Know-How Exchange : Strategy

Focus on businesses who need to protect against a slippery floor: medical office buildings, gymnasiums, senior centers, etc. A slippery floor affects everyone, but not everyone views this as a problem whose solution is worth paying for.

I would do some research with OSHA and find out which industries are most often reported for having inadequate safety floors installed. Or for the most injuries reported as a result of slipping.

Then I would market directly to those industries with a headline like "Keep OSHA out of your business!"

Restaurants? Spas? Recreation Centers?

Jay also hit on a great note... I would also market to seniors for their homes. And again, you want to appeal to that market in the same way Life Alert did by pointing out the danger of a senior falling in their home.

Schools are a big market for this. Many states have an annual convention of school boards that would provide you with a chance to show your wares.

You don't really have to sell it yourself. Go to one of the hotels in the area and ask the GM who his floor care supplier is. See if you can get a card for that person. Make contact. That person will feed you leads all day....it may cost you.

If you're passionate about your product you can train a sales pro...not on how to sell, but on the product. Example: We rep several companies but we refuse to work with people who don't know their product/industry. We can't put people on the street unless we feel we have a better than average chance of making good money (commission)

Michael