tag:blogger.com,1999:blog-59946383321481551232023-11-16T02:51:31.106-08:00Reclaiming Your Life - Confessions of an Ex ProfessionalA blog chronicling the process of one professional accountant's quest to leave behind his profession and embrace his lifelong passion and in so doing to move from an employee to a self-employed businessman. My thoughts, trials, tribulations, victories, mistakes and general life hacks and observations are all fair game if I think they will be of interest to my readers. Canada's Stamp Dealerhttp://www.blogger.com/profile/14048248796843456571noreply@blogger.comBlogger205125tag:blogger.com,1999:blog-5994638332148155123.post-73313563441255367152021-05-23T06:51:00.001-07:002021-05-23T06:51:03.415-07:00Why Didn't I Do This Earlier? The Importance of Customer Surveys<p> In a previous post, I spoke about the importance of having a vision when establishing a business, and I explained why it was important. I said that it motivates you to stay the course when the going gets tough and serves as a reminder every day of why you have chosen the path you are on. </p><p>But, a vision can also be a double edged sword, in the sense that it is very easy to assume that your views and attitudes match that of your customers, or to believe that your views are shared by most of the participants of the markertplace in which you are operating. Conversely, it is easy, when the going gets tough to pivot away from a solid idea because you have become convinced that the market is not interested in it, when in fact you were right to pursue your vision all along. </p><p>I have always heard about the importance of surveying customers and explicitly asking for their feedback, and yet it is only just this week that I sent my first customer survey. So, why did it take me so long? More importantly, what have I learned so far? The answer to those two questions are the subject of this post.</p><p>One reason I didn't send a survey out was that I wasn't confident that customers would complete it. Another was that I didn't feel confident that I would craft the right questions to elicit the information I needed, and yet another was that I felt that because I had started a weekly auction, that the auction results and loyalty or attrition of customers would tell me how well I was serving their needs. My thinking was simple: if I was getting high realizations and doing well then I must be doing the right things. </p><p>But I believe now that there was a much stronger reason behind my failure to survey my customers, if I am being 100% honest with myself: I was afraid that their answers would indicate that they wanted me to change what I was doing and to become more like my competitors, and that doing so would require me to abandon my vision, which had become my very reason for being in business, and I didn't want to change. A lot of us start businesses because we want to call the shots, want to do things our way. If we allow our customers to tell us how to run our businesses, then aren't we really working for them and not ourselves? I think that is a very natural way to view things and I'll bet that it is probably the true reason holding a lot of entrepreneurs from surveying their client base. </p><p>In following my vision to offer weekly themed auctions, I have achieved some measure of success, but it has come at great cost:</p><p></p><ul style="text-align: left;"><li>I often don't finish the week until 4:00am on Friday, which is really Saturday, and hence not sustainable, for a number of reasons.</li><li>I have neglected most aspects of my business that do not have to do with the auction, and while the auction is imortant, so are all these other aspects of the business. </li><li>There are other potential money making ideas and ideas to solidify my presence as a leader in Canadian philately, such as producing my own catalogue or deluxe line of stamp albums, that are not moving forward.</li><li>I am running out of higher value inventory and have to start buying more inventory.</li><li>The retail section of the website is a mess, with old listings cluttering up the site and driving people away. </li><li>I wanted to start producing stamp videos for a Youtube channel that would discuss all manner of stamp related topics, but have had literally no time. </li></ul><div>So, it started to become apparent that running 2 themes a week for a 300 lot weekly auction is not sustainable, at least not unless we schedule some breaks in the schedule to allow us to catch up on other important tasks. Immediately, that realization set in motion a panic: what will my customers think? I can't scale back! I have an expectation that I must meet every week. Surely my customers have gotten used to my themes and will come to expect them. </div><div><br /></div><div>But all the above has made clear that for the business to survive and thrive and for me to find the right work-life balance, it would be essential to make some decisions around:</div><div><br /></div><div><ul style="text-align: left;"><li>Whether taking a break in the themes would be advisable.</li><li>Whether or not to even have a retail section on the website.</li><li>Whether or not to maintain the blogs, and other information resources.</li><li>Whether or not to pursue the production of a catalogue or stamp albums. </li><li>Whether or not to produce videos. </li><li>Which inventory to buy. </li></ul><div>And so forth. </div></div><div><br /></div><div>Up until now I made all those decisions based on what I felt I knew about the market, and my customers. However doing that led me here. I pivoted away from retail after leaving E-bay because my retail inventory had so few sales, and the auction was the only way to jumpstart the business, engage the customers and make a level of sales that would make the business viable. I had started to conclude that maybe online retail just wasn't viable anymore. Maybe most collectors simply wanted to buy from e-Bay. I had assumed that my themes were what set me apart from my competition and that under no circumstances could I have minimum bids in my auctions, lest I drive all the customers away. Finally, because my sales have levelled off, I assumed that introducing higher value material was the only way to increase revenue.</div><div><br /></div><div>I was also beginning to despair, because buying high value material is very expensive and highly competitive at auction these days and because of this, it is not really possible to buy at auction for say 10-15% of catlalogue, in bulk, anymore. COVID has increased demand for stamps so much that competition is pushing what used to be available for 10-15%, up to 25-35%. You can't buy at that percentage with a 20% buyer's premium and then put the material in an unreserved auction and expect to make money. For one thing, that 25-30% becomes 30-36% after the buyer's premium, 31-37% after adding shipping, and if it is a US auction, it becomes 40.3-48.1% after exchange. At this level, the bidding in an unreserved auction is unlikely to result in an overall profit, but instead a break-even on the purchase cost, in the best case scenario. Given other overhead, like wages and the like and you are looking at a financial loss overall. So, I started thinking that I wasn't going to be able to grow the auction once my better inventory ran out. </div><div><br /></div><div>But what if I was wrong?</div><div><br /></div><div>Wasn't it time to go to my customers, the ones I have a relationship with and ask them? If they would all answer me honestly, then I could get definitive answers to some very key questions that would allow me to make the right decisions. Questions like:</div><div><br /></div><div><ul style="text-align: left;"><li>Do most of my customers actually prefer to buy their stamps at auction?</li><li>Do they care about the information resources on the website and do they actually use them?</li><li>If they do use the information resources are they happy with them?</li><li>Are the themes really that important to customers? or just to me?</li><li>Do customers only pay a fixed percentage of catalogue, or will they consider other factors?</li><li>Do my customers actually want more high value material in the auction?</li></ul><div>So, yesterday I sent an e-mail telling my most loyal, regular customers that I would be putting the themes on hold for 6 weeks in June and that I would be sending out a short survey and would offer them 10% off their next order if they would take the time to complete it. </div></div><div><br /></div><div>I went about designing a 16 question survey that was all multiple choice and tick the box style. I avoided any written questions, as I trust my loyal customers to not just pick random answers and to actually answer it honestly. But I wanted to respect their time and come up with something that a customer could complete in under 5 minutes. </div><div><br /></div><div>It took a couple of hours to design the right questions, but then I was done and I sent it out using my e-mail program as a live survey page. Within 15 minutes the results started to come in. As I write I have 35 responses out of the 70 names on my loyal customer list. Not bad at all. But what is most important are what the answers reveal and whether they comport with what I would have thought my customers would say:</div><div><br /></div><div><ul style="text-align: left;"><li>90% use the website the most for the auction - no surprises there.</li><li>30% of respondents make regular use of the blog articles and other information resources - that is higher than what I thought.</li><li>More than 50% of respondents named the selection of material as the thing they liked most about the auction, followed by another 20% that liked the lot descriptions best. Only 30% named price related considerations like a lack of reserves, $1 minimums and so forth as the thing they liked most - this was a huge surprise, as I had assumed that my no reserve $1 minimum bid was the key to keeping customers loyal.</li><li>One third of the 70% above said that while it wasn't the most important thing, favourable bidding terms like no reserves and $1 increments were still important to them - this is not surprising.</li><li>65% of respondents were happy with the current size of the auction, with the remainder being evenly split between more lots and fewer lots. I didn't have any idea what to expect here. </li><li>92% or respondents said that my current mix of high and low value material was perfect and did not need to be altered - this was a huge surprise, as I was convinced they were all wanting more high value material.</li><li>Just under 50% of respondents said they wanted more pre-1950 VFNH Canada. The majority actually indicated they wanted to see more VF to superb used Canada. While twice as many wanted this material to be pre-1950, just under 20% of respondents want to see more VF used modern Canada. - this was a surprise too as I would have expected VFNH to beat out VF used by a large margin and yet it used was in just as much demand as mint NH.</li><li>2/3rds of respondents want to see more Canada, but it doesn't matter what period it is from. In addition almost 50% want to see more pre-1952 British Commonwealth, and then about 1/3rd want to see more Western Europe and Elizabethan Commonwealth. These were massive surprises coming from a client base that I thought of as mostly experienced Canada collectors. First of all, they aren't wanting just earlier Canada, and secondly they have interests all over the world. Every region that I specified in the question was chosen by at least 2 people. This tells me that for many areas I will have to attract more bidders in order to have a successful auction, but that the potential market is there.</li><li>Only 13% care strongly about the themes. The majority like them, but would still view the auction if there were no themes and almost a third don't care about them at all - this was a huge surprise again, as I could have sworn that the themes are a critical differentiating point. </li><li>Only 13% buy exclusively at auction. The remanider have indicated that they will buy at either auction or retail - another shock, as I had thought that retail for stamps was dead for any dealer that didn't already have a long-established customer base. </li><li>Only 23% determine a stamp's value based on a percentage of catalogue. The rest consider other factors, such as eye appeal, condition, budget etc. This was also a shock - I knew there were some collectors who considered other factors, but I honestly expected 80% to tell me that a percentage of catalogue was how they determined their bids. </li><li>91% were happy with the depth of coverage in the blog articles and 65% would be happy with one article a month, with another 24% being fine with biweekly posts. This was not a surprise, in terms of the depth of coverage, but it was surprising that most were not expecting weekly articles.</li><li>75% didn't even know the community discussion forum exists, but those who did all found it useful. There wasn't a single respondent who said they didn't like the forum, or find it useful. Here I wasn't sure what to expect, but I thought most had seen it and just didn't find it useful. I was wrong. </li><li>81% are very likely or somewhat likely to watch stamp videos if we were to offer them. No surprises here. </li><li>57% are completely happy with the albums they have and would not consider buying a better one. This was a surprise, as I expected this figure to be much lower. </li><li>Only 1/3rd are completely happy with Unitrade as a catalogue. The rest are either very willing, or at least open to the idea of buying an alternate catalogue to Unitrade. Not a surprise really, but I did think that the percentage happy with Unitrade would be higher, like 55% or 2/3rds, rather than just 1/3rd. </li></ul><div>So, while some responses yielded no surprises, and validated my vision, there were some genuine surprises, which will prove invaluable in helping shape my future business decisions. Of course, all this assumes that the customers possess perfect self-awareness - that is to say that their behavior actually does match their beliefs. </div></div><div><br /></div><div>So what does all this mean for my business? Several things:</div><div><br /></div><div><ul style="text-align: left;"><li>The auction clearly is the core of the business, but customers have indicated that they would like to see the retail section of the website developed further. So, it will be important for us to carve time out of our schedule to do this. </li><li>While bidders like the fact that the bidding starts at $1 and progresses in $1 increments, this is clearly not the most important factor to them, and so it paves the way for me to begin phasing in minimum bids and stepped increments on at least selected items, without too much danger of driving people away. </li><li>There is clear demand for us to publish our own catalogue, which when combined with the other responses indicating that the most valued aspect to the auction is the descriptions, indicates that our KNOWLEDGE about stamps, and the willingness to disseminate it IS our core product, and this is what people are willing to pay a premium for. Up until now, we have given it all away for free. But we need to look for ways to monetize our knowledge, while giving away some of it for free. </li></ul><div>There are other things that will emerge, but we now have a basis on which to follow up with questions to further probe our customer's interests. Also, we can share the overall findings with our customer base, which will further strengthen our community.</div></div><div><br /></div><div>So, there you have it. The reason why surveying your customers is so critical. </div><p></p>Canada's Stamp Dealerhttp://www.blogger.com/profile/14048248796843456571noreply@blogger.com0tag:blogger.com,1999:blog-5994638332148155123.post-56202121726392093632021-04-10T11:57:00.001-07:002021-04-10T11:57:44.505-07:00The Psychology of Auctions - Why This Model Was a Game Changer<p> I wanted to spend some time today to talk about the psychology of auctions and why the entire auction model was such a game changer for my business.</p><p>When I started the business I wanted to avoid auctions as a model, largely because that is what literally EVERYONE in this industry was and is doing. It seems that the retail model of stamp dealing has almost died out. It is at the point where I was unable to source very attainable stamps for clients of mine from other stamp dealers, because they had completely abandoned the retail model in favour of auctions. I didn't like this, because for me it seemed that the idea of being in service to collectors was giving way to purely financial considerations. The auction model is popular with dealers because it is 100% turnover, that is immediate, when there are no reserves, and it allows them to make a profit that is often as much or more than they would make in retail without having to invest a dime in inventory. But, the problem that I saw with all dealers following this model is: who is going to educate new collectors? Who is going to make the hobby accessible to new collectors? Who is going to help collectors who need specific items grow their collections? The problem that I saw with most stamp auctions is that they present the elite end of the hobby as being the norm, and they eschew the common and less expensive material, relegating it to being sold in ridiculously large lots that only a dealer would really want. </p><p>So, this was why I avoided auctions and focused on retail. What I didn't consider though, was that it was possible to do auctions in a unique way that is different from what most businesses are doing, and in a way that address most of the concerns I raised above. </p><p>As I explained in a previous post, I got into auctions by accident. I was trying to find a way to attract traffic to my retail listings on my website. I had tried everything: paid Facebook ads, Google Shopping and Google Adwords. Nothing worked to any great degree: I was just pissing money away, and with online advertising that is very, very easy to do, as there is absolutely no transparency in terms of how your budget gets spent, and in terms of providing you with actual evidence that "X" number of people actually clicked on your ad. </p><p>The whole online advertising world is built upon the what I think is the completely false idea that all you have to do is attract traffic and if you have a good product it will sell. Go online and you will see all kinds of stats being presented about conversion rates being 10% and such. I think most of it is bullshit. The problem is that little distinction is made between the different levels of quality in online traffic. For example, high quality traffic consists of people who are specifically looking on Google for a product or service and are both willing and able to buy. For this traffic, I think the conversion rates quoted are probably accurate. But, for people casually searching Google, or who are scrolling on Facebook, or any other social media site, it is a completely different story. This is very low quality traffic, in the sense that there is no intention to buy anything. Heck, I have people on Facebook who like every single blog article link or ad that I post to my stamp groups, who have never bought a thing from me and never even placed a single $1 bid in any of my auctions. I'm not slagging these people off - they serve a very important role in helping me build my brand, so the term "low quality" is perhaps undeserved. However, the label fits if you are looking to this traffic for quick and instant success. </p><p>In actual reality, conversion rates for any traffic that is not looking to buy is very, very low. So, the only approach that really works is to use traffic to create brand awareness, rather than look for immediate conversions. Brand awareness leads to the willingness to sign up for your e-mail newsletters, and it is at that point, and that point only that a prospective customer enters your sales funnel. The average open rate on e-mails sent to a mailing list is around 15-20%, and of that percentage, only another 15-20% actually click on the links in the e-mail the e-mail. From there, only 10-20% will actually buy the item advertised, or will take the action in the call to action contained in the e-mail.</p><p>So, let's do some quick math assuming you have a mailing list of 1,000 people:</p><p></p><ul style="text-align: left;"><li>150-200 people will open your e-mail.</li><li>3-5 people will unsubscribe and most of those will say they never signed up when they clearly did.</li><li>0-2 people will report your e-mail as spam.</li><li>22-40 people will click on the link in the e-mail.</li><li>2-8 people will actually take the action, whether that is bidding or buying.</li></ul><div>So, you need A LOT of names in order to build a following of 20-30 loyal customers, because those 2-8 customers will not all return, or if they do, they may not be regular customers. This is one of the main reasons why repeat business is so important to the long-term success of most businesses. </div><div><br /></div><div>To get those first 1,000 names is no easy task and it will cost you time and money in running Facebook Lead ads, blogging and other "work" on social media. I found that a $50 ad spend on Facebook might yield me 10 names, but 8 of those names would ultimately unsubscribe from my mailing list, so building up this many names is expensive.</div><div><br /></div><div>After trying to attract traffic for a year or so, using the usual methods, I decided to try unreserved auctions with a limited amount of material. I knew that it meant that I would be giving most of my items away, as I had no loyal bidder base: everything would sell for $1 or very low prices. So, I had to consider the cost of these stamps to be an advertising expense. However, this form of advertising made a great deal of sense, for the following reasons:</div><div><br /></div><div><ul style="text-align: left;"><li>The irresistability factor is high: who doesn't want to buy a $20 stamp for $1 or a $150 item for $5? So, there is a high incentive to take the action of placing a bid.</li><li>The auction becomes an experience as more people participate, and it is fun to bid and win the items.</li><li>My actual cost is not as high as it may seem at first: if I pay 30% of catalogue for certain stamps and they bring 15% of catalogue at auction, my true cost is only 15%. So, for an auction with $5,000 worth of material, my cost at the beginning might be $1,500 and if the auction grosses $750, my true cost is $750 - high, but not bad when you consider that you can blow $300 on Facebook ads and get nothing. </li><li>If a bidder is successful in snagging a bargain, there is a very high liklihood that they will return, especially if they know that the auction is held regularly at the same time.</li><li>If I am going to spend the money with Google or Facebook anyways, with no guarantee of any quality leads, why not spend that money on a customer lead that is very likely to come back and bid again? </li><li>Although prices will initially be low, due to weak competition among the bidders, they will rise as more bidders enter the fray and start to compete with one another. </li><li>However, my expectation was that unsuccessful bidders would go to my retail listings so as to not leave empty-handed.</li></ul><div>It didn't quite go the way I planned: the last thing didn't really happen. Instead, what happened was that most bidders came back every week, and so fairly quickly the prices begain to rise. I lost money in the first 10 auctions or so, and from 11 to 20 I was breaking even. After the 20th auction I started to make a profit. I also begain getting new bidders, usually 1 new name every week or so. At first one or two bidders were carrying most of the auction, buying most of the lots, but over time this changed, and I started to find that when one bidder stepped back and reduced their bids or spending one week, another bidder would step forward and spend more. </div></div><div><br /></div><div>It dawned on me that this was actually a viable business model in its own right, even with my small lots, but I wanted to refine it and adapt it for the vision I had always had. So, I decded to pivot and de-emphasize the retail section of the website, and place all my focus on growing the auction.</div><div><br /></div><div>I eventually decided to do auction themes, where most of my offerings each week would follow a particular theme that I would promote. This would have the advantage of being highly promotable, as opposed to a run-of-the-mill auction where there is no cohesive focus to the stamps being offered. </div><div><br /></div><div>Soon after I made the decision to focus on the auctions it became apparent that 40 lots a week was not going to cut it, and I would have to increase the number of lots if I wanted to grow weekly sales. The problem with leaving it at 40 lots as my customer base grew is that there would not be enough material to keep everyone interested and there would be few to no bargains to draw new bidders in. So, it became apparent that it was important to ensure that 10% of the lots sell for bargain prices. If the bargain percentage fell below this, it was time to increase the size of the auction. Of course, too many lots would result in prices that were too low as well. So, it is a fine balancing act, to grow the auction in lockstep with the bidder base. </div><div><br /></div><div>The main reason though why this was such a game changer for me is that it really forced me to focus on what works, in real time, and the auction results themselves do not lie. Now, one reality that has become apparent is that my bids will not be high the first time I run a theme, because I do not have enough of a base for that theme to generate sufficient competition to make it sucessful. Thus, the concept of investing in business development does come to the fore, and must be taken into account. Nevertheless, if a theme is run three or four times and it fails to make money, then it is time to seriously re-evaluate it, and the data to do that evaluation is freely available, and it is timely. I can analyze the bids, because I have people's maximums, and so if the prices are low, but maximums were high, then I know that there simply weren't enough bidders to make the auction a success. If, on the other hand, the maximums were also low, then I may be dealing with an area that is unpopular with my base of bidders, and therefore there may not be a viable way to continue offering it. </div><div><br /></div><div>With online retail, it is very difficult to do this, largely because the data available is open to interpretation and there are so many reasons why it could be the way it is. One of the problems is that there are simply not enough transactions to do any meaningful analysis compared to say 52 weeks of auctions where 300 items a week are selling. </div><div><br /></div><div>Now, when I speak of analyzing the results I'm not talking about spreadsheets or detailed analysis of individual bidder's bidding habits or anything like that. For one thing I don't have the time, and for another I don't want to misuse people's information, particularly when I have been entrusted with it. I want to make that very clear here. What I am talking about is a general sense that I get after running many weekly auctions back to back. After a while I will know if over all maximum bids were, say 20% or 30% higher than what the lots are selling for overall, that is enough detail to evaluate the auction. As a matter of fact, a 20-30% discrepancy is what you want in this case. You don't want bidders consistently paying their maximums - otherwise they won't feel they are getting bargains. But, if I were to find that the maximums are 50-60% higher than the realizations, then I know I need to attract more bidders if I want to narrow that spread to 20-30%. </div><div><br /></div><div>Another thing that is valauble about doing auctions is the information they teach you about buyer psychology. Retail is based on the idea of a motivated buyer who knows exactly what he or she wants and appreciates the opportunity to shop for those things. But that model is based on people having the time and the patience to actively browse, and then the motivation to complete the purchase. The reality today is that most of the time one of these things is missing. People these days are largely overwhelmed with the number of choices and options out there, which has made retail very difficult. The other thing is that auction sites and marktplaces like E-bay and Amazon have created a perception that no matter how good the price appears to be, there is always a better deal just around the corner. </div><div><br /></div><div>A good auction addresses these issues by providing an experience that is structured. People are far more open to find time for scheduled experiences that they enjoy, such as TV shows and nights out. A weekly auction can mimic that, and at the same time it can provide structure by narrowing down people's choices and still satisfy their desire to grow their collections and learn about stamps. So, in that sense, if it is run properly, it has the potential to build a captive audience of people who regularly return to the website, and in fact this is exactly what has happened. On any given week now, I usually have between 50 and 60 active bidders and about 40-45 of those bidders are successful. Most of these bidders - at least two-thirds of this number bid every week, or every second week. </div><div><br /></div><div>Auctions provide bidders with validation about their perception of value, because other people are willing to pay as much or more than they are. So, when there are other bidders competing with them, they can often feel more comfortable that they paid a fair price for the thing they are buying. In retail, buyers are forced to comparison shop to gain that comfort. </div><div><br /></div><div>Retail also has no time limits, and so many customers of online businesses will fill their shopping carts and never check out, or at least not do so for a long time. An auction, on the other hand, with a definite end date forces a decision: either bid, or not. Fear of missing out or FOMO can motivate a customer to bid in the auction, and quite often, they wind up paying more than I would have sold the item on a retail basis for. That has happened at least 4 times and I am not sure as to why. </div><div><br /></div><div>What I have noticed in the past 2 months is that retail sales from the website have now begun to pick up, and most of these sales are coming from, you guessed it, the bidders. So, what has become apparent is that retail can work when you have already built up a devoted following of customers from other means, of which the auction has proven to be a very cost-effective way to build a customer base that is loyal. But, to try and build a retail business from scatch, with no hook to draw customers in, is in my view, virtually impossible - at least not without a massive investment in online advertising to create brand awareness and build a mailing list. But, as I have said before there is no guarantee that such an investment will bear fruit. </div><div><br /></div><div>So, this explains why things were so difficult for me in that first year after I left E-bay and how what started off as a marketing gimmick turned out to be the thing that saved my business from certain ruin. </div><p></p><p><br /></p>Canada's Stamp Dealerhttp://www.blogger.com/profile/14048248796843456571noreply@blogger.com0tag:blogger.com,1999:blog-5994638332148155123.post-56427453780814687602021-04-04T11:34:00.000-07:002021-04-04T11:34:06.421-07:00The Importance of Vision: Drawing Inspiration From Frank Lloyd Wright, the Great American Architect and Applying it to My Stamp Business<p><br /></p><p style="text-align: center;"></p><div class="separator" style="clear: both; text-align: center;"><a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEh8RztaDla_6ky20yFlgwTRTQPblxXAjPPLtGvu5_e4JVbCz0Spb_e2LXUAxZEMwTWo-dQUtyI0aoI9y62zZPcL8Z6o0jjczN2LdcErnIF0KlQbv3CxUeJLV5LraaXOlhna_PFGaO2bqNM//" style="margin-left: 1em; margin-right: 1em;"><img alt="" data-original-height="254" data-original-width="199" height="240" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEh8RztaDla_6ky20yFlgwTRTQPblxXAjPPLtGvu5_e4JVbCz0Spb_e2LXUAxZEMwTWo-dQUtyI0aoI9y62zZPcL8Z6o0jjczN2LdcErnIF0KlQbv3CxUeJLV5LraaXOlhna_PFGaO2bqNM//" width="188" /></a></div><br /><br /><p></p><p> "I wouldn't expect that the architectural establishment would treat me fairly. Why should they? My methods directly threatened everything they believed in back then. In circumstances such as this, one knows what usually happens. I had my position determined very early in life. I knew where my star was and so I had a choice to make: honest arrogance, or insincere humility. I chose honest arrogance."