05 Competitive Advantage

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4\f5\fs22 Extension Educator, Department of Agricultural and Applied Economics \
par\pard\ql \li5025\sb7\sl-253\slmult0 \up0 \expndtw-4\charscalex100 University
of Wyoming \par\pard\ql \li1440\sb268\sl-276\slmult0 \up0 \expndtw-3\charscalex1
00 \ul0\nosupersub\cf3\f4\fs24 Overview \par\pard\ql \li1440\ri1440\sb4\sl-276\s
lmult0\fi360 \up0 \expndtw-2\charscalex100 \ul0\nosupersub\cf5\f6\fs24 A competi
tive advantage is an advantage gained over competitors by offering customers \up
0 \expndtw-4\charscalex100 greater value, either through lower prices or by prov
iding additional benefits and service that \up0 \expndtw-2\charscalex100 justify
similar, or possibly higher, prices. For growers and producers involved in nic
he \line \up0 \expndtw-4\charscalex100 marketing, finding and nurturing a compet
itive advantage can mean increased profit and a \line \up0 \expndtw-4\charscalex
100 venture that is sustainable and successful over the long term. This fact sh
eet looks at what \line \up0 \expndtw-4\charscalex100 defines competitive advant
age and discusses strategies to consider when building a competitive \up0 \expnd
tw-4\charscalex100 advantage, as well as ways to assess the competitive advantag
e of a venture. \par\pard\ql \li1440\sb264\sl-276\slmult0 \up0 \expndtw-5\charsc
alex100 \ul0\nosupersub\cf3\f4\fs24 The Essence of Competitive Advantage \par\pa
rd\ql \li1799\sb4\sl-276\slmult0 \up0 \expndtw-4\charscalex100 \ul0\nosupersub\c
f5\f6\fs24 To begin, it may be helpful to take a more in-depth look at what it m
eans to have a \par\pard\ql \li1440\sb4\sl-276\slmult0 \up0 \expndtw-4\charscale
x100 competitive advantage: an edge over the competition. Essentially a competi
tive advantage \par\pard\ql \li1440\ri1329\sb4\sl-276\slmult0 \up0 \expndtw-4\ch
arscalex100 answers the question, \u8220?Why should the customer purchase from t
his operation rather than the \line \up0 \expndtw-4\charscalex100 competition?\u
8221? For some ventures, particularly those in markets where the products or se
rvices \up0 \expndtw-4\charscalex100 are less differentiated, answering this que
stion can be difficult. A key point to understand is that \up0 \expndtw-4\chars
calex100 a venture that has customers has customers for a reason. Successfully
growing a business is \line \up0 \expndtw-2\charscalex100 often dependent upon a
strong competitive edge that gradually builds a core of loyal customers, \up0 \
expndtw-3\charscalex100 which can be expanded over time. \par\pard\ql \li1440\ri
1466\sb0\sl-277\slmult0\fi360 \up0 \expndtw-4\charscalex100 Producers and suppli
ers familiar with farming and ranching may know that successful \line \up0 \expn
dtw-4\charscalex100 ventures in the agriculture industry have typically operated
in a commoditized, price-driven \line \up0 \expndtw-4\charscalex100 market, whe
re all parties produce essentially the same product. Such conditions imply that
the \up0 \expndtw-4\charscalex100 ultimate \u8220?winners\u8221? are the most c
ost-efficient producers, meaning that agricultural producers \up0 \expndtw-4\cha
rscalex100 have historically relied on strategies that focused on lower costs an
d higher volumes (i.e. a \line \up0 \expndtw-4\charscalex100 bushel of hard red
winter wheat is assumed to be of similar quality across the entire high plains \
up0 \expndtw-2\charscalex100 region, meaning each bushel is assumed to be of the
same value; so there is an incentive for \line \up0 \expndtw-3\charscalex100 pr
oducers to keep prices low and volume high). \par\pard\ql \li1440\ri1259\sb0\sl276\slmult0\fi360 \up0 \expndtw-2\charscalex100 With the advent of product diffe
rentiation and niche and direct marketing, that reality has \up0 \expndtw-4\char
scalex100 changed, and now there are niche markets in which both individual and
wholesale buyers are \up0 \expndtw-4\charscalex100 looking for products with ver
y specific characteristics or special services. These characteristics \up0 \exp
ndtw-4\charscalex100 often use strategies that don\u8217?t focus on costs and vo
lumes exclusively; rather the product or \line \up0 \expndtw-4\charscalex100 ser
vice may be of premium quality, be differentiated from other products and servic
es available \up0 \expndtw-2\charscalex100 in the market (such as organic, natur
al, or humane production), or have a value-added component \up0 \expndtw-5\chars
calex100 (i.e. flavored meats, pre-washed salad mixes, etc.). \par\pard\ql \li14
40\ri1318\sb0\sl-280\slmult0\fi360 \up0 \expndtw-2\charscalex100 Successful vent
ures perform a combination of business activities well, including marketing, \up
0 \expndtw-2\charscalex100 production, distribution, finance, customer service,
and/or other activities important to the \line \up0 \expndtw-4\charscalex100 ent
erprise. However, a competitive advantage is often a single key element that gi
ves an edge to \up0 \expndtw-5\charscalex100 a business beyond what the competit
ion has or does. \par\pard\ql \li5600\sb0\sl-276\slmult0 \par\pard\ql\li5600\sb0
\sl-276\slmult0 \par\pard\ql\li5600\sb261\sl-276\slmult0 \up0 \expndtw-5\charsca
lex100 5-1 \par\pard\sect\sectd\fs24\paperw12240\paperh15840{\shp
z-10000\shplid1
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85a6f8b7e3178bfc49e26f8fdac7843c636d77f107509359f885e0bd67c2b79a9dee866f753f86fa
5ffc245e0cb0b2992de3fb73f679ff00826af867e057c42f05fc4997c73078bbc53e17f889e32f88
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2d9b4a817c5f61a5bdab49e1e82fae7f5110008a01c8000040c640e3a76a00fc6ed13fe0907e07d2
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ff00b36fc12f08fc2386eb45d4ee3c3f7fe2fd5356d7343d0d3c3d6de21d5fc5be30d7bc577fae5e
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8a0028a28a002b0f55ff005b17fd733ffa11adcaad3da4570cace58151b46ddb8c649eeac7bfad7c
cf176558bce724af80c12a6f1152b61e715526a9c3969558ce57934f5b2d17566b466a13e696d66b
4f3b1cb3286ebe84646030cf1956c12a719191ce09af947f684fd9fed3e24dbea1e23f0f58692de3
27d2e4d1f54d27508acd748f88de1e08126d07c42f3c324716a30c0f729a06b33327d9bcd7d3b515
9f4a9e4107da1fd9b6feb27e69ff00c6e9ada55b30232e09cf2044482415246e8986769239078241
e0d7e44fc37e256a492c2c5b8b4a51c5454a2dad249f2bb38bb34da69349b4f63b3eb347addaea9c
534d6974d4938b5bdd34d3b34d35a3fc1ff84de11f117863c73ac68de181a95c785b5fba961b3f87
baf5e788356f19e81f11e5bdbf5f12e8b6cbaddd5f0f0b783b4884d949369b04d0e83a159c32cda3
db8b3bab479bf48fc21fb31f83340b27bc91b50d23c47abb0baf10cde0bd52efc3da2497048716f0
68b6a468edb4713ea4fa68d57509b75cdcdd7cc9147f4d41f0f3c1f6de23bff17dbe85a6c1e29d52
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d80c7cfd73ff002cfef6305b88c0c91c138e9c74aea7c03c54eacab5b094e728d3873d3c5a526a11
4b9a6aca139bd6fee25e7ae9c94a8e5d4a8c287b15529d394e54955873ca93a92e69a84dff000d36
db51a718c52d35d0f2fd0fc0fa2e8f10f2a4d4ef27d8637b9d5758d4afa6941769599964b958958c
