Cg&web 2010 Xentio Steve 30 million
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Steve Keil from Xentio shouts about creating better presentations.
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Cg&web 2010 Xentio Steve 30 million
- 1. GOAL
- 4. (Million)
- 13. Fame
- 14. Recognition
- 16. DONATIONS
- 19. AGREE
- 21. ACTION
- 22. ROI
- 25. Why does this matter?
- 26. You’re killing us; your business; and your reputation.
- 27. Prove it, Steve
- 28. KILLING
- 29. Cycle of Doom
- 30. Bad Presentation Communicate Poorly Bad Image (yourself, company) Less Sales (less jobs, customers) Less Money 1 2 3 4 5
- 33. Bad Presentation Communicate Poorly Bad Image (yourself, company) Less Sales (less jobs, customers) Less Money 1 2 3 4 5
- 34. Communications Model Creators Recipients Messages Media Approach Imagine & create a message Observe, understand, believe ACT. (PRESENTING) Input Output PROCESSING
- 42. Bad Presentation Communicate Poorly Bad Image (yourself, company) Less Sales (less jobs, customers) Less Money 1 2 3 4 5
- 44. Cycle of Doom
- 48. Bad Presentation Communicate Poorly Bad Image (yourself, company) Less Sales (less jobs, customers) Less Money 1 2 3 4 5
- 50. Bad Presentation Communicate Poorly Bad Image (yourself, company) Less Sales (less jobs, customers) Less Money 1 2 3 4 5
- 53. Examples:
- 55. Slide #... 56 (of 187)
- 56. 56 Push and standardise e-channel (web touchpoint) Source: XYZ Team Topic description and scope Description • Achievement of a shift from manual/direct interaction with the customer to an electronic one (internet/EDI) and thus – Improving efficiency with corresponding DOE reduction – Decreasing DSO – Increasing compliance and accuracy of documentation/reporting – Gaining more customer insight, e.g., preferences, potential business – Satisfying customer requirements – Creating a new sales channel to tap small businesses and individuals – In addition to the above, define processes to motivate customers to use 100% the e- channel In-scope • Processes incl. – Account creation (credit application) – Credit approval – Online quoting request – Compliance check of shipment and compliance support – Specification of requirements for implementation of a self-service (e.g., e-selling) customer portal potentially reusing existing customer facing applications – All currently offered value added services – Integrated up- and cross-selling – Customer e-connectivity, i.e., link to standard e-procurement tools – Interfaces to other channels, e.g., customer self-service Out-of-scope • Product design, pricing definition, and tariff and product maintenance • New track & trace systems • New tariff and pricing system • Customer master data base • CRM analysis • Customer service functionality • Roles and responsibilities for the organisation (sales, operations, finance, etc.) Strategic themes Business relevance and implementation complexity DOE reduction Customer intimacy Trans- parency Business risk Implementa-tion complexity 2 Low Moderate High
- 57. And now, Slide # 58 (of 187)
- 58. 58 Physical operations (2/4)5 Execute export operations Perform freight handling instructions as per local requirements M M I/O Get sign-off from carrier (shipment acceptance) M M I/O Core operations systemTransactional operations * Trucks, plane, etc. ** Overall contour, e.g., Q6, Q7 • Shipment monito- ring Transactio- nal ops • SOP Perform freight handling instruc- tions M M I/O M M I/O Do build-up (consolidation)* and map shipment to ULD/ move- ment M M I/O Present documen- tation to customs M M I/O Produce shipment labels M M I/O Check weigh (and dimen- sions) M M I/O Map ULD to move- ment* M I/O Get sign-off from carrier (shipment accep- tance) M Transactio- nal ops M M I/O Source required ULD • Capa- city M M I/O Store and label freight* M M I/O Confirm ULD contour • House bill • Weigh • Dimen- sions • Relevant documen- tation AFR Perform freight handling instructions Store and label freight* Perform con- solidation and map to container (LCL only) Get sign-off from carrier (shipment acceptance) M M I/O M M I/O M M I/O M M I/O Core opera- tions system Transactional operations Transactional operations • SOP Transactional operations • House bill OFR – LCL OFR – FCL Transactio- nal ops Transactio- nal ops Transactio- nal ops Transactio- nal ops, capacity management Transactio- nal ops, customer service Transactio- nal ops, customer service, capacity mgmt Customs • ULD con- tour**
- 59. And now, Slide # 60 (of 187)
- 60. 60 Sales1 Actual revenues Actual costs Internal rates Main interactions Product/capacity management3 Sales Transactional operations1 4 Customer service Physical operations2 5 2 3 Cus- tomer Targets • Customer/ account profit- ability • Volume targets • Fulfillment of committed fore-cast given to capacity mgmt. • Performance of accounts pipeline (new/existing customers) Customer facing • Undi- fferenti- ated by product • Split by custom-er type and sales channel Out- side sales Self service sales Inside sales (centra- lised) Tradelaneexperts Sectorstrategy Key activities • Farming and hunting of customers • Single customer contact (key account manager for nominated accounts and pool of account managers for non-nominated accounts) • RFQ management • End-to-end product configuration and pricing • SLA calculation • Business development (incl. marketing strategy) • Campaign management • Administrative support for sales (e.g., agenda planning, data gathering) • Implementation Back office Non customer facing Sales account managers (outside and inside sales) liaise with relevant customer service key account/front-office responsible on • End to end service pricing (sales ownership) • Relevant customer events identified by sales or CS • Potential leads (up-selling/ potential churn) identified by CS Trade lane experts (sales) liaise regularly with route managers (product/capacity mgmt) on • Bilateral commitments on cargo volumes (sales) and pricing (capacity mgmt.) • Capacity imbalances/required cargo identification and special deals creation • New product design and developments (capacity mgmt) • Owner of customer relationship • Contract/terms definition and SOP creation Staff, facilities, other costs Source: XYZ Team
- 61. Can you imagine HOW I/YOU will FEEL
- 62. 186 (of 187)
- 64. 187 (of 187)
- 66. Will I
- 69. ?
