the present, but it can provide direction and motivation for future action
through a clear and compelling message.</span></div>
<br />
<div style="background: white; line-height: 21pt; margin: 0in 0in 1em;">
<span lang="EN" style="color: #2f3c44; font-family: "arial" , sans-serif; mso-ansi-language: EN;">As noted in <a href="https://digitalbookshelf-jigsaw.artinstitutes.edu/books/9781323614983/epub/OPS/xhtml/fileP7000495707000000000000000000BCE.xhtml#P7000495707000000000000000000BCE"><b><span style="color: #0563c1;">Chapter
2</span></b></a>, a well-crafted mission statement will not only tell your customers
and employees what your business is about, but can (and should) be a guide for
every decision you make. It should capture your passion for the business and
your commitment to satisfying your customers. A mission statement should be
limited to 21 to 40 words to induce clarity in concept and expression. The
mission statement should address the following topics: target customers;
products and services; markets served; use of technology; importance of public
issues and employees; and focus on survival, profitability, and growth.</span></div>
<br />
<div style="background: white; line-height: 21pt; margin: 1em 0in;">
<b><span lang="EN" style="color: #2f3c44; font-family: "arial" , sans-serif; mso-ansi-language: EN;">Your Company’s Vision Is the Broader Perspective</span></b></div>
<br />
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<span lang="EN" style="color: #2f3c44; font-family: "arial" , sans-serif; mso-ansi-language: EN;">The <i>vision</i> for your business is broader and more comprehensive than
its mission, painting a picture of the overall view of what you want your
organization to become in the future, not what it is at the moment. It is built
on the core values of the organization. It should energize your people, and
they should embrace it with enthusiasm and passion. This means the vision has
to be compelling across the organization. It has to matter. Employees need to
be empowered to fulfill the vision. Examples of vision statements for various
organizations appear in <a href="https://digitalbookshelf-jigsaw.artinstitutes.edu/books/9781323614983/epub/OPS/xhtml/fileP7000495707000000000000000001D48.xhtml#P7000495707000000000000000001DA4"><b><span style="color: #0563c1;">Exhibit
3-3</span></b></a></span></div>
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<span style="color: #2f3c44; font-family: "arial" , sans-serif;"> </span></div>
<br />
<div style="background: white; line-height: 21pt; margin: 1em 0in;">
<span style="color: #2f3c44; font-family: "arial" , sans-serif;"><span style="mso-spacerun: yes;"> </span></span><b><span lang="EN" style="color: #2f3c44; font-family: "arial" , sans-serif; mso-ansi-language: EN;">The Six Factors of
Competitive Advantage</span></b></div>
<br />
<div style="background: white; line-height: 21pt; margin: 0in 0in 1em;">
<span lang="EN" style="color: #2f3c44; font-family: "arial" , sans-serif; mso-ansi-language: EN;">Competitive advantage comes from one (or a combination) of six factors:</span></div>
<br />
<div style="background: white; line-height: 21pt; margin: 0in 0in 7.5pt 0.5in; mso-list: l3 level1 lfo2; tab-stops: list .5in; text-indent: -0.25in;">
<span lang="EN" style="color: #2f3c44; font-family: "arial" , sans-serif; mso-ansi-language: EN; mso-fareast-font-family: Arial;"><span style="mso-list: Ignore;">1.<span style="font-size-adjust: none; font-stretch: normal; font: 7pt/normal "Times New Roman";">
</span></span></span><b><i><span lang="EN" style="color: #2f3c44; font-family: "arial" , sans-serif; mso-ansi-language: EN;">Quality. </span></i></b><span lang="EN" style="color: #2f3c44; font-family: "arial" , sans-serif; mso-ansi-language: EN;">Can
you provide higher quality than competing businesses?</span></div>
<br />
<div style="background: white; line-height: 21pt; margin: 0in 0in 7.5pt 0.5in; mso-list: l3 level1 lfo2; tab-stops: list .5in; text-indent: -0.25in;">
<span lang="EN" style="color: #2f3c44; font-family: "arial" , sans-serif; mso-ansi-language: EN; mso-fareast-font-family: Arial;"><span style="mso-list: Ignore;">2.<span style="font-size-adjust: none; font-stretch: normal; font: 7pt/normal "Times New Roman";">
</span></span></span><b><i><span lang="EN" style="color: #2f3c44; font-family: "arial" , sans-serif; mso-ansi-language: EN;">Price. </span></i></b><span lang="EN" style="color: #2f3c44; font-family: "arial" , sans-serif; mso-ansi-language: EN;">Can
you offer a lower price on a sustained basis than your competition, or does
your higher price reflect quality and/or uniqueness?</span></div>
<br />
<div style="background: white; line-height: 21pt; margin: 0in 0in 7.5pt 0.5in; mso-list: l3 level1 lfo2; tab-stops: list .5in; text-indent: -0.25in;">
<span lang="EN" style="color: #2f3c44; font-family: "arial" , sans-serif; mso-ansi-language: EN; mso-fareast-font-family: Arial;"><span style="mso-list: Ignore;">3.<span style="font-size-adjust: none; font-stretch: normal; font: 7pt/normal "Times New Roman";">
</span></span></span><b><i><span lang="EN" style="color: #2f3c44; font-family: "arial" , sans-serif; mso-ansi-language: EN;">Location. </span></i></b><span lang="EN" style="color: #2f3c44; font-family: "arial" , sans-serif; mso-ansi-language: EN;">Can
you find a more convenient location for customers?</span></div>
<br />
<div style="background: white; line-height: 21pt; margin: 0in 0in 7.5pt 0.5in; mso-list: l3 level1 lfo2; tab-stops: list .5in; text-indent: -0.25in;">
<span lang="EN" style="color: #2f3c44; font-family: "arial" , sans-serif; mso-ansi-language: EN; mso-fareast-font-family: Arial;"><span style="mso-list: Ignore;">4.<span style="font-size-adjust: none; font-stretch: normal; font: 7pt/normal "Times New Roman";">
</span></span></span><b><i><span lang="EN" style="color: #2f3c44; font-family: "arial" , sans-serif; mso-ansi-language: EN;">Selection. </span></i></b><span lang="EN" style="color: #2f3c44; font-family: "arial" , sans-serif; mso-ansi-language: EN;">Can
you provide a wider range of choices than your competitors can?</span></div>
<br />
<div style="background: white; line-height: 21pt; margin: 0in 0in 7.5pt 0.5in; mso-list: l3 level1 lfo2; tab-stops: list .5in; text-indent: -0.25in;">
<span lang="EN" style="color: #2f3c44; font-family: "arial" , sans-serif; mso-ansi-language: EN; mso-fareast-font-family: Arial;"><span style="mso-list: Ignore;">5.<span style="font-size-adjust: none; font-stretch: normal; font: 7pt/normal "Times New Roman";">
</span></span></span><b><i><span lang="EN" style="color: #2f3c44; font-family: "arial" , sans-serif; mso-ansi-language: EN;">Service. </span></i></b><span lang="EN" style="color: #2f3c44; font-family: "arial" , sans-serif; mso-ansi-language: EN;">Can
you provide better, more personalized customer service?</span></div>
<br />
<div style="background: white; line-height: 21pt; margin: 0in 0in 7.5pt 0.5in; mso-list: l3 level1 lfo2; tab-stops: list .5in; text-indent: -0.25in;">
<span lang="EN" style="color: #2f3c44; font-family: "arial" , sans-serif; mso-ansi-language: EN; mso-fareast-font-family: Arial;"><span style="mso-list: Ignore;">6.<span style="font-size-adjust: none; font-stretch: normal; font: 7pt/normal "Times New Roman";">
</span></span></span><b><i><span lang="EN" style="color: #2f3c44; font-family: "arial" , sans-serif; mso-ansi-language: EN;">Speed/turnaround. </span></i></b><span lang="EN" style="color: #2f3c44; font-family: "arial" , sans-serif; mso-ansi-language: EN;">Can you deliver your product/service more quickly than the competition?</span></div>
<br />
<div style="background: white; line-height: 21pt; margin: 0in 0in 1em;">
<span lang="EN" style="color: #2f3c44; font-family: "arial" , sans-serif; mso-ansi-language: EN;">The importance of each factor will depend on the wants and needs of target
customers. More isn’t always better, if customers aren’t interested.</span></div>
<br />
<div style="background: white; line-height: 21pt; margin: 1em 0in;">
<b><span lang="EN" style="color: #2f3c44; font-family: "arial" , sans-serif; mso-ansi-language: EN;">Checking Out the Competition</span></b></div>
<br />
<div style="background: white; line-height: 21pt; margin: 0in 0in 1em;">
<span lang="EN" style="color: #2f3c44; font-family: "arial" , sans-serif; mso-ansi-language: EN;">One useful exercise is to learn everything you can about particular
competitors, especially those that have earned the respect of the marketplace.
