An astonishing 94.6% of businesses fail to sell, closing at an enormous cost to the owner, their family, their staff and the economy. It’s a shocking realisation to many business owners that after all the courage it took to start, the creativity and care it took to build, every business faces only two possible ends: a sale or closure. So you’ve got to build to $ell.

Sweat, Scale, $ell shares real business-building stories about how ordinary business owners changed their fate using the Asset of Value™ method, a practical approach to building a winning business. With Pavlo Phitidis, they Sweated to reshape their business to be relevant to a changing world; they built a solid foundation for Scale; and then they pressed hard on the accelerator to ramp up growth in preparation for $ale to create a business any buyer would want.

Phitidis draws on 25 years of direct experience in conceptualising and building businesses across four continents. He has developed and brought to market business assets in excess of US$300 million through a combination of business start-ups, turnarounds, sales and acquisitions. Phitidis started, built and sold 12 businesses in nine years and took the lessons from the two failures, two IPOs and eight sales to build a business that builds businesses. As a co-founder of Aurik he has worked with over 1 500 established businesses across most sectors in the economy, including family businesses, partnerships and lone business owners.

PAVLO PHITIDIS is the resident entrepreneurial and business growth content contributor for Radio 702 and CapeTalk, the presenter and host of The Growth Engines for Business Day TV, as well as a speaker at both local and international business conferences.

“We need to innovate!” - every CEO ever!

Innovation is not about changing your product, it’s about changing your mindset. It’s not about doing something new, it’s about stopping doing something old. This entire book rehashes these two lines in as many ways as ground-breaking (if you dropped him off a high platform wearing heavy shoes) business thinker Richard Mulholland was able to do in around 125 pages.

Changing the legacy mindset is not easy, but hot-damn, it’s worthwhile. Legacide, the book, hopes to do just that.

Examine the latest developments in online business with cutting-edge coverage, real examples, actual business cases, and hands-on applications found in the market-leading ELECTRONIC COMMERCE, 12E. With comprehensive coverage of emerging strategies and today's most important technologies, this popular book equips you with a solid understanding of the dynamics of this fast-paced industry. The new edition offers thorough discussions of e-commerce growth in the rapidly-developing economies of China, India, and Brazil. You also examine key topics, such as social media and online marketing strategies, technology-enabled outsourcing, and online payment processing systems. New intriguing "Learning From Failure" segments help you draw important lessons from the experiences of actual companies as you review real-world e-commerce practices in action.

A thorough understanding of the basics of marketing is essential for any marketing practitioner and student of marketing. Marketing: An Introduction is a valuable tool which describes the foundational aspects of marketing and enables a basic understanding of this field. This book has a strong focus on the principles of marketing, the importance and use of social media, and the integration of marketing principles with other business functions.

Marketing: An introduction builds on the huge popularity of the first three editions - all of which have been widely accepted and adopted in the business and academic community. This addition is once again written in a way that is easy to understand by students and focuses on the latest trends in marketing.

The book has been written with the aim of providing students and practitioners with a thorough understanding of marketing, as well as how the theory is applied in a practical sense. Once again it is made clear that for a business to survive the various functions should work closely together in order to meet the demands of the market and that all are working together towards the overall profitability of the organization.

This fourth edition of Strategic Marketing has been revised and updated to include the latest trends and examples in business. This edition provides a concise and thorough look at the strategic business issues todays managers must cope with.

The focus is on how organisations need to adapt and cope with the demands from the global and local business environment, and in the process better understand their responsibilities their own organisations needs and their own products and other offerings.

Over the years and with all the new developments in the world and technological advances, the four key questions all organisations must answer still remain as follows:

• Where are we now?
• Where do we want to be?
• How will we get there?
• Did we get there?

These questions sound easy and straight forward but it is not as simple as it sounds. It requires a thorough understanding of the organisation and all the elements in the business environment that can and will impact on the business. This edition addresses these questions in an easy to understand and practical manner and covers a range of topics including an analysis of the external business environment, a detailed analysis of customers and competitors, market analysis, analysing the internal environment. There after the focus moves to marketing strategy and metrics which is applicable to organisations and the importance thereof, and added to this is the management of customer experiences and market strategies, and a global view of strategic marketing from the organisation’s perspective.

