Training for Book Authors
|
|
Sites Owned by Bill Platt
|
|
|
|
|
Business Development For the Private Labeled Bottled Water Industry
Copyright (c) 2007-2018 Jon M. Stout
The private labeled bottled water industry is exciting with tremendous growth opportunities and the ability for suppliers to offer their customers and strategic partners creative, effective advertising solutions.
But like any business, care is required to develop the business in a profitable way and the best way to do this is to establish a focused business development effort that utilizes the tools and techniques established by successful business.
The first step is to define the concept "business development".
Definition:
Business development "includes a number of techniques designed to grow an economic enterprise. Such techniques include, but are not limited to, assessments of marketing opportunities and target markets, intelligence gathering on customers and competitors, generating leads for possible sales, follow up sales activity, formal proposal writing and business model design.
Business development involves evaluating a business and then realizing its full potential, using such tools as marketing, sales, information management and customer service. For a sound company able to withstand competitors, business development never stops but is an ongoing process." (source: Wikipedia)
From this definition it is clear that business development is more than closing the sale and each technique requires detailed planning and follow up.
Using the concepts of business development, our company developed a robust, profitable private label water business but it took considerable initial and continuing effort.
Unique Value Proposition:
Our first challenge was the development of a Unique Value Proposition that answered the question "Why should I buy from you".
After a review of the market and the competition it was determined that private labeled bottled water was a powerful, cost effective, advertising vehicle but because a customer's brand was affected, high product quality and customer service was required. Our Unique Value Proposition was established and stated:
"Element H2O will provide powerful and cost effective advertising and brand promotion for its customers based upon the highest quality consumable private label water, label design and customer service."
Marketing and Target Markets:
Field and internet research was conducted with the basic question being: What are the characteristics of industries are most likely to use our product at a price that is profitable to us. Key characteristics were developed:
Prospects that provide a quality product or service.
Industries operating in a competitive market environment where product/service differentiation was critical.
Prospects that required drinking water for customers, clients or prospects.
Prospects that maintained a quality brand image.
Initial research indicated that the following industries were initially high potential targets:
Hospitality (Hotels and Spas)
Banking
Mortgage Brokers
Real Estate
Ski Resorts
Sales Channels and Market Access:
It was decided that two channels would be used to go to market – direct selling and e-commerce. An e-commerce site was developed that allowed customers to design their own label for the bottles or provide an existing design consistent with the customer brand strategy. Search Engine Marketing and Optimization techniques were used to promote this channel.
A direct sales staff was formed to develop and close sales opportunities and these efforts were supported by a direct mail campaign and networking with local chambers of commerce, local trade associations and lead sharing groups.
The sales effort, after a series of initial false starts and disappointments matured successfully as we reviewed and revised the fine points of our effort.
Product Quality and Customer Service:
Our corporate strategy for all products is to stay at the high end of the market and this was particularly true for private label bottled water where the market is characterized by cutthroat competition and many low quality vendors who are slashing prices and selling on price rather than quality.
We focused on three areas of quality:
Water purity – we used a steam distillation/ozonation process that guaranteed 99.9% pure water that tasted delicious.
Label Design Quality – We used an in house professional designer to guarantee label design quality.
Label Print Quality – We used laminated label stock that was extremely durable and water proof and used digital or flexo printing technology to guarantee quality.
Customer service was particularly important as we established a reputation for delivering on time and correctly. If mistakes occurred, and they did, we adopted a no questions asked guarantee. We established a reputation as a reliable vendor for our customers.
The business became a successful mainstay of our business but only because we developed a planned, business development process that we reviewed constantly and made changes that the market required.
VOTE ON THIS ARTICLE
Needs Work >>
0 -
1 -
2 -
3 -
4 -
5
<< Excellent Article
Tell our authors what you think about their article.
|
Top-Level Category: Business Offline Articles
10 Most Recent Articles Written by Jon M. Stout
Is the Plucking Time Important When Choosing White Licorice Tea?
Written by: Jon M. Stout |
Distributed: 2008-05-27 |
Word Count: 863 |
Page Views: 2688
| Votes: 3 |
Rating: 2.67
White tea is the rarest tea in the world. Long praised in Asia,
it is just beginning to gain popularity in the Western world.
People everywhere are clamoring to get their hands on this rare
treat. White tea is used in many blends, and none is more
refreshing than White Licorice Tea. White Licorice tea is a
delicious blend of fine white tea and star anise to provide the
licorice flavor.
