Two Weeks in July 2004: Not Your Father’s World!
“ China’s size does not merely enable low-cost manufacturing; it forces it.  Increasingly, it is what Chinese businesses a...
“ One Monday this spring, a forty-three-year-old salesclerk at the Home Depot in Plano, Texas, scribbled some updates onto...
“ The Ultimate Luxury Item Is Now Made in China”   —Headline/p1/ The New York Times / 07.13.2004/ Topic: Luxury Yachts mad...
“ Vaunted German Engineers Face Competition From China”   —Headline, p1/ WSJ /07.15.2004
“ JET BLUE has a secret weapon: a virtual reservations center. … Jet Blue’s 600 agents all work from home. …” Source: Ad f...
Colorado Springs :  McDonald’s call center for Drive-through (incl. electronic photo of customer) Source:  NYT /07.18.04
Business 2.0  outsources section of August 2004 issue! Source:  USA Today /07.19.2004
MinuteClinic :  “Next to the Express Checkout, Express Medical Care” Source: Headline/ NYT /07.18.04 (on MinuteClinic at T...
  Tom Peters’    Re-Imagine! Business Excellence in a Disruptive Age 07.19.2004
Slides at … tompeters.com
“ Uncertainty is the only thing to be sure of.”   —Anthony Muh, head of investment in Asia, Citigroup Asset Management   “...
“ What is it that distinguishes the thousands of years of history from what we think of as modern times? The answer goes w...
“ Unless nimble and sophisticatede risk management systems are in place, the firm will be unable to benefit from revenue g...
“ We have no future because our present is too volatile.  We have only risk management.  The spinning of the given moment’...
Harvey Mackay’s Meeting Ender: “What are the five things that could go wrong, and what would we do about each one?”
Biases.
Importance of Success Factors by Various   “Gurus”/Estimates by Tom Peters     Strategy   Systems   Passion   Execution   ...
“ 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  b...
Successful Businesses’ Dozen Truths: TP’s 30-Year Perspective 1. Insanely Great & Quirky Talent. 2. Disrespect for Traditi...
Kevin Roberts’ Credo 1. Ready. Fire! Aim. 2. If it ain’t broke ... Break it! 3. Hire crazies. 4. Ask dumb questions. 5. Pu...
Sir Richard’s Rules : Follow your passions. Keep it simple. Get the best people to help you. Re-create yourself. Play. Sou...
“ It’s no longer enough to be a ‘change agent.’ You must be a  change   insurgent —provoking, prodding, warning everyone i...
Purpose.
It is the foremost task—and responsibility— of our generation to  re-imagine our enterprises, private  and public.   —from...
“ Management has a lot to do with answers. Leadership is a function of questions. And the first question for a leader alwa...
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....
Joe J. Jones  1942 – 2003  HE  WOULDA  DONE  SOME  REALLY  COOL  STUFF  BUT …  HIS  BOSS  WOULDN’T  LET  HIM!
T. J. Peters  1942 – 2---   HE  WAS A PLAYER!
Characteristics of the “Also rans” * “Minimize risk” “Respect the chain of command” “Support the boss” “Make budget” * For...
60 – 30 = 90 – 60* *90 – 60 > 60 – 30 (??)
I. NEW BUSINESS. NEW  CONTEXT.
Montgomery Ward … Kmart … Sears … Macy’s … DEC … Wang … Compaq … Chase Manhattan … American Motors … Chrysler …  U.S. Stee...
Wal*Mart … Dell …  Microsoft … U.S.A. …
<ul><li>Re-ima g ine Ever y thin g:  All Bets Are Off. </li></ul>
Mount Madness v.2004 Perfect Storm X Corporate Mal-adaptivity
Jobs  Technology Globalization  War, Warfighting & Security
Jobs   New Technology Globalization  War, Warfighting & Security
“ In a global economy, the government cannot give anybody a guaranteed success story, but you can give people the tools to...
“ 14   MILLION  service jobs are in danger of being shipped overseas”   —The Dobbs Report/ USN&WR /11.03/re new UCB study
“ Income Confers No Immunity as Jobs Migrate”   —Headline/ USA Today /02.04
“ When I was growing up, my parents used to say to me:  ‘Finish your dinner—people in China are starving.’ I, by contrast,...
Siemens Total (’94 to ’04), 376K to 415K; Germany, 218K to 167K 6X Prague (“Today it’s Hungary, tomorrow it’ll be Lithuani...
“ One Singaporean worker   costs as much as …   3 … in Malaysia   8 … in Thailand   13 … in China   18 … in India.”   Sour...
“ Thaksinomics” (after Taksin Shinawatra, PM)/ “Bangkok Fashion City”/  “managed asset reflation”  (add to brand value of ...
“ The proper role of a healthily functioning economy is to destroy jobs and to put labor to use elsewhere. Despite this tr...
--79% of U.S. jobs in “structurally changed professions” (“permanently eliminated jobs”) (40K of 160K U.S. IBM) --“As we t...
“ There is no job that is America’s God-given right anymore.”   —Carly Fiorina/ HP/  01.08.2004
“ America, like everyone else, must get used to being a loser as well as a gainer  in the global economy. In the end, the ...
In Store:  Inter national Equality,  Intra national Inequality “The new organization of society implied by the triumph of ...
“ WHAT ARE PEOPLE GOING TO DO WITH THEMSELVES?”   —Headline/  Fortune / 11.03  (“We should finally admit that we do not an...
“ Either we modernize or we will be modernized by the unremitting force of the markets.”   —Gerhard Schroeder
+ People skills & emotional intelligence ( financial service sales, 78%/248K; RNs, 28%/512K; lawyers, 24%/182K ) Imaginati...
- Formulaic intelligence  (health record clerks, 63%/36K; secretaries & typists, 30%/1.3M; bookkeepers, 13%/247K) Manual d...
“ Over the last decade the biggest employment gains came in occupations that rely on people skills and emotional intellige...
Jobs   Technology Globalization  War, Warfighting & Security
“ Behind Surging Productivity: The Service Sector Delivers. Firms Once Thought Immune to Boosting Worker Output Are Now Bi...
