Ray worked with B-2-B and Consumer clients throughout the world ... including USA, Canada, Mexico, Asia, the South Pacific, Europe, the Middle-East, Central & South America, Africa.

This website is a compilation of Ray's 10 years on the Web.

The Works of Marketing with Ray INDEX

June 17, 2003 • Volume 3 Issue 2

P.P.P.P.P.P.P.P. & P.

A few weeks ago I shared some thoughts from Purple Cow by Seth Godin.

He introduces the “P” of Purple Cow by referencing the various 4-P and 5-P formulas we’ve all been brought up with.

Well, if you know me, you know I have always thought the short list was, well short. Here are my thoughts on the 9ine P’s of marketing.

"Click" here for the full story www.rayjutkins.com/mma/mma002.html.

. . . a loose thought

Louis V. Gerstner, Jr. recently retired CEO of IBM, in his book Who Says Elephants Can't Dance?, created an acronym without knowing it.

Jeff Hanson of Clear Channel Communications uses an acronym, too.

At IBM the phrase became a 1, 2.3 step approach to turning that company around. And helped Gerstner lead old and tired and out of step IBM successfully into the 21st Century.

The CEO tells the IBM story this way; In 1994 one of his colleagues approach him and said; "Over the week-end I counted them up, and there are about two dozen things you want me to wake up in the morning and focus on. I can't do it. I'm not that good. What do you really want people to do?"

Lou thought, and quickly answered "Win, Execute and Team." He created an acronym ... WET ... that, in summary, became the driving force about everything he did for the next 8 years.

He said it this way;

WIN ... "it is important all IBMers understand business is a competitive activity. There are winners and losers. In the new IBM there would be no place for anyone who lacked zeal for the contest. Most crucially, the opponent is out there, not across the Armonk (headquarters) campus. We need to make the marketplace the driving criterion for all or our actions and all of our behavior.

EXECUTE ... "this is all about speed and discipline. There will be no more of the obsessive perfectionism that caused IBM to miss market opportunities and let others capitalize on our discoveries. No more studying things to death. In the new IBM, successful people will commit to getting things done - fast and effectively.

TEAM ... "this is a commitment to acting as one IBM, plain and simple."

The WET philosophy worked, and allowed IBM, under the leadership of Lou Gerstner, to regain their position in the international marketplace.

And then there is Jeff Hanson, Director of Research Services for Clear Channel Communications. Jeff is a numbers and data guy. For their 1200 radio stations - and their clients.

He has scores of national and regional databases he dives into to help others make decisions. Jeff reports he’s learned short term thinking is where it's at in 2003. He and Clear Channel use the WIN approach to that reality;

W = What’s
I = Important
N = Now

This is a tad sad. Short term thinking ... what can I make happen quickly. Very little planning for next month, next year. Immediate response, immediate positive results is the measure. Home runs the first time. A touchdown with every possession. It’s a tough to grow when everything is “today”. Yet’s that how it is.

WET or WIN ... which approach are you using in your marketing?

"It IS What's Next!"

It's become known as "the story".

I've shared it with a number of health care organizations, a database marketing business, a direct marketing firm, a publishing organization, a DM association - and several others. And I'm ready to bring it to your group. (Visit It IS What's Next!)

When you have a need for a 40-60 minute program, I'll give you this different, interesting, meaningful, warm and true action presentation. If you want a half-day interactive seminar, that can happen, too. For your club. Your company. Your organization. Your association. Your school or University. Any group you have. At any place. At any time. For any reason.

It IS What’s Next! is available to you as a Keynote Address. As a special program. As an opening or closing presentation. As a different / unique session.

Interested? Visit the web site @ It IS What's Next! And E-mail me Ray@RayJutkins.com and let's make it happen. I look forward to hearing from you. Soon.

Thank you!

Speaking of Speaking

Almost forever ago I met Lilly Walters.

She reminds me it was in South Africa. If YOU are interested in ways to enhance your speaking skills, and how to be a terrific presenter at your next meeting ... or want to look at the world of paid professional speaking - Lilly Walters can help.

She is the author of four best selling books on the subject. And Lilly has an interesting website, too: http://www.motivational-keynote-speakers.com/.

Drop in and visit. And tell Lilly "Ray sent me".


One of the major folks in my life is without a doubt an extrovert.

Yet, she is “shy”about reaching out beyond her knowledge level. Thus, she misses opportunities.

An Anonymous English Proverb says it well;
“Many things are lost for want of asking.”

"Quotes with Direction" has been a part of my web site collection from day one. If you like quotes visit the archives ... www.rayjutkins.com/quotes/. There's a new batch up every 4 weeks.

... another Idea

New business friend Gerry Sacks of Houston, Texas sent me here. It turns out this leading information resource from the financial world offers a collection of marketing & sales ideas. Still, no matter your business, you will find good material here. Offered by 80+ experts (including me!) ... visit ProducersWEB.com

Magic Marketing Minutes

Direct Mail is ...

What is Direct Mail? Or Advertising Mail? Direct Mail has four primary characteristics.

The first is that it's action oriented. It's not passive -- it's action oriented. You're supposed to do something.

Fill out the coupon. Complete the order form. Redeem the coupon. Make the donation. Call the toll-free number. Return the fax. Do something!

Second, the mere fact that it's action oriented makes it measurable. Direct response marketing is measurable.

Direct Mail allows you to know what happened in your marketplace. How many people redeemed the coupon? How many people made a donation? How many people responded to your action invitation?

Direct Mail is a persuasion tool. you are persuading your audience to do something. To do business with you. To take some action. The copy is different than in advertising or public relations or sales promotion. It's persuasive. Persuading your audience to take some action.

The last point is that Direct Mail is a sales discipline. It either makes the sale itself, as in mail-order, or it leads to the sale, as in traffic building or lead generation.

Direct Mail can do the job for you. It's action oriented. It's measurable. It's persuasive. And Direct Mail can serve as a sales tool. Try it!

The Works of Marketing with Ray INDEX

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