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Merchant Services

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Know Your Stuff Webinar

Embrace the strategic value of inventory management.

 

 

Bank of America Merchant Services recently hosted a webinar that took a closer look at how inventory management can help you better understand and grow your business. The educational webinar focused on the importance of inventory management, best practices, actions you can take as well as featured industry expert Dave Carlson, co-founder and CEO of Shopventory.

 

Session topics included:

  • Consequences of poor inventory management
  • 4 best practices for your business
  • Tools that can help you succeed
  • Q&A with Shopventory 

 

To view a playback of the webinar, click here. 

 

 

 

Bank of America Merchant Services and Shopventory are separate, unaffiliated companies. Although their services are complementary, they are provided by each provider independent of the other under separate contracts between the merchant and the respective provider.

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Know your stuff

Embrace the strategic value of inventory management.

 

Join Bank of America Merchant Services June 25 to take a closer look at how inventory management can help you better understand and grow your business. The educational webinar will focus on the importance of inventory management, best practices, actions you can take as well as feature industry expert Dave Carlson, Co-Founder and CEO of Shopventory.

 

Session topics will include:

  • Consequences of poor inventory management
  • 4 best practices for your business
  • Tools that can help you succeed
  • Live Q&A with Shopventory

 

Date:

Tuesday, June 25, 2019

 

Time:

2:00 p.m. – 3:00 p.m. ET

 

To register for the Bank of America Merchant Services “Know Your Stuff – Inventory Management” webinar on June 25 at 2 p.m. ET, click here.

 

 

Bank of America Merchant Services and Shopventory are separate, unaffiliated companies.  Although their services are complementary, they are provided by each provider independent of the other under separate contracts between the merchant and the respective provider.

As a company that serves local business owners and customers, Bank of America Merchant Services is proud to join with American Express as a corporate supporter of Small

Business Saturday® this Nov. 24.

 

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Small Business Saturday was founded by American Express in 2010 to help strengthen local economies. Today,

 

it’s a holiday shopping tradition and part of a nationwide Shop Small® movement dedicated to uniting communities and supporting all kinds of small businesses. From the corner store to your favorite diner to a trendy online boutique, it’s unique small businesses like yours that help local communities stay vibrant.

 

Participating in Small Business Saturday is a great way to reach new customers and help promote your business. Here are some ideas for getting involved on Nov. 24:

 

  • Let your customers know that you plan to participate in Small Business Saturday. Visit ShopSmall.com/Participate for customized marketing materials for your storefront, website, and social networks for free.
  • Transform your store to help your business make an impression. While supplies last, order free merchandise courtesy of American Express.
  • Connect with your community. Contact your local chamber of commerce to see how your business can participate in Small Business Saturday events and promotions.
  • You can also help attract more customers by displaying signage on your storefront or website. You’ll show Card Members you accept American Express and that you’re ready for their business. Get your free signage at americanexpress.com/signage.
  • And if you accept American Express® Cards, your business could get recommended to potential customers. In 2017, over 15 million people received recommendations on where to shop.* Learn more here.

 

Not sure if you’re set up to accept American Express® Cards? Call 800.430.7161 and we can help.

 

It’s a privilege to support you on Small Business Saturday and serve you every day of the year. We hope you will join us and participate on Nov. 24.

 

The external links provided above will take you to a third party's website that is not sponsored or endorsed by Bank of America Merchant Services.

*Based on an analysis of American Express merchant recommendations in 2017.

©2018 Banc of America Merchant Services, LLC. All rights reserved. All trademarks, service marks and trade names referenced in this material are the property of and licensed by their respective owners. Merchant Services are provided by Bank of America, N.A. and its representative Banc of America Merchant Services, LLC. Banc of America Merchant Services, LLC is not a bank, does not offer bank deposits, and its services are not guaranteed or insured by the FDIC or any other governmental agency.

The latest issue of Small Talk with Bank of America Merchant Services is now available.

 

Small business owners have a lot to handle these days. Corner stores compete against eCommerce giants, point-of-sale systems have jumped to the cloud and your customers want quicker and easier ways to shop.

 

The challenges can be intimidating, but as the realities of owning a small business change, the fact remains that we’re still here to help you navigate it all.