“ A bureaucrat is an expensive microchip.” Dan Sullivan, consultant and  executive coach
E.g. … Jeff Immelt: 75% of “admin, back room, finance” “digitalized” in  3  years. Source:  BW  (01.28.02)
“ UPS used to be a trucking company with technology. Now it’s a technology company with trucks.”   — Forbes , upon naming ...
< 1000A.D. : paradigm shift: 1000s of years 1000 : 100 years for paradigm shift 1800s : > prior 900 years 1900s : 1 st  20...
“ We found that the pace of development from one societal type to another is accelerating. The agricultural society origin...
“ Unless mankind redesigns itself by changing our DNA through altering our genetic makeup, computer-generated robots will ...
“ What strategic motto will dominate this transition from nation-state to market-state? If the slogan that animated the li...
“ better material welfare”  vs.  “maximize the opportunity of its people”   —Philip Bobbitt,  The Shield of Achilles: War,...
“ I genuinely believe we are living through the  greatest intellectual moment in history.” Matt Ridley,  Genome
“ In 25 years, you’ll probably be able to get the sum total of all human knowledge on a personal device.” Greg Blonder, VC...
“ A California biotechnology company  has put the entire sequence of the human genome on a single chip , allowing research...
Sequenom/David Ewing Duncan/ Wired 11.02 “Sequenom has industrialized the SNP [single nucleotide polymorphisms] identifica...
“ Help! There’s nobody in the cockpit. In the future, will the airlines no longer need pilots?” Grumman Global Hawk/  24 h...
“ There’s going to be a fundamental change in the global economy unlike anything we have had   since the cavemen began bar...
Jobs   Technology Globalization  War, Warfighting & Security
“ Asia’s rise is the economic event of our age. Should it proceed as it has over the last few decades, it will bring the t...
“ The world has arrived at a rare strategic inflection point where nearly half its population—living in China, India and R...
Cost of a Programmer, per IBM … China: $ 12.50  per hour USA: $ 56  per hour Source:  WSJ /01.19.2004
‘ We erect walls to foreign trade and even discourage job-displacing innovations. But time and again through our history, ...
China Roars!
“ The World Must Learn to Live with a Wide-awake China”   —Headline/ FT /11.03
Chinese Industrial Growth Rate Slows! April ’03 to April ’04: 19.1% May ’03 to May ’04:  17.5% Source:  NYT /06.11.04
“ China has become a manufacturing hub for the rest  of the world in low-end labor-intensive goods—and the rest of the wor...
1990-2003 :  Exports  8X  ($380B); 6% global exports 2003 vs. 3.9% 2000; 16% of Total Global Growth in 2002. Source: “Chin...
1998-2003 :  45,000,000 layoffs in state sector; offset by $450B in foreign investment; foreign companies account for  50+...
50%  of output from private firms, 37% from state-owned firms;  80%  of workforce (incl. rural) now in private employ. Sou...
Population growth = 1%;  two-thirds of housing privately owned, 90% of urban Chinese own a home (vs. 61% in Japan) Source:...
200 cities with >1,000,000 population. Source: “China Takes Off,” David Hale & Lyric Hughes Hale/ Foreign Affairs /Nov-Dec...
Shanghai. 17 million people. $10,000 p.c. (10X China).  2000-2003:  30 % p.a. growth. Source:  Washington Post/ 6.13.04
200,000,000 unemployed; must create 20,000,000 jobs per year to offset layoffs; 400,000,000 elderly Chinese by 2030 (curre...
397,000,000 fixed phone lines =  90X  since 1989. Source: “China Takes Off,” David Hale & Lyric Hughes Hale/ Foreign Affai...
2003 :  China-Hong Kong leading producer in  8 of 12  key consumer electronic product areas (>50%: DVDs, digital cameras; ...
“ When the Chinese Consumer Is King: America’s mass market  is second to none. Someday it will just be second.”   —Headlin...
“ As China becomes the world’s factory and Flextronics becomes the biggest electronics manufacturer in China, policy maker...
“ Going Global: Flush with billions in foreign reserves, China is embarking on a buying spree”   —Cover/  Newsweek / 03.01...
Chinese Offshore Tourists ’93: 3M ’03: 21M
Steel :  China  20X   EU. Source:  Newsweek /05.2004
World economic output :  U.S.A., 21%; EU, 16%; China, 13%  ( 2X  since1991) Source:  New York Times /12.14.2003
Indian GDP/1990-2002 :  Ag, 34% to 21%; services,  40 %  to  56 % Source:  The Economist /02.04
Level 5 (top) ranking/Carnegie Mellon Software Engineering Institute:  35  of  70  companies in world are  from India Sour...
“ GE is a champion of India’s scientists, technicians, business analysts and graduates, thousands of whom work at the U.S....
“ Forget India, Let’s Go to Bulgaria”   —Headline,  BW /03.04, re SAP, BMW, Siemens et al. “near-shoring”
“ CLONING COLLEGE: South Korea’s biomedical researchers, unhampered by politics, do world-class research on the cheap”   —...
Jobs   Technology Globalization   War, Warfighting & Security
“ The world’s new dimension (computers, Internet, globalization, instantaneous communication, widely available instruments...
The Breaking of Nations: Order and Chaos in the Twenty-first Century Robert Cooper (as interpreted by Tom Peters)
“ This is a dangerous world and  it is going to become more dangerous.” “We may not be interested in chaos but chaos is in...
“ Al-Qaeda Said to have 18,000 Militants for Raids” Source: AP/05.25.2004/from International Institute for Strategic Studi...
“ What happened after 1945 was not so much a radically new system as the concentration and culmination of the old one.”  —...
“ What has been emerging into the daylight since 1989 is not a rearrangement of the old system but a new system. Behind th...
“ The image of peace and order through a single hegemonic power center [is wrong]. … It was not the empires but the small ...
Read This!
“ The new century risks being overrun by both anarchy and technology. The two great destroyers of history may reinforce ea...
Reflect.
“ Before we can talk about the security requirements for today and tomorrow,  we have to forget the security rules of yest...
