... Why Women Can Outsell Men, Nicki Joy & Susan Kane-Benso

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Distinct or ExtinctTom Peters
Seminar2000Financial Service Corporation2000
National Education Business ConferenceAtlanta
05 October 2000
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Summer 2000 KOA wires up!
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When Mike Charles gets lonely, who does he talk
to
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Mike Charles. Stanford history prof. Whirlpool
fridge. Out of 2 milk. Tap keypad on door.
Webvan delivers in hours. Next, he sends his
washer an email Source Business Week (09.00)
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N.W.O./Auto Mirror per Gentex Portal for
Wireless, Internet, Navigation, Etc.Cell
phones, Voice mail, email, Internet access
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NOW THATS B-I-G!The period 2000-2002 will
bring the single greatest change in worldwide
economic and business conditions since we came
down from the trees.David Schneider Grady
Means, MetaCapitalism
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Part I Brand InsidePart II Brand OutsidePart
III Brand Leadership
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Forces _at_ Work IThe Destruction Imperative!
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Forget gt LearnThe problem is
never how to get new, innovative thoughts into
your mind, but how to get old ones out.
Dee Hock
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The New Ge WayDYB.com
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Brand InsideBrand Organization Lean, Linked,
Electronic Malleable
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And Now the Equivalent White Collar
Revolution!
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ProgressiveWe dont sell insurance anymore. We
sell speed. Peter LewisDigital cameras,
wireless Net links, etc. SOME CLAIMS PAID WITHIN
20 MINUTES!Source Business Week (09.00)
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Advance ParadigmData on 165,000,000
prescriptions per year docs and insurers have
access to recordsReduces med errors saves
2.88 per scrip prescribing errors docs save
14,000 per year in review timeRev in 99 2B
477M in 98Source Business Week (09.00)
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Brand InsideBrand Talent The Great War for
Talent
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When land was the scarce resource, nations
battled over it. The same is happening now for
talented people.Stan Davis Christopher
Meyer, futureWEALTH
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Home Depot 7 new growth initiatives (20B to
100B in 5-7 years)Arthur Blank BEST PERSON IN
THE WORLD TO HEAD EACH INITIATIVEE.g. COO of
IKEA to head international expansionEd
Michaels, War for Talent (05.17.00)
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We believe companies can increase their market
cap 50 percent in 3 years. Steve Macadam at
Georgia Pacific changed 20 of his 40 box plant
managers to put more talented, higher paid
managers in charge. He increased profitability
from 25 million to 80 million in 2 years.Ed
Michaels, War for Talent (05.17.00)
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Women and new-economy management
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The New Economy Shout goodbye to command and
control!Shout goodbye to hierarchy!Shout
goodbye to knowing ones place!
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Womens Stuff New Economy MatchImprov
skillsRelationship-centricLess rank
consciousnessSelf determinedTrust sensitive
IntuitiveNatural empowerment freaks less
threatened by strong peopleIntrinsic
motivation gt Extrinsic
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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 days
events? Who is better at keeping in touch
with others?Source Selling Is a Womans Game
15 Powerful Reasons Why Women Can Outsell Men,
Nicki Joy Susan Kane-Benson
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Its Girls, Stupid!1996 8.4M women, 6.7M men
in college (est 9.2 to 6.9 in 2007) more women
than men in high-level math and science
coursesMore girls in student govt., honor
societies girls read more books, outperform boys
in artistic and musical ability, study abroad in
higher numbersBoys do rule crime, alcohol,
drugs, failure to do homework (41)Source The
Atlantic Monthly (May2000)
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The Cracked Ones Let in the LightOur business
needs a massive transfusion of talent, and
talent, I believe, is most likely to be found
among non-conformists, dissenters and
rebels.David Ogilvy
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Axiom Never hire anyone without an aberration
in their background. (Find the One Ton Cookie
Man!)
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Part I Brand InsidePart II Brand OutsidePart
III Brand Leadership
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Brand OutsideThe Death Knell for Ordinary
Pursuing Difference!
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In the Beginning The audit has become a
commodity.Big 5 audit partner to TP
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The surplus society has a surplus of similar
companies, employing similar people, with similar
educational backgrounds, working in similar jobs,
coming up with similar ideas, producing similar
things, with similar prices and similar
quality.Kjell Nordstrom and Jonas
Ridderstrale, Funky Business
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Brand OutsideStrategy 1Use E-Commerce to
Re-invent Everything!
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OVERVIEW
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www.cyveillance.com08.30.2000/1221AM2,461,9
40,629
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www.cyveillance.com10.05.2000/0506AM2,726,4
31,407
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36 days, 4 hours, 10 minutes 264,490,778
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Tomorrow Today Cisco!90 of 20B
(50M/day)75 mfg. outsourced 50 of orders
routed to supplier who ships directGross
margin 65 Net margin 28Savings in service
and support from customer self-management 500M
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Enron 400B in annual on-line trading
transactions. 50 total bus. Much stimulated by
the Web per se.Schwab 25B per week in asset
transactions 80 of trades Transition to
e.Schwab Rev. fell, then quickly doubled
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COMMUNITY SERVICES!/ CUSTOMER CONTROL!
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Tomorrow Today Cisco!90 of 20B save
550MC.Sat e gtgt C.Sat HCustomer Engineer
Chat Rooms/Collaborative Design (1B free
consulting) (45,000 customer problems a week
solved via customer collaboration)
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Welcome to D.I.Y. Nation!Changes in business
processes will emphasize self service. Your costs
as a business go down and perceived service goes
up because customers are conducting it
themselves. Ray Lane, Oracle
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Psych 101 Strongest Force on Earth?My need to
be in perceived control of my universe!
