1. EXCELLENCE. ALWAYS. tom peters.DSA.Boca Raton.060506

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

3. Bonus: The Irreducible209/ The Sales122

4. Life

5. “ 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

6. “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

7. “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.

8. Life

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

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

11. Sam’s Secret #1!

12. EXCELLENCE.

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

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

15. EXCELLENCE. THE WORD.

16. Synonyms Purity Transcendence Virtue Elegance Majesty Antonyms Mediocrity

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

18. EXCELLENCE. ALWAYS.

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

20. 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.

21. 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

22. Business: The Ultimate Creative Endeavor.

23. Business: The Ultimate Personal Development- Growth Experience.

24. Business: The Ultimate Transcendent Service Opportunity.

25. EXCELLENCE. WANTING.

26. This is not a “mature category.”

27. This is an “ undistinguished category.”

28. EXCELLENCE! ALWAYS!

29. $798

30. $415/SqFt/Wal*Mart $798/SqFt/Whole Foods

31. 7X. 730A- 800P. F12A.* *’93-’03/10 yr annual return: CB: 29%; WM: 17%; HD: 16%. Mkt Cap: 48% p.a.

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

34. Donnelly’s Weatherstrip Service Weymouth MA

35. EXCELLENCE. WANTING.

36. ???????? 6/44

37. P&G

38. EXCELLENCE. FOUND.

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

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

41. EXCELLENCE. OPPORTUNITY.

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

43. 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.

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

45. 2.6 vs. 21

46. EXCELLENCE. OPPORTUNITY.

47. 10.6

48. EXCELLENCE. OPPORTUNITY.

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

50. EXCELLENCE. OPPORTUNITY.

51. 2000-2010 Stats 18-44: -1% 55+: +21% (55-64: +47% )

52. 44-65: “New Customer Majority” * *45% larger than 18-43; 60% larger by 2010 Source: Ageless Marketing, David Wolfe & Robert Snyder

53. “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

54. EXCELLENCE. OPPORTUNITY.

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

56. EXCELLENCE. OPPORTUNITY.

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

58. EXCELLENCE. OPPORTUNITY.

59. Childhood Obesity > Terrorism

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

61. Wash your hands. Apply #50 sunscreen. Banish (TOTALLY) high fructose corn syrup. Exercise “30-7.” Breathe. Stockpile for H5N1.* (*not Tamiflu!)

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

63. EXCELLENCE. VALUE ADDED.

64. $55B

65. 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 )

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

67. EXCELLENCE. EXPERIENCE IT.

68. “ 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

69. “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

70. C X O* *Chief e X perience Officer

71. EXCELLENCE. DREAM IT.

72. 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

73. 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

74. C DM* *Chief Dream Merchant

75. EXCELLENCE. LOVE IT.

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

77. Kevin Roberts: Lovemarks !

82. C L O* *Chief Lovemar k Officer

83. EXCELLENCE. THE STORY.

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

85. C ST O* *Chief Storytelling Officer

86. EXCELLENCE. PASSION.

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

88. EXCELLENCE. SALES.

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

90. Sell Sell Sell

91. “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

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

93. EXCELLENCE. LET. US. MARCH.

94. “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

95. Let us march.

96. EXCELLENCE. BEDROCK.

97. Brand = Talent.

98. 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.”

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

100. EXCELLENCE. INDIVIDUAL.

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

102. PSF (Professional Service Firm “model”/The Organizing Principle ) + Brand You (“Distinct” or “Extinct”/The Talent ) + Wow! Projects (“Different” vs “Better”/The Work )

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

104. 12January2006 Happy 300 th, Brand You!

105. 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

106. EXCELLENCE. ACTION.

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

108. “ 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

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

110. 6:15A.M.

111. ???????? Work Hard > Work Smart

112. EXCELLENCE. BEDROCK.

113. 25

114. EXCELLENCE. STRETCH.

115. 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

116. 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!

117. EXCELLENCE. D.S.A.

118. 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!

119. EXCELLENCE. ALWAYS.