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David Goldsmith MetaMatrix Consulting Group LLC I supply my slides for your personal use with the understanding you will not edit the slides nor remove.

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Presentation on theme: "David Goldsmith MetaMatrix Consulting Group LLC I supply my slides for your personal use with the understanding you will not edit the slides nor remove."— Presentation transcript:

1 David Goldsmith MetaMatrix Consulting Group LLC I supply my slides for your personal use with the understanding you will not edit the slides nor remove any contact information. I trust you will honor this request. David Goldsmith MetaMatrix Consulting Group (315)

2 David Goldsmith MetaMatrix Consulting Group LLC Supercharged Strategies for Growing a Business: The Tools to Win David Goldsmith MetaMatrix Consulting Group (315)

3 David Goldsmith MetaMatrix Consulting Group LLC San Diego Fast Freight Train Grab a hold and we will make you money, grow your business, and we will all be a success. Jeff Bleustein

4 David Goldsmith MetaMatrix Consulting Group LLC OPEN IT UP! David Goldsmith MetaMatrix Consulting Group LLC

5 What are some of the challenges YOU would like to see ANSWERED?

6 David Goldsmith MetaMatrix Consulting Group LLC Todays NASCAR races may have 60,000-80,000 Attendance of 300, ,000

7 David Goldsmith MetaMatrix Consulting Group LLC German Auto Union

8 David Goldsmith MetaMatrix Consulting Group LLC What to do when youre 2kg over weight?

9 David Goldsmith MetaMatrix Consulting Group LLC Spend the night scratching off the paint Silver Arrow

10 David Goldsmith MetaMatrix Consulting Group LLC a solution There is ALWAYS David Goldsmith MetaMatrix Consulting Group LLC

11 CHALLENGE

12 David Goldsmith MetaMatrix Consulting Group LLC Patriot Harley-Davidson - Bob DeHaven Capitol City Harley-Davidson - Bob Oyler Destination Harley-Davidson - Ed Wallace Jr Tim Sherman's Harley-Davidson - Tim Sherman Riverside Motorcycle - Jay Dabney Dick's Harley-Davidson Co. - Brad Tibbits Harley-Davidson Motor Company Employees Frank Candy – PR Hog Group Florida Don and Carissa Tidus Smaltzs Harley-Davidson, Inc – Stretch Fargo HD Sales – Del Hoffer Other Harley-Davidson and Metric Riders

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15 Challenges Convergence from HD Market to Buyers Market Margins have dropped Seasonable business #1 competitor is the HD Dealer down the road Having difficulty with sales staff (finding, training) Need new ideas for marketing Average age of biker is increasing Limited pool of knowledgeable employees

16 David Goldsmith MetaMatrix Consulting Group LLC

17 When you WIN BY A N_____ (Someone else LOSES BY A N_____) Qs David Goldsmith MetaMatrix Consulting Group LLC

18 Doing More With Less Sales/Marketing Redefining

19 David Goldsmith MetaMatrix Consulting Group LLC Doing More With Less

20 David Goldsmith MetaMatrix Consulting Group LLC The never ending challenge… How To Do More With Less Dec. 8, s David Goldsmith MetaMatrix Consulting Group LLC

21 Bridge Deck Finishing Machines Pile Drivers

22 David Goldsmith MetaMatrix Consulting Group LLC Fries Automation

23 David Goldsmith MetaMatrix Consulting Group LLC What Systems and Technology Can Do… E-Z Pass changes The need for toll personnel The need to count cash The need to generate receipts The need for accounting personnel The need for people safety Benefits to driver Speed of processing One simple bill No cash as a driver Consolidate invoices Waiting in line diminished

24 David Goldsmith MetaMatrix Consulting Group LLC Pirelli Tires Mini-Factories (MIRS Innovation) With MIRS (Modular Integrated Robotized System), Pirelli has totally revolutionized the technologies and traditional methods of tire production. The new process is based, in fact, on the concept of highly flexible "minifactory" (flexible to the extent of one tire per size) that can be strategically located according to market demand. Pirelli.com

