Debbie May

What Social Media Hangout is Best for Your Business!

noreply@blogger.com (Debbie May) — Tue, 14 Feb 2012 13:00:00 +0000

There’s no arguing it anymore… if you want your business to thrive, you must have a social media presence. Consumers now have an expectation of interacting with brands online and they love to share their experience of a brand on their social sites. And if you are not out there, your consumers will feel let down. But this is exciting news. After all, where else can you get this kind of consumer attention and interaction? And, where else can you reach your audience for a pittance compared to traditional advertising? Social media has given small business the opportunity to compete with the big brands. How can you beat that?

Achieving and maintaining a presence in social media doesn’t have to be costly, or even extremely time consuming. Yet most social media newbie’s are overwhelmed with where to begin, what to do and how to maintain. And even business owners who have created their Facebook page, Linkedin profile and twitter page don’t always know what to do once they get there. You’re not alone; social media is daunting, but it doesn’t have to be. If you truly understand where to focus your social media efforts your strategy suddenly becomes much simpler. If you’re currently interacting on all of the key social sites, you may be spreading yourself too thin to experience success.

Here’s a simple breakdown of the most popular social media sites. From here you can decide where to invest your resources so that you are not working so hard to master them all.

Consider twitter a place for quick, simple chitchat and sharing of resources. It’s like a cocktail party where you can meet people and share tidbits of information. You don’t get into deep, meaningful conversations on twitter because you can only use 140 characters to get your point across. It’s friendly - and basic.

Facebook is more like the backyard barbeque. More information is shared here, longer conversations can take place and you can even include polls, questions, videos and links. As a business owner you want to set up a fan page and/or take advantage of low-cost Facebook advertising to drive traffic to your website or your fan page.

Linkedin is the boardroom. It’s definitely a more conservative environment consisting of corporate employees, CEO’s, business owners, and sales professionals. This is a great place for you if your product or service targets businesses rather than consumers.

YouTube has become a very important player in the social scene. Google owns YouTube and websites that have a strong presence there will index better on Google. Adding video to your website really gives you a leg up in your search engine optimization (SEO) efforts. In other words, your audience will see you before they see your competition in a Google search if you use video and your competitors don’t.

Google+ has come onto the scene and it’s not to be taken lightly. Yes, Google obviously owns Google+ as well and with the recent release of Google’s Search Plus Your World, your social engagement will factor in significantly in a Google search. Google is now referencing Google+ in their new algorithms, so a lack of presence there may actually hurt your SEO. Currently, the Google+ scene is filled with the diehard social media folk but it would be naïve to say that it’s not going to change. Hopefully, Google will play fair in the future and begin to reference Facebook, twitter and other social sites in their algorithms. At this point in time, Google+ seems to be a good place to reach some consumers, but most certainly it’s a great place to reach techie-types and social media experts.

As you can see, it’s important to assess where your audience is hanging out in the social media scene. If your product falls into the categories like lifestyle, entertainment, fashion, food, or other “sexy” topics – and it sells to consumers, then Facebook and twitter are best for you. If you sell business to business, focus your efforts on Linkedin. For bloggers, technical solutions and social media consultants, Google+ is certainly the place to hang out. Again, keep in mind that it’s a good idea to post your blogs and other relative resources on Google+ just for the SEO juice. And YouTube is your new best friend!

_________________________

Marla Tabaka is a life & business coach who inspires entrepreneurs around the world to attain what she calls, The Million-Dollar Mindset. As a result, many of her clients have achieved – even surpassed – the million dollar mark in annual revenues and are living the life of their dreams. In addition to running a thriving practice, Marla is a columnist for Inc. Magazine on-line, and hosts two international on-line radio shows, The Million Dollar Mindset and Million Dollar Mindset Tapping. Marla wrote this feature article exclusively for Debbie May.com (http://www.debbiemay.com/), an organization dedicated to helping small businesses succeed.

New Years Goals for Work at Home Moms

noreply@blogger.com (Debbie May) — Mon, 06 Feb 2012 20:12:00 +0000

Whether you set your sights on a new year’s resolution or not, there are four long-term new years goals all work at home moms should vow to take on this year. They won’t involve strapping on running shoes, or counting calories—but they will help you put your best foot forward when it comes to establishing the best balance for your work and family.

Track your time. The key to profitably when you’re a work at home mom is simple: Make the most of the time you have. With that comes spotting, and banishing, the time-wasters. For the next week, track the amount of time you spend doing everything--whether running to the post office, developing products, taking care of pets, having lunch, or poking around on social media. Some of your tasks will reveal themselves productive (or, unavoidable)--but many won’t. This simple exercise can provide a sense of structure and productivity to your day, and most importantly, alleviate some of the stress that being a work at home mom presents. Check in with your progress each month and course-correct when you slip back into time-wasting habits.

Think in quarters. When you’re trying to balance work and family, focusing on any new task or goal in addition to what’s already on your plate can feel like an insurmountable challenge. Further, when you think you have a full year to accomplish something, it’s too easy to cast aside. Craft a quarterly plan to identify four efforts that will fuel your upward momentum in business this year. Maybe you’ve been “meaning” to find a new supplier, update your business website, amp up your publicity and marketing efforts, and attend one trade show—but never find the time for any. Dedicate three months to one task at a time to find focus and progress.

Connect weekly. Making connections can be challenging when you’re a work at home mom, but it’s an important stepping stone in building your business. Instead of beating yourself up over every industry event you can’t attend, embrace the power of online connections and people you encounter in every day life. Make it a goal to introduce your brand, self and business to just one person a week, whether online, by phone, or in person. By the end of the year, you’ll have more than 50 new connections. You may be surprised where they’ll lead.

Plan for down time. You may feel driven to work as often as possible, but scheduling for downtime is the key to your long-term potential, and can help refresh your mind, motivation, and creativity. Find at least two weeks this year to enjoy doing whatever you want—except for work. Advance planning allows you to manage your finances and business schedule accordingly, so there are no stresses or excuses when the time comes to take a break.

_______________________________________________

Stephanie Taylor Christensen is a former financial services marketer turned stay at home working mom, yoga instructor and freelance writer covering personal finance, small business,consumer issues, work-life balance and health/wellness topics for ForbesWoman , Minyanville , SheKnows , Mint , Intuit Small Business, Investopedia and several other online properties. She is also the founder ofWellness On Less and Om for Mom prenatal yoga. Stephanie wrote this feature article exclusively for Debbie May.com (http://www.DebbieMay.com), an organization dedicated to helping small businesses succeed.

Strategic Thinking and Decision-making

noreply@blogger.com (Michael Sanibel) — Sun, 29 Jan 2012 19:16:00 +0000

If you run your own business, you already know that seemingly small decisions can have big consequences later on. A critical aspect of decision-making is thinking ahead and learning how to play out those decisions in your mind. Whenever possible, do your best to think long-term rather than short-term. That approach will help minimize crisis situations where you feel compelled to make a quick decision to solve one problem, while creating a new problem in the process.

Good decision-making is an integral part of strategic planning. It allows you to make decisions before they have to be made, relieving the stress of making snap decisions under pressure. While this isn’t always possible because of changing conditions and unforeseen emergencies, the idea is to control the fire drills to a manageable level.

Independent Goals

The goal is to make decisions that are not influenced by the noise and uncertainty of current events. That doesn’t mean that decisions should be made in a vacuum. The idea is to separate your decision-making process as much as possible from external forces that might unknowingly steer you down the wrong path.

You want your choices to be made based on facts that you consciously evaluate in a proactive manner, rather than reacting to what you see happening around you. Take control of the process instead of responding to it.

Planning

A plan is essentially a series of interlocking decisions made in advance. The best plans can be easily modified, and it’s a good idea to identify “off-ramps” when key decisions must be finalized before proceeding to the next one.

The plan should have a milestone schedule that allows measurement and comparison of actual performance. If a milestone is missed, you can take corrective action before it severely impacts future milestones.

Small businesses shouldn’t be intimidated by the term “strategic plan.” It doesn’t need to be complicated and polished. Something as simple as a spreadsheet with a series of intended actions and accompanying schedule can serve as an operating plan. An informal plan is far better than no plan.

Converting plans to action

No business plan will cover every decision you make or every contingency. Any plan that’s too detailed will prove cumbersome and difficult to implement. There’s no point in spending a lot of time on something that you won’t use on a regular basis.

When faced with an important decision, consult the plan to see if you’ve already addressed it. If not, study the plan to see how possible decisions might affect the overall plan. This will help you to avoid making a decision that jeopardizes your long-range thinking. Develop workarounds and consider alternatives that fit the best and still accomplish your objectives.

Don’t let an emergency shake you from your plan. It may help you find a solution that solves the immediate crisis, while still allowing you to recover downstream. Decisions made randomly will often conflict with each other and will make recovery that much harder.

Maximizing Resources

Your time is your most valuable resource, and time is money. Wasting either will hurt your bottom line, or could kill your business. Good decisions made in an orderly and thoughtful way will help to maximize all your resources and profits along with it.

This is especially important when evaluating decisions like expanding your business, changing locations, borrowing money, hiring employees, adding products, and finding new suppliers. All of these actions are interrelated, and how you decide on one will affect the others. You will make the best of limited resources by laying out a plan that addresses all of the relevant issues and factors. From this will come the decisions that need to be made to set the plan in motion.

Types of Decisions

Strategic – These decisions are overarching and are focused on the long-term. For example, determining the future direction of your business and the types of products would be strategic decisions. They inherently involve risk-taking, minimal structure, and a higher level of creativity than other decisions. They should always address your critical objectives, business philosophies, and company values.
Tactical – These are mid-level decisions with a medium-range timeline. For example, if you made a strategic decision to produce a new product, tactical decisions would include how to produce it and what suppliers are needed. Tactical decisions support the implementation of strategic plans.
Operational – These are day-to-day decisions that are focused on the short-term and usually have immediate impact. Larger companies deal with many of these decisions by issuing policy manuals for various aspects of their business. Small business owners normally make these decisions on the fly, but should be careful not to make higher-level decisions the same way. While mistakes in operational decisions can usually be corrected, it’s much harder to turn around strategic decisions that have long-term costs and consequences.

Process & Techniques

Here are some steps to consider for the more important decisions you make:

Define the specific issue and its importance
Determine the date by which a decision must be made
Collect all relevant facts and data, and rationale behind them
Seek the advice of people you trust and brainstorm multiple alternatives
Evaluate the pros and cons of possible solutions
List and challenge all assumptions
Think top-down and then bottom-up
Analyze options, but don’t over-analyze to the point of decision paralysis
Avoid compromise and select the best option
Sleep on it, then do a sanity check on your decision
Explain the results to those who have a need to know
Manage implementation and perform follow-up

Summary

There’s no blueprint for decision-making that works for everyone. In many cases, you won’t have the data you think you need to make an informed decision. That’s where experience becomes an invaluable asset in the decision-making process. The longer you’ve been in business, the more likely it is that you’ll face decisions and obstacles that are similar to what you’ve seen before.

Don’t make it more complicated than it needs to be. Trust your instincts and intuition, and don’t be afraid to go with your gut when making a close call. Sometimes the worst thing you can do is delay an important decision or hesitate in a crisis. Be proactive, take your best shot, and review the results as events progress. If you later find you made a mistake, admit it and take corrective action.

