— Going to market

How to crack the US retail mass market

“Almost every Australian company dreams of one day exporting its consumer products, inventions and ideas to the US retail mass market. How could you not dream about it? I do. The US retail mass market can take you from little league to major league, outstripping your sales in Australia many times… if you can crack it! But how do you crack it? Unfortunately, it seems that the majority of CEOs or Sales Managers from Australia think it’s easy. It’s not.” Read on

Chad Hetherington Australian Anthill

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Published 30 September 2009.

Gary Vaynerchuk’s startup advice

“Aspiring entrepreneurs must constantly navigate the tension between doing what they love and the realities of the market. Sometimes those interests align: Bill Gates and Paul Allen loved to write software, and happened to be doing it at the dawn of a multibillion-dollar industry. But more often, entrepreneurs walk a high wire between pursuing passion and the market opportunity where they have the greatest chance to succeed.” Read on

John Tozzi BusinessWeek

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Published 29 September 2009.

Creative collaborations and other essential C words

“It can be stimulating and inspiring to work with other creative people on new projects, so it’s worth thinking about what makes creative collaborations work well… Collaborations work best when people with complementary skills come together to work on a project – for example a writer and illustrator. If the project is to be a commercial success as well as a creative achievement, then other so-called ‘non-creative’ people might be needed too.” Read on

David Parrish Creative Choices

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Published 28 September 2009.

Have a ‘green’ career

“Is it idealistic to plan for a green career? Whether your working day is spent at home, in an office, studio, or on the road, there are steps you can take to ensure you’re being as environmentally conscious as possible. You don’t necessarily have to be a visual artist using recycled materials. Whichever creative sector you’re in, think how you can stand out as a green role model. Here are some considerations you may want to take on board. Hopefully they’ll inspire you and give you something to talk about with your friends and colleagues.” Read on

Momtaz Begum-Hossain Creative Choices

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Published 21 September 2009.

Three best ways to convert web traffic into sales

“These days, the tech-savvy small business is using search engine optimisation to steer customers to its home page. But once those online visitors land, how do you get them to buy? Sure, you can pay a lot for site analytics that give you insights into those potential customers’ shopping habits. But small-business owners now have a variety of simple yet effective tools to tempt visitors into opening their wallets.” Read on

Raymund Flandez The Wall Street Journal

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Published 08 September 2009.

How to export like an expert

“Are you thinking about exporting your product or service? If so, congratulations, exciting times are certainly ahead of you. Yet with the thrill of launching your offering into a new market comes many challenges, including deciding which country to export to, how to get into the market and how to make sure it’s profitable and deliverable. So, where to begin? Here are three steps to help you export like an expert.” Read on

Steve Dowling Australian Anthill

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Published 11 August 2009.

Chasing every customer is a recipe for disaster

“One of the worst steps you can take in business is attracting and accepting the wrong type of customers. This situation takes me back to one of my previous businesses.” Read on

Paul Groth Australian Anthill

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Published 16 July 2009.

Six ways to avoid landing in the product failure bin

“A decade ago the ability to generate ideas for businesses was a terrific and unique offering, and often a good business. Many companies and consultants were conducting workshops aimed at coming up with ideas, hundreds of ideas, and getting paid handsomely to do it. Today, it seems most of the businesses I deal with have more than enough ideas, it’s determining the right ones to invest time and energy into that is the trick.” Read on

Mark Dziersk Fast Company

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Published 08 July 2009.

When the price is right

“Tougher trading conditions and increasing costs are common concerns for many small businesses in today’s economic environment, but it doesn’t mean that you need to resign yourself to tighter margins and declining profits. What it does require is for those businesses to take a closer look at the fundamentals of their operations – inputs, outputs and pricing.” Read on

Simon Brewis Weston Australian Anthill

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Published 08 July 2009.

Ten steps to wholesale success

“A livelihood for any wholesaler or distributor relies on getting their products into the retail environment… While the time honoured practice of hitting the pavement and selling your goods to as many retailers as possible is still as much a part of the process as ever, there are other channels that can be used to make you and your product stand out. Here are 10 ways you can maximise your wholesale deliveries.” Read on

Cameron Bayley Dynamic Business

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Published 08 July 2009.

The ins and outs of consignment

“Success! After gathering up every ounce of confidence, and samples of your work, you finally get a gallery or shop owner to sit down with you. And she wants to sell your work! Suddenly visions of fame, fortune and crafting dance around your head. And then the owner suggests a consignment. But what exactly does consignment mean and how do you know if it’s a good deal for you?” Read on

The Storque, Etsy.com

After”  gathering up every ounce of confidence, and samples of your work, you finally get a gallery or shop owner to sit down with you.  And she wants to sell your work!  Suddenly visions of fame, fortune and crafting dance around your head.  And then the owner suggests a consignment.
But what exactly does consignment mean and how do you know if it’s a good deal for you?
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Published 08 July 2009.

How to make your product compelling

“There are those products and services which we have to buy and then there are others which are nice to have. If you want to drive high growth, you need to offer something which customers have to have, where the purchase cannot be delayed or avoided. Nice situation to be in, however most of us aren’t that lucky, but what if you could ride on the back of such an item?” Read on

Tom McKaskill SmartCompany

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Published 06 July 2009.

