The document discusses how companies can prioritize happiness as a business model by focusing on culture and customer service. It describes how Zappos achieved success by making culture the top priority through practices like hiring for culture fit and transparency. The presentation encourages applying these lessons by committing to core values, building relationships and vision, and hiring the right team who shares those values.

1. AIMIA LEADERSHIP SUMMIT 1.10.11 JENN LIM CEO & CHIEF HAPPINESS OFFICER

3. TAKE A MOMENT TO THINK… WHAT ARE YOUR GOALS IN LIFE ?

4. WHAT IS YOUR GOAL IN LIFE?

5. “ WHEN I GET _____, I ’ LL BE HAPPY ” “ WHEN I ACHIEVE _____, I ’ LL BE HAPPY ” LOTTERY WINNERS TERMINALLY INJURED OR DISABLED OUR BRAINS ARE HARDWIRED TO SEEK HAPPINESS. YET WE’ RE SUPERBAD AT PREDICTING WHAT CAN SUSTAIN IT. ( EVEN HOMER )

6. REFLECTION HOW DID I GET HERE ? WHY AM I SO PASSIONATE ABOUT HAPPINESS?

7. GO BEARS! INTERNET CONSULTANT LAYOFF LOSER LOSS MT. KILI GREEN FIELD Explored and Prioritized ZAPPOS CONSULTANT ROCK BOTTOM REAL LOSS

8. CAN COMPANIES REALLY BE SUCCESFUL WITH HAPPINESS AS A BUSINESS MODEL ?

9. “ PEOPLE WILL FORGET WHAT YOU SAID, PEOPLE WILL FORGET WHAT YOU DID, BUT PEOPLE WILL NEVER FORGET HOW YOU MADE THEM FEEL .” — MAYA ANGELOU

10. “ A WOMAN’S DREAM CLOSET…” ZAPPOS KENTUCKY WAREHOUSE

11. EXPECTATIONS EXPERIENCE EMOTIONS STORIES CULTURE P ERSONAL E MOTIONAL C ONNECTION

12. MAKE CUSTOMER SERVICE A PRIORITY FOR THE WHOLE COMPANY , NOT JUST A DEPARTMENT. A CUSTOMER SERVICE ATTITUDE NEEDS TO COME FROM THE TOP. MAKE WOW A VERB THAT IS PART OF YOUR COMPANY’S EVERYDAY VOCABULARY. EMPOWER AND TRUST YOUR CUSTOMER SERVICE REPS. TRUST THAT THEY WANT TO PROVIDE GREAT SERVICE… BECAUSE THEY ACTUALLY DO. ESCALATIONS TO A SUPERVISOR SHOULD BE RARE. REALIZE THAT IT’S OK TO FIRE CUSTOMERS WHO ARE INSATIABLE OR ABUSE YOUR EMPLOYEES. DON’T MEASURE CALL TIMES, DON’ T FORCE EMPLOYEES TO UPSELL, AND DON ’ T USE SCRIPTS . DON’ T HIDE YOUR 1-800 NUMBER. IT ’ S A MESSAGE NOT JUST TO YOUR CUSTOMERS, BUT TO YOUR EMPLOYEES AS WELL. VIEW EACH CALL AS AN INVESTMENT IN BUILDING A CUSTOMER SERVICE BRAND, NOT AN EXPENSE YOU’RE SEEKING TO MINIMIZE. HAVE THE ENTIRE COMPANY CELEBRATE GREAT SERVICE. TELL STORIES OF WOW EXPERIENCES TO EVERYONE IN THE COMPANY. FIND AND HIRE PEOPLE WHO ARE ALREADY PASSIONATE ABOUT CUSTOMER SERVICE. GIVE GREAT SERVICE TO EVERYONE : CUSTOMERS, EMPLOYEES, AND VENDORS. 10 WAYS TO INSTILL CUSTOMER SERVICE EXCERPTED FROM DELIVERING HAPPINESS