Michael Sanibel is a freelance writer specializing in business, marketing, personal finance, law, science, aviation, sports, entertainment, travel, and political analysis. He graduated from the United States Air Force Academy and is also licensed to practice law in California and New Hampshire. Michael wrote this feature article exclusively for Debbie May.com (www.DebbieMay.com), an organization dedicated to helping small businesses succeed.

Artisan Spotlight: eden. - Natural Bath & Body From Maine

noreply@blogger.com (Robin M Lenhard) — Mon, 23 Jan 2012 23:34:00 +0000

As its name might suggest, eden is a paradise for natural, hand-milled bath & body products. You'll find all manner of natural goodness there: Dead Sea Bath salts, luxurious hand creams, “scent-sational” body lotions, moisturizing lip balms, and more!

Born in the creative, artist-friendly, seaside city of Portland, Maine, eden’s roots began to take hold in 2007, with the making of an online lip balm recipe for holiday gift giving, and quickly expanded into new products, and new ideas. Word quickly spread about the quality and effectiveness of these creations and--after many years of requests, product formulation, and reformulation—the line is finally available to the public!

Although not a native Mainer, eden’s founder Elise Loschiavo honors the culture that is so prevalent there as home to such natural product pace-setters as Burt’s Bees, and Tom’s of Maine. She keeps a close eye on ingredients, ensuring that all are paraben- and cruelty-free, with no toxic preservatives. To distinguish her from the many others in her area making natural soaps, it was her considered decision to—instead—focus her business on creating other bath and beauty products, and filling a niche. After launching the brand officially just last February, Elise admits the pace has been dizzying.

Juggling two full time jobs, and running her business from a one-bedroom condo keeps Elise hopping. By day, she works in marketing for a regional restaurant chain, and brings that acumen to eden. She’s been successful in securing quite a few wholesales accounts, including Abe’s Market--a national retailer for natural care products. Her goods are also featured on “My fresh Maine”--a new website which ships Maine-made products all over the country. Her best sellers, she reports, have been face cream, lavender lotions, and her sugar cubes and scrubs. She also sells her products at fine spas and independent retailers throughout Maine as well as online via Etsy, selling to customers as far away as Singapore.

To prepare for her first real holiday season, she started production in September and never looked back. Now, she’ll assess what sold best, identify trends, and set her plans in motion for the coming year. One of the things she’d like to focus on is developing custom products and more special order business for weddings, baby showers, or other functions. Also on her hit list for 2012: getting business insurance, trademarking her brands, and building a full retail website.

The Keys to Leadership and Management

noreply@blogger.com (Michael Sanibel) — Wed, 18 Jan 2012 12:32:00 +0000

While “leadership” and “management” are sometimes used interchangeably, they are discrete concepts that complement each other. If you’re running a small business, you’re already intimately familiar with the management skills needed to be successful. If you never had the opportunity to study business in school, you probably acquired your management style and skills by trial and error, and through on-the-job training. There’s nothing better than the school of hard knocks to instill important lessons that will never be forgotten.

Good management is one key to your success, but what about good leadership? Is leadership important if you are a sole proprietor, or only have one or two employees? The answer should be a resounding “yes.” The best time to develop your leadership abilities is when you are starting out and have little or no staff. The people who will notice are your clients, customers, suppliers, and bankers. You’ll earn their respect if you conduct business in a way that inspires confidence and trust. This will make it far more likely that they will go out on a limb to help you when you find yourself in a pinch.

Overview

Think of leadership as a process of developing a team that will work together to achieve personal goals and company objectives. That team should include everyone inside and outside your company that you depend on to succeed. The best leaders act in terms of “we” rather than “I.” The idea is to share a common vision and get all the members of the team to buy in to the tough decisions made at the top. It’s important that all the team members believe that the company’s survival and success depend as much on them as it does on the owner or boss. They will make sacrifices for the sake of the team so long as they see sacrifices being made at the top.

One of the primary differences between management and leadership is that management can be delegated but leadership cannot. Management provides the necessary organization, structure, and stability for operating a business. Effective managers prioritize tasks and ensure that capable people are available to perform them. They delegate those tasks and supervise and monitor the performance of the team as the tasks are completed.

While managers are process-oriented, leaders should be focused on the big picture. They provide the atmosphere and inspiration for people to prosper through innovation, creativity, and self-motivation. While managers may issue instructions on what needs to be done, leaders are focused on uniting and guiding the team without actually controlling it. The common vision must come from the top, so delegating it is not an option.

Leadership in Business

One reason why business leadership often takes a back seat to management is that leadership is usually associated with the military and politics. Most of us can easily create a list of our favorite generals and presidents because we associate their positions with the essence of leadership. Because of constant threats posed by others around the world, we want strong leaders in charge of our government and armed forces. Ask anyone to name great leaders and they will invariably list people who rose to prominence during periods of war, turmoil, or other national crises.

When we think of corporate CEOs, we usually think first of their ability to effectively manage their companies. While this is important, their ability to lead and inspire their employees can be even more critical to the company’s success. This concept was concisely captured by General George Patton when he said “Don't tell people how to do things; tell them what to do and let them surprise you with their results.” When leading men into battle, he relied on them to come up with the best way to accomplish their mission. He knew that the best laid plans couldn’t account for every obstacle they would face, and that the men had to adapt and alter plans as conditions on the ground changed.

Patton’s philosophy also applies to running a business. If people are allowed to innovate and find solutions to problems on their own, the payoff is a nimble workforce that is prepared to attack the most difficult challenges. This approach also prepares them to make intelligent, well-informed decisions based on all the facts available.

Setting the Example

While no two leaders are alike, they should both have at least one thing in common. Setting the example for others to follow is probably the most critical trait of a good leader. That concept is even more important during difficult economic times when uncertainty rules, and people are concerned about losing their jobs. If a leader is honest and acts with unquestioned integrity, people are more likely to rally around and do whatever it takes to help the entire team. It’s a lot easier for an employee to accept a pay freeze or cut if the boss accepts a much bigger percentage cut. They simply want their interests protected as much as those at the top.

Setting the example means you will willingly do everything you ask your people to do. You set the standard for performance and ensure they have the tools and training to succeed. If you treat them with respect, you have a far greater chance of earning their respect. These are timeless principles that form the bedrock of great businesses around the globe.

Real World

Management and leadership both have vital roles in running a profitable business, regardless of its size. If people have the right resources and a leader who coaches and motivates them to be the best they can be, there’s virtually no limit to what they can accomplish. Set high expectations and you will be rewarded with matching achievements. Acknowledge and reward those achievements and more will follow.

There’s no magic formula for a great leader, and some would argue that leadership ability is something you acquire at birth. That’s debatable, but that shouldn’t stop you from doing what you can to develop and hone your leadership skills. Be decisive, exude confidence, champion change, and think outside the box. As General Patton once said, “If everyone is thinking alike, then someone isn’t thinking.”

Michael Sanibel is a professional writer and communications consultant specializing in business, marketing, personal finance, law, science, aviation, sports, automobiles, entertainment, travel, and political analysis. He graduated from the United States Air Force Academy and is also licensed to practice law in California, New Hampshire, and the U. S. Supreme Court. Michael wrote this feature article exclusively for Debbie May.com (www.DebbieMay.com), an organization dedicated to helping small businesses succeed.

Effective Retail Pricing Strategies

noreply@blogger.com (Debbie May) — Wed, 11 Jan 2012 14:13:00 +0000

This is the second section of a three-part series on how to determine pricing for your bath and body products. In the first post we discussed wholesale pricing. This article will cover retail pricing. The final post will cover craft show pricing.

Converting Wholesale to Retail Prices

So by now you’ve determined your wholesale pricing. For the sake of your business’ growth, you won’t want to sell to everyone at wholesale prices. Why? There are several reasons you should not sell wholesale to the masses. First, you are cheating yourself and your business out of retail pricing profit.

Secondly, should you later decide to wholesale your products, retailers will not carry your line if you are retailing at wholesale prices. Third, by selling at retail prices, you will have enough margins to have an occasional sales promotion and still make money. Lastly, you’ll be perceived as more professional if you price correctly.

To mark up to retail, take your wholesale and multiply it by at least 2 times (known as “keystone”) or up to 3 times. Be sure to allow for the allotted research to determine how much your fixed wholesale price should be set. Retailers are going to take your wholesale price and mark it up by 2.2 – 2.5 to cover the shipping costs of your products.

Example

Wholesale 8 oz. Body Lotion = $5
Suggested Retail Price at 2.2x Wholesale = $11
Suggested Retail Price at 2.5x Wholesale = $12.50

If you are new to working with retailers, it may seem at first glance that they are making an incredible profit selling your product. But consider that retailers also have their own overhead as well as advertising, store theft and in-store breakage or damage to merchandise to account for their own markups. Instead of focusing on the money that retailers are making off of your product, instead think about the time it would take for you to sell the same merchandise on your show schedule or online.

Retail Competition

Retailers have challenges that impact us as wholesalers. First, there is a great deal of competition between retailers in close proximity such as the same neighborhood or small town. Each retailer spends significant time selecting merchandise that reflects the tastes of his or her customer base. As a result, for the most part, retailers want to represent lines that are not in neighboring and competing stores. For that matter, you’ll want to offer exclusivity on your line to one retailer per town (if it’s small) or section/neighborhood if it’s located in a city.

Second, retailers do not like to compete with crafters in such venues as craft fairs or online sales. It is not favorable for a crafter to undercut retail prices at a nearby craft show when a store in the same town just purchased $500 to carry your line. Suddenly you’ve become additional competition for the retailer.

Another challenge for retailers is crafters who also sell online at their business website or other websites such as Etsy or Artfire for less than the suggested retail price. Pick up most products in a retail store and you’ll see a price tag placed prominently over the manufacturer’s website address. Retailers don’t really like the idea that their vendors sell online as they view it as tough competition.

Most store owners are concerned about savvy retail shoppers who purchase a product in their shop and then visit the website shown prominently on the label. Shoppers will be the first to let retailers know if they feel as if they were overcharged for an item. Such research can be done “realtime” in stores now with many smartphone applications that allow shoppers to do a quick price comparison prior to making a purchase. A shop owner who is reprimanded by a customer for their high prices is soon-to-be a shop owner who will be upset and most likely no longer be your wholesale client.

If you choose to sell online, sell at suggested retail prices and if retailers refer to it as competition, mention that there is a vast difference from purchasing online such as shipping time and shipping charges that aren’t encountered with brick and mortar store sales.

Doing the Sidestep: Offer Different Product Lines

There is the occasional situation when a crafter chooses to wholesale a line nationwide that perhaps the suggested retail pricing cannot be justified for its local market. In these cases, one option is to split a collection or create a new collection. One collection will be for wholesale only and the other for retail only. Create two lines, at two different price points, aimed at two very different customers.

For example, think of the fashion industry where a particular designer may have a couture line sold in high end boutiques and another completely different line sold through mass merchandisers or discount stores. For bath and body, incorporate unique scents or designs. Change the packaging and labeling so that the lines are completely different and non-competing. Each line must serve its own purpose.

