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EXCELLENCE. ALWAYS. tom peters.DSA.Boca Raton.060506. Slides* at … tompeters.com *Also: “long”. Bonus : The Irreducible209/ The Sales122. Life.

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Excellence always tom peters dsa boca raton 060506
EXCELLENCE. ALWAYS. tom peters.DSA.Boca Raton.060506


Slides at tompeters com also long
Slides* at …tompeters.com*Also: “long”


Bonus the irreducible209 the sales122
Bonus:TheIrreducible209/The Sales122



In Tom’s world, it’s always better to try a swan dive and deliver a colossal belly flop than to step timidly off the board while holding your nose.”—Fast Company /October2003


“This is the true joy of Life, the being used for a purpose recognized by yourself as a mighty one … the being a force of Nature instead of a feverish, selfish little clod of ailments and grievances complaining that the world will not devote itself to making you happy.”—GB Shaw/Man and Superman


“Life is not a journey to the grave with the intention of arriving safely in a pretty and well-preserved body—but rather a skid in broadside, thoroughly used up, totally worn out, and loudly proclaiming, ‘Wow, what a ride!’ ”—anon.


Life arriving safely in a pretty and well-preserved body—but rather a skid in broadside, thoroughly used up, totally worn out, and loudly proclaiming, ‘Wow, what


“If you don’t like change, you’re going to like irrelevance even less.”—General Eric Shinseki, Chief of Staff. U. S. Army


“The most successful people are those who irrelevance even less.”are good at plan B.”—James Yorke, mathematician, on chaos theory in The New Scientist


Sam s secret 1
Sam’s irrelevance even less.”Secret #1!


Excellence
EXCELLENCE. irrelevance even less.”


P p e e r r e
P.P.E.E.R.R.E. irrelevance even less.”


P eople p roduct e xecution e nthusiasm r elentless r e invent e xcellence
P irrelevance even less.”eople.Product.Execution.Enthusiasm.Relentless.Re-invent.Excellence.


Excellence the word
EXCELLENCE. THE WORD. irrelevance even less.”


S y non y ms purity transcendence virtue elegance majesty anton y ms mediocrity
S irrelevance even less.”ynonymsPurityTranscendenceVirtueEleganceMajestyAntonymsMediocrity


ExIn*: 1982-2002/Forbes.com irrelevance even less.”DJIA: $10,000 yields $85,000EI: $10,000 yields $140,050*Excellence Index/Basket of 32 publicly traded stocks


Excellence always
EXCELLENCE. ALWAYS. irrelevance even less.”


Why in the world did you go to s iberia
“Why in the world did you go to S irrelevance even less.”iberia?”


The Peters irrelevance even less.”Principles: Enthusiasm. Emotion. Excellence. Energy. Excitement. Service. Growth. Creativity. Imagination. Vitality. Joy. Surprise. Independence. Spirit. Community. Limitless human potential. Diversity. Profit. Innovation. Design. Quality. Entrepreneurialism. Wow.


Business* ** irrelevance even less.”(*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


Business the ultimate creative endeavor
Business irrelevance even less.”:The Ultimate Creative Endeavor.


Business the ultimate personal development growth experience
Business irrelevance even less.”:The Ultimate Personal Development-Growth Experience.


Business the ultimate transcendent service opportunity
Business irrelevance even less.”:The Ultimate Transcendent Service Opportunity.


Excellence wanting
EXCELLENCE. WANTING. irrelevance even less.”


This is not a mature category
This is irrelevance even less.”not a “mature category.”


This is an un distinguished category
This is an irrelevance even less.” “undistinguishedcategory.”


Excellence always1
EXCELLENCE irrelevance even less.”! ALWAYS!


$798 irrelevance even less.”


415 sqft wal mart 798 sqft whole foods
$415/SqFt/Wal*Mart irrelevance even less.”$798/SqFt/Whole Foods


7x 730a 800p f12a 93 03 10 yr annual return cb 29 wm 17 hd 16 mkt cap 48 p a
7X. 730A-800P. F12A.* irrelevance even less.”*’93-’03/10 yr annual return: CB: 29%; WM: 17%; HD: 16%. Mkt Cap: 48% p.a.


irrelevance even less.”


It s simple really tom hire for s and above all p romote for s starbucks middle manager field
“It’s simple, really, Tom. Hire for irrelevance even less.”s, and, aboveall, promote fors.”—Starbucks middle manager/field


Donnelly s weatherstrip service weymouth ma
Donnelly’s Weatherstrip Service irrelevance even less.”Weymouth MA


Excellence wanting1
EXCELLENCE. WANTING. irrelevance even less.”