Try to identify the sources of their competitive advantage. Examine their Web
sites. Conduct Internet searches. Track their advertising and promotion,
including print, broadcast, Internet, and sponsorships. If they are retailers,
shop their stores or have your friends and family do so. Get to know them (but
do not do anything unethical or illegal to obtain information). You will also
need to keep an eye on your competition after you have started your business, because
new factors might undermine your competitive advantage.</span></div>
<br />
<div style="background: white; line-height: 21pt; margin: 0in 0in 1em;">
<span lang="EN" style="color: #2f3c44; font-family: "arial" , sans-serif; mso-ansi-language: EN;">Today’s entrepreneurs, even those starting microenterprises and lifestyle
businesses, may face competition from far beyond their neighborhoods, because
customers can go shopping on the Web. Optimism is a trait that frequently goes
with entrepreneurship, so beginning entrepreneurs tend to get excited about the
Web’s huge customer base. What they often do not consider is that the
competition is already selling to their potential customers through the Web.
Therefore, get online and conduct a thorough search of your industry. You may
find that there is literally a world of opportunity or, conversely, that the
world is full of competitors.</span></div>
<br />
<div style="background: white; line-height: 21pt; margin: 0in 0in 1em;">
<span lang="EN" style="color: #2f3c44; font-family: "arial" , sans-serif; mso-ansi-language: EN;">To determine whether you have a competitive advantage that will enable you
to outperform your closest and strongest competitors, ask these questions: </span></div>
<br />
<div style="background: white; line-height: 21pt; margin: 1em 0in;">
<b><i><span lang="EN" style="color: #2f3c44; font-family: "arial" , sans-serif; mso-ansi-language: EN;">unique selling proposition (USP)</span></i></b></div>
<br />
<div style="background: white; line-height: 21pt; margin: 0in 0in 1em;">
<span lang="EN" style="color: #2f3c44; font-family: "arial" , sans-serif; mso-ansi-language: EN;">the distinctive feature and benefit that set a company apart from its
competition.</span></div>
<br />
<ul style="direction: ltr; list-style-type: disc;">
<li style="color: #2f3c44; font-family: "Arial",sans-serif; font-size: 12pt; font-style: normal; font-weight: normal;"><div style="background: white; color: black; font-family: "Times New Roman",serif; font-size: 12pt; font-style: normal; font-weight: normal; line-height: 21pt; margin-bottom: 7.5pt; margin-top: 0in; mso-list: l1 level1 lfo3; tab-stops: list .5in;">
<b><i><span lang="EN" style="color: #2f3c44; font-family: "arial" , sans-serif; mso-ansi-language: EN;">Competitive offers.</span></i></b><b><span lang="EN" style="color: #2f3c44; font-family: "arial" , sans-serif; mso-ansi-language: EN;"> </span></b><span lang="EN" style="color: #2f3c44; font-family: "arial" , sans-serif; mso-ansi-language: EN;">How does your offer compare with those of your leading
competitors? What are the key features of each?</span></div>
</li>
<li style="color: #2f3c44; font-family: "Arial",sans-serif; font-size: 12pt; font-style: normal; font-weight: normal;"><div style="background: white; color: black; font-family: "Times New Roman",serif; font-size: 12pt; font-style: normal; font-weight: normal; line-height: 21pt; margin-bottom: 7.5pt; margin-top: 0in; mso-list: l1 level1 lfo3; tab-stops: list .5in;">
<b><i><span lang="EN" style="color: #2f3c44; font-family: "arial" , sans-serif; mso-ansi-language: EN;">Unique selling proposition.</span></i></b><b><span lang="EN" style="color: #2f3c44; font-family: "arial" , sans-serif; mso-ansi-language: EN;"> </span></b><span lang="EN" style="color: #2f3c44; font-family: "arial" , sans-serif; mso-ansi-language: EN;">Based on that comparison, what is your <a href="https://digitalbookshelf-jigsaw.artinstitutes.edu/books/9781323614983/epub/OPS/xhtml/fileP7000495707000000000000000001D48.xhtml#P7000495707000000000000000001E25"><b><span style="color: #0563c1;">unique
selling proposition (USP)</span></b></a> , the distinctive feature and benefit that
sets you apart from your competition? This will require a comparison of offers
and identifying what is unique about yours. What is it about your offer that
your competitors cannot or will not match?</span></div>
</li>
<li style="color: #2f3c44; font-family: "Arial",sans-serif; font-size: 12pt; font-style: normal; font-weight: normal;"><div style="background: white; color: black; font-family: "Times New Roman",serif; font-size: 12pt; font-style: normal; font-weight: normal; line-height: 21pt; margin-bottom: 7.5pt; margin-top: 0in; mso-list: l1 level1 lfo3; tab-stops: list .5in;">
<b><i><span lang="EN" style="color: #2f3c44; font-family: "arial" , sans-serif; mso-ansi-language: EN;">Cost structure.</span></i></b><b><span lang="EN" style="color: #2f3c44; font-family: "arial" , sans-serif; mso-ansi-language: EN;"> </span></b><span lang="EN" style="color: #2f3c44; font-family: "arial" , sans-serif; mso-ansi-language: EN;">What is different about your business activities and the
cost of doing business, compared to the competition? Overall, are you at a cost
advantage or disadvantage?</span></div>
<div style="background: white; color: black; font-family: "Times New Roman",serif; font-size: 12pt; font-style: normal; font-weight: normal; line-height: 21pt; margin-bottom: 7.5pt; margin-top: 0in;">
<span style="color: #2f3c44; font-family: "arial" , sans-serif;"> </span></div>
</li>
</ul>
<br />
<div style="margin: 0in 0in 8pt;">
<u><span lang="EN" style="font-size: 14pt; line-height: 107%; mso-ansi-language: EN;"><a href="https://digitalbookshelf-jigsaw.artinstitutes.edu/books/9781323614983/epub/OPS/xhtml/fileP70004957070000000000000000023BA.xhtml#P70004957070000000000000000023C9"><b><span style="color: #0563c1; font-family: "calibri";">Marketing</span></b></a></span></u><u><span style="font-size: 14pt; line-height: 107%; mso-ansi-language: EN;"><span style="font-family: "calibri";"> <span lang="EN">is
the development and use of strategies for getting a product or service to
customers and generating interest in it. Marketing is the business function
that identifies customers and their needs and wants. Through marketing, the
name of your business will become a brand and come to mean something clear and
concrete in the customer’s mind. A <a href="https://digitalbookshelf-jigsaw.artinstitutes.edu/books/9781323614983/epub/OPS/xhtml/fileP70004957070000000000000000023BA.xhtml#P70004957070000000000000000023CE"><b><span style="color: #0563c1;">brand</span></b></a>
identifies distinctively the goods or services of one organization from others
through a design, symbol, name, term, or other distinguishing features.</span></span></span></u></div>
<br />
<div align="center" style="margin: 0in 0in 8pt; text-align: center;">
<u><span style="font-size: 16pt; line-height: 107%;"><span style="font-family: "calibri";">.</span></span></u></div>
<br />
<div align="center" style="margin: 0in 0in 8pt; text-align: center;">
<u><span style="font-size: 16pt; line-height: 107%;"><span style="text-decoration: none;"><span style="font-family: "calibri";"> </span></span></span></u></div>
<br />
<div align="center" style="margin: 0in 0in 8pt; text-align: center;">
<b><u><span lang="EN" style="font-size: 16pt; line-height: 107%; mso-ansi-language: EN;"><span style="font-family: "calibri";">Research Your
Market <i>Before</i> You Open Your Business</span></span></u></b></div>
<br />
<div align="center" style="margin: 0in 0in 8pt; text-align: center;">
<span lang="EN" style="font-size: 16pt; line-height: 107%; mso-ansi-language: EN;"><span style="font-family: "calibri";">Large
corporations spend a great deal of money on marketing and marketing research
before they introduce a product or service. They need to get it just right.