Be sure to avoid comparisons between the two lines. Consider two brands – one for wholesale only and one for retail. Again, incorporate research into the project and carefully choose its price points and determine which products will sell best in each environment.

The only caveat is that you’ll need to keep up with production and inventory on two lines, which can be a daunting task. It may be easier for an established business to launch a new line rather than a new business launching two lines simultaneously.

As you are pricing your product for retail, remember to:

· make sure you mark up your wholesale prices to retail prices

· make sure you are not putting yourself in a position of being direct competition for the retailer you are selling to

· if you find yourself in that situation, if possible, create two different product lines so that one can be sold at wholesale and one can be sold at retail so that your retailer does not feel threatened

_________________________________________________

Marla Bosworth is the CEO and Founder of Back Porch Soap Company,

(http://www.backporchsoap.com) She teaches group and private classes on how to make natural skincare products in Boston and NYC. Ms. Bosworth also provides product, brand and marketing strategies for handmade beauty companies. Marla wrote this feature article exclusively for Debbie May.com (http://www.debbiemay.com/), an organization dedicated to helping small businesses succeed.

Five Steps to Successful Business Planning

noreply@blogger.com (Debbie May) — Wed, 04 Jan 2012 19:38:00 +0000

As we enter the New Year, small business owners everywhere commit to a more stringent plan to increase profits, achieve life balance and mold their business into something that actually resembles their vision. It’s a ritual, so to speak, that helps us to feel good, renew our passion and hold on to our hopes for positive change. But how long does the uplifting effect of this annual ritual last - and why does the plan often fail?

There are three primary reasons that the well-meaning entrepreneur is unable to bring their plan to fruition: lack of funding, lack of time, and lack of proper planning. The irony here is that without a viable plan in place, funding and increased revenues will not find their way to your business. And, without more money for additional resources you will continue to remain deeply ensconced IN your business instead of running your business from the helm. This may feel like a safe comfort zone for you but realistically you could get stuck on this hamster wheel forever!

But don’t despair! I have helped hundreds of exhausted business owners to escape the hamster wheel and you can too! It begins with the plan.

Your plan must be achievable, actionable and measureable. Let’s walk through the steps to lay a solid foundation for growth – and sanity! Remember, if you are in a growth-phase and ready for outside financing, you will need a more robust plan.

Step one: Your vision. Where do you see your company in five years from now? Without a proper destination, you don’t have a roadmap and will continue to go around in circles. Are you building a company that you hope to sell someday? Do you simply wish to earn a good living? Will you increase, or bring on, employees at some point? It’s important to have a clear five-year vision and to keep it present in all of your planning and execution. If you don’t know what your vision is, don’t go any further until you establish it. Daydream, talk to creative friends or a mentor or coach. Journal about what your life will look like in five years from now and think big to establish ways that your business can support your dreams.

Step two: The Operations plan. Identify what you need to have in place to achieve your vision. Will you add products or services? Do you need a more robust website? Will you require additional office or retail space? Are partnerships in the picture?

Now identify what resources are required for you to achieve your five-year plan. Don’t forget the most important resource; human resources such as employees, contractors, mentors, and coaches.

Step three: Financials. A critical component of your roadmap is financial planning, which many small business owners avoid. It can be intimidating to look at the numbers, I know. But if you neglect this piece of your plan you will continue to fall short on everything else. Learn how to construct and understand a profit and loss statement. You can find free resources to educate yourself in many places. For women, a local Women’s Business Development Center may be an option. There are also free services at your local S.C.O.R.E. office - and endless information online. Don’t forget your small business accountant as a very valuable resource. If you don’t have one, include that in the plan as well!

As you create your financial projections, set target points that will tell you when to initiate the next steps of your plan. For instance, if you would like to bring on your first employee or purchase a new piece of equipment, what revenue point will enable you to do that? Understanding this aspect of business planning will ease decision-making exponentially because you will know what to do and when to do it.

Step four: The one-year model. To get from point A to point Z you must break down everything in between. What will you achieve in the coming year? See your plan as a staircase with four landings and your vision of financial freedom at the top. Each landing represents the completion of a phase of the plan and the start of a new year. Each step represents an action, taking you closer to the next year and ultimately your five-year vision.

Step five: Marketing plan. Social media makes marketing much more accessible and affordable than ever before. It’s critical that you have a social media plan; your clients and your competition are all there so you must show up as well. But try not to limit yourself to one marketing vehicle. Identify as many marketing resources as you can and choose at least four new approaches to work with; one per quarter. Add these to your ongoing marketing plan to boost your brand and presence in the marketplace. So, your ongoing strategy may include some aspects of social media, public speaking, search engine optimization, and networking, for instance. Now choose four new approaches like print ad, couponing, contests, and direct mail. Create a marketing calendar and schedule these new strategies, one per quarter.

This is a foundational plan; from here you can expand and grow. Most importantly, don’t try to do it alone. Successful people have coaches and mentors. They surround themselves with other success-minded individuals. Stay connected, take care of yourself and don’t be afraid to dream.

Happy New Year!

________________________________________________________________

Marla Tabaka is a life & business coach who inspires entrepreneurs around the world to attain what she calls, The Million-Dollar Mindset. As a result, many of her clients have achieved – even surpassed – the million dollar mark in annual revenues and are living the life of their dreams. In addition to running a thriving practice, Marla is a columnist for Inc. Magazine on-line, and hosts two international on-line radio shows, The Million Dollar Mindset and Million Dollar Mindset Tapping. Marla wrote this feature article exclusively for Debbie May.com (http://www.debbiemay.com/), an organization dedicated to helping small businesses succeed.

4 Year End Money Moves - For Work at Home Moms

noreply@blogger.com (Debbie May) — Tue, 13 Dec 2011 17:52:00 +0000

If you make money as a work at home mom, now is the time to add “taxes” to your endless list of things to do. While you should always consult a qualified tax professional to guide you in your self-employed tax obligations, there are four critical money-moves you should make before year-end, to maximize your work at home mom tax benefits.

Invest in your golden years. When you are a stay at home working mom, retirement is one area where Uncle Sam is on your side, so use the benefit to your advantage. Self-employed individuals can establish either a simplified employee pension plan (called a SEP-IRA), to make retirement contributions up to 25% of self-employment net earnings, or a SIMPLE IRA Plan, which allows for contributions up to $11,500 of your 2011 self-employed net earnings. Research plans thoroughly to determine which will suit your needs best, but compared to a traditional IRA (which has a maximum contribution of $5,000 or $6,000 depending on your age), the tax benefits are worth the research. You should also confirm when you can contribute for the 2011 tax year; many IRA plans allow for contributions until April of 2012, while 401K and 403(b) plans usually require that eligible funds be invested by December 31^st of this year.

Check in with the doctor now. If you’ve been putting off a trip to the doctor, optometrist or dentist and you have a flexible healthcare spending account (HSA) with unused funds in 2011, make an appointment now to see your medical provider before the end of December. These accounts are “use it or lose it,” and many doctors become tough to see during the holidays. If you don’t have pressing medical needs, but you do have money in an HSA, use the remaining balance to refill recurring prescriptions that you know you’ll need.

You should also take a moment to add up your medical receipts for 2011. If you have medical expenses that were not reimbursed and they total more than 7.5% of your adjusted gross income (AGI), they may be tax deductible. If you have a pending procedure and the cost of it will push you into the deductible range, it may be worth taking care of before year-end.

Invest in education. If you or anyone in your family has plans to attend college, contribute to a 529 Savings Plan in 2011 (contributions must be postmarked by Dec. 31). Whether you will use the money in the near future, or years from now, there are no federal or state income taxes on the earnings, as long as the cash is used pay for an education-related expense like tuition, room and board, or books. Depending on the plan you choose, your contribution may also qualify for a state income tax deduction.

Make time work for you. If you plan to buy supplies and equipment for your business, make the purchases before year-end. Likewise, delay December billings until January, 2012.

Wholesale Pricing Is Laying Your Foundation

noreply@blogger.com (Debbie May) — Fri, 09 Dec 2011 17:25:00 +0000

This is the first of a three-part series on how to determine pricing for your bath and body products. This first post will discuss wholesale pricing, while the second and third posts will discuss retail pricing and craft show pricing, respectively.

Correct wholesale pricing is essential when selling to stores. Retailers depend on wholesalers to know their margins and bottom line. Wholesale pricing really is like laying your foundation.

Retailers take wholesale prices and mark them up at least 200%. This is known as “keystone.” If a soap wholesales for $3.00, the retailer will multiply it by 2, or even by 2.2 (to offset shipping of their order or to offset their overhead). Your $3.00 soap is now sitting on a retail shelf with a price tag of $6.00 to $6.60.

Why take the time to get it right? Without determining profitable wholesale markups, it won’t be long before you start to notice there isn’t enough money to keep your business running. This is a dangerous trap to fall into. Try telling retailers that prices were incorrectly set and that they need to pay 20 percent more on future orders. That would fly like a lead balloon, as word spreads quickly among retailers and you wouldn’t be losing just one customer.

Pricing is one of the most important areas of running a successful business. As much as we have a passion for what we make and do, what’s the point if we aren’t making a profit to stay in business next year? We want to be in business for years to come, so plan accordingly when it comes to profit margins. The benefits of setting correct wholesale pricing is that there will be no surprises – for you nor for the retailer.

Determining Product Markup

Let’s take a look at the cost analysis behind pricing. There are four areas of costs you must research:

Cost of Goods (COGs)
Overhead (The cost of doing business: heat, electricity, internet, telephone).
Shipping (Getting COGs to you.)
Labor

Cost of Goods

First, add your cost of goods for one product. This is the sum of your ingredients (plant oils, melt and pour base, colorants, essential or fragrance oils, additives, packaging and labeling) for one product. For example, cost of goods for one, four-ounce bar of melt and pour soap would include the melt and pour base, colorants, fragrance, additives, plastic wrap and label.

The easiest way to determine cost of goods is to break down how much it costs to make a batch of your product. If you typically produce 24 bars of soap at a time, add the ingredients and packaging pricing to determine how much it costs to make it. Then divide the total number by 24.

Example:

16.80 (COGs) for 24, 4 ounce bars of melt and pour soap, wrapped and labeled.
16.80 divided by 24 = $0.70 per bar.

Shipping

Calculate the shipping paid to receive the cost of goods. This can get a little tricky, especially if you are using a small amount of fragrance and colorant for your batch. If your supplier offers free shipping there is no need to include this calculation.

In the sample equation we will use $0.10 per unit for shipping.

Overhead

The overhead of your business is the ongoing expense to run it. The easy way to determine what goes into overhead is to ask whether it contributes directly to profits. If it doesn’t, then typically it goes into overhead. Included in overhead is the business portion of your mortgage or rent for the year along with insurance, electricity, supplies, telephone, heat, repairs, legal fees, advertising, and so on.

The thought process behind including overhead pricing in your products is that each item that you sell must contribute to paying for the necessary cost of running your business (not including labor).

Add up the overhead for one year and divide it by the number of units to be sold in that year. The example below shows the importance of keeping your overhead low. Overhead adds up quickly over the course of 12 months. In addition to COGs, it’s one area for you or your accountant to keep close tabs on throughout the year – not at year-end when it’s too late to pull in the reins on spending.

