SMEI Dallas Presentation

1. The Transformational Economy
Overstocked! Undersold. Ten, 20, 30, 40 percent discounts. Half off everything! Buy one, get one free.
Free financing for a year. Guaranteed lowest prices! Going out of business sale…In a word:
Commoditized. How do you compete without the basis of prices?
Today every business competing for the future in customer-centric, customer-driven, customer-focused,
customer-yadda-yadda-yadda. So what is new? Economic offerings not forms of intelligence comprise
the substance of buying and selling. Today those offering economic value and offerings must be
concerned with the ultimate aims of man.
A good sales model: Drive up customer satisfaction – drive down customer sacrifice – build customer
surprise – employ customer suspense. When these elements are managed in unison it helps companies
and or buyers purchase goods and services for fundamentally new and different reasons.
The Economic Pyramid
Determine
And guide
Transformations
Depict and Stage
Experiences
Devise and Deliver
Services
Develop and Make
Goods
Discover and Extract
Commodities