Dick Morley and Bruce Bower will discuss the New Hampshire view of Marketing & Sales. Covered will be the philosophy, mathematics and sociology summary of this conference. We will, over desert, tell stories about black swans, group statistics, mountain tops and Lady Gaga.The summary will be about money, your comfort zone and top down thinking. Coffee helps the medicine go down. Dick will be also holding court for a Fireside Chat on Thursday evening in lieu of the scheduled Budweiser Tour. He will also be delivering the closing keynote on Friday afternoon.

1. A Fireside Chat With
Dick Morley
ISA Marketing & Sales Summit 2011
St. Louis, MO • morley@barn.org

2. 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.

3. Who Am I?

4. 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

5. M&S
• Hunters and farmers
• Value is all
• Size matters

6. $ Sales (millions)
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

13. COFES Experiment

14. The Plan for Everything

15. 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

21. Mistakes by Me
• Chocolate
• Granite
• Racing
• The club
• Publishing
• Oranges
• Super CPU
• Speaker

22. Surprises
• Writing
• Physics
• Angel
• PLC
• BIM
• Kids
• Consulting
• Geek Pride

23. Bride’s Sales Comments
• Oversell • Our needs
• Aggressive • Reality
• Truth • Empathetic

24. Bucket List
• Trike trip
• $$$$$
• Yours?

28. 2016 ISA M&S Congress
• To be held in Sao Paolo • The history of newspapers
✓ Admission $2,400 and the new markets
• Will social media ever come • Technology is irrelevant, but
back? necessary
✓ Impact of fulfillment auctions ✓ Deal with it
• How prepared are we for • Legal compliance for the
African markets? marketplace
• Impact of the iPad 5 ✓ The new rules
• Will Watson eliminate sales • Mandatory green marketing
jobs? and compliance
• Leaving the USA for China • The distributed automation
and SA concept – DAC
✓ Where to get started

29. 2016 (cont.)
• The threat to markets from • Virtual conferences are
the ―whatnot‖ virus strong
✓ Illegal to use social • Keynotes by…
manipulation – compliance
✓ Lady Gaga, U3, Tata, Exxon
• Asset management vs. Mobile, the Yankee Group and
marketing and sales Qualcomm
• Programming the news
sales apps
✓ Are humans necessary?
• Coping with jet lag
• Learn to drink tea
• Credit cards are the only
currency

31. morley@barn.org or
deb@barn.org