- 73. Good Presentations: 1. Goal 2. Significance 3. Structure 4. Simplicity 5. Are Rehearsed
- 79. GOAL ROI
- 81. Good Presentations: 1. Goal 2. Significance 3. Structure 4. Simplicity 5. Are Rehearsed
- 83. Why do you present? 1. Your boss told you to? 2. Give information? 3. Create Meaning! Significance
- 84. Meaning = Passion 1. Passion = energy 2. Energy = excitement 3. Excitement = attention 4. Attention = ACTION!! Significance
- 88. Good Presentations: 1. Goal 2. Significance 3. Structure 4. Simplicity 5. Are Rehearsed
- 90. 1. Make an opening • What is this going to be about? • State your GOAL. Structure
- 91. 2. Tell a STORY • We love stories. • Use examples (story). Structure
- 98. 3. Make a limited # (3-4) of points • We won’t remember more anyway… Structure
- 99. 4. Close the Story • Provide a summary, restate your GOAL. Structure
- 100. Story = IMPACT
- 101. Good Presentations: 1. Goal 2. Significance 3. Structure 4. Simplicity 5. Are Rehearsed
- 103. Simplicity “I apologize for the length of my letter, but I didn’t have time to write a short one.” - Mark Twain
- 104. Simplicity Simplicity: •Keep it simple, stupid (KISS)
- 105. Simplicity Simplicity: •Focused: limit your message
- 106. Simplicity Simplicity: •Re-write, re-write, re-write (shorter and more concise)
- 107. Simplicity Simplicity: •Big words are NOT impressive, (they alienate your audience) •You want your audience to UNDERSTAND
- 108. Simplicity Simplicity: •PowerPoint is not a book •If you feel the need to present me 187 pages of text, WRITE A BOOK.
- 109. Simplicity Design Rules 1. One idea per slide 2. Few matching colors 3. Few fonts 4. Images, not text Simplicity
- 110. Images = IMPACT
- 115. Facts and Figures on Hunger and Poverty • In 2005, almost 1.4 billion people lived below the international poverty line, earning less than BGN 2 per day. • Among this group of poor people, many have problems obtaining adequate, nutritious food for themselves and their families. As a result, 947 million people in the developing world are undernourished. They consume less than the minimum amount of calories essential for sound health and growth. • Undernourishment negatively affects people’s health, productivity, sense of hope and overall well-being. A lack of food can stunt growth, slow thinking, sap energy, hinder fetal development and contribute to mental retardation. • Economically, the constant securing of food consumes valuable time and energy of poor people, allowing less time for work and earning income. • Socially, the lack of food erodes relationships and feeds shame so that those most in need of support are often least able to call on it.
- 119. 41,096 (Day)
- 120. 1,712
- 121. While we sat here (1 hour)
- 123. (dead)
- 124. While we sat here (1 hour)
- 125. 1,712
- 126. Children
- 127. (died)
- 132. YOUR HELP
- 135. IMPACT
- 136. Good Presentations: 1. Goal 2. Significance 3. Structure 4. Simplicity 5. Are Rehearsed
- 139. Relevant
- 142. Pitch
- 148. We don’t care: • About you being #1 • About your creativity
- 149. (Or, we shouldn’t)
- 150. We DO care • About ROI • And what you can do for ME, and my business.
- 162. But we realize that for every EUR you spend, you need 1+ EUR back.
- 163. “If it doesn’t sell, it isn’t creative.” - David Ogilvy
- 165. Our campaign
- 166. Incorporate best practices • We illustrated a benefit • ADS WITH BENEFIT SELL MORE
- 167. Incorporate best practices • Didn’t use riddles • Didn’t use platitudes (meaningless phrases) • SELL LESS
- 168. Incorporate best practices • Easy to understand • SELL MORE
- 169. Incorporate best practices • TOLD them what to DO ACTION = SELLS MORE
- 173. Headline MS causes impotence & paralysis. It can happen to anyone.
- 174. Caption Underneath We’re working on a cure, but we need your help. Please donate:
- 177. Tested it WHY?
- 178. Tested it WORKS!
- 179. Tested it Special account # for donations
- 181. Tested it WHY?
- 183. Results: MS donations increase 25%, or 250,000 EUR over the run of the ad.
- 186. Results: MS Donations increased 2.2 MILLION EURO.
- 190. Summary: • Keep your GOAL in mind (ROI) • Have MEANING (or don’t do it) • Have STRUCTURE (story) • Keep it SIMPLE (understanding = action) • REHEARSE (practice makes perfect) • You’re selling YOU.