The Four Legs Of The Table is a master class in the balanced management style and system of 'the four legs' – Administration, merchandise, promotions / social responsibility, people – with the sovereign consumer on top of the table. It is a lesson on how to run a successful business based on consumer sovereignty and the principle that making money is the reward rather than the reason today.

Raymond Ackerman built his retail chain during and after apartheid, and he stands his ground on the question of ethics - he believes it is possible to hold to a set of business principles and still be financially successful, whatever the circumstances. In an age of corporate greed, The Four Legs Of The Table is a welcome antidote to some of capitalism's spectacular failures.

All royalties from The Four Legs Of The Table go to the Raymond Ackerman academy of entrepreneurial development. The Academy, endowed by the Ackerman family, is intended to enhance the career prospects of disadvantaged South African school–leavers.

The ninth edition of Marketing Concepts and Strategies has been fully updated to reflect the latest marketing themes, together with the authors' real-life practitioner expertise.

The marketing world has gone digital as consumers rely on social media; new operational regulations abound on data compliance and privacy. Marketing has become more aligned to ethical, responsible and sustainability issues; the discipline has become more critical and reflective, and the pandemic has changed business strategies worldwide.

Prepare for a successful career in social media marketing or a related field with the unique emphasis found only in SOCIAL MEDIA MARKETING: A STRATEGIC APPROACH, 2E. Each chapter in this popular book includes a section on creating a personal brand, which is useful to current or future professionals at any stage of career development. This edition emphasizes how to use social media techniques, detailed in the book, to develop and maintain a strong personal brand. Helpful discussions also address a full range of online and offline elements you can use to create a viable personal branding strategy. You learn how to use graphical concepts to structure and strategize within what is otherwise a chaotic social media milieu. This edition summarizes many of today's best practices for marketing activities on social media platforms to assist you in functioning most effectively and dealing with the rapid change that is a hallmark of social media.

International marketing combines foundational marketing theory and practice and illustrates the latest advances in international trade agreements and legislation with specific reference to the Southern African region. The text combines foundational international marketing theory with practical experience. International marketing is the only South African-based textbook written by a team of South African academics and practitioners.

The first of its kind in South Africa, Brand Management constitutes an invaluable tool for the growing number of academic institutions that offer this exciting subject. Making use of both local and international examples and cases, the subject is approached from a holistic, yet applied perspective. Written in an accessible style, this book assists both students and practitioners to develop the ability to manage brands from the outset to the ultimate outcome. This text is an invaluable reference work for practising professionals, written by authors who have extensive academic and professional expertise and international exposure.

In the developed world, which is a mature market, many businesses are finding that opportunities for growth have declined. As a result, they are seeking growth opportunities in developing economies. Africa is an emerging market, with some countries outpacing developed nations in economic growth. It has the fastest growing population and an exploding middle class with more disposable income. The continent is open for business and has become an investment destination of choice.

Marketing in Africa covers the key aspects of marketing in non-traditional markets and explains important marketing concepts. The book is about understanding the lucrative African markets, including informal markets, and how to market to them.

The Fifth edition of Marketing Management: A South African Perspective, the leading marketing textbook in Southern Africa, adopts a new perspective on the business environment and the way in which businesses can deal with changes in that environment.

Marketing 6e is a strong foundational text for first-year students studying towards a BCom and BA qualifications in departments of management, marketing or business management at universities. It is also suitable for students who are studying a national diploma in marketing at universities of technology. The book covers issues such as sponsorship, marketing research, consumer behaviour and marketing positioning. Marketing is a principles-based guide through current topics such as green marketing and marketing communications. The title includes pedagogical features such as opening case studies, strategy readers, technology boxes, key concepts and useful summaries. New to this edition: Additional content on sustainability; Updates on digital marketing; Updates of examples, readers and case studies

Since the original publication of Building A Storybrand, over one million business leaders have discovered Donald Miller’s powerful Storybrand Framework and they are making millions.  Now, the classic resource for connecting with customers has been fully revised and updated, making it even more powerful to prepare you for today’s challenges.

If you use the wrong words to talk about your product, nobody will buy it. Marketers and business owners struggle to effectively connect with their customers, costing them and their companies millions in lost revenue.

In a world filled with constant, on-demand distractions, it has become near-impossible for business owners to effectively cut through the noise to reach their customers, something Donald Miller experienced first-hand and led him to create his proven system he first shared in Building a Storybrand to help you engage and truly influence customers.

