An Open Letter to the New President of the United States
By Erick Ajax
Erick Ajax is vice president of EJ Ajax and Sons, a metalforming company located in Fridley, MN.

How the Financial Crisis Impacts Middle-Market Acquisitions
Its impact may not be as significant as you’d think, so don’t cave on your asking price. Authored by George Spilka, president of the investment-banking firm George Spilka and Associates, Allison Park, PA.

Selling: Don’t turn Your Products and Processes into Commodities
Traditional value-based selling that focuses on pointing out quality and value benefits merely groups your firm with all the rest, leaving only one differentiator: price. New strategies allow salespeople to understand the “value gap” experienced by a customer, and narrow that gap to increase sales.

Foreign-Exchange Strategies to Boost Manufacturing Profits ,br>Understanding the implications of currency fluctuations, according to Guido Schulz, regional manager for Ruesch International, Chicago, IL, may mean the difference in succeeding or failing in international business.

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