Example

$4,000 divided by 30,000 units sold = $0.13 cost per unit
$20,000 divided by 30,000 units sold = $0.67 cost per unit

Labor

Even if there are no employees at this time, plan ahead. By adding labor into your costs, you’ll at least pay yourself per unit sold. This exercise will also help you understand what you could afford to pay someone to produce your products.

Remember to determine labor per product. Labor is based on time, so calculate how long it takes for you to produce a batch of product from start (prep) to finish (through cleanup and packaging/labeling).

For example, a production run of 100 bars of soaps takes five hours from start time to last bar wrapped and labeled. At $10/hour, labor totals $50 for 100 bars. Divide $50 by 100 and the labor cost per bar of soap is $0.50 per bar.

Again, this is an area that can be an eye-opener if you haven’t previously calculated your labor costs. Some products require very little labor, while others are very labor-intensive.

Remember to calculate for each product that you sell (soaps, scrubs, creams, etc.).

The Formulas

Now that you’ve put your blood, sweat and tears into determining your COGs, Shipping, Labor and Overhead, it’s time to put those numbers to work.

Here is one formula to help you determine your costs:

(Cost of Goods + Shipping + Overhead) = Cost

Simply multiply your cost times two to start with your wholesale price minimum. Remember, this is starting point and you can pad your wholesale price if your target market will pay more.

Cost x 2 + Labor = Wholesale Price (minimum)

This is an example based on the cost of a 4 oz. melt and pour soap bar:

($0.70 COG + $0.10 Shipping + Overhead $0.13) = Cost $0.93
Cost ($0.93) x 2 + Labor/bar $0.50 = Wholesale $2.36/bar

If wholesale is $2.36/bar, profit will be $0.93 per bar (after deducting labor). Or, to round it up, if wholesale is $3.00/bar, the profit will be $1.57 per bar.

Here is an easier formula to help you determine your costs. If you are a startup, and aren’t sure of your overhead prices, simply figure your wholesale price based on this formula:

(Cost of Goods + Shipping x 3) = Wholesale

Or

(Cost of Goods + Shipping x 3.5) = Wholesale

Remember that these formulas are simply helpful guidelines. It’s helpful to know that this is the minimum price for wholesale. You can always mark up your prices further. Take your target market and the perceived value of your product into consideration when it comes to determining wholesale price.

Wrapping It Up

Determining costs and putting pen to paper can definitely be a tedious task. But as we’ve discussed, it can show the difference between a profitable company and one that is not. Don’t run your business in the dark or into the ground. Don’t be afraid to shine some light on where your company stands in regards to product profitability.

Stay tuned. The next blog post in this series will shed some important light on what you need to know about retail pricing.
_______________________________________________

Marla Bosworth is the CEO and Founder of Back Porch Soap Company, http://www.backporchsoap.com She teaches group and private classes on how to make natural skincare products in Boston and NYC. Ms. Bosworth also provides product, brand and marketing strategies for handmade beauty companies. Marla wrote this feature article exclusively for Debbie May.com (http://www.DebbieMay.com), an organization dedicated to helping small businesses succeed.

Debbie May's Update from DC

noreply@blogger.com (Debbie May) — Thu, 08 Dec 2011 19:26:00 +0000

I am back from Washington DC and wanted to provide you with an update.

Anne-Marie Faiola and I met with many members of Congress. We took pictures of how our customers make products as well as product samples. People we met with were very impressed to see how easy it was to make soap. When we presented them with industry demographics there were surprised to hear that there over 70,000 artisans/people/businesses making handmade cosmetics and over 50 suppliers serving the industry.

One high level staff person said:

“I am so appreciative that you have taken the time to travel to DC to educate members of Congress about your industry. I had no idea you existed and it is important we hear from you before it is too late and your industry is unintentionally hurt by legislation aimed at totally different issues. I can tell you that no one wants to put your customers out of business. We want them to be able to keep doing what they are doing. They are employing real Americans and helping their own lives. It is industries like this that are holding this country together. Your customers are living or trying to live the American Dream. We don't want to hurt that.”

While it is incredibly difficult to manage a company, family and travel to DC on a regular basis, it is exchanges like this that keep me motivated to continue to work hard for the industry.

What I did learn this trip is:

There are four pieces of legislation/draft legislation that our industry needs to follow:

The Safe Cosmetics Act 2011 - is a bill that was introduced early this year by a group of democrats. It is supported by the Campaign for Safe Cosmetics, Environmental Working Group as well as several cosmetic companies. This bill contains small business considerations that would exempt nearly all of our industry from registration, fees and burdensome paperwork. The bill is not supported by many large cosmetic manufacturers due provisions surrounding "ingredients of concern”. This bill is being informally called a “Consumer Oriented” bill. This bill appears to have very little house or senate support and will likely NOT move forward in the legislative process.
The second bill is not a current bill but instead a draft of a bill being considered. It is supported by the Personal Care Products Council, The Safe Cosmetic Alliance and many very large cosmetic businesses. While I have not seen the exact language of the draft bill (being told by industry contacts that I may not understand it and "get confused”). This draft bill has gone through several changes and at this time I am told it would have mandatory registration for all persons/businesses, no user fees, mandatory Good Manufacturing Practice Regulations and mandatory registration of cosmetic ingredients in each product formula. The concept of the draft has the support of some republicans but would currently have limited support in the republican house where the current culture supports less regulation and more small business support. This conceptual draft bill is being referred to as an “Industry Bill”. One driving force for this bill is concept of preemption. The bill would contain a preemption clause….which means that it if passed into law would override any state regulations. If this bill moves, it will likely be in the first half of 2012.
The third bill that was discussed is just a concept at this time. It has not even been written as a draft. The idea would be for a bipartisan bill that would try to bring the above two partisan bills together. It is my thought that this bill would be a resurrection of the FDA Globalization Act with some changes. It would likely follow the outline and process of the recent food bill. I have been told that currently there are more pressing issues facing the government than introducing this legislation. While a bipartisan bill may be on the radar, it is not a priority today.
The fourth bill would come out of the Senate. On this trip, I was not able to get any firm information regarding its existence in either a written, draft or concept form.

All in all it was an excellent trip. I was told on more than one occasion that the vast majority of elected officials want to help our industry from being accidental collateral damage b y new legislation. Making contacts with these officials and their staffers will prove helpful in the future. I will be making a trip to DC again in the first quarter of 2012. I look forward to keeping you updated and informed.

If you have questions, please feel free to contact me at Debbie@DebbieMay.com

Debbie May
www.DebbieMay.com

Conquering the Fear of Rejection

noreply@blogger.com (Debbie May) — Tue, 06 Dec 2011 01:01:00 +0000

For many small business owners getting their products and services into the hands of future customers is a challenge. Oftentimes, the number one reason for their struggle is the fear of rejection, which keeps them from stepping out to market their wares.

If you are representing a product you probably use it yourself and believe in it with all your heart. It’s difficult to understand why everyone wouldn’t feel the same way. And inventors have poured blood, sweat and tears into developing their products, not to mention their life savings! In both cases it’s natural to embrace your business as an extension of your very being. But to realize your dream of success, a separation of self and product is necessary. A simple shift in mindset will give you the courage and commitment to step boldly into the world of sales and marketing and move your product into the hands of the many customers who await your goods!

1. Remember that your cold call (or warm call) has three primary purposes and one desired outcome: To begin building a relationship; to move the person into a “contact later” list; or to take the disinterested party off the list altogether. Understanding this takes off the pressure of making a sale. It also gives you permission to embrace the fact that not everyone is the perfect candidate. This doesn’t mean that they don’t like you or your product; it simply means that the product is not right for them at this time.

2. Understand that you are speaking to a human being who has feelings, moods and fears, just like you. If you do encounter someone who is rude or unpleasant, consider that it is NOT all about you. Don’t take it personally! Most likely, this person’s mood has been pre-determined by all sorts of other circumstances. Allow them their space and get on with your day.

3. Take on the attitude that the phone call or initial meeting IS the success. You have taken a huge step! And the more often you do it, the higher your odds of success. Again, take the heat off by visualizing an outcome that is best for ALL concerned. Sometimes, a “no” is the perfect answer because the circumstances aren’t just right. It’s best to know this up front before you get into something that is doomed from the beginning. No matter what answer you get from your prospect, celebrate the fact that you actually made contact and you are one step closer to your ideal customer.

4. Work the numbers. Try to remove the emotion by seeing your phone calls and meetings as statistics. If you make twenty-five phone cold calls, odds are good that you will find one person who will want to learn more. Of course, this depends on the quality of your list and how many actual connections you make. The odds are the same for everyone; everyone gets the “no”.

5. Know that you are not alone. Did you know that 44% of sales people quit after the first “no”? Considering that 40% of all solid prospects say no at least once before buying, this is a sad statistic. You are not alone in your fear and frustration, but if you can buck up and be persistent you will succeed! Again, the proof is in the numbers!

No matter how emotionally connected you are to your product, it is only as good as your efforts to promote it. Respect your hard work and dedication to the product development by transferring the same determination to your sales efforts. You can do it!

__________________________

Updated Industry Survey & Debbie May's Trip to DC

noreply@blogger.com (Debbie May) — Sun, 04 Dec 2011 14:39:00 +0000

There are updated Handmade Cosmetic Industry Survey Results.

Click Here to view updated results

Click Here to take the survey (if you haven't already)

To date over 1900 respondents have completed the survey!

While I suspect this is a significant sampling of the industry, I will continue to update the results weekly for any changes.

I am happy to announce that Debbie May and Anne-Marie Faiola are together spending a very busy three days in Washington, DC next week. The purpose of the trip is:

To conduct face to face meetings with legislators. We want to hear what they have to say, where new cosmetic bills are going and explain the potential impact on our industry. From preliminary talks, it is clear that no legislator wants to hurt our industry….frankly many don’t know we exist and don’t understand what we do. They want to help us but do not understand how they can help. This is where we plan to help the industry.
To meet with influential members of congress that can help communicate and influence our position with legislators seeking direction.
To network with organizations that may be of help to our industry.

I want to personally thank you for participating in the survey. It helps us tremendously in providing insight into our industry.

In addition to the survey, Anne-Marie and I have agreed to pool our unique customer and sales data to help provide those in DC with an indication of industry size and economic impact. As you are aware, it is unusual for two competitors to share confidential business information. I hope it shows you how committed we both are to this industry.

If you have questions to comments, please feel free to email me at Debbie@WholesaleSuppliesPlus.com

Working Hard for Your Success!

Debbie May
http://www.wholesalesuppliesplus.com/
http://www.debbiemay.com/
1-800-359-0944

Government Grants

noreply@blogger.com (Michael Sanibel) — Tue, 29 Nov 2011 13:00:00 +0000

What you need to know before applying for a grant

There’s a persistent myth that grants are available to pay for all sorts of things and that just about anybody can get one. That’s not surprising since the media are full of misleading ads promising nirvana once you get your “free money” from the government.

While it’s true that grants never have to be repaid, they are only approved for very specific purposes. They provide an efficient means for the government to invest in targeted areas of the economy.

