1. How Small, Smart, Special Companies can succeed in the Global DIY Market ? 4 Fediyma Forum Barcelona Piet De Coninck, CEO Polet Quality Tools th

2. 4 realities of the DIY industry Escaping the red ocean The philosophy The 7 habits for effective leadership Conclusion 5 Steps to the Blue Ocean Piet De Coninck, CEO Polet Quality Tools 4 Fediyma Forum Barcelona th

3. Glocalisation Re-engineering of the DIY consumer The new business logic The impact of internet The 4 irreversible realities of the DIY Industry ? Piet De Coninck, CEO Polet Quality Tools 4 Fediyma Forum Barcelona th

4. The reengineering of the DIY consumer: The new needs Massclusivity The rise of the creative class The cultural acknowledgement The 4 irreversible realities of the DIY Industry (2) Piet De Coninck, CEO Polet Quality Tools 4 Fediyma Forum Barcelona th

5. The New Business Logic The 4 irreversible realities of the DIY Industry (3) FORDS model T 21 Century CONSUMPTION Many people had little Seek for inspiration and desired much and create own identity TECHNOLOGIES Mass production for Digitalisation helps to Mass -consumption Create and distribute ENTERPRISE LOGIC Value creation in company space In individual space CAPITALISM Managerial capitalism Distributed *zuboff and maxmin - 2002 Piet De Coninck, CEO Polet Quality Tools 4 Fediyma Forum Barcelona th FORDS model T 21 Century CONSUMPTION Many people had little Seek for inspiration and desired much and create own identity TECHNOLOGIES Mass production for Digitalisation helps to Mass -consumption Create and distribute ENTERPRISE LOGIC Value creation in company space In individual space CAPITALISM Managerial capitalism Distributed *zuboff and maxmin - 2002

6. The impact of the Internet The booster to consumer change The lever for the enterprise logic The fundamental business reversal The new laws for internet retailing The 4 irreversible realities of the DIY Industry (4) Piet De Coninck CEO Polet Quality Tools 4 Fediyma Forum Barcelona th

7. 4 Irreversible realities present 4 Huge challenges Redefine & adapt the customer value The centric moves From production to market inspiration Generate only good profits Escaping the red ocean ? Piet De Coninck, CEO Polet Quality Tools 4 Fediyma Forum Barcelona th

8. The Philosophy: Responding the 3 Requirements Changing markets Changing consumers Changing retail requirements How to escape from the Red Ocean ? Piet De Coninck CEO Polet Quality Tools 4 Fediyma Forum Barcelona th

9. Begin with the end in mind Be proactive Put first things first Think win/win Seek first to understand, then be understood Synergy Sharpen the saw The 3S Philosophy vs. the 7 Habits of Effective Leadership Change – Improvement - Differentiation - Concepting - Segmentation - Dynamism Piet De Coninck CEO Polet Quality Tools 4 Fediyma Forum Barcelona th

10. Strategy & Vision Lean & Mean Open world mind ness 3S - Habit One : Begin with the end in mind Operational KSF = Key Account KSF Continuous improvement Strategic integration of ICT Manufacture market driven logistics Lean manufacturing Piet De Coninck, CEO Polet Quality Tools 4 Fediyma Forum Barcelona th

11. Responsibility vs. reproach 4 steps for a renewed dynamism Differentiated fair visits Trend watching & Trend following Dialogue with colleagues Professional literature Use all human senses 3S: Habit Two – Be Proactive Street-o-Logy >> Competitive advantage for SME’s Piet De Coninck CEO Polet Quality Tools 4 Fediyma Forum Barcelona th

12. Built a strong key account management team Integrate key account mindset in Field Sales Team Upscale organisation to a 3 D Culture Dimension Innovation-Creativity-Imagineering 3S: Habit Three – First things first Piet De Coninck, CEO Polet Quality Tools 4 Fediyma Forum Barcelona th

13. Differentiation & segmentation Concepting Communication Field people 3S: Habit Four – Think Win-Win (1) Bringing Buyer Value - Fulfilling Consumer Needs Piet De Coninck, CEO Polet Quality Tools 4 Fediyma Forum Barcelona th

14. Good - Better – Best Cross Merchandising 3S: Habit Four – Think Win-Win (2) Help Retailer and consumers In making their choice Piet De Coninck, CEO Polet Quality Tools 4 Fediyma Forum Barcelona th

15. Concepting : 3S: Habit Four – Think Win-Win (3) “ Ready to Market ” Product Range Piet De Coninck, CEO Polet Quality Tools 4 Fediyma Forum Barcelona th

16. Concepting : The ingredients for a good concept Display the product itself Guide the consumer in his choice KISS Maximalise the USP’s Easy, enjoyable & sexy Cover the consumers’ needs Help the selling-out in POS 100 % Brand building 3S: Habit Four – Think Win-Win (4) Piet De Coninck , CEO Polet Quality Tools 4 Fediyma Forum Barcelona th

17. Communication POS Media Support Press Coverage E-Communication 3S: Habit Four – Think Win-Win (5) Piet De Coninck, CEO Polet Quality Tools 4 Fediyma Forum Barcelona th

18. People : Merchandising Service Masterminding the Sales-Service support Check implementation agreements 3S: Habit Four – Think Win-Win (6) Piet De Coninck, CEO Polet Quality Tools 4 Fediyma Forum Barcelona th

19. Ask your customers about their strategy Analyse the nowadays situation >> Task Force – External Consultancy Learning Process of your customers >> Adapt your approach Find people with the requested knowledge 3S: Habit Five – Seek first to understand, then be understood Convert Information into Knowledge: final touch & cherry on the cake Piet De Coninck , CEO Polet Quality Tools 4 Fediyma Forum Barcelona th

20. Logistics & supply chain Product Marketing 3S: Habit Six – Search for Synergy (1) = = Piet De Coninck, CEO Polet Quality Tools 4 Fediyma Forum Barcelona th

21. Logistics & Supply Chain 3S: Habit Six – Search for Synergy (2) Piet De Coninck, CEO Polet Quality Tools 4 Fediyma Forum Barcelona th Cross docking Mutual platform Feeder

22. Product Cat man studies Cross merchandising Cross selling promotional actions Value packs 3S: Habit Six – Search for Synergy (3) Piet De Coninck, CEO Polet Quality Tools 4 Fediyma Forum Barcelona th +

23. Marketing Co-Advertising 3S: Habit Six – Search for Synergy (4) Piet De Coninck, CEO Polet Quality Tools 4 Fediyma Forum Barcelona th Co-exhibition during trade fairs

24. 3S: Habit Seven – Sharpen the saw Piet De Coninck, CEO Polet Quality Tools 4 Fediyma Forum Barcelona th DIY – Deming Wheel

25. Seeking for the fourth dimension Sharing knowledge and experiences for sustainable growth Piet Deconinck, CEO Polet Quality Tools 4 Fediyma Forum Barcelona th

26. 3S: The fourth dimension Satisfaction 3S The 4 dimension Th Piet De Coninck, CEO Polet Quality Tools 4 Fediyma Forum Barcelona th

27. This presentation is downloadable at www.polet.be Where there is also a reading list feel free to share knowledge and e-mail me with any comment pietdc@polet.be Thank You for Your attention, wishing You a safe safe trip on the blue ocean …. Piet De Coninck, CEO Polet Quality Tools 4 Fediyma Forum Barcelona th