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Anne Busquet/ American ExpressNot Age of the
InternetIs Age of Customer Control
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I Can Immediately Shop for 1,000,000 homes or
1.95 office supplies, at best price and with
best advisorsManage all my financial
dealingsWork with my doc, or worlds best
medical experts, or humble support groups, on any
health issueRecruit talent to help me with any
projectDevelop documents collaboratively, with
anyoneShare my ideas with the worldChat with
anyone, anywhereResearch anythingTake a course
on any topic, from cooking to softwareStay in
touch with my 90 year old momPlay a gajillion
games to while away the time
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Shop in your UnderwearSource SMd logo for
www.ae.comae American Eagle Outfitters
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The Web enables total transparency. People with
access to relevant information are beginning to
challenge any type of authority. The stupid,
loyal and humble customer, employee, patient or
citizen is dead.Kjell Nordstrom and Jonas
Ridderstrale, Funky Business
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Amen!The Age of the Never Satisfied
CustomerRegis McKenna
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SUMMARY REINVENT EVERYTHING
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WebWorld Everything Web as a way to run your
business innardsWeb as connector for your
entire supply-demand chain Web as spiders web
which re-conceives the industryWeb/B2B as
ultimate wake-up call to commodity
producersWeb as the scourge of slack,
inefficiency, sloth, bureaucracy, poor customer
dataWeb as an Encompassing Way of LifeWeb
Everything (P.D. to after-sales)Web forces you
to focus on what you do bestWeb as entrée, at
any size, to Worlds Best at Everything as next
door neighbor
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Banking is necessary. Banks are not.Dick
Kovacevich, Norwest/ Wells
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It is real! It is Life and Death!Dream
BIG!Start Now! Study Hard! Play Hard! Play Fast!
Go on Offense!Hire great folks! (They aint
cheap. They are young!)Dont cut corners on
infrastructure!Rem Age of the Never Satisfied
Customer!We aint seen nothin yet!
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Brand OutsideStrategy 2Women Rule!
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?????????Home Furnishings 94Vacations
92Houses 91Bank Account 89Health Care
75Etc.
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48 working wives gt 5080 checks61 bills53
stock (mutual fund boom)43 gt 500K95
financial decisions/ 29 single handed
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Women 50(!!!) of Web users 6 of 10 new
users 83 of wired women are primary decision
makers for family healthcare, finances,
education.Source Business Week Jupiter
Communications
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4.8T gt Japan9/27.5/3.6T gt Germany
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Yeow!1970 12002 50
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OPPORTUNITY NO. 1!
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Carol Gilligan/ In a Different VoiceMen Get
away from authority, familyWomen ConnectMen
Self-orientedWomen Other-orientedMen
RightsWomen Responsibilities
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FemaleThink/PopcornMen and women dont think
the same way, dont communicate the same way,
dont buy for the same reasons.He simply
wants the transaction to take place. Shes
interested in creating a relationship. Every
place women go, they make connections.
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Women and HealthcareWomen are more
dissatisfied, frustrated by the way they are
treated and spoken down to by physicians, seek
more information, are more pressed for time and
make 75 of health care decisions and control
2/3 of health care and constitute 2/3 of
health care employees.Source Patricia Braus,
Marketing Healthcare to Women
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Women and Financial AdvisorsWomen want a
plan, to be listened to, to be taken seriously,
to read about it, to think about it.Women do
not want an in-your-face sales pitchSource
Kathleen Boyle, Wheat Boyle Butcher Singer
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Women Beat Men at Art of InvestingSource
Miami Herald, reporting on a study by Profs.
Terrance Odean and Brad Barber, UC Davis (Cause
Guys are in and out of stocks more often women
choose carefully and hold on for the long term)
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Read This Book EVEolution The Eight Truths
of Marketing to WomenFaith Popcorn Lys
Marigold
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EVEolution Truth No. 1Connecting Your Female
Consumers to Each Other Connects Them to Your
Brand
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The Connection Proclivity in women starts
early. When asked, How was school today? a girl
usually tells her mother every detail of what
happened, while a boy might grunt, Fine.
EVEolution
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Weight Watchers International ModelWhat if
ExxonMobil or Shell dipped into their credit card
database to help commuting women interview and
make a choice of car pool partners?What if
American Express made a concerted effort to
connect up female empty-nesters through on-line
and off-line programs, geared to help women
re-enter the workforce with todays
skills?EVEolution
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The New New Jiffy LubeIn the male mold, Jiffy
Lube was going all out to deliver quick,
efficient service. But, in the female mold, women
were being turned off by the lets get it fixed
fast, no conversation required experience.New
JL Control over her environment. Comfort in the
service setting. Trust that her car is being
serviced properly. Respect for her intelligence
and ability.EVEolution
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What kind of car does Mommy want?
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I didnt know company were giving company cars
to secretaries.Source UK financial services
CEO, 12/99
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THIS JUST MIGHT BE THE BIGGEST THING IN THIS
SEMINAR. PLEASE THINK ABOUT IT!
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27 March 2000 email to TP from Shelley Rae
Norbeck I make 1/3rd more money than my
husband does. I have as much financial pull in
the relationship as he does. Id say this is also
true of most of my women friends. Someone should
wake up, smell the coffee and kiss our asses long
enough to sell us something! We have money to
spend and nobody wants it!
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Part I Brand InsidePart II Brand OutsidePart
III Brand Leadership
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Brand LeadershipPassion Rules!
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Create a Cause, not a business. Gary Hamel,
Fortune (06.00), on re-inventing a company
(Exemplar 1 Charles Schwab)
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MessagesFSCDYB.comDeath Knell for
Ordinary!Seek Top Talent! Embrace the
Internet Revolution! D.I.Y. /Age of the Never
Satisfied Customer!Its Women, Stupid!