Sales
Copy to China
There is a time-honoured business model in China known as “Copy To China” – find a product or service or business model that works in the US or elsewhere and replicate it in China. In the technology industry this is exemplified by ChinaHR.com Holdings Ltd building a Monster look-alike and then selling 40 percent off to Monster Worldwide, Inc. for US$50m or Joyo.com Ltd replicating Amazon and then selling it to Amazon for US$75m. The same model is popular in many other markets, particularly Australia. Seek has had great success emulating Monster.
Content is still king
Mobile companies across the globe have spent billions of dollars creating networks that essentially all offer the same services. It’s been a huge investment just to get to the starting line. But the real challenge is in providing something that is different from the competition.
Motorola’s market dilemma
Wandering through the halls of the enormous 3GSM World Congress in Barcelona in February, it was plainly evident that mobile communications is still in the very active stages of the innovation cycle. This event, which brings together most of the world’s top telecommunications technology and network companies, has come a long way from its humble beginnings last decade in the French seaside town of Cannes, when early attendances numbered in the hundreds.
All hail the salesperson!
Salespeople acquired a stereotype for foot-in-the-door, sell-your-mother-for-a-dollar moral bankruptcy long before Zig Zigler cartwheeled his way into the public consciousness. But if salespeople appear a hardened bunch it’s because they spend their days on the front line. And let’s face it, if salespeople fail, no one gets paid. It’s about time we cleared society’s pedestal of entertainment celebrities, precious artists and fatuous egomaniacs. At long last, it’s time to hail the salesperson!
The big house
A prison sentence early in life can dash the hopes of a would-be entrepreneur. Or it can fuel them. In the youth unit at Port Phillip Prison, rock bottom gives way to the bottom line as teenaged inmates become CEOs. Jodie O’Keeffe clears security to find out what it takes to build a business behind bars.
Dot-com survivors downunder
Has it really been six years since the world’s first wave of internet entrepreneurs fell through that plump cloud they’d conjured in the sky, taking with them the turgid hopes of our fledgling new economy? It’s been six years peppered with hard luck stories, investor reluctance and, lately, cautious hope rekindled. Australian internet startups were in the thick of it back then. The survivors emerged with slightly bloodied noses and wisdom far beyond their years.
Strategy: Securing your first customer
Achieving your first sale can literally make or break a start-up. Many investors will delay committing significant funds until you can identify a customer prepared to pay real money for your product. It is often at this point that many start-ups fail: not because their product is not up to scratch, but because they run [...]
The art of persuasion
Getting your way once is easy. It’s repeating it that’s hard. So how do you rate on the enchant-o-metre? We asked three pros if there’s a secret to the art of persuasion. Andrew Denton Don Watson Hélène Teichmann Andrew Denton Host, “Enough Rope” Is empathy the vital element in persuading people to drop their guard? [...]
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