NINE Tips to Great Site Selection

 

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NINE Tips to Great Site Selection

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A Publication of Spectrum Analysis Australia By Peter Buckingham NINE TIPS TO GREAT SITE SELECTION A GUIDE TO START CONDUCT EFFECTIVE SELECTION PROCESS www.Spectrumanalysis.com.au www.Spectrumanalysis.com.au www.Spectrumanalysis.com.au www.Spectrumanalysis.com.au

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TABLE OF CONTENTS 1. CHAPTER 1: The Network Planning Process 2. CHAPTER 2: The Big Picture 3. CHAPTER 3: Shopping Centres vs. Strips 4. CHAPTER 4: Impulse vs. Destination 5. CHAPTER 5: Friend or Foe? Is Clustering Good or Bad? 6. CHAPTER 6: Finding the Appropriate Site in a Shopping Centre 7. CHAPTER 7: Finding the Appropriate Site in a Shopping Strip 8. CHAPTER 8: Establishing a Process 9. CHAPTER 9: Summary 2 https://www.facebook.com/spectrum.australia https://www.facebook.com/spectrum.australia https://www.facebook.com/spectrum.australia https://www.facebook.com/spectrum.australia https://www.facebook.com/spectrum.australia https://www.facebook.com/spectrum.australia https://www.facebook.com/spectrum.australia https://www.facebook.com/spectrum.australia https://www.facebook.com/spectrum.australia https://www.facebook.com/spectrum.australia https://www.facebook.com/spectrum.australia https://www.facebook.com/spectrum.australia https://www.facebook.com/spectrum.australia https://www.facebook.com/spectrum.australia https://www.facebook.com/spectrum.australia https://www.facebook.com/spectrum.australia https://www.facebook.com/spectrum.australia http://linkd.in/1FFXp5Q http://linkd.in/1FFXp5Q http://linkd.in/1FFXp5Q http://linkd.in/1FFXp5Q http://linkd.in/1FFXp5Q http://linkd.in/1FFXp5Q http://linkd.in/1FFXp5Q http://linkd.in/1FFXp5Q

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CHAPTER ONE The Network Planning Process TIP 1 Understand where you are in the Network Planning Process before considering individual sites. It is no good picking and opening a few random sites, and then trying to fit a Network Strategy around them later on. 3 https://www.facebook.com/spectrum.australia https://www.facebook.com/spectrum.australia https://www.facebook.com/spectrum.australia https://www.facebook.com/spectrum.australia https://www.facebook.com/spectrum.australia https://www.facebook.com/spectrum.australia https://www.facebook.com/spectrum.australia https://www.facebook.com/spectrum.australia https://www.facebook.com/spectrum.australia https://www.facebook.com/spectrum.australia https://www.facebook.com/spectrum.australia https://www.facebook.com/spectrum.australia https://www.facebook.com/spectrum.australia https://www.facebook.com/spectrum.australia https://www.facebook.com/spectrum.australia https://www.facebook.com/spectrum.australia https://www.facebook.com/spectrum.australia http://linkd.in/1FFXp5Q http://linkd.in/1FFXp5Q http://linkd.in/1FFXp5Q http://linkd.in/1FFXp5Q http://linkd.in/1FFXp5Q http://linkd.in/1FFXp5Q http://linkd.in/1FFXp5Q http://linkd.in/1FFXp5Q

