Key Business Success Factors Marketing Essay

As stated in the last chapter, one of the first steps in starting your own forest products business is to establish what aspect of the industry you intend to enter. This involves significant research and personal work on your part; for example, if you would like to start a cabinet processing business, you need to make certain as an extensive understanding of that area, and skills that enable you to create a high quality product that your customers will value.

Once you have an idea it's important to make sure that you understand where you match the big picture of the business enterprise. For instance, if you are considering starting a small sawmill, you should comprehend who you are contending against. It is very difficult to begin a softwood structural lumber company, being that the main opponents can produce on a competent scale and comply with all the laws and regulations associated with that product. This would take extensive levels of money merely to enter this area of the industry. Going back to the cupboard manufacturer idea, you need to understand how you easily fit into the local picture of competition and demand. If your neighborhood already has an adequate way to obtain manufacturers, and the demand isn't that great, you might reconsider your business idea. It cannot be emphasized enough, but having knowledge and the implementation of this knowledge is essential to furthering your business ideas.

In this chapter, we will check out some of the main element business success factors that need to be taken into consideration. We will need a brief check out marketing as a whole, and have a short activity that may help you think more critically about your business ideas. Since you go through this section, make an effort to envision each factor not as a one-time only thought but instead a as a continuing process. This chapter gives only a synopsis of the marketing theory. To discover a more detailed explanation of the marketing theory within the forest products industry, read the USDA manual entitled, "A Marketing Guide for Small and MID-SIZED Principal Forest Products Processors".

A Check out Marketing

Before you can understand key business success factors, it is important to understand the concept of marketing. All successful businesses, large and small, target a large part of their energy on marketing. Marketing is much more than advertising; it has been defined as, " a total system of business activities which was created to determine customer's needs/needs, then to plan and develop products and services to meet those needs/desires, and then to determine the best way to price, promote, and distribute the merchandise and services to the clients" (Sinclair, 1992). In essence, marketing entails the whole process of choosing something, producing a product, and then efficiently reselling that product, to fulfill a need of a person, for a earnings and meeting the business's goals. Key business success factors will be dependant on the capability to follow the roadmap of marketing. A typical road map in marketing is called the "Marketing Mix". It really is composed of product, price, place, campaign (Peter 2008). This can be seen in the diagram attracted below.

Figure : Marketing Combination Elements (Peter 2008)

We will need a brief take a look at each one of the "Marketing Mix" elements.


The product component of the marketing mix is perhaps the main element since it is the standard means by which your enterprise will receive money from the client. Something is the very thing you offer your customers and can be described in another of three ways.

Physical Object: This is typically the last physical product you sell to the customer such as lumber, furniture, cupboards etc. By the end of the exchange, you gives the customer the physical subject and they'll give you money in return.

Service: A good example of a service is where you obtain money from a person to fix or restore a bit of furniture. While they own the furniture itself, they are simply spending money on your skills in restoring that subject.

Idea: Many innovators sell their suggestions to individuals or organizations that believe a revenue can be produced from that idea. An idea can be something as simple as a developing a new way to become listed on cabinet pieces mutually, to creating the instructions for how to build an end table.

In addition to the three areas of product concepts, there are three extensive categories of the sort of products that may be produced. These categories are: commodity products, area of expertise products and differentiated products (Sinclair 1992).

A item product is a product that has hardly any differentiation to other products similar in mother nature and is also usually produced on a mass scale. These products are promoted to consumers who've an identical needs and only truly (Sinclair 1992). A product product on the marketplace would be softwood dimensional lumber. A typical 2x4 is a nearly the same whether you get it from GP or Weyerhaeuser.

A area of expertise product is "developed and offered to a small band of customers or small market segment" (Sinclair 1992). This sort of product is totally opposite to the commodity product. It focuses on a specialized need among its customers. This is often a cabinet manufacturer that tailors each cabinet to the need of its customer.

A differentiated product "lie between area of expertise products and commodity products (and) are produced with difference or variants in order to satisfy different market segments, but are not promoted to as narrowly a defined niche as area of expertise products" (Sinclair 1992).

Having a good product to market to your visitors is one of the first key success factors for your business. Businesses spend an huge amount of resources in researching new or existing products and finding ways to maximize their revenue. If your business can produce and sell a good product, there is a high probability that you'll leave a prolonged, positive impression with this customer. This impression with a combination of good service will probably help the customer to return for much more business.


The price factor is one of the most sensitive areas of the marketing mix. If you decide to price your product too high, there's a good chance that you'll never see a customer. In the event that you price your product too low, you may elude yourself of potential gains.