Take a lesson from the big companies: research your market. Introduce your
product to potential customers. Be open to honest criticism. It is not always
pleasant to hear, but it can be valuable. Criticism can help you fine-tune your
business. Use the information you receive to create a product or service that
meets the needs of your customers.</span></span></div>
<br />
<div align="center" style="margin: 0in 0in 8pt; text-align: center;">
<span lang="EN" style="font-size: 16pt; line-height: 107%; mso-ansi-language: EN;"><span style="font-family: "calibri";">Today, there is
an added focus on getting products and services to customers earlier in the
development process, to get their feedback sooner and bring in revenues more
rapidly. The leading information on lean launches is from Eric Ries in his 2011
book, <i>The Lean Startup</i> , as noted in </span><a href="https://digitalbookshelf-jigsaw.artinstitutes.edu/books/9781323614983/epub/OPS/xhtml/fileP7000495707000000000000000001CEC.xhtml#P7000495707000000000000000001CEC"><b><span style="text-decoration: none; text-underline: none;"><span style="color: #0563c1; font-family: "calibri";">Chapter 3</span></span></b></a><span style="font-family: "calibri";">
. The Lean Launch Pad and other “lean” start-up methods involve the research
methods described here with accelerated and iterative primary research. For
additional information, visit Steve Blank’s Web site at http://steveblank.com,
which offers considerable information about the process and “minimum viable
products,” or see <i>The Startup Owner’s Manual</i>, by Steve Blank and Bob
Dorf. This is frequently paired with the Business Model Canvas described in </span><a href="https://digitalbookshelf-jigsaw.artinstitutes.edu/books/9781323614983/epub/OPS/xhtml/fileP7000495707000000000000000000BCE.xhtml#P7000495707000000000000000000BCE"><b><span style="text-decoration: none; text-underline: none;"><span style="color: #0563c1; font-family: "calibri";">Chapter 2</span></span></b></a><span style="font-family: "calibri";">. </span></span></div>
<br />
<div align="center" style="margin: 0in 0in 8pt; text-align: center;">
<span style="font-size: 16pt; line-height: 107%;"><span style="font-family: "calibri";"> </span></span></div>
<br />
<div align="center" style="margin: 0in 0in 8pt; text-align: center;">
<b><span lang="EN" style="font-size: 16pt; line-height: 107%; mso-ansi-language: EN;"><span style="font-family: "calibri";">Customer
Research</span></span></b></div>
<br />
<div align="center" style="margin: 0in 0in 8pt; text-align: center;">
<span lang="EN" style="font-size: 16pt; line-height: 107%; mso-ansi-language: EN;"><span style="font-family: "calibri";">You will want to
find out everything you can about your ideal customers. What do those
individuals eat, drink, listen to, and watch on TV? How much do they sleep?
Where do they shop? What movies do they like? How much do they earn? How much
do they spend? If they are businesses, questions may revolve around their
products, employees, or customers.</span></span></div>
<br />
<div align="center" style="margin: 0in 0in 8pt; text-align: center;">
<span lang="EN" style="font-size: 16pt; line-height: 107%; mso-ansi-language: EN;"><span style="font-family: "calibri";">A large
corporation might hire a consulting firm or advertising agency to conduct
marketing research or may have its own marketing division. Small business
owners can and should conduct research, too. This can vary from a simple survey
that can be carried out in a day to detailed statistical studies of a large
population.</span></span></div>
<br />
<div align="center" style="margin: 0in 0in 8pt; text-align: center;">
<span lang="EN" style="font-size: 16pt; line-height: 107%; mso-ansi-language: EN;"><span style="font-family: "calibri";">Several of the
methods described previously are well suited to learning about your prospective
customers. If you already have a customer base, you should be learning from it,
too. A few examples follow. </span></span></div>
<br />
<ul style="margin-top: 0in;" type="disc">
<li style="color: black; font-family: "Calibri",sans-serif; font-size: 16pt; font-style: normal; font-weight: normal; margin: 0in 0in 8pt; mso-list: l4 level1 lfo4; tab-stops: list .5in; text-align: center;"><b><i><span lang="EN" style="font-size: 16pt; line-height: 107%; mso-ansi-language: EN;">Surveys. </span></i></b><span lang="EN" style="font-size: 16pt; line-height: 107%; mso-ansi-language: EN;">Well-designed
marketing surveys ask people directly, in interviews or through
questionnaires, what they would think about a product or service if it
were available. Your marketing survey should ask about</span></li>
<ul style="margin-top: 0in;" type="square">
<li style="color: black; font-family: "Calibri",sans-serif; font-size: 16pt; font-style: normal; font-weight: normal; margin: 0in 0in 8pt; mso-list: l4 level2 lfo4; tab-stops: list 1.0in; text-align: center;"><span lang="EN" style="font-size: 16pt; line-height: 107%; mso-ansi-language: EN;">product or service use and frequency of
purchase;</span></li>
<li style="color: black; font-family: "Calibri",sans-serif; font-size: 16pt; font-style: normal; font-weight: normal; margin: 0in 0in 8pt; mso-list: l4 level2 lfo4; tab-stops: list 1.0in; text-align: center;"><span lang="EN" style="font-size: 16pt; line-height: 107%; mso-ansi-language: EN;">places where the product is purchased (the
competition!) and why consumers like to purchase from these businesses;
and</span></li>
<li style="color: black; font-family: "Calibri",sans-serif; font-size: 16pt; font-style: normal; font-weight: normal; margin: 0in 0in 8pt; mso-list: l4 level2 lfo4; tab-stops: list 1.0in; text-align: center;"><span lang="EN" style="font-size: 16pt; line-height: 107%; mso-ansi-language: EN;">business names, logos, letterheads—everything
that will represent your business in a customer’s or potential customer’s
mind.</span></li>
</ul>
</ul>
<br />
<div align="center" style="margin: 0in 0in 8pt; text-align: center;">
<span lang="EN" style="font-size: 16pt; line-height: 107%; mso-ansi-language: EN;"><span style="font-family: "calibri";">Make sure your
marketing surveys also gather specific information about customers that will
help you understand them better. They should include</span></span></div>
<br />
<ul style="margin-top: 0in;" type="disc">
<ul style="margin-top: 0in;" type="square">
<li style="color: black; font-family: "Calibri",sans-serif; font-size: 16pt; font-style: normal; font-weight: normal; margin: 0in 0in 8pt; mso-list: l4 level2 lfo4; tab-stops: list 1.0in; text-align: center;"><span lang="EN" style="font-size: 16pt; line-height: 107%; mso-ansi-language: EN;">interests and hobbies,</span></li>
<li style="color: black; font-family: "Calibri",sans-serif; font-size: 16pt; font-style: normal; font-weight: normal; margin: 0in 0in 8pt; mso-list: l4 level2 lfo4; tab-stops: list 1.0in; text-align: center;"><span lang="EN" style="font-size: 16pt; line-height: 107%; mso-ansi-language: EN;">reading, television-watching, Internet, and
social-media habits,</span></li>
<li style="color: black; font-family: "Calibri",sans-serif; font-size: 16pt; font-style: normal; font-weight: normal; margin: 0in 0in 8pt; mso-list: l4 level2 lfo4; tab-stops: list 1.0in; text-align: center;"><span lang="EN" style="font-size: 16pt; line-height: 107%; mso-ansi-language: EN;">educational background,</span></li>
<li style="color: black; font-family: "Calibri",sans-serif; font-size: 16pt; font-style: normal; font-weight: normal; margin: 0in 0in 8pt; mso-list: l4 level2 lfo4; tab-stops: list 1.0in; text-align: center;"><span lang="EN" style="font-size: 16pt; line-height: 107%; mso-ansi-language: EN;">age,</span></li>