 

We invite you to jump into the January edition of Small Talk in which we spotlight some of the most important trends and opportunities facing small businesses today.

 

In the January 2019 edition:

  • Tax prep checklist
  • To close or not to close on major holidays?
  • 4 strategies to attract and retain customers
  • Answers to questions about purchase disputes
  • Promotional Ideas Calendar

The newly released Small Business Payments Spotlight from Bank of America Merchant Services surfaces a trove of valuable insights for small business owners navigating the complex world of payments through a wealth of timely, actionable information.

 

This year’s report details three key findings:

 

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1. Both small business owners and consumers are relying more on mobile devices to streamline the shopping experience. In fact, 35 percent of consumers leverage mobile devices to ease shopping.

 

2, To stay competitive and grow sales, small businesses are expanding and enhancing their eCommerce capabilities. Forty-three percent of consumers surveyed said they are shopping online more than ever before.

 

3. Data breaches, which threaten sales and customer loyalty, are becoming more expensive. Twenty-two percent of consumers who had their bank or personal information stolen indicated they would not shop at a small business that had experienced a data breach.

 

Get a copy of the report here.

 

About Bank of America Merchant Services

 

Bank of America Merchant Services brings together market-leading payment, eCommerce and security solutions to help businesses optimize global digital commerce and improve their customer’s purchase journey.

 

The company processes 16.6 billion transactions at more than 705,000 merchant locations throughout the U.S., Canada and Europe. Bank of America Merchant Services guides businesses from the Fortune 50 to neighborhood establishments through the evolving world of payments.

 

To learn more, please visit https://merch.bankofamerica.com

2017 report shows that with so much at stake, small businesses must adapt to changes in the ways customers shop and pay

 

Bank of America Merchant Services commissioned Forrester Consulting, one of the most influential research and advisory firms in the world, to conduct a study of payments-focused attitudes and behaviors among U.S. small business owners and consumers.

 

Merchant Services Factoid..gifTopics addressed in the inaugural Small Business Payments Spotlight include merchant and consumer sentiments towards point-of-sale and digital payments, cash, eCommerce, security and more.

 

Among the notable findings:

  • 48% of consumers carry less cash than they did five years ago, but 38% of small businesses have not changed the types of payments they accept in the past five years.
  • 53% of consumers are shopping online more than ever, yet only 44% of small businesses operate an eCommerce website.
  • Consumers aged 18 to 29 and over 65 are the most likely to never trust a small business again following a data breach affecting that merchant.

 

As the trusted payments provider for hundreds of thousands of small businesses across the U.S., Bank of America Merchant Services is pleased to share with you valuable insights in the Small Business Payments Spotlight.

 

Read the report (PDF) to explore what hundreds of small businesses and consumers have to say about payments today and tomorrow.

Your small business may offer great customer service, but how good is your customer experience? Rieva Lesonsky Headshot.png

 

Customer experience (or CX for short in the digital world) refers to the overall experience customers have with your business. Everything from your physical location to your salespeople’s attitudes to your website’s ease-of-use can enhance—or detract from—the customer experience.

 

CLICK HERE TO READ MORE FROM SMALL BUSINESS EXPERT RIEVA LESONSKY

 

Disney, Apple stores, Amazon and Zappos are among the leaders in providing exceptional customer experiences. Do you think your customers are happy with your customer experience? Don’t be so sure. Only 18 percent of companies in The Temkin Group’s most recent Customer Experience Rating study earned a “good” or “excellent” rating, down from 37 percent in 2015. And if your customer experience doesn’t rate at least “good,” the competition is going to eat your lunch.

 

Doubt the importance of all this? Maybe this will convince you: Research from NewVoiceMedia reveals businesses lose over $62 billion every year due to poor customer service. To avoid that happening to your company, join the 72 percent of businesses (according to data from Forrester) that plan to make “improving customer experience” their top priority.

 

Here are 5 tips to up your customer experience:

 

1. Offer multiple ways to interact with your business. Not all customers want to interact with your business in the same way. For example, older customers generally like to pick up the phone and talk to someone. Millennials might prefer to use text to resolve an issue or ask questions about a potential purchase. To create a good customer experience for everyone, you must provide multiple ways to interact with your business. This can include in-person, by phone, by email, via online chat, by text, on social media or going the self-service route with a knowledge base or FAQ section on your website.

