5010 week2
5010 周2

说话人1 00:00
 Comments that they want to achieve by having projects of special effects and what the audience，what they want the audience to experience and move develop aa range of different options for them，but we also need to listen to them and what they really think they want and what they can say they even will interpret that and put a proposal together for you。From my experience， most clients are looking for value for money，delivery service for the popular products and services that I think that's probably creating one they're looking for values of money。Most people are when they're peculiar in india。They can pay for websites around so good for age of money，safety and quality assurance a we're a high risk product and service so let's just say let's just take a personal person wedding， it's probably the most supposed to be the happiest day in your life。
他们想通过有特效项目来实现的评论和观众什么，他们希望观众体验和移动什么为他们开发了一系列不同的选择，但我们也需要倾听他们以及他们真正认为他们想要什么以及他们可以说什么，他们甚至会解释它并为你整理一个提案。根据我的经验，大多数客户都在寻找物有所值，送货服务受欢迎的产品和服务，我认为这可能正在创造一个他们正在寻找的物有所值的产品。大多数人都是在印度奇特的时候。他们可以为周围的网站付费，所以年龄的金钱，安全和质量保证是一个高风险的产品和服务，所以让我们说让我们以个人婚礼为例，这可能是你一生中最快乐的一天。

 You it you're having a wedding on city harbor and you book the harbour cruise，you book the food and the band， the cars and everything you want it to be absolutely perfect day。 You want there to be fireworks，you don't have a huge budget，but you've got a proportion of budget for your bank。 If you don't acquire appropriately skilled，experienced followers display operator，the wedding day，your best day of your life could very simply become one of the worst due to the fact that it hasn't been safely presented and people have been injured that way。
你 it you going on a city harbor at a wedding and you booking the harbour cruise，你预订了食物和乐队，汽车和你想要的一切，这绝对是完美的一天。你希望有烟花，你没有巨大的预算，但你有一部分预算给你的银行。如果你没有获得适当熟练、经验丰富的追随者显示作员，那么婚礼当天，你生命中最美好的一天可能会很容易成为最糟糕的一天之一，因为它没有被安全地呈现，人们以这种方式受伤。

So that's the pivotal point as to safety and body assurance you might be looking for the best values of money。But at what. are you willing to sacrifice safety and the reputation of your being safety of spectators？So that's quite a high quite decision making process with that comes experience and knowledge。Not many people can say that they've got over 100 years experience and knowledge in the business，all of which helps in relation to ensuring your delivery。Right？There is money，quality and the same product。I think excellent customer service key point that came out of code of our industry was closed。 He pretty much was for 4 years of coding。Borders were shut and these were closed。Public events were closed because we do operate nationally。 Some states and territories that didn't have covered。We still be function that a to a 5% capacity。So our business was running at about 5% capacity during private。The events industry was running at about five to 20% capacity during private。
所以这就是您可能正在寻找最物有所值的安全和身体保证的关键点。但是在什么地方。你愿意牺牲安全和你作为观众安全的声誉吗？所以这是一个相当高的决策过程，需要经验和知识。没有多少人可以说他们在业务方面拥有超过 100 年的经验和知识，所有这些都有助于确保您的交付。对呢，有钱，有质量，和一样的产品。我觉得优秀的客户服务关键点是从我们这个行业的代码出来就关闭的。他差不多已经写了 4 年代码了。边境被关闭，这些也被关闭。公共活动已关闭，因为我们确实在全国范围内运营。一些没有覆盖的州和地区。我们仍然功能 a 到 5% 的容量。所以我们的业务在私有期间以大约 5% 的容量运行。活动行业在私人期间以大约 5% 到 20% 的容量运行。

So the industry took a huge hit recovery， maybe which much wechat that he cost of have remained with us some we were able to return through that period，but probably one of the biggest issues that's happened in the events industry not only here in australia worldwide is that have a huge impact on staff，attention of experience available writers in the events industry。
所以这个行业受到了巨大的打击，也许他花了多少微信费用还留在我们身边，我们得以在那段时间里回来，但可能活动行业发生的最大问题之一不仅仅是在澳大利亚这里，对员工有巨大影响，关注活动行业的经验可用的作家。

