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Turning defects into value
Turning defects into value
Turning defects into value
Turning defects into value
Turning defects into value
Turning defects into value
Turning defects into value
Turning defects into value
Turning defects into value
Turning defects into value
Turning defects into value
Turning defects into value
Turning defects into value
Turning defects into value
Turning defects into value
Turning defects into value
Turning defects into value
Turning defects into value
Turning defects into value
Turning defects into value
Turning defects into value
Turning defects into value
Turning defects into value
Turning defects into value
Turning defects into value
Turning defects into value
Turning defects into value
Turning defects into value
Turning defects into value
Turning defects into value
Turning defects into value
Turning defects into value
Turning defects into value
Turning defects into value
Turning defects into value
Turning defects into value
Turning defects into value
Turning defects into value
Turning defects into value
Turning defects into value
Turning defects into value
Turning defects into value
Turning defects into value
Turning defects into value
Turning defects into value
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Turning defects into value

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The presentation offers new “Thinking prints” to sell more of your products by intentionally introducing a defect so that their demand accelerates. A new perspective on how to place your products in …

The presentation offers new “Thinking prints” to sell more of your products by intentionally introducing a defect so that their demand accelerates. A new perspective on how to place your products in the Blue Ocean is offered.
Turn defects into values that benefit the customer and you shall be a winner.

Published in: Business, Technology
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  • An eagle flies down before it soars up. Likewise; downgrade a product before promoting it to a higher level. Your business might achieve unbelievable results this way.
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  • @AliSadeddin
    Thank you, Ali. I am glad that we share not only the first name, but also caring for customers. I value your feedback greatly.
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  • The companies that consider the values of customers always succeed. Showing that you care makes a difference and makes you earns loyalty from your customers.