</p><p>- Frank Lloyd Wright, in a 1953 interview, when asked whether he thought that the architectural establishment treated him fairly. </p><p>For the past year or so I have become fascinated by Frank Lloyd Wright. I knew of him for many, many years, and I was vaguely aware of the innovative nature of his designs. What initially struck me were the glass houses and brick homes built in 1906 that looked like they could have been built in 1950. But beyond that I knew very little about him. Then, one evening while I was working on the auction, I began watching, or rather, listening to a documentary about him and his life's work on Youtube.</p><p>Wright was a master manipulator of light and proportion: many of his buildings look larger on the inside than they do on the outside. Many also make use of the natural features of the landscape they were built on, bringing the outside in. He referred to this as organic architecture. But let's look at some of his work:</p><p style="text-align: center;"></p><div class="separator" style="clear: both; text-align: center;"><a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEhHAfjjuCDB82L4WnwBIqF0PhFs67ih6BTUBvwWkeFcJQXXUn33_ByFF5gEmhEy-YZHMT-5GmAz6ZQtzQnmTC7crmKv8TKEol8_-jinjc5N7ZCV8gxyr9T50lpVa9mLa0czCX_LllAOADw//" style="margin-left: 1em; margin-right: 1em;"><img alt="" data-original-height="161" data-original-width="312" height="228" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEhHAfjjuCDB82L4WnwBIqF0PhFs67ih6BTUBvwWkeFcJQXXUn33_ByFF5gEmhEy-YZHMT-5GmAz6ZQtzQnmTC7crmKv8TKEol8_-jinjc5N7ZCV8gxyr9T50lpVa9mLa0czCX_LllAOADw/w442-h228/image.png" width="442" /></a></div><br />Falling Water, considered one of Wright's masterpieces, built over a waterfall in 1937, with most of the house being cantilevered over the falls.<p></p><p style="text-align: center;"></p><div class="separator" style="clear: both; text-align: center;"><a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEhWm_oUpLOTZULTR5-F1_hk8U8lGP7iCQZLnp6x6OrQYHj3mDVQtm1tCWSLjLhYGbLU1VPUu0Ats-Ul-53eLFR57ebnYf8W9CEyqdRNhEMNNJtexGOMSxJbF5c4W_RY0VhBm1P6DnrJy-w//" style="margin-left: 1em; margin-right: 1em;"><img alt="" data-original-height="1000" data-original-width="1600" height="260" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEhWm_oUpLOTZULTR5-F1_hk8U8lGP7iCQZLnp6x6OrQYHj3mDVQtm1tCWSLjLhYGbLU1VPUu0Ats-Ul-53eLFR57ebnYf8W9CEyqdRNhEMNNJtexGOMSxJbF5c4W_RY0VhBm1P6DnrJy-w/w415-h260/image.png" width="415" /></a></div><div class="separator" style="clear: both; text-align: center;"><br /></div><div class="separator" style="clear: both; text-align: center;">The inside of one of his many homes. Note the use of natural light. Does this look to you like something built in the 1930's or 40's?</div><div class="separator" style="clear: both; text-align: center;"><br /></div><div class="separator" style="clear: both; text-align: center;"><div class="separator" style="clear: both; text-align: center;"><a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEj4TdIakKSqtq9wI7JARGXH8Z7-HDMG51UbPA2fCvA_h1NXn-awaPlvglKIoQq1IPvqhXUqVLYVFlh6fnc0lyF_Rhcpp1EWCy9IOe9vCXYVgMV3LusIIZ8id3yZZYWb5U0Id6IrAYTUh2c//" style="margin-left: 1em; margin-right: 1em;"><img alt="" data-original-height="183" data-original-width="275" height="213" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEj4TdIakKSqtq9wI7JARGXH8Z7-HDMG51UbPA2fCvA_h1NXn-awaPlvglKIoQq1IPvqhXUqVLYVFlh6fnc0lyF_Rhcpp1EWCy9IOe9vCXYVgMV3LusIIZ8id3yZZYWb5U0Id6IrAYTUh2c//" width="320" /></a></div><div class="separator" style="clear: both; text-align: center;"><br /></div><div style="text-align: left;">The Neil's house in Minneapolis. Note the wedge shape and extensive use of windows wo make the space appear larger.</div><br /></div><div class="separator" style="clear: both; text-align: center;"><a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEirTXmRrYi8OwXCLVXw46hN3z821emg43ZPIw47HJT4fRaLQf0KY7OjlOefP7bppZfouzpJXX3XBuuFjUaxVrKlr6H6hDuICw-B_Oe8hYRjhaskJydi-Z8-Z7trTncN8n8aG2il_Ml6Wbc//" style="margin-left: 1em; margin-right: 1em;"></a><div class="separator" style="clear: both; text-align: center;"><a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEirTXmRrYi8OwXCLVXw46hN3z821emg43ZPIw47HJT4fRaLQf0KY7OjlOefP7bppZfouzpJXX3XBuuFjUaxVrKlr6H6hDuICw-B_Oe8hYRjhaskJydi-Z8-Z7trTncN8n8aG2il_Ml6Wbc//" style="margin-left: 1em; margin-right: 1em;"></a><a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEhxC4amDpChy3wOIPWMUvo4zkGV5pkiMzVIlIJHpHJQfNxdQzSDCcLcXOAUPZjzOivcFP05sADGd8pOeuq5RWulfzod4-n8teYQ3oUk4nW0JQaT2Q3Rw_MmufygdZSPVZJzMskvZ5Byv9U//" style="margin-left: 1em; margin-right: 1em;"><img alt="" data-original-height="181" data-original-width="279" height="208" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEhxC4amDpChy3wOIPWMUvo4zkGV5pkiMzVIlIJHpHJQfNxdQzSDCcLcXOAUPZjzOivcFP05sADGd8pOeuq5RWulfzod4-n8teYQ3oUk4nW0JQaT2Q3Rw_MmufygdZSPVZJzMskvZ5Byv9U//" width="320" /></a></div><br /></div><br /><div style="text-align: left;">The Guggenheim Museum in New York City. This was Wright's last building before he died in 1959. It's genius lies in it's continuous corkscrew design where you start at the bottom and work your way up. You always know what exhibits you have seen and what lies ahead. You won't miss any with this design, unlike many other museums. </div><div style="text-align: left;"><br /></div><p></p><p style="text-align: center;"></p><div class="separator" style="clear: both; text-align: center;"><div class="separator" style="clear: both; text-align: center;"><div class="separator" style="clear: both; text-align: center;"><a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEgXcTWROw34JoUptwrEB2ZpQSHWuLIVLMNCtTKXFaLdh5i372T5ziYKHOAo2x8D_vZIXyfPk0bFKCvepT_k-a7xRGD1qyaNRHUtjXAiYfmTwWpjIRtdgnQKHGN0iOVRXRIddvLCWI8PjWA//" style="margin-left: 1em; margin-right: 1em;"><img alt="" data-original-height="183" data-original-width="275" height="213" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEgXcTWROw34JoUptwrEB2ZpQSHWuLIVLMNCtTKXFaLdh5i372T5ziYKHOAo2x8D_vZIXyfPk0bFKCvepT_k-a7xRGD1qyaNRHUtjXAiYfmTwWpjIRtdgnQKHGN0iOVRXRIddvLCWI8PjWA//" width="320" /></a></div><br /><br /></div></div><div style="text-align: left;">The great workroom in the SC Johnson Wax building. Lloyd tested the strength of those columns with twelve tons of material, and it actually took 60 tons before any cracks appeared in the test column. The genius with this design is that this expansive space had no walls, yet the columns create the same effect as a wall, the "lilypad" tops to the columns create the effect of a ceiling, and the space between them mimics a series of skylights, letting in a soft light. Would you believe that this building was built in the mid 1930's?</div><div style="text-align: left;"><br /></div><div style="text-align: left;">What is clear to me when I look at these images, is that this is a man who had a clear artistic vision. He was not merely content to design buildings that followed established conventions and norms. Rather, he wanted to express himself in his work. </div><div style="text-align: left;"><br /></div><div style="text-align: left;">And so it is with what I do with my auction and my business. When I put together one of my themed auctions - a concept I will soon explain in another post, I am not merely putting a random group of stamps up for sale. I am attempting to inspire collectors by showing what a collector can do with a particular topic, or a particular period. A key consideration in this regard is to embrace the essence of the period whose stamps are being featured, and to not fight it. It is to work with what the period or topic offers, rather than comparing it to an earlier period, or an area where the material is scarce, expensive or rare. I firmly believe that this is a hobby that should be open to all, and not just the wealthy collectors, and so some of my themes work with material that is, by all accounts common and inexpensive. I treat this material with the same degree of seriousness as classic rarities. This, I also believe is essential for this great hobby to continue to thrive.</div><div style="text-align: left;"><br /></div><div style="text-align: left;">Like Wright, my beliefs about this hobby and its future do not square with what many of my contemporaries believe. Most of my fellow dealers believe that most all stamps issued after 1945 are only good for postage, and most of them will continue to use stamps from the 40's through the 80's on their mail, rather than studying and preserving this material for future collectors. Like Wright, I have chosen honest arrogance as well. I make no apologies for being different and for pursuing my vision. I know it is not for every collector, but I also know that for the small group of collectors who value what I do, it is an approach that they support. If I can make it my life's work to supply the needs of these collectors and to show the philatelic world an alternate way to view and interpret the stamps of various countries and periods, I will be truly fulfilled. </div><div style="text-align: left;"><br /></div><div style="text-align: left;">I have talked before about the importance of having a vision, for it is your vision that underpins your brand. It is your vision that will keep you going and keep you motivated when the going gets tough. Now, of course you have to determine whether your vision is likely to yield some long-term success if you execute it. I am not suggesting that you cling stubbornly to a vision that nobody else will buy into. For example, if my auctions were unsuccessful for an extended period then I would know that it would be very difficult, if not impossible to justify continuing to pursue that vision. So, it is important to be realistic, but at the same time it is important to understand that it takes time, effort and repetition to influence established thought patterns and gain traction. So, to survive you find other ways to raise money to pay the bills while you pursue this vision. For me, it was doing accounting contract work that got us through to the point where it was clear that the vision could succeed. I say could, because many of my themes will not do well the first time I offer them. I know this. But I have prepared for it as well. </div><div style="text-align: left;"><br /></div><div style="text-align: left;">So, this was one of my first lessons during these past 2 years: the importance of having a clear vision if one is to have any hope of building a loyal customer base. In my next post I will discuss the psychology of auctions and explain why the auction model was such a game-changer over retail, or at least why it was the perfect compliment to a retail model. </div><p></p>Canada's Stamp Dealerhttp://www.blogger.com/profile/14048248796843456571noreply@blogger.com7tag:blogger.com,1999:blog-5994638332148155123.post-15792117567664393512021-04-04T09:15:00.001-07:002021-04-04T09:15:30.050-07:00It is Time to Revive This Blog! - I Now Have a Viable Business, After Nearly 6 Years.<p> After almost 2 years of not writing new posts I felt inspired to revive this blog. When I started this blog over five years ago, I wanted to present a realistic picture of the trials and tribulations that an entrepreneur faces when starting and building a business.</p><p>In the beginning I wrote a lot of posts, largely because I could barely contain my excitement at this new lifestyle choice, but also because the rubber had not yet hit the road. What do I mean? Well, I had a bank account with my savings and so I was not under pressure to actually make money from month to month. I could afford to dream about all the possibilities and wonder that lay before me with my new business idea. </p><p>As my posts have shown, the reality turned out to be very different from what I had imagined, and the last substantive posts I wrote 2 years ago chronicled my attempt to turn my business model around and develop a business that could actually sustain itself. </p><p>Since then, I have been locked in a weekly routine where, a little over a year ago, I started a weekly stamp auction, and I have been steadily building that business into a business that can not only sustain Steph and I, but can also can provide a fulfilling job for a full-time employee. When I started the auction in August of 2019 I was selling 40 lots a week, for very low bids. My initial idea was to use the auction to attract traffic to my retail listings - as a form of cheap advertising, if you will. </p><p>However, in the process of running the auction, I began to learn something about why starting an online retail business is so difficult: buyers are both fickle and cautious. Without FOMO to motivate them to act, there is very little beyond impulse to motivate someone to purchase something they do not have an immediate need for. So, businesses that sell novelties and fad-induced one-offs, like fidget spinners can do very well in the short-term. But if you are trying to build a business that fills a long-term niche and makes your vision a reality, it is a very different reality. This is especially so where you are trying to build a business where you are dependent on repeat business. </p><p>Securing repeat business from a core group of people requires you to build a <u>customer</u> following. By customer, I do not mean merely a buyer. A customer is someone who identifies with your brand and actually prefers to buy your product or service, over your competitors. A buyer, on the other hand merely views your business as one of many suppiers, and they will buy from whomever offers the best value. It is very difficult to build a business on buyers, unless you have a very large product range and a massive amount of capital and the resources to be in a position to offer the best price. Of course, that is not the position that 99.99999999% of small businesses are in, so building a customer following is critical.</p><p>What I learned over the past six years though is that this is much easier said than done. You not only have to attract the attention of people, but you must stand out from the competition. </p><p>So, I think it is now time for me to begin taking the time to explain how I went from 40 lots a week and struggling to make sales of $3,000 per month, to 300+ lots a week and sales of $12,000-$15,000 per month in just under 2 years. In these posts, I believe will be the real value of this blog, for what I will share with you are the lessons that only 6 years of experience and staying power could teach. I will also share what inspired me to keep going when it seemed all was lost. Finally, as successful as the business is, it is not guaranteed from week to week, and I still deal with anxiety regularly. I also have an impatient investor, who at the beginning of the pandemic demanded all his money back. So, virtually all of my profit is currently going to pay him, rather than being available to re-invest in the business. So, there is always a fear that I may not have enough inventory left once I finish paying him to sustain the business. But, one thing that I have learned is: a lot can happen in 3 or 6 months, especially when you have forward momentum. </p><p>So, I hope you will join me as I resume my journey. If you are new to this blog, I would encourage you to go back and read some of my older posts, so that you can see for yourself what the process of starting a business and going through the initial struggles looks like - in real time. One of the things I vowed to do was write this blog as the events happen, so that the lack of posts for the past 2 years is itself indicative of an important reality: when you transition from survival mode to building mode, where you have some success and are now trying to meet the ongoing expectations of your customer group, you won't feel like you have time to write blog posts. Indeed, even now I don't feel like I have time, but I realize that I must make time. </p><p>So, with this, I will sign off, with a renewed commitment to begin sharing what I have learned over the past two years. </p>Canada's Stamp Dealerhttp://www.blogger.com/profile/14048248796843456571noreply@blogger.com0tag:blogger.com,1999:blog-5994638332148155123.post-79770095587496121292020-03-01T07:24:00.001-08:002020-03-01T07:24:14.241-08:00I Couldn't be Prouder. Another Long Overdue Update<div dir="ltr" style="text-align: left;" trbidi="on">
Last time I sat down to write a post, it was early in the morning at a Starbucks in Toronto in November. Things were beginning to turn around and I wrote at length about how important it is to have a vision and to have the staying power to see that vision through no matter what. As long as you know that there is demand for your product or service.<br />
<br />
I now look up and realize that another 3 months have gone by. A lot of my readers must think that I've gone out of business and disappeared. That's not it of course. The reason I don't write very many posts is because I am working flat out to execute my vision. My typical day lasts for between 12 and 14 hours and 100% of this time is spent productively. There are no stupid, pointless meeetings, no memos, no reporting to anynone other than CRA, no TALKING about work. Just doing. And even so, it is a real challenge to get everything done on time. If you ever want to understand how valuable you really are to the companies you work for just try to start your own business. You will get a very realistic perspective as to how difficult it is to get a business off the ground without help from other people.<br />
<br />
Now, three months after the last post, things have really started to come to fruition. I completed my listing template for one major section of Canadian stamps - the complete booklets and I have started using it to list 10,000 booklets that I have in stock. My listing system changes the way stamps are sold online and brings the retail of these items in line with what every other industry selling online does. I'll explain: when you go online to buy a pair of shoes, a dress, or a suit, you go to one product page and you select your options from drop-down menus. Then, when you have made your selections and are happy with them, you checkout.<br />
<br />
This has historically not been the case with collectible stamps. Despite the fact that there are a lot of variants with stamps, such as grade, colour, paper, perforation and other attributes, most all sites that sell stamps force sellers to list everything in a classified format. Thus, if you looking for a specific variety in a specific grade, you may need to scroll through hundreds of similar listings. While this may not be a big deal for 1 or 2 items, it is a very unweildy way to shop for a lot of items. What my website will now start doing is allowing collectors to shop for a lot of different items from a much more limited set of listings. This has never been available in my industry before.<br />
<br />
Related to this is a large purchase that I was able to make, of the stock of booklets from an Edmonton based dealer, who I met at the 2019 Royal show in June 2019. I had hoped to buy them with the proceeds of my ill-fated loan from BDC that never came through, but even after the financing fell through I continued the dialogue with this dealer. So finally in January he offered to finance my purchase in $1,500 monthly payments, and what started out as a $14,000 deal, turned into a $33,000 deal. All of the sudden, I overcame the financing problem, at least for inventory.<br />
<br />
My weekly auction has continued to gather momentum, and while I did not make a lot of money on the early stamps I sold through it, the past few auctions have yielded some very excellent results for the modern material, which is what I have chosen to specialize in. It has also resulted in the building of a small, but dedicated core base of about 30-35 customers who bid every week. Most of them spend between $25 and $400 a week, or more. So, I now have the evidence to go back to potential financiers and explain better how the business model actually works. Now that the emotion has long since dissipated from my last attempt, I have been able to reflect and understand that while my last business plan was extensive, it was too much, and it didn't do a good job of addressing the most critical question an investor would have: what is the nature of the demand and what about the future of the market? I can now answer that question well and I can boil the entire model down to 5 or 6 key points.<br />
<br />
One important thing the auction and being on social media has done for me is it has shown me what is happening with the hobby and it has shown me that the hobby is NOT dying. The number of collectors on social media is vast, and a lot of them are between 25 and 45. These collectors are new to the hobby and they are still figuring out what they like and what they are willing to pay for items. They are currently spending most of their money on large, bulk lots of stamps, which is the smart way to start. It isn't particularly good for my business at the moment, but what it does mean is that eventually as these collectors mature a lot of them will gravitate toward professional, trustworthy dealers like me. When they get to the point where they are looking for specific items that they don't have and want, they will move away from bulk lots to individual items. When they do, they will look for a trusted brand. That is what I am building now. So, my challenge has been serving the demands of the older collectors to keep the bills paid, while developing my brand.<br />
<br />
By buying these booklets, and putting together a very focused and deep listing, I can now do two concrete things to drive traffic to my listings and promote my stock:<br />
<br />
<br />
<ol style="text-align: left;">
<li>I can write a comprehensive blog post or series of posts on the material I have just worked on, since it is fresh in my mind, and I have the material all identified and scanned. I publish that post and draw attention to it in my newsletter e-mails and share it on social media. This post will contain links to my permanent stock listings, so that someone who wants to shart collecting the items discussed in the post can do so.</li>
<li>I then divide the material to be listed into 2 groups: The first of course are the permanent stock listings that will always be live. These are all items that are in the spreadsheet template that I developed. The second group are one-off, oddball varieties or grades that do not fit neatly into the template and are better suited to auction. </li>
<li>Then, I list all the retail stuff using the template and so far I have found that the process is easily 10 times faster than what I did before. The retail listings will contain a hyperlink to the blog post.</li>
<li>Then, I divide the auction material up into small lots of 3-10 items each. I divide them up so as to list between 2-3 lots each in each weekly auction over the next 10-12 weeks. The auction lots and the retails are 100% complimentary, with no overlap. The auction listings will contain a hyperlink to the blog post and to the retail listings. </li>
</ol>
<div>
What this plan does is capitalize on good SEO practices and builds traffic through cross-promotion. I've learned, in designing my template that permanent product listings containing lots of photos and structured information is exactly what Google is looking for when they rank web pages. Every time you post a product for sale online you create a web page. But if you create hundreds of similar listings that differ only on 1 or two attributes, Google regards that as either boilerplate or spun content and they won't rank those pages highly. That is why most stamp listings cannot be found online through a Google search. So, by having permanent listings that stay up that contain a lot of information, they can eventually rank, which will eventually draw outside traffic to them. Of the 5 or 6 key factors to this business plan, maintaning visibility online is critical: if customers can't find your listings, your sales will be limited. </div>
<div>
<br /></div>
<div>
The blog post sows the seeds of interest. Some of my long time customers have already told me that they are reconsidering whether to collect an issue of booklets that they had previously decided not to collect because of my article. Then, the auction gives my existing customers a chance to get their feet wet. Finally, as the interest takes hold there is an easy way for them to shop for what they want. </div>
<div>
<br /></div>
<div>
So my strategy has come into laser-sharp focus now. I list the booklets one issue at a time following the above and then I move on to single mint stamps, plate blocks and first day covers, expanding the auction and advertising through lead generation ads on Facebook to grow my mailing list. As I pay off the booklet purchase I can begin talking to other older dealers about buying their inventories on the same basis. </div>
<div>
<br /></div>
<div>
This month, I will have sold just over $8,000 in stamps, getting very close to that magic 10K a month number that I had dreamed of when I started out. I have paid upfront for attendance at two major shows in June and May, and will be paying for an April show next month. I am now a known name in the dealer circuit, with my own distinct brand. I have made the first payment on this booklet purchase and I head into March with a $2,500 reserve, and almost $25,000 in sales lined up. You see, while all this was going on I have been quietly processing that large collection of Centennials that I brought back with me on consignment. I pulled out all the valuable material and made up an excel list with prices and made scans of all the good items. After vetting it with my consignor, I sent it out to all my customers at the end of the week. Already, I have had expressions of interest totalling some $25,000, with more to come this next week. I'm only making 13% commission on this lot, but still, that's a full month of e-Bay sales from before, for a week's work. I am also doing a little bit of accounting work as well. So, I am heading into March with a considerable amount of momentum after surviving the move away from e-Bay.</div>