While grants are a great deal if you can get one, the devil is in the details. They are rarely given to individuals, and most often they support an objective that benefits the general public. So, it’s not likely that you’ll receive a new grant to start or expand a private business. The most common grants are for development of public facilities, infrastructure, education improvements, and certain research projects.

Background

The U. S. government grant program has existed for over fifty years. The funding is appropriated by Congress as part of the annual budget. The approved programs are listed in the Federal Register and the Catalog of Domestic Federal Assistance (CDFA). Cabinet-level departments administer the grants, including Health and Human Services, Agriculture, Housing and Urban Development, Education, Transportation, and Homeland Security.

The information contained in the grant listings includes the program summary, title, application deadline, administrative contact, budget, and sponsoring government department.

Qualification

Most grants are awarded to nonprofit organizations, academia, and state and local government organizations. Public, private, and independent educational providers are all eligible, as are legitimate research institutions.

An individual or small business can secure a grant if you benefit the general welfare and the service you provide is unique or not currently available. If the primary reason for the grant is to grow your business or enrich yourself, you won’t succeed. Your chances are much higher if the business is nonprofit and advances existing government goals that aren’t currently being satisfied.

Contrary to what you may have read or heard through the media, grants aren’t awarded to help people or businesses experiencing financial difficulties. The Small Business Administration may be an alternative source of assistance.

Types

Grants are funded in several categories including: agriculture, food & nutrition, business & commerce, employment & training, education, transportation, energy, science & technology, natural resources, environment, consumer protection, legal services, cultural affairs, social services, disaster prevention & relief, housing, health, and regional & community development.

Grants emphasize the goal of promoting the public good. This can be short or long-term, but you must be able to demonstrate reasonably achievable results. Common examples are a program to upgrade local streets and a program to help the unemployed retrain for new careers. On a larger scale, the goal could be to revitalize a depressed area in order to attract and stimulate new business development and construction.

Application

Getting a grant is not easy. The application process is so complex that most organizations hire professional writers who have the training and experience to construct successful proposals. The proposal specifications and requirements are very detailed, so careful research and adequate planning are necessary to ensure full compliance. Unless you possess the right skills, it’s worth it in the long run to pay someone to do it right the first time.

Allow plenty of time to draft and review the proposal. Start by reviewing the CDFA which contains an abundance of information to guide you. It’s important to understand the entire process before you start, as well as all the performance and reporting requirements. You should also check the website of the government agency that will sponsor your proposed grant. From there you can establish direct contact with the department that will process your application.

Advantages

Excellent source of financing during tough economic times
Doesn’t have to be repaid
Credit rating is irrelevant
Grant is essentially a gift and carries no tax consequences
No limit to how many grants you can apply for
Large amounts of funding are available for the right projects
An approved grant gives an organization credibility and exposure, and may help it to raise private funding

Disadvantages

Depending on the purpose, it may be difficult to qualify for
Application process is complex and very time-consuming
Comprehensive business plan is required that includes a schedule, budget, and performance goals
Must follow strict spending rules and accounting regulations
Recipient is subject to regular audits and government oversight
Progress and financial reports must be submitted that may require the assistance of an accountant or financial expert
In some instances you may have to fund your operating expenses and then obtain reimbursement from the government

Pitfalls

Don’t be fooled by the ads that say anyone can get a grant. There are also unscrupulous companies that will prepare your application and promise you that it will be approved. Once you pay their bill, you’ll probably never hear from them again. No one can guarantee positive results.

With the national debt increasing at an exponential rate, the government is looking for ways to reduce the rate of spending growth. With many demands vying for a smaller slice of the overall budget, the competition for grant money is intense. It’s likely that grant funding could shrink as politicians look for ways to offset the huge increases in federal spending.

Summary

If you are serious about getting a grant, consider hiring a professional to assist you. You need to submit an application that meets all the criteria and grabs the attention of the reviewing authorities. You want yours on the top of the pile.

Also remember a grant is not a benefit or entitlement, and it comes with a lot of strings attached. It’s a quid pro quo arrangement that requires you to perform your obligations in exchange for the money. The government wants a verifiable return on its investment, and you could be subject to legal action if you don’t hold up your end of the bargain.

Related Links

Government Grants
Federal Register
Catalog of Federal Domestic Assistance

________________________________________________
Michael Sanibel is a professional writer and communications consultant specializing in business, marketing, personal finance, law, science, aviation, sports, automobiles, entertainment, travel, and political analysis. He graduated from the United States Air Force Academy and is also licensed to practice law in California, New Hampshire, and the U. S. Supreme Court. Michael wrote this feature article exclusively for Debbie May.com (http://www.debbiemay.com/), an organization dedicated to helping small businesses succeed.

Artisan Spotlight: Jacque Jones-Gross - face.body.feet

noreply@blogger.com (Robin M Lenhard) — Mon, 28 Nov 2011 13:33:00 +0000

Like so many of our generation, I suppose, Jacque’s spark of inspiration came from Martha Stewart.

An exploration of the lifestyle diva’s bath tea recipe led her down the fragrant path and into the addictive world of handmade bath and body products. “I have always been an entrepreneur—never wanting to work for someone else—always wanting to have something that is mine. I've always had a thing for arts & crafts, but I never thought about it being something that I would actually start a business with.” Well, not until last spring.

Not even a full year in, she already has big plans. Warm support from family, friends, and her customers have encouraged her to ramp up her efforts to attract wholesale accounts and to get her website up and running. “I can be very impatient at times for things that I want so much, but I know with face.body.feet, patience will be my virtue.”
“Even though I haven't been in business long, I am constantly evolving as I tweak my packaging, my labels, and my recipes. I strive to use natural products in as many of my products as possible, and am always looking for new items to add to my collection which include body butters, foot soaks, scrubs, soaps and more. The thing that keeps me evolving and expanding is that I want the day to come where I can do this full-time and put 100% time and energy into it and not have to spend 8 hours at a regular ‘day job’."

Recently, she was contacted by Time Out New York magazine for an online article they were working on—“Local Fragrances" from New York City businesses. They’d scouted her out on Etsy, and wanted to see some samples. Her Vanilla Sandalwood cologne oil was featured on August 5, 2011. “I ran around the house screaming! I called and texted everybody! I just couldn't believe they featured me, when there are so many bigger and more well-known brands out there in New York City, and only 4 months after starting!”

“When I began, I wanted create fun, easy-to-use bath and body goodies to pamper myself with at home. I fell in love with my creations so much that I had to share them! I love using natural, fun, fruity, flirty, and sometimes naughty—and I love to throw in fun colors. Knowing that the ingredients come from mother earth makes them so much more fun to use.”

ROBIN M LENHARD is a freelance business writer and craft artisan, based in Buffalo, New York, and is a board member of Artists in Buffalo, Inc.. Robin wrote this feature article exclusively for Debbie May.com (http://www.debbiemay.com/), an organization dedicated to helping small businesses succeed.

Your Invited: New Cosmetic & Legislative Forum

noreply@blogger.com (Debbie May) — Tue, 15 Nov 2011 21:40:00 +0000

Debbie May's Cosmetic & Legislative Forums

It is clear that once again things are going to heat up the first quarter of 2012. I have several legislative trips to Washington DC set up between now and the first of the year so that we can lay the groundwork for 2012.

There is one bill I am trying to help improve and three draft bills I am hoping to influence so that our industry is not negatively impacted.

In an effort to put good information in your hands, I have started a dedicated forum for Cosmetic & Legislative topics. This site will act as a clearing house for information on all state and federal cosmetic legislative topics. It will store historical information that can be used in future dialogue. It is my desire that the site is as transparent as possible and a place where you can find answers.

If you are interested in following legislative information for our industry, I hope you stop by and join the Cosmetic & Legislative Forum. Consider posting questions and contributing to the content.

You can view the new forum here: http://cosmetic-legislation.debbiemay.com/

There is also a link at the top of the Debbie May.com website here.

Best Regards,

Debbie May
www.DebbieMay.com

Artisan Spotlight: Katie Hart - Hart's Handmade Naturals

noreply@blogger.com (Robin M Lenhard) — Mon, 14 Nov 2011 12:20:00 +0000

Katie Hart’s passion for soap and body scrub making grew out of her love for creative cooking. “I love to cook and love coming up with different recipes, and all the wonderful flavors that go well together. Soap-making is creativity at its finest: not only do I get to come up with wonderful exotic oil blends for the body butters and salves, but I get to figure out what essential oil blends evoke what mood.”
Although she’s kind of new on the scene she’s already learned a lot, not the least of which is “don’t put so much pressure on yourself; take each day as it comes.” She admits to being a bit ‘all over the board’ when she started. “I wanted to make too many different things—scrubs, bug spray, laundry detergents—and spent perhaps too much time and money on them. Now I know I need to narrow the focus.” She’s concentrating on sticking with core business and building those sales.

It was only about a year ago that she decided she wanted to sell goods at her local farmers’ market and settled upon soap, using only naturally-derived ingredients—organic whenever possible. This summer was her first selling season, and the response has been great. She was contacted by the Duluth Trading company – a catalog sales company based in Wisconsin – who wanted to carry her Gardeners bar, which will be featured in their upcoming 2011-2012 spring summer catalogue. Her products are also featured in the gift shop at Pitchforks & Tablespoons—a restaurant that grows its own produce—in Austin, Texas, and has just submitted samples for consideration at her regional Whole Foods locations.

In just a few short months, she’s created some terrific signature soaps using detergent free melt and pour bases from Wholesale Supplies Plus: “Un-Green Your Thumbs” gardeners’ bar, “Honey, You're So Smooth”, “Snap Out Of It Citrus”, and “Calm It Down” with lavender, chamomile & gardenia.

Now that she is gearing up for her first real holiday selling season, Katie is getting excited! “This is more than a hobby for me; I really like my products and want to share them with other people.” She’s getting organized with new point of purchase displays, and is working on becoming part of a mail sampler program with a company called “Out of the Box”.

Hart's Handmade is a family business. “We feel good that we are doing our part to keep Mother Nature clean and healthy, and we hope to educate people on the many ways they can cut unnecessary chemicals and un-natural products out of their household.”

ROBIN M LENHARD is a freelance business writer and craft artisan, based in Buffalo, New York, and is a board member of Artists in Buffalo, Inc.. Robin wrote this feature article exclusively for Debbie May.com (http://www.debbiemay.com/), an organization dedicated to helping small businesses succeed.

The Ins and Outs of Bankruptcy

noreply@blogger.com (Michael Sanibel) — Mon, 07 Nov 2011 16:31:00 +0000

The decision to file bankruptcy should not be taken lightly. Other options should be considered including debt settlement, debt consolidation, financial counseling, and additional income streams. Going bankrupt has many long-term consequences that can’t easily be undone.

If you’ve exhausted your options and can’t see a way out of your financial problems, consult with an attorney who specializes in bankruptcy. While bankruptcy is usually a measure of last resort, once undertaken it will shield you from creditors and may save your business.

There are three primary forms of bankruptcy which provide different approaches to resolving financial difficulties. Chapter 11 is not addressed in this article because it is used mostly by large corporations. Careful consideration should be given in deciding how you will file.