So that has an impact on me。Let's just say that I want to work on the sydney stride a spectacular5 years ago that it was attracting and keep us know where of the very finest people in the industry available during that period where x one being produced，those people and those technicians and those operators。
所以那对我有影响。这么说吧，我想在 5 年前的悉尼大步前进，它吸引了我们，并让我们知道在生产 x one 的那段时间里，业内最优秀的人在哪里，那些人、那些技术人员和那些作员。

 That's the issue because there was no industry。So i'm not saying all of them are a proportion of them and then have a snowball that brought down to community events whereby the people that were organizing community events。They are no longer arranged。Community is just for those 5 years that were able to and then moved on。That's had an impact on the events industry and my business。Because now when those events that's now starting to pop up again，they actually don't have the required key personnel with expertise to produce those events efficiently。Okay？So they are still happening，but it's taking the event supplies a lot longer in their labor time to deliver the job because there's less experienced person working。 You might be dealing with very simple， practical measures of delivering an event for a far longer period than you budgeted for。So you might have budgeted to say 12 to 24 hours of pre production work and management on an event。We should be quite simple。However that could be blown out to 50 to 100 hours depending on how complex the pre production management and delivery of that job bear in mind，I need all those elements to be in place and working correctly。
那是因为没有行业，所以才有问题。所以我并不是说他们都是他们的一部分，然后滚雪球，把组织社区活动的人带到了社区活动上。他们不再被安排了。社区就是为那些能够然后继续前进的 5 年。这对活动行业和我的业务产生了影响。因为现在当那些现在开始再次出现的事件时，他们实际上没有所需的具有专业知识的关键人员来有效地制作这些事件。好吧，他们仍然在发生，但是由于工作经验较少，活动用品在他们的劳动时间中花费了更长的时间来完成工作。您可能正在处理非常简单、实用的措施，这些措施的交付时间远远超过您的预算。所以你可能已经预算了 12 到 24 小时的前期制作工作和管理一个活动。我们应该很简单。然而，这可能会延长到 50 到 100 小时，具体取决于该工作的前期生产管理和交付的复杂程度，请记住，我需要所有这些元素都到位并正常工作。

Otherwise I can't do my job correctly。So if I don't have the available space or the available time， all the components that I need for the virus display in place，I can't do it。So it's not like I could just put it back to them。So i'm sorry，we can't do this，I need to collaborate with them。Okay，so very key point of difference in the events industry is how you collaborate with other suppliers in your client and other stakeholders in the event。And great collaboration with all stakeholder stakeholders is a very high point of difference in offering your products and services。If you greatly collaborate with people，you go a long way if you don't，then you'll quickly find that your customers just might want to be dealing with you。 You'll be discussing it looking for customers，creative designs。That's probably the key aspect in relation what you're going to do differently than what's been done before and to ensure that the audience experience is different than they had before and they're impressed all you do high quality products and equipment。
否则我就不能正确地完成我的工作。所以如果我没有可用的空间或者可用的时间 我需要的所有组件都显示到位，我就做不到。所以不是我就这么把还给他们。所以很抱歉，我们不能这样做，我需要与他们合作。好的，所以活动行业的非常关键的区别在于你如何与客户中的其他供应商和活动中的其他利益相关者合作。与所有利益相关者利益相关者的良好合作是提供您的产品和服务的一个非常高的差异点。如果你非常善于与人合作，如果你不这样做，你就会走很长的路，那么你很快就会发现你的客户可能只是想和你打交道。你会讨论它寻找客户，创意设计。这可能是关键方面，您将要做的事情与以前所做的不同，并确保观众体验与他们以前不同，并且他们对您所做的一切印象深刻：高质量的产品和设备。

You can't come up with these creative designs and a nice people without high quality products and equipment and deliver a spectacular job site。They're the key points in relation to that business challenges，trends and industry issues。
如果没有高质量的产品和设备，你就无法想出这些创意设计和一个好人，并交付一个壮观的工作现场。它们是与业务挑战、趋势和行业问题相关的关键点。