    Thanks Ali for this presentation that shows with examples how the caring and honesty with customers sums and makes difference!
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  • @seuils Paul, thanks for being alert to a video that is only one week 'old'. It was uploaded soon after I had up-loaded this presentation. Yes, we are in full agreement. The mindset that turns negative into positive is what we need. Faulty product to a demanded one, poor employee performance to surprisingly outstanding performance are just two examples. Paul, I appreciate as always the quality of your comments.
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  • @Specialisterne is a company who embodies the very same 'Weak Is Strong' mindset, by deliberately 'Turning Defects Into Values' - You may enjoy their video named 'Turning Negative Traits Into Positive Characteristics': http://youtu.be/qx1K7Co51dI - And their companion presentation named 'Passion For Details': http://slidesha.re/lmUGaP - Not to mention their Management Model metaphorically named 'The Dandelion Model': http://slidesha.re/nETvjU - Both presentations available here on @SlideShare.
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  • 1. TURNING DEFECTS into Customers’ VA LU E TURNING DEFECTS into Customers’ VA LU E AwinningapproachAwinningapproach - Ali Anani, PhD -
  • 2. Again, I dedicate this presentation Paul Merino For inspiring me to try to turn something at first worthless to something of value and worthiness His comments and insights inspired me with the idea of this presentation. I am deeply grateful to Paul.
  • 3. Written materials such as ads and content may leave weak “Attention Prints” in the minds of the readers Written materials such as ads and content may leave weak “Attention Prints” in the minds of the readers
  • 4. They are like foot prints on fine sand with wind blowing Soon they shall disappear They are like foot prints on fine sand with wind blowing Soon they shall disappear
  • 5. They are like foot prints on rocks They are like foot prints on rocks strongstrong
  • 6. Let example talk Let example talk
  • 7. Source; Predatory Thinking http://www.predatorythinking.com/scratch/ Source; Predatory Thinking http://www.predatorythinking.com/scratch/ Scratch Find the Scratch Find the
  • 8. A tiny and deliberate scratch of last year stock of 1960 Renault were made and the scratches were covered with Band Aid A tiny and deliberate scratch of last year stock of 1960 Renault were made and the scratches were covered with Band Aid Scratch Find the in the Car Scratch Find the in the Car
  • 9. Scratch Find the in the Car Scratch Find the in the Car The ad read ‘IF YOU CAN SPOT THE SCRATCH ON ANY OF OUR RENAULTS, WE’LL GIVE YOU $500 OFF.’ The ad read ‘IF YOU CAN SPOT THE SCRATCH ON ANY OF OUR RENAULTS, WE’LL GIVE YOU $500 OFF.’
  • 10. Scratch Find the in the Car Scratch Find the in the Car The result was The Renaults sold out before close of business on the first day The result was The Renaults sold out before close of business on the first day
  • 11. theonion Peeling ofthead’ssuccess theonion Peeling ofthead’ssuccess Peeling theoniontheoniontheoniontheonion PeelingPeelingPeeling
  • 12. evokesmanyvalues The scratch idea andpeelsofftheircover evokesmanyvalues The scratch idea andpeelsofftheircover
  • 13. IF YOU CAN SPOT THE SCRATCH ON ANY OF OUR RENAULTS, WE’LL GIVE YOU $500 OFF.’ Valuesof curiosity, discovery, challenge and revealing of unseen deficits IF YOU CAN SPOT THE SCRATCH ON ANY OF OUR RENAULTS, WE’LL GIVE YOU $500 OFF.’ Valuesof curiosity, discovery, challenge and revealing of unseen deficits 1 2 3 4 DirectValues
  • 14. IF YOU CAN SPOT THE SCRATCH ON ANY OF OUR RENAULTS, WE’LL GIVE YOU $500 OFF.’ Valuesof courage, trust, reliance, courage to admit pitfalls, appreciation of admitting pitfalls, truth revealing, fairness to the customer and acknowledgement of customers’ right to know IF YOU CAN SPOT THE SCRATCH ON ANY OF OUR RENAULTS, WE’LL GIVE YOU $500 OFF.’ Valuesof courage, trust, reliance, courage to admit pitfalls, appreciation of admitting pitfalls, truth revealing, fairness to the customer and acknowledgement of customers’ right to know IndirectValue 1 2 3 4 5 67 8
  • 15. Itisnotascratch ofthepocketof It is not a scratch of the paint of a car thecustomer Itisnotascratch ofthepocketof It is not a scratch of the paint of a car thecustomer
  • 16. Valueshaveabutterfly effectingenerating It is the values of revealing the scratch morevaluesofhigherlevel Valueshaveabutterfly effectingenerating It is the values of revealing the scratch morevaluesofhigherlevel
  • 17. ifthefirstsiptastes greatso The scratch that tells you willthebottle ifthefirstsiptastes greatso The scratch that tells you willthebottle
  • 18. adropofhoney thatcatches The scratch acting like manycustomers adropofhoney thatcatches The scratch acting like manycustomers
  • 19. A Scratch in the Suit A Scratch in the Suit
  • 20. (Alivingmemory footprintsince the80s) A Scratch in the Suit (Alivingmemory footprintsince the80s) A Scratch in the Suit
  • 21. (Alivingmemory footprintsince the80s) A Scratch in the Suit (Alivingmemory footprintsince the80s) A Scratch in the Suit Burton (UK) offered suits for sale and a generous one, too Burton (UK) offered suits for sale and a generous one, too