“ IT MAY SOMEDAY BE SAID THAT THE 21 ST  CENTURY BEGAN ON SEPTEMBER 11, 2001. … “Al-Qaeda represents a new and profoundly ...
“ The deadliest strength of America’s new adversaries is their very fluidity, Defense Secretary Donald Rumsfeld believes. ...
From :  Weapon v.    Weapon   To :   Org structure v.   Org structure
“ Our military structure today is essentially one developed and designed by Napoleon.” Admiral Bill Owens, former Vice Cha...
“ The organizations we created have become tyrants. They have taken control, holding us fettered, creating barriers that h...
“ In an era when terrorists use satellite phones and encrypted email,   US gatekeepers stand armed against them with penci...
Eric’s Army Flat. Fast. Agile. Adaptable. Light … But Lethal. Talent/ “I Am an Army of One.” Info-intense. Network-centric.
“ Float like a butterfly. Sting like a bee.”  —Ali
“ To fight terrorism with an army is like trying to shoot a cloud of mosquitoes with a machine gun.”   —Review of  Terror ...
“ Rather than have massive armies that people can go along and inspect, it is now about having rapidly deployable expedien...
“ Palmisano is pushing IBM’s ability to assemble SWAT teams of hardware, software services, research and sales people to c...
“ We must not only transform our armed forces but the Defense Department that serves them—by encouraging a culture of crea...
Boyd
OODA Loop/Boyd Cycle “Unraveling the competition”/ Quick Transients/ Quick Tempo (NOT JUST SPEED!)/ Agility/ “So quick it ...
“ Fast Transients” “Buttonhook turn”  (YF16: “could flick from one maneuver to another faster than any aircraft”) BOYD: Th...
“ Blitzkrieg is far more than lightning thrusts that most people think of when they hear the term; rather it was all about...
F86 vs. MiG/Korea/10:1 Bubble canopy (360 degree view) Full hydraulic controls (“The F86 driver could go from one maneuver...
“ Maneuverists” BOYD: The Fighter Pilot Who  Changed the Art of War  (Robert Coram)
All Bets Are Off!
“ There will be more  confusion  in the business world in the next decade   than in any decade in history. And the current...
“ We are in a   brawl with no rules.” Paul Allaire
S.A.V.
“ Strategy meetings held once or twice a year” to  “Strategy meetings needed several times a  week ”     Source:  New York...
“ How we feel about the evolving future tells us who we are as individuals and as a civilization: Do we search for stasis—...
“ Let’s compete—by training the best workers, investing in R & D, erecting the best infrastructure and building an educati...
The Winning Edge: Peters’ Big6 1. Research-Innovation 2. Entrepreneurial Attitude &   Support  (Especially from Capital Ma...
How Nations Become Wealthy   1. Property rights   2. Scientific rationalism   3. Capital markets   4. Fast and efficient c...
2.  Re-ima g ine Permanence :  The Destruction Mandate.
“ It is generally much easier to  kill an organization  than change it substantially.”  Kevin Kelly,  Out of Control
“ Wealth in this new regime flows directly from innovation, not optimization. That is, wealth is not gained by perfecting ...
C.E.O.   to  C.D.O.
Forbes100 from 1917 to 1987 :  39 members of the Class of ’17 were alive in ’87; 18 in ’87 F100; 18 F100 “survivors”  unde...
“ Mr. Foster and his McKinsey colleagues collected detailed performance data stretching back 40 years for 1,000 U.S. compa...
“ It’s just a fact:  Survivors underperform.”   —Dick Foster
Rate of Leaving F500 1970-1990:  4X Source:  The Company , John Micklethwait & Adrian Wooldridge (1974-200: One-half bigge...
“ Far from being a source of comfort, bigness became a code for inflexibility.”   —John Micklethwait & Adrian Wooldridge, ...
“ Good  management was the most powerful reason [leading firms] failed to stay atop their industries.   Precisely  because...
“ The corporation as we know it, which is now 120 years old, is   not likely to survive the next 25 years.   Legally and f...
Forget>“Learn” “The problem is never how to get new, innovative thoughts into your mind,  but how to get the old ones out ...
Success Kills! “The more successful a company, the flatter its forgetting curve.”   — Gary Hamel and C.K. Prahalad
“ When asked to name just one big merger that had lived up to expectations, Leon Cooperman, former cochairman of Goldman S...
“ Conglomerates don’t work.”   —James Surowiecki,  The New Yorker  (07.01.2002)
“ MERGERS: Why Most Big Deals Don’t Pay Off. A  BusinessWeek  analysis shows that  61 %  of buyers destroyed shareholder w...
“ Mergers and acquisitions get the headlines, but studies show they often end up destroying shareholder value instead of c...
Market Share, Anyone?   — 240 industries; market-share leader    is ROA leader  29%  of the time  — Profit / ROA leaders: ...
“ Acquisitions are about buying market share.  Our challenge is to create markets.  There is a big difference.” Peter Job,...
“ The $58B hostile bid by Sanofi-Synthelabo for Aventis has been greeted skeptically, as has the news that Novartis may co...
“ Active mutators in placid times tend to die off. They are selected against.  Reluctant mutators in quickly changing time...
“ Survival of the Fittest Not the Fattest”/John Kay/ FT 03.27.2003 “I have heard it from people who make pharmaceuticals a...
Lessons from the Bees! “Since merger mania is now the rage, what lessons can the bees teach us? A simple one: Merging is n...
“ The Industrial Revolution was about scale: vast factory complexes, skyscrapers and railway grids concentrating power in ...
TP on Acquisitions 1. Big + Big = Disaster. (Statistically.)   (There are exceptions; e.g., Citigroup.) 2. Big (GE, Cisco,...
Winning the Merger Game  Is  Possible --Lots of deals --Little deals --Friendly deals --Stay close to core competence --St...
“ Most of our predictions are based on very linear thinking. That’s why they will most likely be wrong.” Vinod Khosla, in ...
The Gales of Creative Destruction +29M  = -44 M  + 73M +4M  = +4M - 0M
“ The secret of fast progress is  inefficiency , fast and furious and numerous failures.” Kevin Kelly
RM : “A lot of companies in the Valley fail.” RN : “Maybe not enough fail.” RM : “What do you mean by that?” RN : “Wheneve...