 

RELATED: 5 TIPS FOR IMPROVING B2B AND B2C CUSTOMER RETENTION

 

2. Provide consistency. You may have an amazing e-commerce website that offers standout search, intuitive navigation and a seamless checkout process—but what happens when a customer comes into your store to return an online purchase? If he or she is met by a rude, irritable employee, or a salesperson who doesn’t know how to handle the return process and takes 20 minutes to complete the transaction, the wonderful customer experience on the website will vanish in an instant. Make sure your systems and processes work smoothly, no matter how or where your customer is interacting with your business. It’s also key to make sure that employees in all sales and support channels are equally well-versed in handling them.

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3. Develop and train your people. You can’t deliver an outstanding customer experience without an outstanding team. Share your vision for the ideal customer experience with employees at all levels of the business. Make sure they understand it and are committed to delivering it. Provide ongoing training, feedback and development to ensure employees are playing their part in providing the best experience for your customers. Working with your employees isn’t a one-way street, however. Seek input from your team about how to improve the customer experience—after all, they’re the ones on the front lines interacting with customers. Empowering employees to make their own decisions (within guidelines you set) is vital, too. An employee who’s empowered to go above and beyond can transform a terrible customer experience into a happy one.

 

4. Understand your customers’ needs. Thanks to social media, digital loyalty programs and customer relationship management (CRM) software, it’s easier than ever to stay in touch with your customers and gain insights into their wants and needs. Use CRM tools and loyalty software to track your customers’ purchasing history and interactions with your business. Use social media to see what they’re interested in and how they interact with your competitors. Regularly conduct customer surveys, using online survey tools, email or social media, to see what customers think about your customer experience and how it can be improved. Using this information, you’ll be better able to personalize your customers’ interactions and even predict their behaviors so you can surprise and delight them with a tailored customer experience.

 

5. Focus on feelings. Creating a good customer experience is about more than facts and figures; it’s about how your business makes customers feel. Whether you sell jewelry to consumers or software to B2B buyers, think about the emotions you want your products and services to evoke in your customers, and work to ensure that every customer interaction creates those emotions. For instance, if you sell software to corporate clients, you might focus on how the software makes them and their employees more productive, so they aren’t as stressed, how it saves money compared to the competition and impresses their CFO; or how it boosts sales so they have the confidence to ask the boss for that promotion.

 

About Rieva Lesonsky

Rieva Lesonsky is CEO and Co-founder of GrowBiz Media, a custom content and media company focusing on small business and entrepreneurship, and the blog SmallBizDaily.com.  A nationally known speaker and authority on entrepreneurship, Rieva has been covering America’s entrepreneurs for more than 30 years. Before co-founding GrowBiz Media, Lesonsky was the long-time Editorial Director of Entrepreneur Magazine. Lesonsky has appeared on hundreds of radio shows and numerous local and national television programs, including the Today Show, Good Morning America, CNN, The Martha Stewart Show and Oprah.Lesonsky regularly writes about small business for numerous websites and for corporations targeting entrepreneurs. Many organizations have recognized Lesonsky for her tireless devotion to helping entrepreneurs. She served on the Small Business Administration’s National Advisory Council for six years, was honored by the SBA as a Small Business Media Advocate and a Woman in Business Advocate, and received the prestigious Lou Campanelli award from SCORE. She is a long-time member of the Business Journalists Hall of Fame.

 

Web: www.growbizmedia.com or Twitter: @Rieva

You can read more articles from Rieva Lesonsky by clicking here

 

Bank of America, N.A. engages with Rieva Lesonsky to provide informational materials for your discussion or review purposes only Rieva Lesonsky is a registered trademark, used pursuant to license. The third parties within articles are used under license Rieva Lesonsky. Consult your financial, legal and accounting advisors, as neither Bank of America, its affiliates, nor their employees provide legal, accounting and tax advice.

 

Bank of America, N.A. Member FDIC.  ©2017 Bank of America Corporation

Finding-the-right-credit-card-machine-Thumb2.gifIn our new guide, you can explore the types of credit card terminals available for small business. Use this overview to choose not only the best and most flexible option for your business, but one that will fit your needs perfectly today while preparing you for tomorrow.