13. CULTURE #1 PRIORITY?

14. RESEARCH SHOWS WHAT MAKES LONG-TERM SUSTAINABLE BRANDS CULTURE AND HIGHER PURPOSE

15. HOW IS CULTURE #1 PRIORITY? HIRING FOR CULTURE 5 WEEKS OF TRAINING $4000 OFFER TO QUIT ZAPPOS CULTURE BOOK

16. THE CULTURE BOOK THE CULTURE BOOK

17. THE CULTURE BOOK WHAT IS IT? COMPLETELY UNEDITED EXCEPT FOR TYPOS AND SPELLING SNAPSHOT OF CULTURE EVERY YEAR – WHAT’S GOOD, WHAT DO WE NEED TO IMPROVE STARTED AS CULTURE BOOK, NOW THE BRAND BOOK TOO JAPAN AND BRAZIL LOVE ZAPPOS EVEN THOUGH ZAPPOS DOESN’T SHIP THERE FOR A COPY, JUST EMAIL ME JENN@DELIVERINGHAPPINESS.COM

19. Deliver WOW Through Service Embrace and Drive Change Create Fun and a Little Weirdness Be Adventurous , Creative , and Open - Minded Pursue Growth and Learning Build Open and Honest Relationships With Communication Build a Positive Team and Family Spirit Do More with Less Be Passionate and Determined Be Humble CORE VALUES AT ZAPPOS

20. CULTURE AND CUSTOMER SERVICE WORD OF MOUTH (75% REPEAT CUSTOMERS) INVEST IN C+C MORE THAN OTHER AREAS NOV ‘09 AMAZON ACQUIRES ZAPPOS $1.2 BILLION SHARE VALUE AT THE TIME OF CLOSING ‘ 01 ‘ 02 ‘ 06 ‘ 03 ‘ 04 ‘ 05 ‘ 07 ‘ 00 ‘ 08 Gross Sales $MM $1,000 800 600 400 200

21. AN EXPERIMENT IN HAPPINESS AS A BUSINESS MODEL LESSONS LEARNED: COMMITMENT CORE VALUES TRANSPARENCY VISION RELATIONSHIPS THE RIGHT TEAM AND CAN THEY BE APPLIED TO YOU? HOW ?

22. 1. COMMITMENT HOW IMPORTANT TO YOU? DO YOU WANT TO BUILD A LONG-TERM, SUSTAINABLE BRAND? ARE YOU WILLING TO COMMIT FINANCES, RESOURCES, AND TIME TO IT? HOW HIGH A PRIORITY WILL IT BE (NOT JUST FOR A MONTH OR YEAR, BUT THE LIFE OF THE COMPANY) ? WILL IT BE?

23. 2. DEFINE YOUR CORE VALUES IT’S HARD, SO START EARLY. WHAT ARE YOUR COMPANY’S CORE VALUES? WHAT ARE YOUR PERSONAL CORE VALUES? DO THEY ALIGN ?

24. EXAMPLES: VENDOR EXTRANET TWITTER.ZAPPOS.COM “ ASK ANYTHING” TOURS & MEDIA VISITS ZAPPOS INSIGHTS

25. 4. VISION DOES IT HAVE MEANING AND PASSION BEHIND IT? DOES IT INSPIRE (VS. MOTIVATE)? “ CHASE THE VISION , NOT THE PAPER.” -

26. FOR EMPLOYEES WHAT’S THE LARGER VISION AND GREATER PURPOSE IN THEIR WORK BEYOND MONEY OR PROFITS? FOR ENTREPRENEURS WHAT WOULD YOU BE PASSIONATE ABOUT DOING IF YOU DIDN’ T FEAR FAILURE AND DIDN ’ T MAKE ANY MONEY FOR 10 YEARS?

27. 5. BUILD RELATIONSHIPS IT’S NOT ABOUT NETWORKING OR MARKETING. IT’S ABOUT CONNECTEDNESS . IF YOU’RE INTERESTED , YOU DON’ T HAVE TO TRY TO BE INTERESTING. “ IF THE PERSON YOU’RE TALKING TO ISN’T LISTENING, BE PATIENT. MAYBE HE HAS A SMALL PIECE OF FLUFF IN HIS EAR .” -

28. 6. BUILD THE RIGHT TEAM HIRE SLOWLY . FIRE QUICKLY . HIRE BASED ON VALUES . “ IF YOU WANT TO GO QUICKLY, GO ALONE. IF YOU WANT TO GO FAR, GO TOGETHER ” . ” - AL GORE, FROM AN AFRICAN PROVERB (THAT’S NOT AL GORE)

29. THAT’S GREAT BUT IT’LL NEVER WORK FOR ME OR MY COMPANY… MIGHT BE TRUE IF YOU THINK THAT WAY, PROBABLY NOT TRUE IF YOU THINK IT CAN… SO HOLD THAT THOUGHT.

