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Posts Tagged ‘sales’

Organic food is vital part of any nutrition health or health nutrition plan. How can you take advantage of organic food sales? 
Stock clearance is the reason why we have organic food sales; in fact, there is no coincidence, because a drop in price ensures that no products are wasted. The problem with organic food is that it does not last for too long, it quickly loses freshness and decays. The explanation for such an inconvenience is to be found in the elements that make it so praised and looked for: the natural properties and the lack of chemicals. In the absence of preservatives, organic food can only be kept fresh with special packaging, and even so, this is a short term solution only. Therefore, stockists have no other option to get rid of the extra products before they decay than by organizing organic food sales.

Therefore, if you want to buy organic food at lower prices, you should keep an eye on hypermarkets or local markets and see when there are notes with organic food sales. Lots of clients choose to shop exactly at the stock clearance, because saving money is a priority. Organic food is normally a bit more expensive than non-organic products, and during the sales periods, there is usually a price balanced between these two food categories. Therefore, the resulting advantage is more than obvious. Yet, there is one trick you need to be aware of: quality status.

The items sold at organic food sales are close to their expiry date and have to be consumed right away. Even if they are still fresh when you buy them, their condition could rapidly decay. Consequently, do not buy in bulk when there are organic food sales. Then, it could be a problem to order organic food online when there are sales, because of the same possibility of lower quality when a whole day is lost with the delivery. However, if you can get the items delivered the same day, it could suit you just fine.

Consequently, organic food sales are are an event to enjoy more in supermarkets than in local markets. In markets, small quantities are supplied by local farms without stock creation, whereas large stores buy in bulk and store the products for a limited period of time.You’ve got two options: to either get products that are highly fresh but more expensive, or save some money and buy organic food at a lower quality level, although still viable. It is up to you to decide for which of the variants to go!

It pays to be a Confident Salesperson, and you are worth every single penny! Over 100,000 Americans become new millionaires every year…

The vast majority of these fortunes (just below 85%) are made by someone selling a product or service that their business offers.

In fact, America owes its growth to the efforts of these salesmen and saleswomen. This country is one of the few places in the world where a good salesperson is admired and respected – at least by his or her company, if not by the public at large.

The Confident Salesperson knows his company needs a constant flow of new customers to ensure it’s success. Otherwise, the business is doomed to be a disappointment or to be among the majority of businesses – those that do little better than staying in the black and covering their business expenses.

In the presence of a prospective customer, the Confident Salesperson takes on the aura of a professional. As is the case with any true professional, he understands that he deserves to be paid well for the benefits he provides to others.

This is the bottom line; to succeed in life, business, or any service you need to be able to sell yourself, your product, and your business effectively. If you do these things consistently well, you will be richly rewarded for your skill and your efforts.

Who’s In Charge Here?

Too many salespeople never come close to ever reaching their full potential. Many of them rise quickly to a comfort level, achieve their goal for the year, and then suddenly come to a complete standstill.

It doesn’t matter if they reach their goal as early as May, they just can’t seem to do any better than they did the year before. They go on mental cruise control.

They repeat this pattern year after year, and thus never climb out of their comfortable rut. They make mediocrity their personal standard.

Why do almost all salespeople fail to live up to their full potential both in life and business? It is because they have failed to accept the fact that they must take full personal responsibility for themselves if they wish to improve.

Conquering the Three Great Fears.

Before the Confident Salesperson can set off in pursuit of her quest for excellence, she must overcome the 3 great fears that hold back mere ordinary salespeople. They are Fear of Responsibility, Fear of Money and Fear of Failure.

Until she has mastered them, she is destined to remain forever in the ranks of mediocrity. Once she has conquered them all three of them, she is free to live her life whatever way she chooses.

Lets look at the 3 great fears and put them behind us forever! This week, we’ll discuss the Fear of Money. Over the next couple of weeks, we’ll discuss the Fear of Failure and the Fear of Responsibility.

Fear Of Money.

Believe it or not, many salespeople are afraid to ask for money. I was giving a seminar in South Carolina last year when I realized that the salespeople I was dealing with were victims of this dreaded affliction.

I devised a simple little exercise where they paired off, and each of them said to the other, “That will be just ,000 please.” I had a hard time trying to decide if the results of this exercise were appalling or side-splitting!