 

Click here to download the guide "Finding the Right Credit Card Machine for Small Business" (PDF).

When it comes to cash flow management, accelerating the process can make a huge impact on your small business. Here are some technology-based solutions that can help you manage cash more effectively and keep your small business on track.

 

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Sources:
1. “Semi-Annual Small Business Index,” Rocket Lawyer, January 22, 2015

 

2. “Mobile Wallets: Strategies for Developed and Developing Markets 2014-2019,” Juniper Research, May 20, 2014

 

3. “Total Retail 2015: Retailers and the Age of Disruption,” PWC, February 2015

 

4. “U.S. Mobile Payments Forecast,” eMarketer, October 2015

 

5. “Digital Commerce Lifecycle Survey,” Avangate, June 23, 2015

 

6. “The Global E-Commerce Payments Guide,” Adyen, 2015

 

7. PricewaterhouseCoopers

 

8. “State of Remote Deposit Capture,” Bob Meara, Celent, January 10, 2014

 

9. “Calculate Your Savings,” electronicpayments.org/small-business/direct-deposit/learn/calculator

 

10. “Benchmarking the Accounting and Finance Function: 2014,” Financial Executives Research Foundation and Robert Half

 

Bank of America, N.A. engages with Publicis Hawkeye to provide informational materials for your discussion or review purposes only.
Publicis Hawkeye is a registered trademark, used pursuant to license. The third parties within articles are used under license from Publicis Hawkeye.
Consult your financial, legal and accounting advisors, as neither Bank of America, its affiliates, nor their employees provide legal, accounting and tax advice.
Bank of America, N.A. Member FDIC.
©2016 Bank of America Corporation
SBC Team

The Future of Credit Cards

Posted by SBC Team Oct 14, 2015

Credit-Cards-Thumb.pngThe credit card industry is not just undergoing a revolution; it’s facing an evolution. Help your small business prepare for tomorrow with the information found in our new guide, “The Future of Credit Cards.”

 

Click here to download the Future of Credit Cards Guide (PDF).

 

 

 

 

___________________________________________

 


It’s all about the cash flow.  To help, we’ve compiled
our newest and most popular cash flow content for you. 
Click here.


POS_Body.jpgWith each news report of large-scale customer data breaches, small business owners have been left wondering how they can protect themselves and their customers from falling victim to credit card fraud. At the same time, they’re grappling with the implications of the upcoming migration to EMV technology on credit cards. By implementing strong security measures and preparing now for the October EMV deadline, small business owners can minimize security threats and ensure their on-time compliance with the new standard.

 

1. Introduction

For businesses in general and small companies in particular, customer relationships are built on trust. That’s why news reports about hackers exposing personal and financial data are so unsettling: from the customer’s perspective, that trust has been betrayed—and for the affected business, rebuilding that trust can be a painful, time-consuming process.

 

The last thing a company on a growth path needs is the combination of bad publicity, lost business, and lost staff hours caused by a data breach. While nothing can offer absolute protection against hackers, there are steps you can take to protect and preserve your company’s hard-won customer and vendor relationships, reputation, and prospects for sustained profitability and growth.

 

2. Taking care of business basics

The good news is that many security steps are easy to implement. That’s because most cyber criminals aren’t looking to exert themselves—they go after the low-hanging fruit, says Troy Leach, chief technology officer of the PCI (Payment Card Industry) Security Council, which promotes education and awareness of PCI security standards. During the past five to ten years, “the vast majority of vulnerabilities were actually very simplistic,” he says. “Somewhere between 92 and 99 percent of the breaches were known vulnerabilities that had been in existence for more than a year. We need to raise the bar and eliminate those simple things, and that will help move the needle on security.”

 

Passwords are one glaring example. Although in theory we all know better by now, Leach notes that the most common one in use is still “password.” If you can’t come up with something more difficult to crack than that, your password might as well be “welcomehackers.” But “probably the greatest human error element” is that many merchants don’t know where they have their cardholder data stored, he says. “Security equals the technology, the people, and the process they put in place to manage that technology.” As an extension of that thought, he notes that small businesses often store cardholder data that they don’t need to retain. If you don’t need it, don’t store it—and just like that, you’ll eliminate the risk of having that data breached.