So as I mentioned，the previous 5 years in the industry have been very black through the coming year coming out of that and they'll soon humor selects the perceived using box overseeing。But they changed。There was even one council at liverpool for the provinces rather than having one location where the community came to one museum。 They celebrate together in one location with some food trucks and some rides and some music。On the stage。During the coded years，we presented six flowers displays in the in the liverpool city council area。So people stay at home。 They just hang outside at 9:00 pm and move to the start and the following supplies。
所以正如我提到的，过去 5 年在这个行业一直很黑，到来年走出来，他们很快就会幽默地选择感知到的使用框监督。但他们改变了。利物浦甚至有一个省份委员会，而不是一个社区聚集在一个博物馆的地方。他们在一个地方一起庆祝，有一些食品卡车，一些游乐设施和一些音乐。在舞台上。在编码的几年里，我们在利物浦市议会区域展示了六次花卉展览。所以人们都呆在家里。他们只是在晚上 9：00 在外面闲逛，然后移动到起点和以下补给品。

Now。So that was a different approach to how they can still provide fireworks for the community on uz they didn't come together as one to celebrate together now。How we get into back open the next 5 to 10 years of bright and prosperous for the business。But we do have our challenges。So some of the key challenges that are listed here is cost of regulatory compliance。So I mentioned which state regulated。 I might have a regulation here in new south wales.
现在。所以这是一种不同的方法，他们仍然可以为 uz 上的社区提供烟花，他们现在没有聚在一起一起庆祝。我们如何进入后开启未来 5 到 10 年的光明和繁荣的事业。但我们确实有我们的挑战。因此，这里列出的一些关键挑战是法规遵从性成本。所以我提到了哪个州监管。我在新南威尔士州可能有一项规定。

说话人2 07:27
 for the exact same product and the exact same issue and the.
对于完全相同的产品和完全相同的问题和。

说话人1 07:30
 exact same person skill set。I would need to have a different license for that technician and that product。And that equipment in queensland before is a strain wy that's a costly exercise and that compliance。The cost of that，the cost of business doing that is increasing and the time to do that and the time to ensure that our technicians apply with that is quite quite a high cost。The cost of freight logistics has gone up dramatically。
完全相同的人技能集。我需要为该技术人员和该产品拥有不同的许可证。而之前在昆士兰州的设备是一种压力，这是一项昂贵的工作，而且合规性很高。这样做的成本，企业做这件事的成本越来越高，做这件事的时间以及确保我们的技术人员申请的时间是相当高的成本。货运物流的成本急剧上升。

So if I want to send the 24 container of carbon from china to australia are probably paying around for probably paying about U.S.$4,000 maximum the door to door delivery of a container or carbon。From china，this is nice way to do that。I want to bring in a 44 container of fireworks from our factories in china to australia on time about 30.
因此，如果我想将 24 个集装箱的碳素从中国运到澳大利亚，可能需要支付大约 4,000 美元的最高限额，一个集装箱或碳素的门到门交货。从中国来说，这是个不错的方法。我想在大约 30 个时间将 44 个集装箱的烟花从我们在中国的工厂运到澳大利亚。

说话人2 08:29
 to.
自。

说话人1 08:30
 thirty seven thousand australian dollars hurricane china。
三万七千澳元 飓风中国。

 So that's a huge cost that the following she has to pay for dangerous goods cargo from factory，the store that's a huge cost。 Obviously， the freight logistics supply chain of that is I want to maximize what's in that container because the cost of freight applies to that。 They come into store and international lines higher。Supply chain is hard as every year。What I mean when i'm getting it at what cost cost of insurance，just like most things in recent times to say even domestic insurances with they're increasing。Event insurance is increasing cost of insurance and that is obviously cost that we need to have its compulsory requirement to be able to conduct business or high risk business。 The cost of insurance is a bit of a challenge cost of labor and reliable casual workforce in the stride will come a very good casual workforce。However people like I mentioned people are moving on。So let's say for attendance in the way in which we are our casual technicians is it might be people from living school age or university that might have might be just a hobby job for them。
所以那可是一笔巨大的成本，接下来她得付一笔从工厂买危险品的货物，那可是一笔巨大的成本。显然，货运物流供应链是我想最大限度地利用那个集装箱里的东西，因为运费成本也适用于那个。他们进店和国际线路更高。供应链一如既往地艰难。我的意思是，当我以什么费用购买保险时，就像最近大多数事情一样，甚至说国内保险也越来越多。事件保险正在增加保险成本，这显然是我们需要有其强制性要求才能开展业务或高风险业务的成本。保险费用有点挑战 劳动力成本 而可靠的临时劳动力 在大步前进中将迎来非常优秀的临时劳动力。不过像我提到的人都在继续前进。因此，假设以我们作为临时技术人员的方式出勤，可能是来自生活、学生年龄或大学的人，这可能只是他们的业余爱好工作。