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Nine Tips to Effective Site Selection The Network Planning Process Over the years, I have been involved in site selection for an oil company (Caltex),  and now with our own company, acting as a consultant to many major brands. The  issue of good site selection is one of the most critical things in making a business  successful rather than a failure.  To understand the principles of site selection, you first have to think in terms of  the Network Planning Process, of which actual site selection is one of the later  steps in the process.  We believe the Network Planning Process follows a series of steps from the macro  level to the site‐specific level.  Therefore, our description of the processes at work  is as follows: 1. A company needs to decide to have a long‐term presence in a country (Global  issue) or a state within Australia. This can be decided by anticipated returns,  political climate or priority of funding.  Once the long‐term position is established, a macro plan is required to look  at which areas to expand.  This can be looking at (a) the total number of sites,  (b) total potential market, and (c) how to divide allocation (possibly at a  regional level).  The next level then requires a plan to look at which localised areas (maybe  suburbs) the company wishes to locate, and the priorities of these areas.  In  an established market, this evolves to a network purification process as we  look for improved new opportunities whilst we cull out the lowest  performers in our network.   Specific site selection is then the next step as individual opportunities are  sought, then evaluated using tools such as those discussed further in this E‐ Book.  Continual review, or post audit, is then undertaken to improve on the  decision making process. This involves bench marking and comparison to the  original forecasts. Once a site has gone through a 3 ‐ 5 year operation cycle,  little else can be learnt from the original prediction, so we then need to keep  a less strenuous review program to ensure it is economically viable to  continue. 2. 3. 4. 5. Once you see this as a Network Planning Process (that you are either consciously  or unconsciously following), you can begin to break down the steps. 4 https://www.facebook.com/spectrum.australia https://www.facebook.com/spectrum.australia https://www.facebook.com/spectrum.australia https://www.facebook.com/spectrum.australia https://www.facebook.com/spectrum.australia https://www.facebook.com/spectrum.australia https://www.facebook.com/spectrum.australia https://www.facebook.com/spectrum.australia https://www.facebook.com/spectrum.australia https://www.facebook.com/spectrum.australia https://www.facebook.com/spectrum.australia https://www.facebook.com/spectrum.australia https://www.facebook.com/spectrum.australia https://www.facebook.com/spectrum.australia https://www.facebook.com/spectrum.australia https://www.facebook.com/spectrum.australia https://www.facebook.com/spectrum.australia http://linkd.in/1FFXp5Q http://linkd.in/1FFXp5Q http://linkd.in/1FFXp5Q http://linkd.in/1FFXp5Q http://linkd.in/1FFXp5Q http://linkd.in/1FFXp5Q http://linkd.in/1FFXp5Q http://linkd.in/1FFXp5Q

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CHAPTER TWO The Big Picture TIP 2 Think in terms of whom your customers are (and where to find them) as the first way of selecting areas to look for individual sites. 5 https://www.facebook.com/spectrum.australia https://www.facebook.com/spectrum.australia https://www.facebook.com/spectrum.australia https://www.facebook.com/spectrum.australia https://www.facebook.com/spectrum.australia https://www.facebook.com/spectrum.australia https://www.facebook.com/spectrum.australia https://www.facebook.com/spectrum.australia https://www.facebook.com/spectrum.australia https://www.facebook.com/spectrum.australia https://www.facebook.com/spectrum.australia https://www.facebook.com/spectrum.australia https://www.facebook.com/spectrum.australia https://www.facebook.com/spectrum.australia https://www.facebook.com/spectrum.australia https://www.facebook.com/spectrum.australia https://www.facebook.com/spectrum.australia http://linkd.in/1FFXp5Q http://linkd.in/1FFXp5Q http://linkd.in/1FFXp5Q http://linkd.in/1FFXp5Q http://linkd.in/1FFXp5Q http://linkd.in/1FFXp5Q http://linkd.in/1FFXp5Q http://linkd.in/1FFXp5Q

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Nine Tips to Effective Site Selection The Big Picture Some years ago, I was on a special worldwide project team with Caltex, and whilst  we were setting up tools for use around the Caltex world, a second group were  addressing the start of the network planning process (as far as China was  concerned).  Caltex wanted to move into China, and the issues they were looking at were:  • • • • • Where should we start as far as which province should we invest in?  What level of investment do we begin with?  Do we bring in product to start, or move to building a refinery?  Where should we market initially?  How should we market? (i.e.: retail, wholesale, government use, etc).  These types of macro issues are the first things a company needs to address if  undertaking a start‐up business. Naturally, Caltex were very experienced across  Asia, and could apply a great deal of logic and science to their decision process.  Different types of business will have a higher probability of success if the goods or  services being sold match with the type of person living or working in that area.  In most countries (including Australia), we have a very thorough Census  conducted on a regular basis (normally every five years). The Census allows us to  look at particular areas and understand issues like:  • • • • • • • • Population levels  Marital status & family types  Education levels  Income levels (both household and individual)  Age Profiles  Ethnicity (i.e.: language spoken at home, birthplace, etc)  Housing structures  Property Ownership (including levels of rent or mortgage payments)  There are many fields, and when we think of what we know of the people, we can  start to match it with what they are most likely to buy.  We like to image that there is one person living in each area (be it a postcode,  census collection district, council area, etc), and what is the likelihood of that  “person” wanting your goods or services. 6 https://www.facebook.com/spectrum.australia https://www.facebook.com/spectrum.australia https://www.facebook.com/spectrum.australia https://www.facebook.com/spectrum.australia https://www.facebook.com/spectrum.australia https://www.facebook.com/spectrum.australia https://www.facebook.com/spectrum.australia https://www.facebook.com/spectrum.australia https://www.facebook.com/spectrum.australia https://www.facebook.com/spectrum.australia https://www.facebook.com/spectrum.australia https://www.facebook.com/spectrum.australia https://www.facebook.com/spectrum.australia https://www.facebook.com/spectrum.australia https://www.facebook.com/spectrum.australia https://www.facebook.com/spectrum.australia https://www.facebook.com/spectrum.australia http://linkd.in/1FFXp5Q http://linkd.in/1FFXp5Q http://linkd.in/1FFXp5Q http://linkd.in/1FFXp5Q http://linkd.in/1FFXp5Q http://linkd.in/1FFXp5Q http://linkd.in/1FFXp5Q http://linkd.in/1FFXp5Q