9239f96350170a0600c7622358d542118036e063f03c1ed8f4ea7b74ae83fb32dc74320fc63ffe37
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feb27e69ff00c6e8ff00886fc49fc983ff00c2a8ff00f221f59a5de5f77f5fd27e57e7e8ae83fb36
dfd64fcd3ff8dd1fd9b6feb27e69ff00c6e8ff00886fc49fc983ff00c2a8ff00f221f59a5de5f77f
5fd27e57e7e8ae83fb36dfd64fcd3ff8dd1fd9b6feb27e69ff00c6e8ff00886fc49fc983ff00c2a8
ff00f221f59a5de5f77f5fd27e57e7e8ae83fb36dfd64fcd3ff8dd1fd9b6feb27e69ff00c6e8ff00
886fc49fc983ff00c2a8ff00f221f59a5de5f77f5fd27e576699fea9fea3f9bd69d430c09029542c
41fef63b127b05f5fe55357ed1c3b81af9664997e0314a2abe1a83a755425cf1e6f69397bb25bab4
91c5564a752525b3b5afe492fd028a28af68cc28a28a0028a28a0028a28a0028a28a0028a28a0028
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2120c48a8728d1918ca957e194ab6559186032b291c77e312d1401f945f11ff611fd8c7c57ff0005
0af813f1c7c51f08bc207e29e87f033e34da693a21f86de0f9be1ff8d44de23f02acfe26f14c4f65
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3b4eb3b3d3f4eb1896d6d2c2c2da1b3b2b5b78498e382dad2da38adede1451b5228a348d07caaa05
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3d4927afb9a4924e6d2b3a925525e751c6d37e8ecacf77bbb1bd6c4d7af0c3d2ad5a7569e0e8470b
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00514514005145140051451400514514005145140051451400514514005145140051451400514514
00514514005145140051451400514514005145140051451400514514005145140051451400514514
00514514005145140051451400514514005145140051451400514514005145140051451400514514
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00514514005145140051451400514514005145140051451400514514005145140051451400514514
00514514005145140051451400514514005145140051451400514514005145140051451400514514
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}}}\pard\sb0\sl-240{\bkmkstart Pg2}{\bkmkend Pg2}\par\pard\qj \li1440\sb0\sl-260
\slmult0 \par\pard\qj\li1440\sb0\sl-260\slmult0 \par\pard\qj\li1440\sb0\sl-260\s
lmult0 \par\pard\qj\li1440\sb0\sl-260\slmult0 \par\pard\qj\li1440\sb0\sl-260\slm
ult0 \par\pard\qj\li1440\sb0\sl-260\slmult0 \par\pard\qj\li1440\sb0\sl-260\slmul

t0 \par\pard\qj\li1440\sb0\sl-260\slmult0 \par\pard\qj\li1440\sb0\sl-260\slmult0
\par\pard\qj\li1440\ri1397\sb126\sl-260\slmult0 \up0 \expndtw-2\charscalex100 \
ul0\nosupersub\cf4\f5\fs22 1. The experience and skills of the top managers. \u
l0\nosupersub\cf6\f7\fs22 Over half of business failures are directly related t
o \up0 \expndtw-4\charscalex100 managerial incompetence. \par\pard\ql \li1440\sb
6\sl-253\slmult0 \up0 \expndtw-3\charscalex100 \ul0\nosupersub\cf4\f5\fs22 2. En
ergy, persistence and resourcefulness (the will to make the business succeed) of
the top \par\pard\qj \li1440\ri1307\sb0\sl-260\slmult0 \up0 \expndtw-2\charscal
ex100 managers.\ul0\nosupersub\cf6\f7\fs22
Many business owners have failed o
r come close several times before their \u8220?instant\u8221? success. \up0 \exp
ndtw-4\charscalex100 Don\u8217?t give up. \par\pard\ql \li1440\ri1535\sb0\sl-250
\slmult0 \up0 \expndtw-3\charscalex100 \ul0\nosupersub\cf4\f5\fs22 3. A product
that is at least a cut above the competition and service that doesn\u8217?t get
in the way of \up0 \expndtw-2\charscalex100 people buying. \ul0\nosupersub\cf6\
f7\fs22 There must be a compelling reason to buy; the product is great, the peo
ple love to \up0 \expndtw-4\charscalex100 provide service, the buying experience
is easy and fun, etc. \par\pard\qj \li1440\ri1250\sb0\sl-260\slmult0 \up0 \expn
dtw-2\charscalex100 \ul0\nosupersub\cf4\f5\fs22 4. The ability to create a \u822
0?buzz\u8221? around the product with aggressive and strategic marketing. \ul0\
nosupersub\cf6\f7\fs22 Make \up0 \expndtw-2\charscalex100 scarce marketing reso
urces count. Do as much homework about your customers and their choices as you
\up0 \expndtw-4\charscalex100 can before investing your marketing dollars. \par
\pard\ql \li1440\ri1524\sb0\sl-260\slmult0 \up0 \expndtw-2\charscalex100 \ul0\no
supersub\cf4\f5\fs22 5. Deal-making skills to sell the product at the highest po
ssible price given your market. \ul0\nosupersub\cf6\f7\fs22 It comes \up0 \exp
ndtw-3\charscalex100 down to your customers\u8217? perception of the value of yo
ur product and sometimes the power of your \line \up0 \expndtw-4\charscalex100 p
ersonality. \par\pard\ql \li1440\sb0\sl-198\slmult0 \up0 \expndtw-2\charscalex10
0 \ul0\nosupersub\cf4\f5\fs22 6. The ability to keep developing new products to
retain and build a customer base. \ul0\nosupersub\cf6\f7\fs22 Consider \par\pa
rd\qj \li1440\ri1542\sb0\sl-260\slmult0 \up0 \expndtw-3\charscalex100 gradual pr
oduct development based on improvements to the current product line and sold to
the current \up0 \expndtw-4\charscalex100 customer base. \par\pard\qj \li1440\ri
1579\sb0\sl-260\slmult0 \up0 \expndtw-2\charscalex100 \ul0\nosupersub\cf4\f5\fs2
2 7. Deal-making skills to work with resource suppliers to keep costs low. \ul0
\nosupersub\cf6\f7\fs22 Keeping costs lower than \line \up0 \expndtw-3\charscal
ex100 competitors\u8217? and continuing to look for cost reductions even when th
e business is profitable is key. \par\pard\qj \li1440\ri1299\sb0\sl-240\slmult0
\up0 \expndtw-2\charscalex100 \ul0\nosupersub\cf4\f5\fs22 8. The maturity to tre
at employees, suppliers and partners fairly and respectfully. \ul0\nosupersub\c
f6\f7\fs22 Trust and respect \up0 \expndtw-3\charscalex100 result in productivi
ty increases in ways that may be difficult to see and quantify. \par\pard\qj \li
1440\ri1603\sb5\sl-250\slmult0 \up0 \expndtw-3\charscalex100 \ul0\nosupersub\cf4
\f5\fs22 9. Superior location and/or promotion creating a connection between you
r product and where it \up0 \expndtw-2\charscalex100 can be obtained.\ul0\nosupe
rsub\cf6\f7\fs22
Studies have shown it can take seeing your product or name s
even times before a \up0 \expndtw-4\charscalex100 customer is ready to buy. \par
\pard\qj \li1440\ri1666\sb10\sl-250\slmult0 \up0 \expndtw-2\charscalex100 \ul0\n
osupersub\cf4\f5\fs22 10. A steady source of business during both good economic
times and downturns. \ul0\nosupersub\cf6\f7\fs22 Over the long \up0 \expndtw-3
\charscalex100 term, develop a product mix that will include winners during good
economic times and other winners \up0 \expndtw-4\charscalex100 when times are t
ough. \par\pard\ql \li9765\sb7\sl-230\slmult0 \up0 \expndtw-3\charscalex100 \ul0
\nosupersub\cf7\f8\fs20 (King, 2005) \par\pard\ql \li1440\sb0\sl-276\slmult0 \pa
r\pard\ql\li1440\sb16\sl-276\slmult0 \up0 \expndtw-4\charscalex100 \ul0\nosupers
ub\cf5\f6\fs24 Mastery of that single key element often provides marketers with
a distinct niche in the \par\pard\ql \li1440\ri1525\sb1\sl-280\slmult0 \up0 \exp
ndtw-4\charscalex100 marketplace and may lead to the creation of a competitive a
dvantage that serves to establish or \up0 \expndtw-4\charscalex100 preserve succ
ess. To be successful in this environment, a manager needs to identify those \u