And then as they get into their professional careers in their full time jobs，but they still have time for the role as a part technician。 I mentioned before about the code of years and people being able to work full time in the events industry。 It is now back to a period where there is almost like for life casual employee doing full time hours，but that is on a work basis like as a work on the main basis，we have five jobs in a week，but that technician can work on。They might get lost five jobs if i'll have one，if we have none or have none。So that's a key point。You have been able to have a reliable，casual workforce。And I think as the cost of living goes up in australia，those types of issues are having an impact on business like ours。How do we retain that？Casual workforce，public perception of environmental sensitive products such as fireworks and events in the community？ I think fireworks， it's probably incorrectly being tarnished with nothing environmentally sustainable product。
然后当他们以全职工作进入职业生涯时，但他们仍然有时间担任部分技术员的角色。我之前提到了年码和人们能够在活动行业全职工作。现在又回到了一个时期，几乎就像是终身的临时员工全职工作，但那是在工作的基础上就像在工作基础上一样，我们一周有五份工作，但那个技术员可以工作。如果我有一份，他们可能会失去五份工作，如果我们没有或什么都没有。所以这就是一个关键点。你已经能够拥有一支可靠、临时的员工队伍。我认为，随着澳大利亚生活成本的上升，这类问题正在对像我们这样的企业产生影响。我们如何留住那些临时员工，公众对环境敏感产品（如烟花和社区活动）的看法？我认为烟花，它可能被错误地玷污了，没有环境可持续的产品。

 We've got lots of data and information that sort of shows how if I was to come a long way over the decades five，she's been made out of plastics and lots of chemicals decades ago that with inappropriate relation to what's able to be produced today，things that were made of plastic decades ago are now made out of recyclable body，gradual cardboard。
我们有很多数据和信息，可以说明如果我在这几十年里走了很长一段路，几十年前她是由塑料和许多化学物质制成的，这与今天能够生产的东西不相称，几十年前由塑料制成的东西现在是由可回收的身体制成的，逐渐形成纸板。

 There's all sorts of initiatives that we're using in relation to making sure that the products that we're using are very sustainable and we're making a lot of products now that is producing less smoke，no smoke，no debris，so on and so forth with great technology to do。And we're also recycling a lot of the five parts of it。So the casing achieving the couple wives and so forth。So there's a lot of programs there。So I think we've also developed a range of low noise fireworks，so rather than young community that has say it 1 year，tell me a residential community with lots of animals。We won't go into that location and shoot off a very loud，huge，spectacular five spikes will have an impact on the community，have an impact on the animals and we have a range of products。
我们正在采取各种举措来确保我们使用的产品非常可持续，我们现在生产了很多产生更少烟雾、无烟雾、无碎屑的产品，等等，需要强大的技术来实现。而且我们也回收了很多它的五个部分。所以套管实现了夫妻妻等等。所以那里有很多程序。所以我觉得我们也开发了一系列低噪音的烟花爆竹，所以与其说年轻社区已经说了 1 年，不如跟我说一个有很多动物的住宅小区。我们不会进入那个地方并射击一个非常响亮、巨大、壮观的五个尖刺，会对社区产生影响，对动物产生影响，我们有一系列的产品。