“ The Silicon Valley of today is built less atop the spires of earlier triumphs than upon the rubble of earlier debacles.”...
“ ... natural selection is death. ... Without huge amounts of death, organisms do not change over time. ... Death is the m...
Axiom (Hypothesis) :  We have been screwed by Benchmarking … Best Practice … C.I./Kaizen .   Axiom (Hypothesis) :  We need...
“ Organize”  for … performance & customer satisfaction. “Disorganize”  for … renewal & innovation.
“ Rose gardeners face a choice every spring: how to prune our roses. The long-term fate of a rose garden depends on this d...
Japan’s Science Gap  * Rice farming culture: uniqueness suppressed. Gov’t control of R & D. Promotion based on seniority. ...
December 2000: Swiss House for Advanced Research & Education. Cambridge, Massachusetts. Xavier Comtesse: “You never hear a...
“ The Word(s)” on Vitality:  Gary Hamel “Sell By”  [jettison old crap] Spin Out  [support entrepreneurs] Spin In  [buy you...
No Wiggle Room!   “Incrementalism is innovation’s  worst  enemy.”    Nicholas Negroponte
Just Say No … “I don’t intend to be known as the ‘King of the Tinkerers.’ ” CEO, large financial services company
“ Perfection is achieved only by institutions on the point of collapse.” — C. Northcote Parkinson
“ Beware of the tyranny of making Small Changes  to Small Things. Rather, make Big Changes to Big Things.”   —Roger Enrico...
Sysco!
2A .  Yo, Jim Collins  .  Or: Tom’s Case for …  T e c h n i c o l o r !
“ intrepid, unprincipled, reckless, predatory, with boundless ambition, civilized in externals but a savage at heart.”
Herman Melville on JPJ:  “intrepid, unprincipled, reckless, predatory, with boundless ambition, civilized in externals but...
Huh? “Humility: The Surprise Factor in Leadership … bosses with Gung-ho Qualities and Charisma May Be Out of Fashion”  —He...
Jim & Tom. Joined at the hip.  Not .
I. Good to Great II. Built to Last III. Quiet, Humble Leaders
I.  Good to Great II. Built to Last III. Quiet, Humble Leaders
Good to Great :  Fannie Mae … Kroger … Walgreens … Philip Morris … Pitney Bowes … Abbott … Kimberly-Clark … Wells Fargo
Great Companies …  SET   THE   AGENDA .  (Period.)
AGENDA SETTERS: “Set the Table”/ Pioneers/ Questors/ Adventurers US Steel … Ford … Macy’s … Sears … Litton Industries … IT...
I. Good to Great II.  Built to Last III. Quiet, Humble Leaders
Built to Last v. Built to Flip “The problem with Built to Last is that it’s a romantic notion. Large companies are incapab...
“ But what if [former head of strategic planning at Royal Dutch Shell] Arie De Geus is wrong in suggesting, in  The Living...
“ The difficulties … arise from the inherent conflict between the need to control existing operations and the need to crea...
Warren Bennis & Patricia Ward Biederman/  Organizing Genius :   Great Groups Don’t Last Very Long !
W.A. Mozart  1756 – 1791   HE  CHANGED THE WORLD  AND  ENRICHED HUMANITY
Jane Jacobs:   Exuberant Variety   vs. the Great Blight of Dullness.  F.A. Hayek:   Spontaneous Discovery Process.   Josep...
I. Good to Great II. Built to Last III.  Quiet, Humble Leaders
Huh? “Quiet, workmanlike, stoic leaders bring about the big transformations.”--JC
Wellington Nelson Disraeli Churchill Montgomery Thatcher
“ Humble” Pastels? T. Paine/P. Henry/A. Hamilton/T. Jefferson/B. Franklin A. Lincoln/U.S. Grant/W.T. Sherman TR/FDR/LBJ/RR...
Audie Murphy was the most decorated soldier in WW2. He won every medal we had to offer, plus 5 presented by Belgium and Fr...
…  the Good Conduct medal.
“ To Hell With Well Behaved  …   Recently a young mother asked for advice. What, she wanted to know, was she to do with a ...
“ Men with no vices have very few virtues.”   —A. Lincoln
Jim Collins vs. Michael Maccoby “quiet, workmanlike, stoic” vs.  “larger-than-life leaders”/ “egoists, charmers, risk-take...
Johannes Kepler:  Quiet … humble … stoic??* *Joshua Gilder & Anne-Lee Gilder,  Heavenly Intrigue: Johannes Kepler, Tycho B...
“ In Italy for 30 years under the Borgias they had warfare, terror, murder, bloodshed—and produced Michelangelo, da Vinci ...
II. NEW BUSINESS.  NEW TECH.
3.  Re-ima g ine IS/ IT/ the Web : No Room for Wimps!
“ E-commerce is happening the way all the hype said it would. Internet deployment is happening. Broadband is happening. Ev...
100   square feet
Dell’s OptiPlex Facility Big Job :  6 to 8 hours. (80,000 per day) Parts Inventory :   100   square feet.
Productivity! McKesson 2002-2003: Revenue … +$7B Employees … +500 Source:  USA Today /06.14.04
“ Invisible Supplier Has Penney’s Shirts All Buttoned Up: From Hong Kong, It Tracks Sales, Restocks Shelves, Ships Right t...
“ Our entire facility is digital .  No paper, no film, no medical records. Nothing. And it’s all integrated—from the lab t...
“ MIT Everywhere:  EVERY LECTURE, EVERY QUIZ, ALL ONLINE, FOR FREE. MEET THE GLOBAL GEEKS GETTING AN MIT EDUCATION, OPEN S...
“ Dawn Meyerreicks, CTO of the Defense Information Systems Agency, made one of the most fateful military calls of the 21 s...
“ The mechanical speed of combat vehicles has not increased since Rommel’s day, so the difference is all in the operationa...
The Real “News”:  X1,000,000 TowTruckNet.com
e-piphany epicurious.com
“ flash mobs” (!)
