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Tuesday, April 21, 2015

The Robots Are Coming

We have all heard of robots that help build cars. I have even been among the teams of people that help implement those applications during my career. There are even robots that can move items in a warehouse or vacuum carpets. Now the big robot manufactures are working on making more “people friendly” robots. These robots may do more intricate tasks, usually left for humans, and may even work alongside, and learn from, humans. Keys to these robots are the environmental sensors they contain. Consider that repetitive intricate tasks handled by humans today on a production line could be handled by a robot. Leaving the human free to “think” (an old IBM tag). 

What can this mean for your business?

Steve Koenig, SCORE Counselor


Tuesday, April 14, 2015

2015 Top Technology Issues

Inc. has published an article defining four top technology issues for small business in 2015. They are:

Cloud computing

BYOD (Bring Your Own Device).

Device crossover.

Security management


Are you thinking about these as well?


Steve Koenig, SCORE Counselor




Saturday, April 11, 2015

UN Millennium Development Goals

The United Nations Global Compact has published the following:

“The UN is in a process of determining its future development framework as the targets of the Millennium Development Goals expire in 2015. Defining a post-2015 development agenda is Member State-led with broad participation from different stakeholder groups, including businesses and investors. This is an opportune moment for business and the UN Global Compact to help shape the future priorities of the UN and to prepare for supporting the implementation of the results of the post-2015 process, which is anticipated to include Sustainable Development Goals (SDGs).

The Global Compact is conveying the voice of responsible business through key intergovernmental processes. This includes milestones such as the Third Financing for Development Conference in July 2015. The results of the post-2015 process will be launched at a UN summit in September 2015. “

Perhaps this is an opportunity for your business.


Steve Koenig, SCORE Counselor


Wednesday, April 8, 2015

Top 5 economic issues for 2015

Because we live and do business in a global economy, businesses of all sizes should understand the things that can have impact. In December of 2014 The Gardian published an article outlining the top 5 global economic issues for 2015. In summary they are:

1. Russia, the Ukraine and the Russian economy

2. Oil prices

3. China and its economy

4. US and interest rates

5. Eurozone and the Euro

Consider the impacts on your business.

Steve Koenig, SCORE Counselor

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Saturday, April 4, 2015

Special Counselor of the Month


We are delighted to shine the spotlight on a distinguished member of our staff who by his or her efforts brings great credit to our organization. This month we are honored to salute:



Our Chapter is blessed with a staff of some very extraordinary people. And one member who is truly extraordinary is Owen Koff. After a rough start at the Chapter where he had to deal with unexpected health issues, Owen has zoomed to the top. Among his significant contributions to the Chapter are his many, many hours of mentoring and coaching at the YEA (Young Entrepreneurs Academy) program, his “teaching” stint at Lynn University, where his classes on Sales Methods have attracted the respect and attention of the University’s Business School, and are attended by packed classes. Then there’s Owen’s service as Liaison to the West Boca Chamber of Commerce, where, very quickly Owen has ingratiated himself both with leadership and the members, a number of whom are becoming SCORE Clients.
 None of this should come as a surprise, because when you get to know Owen, you quickly realize he is a “go-to” person, unafraid of challenges, a person whose cup is never too full to take on an additional duty. And thanks to the understanding and patience of his lovely wife Terri, Owen spends countless hours each month fulfilling the SCORE mission.
 There’s little doubt but that Owen is headed for bigger and better things in our Chapter, for he is a born leader. We are so proud to call him a Member of our Team, and we doff our hats in salute, Owen. Jobs very well done, and we proudly congratulate you as our Special Counselor of the Month for April, May, and June.

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Friday, April 3, 2015

Trade Shows and your business

Trade shows in the U.S. are not designed specifically to write orders at the booth.  The exhibitor is there to show the line, “meet & greet” and plan customer visits to “talk turkey” later.  Overseas the thrust is to close orders that have been planned previously.

The exhibitors in the U.S, are the producers who mfg. the line.   Overseas the exhibits are frequently the distributors of the line.    They are the mainline of getting your product to be seen by the attendants who visit the show.  They write business ON the show floor.

In the U.S. the fabricators time the show well in advance of the buying cycle in order to gear up for delivery on time.
Overseas the shows are timed so that orders written ON the floor will be delivered at the time the product is in demand during the buying cycle.

Since the foreign mfg’s. write business ON the floor, the U.S. marketing plan has to be adjusted accordingly.   A thorough canvassing effort has to be undertaken to introduce your line to prospective as well as existing customers.

A well prepared e-mail, snail mail, webinars, texting, social media info, etc. goes out NOT necessarily to elicit a reply, rather to start the ball rolling with what you have to offer.  In tanded with that the sales team has to fan out with door busting personal visits to BOTH prospects at well as existing clients.  

IMPORTANT:  Invitations to be sent out via any means MUST be directed to the decision maker.   It is indeed an “invitation” and the customer expects to be treated as a guest.    Since you will expect to close some deals, all the more important to make it into a quasi hosting.

Overseas trade shows are always open to the public, either prior for a day or post show for a couple of days.   Purpose is to engage the end users - this is true whether or not it is a consumer goods show or an industrial equipment show.

We’ve talked this before:   1.    Catalogs in local language;    2.    Pricing as specific as possible (CIF is best - C&F is essential);    3.    Clear terms of sale - i.e. L/C, S/D, etc. and    4    Spelled-out logistics.

Do you want more help?   Contact:  Hank Samuel;  Certified SCORE counselor at:

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