The Big O – Being organised!

“Any improvements you make to your business processes will relate directly to your clientele numbers. Which of course relate directly to your balance sheet. It’s simple: being more organised equals more profit. Conversely, a lack of organisation costs your business money.” Read on 

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Published 06 July 2009.

Which shopping cart should I use?

“OK, this is a question and a topic which I’ve avoided answering for years, simply because it’s an absolute minefield! There are so many carts available with various levels of functionality that critiquing them all will simply take a lifetime. Add to the fact that every business has different requirements means that unless you spend big on a custom cart solution, no single package will cover off every perceived or future requirement you may have…  All that aside, I’ll give you some of my favourites… and I’ve broken it down into several criteria.” Read on

Chris Thomas SmartCompany

OK, this is a question and a topic which I’ve avoided answering for years, simply because it’s an absolute minefield! There are so many carts available with various levels of functionality that critiquing them all will simply take a lifetime.
Add to the fact that every business has different requirements means that unless you spend big on a custom cart solution, no single package will cover off every perceived or future requirement you may have.
Obviously I haven’t used or been exposed to all the carts available either, so it’s impossible to judge all of them! 
All that aside, I’ll give you some of my favourites… and I’ve broken it down into several criteria:
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Published 26 June 2009.

Service culture: Encouraging customer loyalty

“Loyal customers return more often, resulting in more sales and lower acquisition costs. Yet many businesses do nothing to encourage loyalty. Here are some simple steps to improve things.” Read on

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Published 21 May 2009.

Think twice about being first to market

“New research offers fresh insight on when to launch a product or service, and shows that being first to market isn’t always a competitive advantage. Market opportunities are constantly opening and closing, and a hit idea at one point could be a dud a year earlier or a yawning “me too” business a year later. It’s tough— likely impossible— to pinpoint the best moment to enter a market, but common sense dictates new entrepreneurs can improve their odds if they weigh how much they stand to gain or lose by waiting.” Read on

John Tozzi BusinessWeek

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Published 19 May 2009.

(whole)saling through tough times

“When times are tough and business may be dwindling it’s easy to sit back woefully, but remember the chain of command: customers buy from shops what they love, shops buy from you what they love, you make what they love. How easy was that? From my experience as a sales rep I’ve been with small and large brands as they surf the tough times. Here are the tricks I’ve seen in action and apply to my own business.” Read on

Karen Benn Design*Sponge

Published 11 March 2009.

The Art of Pricing: Preparing for wholesaling

“Wholesaling is yet another factor to consider as you price your work. Wholesaling is when a boutique or another reseller approaches you to purchase your items in bulk, usually expecting a discount for the large order. The expected discounts are between 30% and 60%, most often settling around 50%. These discounts are large, which is why it is so important to carefully consider how wholesaling could work for you before you price your items.” Read on

The Storque, Etsy.com

Published 03 March 2009.

Tool kit (Going to Market)

ADU design and craft market checklist
This resource summarises and builds on an ADU story on Australian craft and design markets. It covers whether markets are right for you, the pros, choosing a market, pre- and post-market preparation and has information on upcoming events.
ADU design retailer list – Australia
This is an essential resource for anyone looking to find Australian stockists for their products. It includes details and information on over 200 retailers of design products from around Australia. Last updated October 2009. 
*new* ADU guide to wholesaling
Devised with the assistance of retailers and established design businesses, this guide takes you through the six key steps you need to take before you begin wholesaling. Topics covered include researching and targeting retailers, pricing, payment terms, retailer pet hates, the marketing collateral you are expected to supply and more.
Design Victoria: The Case for Export
Using case studies of successful exporters, articles, lists of guides grants and other information the publication The Case for Export provides tips and explores the skills required to export design and outlines opportunities available and pitfalls to avoid.
Resource: Ausindustry
AusIndustry is the Australian Government’s principal business program delivery division in the Department of Innovation, Industry, Science and Research.
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About ADU
Part magazine, part bulletin, part business resource, ADU is a publication and archive about design and creativity published monthly to encourage and support designers. ADU is an independent and strongly collaborative voice within the design sector with a broad network that connects designers from across the country to the resources they need. ADU is also a vehicle for workshops, forums and exhibitions produced to encourage discourse and develop skills around design, creativity, entrepreneurship and ideas. ADU collaborates with design institutions and existing initiatives to enable designers to develop new markets at home and abroad. ADU is a joint venture between Parcel and Studio Propeller.
Be part of ADU
ADU is an independent online publication that relies on its industry network to keep things fresh. If you have news that you think our readers need to know about please get in touch. We encourage all submissions but cannot guarantee that everything will be published. If you would like to submit something for our editorial team, please email directly to the editorial department.
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Heidi Dokulil & Ewan McEoin
Online editor
Heidi Dokulil
Peter Salhani
Creative direction
Graeme Smith
Lee Wong
Sam James, Elliat Rich, Alexi Freeman
Chris Byrne, Tim Fleming, Paul Justin
Alison Schutt, Rohan Nicol
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