Show and Sell

Article Abstract:

Trade shows used to be a time for back-slapping fun, when a company went just as a goodwill gesture. Now, however, with the increasing cost of a sales call, and the increasing complexity of the marketplace, more and more companies are using trade shows as an integral part of their sales and marketing efforts. In order to take full advantage of the potentials of a trade show, some careful preplanning must be done. A strategy must be devised so that predetermined goals can be accomplished at the trade show. Whether the goal is to introduce a new product, to gather sales leads, or to renew old contacts, success at trade shows calls for a plan of action. Not only must the exhibit be well designed, but the information flowing from that exhibit must attract the attention of the people whom you want to see your product. The time and money spent preparing for a trade show can pay off handsomely - as some companies say that they get twelve dollars in sales for every dollar they spend to participate in a trade show; and that is a productive way to do business.

Marketing, Fairs

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F. Kenneth Iverson of Nucor: Man of Steel

Article Abstract:

When F. Kenneth Iverson took over at Nucor Corp. it was a small fragmented company with the only profits coming from the steel fabricating divisions. Using new methods and technologies, Iverson has now established a series of minimills which can utilize the economies of specilization to achieve remarkable productivity. He also has a very healthy bonus plan which motivates employees to be among the most productive in the industry. He patterned his minimills after a successful Italian steel company, and now has become the undisputed trend setter in the steel industry. Contrary to popular opinion, he does not see the American steel industry as dying; rather he sees it as changing into a high tech industry with his specialized minimills leading the way.

Management, Innovations, Corporations, Steel industry

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Tea and Sympathy

Article Abstract:

Ron Schultz was always a big believer in charitable contributions, and when he succeeded as an entrepreneur selling a cinnamon spiced tea he always donated healthy sums of money to charity. But he soon began to wonder if his money was being used well by these charities, so with the same dedication he devoted to establishing a business, Schultz set out to find a charity worthy of his money. He established Medicine for Children, and then built a company (which sells Christmas Spice Tea) and devoted the firm's entire profits to the charity. By running, in essence, his own charity he avoids some problems common to charities that must account to their donors, but questions still need to be answered about the tax considerations.

Charities, Entrepreneurship

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