Impact No. 1/ Logistics & Distribution :  Wal*Mart  … Dell … Amazon.com …  Autobytel.com  … FedEx … UPS … Ryder …  Cisco …...
Autobytel :   $400.   Wal*Mart :   13%. Source:  BW (05.13.2002)
WebWorld = Everything   Web  as a way to run your business’s innards Web  as connector for your entire supply-demand chain...
“ There’s no use trying,” said Alice. “One can’t believe impossible things.” “I daresay you haven’t had much practice,” sa...
I’net … …  allows you to dream dreams you could never have dreamed before!
“ Suppose — just suppose — that the Web is a new world we’re just beginning to inhabit. We’re like the earlier European se...
Message :  eCommerce is  not  a technology play!  It  is  a relationship, partnership, organizational and communications p...
Message :  There is no such thing as an effective B2B or Internet-supply chain strategy in a low-trust, bottlenecked-commu...
“ Ebusiness is about rebuilding the organization from the ground up.  Most companies today are not built to exploit the In...
Brand Inside Rules! “If I could have chosen not to tackle the IBM culture head-on, I probably wouldn’t have. My bias comin...
“ I came to see in my time at IBM that culture isn’t just one aspect of the game— it  is  the game”   —Lou Gerstner,  Who ...
Read It Closely :   “We don’t sell insurance anymore.   We   sell speed .”   Peter Lewis, Progressive
The New Infantry Battalion/ New York Times /12.01.2002 “Pentagon’s Urgent Search for Speed.”  270 soldiers (1/3 rd  normal...
“ Hyperlinks subvert hierarchy!” The Cluetrain Manifesto
[  Words to Live By … “Hierarchy is an organization with its face toward the CEO and its ass toward the customer.” Kjell N...
Case :  CRM
Amen! “ The Age of the  Never   Satisfied Customer” Regis McKenna
Anne Busquet/ American Express Not : “Age of the Internet” Is :  “Age of Customer Control”
“ The Web enables total transparency.   People with access to relevant information are beginning to challenge any type of ...
“ Parents, doctors, stockbrokers, even military leaders are starting to lose the authority they once had. There are all th...
“ A seismic shift is underway in healthcare.  The Internet is delivering vast knowledge and new choices to consumers—raisi...
Welcome to  D.I.Y. Nation :   “Changes in business processes will emphasize self service. Your costs as a business go down...
Psych 101:  Strongest Force on Earth? My need to be in  perceived  control of my universe!
“ CRM has, almost universally, failed to live up to expectations.”   Butler Group (UK)
No! No! No!   FT : “The aim [of CRM] is to make customers feel as they did in the pre-electronic age when service was more...
CGE&Y (Paul Cole) :  “Pleasant Transaction” vs.   “Systemic Opportunity.”   “Better job of what we do today” vs.   “Re-thi...
Here We Go Again:  Except It’s Real This Time! Bank online : 24.3M (10.2002);   2X   Y2000. Wells Fargo : 1/3 rd ; 3.3M;  ...
DIM/Self-service Rules! ATMs Checkout Phones Speedpass The Web (eBay, Amazon, Travelocity, Mapquest, banking et al.) HR, P...
IS/IT   is   strategy!
5 % F500 have CIO on Board:  “While some of the world’s most admired companies—Tesco, Wal*Mart—are transforming the busine...
4.  Re-ima g ine Jobs :  The White Collar  Bloodbath.
Steel :  75,000,000 tons in ’82 to 102,000,000 tons in ’02.  289,000  steelworkers in ’82 to  74,000  steelworkers in ’02....
108 X 5 vs.  8 X 1 = 540 vs. 8   (-98.5%)
E.g. … Jeff Immelt: 75% of “admin, back room, finance” “digitalized” in  3  years. Source:  BW  (01.28.02)
“ The coefficient of friction associated with the grunge of business is amazing!” Michael Schrage
“ A bureaucrat is an expensive microchip.” Dan Sullivan, consultant and  executive coach
IBM’s Project  eLiza !* * “Self-bootstrapping”/ “Artilects”
Deep Blue Redux* :  2,240 EKGs … 1,120 heart attacks. Hans Ohlin  (50 yr old chief of coronary care, Univ of Lund/SW)  :  ...
Probable parole violations : Simple model (age, # of previous offenses, type of crime) beats M.D. shrinks.  100 studies : ...
“ Unless mankind redesigns itself by changing our DNA through altering our genetic makeup, computer-generated robots will ...
“ Don’t own nothin’ if you can help it. If you can, rent your shoes.” F.G.
“ Organizations will still be critically important in the world, but as ‘organizers,’ not ‘employers’!”   — Charles Handy
“ The virtual corporation is research, development, design, marketing, financing, legal, and other headquarters functions ...
Ford :  “Vehicle brand owner”   (“design, engineer, and market, but not actually make”) Source:  The Company , John Mickle...
“ P&G Hires Out Employee Services to IBM”   — Burlington Free Press /09.10.03/ on IBM’s 10-year, $400M contract with P&G (...
“ WHERE IS YOUR JOB GOING”:  writing software, designing chips, reading MRIs, processing mortgages, preparing tax returns,...
No Limits? “Short on Priests, U.S. Catholics Outsource Prayer to Indian Clergy”   —Headline,  New York Times/0 6.13.04 (“S...
III. NEW BUSINESS. NEW VALUE PROPOSITION.
5.  Re-ima g ine the Organization :  The Professional Service Firm (“PSF”) Imperative.
Sarah:  “ Daddy, what do you do?” Daddy :  “I’m a ‘cost center.’ ”
So what  will  be the  Basic Building Block  of the   New Org?
Every job done in W.C.W. is also  done “outside” …for profit!
Answer:  PSF! [Professional Service Firm] Department Head   to … Managing Partner,  HR  [IS, etc.]  Inc.
TP to HRMAC :   You   are the …   Rock Stars  of the Age of Talent!
DD $21M
TP to NAPM :   You   are the …   Rock Stars  of the  B2B Age!
“ P.S.F.”: Summary H.V.A. Projects (100%) Pioneer Clients WOW Work (see below) Hot “Talent” (see below) “Adventurous” “cul...
