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In This Issue
What if The Job Could Talk?
A Winning Formula for Marketing to Existing and Past Customers
The FDA Medical Devise Excise Tax Update and IRS Proposed Ruling
A Winning Formula for Positive Tele-prospecting
The Financial Ratio Analysis Encyclopedia
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Marketing To Women

 Click here to download the e-book 

This Women's Thing is...unmistakably...


The numbers don't lie. In todayís competitive environment, marketing to women is the fastest track to building sales, boosting share, and enhancing profits.  


Marketing guru Tom
Peters says, I have never before tripped over an opportunity this size. And now
Marketing to Women shows how you can access this lucrative market. 


Consider these remarkable statistics: Consumer spending accounts for two-thirds of the economy and women make 85% of all consumer buying decisions. The majority of corporate purchasing agents and managers are women. And women entrepreneurs account for 70% of new business start-ups.


Download your personal copy of this e-book.  Click here.  


Business Dictionary

What is Competitive Advantage?       


A superiority gained by an organization when it can provide the same value as its competitors but at a lower price, or can charge higher prices by providing greater value through differentiation.

Competitive advantage results from matching core competencies to the opportunities.

Hints & Tips


Have a Plan for 2013 and Write it Down    


You don't need a new 50-page business plan.


But you do need some clear, measurable goals with specific "actions" you need to take to achieve them.

Written goals provide you with focus and clarity.

So take the time to write down what you WANT (results or outcomes) and what you need to DO (actions) to make it happen this year.
Nicolas Azar
Nick Azar is Managing Director/Partner of Azar and Associates, a full service business consulting and executive coaching firm specializing in the dental industry. Visit our website, or E-mail Nick.


The Dental Post's

Managing People - What if The Job Could Talk? 


All too often Companies place people in jobs they are ill equipped to perform. Sure, they have the skills but they may lack the behavioral and motivational traits to really succeed.   


Our work environment benchmark analysis truly allows the job to speak! Simply complete a brief form and the job will tell you who will be successful. The ensuing benchmark report outlines the attitudes, strengths, and motivation required for success and even provides customized interview questions to assist you in making the right placement decision. 

Best of all you can distribute the report to everyone currently in that job, in effect, allowing the job to speak to them.  Click here on the link to view a sample of the Benchmark report.   

Marketing Tactics - A Winning Formula for Marketing to Existing and Past Customers

Maintain and improve your relationship with your past customers. Market to existing customers. Here are twenty relationship marketing ideas that you can implement in your business today that will help you improve your relationship with past and existing customers. 

  1. Begin forming relationships with potential customers.
  2. Participate in a trade show, get a booth or at least attend them and talk to people.
  3. Hold open panel business forums that appeal to your potential customer groups.  Read more.  

Regulatory & Compliance - The FDA Medical Devise Excise Tax Update and IRS Proposed Ruling

The National Association of Dental Laboratories legal counsel have put forth a legal analysis indicating that most finished medical devises made in a domestic dental laboratory setting will not be subject to the new Federal Medical Devise Excise Tax and the published IRS proposed rule which goes into effect January 1, 2013. 


The NADL legal analysis is based on the definition of "Taxable Medical Devise" set forth in the proposed IRS rule (48.4191-2).
The rule states that in order for a medical devise to be subject to the new medical devise excise tax, it must be a devise that is required to be listed with the FDA. Many of the materials used in fabrication of dental prosthesis, a.g. alloys, ceramics, acrylics, plastic teeth, etc.,  
Read the full article. 
Sales & Customer Relation -  A Winning Formula for Positive Tele-prospecting Results


Science + structure + metrics = successful outcomes might not be the first thing that comes to mind when you think about improving your tele-prospecting results, but following that formula is a great way to keep your teams focused and organized throughout a campaign-and get results.



Here's how the formula works.

Step 1: The Science
Put on your lab coat! There is a science to getting someone live on the phone. Dive into your call history and look at the opportunities that have been qualified and passed by your teams in the past. Look at the number of total activities (phone and email) it took on average to either pass them on as a lead to sales, or to learn that they aren't interested.  Read more. 

Accounting & Finance - The Financial Ratio Analysis Encyclopedia


Financial ratios are calculated from one or more pieces of information from a company's financial statements. For example, the "gross margin" is the gross profit from operations divided by the total sales or revenues of a company, expressed in percentage terms. In isolation, a financial ratio is a useless piece of information. In context, however, a financial ratio can give a financial analyst an excellent picture of a company's situation and the trends that are developing.



A ratio gains utility by comparison to other data and standards. Taking our example, a gross profit margin for a company of 25% is meaningless by itself. If we know that this company's competitors have profit margins of 10%, we know that it is more profitable than its industry peers which is quite favorable. If we also know that the historical trend is upwards, for example has been increasing steadily for the last few years, this would also be a favorable sign that management is implementing effective business policies and strategies. Read more.

To learn more about how you can apply the winning formula for positive tele-prospecting or marketing to existing and past customers, Azar and Associates conducts training workshops in cities throughout North America. Call us today at (661) 810-2446 or visit us on-line at www.azarandassociates.com



Nicolas Azar - Coach & Consultant
Azar & Associates