p0 \expndtw-4\charscalex100 activities at which the management and the venture e
xcel, not just activities in which they \up0 \expndtw-5\charscalex100 perform eq
ually well with the competition. \par\pard\ql \li1440\sb264\sl-276\slmult0 \up0
\expndtw-5\charscalex100 \ul0\nosupersub\cf3\f4\fs24 Potential Strategies for Di
fferentiation \par\pard\ql \li1440\ri1424\sb7\sl-273\slmult0\fi359 \up0 \expndtw
-4\charscalex100 \ul0\nosupersub\cf5\f6\fs24 The following strategies may be hel
pful in differentiating a product or service from those of \line \up0 \expndtw-4
\charscalex100 the competition. It is important to keep in mind that a venture\
u8217?s most effective differentiation-\line \up0 \expndtw-4\charscalex100 the o
ne that will bring the venture the most success-will likely come from just one o
r two \line \up0 \expndtw-5\charscalex100 strategies. \par\pard\ql \li5600\sb0\s
l-276\slmult0 \par\pard\ql\li5600\sb0\sl-276\slmult0 \par\pard\ql\li5600\sb0\sl276\slmult0 \par\pard\ql\li5600\sb0\sl-276\slmult0 \par\pard\ql\li5600\sb0\sl-27
6\slmult0 \par\pard\ql\li5600\sb85\sl-276\slmult0 \up0 \expndtw-5\charscalex100
5-2 \par\pard\sect\sectd\fs24\paperw12240\paperh15840{\shp
z-10000\shplid2
ffd8ffe000104a46494600010101006000600000ffdb004300010101010101010101010101010101
01010101010101010101010101010101010101010101010101010101010101010101010101010101
010101010101010101ffdb0043010101010101010101010101010101010101010101010101010101
0101010101010101010101010101010101010101010101010101010101010101010101010101ffc0
00110803e7030403012200021101031101ffc4001f00000105010101010101000000000000000001
02030405060708090a0bffc400b5100002010303020403050504040000017d010203000411051221
31410613516107227114328191a1082342b1c11552d1f02433627282090a161718191a2526272829
2a3435363738393a434445464748494a535455565758595a636465666768696a737475767778797a
0101010101010101010000000000000102030405060708090a0bffc400b511000201020404030407
05040400010277000102031104052131061241510761711322328108144291a1b1c109233352f015
6272d10a162434e125f11718191a262728292a35363738393a434445464748494a53545556575859
5a636465666768696a737475767778797a82838485868788898a92939495969798999aa2a3a4a5a6
46d18c93d796249e493d4f3c6703d071400b45145001451450014514500145145001451450014514
500145145001451450014514500145145001451450014514500145145001451450015f27fed31f04
31885145140051451400514514005145140051451400514514005145140051451400514514005145
1400514514005145140051451400514514005145140052119047ad2d1401f14fed95e08bab9f877a
45140051451400514514005145140051451400514514005145140051451400514514005145140051
4a4b676b5fc925fa0514515ed1985145140051451400514514005145140051451400514514005145
14005145140051451400514514005145140051451400514514005145140051451400514514019771
ndtw-5\charscalex100 \ul0\nosupersub\cf8\f9\fs24 Product Features and Benefits \
par\pard\ql \li1439\ri1385\sb0\sl-280\slmult0\fi360 \up0 \expndtw-4\charscalex10
0 \ul0\nosupersub\cf5\f6\fs24 What makes the product unique and desired? Consid
er product characteristics such as style, \line \up0 \expndtw-4\charscalex100 ha
ndling, taste, quality ingredients, comfort, production methods (such as natural
or organic), \line \up0 \expndtw-2\charscalex100 certification and so on. Are
the product characteristics significantly different from those of \line \up0 \ex
pndtw-2\charscalex100 currently available products? Can the venture provide the
se features or benefits effectively? \par\pard\ql \li1439\sb245\sl-276\slmult0 \
up0 \expndtw-5\charscalex100 \ul0\nosupersub\cf8\f9\fs24 Location(s) \par\pard\q
l \li1439\ri1585\sb4\sl-277\slmult0\fi359 \up0 \expndtw-4\charscalex100 \ul0\nos
upersub\cf5\f6\fs24 What about the venture\u8217?s location is a draw to custome
rs? The office or store location is \up0 \expndtw-4\charscalex100 often a very
important factor, particularly for ventures selling directly to the public. Loc
ation \up0 \expndtw-4\charscalex100 should be chosen with care, preferably in an
area near customer traffic. For example, in a \up0 \expndtw-2\charscalex100 fa
rmer\u8217?s market setting, is the booth located in a visible, convenient, and
accessible place? \up0 \expndtw-4\charscalex100 Being tied to an existing locati
on will directly influence other decisions, such as marketing, \up0 \expndtw-4\c
harscalex100 product distribution (such as mail order/Internet versus roadside s
tand), and even product \up0 \expndtw-2\charscalex100 selection. If this is the
case, would it be possible for the venture to partner with someone who \up0 \ex
pndtw-3\charscalex100 has a better location, if the one provided is not as attra
ctive? \par\pard\ql \li1439\sb264\sl-276\slmult0 \up0 \expndtw-5\charscalex100 \
ul0\nosupersub\cf8\f9\fs24 Staff \par\pard\qj \li1439\ri1276\sb1\sl-280\slmult0\
fi360 \up0 \expndtw-4\charscalex100 \ul0\nosupersub\cf5\f6\fs24 Consider the fac
tors which ensure that front and managerial staff produce a good product and \li
ne \up0 \expndtw-2\charscalex100 provide a positive customer experience. Does t
he venture\u8217?s personnel follow these factors? Do \line \up0 \expndtw-4\cha
rscalex100 they act professionally? Do they have expertise with the product, on
which customers can rely? \par\pard\ql \li1439\sb264\sl-276\slmult0 \up0 \expnd
tw-5\charscalex100 \ul0\nosupersub\cf8\f9\fs24 Operating Procedures \par\pard\qj
\li1439\ri1797\sb1\sl-280\slmult0\fi360 \up0 \expndtw-4\charscalex100 \ul0\nosu
persub\cf5\f6\fs24 What policies, processes, and standards could be employed to
smooth operations, create \up0 \expndtw-5\charscalex100 value, and offer a posit
ive customer experience? \par\pard\ql \li1439\sb0\sl-276\slmult0 \par\pard\ql\li
4 Price \par\pard\ql \li1439\ri1332\sb0\sl-276\slmult0\fi360 \up0 \expndtw-4\cha
rscalex100 \ul0\nosupersub\cf5\f6\fs24 What fundamental cost advantage does the
venture have which would justify permanently \up0 \expndtw-2\charscalex100 low p
rices? Most ventures operating in the same industry in a location will tend to
have pretty \up0 \expndtw-2\charscalex100 much the same cost structure, meaning
that when one competitor cuts price, others usually \line \up0 \expndtw-2\charsc
alex100 follow, thus erasing whatever advantage the first competitor gained by r
educing prices. Ways to \up0 \expndtw-4\charscalex100 achieve a fundamental cos
t advantage might be through lower overhead or shipping costs \line \up0 \expndt
w-2\charscalex100 (perhaps through geographic closeness to markets), cheaper lab
or, and/or low-priced raw \line \up0 \expndtw-5\charscalex100 materials (perhaps
through long-term purchase agreements). \par\pard\ql \li1439\sb268\sl-276\slmul
t0 \up0 \expndtw-5\charscalex100 \ul0\nosupersub\cf8\f9\fs24 Customer Incentive
Programs \par\pard\qj \li1439\ri1430\sb0\sl-280\slmult0\fi360 \up0 \expndtw-4\ch
arscalex100 \ul0\nosupersub\cf5\f6\fs24 Does the venture employ programs to attr
act new and repeat customers through efforts such \up0 \expndtw-5\charscalex100
