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Joint Ventures

A world of opportunity for the taking!

Presented

by

Michel J. Brassard

Joint Venture Specialist

Windsor Public Library Central Branch

December 17, 2010

ManObec Joint Ventures

C:519-790-8955 michel@manobec.com

Joint Ventures

A world of opportunity for the taking!

Who is Michel Brassard?

Business person for last 25 years, owing, or managing numerous different types of businesses: Factory, Retail

Bakery, Distribution, Gas Bar, Restaurant, Janitorial

Services, Entertainment Venue, Bar, Medical Laboratory,

Grocery Stores, Commercial and Residential Real Estate,

Seminars, Employment Counselling, etc.......

School of Hard Knocks

PHD in street smart business techniques

Business, & Marketing Consultant

Joint Venture Specialist

Hell, there are no rules here - we're trying to

accomplish something ” Thomas A. Edison

ManObec Joint Ventures

519-790-8955 manobec1@gmail.com

Joint Ventures

A world of opportunity for the taking !

Today you will learn the basics of

Joint Ventures

• Principals

• Strategy of Join Ventures

• Strategic alliances

• Resources

Marketing & Promotion

7 Sentence marketing plan

20 marketing mistakes

100 guerrilla marketing weapons

Business development

“WIN WIN

Strategy of pre-imminence

Power Parthenon strategy

12 Pillars of business growth

Business quotes to live by

Business Resources Evaluations

Double O matrix evaluation

Case studies

IT’S A CLICHÉ BUT IS IT EVER TRUE”

ManObec Joint Ventures

519-790-8955 manobec1@gmail.com

Joint Ventures

A world of opportunity for the taking!

Joint venture is a mind set

Very few people have all the money they want!

• Very few people capitalize on, or exploited , or tapped all the opportunity they want!

• Very few people don`t have problems they would like to fix but don`t know how to do it!

• Most people don`t want to work hard!

What could you get from others ?

What do you have to offer to others?

“Do not follow where the path may lead.

Go instead where there is no path and leave a trail ” Anonymous

ManObec Joint Ventures

519-790-8955 manobec1@gmail.com

Joint Ventures

A world of opportunity for the taking!

Are you in the proverbial box?

YOU

COULD YOU LIVE OUTSIDE YOUR BOX

?

“If you don't drive your business, you will be driven out of busines “ B.C. Forbes

ManObec Joint Ventures

519-790-8955 manobec1@gmail.com

Joint Ventures

A world of opportunity for the taking!

Stories:

1) A busy hotel existed in early 1930s that needed to do renovations to the lobby

2) Summer trip to an island with a girl friend led to a discovery that you all know

Biggest problem I see out there, is people are thinking very rigidly

That’s the way its done Mr. Brassard! It’s been so forever!

Really Kathy!

What if we could .......................

“ Life is a box of chocolate, you never know what you are going to get

Forest Gump

ManObec Joint Ventures

519-790-8955 manobec1@gmail.com

Joint Ventures

A world of opportunity for the taking!

PRINCIPAL # 1

Use your creativity!

Stepping out of conventional thinking will liberate you to explore possibilities

“ Marketing & Sales are the drivers of a business, without them, don’t need, inventory, building, or even other departments ” Peter F. Drucker

ManObec Joint Ventures

519-790-8955 manobec1@gmail.com

Joint Ventures

A world of opportunity for the taking!

PRINCIPAL # 2

Leverage is good !

Using other peoples:

• Money

• Capital Investment

• Credibility

• Marketing Resources

• Technology Investments

• Direct Mail Piece

• Staff

Give a lever long enough and I can lift the world“ Archimedes

ManObec Joint Ventures

519-790-8955 manobec1@gmail.com

Joint Ventures

A world of opportunity for the taking!

PRINCIPAL # 3

Your network is a gift from God.

It can get you anything you want

The average person knows 250 people

250x250=62.5 K

250X250X250=15.6 M

250X250X250X250= 390 M

1/3 of Windsor

½ of Canada

All of the USA + Canada

What could you accomplish, if you just asked for help

nicely

?

Fastest way to influence over someone is to give first!

“ When the going gets tough, the tough get going ”

Military quote

ManObec Joint Ventures

519-790-8955 manobec1@gmail.com

Joint Ventures

A world of opportunity for the taking!

PRINCIPAL # 4

Got a problem ?

Exercise what if thinking!

We did this way

We changed it

It actually worked

What if ----------?

is the best question in the world of joint ventures.

“ Joint Venture is a way of thinking and a way of life “

Jay Abraham

ManObec Joint Ventures

519-790-8955 manobec1@gmail.com

Joint Ventures

A world of opportunity for the taking!

What is a Strategic Alliance

• Strategic alliances are nothing more than old fashion partnering with a strategic twist.

• Means to dramatically expand and enhance your ability generate markets / business / clients- customers / image

/ posture / profitability all with minimal expenditure of time effort / expense / manpower / risk.

