Tom Peters original file at http://www.tompeters.com/slides/content.php

1. NEW ZEALAND 2007

2. Ho hum: three weeks in New Zealand … Pfizer Ford Gap Chrysler Yahoo ??? ???

3. “ I am often asked by would-be entrepreneurs seeking escape from life within huge corporate structures, ‘How do I build a small firm for myself?’ The answer seems obvious : Buy a very large one and just wait .” —Paul Ormerod, Why Most Things Fail: Evolution, Extinction and Economics

4. The last word: There is no last word.

5. Flat as a Pancake (Or Worse) Wal*Mart … Dell … Intel … Home Depot … Microsoft … GE

6. “ It is not the strongest of the species that survives, nor the most intelligent, but the one most responsive to change .” —Charles Darwin

7. Tom Peters’ X25* EXCELLENCE. ALWAYS. The VNU Fine Jewelry CEO Summit Atlanta/21 February 2007 * In Search of Excellence 1982-2007

8. $798

9. 7X. 730A-800P. F12A . * * ’93-’03/10 yr annual return: CB: 29%; WM: 17%; HD: 16%. Mkt Cap: 48% p.a.

10. Jim’s Group

11. “ Why in the world did you go to S iberia ?”

12. Excellence1982: The Bedrock “Eight Basics” 1. A Bias for Action 2. Close to the Customer 3. Autonomy and Entrepreneurship 4. Productivity Through Peo p le 5. Hands On , Value-Driven 6. Stick to the Knitting 7. Simple Form, Lean Staff 8. Simultaneous Loose-Tight Properties”

13. Enter p rise * ** (*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

14. EXCELLENCE. INNOVATE. OR DIE.

15. try it. Try it. Try it. Try it. Try it. Try it. Try it. Try it. Screw it up. Try it. Try it. Try it. Try it. Try it. Try it. Try it. Screw it up. it. Try it. Try it. try it. Try it. Screw it up. Try it. Try it. Try it.

16. do things.

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

18. drill.

19. “ 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

20. Screw. things. Up.

21. Sam’s Secret #1!

22. “ Reward excellent failures. Punish mediocre successes.” Phil Daniels, Sydney exec

23. try. Miss. try.

24. READY. FIRE! AIM. Ross Perot (vs “ Aim! Aim! Aim!” /EDS vs GM/1985)

25. “ You miss 100 % of the shots you never take.” —Wayne Gretzky

26. EXCELLENCE 4/40 DECENTRALIZATION. EXECUTION. ACCOUTABILITY. 6 :15A.M.

27. The Value-added Ladder/ MEMORABLE CONNECTION Spellbinding Experiences Services Goods Raw Materials

28. “ 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

29. Experience: “Rebel Lifestyle!” “What we sell is the ability for a 43-year-old accountant to dress in black leather, ride through small towns and have people be afraid of him.” Harley exec, quoted in Results-Based Leadership

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

31. “ Courtesies of a small and trivial character are the ones which strike deepest in the grateful and appreciating heart.” —Henry Clay

32. The Value-added Ladder/ EMOTION Dreams Come True Spellbinding Experiences Services Goods Raw Materials

33. The Marketing of Dreams (Dreamketing) Dreamketing : Touching the clients’ dreams. Dreamketing : The art of telling stories and entertaining. Dreamketing : Promote the dream, not the product. Dreamketing : Build the brand around the main dream. Dreamketing : Build the “buzz,” the “hype,” the “cult.” Source: Gian Luigi Longinotti-Buitoni

34. C DM * *Chief Dream Merchant

35. The Value-added Ladder/ ECSTASY Lovemark Dreams Come True Spellbinding Experiences Services Goods Raw Materials

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

38. Brand …………………………………………………. Lovemark Recognized by consumers ………………. Loved by People Generic ………………………………………………… Personal Presents a narrative ………………….. Creates a Love story The promise of quality ……………… A touch of Sensuality Symbolic ………………………………………………….. Iconic Defined ………………………………………………….. Infused Statement ………………………………………………….. Story Defined attributes ……………………... Wrapped in Mystery Values ………………………………………………………. Spirit Professional …………………………... Passionately Creative Advertising agency ………………………….. Ideas company Source: Kevin Roberts, Lovemarks

39. C L O * *Chief Lovemar k Officer

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

41. “ Women don’t buy brands. They join them .” EVEolution

42. Selling to men: The TRANSACTION Model Selling to Women: The RELATIONAL Model Source: Selling to Men, Selling to Women , Jeffery Tobias Halter

43. The Perfect Answer Jill and Jack buy slacks in black…

45. 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.