The price can be either standard or flexible. It can be competitive when there's a more clear and established value to the product, such as lumber. Lumber typically as a collection value predicated on what the market value of this quality of lumber has been offering for. You will find organizations that specialize in price referencing such as "Hardwood Market report". These organizations produce a weekly article of the common rate of lumber prices per thousand plank feet.

Prices can be flexible when there may be personal service or specialty that goes into a product. For instance, a hardwood case manufacturer can customise a case system to match a personal kitchen. This customization allows for more price overall flexibility where discussions and estimations may take place. The type of field you intend to enter, together with your offered product, will help to determine how you price your product. There are many books that are written just on pricing strategy but the detail of costing will not be covered in this manual.


As with price, there are extensive books and ideas as to the proper types of promotion. We is only going to give a quick look at the particular promotion factor is and exactly how it impacts you as well as your business idea in the forest products industry.

The promotion component of the marketing combine is any form of communication which can create greater desire and demand for your product, good, or service. This may come by means of advertising, sales deals, personal selling, and promotion (Sinclair, 1992)

Advertising can come in numerous forms. It could cover all aspects of marketing such as television, radio, and internet. In addition to these gadgets, advertising can also cover magazines, magazines, and fliers. Advertising is a means where you can better promote, explain, and explain the product you are available. This gives more information to the actual consumers about what it is you have to offer.

Sales Promotion is normally any incentive or technique which gets the customer to purchase your product. Common forms of sales special offers are, but not limited to, trade shows, samples, coupons, "point-of-purchase" display materials, and "cents-off" approaches (Sinclair, 1992). These kinds of sales promotions touch base the client to help motivate them to try and buy your product.

Personal Selling is normally thought as a face-to-face offering of something. This requires discussion between you as owner and the customer. It offers you the capability to handle the relationship aspect of selling your product. It can be assumed that each folks has experienced positive and negative personal sales relationships. Have you ever before been to a business where you weren't treated perfectly by owner. Typically these encounters leave a negative impression of the merchandise, company, and person selling the product. It is advisable to treat each of your customers with respect and concern. To have a good reputation as an enterprise is one of the better forms of campaign.


The place element of the marketing mixture may also be referred to as "Distribution". To simply express this facet of the marketing mixture, we will take a brief check out what falls through this element. One of the first things associated with place, is the real placement of your business or product positioning. Location is crucial when determining the type of business you wish to establish. You must ask yourself the next questions.

Does your business require customers to come quickly to you or you to your customers?

Does your business need a whole lot of space to carry products or can it be within a comparatively small area?

How much production space will be required

Will you produce the merchandise yourself or outsource it to another company

Will you sell the merchandise directly to the customer or will you sell it to another company who will sell right to the ultimate consumer

Where will your recycleables come from and exactly how will you encourage them to you?

These are simply a few questions that are related to this facet of the marketing combine. Each one of these questions is due to place and circulation. The place of the promotional blend not only acts as a reminder of where in fact the physical location of your store will be, but also the logistical aspect as well. These are critical areas for business success, and can greatly influence your pricing. Because you begin to develop your business idea, take careful consideration of the place and distribution component of the marketing blend.

Practical Application: A Look at Business Reputation & Customer Service

When it is all said and done, you 'must' have an capacity to fulfill the needs of your customers. If you are unable to do that, in that case your business will never be successful. The purpose of this section is to cause you to think more critically about your business idea. To believe critically now helps you to save the time, money, and energy of experiencing to correct any unseen error in the future. Listed on another two webpages is a short activity to help you think more critically about your business idea. Either write your answer down on your duplicate of the manual or write your answers in another journal.

Question & Answer

What is your business idea and just why did you choose it? What customer needs does indeed your product or business satisfy.

Who is your competition and what benefits could you offer that could make a person choose your product over your competitor's?

What will your circulation appear to be? How do you want to obtain recycleables to produce your product and exactly how do you want to sell your product?

Map out your business idea and list all the advantages, weaknesses, opportunities, and hazards to your potential business (SWOT Evaluation). Think critical here!

Experiences and Application

When perhaps you have had a poor experience in buying something?

Who was included that made the purchasing of this product negative and why?

In what ways is it possible to avoid making the purchasing of the product better on your own future customers?

In comparison, when have you experienced a positive experience in purchasing a product?

Who aided you and what made the purchasing of that product fun, easy, or interesting?

In what ways is it possible to help build good company and product image to your customers?

Chapter Two Citations

Peter, J. P. , Donelley, J. H. Jr. , (2008). A Preface to Marketing Management. The McGraw-Hill

Companies, Inc. pp 227.

Strauss, S. D. (2005). THE TINY Business Bible. Hoboken, New Jersey. John Wiley & Sons, Inc.

pp 3, 47.

Sinclair, S. A. (1992). Forest Products Marketing. McGraw-Hill, Inc. pp 3, 17, 79-82.

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