<div>
<br /></div>
<div>
It's been a huge learning process and I have to thank those who helped me in January last year when things were very dire. I couldn't have done this without all of you. I have to say that I am immensely proud of what I have been able to accomplish through determination and a lot of HARD work. I believe that anyone with the determination and some start-up capital can do it too. But you have to be adaptable, while still sticking to your vision. You have to understand that much of what you see online is heavily manipulated and often not the truth. For me, this was the most diabolical thing about e-Bay: their psychological war on their sellers. They manipulate your visibility, which affects your sales and then they blame you for it when you complain. It's total nonsense, cooked up to make them more money by sucking in as many sellers as possible into a stagnant market that they refuse to invest in trying to grow. I've written at length about this in other forums and most people think I am crazy, but if you really peel back the layers and take the time to understand how lucrative this is for e-Bay, then it doesn't seem all that far-fetched all of the sudden. </div>
<div>
<br /></div>
<div>
I very likely won't be writing a lot of posts going forward, because there is not a lot more to say. I will, likely write when I have something to report or a major milestone has been reached. But, the day to day work of running the business is pretty boring to write about. If you are reading this and want to read more frequent updates, I would encourage you to go to my website and sign up to be on my mailing list. There, you can receive my weekly newsletter, and in this I talk about the new developments for the week. You can access my site here:</div>
<div>
<br /></div>
<div style="text-align: center;">
<a href="http://www.brixtonchrome.com/">www.brixtonchrome.com</a></div>
<div>
<br /></div>
<div>
<br /></div>
</div>
Canada's Stamp Dealerhttp://www.blogger.com/profile/14048248796843456571noreply@blogger.com0tag:blogger.com,1999:blog-5994638332148155123.post-2980792509533818352019-11-01T06:02:00.001-07:002019-11-02T08:09:57.742-07:00A Long Overdue Update - Struggle Slowly Turns to Victory<div dir="ltr" style="text-align: left;" trbidi="on">
I have been meaning to write a new post for a long time. But every time I get ready to log in and write, I have had something else that has demanded my attention. So, I am now in Toronto surrounded my my team that is working with me on a temporary contract and I am going to make the time to fill you all in on what has been going on since January and what my takeaway lesson has been.<br />
<br />
This year has been all about persistence and survival. I've written at length before about how many do not understand how difficult it really is to establish and build a business that is successful and pursues a vision through to fruition. This distinction is important because pursuing and seeing a vision through is not the same thing as making money. Most e-commerce sites and social media emphasize the "flash in a pan" types of businesses, like drop shipping, where the only motivation is to make money through arbitrage. There is no real focus on value creation and the emphasis is on quick and dirty success. All this can give the impression that building a business should be easy and quick if you have the right product at the right price, and that if it isn't happening quickly for you, it is because you are doing something wrong. Over the past few years I have had many commenters who have pointed out to me that they think I am wasting my time, since I could just go work for a large company and make 6 figures and why wouldn't I do that, and what if my business never makes me that much?<br />
<br />
My answer to that is that true entrepreneurship is about filling an unmet need and filling it well. The part that is not often mentioned is that it is not necessary for that need to be felt by the masses. It can be a small group of the population. That is what it means to have a true niche. It can take years to develop and perfect a product, and this indeed is part of the difficulty in building a business. But the true difficulty lies elsewhere I find. Even if you have the perfect product, or all your inventory on hand, you still face the challenge of getting people to buy it. That challenge is a series of challenges that starts with creating awareness and then winning trust. Unless you are selling novelty products such as 99c fidget spinners, you cannot get around the process of building trust. Unfortunately too, the process takes a lot of time and persistence. The internet is awash with consultants, agencies and "gurus" promising you a "quick fix" to this problem for a fee that will "put you in front of the right audience". After months of experimentation, I have come to the conclusion that almost all of it is a scam, designed to relieve you of your money. The harsh reality is this:<br />
<br />
<div style="text-align: center;">
<b><span style="font-size: x-large;">There is no way to shortcut the process of building your client base.</span></b></div>
<div style="text-align: center;">
<br /></div>
The reality is that this takes a lot of time and effort, and so the real challenge for the entrepreneur is how to keep the bills paid while this development of the client base is being undertaken. Many imagine that the way to do this is to save a bunch of money to act as a war chest and to declare the whole business a failure if that war chest runs out before the business gets off the ground. Giving up at this point is indeed the reality for a lot of businesses. However, the true entrepreneurs realize that it is not just a possibility that the war chest will run out, but a liklihoood, since the timelines in the business plan are always arbitrary. Thus, the mettle of an entrepreneur is tested when they run out of money and lies in how they handle this setback.<br />
<br />
This is what happened to me in December last year. e-Bay decided, as they always do to established sellers to throttle my traffic, which caused my sales to stay at between $2,500 and $3,500 a month, which was not quite enough to stay afloat. After a year and a half of this, my credit cards were all maxed out and I was out of options. So I decided to turn to my skills as an accountant an offer myself to the local accounting firm to do file reviews. They were happy to have me, but their work didn't start until late January and by December I was broke. So, I started a Go Fund Me campaign to raise money for December. Fortunately for me I had enough friends and people who believed in me that I was able to raise enough to get through the month until I could invoice the firm.<br />
<br />
In late January while I was doing the accounting work and running my business I decided to apply with Business Development Bank (BDC) for a loan, since I had a good business plan and needed money to hire an employee so that I could finally list all my inventory on my website and have a marketing budget to promote the site. I spent almost a full month on my business plan, had meetings with the local BDC representative, and was told that yes, I would qualify for the full $175,000 I was seeking.<br />
<br />
This was in late February. About 2 days after I received this news my phone rang. It was Hammad, a partner with my old firm in Toronto. His senior manager had just given his notice - at the beginning of tax season. Hammad was right royally screwed. He asked me if there was any way I could consider coming to Toronto for 2 months in March and April to help him out. Now, at this point I'd been through enough shennanigans and bullshit with lenders to know that until I had that $175,000 in my bank account I had diddly squat. Besides, I knew what Hammad must be going through so my wife and I looked at each other and thought "Why not?". So I said "yes". I packed up my inventory, rented a large SUV, loaded everything into it, kissed Steph goodbye and set off for the 14 hour drive to Toronto. It was a crazy 2 months: between continuing to do file reviews for my local firm, running the stamp business and working for Hammad I was going full bore 7 days a week and was getting 4 hours of sleep on a good night. BUT, I made enough in those 2 months to last through to now (end of October) AND I was finally able to figuratively tell e-Bay to fuck off by closing my store and yanking all my listings off there. My wife joined me in the last week of April and we had a nice trip back to Saint John, through Boston.<br />
<br />
I arrived back in Saint John in early May, ready to get the $175,000 that BDC had promised me. Remember that? I paid the commitment fee of $1,750 and got the last of the paperwork in and waited - for 2 weeks and nothing. Finally the BDC guy got back to me and said "just 2 more weeks" and so I waited some more. Then, at the end of May, came this "Yeah about that. I'm sorry but I've hit a snag. Seems your business does not meet our eligibility requirements. You see you are a speculative business." WTF? What are you talking about? I thought. I'm not speculative. I have regular customers who come back all the time, I write and publish a blog, I carry an inventory. Speculative is the LAST thing I am. I tried to reason with them, but to no avail. The bottom line, as I would learn in talking to other banks is that they just don't "like" businesses that sell collectibles. They see them as too risky and they just don't want to get involved with them period. It doesn't matter if your inventory is bought and paid for. It doesn't matter if you a world class expert. It doesn't matter if you are a CA with 25 years of experience. None of it matters. They don't care.<br />
<br />
So, very quickly it became apparent that I was never going to be able to borrow the money I needed to hire staff. The only way to move forward was by myself. It was at this point that my wife agreed that after B&B season, which was just beginning, that she would re-join the business to give me the help I needed. I realized that in the stamp business model, the labour component is the biggest hurdle, and if I could gain mastery over that, I could significantly improve my ability to compete on price and reduce the need for staff. But I also realized that I would likely never have the marketing budget to be able to spend hundreds or thousands of dollars with Google and Facebook. So I would have to find a better way to generate traffic to my website. So I devoted my summer months to four things:<br />
<br />
<br />
<ol style="text-align: left;">
<li>Attending stamp shows to get my name out there. By May I was too late to get into many of the larger shows like Mississauga and ORAPEX. However, I registered for what I could - the 2019 Royal, the Polish Cultural Centre and CANPEX, and put my name in for the others, for next year. I spent money getting professional banners for my booth, as well as a series of informative brochures about all the collecting opportunities that exist with Canadian stamps. These I would hand out at the shows. My attitude was that my goal in attending these shows was to be pure advertising. They weren't cheap, and I went all out, getting double booths and paying for a full page ad in the show programmes. BUT, I met a lot of my long-time customers and cemented that bond, met a lot of customers and more importantly I stirred up the pot, big time. I can tell from the varied reactions that many long-time dealers had to me that this was the case. </li>
<li>Engaging more closely with the customers I do have by making a serious attempt at filling want lists, actively, rather than just being passive about it. I had to sacrifice my margins, but I was able to get a lot of business this way - $3,000+ per month thoughout June through September. One of my best customers now started getting serious with me this way and several others, who were previously just casual e-Bay buyers have become regular customers just by my providing them SERVICE. </li>
<li>Working on completing a master Excel listing template. One of the problems with marketplace interfaces like e-Bay and even Shopify's product creation page is that it takes forever to fill out all the information for a listing and to make and attach a scan - about 10 minutes, on average, per listing. That is if you are working flat out focussed. On a good 16 hour day you would be lucky to get 100 listings up, which in the scheme of my inventory is nothing: it would take a decade to list everything at that rate. But Shopify allows sellers to create listings en-masse using delimited Excel spreadsheets. Then it hit me: I DON'T TOUCH A SINGLE STAMP UNTIL I HAVE A MASTER LISTING TEMPLATE THAT CREATES THE LISTINGS FOR ME. That is the key to being competitive. Create a template so that all the information is there and all I have to do is identify what the stamp is, grade it and enter the quantity into the spreadsheet. Then, at the end of the day, I upload the whole damn thing to Shopify and it creates the listings for me. So I have been working diligently on that when I have time, and now I am a few weeks away from being finished and having 15,000+ line items created for Canada and Nigeria. </li>
<li>Finding a way to generate website traffic in anticipation of having (3) above complete. In May my average number of daily organic website visitors was 20-25. I had tried paid Facebook ads with a $300 monthly budget, and while I did get clicks, they did not lead to a single customer. I had tried sharing my blog content with many of the stamp collecting groups on Facebook, but again, I found little engagement. I had tried using Google shopping and after spending about $600 I had one sale for $10. I could see that even if I were to scale upward, I wasn't going to get any traction this way. So I started thinking of alternatives. I had to be creative. I needed to find ways to get people to engage with my content. So, one of the first things I did is I bought and installed an app to create a community forum on my website. It hasn't had a lot of activity - YET. But there have been some fruitful discussions between my a few of my customers on there, and they have a safe, ad-free environment in which they can engage with each other. Second, I got serious about making better use of Outfy. Outfy is an automated social media sharing tool, kind of like Hootsuite. But the main difference is that you can set up autopilots to do your sharing for you. If you set them up right, you can control whether your content gets repeated and what gets posted with it. You can share products and blog posts. So I set up autopilots to share my content to Facebook, Tumblr, Juxtapost, Fancy, and most importantly Pinterest. I spent a lot of time upgrading my Pinterest page. I saw my traffic jump from the social media networks to 30-40 visitors a day, which was good. But I needed more. So I got serious about setting up a regular e-mail to my customers that were on my mailing list, as well as getting as many of my former e-Bay customers to opt-in as I could. </li>
</ol>
<div>
This was all going well and I could see things beginning to improve. But, by August, I could see that if I didn't do something more that I would run out of money by October when B&B season was over. So I came up with my last bold move: a weekly auction. I borrowed heavily from my past experience working for Weeda stamps and decided to offer 40 of my better inventory items each week for no minimum bid. I made the rules really simple: no set increments, so that customers could bid whatever they wanted without having to try and remember what increments were in effect. I varied the offering and sacrificed some of my best material. I knew that for at least the first few auctions that they would be suicide: I would get very little for the items being sold, since there would be few bidders. But my reasoning was this: it would be cheaper in the long run to advertise this way, since I would get engaged customers this way for the same price or less than I had been paying Google or Facebook. It has proved to be a very powerful hook to engage customers, because you have the opportunity to buy a $200 stamp for $1. You are going to want to check that out if you are serious. And so, as expected the first few auctions were slow: my total realization was around $300 for the first sale - a $500 loss. But every week I have seen the number of bidders grow by 2 or 3 new bidders every week. More importantly though, the unsuccessful bidders from one week will still come back and try again, and the regulars bid and buy every week. I've gotten regular, weekly customers from this auction that before were only buying once in a while on e-Bay. </div>
<div>
<br /></div>
<div>
I had underestimated the tremendous power that auctions have: to get people in the mood to spend money. One side benefit to them is that several customers will go to my retail listings if they miss out on an item they were bidding on, or they will buy complientary items. The other thing is that they now give me something to talk about and promote in both my e-mails and social media that is time sensitive and plays on people's FOMO (fear of missing out). It's one thing to run a Facebook ad that takes someone off Facebook and offers them nothing immediate. It's quite another to run an ad that allows them to stay on Facebook and obtain an immediate benefit: notification of the bargain auctions. So I created a series of Facebook landing page ads to encourage people to join my mailing list for the weekly auction. These ads have been much cheaper and more effective: for $120 or so a month, I have been able to add 50 names to my mailing list each month: much, much more effective than chucking $300 a month down the drain for likes and clicks. I watched my daily traffic exceed 100 visitors and 500-800 pageviews a day. My bounce rate fell to below 50% and sometimes as low as 35%-40% and average session duration went over 5 minutes per visitor. </div>
<div>
<br /></div>
<div>
So, now in my 11th week of auctions, I am averaging $1,000 a sale and now my auctions are attracting a flurry of bids as soon as the material is up and at the very end. Many items go into overtime bidding and it allowed me to get through October with very little B&B revenue.</div>
<div>
<br /></div>
<div>
But as October approached, I had both the Polish show and CANPEX coming up. So again, I made preparations to rent an SUV and pack everything up. Hammad and I had discussed the possibility of him needing my services again in October, back in April and so I got in touch with him. Lo and behold, he did need me again and so we decided I would come out for 6 weeks from October 17 to November 30. This necessitated 2 trips to Toronto: one for the October 6 show and then again on the 17th. But I made the drive both times and now I am in the middle of my contract with Hammad. The hours are still busy but less crazy. I have time to continue the auction and work on my spreadsheet to get it finished for December when I am back. </div>
<div>
<br /></div>
<div>
As if that wasn't enough, a major break came at CANPEX. Jim Watt, who is a leading collector of modern Canada - well all Canada actually, whom I had met and agreed to work with at the Royal show in July, came to my table and asked me to sell his Centennials. I said yes, thinking it would be months down the road. Then last week we had several discussions that led to me going to his residence and picking up the entire lot. I went out with the intent of itemizing everything, and spent 9 hours, but only got through 2 of the 11 bins containing material. It was the most amazing collection of this material I've ever seen - easily $150,000 to $250,000 worth of material, and here I was being asked to handle it for him! Every successful stamp dealer has their story of THAT collection - that first collection that got them on the "map" so to speak. Well, I think this is mine. </div>
<div>
<br /></div>
<div>
So I have my work cut out for me, but I will head home with enough cash to get through the winter and a monthly cash flow that is almost sufficient to get through anyway, which means I can either begin reinvesting in the business, or reducing some of my debt. Either way, it looks very much like I will ultimately succeed despite all the hardships I have faced to get here. </div>
<div>
<br /></div>
<div>
Just before I made the trip out here I read an article in a leading business magazine about how long it takes to establish a business and the author said that it takes a minimum of 4 years just to get your bearings and to know what works and what doesn't. He laid out a 4 year timeline as follws:</div>
<div>
<br /></div>
<div>
YEAR 1: EVERYTHING IS A SMALL VICTORY</div>
<div>
<br /></div>
<div>
YEAR 2: OK, WHEN DO I START MAKING MONEY?</div>
<div>
<br /></div>
<div>
YEAR 3: OMG WHAT HAVE I DONE? I HAVE SO MUCH DEBT</div>
<div>
<br /></div>
<div>
YEAR 4: OK, IF I STICK WITH THIS I MAY BE OKAY</div>
<div>
<br /></div>
<div>
In year 1 everything is a first and therefore a victory. You are also operating on your savings or borrowings, if you were lucky enough to get a loan. So, the lack of revenue and customers is not really a concern. You are so happy to be "in business" that everything feels like a victory. But in year 2, as your resources start to dwindle and the setbacks begin, you start wondering when the customers will come. Many give up even at this stage, when the customers don't start coming right away. In year 3 your resources are almost fully exhausted and you have customers, but not enough to sustain the business. Your finances get stretched to the breaking point and many business owners do not have the bravery to stick it out past this point or they are not fortunate enough to have a backup skill that they can fall back on. I've been fortunate to have my accounting skills and to always have left my clients and jobs on excellent terms so that when I need them, they are more than happy to give me work. But not everyone is that fortunate. Getting through year 3 might require putting the business on what I call "slow simmer" and taking another job. Slow simmer is not the same as putting it on hold. It is essential to your professional credibility that you remain available to your customers during the day, otherwise you run the risk that they will see your business as nothing more than a hobby that you do in your spare time and you will miss the opportunity to build a close relationship with them. </div>
<div>
<br /></div>
<div>
To put a business on slow simmer means that you don't launch any new initiatives. You fill existing orders and you answer any e-mails or telephone calls that come in, while you earn enough money to save so that you can eventually quit and come back it it full boil. Contract work is perfect for this. </div>
<div>
<br /></div>
<div>
Then, in year 4, where I am now you reach a point where the cash flow from your business is enough to pay the bills without additional borrowing or additional income for 2 months in a row. It is at this point that the realization begins to set in that if you continue on the same path and remain adaptive that you will be okay and have a viable business. </div>
<div>
<br /></div>
<div>
So that's it, that is everything that has been going on since January this year. </div>
<br />
<br />
<br /></div>
Canada's Stamp Dealerhttp://www.blogger.com/profile/14048248796843456571noreply@blogger.com10tag:blogger.com,1999:blog-5994638332148155123.post-18942597764838012392019-01-15T07:16:00.002-08:002019-01-15T07:16:32.599-08:00My Revised Business Plan and New Youtube Channel<div dir="ltr" style="text-align: left;" trbidi="on">
Gosh, it has been almost 2 months again since my last post. I feel like I've almost let this blog die, which I don't want to do. My original intention was to show people ALL the ups and downs of becoming a self-actualized entrepreneur. But I've been so incredibly busy trying to keep the business afloat while the developing the website, that I just haven't had time.<br />
<br />
My GoFundMe campaign did quite well in December, with several people stepping forward and offering their assistance, for which I am eternally greatful. It seems to have wound down now, though I will keep it going for a little while longer until I can present my revised business plan to the Business Development Bank of Canada.<br />
<br />
On that note, it became apparent to me that trying to get the website established would take a lot longer than I had realized, and it would probably not be possible to do it without some involvement in E-bay, as much as I hate them. So, as I began to realize this, I started to understand that to really get out of this hole that E-bay put me in, I would have to come up with financing to be able to hire employees, replenish my inventory, pay down high interest debts and essentially get a fresh start. To do this is no easy task and would require a thorough business plan.<br />
<br />
So around Christmas I started re-writing my original plan, taking everything I have learned over the past 3 years and additional research into account. I have now completed it and am ready to present it to lenders.<br />
<br />
Along the way, I have posted videos on my Youtube channel which I uploaded to keep my donors apprised of my progress. However, I think I may continue it and use it to supplement this blog, as it is relatively easy for me to shoot a quick video and to upload it.<br />
<br />
Here is a link to the video, I posted this morning:<br />
<br />
<div class="separator" style="clear: both; text-align: center;">
<iframe width="320" height="266" class="YOUTUBE-iframe-video" data-thumbnail-src="https://i.ytimg.com/vi/vqPPszdr_cQ/0.jpg" src="https://www.youtube.com/embed/vqPPszdr_cQ?feature=player_embedded" frameborder="0" allowfullscreen></iframe></div>
<div class="separator" style="clear: both; text-align: center;">
<br /></div>
<div class="separator" style="clear: both; text-align: left;">
For those of you wishing to check out my GoFundMe campaign, the link for it is here:</div>
<div class="separator" style="clear: both; text-align: left;">
<br /></div>
<div class="separator" style="clear: both; text-align: left;">
<a href="https://www.gofundme.com/help-me-launch-a-truly-remarkable-stamp-website">https://www.gofundme.com/help-me-launch-a-truly-remarkable-stamp-website</a></div>
<br /></div>
Canada's Stamp Dealerhttp://www.blogger.com/profile/14048248796843456571noreply@blogger.com10tag:blogger.com,1999:blog-5994638332148155123.post-34237640938112036762018-12-21T14:09:00.001-08:002018-12-21T14:09:45.471-08:00My Go Fund Me Campaign <div dir="ltr" style="text-align: left;" trbidi="on">
It has been ages since my last post. I have finally completed most all of the translation work on my website and have something that I can be truly proud of:<br />
<br />
<a href="http://www.brixtonchrome.com/">www.brixtonchrome.com</a><br />
<br />
But, I got it done too late - the Bed and Breakfast has wound down for the winter, and the process of building traffic and sales revenue will take much, much longer than I realized. So, I have had to take on accounting work on a part time basis to keep the bills paid.<br />
<br />
But, if I really want to get this business off the ground, once and for all, I need about $5,000 to advertise on Google and Facebook. I am already starting to seek out organic opportunities to advertise by submitting my written content to stamp magazines and publications. But in the meantime I must advertise. I do not have the funds though to pay the bills and do this advertising. So, after much thought and consideration, I started a Go-fund me campaign:<br />
<br />
<a href="https://www.gofundme.com/help-me-launch-a-truly-remarkable-stamp-website">https://www.gofundme.com/help-me-launch-a-truly-remarkable-stamp-website</a><br />
<br />
In three weeks I have raised about 1/5th of my goal. I have made great progress toward the viability of my business, as I explain in the video below. The main problem has been E-bay: it's deceptive business practices and its lack of efficiency. After a year of hard work I have built a solid platform, I have built almost enough of a following to make a living, but I need a final push to get over the hump.<br />
<br />
<div class="separator" style="clear: both; text-align: center;">
<br /><iframe width="320" height="266" class="YOUTUBE-iframe-video" data-thumbnail-src="https://i.ytimg.com/vi/lqRt8HQ8r8U/0.jpg" src="https://www.youtube.com/embed/lqRt8HQ8r8U?feature=player_embedded" frameborder="0" allowfullscreen></iframe></div>
<div class="separator" style="clear: both; text-align: center;">
<br /></div>
<div class="separator" style="clear: both; text-align: left;">
That is all I wanted to share for now. I will be back in the New Year and will explain what has happened since my website went live. </div>
<br /></div>
Canada's Stamp Dealerhttp://www.blogger.com/profile/14048248796843456571noreply@blogger.com0tag:blogger.com,1999:blog-5994638332148155123.post-27741904106077069702018-09-24T15:01:00.002-07:002018-09-24T15:01:09.066-07:00Off On Vacation for 2 Weeks And The New Brixton Chrome Website Is Finally Ready<div dir="ltr" style="text-align: left;" trbidi="on">
I must apologize again to my readers for another break in the continuity of my posts. I had resumed posting last week and had hoped to complete this week's post today before I go on vacation tomorrow for two weeks. However, the final content edits that I had to make to the my new website took more time than I expected, so unfortunately I did not get a chance to prepare this week's post.<br />
