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Show DAILY Don’t just make a sale — makea client sparkled in a sharp-elbowed cast. Some may remember the movie version of this play with Al Pacino and Jack Lemmon. “Glengarry Glen Ross” is all Thecatchof the day may arrive throughthe sameold 4 Areyouin touchwith where those people are today? Also, morethanever before, get to knowthe No. 2 personin the easy to shrugthatfact off and fly by the seat of one’s pants. Chancesare, your competitor doesn't. Sales todayare data- driven more thanever before Your team doesn’t just need to know the data. They need to have a common understanding of howto useit Latchonto industry trade journals on the Net. There's not just a mountain ofdetailed, immediate data there. It’s an entire Alps! Are you reading what vour customersare read- ing onadaily basis? Do you track the trends in your cus- tomers’ industries and monitor their buying sentiment? Thirty years ago, a team of 20sales analysts couldn't deliver what you cando alone bypatient and focused Internet surfing. Takethe time to organize how you usethe Internet. The pay- off will be awesome. Companies are transforming themselvesovernight. Two decades ago, people thought medication meant corner drug store. Trying to keep step with Wal-Mart, Kroger is now a majorforce in the pharmacy market. This is turning up the heatontraditional drugstore chains. Rememberthis reminder?“It's 10 p.m., do you knowwhere your kids are?” Well, it’s High Noon. Do you knowwhoyour customers are now? They maywell be a whole newbreed from thelast time you checked. As with companies, people are changingplaces, too. They used to call it job-hopping. It's purchasing department. If the top dog walks oris nudged out the door, who do you think you'll be cutting deals with? And, speaking of dogs: Sell- ing insurance? Your next best prospect may be named Fido. Premiums for pet insurance todaytotal $120 million. In the last 17 years, pet ownership has grownfrom 56 percent of households to 66 percent. Some experts expect the pet insur- ance market to growto a half billion dollarsin the next three years! Old products can often have very newprospects. net. You'll miss the boat'and today’s catch,too. for now is word of mouth. “Unlike the big restaurant ries as well as belly dancing and the business,” she said“The. lion Skies was no cake walk, ous musicians wantto get to Salt LakeCity, But Provo is a goodplace for beginning musicians. Vermillion Skies has up to Currently, Italian sodas and cent of the company’ssales, $30, we need more people to concerts are a crowdpuller. But it's not a huge money maker, althoughit helps put the word out that we're here.” Currently, the cafe receives up to 90 customers on a typical also offers roast beef, turkey good weekend, but Johnson Cream puff the U.S. division of the chain's Continued from C12 fashionable,she said. As the government issued warnings about fat and cholesterolin the 1980s, Olver said, Americans moved away from the confections — made with doughcalled pate a choux and mostoftenfilled with custard or whipped cream. But health concerns seem to be the furthest things from the mindsofthe people standingin lines on the East Coast at Japanbased Beard Papa’s and Choux Factory, which is New Yorkbased but has Japanese owners. The ownersof both chains figured the decades-long popularityof the treats in Japan United States. Both chains openedtheir first U.S. stores in New YorkCity last year, relying mostly on word of mouth, quiries from people wanting to buya franchise. Beard Papa's has six storesin NewYork and New Jersey and plans to expandto California, Nevada and Hawaii, said Craig Takiguchi, executive vice president of Muginoho USA, Inc., Privacy Continued from C12 contacting youfirst. A new ac- countwill not be openedif the lender cannot reach you.Place a fraudalert by contacting any oneof the bureaus — that bureau will then contact the other twobureausto attach fraud alerts to yourcredit report parent company. Beard Papa's, which began in Japan in 1997, had about $300 million in revenue in the last fiscal year, more than double from 2002 The chain has 270 franchises in Asia and 70 companyowned shops. The shops sell cream puffs filled with whipped cream custardin flavorsincluding chocolate, green tea and mocha, at prices that range from $1.25 to $1.65 each. Ice cream-filled cream puffs have sold well in Japan and the company plans to introduce them next summer, Takiguchisaid. New York-based Choux Factory started opening stores in September 2004 and now has twostores and a mobile vendor in New York. It plans to open two morein New York by September, said Shintaro Abe, the company’svice president, but there are no plans to