The first few times we did it, three of the salesmen actually couldn’t even say the words. We practiced for half an hour, going up and down in various increments until they could say “$10,000″ just a easily as “Ten bucks.”

By employing this exercise, and then explaining the reasons for their problem, we were able to conquer this long held fear.

Why are some salespeople afraid to ask for money? It could be because they themselves never had enough money to buy the product that they are now selling.

When this is what is happening, the fact that they are promoting and selling a product or service they themselves could not afford leads them to believe at least subconsciously that no other people can afford the product or service either.

Frank’s Karate School Story.

Frank, a very close friend of mine, ran a successful martial arts school in Southern California and obtained a lot of marketing information from marketing books. He was located in a middle-to-lower income part of town, but he still had over 170 students, each of whom paid to a month for group tuition.

In addition to this, at least 50 of these clients managed to find an extra per month to pay for private lessons.

One day Frank called me out of the blue to invite me to his upcoming wedding. After congratulating him and chatting for a while, I asked him where he was going on his honeymoon.

At this point Frank grew hushed and confided in me that he didn’t have enough money for the honeymoon. I asked why he didn’t just upgrade one of his students to the Black Belt course that usually sold for around $2,500.

(This would allow the student to take karate lessons for some three to four years with no additional fees, thus saving a good deal of money.)

At the same time, Frank would have ,500 in cash to enjoy while he was on his honeymoon.

He said that he had tried this approach, but people in his area simply could not afford the ,500 fee for the course. I told him I could help him if he would dedicate an hour of his time to me.

The next day, the first thing I noticed as I walked across the parking lot and entered his school was a Mercedes coupe. In it sat a young boy wearing a karate uniform. Then I noticed that one of the parents waiting in the lobby was wearing a gold Rolex watch.

When class ended a few minutes later, Frank and I sat down in his office and I pointed out that his poor student’s parents could afford a Mercedes and a Rolex. He assured me these two people were exceptions to the general rule, and that most of his students were indeed from lower income families.

I decided to let it go for a while and began to ask him some questions. First, I asked if he really believed that his martial arts lessons could help someone improve their life and health. He responded passionately that they could.

Next, I asked why 1 or 2 of the 50 or so students who paid him a month for private lessons could not afford to pay ,500 and never have to pay for a lesson again. He replied that it was just too expensive. I then asked if he thought it was too expensive.

He thought briefly and then said that he could not have afforded that much money when he was paying for karate lessons.

I had discovered problem numero uno; Frank was assuming by projection that his martial arts students shared his same financial problems. Because Frank could not come up with 00 in cash, he automatically ascribed the same difficulty to them.

This, of course, was a false assumption!

Then I asked how much he thought his time was worth. He replied that he charged $25 per half hour for a private lesson, and that he believed he was worth every penny. Then I questioned Frank on how long it took a private student to reach black belt level.

To this question frank replied with, “About four years.” I pointed out that $100 a month for four years came to almost $5,000, and if he sold a student a prepaid black belt program he would save that student almost $2,500 over the course of study.

This savings meant that if the student stayed with the program all the way to the black belt rank (only 1 in 50 does so) he would be paying about per private lesson, rather than the he was currently paying.

When I asked Frank if he thought that was a good deal, he replied that he thought it was a great deal! Maybe too cheap!

I reminded Frank that, because only one in five completed the program, he stood a good chance of making considerably more than $10 per lesson. His mentality changed within almost an instant as he got excited about the improved prospect. Problem number two was solved.

Frank had been focusing on the cost of the program instead of the actual savings and benefits to his students would receive. As soon as he realized and could understand his oversight, he saw the whole topic from a complete different point of view.

Now that Frank was more focused on a selling a new program that saved his students a considerable figure, instead of worrying about the overall cost of this new program, he began to approach his martial arts students with new zeal and promptly sold the cash program to several students before his big wedding day arrived.

This story is repeated a million times a week across the country by countless sales-persons selling cars, shoes, paper, information and other products and services. Salespeople too often place a mental barrier on themselves, and in doing so, thwart their own efforts to obtain the success they deserve.

In my work with the PGA and numerous golf course management firms I have found that despite the fact golf professionals are working with some of the most affluent individuals in the country, many of them are desperately afraid of asking for money.