as giveaways, coupons, sales, promotions, and/or volume discounts? \par\pard\ql
\li1439\sb265\sl-276\slmult0 \up0 \expndtw-5\charscalex100 \ul0\nosupersub\cf8\f
9\fs24 Guarantees and Warranties \par\pard\qj \li1439\ri1438\sb18\sl-260\slmult0
\fi360 \up0 \expndtw-2\charscalex100 \ul0\nosupersub\cf5\f6\fs24 If the venture
is conveying to customers that it provides a quality product, is that perception
\up0 \expndtw-5\charscalex100 reinforced with guarantees and warranties? \par\p
ard\ql \li1439\sb0\sl-276\slmult0 \par\pard\ql\li1439\sb11\sl-276\slmult0 \up0 \
expndtw-5\charscalex100 \ul0\nosupersub\cf8\f9\fs24 Brand Name Recognition \par\
pard\qj \li1439\ri1456\sb1\sl-280\slmult0\fi359 \up0 \expndtw-2\charscalex100 \u
l0\nosupersub\cf5\f6\fs24 A carefully conceived and executed marketing plan with
a focus on the customer is a major \line \up0 \expndtw-4\charscalex100 contribu
tion to business success. A good marketing strategy can be enough to differenti
ate one \par\pard\ql \li5600\sb0\sl-276\slmult0 \par\pard\ql\li5600\sb0\sl-276\s
lmult0 \par\pard\ql\li5600\sb152\sl-276\slmult0 \up0 \expndtw-5\charscalex100 53 \par\pard\sect\sectd\fs24\paperw12240\paperh15840{\shp
z-10000\shplid3
ffd8ffe000104a46494600010101006000600000ffdb004300010101010101010101010101010101
01010101010101010101010101010101010101010101010101010101010101010101010101010101
010101010101010101ffdb0043010101010101010101010101010101010101010101010101010101
0101010101010101010101010101010101010101010101010101010101010101010101010101ffc0
00110803e7030403012200021101031101ffc4001f00000105010101010101000000000000000001
02030405060708090a0bffc400b5100002010303020403050504040000017d010203000411051221
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05040400010277000102031104052131061241510761711322328108144291a1b1c109233352f015
6272d10a162434e125f11718191a262728292a35363738393a434445464748494a53545556575859
5a636465666768696a737475767778797a82838485868788898a92939495969798999aa2a3a4a5a6
46d18c93d796249e493d4f3c6703d071400b45145001451450014514500145145001451450014514
500145145001451450014514500145145001451450014514500145145001451450015f27fed31f04
31885145140051451400514514005145140051451400514514005145140051451400514514005145
1400514514005145140051451400514514005145140052119047ad2d1401f14fed95e08bab9f877a
45140051451400514514005145140051451400514514005145140051451400514514005145140051
4a4b676b5fc925fa0514515ed1985145140051451400514514005145140051451400514514005145
14005145140051451400514514005145140051451400514514005145140051451400514514019771
00a28a2800a28a2800a28a2800a28a2800a28a2800a28a2800a28a2803ffd9}}}}}\pard\sb0\sl240{\bkmkstart Pg4}{\bkmkend Pg4}\par\pard\qj \li1439\sb0\sl-273\slmult0 \par\pa
rd\qj\li1439\sb0\sl-273\slmult0 \par\pard\qj\li1439\sb0\sl-273\slmult0 \par\pard
\qj\li1439\sb0\sl-273\slmult0 \par\pard\qj\li1439\ri1677\sb123\sl-273\slmult0 \u
p0 \expndtw-2\charscalex100 \ul0\nosupersub\cf5\f6\fs24 business from the rest,
all other things being equal. Brand name recognition is reliant upon a \line \u
p0 \expndtw-4\charscalex100 good marketing strategy and a consistent, reliable p
roduct and venture. Ventures who do not \line \up0 \expndtw-4\charscalex100 hav
e the resources available to market themselves as their own brand may want to co
nsider \line \up0 \expndtw-4\charscalex100 joining an alliance or cooperative to
market their product under a recognizable brand name. \par\pard\ql \li1439\sb0\
sl-276\slmult0 \par\pard\ql\li1439\sb9\sl-276\slmult0 \up0 \expndtw-5\charscalex
100 \ul0\nosupersub\cf8\f9\fs24 Goodwill \par\pard\qj \li1439\ri1776\sb0\sl-280\
slmult0\fi360 \up0 \expndtw-4\charscalex100 \ul0\nosupersub\cf5\f6\fs24 Is the b
usiness venture recognized within the community as a contributor and a valuable
\up0 \expndtw-5\charscalex100 member? \par\pard\ql \li1439\sb265\sl-276\slmult0
\up0 \expndtw-5\charscalex100 \ul0\nosupersub\cf8\f9\fs24 Value-Added Products/S
ervices \par\pard\qj \li1439\ri1653\sb18\sl-260\slmult0\fi360 \up0 \expndtw-4\ch
arscalex100 \ul0\nosupersub\cf5\f6\fs24 Does the venture offer a further service
or more developed product? These value-added \line \up0 \expndtw-4\charscalex1
00 aspects may often be free with the purchase of a product, such as free instal
lation or delivery. \par\pard\ql \li1439\sb0\sl-276\slmult0 \par\pard\ql\li1439\
sb11\sl-276\slmult0 \up0 \expndtw-5\charscalex100 \ul0\nosupersub\cf8\f9\fs24 Ex
tended Growing/Operating Season \par\pard\qj \li1439\ri1503\sb1\sl-280\slmult0\f
i360 \up0 \expndtw-4\charscalex100 \ul0\nosupersub\cf5\f6\fs24 Is the venture\u8
217?s product available before or after competitors\u8217? products? For instan
ce, with \up0 \expndtw-5\charscalex100 sweet corn, is it the first available of
the season? \par\pard\ql \li1439\sb264\sl-276\slmult0 \up0 \expndtw-5\charscalex
100 \ul0\nosupersub\cf8\f9\fs24 Soils, Buildings, Location, and Landscape \par\p
ard\qj \li1439\ri1725\sb1\sl-280\slmult0\fi360 \up0 \expndtw-4\charscalex100 \ul
0\nosupersub\cf5\f6\fs24 Do the physical facilities and resources of the venture
contribute to the quality of what is \up0 \expndtw-5\charscalex100 being produc
ed and sold? \par\pard\ql \li1439\sb264\sl-276\slmult0 \up0 \expndtw-5\charscale

x100 \ul0\nosupersub\cf8\f9\fs24 Water, Access to Irrigation, and Wetlands \par\
pard\qj \li1439\ri1323\sb1\sl-280\slmult0\fi360 \up0 \expndtw-4\charscalex100 \u
l0\nosupersub\cf5\f6\fs24 Are there sufficient water resources available to prod
uce a product which might not typically \up0 \expndtw-4\charscalex100 be produce
d in the region? Is it possible to differentiate the venture to consumers by pe
rforming \up0 \expndtw-5\charscalex100 good stewardship of the venture\u8217?s w
ater resources? \par\pard\ql \li1439\sb264\sl-276\slmult0 \up0 \expndtw-5\charsc
alex100 \ul0\nosupersub\cf8\f9\fs24 Weather \par\pard\ql \li1799\sb4\sl-276\slmu
lt0 \up0 \expndtw-4\charscalex100 \ul0\nosupersub\cf5\f6\fs24 Is the weather con
ducive to producing and selling the product or service? For instance, \par\pard
\ql \li1439\ri1286\sb7\sl-273\slmult0 \up0 \expndtw-4\charscalex100 common weath
er resources are wind, rain, and sun. While in a small geographic area these sa
me \up0 \expndtw-4\charscalex100 resources would be available to all competitors
, a venture that is trying to compete in a larger \up0 \expndtw-4\charscalex100
geographic area may face competition from producers located in an entirely diffe
rent region, \up0 \expndtw-5\charscalex100 who are exposed to different weather
resources. \par\pard\ql \li1439\sb0\sl-276\slmult0 \par\pard\ql\li1439\sb9\sl-27
6\slmult0 \up0 \expndtw-5\charscalex100 \ul0\nosupersub\cf8\f9\fs24 Plants and A
nimals \par\pard\qj \li1439\ri1351\sb5\sl-275\slmult0\fi360 \up0 \expndtw-2\char
scalex100 \ul0\nosupersub\cf5\f6\fs24 If the venture is agritourism-based, then
what wildlife can be supported? For example, can \line \up0 \expndtw-4\charscal