go national. Sales increased daily fortheir first three months and haveleveled off at between 300 and 500 daily, he said. Choux Factory sells cream puffs in chocolate, strawberry, custard, coffee, mango, green tea and banana flavorsfor $1.75 or $1.95, as well as a low-carb To place a fraudalert on your file, contact: Equifax: P.O. Box 740241, Atlanta, GA 30374-0241, call (800) 525-6285, or go to www. equifax.com, Experian: P.O. Box 9532 Allen, TX 75013, call (888) EXPERIAN (888-397-3742), or go to Www.experian.com. TransUnion:P.O. Box 6790, Fullerton, CA 92834-6790, or Louisiana and Vermont) permit individuals to place a security freeze on their credit reports. This freeze is stronger than a fraud alert in thatit prevents Join Kim & Robbie, and Weekdays Yam on GrapevineRadio.com Now you can Listen the whole week! Daily Life Balancing Tips on: HealthyLiving, Wealthy Living & WowLiving! Office (801)756-8355 * Studio (801)377-1737 four local bands playing aaee Saturday nights in summer, and on Friday and Saturday nights in fall and winter. “Government loans take a while to get together, and many French Cheese Taste Cream Puff. Abe said the shops sell many products,including frozen drinks andcoffee, but the cream puffs they call Choux cakes are their most popular item. Pam Liu, 38, a Beard Papa’s customerin New York,said the cream puffs are a good reason to go off a diet. “They're just something special because they are so good, and they are kind of new in the area,” she said. “You have to try it.” Nearly 391,000 people tried cream puffs during the Wisconsin State Fair's 11-day run last year — 62 per minute — and this year,fair officials are offering $25 coolers with a six-pack of cream puffs, so people can take the desserts homein perfect condition. Kathleen O'Leary,spokeswoman forthefair, said officials are considering whether to sell the cream puffs year-round. Their puffs, whicharefilled with heavy whipping cream, are 560 calories and 47 grams of fat, but that doesn’t seem to stop fairgoers. “They are worth every calorie,” O'Leary said. For a scaled-down treat, mailorder food company Omaha access to your credit file for any reasonuntil you direct the credit bureaus to unfreeze your report. D Review yourcredit report. After requesting a fraudalert, youwill receive your credit reports from each of the three bureaus. Review them carefully for any new accounts that have been fraudulently openedin your nameor any new credit inquiries that might have been made by someonetrying to open accounts in your name. Alert the credit bureaus of any inaccuracies, whether by fraud or error, as soon as possible. Continue to monitor the reports to ensure that new fraudulent activity does not resume. » File a police report. Report the crimeto yourlocal police department. The police report should note the crime as identity theft and include the fraudulent accounts. The police report will be helpful to chailenge fraudulent accountsat the credit bureaus and credit institutions. D Report thetheft to the Federal Trade Commission. The FTC will share such information withinvestigators nationwide OTES- SIMPLEINTEREST ANNUAL TERM Grapevine Radio for Women Who Believe in the Beauty of a BalancedLife! said Johnson, who managed to pool $25,000 from family members. But Johnson is now seeking loans for her cafe's ex- Steaksoffers l-ounce cream puffs with 80 calories and 5 grams offat The company began offering cream puffs in April 2001 and sales increased 264 percent in 2002 and 106 percent the next year, whichis partly due to the usual spike in demandfor new products, said spokeswoman Beth Weiss. Sales increased 10 percentin 2004, and the company expects the same for 2005, she said. Kristine Kidd, food editor at Bon Appetit, said she is seeing cream puffs show up more on restaurant menus andin pastry shops, and bakersare doing newfillings or glazing them with chocolate. Shepredicted that cream puff fever would be a fad, but for nowtheir simplicity rules. “I think people are so overwhelmed nowwith information and technology andlife moving so quickly that a return to simple, comforting thingsis a nice balance and escape from that,” she said. Onthe Net: » Beard Papa’s: www.muginohousa.com » OmahaSteaks: www.OmahaSteaks.com who arefighting identity theft Call the FTC's Identity Theft Hotline: (877) IDTHEFT (877438-4338); useits onlineidentity theft complaint form: www. consumer.gov/idtheft; or write: FTCIdentity Theft Clearinghouse, 600 Pennsylvania Ave. N.W., Washington, D.C. 20580 » Contact creditinstitutions. Immediately close any unauthorized credit accounts and or resolve fraudulent charges. The process for closing these accountsor disputing charges can be quite frustrating and vary by