25 David Goldsmith MetaMatrix Consulting Group LLC Pirelli Robotics Modular Integrated Robotized System Flexible to the extent of one tire per size 350 square meters entire production cycle from compounding to finished product producing a tire every three minutes reduce the lead-time from six days with the traditional process to 72 minutes eliminating the storage phases –12% being processed at any time –88% waiting to be processed Pirelli.com

26 David Goldsmith MetaMatrix Consulting Group LLC SYSTEMS & STRUCTUR E How to INSURE predictable reliable results.

27 David Goldsmith MetaMatrix Consulting Group LLC Mario Andretti and You If you were to place Mario in a race car and you were in a Honda Accord who would win?

28 David Goldsmith MetaMatrix Consulting Group LLC Productivity Principle 80% of a firms ability to compete and employees ability to succeed is driven primarily by the structure the firm has to offer. The role of management is to think…design the structure, processes and goals to insure the probability of success. David Goldsmith MetaMatrix Consulting Group LLC

29 McDonalds Before and After Drive through before visual display Uncertain about order Frustrated with individual Increased chance of wrong order Wondering about final total price Drive through after visual display Confirmed orders before production Individual less important Increased chance of success Total price clear to viewer David Goldsmith MetaMatrix Consulting Group LLC

30 2000 Florida Election Ballot

31 David Goldsmith MetaMatrix Consulting Group LLC To some it looked like this…

32 David Goldsmith MetaMatrix Consulting Group LLC Sugarbush Ski School Most profitable part of the mountain Average wait used to be 1 hour each morning Management did not understand their role 2.5 hours – changed the focus from the magic moment to cattle. Changed the role from teamwork to decision making Within one day the line queue dropped to 10 minutes No technology changed. David Goldsmith MetaMatrix Consulting Group LLC

33 How it worked for years Adult & Private Lessons Kids Counter and Customer Service David Goldsmith MetaMatrix Consulting Group LLC

34 Winning strategies and tactics Customer Form Counter Greeter Adult & Private Lessons Kids Counter and Customer Service David Goldsmith MetaMatrix Consulting Group LLC

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36 FAX UP FAX DOWN

37 David Goldsmith MetaMatrix Consulting Group LLC TIME Traditional Explosive RESULTSRESULTS

38 David Goldsmith MetaMatrix Consulting Group LLC CHANGE Everyone loves change!!!

39 David Goldsmith MetaMatrix Consulting Group LLC How do you motivate EMPLOYEES (INDIVIDUALS) to do a better job? Willie Roy David Goldsmith MetaMatrix Consulting Group LLC

40 Divorce – Kids – Parents - Debt

41 David Goldsmith MetaMatrix Consulting Group LLC People dont show up to work to screw up. David Goldsmith MetaMatrix Consulting Group LLC

42 Sales/Marketing

43 David Goldsmith MetaMatrix Consulting Group LLC Whats wrong with this picture? Prospect walks into a HD dealership wearing leather jacket, driving a suburban and jeans. Gets no help as she walks over to the rider gloves display. Spends 17 minutes with no help. Gets a phone call and then sits on a motorcycle for 45 minutes with no attention. Purchases the short gloves and leaves to go to a new rider course only to find out she should have purchased the cuffed garment. The gloves then fray within 3 days of use.

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45 Hard Core Harley Rider Harley can no longer rest on the fact that people will just buy a Harley. The old attitude that, if you dont buy its your loss is over. They have to start servicing customers in a whole different way considering you can purchase so many other bikes today with more value for less. And Im a Harley rider!