<br />
However, the new Brixton Chrome website is now completely functional. The only thing I have left to do is migrate my Canadian and Nigerian stamp blogs to it, install the language translation app and connect all the social media sales channels. I will deal with all that when I return, as well as resuming my regular posting schedule. I do apologize for all the interruptions, but I can promise you all that I don't have any other plans, except possibly to take a week in January next year. So, you can look forward to at least 2 or three uninterrupted months of postings.<br />
<br />
The website itself has been well worth the effort and the patience that it has taken to complete it. It is my belief that it has the potential to be a truly world-class website and resource for stamp collectors. In its pages you will find all the information you could be looking for regarding major topics of concern to intermediate and advanced collectors, and an entire section devoted to beginners. As I had alluded to in my last post, I am now trying to position myself to begin marketing the hobby to the population at large, and it is my hope that this new website will succeed in presenting the hobby in a less stuffy light.<br />
<br />
So, while I am away, I would strongly encourage you to visit the new website and explore its pages. If any of you have any suggestions as to topics you would like to see covered, or issues that you think should be addressed, please send me a comment.<br />
<br />
I look forward to resuming my regular posting schedule, once and for all starting on Tuesday, October 9, 2018.<br />
<br />
Until then, you can visit the new website at:<br />
<br />
<a href="http://www.brixtonchrome.com/">www.brixtonchrome.com</a></div>
Canada's Stamp Dealerhttp://www.blogger.com/profile/14048248796843456571noreply@blogger.com6tag:blogger.com,1999:blog-5994638332148155123.post-16586282055084469432018-09-14T10:41:00.001-07:002018-09-14T10:41:41.379-07:00Almost 4 Months Have Gone By, The Website is Finished and Major Life Lessons Learned<div dir="ltr" style="text-align: left;" trbidi="on">
Wow, almost 4 months has gone by since my last post - the longest I've ever gone between posts. I had kept intending to write one, but so much has been happening, that I just haven't had time.<br />
<br />
In June and July I was preoccupied with getting my website populated with all my E-bay listings, while at the same time trying to list new material on the website. Although the website interface had many good and useful features, the import of listings was not at all seamless. There was no way to import directly from E-bay. Fortunately for me, I had created everything after April 2016 on Auctiva, and the website interface was with Auctiva Commerce. Indeed, what had made me choose Auctiva Commerce was (1) a complete lack of awareness of what was out there, and (2) I was pleased with how simple Auctiva had made my life with E-bay. But, because of that, I didn't do my homework. I assumed that Auctiva Commerce would work well for me.<br />
<br />
There were lots of good features and I could tell that when the product came out in 2009, it was cutting edge. But almost instantly, there were things that I noticed that I didn't like:<br />
<br />
<br />
<ol style="text-align: left;">
<li>Even though I had created over 6,000 listings in Auctiva, the import from Auctiva to Auctiva commerce was not seamless. The item quantities did not import, the SKU's did not import, the meta data for SEO did not import, and not all of the images imported and often not in the right order. So, in order to bring the new website online I was faced with having to edit over 6,000 listings, even though I had created them on a product that Auctiva themselves had designed. FIRST MAJOR RED FLAG!</li>
<li>There was no integration with any social media channels AT ALL. In fact, to be on the website interface, it was as if social media did not exist. </li>
<li>I had paid a high monthly fee - $120 USD for nearly 2 years because I didn't want to lose all the setup work I had done on the store before April 2018. There was no way to pause it, or downgrade it without losing my work. So I paid through the nose. During those 2 years I never saw Auctiva do an upgrade to the interface. Not once. </li>
<li>There were other things that I couldn't customize, like the buy button, which was a small link rather than a large button. I was limited to 5 web pages in my navigation, so I had to pack a lot of information into them, making for very, very long web pages. </li>
<li>The home page design looked dated. </li>
</ol>
<div>
Despite all this, I decided to press on anyway, reasoning that my customer base would still like the site. I reasoned that I could use workarounds to deal with the lack of social media integration and other issues. I believe now that it was because I had forgotten the issue of sunk cost, and it never occurred to me that even though I would lose the work I had done to that point if I scrapped it and went with a more cutting edge platform, that I might gain far more in productivity. </div>
<div>
<br /></div>
<div>
Finally about four weeks ago, I was doing some listings on the website. I had discovered the "variants" feature where I could pack all the varieties into one listing using drop down menus, which would allow me to replace what had previously been 25-50 listings, with one single listing. It would save time and would make shopping easier for customers. I was really excited, and I spent a day on listings for two Scott numbers, which would have taken me a week to do before. </div>
<div>
<br /></div>
<div>
But then I went to test the listings out and it took 6 full seconds for the listing to respond when the option in the first of three dropdown menus was selected. Then it took another 6 seconds for the other two. So, it was half a minute before you could even see what options were available. I realized that there was no way that customers would ever put up with this. Then I started running tests on the web page speeds and on the shopping cart. They were awful: every page was taking 6-8 seconds to load and my traffic was bouncing terribly. I realized at that moment that the site was useless unless something could be done to speed it up. I contacted support and was told that nothing could be done ant it was suggested that I needed to use a different store theme. I decided to investigate further, bu looking online to see if anyone else with Auctiva had this problem. Lo and behold I discover that many, many users have complained about slow loading speeds from the beginning, when Auctiva went in this business in 2009. So, cleary they knew about the issues and had no intention of fixing them. They were charging a premium price for an inferior product. </div>
<div>
<br /></div>
<div>
This brings me to my first life lesson learned:</div>
<div>
<br /></div>
<div>
<b>Never trust a business to offer value for money, or assume that they will act rationally in this regard. They won't. Some businesses are only interested in milking their initial investment for as much as they can get, and do not care at all about what happens to you. Also, if you feel in your gut that you are working with an inferior product, STOP, and look for an alternative. </b></div>
<div>
<br /></div>
<div>
Do not make the mistake of sticking it out - particularly with an IT or technological product. The reason is simply that whatever problem you have encountered is very unlikely to be the only one. Technology is constantly changing to the point that your E-commerce company should be making constant updates to the architecture. By the time you are able to clearly notice that an E-commerce or other technological solution is dated, it means that the company selling it is milking their investment. It is already too late. </div>
<div>
<br /></div>
<div>
I had mistakenly assumed that speed of loading would not be an issue for my website, because I knew how critical this is to Google. I assumed that a company like Auctiva would not dare sell a product that would be so inferior as to doom their users to low Google search rankings. But I was wrong. I would have avoided this though if I followed my instincts and acted as soon as I noticed the first problems with the import from Auctiva, or the complete lack of social media integration. </div>
<div>
<br /></div>
<div>
So, at the beginning of August, I was in a position of realizing that all the work I had done since February was all for nought. I had an incredibly sinking feeling. </div>
<div>
<br /></div>
<div>
The following week, I started with Shopify and boy was in for a pleasant surprise. What I saw was an up to date interface, that was designed impeccably. I saw a platform which fully integrates every major social media platform you can think of. I saw an interface that is replete with apps and tools that will help you with the tedious tasks involved in migrating your content away from E-bay and other platforms. They aren't free, but for $230 US dollars, I was able to get all 6900 of my e-bay listings off E-bay and onto Shopify in just a few hours, with minimal errors. All the errors that I did encounter (about 30) were or missing pictures, where it is likely that e-bay lost the pictures in the past several months. Their customer support was amazing - you could call anytime 24/7, or you could live chat online. I did both, and made a new rule for myself, which I have followed religiously for the past 4 weeks:</div>
<div>
<br /></div>
<div>
<b>If it looks like it will take more than an hour to do, STOP and look to see if there is an app that can do it faster, or google what you are trying to do, or call customer support. </b></div>
<div>
<br /></div>
<div>
You will be amazed at the tools that are available out there. For example, I had decided that I no longer wanted my picture in my listings. I had Rohit, a manager at Shopify, delete them on the import, but then I discovered that some were still present in the listings. But the question now was, which ones? How am I going to check 6,900 listings quickly to see which ones have the offending picture? In the old days, I would have manually edited each listing, which would have taken weeks. Here, I found an app that will export all my inventory detail into an excel CSV file that is specially formatted to be editable, so that the changes can be re-imported to shopify. So using this, I was able to get a list of all the image URL's. But then I had a new problem: how can I tell which URL's are the picture I want to delete? </div>
<div>
<br /></div>
<div>
The old me would simply start copying and pasting each URL into a web page to check which picture it is, for all 23,000 pictures! This would have taken days if not weeks to do. As it turns out, a little google search revealed that you can insert code into excel to run a subroutine that will download the images automatically and put them in the next column on the spreadsheet. The code was shown on a web page and it was simply a matter of hitting Cntrl F11 and then pasting the code in a box and hitting F5 sets the thing in motion. It took just over an hour to run, but at the end of it, I had a spreadsheet with all the images in it. So, then I could go through and delete the rows that had the pictures I wanted to keep, and then what I had leftover, was a spreadsheet containing all the pictures I wanted to delete. I simply changed the image command in one column from "Merge" to "Delete", re-imported it to shopify and poof, all 351 of those offending pictures that Rohit missed were gone! One day to do what would have taken me weeks before. </div>
<div>
<br /></div>
<div>
So, after four weeks of work and having put my blogs on hold to focus 100% on this, I now have a superb website that is fully functional and contains all my E-bay listings. E-bay no longer has power over me. I processed my first order on the website earlier this week. There are a few things that I still have to do of course, but most of these are things that I couldn't even dream of doing with the old site:</div>
<div>
<br /></div>
<div>
<ol style="text-align: left;">
<li>Editing the listings to remove abbreviations from the titles and redundant text that I had to include in order to comply with E-bay's rules.</li>
<li>Migrating my blog content to the website, so that my customers who want to find the blog, can do so easily and so that my readers will be on my site and can shop there if they so wish. </li>
<li>Installing multi-language apps to translate the content into every major language, so that the site will be truly international. </li>
<li>Importing my mailing list and sending out e-mail invites to existing customers to activate their accounts. </li>
</ol>
<div>
So, far from being gone, I am very much back and poised to really hit this business out of the park. One thing that this whole process forced me to do was re-examine my business plan. Up until now, my plan centered around appealing to existing baby boomer collectors by specializing. However, as I developed the websites and looked at the social media aspect, I had an epiphany:</div>
</div>
<div>
<br /></div>
<div>
The reason why the hobby's popularity is in decline is because (1) people don't get enough exposure to it, and (2) the collectors the do meet come across as too serious and this puts people off. The more I thought about it, the more I realized that every adult I have talked to about what I do is genuinely interested UP TO A POINT, after which I begin to lose them. That point is generally where I get technical. So, with an entire generation of people on their smartphones, I see a huge opportunity now to market the hobby on social media, by simplifying it and making it less intimidating. At the same time, I can continue to serve my customer base. </div>
<div>
<br /></div>
<div>
So, this realization has made me decide to offer worldwide material, with a specialty in Canada and Nigeria, designed with a heavy emphasis on topical presentation, so that people can just scroll through the pictures on their phones. </div>
<div>
<br /></div>
<div>
For those of you who are curious to see the site, here it is:</div>
<div>
<br /></div>
<div>
<a href="https://brixtonchrome.com/">https://brixtonchrome.com/</a></div>
<div>
<br /></div>
<div>
It's good to be back!</div>
<div>
<br /></div>
<div>
<br /></div>
<div>
<br /></div>
</div>
Canada's Stamp Dealerhttp://www.blogger.com/profile/14048248796843456571noreply@blogger.com0tag:blogger.com,1999:blog-5994638332148155123.post-50161183911884311372018-06-04T04:40:00.001-07:002018-06-04T04:40:50.666-07:00Sometimes You Just Have to Burn the Ships<div dir="ltr" style="text-align: left;" trbidi="on">
It is hard to believe that I haven't posted anything since the end of April, so a post is long overdue.<br />
<br />
Since I opened the website on April 24, the date of my last post, I have had 338 visitors to the site and exactly one order. According to Google analytics, only 27.5% of those visitors are over the age of 65, while a surprising 23.75% of visitors are under the age of 44. The rest of the visitors, some 49% are between 44 and 65. So the hobby is far from dying: there is still a vibrant interest in stamps for many years to come, judging from the simple demographic information that I have been able to glean from Google.<br />
<br />
It is easy to get discouraged at the lack of orders, which I did toward the middle of May. However, I had to remember that I have done no advertising for the site and that 100% of my traffic has been organic. Also, it takes time for Google to properly index the site content. My items are now beginning to show up in Google organic search thanks to the meticulous job I did in completing the meta tags and meta data for every item in my store. Finally, only a very small proportion of my inventory is currently listed in the site. As of today, there are just over 1,150 items. But these are confined to only a few issues and represent a very in-depth selection of these few stamps. So the lack of orders is likely a reflection of the relatively narrow selection of material at the moment. On a very positive note, I now have 45 VIP customers signed up out of the 200 or so brochures that I mailed out in April. So, roughly 25% of those I mailed to have acted on my offer, and I expect that some more of those that have not yet acted will do so as the July 31, offer deadline date approaches.<br />
<br />
In general, the customer feedback about the appearance, layout and ease of use for the website was very positive.<br />
<br />
So, there were plenty of reasons for feeling encouraged. But my the middle of May, I was super down to the point that I almost decided to give up. I wrote a post in my Canadian stamp blog titled "Is There Really Any Room In The Hobby Anymore For Professional Stamp Dealers?". The initial response to this post was from the negative, cranky collectors in the Facebook groups and this negativity almost prompted me to throw in the towel.<br />
<br />
But later in the weekend came the groundswell of positive feedback from my loyal customers and other strangers telling me to please not give up. These people reminded me that there is indeed a very large place in the hobby for someone with my attitude and knowledge. So, within a few days I was back to normal and energized. I decided though to take a much needed trip to Vancouver to rest, see my son, my mom and my friends. It was after this trip that I came to a stark realization.<br />
<br />
During this trip my thinking was on how to solve the immediate problem that was stressing me out so much: insufficient cash flow. Not insufficient my very much, but insufficient nonetheless. The shortfall was predicted to hit in October. So I was trying to hatch all kinds of plans to generate another income stream to supply this cash through October 2018. I had come up with ideas to offer my accounting and business knowledge through online courses and seminars. The ideas I came up with seemed really good until I realized one very important thing:<br />
<br />
<b>The potential cash shortfall was a symptom, and not the underlying problem.</b><br />
<br />
The implications of this were profound. I realized that taking my focus off the business to go off and do something else might solve the immediate problem of a cash shortfall. But it would create an even bigger problem: the loss of almost all the forward momentum that my business has attained over the past three years. It takes a long time to build that momentum, and it drops off, very, very quickly if you stop working on the business.<br />
<br />
I further realized that the reason why I am experiencing these difficulties is that I am attempting to execute my business plan with too few resources. I need help from employees to get my inventory listed for sale online so that I can sell it to the customers that I have who already trust me, as well as attracting new customers. I also need to start travelling to stamp fairs and shows. Finally, I need more inventory to replenish the better material I have now sold and to expand my selection. I cannot do any of this without additional investment. I hadn't considered seeking additional funding because I had this idea stuck in my head that I am a failure if I cannot fully execute my plan using the capital I started with. Hogwash! I achieved great success with what I had to start with. I built a customer list of over 1,500 names. I have managed to generate a steady cash flow stream that has become less and less dependent on E-bay, and I have established a large online presence in all the major Facebook groups through my blogs. But the time has come to seek more resources - to take on more risk and not play it safe so much.<br />
<br />
This realization made me remember something from my days as a history student in university. When I was at university in 1989, one of the courses I took was Latin American History. One of the required books was Bernal Diaz's "The Conquest of New Spain". It was a first hand account of the conquest of the Aztecs by Bernal Diaz, who was one of the conquistadors that served under Cortes. In his book, Diaz describes battle after battle in which the Spaniards were nearly wiped out. The men followed a ritual after every battle though: retreat to camp, tend to the wounded, eat and pray to the makeshift shrine of the Virgin Mary. At the end of one particular battle though, Cortes ordered all the ships that brought them to the New World to be burnt to the waterline. It was an all-in moment, a clear message that this was do or die. The conquistadors pressed on knowing that there was to be no return to Spain, and the rest is history.<br />
<br />
Thus in business, sometimes it is necessary to go all in, to burn the ships so to speak.<br />
<br />
You hear all the time about how it is important to know when to quit in business, but you rarely hear people write about going all in. There is of course a fine line between the two, but when your business plan is fundamentally sound and all the indicators are that it will succeed over the longer term, then you owe it to yourself to burn the ships. In my case:<br />
<br />
1. The demographics show that the market for stamps still has a lot of years left in it.<br />
2. My business so far has been highly profitable for the amount of material I have been able to process and list.<br />
3. I have built a loyal customer following that trusts me, is spending more and more with me and is growing.<br />
<br />
E-bay was manipulating my ability to grow and I have now taken steps to solve that problem by moving away from them. But the business has been a success fundamentally. Therefore, there is absolutely no reason not to pull out all the stops and seek the money I need to take it to the next level.<br />
<br />
Thus, this month, I am preparing a new business plan to present to the Business Development Bank of Canada to seek financing which will finally allow me to hire the help that I need.<br />
<br />
<br />
<br />
<br /></div>
Canada's Stamp Dealerhttp://www.blogger.com/profile/14048248796843456571noreply@blogger.com2tag:blogger.com,1999:blog-5994638332148155123.post-49557957057975094042018-04-24T13:54:00.000-07:002018-04-24T13:54:32.606-07:00Our Website Is Now Online and Open For Business!!<div dir="ltr" style="text-align: left;" trbidi="on">
When I originally started designing my website over a year ago, like all perfectionists, I thought I would wait until it was completely finished before unveiling it to the world. But as time has worn on it became clearer and clearer that if I didn't get it online and actually start signing up customers and building traffic, it was just never going to happen.<br />
<br />
So last week, I made a push to get all of the essential functions on the site working properly, and to edit enough listings that had been imported from E-bay, to at least make a start.<br />
<br />
So I started with the item categories. Previously, I had designed a basic one-direction tree structure for product categories that listed all of the stamp issues from 1851 in order. This is better organization than one usually sees on most stamp websites. But I realized that it could still be made even better. I wanted a navigation system that would allow the customer to casually browse as many different categories as possible, without having to rely on search. So I spent the next few days adding catalogue numbers to the titles, creating additional layers of categories and adding entirely different classes of product, such as collections, year sets and complete sets. My goal was to ensure that no matter what a collector is interested in, they can find it easily. I am particularly proud of what I came up with. A collector can now browse:<br />
<br />
<ol style="text-align: left;">
<li>By issue.</li>
<li>By condition and grade.</li>
<li>By price range.</li>
<li>By catalogue number - both Unitrade and Stanley Gibbons.</li>
<li>By lot type - single stamps, FDC's Covers, Cancels, complete sets, year sets and revenues.</li>
</ol>
They will be able to look through enough items to interest them, but not so many as to overwhelm them.<br />
<br />
After completing the item categories, I verified that the other pages were all correctly set up and functioning, and then I re-directed my domain name to point to the website. We were now online and open for business.<br />
<br />
Then I began setting up the Google product feeds, and the Adwords account. Of course there have been some hiccups, as there always are with these kinds of changes. But I haven't worried about E-bay now for well over a week. I still had some sales there this past week, but I am done with getting angry at them or worrying about what they are going to do next. It has been wonderful not having to care about them or think about them.<br />
<br />
At present, there are only a modest number of stamps listed, but over the next 8-10 weeks, I will be transferring some 6,000 stamps from my E-bay store to the website. So lots of new items will be appearing continuously. After this is done, I will continue listing items until all my inventory is listed, which I expect will be about 2 years. When it is finished, this will be one of the largest, if not the largest online retail source of Canadian stamps in the world. I have also considered the possibility of expanding beyond Canada as well eventually. But for the moment, my focus will have to be on Canada.<br />
<br />
I would encourage you to take a look at the site to get a feel for it. These sites are a lot of work to set up, but it is nothing that most people with a computer and the ability to follow instructions can't handle. It just takes a lot of patience.<br />
<br />
<div style="color: #222222; font-size: 16px;">
<span style="font-family: inherit;">The Website URL is www.brixtonchrome.com, and can be accessed by clicking the following link:</span></div>
<div>
<span style="font-family: inherit;"><br /></span></div>
<a href="http://www.brixtonchrome.com/">www.brixtonchrome.com</a><br />
<div style="background-color: white; font-size: 16px; margin-bottom: 0px; margin-top: 0px;">
<br /></div>
<div style="background-color: white; font-size: 16px; margin-bottom: 0px; margin-top: 0px;">
<span style="font-family: inherit;"><br /></span></div>
<div style="background-color: white; font-size: 16px; margin-bottom: 0px; margin-top: 0px;">
<span style="font-family: inherit;"><b>Also, customers that sign up for a customer account through the login screen on the site, and do so before July 31, 2018 will become a VIP customer automatically.</b> VIP customers benefit from enhanced order discounts, which never expire and are as follows:</span></div>
<div style="background-color: white; font-size: 16px; margin-bottom: 0px; margin-top: 0px;">
<span style="font-family: inherit;"><br /></span></div>
<div style="background-color: white; font-size: 16px; margin-bottom: 0px; margin-top: 0px;">
<div style="color: #222222;">
<span style="font-family: inherit;">Orders under$10 USD: 5%.</span></div>
<div style="color: #222222;">
<span style="font-family: inherit;">Orders between $10-$20 USD: 10%.</span></div>
<div style="color: #222222;">
<span style="font-family: inherit;">Orders between $20-$50 USD: 15%.</span></div>
<div style="color: #222222;">
<span style="font-family: inherit;">Orders between $50-$100 USD: 20%.</span></div>
<div style="color: #222222;">
<span style="font-family: inherit;">Orders over $100 USD: 25%.</span></div>
<div style="color: #222222;">
<span style="font-family: inherit;"><br /></span></div>
<div style="color: #222222;">
<span style="font-family: inherit;">I believe this is an excellent enticement to a prospective customer. I am hopeful, and am looking forward to building this site and making it a success. </span></div>
<div style="color: #222222; font-family: Arial, Tahoma, Helvetica, FreeSans, sans-serif;">
<span style="font-family: inherit;"><br /></span></div>
<div style="color: #222222; font-family: Arial, Tahoma, Helvetica, FreeSans, sans-serif;">
<br /></div>
<div>
<span style="font-family: inherit;"><br /></span></div>
</div>
</div>
Canada's Stamp Dealerhttp://www.blogger.com/profile/14048248796843456571noreply@blogger.com2tag:blogger.com,1999:blog-5994638332148155123.post-9770670557615582832018-04-17T09:46:00.000-07:002018-04-17T09:46:26.994-07:00I Have Decided to Take Decisive Action Against E-bay For It's Anti-Competitive Business Practices <div dir="ltr" style="text-align: left;" trbidi="on">
So, this week I have decided that the time has finally come to take action against E-bay, not just for myself, but for other sellers, and for buyers who will eventually see their privacy and consumer choices eroded by this company's complete disregard for the rights of indivduals.<br />
<br />
I am currently researching the competition law in Canada, with the full intent of launching a complaint with the Monopolistic Practices Directorate. I have started another blog urging buyers and sellers alike to come forward with evidence of these practices. You can read my first post here:<br />
<br />
<a href="https://escapingebay.blogspot.ca/2018/04/the-reason-for-writing-this-blog-to.html">https://escapingebay.blogspot.ca/2018/04/the-reason-for-writing-this-blog-to.html</a><br />
<br />