What is a Good White Licorice Blend?
Written by: Jon M. Stout |
Distributed: 2008-05-27 |
Word Count: 863 |
Page Views: 3501
| Votes: 4 |
Rating: 1.50
There are many white teas and white tea blends to choose from.
But, you won't find any more delicious than white licorice tea.
However, just as with other blends of white tea, to get the best
flavor from your white licorice tea, it's important to choose a
good quality blend. The difference between teas that have been
made using the best ingredients and those created using inferior
ingredients is significant, so it pays to know what you’re buying
when you purchase any white tea blend.
What is a Good White Persian Melon Blend?
Written by: Jon M. Stout |
Distributed: 2008-05-23 |
Word Count: 847 |
Page Views: 2777
| Votes: 8 |
Rating: 2.63
White teas are the rarest and most expensive of all teas. So,
it's important to buy good quality white tea so that you're
truly getting your money's worth. When you're purchasing a
white tea blend, like White Persian Melon tea, it's also
important that you choose a quality blend; so that the flavor of
the white tea is not compromised by the way it's been blended.
Tea, Sugar and Slavery
Written by: Jon M. Stout |
Distributed: 2008-05-23 |
Word Count: 566 |
Page Views: 3415
| Votes: 5 |
Rating: 2.20
Of all the evils that have affected mankind, slavery or human
bondage ranks among the worst. Slavery, in all its various forms
from ancient empires like Rome to the ante bellum American South
to the slave labor of Hitler's Third Reich and the Soviet Gulags
has ruined millions of lives and degraded many cultures
throughout history.
Tea and Alcoholism: A Long History
Written by: Jon M. Stout |
Distributed: 2008-05-22 |
Word Count: 585 |
Page Views: 3205
| Votes: 7 |
Rating: 2.71
Anyone who suffers from alcoholism knows that it is an incurable
disease that is as insidious as it is devastating. But with total
abstinence from drink and the use of support groups like
Alcoholics Anonymous recovery can be life long.
Recession Relief - Quality Loose Leaf Tea for Independent Coffee Shops
Written by: Jon M. Stout |
Distributed: 2008-05-22 |
Word Count: 556 |
Page Views: 2895
| Votes: 11 |
Rating: 1.91
Make no doubt about it - the country is in a recession and
consumer spending is being cut back, High priced coffee is
affected and even Starbucks is suffering and cutting back.
Taxing Tea - A British Tradition
Written by: Jon M. Stout |
Distributed: 2008-05-21 |
Word Count: 947 |
Page Views: 3312
| Votes: 13 |
Rating: 2.62
While British citizens likely saw the first importations of tea
from the Orient in the 1500 to 1600s as a sensation that added a
little spark to their traditional coffee houses, the government
saw something else - money. As this beverage quickly became the
favored choice of the lower classes, British nobility saw a way
to line the coffers of government.
Oolong Tea Is A Proven Fat Fighter
Written by: Jon M. Stout |
Distributed: 2008-05-21 |
Word Count: 909 |
Page Views: 2495
| Votes: 9 |
Rating: 2.56
As the detrimental health impacts of obesity become even clearer,
more people are searching for ways to gain an edge in the battle
of the bulge. With obesity in America an ever-present concern,
the fad, gadget and specialty food market is booming. Dropping
pounds for the sake of appearances and for the sake of health is
a very big trend indeed. Although some items simply do not work,
one very basic drink stands out as a powerful weapon to add to an
arsenal for fat fighting.
Impacts On China - Green Tea And The Global Trade
Written by: Jon M. Stout |
Distributed: 2008-05-20 |
Word Count: 880 |
Page Views: 3249
| Votes: 7 |
Rating: 2.71
5/19/2008 9:48PM China's love affair with green tea is believed
to have begun thousands of years ago. It took centuries for the
Chinese to share this secret with their neighbors in Japan and
even longer for the country to begin exporting this bountiful
crop to destinations all over the world.
History Of Green Tea
Written by: Jon M. Stout |
Distributed: 2008-05-20 |
Word Count: 988 |
Page Views: 3352
| Votes: 8 |
Rating: 2.00
Green tea has a history that dates back thousands of years.
Although this particular type of tea is only now gaining major
notoriety in the West, it has been known to the Chinese and
Japanese for centuries. This type of tea is less heavily
processed than its counterpart made from the same leaves, but
despite this fact, it has not been a heavy export from Asia until
the past few years.
