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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


Excellence always tom peters dsa boca raton 060506

Life


Excellence always tom peters dsa boca raton 060506

“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


Excellence always tom peters dsa boca raton 060506

“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


Excellence always tom peters dsa boca raton 060506

“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.


Excellence always tom peters dsa boca raton 060506

Life


Excellence always tom peters dsa boca raton 060506

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


Excellence always tom peters dsa boca raton 060506

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


Sam s secret 1

Sam’s Secret #1!


Excellence

EXCELLENCE.


P p e e r r e

P.P.E.E.R.R.E.


P eople p roduct e xecution e nthusiasm r elentless r e invent e xcellence

People.Product.Execution.Enthusiasm.Relentless.Re-invent.Excellence.


Excellence the word

EXCELLENCE. THE WORD.


S y non y ms purity transcendence virtue elegance majesty anton y ms mediocrity

SynonymsPurityTranscendenceVirtueEleganceMajestyAntonymsMediocrity


Excellence always tom peters dsa boca raton 060506

ExIn*: 1982-2002/Forbes.comDJIA: $10,000 yields $85,000EI: $10,000 yields $140,050*Excellence Index/Basket of 32 publicly traded stocks


Excellence always

EXCELLENCE. ALWAYS.


Why in the world did you go to s iberia

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


Excellence always tom peters dsa boca raton 060506

The Peters 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.


Excellence always tom peters dsa boca raton 060506

Business* ** (*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:The Ultimate Creative Endeavor.


Business the ultimate personal development growth experience

Business:The Ultimate Personal Development-Growth Experience.


Business the ultimate transcendent service opportunity

Business:The Ultimate Transcendent Service Opportunity.


Excellence wanting

EXCELLENCE. WANTING.


This is not a mature category

This is not a “mature category.”


This is an un distinguished category

This is an “undistinguishedcategory.”


Excellence always1

EXCELLENCE! ALWAYS!


Excellence always tom peters dsa boca raton 060506

$798


415 sqft wal mart 798 sqft whole foods

$415/SqFt/Wal*Mart$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.**’93-’03/10 yr annual return: CB: 29%; WM: 17%; HD: 16%. Mkt Cap: 48% p.a.


Excellence always tom peters dsa boca raton 060506


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s, and, aboveall, promote fors.”—Starbucks middle manager/field


Donnelly s weatherstrip service weymouth ma

Donnelly’s Weatherstrip ServiceWeymouth MA


Excellence wanting1

EXCELLENCE. WANTING.


Excellence always tom peters dsa boca raton 060506

????????6/44


Excellence always tom peters dsa boca raton 060506

P&G


Excellence found

EXCELLENCE. FOUND.


Excellence always tom peters dsa boca raton 060506

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


Excellence always tom peters dsa boca raton 060506

“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.


Women are the majority market fara warner the power of the purse

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


Excellence always tom peters dsa boca raton 060506

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


Excellence always tom peters dsa boca raton 060506

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


2 6 vs 21

2.6vs.21


Excellence opportunity1

EXCELLENCE. OPPORTUNITY.


Excellence always tom peters dsa boca raton 060506

10.6


Excellence opportunity2

EXCELLENCE. OPPORTUNITY.


Excellence always tom peters dsa boca raton 060506

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

April 15, Leader, page 14


Excellence opportunity3

EXCELLENCE. OPPORTUNITY.


2000 2010 stats 18 44 1 55 21 55 64 47

2000-2010 Stats18-44: -1%55+: +21%(55-64: +47% )


Excellence always tom peters dsa boca raton 060506

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


Excellence always tom peters dsa boca raton 060506

“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.


Excellence always tom peters dsa boca raton 060506

Fastest growing demographic: Single-person Households (>50% in London, Stockholm, etc)Source: Richard Scase


Excellence opportunity5

EXCELLENCE. OPPORTUNITY.


Women women business owners boomers geezers single adults urban

Women.Women business owners.Boomers-Geezers.Single-adults (Urban)


Excellence opportunity6

EXCELLENCE. OPPORTUNITY.


Childhood obesity terrorism

Childhood Obesity > Terrorism


Quality prevention wellness chronic care childhood obesity h5n1

Quality!Prevention!Wellness! Chronic care!Childhood obesity!H5N1!