I am also going to report E-bay Canada to the Canada Revenue Agency for their failure to correctly handle the HST they are charging sellers. They are charging Canadian sellers HST on the gross amount of their seller fees before any seller discounts. Then they give the seller a discount is 10% of the <b><i>pre-tax</i></b> fee amount. This is incorrect, as HST is supposed to be applied to the final amount of an invoice. Therefore E-bay is actually only giving top rated sellers between 9.5% and 8.5% discount on their fees, depending on which province they live in. At best, if they are actually sending all this money to CRA, they are merely not in compliance with the provisions of the Excise Tax Act. At worst, if they are pocketing the difference between the HST they collect and the HST they are supposed to remit, they are engaged in tax fraud. I have pointed this out to 5 different customer service agents over the last 6 months, in a very friendly manner, and they have consistently refused to address it.<br />
<br />
Oh well, if they won't listen to me, maybe they will listen to CRA.<br />
<br />
<br /></div>
Canada's Stamp Dealerhttp://www.blogger.com/profile/14048248796843456571noreply@blogger.com0tag:blogger.com,1999:blog-5994638332148155123.post-24670658425415804252018-04-08T09:04:00.000-07:002018-04-16T06:21:27.279-07:00The Evacuation From E-Bay Commences and A Hard Won Sales Result for March<div dir="ltr" style="text-align: left;" trbidi="on">
Well, E-bay must have caught on to my plans, because this March was undoubtedly the most difficult and anxiety ridden month I have had for a long time. Almost overnight, my sales on E-bay dropped to a trickle, even though I was continuing to list new material and nothing had changed in my customer base. I decided to test a few of my theories about E-bay hiding my listings again, just to make sure that I was not paranoid.<br />
<br />
What I did was I went to incognito mode in Chrome and went to E-bay from there and searched for my items without logging in. While I did not see any evidence at that moment of my listings being hidden, I did notice that the appearance of my listings was different that what I was seeing when I am logged into E-bay. For one thing, when I was not logged in, I could not see my user name or feedback rating on any of my listings. It would show that I was a top rated seller, but other than that, if you were a buyer searching on E-bay, you wouldn't know one seller's listings from another until you click on it. That was a new thing that just came into effect, as I don't recall seeing it before. That might explain why a very large chunk of my E-bay sales for March came from new customers.<br />
<br />
It was nerve wracking to see the magnitude of the slowdown. It was very noticeable, and felt almost as if the powers that be at E-bay had flipped a switch and just stopped showing my listings. Fortunately, I had enough offline sales from my established customers that we still did just over $4,500 in sales - not as good as last March, when we sold the Canada #2, but as good otherwise.<br />
<br />
This was a remarkable month in other ways. Most importantly, it was the month when I began to execute my plan in earnest, to finally get out from under E-bay's death grip once and for all. It started with me designing and printing a brochure for all my customers, which clearly explained the benefits of shopping on my new website, as opposed to E-bay. I coupled that with a letter that I carefully crafted, which would go out to all my customers, explaining my decision to leave E-bay, and to explain the benefits of the new website. Here is a copy of it:<br />
<br />
<br />
<img src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEgMHklT3NhHDqTV0kRsWECEf2_K3-nEhkBf9iZDbaK1rpGWfBr27mJi2nnYqCxwc5a80TzeLlXeBej6eF726Xf-2Ar4iJGVR9dZ-plKpkd69GoLiS3x_lBxgwVuUVo2HXHiZLavrLuyGaXj/s640/brochure+front+and+back002.jpg" /><br />
<br />
<img src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEikHI6jIX1qWhpT1IN4RWosMbhFx1_a5p7ozm1fJc7-OrQIBEl4uGApHP4XWqxO61HaB57k5zDTldzV1e51dqh9fvWUaaSGmqCMKbBxNMnpR1VvU7NmyTyu0mDlkb7AEk11swMYr0JJVdpK/s640/brochure+inside+low+res001.jpg" /><br />
<div>
<br /></div>
I am pretty proud of this. It took me several afternoons of writing, and rewriting to come up with copy that I was happy with. But in the end, I was extremely pleased with the result. Vistaprint had a 50% off sale that week, so when I was done, I was able to print 1,000 of these, and 1,000 new business cards for less than $400.<br />
<br />
I realized though that as good as the brochure looked, I needed a way to gauge how many of my customers are actually going to come to my website, or at least express the intention of doing so. But how could I entice them to actually reach out and call, or send an e-mail? I thought about it long and hard, and finally it hit me: I need to offer them a real incentive. I thought about the standard 10% off your first order that a lot of places give. Then I thought, nah, this is not enough of an incentive to convince people to act - no I need something more compelling. Why not give them most of the savings that would come from not paying final value fees to E-bay? Beat E-bay at their own game. So I decided to offer any customer who registers with me before July 31, 2018, an extra 5% discount on any order they place FOREVER.<br />
<br />
I received the completed brochures in the middle of March and began mailing them out in stages the following week. So far the response has not been high, but it has not been bad for a direct mail campaign. Response rates for all forms of marketing are usually low anyway, and it is still early yet. I have only mailed about 1/4 of all the brochures, and I still have four months to get the rest out, and additional letters to customers reminding them of the extra discount, and the time limit for claiming it. This way, if the response rate is really poor, or there are other indicators that leaving e-bay will not be feasible, I can always abort the decision. But, I do not think that is likely, as a lot of my customers are now repeat buyers, and even through a large number of them do not engage me, they keep coming back. Not only that, but a larger and larger number of my customers are becoming repeat buyers, as compared to before.<br />
<br />
Toward the end of the month, I turned my attention to two other pursuits. The first was getting material organized to sell on consignment to raise cash flow for the tight months ahead. I fully expect my sales on E-bay to continue dropping over the next few months, so I need to have an alternate source of cash flow to tide us over until the B&B gets busy, which it will in the next few months. So, I began gathering together the non-Canadian material that I have on hand, that I know I will likely never get around to listing in my store, and I began to organize it for sale. I have engaged three different auctioneers to handle the material. This allows me to establish three separate cash flow streams, and it allows me to match the quality of the material to the auctioneer who will get the best results for us.<br />
<br />
The second pursuit was to start seriously working on the website and getting it ready to go live. I already had some 7,000 listings in the inventory module from before, but now I went and imported all the listings that I had produced since the last import into the website, and began editing these listings, to get them complete, so that the website features would work properly. This turned out to be way more work than I thought. So, after a full 18 hour day of doing these edits, I finally came to the conclusion that I would need to hire some help.<br />
<br />
This problem kept me awake for several nights as I realized that the work that needed to be done was going to take at least 6 weeks of someone's time, and that there was no way I was going to be able to afford to hire anybody local to help me. This conclusion did not sink in right away, mind you. I spent many hours looking at every government placement incentive and workforce expansion program initiative available to small businesses, and there was really nothing suitable for what I am trying to do, which is a large volume of very boring, tedious and relatively low level work done over the next few months.<br />
<br />
So, finally, after much agonizing, I remembered the site Fiverr, where you can hire foreign based freelancers to do graphic design, programming, writing, web design and other work. Usually the rates are much more reasonable for the work involved. So, I went on there and posted a job description and had no fewer than 9 responses. I requested quotes, evaluated them and chose one of them to assist me with the website edits.<br />
<br />
I also began sharing my blog content this month with the various stamp groups on Facebook, and have seen my blog traffic more than triple, compared to what I was getting before. Each new post that I put out there creates more awareness of my brand, and I am confident that it will eventually lead to the blog becoming a source of new customers. I have already had a few this month, and I also had my first customer engage me to provide an opinion about a stamp. It was a fellow living in the Netherlands, and he sent me a Lagos stamp, seeking my opinion on it, after reading an article in my Nigerian stamp blog.<br />
<br />
So, I am scared to death, but at the same time I am hopeful and optimistic for the future. One of the most notable things I have experienced since starting to execute this decision is that I am more relaxed, despite the stress. The reason is that I am back in control, and I am following my own path, and not giving some faceless, unaccountable public company complete control over my future.<br />
<br />
Onward and forward!</div>
Canada's Stamp Dealerhttp://www.blogger.com/profile/14048248796843456571noreply@blogger.com10tag:blogger.com,1999:blog-5994638332148155123.post-65211165281607335702018-03-10T12:25:00.000-08:002018-04-16T06:21:31.933-07:00My Dunkirk Moment - The Move to Escape the Clutches of E-Bay and Best February Ever<div dir="ltr" style="text-align: left;" trbidi="on">
My apologies for the lack of frequency of my posts. I have been so busy lately, that I just haven;t been able to get as many posts written as I would like.<br />
<br />
The stats for February 2018 are in, and it was the best February we have had so far, with total sales of $4,639, with a whopping $4,257 coming from repeat customers. We even had some guests at the Bed and Breakfast that stayed for more than a week. So all was looking good until I read rumours about the latest changes being planned by the powers that be at E-bay.<br />
<br />
Then it hit me...<br />
<br />
That moment, when I finally realized that continuing to be dependent on E-bay was eventually going to destroy my business and I was going to have to get the hell out of Dodge, and do it quickly - much more quickly that I had originally thought I might have to.<br />
<br />
What has and will ensue is the entrepreneurial equivalent of the Dunkirk evacuation by allied troops in 1940. I recently watched the movie by the same title and thought it did a fantastic job of portraying that pivotal event in WW2 very realistically. That evacuation has always fascinated me as a student of history, because the Allies came so close to suffering losses so heavy that they may never have recovered. There were almost 400,000 soldiers trapped on the beaches of France and the Germans decided not to mount a full attack, reasoning that since they were trapped anyway and surrounded, there was no need to rush the attack. What they didn't count on was the resolve of the British and the willingness of every single boat owner in the UK to allow the use of their vessels to rescue the soldiers from those beaches. As a result 85% of the stranded troops were rescued within the 3 days during which the Germans halted their advance, and the Allies had a another chance to turn things around, which they did, in spectacular fashion, as we all know.<br />
<br />
What does this have to do with my post?<br />
<br />
Well I finally realized that E-bay has complete control over my business and is now the single largest threat to its survival. It's not the state of the hobby, the state of the economy, or even my competitors, but E-bay. For the first time, I am really scared that I may fail, despite all the successes I have experienced so far. If I am going to survive, I must get out from under E-bay's control, and I must do it quickly - before they make another policy change that wipes my business out overnight.<br />
<br />
This post started over two weeks ago, and originally it was going to be a long post about my reasons for reaching this realization, and how I intend to defend my business. But I think that at the present time, given my dependence on being able to sell there, that it would be unwise for me to post all of those details now. I do think this is an important topic to come back and re-visit when all the dust has settled, and I am successfully selling from my own website. So once I am in that place, I will for sure complete and publish that post in its entirety.<br />
<br />
Basically at the moment I am somewhat trapped. I cannot just take all my effort off E-bay and focus on developing my website, because I would lose the sales on E-bay that are sustaining the business, and at the same time, I would lose all my customers. So I have to figure out a smart way of finding time during the week to develop my website and actually get it finished and operational, so that I can start developing customer relationships on the new site.<br />
<br />
This is why I compare my situation to the Dunkirk evacuation: I am trapped, but I am not being attacked - at least not yet. But I can clearly see the direction that E-bay is headed in. What I see tells me that many, many livelihoods are going to be destroyed as a result. So I have to get out. This realization and my ability to execute a plan to deal with it, rationally, calmly and professionally will make or break my business.<br />
<br />
So the lesson of this post is this: just because your business is doing well today, does not mean that you can stop being vigilant for threats to its survival. By all means, it is important to celebrate the successes, but it is also vital that you develop the ability to recognize critical threats long before they actually threaten the survival of your business, and you develop the ability to respond to those threats calmly, and without letting emotion rule you. </div>
Canada's Stamp Dealerhttp://www.blogger.com/profile/14048248796843456571noreply@blogger.com2tag:blogger.com,1999:blog-5994638332148155123.post-8267907758256509922018-02-08T06:38:00.000-08:002018-02-08T06:38:46.261-08:00Sales For February 2018 Exceed $1,100 After 7 Days and the Similarities Between Business and "Risk"<div dir="ltr" style="text-align: left;" trbidi="on">
Today's post comes on the heels of a fantastic start to February, which has, at least historically been a very slow month. Sales after just a week are $1,176 and whopping 89% of that total is from repeat customers, some of whom are returning after relatively long absences. So there is an opportunity to strengthen the relationship with them by giving them the new marketing materials and enhanced levels of service that they did not receive 2 years ago.<br />
<br />
I have had a thought churning around in my head for months now about the similarities between the board game "Risk" and how to survive in business. For those of you unfamiliar with this classic world domination game, it looks like this:<br />
<br />
<img alt="Image result for risk board game" height="282" src="https://i.kinja-img.com/gawker-media/image/upload/s--O50Az7q7--/c_scale,fl_progressive,q_80,w_800/1462528836773051681.jpg" width="640" /><br />
<br />
As you can see, the object of the game is to take over the entire world by attacking other countries. Each turn, a player receives additional armies that they can use to attack other countries or defend the ones they have. The number of armies each player gets depends on how many countries they hold, with players who hold entire continents receiving additional armies. Asia, Europe and North America are worth the highest number of armies in this regard, while Australia and South America are worth the least number. Each time a player is successful in taking a country, they get one of the cards shown per turn. Those cards have a different soldier type shown on them, and whenever a player gets three of a kind or one of each, they have the option of "cashing" them in for additional armies. At the beginning of the game, these sets are worth relatively few armies, but as more and more players trade them in, the number of armies increases, until by about 10 sets, it is 100 armies or so per set.<br />
<br />
What is significant about all this is that the rules of the game are designed to punish the seeking of instant gratification, while rewarding those who play the long, strategic game. I used to always lose at this game and for the longest time, I could never understand why. Then one day my dad, who had a very mathematical mind told me: "Son, you have to have at least 3:1 to attack and win. If you don't have at least 3:1, you don't have enough armies." I thought he was mistaken, since I had often been able to attack and take over countries with 1.5:1 or 2:1, but then I would lose them within 2 or three turns as the same player attacked me back, or another player did. I now understand what he really meant, which was that you need 3:1 in order to successfully attack, but also to successfully <b><u>defend </u></b>against follow up attacks.<br />
<br />
Most rookie players of this game immediately try to go for Europe and Asia, and to a lesser extent, North America because they are worth 5, 7 and 5 armies each respectively. But the problem is, all three of those continent contain a lot of territories. Asia for instance has 12, while Europe has 9 and North America also has 9. In addition, each of these continents have many borders and thus many territories that must be defended continuously in order to keep the entire continent intact: Asia has 5, while Europe and North America both have 3. So the upshot is that these continents require far too many armies to be able to capture all the territories and adequately defend them. What most players thus do is spread themselves too thin in trying to take these continents and then they cash in their cards early in a vain attempt to get armies to defend them.<br />
<br />
Meanwhile the smart players focus on getting Australia and South America, for while they are only worth 2 armies each, they have far fewer territories and far fewer borders. South America is 5 territories and 2 borders. Australia on the other hand has 4 territories and 1 border. So it is by far the easiest to get and defend. Smart players focus on these first, and this gives someone who holds both a minimum of 7 armies per turn, which they can concentrate on the few border territories that they have. They can then attack just one country at the periphery of their border, re-distribute their armies back to their border country, at the end of the turn and take their card. They can do this every turn, while all the other players weaken each other and bid up the value of the card sets. Generally, most players won't attack them because they are too strong, and what they hold doesn't seem to the other players to be worth the risk. Then, when the sets are worth 70 or 80 armies each, these players can cash in their multiple sets, one turn after another, and sweep across the entire board, winning the game in about 3 or 4 turns.<br />
<br />
And so it is in the business world: you can think of your market as the board and resources as your "armies". Your cards are the milestones that you reach with your market: new innovations released, positive social media responses, positive reviews received, customer relationships established and so on.<br />
<br />
In my business, the world of dealing in stamps for collectors, the "Asia" or "Europe"are the expensive, blue-chip rarities that trade for hundreds or thousands of dollars. Most dealers try to deal exclusively in these stamps because of the perceived ease of selling and prestige, and they ignore the "Australia" of the stamp world, which are the modern issues, that can be acquired in quantity with limited resources, but at the same time are very complex and require a lot of work to identify properly and sell. Competing successfully in selling the classic stamps requires a massive amount of money - more than most dealers have at their disposal, so what happens is that no one dealer ever becomes the largest in these markets. On the other hand, by focusing on becoming an expert in the modern material, specializing in just one country (Canada) and offering a second-to-none selection, I am able to afford my stock with the resources at my disposal. I can also easily defend myself against competition because it would take my competitors years to catch up to me in terms of my level of knowledge and the depth of my stock, and by the time they do, I will have already expanded my offering and knowledge level to another area. As I gain more customers, more followers on my blog (my cards), my resources will increase, as my sales grow. Having more resources will enable me to expand at a controlled rate and increase the chances of my survival, to the point where survival is practically assured.<br />
<br />
You can easily adapt this analogy to almost any business you have or want to start. The first thing you need to do is identify the "Australia": that product or idea that you can develop with the resources you have, or can obtain, that you can defend, and which will allow you to grow your resource base. Then you go about developing your product or service and collecting your "cards" and learning as much as you can as you go. Sometimes you have to re-distribute your armies (re-evaluate your business strategy), but if you start with enough resources and are patient, you will ultimately take the continent successfully. It is important to be able to recognize the "cards" for what they are and take them where you can. Any opportunity to engage with a potential customer is a card. There is no such thing as an annoying "tire kicker". Tire kickers are often over time, the source of your best customers. You just have to be patient. Sure there are many that will never buy, just as it is possible in Risk to keep acquiring cards and never getting a cashable set, though it is very unlikely over the longer term.<br />
<br />
Once you have that continent and a growing resource base, all you have to do is slowly expand your reach, either by adding additional products or services, or going after different markets. Your resources will then grow. It doesn't matter if the rate of growth is not quick. As long as your competition cannot significantly erode your resource base, your resources will continue growing, and time will be on your side. </div>
Canada's Stamp Dealerhttp://www.blogger.com/profile/14048248796843456571noreply@blogger.com0tag:blogger.com,1999:blog-5994638332148155123.post-43885798939260440912018-02-01T08:37:00.000-08:002018-02-01T08:37:45.322-08:00Sales for January Are $4,119, A Very Successful Year and Why Competing on Price is No Strategy Most of the Time<div dir="ltr" style="text-align: left;" trbidi="on">
January finished with sales of $4,119, bringing the total sales of stamps for the fiscal year ended to $65,970. Of that total, $49,864 came from repeat customers - some 75.6% of the total. The year before, total sales were $41,197 and the proportion represented by repeat customers was just $18,736 or 45% of the total. So not only did total sales increase by $24,773, or 60%, but the proportion of the sales coming from repeat customers went up as well. If you look at sales from new customers, it was roughly $22,400 in fiscal 2016-2017 and $15,900 in fiscal 2017-2018. So the sales from new customers did decrease slightly in terms of dollars, but not in terms of volume. I am still adding roughly 50 new customers a month to my customer base. So what all of this means is that a larger and larger proportion of the new customers are becoming repeat customers. That is amazing news because it generally means that as long as I continue to list new material and I continue to attract new customers, that sales will keep increasing. This all brings me to today's topic, which I alluded to in my last post about the importance of having a vision: competing purely on price is a non-strategy most of the time.<br />
<br />
I don't have to look very far among my competitors to see the following:<br />
<br />
<br />
<ul style="text-align: left;">
<li>Selling perfectly good stamps for 25-30% of catalogue value.</li>
<li>Not charging sales tax and including it in the price.</li>
<li>Offering free shipping regardless of the size of the order.</li>
<li>Bragging on E-bay that they are the cheapest on E-bay.</li>
</ul>
<div>
All of these things point to a pervasive tendency by businesses to try and compete solely by offering the lowest price. The thinking behind such a strategy is obvious: if they offer the lowest price, then people will keep coming back and the increase in volume will make up for the lower prices. </div>
<div>
<br /></div>
<div>
There are many, many problems with this strategy for most businesses, which I will get into. But for the moment, let me start by discussing those businesses that have mastered the low-price, high volume strategy. The best one that comes to mind is Wal-Mart. They make billions of dollars and are all over the world. But lets stop and think for a minute about what they sell and how they execute their strategy:</div>
<div>
<br /></div>
<div>
<ol style="text-align: left;">
<li>They sell essential, every day household goods and now groceries. The merchandise itself is all stuff for which the demand is relatively inelastic in the sense people need it, and will surely buy it. The question is simply where they will buy it. </li>
<li>Their supplier relationships are extremely tightly controlled such that they have complete control over all their input costs and they can replenish stock quickly and easily.</li>
<li>They spend a lot on advertising to reinforce the perception that they are the cheapest.</li>
<li>They have such large financial reserves that they can afford to operate at a loss at a particular store until the local competition has been all but eliminated and then they can raise prices slightly, or they can leave them and the increase in volume from the now vanquished competitors will be enough to make them profitable at that particular location.</li>
<li>They have access to an almost infinite pool of cheap, unskilled labour.</li>
</ol>
<div>
In short, Wal-Mart follows very well executed and deliberate strategy that works primarily because the merchandise can be obtained easily and it is the type of merchandise that can sell in very high volumes.</div>
</div>
<div>
<br /></div>
<div>
Such is not the case with collectibles:</div>
<div>
<br /></div>
<div>
<ol style="text-align: left;">
<li>Most of the expensive collectibles and stamps are scarce. You can't simply call someone up and order 1,000 units to replenish stock. So inventory has to be built up over time if it is to be sourced at the best possible price. You can't sell what you don't have, and if you sell material too cheap and sell out, then you may be depriving yourself of the opportunity to sell that item more profitably later to someone who really wants it.</li>
<li>Collectors are picky and are looking for very specific varieties much of the time, or very specific grades.</li>
<li>Collectors generally buy when they want a particular item, though some do buy when the price is so low they can't resist. </li>
<li>The market for collectibles is limited to small percentage of the general population, but that market is one of repeat buyers. Collectors generally never finish collecting per se. </li>
</ol>
<div>
So what a lot of businesses, many of my competitors included, fail to recognize is that if they pursue a low price strategy, it doesn't generally result in a high enough volume to compensate for the lower price. All that generally happens is that they sell their material at a lower price and they attract that small percentage of the market that only shops when the price is low, and that segment of the market isn't loyal to anybody. Plus, when your margin is already very low, i.e. less than 50%, it doesn't take much to cause you to lose money on an individual sale, and once that becomes a pattern, higher volume actually leads to higher losses. </div>
</div>
<div>
<br /></div>
<div>
Take for example, a stamp dealer on E-bay who is selling stamps for 30% of catalogue value. Chances are that unless that dealer is literally low-balling estates and picking up collections for 5% of catalogue, they are probably not paying less than 10-15%. Let's take a specific dollar example. Suppose they sell a stamp cataloging $100 for $30. Their cost on that stamp is somewhere between $10 and $15, lets say $12.50. E-bay's final value fee at 6% will be $1.80 and Paypal will take another $1. If they offer free shipping, then that is a minimum of $1 again. Envelopes and packing material including a 102 card are another $0.10 or so. So their total variable cost before labour is between $15.40 and $16.40, leaving a gross profit of between $13.60-14.60. Initially, that might sound high, but the problem is they haven't even covered their fixed costs yet:</div>
<div>
<br /></div>
<div>
<ul style="text-align: left;">
<li>labour</li>
<li>rent</li>
<li>E-bay store rent</li>
