segunda-feira, maio 18, 2015

"It Isn’t Illegal to Be Stupid" (parte II)

Parte I.
"Whom would you rather compete against, a crook or an idiot? If you think about it, you’ll no doubt decide in favor of a crook. Have you ever seen a crook sell below cost? Have you ever heard anybody call the Mafia poor business people? You may not approve of the Mafia and their “business,” but you have never heard anybody say they don’t know how to make money. And lots of it!
Now, let’s address the idiots. Have you ever seen an idiot sell below cost? Which idiot? And on what day do you want to talk about?
Fundamentally, it is not the crook we fear in business, but rather it is the honest idiot. The people (or organizations) who don’t know what they are doing are the ones who foul up the works. And fundamentally, they are the ones giving away their products and services by cutting their prices.
Causes of Business FailureTypically, when a business does go bust, especially if it gets into enough trouble to file bankruptcy, three things occur:
  1. They experience a period of declining gross margin;
  2. Wages, as a percentage of sales, begin to increase; and
  3. Sales volume begins to increase."
Trechos retirados de "How to Sell at Margins Higher Than Your Competitors Winning Every Sale at Full Price, Rate, or Fee" de Lawrence Steinmetz e William Brooks.

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