ex100 the agritourism venture involve bird watching, or is livestock available f
or a petting zoo or for \line \up0 \expndtw-4\charscalex100 rides? For more tra
ditional operations, can the venture\u8217?s location support the plants and ani
mals \up0 \expndtw-4\charscalex100 that are intended for use? Can the venture o
ffer a unique heirloom variety or exotic breed with \line \up0 \expndtw-5\charsc
alex100 potential benefits? \par\pard\ql \li1439\sb0\sl-276\slmult0 \par\pard\ql
\li1439\sb9\sl-276\slmult0 \up0 \expndtw-5\charscalex100 \ul0\nosupersub\cf8\f9\
fs24 Organization and Alliances \par\pard\qj \li1439\ri1304\sb0\sl-280\slmult0\f
i360 \up0 \expndtw-4\charscalex100 \ul0\nosupersub\cf5\f6\fs24 Does the venture
have unique alliances or sources of supply? Some ventures are able to pool \up0
\expndtw-5\charscalex100 resources to provide a unique offering, such as throug
h a cooperative. \par\pard\ql \li5600\sb0\sl-276\slmult0 \par\pard\ql\li5600\sb0
\sl-276\slmult0 \par\pard\ql\li5600\sb0\sl-276\slmult0 \par\pard\ql\li5600\sb0\s
l-276\slmult0 \par\pard\ql\li5600\sb141\sl-276\slmult0 \up0 \expndtw-5\charscale
x100 5-4 \par\pard\sect\sectd\fs24\paperw12240\paperh15840{\shp
z-10000\shplid4
ffd8ffe000104a46494600010101006000600000ffdb004300010101010101010101010101010101
01010101010101010101010101010101010101010101010101010101010101010101010101010101
010101010101010101ffdb0043010101010101010101010101010101010101010101010101010101
0101010101010101010101010101010101010101010101010101010101010101010101010101ffc0
00110803e7030403012200021101031101ffc4001f00000105010101010101000000000000000001
02030405060708090a0bffc400b5100002010303020403050504040000017d010203000411051221
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05040400010277000102031104052131061241510761711322328108144291a1b1c109233352f015
6272d10a162434e125f11718191a262728292a35363738393a434445464748494a53545556575859
5a636465666768696a737475767778797a82838485868788898a92939495969798999aa2a3a4a5a6
46d18c93d796249e493d4f3c6703d071400b45145001451450014514500145145001451450014514
500145145001451450014514500145145001451450014514500145145001451450015f27fed31f04
31885145140051451400514514005145140051451400514514005145140051451400514514005145
1400514514005145140051451400514514005145140052119047ad2d1401f14fed95e08bab9f877a
45140051451400514514005145140051451400514514005145140051451400514514005145140051
4a4b676b5fc925fa0514515ed1985145140051451400514514005145140051451400514514005145
14005145140051451400514514005145140051451400514514005145140051451400514514019771
ndtw-5\charscalex100 \ul0\nosupersub\cf8\f9\fs24 Customer Experience \par\pard\q
j \li1439\ri1345\sb0\sl-280\slmult0\fi360 \up0 \expndtw-4\charscalex100 \ul0\nos
upersub\cf5\f6\fs24 Providing customers with additional information about the fa
rm/ranch is a way for clients to \up0 \expndtw-2\charscalex100 connect to the ph
ysical operation. This connection can be strengthened through identifying with
\up0 \expndtw-2\charscalex100 the farmer/rancher or visiting the farm/ranch (or
the website and making a connection there), as \up0 \expndtw-4\charscalex100 wel
l as through educational resources such as recipes and information about the his
tory of and \up0 \expndtw-5\charscalex100 people associated with the farm or ran
ch (the \u8220?farm/ranch story\u8221?). \par\pard\ql \li1439\sb245\sl-276\slmul
t0 \up0 \expndtw-5\charscalex100 \ul0\nosupersub\cf8\f9\fs24 Quality \par\pard\q
upersub\cf5\f6\fs24 With all of the above potential sources of competitive advan
tage, quality is an underlying \line \up0 \expndtw-4\charscalex100 factor. Succ
essful ventures offer consistent quality, so an important consideration for any
\line \up0 \expndtw-4\charscalex100 venture is how quality is going to be percei
ved and measured. In some cases quality may be \line \up0 \expndtw-4\charscalex
100 related to value-added strategies, such as obtaining third party certificati
on for organics, kosher \line \up0 \expndtw-4\charscalex100 production, etc. In
other cases, quality may be related to the fact that the product being offered
is \line \up0 \expndtw-2\charscalex100 of a higher physical quality than the com
petitor\u8217?s product, or from providing excellent customer \line \up0 \expndt
w-5\charscalex100 service. \par\pard\ql \li1439\sb264\sl-276\slmult0 \up0 \expnd
tw-5\charscalex100 \ul0\nosupersub\cf3\f4\fs24 Competitive Advantage Evaluation
Process \par\pard\qj \li1439\ri1937\sb1\sl-280\slmult0\fi359 \up0 \expndtw-4\cha
rscalex100 \ul0\nosupersub\cf5\f6\fs24 When a business is just starting out, it
may be worthwhile to perform a comprehensive \up0 \expndtw-4\charscalex100 evalu
ation of the business\u8217? goals and how it might fit into the market. \par\pa
rd\ql \li1439\sb0\sl-276\slmult0 \par\pard\ql\li1439\sb8\sl-276\slmult0 \up0 \ex
pndtw-5\charscalex100 \ul0\nosupersub\cf8\f9\fs24 Evaluate Resources \par\pard\q
upersub\cf5\f6\fs24 The basis for a competitive advantage often lies in the reso
urces and abilities that are already \up0 \expndtw-4\charscalex100 available, ev
en though the resources may not initially be recognized. Begin by taking a crit
ical \up0 \expndtw-4\charscalex100 look at the existing resources and product/se
rvice offerings. What does the venture have that \up0 \expndtw-4\charscalex100
could be used as an advantage? Reading through the potential options for compet
itive advantage \up0 \expndtw-4\charscalex100 above, which of these resources ar
e already available and which does the venture need to obtain \up0 \expndtw-5\ch
arscalex100 in order to focus one or more of the strategies? \par\pard\ql \li143
Clarify Goals \par\pard\ql \li1439\ri1290\sb5\sl-275\slmult0\fi360 \up0 \expndt
w-2\charscalex100 \ul0\nosupersub\cf5\f6\fs24 Has a clear idea of what the ventu
re seeks to accomplish been established? Businesses with \up0 \expndtw-4\charsc
alex100 specific and achievable goals tend to have better and more consistent gr
owth. Challenging, but \up0 \expndtw-4\charscalex100 realistic goals should be
written out to help clarify what the business will do for itself and its \line \
up0 \expndtw-4\charscalex100 customers in the future. These goals will become b
enchmarks for success and will help maintain \up0 \expndtw-5\charscalex100 focus
among all involved parties. \par\pard\ql \li1440\sb225\sl-276\slmult0 \up0 \exp
ndtw-5\charscalex100 \ul0\nosupersub\cf8\f9\fs24 Define Customers \par\pard\ql \
li1440\ri1264\sb5\sl-275\slmult0\fi360\tx1800 \up0 \expndtw-4\charscalex100 \ul0
\nosupersub\cf5\f6\fs24 Determining the products and services customers want and
cannot get from the competition \line \up0 \expndtw-4\charscalex100 is a first
step toward defining the business\u8217? potential customers. Once the needs an
d wants of the \line \up0 \expndtw-4\charscalex100 potential customers have been