<li style="color: black; font-family: "Calibri",sans-serif; font-size: 16pt; font-style: normal; font-weight: normal; margin: 0in 0in 8pt; mso-list: l4 level2 lfo4; tab-stops: list 1.0in; text-align: center;"><span lang="EN" style="font-size: 16pt; line-height: 107%; mso-ansi-language: EN;">occupation,</span></li>
<li style="color: black; font-family: "Calibri",sans-serif; font-size: 16pt; font-style: normal; font-weight: normal; margin: 0in 0in 8pt; mso-list: l4 level2 lfo4; tab-stops: list 1.0in; text-align: center;"><span lang="EN" style="font-size: 16pt; line-height: 107%; mso-ansi-language: EN;">annual household income,</span></li>
<li style="color: black; font-family: "Calibri",sans-serif; font-size: 16pt; font-style: normal; font-weight: normal; margin: 0in 0in 8pt; mso-list: l4 level2 lfo4; tab-stops: list 1.0in; text-align: center;"><span lang="EN" style="font-size: 16pt; line-height: 107%; mso-ansi-language: EN;">gender, and</span></li>
</ul>
</ul>
<br />
<div align="center" style="margin: 0in 0in 8pt; text-align: center;">
<span style="font-size: 16pt; line-height: 107%;"><span style="font-family: "calibri";"> </span></span></div>
<br />
<div align="center" style="margin: 0in 0in 8pt; text-align: center;">
<span style="font-size: 16pt; line-height: 107%;"><span style="font-family: "calibri";"> </span></span></div>
<br />
<div align="center" style="margin: 0in 0in 8pt; text-align: center;">
<span style="font-size: 16pt; line-height: 107%;"><span style="font-family: "calibri";"> </span></span></div>
<br />
<div align="center" style="margin: 0in 0in 8pt; text-align: center;">
<span style="font-size: 16pt; line-height: 107%;"><span style="font-family: "calibri";"> </span></span></div>
<br />
<div align="center" style="margin: 0in 0in 8pt; text-align: center;">
<b><span lang="EN" style="font-size: 16pt; line-height: 107%; mso-ansi-language: EN;"><span style="font-family: "calibri";">Developing a
Marketing Plan</span></span></b></div>
<br />
<div align="center" style="margin: 0in 0in 8pt; text-align: center;">
<span lang="EN" style="font-size: 16pt; line-height: 107%; mso-ansi-language: EN;"><span style="font-family: "calibri";">After you
understand how customer-focused marketing should permeate your business, you
will be ready to develop a plan for introducing your product to your market.
The marketing plan can serve as a stand-alone document or be part of an overall
business plan. Either way, it should be a functioning, evolving part of your
business. We began with customer analysis because before you can develop a
marketing vision, you will need to know who your customers are and what they
want.</span></span></div>
<br />
<ul style="margin-top: 0in;" type="disc">
<li style="color: black; font-family: "Calibri",sans-serif; font-size: 16pt; font-style: normal; font-weight: normal; margin: 0in 0in 8pt; mso-list: l2 level1 lfo5; tab-stops: list .5in; text-align: center;"><span lang="EN" style="font-size: 16pt; line-height: 107%; mso-ansi-language: EN;">Q: Why does a customer go to a hardware store
to buy a drill?</span></li>
<li style="color: black; font-family: "Calibri",sans-serif; font-size: 16pt; font-style: normal; font-weight: normal; margin: 0in 0in 8pt; mso-list: l2 level1 lfo5; tab-stops: list .5in; text-align: center;"><span lang="EN" style="font-size: 16pt; line-height: 107%; mso-ansi-language: EN;">A: Because she needs to make a hole.</span></li>
</ul>
<br />
<div align="center" style="margin: 0in 0in 8pt; text-align: center;">
<span lang="EN" style="font-size: 16pt; line-height: 107%; mso-ansi-language: EN;"><span style="font-family: "calibri";">The <i>hole</i>
is what the customer needs, not the drill. If the hole could be purchased at
the store, the customer would not bother with the drill. If you are marketing
drills, therefore, you should explain to the customer what good holes they
make. If someone invents a better hole-maker, drill manufacturers will soon be
out of business.</span></span></div>
<br />
<div align="center" style="margin: 0in 0in 8pt; text-align: center;">
<span lang="EN" style="font-size: 16pt; line-height: 107%; mso-ansi-language: EN;"><span style="font-family: "calibri";">Your marketing
plan must include an understanding of prospective customers and their wants,
needs, and demands. It should also identify and analyze market segments. The
plan should incorporate industry research and trend analysis. It will state
your market-positioning approach. In short, a marketing plan looks at all
aspects of the market space for your enterprise, from the broadest perspective
to the narrowest.</span></span></div>
<br />
<div align="center" style="margin: 0in 0in 8pt; text-align: center;">
<span lang="EN" style="font-size: 16pt; line-height: 107%; mso-ansi-language: EN;"><span style="font-family: "calibri";">education
reform. Yet, when he was growing up in Hollis, Queens, in the 1960s and 1970s,
Simmons never could have imagined that his life would have turned out like
this.</span></span></div>
<br />
<div align="center" style="margin: 0in 0in 8pt; text-align: center;">
<b><span lang="EN" style="font-size: 16pt; line-height: 107%; mso-ansi-language: EN;"><span style="font-family: "calibri";">Window of
Opportunity</span></span></b></div>
<br />
<div align="center" style="margin: 0in 0in 8pt; text-align: center;">
<span lang="EN" style="font-size: 16pt; line-height: 107%; mso-ansi-language: EN;"><span style="font-family: "calibri";">Early on,
Simmons decided that he wanted to make his own way in the world. His father had
been a teacher, and his mother worked as a recreation coordinator. Both enjoyed
stable jobs, but Simmons was not driven by a need for security. He wanted to
live a fast-paced life and call his own shots. In 1977, Simmons, who never
liked school very much, enrolled at the City College of New York as a sociology
major. That year, something happened that permanently changed the course of his
life. He went to hear a rap artist named Eddie Cheeba perform and was amazed to
see how the rapper had cast a spell over the audience with his freestyle
rhymes. In Simmons’s own words:</span></span></div>
<br />
<div align="center" style="margin: 0in 0in 8pt; text-align: center;">
<span lang="EN" style="font-size: 16pt; line-height: 107%; mso-ansi-language: EN;"><span style="font-family: "calibri";">Just like that,
I saw how I could turn my life in another, better way. . . . All the street
entrepreneurship I’d learned, I decided to put into promoting music.</span><a href="https://digitalbookshelf-jigsaw.artinstitutes.edu/books/9781323614983/epub/OPS/xhtml/fileP700049570700000000000000000272A.xhtml#P7000495707000000000000000002769"><b><span style="color: #0563c1; font-family: "calibri";">5</span></b></a></span><span style="font-size: 16pt; line-height: 107%; mso-ansi-language: EN;"><span style="font-family: "calibri";"> </span></span></div>
<br />
<div align="center" style="margin: 0in 0in 8pt; text-align: center;">
<span lang="EN" style="font-size: 16pt; line-height: 107%; mso-ansi-language: EN;"><a href="https://digitalbookshelf-jigsaw.artinstitutes.edu/books/9781323614983/epub/OPS/xhtml/fileP700049570700000000000000000272A.xhtml#r__P7000495707000000000000000002769"><b><span style="color: #0563c1; font-family: "calibri";">5</span></b></a><span style="font-family: "calibri";">
Russell Simmons, <i>Life and Def: Sex, Drugs, Money + God,</i> New York: Crown
Publishing, 2002.</span></span></div>
<br />
<div align="center" style="margin: 0in 0in 8pt; text-align: center;">
<span lang="EN" style="font-size: 16pt; line-height: 107%; mso-ansi-language: EN;"><span style="font-family: "calibri";">At that time,
rap and hip-hop were underground musical styles, but Simmons set out to change
this. He believed that rap music had the potential to reach a larger audience,
and so he teamed up with another aspiring rap producer, Rick Rubin. Rubin had
built a recording studio for rap artists in his New York University dorm room.