  • 22. (Alivingmemory footprintsince the80s) A Scratch in the Suit (Alivingmemory footprintsince the80s) A Scratch in the Suit I walked in and bought two suits and left the store happily But there was a surprise I walked in and bought two suits and left the store happily But there was a surprise
  • 23. (Alivingmemory footprintsince the80s) A Scratch in the Suit (Alivingmemory footprintsince the80s) A Scratch in the Suit Soon after I had left the store, somebody was chasing me and shouting: sir, please come back (The man pointed to me) Soon after I had left the store, somebody was chasing me and shouting: sir, please come back (The man pointed to me)
  • 24. (Alivingmemory footprintsince the80s) A Scratch in the Suit (Alivingmemory footprintsince the80s) A Scratch in the Suit Doubts percolated in my mind Doubts percolated in my mind
  • 25. (Alivingmemory footprintsince the80s) A Scratch in the Suit (Alivingmemory footprintsince the80s) A Scratch in the Suit As we walked in the store, the manager welcomed me and apologized As we walked in the store, the manager welcomed me and apologized
  • 26. (Alivingmemory footprintsince the80s) A Scratch in the Suit (Alivingmemory footprintsince the80s) A Scratch in the Suit Sir, we sold you mistakenly a suit with a default Sir, we sold you mistakenly a suit with a default
  • 27. (Alivingmemory footprintsince the80s) A Scratch in the Suit (Alivingmemory footprintsince the80s) A Scratch in the Suit Being surprised, I asked the manager Where is the default? Being surprised, I asked the manager Where is the default?
  • 28. (Alivingmemory footprintsince the80s) A Scratch in the Suit (Alivingmemory footprintsince the80s) A Scratch in the Suit He pointed to a stitch that I would have never found out This time it was a scratch but without band Aid He pointed to a stitch that I would have never found out This time it was a scratch but without band Aid
  • 29. (Alivingmemory footprintsince the80s) A Scratch in the Suit (Alivingmemory footprintsince the80s) A Scratch in the Suit The store discounted the price hugely The store discounted the price hugely
  • 30. (Alivingmemory footprintsince the80s) A Scratch in the Suit (Alivingmemory footprintsince the80s) A Scratch in the Suit It was not only a small defect; It was a great score for the store It was not only a small defect; It was a great score for the store
  • 31. (Alivingmemory footprintsince the80s) A Scratch in the Suit (Alivingmemory footprintsince the80s) A Scratch in the Suit Not only I am still a loyal customer to the store; but also think highly of it Not only I am still a loyal customer to the store; but also think highly of it
  • 32. (Alivingmemory footprintsince the80s) A Scratch in the Suit (Alivingmemory footprintsince the80s) A Scratch in the Suit This is creativity in turning an unnoticed scratch into huge benefits and delights to the customer This is creativity in turning an unnoticed scratch into huge benefits and delights to the customer This is creativity in turning an unnoticed scratch into huge benefits and delights to the customer
  • 33. A Third Example: Miswaak in the toothpaste A Third Example: Miswaak in the toothpaste
  • 34. Miswaak is highly desired among Moslems because it has religious significance Miswaak is highly desired among Moslems because it has religious significance
  • 35. Miswaak is used to rub the teeth to clean them leaving behind a lovely fragrance in the mouth Miswaak is used to rub the teeth to clean them leaving behind a lovely fragrance in the mouth
  • 36. A company extracted the fragrant material and added it to the toothpaste in small amounts A company extracted the fragrant material and added it to the toothpaste in small amounts
  • 37. right away People accepted theproduct right away People accepted theproduct
  • 38. It enhanced social acceptance of the users A main reason is that it satisfied their religious values. Itaddedsenseofhygiene It enhanced social acceptance of the users A main reason is that it satisfied their religious values. Itaddedsenseofhygiene
  • 39. “talk to” the values of the customer The lesson is Addsmallamountsof additivesthat “talk to” the values of the customer The lesson is Addsmallamountsof additivesthat
  • 40. Blue Ocean Strategy (BOS) suggests taking your product into uncongested space Blue Ocean Strategy (BOS) suggests taking your product into uncongested space
  • 41. This presentation suggests a new approach This presentation suggests a new approach
  • 42. Move values to new space before moving your product Take your product to the space where the customers meet their values. Add humanvaluesto yourofferingsrather thanphysicalattributes. Move values to new space before moving your product Take your product to the space where the customers meet their values. Add humanvaluesto yourofferingsrather thanphysicalattributes.
  • 43. It is time to scratch yourhead It is time to scratch yourhead
  • 44. Eagles descend to flowhigher Eagles descend to flowhigher
  • 45. Devaluate your product, your service to go higherandtooccupy uncongestedspace Devaluate your product, your service to go higherandtooccupy uncongestedspace

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