established, the characteristics of those customers can be \line \up0 \expndtw2\charscalex100 examined in an effort to identify commonalities. For instance,
the development of salad mixes \line \up0 \expndtw-2\charscalex100 came from the
realization that for convenience, some consumers needed a pre-washed and mixed
\line \up0 \expndtw-2\charscalex100 salad alternative, rather than bunches of gr
eens that needed to rinsed and spin-dried. \line \tab \up0 \expndtw-4\charscalex
100 When developing a hypothesis about what potential customers will buy, speaki
ng to potential \line \up0 \expndtw-4\charscalex100 customers will provide an un
derstanding of their needs. This may help the venture to learn about \line \up0
\expndtw-4\charscalex100 what features customers need and what they will pay fo
r, and provides an opportunity to ask \line \up0 \expndtw-4\charscalex100 them f
or additional suggestions. Additionally, there are many research sources availa
ble through \par\pard\ql \li5600\sb0\sl-276\slmult0 \par\pard\ql\li5600\sb209\sl
-276\slmult0 \up0 \expndtw-5\charscalex100 5-5 \par\pard\sect\sectd\fs24\paperw1
2240\paperh15840{\shp
z-10000\shplid5
ffd8ffe000104a46494600010101006000600000ffdb004300010101010101010101010101010101
01010101010101010101010101010101010101010101010101010101010101010101010101010101
010101010101010101ffdb0043010101010101010101010101010101010101010101010101010101
0101010101010101010101010101010101010101010101010101010101010101010101010101ffc0
00110803e7030403012200021101031101ffc4001f00000105010101010101000000000000000001
02030405060708090a0bffc400b5100002010303020403050504040000017d010203000411051221
31410613516107227114328191a1082342b1c11552d1f02433627282090a161718191a2526272829
2a3435363738393a434445464748494a535455565758595a636465666768696a737475767778797a
0101010101010101010000000000000102030405060708090a0bffc400b511000201020404030407
05040400010277000102031104052131061241510761711322328108144291a1b1c109233352f015
6272d10a162434e125f11718191a262728292a35363738393a434445464748494a53545556575859
5a636465666768696a737475767778797a82838485868788898a92939495969798999aa2a3a4a5a6
46d18c93d796249e493d4f3c6703d071400b45145001451450014514500145145001451450014514
500145145001451450014514500145145001451450014514500145145001451450015f27fed31f04
31885145140051451400514514005145140051451400514514005145140051451400514514005145
1400514514005145140051451400514514005145140052119047ad2d1401f14fed95e08bab9f877a
45140051451400514514005145140051451400514514005145140051451400514514005145140051
4a4b676b5fc925fa0514515ed1985145140051451400514514005145140051451400514514005145
14005145140051451400514514005145140051451400514514005145140051451400514514019771
00a28a2800a28a2800a28a2800a28a2800a28a2800a28a2800a28a2803ffd9}}}}}\pard\sb0\sl240{\bkmkstart Pg6}{\bkmkend Pg6}\par\pard\qj \li1439\sb0\sl-275\slmult0 \par\pa
rd\qj\li1439\sb0\sl-275\slmult0 \par\pard\qj\li1439\sb0\sl-275\slmult0 \par\pard
\qj\li1439\sb0\sl-275\slmult0 \par\pard\qj\li1439\ri1444\sb113\sl-275\slmult0 \u
p0 \expndtw-4\charscalex100 \ul0\nosupersub\cf5\f6\fs24 publicly available sourc
es (see the \u8220?Resources\u8221? section of this fact sheet), and venture-spe
cific \up0 \expndtw-2\charscalex100 research can be organized through surveys, f
ocus groups, questionnaires, and observation (for \up0 \expndtw-4\charscalex100
examples, please see fact sheet WEMC FS#7-08, \u8220?Conducting Market Research
Using Primary \up0 \expndtw-4\charscalex100 Data\u8221? in this publication). S
uch research can help the venture to be sure that there is a large \up0 \expndtw
-5\charscalex100 enough market for the product/service. \par\pard\ql \li1439\sb2
65\sl-276\slmult0 \up0 \expndtw-5\charscalex100 \ul0\nosupersub\cf8\f9\fs24 Exam
ine Competitors \par\pard\qj \li1439\ri1285\sb4\sl-276\slmult0\fi360 \up0 \expnd
tw-4\charscalex100 \ul0\nosupersub\cf5\f6\fs24 With an understanding of what cus
tomers want and an idea of how this can be provided, it is \line \up0 \expndtw-4
\charscalex100 important to take a look at other ventures that might be targetin
g the same market. First, look at \line \up0 \expndtw-2\charscalex100 the direct
competition. For example, a venture selling fresh produce in a farmers\u8217?
market would \line \up0 \expndtw-4\charscalex100 have direct competition from ot
her vendors at the market, while the indirect competitor would be \line \up0 \ex
pndtw-4\charscalex100 grocery stores in the same area. Once the competition has
been identified, compare the strengths \line \up0 \expndtw-4\charscalex100 and
weaknesses of the competition to the strengths and weaknesses of the venture. T
his will \par\pard\ql \li1439\sb4\sl-276\slmult0 \up0 \expndtw-4\charscalex100 p
rovide more insight as to where the venture\u8217?s competitive advantage lies.
\par\pard\ql \li1439\sb0\sl-276\slmult0 \par\pard\ql\li1439\sb8\sl-276\slmult0 \
up0 \expndtw-5\charscalex100 \ul0\nosupersub\cf3\f4\fs24 Make Sense of it All \p
ar\pard\ql \li1439\ri1319\sb0\sl-276\slmult0\fi360 \up0 \expndtw-4\charscalex100
\ul0\nosupersub\cf5\f6\fs24 In the end, building a competitive advantage will i
nvolve understanding the needs of the \line \up0 \expndtw-4\charscalex100 market
(customers), and devising a strategy to make use of the resources that are avai
lable (or \line \up0 \expndtw-4\charscalex100 can be obtained) to set the busine
ss apart from the competition. The strategy will need to take \line \up0 \expnd
tw-2\charscalex100 into account the target market, the business\u8217? strengths
and weaknesses, the business\u8217? goals, the \line \up0 \expndtw-4\charscalex
100 product/service the business has developed, and the strategies of the compet
ition. Key questions \up0 \expndtw-5\charscalex100 to address include: \par\par
d\ql \li2159\sb8\sl-276\slmult0 \up0 \expndtw-1\charscalex100 \u8226?\ul0\nosupe
rsub\cf9\f10\fs24 \ul0\nosupersub\cf5\f6\fs24 Are the business and the target
market clearly defined? \par\pard\ql \li2159\sb24\sl-276\slmult0 \up0 \expndtw3\charscalex100 \u8226?\ul0\nosupersub\cf9\f10\fs24 \ul0\nosupersub\cf5\f6\fs24
Who is/are the business\u8217? competitors? \par\pard\ql \li2159\sb4\sl-276\s
lmult0 \up0 \expndtw-3\charscalex100 \u8226?\ul0\nosupersub\cf9\f10\fs24 \ul0\n
osupersub\cf5\f6\fs24 What is the business\u8217? specific strategy for succes
s? \par\pard\ql \li2159\sb24\sl-276\slmult0 \up0 \expndtw-3\charscalex100 \u8226
?\ul0\nosupersub\cf9\f10\fs24 \ul0\nosupersub\cf5\f6\fs24 Are the competition
\u8217?s moves being tracked regularly? \par\pard\qj \li2159\ri2186\sb38\sl-260\
slmult0\tx2519 \up0 \expndtw-3\charscalex100 \u8226?\ul0\nosupersub\cf9\f10\fs24
\ul0\nosupersub\cf5\f6\fs24 Is the business taking advantage of the competit
ion\u8217?s weaknesses and/or any \line\tab \up0 \expndtw-5\charscalex100 compet
itive opportunities? \par\pard\ql \li2159\sb27\sl-276\slmult0 \up0 \expndtw-4\ch
arscalex100 \u8226?\ul0\nosupersub\cf9\f10\fs24 \ul0\nosupersub\cf5\f6\fs24 W