In this case, it’s not because they don’t make decent money themselves but because they don’t want to be thought of as salesperson. What they don’t seem to appreciate is that 90% of the people they deal with are businessmen or former businessmen. They won’t be offended by being asked for money. They’re waiting to see if and how you‘re going to ask for it!

According to the National Golf Foundation, 86 percent of the golfers in this country would spend more money on green fees, play more often, drink more beverages in the clubhouse, eat more food from the restaurant, and buy more products from the pro shop if ONLY they played better!

The same report also points out in detail, that of the golfers that they had surveyed, just 13% of them actually took a golf lesson from a golf professional in the earlier year!

If that’s not a market waiting to happen I do not know what is, but you have to ask for the sale in order to get it!

Defeating Your Fear of Money. Overcome The Fear.

It’s OK to make money selling!

The more people you help by providing your service or product, the more income you deserve to make. You will never become a better golfer by just thinking about taking a golf lesson from a professional. You have to actually take one!

Whether or not you can afford to buy your product or service doesn’t mean that others can’t and won’t. Whether or not you think it’s expensive does not matter at all. Put your personal thoughts and prejudices behind you.

Let your customers decide whether or not they will spend their money, but make sure you give them the opportunity.

One of the best sales leadership trainers is Jon Berghoff. Jon is founder of Global Empowerment Coaching and has a history of creating sales, building leadership, and causing entrepreneurial success through ‘harmonic influence,’ which gives you control over yourself, your clients, and the world in general. Jon Berghoff is speaker and bestselling author of the “Cutting Edge Sales Book.”

First it was the false rumor about Steve Job’s health… Apple’s stock nose-dived, millions of dollars out the window.

Now, Steve Jobs -for real, not a rumor – pulls out of his perennial role as keynote speaker at the high profile Macworld trade show.

Again, Apple’s stock dropped as much as 5.5% during after-hours trading.

What does this indicate? An unfortunate reality or a symbolic reminder of what true leadership is.

While Apple may not have the problem I’m about describe, the previous scenario serves as a great wake-up call.

When a leader’s worth is so high that her lack of presense translates to instant panic, it says something about the kind of leadership at hand – where personality, rather than process, drive a profitable business.

I’m not saying personality isn’t important, but the order of importance is worth looking at.

I meet thousands of leaders, managers, and sales professionals each year, and I see this regularly: a person leads with personality and with charm at the top of the priority list.

The problem?

Personality is not always replicable, teachable and certain.

So what is?

Process.

In any leadership role, the manager/leader/executive should be focused on getting processes in place, before relying on personality to drive the business. Processes can be planned, written, taught, practiced, retaught, and ultimately duplicated. Personality, often can not.

Personality can create energy, attraction, and excitement, while the processes can leave a legacy.

What do you see in your business that can be duplicated, automated, and put into a repeatable process, that will help leverage your ability as a leader?

One of the master business networking trainers is an entrepeneur named Jon Berghoff. Jon is founder of Global Empowerment Coaching and has a record of teaching leadership, creating sales, and causing entrepreneurial success through ‘harmonic influence,’ which gives you control over yourself, your clients, and the world in general. Jon Berghoff is speaker and bestselling author of the “Cutting Edge Sales Book.”

This post is a response to a question that came in from Mike in Fredericksburg, VA, after listening to the telephone seminar, “Becoming Wealthy During Turbulent Economic Times”. To listen to the replay, go to www.geconnection.com/turbulance.html.

To receive the FREE gifts that are given away during the teleseminar, go to www.geconnection.com/testimonial.

How can I use your process of “farming” to breakthrough my current plateau of sales in my job?

“I really got a lot out of your perspective on hunting vs. farming as a way of attracting new prospects and customers. I’m really stuck though because I always have believed in the concept of giving value first, asking for business second, yet my annual sales revenue has hit a plateau and I can’t seem to break through to the next level. My question is, how can I use this “universal” or “spiritual” principle to really break through with my sales, not just to feel good about what I’m doing?”

Mike B. CPA, Fredericksburg, VA

ANSWER: Jon Berghoff

Mike, you are completely correct in searching for a way to use this spiritual principle to increase your success.

Most important is understanding that it takes creativity, proactive effort, and old-fashioned hard work to create value for others. It can’t simply be an emotion or an attitude. The emotion, or attitude is required, but only effective when backed up with action. You might remember in the teleseminar that I mentioned the importance of behaviors, not just thinking, to improve results.

