NEW ZEALAND 2007

1. NEW ZEALAND 2007

2. Ho hum: three weeks in New Zealand …PfizerFordGapChryslerYahoo??????

3. “I am often asked by would-be entrepreneurs seeking escape from life within huge corporate structures, ‘How do I build a small firm for myself?’ The answer seems obvious:Buy a very large one and just wait.”—Paul Ormerod, Why Most Things Fail: Evolution, Extinction and Economics

4. The last word: There is no last word.

5. Flat as a Pancake (Or Worse)Wal*Mart … Dell … Intel … Home Depot … Microsoft … GE

6. “It is not the strongest of the species that survives, nor the most intelligent, but the one most responsive to change.”—Charles Darwin

7. Tom Peters’ X25*EXCELLENCE. ALWAYS.The VNU Fine Jewelry CEO SummitAtlanta/21 February 2007*In Search of Excellence 1982-2007

8. $798

9. 7X. 730A-800P. F12A.**’93-’03/10 yr annual return: CB: 29%; WM: 17%; HD: 16%. Mkt Cap: 48% p.a.

10. Jim’s Group

11. “Why in the world did you go to Siberia?”

12. Excellence1982: The Bedrock “Eight Basics” 1. A Bias for Action 2. Close to the Customer 3. Autonomy and Entrepreneurship 4. Productivity Through People 5. Hands On, Value-Driven 6. Stick to the Knitting 7. Simple Form, Lean Staff 8. Simultaneous Loose-Tight Properties”

13. Enterprise* ** (*at its best):An emotional, vital, innovative, joyful, creative, entrepreneurial endeavor that elicits maximum concerted human potential in the wholehearted service of others.*****Excellence. Always.***Employees, Customers, Suppliers, Communities, Owners, Temporary partners

14. EXCELLENCE. INNOVATE.OR DIE.

15. try it. Try it. Try it. Try it. Try it. Try it. Try it. Try it. Screw it up. Try it. Try it. Try it. Try it. Try it. Try it. Try it. Screw it up. it. Try it. Try it. try it. Try it.Screw it up. Try it. Try it. Try it.

16. do things.

17. “We have a ‘strategic plan.’ It’s called doing things.”— Herb Kelleher

18. drill.

19. “This is so simple it sounds stupid, but it is amazing how few oil people really understand that you only find oil if you drill wells.You may think you’re finding it when you’re drawing maps and studying logs, but you have to drill.” Source: The Hunters, by John Masters, Canadian O & G wildcatter

20. Screw. things.Up.

21. Sam’s Secret #1!

22. “Rewardexcellent failures. Punishmediocre successes.”Phil Daniels, Sydney exec

23. try.Miss.try.

24. READY.FIRE!AIM.Ross Perot (vs “Aim! Aim! Aim!”/EDS vs GM/1985)

25. “You miss 100% of the shots you never take.”—WayneGretzky

26. EXCELLENCE 4/40DECENTRALIZATION.EXECUTION.ACCOUTABILITY.6:15A.M.

27. The Value-added Ladder/ MEMORABLE CONNECTIONSpellbinding ExperiencesServicesGoods Raw Materials

28. “Experiences are as distinct from services as services are from goods.”—Joe Pine & Jim Gilmore, The Experience Economy: Work Is Theatre & Every Business a Stage

29. Experience: “Rebel Lifestyle!”“What we sell is the ability for a 43-year-old accountant to dress in black leather, ride through small towns and have people be afraid of him.”Harley exec, quoted in Results-Based Leadership

30. CXO**Chief eXperience Officer

31. “Courtesies of a small and trivial character are the ones which strike deepest in the grateful and appreciating heart.”—Henry Clay

32. The Value-added Ladder/EMOTIONDreams Come TrueSpellbinding ExperiencesServicesGoods Raw Materials

33. The Marketing of Dreams (Dreamketing)Dreamketing: Touching the clients’ dreams.Dreamketing: The art of telling storiesand entertaining.Dreamketing: Promote the dream, not the product.Dreamketing: Build the brand aroundthe main dream.Dreamketing: Build the “buzz,” the“hype,” the “cult.”Source: Gian Luigi Longinotti-Buitoni

34. CDM**Chief Dream Merchant

35. The Value-added Ladder/ ECSTASYLovemarkDreams Come True Spellbinding ExperiencesServicesGoodsRaw Materials

36. “Brands have run out of juice. They’re dead.”—Kevin Roberts/Saatchi & Saatchi

38. Brand …………………………………………………. LovemarkRecognized by consumers ………………. Loved byPeopleGeneric ………………………………………………… PersonalPresents a narrative ………………….. Creates a Love storyThe promise of quality ……………… A touch of SensualitySymbolic ………………………………………………….. IconicDefined ………………………………………………….. InfusedStatement ………………………………………………….. StoryDefined attributes ……………………... Wrapped in MysteryValues ………………………………………………………. SpiritProfessional …………………………... Passionately CreativeAdvertising agency ………………………….. Ideas companySource: Kevin Roberts, Lovemarks

39. CLO**Chief Lovemark Officer

40. “Women arethemajority market”—Fara Warner/The Power of the Purse

41. “Women don’t buy brands. They join them.”EVEolution

42. Selling to men:The TRANSACTION ModelSelling to Women:The RELATIONAL ModelSource: Selling to Men, Selling to Women, Jeffery Tobias Halter

43. The Perfect Answer Jill and Jack buy slacks in black…

45. 1. Men and women are different.2. Very different.3. VERY, VERY DIFFERENT.4. Women & Men have a-b-s-o-l-u-t-e-l-y nothing in common.5. Women buy lotsa stuff.6. WOMEN BUY A-L-L THE STUFF.7. Women’s Market = Opportunity No. 1.8. Men are (STILL) in charge.9. MEN ARE … TOTALLY, HOPELESSLY CLUELESS ABOUT WOMEN.

46. 10. Women’s Market = Opportunity No. 1.

47. Internet users: 60%**“manage their lives and the lives of their families” —Kelley Mooney, president, Resource InteractiveSource: Fara Warner, The Power of the Purse

48. “Forget China, India and the Internet: Economic Growth Is Driven by Women.”—Headline, Economist, April 15, 2006, Leader, page 14

49. 10 UNASSAILABLE REASONS WOMEN RULE Women make [all] the financial decisions.Women control [all] the wealth. Women [substantially] outlive men. Women start most of the new businesses. Women’s work force participation rates have soared worldwide. Women are closing in on “same pay for same job.” Women are penetrating senior ranks rapidly [even if the pace is slow for the corner office per se]. Women’s leadership strengths are exceptionally well aligned with new organizational effectiveness & value-added imperatives. Women are better salespersons than men. Women buy [almost] everything—commercial as well as consumer goods. Sowhatexactlyis … thepointofmen?

50. 7/316/32