All of Author's Articles on this site: Jon M. Stout Articles
Most Recent "Business Offline" Articles
How To Build a Strong and Powerful Business During a Recession
Written by: Trey McMartin |
Distributed: 2011-11-10 |
Word Count: 987 |
Page Views: 3408
| Votes: 3 |
Rating: 0.33
During a recession, most business owners pull the reins on
advertising budgets, fearful of what tomorrow might bring...
Those who remain fearful have forgotten what made them the
success they are today... They have forgotten that they have
a God-given talent to overcome the incredible obstacles in
their paths.
SEO Lessons from Local Businesses
Written by: Trey McMartin |
Distributed: 2011-11-09 |
Word Count: 945 |
Page Views: 3930
| Votes: 3 |
Rating: 0.33
More than once in the six years that I have been providing
SEO services for websites, I have had the opportunity to
discuss with individual business owners their search engine
optimization needs. Now and again, I run across an
individual business owner who is quick to say that SEO is
absolutely worthless. When confronted with such an absolute
statement, I like to press for details. It has been my
experience that people who speak in negative absolutes will
have a horror story to share.
Where Will FDA Target Next? What IVD Manufacturers Should Know Before Their Next FDA Audit
Written by: Norm Howe |
Distributed: 2011-09-12 |
Word Count: 706 |
Page Views: 537
Medical device manufacturers are always interested in knowing
what FDA's next area of focus will be. Well, if you're an In
Vitro Diagnostic manufacturer you might review your measurement
systems.
Online Fax - 10 Reasons To Get An Online Fax Service
Written by: Titus Hoskins |
Distributed: 2011-09-12 |
Word Count: 560 |
Page Views: 542
Online faxing is the new more modern way to fax. If you or your
company is not using an online fax service, here are 10 good
reasons why you should get it.
Best Effort Essential for the Job Interview
Written by: Barbara Wulf MS, ACC, CPCC |
Distributed: 2011-07-30 |
Word Count: 676 |
Page Views: 632
Interviewing will determine if you are the right person for the
job. These tips will help you make the job interview a success.
Go Green With Your Career Search
Written by: Barbara Wulf MS, ACC, CPCC |
Distributed: 2011-07-28 |
Word Count: 636 |
Page Views: 2641
| Votes: 3 |
Rating: 0.33
Many of the qualities of green living, like recycling and
sustainability, can apply to a career search, even if the
career is not directly associated with green industries.
ReCareer in the Second-half of Life
Written by: Barbara Wulf MS, ACC, CPCC |
Distributed: 2011-07-26 |
Word Count: 525 |
Page Views: 2864
| Votes: 4 |
Rating: 1.50
Many of us worked the first half of our life to "fit" the
job description. ReCareering is about finding the right fit,
being selective, being creative, being fulfilled and being
intentional about how you spend your time.
Up in the Air
Written by: Barbara Wulf MS, ACC, CPCC |
Distributed: 2011-07-24 |
Word Count: 678 |
Page Views: 598
When looking for work or changing careers, go beyond researching
on the internet and reading articles. Find out how you can learn
from the art of listening and having a conversation.
Salon and Spa Owners: Which Monk Are You?
Written by: Dan Lok |
Distributed: 2011-07-05 |
Word Count: 477 |
Page Views: 3148
| Votes: 5 |
Rating: 1.20
Too many salon and spa owners are carrying around a lot
hurts, regrets, guilt, past failures and fears about the
future. But no one is forcing you to carry these emotional
rocks, so put that sack down!
The Single Most Profitable Day You Spend on Your Spa or Salon!
Written by: Dan Lok |
Distributed: 2011-06-30 |
Word Count: 470 |
Page Views: 3556
| Votes: 3 |
Rating: 0.33
Salon and spa owners need to combine their marketing plan
with marketing systems. A marketing calendar plans out
strategies for a year, and is instrumental to the success of
your spa or salon.
Most Viewed "Business Offline" Articles
How To Write A 300 Page Book In Four Months
Written by: Mark Silver |
Distributed: 2008-07-15 |
Word Count: 821 |
Page Views: 38413
| Votes: 6 |
Rating: 1.83
There's a lot of hoopla about becoming an author of your very
own business book. The promise of fame and fortune is very
alluring. Yet your book remains perpetually 'about to be'
written. Meanwhile your business has ground to a halt. Hmmm...
might there be a better way to get a book written?
The Best Marketing Book I've Ever Read (You'll Be Surprised)
Written by: Judy Murdoch |
Distributed: 2007-05-09 |
Word Count: 1522 |
Page Views: 35381
| Votes: 15 |
Rating: 3.60
From time to time someone asks me to recommend marketing books.
