1. 1 Convincing Corporate Clients Your Service is a ‛Must Have’! www.IITTI.org

2. 2 Outline ● I. Zappos Shoes ● II. Embraer Aircraft Examples Q/A Why Image is a ‛Must Have’

3. 3 www.IITTI.org Solve biggest headache Help companies:

4. 4 www.IITTI.org What is the No. 1 issue? Companies:

5. 5 www.IITTI.org Technology?

6. 6 www.IITTI.org

7. 7 Marketing?

8. 8 www.IITTI.org

9. 9 Talents CEOs say:

10. 10 www.IITTI.org Talents? How to attract:

11. 11 www.IITTI.org Foosball lounge will do?

12. 12 www.IITTI.org Company Culture Best companies tell you:

13. 13 www.IITTI.org Intangible! But:

14. 14 www.IITTI.org Intangible! Translation: Hard to Measure!

15. 15 www.IITTI.org Intangible! Translation: Hard to Measure! Hard to Implement!

16. 16 www.IITTI.org What is the ROI?! Translation:

17. 17 www.IITTI.org

18. 18 www.IITTI.org

19. 19 www.IITTI.org

20. 20 www.IITTI.org

21. 21 www.IITTI.org

22. 22 www.IITTI.org Company Culture Again, best companies tell you:

23. 23 www.IITTI.org Company Culture? What is:

24. 24 www.IITTI.org Company Culture? What is: Habit

25. 25 www.IITTI.org Company Culture? What is: Habit Soft Skills

26. 26 www.IITTI.org Soft Skills Hard to do!

27. 27 www.IITTI.org Soft Skills Hard to do! Take a long time!

28. 28 www.IITTI.org Soft Skills Hard to do! Take a long time! Hard to measure!

29. 29 www.IITTI.org Measure soft skills by:

30. 30 www.IITTI.org Measure soft skills by: Why?

31. 31 www.IITTI.org “What can't be measured won't be done!” Measure soft skills by:

32. 32 www.IITTI.org Independent, unbiased Measure soft skills by:

33. 33 www.IITTI.org How to tell the CEO?

34. 34 www.IITTI.org Soft Skills is like...

35. 35 www.IITTI.org Soft Skills is like... Foot race!

36. 36 www.IITTI.org The earlier you start, the earlier you'll get there! Soft Skills is like...

37. 37 www.IITTI.org How?

38. 38 www.IITTI.org Not just 3-day, How about 3 months?!

39. 39 www.IITTI.org Not just 3-day, How about 3 months?! Or longer?!

40. 40 www.IITTI.org

41. 41 www.IITTI.org 3 days too short to show REAL results!

42. 42 www.IITTI.org 7 weeks to train new hires! How about?

43. 43 www.IITTI.org Paid them to go away! If bad culture fit?

44. 44 www.IITTI.org

45. 45 www.IITTI.org - Fortune 50 "Best Company to Work For"

46. 46 www.IITTI.org - Fortune 50 "Best Company to Work For" - Zero to US$1 billion in 10 years

47. 47 www.IITTI.org - Fortune 50 "Best Company to Work For" - Zero to US$1 billion in 10 years - bought by Amazon

48. 48 www.IITTI.org How?

49. 49 www.IITTI.org How? - 7 weeks of culture training

50. 50 www.IITTI.org How? - 7 weeks of culture training - pay misfits to go away

51. 51 www.IITTI.org How? - 7 weeks of culture training - pay misfits to go away - 3 focus on investment: (1) customer service (2) company culture (3) employee training

52. 52 www.IITTI.org http://www.IITTI.org/forSchools/research.htm#Zappos_Video1 More on the web...

53. 53 www.IITTI.org Blow you away!

54. 1969 Brazil 54 www.IITTI.org

55. 55 www.IITTI.org

56. 56 www.IITTI.org

57. 57 An agricultural country www.IITTI.org

58. 58 They have one ambition www.IITTI.org

59. 59...build an international aircraft company www.IITTI.org

60. 60 1969 First airplane www.IITTI.org

61. 61 1969 Embraer EMB 110P1 www.IITTI.org

62. 62 World paid little attention www.IITTI.org

63. 63 But 1975 after analysis www.IITTI.org

64. 64 But 1975 after analysis Problem wasn't quality! www.IITTI.org

65. 65 But lack of confidence! www.IITTI.org

66. 66 Image was all wrong! www.IITTI.org

67. 67 Canada's Bombardier was totally different! www.IITTI.org

68. 68 1994 Embraer privatized www.IITTI.org

69. 69 Formed image team www.IITTI.org

70. 70 One person at a time! www.IITTI.org

71. 71 Long term effort! www.IITTI.org

72. 72 Train all Embraer people www.IITTI.org

73. 73 I meant ALL Embraer people www.IITTI.org

74. 74 Across-the-board www.IITTI.org

75. 75 Awareness of international image www.IITTI.org

76. 76 2000 Embraer went public (IPO) www.IITTI.org

77. 77 Continuous training www.IITTI.org

78. 78 Culture = Brand www.IITTI.org

79. 79 Connect internationally www.IITTI.org

80. 80 Based on international standards www.IITTI.org

81. 81 Connect emotionally www.IITTI.org

82. 82 Japan Sales go up! www.IITTI.org

83. 83 Japan Italy Sales go up! www.IITTI.org

84. 84 USA Japan Italy Sales go up! www.IITTI.org

85. 85 Image creates wealth www.IITTI.org

86. 86 www.IITTI.org Jane Seaman, President of AICI, talks about IITTI