</ul>
<div>
E-bay charges around $350 a month for an anchor store. There are cheaper store formats, but those require you to pay a listing fee of up to 25 cents per item. So to avoid these fees and improve visibility an anchor store makes sense where the breadth of your inventory is large, as it would be for stamps. To cover just that fee, the seller in the above example would have to sell 22-23 items. So to cover labour and rent the volume required is much, much higher. </div>
</div>
<div>
<br /></div>
<div>
Many sellers do manage to sell enough volume to cover their costs, but they get locked into a treadmill-like situation where they are always scrambling to meet their sales targets in real time. Everything they list sells as they list and so they are always having to spend time sourcing new material. Finally because they are selling volume to the types of customers who are price conscious, they cannot get top dollar for that rare and elusive item when they do get it because the types of customers who pay top dollar will not perceive them as sufficiently expert to know how scarce the item is and its true value, so they are forced to sell these items for less as well. While they may do a significant amount of repeat business, that business is heavily dependent on their ability to keep offering cheap material that their customers do not already have. </div>
<div>
<br /></div>
<div>
So how do you break out of this type of race-to-the bottom treadmill? The answer is to focus on value creation. While some customers are only concerned with price, there are many for whom shopping is an experience itself:</div>
<div>
<br /></div>
<div>
<ol style="text-align: left;">
<li>They enjoy interacting with a salesperson who treats them well and remembers what they like.</li>
<li>They like being offered special merchandise that they weren't aware existed. </li>
<li>They like to get a reasonable price, but for them dealing with someone that they trust is more important.</li>
<li>They like the convenience of being able to buy what they want, when they want. </li>
</ol>
<div>
A business that can focus on the total customer experience is creating value, and because it does so, it does not need to focus on price. It can focus instead on offering the best selection of inventory and the best service.</div>
</div>
<div>
<br /></div>
<div>
This is what my business does. When you buy a stamp from me, it is fully described to a level of detail in my e-bay store that allows you to be completely confident that what you are buying is the exact stamp you want, even if you are an extreme specialist and you collect to a level way beyond the standard catalogues. If you want a deal, you can make an offer and most of the time it will be accepted, provided it is reasonable. My stamps are consistently graded and I usually have most grades in stock at different prices, so that you can get an appreciation for the price-quality trade-off and can chose a grade that is most suitable for your needs. All of this is before you have even bought the stamp. You will also see a very extensive stock so that if you are looking to buy several stamps, you don't have to go to several sellers and pay postage several times. You can do all your shopping with me and save on shipping.</div>
<div>
<br /></div>
<div>
When your stamp arrives and it is the first time you have bought from me, you will receive a tri-fold brochure from me giving you an overview of my specialties, my blogs and a never-expiring 10% discount that will apply in certain circumstances. You will also receive a welcome letter outlining all the services I provide that go beyond the sale of stamps such as opinions and consigning, as well as what my blog post for the week is. You will also receive a copy of my yearly philatelic programme which tells you which topics will be covered in my blog for the year as well as which issues I am going to focus on listing for the year. The stamp itself will be packed in cardboard wrapped in plastic to protect it from bending and water damage. So, from the time my stamp arrives you should feel welcome to contact me with questions, you are aware that there are online resources you can access for free and you have advance notice of offerings coming up so that you can look forward to them.</div>
<div>
<br /></div>
<div>
If you come back your selections will include personalized letters that will change to suit what you are collecting and are designed to let you know that I am thinking of you and keeping a mental note of what interests you. This is fully personalized service.</div>
<div>
<br /></div>
<div>
When I list material I focus on one issue at a time and I take all my existing stock, all my consigments and I buy as much of it as I can before I list it. Then I spend the time to properly identify it and grade it, before listing it all en-masse. It then becomes the largest single offering of that material anywhere on E-bay or online for that matter. So my customers, as they get to know me begin to understand that when I do these listings, they are very likely to have many items of interest. I write blog articles on these issues before I list the material usually to create awareness and interest in the material. </div>
<div>
<br /></div>
<div>
Because I do all of this, my customers regard me as an expert who has the largest stock online. I do not have a complete stock, far from it. But I am always improving it and as long as I am the largest, then I will always be in a position to charge a little more than my competitors. When my customers are ready to sell, they know they can come to me and trust that I will help them get top dollar for their stamps because they have seen that I do not low-ball material, but rather I sell it for what I believe it is worth. </div>
<div>
<br /></div>
<div>
This is how you can focus on the total customer experience. A low price strategy does not generally do this and focuses on only one aspect of the customer experience. For some things it works, but for many goods or services, it fails. As a business owner you have to really understand your business and your customers to determine if a low price strategy is really suitable for your business. </div>
</div>
Canada's Stamp Dealerhttp://www.blogger.com/profile/14048248796843456571noreply@blogger.com0tag:blogger.com,1999:blog-5994638332148155123.post-25818443099480719602018-01-09T15:01:00.000-08:002018-01-09T15:01:45.676-08:00Sales in December 2017 Surpass $6,400 and The Importance of Vision In Business<div dir="ltr" style="text-align: left;" trbidi="on">
It has been a while since I posted - over a whole month! My GoFundMe campaign was a complete flop, raising absolutely nothing. But then again, I was too busy working to spend any time promoting it. My efforts over the past six months to develop the Brixton-Chrome brand have continued to pay off big time, resulting in sales for December 2016 of $6,589, making this one of my best months ever. This brought total sales for 2017 to $63,234, up from $37,593 in 2016. That represents year over year growth of $25,641, which in percentage terms is 68%! That is a fantastic growth percentage, and my prediction is that this will only continue to improve as this year progresses. We are only 9 days into January, and sales for January are off to a fantastic start at $1,500.<br />
<br />
<br />
All of this is due to one very important thing: my vision, which I have never abandoned, and which has been the driver of everything in my business. I want to take some time now to share my thoughts about why a clear vision is so important, what having one can do for your business and how you go about developing your vision.<br />
<br />
<b><u>What Is My Vision?</u></b><br />
<br />
My vision is simply to provide the best selection of stamps and service to collectors of Canadian stamps and postal history. Initially, that vision included British West Africa as well, but as I began to realize that Canada involved more than enough scope to fully occupy all of my resources, I narrowed it to just Canada.<br />
<br />
When I say the "best" I mean several things:<br />
<br />
<br />
<ol style="text-align: left;">
<li>The most consistent grading and descriptions on the internet.</li>
<li>The most accurately described material on the internet.</li>
<li>The most extensive overall selection of Canada.</li>
<li>The most in-depth selection of Canadian stamps overall, of any online dealer.</li>
<li>To be a trusted resource for Canadian philatelic knowledge.</li>
<li>To provide a way for collectors to sell their unwanted stamps when they are ready to sell.</li>
</ol>
<div>
Notice how, "be the least expensive dealer" is NOT on the list. I am aiming my business model at collectors who fall into one of two groups:</div>
<div>
<br /></div>
<div>
<ul style="text-align: left;">
<li>Collectors who are generalists, who are looking for individually priced, less expensive stamps, but who nonetheless want them in top quality and are willing to pay a little more to get the exact stamp they want, when they want it.</li>
<li>Specialists who are looking for very specific paper, shade, perforation, gum and fluorescence varieties, and who want to be able to buy them individually and rest assured that what they are getting is exactly what they want.</li>
</ul>
<div>
In both cases, it is the convenience of being able to buy exactly what is needed, the peace of mind that comes with knowing they won't be disappointed with the quality, and the knowledge that they when they shop with me they will be looking at the most in-depth selection of stamps, when the country is taken as a whole, that rules the roost here. My business model recognizes that collectors can buy stamps in bulk lots, at auction, for much less than I am charging, and it also recognizes that many of my competitors will sell specific stamps for much less than me. That is completely fine, because my target collector will still reach a point in their collecting where buying more bulk lots will not significantly improve their collection, and it is better to just buy specific stamps, or they will tire of hunting around and going to 10 different dealers to find what they want. </div>
</div>
<div>
<br /></div>
<div>
The last two elements of my vision however, involve the creation of value for collectors which other dealers are not offering: namely a way to get more for their stamps when the time comes to sell, and a way to get easy access to in-depth information about Canadian stamps online. </div>
<div>
<br /></div>
<div>
It is a simple vision, but one which focuses on value creation, and for which price is not the primary differentiating factor. That is very important for reasons that I will save for another post. </div>
<br />
<br />
<br />
<b><u>How My Vision Developed</u></b><br />
<br />
My vision developed over a 30 year period, as I experienced various frustrations in dealing with stamp dealers, as a collector. Some of my pet peeves were:<br />
<br />
1. Not being able to find an in-depth selection of the stamps I was interested in.<br />
2. Receiving stamps that were not as described when I ordered through the mail.<br />
3. Being forced to buy complete sets when I already had part of a set.<br />
4. Dealers offering sets in mixed quality so that I would have to buy several sets if I wanted a shot at putting together a superbly centered set.<br />
5. Not being able to buy some stamps individually unless they were over a certain dollar amount in the catalogue.<br />
6. Not having any way to sell my duplicates without having to sell them all at once, at a deep discount from catalogue value.<br />
7. Not having any online access to in-depth information about the stamps I was interested to help further my collecting interest.<br />
<br />
In each case, I often thought "What I would give to find a dealer who would...". I was a budget conscious collector, but I was never fanatical about obtaining the lowest price. I approached my hobby in a very holistic way, with the assumption that over time, my purchases would average out: some would be bargains, and others would be more expensive.<br />
<br />
Now, I assumed that there would be enough other collectors out there, just like me, who would have similar pet peeves, and who would be willing to pay to deal with someone who addressed most or all of them. However, what is critical in business, and a step that most unsuccessful businesses fail to take is to test this kind of assumption before they go all in and invest all their resources.<br />
<br />
What I did, is I started an e-bay store in 2010 dealing in superb classic stamps from around the world issued before 1870. It bombed. After six months, I had only 1 or 2 sales. In hindsight, it probably would have done OK, if I had stuck with it, although I will say that lack of inventory was one problem that a business like that would have had, as superb pre-1870 stamps are very hard to come by. But I decided to try my hand at opening a second store, this time dealing in Canada. I started it with about $10,000 worth of 1920's and 1930's mint stamps that I had from my personal collection. Instantly, I saw some success, with sales in my first week. I realized I was on to something , and I closed the other classics store to focus on the Canadian store.<br />
<br />
But I did not go full time. I kept my job in public accounting for another 5 years. During that time, I worked on the store when I could and I experimented with listing different issues, to different levels of detail to see what would sell. I found that nearly every period would sell eventually and that customers liked my style and that although fewer customers were willing to pay my prices as compared to my competitors, there were enough customers to justify expanding the business to a full time operation. However, when I made that decision, I had not yet started my blog. I was not yet writing letters to customers and engaging them with each order, and I was not accepting consignments. Also, my online presence was limited to only about 700 items - 10% of what I have listed now. So, in a nutshell, I had really only addressed pet peeves 2-5 when I made the decision to become full time.<br />
<br />
<br />
<b><u>How My Vision Has Shaped My Business</u></b><br />
<br />
The great thing about having a vision like this is that it has provided an excellent framework with which to make decisions about the business. With each decision or activity, I ask myself "Does doing this contribute to addressing one of those pet peeves or does it contribute to the achievement of my vision?". If the answer is "yes" then I take the action. If it doesn't. then I don't.<br />
<br />
One of the problems with being a stamp dealer, is the temptation to spread oneself too thin and to become a schlepper, by pursuing every possible avenue for profit. This is particularly acute in the early stages of the business when sales are not enough to pay the bills. It is very, very easy to buy a collection that is not within my chosen area, or to broaden out and start dealing in other countries because there are so many opportunities to make a profit. It is also very, very easy to focus on cutting prices to increase sales.<br />
<br />
But if I go back to my vision and remember that one element of my vision is to maintain the best overall stock of Canada, so that when a customer is looking for a specific stamp to buy, I actually have it to sell, it becomes easy to see why a low price strategy is not in my best long-term interest. The reason is because the stamps will sell too quickly and it will be next to impossible for me to maintain a comprehensive stock. I will be doing far too much work for too little. Similarly, branching out into other areas or offering one-off lots that do not contribute to building a stock that I can sell from over the long term simply wastes time that I could be spending to build my long term sales infrastructure.<br />
<br />
Each action that I have taken, or every major decision that I have made stems from some element of my vision:<br />
<br />
1. The decision to offer items in the smallest possible unit, to give customers maximum flexibility when they buy.<br />
2. The decision to use a numeric grading system.<br />
3. The decision to scan both sides of every stamp issued before 1952.<br />
4. The decision to write and maintain the blog, and post one-in depth article to it per week.<br />
5. The decision to accept consignments from customers.<br />
6. The decision to describe all varieties, whether of not they are listed in Unitrade.<br />
7. The decision to engage customers by ensuring that they receive a personalized letter with every order that changes as the relationship develops.<br />
<br />
<br />
<b><u>How My Business Has Benefited From The Vision</u></b><br />
<br />
I am now 2.5 years into my full time business venture. I am still probably 2 full years away from having all my inventory listed and probably another 5-10 years away from having what I would call a comprehensive inventory of every single Canadian issue. However, as of now, I do have one of the largest on-line inventories overall. Sure, many of my competitors have a vastly larger stock of some issues than I do. However, very few have a larger stock in every area compared to me, and none of them publish a blog or accept consignments on a retail basis.<br />
<br />
So even though I am still a long way from where I want to be, I have been able to build a loyal customer following that is growing every single month. What I am noticing is that more and more of my new customers are becoming repeat customers, and more and more of these customers are spending larger and larger amounts. In addition, there are a significant number of instances where I am getting full price for my items. So clearly, price is not the deciding factor to a significant number of collectors.<br />
<br />
I am now in a position where I can continue to systematically execute my long-term vision, creating a business that actually has some resale value, as a going concern. Without that vision, I might have been able to make a living, but I wouldn't have been able to build a business that I could actually sell beyond the value of the inventory. It is quite conceivable that I could wind up selling this one day to an auction house that is interested in opening an online retail store, or to an individual that wants to become a dealer, but does not want to have to build all the infrastructure from scratch.<br />
<br />
<br /></div>
Canada's Stamp Dealerhttp://www.blogger.com/profile/14048248796843456571noreply@blogger.com0tag:blogger.com,1999:blog-5994638332148155123.post-69291965506485866382017-12-01T15:36:00.000-08:002017-12-01T15:37:28.758-08:00Please Help Me Raise $50,000 To Enhance the Future of Stamp Collecting<div dir="ltr" style="text-align: left;" trbidi="on">
<div>
First of all, I want to thank you for reading my story. Your time is valuable, and I appreciate you taking the time to read about why I need funds, what my vision is, and how I intend to accomplish it.<br />
<br />
<b>Who Am I?</b><br />
<div style="text-align: center;">
<img alt="brixtonchrome" height="200" src="https://i.ebayimg.com/00/s/MjE5WDE3Ng==/z/19kAAOSwT6pVvjyH/$_7.JPG" width="161" /></div>
<div style="text-align: center;">
<b><br /></b></div>
<br />
My name is Christopher McFetridge, and I am a 46 year old Chartered Accountant, who left the accounting profession in July 2015 to become a full time dealer in the stamps and postal history of both Canada and Nigeria, as well as a philatelic researcher and blogger.<br />
<br />
I was born on the Autistic Spectrum (I have Aspergers) at a time when little was understood about Autism. My parents were told that I would never finish high school, let alone attend university. But I am stubborn and through dogged determination and the support of my parents and many others, I not only finished university in the top 5% of my graduating class, but I built a successful public accounting career that culminated in my admission to the partnership at the firm I worked at, in 2012. But it became clear to me after a nasty divorce that public accounting was not my destiny. I was meant to be share my philatelic knowledge with the world.<br />
<br />
Stamps were my life-saver during those difficult early years when my Aspergers isolated me from my peers, and during my divorce. I learned nearly everything that I know about the broader world from stamps, or from encyclopedias because something I saw on a stamp inspired me to look it up. Stamps taught me about cultures, places, landmarks, historical events, plants, wildlife, sports, artifacts and much more. I owe most of what I was able to accomplish in my life to this hobby, and my wish has always been to share it with as many people as I can.<br />
<br />
So, in 2014 I decided to leave my career behind and take my resources and set out to prove that it is possible to make a living supplying stamps to collectors, to expand the reach of the hobby to include younger collectors, and to write and publish articles that anybody can read online for free. Eventually, I want to be able to spend all my time writing and sharing knowledge. But to do that, I have to build a business that can generate enough cash flow to pay the bills and pay the employees that would be required to run it.<br />
<br />
<b>What Am I Trying To Do?</b><br />
<br />
I am trying to develop my retail stamp business to the point that its continued success is assured, so that I can devote more of my attention to philatelic research and publishing.<br />
<br />
I have the inventory already. I invested all of my life savings and took on debt to accomplish this. But a critical part of being able to sell my stamps is being able to get them listed on E-bay and my own website. This is a tremendously labour intensive process. When I originally prepared my business plan in 2014, I thought 2-3 years would be enough time to list it all in my store, but it turns out that it takes, much, longer. If I could get it listed soon, then my continued success would be assured, and I could conduct more research and do more writing.<br />
<br />
To hire an employee and pay them for a year as well as reduce the debts of the business, I need to raise $50,000.<br />
<br />
<b>Why Do I Need Help?</b><br />
<br />
$50,000 is a lot of money. But to put it in perspective, my wife and I have already invested close to $500,000 of our own money, and we are close - real close to reaching our goal. But close doesn't always count in life, and I spend a lot of time worrying about whether my success will continue, and whether I will ever get all my inventory listed. I am currently working 70-80 hour weeks and I still don't have enough time to do everything that I need to do on my own. I know that if I can get help from a full time employee, that I will be able to get it done and that in all likelihood, I will fulfill my vision. The business right now is successful enough to pay the bills, but only if I devote 70-80 hours a week to it indefinitely. I need a push to get over the hump.<br />
<br />
<b>Why Is This So Important To Me?</b><br />
<br />
The internet has made information widely accessible at the world's people, with minimal effort, and that is a wonderful thing. But, a person's curiosity still needs to be piqued to inspire them to seek out information about the world. A picture is worth 1000 words and pictures are a great medium to arouse this curiosity. Stamps are the richest and most effective visual medium that I know of that can pique a person's curiosity about the broader world around them: cultures, places, historic figures, events, flora, fauna, sports, art, archaeology and so forth. It is my experience that stamp collectors are more welcoming of diversity, and are more tolerant because of their exposure. Thus, philately truly has the potential to bring people of the world together and heal divisions. I believe this wholeheartedly. The study of stamps also helps hone analytical and detective skills, and is an excellent way to train the mind to pay more attention to minute details. It is for these reasons that I consider stamp collecting (philately) to be the king of hobbies.<br />
<br />
It is also should be a much more accessible hobby than it currently is. There is plenty to collect issued during the past 60 years, and most of it is not too expensive. But unfortunately, there are very few retail dealers out there now who are both willing and able to sell stamps individually at retail from this time period. Most dealers and auctioneers tend to focus on serving the elite collectors only, or they will only sell less expensive material in large bulk lots. Also, there are very few online blogs of a specialized nature that can show prospective collectors and current collectors all the collecting potential and possibilities for detailed study that exist with this material.<br />
<br />
This is where I come in. I have been a philatelist since I was 6, which is going on 40 years now. I write two blogs at the moment that I update once a week, every Tuesday. Between these two blogs, I have published well over 200 articles, and expect to write hundreds more. These blogs show collectors what can be done with Canadian and Nigerian stamps, and my inventory allows me to supply them with the stamps that they want at fair prices.<br />
<br />
My motivation has never been money, nor prestige. It is simply the humble desire to study and share as much philatelic knowledge as I can, while serving the collecting community. Right now, I am focusing on Canada and Nigeria, but my expertise extends across the entire British Commonwealth. I could make a difference in the lives of hundreds of thousands of collectors worldwide, if I accomplish my vision. Already, my Canadian blog has received over 100,000 visits in just over 2 years. With the demands of my business, I do not have time to write more than 2 blog articles a week, nor do I have time to blog about the stamps of other countries. Hiring an employee now would help ensure that I am able to build my stamp business to a point that its continued success is more certain, and I can turn my attention to conducting and publishing more philatelic research for the collecting world at large.<br />
<br />
<b>Where Can I See Your Work?</b><br />
<br />
You can access my Nigerian and Canadian Stamp blogs at the following links:<br />
<br />
<a href="http://www.naijastamps.blogspot.ca/">www.naijastamps.blogspot.ca</a><br />
<br />
<a href="http://www.canadianphilately.blogspot.ca/">www.canadianphilately.blogspot.ca</a><br />
<br />
You can access my e-bay store and see the standard of my descriptive work at the following link:<br />
<br />
<a href="http://www.canadianphilately.blogspot.ca/">www.canadianphilately.blogspot.ca</a><br />
<br />
<br />
<b>What Can You Do To Help?</b><br />
<br />
I have set up a GoFundMe page, and if you can make a donation, it would help me reach my goal. Donors will receive a personal thank you letter from me and if you wish, I will arrange to send you periodic updates as to how the business is doing and will add you to the mailing list for one or more of my blogs. Donors will also receive one or more Canadian stamps issued the year they were born. These stamps will be in mint, post office fresh condition, and will be my token of appreciation for your willingness to help.<br />
<br />
See the green link at the top right of this page for a direct link to my GoFundMe page.<br />
<br />
Thanks again everyone!<br />
<br /></div>
<div style="font-family: "times new roman";">
<div style="margin: 0px;">
</div>
</div>
<br />
<div style="-webkit-text-stroke-width: 0px; color: black; font-family: "Times New Roman"; font-size: medium; font-style: normal; font-variant-caps: normal; font-variant-ligatures: normal; font-weight: 400; letter-spacing: normal; margin: 0px; orphans: 2; text-align: left; text-decoration-color: initial; text-decoration-style: initial; text-indent: 0px; text-transform: none; white-space: normal; widows: 2; word-spacing: 0px;">
<br /></div>
<div style="-webkit-text-stroke-width: 0px; color: black; font-family: "Times New Roman"; font-size: medium; font-style: normal; font-variant-caps: normal; font-variant-ligatures: normal; font-weight: 400; letter-spacing: normal; orphans: 2; text-align: left; text-decoration-color: initial; text-decoration-style: initial; text-indent: 0px; text-transform: none; white-space: normal; widows: 2; word-spacing: 0px;">
</div>
</div>
Canada's Stamp Dealerhttp://www.blogger.com/profile/14048248796843456571noreply@blogger.com6tag:blogger.com,1999:blog-5994638332148155123.post-44986410479825956422017-11-09T09:42:00.002-08:002017-11-09T09:42:47.908-08:00A Record Breaking Start to November as Sales Approach $3,000 and The Demographics of Stamp Collecting<div dir="ltr" style="text-align: left;" trbidi="on">
I woke up to offers of almost $1,700 this morning on three stamps that I have had in my inventory since the beginning. Woo hoo!! I accepted them all and brought our monthly total, after 8 full business days to just under $3,000, breaking the record that was set in May, where after 9 days we had just under $2,400. I am incredibly happy with this. All of these offers came from a brand new customer that we just started selling to last month. He bought over $700 last month, was happy with what he received, and the service he got, and came back. The personalized service is definitely working, as I see more and more repeat customers who are recent customers.<br />
<br />
