Should companies focus on high or low priced items?

    Published: 06-16-2009
    Views: 10,443
    Goals expert Gary Ryan Blair discusses the importance for businesses to focus on sales that give them the highest return.

    Gary Ryan Blair

    Gary is the President of The GoalsGuy Learning Systems, a highly focused training organization whose mission is to help their clients build and sustain superior performance. They accomplish this objective by helping their clients increase their sense of direction, confidence, and capability in all areas of their personal and professional life.

    Gary believes passionately in the enormous, untapped potential that resides within each person and is committed to providing individuals and corporations with tools of knowledge and skill they can use to unlock this potential. He has developed an entire library of world-class training programs, books and learning resources like the Personal Strategic Plan that are designed to make the heart sing, the mind expand and the spirit soar!

    To support his belief in the importance of goal setting and focus, Gary has established and sponsored two nationally recognized events: Youth Goals Education Week, a unique opportunity for kids and teens to learn about goal setting and its influence on their future, and New Year's Resolutions Week, an insightful series of activities designed to encourage people to set goals for their lives.

    Gary believes that life will not go according to plan, if you do not have a plan. He shares this belief and his unique strategies with school systems and companies around the world such as IBM, NASA, General Electric, Federal Express, Ford and many others.

    In addition to The GoalsGuy, Gary has created the wildly successful got goals?® campaign. It's mission is to inspire people to Be More, Do More and to ultimately Have More from life.

    His personal philosophy can be summarized into two words: Everything Counts!™ He believes in sweating the small stuff, and teaches that every action, word and thought either moves you toward or away from your goals, mission and ultimate legacy; that every moment offers an opportunity for advancement or retreat.

    When Gary speaks and writes, he does so from the heart, with warmth and humor. His unique gift is to speak to an audience and communicate with the heart of each person as if they were alone having an important, intimate conversation. A polished storyteller, he has a way of making the seemingly complex, easy to understand.

    Gary, his wife Erika, son Ryan, and daughter Libby live in Tampa, Florida with their two wonder-dogs Beefcake and Pork chop.

    Host: Should companies focus on high or low priced items?

    Gary Ryan Blair: So, should companies focus on high or low priced items? That's pretty simple. There is concept, really, what you might want to call a SIE, you focus on the products and services that give you the greatest return on sales, the greatest return in terms of investment and on equity. What that means is if you have 20 products in your market place and you are a sales person or a company, the best thing for you to do is identify all the profit margins for each one. If you're paid on commission, if you're sales person, without a doubt what you want to do is identify how many products that you can sell, the fewest amount and which one is going to provide with the greatest return.

    What that means is you are utilizing, you are combining two things, smarts identify where the profit margins and where you are going to focus your time and energy, very often what people with organizations do is it with so much focus on low priced items or on low margin areas or territories or what have you and then wind up just again underutilizing or underperforming their capacity. So, the key to it truly is identify the investments, the things that are going to give you the greatest return on equity, on sweat, on time, on money. That's where you put your focus and the return will be always be there appropriately.