Chapter 7

Chapter 7 essentially discharges most of your debts, allowing you to start over with a clean slate. With the exception of certain necessities of life that are exempt, your property is liquidated to pay off secured creditors by apportionment. Legal rights to pledged collateral are generally maintained by the secured creditors. Any remaining funds are applied to unsecured debts, such as medical bills, credit cards, signature loans, utility bills, and amounts owed to retailers.

Certain debts are normally not discharged, including alimony and child support, government-imposed fines and penalties, delinquent taxes, government education loans, and loans from tax-advantaged retirement plans such as 401(k) accounts. Chapter 7 is available to businesses and individuals, and once invoked, it can’t be used again for eight years.

Chapter 13

Chapter 13 is known as a restructuring or reorganization because the debt remains, but is paid off according to a revised plan approved by a court. Both businesses and individuals can qualify. Rather than discharging debts, payments are normally reduced and rescheduled to allow the debtor more time to recover. You retain your assets so that you can keep your business operating.

To qualify for Chapter 13, you must have an income stream that is verifiable and likely to continue for the foreseeable future. It must be sufficient to repay creditors based on the restructured payment plan. The secured creditors have priority over unsecured creditors when determining the proportional share of the projected income.

If payments are made as scheduled, any unsecured debt still remaining upon conclusion of the plan is discharged. Unsecured creditors cannot legally attempt to recover unpaid balances after discharge.

Set-off

If you have multiple accounts at the same bank, there is usually a right of “set-off” where the balance in a checking or savings account can be used to satisfy unpaid loans or lines of credit. While this is not a frequent occurrence, be aware that it can happen even if you don’t declare bankruptcy. The best way to counteract this is to establish a checking account with a bank where you do no other business, and put most of your cash in that account.

If you file for bankruptcy, a bank that holds your loans is likely to freeze all your accounts and impose a set-off to minimize its exposure. This could result in bouncing checks and more unpaid bills. The solution is to use the new account in a different bank for your current living expenses.

Mortgage

If you own a home, Chapter 7 will likely result in the sale of the home to satisfy all or part of the unpaid mortgage. The effect of Chapter 13 is more complex because the mortgage debt is not forgiven. Bankruptcy judges do not currently possess the power to rewrite a mortgage contract. However, a bankruptcy filing does put debt collections on hold and temporarily stops any foreclosure actions.

The judge does have the power to consolidate debt, including the mortgage, and devise a repayment plan that is administered by a trustee who distributes the money to the creditors. The borrower would no longer be making payments directly to any creditors, including the mortgagor. This helps you to focus on improving your financial circumstances since your creditors can no longer hound you for late payments. They will now have to deal with the trustee, but you are on the hook to keep your payments to the trustee up to date.

Credit rating

Chapter 7 will have the most negative effect because your debt is eliminated and some creditors may receive nothing. It will remain in your credit file for ten years, making any new credit difficult and expensive to obtain. The advantage is that it gives you the opportunity to learn from your experience, start over, and hopefully not repeat the same mistakes.

Chapter 13 will hurt your credit, but not as severely since you are still paying your debts although at a reduced pace. If you use this approach, make sure you stick to the plan or you could end up going through Chapter 7.

Also make sure you understand the tax consequences of debt relief and how it might affect your spouse. For debt incurred by one spouse without the consent of the other, a discharge of that debt will not affect the other spouse. Any loans or credit cards that have been cosigned are the responsibility of both spouses, and nonpayment will affect both. Discharged joint debts will affect both credit ratings.

Summary

This article only scratches the surface of what occurs during a bankruptcy. Before any filing occurs, you’ll be required to pursue credit counseling to explore other less onerous options. While bankruptcy provides an interim solution, it has long-term consequences that should be carefully evaluated.

Filing under Chapter 7 will not leave you destitute. The amount you will be allowed to keep is subject to many factors and the judge’s determination of your individual case. Before filing, make sure you have maximized your legal exemptions to protect as many of your assets as possible. This is where the counsel of a bankruptcy attorney is invaluable since timing of the filing may be critical in protecting those assets.

Also, don’t underestimate the stigma associated with going bankrupt. For some, the embarrassment is temporary and the bankruptcy is a springboard that completely turns their lives around. Understand the big picture and get good advice before taking that plunge.

Michael Sanibel is a freelance writer specializing in business, marketing, personal finance, law, science, aviation, sports, automobiles, entertainment, travel, and political analysis. He graduated from the United States Air Force Academy and is also licensed to practice law in California and New Hampshire. Michael wrote this feature article exclusively for Debbie May.com (www.DebbieMay.com), an organization dedicated to helping small businesses succeed.

Artisan Spotlight: Diana Mueller - Bellaroma

noreply@blogger.com (Robin M Lenhard) — Mon, 31 Oct 2011 11:14:00 +0000

The stars were certainly out in LA last weekend for the Emmy’s, and that includes in the gifting suite.
Diana Mueller is the owner and creator of Bellaroma –a natural skincare boutique (and Etsy shop) whose products were featured on display at the 63rd Primetime Emmy Awards Gift Lounge hosted by GBK and The Artisan Group. Her luxurious goods were included in 110 swag bags for the celebrities and members of the press. “Nasim Pedrad from SNL asked to take home my Grapeseed Banana Facial Scrub”, she beamed on her blog Monday morning. “I was also told that the Beverly Hills Hilton Spa loved my stuff and took one of my products too! I even got a Tweet from Niecy Nash!”

This wasn’t the first high-profile opportunity for Mueller: her Mud & Milk Facial Mask was showcased on the homepage of Martha Stewart's “Dreamers Into Doers”. It was there that The Artisan Group found her and connected about the Emmy’s! “It's all about networking”, she says. “I'm very proud of how far I've come and how I am continuing to grow. I am loving my new journey!”

A former certified massage therapist who also deeply studied aromatherapy, she was forced to retire after her own back problems—ironically—made it difficult for her to perform her job. “I had already started making my own lotions and using them on my clients. One day my co-worker said, ‘why don't you sell these?’, so I wrote down a business plan, got logos and web designs together, and have been loving it and doing it ever since!”

She says what she enjoys the most is creating new formulas. “They are insanely exotic and decadent!” Her eco-friendly blends are handmade inspired by nature using 100% pure essential oils, organic infusions, and exotic botanicals from all over the world. Diana makes everything from natural soap bars to goat milk moisturizers, from apricot kernel perfume oils to all-natural headache remedies, from sleep-inducing pillow mists to organic facial care. "I've always had a strong passion for creativity and holistic wellness.”

She also admits to being a perfectionist at heart who has learned to take constructive criticism, move forward, and learn from it. In the coming months, she plans to update her product photography and website. “I've launched many new products this past year! Who knows, maybe I'll also be working on shipping out products to The Beverly Hills Hilton!?”

ROBIN M LENHARD is a freelance business writer and craft artisan, based in Buffalo, New York, and is a board member of Artists in Buffalo, Inc.. Robin wrote this feature article exclusively for Debbie May.com (http://www.debbiemay.com/), an organization dedicated to helping small businesses succeed.

A Lasting Impression: Good vs. Bad

noreply@blogger.com (Debbie May) — Tue, 25 Oct 2011 17:18:00 +0000

You leave one type of lasting impression when working with people; either a good impression or a bad impression. You may think that leaving a good impression is always the best and most desired result possible; that doing excellent work and then getting those coveted testimonials is the end-all prize. The rewards for any business just can’t get any better! Surely, there are no negative effects to leaving a good impression for anyone! Well, let’s take a look.

Positive Effects of a Good Impression

Setting aside the size of your business and whether you provide a product or a service, the benefits of you and your business leaving a good impression are many:

1. You build positive self-esteem for your business as well as personally.

2. You enhance your reputation.

3. You gain status in your area of expertise, your niche.

4. You gain referrals.

5.      Clients offer to put you on their Preferred Vendors list and are happy to spread your good deeds by word of mouth.

6.      You gain even more referrals.

7.      Promotion of your good reputation grows your business exponentially.

8.      You learn to refine and redefine business goals as needed based on client interaction and feedback.

9.      Loyal clients remain with you for years to come and continue to refer.

Negative Effects of a Good Impression

This concept sounds contradictory, but it is possible to suffer negative effects from leaving a good impression with your customers:

1. You expand your business prematurely, taking on more than you can adequately handle.

2. Your attitude begins to sour.

3. Self-doubt creeps in and starts to cripple your creativity.

4. Your concentration and normally good attention to detail becomes lax.

5. How you deal with employees suffers as evidenced by headaches, an uneven temperament, mood swings, irritability, and a host of other troublesome ailments and conditions.

6. How you manage your business falters as you start showing up late for work, or in some cases fail to show up at all. This is particularly indicative if you work at home!

7. You give others your normal responsibilities rather than doing them yourself.

8. By being a formidable business owner and proficiently doing your job, you have overloaded yourself to the point of self-sabotage.

9. You feel you can’t cope and have thoughts of selling your business.

If this picture sounds depressing, if your eyes are constantly looking upward toward goals and you haven’t yet experienced a successful plateau, or even if you have, maybe it’s time to think about the negative consequences of having a successful business. They do exist, but before you allow adverse effects to invade your otherwise good business model and successful operation, designate time in your daily, weekly, or monthly routine to prepare for the best possible outcome for your future.

Positive Preparation Tips

1. Set a regular schedule to meet with business decision makers. This is quite manageable in a small business but may take greater planning in larger businesses.

2. Request and get solid feedback on recent, current, and future aspects of the business by using direct response letters and surveys from clients as well as personnel, like product creators and service coordinators, research and development staff, financial personnel, time management teams, and others members of your organization. Occasional personal phone calls to existing clients also helps, but only do so to clients you trust to give you objective information. The goal is to enhance and improve your business, not to grow your ego.

3. Resolve problems as quickly as possible to reduce or deflect conflict.

4. Share the responsibilities of meetings by assigning hosts, and occasionally designate a meeting with a specific theme, for example, a holiday. This lessen pressures that you and your staff may experience if people are feeling overloaded.

5. Have fun with each other, but treat your business and its members with respect.

A positive lasting impression is a goal of all business and can best be achieved by paying attention to your business. Keep it light when light is called for, keep it simple as much as possible, but always keep focused on making your business better.

_______________________

CYNTHIA BULL (www.cynrje.com) is an internationally published writer and editor who helps international authors, marketers and speakers add greater value to their products through her top-quality writing, editing and transcription services. She is the author of How To Be A Medical Transcriptionist and Winning At Work While Balancing Your Life, a contributing author of Walking with the Wise Entrepreneur (Mentors Publishing House), cited in Make BIG Profits on eBay (Entrepreneur Press), and Managing Editor of Mentors Magazine Think & Grow Rich Edition. Cynthia has created over 200 book products in the past two years for her clients and, as mentor, helps clients reach their goals through her products, experience and genuine caring. Cynthia writes this feature article exclusively for Debbie May (http://www.debbiemay.com/), an organization dedicated to helping small businesses succeed.

Artisan Spotlight: Katiebug's Handmade Bath & Body

noreply@blogger.com (Robin M Lenhard) — Wed, 19 Oct 2011 16:48:00 +0000

As the mother of an infant child with eczema, Danielle was extremely concerned with the ingredients in the products she was using at home and on her children’s skin. She’d had an interest in herbology since she was a child and dreamed of putting what she’d learned to use in creating products of her own, that she could feel really good about using and sharing with others.