I wanted to share a realization that came to me last week about the demographic trends affecting this hobby and the implications that I think it has for the business in general.<br />
<br />
I have noticed that we are starting to get sales from younger collectors now, as well as female collectors, which were virtually unheard of 20 years ago. The sales are not large, but there is some repeat business that is beginning to develop. I can tell that these customers are younger by little clues, such as their e-mail addresses, or the fact that they move frequently. I can also tell by the stamps they are buying and their lack of fussiness in regards to condition. Last month, for the first time, sales of post 1952 stamps exceeded the sales of classic stamps, which are normally the domain of the older, collector from the boomer demographic or the few collectors left from the Greatest Generation.<br />
<br />
Many people are of the perception that the hobby is dying. They are only partially correct in that the hobby in its old school form is definitely dying:<br />
<br />
<br />
<ul style="text-align: left;">
<li>Membership in stamp clubs is declining.</li>
<li>Circulation of stamp periodicals like Linns is dropping.</li>
<li>Most collectors at shows and exhibitions are older.</li>
</ul>
<div>
I would maintain that much of the above is simply a reflection of the changing times. The fact is that membership in most clubs that meet face to face is declining because people are just as happy to do everything online, or people do not crave the face to face connection as much. Another possibility is that younger people find the clubs too stuffy and do not cater to their interests. This last possibility is actually quite probable, as it has been my observation that most younger collectors are interested in themes that they can relate to. Sure, they might be interested in stamps with Queen Victoria or King George V on them, but the difference is, they are content with just one, and it doesn't have to be rare. </div>
<div>
<br /></div>
<div>
One demographic trend that cannot be overlooked is the fact that young adults from the millennial generation today are struggling with economic realities that their parents and grandparents simply did not have to face. Millennials simply do not have as much money to spend on hobbies as these generations did. It is not at all uncommon for the average stamp collector currently in their 70's, to have had upwards of $5,000-$6,000 per year available for their hobby. Over a 30 or 40 year period, this has allowed them to amass collections in the $150,000-$250,000 range. As a professional dealer, I have seen this first hand time and time again. </div>
<div>
<br /></div>
<div>
Millennials today don't have that kind of money to spend. But they still need hobbies and can maybe afford $1,000-$2,000 a year - the kind of money that pays for pints of beer at the pub or packs of smokes. So given these conditions, I think that most of the demand for stamps will be in the cheaper material that can be bought for less than $10 per stamp. That price point is what allows a younger collector to regularly add to their collection. The more expensive material is simply going to be out of reach to most of these collectors. </div>
<div>
<br /></div>
<div>
Institutional collectors seeking the rarest of the rare will continue to push prices of that material up, but the size of that market is going to shrink over time. Millennials are not as concerned with getting a financial payoff out of their hobby the way boomers are, which accounts for why I am finding it easy to sell the cheaper, lower grade Queen Victoria stamps. So what I think we will see over the longer term is a rise in the demand for the cheaper older stamps and modern stamps, and lower demand for the mid-range, $50-$500 stamps that are in such demand now. As long as the boomers are collecting, I think demand for this material will be strong, but after they die I think we will see a sharp price correction, as there will be many fewer collectors with the financial means to absorb it. </div>
<div>
<br /></div>
<div>
So far from dying, I think the hobby is merely evolving. I am very excited for what the future holds for the less expensive, modern material. </div>
</div>
Canada's Stamp Dealerhttp://www.blogger.com/profile/14048248796843456571noreply@blogger.com2tag:blogger.com,1999:blog-5994638332148155123.post-63500522357910504962017-11-02T10:01:00.000-07:002017-11-02T10:01:12.770-07:00Retraction - I Wasn't Talking About All Customer Service Reps<div dir="ltr" style="text-align: left;" trbidi="on">
I just had a conversation with my wife, who worked in a CSR role for several years, and boy! did I ever get a talking to! I listened and realized that what I just wrote was grossly unfair to a very large swath of employees in companies that I really did not intend to target with my rant.<br />
<br />
I want to be clear about the fact that I am not talking about customer service roles in large organizations in which the working conditions are extremely poor, or jobs where you are taking hundreds of calls a day from random, one-off strangers, or where you as the CSR have no discretion or latitude. That was not what I was talking about at all.<br />
<br />
I am talking about a professional, or semi-professional type of job, like the broker at my insurance company has, where there is a certain degree of latitude, a living wage is paid, there aren't hundreds of calls a day and the customers are not random strangers, but people that one can reasonably expect to interact with more than once. It is these types of employees who do not perform their jobs with care that I take issue with.<br />
<br />
Just wanted to be very clear, because I don't want to attack people who are basically defenseless. That's not fair. </div>
Canada's Stamp Dealerhttp://www.blogger.com/profile/14048248796843456571noreply@blogger.com0tag:blogger.com,1999:blog-5994638332148155123.post-15867122407951628962017-11-02T07:52:00.000-07:002017-11-02T09:52:57.110-07:00A Radical Thought - Why Most Customer Service Jobs Suck<div dir="ltr" style="text-align: left;" trbidi="on">
Yesterday I was working intently getting my material ready to lot today when I received this e-mail message from someone at my insurance agency:<br />
<br />
<img crossorigin="anonymous" data-custom="AQMkADAwATZiZmYAZC1iOWZhLWRkADYzLTAwAi0wMAoARgAAAw6MGNxNBe1It%2F%2FTSdiiSmoHAPzJ1k5sSa9NgdWQb2TFpI4AAAIBDAAAAPzJ1k5sSa9NgdWQb2TFpI4AAdJX0hgAAAABEgAQAIpc9DU0eKRNhy3QJ9%2FUcv4%3D" height="0" naturalheight="751" naturalwidth="722" originalsrc="cid:image001.gif@01D35327.86F83600" src="data:image/png;base64,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" style="color: #212121; cursor: pointer; font-family: wf_segoe-ui_normal, "Segoe UI", "Segoe WP", Tahoma, Arial, sans-serif, serif, EmojiFont; font-size: 15px; max-height: 751px; max-width: 722px; width: 722px;" width="0" /><span style="background-color: white; color: #212121; font-family: , "segoe ui" , "segoe wp" , "tahoma" , "arial" , sans-serif , serif , "emojifont"; font-size: 15px;"></span><br />
<div>
<div style="color: #212121; font-family: wf_segoe-ui_normal, "Segoe UI", "Segoe WP", Tahoma, Arial, sans-serif, serif, EmojiFont; font-size: 15px; margin: 0px;">
<span style="color: #282a55; font-family: "verdana" , sans-serif , serif , "emojifont"; font-size: small;"><span style="font-size: 12pt;"><b>Good afternoon Chris, we have received a notice from your insurance company Wawanesa insurance that they will be doing any inspection on your home.</b></span></span></div>
<div style="color: #212121; font-family: wf_segoe-ui_normal, "Segoe UI", "Segoe WP", Tahoma, Arial, sans-serif, serif, EmojiFont; font-size: 15px; margin: 0px;">
</div>
<div style="color: #212121; font-family: wf_segoe-ui_normal, "Segoe UI", "Segoe WP", Tahoma, Arial, sans-serif, serif, EmojiFont; font-size: 15px; margin: 0px;">
<span style="color: #282a55; font-family: "verdana" , sans-serif , serif , "emojifont"; font-size: small;"><span style="font-size: 12pt;"><b>Can you please provide the name of the contact person and phone number so the inspector can call and set up an appointment.</b></span></span></div>
<div style="color: #212121; font-family: wf_segoe-ui_normal, "Segoe UI", "Segoe WP", Tahoma, Arial, sans-serif, serif, EmojiFont; font-size: 15px; margin: 0px;">
<span style="color: #282a55; font-family: "verdana" , sans-serif , serif , "emojifont"; font-size: small;"><span style="font-size: 12pt;"><b><br /></b></span></span></div>
<div style="margin: 0px;">
<span style="color: #282a55; font-family: inherit;">That was it. I'd never dealt with the person who sent this for the entire year I have been with this insurance company. There is:</span></div>
<div style="margin: 0px;">
<span style="color: #282a55; font-family: inherit;"><br /></span></div>
<div style="margin: 0px;">
<ul style="text-align: left;">
<li><span style="color: #282a55;">No introduction and explanation as to why I am dealing with her now, rather than the lady I have been dealing with this past year.</span></li>
<li><span style="color: #282a55;">No explanation for why the insurance company wants to inspect, what they are looking for, and what they intend to do with the information.</span></li>
</ul>
<div>
<span style="color: #282a55;">Is it just me, or is this not intrusive? I decided to research these inspections online and I found a range of stories from nothing happening to sky-high premium increases. So naturally, I telephoned and spoke to this person telling them that unless the insurance company could explain why they needed to come in here after I had already spent $6,000 on mandatory upgrades this past year, and have already provided proof that the work was done that my answer would have to be no. </span></div>
<div>
<span style="color: #282a55;"><br /></span></div>
<div>
<span style="color: #282a55;">This morning, she sends me the following e-mail response:</span></div>
<div>
<span style="color: #282a55;"><b><br /></b></span></div>
<div>
<b><span style="background-color: white; color: #212121; font-family: , "segoe ui" , "segoe wp" , "tahoma" , "arial" , sans-serif , serif , "emojifont"; font-size: 13.3333px;">Was advised by Wawanesa that the inspection is required due to it's age and value. Please see attached criteria. The inspection was not required when policy was first issued, but now that the value is over $500,000 inspection is mandatory. </span><br style="background-color: white; color: #212121; font-family: wf_segoe-ui_normal, "Segoe UI", "Segoe WP", Tahoma, Arial, sans-serif, serif, EmojiFont; font-size: 13.3333px;" /><br style="background-color: white; color: #212121; font-family: wf_segoe-ui_normal, "Segoe UI", "Segoe WP", Tahoma, Arial, sans-serif, serif, EmojiFont; font-size: 13.3333px;" /><span style="background-color: white; color: #212121; font-family: , "segoe ui" , "segoe wp" , "tahoma" , "arial" , sans-serif , serif , "emojifont"; font-size: 13.3333px;">Chris if you don't consent to the inspection, Wawanesa will not offer renewal on December 9th 2017. Please advise. </span></b></div>
<div>
<span style="background-color: white; color: #212121;"><span style="font-family: inherit;"><br /></span></span></div>
<div>
<span style="background-color: white; color: #212121;"><span style="font-family: inherit;">Now, I should say at this point that our house is about 140 years old. It is in great shape for a 140 year old home, but it is in no way comparable to a newly built house. We paid $132,000 for it last year and there is no way that it would cost anywhere close to $500,000 to re-build, and even if it did, we probably wouldn't bother. We would just buy another, similar house from the dozens that are for sale in Saint John. </span></span></div>
<div>
<span style="background-color: white; color: #212121;"><span style="font-family: inherit;"><br /></span></span></div>
<div>
<span style="background-color: white; color: #212121;"><span style="font-family: inherit;">So the whole thing is bogus and BS. The only thing that this will result in is laundry lists of required "improvements" that are costly and not necessary, or premium increases, and once I let them in once, it will become an annual thing. We were NEVER told about this when we got the policy last year, or at any other point until now. Needless to say, I am irate, and I let this person know it. I'm sure she is not enjoying my e-mails. But then I had a thought, about why most customer service jobs suck:</span></span></div>
<div>
<span style="background-color: white; color: #212121;"><span style="font-family: inherit;"><br /></span></span></div>
<div>
<span style="background-color: white; color: #212121;"><span style="font-family: inherit;"><b>Maybe they suck, because you, the employee, suck at your job, and your suckage pisses people off to the point where they let you know it. Maybe that is the reason. </b></span></span></div>
<div>
<span style="background-color: white; color: #212121;"><span style="font-family: inherit;"><br /></span></span></div>
<div>
<span style="background-color: white;"><span style="color: #212121; font-family: inherit;">Yes, I know, I know. There are people with low emotional </span><span style="color: #212121;">intelligence</span><span style="color: #212121; font-family: inherit;"> that will just blow up at people for things they have no control over. Those people exist, and yes, dealing with them sucks, and is not a reflection of the customer service representative. But I would wager that these people are not the majority. </span></span></div>
<div>
<span style="background-color: white;"><span style="color: #212121; font-family: inherit;"><br /></span></span></div>
<div>
<span style="background-color: white;"><span style="color: #212121; font-family: inherit;">Here's the thing: it takes time, effort and investment to be good at what you do, and you have to care. If you don't care about doing a good job, then it is pretty much a guarantee that you will suck at what you do, eventually. A CSR's job is to help people, pure and simple. In order to be good at helping people you who are buying a product or service, you have to be:</span></span></div>
<div>
<span style="background-color: white;"><span style="color: #212121; font-family: inherit;"><br /></span></span></div>
<div>
<ul style="text-align: left;">
<li><span style="color: #212121;">knowledgeable about the product or service.</span></li>
<li><span style="color: #212121;">knowledgeable about the company policies, the grey areas, the workarounds and you have to be able to communicate clearly to customers where you have flexibility and where you do not, politely and firmly.</span></li>
<li><span style="color: #212121;">good at communicating. This includes knowing when you need to offer explanations and alternatives and not simply waiting to be asked. You have to be able to deliver bad news in a fair, respectful and compassionate manner.</span></li>
<li><span style="color: #212121;">able to anticipate what some of the cost common customer concerns are, and be ready to address those concerns. If you are unable to address them to what you know would be satisfactory to the customer, you need to be able to say so upfront, and not after you have kept them on the phone for 30 minutes and peppered them with questions. </span></li>
</ul>
<div>
<span style="color: #212121;">All of this requires a skill set - soft skills. Skills that require practice and effort to perfect. The unfortunate reality is that in theory, anybody can do this job, which is why customer service jobs are usually so poorly paid. The truth of course, is that very few people can do this job well with no prior experience and no effort made to consciously develop these skills. Yet, the impression that I have, after interacting with countless CSR's is that they just expect to be able to show up, and that somehow magically, they will be good enough at what they do to not frustrate the customers they speak to. It is truly magical thinking. </span></div>
</div>
<div>
<span style="color: #212121;"><br /></span></div>
<div>
<span style="color: #212121;">I am not someone who goes around getting mad at people all the time. I have dealt with Canada Revenue Agency auditors for clients where hundreds of thousands of dollars was at stake, and I have managed to remain calm and professional in my communications. I don't fly off the handle easily. But I have to say that I have a very short fuse when I am forced to deal with someone who just isn't helpful and just doesn't care. That is why I think these jobs suck. I think if the employees doing them would focus on being the best they could be, fewer people would get frustrated with them, some people might actually praise them and thank them, and the job would become much more pleasant to do. </span></div>
<div>
<span style="background-color: white; color: #212121; font-family: , "segoe ui" , "segoe wp" , "tahoma" , "arial" , sans-serif , serif , "emojifont"; font-size: 13.3333px;"><br /></span></div>
</div>
</div>
</div>
Canada's Stamp Dealerhttp://www.blogger.com/profile/14048248796843456571noreply@blogger.com0tag:blogger.com,1999:blog-5994638332148155123.post-74242055261989622142017-11-01T06:01:00.000-07:002017-11-01T06:04:18.680-07:00October Ends With Stamp Sales of $4,438, and The Solidification of My Business Model<div dir="ltr" style="text-align: left;" trbidi="on">
October ended with just over $4,400 in stamp sales. It was an excellent result given that I was on vacation with my family for the first half of the month, and only really did a lot of new listings in the past two weeks. There are two things about the sales total for this month though that really do stand out:<br />
<br />
<br />
<ol style="text-align: left;">
<li>There were really only a few items over $100 and nothing over $250 included in that total. In contrast, most months in which my sales have exceeded $3,600 have included high ticket items that skew the total. This month, the sales have been built up organically from mostly low value items, that have been selling in volume. </li>
<li>Nearly all the sales this month were for modern material after 1947, and a small portion was for Newfoundland stamps. There were a few earlier stamps sold here and there, but it has become very, very clear that there is a considerable amount of demand for the modern material when it is properly and accurately described. The demand for this material is at least as great, as the earlier material, and the prices are much less elastic. </li>
</ol>
<div>
So it has become very apparent to me that the best approach for the business now is to focus on the modern material and to list material only when I have sufficient quantities on hand to make it worthwhile. It has also become apparent that many of the paper varieties on the modern material are not nearly as common as collectors think, and this scarcity definitely adds to the interest of collecting modern material in a specialized manner. An example of a purchase that came in this week, illustrates this concept nicely:</div>
<div>
<br /></div>
<div class="separator" style="clear: both; text-align: center;">
<a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEgDWqE43_TxzDWjqrCX5-dsTftjTIqvQ3XmGyXG2aS_JxE1xKVUViUCUaIxSjBHl-DwnvfnJg7F8-ikbjcUMfF-f22QXtaKJSdM0AxonzEt-7fgImNlfj8fzIQ0mGBzY1ka-7jyfp9eN6s/s1600/20171101_092407+%25281%2529.jpg" imageanchor="1" style="margin-left: 1em; margin-right: 1em;"><img border="0" data-original-height="1600" data-original-width="900" height="640" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEgDWqE43_TxzDWjqrCX5-dsTftjTIqvQ3XmGyXG2aS_JxE1xKVUViUCUaIxSjBHl-DwnvfnJg7F8-ikbjcUMfF-f22QXtaKJSdM0AxonzEt-7fgImNlfj8fzIQ0mGBzY1ka-7jyfp9eN6s/s640/20171101_092407+%25281%2529.jpg" width="360" /></a></div>
<div style="text-align: center;">
<br /></div>
<div style="text-align: left;">
This is a sealed pack of corner blocks of the 1974 Keep Fit Summer Sports Issue. It was one of the first sets released by Canada Post in a long series of stamps issued to commemorate the 1976 Montreal Olympics. It contains four corner blocks of 4, or 16 stamps in total. A seller on E-bay had 200 of these sealed packs for sale, and was selling them at auction in bulk. </div>
<div style="text-align: left;">
<br /></div>
<div style="text-align: left;">
This struck me as a perfect lot for me to buy because I could check the packs for paper varieties and could then list this item in depth after combining these packs with the blocks that I already had on hand for these stamps, as I had not gotten around to listing this issue yet. So I placed a bid and bought them all. </div>
<div style="text-align: left;">
<br /></div>
<div style="text-align: left;">
The Unitrade catalogue that collectors use lists two different paper types for this issue. However, when I examined these blocks, as well as the ones that I already had carefully, it became apparent to me that there are actually five different types of papers. Two of these are both striking and common, but the other three are much scarcer and require more experience to spot. I sorted all of the block packs into four of the five identified papers. Here is a picture of what the stacks of packs looked like after I was done sorting:</div>
<div style="text-align: left;">
<br /></div>
<div class="separator" style="clear: both; text-align: center;">
<a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEiywZ7gZjPDG4bv8hTqHF7-dn2zSbkhjf_CyqNKux5VMVI8QtoSepyVruzZOONTVok3Xhv0-j5OimM38tBJHtkkrQGZROXCUslHShJ3EiMjxZ8xxpn_aiIfz2s_bO2sfFEP8cMM7mC3RIw/s1600/20171101_092420+%25281%2529.jpg" imageanchor="1" style="margin-left: 1em; margin-right: 1em;"><img border="0" data-original-height="900" data-original-width="1600" height="360" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEiywZ7gZjPDG4bv8hTqHF7-dn2zSbkhjf_CyqNKux5VMVI8QtoSepyVruzZOONTVok3Xhv0-j5OimM38tBJHtkkrQGZROXCUslHShJ3EiMjxZ8xxpn_aiIfz2s_bO2sfFEP8cMM7mC3RIw/s640/20171101_092420+%25281%2529.jpg" width="640" /></a></div>
<div style="text-align: center;">
<br /></div>
<div style="text-align: center;">
<br /></div>
<div style="text-align: left;">
The stacks in the back of the picture are the two main, listed paper varieties, and as you can see the stacks of these are almost, but not quite equal, and are vastly taller than the two tiny piles in front. This indicates that although there are two common paper variations of this issue, there are also two varieties which are actually very scarce. It is difficult to be absolutely certain of whether this sample of packs is random, and therefore representative of the entire population of packs remaining on the market, but there is certainly no reason to believe that it is not, because four of the five varieties that I had identified are present here. So it makes sense to highlight their scarcity and charge a premium price for them to reflect their scarcity. The quantity here is such that once I list these this week, it is very unlikely that I will run out before I get a chance to replenish them. So I am able to preserve the value of the labour I have expended on this listing by keeping the listing alive, rather than having it die because only 1 stamp was listed and it sold. </div>
<div style="text-align: left;">
<br /></div>
<div style="text-align: left;">
That is the key to expanding this business: list only what I have in sufficient quantity, buying whatever is offered in quantity, to be able to do this. This way I can move through my stock, buying as I go to bolster my inventory quantities. This way I can also keep customers apprised of the new discoveries as I list material. So, it is all very exciting!</div>
<div style="text-align: left;">
<br /></div>
<div style="text-align: left;">
I have finally secured the services of Joseph Perrone, a promising young philatelist, to assist me in putting the finishing touches on our retail website for Brixton-Chrome. I anticipate that this will be a year long project, but both Joseph and I are excited to be working together and look forward to rolling out the completed website to our customers. </div>
<div style="text-align: left;">
<br /></div>
<div style="text-align: left;">
So onto a new month, with renewed enthusiasm and excitement for the continued growth of the business!</div>
</div>
Canada's Stamp Dealerhttp://www.blogger.com/profile/14048248796843456571noreply@blogger.com0tag:blogger.com,1999:blog-5994638332148155123.post-37375561279021169732017-10-22T05:47:00.001-07:002017-10-28T04:51:43.063-07:00Defining Your Own Success and Hitting Your Stride<div dir="ltr" style="text-align: left;" trbidi="on">
One of the reasons that I started this blog was that I wanted to inspire other people to start following their passions and living the lives that they want to live. I have written extensively about my journey, so far, starting from the moment that I left my position as a partner in a public accounting firm. What I haven't really done though is write about where my passion for stamp dealing got started and just how long I had wanted to do what I do. I also haven't talked much about defining your own success, and I have recently discovered just how important this is. The rest of this post will explain why. I owe a great deal of credit to Steph for most of what is to follow because she has been trying to drill much of the insights I am going to share here into my head for months. But I am a stubborn man, and I have to make an idea my own before I can fully accept it.<br />
<br />
As a child I had wanted to do many things when I grew up from construction (being a builder), to being a doctor, to being a fireman - normal fleeting goals for a kid looking to emulate something he or she respects. But all of these things were fleeting, and they all fell quickly away after a time. However, when I was about 8 or 9, and I had been into stamps for a couple of years as a collector, I was visiting my local dealer, when I realized how much I wanted to work with stamps as a dealer. Of course back then, I thought that the only thing to being a dealer was buying and selling, and indeed that is all I saw the dealers I came into contact with doing. But as I matured and grew as a collector, I began to develop ideas about what would be good for the hobby and other collectors. I began to see very large unmet needs within the collecting community. I developed a passion for philatelic research, and the desire to share that research with the philatelic community. I began to desire to make it my career to meet these unmet needs and to engage in philatelic research and to publish my findings.<br />
<br />
But back in the early 1980's this was all but impossible unless you had a lot of capital. There was no internet, and without the internet there was no easy way to reach your customers. You had to advertise in print, which at the time was horrendously expensive. You had to carry a large inventory because if you didn't, there would be no easy way to obtain the stamps that a customer had ordered. You couldn't start small, and build up very easily because you generally had to buy in bulk, and many auction firms at that time sold only to dealers and you couldn't bid unless you were a dealer. So there were a lot of barriers to entry. Publishing was expensive and had to be in print form. For a kid, just starting out, with no money, it seemed like an impossible dream. In addition, all of the stamp dealers that I met seemed to be only modestly well off. None of them seemed rich, and to my young mind, this seemed problematic. Although I really didn't care about money that much, I cared a great deal about having society's approval, and the approval of my family circle and my parent's friends, etc. Being a stamp dealer, just didn't quite cut it, it seemed, for my university educated mind. So I abandoned the goal of becoming a stamp dealer, and focused instead on building a career in Chartered Accountancy. Stamps were relegated to a hobby.<br />
<br />
I worked very, very hard putting in many late nights, and weekends. Eventually, after 20 years and four firms, I made partner. But there were some things about my life that I began to notice, and those things became more and more pronounced as time wore on:<br />
<br />
<br />
<ol style="text-align: left;">
<li>I never felt like I had enough - I made $150,000 per year for the last few years in my role, and even after paying taxes, it was a shitload of money - at least for me. But I never got to feel good about it because there was always an unspoken expectation from those around me that one must always strive for more: a better neighbourhood, a new car, a bigger house, private school for my son, remodelled bathrooms and kitchens, 3 vacations a year, meals out weekly, maxing out RRSP's and on and on. No matter how hard I worked, or how much I made, the subtle message I picked up was that if I wasn't doing better than last year, I was a failure. </li>
<li>The people around me in my day to day life, were for the most part, except for my friends, Steph and her family, were people who could only talk in these terms. These people would inevitably ask me "how's work?" when they saw me after a long absence. Every conversation was either about the economy, or keeping score in some fashion: bragging through disclosing their kids' accomplishments, taking about the housing market, their latest home reno project, or vacation they went on. </li>
<li>The work I did on a day to day basis started to mean less and less. It became less about helping a client succeed and more about managing other people and playing office politics. Very rarely did I get to focus on a project that I thought important or meaningful, that I could actually see through to completion. </li>
