The Road to SUCCESS

1. The Road to Success Michael P Cotler Sales Growth Consultant

2. The Road to Success • All businesses however large or small operate off the same principles. • One business sells • The consumer/Other business buys • In effect it is a people transaction • Most businesses fail to recognise the human touch.

3. Small businesses have a degree of advantage with how their people perform • Reasons include • Values of the owners are close to them • Daily contact with the Directors or their family ensure that the employees feel “part” of the family

4. Small businesses also are able to transfer information between employees faster and with more passion • Small businesses also have more flexibility in the workplace by not being as rigid in the processes that their larger counterparts have to put in place for numerous reasons.

5. Why is this relevant? • As I mentioned In the first slide- People buy/engage with people. • We have all had frustrating moments with the automated telephone system and uttered the words • “Why can’t I speak to a Human instead of this damn machine?”

6. So many of the resources that we have as business owners are utilised but one of the most important asset that costs us the most money every week, fortnight or month are • OUR PEOPLE Our People offer us so much that machines cannot & yet many of our people are not even aware of the negative impact that they are having on our sales or most importantly- PROFIT

7. Our People • Forming powerful Alliances with our people and ensuring that they are engaged with our businesses will ensure: • 1) They care about our customers (SALES) • 2) They care about what our customers buy (PROFIT) • 3) They care about the business (Repeat sales & Profit)

8. Our People • So what can we do to ensure that this concept of forming alliances with our people can be replicated in your business? • The Key is to develop your companies “DNA Profile”. • It is the imperceptible feeling of wellbeing that every person has whilst working for your business.

9. Your DNA Profile • What does the DNA of these companies say to you about how they want you to feel when you do business with them? • Disney • Apple • Mandarin Oriental Hotel Group • Singapore Airlines

10. DNA • How do these employees become so strongly embedded in the culture of a brand? • Have you seen the “Apple dance” pre store opening? • How do Disney employees feel when they have come “off stage?” • How does the concierge know your name as you arrive at the Mandarin Oriental Hong Kong?

11. Is the answer a blur?

12. Culture is more important than strategy • “Culture is more powerful than strategy.” • This is probably the most important piece of information that any business owner can impart to their team. • Everybody in the business needs to be aligned to the primary traits of success. • I have trained many employees over the years & this is simply the most important lesson that I have learned.

13. Now that I have given you an insight into Peak Performance team attributes. • Lets look again at the 4 companies we discussed some slides ago • Apple- What’s their Culture? • Disney? • Mandarin Oriental Hotel Group? • Singapore Airlines?

14. Conclusion • I hope that you have begun to see the clear link between Culture, Strategy, Peak Performance & our People. • These attributes are without doubt the most powerful forms of enabling our people to deliver peak performance results consistently and ultimately deliver higher sales and Profits

15. Michael P Cotler • Michael P Cotler is a Business sales Growth Consultant with extensive experience in the SME & Start up sector. • With over 23 years experience in business and having managed numerous teams to achieve Peak Performance consistently, Michael is THE Authority on Creating the right environment to achieve super sales & profit growth. • For more details go to www.michaelcotler.com