The StoryBrand process is a proven solution to the struggle business leaders face when talking about their companies. Without a clear, distinct message, customers will not understand what you can do for them and are unwilling to engage, causing you to lose potential sales, opportunities for customer engagement, and much more.

In Building a StoryBrand 2.0, Donald Miller teaches marketers and business owners to use his fully revised system of the seven universal elements of powerful stories to dramatically improve how they connect with customers and grow their businesses.

His proven process has helped thousands of companies engage with their existing customers, giving them the ultimate competitive advantage. Building a StoryBrand does this by teaching you:

• The seven universal story points all humans respond to;
• The real reason customers make purchases;
• How to simplify a brand message so people understand it; and
• How to create the most effective messaging for websites, brochures, and social media.

Services, whether online or offline, are important in modern economies in which the understanding is that we ‘are all in services’. Services Marketing, a subset of the field of Marketing, has evolved and developed a range of theories and models, all focused on providing superior service offerings to today’s market and the growing expectations of service delivery. New research provides additional contemporary insights into this dynamic and developing area. This text seeks to address the current research and its managerial implications in both online and offline services. It includes new case studies, integrating new research and new perspectives on the various aspects of services.

The book covers important topics in providing services, including:

• Technology and its role in service marketing
• Customer expectations and perceptions
• Creating customer value
• Services architecture
• Pricing decision-making
• Demand management
• Building customer relationships and loyalty
• Integrated service marketing communication
• Service recovery strategies

Principles of Marketing is a streamlined textbook which covers the basic concepts of marketing in a practical manner. Students are encouraged to develop real marketing skills with the aid of useful tools in the textbook and online.

The new edition will expand on the South African focus with local examples and case studies. There is also additional information on the South African consumer, ethical practices in marketing, and an emphasis on communicating customer value.

So you’ve come up with a killer business idea and you’re ready to turn it into a side hustle or startup. What now? What do you need to do to bring it to life?

Whether you’re looking to earn some extra money on the side or dreaming of starting The Next Big Thing, Side Hustles and Startups is packed with the information you need to take this big step into your bright future. We’ll teach you how to:

1. Find your passion.
2. Test your idea.
3. Write a business plan.
4. Get funding.
5. Ace your business admin, tax and compliance.
6. Brand and market your business.
7. Manage your money.
8. Set up systems.
9. Build your team.
10. Take care of you.

Heavy Chef sat down with some of South Africa’s foremost entrepreneurs, side hustlers, strategists, marketing whizzes, venture capitalists and, yes, even tax specialists to help you get going. Combined, they have centuries of experience in creating and growing side hustles and startups. We’ve turned their advice into bite-sized lessons for you to snack on – as if you’re firing off instant messages to these trailblazers whenever you get stuck on your journey. Go on. Start up and hustle away.

Relationship Marketing and Customer Relationship Management (CRM) have become important tools in securing the survival of businesses in the new millennium by considering both external customers and employees (internal customers). CRM enables businesses to provide excellent realtime customer service through the eff ective use of digital technologies. CRM will evolve to become more aligned to customer management practices both internal and external to the business as well as to embrace Industry 5.0.

Both internal and external customers are increasingly using smart phone devices to engage with organisations, highlighting the importance of digital relationships and technologies. Relationship marketing acknowledges the importance of other stakeholders and the building of relationships with these groups. Relationship Marketing and CRM will therefore have to secure state-of-the-art customer and relationships management strategies delivered to all its customers through the development and implementation of these CRM strategies.

Key topics covered in this book:

• The nature of Relationship Marketing and Customer Relationship Management
• Building relationships, including online relationships
• Service issues in Relationship Marketing and Customer Relationship Management
• Internal marketing
• Business-to-business marketing relationships
• Stakeholders in Relationship Marketing
• Planning and organising a CRM strategy
• Implementing Customer Relationship Management (CRM) in an organisation

  This newly updated South African book was written to compliment students at both undergraduate and postgraduate level and is therefore both highly informative and practical in its approach. It will also further inform practising marketers about the complex world of RM and CRM and new developments in the field.

Marketing is not a function by itself or a task for just one person – its success depends on several activities in the marketing value chain.

Understanding this value chain is important for companies to stay relevant, and crucial for seeing a return on their investment in marketing. Companies employ and interact with many members of the marketing value chain, and therefore need to be familiar with the relationships between each link in this chain.