???????? irrelevance even less.”6/44


P&G irrelevance even less.”


Excellence found
EXCELLENCE. FOUND. irrelevance even less.”


“To be a leader in consumer products, it’s critical to have leaders who represent the population we serve.”—Steve Reinemund/PepsiCo


have leaders who represent the population we serve.”AS LEADERS, WOMEN RULE:New Studies find that female managers outshine their male counterparts in almost every measure.”—Title, Special Report/BusinessWeek


Excellence opportunity
EXCELLENCE. OPPORTUNITY. have leaders who represent the population we serve.”


Women are the majority market fara warner the power of the purse
“Women are have leaders who represent the population we serve.”themajority market”—Fara Warner/The Power of the Purse


1. Men and women are different. have leaders who represent the population we serve.”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.10. Women’s Market = Opportunity No. 1.


10. Women’s Market = Opportunity No. 1. have leaders who represent the population we serve.”


2 6 vs 21
2.6 have leaders who represent the population we serve.”vs.21


Excellence opportunity1
EXCELLENCE. OPPORTUNITY. have leaders who represent the population we serve.”


10.6 have leaders who represent the population we serve.”


Excellence opportunity2
EXCELLENCE. OPPORTUNITY. have leaders who represent the population we serve.”


“Forget China, India and the Internet: Economic Growth Is Driven by Women.”—Headline, Economist,

April 15, Leader, page 14



2000 2010 stats 18 44 1 55 21 55 64 47
2000-2010 Stats Driven by 18-44: -1%55+: +21%(55-64: +47% )


44-65 Driven by : “New Customer Majority” **45% larger than 18-43; 60% larger by 2010Source: Ageless Marketing, David Wolfe & Robert Snyder


“The New Customer Majority is the only adult market with realistic prospects for significant sales growth in dozens of product lines for thousands of companies.”—David Wolfe & Robert Snyder, Ageless Marketing


Excellence opportunity4
EXCELLENCE. OPPORTUNITY. realistic prospects for significant sales growth in dozens of product lines for thousands of companies.”


Fastest growing demographic: realistic prospects for significant sales growth in dozens of product lines for thousands of companies.”Single-person Households (>50% in London, Stockholm, etc)Source: Richard Scase


Excellence opportunity5
EXCELLENCE. OPPORTUNITY. realistic prospects for significant sales growth in dozens of product lines for thousands of companies.”


Women women business owners boomers geezers single adults urban
Women. realistic prospects for significant sales growth in dozens of product lines for thousands of companies.”Women business owners.Boomers-Geezers.Single-adults (Urban)


Excellence opportunity6
EXCELLENCE. OPPORTUNITY. realistic prospects for significant sales growth in dozens of product lines for thousands of companies.”


Childhood obesity terrorism
Childhood Obesity realistic prospects for significant sales growth in dozens of product lines for thousands of companies.”> Terrorism


Quality prevention wellness chronic care childhood obesity h5n1
Quality! realistic prospects for significant sales growth in dozens of product lines for thousands of companies.”Prevention!Wellness! Chronic care!Childhood obesity!H5N1!


Wash your hands. realistic prospects for significant sales growth in dozens of product lines for thousands of companies.”Apply #50 sunscreen.Banish (TOTALLY) high fructose corn syrup.Exercise “30-7.”Breathe.Stockpile for H5N1.*(*not Tamiflu!)


Women women business owners boomers geezers single adults urban health wellness chronic care
Women. realistic prospects for significant sales growth in dozens of product lines for thousands of companies.”Women business owners.Boomers-Geezers.Single-adults (Urban)Health-Wellness-Chronic Care


Excellence value added
EXCELLENCE. VALUE ADDED. realistic prospects for significant sales growth in dozens of product lines for thousands of companies.”


$55B realistic prospects for significant sales growth in dozens of product lines for thousands of companies.”


The realistic prospects for significant sales growth in dozens of product lines for thousands of companies.”[Only?] AnswerPSF(Professional Service Firm “model”/The Organizing Principle)+Brand You(“Distinct” or “Extinct”/The Talent) +Wow! Projects (“Different” vs “Better”/The Work)


I. LAN Installation Co. realistic prospects for significant sales growth in dozens of product lines for thousands of companies.”(3%)II. Geek Squad. (30%.)III. Acquired by BestBuy.IV. Flagship of BestBuy Wholesale “Solutions” Strategy Makeover.