 

Another common mistake among small business owners is to look for ways to economize on data security. This is not an area in which you want to rely on the services of your neighbor’s son, who is in his junior year as an IT major and has always been great with computers, Leach cautions. The same is true of your software, which should be secure, tested, and from a known and reliable vendor.


3. E-commerce and emerging trends

As you’ve probably noticed, some of your customers are using credit cards that are equipped with chips. To process chip payments, you need a chip-enabled terminal from your payment services provider, which can also help you to understand the steps you need to take to become chip-enabled. Your business is required to be ready for this migration by October, so if you haven’t started, do so now.

 

“Small and medium-sized merchants need to get informed. They need to do some research about what these changes are and how it’s going to affect them,” says Randy Vanderhoof, director of the EMV Migration Forum and executive director of the Smart Card Alliance. “Contact your bank, your processor, or whoever you have as your support for your payment device, and ask them about their ability to set you up for an EMV-capable terminal.”

 

When the new devices are delivered, he adds, “take the time to test them internally and learn about them before you turn the entire operation live, so that you have proper time to educate yourself and any employees about the changes at the terminal. Don’t create an environment where consumers are looking for your assistance to learn how to use their cards, and you are not familiar enough with the card or the technology to be able to complete the payment transaction.”

 

As that migration occurs, strong encryption will be more important than ever for businesses engaged in e-commerce. That’s because with the move to the EMV chip, “criminal activity is going to migrate to what is know as 'card-not-present' fraud—situations such as mail order, telephone order, and specifically, e-commerce, where the card is not physically presented by the customer,” Leach says. “So we need to be very diligent in recognizing that e-commerce merchants of any size are going to be a higher target for criminal activity very shortly. What they can do to protect themselves is find ways to encrypt that data immediately, as it’s received from their customers, in order to limit the access to that information.”

 

If you’re using a cloud storage service, he adds, make sure you know where your data is being stored and how it’s being protected. And he advises taking a long-term view on your investment in new terminals: “Do the cost-effective thing of future-proofing your terminals and looking at buying not only for EMV, but for point-to-point encryption. If you do that, you’re going to have a better chance of having a longer return on your investment in new terminals.”


4. Planning for the worst-case scenario

Of course, no matter how much you prepare, and no matter how good your firewalls and security are, you can’t make your small business invulnerable to hackers and malware. “The latest statistic I read was that more than 80,000 new variants of malware are introduced every single day, so it’s very hard to keep pace with that,” Leach says. “But a great defense is to continue to monitor and scan for vulnerabilities in your network.”

 

In addition, he advises business owners to create an incident response plan. “It doesn’t have to be complex. It just has to include the basics of who you contact. What’s your basic mode of operation? What are the procedures that you need to be aware of?” The plan should also include a list of website resources so you don’t have to search for those addresses when you need them. Depending on where your business is located, your home state may stipulate certain data breach requirements for notifying your customers, so it’s a good idea to be aware of those in advance, as well. “You’ll be in a much better position and less stressed by having all of these resources readily available, knowing where to turn, and who to seek advice from.”

 

Understanding the issues and developing best practices in cybersecurity can be challenging for small business owners who are not specialists in these areas. But by seeking expert advice and developing your company’s strategy for managing data, you can reduce your risk of a breach, protect your customer relationships, and prepare your company for a more secure and successful future.


5.  Resources

To learn more about cybersecurity, the upcoming EMV chip migration, and what your small business needs to do to meet its obligations to customers, consult these online resources.

 

Ten Cybersecurity Tips for Small Business is an online resource published by the Federal Communications Commission (FCC) to help small business owners “protect themselves, their customers, and their data.”  http://www.fcc.gov/cyberforsmallbiz

 

The FCC’s Small Biz Cyber Planner 2.0 is “an online resource to help small businesses create customized cybersecurity plans.”  http://www.fcc.gov/cyberplanner

 

This United States Computer Emergency Readiness Team page provides information you can use to learn more about cybersecurity and steps you can take to protect your small business.  https://www.us-cert.gov/home-and-business


Check StaySafeOnline, a resource of the National Cyber Security Alliance, for resources that can help you “protect your business, employees, and customers from online attacks, data loss, and other threats.”  https://www.staysafeonline.org/business-safe-online/

 