46 David Goldsmith MetaMatrix Consulting Group LLC Dentist Across the Street

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49 1. Work the leads that walk in the DOOR! (HD Executive Experience) Higher revenue in Separate Buildings vs. Malls PLANNED VISIT!!! Capture Rate for HD is around 12-20% 2. Work with Driver Safety Courses Students get a free kit if they visit the store Free collectibles Reserve Seats for Riders Edge/MSCLass (1 hr. Drive) HD Needs and entry level bike 14 Win By a Nose Marketing Solutions

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51 3. HOG Group participation Study by Motor Company January 2005-July Bike Owners Average annual purchase $893 National HOG Member 32% more Local HOG member 56% more Founded in 1983 and now million members With no agenda but to ride 14 Win By a Nose Marketing Solutions

52 David Goldsmith MetaMatrix Consulting Group LLC Del Hoffer 1.You must ride iron with them 2.You must schedule activities 3.You must sponsor and attend meetings My take is you must learn to bleed …black and orange

53 David Goldsmith MetaMatrix Consulting Group LLC Ambassad or vs. Terrorist

54 David Goldsmith MetaMatrix Consulting Group LLC 14 Win By a Nose Marketing Solutions 4. Open house for metric bikes Trade ins get a discount 5. No money down, April payment 6. If the biker cant handle an 883 Put them in a Japanese bike After a year guarantee a trade in 7. Offer +++ Retail statistics 70% of purchases are impulse Customization at % discount w/ a new bike purchase Get 20% off parts with bike

55 David Goldsmith MetaMatrix Consulting Group LLC 14 Win By a Nose Marketing Solutions 8. Extend service hours for professional Learn a lesson from Lexus Night Shift in by 5 out by 9 9. Sensitivity to gender and economic differences Woman, Black, Hispanic. 10. Get prospects in the FAMILY…dont just talk about it. 11. Treat clothing department like Neiman Markus 12. Start holiday specials before Thanksgiving 13. Take care of them after the sale!!! Parts, Service, Accessories,

56 David Goldsmith MetaMatrix Consulting Group LLC 14 Win By a Nose Marketing Solutions 14. Marketing to starts before you meet the customer Advertising Website Reputation in the area Location Visibility Visibility to the community Example: Poker competition 1800 people attended Example: Bikes to Police with Bags with flames and logo of Dealership. Wrong: When you give a bike up for raffle it markets HD and not your dealership!

57 David Goldsmith MetaMatrix Consulting Group LLC 5 Sales Solutions 1. Create process for hiring like Southwest Airlines 2. Create a 5 or 6 step process for sales 3. Add the Vintage Sales Process – To the WORD 4. Use rapid sales staff development tools Generation M Video Duplication 5. Start sales people at the right time 6. Use this throughout the Enterprise

58 David Goldsmith MetaMatrix Consulting Group LLC Give Your Staff Language Down to the minute detail… ALL INVENTORY HERE MOVES VERY RAPIDLY ID LIKE TO CONFIRM THAT BEFORE I GIVE YOU A PRICE. Transferred to Manufacturers or Distributors… THERE ARE THREE OPTIONS WE SUGGEST WHEN CLIENTS ARE IN THIS POSITION...

59 David Goldsmith MetaMatrix Consulting Group LLC Industry STRATEGIC Constants 1.Continually occurring; persistent. 2.Regularly recurring 3.Unchanging in nature, value, or extent; invariable. 4.No perceivable improvement in the foreseeable future. David Goldsmith MetaMatrix Consulting Group LLC

60 Hiring/Retention Limited pool of employees No more farm boys Cultural issues Lack of skilled labor Check Friday/Monday now show syndrome

61 David Goldsmith MetaMatrix Consulting Group LLC Industry STRATEGIC Constants Options 1.Fight it 2.Continue to do what you are doing 3.Build a new model David Goldsmith MetaMatrix Consulting Group LLC

62 You are the GM for 500 bike HD Dealership with 46 employees during season. By your own calculations you will lose 30% of your business if you dont create a better strategy to attract and retain good talent. Based on history, it takes 6 months to 3 years to educate a new candidate. What innovative strategies would you need to put in place to maintain your current growth?