Together, they decided to transform Rick’s studio into a viable record label.
By 1985, Def Jam Records was officially underway.</span></span></div>
<br />
<div align="center" style="margin: 0in 0in 8pt; text-align: center;">
<span lang="EN" style="font-size: 16pt; line-height: 107%; mso-ansi-language: EN;"><span style="font-family: "calibri";">Def Jam
experienced its first surge of success when it scored a hit with Run DMC’s
remake of the Aerosmith classic, “Walk This Way.” Bridging the worlds of rock
and rap music turned out to be a stroke of genius. Simmons and Rubin
single-handedly introduced a whole new market of mostly white, suburban,
heavy-metal music fans to hip-hop. Suddenly, Run DMC was being featured on MTV,
and rap was no longer an underground fad.</span></span></div>
<br />
<div align="center" style="margin: 0in 0in 8pt; text-align: center;">
<span style="font-size: 16pt; line-height: 107%;"><span style="font-family: "calibri";"> </span></span></div>
<br />
<div align="center" style="margin: 0in 0in 8pt; text-align: center;">
<b><span lang="EN" style="font-size: 16pt; line-height: 107%; mso-ansi-language: EN;"><span style="font-family: "calibri";">The Four
Marketing Factors</span></span></b></div>
<br />
<div align="center" style="margin: 0in 0in 8pt; text-align: center;">
<b><span lang="EN" style="font-size: 16pt; line-height: 107%; mso-ansi-language: EN;"><span style="font-family: "calibri";">Learning
Objective 1 </span></span></b></div>
<br />
<div align="center" style="margin: 0in 0in 8pt; text-align: center;">
<span lang="EN" style="font-size: 16pt; line-height: 107%; mso-ansi-language: EN;"><span style="font-family: "calibri";">Combine the four
Ps—product, price, place, and promotion—into a marketing mix.</span></span></div>
<br />
<div align="center" style="margin: 0in 0in 8pt; text-align: center;">
<span lang="EN" style="font-size: 16pt; line-height: 107%; mso-ansi-language: EN;"><span style="font-family: "calibri";">The four
Ps—product, price, place, and </span><a href="https://digitalbookshelf-jigsaw.artinstitutes.edu/books/9781323614983/epub/OPS/xhtml/fileP70004957070000000000000000027A0.xhtml#P70004957070000000000000000027A8"><b><span style="color: #0563c1; font-family: "calibri";">promotion</span></b></a><span style="font-family: "calibri";">
—together will communicate your marketing vision and competitive advantage to
your customer. If you tweak one P, you will have to pay attention to how it
affects the others. If you raise your price, for example, are you now still
selling the product in the right place? Or will you need to move to a location
that will put you in contact with consumers willing to pay the higher price? Where
will you promote your product now? Will you have to take out ads in different
magazines or newspapers to reach these new consumers? </span></span></div>
<br />
<div align="center" style="margin: 0in 0in 8pt; text-align: center;">
<b><i><span lang="EN" style="font-size: 16pt; line-height: 107%; mso-ansi-language: EN;"><span style="font-family: "calibri";">promotion</span></span></i></b></div>
<br />
<div align="center" style="margin: 0in 0in 8pt; text-align: center;">
<span lang="EN" style="font-size: 16pt; line-height: 107%; mso-ansi-language: EN;"><span style="font-family: "calibri";">the use of
advertising and publicity to get a marketing message to customers.</span></span></div>
<br />
<div align="center" style="margin: 0in 0in 8pt; text-align: center;">
<span lang="EN" style="font-size: 16pt; line-height: 107%; mso-ansi-language: EN;"><span style="font-family: "calibri";">As you choose
the elements of your marketing plan, always keep your vision in mind. What is
the benefit your product or service in providing to customers?</span></span></div>
<br />
<ul style="margin-top: 0in;" type="disc">
<li style="color: black; font-family: "Calibri",sans-serif; font-size: 16pt; font-style: normal; font-weight: normal; margin: 0in 0in 8pt; mso-list: l5 level1 lfo6; tab-stops: list .5in; text-align: center;"><b><i><span lang="EN" style="font-size: 16pt; line-height: 107%; mso-ansi-language: EN;">Product. </span></i></b><span lang="EN" style="font-size: 16pt; line-height: 107%; mso-ansi-language: EN;">The
product or service should meet or create a customer need. The product is
the entire bundle, including the packaging. Your customer might not be
consciously aware of your packaging, but that does not mean it is
unimportant. Starbucks revolutionized the American coffee shop in part by
introducing Italian names for the different serving sizes.</span></li>
<li style="color: black; font-family: "Calibri",sans-serif; font-size: 16pt; font-style: normal; font-weight: normal; margin: 0in 0in 8pt; mso-list: l5 level1 lfo6; tab-stops: list .5in; text-align: center;"><b><i><span lang="EN" style="font-size: 16pt; line-height: 107%; mso-ansi-language: EN;">Price. </span></i></b><span lang="EN" style="font-size: 16pt; line-height: 107%; mso-ansi-language: EN;">A
product has to be priced low enough so customers will buy it and high
enough for the business to make a profit. Price should also reflect your
marketing vision. If you are marketing a luxury item, a relatively low
price might confuse the consumer, who will be led to wonder about its
quality.</span></li>
<li style="color: black; font-family: "Calibri",sans-serif; font-size: 16pt; font-style: normal; font-weight: normal; margin: 0in 0in 8pt; mso-list: l5 level1 lfo6; tab-stops: list .5in; text-align: center;"><b><i><span lang="EN" style="font-size: 16pt; line-height: 107%; mso-ansi-language: EN;">Place. </span></i></b><span lang="EN" style="font-size: 16pt; line-height: 107%; mso-ansi-language: EN;">The
location where you choose to market your product—whether in a retail
storefront, in a customer’s home, on an online store, or from a cart on
the street—must be where customers who will want or need it shop. Selling
bathing suits on a beach in Alaska in February is not going to fill a
customer need. Where should you go to bring your product or service to the
attention of your market? If you are selling luxury items, you will need
to place them in stores that are visited by consumers who can afford them.</span></li>
<li style="color: black; font-family: "Calibri",sans-serif; font-size: 16pt; font-style: normal; font-weight: normal; margin: 0in 0in 8pt; mso-list: l5 level1 lfo6; tab-stops: list .5in; text-align: center;"><b><i><span lang="EN" style="font-size: 16pt; line-height: 107%; mso-ansi-language: EN;">Promotion. </span></i></b><span lang="EN" style="font-size: 16pt; line-height: 107%; mso-ansi-language: EN;">Promotion
is the development of the popularity and sales of a product or service
through advertising, publicity, or other promotional devices, such as
discount coupons or giveaways. Publicity is notice that is free; advertising
is purchased. If a newspaper writes an article about your business, it is
publicity. If you buy an ad in that newspaper, you are advertising.</span></li>
</ul>
<br />
<div align="center" style="margin: 0in 0in 8pt; text-align: center;">
<span style="font-size: 16pt; line-height: 107%;"><span style="font-family: "calibri";"> </span></span></div>
<br />
<div align="center" style="margin: 0in 0in 8pt; text-align: center;">
<span style="font-size: 16pt; line-height: 107%;"><span style="font-family: "calibri";"> </span></span></div>
<br />
<div align="center" style="margin: 0in 0in 8pt; text-align: center;">
<br />