company. Yourpolice report and your completed ID Theft affidavit from the FTC will help resolve theseissues with the credit institutions. Lastly, the entire process mayrequire hundredsof hours and involvea lot of paperwork. Keeporganized by maintaining detailed notes and records ofall of your conversations and copiesofall letters you send. » Privacy expert Eric Gertler is the former president and CEOofPrivista, an identity theft protection andcredit management company Submit your questions to INvESTMENT Ly AL | “The main now is that the bands are squished into a.corner at the front of the cafe,” she said. “Utah has lots of musical talent, but not a lot of places to play at. Those who areseri- blended with mango, strawberry, peach, pineapple or coconut martial arts demonstrations to address above,e-mail (fraud victims only) at fvadtransunion. com, or go to www.transunion. com. Aninitial fraudalert only worksto alert you of any new crédit accounts Jit does not have%anyeffect6n current credit cards, mortgages or checking accounts - and only lasts for 90 days. You will need to file an extension to maintain a fraud alert for seven years. Fraudalerts may be canceled at any time. » Place a security freeze. Several states (California, Texas, Noon to 3pm on K-Star 1400am additional lighting shops, call (800) 680-7289 and write to Listen Saturdays in the fall, Johnon also plans her main mode of advertising cafe during the week. Getting financing for Vermil- and havereceived nonstopin- fish for leads through the 1,700-square-foot cafe, and also buy a new sound system and help draw more crowds to the ways. In the words of Glengarry: “Don't sell a guy one Use your gut to maximize sales today. Third, never forget the Internetdelivers fabulous data. But it can neverclose a deal. That's what you haveto do. Mackay’s Moral: Don't Johnson said she wants to add more space for bands at her them in, she said. come into the cufe to would easily translate to the your computer can never do. business easily,” she said which are frothy milk drinks The best measureofleads is “ROT” — Return on Time,as I putit. Figure out whichcalls payoff. But, remember to measuretimein the smartest car.Sell him five cars over 15 years.”If you aren’t' landing long-termsales, whynot? So, howdo you blend ageold networking with New-Age technology?First, your laptop can update you aboutlikelihoods andtrends, but the RotarylunchandtheLittle League doubleheaderdeliver real leads. Second,puta positive spin on the data. That's something nesses, because they go out of help distribute the cafe's coupons to their friends and bring chains where the average customertypically spends $20 to while imitation coffee drinks accountfor 40 percent. The cafe atleast: Firms that buy your product and people whodo. banks aren't interested in helping studentrun businesses. especiallyrestauranttype busi entirely of fruit juices with no dairy products; frazen hot Positive Struggles winners know howto fuse old-time networking essentials leads with precisionplus. It’s profitable. Although the cafe's drinks are affordable, costing between $2.25 and $3.50 a piece, Johnson worries about drawing enough customers to her cafe because Harvey Mackay morelike job jogging today Are youselling business to business? You need two lists with warp-speed data input Today. databases define cake and which cost between $1.50 and $3 a piece malted barley, wheat, rye or ather grain. The cafe also offers a variety creamosas account for 60 per- nets down at the docks. Not so for your prospects. If you aren't casting yournets in cyberspace, you're asking for slimpickings. The real Continued from C12 chocolate and frozen steamers, about selling. “Always be clos- No. 1 Says she needs to ramp up traffic count to 180 in order to be fruit smoothies, which are made vival on Broadway. Alan Alda is: Find the leads. Finding the leadsis sales commandment end iemsand chore nies anc croissants, as well as cheese- with club soda and 35 flavors of syrup; creamosas, or Italian sodas mixed with cream; vegan recently won the Tony Award for the best re- ing” may be its last commandmentof selling, but the get-go Cafe of Italian sodas, which are made avid Mamet's play “Glengarry Glen Ross Sunday,ues 4205 HERALD / _ ADVANTA Minimum investment RATE % YIELD® 4.64% 4.75% maar ot 2 vean 5.35% 5.50% 3 year 5 vear 7 Year 5.83% 7.70% 8.16% 6.00% 8.00% 8.50% ee quarterly, es monthly, semiannually, annually orat maturity © Terms from 12 months 1 Year 10 ven 8.62% 9.00% * The Annual Percentage, Yields elds through August 20 amount $5,000 ee (APY) above apply only to residentsof Utah and are available APYsassume interestis paid only at maturity. 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