a fireside chat with dick morley

A Fireside Chat WithDick Morley

ISA Marketing & Sales Summit 2011St. Louis, MO • morley@barn.org

Dick Morley will host an interactive discussion with the attendees in his fireside chat. Dick will supply stories and answer questions. Stories can be ruined by the facts, so don’t expect the truth. Harleys and science are the buffet for this afternoon. He will not be attending the beer tour and will be able to continue long into the night. Dick will also present the M&S agenda for the year 2016.

He will try to stay on subject but has been known to wander. No wonder after 40 foster children. Have several cups of coffee before attending. A second banana will be on deck with Dick to refresh his memory.

Who Am I?

Tidbits

• Hologram of perception• Don’t tweet talk me• Information tells – complexity• You don’t know squat• The ability to connect• The road to the R brain

M&S

• Hunters and farmers• Value is all• Size matters

$ S

ales

(m

illi

ons)

Relationship between sales and earnings before tax of small- to medium-sized companies (source: ValueLine®, 1994 data)+ = average values — = calculated values where % profit = 4(1000/sales)2/3

COFES Experiment

The Plan for Everything

M&S

• 18 inches — next to the last fix• Grunt to brass ratio 80:1• Suit to geek ratio 1:1• 10:1 to win the battle

✓ VC and war

Mistakes by Me

• Chocolate• Granite• Racing• The club• Publishing• Oranges• Super CPU• Speaker

Surprises

• Writing• Physics• Angel• PLC• BIM• Kids• Consulting• Geek Pride

Bride’s Sales Comments

• Our needs• Reality• Empathetic

• Oversell• Aggressive• Truth

Bucket List

• Trike trip• $$$$$• Yours?

2016 ISA M&S Congress

• To be held in Sao Paolo✓ Admission $2,400

• Will social media ever come back?✓ Impact of fulfillment auctions

• How prepared are we for African markets?

• Impact of the iPad 5• Will Watson eliminate sales

jobs?• Leaving the USA for China

and SA✓ Where to get started

• The history of newspapers and the new markets

• Technology is irrelevant, but necessary✓ Deal with it

• Legal compliance for the marketplace✓ The new rules

• Mandatory green marketing and compliance

• The distributed automation concept – DAC

2016 (cont.)

• The threat to markets from the “whatnot” virus✓ Illegal to use social manipulation

– compliance

• Asset management vs. marketing and sales

• Programming the news sales apps✓ Are humans necessary?

• Coping with jet lag• Learn to drink tea• Credit cards are the only

currency

• Virtual conferences are strong• Keynotes by…

✓ Lady Gaga, U3, Tata, Exxon Mobile, the Yankee Group and Qualcomm

morley@barn.org or deb@barn.org