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Nine Tips to Effective Site Selection The Big Picture If we imagine that the “person” is worth, on average, one “Unit of Demand”, then  if the fit is good for the area, then the one “person” may be worth 1.5 units of  demand, and if the fit is poor, the “person” may be worth only 0.5 units of  demand. Example  I may have a swimming pool cleaning company, and following some research I  have undertaken with my customers, I have concluded that my typical customer:  • • Has a high level of income (because they can afford to have me do it, as they  are “time poor”), and  Is older than 50  If I look at the demographics, then my best customers will come from high  income, older areas, and my worst customers will come from the opposite (i.e.:  probably a low income, young family area).  A person from an area like Toorak (in Melbourne) or Double Bay (in Sydney)  probably has twice the chance of using a pool cleaning service than a person in  “Average Australia”. Therefore, in these areas, our “person” is worth 2 Units of  Demand.  By contrast, a low income, young family area like Carrum Downs (in Melbourne),  Beenleigh (in Brisbane) or Albion Park (in Sydney) probably only has half the  chance of using my service than “Average Australia”.  If I now want to estimate the demand for my service, it becomes the ‘Unit of  Demand’ for each area, multiplied by the actual population.  In Toorak for instance, I have decided each person is worth 2 Units of Demand,  and if the population is 10,000 persons, then I have 20,000 Units of demand in  that suburb or postcode.  By contrast, an area like Albion Park, where we have concluded each person is  worth 0.5 Units of Demand, and there are 25,000 persons, then I have only 12,500  Units of Demand in that suburb or postcode.  I can then see which areas are best for my product or service. As such, if I were  going to open an up‐market pool shop, and specialize in servicing the local pools,  Toorak would offer a better opportunity than Albion Park. 7 https://www.facebook.com/spectrum.australia https://www.facebook.com/spectrum.australia https://www.facebook.com/spectrum.australia https://www.facebook.com/spectrum.australia https://www.facebook.com/spectrum.australia https://www.facebook.com/spectrum.australia https://www.facebook.com/spectrum.australia https://www.facebook.com/spectrum.australia https://www.facebook.com/spectrum.australia https://www.facebook.com/spectrum.australia https://www.facebook.com/spectrum.australia https://www.facebook.com/spectrum.australia https://www.facebook.com/spectrum.australia https://www.facebook.com/spectrum.australia https://www.facebook.com/spectrum.australia https://www.facebook.com/spectrum.australia https://www.facebook.com/spectrum.australia http://linkd.in/1FFXp5Q http://linkd.in/1FFXp5Q http://linkd.in/1FFXp5Q http://linkd.in/1FFXp5Q http://linkd.in/1FFXp5Q http://linkd.in/1FFXp5Q http://linkd.in/1FFXp5Q http://linkd.in/1FFXp5Q

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Nine Tips to Effective Site Selection The Big Picture Target Market Index The material above can then be displayed on a map, so that we can see which  areas have the best probability of a person using our service. This is done using  mapping software and Census data, so you can combine multiple variables to  create a value for each area, and then show that on a map.  Below is an example of a Target Market Index map: If we have undertaken a TMI  map, we can then “hot list” the areas we feel that are most appropriate for our  goods or services, and begin the next step of looking for actual locations. Area Selection If we have undertaken a TMI map, we can then “hot list” the areas we feel that  are most appropriate for our goods  or services, and begin the next step of looking  for actual locations. 8 https://www.facebook.com/spectrum.australia https://www.facebook.com/spectrum.australia https://www.facebook.com/spectrum.australia https://www.facebook.com/spectrum.australia https://www.facebook.com/spectrum.australia https://www.facebook.com/spectrum.australia https://www.facebook.com/spectrum.australia https://www.facebook.com/spectrum.australia https://www.facebook.com/spectrum.australia https://www.facebook.com/spectrum.australia https://www.facebook.com/spectrum.australia https://www.facebook.com/spectrum.australia https://www.facebook.com/spectrum.australia https://www.facebook.com/spectrum.australia https://www.facebook.com/spectrum.australia https://www.facebook.com/spectrum.australia https://www.facebook.com/spectrum.australia http://linkd.in/1FFXp5Q http://linkd.in/1FFXp5Q http://linkd.in/1FFXp5Q http://linkd.in/1FFXp5Q http://linkd.in/1FFXp5Q http://linkd.in/1FFXp5Q http://linkd.in/1FFXp5Q http://linkd.in/1FFXp5Q