She directed that focus into Katiebug’s Handmade Bath & Body Products—named for the daughter which inspired her efforts.

Back then she was living on a farm out in the country, and selling her produce at the farmer’s market. She brought along some of her handmade soaps and, a few sellouts later, the veggies took a back seat to her bath and body nourishment.

Five years later, her business is bustling: she still sells at (and runs!) the Cuyahoga Falls farmers’ market, and has wholesale accounts with several area stores, including a children’s boutique called “Katiebug’s Closet”. “My friends were asking ‘did you open a store?’, so I went to check it out! Now they are carrying my entire line, with a focus on the kid stuff. It was a great partnership: two local, single moms both out to better our kids!” One of her most popular items is her bath “crayons”, which Katie helped to discover when she grabbed a colored soap and began to draw in the bathtub!

Danielle is mindful of keeping her costs down to maintain a fairly-priced product for the many young families who shop with her. Saving shipping costs on her supplies surely helps: just 20 minutes away from Wholesale Supplies Plus, she’s a frequent pick-up customer. “I love her pigments.” She has help keeping up with orders from her mom, a candle maker, who turned her on to WSP in the first place.

Two products she’s especially proud of? Boomer’s Butt Cream –her own natural version of the popular commercial diaper ointment. “Not only is it great for diaper rash but it also helps take the ouchy out of cuts, scrapes, burns, sunburn, and other boo boos.” Her Make My Skin Clear line is her hottest seller. “It’s never been surpassed”, she beams. “It’s my personal recipe, and folks order 10 and 20 at a time just to have it on hand.”

Something else she’s very proud of: her unscented Calendula Bar is given out as samples to patients at the Akron Children's Asthma and Allergy Center!

ROBIN M LENHARD is a freelance business writer and craft artisan, based in Buffalo, New York, and is a board member of Artists in Buffalo, Inc.. Robin wrote this feature article exclusively for Debbie May.com (http://www.debbiemay.com/), an organization dedicated to helping small businesses succeed.

Thinking of Taking on a Business Partner? Read This First

noreply@blogger.com (Debbie May) — Fri, 14 Oct 2011 15:31:00 +0000

Two heads are better than one, right?

In many cases taking on a partner can be the best thing you can do for your artisan business – after all, it brings a whole new realm of possibilities including fresh marketing and product ideas, networking connections and it can even lighten your work load.

But before you jump into establishing a business partnership you need to consider both the pros and cons.

Prepare More Creative Ideas – But Less Control

From creative standpoint, having a business partner is ideal for generating, and testing ideas.
“Art doesn’t do well in a vacuum,” says Matthew Jones, who co-owns the Ohio-based professional magician company, Shizzle Dizzle Magic, with his mother. “You need someone who's emotionally invested in what's happening to give you the truth. We all come up with ideas. Some of them are genius, other's not so much. A business partner is going to help you separate the two,” he says.

However, if you are used to making all the decisions yourself, remember that having a business partner means that you need to run all major decisions by your partner.

“This might be a tough pill to swallow for entrepreneurs who have strictly ‘gone it alone’ in the past,” Andrew Schrage, founder and editor at Money Crashers.com (www.moneycrashers.com) a small business and personal finance advice site. Beware if you enjoy the "control" aspect of running a business, he says, since “shedding some of this control may not be too comfortable for you.”

Sharing the Pain – and Gain

A business partner can be a relief for those who have been working alone for years. After all, solo entrepreneurship can be lonely. Sharing a businesses’ ups and downs can be a welcome relief.

However, when it comes to profits, you will also be sharing the gains. This might be difficult for those who are accustomed to reaping all the profits.

“I would recommend weighing the potential future business profits that a partner might generate versus your current revenues if you continue to run the business solo,” advises Schrage.
At the same time, taking on a business partner may very well bring on such increased revenues that any profit "split" will still result in higher profits for you than prior to the partnership, he notes.

Why Create a Partnership at All?

The number one reason for creating a business partner is to expand the capabilities of your business so that more value is created for the owners, says Eric Chen, who teaches business law and entrepreneurship at Saint Joseph College in West Hartford, Ct. “If this objective is not met, then the rationale for taking on partners is defeated,” he says.

For example, let’s say you are the creative genius behind designing fashion jewelry. Up until this point, you have been doing everything — soup to nuts — in running the business. This means that you are the bookkeeper, marketer, customer relations person, and more.

If you’d rather be designing than running the business part of your company, you may want to take on a partner with business skills. Looking at a partnership in this strategic manner, rather than taking on a partner who is a friend with exactly the same skill set as you, makes better business sense.

Don’t, Chen warns, base a partnership on friendship. “Many friendships are destroyed because of the strain the business partnership can create,” says Chen.

A Business Partnership is Like a Marriage

Be prepared for disagreements with your business partner; but what’s more important is not that you disagree, but how you resolve these bumps along the road. Chen says a business partnership is much like a marriage – and it takes hard work to make it successful. And, like a marriage, a “divorce” from a business partner can be traumatic.

“So first and foremost, you've got to get to know your prospective partner really well before making the jump,” says Chen. Knowing your partner isn't just hanging out socially he notes. It’s knowing everything about your partner from what his or her financial situation is to intimate family details.

“Going into partnership with a person who has a poor credit score and mounds of debt to repay places a huge financial burden on you. Partnerships can't be equal unless partners are on equal footing,” he says.

If your creative vision can't be realized alone, or if you believe you can create better art with another person, then do a partnership, concludes Jones.

“Partnerships work when you've got two people on the same page with the same vision. A partnership done well is a dream,” Jones says, adding: “A partnership done badly is your worst nightmare.”
_______________________________________________

MARCIA PASSOS DUFFY (www.backporchpublishing.com) is a freelance business writer who works from her home in New Hampshire. Marcia’s articles have appeared on Yahoo Finance, CNBC, Bankrate.com, NFIB.com, Smart Business Magazine, The New York Times Lifewire, The Weather Channel, among others; she is the author of the book, Be Your Own Boss. Marcia wrote this feature article exclusively for Debbie May.com (www.DebbieMay.com), an organization dedicated to helping small businesses succeed.

Uniform Commercial Code (UCC)

noreply@blogger.com (Michael Sanibel) — Thu, 29 Sep 2011 20:33:00 +0000

If you are engaged in the sale of products, it’s important to understand the provisions of the UCC. Its purpose is to facilitate sales and commercial transactions through the adoption of uniform rules across all fifty states, the District of Columbia, Puerto Rico, U.S. Virgin Islands, and Guam.

States that enact the UCC have the option of altering the language to meet local customs and circumstances. While these changes are usually minor, be aware of the local rules and laws.
The focus of this discussion is Article 2, which has not been enacted by Louisiana. It has chosen to use its civil law to govern the sale of goods.

Application

Article 2 deals with the sale of goods that can be identified and moved. It does not apply to service contracts or real estate sales. It also distinguishes between merchants and non-merchants. Merchants are defined as those regularly engaged in the sale of goods and are held to a higher standard. This includes retail stores, supermarkets and auto dealers, but not a private individual who runs a classified ad to sell his used car. However, if you are a regular eBay seller who routinely sells products over the internet or through your own website, you would be considered a merchant.

Contract formation

When it comes to contracts, the UCC differs from common law. Some key provisions follow:

Firm offers are valid without consideration and can’t be revoked for the stated effective period (up to three months), and can be signed or presented on company letterhead.
Failure to include a firm price in a contract for the sale of goods will not invalidate the contract if the parties’ intent was to form a contract. A reasonable price will be determined by a court if agreement on price can’t be reached.
Modifications may be acceptable without consideration.
Requirements contracts may be assigned if the assigned quantity is proportionate to the original quantity.
Offers to buy for prompt shipment may be accepted by a timely promise to ship or actual shipment.

Under the UCC, there are rules in place that are designed to avoid a total contract breach. Limited space prevents a full discussion of these rules, but it’s important to understand them before concluding any agreement. These include the statute of frauds application, reasonable time standard, risk of loss, reclamation, reasonable grounds for insecurity, specially manufactured goods, rightfully rejected goods, cure or cover, and insolvency.

In the event of a breach of contract, the UCC specifies damages as the difference between the contract price and the market price when the buyer learned of the breach, plus incidental damages.

Battle of the forms

Article 2 deals with the question of whether the seller’s or buyer’s contract terms will prevail when two merchants send offers back and forth using their own boilerplate purchase order or contract. Generally, the contract will be formed and new or added terms will be incorporated into the agreement unless:

The original terms are materially altered by the new terms
The offer specifically limited acceptance of the agreement to its own terms
The first party has objected to the new terms, or objects in a timely manner

What constitutes a material alteration is judged as a function of the specific item. For example, a delay in the delivery schedule of fresh meat would be ruinous, but a delay in the delivery of paper clips would not be. If an offer is expressly conditioned on its own terms, then it’s a counteroffer, not an acceptance. If performance occurs after the counteroffer without express acceptance of all terms, then those terms on which both parties agree will form a contract. The UCC will also incorporate “gap-filler” provisions as needed to form a valid contract.

Conforming goods

The buyer has a right of perfect tender to accept only those goods that conform to the contract. He may accept or reject nonconforming goods, but must do so within a reasonable time after delivery and before acceptance. Timely notification must be given to the seller, and although a reason for rejection is not required, it’s best to provide one so that it may be relied on during any future legal proceedings.

If a seller delivers nonconforming goods with a notice of accommodation, this is considered a counteroffer. If the buyer accepts the goods, a new contract is formed with the original price and terms. If the buyer doesn’t accept and the seller won’t deliver conforming goods, the buyer can sell the goods and use the proceeds to pay down any amount owed.

Implied Warranties

Everyone is familiar with express warranties since many products come with a written warranty when purchased new. These warranties clearly specify the extent to which the manufacturer or seller will back up the quality and performance of the product. Merchants need to be aware that there are further implied warranties that their products are merchantable and fit for their intended purpose.

Implied warranties apply even if not provided in writing and protect consumers from products that don’t meet the seller’s representations. The implied “warranty of merchantability” is an assurance that the goods meet the buyer’s reasonable expectations and that they are of similar value and quality to comparable goods. When you shop at the supermarket, you don’t receive a written warranty, but you expect the food to be fresh and edible. If it isn’t, you can still return it since it would not be considered merchantable.
When the buyer selects and purchases goods in reliance on the seller’s expertise and knowledge, then there is an implied “warranty of fitness for a particular purpose.” The seller may or may not be a merchant in this case, but he must know the intended use of the product.

Implied warranties can be disclaimed by using specific language such as “sold as is.” However, state law may prohibit such disclaimers on certain products.

Summary

This brief overview barely scrapes the surface of the provisions of the UCC Article 2, and is intended only as an introduction to this important and complex topic. Anyone engaged in the sale of goods should thoroughly read and understand all of its provisions and the impacts on their business.
If you need help, consult with an attorney who specializes in commercial transactions or business law. Knowing the rules will help keep you out of trouble, but it will also make your business more efficient and attractive to other businesses you interact with. When they start citing the UCC during contract negotiations, you don’t want to be left in the dark.