Here's one of my favorite marketing books that always surprises
people. Curious? Read on.
The Bizarre History Of The HOLLYWOOD Sign
Written by: Morris Timlen |
Distributed: 2008-11-05 |
Word Count: 1211 |
Page Views: 32583
| Votes: 28 |
Rating: 2.86
The most famous sign in the history of mankind is the one that
graces the side of the hill above Hollywood, California. As
famous a landmark as the Christ the Redeemer statue in Rio De
Janeiro, the Eiffel Tower in Paris France, the Great Pyramid of
Giza in Egypt, The Church of the Savior on Blood in Saint
Petersburg Russia, and the Statue Of Liberty in New York City,
the Hollywood sign is known around the world as the symbol of the
American movie industry.
What Does It Take To Be A Successful Salesman?
Written by: Casey Moher |
Distributed: 2008-08-05 |
Word Count: 930 |
Page Views: 25109
| Votes: 82 |
Rating: 3.24
In the course of my average workweek, I meet people who tell me
that they have no sales experience, and very literally, many
will tell me that they could not sell if their lives depended on
it. Do you fit into this mold? Do you seriously believe that you
can sell me on the idea that you cannot sell things?
The Future of the Office Photocopier Industry
Written by: Jennifer Robinson |
Distributed: 2010-07-29 |
Word Count: 635 |
Page Views: 13545
| Votes: 37 |
Rating: 2.08
Since Xerox first invented and sold the first commercial
photocopy machine companies and organisations have paid for
use of the machine on a cost per copy basis. This has
traditionally included full maintainance and toner supplied
under a service agreement. In-fact the office photocopier is
unique in the fact its one of the only pieces of equipment
that comes without a warranty from new. But photocopier
expert Online Connect UK claim all that is about to change.
Never Write A 'Thank You' Letter Again
Written by: Perry Maisin |
Distributed: 2008-08-12 |
Word Count: 971 |
Page Views: 12980
| Votes: 20 |
Rating: 2.30
When I was in graduate school, I had a friend who interviewed at
fortune 500 companies and succeeded at landing a great job. One
day, I saw him sitting in the student union with a stack of
cards. The cards said 'thank you'. He opened each card and
signed his name. The inside of the card was blank. I asked him
what he was doing and he told me that it was important to send a
'thank you' to every person you interviewed with. He believed
that that was the difference between getting the job and being
passed over.
Selecting Between a 401(k) And 403(b) For a Nonprofit
Written by: Daniel Lamaute |
Distributed: 2007-10-11 |
Word Count: 333 |
Page Views: 12704
| Votes: 20 |
Rating: 2.50
Newly released IRS regulations impose several new requirements
and fiduciary responsibilities on employers with 403(b) plans.
While the regulations generally don't take effect until January
1, 2009, there are some provisions that apply sooner.
Top Ten Personal Habits
Written by: Laurel Vespi |
Distributed: 2009-09-08 |
Word Count: 427 |
Page Views: 11343
| Votes: 10 |
Rating: 2.40
Successful people have a regular routine of daily or weekly
habits that reinforce the things that are most important to
them. By practicing a set of personal success habits, they
maintain a positive outlook, keep focused on their
priorities, have more energy, and a greater sense of
satisfaction with life.
Conducting Effective Career Aspiration Discussions with Employees
Written by: Andria L. Corso |
Distributed: 2010-03-10 |
Word Count: 690 |
Page Views: 10814
| Votes: 10 |
Rating: 1.50
Enhance your talent management and development programs
through conducting career aspiration discussions with your
employees. Find out where they want to grow their career to
determine if it matches your business needs. This will
enable you to differentiate your employee development to
grow the future leaders of your company.
Pitch A No-Hitter With Baseball-Themed Flower Gifts
Written by: Wesley Berry, AAF |
Distributed: 2007-12-25 |
Word Count: 413 |
Page Views: 9841
| Votes: 19 |
Rating: 1.68
Want to send a gift to the baseball fan in your life that's sure
to knock one out of the park? Send flowers with a baseball
theme! Everyone loves flowers and when you personalize them to
include the recipient's favorite hobbies, like baseball,
they're sure to make an even greater impression.
