CHUTZPAH

Chutzpah is a Jewish word meaning audacity.
In 1980, Eli Beer was a seventeen-year-old boy living in Jerusalem.
He wanted to do something worthwhile, so he volunteered to be an Emergency Medical Technician working on ambulances.
But the traffic in Jerusalem is terrible, the ambulance always took a minimum of twenty minutes to get to an emergency.
Once, his ambulance was called to a little girl choking, by the time they got there she was dead.
A doctor said “I was a block away, I could have saved her”.
Eli Beer went to see his boss.
He said he and a dozen colleagues all lived in the same area.
If the dispatcher would let them know when there was an emergency in their area they could run there fast, and keep the patient alive until the ambulance arrived.
His boss said “Kid, go back to school or go open a falafel stand. We don’t need your wild ideas”.
What Eli Beer did next was an example of chutzpah.
He thought “The hell with you. If you won’t give me the addresses I’ll get them myself”.
And he bought two police-band radios.
Almost immediately he heard about a nearby car crash.
He ran to the scene and found an old man bleeding to death.
He stopped the bleeding and kept the man alive until the ambulance arrived, twenty minutes later.
And he thought, in two years that’s the first life I’ve saved.
At that point he quit ambulances and started Hatzalah United.
He would listen for emergencies and broadcast the details to whichever of his volunteers was nearest.
And they kept patients alive until the ambulances arrived.
Then Eli Beer decided they could save even more lives with a little bit more chutzpah.
All the ambulances were getting stuck in traffic.
But what if the ambulances could travel through the traffic, even on the pavement?
They needed motorbikes that were equipped like ambulances, with blood plasma and defibrillators.
With more chutzpah, Eli Beer began raising money to buy them.
Now they could get to any emergency inside three minutes.
They could keep people alive until the ambulance got there.
And they began saving more lives, and more lives.
And Eli Beer raised more money to buy more motorbikes.
Currently they have two hundred medically equipped motorbikes across Israel.
Every motorbike will save, on average, 120 lives a year.
Hatzalah United saves lives regardless of race, religion, or nationality.
In fact, when Eli Beer’s own father had a heart attack, his life was saved by one of Hatzalah United’s Moslem volunteers.
So successful is Hatzalah United, it’s being copied in Brazil, India, Mexico, even Australia.
And it’s saving lives in all those places.
None of which would have happened without a seventeen-year-old boy’s chutzpah.
The dictionary defines chutzpah as:
“The personal confidence that allows one to do things that may seem shocking to others.
Gall, brazen nerve, effrontery, insolence, audacity, temerity, presumption plus arrogance”.

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VEHICLE FOR GROWTH

When Henry Ford started making cars, few people had them.
Ford knew that cars were only bought by the rich.
So obviously his strategy would be market growth, not market share.
In 1908, the average car cost over $2,000.
So he launched the Model T costing just $800.
People who’d never even considered owning a car could now afford one.

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DON’T TAKE IT SO SERIOUSLY

Adam Garone is from Melbourne.
In 2003, he was having a drink in a pub with his mates.
They were laughing about ridiculous 1970’s fashions: huge platform shoes, flared-trousers, flower-pattern shirts, long droopy moustaches.
But however ridiculous the fashion was, it always made a come back.
Except moustaches.
Sure, people grew beards, or goatees, or soul-patches.
But old-fashioned moustaches just looked too ridiculous.

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I HEART MEMES

Susan Blakemore wrote ‘The Meme Machine’.
She says a meme isn’t simply something that occurs on the Internet, like LOL-cats or hashtags.
In Wikipedia it’s defined as follows:
“A meme acts as a unit for carrying cultural ideas, symbols, or practices that can be transmitted from one mind to another through, writing, speech, gestures, rituals, or other imitable phenomena.”
Put simply, a meme is something that catches on.
Susan Blackmore gives an example of a meme in everyday life.
She shows a photo of a toilet in a backpacker’s hostel in Malaysia.
The toilet is very basic of course, tatty, well worn, but clean.
We don’t notice anything unusual until she points out the toilet roll.
The corners of the first sheet have been folded over.
She shows various photos of the same thing, the first sheet of toilet paper with the corners folded.
In a hostel in Shanghai, in a toilet on a Japanese train, in an outdoor toilet in Thailand,
Why is it happening everywhere, what does it signify?
Well to most of us it signifies that we will be the first person to use that toilet since it was cleaned.
But when did that become a sign?
Personally, I first noticed it several years ago.
At home, we had a cockney cleaning lady called Carole.
Her sons paid for her to have a holiday in a nice New York hotel.
Carole noticed that every day after the cleaning staff had finished, they folded the corners on the first sheet on the toilet roll.
Carole had never seen that before.
But she liked it and remembered it.
She thought it looked professional even though it cost nothing.
When she came back, she began doing it to our toilet rolls.
It was Cariole’s way of signifying that she’d done her job: that room was now clean and ready to use.
I didn’t know it had caught on until I saw Susan Blackmore’s talk.
But that’s exactly how a meme works.
No one tells us what it means, but we see it and we get it.
We like it so we use it.
Then, other people do the same and it gets into the language.
Without ever being explained, or discussed, or taught.
Another meme would be the heart symbol.
We see it everywhere, especially on Valentine’s Day cards.
But in medieval times it was a heraldic device used on shields and banners.
At some point it became the universal symbol for love.
Then it was carved into trees.
And now, it even substitutes for the word itself: “I (heart) NY”.
The extended middle finger would be another meme.
It’s believed to be an ancient Italian gesture, indicating homosexuality.
Immigrants took it to New York with them.
It was adopted as a universal insult and spread across America.
And spread, via American films, across the world.
That’s what a meme is, a symbol that catches on and communicates.
That’s how semiotics works, that’s how language works.
That’s how all communication works.
If we want our work to catch on, we need to study memes.