The other produced low decimal noise violence after the immediate audience looking at them is still visually spectacular followers。Trends going forward，new technology，computer firing equipment has in the way in which we adapt that and work with that is enable us to produce a lot of that。 Maybe some of the year there hugely spectacular productions where people go， how did they do？ That's a key.of difference in ensuring that with taking five display to a new level from where it was before new products and effects。 All we have a team of five people working out， design creative aspects about show，design，sitting down，looking at what new products and affects。 I would be produced manufacturing them and also have a reply and have a shot different angles might be a little different applying a fix to integration with drones，led lighting shows and my production you saw in some of the video there。
另一个产生低十进制噪音暴力后，观众直接看着他们仍然是视觉上壮观的追随者。未来的趋势，新技术，计算机射击设备已经适应了它，并与之合作，使我们能够生产很多这样的产品。也许一年中的某些时候人们会去那里观看非常壮观的作品，他们表现如何？这是确保将五显示器从新产品和效果之前提升到新水平的关键。我们全员五人团队工作，设计创意方面进行展示，设计，坐下来，看看有什么新产品和影响。我会制作制造它们，也有回复和拍摄不同的角度可能会有点不同，应用修复与无人机的集成，LED 灯光秀和我的生产，你在一些视频中看到。

We're now doing a photos display around a live band or live performance who are producing a washout at the same time integrating with led drones widely sensitive in relation to those products。 I'll just show you a little video here。This is a little video here on out on the family day drawing work that we're doing。An integration of what shows，drones and parties。
我们现在正在围绕现场乐队或现场表演进行照片展示，他们正在产生冲刷效果，同时与与这些产品广泛敏感的 LED 无人机集成。我这里就给大家看个小视频。这是关于我们正在做的家庭日绘画工作的小视频。一个集成了什么节目，无人机和派对。

说话人3 13:55
谁知谁知我追

说话人1 15:26
也是为 working with a company called stella watts who specializes in reality micron shows and we made a decision not to go out and buy the light。The led drones infrastructure ourselves is quite positive and we sort of have the theories we seek all six more good at I guess it was very good at products at parthetics and special effects。
也是为与一家名为 Stella Watts 的公司合作，该公司专门从事 micron 秀，我们决定不出去购买 Light。led 无人机的基础设施本身就相当积极，我们有点拥有我们寻求的所有六个更擅长的理论，我猜它非常擅长 parthetics 和 special effects 的产品。

 We've turned up with the company is very good at run shows and we're collaborating together to get their shows together and design same as shows together in that that aspect before I move on to q and a of this show。
我们发现这家公司非常擅长举办展会，我们正在合作，把他们的展会放在一起，并在我继续讨论这个展会的问答之前，在这方面设计与一起的展会相同。

So 11 of the most difficult things we've got we are presenting to our customers is have it's a bit hard to say what's this far we're going to look like。 So if I were in my hands right now looks absolutely nothing like what it does when it goes off in the sky。Okay， totally different。So one thing that's been really pivotal to our business is how we use training video in the videos and our computer design technology of the clients have been in its environment faces you of what the virus display is going to look like。
因此，我们向客户展示的 11 件最困难的事情是，很难说我们目前会是什么样子。所以如果我现在在我手里，看起来绝对不像它在天空中熄灭时的样子。好吧，完全不同。因此，对我们的业务真正关键的一件事是，我们如何在视频中使用培训视频，并且我们的计算机设计技术已经在其环境中面对您的病毒显示将是什么样子。

And we're able to animate that and produce a video reader to decline to the lighting team，to the tv team，to everybody working on the event， To show them what the program designer program file shows can look like。 We can do that all in advance and everybody can make their comments years ago。You were able to do this。 Basically the client spending the money or the client coming up with the ideas with you of how these shows can look like。They didn't know until it went off and they're relying on myself，my brother and my dad。So it's gonna look like this。So it's really come a long way。And this video here is a video reader or a presentation that we made，which is what the cduz follows could look like if our design team was able to have their way，好吧？
我们能够制作动画并制作一个视频阅读器，以拒绝给灯光团队，给电视团队，给所有为活动工作的人，向他们展示程序设计师程序文件显示的样子。我们可以提前完成所有工作，每个人都可以在几年前发表他们的评论。你能够做到这一点。基本上是客户花钱或者客户和你一起想出这些节目会是什么样子。直到它响了，他们才知道，他们依靠我自己，我哥哥和我爸爸。所以它就会是这样的。所以真的走了很长一段路。这个视频是我们制作的视频阅读器或演示文稿，如果我们的设计团队能够按照自己的方式行事，这就是 cduz 遵循的样子，好吧？