<span style="font-size: 16pt; line-height: 107%;"><br />
<span style="font-family: "calibri";"><span style="font-family: "times new roman"; font-size: small;">
</span><br />
</span></span><div align="center" style="margin: 0in 0in 8pt; text-align: center;">
<span style="font-size: 16pt; line-height: 107%;"><span style="font-family: "calibri";"><span style="font-size: 16pt; line-height: 107%;"> </span></span></span></div>
<span style="font-size: 16pt; line-height: 107%;"><span style="font-family: "calibri";">
<span style="font-family: "times new roman"; font-size: small;">
</span><br />
<div style="background: white; margin: 0in 6pt 8pt 0in;">
<span style="font-size: 16pt; line-height: 107%;">Letter: </span><b><span style="color: black; font-family: "helvetica" , sans-serif; mso-fareast-font-family: "Times New Roman";"><span style="font-size: small;">Good Morning Ms. Lindsey,</span></span></b></div>
<span style="font-family: "times new roman"; font-size: small;">
</span><br />
<div style="background: white; line-height: normal; margin: 0in 23.25pt 0pt 0in;">
<b><span style="color: black; font-family: "helvetica" , sans-serif; mso-fareast-font-family: "Times New Roman";"><span style="font-size: small;"> </span></span></b></div>
<span style="font-family: "times new roman"; font-size: small;">
</span><br />
<div style="background: white; line-height: normal; margin: 0in 23.25pt 0pt 0in;">
<b><span style="color: black; font-family: "helvetica" , sans-serif; mso-fareast-font-family: "Times New Roman";"><span style="font-size: small;">This sounds like a great opportunity for the student here at Quest
Preparatory Academy-Bridger Campus. Please let me know when there is a good
time to discuss this further. </span></span></b></div>
<span style="font-family: "times new roman"; font-size: small;">
</span><br />
<div style="background: white; line-height: normal; margin: 0in 23.25pt 0pt 0in;">
<b><span style="color: black; font-family: "helvetica" , sans-serif; mso-fareast-font-family: "Times New Roman";"><span style="font-size: small;"> </span></span></b></div>
<span style="font-family: "times new roman"; font-size: small;">
</span><br />
<div style="background: white; line-height: normal; margin: 0in 23.25pt 0pt 0in;">
<b><span style="color: black; font-family: "helvetica" , sans-serif; mso-fareast-font-family: "Times New Roman";"><span style="font-size: small;">Regards,</span></span></b></div>
<span style="font-family: "times new roman"; font-size: small;">
</span><br />
<div style="background: white; line-height: normal; margin: 0in 23.25pt 0pt 0in;">
<b><span style="color: black; font-family: "helvetica" , sans-serif; mso-fareast-font-family: "Times New Roman";"><span style="font-size: small;"> </span></span></b></div>
<span style="font-family: "times new roman"; font-size: small;">
</span><br />
<div style="background: white; line-height: normal; margin: 0in 23.25pt 0pt 0in;">
<b><span style="color: black; font-family: "helvetica" , sans-serif; mso-fareast-font-family: "Times New Roman";"><span style="font-size: small;">Tiffany</span></span></b></div>
<span style="font-family: "times new roman"; font-size: small;">
</span><br />
<div style="background: white; line-height: normal; margin: 0in 23.25pt 0pt 0in;">
<b><span style="color: black; font-family: "helvetica" , sans-serif; mso-fareast-font-family: "Times New Roman";"><span style="font-size: small;"> </span></span></b></div>
<span style="font-family: "times new roman"; font-size: small;">
</span><br />
<div style="background: white; line-height: normal; margin: 0in 23.25pt 0pt 0in;">
<b><span style="color: black; font-family: "helvetica" , sans-serif; mso-fareast-font-family: "Times New Roman";"><span style="font-size: small;"> </span></span></b></div>
<span style="font-family: "times new roman"; font-size: small;">
</span><br />
<div style="background: white; line-height: normal; margin: 0in 23.25pt 0pt 0in;">
<b><span style="color: black; font-family: "helvetica" , sans-serif; mso-fareast-font-family: "Times New Roman";"><span style="font-size: small;"> </span></span></b></div>
<span style="font-family: "times new roman"; font-size: small;">
</span><br />
<div style="background: white; line-height: normal; margin: 0in 23.25pt 8pt 0in;">
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src="data:image/png;base64,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CheffChassidyhttp://www.blogger.com/profile/08167560026716479779noreply@blogger.com0tag:blogger.com,1999:blog-8400832078075209477.post-80050245123591882352017-06-08T10:34:00.000-07:002017-06-08T10:34:33.417-07:00Week 10: EOC Not Failing<div class="MsoNormal">
<b>1. Business owners should lead, so others will follow.</b> "Good
business leadership begins with defining the destination and direction of your
company and deciding how the business should look and operate when it
arrives," McBean writes. "It also involves developing and
continuously improving on a set of skills in order to move your business from
where it is today to where you want it to be tomorrow."<o:p></o:p></div>
<div class="MsoNormal">
<b>2. Owners should take control of their businesses. </b>If
owners don't have a hand in day-to-day operations, they have no control over
whether businesses will succeed, McBean argues. "Don’t stop at pointing
out what should be done and how, also clearly state and emphasize that there
will be consequences when standard operating procedures and processes aren’t
followed." Be stern with employees. <o:p></o:p></div>
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<b>3. Put protecting a company's assets above all else.</b> Businesses
should educate themselves about where they've invested and how those
investments are doing. "The key is to understand what all of
your company’s assets are, and then guard them closely and work to maximize the
profits they represent," McBean said. "Because if you don’t, they
will haunt your business and cause financial pain when you least expect
it." <o:p></o:p></div>
<div class="MsoNormal">
<b>4. Start planning the future instead of predicting
it. </b>Business owners can't predict the future, but they can make
educated decisions depending on what they know. McBean gives the example of
Ford Motor Company. In 2008 and 2009, its competitors, GM and Chrysler,
ran out of cash and needed taxpayer bailouts to avoid bankruptcy. But years
prior to the credit crunch, Ford began to restructure its debt and raised
billions as it continually added to cash reserves. "Was this luck or good
planning? Industry insiders will say good planning," McBean writes.<o:p></o:p></div>
<div class="MsoNormal">
<b>5. Market the business to make sure it stays
relevent. </b>“New business owners especially are nervous about marketing
because money is already so tight at this stage,” McBean said. “But you
have to make the necessary effort to connect consumers to your company." <o:p></o:p></div>
<div class="MsoNormal">
<b>6. Remember that the marketplace is a war zone. </b>McBean
says it's necessary to develop a "warrior mentality" instead of
shrinking away from the competition. "In order to be successful and remain
that way, you have to continually focus on the market, react to it, and fight
for what you believe should be yours. If you don’t, your competition will win
the war," he says. <o:p></o:p></div>
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<b>7. Focus on general business principles instead of the