Highest Ranked "Business Offline" Articles
Why Businesses Need Receivable Factoring In Cash Flow Management
Written by: Toby Seibert |
Distributed: 2007-08-08 |
Word Count: 866 |
Page Views: 4108
| Votes: 5 |
Rating: 4.60
In today's business environment, many businesses need to
fine-tune the process of getting paid on invoices, in order to
improve their cash on hand. Improving cash flow can be an ongoing
challenge for businesses of all sizes, and it is an issue that
must be addressed to ensure the long-term viability of the
business.
Whose Restaurant Can You Find Online?
Written by: Rudy Vener |
Distributed: 2007-07-09 |
Word Count: 640 |
Page Views: 3357
| Votes: 5 |
Rating: 4.40
What is so significant about Pizza Hut's latest TV commercial?
Business School for Non-Business Minds: Got a NAICS Number?
Written by: Melissa Mashtonio |
Distributed: 2008-04-15 |
Word Count: 423 |
Page Views: 3654
| Votes: 5 |
Rating: 4.40
I’m a journalist. I spent a lot of my career in the news
business. As my career has progressed, I’ve spent time at small
and large companies, and I have sat through dozens of business
meetings wondering what the heck the “money” people are talking
about. They used acronyms as if they were a foreign language.
The Problem With Swiping Sales Copy
Written by: Scott Bywater |
Distributed: 2009-12-03 |
Word Count: 480 |
Page Views: 3023
| Votes: 5 |
Rating: 4.40
This is what people miss when they try to simply "swipe"
sales copy from another advertisement.
Equal Opportunity Pizza Ordering
Written by: Rudy Vener |
Distributed: 2007-10-19 |
Word Count: 629 |
Page Views: 3543
| Votes: 8 |
Rating: 4.38
With online ordering, your menu and restaurant suddenly become
accessible to both the deaf and blind customers in your
community.
The Secret To Making Successful Business Connections
Written by: Kate Smalley |
Distributed: 2006-10-11 |
Word Count: 672 |
Page Views: 3529
| Votes: 6 |
Rating: 4.00
If you have a hard time making successful business connections,
don't despair. Anyone can be good at meeting people-if they use
the right technique. The whole secret to making a positive
connection is knowing how to attract people and inspire them to
want to give you a chance.
How to Build a Really Great Business? (Super Success Secrets from a Legendary Business Master)
Written by: Chet Holmes |
Distributed: 2007-01-15 |
Word Count: 1523 |
Page Views: 3833
| Votes: 7 |
Rating: 4.00
Times are tough. The economy is in a constant state of upheaval.
Is your company doing better than most? Are you placing greater
emphasis on pure performance?
Online Copywriting Makes Content as the King
Written by: Steven Gerber |
Distributed: 2006-12-11 |
Word Count: 560 |
Page Views: 3937
| Votes: 7 |
Rating: 3.86
The inverted pyramid is basically the placing of 4 W's in the
primary sentences of the articles, supported by the other W and H
on the following discussions. Four W's consist of what, when,
where, and who. The other W which stands for why on the other
hand, follows on the succeeding paragraphs, including the
elaboration for the H which also stands for how, if necessary.
Interview Coaching: A Home-Based Business on the Cutting Edge
Written by: Carole Martin |
Distributed: 2007-08-24 |
Word Count: 1400 |
Page Views: 3584
| Votes: 7 |
Rating: 3.86
You name it - Blackberry, Skype Connection, Cell Phone, iPhone -
these are the tools of this trade. Who would believe that someone
with a home-based business could reach out to someone in a far
away country and work with a client via a Blackberry and a cell
phone?
Do You Know Where The Real Profit Pools Are?
Written by: V Rory Jones |
Distributed: 2006-11-07 |
Word Count: 6028 |
Page Views: 7643
| Votes: 6 |
Rating: 3.83
Ever had that feeling you've got a great business, but that
its' not delivering the results it really deserves? More likely
than not, you do have a great business - it is simply that its
strengths are not being directed towards the right opportunities,
or that those opportunities are not being well exploited. This
discussion outlines a new approach to market strategy - an
orientation around 'cash-based' Profit Pools. In it, we outline
what the right opportunities are, how to find them, and how to
exploit them.
|
|
|
|
|
Article Reprint Rights
|

This work is licensed under a
Creative Commons License
You are not required to show the creative commons license notice when you reprint this work.
|
Article Statistics
|
Word Count: 733
Total Views: 2395
Article Rating: 2.33 of 5
Votes Cast: 6
More Articles By Author:
Articles On This Website
Last Distribution Date:
2007-09-24 16:00:00
Internal ID: #5241
|
|
|