Greetings, good morning. Welcome to the Business Model Generation Workshop. Before we start I will like us to give thanks to God for bringing us together here today. I will also like to thank the Unity Center for Holistic Living for allow us to use this house of worship for the meeting. Please join me in recognizing God’s presence in our lives. The light of God surrounds us…
My name is Tony Puckerin, My career in the business world started shortly after I graduated from Umass in 1982 with a BSc degree in Business Management and Marketing. My first job in the Corporate world was a business consultant with a Consulting company from Miami doing a job for now defunct NCB. I became the protégé of a master consultant who thought me the ropes. Since then I have work for literally hundreds of companies advising them on business operations and marketing. One of my belief tenets which to some can be controversial is that if I don’t have a plan for what I want to do I will have to fit into someone else’s plan. I worked with the consulting company for 3 years they left the country and worked with NCB for another 3 years as a Human Resource Facilitator in there facilities in Chaguanas. I returned to the US and realized that I could not consult there without hiring myself out to the Corporate world. I chose to become an independent contractor in the automotive sales industry where in my best year I recorded sales from commission in the range of over $100,000 . The money was good but the hours were long. True story, one day I was kissing my daughter as I dropped her off to school and she said, “I see you tomorrow daddy” and that hit me. Soon after that I walked away from that position and launched out on my own. I became an automobile internet marketing consultant help automobile dealers to market cars using the internet. It was during that time that I separated from my significant other and I returned to Trinidad. I registered a company Guerilla Marketing Consulting Ltd and have been helping business in Trinidad market their businesses using the internet or other offline marketing tactics. The largest company I worked for was GGI limited in Arima but most of my clients have been small startup companies like Specialty Services, Trinjet Services, The Academy of Automotive Engineering. I currently work with 3 other clients who I will like to keep anonymous for now. I tell you this not to impress you but to empress on you that I am qualified to share the information I am about to share with you. Now let me allow my beautiful assistant to introduce herself.
Here is the first question I have for you. You must have wondered this before. You see, there are some basic functions in any business. It does not matter if you are a small business or a large corporation. Some businesses get it right by trial and error or just sheer luck. Most others have to figure it out themselves. It’s not an easy task. Start up businesses have a 95 percent failure rate. Business owners with MBAs end up failing so there is no shame in anyone closing a business especially when it losing money. Those are sad statistics. Do You Know Why 95 Percent Of Businesses Fail Within The First 3 Years Of Operation? Have You Ever Wondered Why Some Businesses Steadily Improve. While Others Stagnate And Eventually Shut Down?
1950s, new business models came from McDonald's Restaurants and Toyota. 1960s, the innovators were Wal-Martand Hypermarkets. 1970s saw new business models from FedEx and Toys R Us;
It is important to understand the difference between strategy and tactics. Can anyone shae what they think the difference is? Strategy they say is the how you will get things done but most business owners concentrate on the what. Strategy will always trump tactic. If I advertise on TV and radio is that a strategy? If I decide to call all my old customers and offer them a huge discount what is that considered? Strategy is made up of tactics but tactic by themselves are always useless and ineffective. Business model generation is another word for strategic planning.
I’m about to show you a new business tool that makes strategic planning a lot easier. It was developed by over 150 business experts collaborating on what is the easiest way to represent all the important elements of any business such that it is visual and simple to use and implement. OsloNorwayMay 30-31, 2013Sold Out!ZuerichSwitzerlandJune 10-11, 2013Get TicketsBogotaColombiaTBD, September 2013Notify MeNew YorkUSAViennaAustriaHong KongChinaTokyoJapanSan FranciscoUSAIt had to include the…
Strategy require that you look at each element of your business and figure out how you will use each to accomplish your goals. In other words what tactics you can use to make it happen.
Tony Puckerin Tonia Robinson
Motivational Elite Inc.
Founder & CEO
1. Pains: What pains do your product or service
remove? Offer Pain Relievers
2. Gains: What gains do your product or service
satisfy? Offer gain creators
3. Jobs: What jobs do your product or service
perform for your customers? Synergize with
What does your customer find too costly?
What makes your customer feel bad?
How are current solutions underperforming for your
What are the main difficulties and challenges your
What negative social consequences does your
customer encounter or fear?
What risks does your customer fear?
What’s keeping your customers awake at night?
What common mistakes does your customer make?
What barriers are keeping your customers from
What saving will make your customer happy?
What outcomes does your customer expect and what
would go beyond expectations?
How do current solution delight your customer?
What would make your customer job or life easier?
What positive social consequence does your customer
What are your customer looking for?
What do customers dream about?
How does your customer measure success and
What would increase the likelihood of adopting a
What functional jobs are you helping your
customer get done?
What social jobs are you helping your
customer get done?
What emotional jobs are you helping your
customer get done?
What basic needs are you helping your
Customer segmentation is the practice of
dividing a customer base into groups of
individuals that are similar in specific ways
relevant to marketing, such as age, gender,
interests, spending habits and so on.
It is possible to measure.
It must be large enough to earn profit.
It must be stable enough that it does not vanish after
It is possible to reach potential customers via the
organization's promotion and distribution channel.
It is internally homogeneous (potential customers in the
same segment prefer the same product qualities).
It is externally heterogeneous, that is, potential customers
from different segments have different quality
It responds consistently to a given market stimulus.
It can be reached by market intervention in a cost-
It is useful in deciding on the marketing mix.
Distribution of products takes place by
means of channels. Channels are sets of
interdependent organizations (intermediaries)
involved in making the product available for
Imagine you are in the restaurant business. Your
specialty is BBQ. Using the blank canvas provided
1. Develop at least one Value Proposition
2. Identify 2 distinct customer segment(s)
3. Identify the possible channels mix the
restaurant can employ.
The Business Canvas
Exposure to how to develop a Value Prop.
Customer Segment & Channels
Web Site www.BusinessModelGeneration.com
VIP Strategy Day with Tony
Receive instant, 1-on-1 personal support in a
condensed 8 hour on-site, strategy session.
Where together we will develop all elements of
your Business Model.
You will receive materials, assignments and
support in advance of the strategy session to assist
in maximizing instant, sustainable results for your
business. Together we will develop a clear
sustainable strategic plan to dominate your Market.
Maximize your revenue.
12 month Accelerated Business Coaching includes:
* One 8 Hour Strategy Session to develop your business
* Development of a WP Blog for your business.
* Maintaining your blog with up to 2 post per month on
topics relevant to your market.
* Four, 1/2-hour strategy implementation and goals
setting sessions by phone each month.
* Up to two hours per month critiquing and developing
marketing, systems, logistics or team recruitment pieces.
* Assist with the execution and monitoring of marketing
*Available for questions/advise unlimited by phone or
Collaboration with you to develop a complete
web presence which includes:
A 6 page web site to show case your
A Facebook page for your business
A Word Press blog for your business
(Comes with a 90 Day agreement to maintain each online
marketing collateral created)
1. A complete evaluation of your sales team’s
strengths and weaknesses identifying
strategies to increase sales.
2. Set monthly sales goals and develop
marketing strategies to meet those goals
3. Maximize your sales team efforts with
sales training for individuals, groups or
Two Day Business Model
Generation Weekend Workshop