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Anton Wilson and George Bauer marketed their high quality, rechargable video camera batteries to the camera manufacturers, and within a short time their batteries had become standard original equipment. Yet by 1981, Anton/Bauer saw its market begin to rapidly decline as buying budgets were cut by the recession. The company saw that it had to change its strategy, and decided that the battery replacement market was where they should be. But, they had to be careful not to alienate any of their customers, who were also in the replacement market. So, they began by asking permission to proceed with their plan. Once they had this permission they began to select a dealer network, and a detailed catalog. Their strategy seems to have worked, as 1983 sales increased by sixty-eight percent over 1982. The next challenges involve developing products, and anticipating market direction.

The Trent Formula was developed by Edwin Trent. This formula was developed to confirm when a market had changed from a bull to a bear. The formula is based on a twelve and one half per cent rise from a low to signal a change, or the opposite to confirm a bear market. The Dow Jones Industrial Average closed at an all time high on November 29, 1983 at 1287.20. A twelve and one half per cent decline from the point would be 1126.30. If the market closes at or below this point, a new bear market might be underway. A table of this formula over the last decade is included.

Bank marketing has changed in the last few years as banking and bank services have changed. In many ways the consumer has been unprepared for this change and still does not understand the new banking or the products. One of the major functions of the bank marketing officer must be to develop the kind of communications with customers to educate them to the new bank products and services. Many bank marketers rely on advertising, but advertising is missing the mark. The new bank marketer must recognize this fundamental lack of understanding in the marketplace and personally work to communicate with the customers.

Today, manufacturers of industrial products not only need to know their customer, they also need to know their customer's customer. One step market analysis is a method by which a manufacturer can analyze its customer's markets. First, it is necessary to identify the environmental trends influencing the markets. Primary research technique will help identify these trends. Focus group discussions are most effective for one step market analysis. There are several main benefits that will occur from using one step market analysis. A company can predict new trends and be one step ahead of the competition in product development and positioning. This display of commitment will also help build a long term relationship with customers.

Probabilistic discrete-choice models (PDCMs) are traditionally derived using single observations on a sample of individuals. The question explored is whether there are any identifiable individual-specific dimensions which might be encompassed in the representative utility (RU) expression to account for individual differences. The procedure for investigating the representative utility assumption is described. Results for group and individual coefficient models are analyzed. The contention is advanced that taste variation within a population is poorly explained by the socioeconomic differences within that population. The use of individual-specific coefficients produces a better model for design and marketing applications. However, for predicting overall market behavior the group model is recommended because its results are equal to the individual-specific models and less costly.

When Sky Courier first began business it concentrated on offering quick delivery for legal firms and corporations who were willing to pay more for speed and service. But soon several giants crowded out the field, and their size allowed them to also offer speed and low prices. Sky Courier saw that the market would be dominated by these few giants with little left over for the smaller firms. So Sky Courier, in order to survive, decided to expand into other markets. First it began its VAX division, which was devoted to serving those in ad-agency and graphic-arts markets. The company is also in the process of creating new divisions for the medical market and a VIP delivery service. Sky Courier is an aggressive company that likes to hire sales people with killer instinct, and then the company uses both the stick and the carrot to obtain results from them. The company will not limit itself to a specific part of the industry, saying that they are part of the communications industry, and that the future may find them branching out into many areas within that industry.

A contrary opinion in the investment world can sometimes mean increased performance for an investment. By following the feel of other investors in the market place, a contrarian can then form an opposite position, hoping to profit by others losses if the market changes. There are indicators available to study market sentiment. Some of these indicators are: Market Sentiment Index (MSI), Bullish Consensus, and Consensus Index of Bullish Market Opinion. Several former contrarians feel that this system has little validity in the markets anymore. But there are still many market analysts that use contrary opinion as one of their tools.

Highest and best use is widely considered to be the physically feasible and legally permissable use which provides the greatest residual income to land parcels. Zoning laws and deed restrictions affect use probabilities. Reasonable probability of zoning changes when appraisers specify present zoning does not permit such use is analyzed. Zoning changes should not be assessed as statistical probablities. Due to the unique nature of any area, the experience base may not adhere. Appraisers should try to develop personal judgments regarding the likely decisions of zoning officials. Many such officials are volunteers or elected community members, without particular expertise in the area. Land use policy should be an integral part of the comprehensive planning process. Market studies and marketability analysis are central to arguing for zoning changes.

A United States appraiser's opinion need not mecessarily contain a formal value estimate. Nonvaluation appraisal areas are: feasability studies, highest and best use studies and absorption studies. The nature of these areas is detailed. They focus on opinion as a per cent rate, quantity or quality judgment or time function. They are all market oriented toward market value, though regional terminology may vary. United States appraisal opinions have enjoyed a fine reputation for their objective and impartial qualities. The usefulness of certain appraisal methods is analyzed. The sales comparison approach to market value is detailed. Charts of comparison elements, investor income returns are included.

About a decade ago, mortgage finance experienced difficult economic conditions, which led to the birth of many variations of instruments. Typically, the innovative instruments had a lender participation feature. Research on participation loans ensued. Recent economic conditions in mortgage finance have further emphasized participation loans' advantages. Appraisers may find it easier to perform necessary calculations using personal computers than the calculations of ten years ago. A computer program for income property analysis where a program uses BASIC language and allows for income growth and operating cost expansion. A case study of the income of a small office building is featured, including option and summary data. This program finds value by discounting basic mortgage payments by market interest rates.

The use of calendar-year loss ratios is inaccurate in describing a company's loss record according to James F. Billet speaking before the Risk Planning Group's International Captive Insurance and Reinsurance Conference. Billet feels that the general market is hardening and is optimistic. Reserve strengthening during the fourth quarter of 1983 adds to his optimistic outlook.

Market segmentation is an important tool for banks and for corporate business. Republic Bank identifies their customers by doing a segmentation study. The household is the target marketing unit. Retailing strategy parallels banking strategy. Franchising is an appealing technique for smaller organizations.

Cycle analysis and traditional technical analysis are two techniques investors use to try to predict outcomes in the market. Cyclical and technical analysis of a price chart should be considered complementary rather than competing. Technical patterns can be analyzed as the length of a cycle changes. Used together the two can become an important tool for the investor.

Michael Cowpland, who started Mitel Corporation in 1973, is now working with Bytec-Comterm in marketing the new Hyperion personal computer. The company sold 12,000 small computers in 1983 and sales of 44,000 are predicted for 1984. Its accommodation of IBM PC software is a sales advantage along with its attractive appearance and small size. There is an account of the development of the Hyperion and the key people in the organization. Bytec-Comterm has big plans for penetrating new markets.

Social and economic changes of late have increased the awareness of many African governments of the importance of labor market efficiency, improved training programs, and better use of human resources. The International Labor Office (ILO) evaluated manpower planning experiments in francophone nations. French-speaking nations in Africa were surveyed as to public service and state company requirements for trained personnel. Employment trend outlooks through 1980 were published in 1982. The Danish International Development Agency (DANIDA) funded the research, which involved more than twenty long studies. Labor markets are assessed as to migration trends, urban informal employment, skilled and unskilled manpower and the effects of manpower planning help of developed nations over the past two decades. Two employment forecasting methods, which are most prevalently used are the survey-questionnaire approach, and the manpower balance sheet approach. Micro-economic planning is seen as the best approach at present.