说话人3 18:14
谁知733。为了了我过去吗？谁知我们今天花了，谁知你们不回家了。花。

说话人1 19:29
 As you can say，it's a fairly realistic interpretation of what everything's gonna look like。And that's improved a lot of internal efficiencies like we did programs on inside or that doesn't look as good as what we thought it would be。So we actually just want to do it，right？ You want to raise the resources of the product on everything you bought my book。 It also is the client and all the other big stakeholders，the lighting designers，the television producers，the authorities，even although the police and use of our site work， I hear everything is seeking to achieve so that video there you saw integration of drones in the parties，so we can pass that on to civil aviation for the approval prices to say what this is，the area which the drums are getting performed。This is how are they going to perform and this is what it's gonna look like because the radiation experts are not part of emissions。
可以说，这是对一切将要是什么样子的相当现实的解释。这提高了很多内部效率，就像我们在内部做程序一样，或者看起来没有我们想象的那么好。所以我们其实就是想这么做，对吧？你想把产品的资源筹集到你买我书的一切上。这也是客户和所有其他大利益相关者，灯光设计师，电视制作人，当局，即使警方和使用我们的网站工作，我听说一切都在寻求实现，以便视频在那里你看到无人机在各方的集成，这样我们就可以将其传递给民航的批准价格，说明这是什么，鼓正在执行的区域。这就是他们将要如何表演，这就是它将要的样子，因为辐射专家不是排放的一部分。

So a lot of that technology is really advanced in recent time and how our design team is really adapted to that to ensure that at once in getting the best that money out of what we're able to produce。So that's a bit more I really have gone to go out on probably have time to come up from a presentation perspective。How did you take any questions and trying to address anything like that？
因此，最近很多技术确实很先进，我们的设计团队如何真正适应它，以确保立即从我们能够生产的产品中获得最好的收益。所以这点我真的出去走了，大概有时间从演示的角度来讲。您是如何回答任何问题并尝试解决此类问题的？

说话人3 20:52
 Thanks for the question for more not。 All right， of the answer，the check，yes。
谢谢你的问题多了就不行了。好了，答案的，勾选的，是的。

说话人2 20:59
Questions in the future？It's pretty spectacular。Anyone else up for a career。
未来的问题？挺壮观的。其他任何准备事业的人。

说话人3 21:07
 change？
改变？

说话人2 21:11
 There's one or two questions out here。
这里面有一两个问题。

说话人4 21:25
Hi，andrew。 The first question is， who are your competitors and how do you see their development trends in the next 5or10years？
嗨，andrew。第一个问题是，你的竞争对手是谁，你如何看待他们未来 5 年或 10 年的发展趋势？

说话人1 21:37
 I've got various different levels of competitors。I have one competitor that's very similar in the size and structure。By student city，they are35，which is the current provider of the cduz five cc they are probably almost competitive and the aspect of the size and scale and the capacity to deliver for a customer。
我有各种不同级别的竞争对手。我有一个竞争对手，在规模和结构上都非常相似。按学生城市计算，他们是 35 人，这是目前 cduz five cc 的供应商，他们可能在规模和规模以及为客户提供的能力方面几乎具有竞争力。

 I then when we go down added to a different level of saying just community events，there's some businesses out there that just specialize in doing weddings or just specialize in doing small community events。 They probably have some value for money，competitive advantages over us，the two bigger companies which have a bigger capacity that probably higher overheads。So in that month，I guess there's probably 5to10 competitors that we've got in that look like community events and by the weddings market。 I I think they're all probably facing the same suspense，very similar challenges like the industry based challenges that i've identified either not primarily just to l particular business。We're all facing the same industry challenges。
然后，当我们向下添加一个不同层次的社区活动时，有一些企业只是专门做婚礼或只是专门做小型社区活动。他们大概有一些物有所值，竞争优势超过我们，这两家大公司哪家公司有更大的能力那可能开销更高。所以在那个月，我猜我们大概有 5 到 10 个竞争对手，看起来像社区活动和婚礼市场。我想他们可能都面临着同样的悬念，非常相似的挑战，就像我所发现的基于行业的挑战，要么主要不仅仅是针对特定的业务。我们都面临着相同的行业挑战。