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

47. Internet users: 60% * *“manage their lives and the lives of their families” —Kelley Mooney, president, Resource Interactive Source: Fara Warner, The Power of the Purse

48. “ Forget China , India and the Internet : Economic Growth Is Driven by Women .” —Headline, Economist , April 15, 2006, Leader, page 14

49. 10 UNASSAILABLE REASONS WOMEN RULE Women make [all] the financial decisions. Women control [all] the wealth. Women [substantially] outlive men. Women start most of the new businesses. Women’s work force participation rates have soared worldwide. Women are closing in on “same pay for same job.” Women are penetrating senior ranks rapidly [even if the pace is slow for the corner office per se]. Women’s leadership strengths are exceptionally well aligned with new organizational effectiveness & value-added imperatives. Women are better salespersons than men. Women buy [almost] everything—commercial as well as consumer goods. So what exactly is … the point of men ?

50. 7/31 6/32

51. “ The Bottleneck Is at the Top of the Bottle” “Where are you likely to find people with the least diversity of experience, the largest investment in the past, and the greatest reverence for industry dogma: At the to p!” — Gary Hamel/ Harvard Business Review

52. !!!!!!!!!!!!!!!!! “ People turning 50 today have more than half of their adult life ahead of them.” —Bill Novelli, 50+: Igniting a Revolution to Reinvent America

53. EXCELLENCE. BEDROCK. LEADERSHIP. The 9Ps.

54. PURPOSE . PASSION . Potential . Presence . Personal . PERSISTENCE . PEOPLE . Potent . Positive .

55. PURPOSE . PASSION . Potential . Presence . Personal . PERSISTENCE . PEOPLE . Potent . Positive .

56. “ People want to be part of something larger than themselves . They want to be part of something they’re really proud of, that they’ll fight for , sacrifice for , trust .” — Howard Schultz, Starbucks ( IBD /09.05)

57. PURPOSE . PASSION . Potential . Presence . Personal . PERSISTENCE . PEOPLE . Potent . Positive .

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

59. PURPOSE . PASSION . Potential . Presence . Personal . PERSISTENCE . PEOPLE . Potent . Positive .

60. “ The role of the Director is to create a space where the actors and actresses can become more than they’ve ever been before, more than they’ve dreamed of being .” —Robert Altman, Oscar acceptance speech

61. Servant Leadership /Robert Greenleaf 1. Do those served grow as persons? 2. Do they, while being served, become healthier, wiser, freer, more autonomous, more likely themselves to become servants?

62. PURPOSE . PASSION . Potential . Presence . Personal . PERSISTENCE . PEOPLE . Potent . Positive .

63. 25

64. PURPOSE . PASSION . Potential . Presence . Personal . PERSISTENCE . PEOPLE . Potent . Positive .

65. “ The First step in a ‘dramatic’ ‘organizational change program’ is obvious— dramatic personal change !” —RG

66. “ You must be the change you wish to see in the world.” Gandhi

67. PURPOSE . PASSION . Potential . Presence . Personal . PERSISTENCE . PEOPLE . Potent . Positive .

68. Relentless : “One of my superstitions had always been when I started to go anywhere or to do anything, not to turn back , or stop, until the thing intended was accomplished.” —Grant

69. "Life is not a journey to the grave with the intention of arriving safely in one pretty and well preserved piece, but to skid across the line broadside, thoroughly used up, worn out, leaking oil, shouting ‘ GERONIMO!’ ” — Bill McKenna, professional motorcycle racer ( Cycle magazine)

70. PURPOSE . PASSION . Potential . Presence . Personal . PERSISTENCE . PEOPLE . Potent . Positive .

71. “ Leaders ‘ do ’ people. Period.” —Anon.

72. “ Leaders ‘ SERVE ’ people. Period.” —Anon.

73. Brand = Talent.

74. PURPOSE . PASSION . Potential . Presence . Personal . PERSISTENCE . PEOPLE . Potent . Positive .

75. 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 !

76. PURPOSE . PASSION . Potential . Presence . Personal . PERSISTENCE . PEOPLE . Potent . Positive .

77. 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

78. On NELSON: “[other] admirals more frightened of losing than anxious to win”

79. EX CELLE ALW AYS .