EXCELLENCE. ALWAYS. tom peters.DSA.Boca Raton

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

Bonus: The Irreducible209/ The Sales122

Life

“ 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

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

Sam’s Secret #1!

EXCELLENCE.

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

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

EXCELLENCE. THE WORD.

Synonyms Purity Transcendence Virtue Elegance Majesty Antonyms Mediocrity

ExIn*: /Forbes.com DJIA : $10,000 yields $85,000 EI : $10,000 yields $140,050 * Excellence Index /Basket of 32 publicly traded stocks

EXCELLENCE. ALWAYS.

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

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.

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 Personal Development- Growth Experience.

Business: The Ultimate Transcendent Service Opportunity.

EXCELLENCE. WANTING.

This is not a “mature category.”

This is an “ undistinguished category.”

EXCELLENCE! ALWAYS!

$798

$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.

“It’s simple, really, Tom. Hire for s, and, above all, promote for s.” —Starbucks middle manager/field

Donnelly’s Weatherstrip Service Weymouth MA

EXCELLENCE. WANTING.

???????? 6/44

P&G

EXCELLENCE. FOUND.

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

“AS LEADERS, WOMEN RULE: New Studies find that female managers outshine their male counterparts in almost every measure.” —Title, Special Report/BusinessWeek

EXCELLENCE. OPPORTUNITY.

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

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 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.

2.6 vs. 21

EXCELLENCE. OPPORTUNITY.

10.6

EXCELLENCE. OPPORTUNITY.

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

EXCELLENCE. OPPORTUNITY.

Stats 18-44: -1% 55+: +21% (55-64: +47% )

44-65: “New Customer Majority” * *45% larger than 18-43; 60% larger by 2010 Source: 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. OPPORTUNITY.

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

EXCELLENCE. OPPORTUNITY.

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

EXCELLENCE. OPPORTUNITY.

Childhood Obesity > Terrorism

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

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

EXCELLENCE. VALUE ADDED.

$55B

The [Only?] Answer PSF (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. (3%) II. Geek Squad. (30%.) III. Acquired by BestBuy. IV. Flagship of BestBuy Wholesale “Solutions” Strategy Makeover.

EXCELLENCE. EXPERIENCE IT.

“ 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

“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

EXCELLENCE. DREAM IT.

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

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

EXCELLENCE. LOVE IT.

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

Kevin Roberts: Lovemarks !

C L O* *Chief Lovemar k Officer

EXCELLENCE. THE STORY.

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

C ST O* *Chief Storytelling Officer

EXCELLENCE. PASSION.

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

EXCELLENCE. SALES.

. “Everyone lives by selling something.” – Robert Louis Stevenson

Sell Sell Sell

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

EXCELLENCE. LET. US. MARCH.

“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.

EXCELLENCE. BEDROCK.

Brand = Talent.

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.”

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

EXCELLENCE. INDIVIDUAL.

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

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

12January2006 Happy 300 th, Brand You!

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.

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

“ 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

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

6:15A.M.

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

EXCELLENCE. BEDROCK.

25

EXCELLENCE. STRETCH.

The greatest danger for most of us is not that our aim is too high and we miss it, but that it is too low and we reach it. Michelangelo

Kevin Roberts’ Credo 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.

Stream of Consciousness 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. ALWAYS.