BMW’s Designworks/USA:  >50%  from outside work
G.M.  = The Recruitment and Development of Top Talent. [Period!] V.C.  = Bets on “Talent.” Bets on Projects. [Period!]
Dept. Head I =  Sports G.M. Dept. Head II =  V.C.
eHR*/PCC** * All  HR on the Web **Productivity Consulting Center Source:  E-HR: A Walk through a 21 st  Century HR Departm...
Model PSF …
(1) Translate ALL departmental   activities into  discrete   W.W.P.F. “Products.” (2)  100% go on the Web. (3)   Non-aweso...
“ Typically in a mortgage company or financial services company, ‘risk management’ is an overhead, not a revenue center.  ...
6.  Re-ima g ine Business’ Basic Value Pro p osition :   PSFs Unbound/ The “Solutions Imperative.”
Base Case :   The Sameness Trap
“ While everything may be better,  it is also increasingly the same.” Paul Goldberger on retail, “The Sameness of Things,”...
“ When we did it ‘right’ it was still pretty ordinary.” Barry Gibbons on   “Nightmare No. 1”
Fight ’til Death ! “I thought, ‘What a dreadful mission I have in life.’ I’d love to get six-thousand restaurants up to sp...
Funky Business : “To succeed we must stop being so goddamn normal. In a winner-takes-all world,   normal =  nothing .”
“ Customers will try ‘low cost providers’ …  because the Majors have not given them any clear reason not to.” Leading Insu...
“ The ‘surplus society’ has a surplus of  similar  companies, employing  similar   people, with  similar  educational back...
“ Companies have defined so much ‘best practice’ that they are now more or less identical.” Jesper Kunde,  Unique Now ... ...
“ This is an essay about what it takes to create and sell something remarkable. It is a plea for originality, passion, gut...
“ We make over three new product announcements a day. Can you remember them?  Our customers can’t!” Carly Fiorina
09.11.2000 : HP bids  $ 18,000,000,000 for  PricewaterhouseCoopers consulting business!
“ These days, building the best server isn’t enough. That’s the price of entry.” Ann Livermore, Hewlett-Packard
Gerstner’s IBM :  Systems Integrator of choice.  Global Services:  $35B.   Pledge/’99: Business Partner Charter. 72 strate...
“ [Sam] Palmisano’s strategy is to expand tech’s borders by pushing users—and entire industries—toward radically different...
AT&T :  President David Dorman: Back to long distance … but with “bundles of lucrative corporate services” for the likes o...
Is There a There There: The Ericsson Case 1. 50+% Mfg to Solectron/Flextronics 2. Substantial R&D to India 3. Division for...
Flextronics --$14B; 100K employees; 60% p.a. growth  (’93-’00) -- “contract mfg” to EMS/Electronics Manufacturing Services...
“ Customer Satisfaction” to “Customer Success” “We’re getting better at [Six Sigma] every day. But we really need to think...
“ We want to be the air traffic controllers of electrons.” Bob Nardelli,  GE Power Systems
Keep In Mind :  Customer  S atisfaction   versus  Customer  Success
Nardelli’s goal ($50B to $100B by 2005) :  “… move Home Depot beyond selling ‘goods’ to selling ‘home services.’ … He want...
E.g. … UTC/Otis + Carrier:  boxes to “integrated building systems”
Leased AC :  Units of “Coolth”
New York-Presbyterian :  7-year, $500M consulting (generic) and equipment contract with GE Medical Systems Source:  NYT /0...
Staples New CEO Ron Sargent: 2X to $20B, in face of Wal*Mart (et al.) via delivery and other services Source:  BusinessWee...
John Deere Landscapes:  “This is our future.”
“ UPS wants to take over the sweet spot in the endless loop of goods, information and capital that all the packages  [it m...
“ Big Brown’s New Bag: UPS Aims to Be the Traffic Manager for Corporate America”   —Headline/ BW /07.19.2004
“ SCS”/Supply Chain Solutions :  750 locations; $2.5B; fastest growing division; 19 acquisitions, including a bank Source:...
“ No longer are we only an insurance provider.   Today, we also offer our customers the products and services that help th...
“ VISIONS OF A BRAND-NAME OFFICE EMPIRE.  Sam Zell is not a man plagued by self doubt. Mr. Zell controls public companies ...
“ ‘ Architecture’ is becoming a commodity. Winners will be  ‘Turnkey Facilities Management’ providers.” SMPS Exec
“ We are a ‘real estate facilities consulting’ organization, not just an ‘interior design’ firm.” Jean Bellas, founder, SP...
Omnicom :  60%  (of $7B) from marketing services
  And the Winners Are … Televisions  –12% Cable TV service  +5% Toys  -10% Child care  +5% Photo equipment  -7% Photograph...
IBM/Q3/10.15.03/Rev: +5% Services/Consulting:  +11% Software:  +5% Hardware:  -5% PCs:  -2% Technology/Chips:  -33%
FEES!  FEES!   FEES! —Cover Story,  BW /09.29.03
Turnkey Nation/s HP … Sun … Farmers Group … Northwestern Mutual Financial Network … IBM … AT&T … Ericsson … GE Power Syste...
Core Logic :  (1) 108X5 to 8X1/ eLiza/ 100sf.  (2) Dept. to PSF/ WWPF.  (3) V.A. via PSFs Unbound/ “Solutions”/ “Customer ...
6A.  Re-ima g ine Or g anizational Barriers :  The Solutions 25.* *NO MORE “SILOS.”  NO MORE “STOVEPIPES.”
1. It’s the (OUR!) organization, stupid! 2. Friction free!  3. No STOVEPIPES! 4. “Stovepiping” is a F.O.—Firing Offense. 5...
“ The organizations we created have become tyrants. They have taken control, holding us fettered, creating barriers that h...
“ Once devised in Riyadh, the tasking order took hours to get to the Navy’s six aircraft carriers—because the Navy had fai...
Duh??? *: “We’ve come up with a solution. … We’ve begun to create a form of communications that is much better than we had...