Excellence experience it
EXCELLENCE. EXPERIENCE IT. realistic prospects for significant sales growth in dozens of product lines for thousands of companies.”


realistic prospects for significant sales growth in dozens of product lines for thousands of companies.”Experiencesare as distinct from services as services are from goods.”—Joe Pine & Jim Gilmore, The Experience Economy: Work Is Theatre & Every Business a Stage


“The [Starbucks] Fix” Is on … realistic prospects for significant sales growth in dozens of product lines for thousands of companies.”“We have identified a ‘third place.’ And I really believe that sets us apart. The third place is that place that’s not work or home. It’s the place our customers come for refuge.”Nancy Orsolini, District Manager


C x o chief e x perience officer
C realistic prospects for significant sales growth in dozens of product lines for thousands of companies.”XO**Chief eXperience Officer


Excellence dream it
EXCELLENCE. DREAM IT. realistic prospects for significant sales growth in dozens of product lines for thousands of companies.”


DREAM realistic prospects for significant sales growth in dozens of product lines for thousands of companies.”: “A dream is a complete moment in the life of a client. Important experiences that tempt the client to commit substantial resources. The essence of the desires of the consumer. The opportunity to help clients become what they want to be.”—Gian Luigi Longinotti-Buitoni


Furniture vs. Dreams realistic prospects for significant sales growth in dozens of product lines for thousands of companies.”“We do not sell ‘furniture’ at Domain.We sell dreams.This is accomplished by addressing the half-formed needs in our customers’ heads. By uncovering these needs, we, in essence, fill in the blanks.We convert ‘needs’ into ‘dreams.’ Sales are the inevitable result.”— Judy George, Domain Home Fashions


C dm chief dream merchant
C realistic prospects for significant sales growth in dozens of product lines for thousands of companies.”DM**Chief Dream Merchant


Excellence love it
EXCELLENCE. LOVE IT. realistic prospects for significant sales growth in dozens of product lines for thousands of companies.”


Brands have run out of juice they re dead kevin roberts saatchi saatchi
realistic prospects for significant sales growth in dozens of product lines for thousands of companies.”Brands have run out of juice. They’re dead.”—Kevin Roberts/Saatchi & Saatchi


Kevin roberts lovemarks
Kevin Roberts: realistic prospects for significant sales growth in dozens of product lines for thousands of companies.”Lovemarks!


C l o chief lovemar k officer
C realistic prospects for significant sales growth in dozens of product lines for thousands of companies.”LO**Chief Lovemark Officer


Excellence the story
EXCELLENCE. THE STORY. realistic prospects for significant sales growth in dozens of product lines for thousands of companies.”


“Storytelling realistic prospects for significant sales growth in dozens of product lines for thousands of companies.”is the core of culture.”—Branded Nation: The Marketing of Megachurch, College Inc., and Museumworld, James Twitchell


C st o chief storytelling officer
C realistic prospects for significant sales growth in dozens of product lines for thousands of companies.”STO**Chief Storytelling Officer


Excellence passion
EXCELLENCE. PASSION. realistic prospects for significant sales growth in dozens of product lines for thousands of companies.”


Nothing is so contagious as enthusiasm samuel taylor coleridge
“Nothing is so contagious as enthusiasm.” realistic prospects for significant sales growth in dozens of product lines for thousands of companies.”—Samuel Taylor Coleridge


Excellence sales
EXCELLENCE. SALES. realistic prospects for significant sales growth in dozens of product lines for thousands of companies.”


. realistic prospects for significant sales growth in dozens of product lines for thousands of companies.”“Everyone lives by sellingsomething.”

– Robert Louis Stevenson


Sell sell sell
Sell realistic prospects for significant sales growth in dozens of product lines for thousands of companies.”SellSell


“TAKE THIS QUICK QUIZ: realistic prospects for significant sales growth in dozens of product lines for thousands of companies.”Who manages more things at once?Who puts more effort into their appearance?Who usually takes care of the details?Who finds it easier to meet new people?Who asks more questions in a conversation?Who is a better listener?Who has more interest in communication skills?Who is more inclined to get involved?Who encourages harmony and agreement?Who has better intuition?Who works with a longer ‘to do’ list?Who enjoys a recap to the day’s events?Who is better at keeping in touch with others?”Source: Selling Is a Woman’s Game: 15 Powerful Reasons Why Women Can Outsell Men, Nicki Joy & Susan Kane-Benson


It s alwa y s showtime david d alessandro career warfare
realistic prospects for significant sales growth in dozens of product lines for thousands of companies.”It’s always showtime.”—David D’Alessandro, Career Warfare


Excellence let us march
EXCELLENCE. LET. US. MARCH. realistic prospects for significant sales growth in dozens of product lines for thousands of companies.”