30. SOME FRAMEWORKS LEARNED ALONG THE WAY… WHAT DOES THE SCIENCE OF HAPPINESS HAVE TO TELL US? SOME FRAMEWORKS LEARNED ALONG THE WAY…

32. HAPPINESS FRAMEWORK 2 MASLOW’S HIERARCHY

34. HIGHER PURPOSE AND MEANING BEING PART OF SOMETHING BIGGER THAN SELF MOST LONG-TERM, FULFILLING HAPPINESS

36. IF RESEARCH SHOWS VISION MEANING HIGHER PURPOSE LEADS TO HAPPINESS… HOW DOES THAT APPLY TO YOU AND YOUR COMPANY ?

37. HOW DO WE TURN SUPERBAD INTO SUPERGOOD?

38. LABOR DAY 2009 FIRST… THERE WAS A BOOK

39. 320,000+ COPIES SOLD 17+ LANGUAGES/COUNTRIES 2010 BEST OF LISTS AMAZON CUSTOMER FAVORITE NPR MARKETPLACE INC. MAGAZINE NEW YORK POST READWRITEWEB #1 BESTSELLER LISTS NYTIMES WSJ AMAZON BARNES & NOBLE BORDERS WHOA.

40. I CAN BE A CMP!

42. THEN, THE BUS TOUR…

46. BEFORE AFTER

57. “ DELIVERING HAPPINESS IS A MOVEMENT THAT HAPPENS TO HAVE A BOOK ” - SETH GODIN

58. THEN THERE WAS A BUS TOUR FIRST…THERE WAS A BOOK

59. WE HEARD FROM AROUND THE WORLD UNIFIED BY THE SAME VISION NO MATTER WHAT BACKGROUND CULTURE IDEAS JOB HAPPINESS

60. NOW…THE MOVEMENT TO SPREAD AND INSPIRE HAPPINESS IN THE WORLD SCIENTIFIC SENSE BUSINESS SENSE HUMAN SENSE

61. Inspiration Live passionately. Inspire and Be Inspired. Community Connect people who want a purposeful life. Education Teach and empower each other. Experiences Create meaningful moments together. So…how do you fuel a movement?

62. DH + DH@WORK COMMUNITY + GLOBAL PARTNERS A network around the world, growing the movement with community and workplaces Community Partners

64. Merch with a Mission

65. [email_address]

66. AND DH

67. DELIVERING HAPPINESS TODAY… Community Partners 130 COUNTRIES 1200 CITIES

68. A WORLD OF SUSTAINABLE HAPPINESS AT WORK , COMMUNITY AND EVERYDAY LIFE DELIVERING HAPPINESS EOY 2012

69. THAT’S GREAT BUT IT’LL NEVER WORK FOR ME…

70. NOT SAYING BE LIKE ZAPPOS OR DELIVERING HAPPINESS NOT THE ACTUAL CORE VALUES THAT MATTER WHAT MATTERS IS ALIGNMENT AND THAT YOU COMMIT TO THEM

71. WITH… GENERATIONAL ADVANCES ACCESS TO INFORMATION BASIC HUMAN DESIRE OF HAPPINESS IT’S NOT A PIPEDREAM ANYMORE

72. FOR A CULTURE BOOK OR COPY OF THE PRESENTATION [email_address] JOIN THE MOVEMENT! DELIVERINGHAPPINESS.COM FACEBOOK .COM/DELIVERINGHAPPINESS TWITTER | @DHMOVEMENT | @DHMOVEMENTCEO To apply for VHP status: BIT.LY/VHPinvite

73. TOGETHER, LET’S