12. All functions contribute equally—IS, HR, Finance,   Purchasing, Engineering, Logistics, Sales, Etc. 13. Project Manage...
21. We believe in “High tech, High touch.” 22. We are DREAMERS. 23. We deliver . (PROFITS.) (CUSTOMER SUCCESS.) 24. If we ...
KEY WORDS :  Partners  with our Customers in creating  Memorable ,  Value-added   Solutions/ Successes/ Experiences.     W...
IV. NEW BUSINESS. NEW BRAND.
7.  Re-ima g ine Enter p rise as   Theater I :  A World  of  Scintillating “Experiences.”
“ Experiences   are as distinct from services as services are from goods.” Joseph Pine & James Gilmore,  The Experience Ec...
“ Club Med   is more than just a ‘resort’; it’s a means of rediscovering oneself, of inventing an entirely new ‘me.’ ” Sou...
“ The [Starbucks] Fix” Is on  … “We have identified a ‘third place.’ And I really believe that sets us apart. The third pl...
“ Guinness  as a brand is all about community. It’s about bringing people together and sharing stories . ” — Ralph Ardill,...
Experience: “Rebel Lifestyle!” “What we sell is the ability for a 43-year-old accountant to dress in black leather, ride t...
WHAT CAN BROWN DO FOR YOU?
“ When Pete Rozelle ran the league, it was a football business and a good one. Now it’s truly an entertainment business.” ...
The “Experience Ladder” Experiences  Services Goods  Raw Materials
1940 : Cake from flour, sugar ( raw materials  economy):  $ 1.00   1955 : Cake from Cake mix ( goods  economy): $2.00   19...
Message :   “Experience” is the  “Last 80%” P.S.: “Experience” applies to  all   work!
1940 : Cake from flour, sugar ( raw materials  economy): $1.00   1955 : Cake from Cake mix ( goods  economy): $2.00   1970...
Bob Lutz :   “I see us as being in the art business. Art, entertainment and mobile sculpture, which, coincidentally, also ...
“ Lexus sells its cars as containers for our sound systems. It’s marvelous.” —Sidney Harman/  Harman International
LAN Installation Co.   to Geek Squad   (2% to 30%/Minn.)
From “Service’ to “Cause” 7X. 730A-800P. F12A.* * Plus : WOW Department’” “Kill a Stupid Rule” contests, etc.  2001R: 34%;...
It’s All About EXPERIENCES: “Trapper” to “Wildlife Damage-control Professional” Trapper :  <$20  per beaver pelt. WDCP :  ...
Moving Companies WSJ /08.2003: “In Texas, They’ll fill your empty fridge with brie and wine. An outfit in New York promise...
Duet  … Whirlpool … “washing machine” to  “fabric care system”  … white goods: “a sea of undifferentiated boxes” … $400 to...
1997-2001 >$600: 10% to 18% $400-$600: 49% to 32% <$400: 41% to 50% Source:  Trading Up , Michael Silverstein & Neil Fiske
“ A Bedtime Story, for $20,000”/CNN Int’l Sleep Products Assn: 20% of matresses sold in 2003 >$1,000 vs. 15% in 2000. Fast...
“ Clients want either the best or the least expensive; there is no in between.”   —John Dijulius,  Secret Service
“ Car designers need to create a   story . Every car provides an opportunity to create an   adventure . … “The Prowler mak...
Hmmmm(?): “Only” Words … Story Adventure Smile  Focus Plot Passion
First Step (?!) :  Hire a  theater director , as a consultant or FTE!
Words ! —  Magician of Magical Moments —  Maestro of Moments of Truth —  Recruiter of Raving Fans —  Impresario of First I...
Experience … Cirque du Soleil
DO YOU MEASURE UP?* *If not, why not?
“ Most executives have no idea how to add value to a market in the metaphysical world.  But that is what the market will c...
Extraction & Goods: Male dominance Services & Experiences:  Female dominance
“ Women don’t buy brands.  They  join them. ” EVEolution
The “Experience Ladder” Experiences  Services Goods  Raw Materials
<TG W vs.   >TG R
Dell + IBM + Harley-Davidson* =  Magic! *Frictionless throughout Supply-chain + EncompassingSolutions + Scintillating Expe...
8.  Re-ima g ine Enter p rise as Theater II :  Embracing the “Dream Business.”
DREAM :  “A dream is a complete moment in the life of a client. Important experiences that tempt the client to commit subs...
“ A shipping clerk earning $25,000 a year treats herself to silk pajamas at Victoria’s Secret. A dual-income couple earnin...
Common Products   “ Dream” Products Maxwell House  Starbucks BVD  Victoria’s Secret Payless  Ferragamo Hyundai  Ferrari Su...
The Marketing of Dreams (Dreamketing) Dreamketing: Touching the clients’ dreams. Dreamketing: The art of telling stories  ...
Building the Creative Organization Choose a creator :  The cultural leader who gives the company an aesthetic point of vie...
Constantly Magnify Perceived Value Maximize your value-added by fulfilling the  dreams of your clients. Only invest in wha...
(Revised)   Experience Ladder Dreams Come True Awesome Experiences Solutions Services Goods Raw Materials
Furniture vs. Dreams “We do not sell ‘furniture’ at Domain. We sell dreams. This is accomplished by addressing the half-fo...
HORCHOW.COM Furniture. Accessories. Dreams.
“ The Ritz-Carlton experience enlivens the senses, instills well-being, and fulfills even the unexpressed wishes and needs...
Safe, On-time and ...   “We defined personality as a market niche. We seek to amaze, surprise, entertain.” — Herb Kelleher...
“ The sun is setting on the Information Society—even before we have fully adjusted to its demands as individuals and as co...
“ In Denmark, eggs from free-range hens have conquered over 50 percent of the market. Consumers do not want hens to live t...
Six Market Profiles 1. Adventures for Sale 2. The Market for Togetherness, Friendship   and Love 3. The Market for Care 4....
New Market Realities Selling Dreams: How to Make Any Product Irresistible , Gian Luigi Longinotti-Buitoni The Dream Societ...
9.  Re-ima g ine the  “Soul” of Enter p rise :   Design  Rules!
Design Myths.