specific industry.</b> "You need to understand the various aspects of
business as it is more broadly defined, such as accounting, finance, business
law, personnel issues, and more, and how all of these impact each other and the
decisions you make," McBean says. <o:p></o:p></div>
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In Order for a company to be successful, it must follow up
on promises to customers. Marketing sets the expectations. Finance and
accounting ensure that the financial resources are available to produce the
expected products and services. Legal structures and staff are in place to
support success. Ultimately, the company must deliver the product or service to
the customer as promised. <a href="https://digitalbookshelf-jigsaw.artinstitutes.edu/books/9781323614983/epub/OPS/xhtml/fileP70004957070000000000000000056B4.xhtml#P70004957070000000000000000056BD"><b>Operations</b></a> is
the set of actions that produce goods and services, and operational efficiency
is critical to business success(pg 386)<o:p></o:p></div>
<br />
<ol start="1" style="margin-top: 0in;" type="1">
<li class="MsoNormal"><b><i>Show
you how to make the business more profitable.</i> </b>Perhaps your
profits are down this month over last. Did your expenses go up? Maybe you
need to try lowering your costs. Did your sales drop? Maybe you are not
spending enough on advertising. Use accurate records as a base to
constantly improve your business.<o:p></o:p></li>
<li class="MsoNormal"><b><i>Document
profitability and cash position.</i> </b>If you want people to invest
in your business, documenting that it is profitable, or could be, is
essential. Keep accurate records to create financial statements and
ratios.<o:p></o:p></li>
<li class="MsoNormal"><b><i>Prove
that payments have been made.</i> </b>Accurate, up-to-date records
help prevent arguments, because they prove you have paid a bill or a
customer has paid you. Records can also prove that you have paid your
taxes—the fee <i>levied</i> (charged) by a government on the
income or activity of an individual or legal business entity
(corporation). Sometimes the Internal Revenue Service, the federal agency
that collects taxes, will visit a business and check its financial records
in a process called an <a href="https://digitalbookshelf-jigsaw.artinstitutes.edu/books/9781323614983/epub/OPS/xhtml/fileP70004957070000000000000000033D2.xhtml#P7000495707000000000000000003588"><b>audit</b></a> .<o:p></o:p></li>
<li class="MsoNormal"><b><i>Take
advantage of tax deductions.</i> </b>U.S. tax law allows business
owners to deduct many expenses from their taxes. These <i>deductions</i>,
or write-offs, are reductions in the gross amount on which taxes are
calculated, and they will save you money. But you must keep receipts and
record check payments to show that you actually had the expenses. (Pg.
236)<o:p></o:p></li>
</ol>
CheffChassidyhttp://www.blogger.com/profile/08167560026716479779noreply@blogger.com0tag:blogger.com,1999:blog-8400832078075209477.post-56733003091244217172017-05-25T11:10:00.000-07:002017-05-25T11:10:59.809-07:00Lemonade Day Final ProjectWhere I am so far with my Lemonade project is I have to contact the Boys and Girls Club of Las Vegas to get a letter stating that if we were to put Lemonade Day into full effect would they be willing to allow four kids participate. Also I have to go and get the pricing for our supplies that we will need to make our lemonade and stand, I also need to get my quotes for my final project basically just calling people and getting the plan to flow.CheffChassidyhttp://www.blogger.com/profile/08167560026716479779noreply@blogger.com0tag:blogger.com,1999:blog-8400832078075209477.post-81613681401083372152017-05-18T11:25:00.000-07:002017-05-18T11:25:14.344-07:00Benefits of Entrepreneurship over a Franchise<div align="left" style="background-color: white; color: #666666; font-family: Arial, "Trebuchet MS", sans-serif; font-size: 14px; height: auto; line-height: 20px; margin-bottom: 25px; padding: 0px; width: 330px;">
Entrepreneurship comes with its share of ups and downs.</div>
<div align="left" style="background-color: white; color: #666666; font-family: Arial, "Trebuchet MS", sans-serif; font-size: 14px; height: auto; line-height: 20px; margin-bottom: 25px; padding: 0px; width: 330px;">
The most obvious advantage is the opportunity to be your own boss. Being in charge and making the important decisions regarding your business can be fulfilling, but it can also be challenging.</div>
<div align="left" style="background-color: white; color: #666666; font-family: Arial, "Trebuchet MS", sans-serif; font-size: 14px; height: auto; line-height: 20px; margin-bottom: 25px; padding: 0px; width: 330px;">
Here are more thoughts on the pros and cons that come with being a small business owner:</div>
<div align="left" style="background-color: white; color: #666666; font-family: Arial, "Trebuchet MS", sans-serif; font-size: 14px; height: auto; line-height: 20px; margin-bottom: 25px; padding: 0px; width: 330px;">
<strong style="font-size: smaller; text-transform: uppercase;">PROS</strong></div>
<ul style="background-color: white; color: #666666; font-family: Arial, "Trebuchet MS", sans-serif; font-size: 14px; height: auto; line-height: 20px; list-style-type: none; margin: 0px 0px 25px; padding: 0px; width: 285px;">
<li style="background: url("../../images/bullet_ArticleBullet.gif") 25px 8px no-repeat; margin: 0px; padding: 0px 0px 0px 40px;"><strong style="font-size: smaller; text-transform: uppercase;">CONTROL.</strong> You choose the work you like to do and that makes the most of your strengths and skills. The result can be more job satisfaction.</li>
<li style="background: url("../../images/bullet_ArticleBullet.gif") 25px 8px no-repeat; margin: 0px; padding: 0px 0px 0px 40px;"><strong style="font-size: smaller; text-transform: uppercase;">EXCITEMENT.</strong> Entrepreneurship can be exciting and many entrepreneurs consider their work highly enjoyable. Each day is filled with new opportunities to challenge your abilities, skills, and determination.</li>
<li style="background: url("../../images/bullet_ArticleBullet.gif") 25px 8px no-repeat; margin: 0px; padding: 0px 0px 0px 40px;"><strong style="font-size: smaller; text-transform: uppercase;">FLEXIBILITY.</strong> Entrepreneurs can schedule their work hours around other commitments, including spending quality time with their families.</li>
<li style="background: url("../../images/bullet_ArticleBullet.gif") 25px 8px no-repeat; margin: 0px; padding: 0px 0px 0px 40px;"><strong style="font-size: smaller; text-transform: uppercase;">FREEDOM.</strong> Freedom to work whenever they want, wherever they want, and however they want draws many to entrepreneurship. Most entrepreneurs don’t consider their work actual work because they are doing something they love.</li>
<li style="background: url("../../images/bullet_ArticleBullet.gif") 25px 8px no-repeat; margin: 0px; padding: 0px 0px 0px 40px;"><strong style="font-size: smaller; text-transform: uppercase;">RATIONAL SALARY. </strong>As an entrepreneur, your income is directly related to your efforts and the success of your business.</li>
</ul>
<div align="left" style="background-color: white; color: #666666; font-family: Arial, "Trebuchet MS", sans-serif; font-size: 14px; height: auto; line-height: 20px; margin-bottom: 25px; padding: 0px; width: 330px;">
<strong style="font-size: smaller; text-transform: uppercase;">CONS</strong></div>
