Oct 31

For many resellers, their bread’n'butter products are the consumables. Once you sell a product that requires a regular supply of consumables, you need to be the business your customers come to when restocking.

Customers wont come back unless you remind them of your existence. Once a product has been sold, you should be adding them to you mail list and sending monthly or quarterly newsletters promoting the consumables available.

These newsletters can be made valuable by adding hints and tips on how to get the most out of their new purchase. You can also use the newsletter to promote upgrades or add-ons to further supplement your income.

Every new customer is a potential source of recurring income. The more units you sell, the larger your recurring income becomes. I have seen some businesses grow to a point where consumables are the number source of income. The ongoing sale of equipment becomes the icing on the cake.

If your a product reseller, whilst adding extra work your daily task, consumables can become an important part of your businesses success – don’t ignore them. The customers need them to effectively operate the equipment so if you aren’t selling them, someone else is capitalizing on your lost income.

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Oct 30

There are many different areas that a reseller of CD and DVD publishing systems could target. One of those targets could be the music and dance training establishments.

Dance training involves, naturally, training in dance. It also involves dancing for an audience, either as part of an actual production or as part of a development program. Many dance teachers film their students whilst they are on stage to use as either training resources, or for the trainee to see how they performed.

Parents and students are always keen to have material they can either save for later in life, or so they can brag about to relatives. Having the CD and DVD publishing system make it easy to quickly publish however many CDs or DVDs are required and distribute them.

In my posts, I always come back to the one marketing technique that always works – look at the sector you are marketing to, in this dance training (or music training), and try to sell a solution.

Solution to what? For dance and music teachers, a CD and DVD publishing system can quickly publish media as a training aid, to recognize performances, or as part of a students portfolio. Identify a problem, even if it’s hidden, and sell the solution.

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Oct 29

One of the biggest mistakes that new resellers make is targeting products that produce the highest margin. The best way to approach your business is to look at your market and to find the most appropriate products for that market. This may not always be the product with the highest margin.

Common sense tells you that selling more at a slightly less margin can generally return a higher income. If you can sell 20 items with a $100 profit each, that’s a total of $2000. Compare that to selling 5 items with a $150 profit for a total of $750. I know which products I would prefer to sell.

As you develop a reputation for selling quality products, and offering good after sales service, you will find you can broaden your product range considerably as further markets become available.

Concentrate on products you can sell first, then look to the higher value higher margin products. They become the cream, the bonuses to supplement your developing income.

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Oct 28

Promotion can be one of the more difficult areas when it comes to being a reseller. The hardest aspect is actually defining your market, or your customer base. Once you have defined that, the rest starts to fall into place.

In general, you can use the internet by setting a web page and perhaps a blog. This takes time and, while it can be successful, can also be problematic.

I come back frequently to the customer base. Who are they, where do they hang out and what do they do. For example, if your are looking to promote the Nexis 100AP CD/DVD Publisher and you have decided that one group worth approaching are all the photographers, you can put together promotional material targeting them.

Your approach can take a number of directions used individually or together. You can visit online forums and make yourself known. This will often mean you are targeting individuals who are outside your geographical area.

Another approach is to advertise in photographic journals. Again your audience may be outside your geographical area. Often the quickest and easiest approach is to go cold calling, visiting each photographer and discussing the options with them directly. Having a promotional pack that you can leave with them often helps. The key to success is to sell how they will benefit from the system rather than the system itself.

Finally, you could consider visiting trade shows or local exhibitions and promoting yourself through these venues. Photographers are just one example. You can apply the same principle to schools, real estate agents, or any other group that may benefit from owning the CD/DVD Publisher.

As a reseller you define your markets and promote your products and the benefits to that market.

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Oct 27

One of the questions I hear from many people is whether or not they have what it takes to be a successful reseller. My first is, “what does it take to be a successful reseller?”

Humans come with a wide variety of skills and personalities. It is difficult to say who would be successful and who wouldn’t as the success depends to a large extent on the effort put in. Obviously there are some attributes that make the job a lot easier.

Have an outgoing nature is certainly going to help. If your shy or not very outgoing you are going to find it difficult to find new customers. With and outgoing nature comes that ’selling’ attribute. The more experienced you are at selling the more successful you are likely to become.

However, those attributes are more important for those just starting out. If you already have a business, say selling computers, then you are already a reseller. Our product becomes another one to add to the list.

All the standard working attributes apply. Reliable, honest, hardworking with an ability to work comfortably with computers. In others words, more than 50% of the population could be resellers if they put their mind to it.

If your heart is in what you are doing and you have a belief in your products, that is half the battle. The other half is being able to transfer that belief and enthusiasm to your potential customers. In between, is the ability to acquire new customers. That is a skill, not a trait, that can be learned, over time.

You tell me – can you become a successful reseller?

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Oct 26

In my last post I wrote about selling complete systems. This is not always appropriate, particularly if the organization has a building full of new computers. In this situation, whilst not selling a complete system, you can still focus on selling a solution.