I would ask you this question:

What are some ways that you could be adding value that are easy to do, that you have allowed to become easy not to do?

This is a good starting place. If this triggers anything, than put it into practicez. You might take the three areas from the call: problem solving, distributing information, and gift giving, and ask yourself; what are the easiest, fastest ways you could apply these lessons. I use the words “fast” and “easy” because most people over-think the process of farming (giving value first, asking for business second).

It might be as little as making sure you answers every phone call in a positive and uplifting way, vs. an unmonitored non-emotion-inducing approach.

It could be the difference between sending out a packet of free, useful information to your prospects before you meet them for a sales presentation, so they are conditioned early on to see you as an authority or expert.

Maybe it means hosting a phone group call for everyone in your sphere of influence, teaching them 4-7 ways to save money during tax season, or the 5 most common mistakes made by others in their field.

One of the best small business networking experts is an entrepeneur named Jon Berghoff. Jon is founder of Global Empowerment Coaching and has a record of training leaders, building sales, and causing small-business success through ‘harmonic influence,’ which gives you control over yourself, your customers, and the world in general. Jon Berghoff is speaker and bestselling author of the “Cutting Edge Sales Book.”

This article is a response to a question that came in from Mike in Fredericksburg, VA, after listening to the telephone seminar, “Becoming Wealthy During Turbulent Economic Times”. To hear the teleseminar, go to www.geconnection.com/turbulance.html.

To receive the FREE gifts that are offered during the teleseminar, go to www.geconnection.com/testimonial.

How can I use your technique of “farming” to breakthrough my current plateau of sales in my job?

“I really learned a ton from your perspective on hunting vs. farming as a way of attracting new prospects and customers. I’m really stuck though because I always have believed in the concept of giving value first, asking for business second, yet my annual sales revenue has flattened out and I can’t seem to break through to the next level. My question is, how can I use this “universal” or “spiritual” principle to really grow my sales again, not just to feel good about what I’m doing?”

Mike B. CPA, Fredericksburg, VA

ANSWER: Jon Berghoff

Mike, you are completely correct in searching for a way to use this spiritual principle to expand your business.

Most critical is knowing that it takes creativity, proactive effort, and old-fashioned hard work to provide value for other people. It can’t simply be an emotion or an attitude. The emotion, or attitude is required, but only useful when backed up with action. You might remember on the call that I mentioned the importance of behaviors, not just thinking, to increase results.

I would ask you this question:

What are some ways that you could be creating value that are simple to do, that you have allowed to become easy not to do?

This is a good starting point. If this triggers anything, than put it into practicez. You might take the three areas from the call: problem solving, distributing information, and gift giving, and ask yourself; what are the fastest, easiest ways you could apply these lessons. I use the words “fast” and “easy” because most people over-complicate the process of farming (giving value first, asking for business second).

It might be as little as making sure your assistant answers each phone call in a positive and uplifting way, vs. an unmonitored non-emotion-inducing approach.

It could be the difference between sending out a packet of free, valuable info to your prospects before you meet them for a sales presentation, so they are trained from the start to see you as an authority or expert.

Maybe it means hosting a telephone conference call for everybody in your sphere of influence, showing them 4-7 ways to save money during tax season, or the 5 most common mistakes made by others in their field.

One of the master business management trainers is Jon Berghoff. Jon is founder of Global Empowerment Coaching and has a history of training leaders, building sales, and causing entrepreneurial success through ‘harmonic influence,’ which gives you control over yourself, your customers, and the world in general. Jon Berghoff is speaker and bestselling author of the “Cutting Edge Sales Book.”

First it was the false rumor about Steve Job’s health… Apple’s stock nose-dived, millions of dollars disappeared.

Now, Steve Jobs -for real, not a rumor – pulls out of his perennial role as keynote speaker at the high profile Macworld trade show.

Again, Apple’s stock plummeted as much as 5.5% during after-hours trading.

What does this indicate? An unfortunate reality or a symbolic reminder of what true leadership is.

While Apple may not have the issue I’m about describe, the above scenario serves as a great wake-up call.

When a leader’s worth is so high that his lack of presense translates to instant panic, it says something about the kind of leadership at hand – where personality, rather than process, drive a successful business.

I’m not saying personality isn’t important, but the order of importance is worth looking at.

