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Introductory Presentation to BTI Group
2/8/2011 © 2011 by Zoom Sales & Marketing 1
2. Bruce Rossiter
• President
– Zoom Industries – Acquiring companies to
increase their value
– Zoom Sales & Marketing – Generating strategic sales
and business leads
• Silicon Valley AMA
– Chairman & Host of the Emerging Media Morning Forum
– Board of Directors
• Certified Social Media Strategist
• Former business broker operating in Los
Angeles
brossiter@zoomsales.biz
408-260-5249
2/8/2011 © 2011 by Zoom Sales & Marketing 2
3. Good morning
• My name is Bruce Rossiter.
• I was invited to give a brief rundown about
Zoom Sales & Marketing and Zoom Industries.
• I’ll do that by giving you some good news and
some bad news.
2/8/2011 © 2011 by Zoom Sales & Marketing 3
4. The good news
• We know the good news. More businesses
than ever will be sold over the next 10 years.
• Between Jan. 1 and Dec. 31, 2011, more than
7,000 people will turn 65 every day of the
year. Many own businesses they must sell.
2/8/2011 © 2011 by Zoom Sales & Marketing 4
5. The bad news is best described by several
experts as to the problems we face.
2/8/2011 © 2011 by Zoom Sales & Marketing 5
6. Forrester research paper
Forrester Research explains in a new paper* that in the
future there will only be two types of companies:
• Those that are agile and adapt to consumers’
changing media behavior, and
• Those that go out of business.
*CMO Mandate: Adapt or Perish by Chris Stutzman for CMO & Marketing Leadership Professionals. 11/10/2010
2/8/2011 © 2011 by Zoom Sales & Marketing 6
7. Wall Street Journal’s op-ed page recently stated:
• “…this new, exponentially expanding world of information technologies is
now creating permanent instability ….”
.
• “It disrupts everything it touches. It overturned the entire music
industry...”
• .
• “Barack Obama and the Democrats just got hit with the same disruptive
force. The viral dissemination of ObamaCare information fed directly into
the historic November election shellacking.”
• .
• “Nor is it obvious how ‘Businesses’ should adapt to an exponentially larger
population of ‘always-engaged people’.”
* Daniel Henninger, “Stability's End “, WSJ, 2/3/2011
2/8/2011 © 2011 by Zoom Sales & Marketing 7
8. We have seen daunting examples of
business disruption:
• The house bubble collapse, abetted by media,
• The Education market, with iPads replacing books,
• The publishing business facing free content everywhere,
• Unemployment remaining high due to outdated labor skills,
Courtesy of The Traveling Richters
2/8/2011 © 2011 by Zoom Sales & Marketing 8
9. • The rapid spread and pervasive amount of information is
a common denominator,
• The availability of digital platforms to over two-thirds of
earth’s population is the second factor.
– Mobile telephones (4.6 billion worldwide)*
– Facebook (over 500 million users)**
*http://www.cbsnews.com/stories/2010/02/15/business/main6209772.shtml
**http://www.facebook.com/press/info.php?statistics
Courtesy of brainz.com
2/8/2011 © 2011 by Zoom Sales & Marketing 9
10. Here is how we must adapt
(adapted from the Forrester Paper as applied to businesses)
The five habits of highly
adaptive businesses include:
• Accept change,
• Dare the status quo,
• Act continuously,
• Participate personally,
• Tear down boundaries.
Courtesy of Left Field Cinema
2/8/2011 © 2011 by Zoom Sales & Marketing 10
11. Marketing leads the way in helping
businesses adapt to change
Marketing has undergone a seismic shift in the last five years
integrating social media with traditional marketing. It has
learned to adapt from one-directional messaging (ads) to two-
way conversations through Social Media. If we don’t all adapt
to these new Social Media methods, our competitors will teach
us how. But only after they own most of the market.
2/8/2011 © 2011 by Zoom Sales & Marketing 11
12. As a group, especially in Social Media,
we are not in good shape
Zoom looked at 12 business opportunity
websites that included the two BTI Group sites.
(No chart identifies any single website).
Where do we stand as to using Social
Media?