Unconventional  [Design] Messages Not  about ... “Lumpy Objects”! No t  about ... $79,000 objects
The  I.D.  [ International Design ] Forty * Airstream … Alfred A. Knopf … Apple Computer …   Amazon.com   …  Bloomberg   …...
Unconventional  [Design] Messages Not  about ... “Lumpy Objects”! No t  about ... $79,000 objects
Design Transforms even the [Biggest] Corporations! TARGET   …  “the champion of America’s new design democracy” ( Time ) “...
Lady Sensor, Mach3, and … $70M on developing the  OralB CrossAction toothbrush 23 patents , including 6 for the packaging ...
Design2002 LISTERINE’s …   PocketPaks
Westin’s …  Heavenly Bed
Design’s place in the universe.
And Tomorrow … “Fifteen years ago companies competed on price. Now it’s quality.   Tomorrow it’s design.” Robert Hayes
All Equal  Except  … “At Sony we assume that all products of our competitors have basically the same technology, price, pe...
“ Design is  treated like a religion  at BMW.” Fortune
“ The new  Beetle  fails at most categories. The only thing it doesn’t fail in is  drop-dead charm.” Jerry Hirshberg, Niss...
Object of Desire! “Every now and then, a design   comes along that radically changes the way we think about a particular o...
“ The good 10 percent of American product design  comes out of  big-idea companies  that  don’t believe in talking to the ...
“ We don’t have a good language to talk about this kind of thing. In most people’s vocabularies, design means veneer. … Bu...
Check Out the Language: “Tomorrow it’s design …” “Design is the only thing …” “Design is … religion ...” “Drop-dead charm ...
Bottom Line.
Design “is” … WHAT & WHY I LOVE.  LOVE .
I  LOVE   my ZYLISS Garlic Peeler!
All Time  No.1  (TP) Ziplocs
Design “is” …  WHY I GET MAD.  MAD .
Wanted :  THE DESIGNER OF MY RADIO SHACK PHONE. Major Reward!
Design is  never   neutral .
Hypothesis:   DESIGN  is the  principal   difference  between love and hate!
THE BASE CASE : I am a design fanatic.  Though not “artistic,” I love “cool stuff.”  But it goes [much] further, far beyon...
Message (?????) : Men  cannot  design for women’s needs.
“ Perhaps the macho look can be interesting  … if you want to fight dinosaurs. But now to survive you need intelligence, n...
Step No. 1:   NOTEBOOK POWER! [Start recording the awesome & the awful]
User …   STOP BLAMING YOURSELF!   (Don Norman/ Design of Everyday Things )
“ Sometimes I have episodes of wild fury in rental cars. It’s not road rage. It’s more like design rage.” Susan Casey, www...
The Designer’s Ring “For years I thought that Dante should have established a ‘designer’s ring’ in his Hell. If any design...
15 “Leading” Biz Schools Design/Core:  0 Design/Elective: 1 Creativity/Core:  0 Creativity/Elective: 4 Innovation/Core:  0...
“ There is little evidence that mastery of the knowledge acquired in business schools enhances people’s careers, or that e...
9A.  Re-ima g ine the Infrastructure of Enter p rise :  Design =  “Beautiful” Systems.
Fred S.’s  “mediocre” thesis.  Herb K.’s  napkin.
Great design =  One -page business plan  (Jim Horan)
The One-page Proposal: How to Get Your Business Pitch onto One Persuasive Page   —Patrick Riley (“Why not one and a half? ...
There Are Lawyers … and Then There Are Lawyers: John De Laney/ICM ANYTHING TRULY IMPORTANT CAN BE BOILED DOWN TO 1/3 RD  P...
K.I.S.S. :   Gordon Bell (VAX daddy):  500/50.  Chas. Wang (CA): Behind schedule?  Cut least productive 25%.
Systems :  Must  have.  Must  hate. /  Must  design.  Must  un-design.
Mgt. Team includes …   EVP (S.O.U.B.)
E xecutive  V ice  P resident,  S tomping  O ut  U nnecessary  B ullshit
First Steps: “Beauty Contest”! <ul><li>Select one form/document: invoice, air bill, sick  leave policy, customer returns-c...
“ Beautiful” “Aesthetic Triumph” “Breathtaking”
Was “Deposits may be made by a minor and withdrawals thereof may be made by a minor without the consent of a parent or gua...
Is “Minors may make deposits and withdrawals from their accounts without the consent or interference of a parent or guardi...
Was “This Grievance Procedure must be used if the nature of the complaint deals with the quality of services given to the ...
Is “If you have a complaint about quality of service received, waiting times, physician behavior, or the adequacy of medic...
10.  Re-ima g ine the Fundamental Sellin g  Pro p osition :  “It” all adds up to …   THE BRAND.
The Heart of Branding …
“ WHO  ARE  WE?”
“ WHAT’S OUR  STORY ?”
“ We are in the twilight of a society based on data. As information and intelligence become the domain of computers, socie...
“ Apple opposes, IBM solves, Nike exhorts, Virgin enlightens, Sony dreams, Benetton protests.  …  Brands are not nouns but...
Message :  ALL ‘BUSINESS MODELS’ ARE IN FACT … BRAND STATEMENTS!
DO THE  HOUSEKEEPERS  &  CLERKS  “BUY IT”?   [ARE YOU V-E-R-Y SURE?]
“ EXACTLY  HOW  ARE WE  DRAMATICALLY   DIFFERENT ?”
1 st  Law Mktg Physics:  OVERT   BENEFIT   (Focus: 1 or 2 > 3 or 4/“One Great Thing.”  Source #1: Personal Passion) 2 ND  ...
2 Questions : “How likely are you to  purchase  this new product or service?”   (95% to 100% weighting by execs) “How  uni...
“ If you are not one of the major players, you have to take a position that is contrary to the global trend.” “We have to ...
“ You do not merely want to be the best of the best.  You want to be considered the only ones who do what you do.” Jerry G...
Two Weeks in July 2004: Not Your Father's World!
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Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
Two Weeks in July 2004: Not Your Father's World!
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