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BIG DATA v SMART DATA

A while back, a man went into a Target supermarket in Minneapolis.
He asked for the manager.
He said “I find this offensive. Your store has sent this leaflet, personally addressed to my teenage daughter.
Coupons for maternity clothing, nursery furniture, baby-clothes, baby milk, diapers.
My daughter is still in school, what are you trying to do, encourage her to get pregnant?”
It seemed like a mistake so the manager apologised.

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SHAKE THINGS UP

BBH won the Audi account, so John Hegarty went on a factory visit.
All car factories are pretty much the same.
Robots moving body panels around, partially assembled cars on production lines, men tightening screws with airline power tools.
A production line is a production line.

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ENTENTE CONCORDIAL

In 1977, Concorde began flying London to New York.
The big benefit was flying at double the speed of sound, more than twice as fast as any airliner.
So you got there in half the time.
The problem was Concorde was very expensive to run.
It was losing money.
It had been financed by the government and, as usual, they were looking for ways to cut costs and save money.
So they decided to scrap Concorde.

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ENERGY BEATS TALENT

Aitthipat ‘Tob’ Kulapongvanich was a teenager in Thailand.
Tob had started a small business selling dried seaweed.
Everyone loved it, but he needed distribution to get trial.
How to get it?
Then he happened to see a TV programme, an American businessman was talking about his success.
He said the secret was a strategy of gorilla marketing.
And a lightbulb went off in Tob’s head, that was it: gorilla marketing.
In the town where he lived were lots of 7-Eleven shops.
Sometimes even two on the same street.
If he could get distribution through the 300 branches of 7-Eleven, he would be like a big gorilla, distributing his seaweed to everyone.
He managed to see the 7-Eleven buyer, Mrs Pu.
He persuaded her to try his seaweed, she said they would take it, on one condition.
They needed 400 boxes to distribute to the 3,000 branches.
This was a shock for Tob.
3,000 branches? He had thought they only had 300 branches.
The most boxes he could produce in a month was 280.
But he knew he must behave like a gorilla to do gorilla marketing.
So he said he’d do it.
The effort nearly killed him, but he and his staff just made it in time.
Then he visited as many of the stores as he could.
His seaweed depended on trial.
But it was just stacked up on the shelves, it wasn’t getting trial.
Tob decided, in food, the cheapest form of advertising is free trial.
So he began giving away free samples, but only to women.
If he gave it to men, they’d just eat it.
But if he gave it to women they’d share it, and they’d talk about it.
Reaching the most people possible, that was thinking like a gorilla.
And Tob’s gorilla marketing worked.
In 3 months, 7-Eleven sales went from 600,000 Baht to 2 million Baht.
Tob moved to a bigger factory, like a gorilla would.
Sales grew from 10 million Baht to 250 million Baht.
And Tob began to export to over thirty countries.
Including the UK, the USA, China, Mexico, Holland, Vietnam, Korea.
Sales are now 2 billion Baht a year, and he has 2,000 employees.
All thanks to a lecture he heard on gorilla marketing.
Just one small point.
When Tob heard the lecture he got it wrong.
It isn’t gorilla marketing, it’s guerrilla marketing.
They sound the same but mean completely different things.
Guerrilla comes from the Spanish word ‘guerra’ meaning war, and ‘guerilla’ means a little war.
Guerilla tactics are about doing the things the big guys can’t.
Guerilla marketing is about speed, agility, surprise, innovation.
Not about behaving like a gorilla.
But Tob didn’t know that.
He believed gorilla marketing was the secret, he believed it and it worked.
It worked because it gave him energy, and belief, and passion.
See, it’s not important to learn the correct things.
It’s not important to memorise what’s in marketing books.
It’s not important to be right.
It’s important to be excited and inspired.

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ENOUGH WORDS

In 1895, Emily Davison got a first class degree at Oxford.
Except she didn’t.
Because women weren’t allowed to graduate.
There weren’t any jobs for women, so they didn’t need education.
In fact the only job Emily Davison could get was a governess.
A sort of posh nanny.
Well, children were all women’s brains were capable of understanding.

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UNINTENDED CONSEQUENCES OF INTENDED ACTIONS

Rory Sutherland says the best way to make people perform charitable acts is not to appeal to their philanthropic nature.
It’s to appeal to their self-interest.
In other words: never mind anyone else, what’s in it for me?
Understanding that’s how people work is predatory thinking.

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