Company Confidential - Do not disclose or discuss these concepts outside of CleanAir !

 Business Tactic

Explore & Discover - Identify New Market Opportunities

Inspect - Identify Our Core Competencies

Align - Identify Market Needs For These Core Competencies

Rearrange - Package Competencies For Competitive Advantage

Pilot - Confirm Market Case For Package (Use Client’s Metrics of Value)

Specify - Identify Target Client Characteristics

Market Research - Find All Target Clients

Advertise - Communicate Message To All Target Clients

Sell - Create More Demand Than Can Be Met

Have Guts!! - Manage Sales at Capacity Using Price To Maximize Profits

Deliver - Exceed Customer Expectations Using Defined Processes

Reinvest - Use Most Profits To Grow Business

Create - Invest Some Profits In Innovations To Stay Ahead Of Competition

Switch - Bale When Profits Dip Below LCL Or Stays Below Desired Profit For 3 Consecutive Quarters. Start a new team.

Explore & Discover - The best market opportunities are helping our present clients who get it. We must build trust so that they will share the information we need to identify their constraints and market opportunities.

Pilot - We should use our most trusted clients for pilots to protect our proprietary technology and to identify value.

Reinvest - We must reinvest profits to benefit our business partners.

Create - We need to innovate using all tools available. Partners are a great source of ideas. Encourage, listen and act.

Intro - Establish name recognition using distributor(s) for products.

Beachhead - JV or acquire small engineering service company to start a beachhead.

Replicate - Plan and schedule for each major market worldwide.

Define - Identify System And Boundaries.

Low Hangs - Identify Major UDE’s And Constraints And Fix using root cause analysis.

Interfaces - Identify Stakeholders.

Data - Select Measurement Which Encompass As Many QI’s As Possible

CI - Constantly Improvement Of Processes By Those In The System (Self Directed Teams).

Innovation - Management Uses Skunkworks For Paradigm Shift Or Process Reinvention

We use the W. L. Gore & Associates Amoeba Principle for New Teams. See: Error! Hyperlink reference not valid.

In addition to a champion a team needs:

Entrepreneur or Business Leader

Technical Leader

Sales or Market Leader

D,I,S and C bases covered

Since team members can wear several hats the team can start with as few as one full time and 2 part-time members.

• Understand theCleanAirTactics.

• Be constantly aware that everyone’s job is to know and support the steps in the Tactics.

• Provide feedback for all steps in theCleanAirTactics.