<ul style="background-color: white; color: #666666; font-family: Arial, "Trebuchet MS", sans-serif; font-size: 14px; height: auto; line-height: 20px; list-style-type: none; margin: 0px 0px 25px; padding: 0px; width: 285px;">
<li style="background: url("../../images/bullet_ArticleBullet.gif") 25px 8px no-repeat; margin: 0px; padding: 0px 0px 0px 40px;"><strong style="font-size: smaller; text-transform: uppercase;">ADMINISTRATION. </strong>While making all the decisions can be a benefit, it can also be a burden. Being an entrepreneur comes with a lot of paperwork that can take up time and energy.</li>
<li style="background: url("../../images/bullet_ArticleBullet.gif") 25px 8px no-repeat; margin: 0px; padding: 0px 0px 0px 40px;"><strong style="font-size: smaller; text-transform: uppercase;">COMPETITION.</strong> Staying competitive is critical as a small business owner. You will need to differentiate your business from others like yours in order to build a solid customer base and be profitable.</li>
<li style="background: url("../../images/bullet_ArticleBullet.gif") 25px 8px no-repeat; margin: 0px; padding: 0px 0px 0px 40px;"><strong style="font-size: smaller; text-transform: uppercase;">LONELINESS.</strong> It can be lonely and scary to be completely responsible for the success or failure of your business.</li>
<li style="background: url("../../images/bullet_ArticleBullet.gif") 25px 8px no-repeat; margin: 0px; padding: 0px 0px 0px 40px;"><strong style="font-size: smaller; text-transform: uppercase;">NO REGULAR SALARY.</strong> Being an entrepreneur often means giving up the security of a regular paycheck. If business slows down, your personal income can be at risk.</li>
<li style="background: url("../../images/bullet_ArticleBullet.gif") 25px 8px no-repeat; margin: 0px; padding: 0px 0px 0px 40px;"><strong style="font-size: smaller; text-transform: uppercase;">WORK SCHEDULE.</strong> The work schedule of an entrepreneur can be unpredictable. A major disadvantage to being an entrepreneur is that it requires more work and longer hours than being an employee.</li>
</ul>
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<div style="background-color: white; box-sizing: border-box; color: #6d6e70; font-family: "PT Sans"; font-size: 15px; line-height: 24px; margin-bottom: 20px; margin-top: 10px; padding: 0px;">
<span style="color: #0e71ca; font-family: Lato, Arial, sans-serif; font-size: 19px;">The Advantages to Franchising your Business</span></div>
<div style="background-color: white; border: 0px; font-family: Lato, Arial, sans-serif; font-size: 18px; outline: 0px; padding: 17px 0px;">
Some of the advantages to franchising your business include:</div>
<ul style="background-color: white; border: 0px; display: table; font-family: Lato, Arial, sans-serif; font-size: 18px; line-height: 24px; margin: 0px 0px 0px 30px; outline: 0px; padding: 15px 0px;">
<li style="border: 0px; margin: 0px; outline: 0px; padding: 6px 0px;"><strong>Capitalized Expansion</strong> – Expansion requires the investment of capital and resources that for many successful business owners is limited and‚ sometimes‚ difficult to raise. Franchising serves as a source for the capitalized expansion of a successful business. Rather than borrowing funds from lenders‚ franchisees invest their own funds to expand your business.</li>
<li style="border: 0px; margin: 0px; outline: 0px; padding: 6px 0px;"><strong>Continuing Revenue Streams</strong> – Successful franchisors benefit from continuing royalties that are‚ typically‚ based upon a percentage of franchisee gross sales and paid on a monthly basis.</li>
<li style="border: 0px; margin: 0px; outline: 0px; padding: 6px 0px;"><strong>Brand Development</strong> – The Multi-unit expansion associated with franchising serves to supplement and expand the value of your brand. Franchisee contributions to local and regional advertising further serve to expand brand recognition.</li>
<li style="border: 0px; margin: 0px; outline: 0px; padding: 6px 0px;"><strong>Economies of Scale</strong> – If managed properly the multi-unit expansion associated with franchising results in increased volume purchases and leverage with business suppliers and vendors.</li>
<li style="border: 0px; margin: 0px; outline: 0px; padding: 6px 0px;"><strong>Managerial Talent</strong> – Franchisee owners – who have invested their own capital and savings – typically serve as better managers and operators than paid employees who <h3 style="border: 0px; color: #0e71ca; font-size: 19px; line-height: 22px; margin: 0px; outline: 0px; padding: 20px 0px 0px;">
The Disadvantages of Franchising your Business</h3>
<div style="border: 0px; outline: 0px; padding: 17px 0px;">
Some of the disadvantages to franchising your business‚ include:</div>
<ul style="border: 0px; display: table; line-height: 24px; margin: 0px 0px 0px 30px; outline: 0px; padding: 15px 0px;">
<li style="border: 0px; margin: 0px; outline: 0px; padding: 6px 0px;"><strong>Legal Regulation</strong> – Franchising is a regulated activity and requires compliance with federal and state franchise laws. To successfully establish a franchise‚ franchisors are required to work with an experienced franchise lawyer to establish a solid blueprint for franchising.</li>
<li style="border: 0px; margin: 0px; outline: 0px; padding: 6px 0px;"><strong>Investment</strong> – Although franchising serves as a source for the capitalized expansion of your business (i.e.‚ franchisees invest in your expansion)‚ the establishment of a franchise system requires the investment of capital to cover legal fees and the cost of establishing a franchising infrastructure.</li>
</ul>
do not possess a vested interest in the business.</li>
</ul>
<div>
<span style="font-family: Lato, Arial, sans-serif;"><span style="font-size: 18px;">words sited www.source.southernuniversity.com www.entrepenurship.com</span></span></div>
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<span style="font-family: Lato, Arial, sans-serif;"><span style="font-size: 18px;"><br /></span></span></div>
CheffChassidyhttp://www.blogger.com/profile/08167560026716479779noreply@blogger.com0tag:blogger.com,1999:blog-8400832078075209477.post-50628771045975997632017-04-20T08:25:00.002-07:002017-05-18T11:14:45.223-07:00Week 1: My Voice <table><tbody>
<tr><th class="item-key"><br /></th><td>Growing up in North Eastern Alabama food has always been a main thing in my family. Food would bring the family together during sadness and even good times or just to celebrate the company of your loved ones. I remember coming into my grandmothers kitchen and taking in the sweet aromas of the food and seeing her prepare and cook so many dishes. On, that day I fell in love with cooking and being in the kitchen and making good hearty food that make people feel good. When I'm in the kitchen preparing food or just being in the kitchen it brings me lots of joy. I believe when your cooking its like a painter painting a picture your able to add your own style to each dish. I have had many occupations but being able to please the customer or just to see the look on their face when eating good hearty food is so incredible to me. I plan to touch many people around the world with my southern cuisines and my southern style of platting. </td></tr>
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CheffChassidyhttp://www.blogger.com/profile/08167560026716479779noreply@blogger.com0