Page 135 - Paulisms: Gold Nuggets for Small Business

competition? We are now the competition, and it is great there is competition for us to take sales from.’
About 12 years ago I went on a two-day course led by John Fahy (who has now passed) about the reasons people buy.
Here’s an exercise he had us do.
Of these five things below, which is the main reason people buy?
Brand Product People Price Company
It took a two-day course to figure it out, but the answer was people... ‘People buy from people’. That’s the main reason they buy. You have to make sure that you are more likeable than your competitors.
We launched Solatube on 3 Dec 1992. I already knew of a competitor who I knew would enter the New Zealand market at some stage. Later, I