63 David Goldsmith MetaMatrix Consulting Group LLC EMPOWERM ENT Whats your strategy to empower others?

64 David Goldsmith MetaMatrix Consulting Group LLC Potential Solutions Build a career ladder Long Term Recruiting HS, College, Global Generation M tools Video Training/Sports Trainers better trained Mentor program Web design for employees Internal referral program Outsource Jobs/Functions Streamline your business Arborists Company Theft from competition Eliminating Jobs Utilize technology

65 David Goldsmith MetaMatrix Consulting Group LLC Lorrie A. Goldsmith Life does not give As for EFFORT, it gives As for RESULTS. David Goldsmith MetaMatrix Consulting Group LLC

66 Redefining How to Rapidly Strategize while Developing a Mega-Competitive Advantage in the market place

67 David Goldsmith MetaMatrix Consulting Group LLC REDEFINING is a management and leadership tool to ALWAYS find a better way to discover new competitive, mega, advantages by redefining challenges, problems and opportunities. David Goldsmith MetaMatrix Consulting Group LLC

68 Picture the BIGGEST challenge you have today… David Goldsmith MetaMatrix Consulting Group LLC

69 Do you have a process for strategically thinking?

70 David Goldsmith MetaMatrix Consulting Group LLC Does it look like this… Determine Goal or Problem Figure Out Solutions Maybe Do Research Implement the Idea

71 David Goldsmith MetaMatrix Consulting Group LLC Or do you do this in a meeting? Questions asked by meeting leader Anyone have any problems? State Problem Ideas Generated1 or 2 are Selected Possible Research Implemented Ask for Suggestions

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76 THREE SIMPLE STEPS Step 1 State your challenge in one sentence.

77 David Goldsmith MetaMatrix Consulting Group LLC Challenge Statement Test Test QuestionsColumn 1Column 2 1. Is the CS one issue?YesNo 2. Is the CS in the present or future tense?YesNo 3. Is the CS a problem or solution?ProblemSolution 4. Are the CS facts verifiable ?YesNo 5. Are the CS assumptions valid ?YesNo 6. Is the CS essential to your overall goal?YesNo (Hint: All your answers need to fall in Column 1)

78 David Goldsmith MetaMatrix Consulting Group LLC Examples Sales margins have dropped 4% Were losing business to our local HD Dealer We dont have enough space We are looking to grow 32% this year It takes 6 months to train a technician Retail sales are stagnant I cant find qualified managers

79 David Goldsmith MetaMatrix Consulting Group LLC Must be one challenge I want to sell a 10 CD set for $300, and I dont want people copying it. Must be in the present/future tense My husband had cheated on me Must be a problem My salespeople need more sales training

80 David Goldsmith MetaMatrix Consulting Group LLC Must have verifiable facts (if there are facts) Shrinkage is 14% in the warehouse Must have valid assumptions McDonalds makes people fat Must be essential to the goal My office manager is always grouchy

81 David Goldsmith MetaMatrix Consulting Group LLC Your office manager is always grouchy impacting clients and employees We are losing profits and clients due to our office manager another option

82 David Goldsmith MetaMatrix Consulting Group LLC Remember Math Class Its like a math question. If you dont understand the question your going to come up with the wrong answer. Joe Giezeman Searcy Arkansas

83 David Goldsmith MetaMatrix Consulting Group LLC Step 2 Convert the challenge into a should statement positive opposite -SPECIFIC ultimate end

84 David Goldsmith MetaMatrix Consulting Group LLC The loaded question… What would it look like if EVERYTHING was PERFECT?

85 David Goldsmith MetaMatrix Consulting Group LLC positive opposite ultimate end Positive Opposite Losing – Keeping Low – High Slow – Fast Weak – Strong Fat – Thin Up – Down Dont – Do Cant – Can Lose - Win Ultimate End Ultimate customer Ultimate vendor Ultimate economy Ultimate footprint Ultimate industry Ultimate power Ultimate product Ultimate duration Ultimate …

86 David Goldsmith MetaMatrix Consulting Group LLC Challenge: We are losing profits and clients due to our office manager Should: We should be gaining profits and clients due to our office manager

87 David Goldsmith MetaMatrix Consulting Group LLC +OUE We should be gaining all the clients we want due to our office manager

88 David Goldsmith MetaMatrix Consulting Group LLC UNIVERSAL TRUTHS There is more than 1 right answer There is always a better way Less is more Look to the big picture before the small Dont fix a blame.