I meet thousands of leaders, managers, and sales professionals each year, and I see this often: a person leads with personality and with charisma at the top of the priority list.

The difficulty?

Personality is not always replicable, teachable and reliable.

So what is?

Process.

In any leadership position, the manager/leader/executive should be focused on getting processes in place, before relying on personality to drive the business. Processes can be planned, documented, taught, practiced, retaught, and ultimately duplicated. Personality, often can not.

Personality can create energy, attraction, and excitement, while the processes can leave a lasting mark.

What do you see in your business that can be duplicated, automated, and put into a repeatable process, that will help leverage your ability as a leader?

One of the master sales presentation trainers is an entrepeneur friend named Jon Berghoff. Jon is founder of Global Empowerment Coaching and has a history of teaching leadership, building sales, and causing business success through ‘harmonic influence,’ which gives you control over yourself, your customers, and the world in general. Jon Berghoff is speaker and bestselling author of the “Cutting Edge Sales Book.”

Here is an excerpt taken from Jon Berghoff’s website that will help you with your next sales presentation.

QUESTION: “Jon, our region has always prided ourselves on how well we “pre-frame objections” in our presentations, yet after the call, I began realizing that we can be more deliberate with our preparation going into our presentations. My question is this: do you have any advice on how to make sure we are answering the right objections, the ones that will matter to the customer, being that every customer is different?”

Jon Berghoff’s ANSWER:

Great question. While every person is unique, you will find that their objections will usually fit into 3-5 basic categories. You know what those are in your market. Your job is to know which of the few categories will be the one that your next prospect is constrained by.

First of all, do as much study as possible before each and every presentation. By making sure you enter the customers world first, both in your mentality, and in your presentation (as discussed during the teleseminar) you are already ahead of most of other sales people.

To take it to the next level, be ready with some effective questions to extract, on your own terms and timing, the information that will tell you what their potential objections will be. Ask your prospects at the beginning of the presentation; how crucial is price, who is involved in the buying decision, what do they like and dislike about their current provider, what is on their mind (insecurities, confusion, concerns, fears, etc.) that they want to take care of before beginning?

These may not be the exact questions, but you get the point. Put some thought into how you can figure out what is going on inside your prospect’s head and you’ll remove the objection and be way ahead of the game.

So you want to become a better sales person as you are convinced it will do your career prospects a power of good but you are not entirely sure as to what makes a good salesman. In this article I will be writing about the characteristics that I believe are essential if a person is going to become a great salesman.

When attempting to sell something whether it be a cheaper calls to mobiles service, insurance, a debt management plan or a stuttering therapy product, to name just a few, then you need to do so with passion.

This is an essential element of all of the great salesmen, an ability to talk with a belief and positivity about the products that they are selling.

I am sure we have all come across the person who attempts to sell something in what can only be described as a lack of real belief? It is as if they have real belief in the product themselves. It is like the sales people who attempt to convince you to switch utilty supplier:

“Can I speak to the person who deals with your electricity bills please?”

This is there usual starting point but they say it with such a negativity and boredom. Why not start with a much more passionate and positive stance:

“Good afternoon, I am not sure if you have heard of myself, my name is John Staples (example name) and I work for business cost cutting specialists, specialising in lowering people’s electricity bills, am I seaking to the right person about this subject?”

There are not that many easy ways to make money that do not require hard work and a determination to do the right things.

Positivity, passion, belief, honesty and an ability to listen to your customers/clients are the essential characteristics of a successful salesman.

I hope this article helps its readers to further their career and to also become top rate sales people.

 

Ebay Weird Al Yankovic

Have you considered starting an Ebay Business? In the United States more than 430,000 people are working full or part time on Ebay.  It could be a lot easier to start an Ebay business than you may think.

If you feel Ebay is just a novelty item or low value trinket type outlet, you should take another look.  An Ebay business can sell anything from trinkets to antiques and automobiles.  The highest five categories were auto suppliers and automobiles, consumer electronics, computers, clothes and accessories, movie,music and books.

Back in 1995 Ebay began and has become the worlds largest online auction place selling every kind or product and service you can imagine. There is about 1,000 dollars in sales every second.In 32 countries there are 135 million registered users.  You can see your Ebay business will have a large audience and exposure.