The PCI (Payment Card Industry) Security Standards Council is “an open global forum, launched in 2006, that is responsible for the development, management, education, and awareness of the PCI Security Standards.” Its website includes a variety of resources developed specifically for small business merchants, including:

 

•    PCI for Small Merchants  https://www.pcisecuritystandards.org/smb/https://smallbusinessonlinecommunity.bankofamerica.com/

•    Secure Passwords  https://www.pcisecuritystandards.org/pdfs/its_time_to_change_your_password_infographic.pdf

•    Protecting Your Customer’s Data from Malware  https://www.pcisecuritystandards.org/pdfs/PCI-MalwareFinal-2.pdfhttps://smallbusinessonlinecommunity.bankofamerica.com/

•    Top Ten Tips for Protecting Against Card Fraud  https://www.pcisecuritystandards.org/pdfs/PCI-Top-Ten.pdfhttps://smallbusinessonlinecommunity.bankofamerica.com/

 

The Smart Card Alliance, “a not-for-profit, multi-industry association working to stimulate the understanding, adoption, use, and widespread application of smart card technology,” created the EMV Connection website “to assist all industry stakeholders with EMV migration.” Its merchant page covers everything “from EMV basics to detailed guidance on what merchants need to consider to develop the roadmap to accept EMV cards and devices.”

http://www.emv-connection.com/merchants/http://www.emv-connection.com/merchants/

 

The EMV Migration Forum and the Payments Security Task Force developed GoChipCard.com “to assist consumers, merchants, and issuers with the migration to chip technology.” Resources on the site include training FAQs, a training infographic, and a guide to communicating best practices, all available via links at the bottom of the merchant page. http://www.gochipcard.com/merchant/

 


Bank of America, N.A. engages with Inc. to provide informational materials for your discussion or review purposes only. Inc. is a registered trademark, used pursuant to license. The third parties within articles are used under license from Inc.. Consult your financial, legal and accounting advisors, as neither Bank of America, its affiliates, nor their employees provide legal, accounting and tax advice.

ExitStrategy.jpgWhether a business owner wants to retire to a tropical island or simply move on to the next venture, an exit plan is crucial to ensure a seamless sale. The business owner that plans wisely, in advance, can negotiate a transaction that benefits buyer and seller alike.

 

Barring unforeseen circumstances (injury, illness, family emergencies), it’s wise to plan for a sale at least one to three years in advance. Sellers should have at least three years of unblemished tax returns on hand, which will help an appraiser or broker accurately value the business and give the potential buyer a clear picture of a business’s cash flow. No one likes to pay taxes, but if you plan to sell a business, it’s best to think conservatively with deductions.


Click here to download the PDF.

Thumb.pngEMV chip card technology is here. It is crucial to plan a strategy before implementing EMV.

 

With EMV chip card technology, the card brands have introduced “liability shifts.” If your payment devices are not EMV enabled, your business could be held liable for counterfeit fraud losses when chip cards are used (card-present transactions only). We can help you understand the cost/benefit of adopting EMV.

 

Click here to read the guide, "Why You Should Adopt EMV Chip Card Technology" (PDF)

 

Here’s what you’ll learn:

  • How the majority of the world uses EMV
  • What the liability shift is and what it means to you
  • The impact on card issuers and merchants
  • What EMV means to your customers
  • Why to expect a reduction in fraudulent transactions
  • How to develop your strategy



To talk to someone about EMV, you can call Bank of America Merchant Services.

  • Current Bank of America Merchant Service customers, please call 1-800-430-7161.
  • For new inquiries, please call 1-855-833-3610

Merchant-Thumb.jpgEmploying the right payment options, commerce solutions and data security safeguards for your growing business is essential in today’s financial landscape. Streamlining your payment processing can also save you a lot of extra time otherwise spent by manually taking care of all your back-office financial record keeping, processing and reconciliation. But if you streamline your payment processes for mobile, online and in-store, it will free you up to do what you do best: Run your business.

 

Click here to read our guide: Merchant Services for the Modern Small Business


PricingStrategies_Body.jpgby Robert Lerose.

