This month's article is another that puts a smile on my face as I write this. Just yesterday I was visiting with a business owner and we were discussing the products and services they offered. In one area of their business we discussed a product category in which they had selected the best known brand for their mainstay. While we agree to their offering these quality products, the challenge is that every chain store and Internet retailer has this same product line.

This business owner is attending a trade show in a couple of weeks and I mentioned the need for them to find multiple specialty wholesalers and manufacturers so they could have products that these competitors would not have. This accomplishes several things; it creates a need for your customers to be loyal to your business as your place is likely the only one in the area to have these products. The second advantage is that with unique products (or services), your margins can be increased because of the inability of the customer to price shop.

Thinking again to the business I visited yesterday, this calculator would be very appropriate for the owner and manager. Near the back of the business were several empty manufacturer's displays. They were product lines that had been discontinued. Within the first twenty five feet of the entrance to the business was a work area with a computer, printer, and other business necessities. The challenge is this is valuable sales square footage.

We should ask the owner to perform this math exercise on their business to see just how valuable each square foot is within your building.

Perhaps sports provides the best example of getting people to rally around a cause; your business is a cause. You take care of the many people who live in your area depending on your products and services, and it is the people working in your business depending on the business to provide an income for them.

In your business there should be sincere, vocal encouragement and confidence that each individual can perform the task you are asking them to do and what the business can accomplish because of the individual and group efforts. State it out loud for everyone to hear.

And my favorite? Its from Herb Brooks, coach of the US Hockey team in 1980.

"If we played 'em ten times, they might win nine. But not this game. Not tonight. Tonight, we skate with them. Tonight, we stay with them. And we shut them down because we can! Tonight, WE are the greatest hockey team in the world".

We want to recognize A Carrot A Day by Adrian Gostick and Chester Elton, whose book provides the basis for each month's incentive idea.