1. Market the Small Business

2.  Market Skimming  Market Penetration  Target Return  Going Rate  Perceived Value / Image Pricing  Product Line Pricing  Loss Leader Pricing  Discount Pricing  Distress Pricing  Differential Pricing Page 59

3.  Nature of your business  Image – of area and your business image  Size of location – ensure it will not limit your potential  Council Zoning  Security  Costs – set up and ongoing  Passing traffic  Parking  Amenities  Proximity to customers  Proximity to Competitors  Visibility  Proximity to public transport  Proximity to suppliers  Time Management  Personal vs. business – ability to separate both when working from home  Professionalism – perceived and real  Proximity to support services  Interruptions  Distractions  Procrastination Some of the fundamentals in considering where to locate your business include - Page 49

4. Distribution is the method by which your products or services get to the customer.  Do they expect to come to you or  Do they expect you to come to them?  The distribution level that you select will depend upon –  The location of your customers  The nature of your products or services  Your target market  The volume of sales you project or need  The availability of agents to represent you  The pricing structure of your products or services Page 43

5. Direct Distribution (also know as Single level Distribution) is where Farmer Brown sells direct to the customer (no middle men). He could do this by setting up a stall on the road so that passers by can purchase corn by the cob. Farmer Brown Customer Page 43

6. Indirect Distribution (also known as Multi level distribution) is where Farmer Brown sells to an intermediary as shown in the diagram below Sales Agent Farmer Brown Manufacturer Wholesaler Retailer Customer Page 43