hat has been learned from the competition\u8217?s mistakes/strengths? \par\pard\
ql \li2159\sb24\sl-276\slmult0 \up0 \expndtw-3\charscalex100 \u8226?\ul0\nosuper
sub\cf9\f10\fs24 \ul0\nosupersub\cf5\f6\fs24 How do the business\u8217? price
s and products compare with the rest of the industry? \par\pard\ql \li2159\sb4\s
l-276\slmult0 \up0 \expndtw-3\charscalex100 \u8226?\ul0\nosupersub\cf9\f10\fs24
\ul0\nosupersub\cf5\f6\fs24 Who are the customers? Does the business have (or
can it build) a loyal base? \par\pard\ql \li2159\sb24\sl-276\slmult0 \up0 \expn
dtw-3\charscalex100 \u8226?\ul0\nosupersub\cf9\f10\fs24 \ul0\nosupersub\cf5\f6\
fs24 Are the employees trained in customer service? \par\pard\ql \li2159\sb24\
sl-276\slmult0 \up0 \expndtw-3\charscalex100 \u8226?\ul0\nosupersub\cf9\f10\fs24
\ul0\nosupersub\cf5\f6\fs24 What trends are ahead, and can the business take
advantage of them? \par\pard\ql \li1439\ri1276\sb261\sl-280\slmult0 \up0 \expnd
tw-4\charscalex100 \ul0\nosupersub\cf8\f9\fs24 \u8220?Building sustainable compe
titive advantages revolves around differentiating a product from the \up0 \expnd
tw-2\charscalex100 competition along attributes that are important and relevant
to customers.\u8221?\ul0\super\cf10\f11\fs23 \ul0\nosupersub\cf5\f6\fs24 (Baro

ne and \line \up0 \expndtw-5\charscalex100 DeCarlo, 2003) \par\pard\ql \li1440\s
b0\sl-276\slmult0 \par\pard\ql\li1440\sb8\sl-276\slmult0 \up0 \expndtw-5\charsca
lex100 \ul0\nosupersub\cf3\f4\fs24 Keeping the Edge Sharp \par\pard\ql \li1440\r
i1267\sb0\sl-280\slmult0\fi360 \up0 \expndtw-2\charscalex100 \ul0\nosupersub\cf5
\f6\fs24 Competitive advantages don\u8217?t tend to stay competitive advantages
without significant effort. \up0 \expndtw-4\charscalex100 Over time the edge may
erode as competitors try to duplicate a successful advantage for \line \up0 \ex
pndtw-4\charscalex100 themselves and as the market changes. Half the battle is
establishing the competitive edge, while \up0 \expndtw-4\charscalex100 the other
half is maintaining it. Continual analysis of the venture\u8217?s product offe
ring and \line \up0 \expndtw-5\charscalex100 management will help the venture to
stay current with the situation. \par\pard\ql \li5600\sb0\sl-276\slmult0 \par\p
ard\ql\li5600\sb0\sl-276\slmult0 \par\pard\ql\li5600\sb233\sl-276\slmult0 \up0 \
expndtw-5\charscalex100 5-6 \par\pard\sect\sectd\fs24\paperw12240\paperh15840{\s
hp
z-10000\shplid6
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51401fffd9}}}}}\pard\sb0\sl-240{\bkmkstart Pg7}{\bkmkend Pg7}\par\pard\ql \li143
9\sb0\sl-276\slmult0 \par\pard\ql\li1439\sb0\sl-276\slmult0 \par\pard\ql\li1439\
sb0\sl-276\slmult0 \par\pard\ql\li1439\sb0\sl-276\slmult0 \par\pard\ql\li1439\sb
108\sl-276\slmult0 \up0 \expndtw-5\charscalex100 \ul0\nosupersub\cf3\f4\fs24 Res
ources \par\pard\qj \li1439\ri1846\sb0\sl-280\slmult0\fi359 \up0 \expndtw-2\char
scalex100 \ul0\nosupersub\cf5\f6\fs24 The following resources are a brief overvi
ew of agencies and organizations that may be \up0 \expndtw-5\charscalex100 helpf
ul in building or strengthening a competitive advantage. \par\pard\ql \li1439\ri
1331\sb0\sl-273\slmult0\fi360 \up0 \expndtw-4\charscalex100 Information about va
lue-added agriculture can be found at USDA\u8217?s Agricultural Marketing \up0 \
expndtw-2\charscalex100 Resource Center website, at \ul0\nosupersub\cf11\f12\fs2
4 www.agmrc.org\ul0\nosupersub\cf5\f6\fs24 . The website provides information a
bout \line \up0 \expndtw-4\charscalex100 commodities and products, market and in
dustry trends, business creation and operation, research \up0 \expndtw-5\charsca
lex100 results, and value-added resources. \par\pard\ql \li1440\ri1254\sb0\sl-27
7\slmult0\fi360 \up0 \expndtw-4\charscalex100 Appropriate Technology Transfer to
Rural Areas (ATTRA) provides a National Sustainable \line \up0 \expndtw-4\chars
calex100 Agriculture Information Service, which is a multi-state organization de
dicated to providing \line \up0 \expndtw-4\charscalex100 information to farmers,
ranchers, Extension agents, and others. This effort is managed by the \line \u
p0 \expndtw-4\charscalex100 National Center for Appropriate Technology (NCAT) an
d funded under a grant from the USDA's \line \up0 \expndtw-4\charscalex100 Rural
Business-Cooperative Service. ATTRA can be found on the Internet at \ul0\nosup
ersub\cf11\f12\fs24 www.attra.org\ul0\nosupersub\cf5\f6\fs24 , or \line \up0 \ex
pndtw-4\charscalex100 by calling 1-800-346-9140, while information about NCAT ca
n be found at \ul0\nosupersub\cf11\f12\fs24 www.ncat.org\ul0\nosupersub\cf5\f6\f
s24 or at \line \up0 \expndtw-4\charscalex100 1-800-ASK-NCAT (1-800-275-6228).
USDA\u8217?s Rural Business Cooperative Service is online at \line \up0 \expndt
w-4\charscalex100 \ul0\nosupersub\cf11\f12\fs24 www.rurdev.usda.gov/rbs/\ul0\nos
upersub\cf5\f6\fs24 , and a directory of individual state offices is available a
t 1-800-670-\line \up0 \expndtw-5\charscalex100 6553. \par\pard\ql \li1800\sb1\s
l-245\slmult0 \up0 \expndtw-4\charscalex100 The Digital Center for Risk Manageme
nt Education provides an online budget library at \par\pard\qj \li1440\ri1509\sb
7\sl-280\slmult0 \up0 \expndtw-4\charscalex100 \ul0\nosupersub\cf11\f12\fs24 www
.agrisk.umn.edu\ul0\nosupersub\cf5\f6\fs24 . This group is funded by the Coopera
tive State Research, Education, and \up0 \expndtw-5\charscalex100 Extension Serv
ice (CREES). \par\pard\ql \li1800\sb4\sl-276\slmult0 \up0 \expndtw-4\charscalex1
00 The National Agricultural Library (NAL) of the USDA seeks to advance access t
o global \par\pard\ql \li1440\sb4\sl-276\slmult0 \up0 \expndtw-4\charscalex100 i
nformation for agriculture. NAL online provides access to agriculture-related n
ews articles, \par\pard\qj \li1440\ri1316\sb0\sl-280\slmult0 \up0 \expndtw-4\cha
rscalex100 research, and links to other agriculture information sites, and featu
res a resource where users can \up0 \expndtw-2\charscalex100 ask questions of th
e library\u8217?s professional reference staff. NAL\u8217?s online resources ca
n be found \up0 \expndtw-5\charscalex100 at \ul0\nosupersub\cf11\f12\fs24 www.na

l.usda.gov\ul0\nosupersub\cf5\f6\fs24 . \par\pard\ql \li1440\ri1344\sb0\sl-275\s
lmult0\fi360 \up0 \expndtw-4\charscalex100 The U.S. Small Business Administratio
n (SBA) is an independent federal agency created to \up0 \expndtw-2\charscalex10
0 aid, counsel, assist, and protect the interests of small business concerns, as
well as to preserve \up0 \expndtw-4\charscalex100 free competitive enterprise a
nd to maintain and strengthen the overall economy. More \line \up0 \expndtw-2\c
harscalex100 information on the SBA can be found online at \ul0\nosupersub\cf11\
f12\fs24 www.sba.gov\ul0\nosupersub\cf5\f6\fs24 , while questions can be directe
d to \up0 \expndtw-3\charscalex100 the SBA Answer Desk at 1-800-U-ASK-SBA (1-800