<li>My knowledge base was constantly being devalued: tax changes every year would render advice I had given clients the previous year useless. A fact that would be true one year, would be false the next. As a result there was no building of knowledge - just new knowledge supplanting the old. I wanted to build something, not have to constantly re-build. </li>
<li>As a result of all the above, life started to feel pointless, and I became depressed to the point of suicide. There were many moments at my desk, when I was alone in my office, where I would have blown my brains out if I had a gun. Thank God I didn't. </li>
</ol>
<div>
Then, in December 2012, after all the sacrifices I had made to reach the top of my profession and provide a loving, stable and above all comfortable environment for my wife and son, my wife informed me that she couldn't be married to me anymore. We were in the middle of a $70,000 home renovation. The demolition had literally just been completed and the work started when this happened. I was 6 months into my role as a partner. Suddenly I was plunged into the worst identity crisis I had ever had, as I realized that my entire life as I knew it had been for nought:</div>
<div>
<br /></div>
<div>
<ul style="text-align: left;">
<li>I had no house.</li>
<li>I had no significant assets except for my stamps.</li>
<li>I had no family because I had been estranged from my family of origin for years, and my wife's family had cast me aside - politely, but cast me aside nonetheless, and I was at risk of losing my relationship with my 18 year old son, who was trying to figure out what he wanted to do with his life. </li>
<li>I had no passion for my job and even less now that the sacrifice of doing it served no purpose.</li>
</ul>
<div>
It was during this period that I decided to continue my part time hobby e-bay business to see if with more time and space, I could improve it and make it a substitute for a retirement fund. It was still a hobby at this point though. Then I met Steph about a month after I moved out. Steph listened to me talk about my passion for hours and it was she who suggested that I could succeed and become a full time stamp dealer. She told me that she didn't care how much money I made, she would support me if this was what I wanted to do. She didn't want me to stay in public accounting if it did not bring me lasting happiness.</div>
</div>
<div>
<br /></div>
<div>
So suddenly my career acquired a new purpose: to generate cash flow to buy inventory for my business, to support me while I made my business plan, and to accrue savings that I could live off while I got the business running. I kept working in my job for just over two years and saved enough for a year, secured other investors and started the business full time in July 2015. </div>
<div>
<br /></div>
<div>
The hardest part was still to come though.</div>
<div>
<br /></div>
<div>
I was initially on cloud 9, as I expect all entrepreneurs are at the start-up stage. This is the stage while you are buying your inventory, setting up your website, and otherwise rolling out your business plan. In your own mind, as long as this isn't complete yet, you tell yourself that anything is possible, and you don't worry too much about sales and profitability. My life had an abundance of meaning, I quit at 5pm every day, I worked out 3 mornings a week, had weekends off etc. Life was amazing. </div>
<div>
<br /></div>
<div>
But soon, it became clear that not all my investor money would materialize - I would be $50,000 short of the funding called for in my business plan and my money started to run out faster than expected. I had no idea what to expect in terms of sales, but they were initially very slow. There were sections of my inventory that I spent a solid month working on every day, like the 1954-1962 Wilding Issue, and no sales from my listings for months. But eventually the sales started to grow, slowly at first, and then faster. However, not as quickly as I had hoped for.</div>
<div>
<br /></div>
<div>
I had been very thorough in preparing my business plan and attempted to base it on the most realistic assumptions that I could. However, you will quickly learn that no matter how conservative you are with your estimates and assumptions, the reality will likely be different, and usually not as good as anticipated on paper. This is the point where I believe entrepreneurs hit "The Wall"</div>
<div>
<br /></div>
<div>
<b><u>The Wall</u></b></div>
<div>
<br /></div>
<div>
The Wall is the very demoralizing fear of failure that begins to settle over the entrepreneur as he or she sees the money draining away and the business succeeding to some extent, but not nearly as outlined in their business plan. It is the time when they hear all the voices in their heads from all the people in their lives who have been influential telling them that they should follow the standard Life Plan, which consists of:</div>
<div>
<br /></div>
<div>
<ul style="text-align: left;">
<li>Going to university.</li>
<li>Finding a stable career and working your way up.</li>
<li>Buying a house.</li>
<li>Having a family.</li>
<li>Saving for retirement.</li>
</ul>
<div>
The entrepreneur begins to question, when they have hit The Wall, whether this has all been a horrible mistake, because the usual markers of success that they have been inculcated with their entire lives are not present in their life. This feeling can go on for months, and in my case, it has lasted the better part of 10 or 11 months. </div>
</div>
<div>
<br /></div>
<div>
It is what you do when you hit The Wall, that I believe makes or breaks your business. My response was to look for ways to reduce the burn rate on my cash. Toronto was costing around $6,000 per month, which was way too much. So we moved to Saint John, New Brunswick, where we reduced our cash outflows by nearly half, bought a house, and were able to start a second, Bed and Breakfast business to bolster our cash flow. At this point, I began to feel that I had climbed "The Wall". After moving here I simply redoubled my efforts and started working until 2am every day. </div>
<div>
<br /></div>
<div>
The problem was that up to this point, it had not fully occurred to me that my original business plan was simply unrealistic. I had originally envisioned a plan where I would get all of my inventory listed on E-bay and once this was done after 2 years, I could go into maintenance mode on my listed stock and work to expand the business, hiring employees as the business grew. I assumed that the business was fully scalable so that once I had the inventory listed, my sales would grow proportionately to $20,000 per month. </div>
<div>
<br /></div>
<div>
However, it soon became clear that listing stamps took way longer than I thought, and there was no way I was going to get through all my inventory in 2 years. Further, it became apparent that it is inefficient to list items that exist in a quantity of 1 because once that item sells, the labour that went into listing it is gone. So even though my inventory is very large, it became apparent that I would still need to continue buying in order to get my item quantities high enough to make the listings worthwhile. Some items can be a quantity of 1 or 2, but it is important to have enough multiples that the section doesn't sell out before I have had time to replenish it. Since I have such a large inventory to list, it may be months before I can go back and replenish an issue I have already worked on. So I have to have a good quantity of it to start. I hadn't factored this into my original plan! </div>
<div>
<br /></div>
<div>
To make things worse, while sales were growing, they were not growing in direct proportion to the amount of listed material. Also, I started to notice several patterns that suggested that E-bay manipulates the visibility of items based on how much material is listed. I don't have any foolproof evidence of this, but I have noticed that if I stop listing material, my sales drop. Whenever I do a lot of listing, my sales go up, and it is often material that is completely unrelated to what I just listed. What are the chances that the buyers always just happen to be looking when I do these listings? It is possible, I suppose, but I think that what is happening is that more of my items are promoted in search on E-bay when my listings are fresh. So in order to keep sales increasing, I have to keep listing.</div>
<div>
<br /></div>
<div>
So needless to say, I started to hit "The Wall" again, as I became fearful that I would never get the material listed on time to get monthly cash flow to the point that I wouldn't be in debt anymore. I started to worry that my debt would never be paid. I started to worry as well that the business would never grow past the point that it is now. This weighed on me for many months and that weight has only recently begun to lift. </div>
<div>
<br /></div>
<div>
<b><u>So What Changed?</u></b></div>
<div>
<br /></div>
<div>
While I was focused on "The Wall" and hearing all these depressing voices in my head, I was scarcely noticing several other indications of the success of my business model and its components:</div>
<div>
<br /></div>
<div>
<ul style="text-align: left;">
<li>I was regularly getting new customers every week.</li>
<li>My letters and brochures that I introduced in July were causing a larger proportion of new customers to become repeat customers. They were significantly strengthening the relationships that I had developed with existing customers.</li>
<li>As a result of these stronger relationships I was now getting regular orders outside of the online marketplaces and requests for material that I didn't have, but could source for the customers. </li>
<li>I was getting at least one e-mail from a customer every day asking a question, or otherwise engaging me in some way, whereas in the first year of the business, I could go days or weeks without getting one e-mail. </li>
<li>My number of followers on my blogs began to grow, as did my daily readership. Not only that, but the source of my traffic began to shift from predominantly Facebook where I was sharing my posts, to online searches for the blog, and direct visits. In the absence of followers, this was the best evidence I had that people were now specifically seeking to read my posts, rather than just casually glancing at them on Facebook. </li>
<li>The modern material that I was listing was selling very well - as least as well as the early material, and it was way, way more profitable. </li>
<li>Customers were beginning to send me material on consignment, which is a clear indication of trust. </li>
</ul>
</div>
<div>
When I decided to become a stamp dealer, I had a very clear vision of the type of dealer I wanted to be. I did not want to be a generalist dealer who only focuses on selling whatever stamps he or she thinks they can make a profit on, in whatever manner involves the least amount of work, which is how 99.999% of stamp dealers approach their business. I wanted to pick a clear specialty and then do everything in my power to enhance the<b><u> full collecting experience</u></b> of people interested in my specialty, which at the moment would be Canada and British West Africa. For me, this would mean that I would:</div>
<div>
<br /></div>
<div>
<ul style="text-align: left;">
<li>Build and maintain the most in-depth and extensive stock possible and sell it in a way that would give collectors maximum flexibility to buy only what they want. That would mean that stamps would be listed individually, or in at most very small groups of 2 or 3 stamps, but not in large lots or sets, that a collector wouldn't want if they already had part of a set. </li>
<li>Research my specialty in depth and publish articles online that would disseminate my knowledge for free, thus helping to raise awareness of the collecting possibilities in my field, and make the material more popular, while giving collectors a convenient reference source. My posts would be designed to forever change the way collectors perceive the material I am selling, even if they do not decide to collect it themselves. </li>
<li>Design and produce accessory products such as colour keys and albums that collectors could use that would enhance their collecting experience.</li>
<li>Offer to accept their unwanted stamps on consignment or for outright purchase, so that when the time comes for the collector to exit the hobby, or otherwise dispose of stamps that they no longer want, they, or their relatives have a convenient way to do this. </li>
</ul>
<div>
All of these things take a tremendous amount of time, and consistent effort. They are all long-term projects, in the sense that I may not get to some of them, such as the albums for years. But there is a very clear purpose to what I am trying to do, to the point that nothing I do on a day to day basis does not contribute in some way to the accomplishment of the above vision. </div>
</div>
<div>
<br /></div>
<div>
So what does it matter if I am carrying balances on my credit cards at 18% interest, as long as I can make the payments? So what if I can't pay my investors as quickly as I would like? If being in debt allows me the freedom to continue to follow this plan that is clearly succeeding, even if that success is not at the rate that I had originally envisioned, why is that a problem?</div>
<div>
<br /></div>
<div>
I began to see that as long as I can sell enough to pay the debt service payments, as well as the regular living expenses, there is no problem, even if the amount of debt increases temporarily. As long as there is growth and forward momentum in the business, then there is no problem at all. Between the Bed and Breakfast and the stamp sales, I simply cannot see cash flow being so low that I can't manage those payments. Even if I have an extraordinarily bad month, I can always pick up a few accounting gigs from the local firm that I have a relationship with. </div>
<div>
<br /></div>
<div>
I have now hit my stride and I realize that I am no longer in startup mode. I have developed a routine that builds the business according to the above vision, and my job now is to see it through to completion and to not worry too much about the day to day sales. The business that I am running now is the business, even if it wasn't quite what I had planned. All the important elements that give my life meaning are present, and that is the most important consideration. </div>
<div>
<br /></div>
<div>
<b><u>So What Was Holding Me Back?</u></b></div>
<div>
<br /></div>
<div>
What caused me to hit "The Wall" and what prevented me from seeing my success clearly was the thing that I believe causes most entrepreneurs to be too hard on themselves, and to double down, neglecting their relationships with friends and loved ones: continuing to apply the success paradigm that they developed as employees. </div>
<div>
<br /></div>
<div>
Unless you grow up in a family of entrepreneurs, chances are you have been raised to view life with a conservative, scarcity-based mentality. You are taught to seek out the sure bet rather than take risks. You are taught that debt, other than mortgage debt is bad, and that paying interest any longer than you have to is irresponsible. You are taught that it is critical to save for retirement. You are taught that accumulation of money and assets is the name of the game. So you come to view success through this lens. This is the lens that the troll that keeps commenting on my blog sees life through. It is simply difficult to imagine viewing success primarily in terms of working towards a purpose other than money and the accumulation of financial wealth. </div>
<div>
<br /></div>
<div>
But here is the thing: if I were to have focused on just sales and accumulating wealth, I would not be able to follow the long-term vision that I have, because my focus would be continuously short-term. I might be very successful financially, but my work would begin to lack deeper meaning after a while. There is also a very real chance that this approach will fail. In contrast, the long-term approach works because I am creating real value for collectors:</div>
<div>
<br /></div>
<div>
<ul style="text-align: left;">
<li>I am showing them collecting possibilities that they may never have seen before.</li>
<li>I am providing them with insights and information about their stamps that were not widely available before.</li>
<li>I am selling them stamps for their collections that are accurately graded and described, at fair prices and giving them some flexibility in what they ultimately pay. </li>
<li>I am providing a depth of selection to customers that is simply not available anywhere else online.</li>
<li>I am enabling them to get money for stamps they no longer need, without having to do the work themselves and allowing them to leverage my customer connections and business reputation to sell their stamps. </li>
<li>I am providing highly personalized service and letting my customers know that I am there to help them whenever they need me. </li>
<li>I am actually changing the face of modern Canadian philately in the sense that it will be difficult for collectors to see Canadian stamps in quite the same way again after reading my posts and receiving my service. </li>
</ul>
<div>
The longer term model takes much more effort and persistence to execute than the short term approach does, and from the outside looking in, it can seem like it is less successful initially. But, as it gathers momentum, it becomes clear that it leads to stable cash flow that persists even if the listings stop temporarily. It is much, much harder for my competitors to emulate my business model precisely because it takes so long to execute, and I am already so far ahead. In contrast, if I approach my business the way other dealers do, there is no competitive advantage, because I am not offering anything that my competitors aren't. Then, the only basis on which to compete is price, and that is what you see with most dealers: they often complain that the internet has depressed prices in the stamp market and made it harder to do business. However, that is not necessarily the case, as I am discovering. </div>
</div>
<div>
<br /></div>
<div>
So to get out of the rut and away from "The Wall", it is essential to replace the old paradigm of success with a new one:</div>
<div>
<br /></div>
<div>
<ul>
<li>You are successful if you are following a long-term strategy, your business is growing, and you are able to pay your basic living expenses and manage your debt. Time is on your side, and your business will strengthen and grow as long as you are implementing your strategy and focusing on value creation. </li>
<li>Saving for retirement is not critical if you build a business that is successful and have a large inventory that will continue to sell, even when your efforts to grow the business cease. There is no retirement age, so there is no need to actually retire, and so it is not essential to save for retirement in the way employees have to do. </li>
<li>You are successful if your relationships with the people important to you are intact, and you have time to do the things you love, while obtaining purpose and meaning from your work.</li>
</ul>
<div>
This paradigm of success is a shift away from the paradigm whose focus is on obtaining power over others in an organizational setting, and accumulating financial wealth and "stuff". Instead, it is a focus on obtaining meaning and obtaining money as needed. The paradox, I believe is that eventually, as you create more meaning, you will create more value, and as this happens the money will come.<br />
<br />
<br /></div>
</div>
<div>
<br /></div>
<div>
<br /></div>
<div>
<br /></div>
<div>
<br /></div>
<div>
<br /></div>
</div>
Canada's Stamp Dealerhttp://www.blogger.com/profile/14048248796843456571noreply@blogger.com0tag:blogger.com,1999:blog-5994638332148155123.post-22352767177034508482017-09-28T05:58:00.001-07:002017-09-28T05:58:23.876-07:00A Very Challenging and Angst Ridden Month - September 2017<div dir="ltr" style="text-align: left;" trbidi="on">
After having record sales in July and August, it was inevitable that sales would slow down at some point, and that point came this month. We are currently at just over $2,700 on the 28th of the month and need $88 today to maintain a $100/day average. Our sales have not been this low in a while. Whenever this happens, what I call "entrepreneur's depression" begins to set in and I spent a good deal of this month feeling the "oh my god, what have I done?" feeling that I get whenever the sales slow down.<br />
<br />
But after much reflection, I realized that these cycles are part of running the business, and that the sales figure in any particular month does not tell the whole story. There were many, many positive developments and realizations this month that will be game changers for the business moving forward, I believe:<br />
<br />
<br />
<ul style="text-align: left;">
<li>Last month, I began the the practice of writing letters to my customers, on nice parchment stationery, letting them know about current developments, thanking them for their purchases and support and offering them the very best level of personalized service possible. These letters are individually personalized. If the customer is in Germany, the letter is written in German (thanks Google Translate!). If they are in Japan, it is in Japanese. My goal was to make the customers feel a connection and to let them know that they can get help whenever they need it. It is working: levels of customer engagement have skyrocketed this month, whereas in the past, my boilerplate e-mails went largely ignored by customers. Also, I have seen an upswing in return customers - maybe for small amounts, but more repeat business nonetheless. </li>
<li>I also completed the design of my website, with the only remaining step being to edit all of my imported listings from E-bay, and to set-up my Google Adwords campaigns. I watched all of the Adwords tutorials, as well as some non-Google advice pieces and I now believe that I have a good handle on what I need to do to set up a successful, low cost campaign to drive traffic to my site. That is a major step. </li>
<li>I have finally realized that I may never get all my material listed online, but that as long as I build a good base of customers who trust me and are willing to order from me directly, it doesn't matter. Having the material to sell is what matters. So that has enabled me to finally accept the slow pace of listing and to let go of what had been a wholly unrealistic goal that was causing me a lot of stress. </li>
<li>I have also realized that they key to profitability may eventually lie in moving away from classic material eventually toward modern material exclusively, which is completely the opposite of what most of my competitors are doing. What I have come to see is that in the world of E-commerce, your labour is your biggest cost, and the more quantity of one product you can have, the more you can streamline your systems. The problem with selling classic stamps online is that they are all unique. If you spend 10 minutes to list a stamp, you only have one chance to make a profit on your labour, for once the stamp has sold, that listing is dead and cannot be re-listed without a new description and a new scan. If you believe your time is worth $20 per hour, then every 6 minutes has a notional cost of $2. If the average listing takes 12 minutes, say, then you have to make a profit of at least $4 on that listing just to cover labour. While that can certainly be done, it is much better if you spend 12 minutes listing something in a quantity of 50 or 100, because then, you make profit every time there is a sale. Sure, your dollar amount of profit per sale is lower, but the sales are much more frequent because the stamps are cheaper. With 50-100 items on hand, that is 50-100 opportunities to make a profit. I haven't quite decided yet whether I want to go 100% modern eventually, but I'm thinking about it, and the slow period is what got me started. So slow periods and stress are important catalysts in driving innovation. </li>
</ul>
<div>
On this last point, I want to expand a bit. Modern material has been scoffed at by established philatelists for decades now. Most collectors treat material issued after 1945 as postage, except for a few countries in Asia and Africa. However, it is important to recognize that pioneers and innovators are always laughed at: "invent an airplane? Ha Ha! everyone knows we can't fly!", or "Explore the oceans? Ha! Your ship will fall off the edge of the earth! Everyone knows that!". I now see a tremendous opportunity in stamp collecting, where most people see a dying hobby. I see an even larger opportunity in focusing on the modern, post-1945 period, where most collectors see only "postage". To me, it smacks of a complete lack of vision and creativity, and if you can't find a way to sell a 3c US stamp from 1946 that is in perfect mint condition for more than 3c, I think you aren't very good at selling. Nothing is that cheap nowadays! So why should stamps be any different? I have written about this in detail in another post:</div>
<div>
<br /></div>
<div>
<a href="https://canadianphilately.blogspot.ca/2017/09/a-shout-out-to-modern-philately-very.html">https://canadianphilately.blogspot.ca/2017/09/a-shout-out-to-modern-philately-very.html</a></div>
<div>
<br /></div>
<div>
This brings me to the takeaway for all of you entrepreneurs for this month: how do you decide whether you are on to something good and should stay the course, versus realizing that you are pursuing a pipe dream and should quit while you are ahead?</div>
<div>
<br /></div>
<div>
For me, the answer lies in analyzing the fundamentals of your business model:</div>
<div>
<br /></div>
<div>
<ul style="text-align: left;">
<li>Are you getting new customers and new interest for your product?</li>
<li>Is a larger proportion of your sales and profit coming from your innovative product, as opposed to your "blue chip", established product?</li>
<li>Are your actual sales of the innovative product growing?</li>
<li>Do you face significant price competition?</li>
</ul>
<div>
If the answer is yes to the first three and no to the last question, then you are definitely on to something and should not abandon it under any circumstances. If your overall sales are stagnating, it may be a sign that either more marketing is required to reach more customers, or it may mean that you need to broaden your product offering. For example, I can see very clearly that it is possible to make a good living selling only Canadian stamps, but I do not yet know whether it is possible to make a living selling only Canadian stamps issued after 1945. I suspect that it isn't possible and that if I want to make my living this way, I will have to expand and offer modern, post 1945 stamps from other major countries like the US, Great Britain and Australia for example. I may find that once I do that, that I am able to make an even better living. The key is that my sales trend so far indicates that the interest is there, and that there are collectors who are eager to collect modern material. I actually believe that modern material is the key to getting younger people interested in collecting, as they are more lively and colourful, and they are more relate-able, because they depict a world that is familiar to younger people, or if it isn't completely familiar, it is familiar enough. In order to be interested in Queen Victorian material to the point where you are willing to spend the kind of money that these stamps cost you really have to have a keen interest in that period of history, which a lot of younger people don't have. Even if they do have it, young people today do not have the kind of wealth that people from the previous two generations have had. So for this reason, I see the strongest growth coming from the more modern material. </div>
</div>
<div>
<br /></div>
<div>
But it is a long, hard road to establish a business selling this modern material, which is why almost no one is doing it. It takes a lot of discipline and thought to build the product offering and to get it listed and promoted. But, the fact that no one is doing it is what makes it such a good long-term strategy: it cannot be easily emulated by the competition, or at least not quickly. Anyone can become a vest-pocket, e-bay dealer, selling $25-$200 blue chip stamp sets. It is quick, it doesn't involve much work. But by the same token, E-bay is awash with these types of sellers, all offering the same thing. So there is a tremendous amount of downward price pressure resulting from the immense competition. So it is worth remembering that the long, hard road, in the end is often the most satisfying and the most impervious to race-to-the bottom competition. </div>
<div>
<br /></div>
<div>
So when you are starting a business, and the going gets tough or sales slow down, it is important to go back and look at the fundamentals of your business model carefully and objectively. If the demographics support your idea, then you should press on. You may have to market your idea aggressively, but you should be able to do it successfully if your initial efforts show that there is a baseline level of demand for your product or service, and that you can offer it profitably. </div>
</div>
Canada's Stamp Dealerhttp://www.blogger.com/profile/14048248796843456571noreply@blogger.com2