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Promoting a Business Ethic: National Powersports Distributors ......................... On eBay, We Can Make a Substantial Return on Our Investment .............................................................................. I Set Out from the Beginning to Build a Business ............................... We Have a Core Philosophy: Tell the Truth ......................................... You Don t Have to Sell Something; Just Make It Available ................. eBay Can Put a Motorcycle in Front of 2,000 People a Week .................................................................................... The More People Become Comfortable With Us, the More Profits Go Up ...................................................................... Lessons Learned in This ............................................................. CHAPTER 3 41 42 44 44 47 47 48 48
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High Profits, Low Volume Equal Success: White Mountain Trading Company ............................................................................................. If You re Going to Sell for a Living, You Might As Well Sell Something Expensive ......................................................................... You Pretty Much Have the World at Your Doorstep ............................. Instead of Building a $60,000 Web Site, We Bought Inventory .......................................................................... Thirty Percent of Our Customers Make Another Purchase from Us ............................................................................... It s Still Dynamic, It s Still Exciting .................................................... Interpersonal Skills Connect with Medical Buyers: Ready Medical ................... I Work the Chick Factor ....................................................................... In One Place We Have an Upholsterer, a Painter, and We Store Our Own Equipment .................................................... It s Like Gambling; It s All About the Action ...................................... Let Your Customers Think They re Your World ................................... Lessons Learned in This ............................................................. CHAPTER 4
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Planning for Success: Sands-o-Time ................................................................... It Helps to Have a Formal Business Plan ............................................. I Built Up a Huge Reference Library Anything and Everything I Could Get My Hands On ........................................ How Melissa Sands Takes Advantage of Multiple Sales Venues ...................................................................... Roll Up Your Sleeves, Put In Long Hours: Alan Warshauer ................................ I m Always Looking for New Products ................................................ They Are All Being Made in China ...................................................... Most of the Profit Is in the Shipping and Handling .............................. I Don t Put Much Stock in Being a PowerSeller .................................. I Average 1,000 to 1,500 E-Mails a Day. I Go Through Them Real Quick. ............................................................................... It s Become Too Difficult to Manage by Myself ................................. Lessons Learned in This .............................................................
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Contents
Identify Sources of Merchandise
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Turning a Wholesale Business Public: Robert Zanger ......................................... You Get an Item You Have a Lot of, and You Keep Relisting It ................................................................... People Call Me to Say, Are You for Real ......................................... It s Easier to Sell a Suit on eBay Than Through My Store ............................................................................................. Hiring a Designer: A One-Time Expense Yields Rewards for Years to Come ................................................................ Seek Out New Products and New Suppliers: MemoryQueens.com ........................................................................................ We re Always Looking; It s All About the Research ............................ There s a Level of Trust with Family That You Don t Have with Other People ........................................................... I Have Been Searching High and Low for Trade Shows ...................... You Have Cash Outlays Just Like Any Other Business ....................... Lessons Learned in This ............................................................. CHAPTER 6
Reach the Widest Possible Audience
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Franchising eBay for Maximum Market Share: Auction Safari .......................... There s So Much Learning and Collaboration : Teaming with Experienced Sellers ....................................................... The Name of the Game Is: How Do You Drive Shoppers to Your Store ..................................................................... The Keyword s the Thing ......................................................................... Partner with Shopping Engines to Pull People into Your eBay Store .......................................................................... We re Going to Be Working More with Retailers ................................ Reaching Out to Customers Around the World: Tony Cicalese ........................... Buying CDs from My Van with My Kitty Was a Great Opportunity .................................................................... I Thought Using My Business to Raise Money Was a Good Idea ................................................................................. Is Tony a Mental Case : Using Humor and Personality Sells ............................................................................ I Want to Be Seen as Approachable, Friendly, and Fun ....................... Reaching Overseas Buyers ....................................................................... Lessons Learned in This ............................................................. CHAPTER 7
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