• Opportunities are limitless. Only limited to your inventiveness your ability to look inside and out.

“Perpetual optimism is a force multiplier”

Collin Powel

ManObec Joint Ventures

519-790-8955 manobec1@gmail.com

Joint Ventures

A world of opportunity for the taking!

Strategic alliance is a two way street

What do you have to offer them?

What do they have to offer you?

“Profit in business comes from repeat customers, customers that boast about your project or service, and that bring friends with them”

W. Edward Demming

ManObec Joint Ventures

519-790-8955 manobec1@gmail.com

Joint Ventures

A world of opportunity for the taking!

9 Major Benefits of a

Strategic Alliances

• Achieve advantages of scale, scope or speed

• Increase market penetration

• Enhance competitiveness in local, national, or international markets

• Enhance product development

• Develop new business opportunities through new products and services

• Expand market development

• Diversity

• Create new businesses

• Reduce costs

“Its what you learn after you know everything that counts” John Wooden

ManObec Joint Ventures

519-790-8955 manobec1@gmail.com

Joint Ventures

A world of opportunity for the taking!

Types of Alliances

• Joint Ventures

• Co-Branding

• Host - Beneficiary

• Equity Partnerships

• Endorsements

• Flipped Business Opportunities

• Acquired Assets

• Acquired Distribution Networks

• Acquired Leads

• License or Acquired Licensee

• Reclamation

• Sales Force

• New Products/Markets

• eBusiness

ManObec Joint Ventures

“The majority of men meet with failure because of their lack of persistence in creating new plans to take the place of those which fail” Napoleon Hill

519-790-8955 manobec1@gmail.com

Joint Ventures

A world of opportunity for the taking!

Implementing Alliances & Acquisitions

What do you possess?

• Products / services

• Distribution channels

• Sales personnel

• Sales methodology

• Technology (software/hardware systems)

• Other productive processes/methodology

• Facilities & equipment

• Underutilization

• Intellectual property / Technical abilities

• Brand / Good will / Trust with specific groups

• Markets / media/

• Core competencies

“The secret of business is to know something that nobody else knows” Aristotle Onassis

ManObec Joint Ventures

519-790-8955 manobec1@gmail.com

Joint Ventures

A world of opportunity for the taking!

Expanding Your Growth Possibilities

• Who are the people / businesses I want to reach?

• What other products, services and options do people typically purchase prior to buying or using your type product / service?

• Who provides those product / services?

• What products / services, etc., do people typically need and / or acquire along with or in order to optimally use your product or service?

• Who provides those product / services?

• What events, activities or changes typically occur to cause someone to want or need your various products / services?

• What other products / services does the key decision maker I am targeting also buy?

• Who provides those product / services?

• What assets do I need that I do not have?

“There are no secrets to success. It is the result of preparation, hard work, and learning from failure” Collin Powell

ManObec Joint Ventures

519-790-8955 manobec1@gmail.com

Joint Ventures

A world of opportunity for the taking!

Expanding Your Growth Possibilities

• What periodicals /advisory materials are used by the market I want to reach?Who provides those product / services?

• What problem or opportunity does your product / service solve for your prospect / client?

• What other type of business, organization, profession etc., has more to gain than even you do by seeing you either acquire a client, or sell a specific product, service or combination? And why?

• What other market or industry could use / benefit from my product, selling system or methodologies?

• What is the MNW of my client / prospect worth to someone else?

• What are your highest margin products or services?

• What are your highest repeat purchase products or services?

“ To be successful, you have to have your heart in your business, and your business in your heart”

Thomas Watson, Sr.

ManObec Joint Ventures

519-790-8955 manobec1@gmail.com

Joint Ventures

A world of opportunity for the taking!

Expanding Your Growth Possibilities

• What logical products can be created by you, acquired by you, can be adapted / adopted?

• What markets could your products or services also apply or translate to?

• What related fields could you penetrate?

• What parallel universes are most similar to yours?

• What other business markets, products or services have you been thinking about?

• Look for additional alliances, markets:

• Take on their products or services

• Provide services, functions

• Share personnel, facilities

• Sell equity or buy equity

• Develop referral/alliance feeder program

“ The mind that created the problem is not the mind that will solve it ” US Senators at USA auto industry bailout hearings

ManObec Joint Ventures

519-790-8955 manobec1@gmail.com

Joint Ventures

A world of opportunity for the taking!

Making The Successful Deal

An alliance is rarely a perfect match made in heaven

• Thoroughly analyze your options

Where / what the real leverage is in every deal

What do you expect to gain from the alliance deal

• Don’t try to structure a deal, instead architect a successful business

• All deals must be structured fairly

“The only limit to your impact is your imagination and commitment” Anthony Robbins

ManObec Joint Ventures

519-790-8955 manobec1@gmail.com

Joint Ventures

A world of opportunity for the taking!