2/8/2011 © 2011 by Zoom Sales & Marketing 12
13. We have a long way to go…
50% do not rank at all. Only 17% rank less than 1 million
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14. Only 8% of our websites are Social Media enabled. Only 16% have a blog.
Websites 2.0 that are Social Media Enabled
Websites Web 2.0 Blog
1 No No
2 No No
3 No No
4 No No
5 No No
6 No No
7 No No
8 No No
9 No No
10 No No
11 No Yes
12 Yes Yes
2/8/2011 © 2011 by Zoom Sales & Marketing 14
15. How to adapt your marketing
Courtesy of GetFit.SAMHSA.Gov
• The first step - take a diagnostic test to assess
your organization’s marketing adaptability.
• This will give you actionable insights to:
– Gauge the intensity of the effort required.
– Identify weak links.
– Prioritize efforts to become more adaptive.
2/8/2011 © 2011 by Zoom Sales & Marketing 15
16. There is more we can do together
• Marketing - Change to Social Media enabled and optimized
websites,
• Sales – Update our sales skills to the most effective selling
methods,
• Differentiate functional breakdown of skills:
– Main Street – Only do this if you can become the Craigslist
of business opportunities,
– M & A – Many brokers have or will want to gravitate to this
level of expertise and financial rewards,
• Create a core group of individuals - keep the passion
alive for ongoing adaptation.
2/8/2011 © 2011 by Zoom Sales & Marketing 16
17. Here’s what we do
• Zoom helps you become much more
marketing and sales adept by:
– Generating business and sales leads for
you, or teaching you how,
– Building Web 2.0 websites (social media
enabled, including blogs),
– Writing and supplying content to Web
2.0 sites and blogs,
– Optimizing Web 2.0 sites and blogs so
you are visible and findable in searches
by your target markets.
2/8/2011 © 2011 by Zoom Sales & Marketing 17
18. Why is a blog important?
In a nutshell, a blog allows several things to occur:
• It allows you to show your expertise through your
writings. People develop trust when they believe you are
an expert,
• It allows your reader’s to engage with you through their
comments,
• Unlike newsletters, blogs can be linked to hundreds if
not thousands of other sites and platforms,
• Blogs increase your websites visibility and ranking,
• Blogs help you dominate the results on a Google search,
• Unlike ads, blogs live on for years, constantly giving you
exposure in the topic areas of your articles.
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19. An important Zoom specialty - optimizing
blogs
Technorati has accounted for over
126,000,000 bloggers worldwide*
Your readership multiplies dramatically
when you optimize your blogs
*As tracked by BlogPulse, http://royal.pingdom.com/2010/01/22/internet-2009-in-numbers/.
11/23/2010 19
20. eCairn’s readership increased 1000% when
they started optimizing their blogs
• Readership increased from 150 average users to 1,500 average
readers.
• eCairn had two blogs that spiked at over 6,000 readers.
• Their traffic rank puts them at 30,000 out of 234 million blogs.
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21. This picture contains about 37,000 ants.
It would take another3370 of these charts to
represent the number of bloggers.
11/23/2010
22. How do you communicate with 126,000,000 bloggers?
The usual way is one at a time.
11/23/2010 22
24. Influencer Target Marketing is becoming as important as
targeting to a company’s potential customers.
A company can not afford to
address just its potential
customers.
• It must direct its messages and
conversations toward influencers
that engage with its potential
customers.
25. Zoom Industries - an important buyer
Our Overall Goal:
Acquire companies and increase their value.
We Offer Two Options for sellers to achieve their goals:
• Provide liquidity to minority shareholders,
• Purchase the total company.
Prior to Zoom, its principals have been involved in:
– Financings, M&As, or profit improvement projects for over one
hundred companies,
– These transactions represent over $600 million of capital.
2/8/2011 © 2011 by Zoom Sales & Marketing 25
26. Thank you
• I would like to meet each of you to see how we
each can supercharge our respective businesses.
• Please reach out and let me know your interests.
brossiter@zoomsales.biz or
brossiter@zoomindustries.biz
408-260-5249 (Santa Clara) and 408-456-6920 (San Jose)
2/8/2011 © 2011 by Zoom Sales & Marketing 26