89 David Goldsmith MetaMatrix Consulting Group LLC The Final Step 3 What would it take.. TO GUARANTEE OR INSURE!

90 David Goldsmith MetaMatrix Consulting Group LLC Challenge: We are losing profits and clients due to our office manager Should: We should be gaining profits and clients due to our office manager WWIT: What would it take to guarantee that you would gain profits and clients due to our office manager?

91 David Goldsmith MetaMatrix Consulting Group LLC Does the mechanic need to know who was driving? Does the mechanic need to know what was hit? Does the mechanic need to know where it happened? Does the mechanic need to know when it crashed? Does the mechanic need to know how it happened? Does the mechanic need to know… WHY you were driving the car????

92 David Goldsmith MetaMatrix Consulting Group LLC What Would It Take… WWI T David Goldsmith MetaMatrix Consulting Group LLC

93 What would it take… In a race against time on a project that would ordinarily take four months to achieve, a team of designers, 100 workmen and even the neighbors, have just seven days to completely renovate an entire house every single room, plus the exterior and landscaping.

94 David Goldsmith MetaMatrix Consulting Group LLC What would it take… MetaMatrix Consulting Group LLC

95 David Goldsmith MetaMatrix Consulting Group LLC Step 1 In one sentence state your goal or challenge. Step 2 Convert the challenge into a should statement positive opposite specific ultimate end Step 3 What would it take.. THREE SIMPLE STEPS…Dont Skip David Goldsmith MetaMatrix Consulting Group LLC

96 Scott Barter – Fontainebleau Hilton Resort Original Employees are not thinking like accountants. (…interprets data)

97 David Goldsmith MetaMatrix Consulting Group LLC Improved SOC Original Employees are not thinking like accountants. (…interprets data) Better Challenge Employees are not producing accurate accounting with the labor pool available?

98 David Goldsmith MetaMatrix Consulting Group LLC Should Statement Reframed The organization should produce accurate accounting with the labor pool available.

99 David Goldsmith MetaMatrix Consulting Group LLC The real question Reframed Question What would it take to guarantee for the organization to produce accurate accounting with the labor pool available. Automate data entry using OCR technology Solution: Use software to find variances PO/Invoice/Receiving kicked out

100 David Goldsmith MetaMatrix Consulting Group LLC Compare the two Original Employees are not thinking like accountants. (…interprets data) Redefined What would it take to guarantee for the organization to produce accurate accounting with the labor pool available.

101 David Goldsmith MetaMatrix Consulting Group LLC What are you solving? Past ProblemFuture Problem

102 David Goldsmith MetaMatrix Consulting Group LLC YEAR 2010 What would it take for your clients to consider you to be the only choice in town?

103 David Goldsmith MetaMatrix Consulting Group LLC Although no one can go backwards and make a brand new start, anyone can start from now and make a brand new ending. Anonymous

104 David Goldsmith MetaMatrix Consulting Group LLC The cost of not thinking strategically is significant. David and Jane Reiss The cost of the wrong strategy is disastrous. David A. Goldsmith

105 David Goldsmith MetaMatrix Consulting Group LLC Are your customers telling other people about you? Then are you that GREAT?????

106 David Goldsmith MetaMatrix Consulting Group LLC Harley-Davidson Soldier of Tomorrow GPS and Radio Antenna Laser Detectors Long Wave Infrared Camera On-The-Move Hydration Integrated Tourniquets Zippered Leg Vents Waterproof, Breathable, Flame-Resistant Boots Image Intensifier Forbes Dec 9, 2002

107 David Goldsmith MetaMatrix Consulting Group LLC Alfred A. Montapert Do not confuse motion and progress. A rocking horse keeps moving but does not make any progress. David Goldsmith MetaMatrix Consulting Group

108 David Goldsmith MetaMatrix Consulting Group LLC

109 When life is bad you buy a Harley because you deserve it. When life is great you buy a Harley because you deserve it. David Goldsmith MetaMatrix Consulting Group LLC

110 Evaluation 1761 David Goldsmith MetaMatrix Consulting Group (315)


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