“In classical times when Cicero had finished speaking, the people said, ‘How well he spoke,’ but when Demosthenes had finished speaking, they said, ‘Let us march.’”—Adlai Stevenson


Let us march
Let us march people said, ‘How well he spoke,’ but when Demosthenes had finished speaking, they said, .


Excellence bedrock
EXCELLENCE. BEDROCK. people said, ‘How well he spoke,’ but when Demosthenes had finished speaking, they said,


Brand talent
Brand = Talent. people said, ‘How well he spoke,’ but when Demosthenes had finished speaking, they said,


Organizing Genius people said, ‘How well he spoke,’ but when Demosthenes had finished speaking, they said, / Warren Bennis and Patricia Ward Biederman“Groups become great only when everyone in them, leaders and members alike, is free to do his or her absolute best.”“The best thing a leader can do for a Great Group is to allow its members to discover their greatness.”


Leadership’s Mt Everest/Mt Excellence people said, ‘How well he spoke,’ but when Demosthenes had finished speaking, they said, “free to do his or her absolute best” … “allow its members to discover their greatness.”


Excellence individual
EXCELLENCE. INDIVIDUAL. people said, ‘How well he spoke,’ but when Demosthenes had finished speaking, they said,


There is no job that is america s god given right anymore carly fiorina hp january2004
people said, ‘How well he spoke,’ but when Demosthenes had finished speaking, they said, There is no job that is America’s God-given right anymore.”—Carly Fiorina/HP/January2004


PSF people said, ‘How well he spoke,’ but when Demosthenes had finished speaking, they said, (Professional Service Firm “model”/The Organizing Principle)+Brand You(“Distinct” or “Extinct”/The Talent) +Wow! Projects (“Different” vs “Better”/The Work)


You are the storyteller of your own life and you can create your own legend or not isabel allende
“You are the storyteller of your own life, and you can create your own legend or not.”—Isabel Allende


12january2006 happy 300 th brand you
12January2006 create your own legend or not.”Happy 300 th, Brand You!


Ye gads create your own legend or not.”: “Thomas Stanley has not only found no correlation between success in school and an ability to accumulate wealth, he’s actually found a negative correlation.‘It seems that school-related evaluations are poor predictors of economic success,’ Stanley concluded. What did predict success was a willingness to take risks. Yet the success-failure standards of most schools penalized risk takers. Most educational systems reward those who play it safe. As a result, those who do well in school find it hard to take risks later on.”—Richard Farson & Ralph Keyes, Whoever Makes the Most Mistakes Wins


Excellence action
EXCELLENCE. ACTION. create your own legend or not.”


We have a strategic plan it s called doin g thin g s herb kelleher
“We have a ‘strategic plan.’ It’s called create your own legend or not.”doing things.”— Herb Kelleher


create your own legend or not.”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


create your own legend or not.”Execution is the jobof the business leader.”—Larry Bossidy & Ram Charan/ Execution: The Discipline of Getting Things Done


6 15a m
6:15A.M. create your own legend or not.”


Work hard work smart
???????? create your own legend or not.”Work Hard > Work Smart


Excellence bedrock1
EXCELLENCE. BEDROCK. create your own legend or not.”


25 create your own legend or not.”


Excellence stretch
EXCELLENCE. STRETCH. create your own legend or not.”


The greatest danger create your own legend or not.”for most of usis not that our aim istoo highand we miss it,but that it istoo lowand we reach it.Michelangelo


Kevin Roberts’ Credo create your own legend or not.”1. Ready. Fire! Aim.2. If it ain’t broke ... Break it!3. Hire crazies.4. Ask dumb questions.5. Pursue failure.6. Lead, follow ... or get out of the way!7. Spread confusion.8. Ditch your office.9. Read odd stuff.10. Avoid moderation!


Excellence d s a
EXCELLENCE. D.S.A. create your own legend or not.”


Stream of Consciousness create your own legend or not.”Product! Content! Low t/o! Stop churn! Women! Boomers! Boomer women! Women buy!/Women lead! M-F: Nothing in common! WBOs! Singles! Health! Diversity = $$$$$! International expansion is HARD WORK [not “low hanging fruit”]! EXCELLENCE! ALWAYS! Lifetime employment = D.O.A. “Brand You” = Life! “Brand You” and Direct Sales = Marriage made in heaven! BY + PSF [Professional Services Firm] + Wow project = Winning [Only?] formula! V.A.!!!! TP [2,500 in 28] motto: Sell! Sell! Sell! LET US MARCH! [Of course it works!] Bad Rep = [Somewhat] deserved! Best STORY wins! Best EXPERIENCE wins! “Lovemark” or bust!


Excellence always2
EXCELLENCE. ALWAYS. create your own legend or not.”


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