Before you start with an Ebay business you should consider if you want to be a full time business or just a part time hobby.  Do you want to work from your home or set up an outside office to work from?  Do you want to work on your own or do you want to hire employees?  Do you want to become a Trade Assistant or a Power Seller?

Practicing a little bit is a good idea before officially opening your Ebay business.  You can try different headlines and descriptions on a small scale.  Practice taking pictures and try different listing formats.  To get comfortable and confident,first try to sell one or two items at a time.   This all will make your chances of success much greater when you take your Ebay business to the next level.

It can take just a few minutes to set up your Ebay business.  You will need to supply them with your name, address, telephone number, a credit card and or a checking account.  This is used for identification and payment of fees purposes.  When setting up your Ebay business you may also want to open a PayPal account.  Owned by Ebay this service allows people to use credit cards or their checking accounts to pay you.  It also eliminates the need to have a costly merchant account.

The setting up of your “About Me” page is one thing to remember,not only because it is free it is also an ebay technique that allows you to promote yourself and your business.

When you begin your Ebay business you may want to register with Federal, State, and local tax authorities.  You also may want to form a corporation or LLC to protect yourself from any legal liability.

Your Ebay business now requires something to sell.  This can be the most challenging thing you will face with your Ebay business.  You need to pick something that you know about, has a profit potential, and is not hard to photograph or ship.  Before you put something up for sale look to see what similar items sold for and ask yourself, will I be making money with this?  A key point to remember what ever it is you offer it would need to fill a need.

Your chances of success in you Ebay business are greater if it is convenient for you to buy.  This means your Ebay business should sell similar items.  If you sell CD’s then having CD racks or players would be a good combination.  The more compatible items you have available the better your chances of success.  People would much rather purchase what they want at one place.
After you have gotten comfortable with auction formats, and other aspects of your Ebay business remember not to get complacent.  You will want to read about any new features, keep in touch with your customers, and also be aware of what your competition is doing.  If you are not growing and changing your not taking your Ebay business to its full capacityand attaining you’re earning potential.  You will not only be more successful with your Ebay business but you will have more fun. Now get to it.

Want to learn how to become an Ebay Power Seller?This is a great resource. Go to this website now at: 90daypowerseller.com

Making an income selling digital scrapbooking kits is a popular home-based business.How possible is this for someone like you? It takes a considerable amount of time and skills, but it is possible. You know you need the best skills possible as a scrapbook designer, but are you aware of what marketing skills are needed.

Most scrapbooking fanatics and digital scrapbook creators and designers do not make much money. Some of the reasons include the fact that the products and digital kits are not usually high-priced and there is a considerable amount of competition. Sometimes good designers have poor marketing skills and good marketers have poor design skills, or both.

Better designs, better sales – be professional and unique with comptuer scrapbooking techniques to have a chance in the market. You will have to gain better marketing capabilities. Good scrapbook designs oroductx may never be seen by enough people for you to be profitable. The following tips cover some of the things required to make it in this business.

10 Tips for  earning an income in the digital scrapbooking market:

1. Be realistic about your skills and designs – are they good, can they be better? Look at what your competition is creating and selling – and then create better designs.
2. Be the best you can be at design: Think about improving what you know about design, color, and gain better software skills
3. Be the best you can be at marketing: Have you done the best marketing of your products – or have you done ANY marketing? If you sell products on a website, a vast amount of information is available to help you find ways to get customers to your site. Are you researching these?
4. Help customers see what you sell: Are you displaying your products in the best way possible? How easy to view are the products and are all your product viewable?
5. Promotional tip: Are you listed in any directories or online stores (and are these the best places for you to be listed)?
6. Be social: Do you use social networks or videos to promote yourself online? These methods can help you reach more customers.
7. Be price concious: Compare your prices to your competitors – are they in line with the current prices?
8. Know the competition: Find out what kind of advertising or marketing is used by the competition (the ones you think are really good). Find out what the best competitors do and do what they do. (Keep your friends close and your competition closer!)
9. Know the customer: Are you selling what people are buying? Online stores often show what their best sellers are – find out what is listed.
10. Know the prices: Check out online auction sites and see what kind of things sell well and watch the prices of the sales.

The more familiar you become with any information you can about the online digital scrapbooking market, the better able you will be to survive in any kind of business of or sales of digital scrapbooks designs and kits.