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Slides for a 2 hour Introduction to Business Model Generation Workshop

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  • 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.
  • Your business model is your secret sauce. Your model is what makes your business unique.  Your business model is the formula you use to outsmart your competitors, provide ongoing value to customers, and continually grow your business.   There are eight essential areas to a business modelMust have excellent marginsMust be easy to sellMust have The Four Capitals©: Intellectual Capital, Financial Capital, Human Capital and Brand CapitalMust be able to maintain ongoing competitive advantageMust have quality customersMust have longevity of the industryMust provide for the owner’s graceful exitMust avoid pitfalls
  • 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.
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    1. 1. Tony Puckerin Tonia Robinson Business Coach Marketing Consultant Internet Marketing Consultant Motivational Elite Inc.  Founder & CEO
    2. 2. Strategy vs Tactics
    4. 4. 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 your products/services
    5. 5.  What does your customer find too costly?  What makes your customer feel bad?  How are current solutions underperforming for your customer?  What are the main difficulties and challenges your customer encounters?  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 adopting solutions?
    6. 6.  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 desire?  What are your customer looking for?  What do customers dream about?  How does your customer measure success and failure?  What would increase the likelihood of adopting a solution?
    7. 7.  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 satisfy?
    8. 8. 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.
    9. 9.  It is possible to measure.  It must be large enough to earn profit.  It must be stable enough that it does not vanish after some time.  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 preferences.  It responds consistently to a given market stimulus.  It can be reached by market intervention in a cost- effective manner.  It is useful in deciding on the marketing mix.
    10. 10. Distribution of products takes place by means of channels. Channels are sets of interdependent organizations (intermediaries) involved in making the product available for consumption.
    11. 11.  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.
    12. 12.  The Business Canvas  Exposure to how to develop a Value Prop. Customer Segment & Channels  Web Site  resource
    13. 13. What Is A Coach?
    14. 14. 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.
    15. 15. 12 month Accelerated Business Coaching includes:  * One 8 Hour Strategy Session to develop your business model.  * 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 campaigns  *Available for questions/advise unlimited by phone or emails.
    16. 16.  Collaboration with you to develop a complete web presence which includes:  A 6 page web site to show case your products/Services  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)
    17. 17. Includes: 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 management representatives.
    18. 18. Two Day Business Model Generation Weekend Workshop