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Do you know How to Change or Fix your Computers CPU Speed? Those were the old days thank goodness. Hours and hours of sitting in front of the monitor, typing away on that harsh taskmaster keyboard, just trying to make sense of it all. You just want to accomplish your task and move on. Why is it so frustrating?
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I have recently been contacted by a gentleman who has a large financial Internet web site devoted to mutual funds and he has asked me to act as an editor. He sent me a list of mutual funds and asked me to list them into 53 categories.
“Gee, Ken, thanks for asking, but I only have two categories.” He was baffled. “What about Large Cap, Mid Cap, Small Cap, Sector, Index, Emerging Market, Value, Undervalued, Balanced, Closed End, etc. etc. funds? What about all those Wall Street “professionals” who say we should analyze our portfolios and put money into different funds?”
The answer is very simple. Don’t listen to those “experts”. The only expert is the bottom line.
My two categories are those that PERFORM and those that are NONPERFORMERS. How do I differentiate them? Again, a very simple test. The performers are beating the S&P500 Index and the nonperformers are not.
When you purchase a mutual fund what are you getting for your money? You are hiring a mutual fund manager who is supposed to be able to pick individual stocks for the fund that will increase in value to make your investment go up. Not down. Not sideways. If the fund manager cannot do that he should be fired. The S&P500 is merely a market average and an average job by a fund manager is staying even with it. If anyone you hire for any job cannot do an average job would you continue to employ him? Not really. Yet in 1998 only 319 of 8,520 mutual funds had managers that were able to beat the S&P500 index. Pretty pathetic.
So what do all the categories mean? Basically, nothing. This is more Wall Street smoke and mirrors trying to confuse you to look at what the magician wants you to see while he is fooling you with his act. You watch his right hand while his left hand is dipping into your wallet. Wall Street hates me because I tell the truth. They want to work their magic on you with their convoluted ways. Simplicity is very difficult for twisted minds.
Whatever funds you now own should be reviewed monthly and compared to the performance of the S&P for the last 12 months. Only12 months. Not 36 months. Not five years. Remember the admonition, “What have you done for me lately?” Fund managers run hot and cold and you don’t want to stay with him when he has a cold streak.
When you have your account with a discount broker most have funds that have no transaction fees or the fee is very small to switch to a better fund. If you don’t watch out for your money I guarantee your broker will not and you will be left with a small sum in your bag instead of the riches you deserve.
Al Thomas’ book, “If It Doesn’t Go Up, Don’t Buy
It!” has helped thousands of people make money
and keep their profits with his simple 2-step
method. Read the first chapter at
http://www.mutualfundmagic.com
and discover why he’s the man that Wall Street
does not want you to know.
Copyright 2005
Periodically every sales person encounters the customer who refuses to buy unless they receive a discount. Sometimes this is driven by the organization’s culture or the buyer wanting to look good to their boss and sometimes it is simply the mindset of the individual buyer them self. To some people price satisfaction and their perception of value, is not about the actual amount paid as much as it is their sense that they have negotiated the price down from a higher starting point, thereby obtaining a “better deal.” A case in point is the retail consumer who will only buy items that are “on sale,” even if the sale price is really no lower than the everyday price at a competitor.
Although not that common a practice in the western world, in some parts of the world this “bazaar haggling” mentality is almost universal among buyers. For companies that endeavor to enforce a published price list among their sales force, encountering a customer who “demands a discount or lose the sale” can leave the sales person and the company in a no-win position. The following is useful in arming your sales force to effectively counter such customer demands.
Our Pricing Commitment
We cannot discount the price of our products beyond the quantity discounts listed on our published price list for the following reasons.
1. Fairness to All of Our Customers - At ABC Company we believe in treating all of our customers equally. That means we do not play favorites or offer “special deals and pricing” to any customers. We believe it would be unfair to offer selected customers preferred pricing.
2. No Hassle - No Haggle - When you deal with us, you are always guaranteed the best price for your purchases, period! You don’t have to be an expert negotiator and you do not need to lie awake nights wondering if you obtained the “best deal” for your organization. When you buy from ABC Company, you know that you have received the best price.
3. One Price Guarantee - With ABC Company, the first price we quote will always be our “best price.” If you don’t believe us, call around to any or all of the references we provided to you earlier. The price they received, based upon their specific configuration, quantity purchased, and unit prices effective on the date of their order, will be the same as the price at which we are selling to you.
4. We Sell Value, Not Price. Obtaining the lowest price does not always mean that you have obtained the Best Value. In fact, the contrary is too often true. If through your purchase you do not obtain the optimum results for your organization, then the price you paid, no matter how low, was NOT a good value. We believe ABC Company’s products are the highest quality available and we offer them at competitive prices, resulting in you obtaining the Best Value, the first time and every time you order from us.
5. Everyday we continue to invest in our future and yours through product development. Our published prices reflect the costs of not only the product you receive, but also the support included with them, as well as product development. We continuously reinvest into on-going product development, in order to bring you more new and improved or cutting-edge technologies such as …. Without this constant reinvestment, we cannot continue to support you and your organization with the materials, technologies and systems you will need tomorrow.
6. Your Trust and Our Name - Since 19XX, we have endeavored to earn your trust. Today, ABC Company has an unparalleled reputation for being the premier provider of XYZ … in the XYZ marketplace. We will not destroy that hard earned Trust and Reputation by offering lower prices to some of our customers than others. At ABC Company, every customer is a Preferred Customer.
7. Anti-Trust Legislation - The U.S. Sherman and Clayton Anti-Trust Acts are federal legislation designed to protect buyers in all marketplaces, including XYZ. These acts require that we offer the same pricing to all of our customers within the same class of trade. As with all laws and regulations, ABC Company expects all of its sales representatives to operate well within both the spirit and intent of the law.
Publishing this statement on your company’s letterhead provides an excellent tool for your sales force to combat customer demands for price discounts.
Copyright 2005 by John Di Frances
John Di Frances is an internationally recognized organizational
legacy expert and motivational
speaker; http://www.difrances.com