The key is to find a problem then sell to the solution. Many organizations don’t even realize they have problems. Take a real estate agency. They put together DVDs of properties they are marketing and send them out to interested buyers. Because the DVD has a generic blank face it is easily lost by those who receive them, never to be looked at again.

You can place yourself in the receiver’s shoes. A DVD arrives in the mail with a nice cover letter, you think to yourself, ‘I will check that out later when I get time’. We all know that later never comes. Since the DVD has arrived with no art work, nothing to make it stand out, it easily forgotten.

Now turn this scenario around. The DVD arrives with a cover letter. Same process, ‘I will look at it later’. However this DVD does have bright attractive graphics that make it stand out. Now, even the slightest glance will invoke a memory grab and eventually the DVD will be looked at. Of course from there it is possible to make sales.

As a real estate agent, I am not aware of the problem just outlined. I produce the DVD every quarter, or every month, and faithfully send them out. I am assuming they get looked at. Now you have determined the problem, you can approach the real estate agent with a solution. Make them aware of the problem first whilst providing a solution to the problem. They win, you win and you gain a great reputation – particularly if the sales rise from the first print run.

This is just one example of finding a problem and selling a solution. I am sure there are many more out there if you can start to think laterally. As a reseller, you need to find your market – your market will not always come looking for you.

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Oct 25

There is a good living to be made from becoming a complete system reseller. This will require you to strike up partnerships with several different suppliers, however the end results are often quite profitable.

Rather than selling a CD and DVD publishing system, sell the complete computer system which includes the CD and DVD publishing system. This method of selling allows you to source equipment which is ideally suited to the end result.

For CD and DVD publishing systems, computer equipment with a good quality graphics card, plenty of ram and a good monitor are ideal. Add to this the Nexis 100AP CD/DVD Publisher and you have the complete system.

You can source good quality bare bone computer systems at very competitive rates. Source your own supply of memory chips, video cards and monitors and you can complete the system for far less than a pre-purchased model.

What you are looking to sell are solutions – complete solutions. The computer is up to date, fast, plenty or memory and able to handle the task with ease. The computer system can then arrive on the buyers desk, software pre-loaded and ready to start work. The complete solution for the buyer and the complete solution for the resellers bank balance.

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Oct 24

Not everyone has a use for Cd and DVD Publishing systems. Many people do have one off situations where they would like a special event published on a CD or DVD. Events such as weddings, births or memorials are perfect for DVD publication.

If you create a small publishing arm to your business you can satisfy that demand, earn a small income, and create a word of mouth advertising campaign that can lead to sales of the systems themselves.

You may find that some of the finished artwork could in itself become the basis for promotional material. Customer feedback and recommendations can also be used for promotional purposes, particularly to industry groups such as photographers.

The aim is to build a reputation for what the system is able to achieve along with your business as the systems reseller. In that way you will have customers who are looking, not for any CD and DVD Publishing system, they will be looking for the brand that you are selling.

In the long term you may find that sales increase quite markedly and with it your businesses reputation. This has a snowball effect since as your sales increase, the number of people talking about the product increased thus creating further demand. All started because you decided to burn and print someone’s wedding to DVD so they could send all their guests a copy.

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Oct 23

There are so many opportunities to promote businesses on line that it should almost be one of the first considerations for new businesses. With the advent of local directories and local search, you can promote a brick and mortar setup very quickly on line.

To promote your business, you will require a home page with pages dedicated to each of the products you intend to sell. Submit your site to local directories in your area and to Google and Yahoo’s local search engines.

Forums exist that are specific to many industries including the CD and DVD publishing sectors. Getting involved in these forums can help to promote your business. You can also look at networking sites like LinkedIn for further promotion.

If you want further exposure you can look at maintaining a blog. This will take up more time on a regular basis, however the results can be good, particularly if it can help with SEO of your web site.

There are many other areas where you can promote yourself including sites such as Facebook and Myspace. However, just a simple set of web pages that have been carefully optimized for local search can work wonders. Promoting yourself online can be one of the cheapest forms of advertising.

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Oct 22

Your customers can be one of your best resources. Their feedback can provide a great insight into how a the equipment works, how easy the installation process went, and how easy it all is to use. More importantly, they can tell you what they found difficult, the that information can be a real a gem.

One recent buyer of the Nexis 100AP CD/DVD Publisher observed that installation of the software on a Windows XP machine was much easier and much smoother than on one using Windows Vista. This information can be important when promoting the product.

If you know the end user is going to be using Vista, you can prepare yourself and, when the time comes, the customer, for a smooth and hassle free installation process. Likewise, if you know they are using Windows XP then you can promote the ease of use using previous feedback as a reference.

This is one instance where the feedback from a customer can help in future sales. There are many others. You just need to spend a couple minutes with a follow call to your customer to find our what is working and what difficulties they may have had.

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