-827-5722). \par\pard\ql \li1440\ri1249\sb0\sl-275\slmult0\fi359 \up0 \expndtw-2
\charscalex100 Sustainable Agriculture Research and Education (SARE) is supporte
d by USDA and CREES. \up0 \expndtw-2\charscalex100 The goal of SARE is to provid
e grants and information to improve profitability, stewardship, and \up0 \expndt
w-4\charscalex100 quality of life. SARE\u8217?s website provides information ab
out sustainable agriculture, links to data, \up0 \expndtw-4\charscalex100 report
s, and publications, and information about available grants and the grant applic
ation \line \up0 \expndtw-5\charscalex100 process. SARE can be found online at
\ul0\nosupersub\cf11\f12\fs24 www.sare.org\ul0\nosupersub\cf5\f6\fs24 . \par\par
d\ql \li5600\sb0\sl-276\slmult0 \par\pard\ql\li5600\sb0\sl-276\slmult0 \par\pard
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li5600\sb0\sl-276\slmult0 \par\pard\ql\li5600\sb0\sl-276\slmult0 \par\pard\ql\li
5600\sb0\sl-276\slmult0 \par\pard\ql\li5600\sb0\sl-276\slmult0 \par\pard\ql\li56
00\sb0\sl-276\slmult0 \par\pard\ql\li5600\sb0\sl-276\slmult0 \par\pard\ql\li5600
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05145140051451401fffd9}}}}}\pard\sb0\sl-240{\bkmkstart Pg8}{\bkmkend Pg8}\par\pa
rd\qj \li1440\sb0\sl-253\slmult0 \par\pard\qj\li1440\sb0\sl-253\slmult0 \par\par
d\qj\li1440\sb0\sl-253\slmult0 \par\pard\qj\li1440\sb0\sl-253\slmult0 \par\pard\
qj\li1440\sb0\sl-253\slmult0 \par\pard\qj\li1440\sb0\sl-253\slmult0 \par\pard\qj
\li1440\sb0\sl-253\slmult0 \par\pard\qj\li1440\sb0\sl-253\slmult0 \par\pard\qj\l
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xpndtw-2\charscalex100 \ul0\nosupersub\cf6\f7\fs22 Alternative enterprising can
mean marketing an existing product differently, adding value to a product \up0 \
expndtw-2\charscalex100 before it is sold, or adding a new enterprise (new produ
ct or service) to the mix. Alternative enterprising \up0 \expndtw-2\charscalex
100 is also referred to as \ul0\nosupersub\cf12\f13\fs22 enterprise diversificat

ion\ul0\nosupersub\cf6\f7\fs22 . Aside from the production of food and fiber,
alternative \up0 \expndtw-3\charscalex100 enterprising includes the following ac
tivities: \par\pard\qj \li1440\ri1526\sb242\sl-260\slmult0 \up0 \expndtw-2\chars
calex100 \ul0\nosupersub\cf4\f5\fs22 Agritourism\ul0\nosupersub\cf6\f7\fs22 : in
viting the public onto a farm or ranch to participate in various activities and
enjoy an \up0 \expndtw-2\charscalex100 agricultural experience. Agritourism en
terprises include bed and breakfasts, for-fee fishing or hunting, \up0 \expndtw2\charscalex100 pick-your-own fruits/vegetables, corn mazes, farm markets, and m
uch more. \par\pard\qj \li1440\ri1761\sb240\sl-260\slmult0 \up0 \expndtw-2\chars
calex100 \ul0\nosupersub\cf4\f5\fs22 Agritainment\ul0\nosupersub\cf6\f7\fs22 : p
roviding the public with fun on-farm or on-ranch activities, such as haunted hou
ses, \up0 \expndtw-3\charscalex100 mazes, miniature golf, horseback riding, and
hayrides. \par\pard\qj \li1440\sb0\sl-240\slmult0 \par\pard\qj\li1440\ri1277\sb1
7\sl-240\slmult0 \up0 \expndtw-2\charscalex100 \ul0\nosupersub\cf4\f5\fs22 Agrie
ducation\ul0\nosupersub\cf6\f7\fs22 : formal and informal education about agricu
lture through signage, tours, hands-on classes, \up0 \expndtw-3\charscalex100 se
minars, etc. \par\pard\qj \li1440\sb0\sl-240\slmult0 \par\pard\qj\li1440\ri1599\
sb40\sl-240\slmult0 \up0 \expndtw-3\charscalex100 \ul0\nosupersub\cf4\f5\fs22 Cu
ltural and Heritage Tourism\ul0\nosupersub\cf6\f7\fs22 : the use of historic and
cultural attractions to teach visitors about the \up0 \expndtw-4\charscalex100
past and present. \par\pard\qj \li1440\sb0\sl-240\slmult0 \par\pard\qj\li1440\ri
1552\sb40\sl-240\slmult0 \up0 \expndtw-3\charscalex100 \ul0\nosupersub\cf4\f5\fs
22 Direct Marketing\ul0\nosupersub\cf6\f7\fs22 : any form of marketing in which
a consumer purchases a product or service directly \up0 \expndtw-4\charscalex100
from a producer. \par\pard\qj \li1440\sb0\sl-240\slmult0 \par\pard\qj\li1440\ri
1288\sb40\sl-240\slmult0 \up0 \expndtw-2\charscalex100 \ul0\nosupersub\cf4\f5\fs
22 Nature Tourism\ul0\nosupersub\cf6\f7\fs22 : consumptive and non-consumptive u
se of the natural resources. Nature tourism ranges \line \up0 \expndtw-3\chars
calex100 from birding, rock climbing, camping, hiking, stargazing, and even skyd
iving, to hunting and fishing. \par\pard\qj \li1440\sb0\sl-250\slmult0 \par\pard
\qj\li1440\ri1421\sb22\sl-250\slmult0 \up0 \expndtw-3\charscalex100 \ul0\nosuper
sub\cf4\f5\fs22 Value-Added\ul0\nosupersub\cf6\f7\fs22 : a product whose appeal
to consumers has been increased through packaging, processing, \line \up0 \expnd
tw-2\charscalex100 marketing, or production practices or services. Each step o
f adding value to a product is an alternative \line \up0 \expndtw-4\charscalex10
0 enterprise. \par\pard\ql \li4700\sb7\sl-230\slmult0 \up0 \expndtw-3\charscalex
100 \ul0\nosupersub\cf7\f8\fs20 (Southern Maryland Resource Conservation and Dev
elopment Board, 2004) \par\pard\ql \li1440\sb272\sl-276\slmult0 \up0 \expndtw-5\
charscalex100 \ul0\nosupersub\cf3\f4\fs24 References \par\pard\ql \li1440\sb4\sl
-276\slmult0 \up0 \expndtw-3\charscalex100 \ul0\nosupersub\cf5\f6\fs24 Barone, M
.J. and T.E. DeCarlo (2003). \u8220?Emerging Forms of Competitive Advantage: \
par\pard\qj \li1800\ri2050\sb18\sl-260\slmult0 \up0 \expndtw-4\charscalex100 Imp
lications for Agricultural Producers.\u8221? Midwest Agribusiness Trade Researc
h and \up0 \expndtw-5\charscalex100 Information Center Research Paper 03-MRP 5.
\par\pard\qj \li1440\ri1542\sb104\sl-280\slmult0\tx1800 \up0 \expndtw-4\charscal
ex100 King, J.B. (2005). "The Top 10 Reasons Businesses Succeed." \ul0\nosupersu
b\cf8\f9\fs24 EzineArticles\ul0\nosupersub\cf5\f6\fs24 . Retrieved May \line\tab
\up0 \expndtw-4\charscalex100 2008 from \ul0\nosupersub\cf11\f12\fs24 http://ez
inearticles.com/?The-Top-10-Reasons-Businesses-Succeed&id=12514\ul0\nosupersub\c
f5\f6\fs24 . \par\pard\ql \li1439\ri1360\sb101\sl-280\slmult0\tx1799\tx1799 \up0
\expndtw-3\charscalex100 Southern Maryland Resource Conservation and Developmen
t Board (2004). \u8220?Taking the First \line\tab \up0 \expndtw-4\charscalex10
0 Step: Farm and Ranch Alternative Enterprise and Agritourism Resource Evaluatio
n Guide.\u8221? \line \tab \up0 \expndtw-5\charscalex100 Retrieved May 2008 from
\ul0\nosupersub\cf11\f12\fs24 ftp://ftp-\par\pard\ql \li1800\sb1\sl-255\slmult0
\up0 \expndtw-5\charscalex100 fc.sc.egov.usda.gov/Economics/AltEnterprise/First
Steps.pdf\ul0\nosupersub\cf5\f6\fs24 . \par\pard\ql \li5600\sb0\sl-276\slmult0 \
par\pard\ql\li5600\sb0\sl-276\slmult0 \par\pard\ql\li5600\sb0\sl-276\slmult0 \pa
r\pard\ql\li5600\sb0\sl-276\slmult0 \par\pard\ql\li5600\sb0\sl-276\slmult0 \par\
pard\ql\li5600\sb188\sl-276\slmult0 \up0 \expndtw-5\charscalex100 5-8 \par\pard\

sect\sectd\fs24}

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