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CHAPTER THREE Shopping Centres vs. Shopping Strips TIP 3 Are you able to afford the rents for a high exposure site, or should you be looking for lower exposure, lower rental stores in shopping strips? If you have a concept large enough to be in both, then be aware of the higher costs in shopping centres, as well as the normally reduced tenure and rarely offered option. https://www.facebook.com/spectrum.australia https://www.facebook.com/spectrum.australia https://www.facebook.com/spectrum.australia https://www.facebook.com/spectrum.australia https://www.facebook.com/spectrum.australia https://www.facebook.com/spectrum.australia https://www.facebook.com/spectrum.australia https://www.facebook.com/spectrum.australia https://www.facebook.com/spectrum.australia https://www.facebook.com/spectrum.australia https://www.facebook.com/spectrum.australia https://www.facebook.com/spectrum.australia https://www.facebook.com/spectrum.australia https://www.facebook.com/spectrum.australia https://www.facebook.com/spectrum.australia https://www.facebook.com/spectrum.australia https://www.facebook.com/spectrum.australia 9 http://linkd.in/1FFXp5Q http://linkd.in/1FFXp5Q http://linkd.in/1FFXp5Q http://linkd.in/1FFXp5Q http://linkd.in/1FFXp5Q http://linkd.in/1FFXp5Q http://linkd.in/1FFXp5Q http://linkd.in/1FFXp5Q

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Nine Tips to Effective Site Selection Shopping Centres vs. Shopping Strips Many businesses have a preference to go into big Shopping Centres (or malls),  whilst others believe shopping strips are the go.  Shopping Centres definitely have high attraction power for the customers, as the  volume of traffic is normally very high. In Australia, we can gather the basic  statistics on Shopping Centres from the Property Council of Australia, who  produce books giving a page of details for nearly every shopping centre in  Australia (unless the owner is not a member of the Property Council of Australia,  and does not wish to be included).  The Property Council data tells us the owner, manager and their contact details. It  also tells us the GLAR (Gross Lettable Area Retail) and MAT (Moving Annual  Turnover) of the centre, as well as details on the major tenants, number of car  parks, specialty stores, estimated pedestrian traffic, and details on major  refurbishments of the centre.  Different owners may collect data in different ways, so we are at the mercy of the  details supplied to the Property Council.  In the case of shopping strips, there is no formal collection procedure, or body,  that acts like the Property Council. We use a product called ‘Strip Locator’, which  is a method of comparing one strip to another as an indication of the strength of  the strip. The comparisons as we see it are 10 https://www.facebook.com/spectrum.australia https://www.facebook.com/spectrum.australia https://www.facebook.com/spectrum.australia https://www.facebook.com/spectrum.australia https://www.facebook.com/spectrum.australia https://www.facebook.com/spectrum.australia https://www.facebook.com/spectrum.australia https://www.facebook.com/spectrum.australia https://www.facebook.com/spectrum.australia https://www.facebook.com/spectrum.australia https://www.facebook.com/spectrum.australia https://www.facebook.com/spectrum.australia https://www.facebook.com/spectrum.australia https://www.facebook.com/spectrum.australia https://www.facebook.com/spectrum.australia https://www.facebook.com/spectrum.australia https://www.facebook.com/spectrum.australia http://linkd.in/1FFXp5Q http://linkd.in/1FFXp5Q http://linkd.in/1FFXp5Q http://linkd.in/1FFXp5Q http://linkd.in/1FFXp5Q http://linkd.in/1FFXp5Q http://linkd.in/1FFXp5Q http://linkd.in/1FFXp5Q