Excellence always tom peters dsa boca raton 060506

Wash your hands.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.Women business owners.Boomers-Geezers.Single-adults (Urban)Health-Wellness-Chronic Care


Excellence value added

EXCELLENCE. VALUE ADDED.


Excellence always tom peters dsa boca raton 060506

$55B


Excellence always tom peters dsa boca raton 060506

The [Only?] AnswerPSF(Professional Service Firm “model”/The Organizing Principle)+Brand You(“Distinct” or “Extinct”/The Talent) +Wow! Projects (“Different” vs “Better”/The Work)


Excellence always tom peters dsa boca raton 060506

I. LAN Installation Co. (3%)II. Geek Squad. (30%.)III. Acquired by BestBuy.IV. Flagship of BestBuy Wholesale “Solutions” Strategy Makeover.


Excellence experience it

EXCELLENCE. EXPERIENCE IT.


Excellence always tom peters dsa boca raton 060506

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


Excellence always tom peters dsa boca raton 060506

“The [Starbucks] Fix” Is on …“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

CXO**Chief eXperience Officer


Excellence dream it

EXCELLENCE. DREAM IT.


Excellence always tom peters dsa boca raton 060506

DREAM: “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


Excellence always tom peters dsa boca raton 060506

Furniture vs. Dreams“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

CDM**Chief Dream Merchant


Excellence love it

EXCELLENCE. LOVE IT.


Brands have run out of juice they re dead kevin roberts saatchi saatchi

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


Kevin roberts lovemarks

Kevin Roberts:Lovemarks!


C l o chief lovemar k officer

CLO**Chief Lovemark Officer


Excellence the story

EXCELLENCE. THE STORY.


Excellence always tom peters dsa boca raton 060506

“Storytelling is the core of culture.”—Branded Nation: The Marketing of Megachurch, College Inc., and Museumworld, James Twitchell


C st o chief storytelling officer

CSTO**Chief Storytelling Officer


Excellence passion

EXCELLENCE. PASSION.


Nothing is so contagious as enthusiasm samuel taylor coleridge

“Nothing is so contagious as enthusiasm.”—Samuel Taylor Coleridge


Excellence sales

EXCELLENCE. SALES.


Excellence always tom peters dsa boca raton 060506

. “Everyone lives by sellingsomething.”

– Robert Louis Stevenson


Sell sell sell

SellSellSell


Excellence always tom peters dsa boca raton 060506

“TAKE THIS QUICK QUIZ: 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

“It’s always showtime.”—David D’Alessandro, Career Warfare


Excellence let us march

EXCELLENCE. LET. US. MARCH.


Excellence always tom peters dsa boca raton 060506

“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.


Excellence bedrock

EXCELLENCE. BEDROCK.


Brand talent

Brand = Talent.


Excellence always tom peters dsa boca raton 060506

Organizing Genius / 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.”


Excellence always tom peters dsa boca raton 060506

Leadership’s Mt Everest/Mt Excellence“free to do his or her absolute best” … “allow its members to discover their greatness.”


Excellence individual

EXCELLENCE. INDIVIDUAL.


There is no job that is america s god given right anymore carly fiorina hp january2004

“There is no job that is America’s God-given right anymore.”—Carly Fiorina/HP/January2004


Excellence always tom peters dsa boca raton 060506

PSF(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

12January2006Happy 300 th, Brand You!


Excellence always tom peters dsa boca raton 060506

Ye gads: “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.


We have a strategic plan it s called doin g thin g s herb kelleher

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


Excellence always tom peters dsa boca raton 060506

“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


Excellence always tom peters dsa boca raton 060506

“Execution is the jobof the business leader.”—Larry Bossidy & Ram Charan/ Execution: The Discipline of Getting Things Done


6 15a m

6:15A.M.


Work hard work smart

????????Work Hard > Work Smart


Excellence bedrock1

EXCELLENCE. BEDROCK.


Excellence always tom peters dsa boca raton 060506

25


Excellence stretch

EXCELLENCE. STRETCH.


Excellence always tom peters dsa boca raton 060506

The greatest dangerfor most of usis not that our aim istoo highand we miss it,but that it istoo lowand we reach it.Michelangelo


Excellence always tom peters dsa boca raton 060506

Kevin Roberts’ Credo1. 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.


Excellence always tom peters dsa boca raton 060506

Stream of ConsciousnessProduct! 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.


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