Marketing Value Chain is about understanding this value chain, where marketing fits into the chain, and what role marketers play within it.

Teaching you how to use online tools to reach your customers. In today's increasingly digital world, marketing is going online. From companies to individuals, people are seeking new and creative ways to promote their products and themselves in the virtual realm. Websites, email and social media are reaching out to customers at home, in the office or on the move, and finding ways to engage with them. The virtual world has many benefits, but not everyone is familiar enough with digital channels to use them to maximum potential. This is where e-Marketing in the South African context comes into play. This comprehensive book focuses on the critical issues associated with e-marketing in the South African context. It is written in an easy-to-read and practical fashion that will help readers grasp the relevant technologies and concepts presented in the book. And it provides a strategic perspective as well as metrics to help achieve the goal of successful e-marketing.

It is widely recognised that sales and marketing are the two business functions that contribute directly to the bottom line of any organisation.

Marketing is more than a sequence of steps or a strategic process; it is also a mindset that leads to good business philosophy. The marketing mindset focuses wholeheartedly on customers and the satisfaction of customers’ needs while aiming to influence the entire organisation to strive towards customer satisfaction. Sales, on the other hand, is that business function that ultimately closes the deal and brings the customer and the business together. Without sales, the customer would never achieve need satisfaction and the organisation would never meet its objectives. The ultimate goal of meeting the customer’s needs brings these two seemingly different fields together.

Fundamentals of Sales and Marketing serves to provide a fundamental understanding of both sales and marketing by equipping the reader with theoretical knowledge and practical examples that are applicable to a South African context.

The electronic age has brought many changes to the world of marketing and sales. More people are communicating in cyberspace to access more information about products, services and brands. New methods of selling and communicating with customers are invented virtually on a daily basis. And the extended use of social media is placing new demands on marketers, sales managers and sales practitioners around the world.

Despite this upheaval, retailers and marketers believe that personal selling — the age-old art of person-to-person communication between a salesperson and a prospective customer, is here to stay — although it should be adapted to incorporate technological developments.

In this fourth edition of Personal Selling, the authors outline the key steps in the selling process that lead to a successful sale, from prospecting for a sale to the follow-up once the sale has been completed. In addition, it explains the role and place of personal selling, the impact it has on the economy, and how it ties in with and supports marketing. The importance of communication in the act of selling, as well as different approaches and sales presentation methods, are explained and clarified, and a comprehensive discussion on how sales people should manage themselves and their time is included.

The first book by a Coca-Cola CEO tells the remarkable story of the company's revival.

Neville Isdell was a key player at Coca-Cola for more than thirty years, retiring in 2009 as Chairman after rebuilding the tarnished brand image of the world's leading soft-drink company. Inside Coca-Cola tells an extraordinary personal and professional worldwide story, ranging from Northern Ireland to South Africa to Australia, the Philippines, Russia, Germany, India and Turkey. Isdell helped put out huge public-relations fires (India and Turkey), opened markets (Russia, Eastern Europe, the Philippines, and Africa), championed Muhtar Kent, the current Turkish-American CEO, all while living the ideal of corporate responsibility.

Isdell's—and Coke's—story is newsy without being gossipy; principled without being preachy, and filled with stories and lessons appealing to anyone who has ever taken "the pause that refreshes." It's also a readable and important look at how companies can market and govern themselves more—ethically and to great success.

In the developed world, which is a mature market, many businesses are finding that opportunities for growth have declined. As a result, they are seeking growth opportunities in developing economies. Africa is an emerging market, with some countries outpacing developed nations in economic growth. It has the fastest–growing population and an exploding middle class with more disposable income. The continent is open for business and has become an investment destination of choice.

Marketing in Africa covers the key aspects of marketing in non–traditional markets and explains important marketing concepts. The book is about understanding the lucrative African markets, including informal markets, and how to market to them.

Marketing in Africa is intended for undergraduate and postgraduate Marketing students, and students in other programmes such as Business Management, Supply Chain Management and Human Resources.

Services, whether online or offline, are important in modern economics in which the understanding is that ‘we are all in services’.

Service Marketing, a subset of the field of marketing, has evolved and developed a range of theories and models all focused on providing superior services offerings to today’s market and it’s growing expectations of service delivery. New research provides additional contemporary insights into this dynamic and developing area. This text seeks to address the current research and its managerial implications, specifically by including new case studies and integrating new research results and new perspectives on the various aspects of services.