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Nine Tips to Effective Site Selection Shopping Centres vs. Shopping Strips Shopping Centre  Traffic  Normally higher in a SC (and  measurable)  Strip Shopping  Lower and unpredictable  Product mix (i.e.:  Some governance in a Mall,  No protection from your  competitors)  depending on the owners, as  competition acting any way  they can limit the ompetition they wish  if they wish  Rents  Long‐term  renewals  Normally much higher, with  little long‐term protection  Currently most SC’s will give  only a 5‐year lease, with no  options, so you are at their  mercy at time of re‐leasing  Higher chance of a lower  rental  More likely to be able to  negotiate longer tenure,  including options for lease  renewals  11 https://www.facebook.com/spectrum.australia https://www.facebook.com/spectrum.australia https://www.facebook.com/spectrum.australia https://www.facebook.com/spectrum.australia https://www.facebook.com/spectrum.australia https://www.facebook.com/spectrum.australia https://www.facebook.com/spectrum.australia https://www.facebook.com/spectrum.australia https://www.facebook.com/spectrum.australia https://www.facebook.com/spectrum.australia https://www.facebook.com/spectrum.australia https://www.facebook.com/spectrum.australia https://www.facebook.com/spectrum.australia https://www.facebook.com/spectrum.australia https://www.facebook.com/spectrum.australia https://www.facebook.com/spectrum.australia https://www.facebook.com/spectrum.australia http://linkd.in/1FFXp5Q http://linkd.in/1FFXp5Q http://linkd.in/1FFXp5Q http://linkd.in/1FFXp5Q http://linkd.in/1FFXp5Q http://linkd.in/1FFXp5Q http://linkd.in/1FFXp5Q http://linkd.in/1FFXp5Q

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CHAPTER FOUR Impulse vs. Destination TIP 4 Do you understand where your concept lies in terms of ‘Impulse vs. Destination’? The higher the product is an ‘impulse’, the more important to be in a high exposure location. 12 https://www.facebook.com/spectrum.australia https://www.facebook.com/spectrum.australia https://www.facebook.com/spectrum.australia https://www.facebook.com/spectrum.australia https://www.facebook.com/spectrum.australia https://www.facebook.com/spectrum.australia https://www.facebook.com/spectrum.australia https://www.facebook.com/spectrum.australia https://www.facebook.com/spectrum.australia https://www.facebook.com/spectrum.australia https://www.facebook.com/spectrum.australia https://www.facebook.com/spectrum.australia https://www.facebook.com/spectrum.australia https://www.facebook.com/spectrum.australia https://www.facebook.com/spectrum.australia https://www.facebook.com/spectrum.australia https://www.facebook.com/spectrum.australia http://linkd.in/1FFXp5Q http://linkd.in/1FFXp5Q http://linkd.in/1FFXp5Q http://linkd.in/1FFXp5Q http://linkd.in/1FFXp5Q http://linkd.in/1FFXp5Q http://linkd.in/1FFXp5Q http://linkd.in/1FFXp5Q

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Nine Tips to Effective Site Selection Impulse vs. Destination Before selecting a site, you need to think about how my product rates, in terms of  ‘Impulse vs. Destination’. If we think of it in terms of a line, where do we sit on  that line?  High Impulse Low Destination Low Impulse High Destination High Impulse items High impulse items are usually low cost, spontaneous purchases, such as buying a  carton of milk, a packet of cigarettes, or a newspaper. You may make some  decision where you go, but convenience normally drives this purchase.  When we look at the most ‘High Impulse’ business we can imagine, think of a  ‘Busker’. In this case, they are very mobile, and are able to move to the best traffic  flow at no cost, other than moving their instrument and case and walking to the  other side of the pavement or whatever.  As the cost of the goods you are purchasing increases, you move further along the  line towards ‘Low Impulse / High Destination’. High Destination purchases If the goods you want are reasonably expensive, and you have already pre‐ determined where you will buy it from, then that is considered a ‘high  destination’ purchase. If you want a specific type of car, such as a BMW, then you  will travel to a BMW showroom.  Giving a value to this ‘Impulse vs. Destination’ ratio Your business can normally be addressed as x% impulse; y% destination, and I  shall give some examples: Busker Rolling Stones Concert  Buying Petrol  KFC  High‐class restaurant  Buying small electrical goods  Buying a plasma screen  100% impulse  01% impulse  80% impulse  60% impulse 20% impulse  70% impulse  20% impulse  00% destination  99% destination  20% destination  40% destination  80% destination  30% destination  80% destination  https://www.facebook.com/spectrum.australia https://www.facebook.com/spectrum.australia https://www.facebook.com/spectrum.australia https://www.facebook.com/spectrum.australia https://www.facebook.com/spectrum.australia https://www.facebook.com/spectrum.australia https://www.facebook.com/spectrum.australia https://www.facebook.com/spectrum.australia https://www.facebook.com/spectrum.australia https://www.facebook.com/spectrum.australia https://www.facebook.com/spectrum.australia https://www.facebook.com/spectrum.australia https://www.facebook.com/spectrum.australia https://www.facebook.com/spectrum.australia https://www.facebook.com/spectrum.australia https://www.facebook.com/spectrum.australia https://www.facebook.com/spectrum.australia 13 http://linkd.in/1FFXp5Q http://linkd.in/1FFXp5Q http://linkd.in/1FFXp5Q http://linkd.in/1FFXp5Q http://linkd.in/1FFXp5Q http://linkd.in/1FFXp5Q http://linkd.in/1FFXp5Q http://linkd.in/1FFXp5Q