Contact

How to present your proposition

Host Beneficiary using preemptive pres

entation

• Phone contact-rules to follow.

• Pre-contacting by letter.

• What you need to do.

• Identifying in advance probable objections, resistance points you’ll encounter.

• Preparing in advance your response to possible objections.

“How do I know it’s not going to take away my clients?”

“I want control. I don’t like you having control of my clients.”

“How do I know I’ll get paid?”

“It’s not the business we are in.”

“ There's no good idea that can't be improved on ” Michael Eisner

ManObec Joint Ventures

519-790-8955 manobec1@gmail.com

Joint Ventures

A world of opportunity for the taking!

Traps To Avoid

• Failing to take the time to select the right partner(s)

• Failing to plan for flexibility and change

• Failing to agree on objectives and goals

• Failing to plan properly for integrated growth requirements

Host

• Keep Flexible (non exclusive agreements)

• Optimize and leverage the split

• Make sure you profit from the beneficiary - ROI

Beneficiary

Conservative

• Honest

• Automatic renewal and exclusive agreements

• Provisional agreements

ManObec Joint Ventures

Hire character. Train skill

Peter Schutz 519-790-8955 manobec1@gmail.com

Joint Ventures

A world of opportunity for the taking!

Closing deals by being Strategic

• Understanding the psychology from both sides

• How do and should you look at Joint Ventures,

Alliances,Endorsements?

• How should you look at people committed to you to do the deal?

• Taking away the risk for both sides

• Incremental gains

• Margin net worth factor

• Strategic advantage

• Preemptive opportunities

• Perception advantage

“To be successful, you have to have your heart in your business, and your business in your heart” Thomas Watson, Sr.

ManObec Joint Ventures

519-790-8955 manobec1@gmail.com

Joint Ventures

A world of opportunity for the taking!

20 Mind Expanders

• Rent / Lease / Sell Joint Venture Dirigibles / Blimps.

• Teach companies how to sell on performance.

• Generate leads / inquiries for other companies.

• Fund the mark down bandit.

• Short-term point of purchase promotions.

• Funding infomercials for local merchants, professionals or businesses.

• Buying assets from marginal / struggling / distressed companies

• Buy phone numbers / customer / prospect lists from

bankrupt / going out of business companies.

“Government in the Canada today is a senior partner in every business in the country. ”

Norman Cousins

ManObec Joint Ventures

519-790-8955 manobec1@gmail.com

Joint Ventures

A world of opportunity for the taking!

20 Mind Expanders Continued

• Reactivating / re-purposing inactive customers.

• Build anybody’s business by funding and offering free trials, i.e., custom car wash.

• Paying for consultants - reselling there services on contingency.

• Converting one time sales into on going TFN services Coaching,

Tree Trimming, Carpet Cleaning.

• Buy phone numbers / customer / prospect lists from bankrupt / going out of business companies.

• Real Estate farm building.

• Finance the cost of underwriting the risk of adding risk reversal to a company’s offer.

“Begin with the end in mind ”

Stephen Covey

ManObec Joint Ventures

519-790-8955 manobec1@gmail.com

Joint Ventures

A world of opportunity for the taking!

20 Mind Expanders Continued

• Take a piece of enhancement in exchange.

• Fund / create table top display cards for restaurants.

• Create home-buying centers in upscale apartment complexes.

• Fund direct or telephone sales departments

• Finance the cost of underwriting the risk of adding risk reversal to a company’s offer.

• Buying options or regional / local advertising and reselling rights on a market by market, industry by industry basis.

• Funding trials for network marketers.

• Selling envelopes with copywriting.

• Marketing arbitrage of seminar seats.

“ There's no good idea that can't be improved on ”

Michael Eisner

ManObec Joint Ventures

519-790-8955 manobec1@gmail.com

Joint Ventures

A world of opportunity for the taking!

Invest in yourself

You are only as valuable as what you know!

Good sales, marketing foundation is a must!

Good teachers: Blair Singer

http://www.salesdogs.com

Brian Tracy

http://www.briantracy.com

Good Communications: Joint a Toastmaster club

Windsor Toastmaster

http://windsortoastmasters.org

Tecumseh Toastmasters

http://tecumseharea.freetoasthost.info

“ if it worth doing, it worth doing well”

Michel Brassard

ManObec Joint Ventures

519-790-8955 manobec1@gmail.com

Joint Ventures

A world of opportunity for the taking!

Read the materials provided and reflect on its principals and particularly how they might apply to your business Planning.

If you need help of a consultant, it will be my pleasure to work with you in a the joint venture model. I am not about fees, I am about deals!

Good Luck with you endeavours, and may you prospers in business and in your life.

Michel Brassard

“ If you want it , here it is , come and get it”

1970 Rock and Roll song by Badfinger

ManObec Joint Ventures

C:519-790-8955 michel@manobec.com

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