Michael Sanibel is a freelance writer specializing in business, marketing, personal finance, law, science, aviation, sports, automobiles, entertainment, travel, and political analysis. He graduated from the United States Air Force Academy and is also licensed to practice law in California and New Hampshire. Michael wrote this feature article exclusively for Debbie May.com (www.DebbieMay.com), an organization dedicated to helping small businesses succeed.

Expanding Your Product Line Into Cosmetics

noreply@blogger.com (Debbie May) — Wed, 21 Sep 2011 12:00:00 +0000

Before you start a business and offer a product, stop and really consider how well you know that product. It may seem like a silly and totally unnecessary issue to think about, but some people dive head-first into a business and find themselves unemployed in less than six months. One reason is because they never fully explore the multilevel nature of their product.

Looking Beyond The Surface

To expand your thinking and transcend your comfort zone, consider the cosmetics industry. While it may be totally unrelated to your niche, there are lessons to be learned. So keep a pad and pen handy to create a list of new insights.

Modern cosmetics and personal care companies like Revlon, Cover Girl, Estée Lauder, L’Oréal, Max Factor, Clinique, Maybelline, Neutrogena, Mary Kay, Avon and others (just to name a few) would never consider making just lipstick or just makeup foundation. Through competition, most of them have developed additional beauty products over the course of their existence.

In 1907, a young French chemist named Eugène Schueller developed a hair dye formula called Auréale. He formulated and manufactured his own products and sold them to Parisian hairdressers. In 1909, he registered his company as the Société Française de Teintures Inoffensives pour Cheveux ("Safe Hair Dye Company of France"), the original L’Oréal. The guiding principles of the company, which eventually became L’Oréal, were research and innovation. In 1920, the company employed only three chemists, but by 1950, research teams numbered 100 and reached 1,000 by 1984. Today, L’Oréal employs about 2,000 in its research teams.

Although L’Oréal began in the hair color business, the company branched out into other cleansing and beauty products and currently markets over 500 brands and thousands of individual products in all areas of the beauty business, like hair color, permanents, hair styling, body and skin care, cleansers, makeup, and fragrances. Excellent marketing strategies have put their products in a wide variety of distribution channels, such as hair salons, health and beauty outlets, supermarkets, pharmacies and perfumeries, as well as offering direct mail order options.

Like L’Oréal, other modern personal products companies offer a multitude of beauty care items for the face, hair, skin, nails and body with products like body lotions, cosmetics applicators, hair rinses, eyelash curlers, tweezers, and other beauty tools. Many of these items evolved naturally from existing products, as well as from happy customers seeking an expanded choice of full-care beauty products from one source. For decades, some companies, like Mary Kay and Avon, have incorporated in-home parties to meet customer demands for a truly personal touch in beauty products. Over time, items like perfumes, colognes, body splashes, powders, bath oils and beads have claimed their own market niche.

Can Your Business Include Cosmetics?

If your business involves any type of aromatic product, consider expanding your product line to include cosmetics items that also may be associated with your business. The Federal Food, Drug, and Cosmetic Act defines cosmetics by their intended use as “articles intended to be rubbed, poured, sprinkled, or sprayed on, introduced into, or otherwise applied to the human body...for cleansing, beautifying, promoting attractiveness, or altering the appearance" (www.fda.gov/cosmetics). Cosmetics items include:

Skin care creams and lotions
Powders
Perfumes
Lipsticks and lip gloss
Exfoliants and scrubs
Eye and facial makeup
Hair conditioners, gels, and shampoos
Baby products
Bath oils, bubble baths, and bath salts
Butters…and many other product items

Remember, cosmetics contain scents. Is your product scented? It’s worth exploring the possibilities to determine if the products share any common ground. For product ideas consider visiting free recipe libraries at places reputable online sites such as Wholesale Supplies Plus (http://www.wholesalesuppliesplus.com/ResourceLibrary.aspx).

Be Creative with Your Product

Knowing your product in every detail of its history, its components and its chemistry, gives you an edge that many of your competitors simply fail to match. Exceptional entrepreneurs continually seek new levels of learning or understanding of how to improve their products.

As a business owner, it’s your job to be attentive to your business as it constantly experiences change. It’s kind of like driving a car. If you fall asleep at the wheel, you're certain to wreck the car. But paying close attention to every aspect of driving makes you a better driver…and a survivor. You are in constant competition for consumer dollars, so use newly found information to create added value to your product, and then offer it as an extra incentive for customers to do business with you. For example, create a newsletter, an ebook, a book or article, or other special bonus. Finding new depths and uncovering new layers of your product takes it and your business to new levels of customer satisfaction while you gain unexpected profits and build self-esteem.

_______________________

CYNTHIA BULL (www.cynrje.com) is an internationally published writer and editor who helps international authors, marketers and speakers add greater value to their products through her top-quality writing, editing and transcription services. She is the author of How To Be A Medical Transcriptionist and Winning At Work While Balancing Your Life, a contributing author of Walking with the Wise Entrepreneur (Mentors Publishing House), cited in Make BIG Profits on eBay (Entrepreneur Press), and Managing Editor of Mentors Magazine Think & Grow Rich Edition. Cynthia has created over 200 book products in the past two years for her clients and, as mentor, helps clients reach their goals through her products, experience and genuine caring. Cynthia writes this feature article exclusively for Debbie May (http://www.debbiemay.com/), an organization dedicated to helping small businesses succeed.

The Top 5 Popular M&P Designs in 2011

noreply@blogger.com (Debbie May) — Wed, 14 Sep 2011 12:06:00 +0000

Melt and pour soap artisans and entrepreneurs are creating such a wide range of soap designs, with new ideas brought to market every day. It’s part of the ease and beauty of working with melt and pour soap. Anything from Ninja themed to Froot Loops soaps - you can find it on online. But what about the most popular designs? The ones that are selling over and over again online, at craft shows and in retail stores?

Whether you’re looking to add new soaps to your existing product line or start a new soap line you might want to take a look at the top five mold and visual designs in melt and pour soaps. Combing websites like Etsy, Artfire and hundreds of Google results gave a clear indication of which designs are winning the popularity contest. This time around we’re thinking beyond basic shapes (round, rectangle, square and oval) and looking at 2-D and 3D theme shapes.

Bees

It should be no surprise that bees make the top of the list, with the popularity of artisanal honey and also honey-based soaps. In fact, Google Trends, an internet marketing tool that allows users to extract data about keyword searches in the Google search engine, indicates that there is a demand for “honey soap” on the internet (see below).

Their popularity comes in the form of bee, honeycombs and hive-shaped soaps (or a combination of all). There are approximately 63 pages on Etsy for “honey soap”. Some soap designs are decorated with little bees, flowers and beehives. Many soapers scent with a honey fragrance oil, although there are a wide variety of fragrances on the market for these kinds of soaps. Average sale price is $1.20/oz.

Birds

Flowers

Forget that spring has come and gone. Bird soaps are on the top of our list. There are bird, baby bird and little egg soaps too. From robin’s egg soaps to lovebirds, they are sold all over the internet. They are mostly created and sold as decorative guest soaps. Kissing bird soaps are popular for wedding favors. Single packaged, tiny bluebird guest soaps are also very popular.

Although no Google Trends results match for anything related to bird soaps or bird favors, this doesn’t mean that there aren’t online shoppers looking for them. It just means that the search numbers are not high enough for Google Trends to warrant posting them.

In fact, owl soaps came onto the interior design and craft scene a year ago, and soaps in these wise old shapes are still popular as decorative statements. In addition to many crafters and small businesses selling them, Urban Outfitters is selling bath accessories (owl toothbrush holders, soap dishes and towels) – a good sign that the trend will continue in this area. Average sale price is $1.50/oz.

Regardless of the season, roses take the lead in melt and pour flower 3-D soap shapes. Most are guest soaps (1-2 oz.) in solid colors, although there are many muted swirls. In addition, there are lotus, calla lilies, daisies, plumeria, and pansies shapes and with silk flower embeds. There are 3,590 products listed on Etsy under “flower soap” and only 377 specifically listed as a “flower soap favor”.

There are no results on Google Trends for “flower soap” or “flower soaps” but there are results for “flower favors”. The decline may be a result of a decline in fresh flower favors. But this market can still be targeted with floral soaps. These soaps tend to command a higher price point at $2/oz. average.

Hearts

At time of publishing, a quick stroll over to Etsy will show you approximately 1,547 heart soaps for sale. They average $1/oz. Many are sold and suggested for use as wedding and bridal shower favors. In addition, there are more than 82 pages of “heart soap” results from Google’s search engine. However, it is surprising that there are no “heart soap” search results on Google Trends. Less surprising is that there are results for “heart favors.”

Cupcakes

Hard to believe, but cupcake soaps are still very popular. From petite, “bite-size” shapes to “life-size” they sell mostly as gifts and favors. There are about 1,299 chocolate, vanilla and red velvet cupcake soaps on Etsy with frosted whipped soap “frosting”, although that figure changes slightly on a daily basis.

Conclusion

Google Trends for “cupcake favors”, but not cupcake soap. Perhaps potential customers searching online aren’t aware that cupcake soaps exist. This is why it is important to research keywords and implement them on your website and blogs. If a potential customer is interested in finding “cupcake favors” perhaps they would consider purchasing cupcake soaps. They average in price at $0.75/oz.

___________________________________

The sky is really the limit when it comes to creating designs for melt and pour soaps and it’s important to differentiate yourself from the crowd. Although it is important to offer fresh ideas, it is also insightful to examine top selling soap shapes and designs to perhaps develop a twist for a new product. Who knows? Maybe a few of these designs will remain in the top five for 2012.

Marla Bosworth is the CEO and Founder of Back Porch Soap Company, (http://www.backporchsoap.com) She teaches group and private classes on how to make natural skincare products in Boston and NYC. Ms. Bosworth also provides product, brand and marketing strategies for handmade beauty companies. Marla wrote this feature article exclusively for Debbie May.com (http://www.debbiemay.com/), an organization dedicated to helping small businesses succeed.

Update on State of Massachusetts Bills: H01513 and H02361

noreply@blogger.com (Debbie May) — Tue, 13 Sep 2011 20:04:00 +0000

As many of you are aware, two legislative bills have been introduced to the State of Massachusetts legislature. Both have the possibility of impacting our industry.

Last week, I traveled to Boston for the purpose of meeting face to face with bill authors, legislators, committee members, and soap makers in our industry. I had four meetings and found each of them to be cooperative, positive and encouraging.

Today I submitted written testimony for these bills on behalf of Wholesale Supplies Plus. I have included links to that testimony for your review.

Debbie May Testimony on MA H01513

Debbie May Testimony on MA H02361

I look forward to continuing to work on behalf of the industry. When there is legislative news worthy of communication, I am happy to pass it along via this blog. If you have any questions, please feel free to email me directly.

Debbie May (www.DebbieMay.com) is a recognized and trusted advocate for small businesses specializing in handmade products. She is an active in both federal and state legislation that impacts her industry. To read more about her advocacy and policy positions click here (www.DebbieMay.com/p/advocate.html) Debbie May is President & CEO of Wholesale Supplies Plus (http://www.wholesalesuppliesplus.com/), a company that distributes cosmetic ingredients to over 80,000 small businesses throughout the United States.