Business Building Pyramid™
Top of the Pyramid
Y - YOU
BUILD FROM THE TOP DOWN!
S - Sales
M - Marketing
Base of the Pyramid
1 – Business Processes.
2 – Clients and Customers.2 – Clients and Customers.2 – Clients and Customers.2 – Clients and Customers.
3 – Profits
The RIGHT Side of the Pyramid Base
(Clients and Profits)
The LEFT side of the Pyramid Base (Business Process)
• B – Before
• D – During
• A – After
Why Do Clients Go Away?
1 %: Die 9%: Leave for CompetitiveReasons
14%: Dissatisfied with Product and/or Service
68%: Attitude of Indifference5%: Friend in Business
3%: Move Away
Solve the Mysteries of the Pyramid
Advertising
Public Relations
Promotions
Merchandising
Trade Relations
Customer Service
Customer Relations
Direct Marketing
Internet / e-Commerce
Marketing
Sales Planning
Sales Training
Sales Support Materials
Customer Retention
Prospecting/Lead Generation
New Business Development
Tradeshows
Sales
Account Receivables
Account Payables
Banking Relationships
Annual Reports
Financial Relations
Stockholder Relations
Government Relations
Finance
Employee Recruitment
Employee Retention
Employee Benefits
Employee Morale
Healthcare Issues
Company Policies
Labor Relations
Human Resources
Productivity
Production
Safety
Team Building
Efficiency
Improvement Ideas
Savings
Manufacturing
Vendor Relations
Buying
Cost Efficiencies
Project Timelines
Purchasing
CEOSelling Director
State of the Industry 2001
Rank Company2000 Sales
$ MM1999 Sales
$ MMFull-Time
Emp
1 Halo BrandedSolutions $445 $493.2 332
2 American Identity $247 $180 170
3 Corp. ExpressPro. Mkt $182.6 $166 U
4 4Imprint Inc. $148 $114 0
5 CYRK $145 $967.4 0
7 Myron Mfg Co. $134 $130 0
Advertising Top 10
Image Vs. Direct Response Marketing
Concentrates on ‘look’ and image portrayed
Concentrates on results not image of ad
Uses strong compelling headline
Maximizes use of ad space, lots of copy
Has specific call-to-action
Can be instantly tracked for performanceMay make money within a decade or two
Does not usually have call-to-action
Uses lots of white space, very little copy
Headline is usually company name, slogan or nothing at all.
Outbound Advertising• Some Popular Methods
• Direct Mail
• Fax
• Telemarketing
• Voice Broadcast
• Most Important = List (Lake)
• Second Most Important = Message (Bait)
U S P
P P O D
S O B
Five Types of Lists
Solve the Mysteries
of the Pyramid (A Contract With Myself)
• What Can WILL I Do to Invest in Myself? • What Can WILL I Do to Launch my Marketing? • What Can WILL I Do to Maximize Client Value?
Thank You!For Spending Your Time
With Me Today!
J.R. Roren, FounderBusiness Building Institute
2104 W. Southern Ave.Tempe, Arizona 85282602-324-0555 Fax: [email protected]