 

One of the most vexing problems facing many small businesses is coming up with suitable prices for their products and services. For example, some new businesses will launch with heavily discounted prices in an attempt to build a sizable customer base quickly and establish a foothold in their market. Others will charge premium rates, but fail to show how the customer will get added benefits for the higher cost. Finding the sweet spot in pricing involves research, testing, patience, and an unwavering belief in the value that the small business provides.

 

Know your expenses

"You have to start by looking at all of your costs. This is where [many] people go wrong," says Janet Attard, CEO of Business Know-How. "Also, if they're starting out as a one-person business, they don't think ahead to when they will need employees and how those costs may change."

 

Businesses generate both seen and unseen costs that need to be taken into account. For example, besides obvious overhead expenses—such as employee compensation and benefits, insurance, Social Security taxes, office supplies, rent, and utilities—Attard says that business owners often forget to pay themselves a salary and factor that in their monthly expenses. And while a business that sends workers out on the road, such as plumbing, will take fuel and vehicle maintenance costs into consideration, the costs of running the office while the technician is on call need to be calculated, too.

 

There are a variety of ways to find out standard pricing in a given niche. "You can simply talk to the people in your industry and find out what they’re charging," Attard says. "Or look up people in noncompeting areas and find out what they're charging. Sometimes you can find out from customers themselves what they usually pay." She also recommends the Small Business Administration's pricing guide.

 

Charging the lowest price for your goods and services may actually backfire in some circumstances, Attard warns. For example, new businesses that significantly undercut their competitors in the business-to-business sector may make the customer think that they won't be able to handle the job successfully or that they are desperate for work. On the other hand, businesses that charge higher than average must prove that they offer and deliver more than the competition. "For somebody just starting out, coming in the middle range of the going prices may be a good idea," Attard says.

 

PricingStrategies_PQ.jpgDevelop an image

Businesses that have a clear idea of who their customers are may find it easier to set their prices and cater to their audience. "It's not like you have to [sell to] everybody," says Bob Phibbs, CEO of The Retail Doctor. "It's okay to turn some business away. Some retailers in particular deal with hagglers who believe you're gouging them to begin with. You don't want to attract those kinds of customers."

 

The actual retail store experience can affect how you set prices as well, Phibbs says. For example, customers who shop at a neighborhood grocery store that displays produce in makeshift bins might expect to pay less than what an upscale retailer with nicer lighting and artful presentations would charge for the same products. "Self-image can play a huge factor in how you price your merchandise," Phibbs explains.

 

While consumers may find cheaper prices for some products online, a brick-and-mortar retailer that has the item in stock at a higher price may make the sale, simply because the item is available then and there. "Americans are getting very, very tired of waiting," Phibbs says. "A good small business is going to help people see that and [prove that] advantage to the customer in front of them."

 

Be transparent

"The first time I set prices, I didn't have a clue [about what I was doing]," says Naomi Poe, founder of Better Batter Gluten Free Flour, a Pennsylvania-based allergy-free baking mix company. "At the time, our industry was not developed, so there wasn't anything to compare against. I just took my costs and multiplied them by two. I happened to come in right where people wanted to pay, but I don't necessarily recommend [my experience] as a pricing strategy."

 

Since that less than well planned out opening in 2006, Poe has taken a more systematic approach to pricing her products. Today, after calculating her operating expenses and profit margins, she surveys her biggest competitors in North America and compares their prices, and then works backwards until she comes up with a price that fits her business's position in the marketplace.

 

SBC newsletter logo.gif"It's all formulaic, but at the same time there's a lot of consumer psychology in there," Poe explains. "You push the numbers up and say nobody's going to buy at that price. You push the numbers down and say we can't afford to do it that way. So you keep calculating until you find the right point."

 

Poe works consistently to maintain a transparent, loyal relationship with her customers. She notifies them in advance when outside forces—such as rising fuel or commodity prices—are about to send her prices higher. Conversely, Poe rewards them with lower prices whenever possible. For example, when she was able to reduce the packaging costs on bulk orders, she passed the savings on to her customers. Poe also offers stable pricing options whether a purchase is made online or in-store, protecting both the retailer and the consumer.

 

According to Poe, she only had sales of $3,000 when she opened in 2006, but racked up $705,000 in sales last year. "Transparency and honesty in this day and age are as important as product quality and bottom line price," Poe says. "If you do right by your customer, they'll do right by you."

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