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Nine Tips to Effective Site Selection Impulse vs. Destination As you can see, the more pre‐meditated the purchase, the higher the probability  you will look up where you want to go, not just spontaneously make a purchase  from the first store you see. The decision That being said, the higher the impulse value of the goods you are selling, the  more importance to be in a highly visible, high traffic location. If you are a very  strong destination product, then you can take a more back‐street approach.  The rental you pay for a property is probably defined by the owner’s view on  whether the premise is a high traffic / high visibility location. In shopping centres,  most stores have a different rental / sq.m., depending on centre management’s  view on these factors.  What you need to do is pay the appropriate rental for the appropriate store, and if  you have a high destination type product, then you do not want to be paying top  rental for the peak corner in the centre. If you are a high impulse product, then  you do need high passing trade, or you will not sell your goods. There’s no point  being down at the back of the shopping centre, paying cheap rental, if you have a  high impulse product such as phone cards, sandwiches or other food items.   An exclusive restaurant that has a great reputation, as well as word of mouth that  tells people how good it is, can be in a lower rental street or area, as the public  will find it and come to it.  A quick serve restaurant, such as McDonald’s or KFC, must be in a high impulse  area, be it a food court, or a high exposure road. 14 https://www.facebook.com/spectrum.australia https://www.facebook.com/spectrum.australia https://www.facebook.com/spectrum.australia https://www.facebook.com/spectrum.australia https://www.facebook.com/spectrum.australia https://www.facebook.com/spectrum.australia https://www.facebook.com/spectrum.australia https://www.facebook.com/spectrum.australia https://www.facebook.com/spectrum.australia https://www.facebook.com/spectrum.australia https://www.facebook.com/spectrum.australia https://www.facebook.com/spectrum.australia https://www.facebook.com/spectrum.australia https://www.facebook.com/spectrum.australia https://www.facebook.com/spectrum.australia https://www.facebook.com/spectrum.australia https://www.facebook.com/spectrum.australia http://linkd.in/1FFXp5Q http://linkd.in/1FFXp5Q http://linkd.in/1FFXp5Q http://linkd.in/1FFXp5Q http://linkd.in/1FFXp5Q http://linkd.in/1FFXp5Q http://linkd.in/1FFXp5Q http://linkd.in/1FFXp5Q

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CHAPTER FIVE Friend or Foe? Is Clustering Good or Bad? TIP 5 It is normally far better to be in a cluster with your competition than out on your own, trying to draw customers to you. Think of being in a cluster as a friend, and on your own as a foe, as the power of the group is far stronger than the individual. 15 https://www.facebook.com/spectrum.australia https://www.facebook.com/spectrum.australia https://www.facebook.com/spectrum.australia https://www.facebook.com/spectrum.australia https://www.facebook.com/spectrum.australia https://www.facebook.com/spectrum.australia https://www.facebook.com/spectrum.australia https://www.facebook.com/spectrum.australia https://www.facebook.com/spectrum.australia https://www.facebook.com/spectrum.australia https://www.facebook.com/spectrum.australia https://www.facebook.com/spectrum.australia https://www.facebook.com/spectrum.australia https://www.facebook.com/spectrum.australia https://www.facebook.com/spectrum.australia https://www.facebook.com/spectrum.australia https://www.facebook.com/spectrum.australia http://linkd.in/1FFXp5Q http://linkd.in/1FFXp5Q http://linkd.in/1FFXp5Q http://linkd.in/1FFXp5Q http://linkd.in/1FFXp5Q http://linkd.in/1FFXp5Q http://linkd.in/1FFXp5Q http://linkd.in/1FFXp5Q

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