说话人2 23:07
 Yes。
是的。

说话人4 23:09
 Hi，and you thanks for the very impressive presentation。So my question is about your clients。If you can tell us are they all the long term relationship or you have to apply for the job every time？
嗨，感谢您的精彩演示。所以我的问题是关于你的客户的。如果你能告诉我们他们都是长期的关系，还是你每次都必须申请这份工作？

说话人1 23:27
 Good question。It's a combination of both。I would say70%of our projects go to a competitive in a request for quotation request，for proposal or even a tender process。
问得好。它是两者的结合。我想说我们 70% 的项目都交给了竞争激烈的询价请求、提案甚至招标过程。

So most things in australia，once they become in government procurement，once they become to a certain value 75,000or150,000，there is an immediate requirement for that government department to go to receive，get our cube request a quote or a tender， even people seeking a private follow suspect that more than likely getting to at least two maybe three competitive quotes from ourselves and competitors。
所以在澳大利亚的大多数东西，一旦它们成为政府采购，一旦它们达到一定的价值 75,000 或 150,000，就立即要求那个政府部门去接收，获取我们的立方体请求报价或招标，甚至寻求私人关注的人都怀疑，很有可能从我们自己和竞争对手那里获得至少两个或三个有竞争力的报价。

 But I would say that did I the sort of say it's like6070%is.
但我想说的是，我是不是说它像 6070%是。

说话人4 24:25
70%，

说话人1 24:26
 so30%of our console would this be repeat business with a long established relationships with our customers？ They don't have to go to our fuel tender or even if they do，we have such a good relationship with them such a good understanding of the project，such good way responding to the tender when it is released that we have a competitive advantage when submitting out submission to that customer。
那么 30% 的控制台会不会是与客户建立长期关系的回头客？他们不必去参加我们的燃料招标，即使他们去了，我们与他们有如此良好的关系，如此了解项目，如此良好的方式在招标发布时做出回应，我们在向该客户提交提交时具有竞争优势。

说话人4 24:57
 Thank you，andrew。 And can I ask one more question sure about that are7%competitive tasks。 How do you think your biggest strength and biggest challenges？
谢谢你，andrew。而且我能不能再问一个问题，确定的是 7% 的竞争任务。您认为您最大的优势和最大的挑战如何？

说话人1 25:09
 We think our biggest strength is probably our team now creating point of difference。So always key words there that I sort of mentioned now my presentation and so experience，knowledge and creativity。So all that comes from the team。 It's all people based。It's a matter of what we're proposing to do for that customer and the people that are going to do it and how those people are going to do it。That's in particularly what we sell in relation to what the customer is going to get。The other thing we're pretty got a good reputation in delivering what we say we're going to live on。
我们认为我们最大的优势可能就是我们团队现在创造的差异点。所以总是有关键词，我现在有点提到我的演讲，所以经验、知识和创造力。所以这一切都来自于团队。都是以人为本的。关键是我们打算为该客户和将要做的人做什么，以及这些人将如何做的问题。特别是我们销售的产品与客户将要获得的产品有关。另一件事我们在提供我们所说的我们将要生存的东西方面享有良好的声誉。

 So if we say we're going to deliver something of the other thing we want to is a fixed price quotation。So everything is a fixed price，often protections，there's no atoms。It's not like you not like dealing with a builder in sydney at the moment，right？So the price just keeps going up and up and up and up and up。We don't work like that unless there is a very big change in relation to what the customer wants and how we're going to deliver that。We stick to the price and we deliver what the client wants。
所以如果我们说我们要交付的东西，我们想要的另一件事就是固定价格报价。所以一切都是固定价格的，往往是保护性的，没有原子。你现在不是不喜欢和悉尼的建筑商打交道，对吧，所以价格就是不断上涨，不断上涨。我们不会这样工作，除非在客户需求和我们将如何实现这些变化方面发生非常大的变化。我们坚持价格，我们提供客户想要的。

Okay，
好

说话人4 26:16
 thank you very much。
谢谢。

说话人3 26:20
观摩观韩剧，那么看谢谢。

说话人1 26:23
I andrew，I I just one question。 Consider you mentioned about the cost of the labor and reliable。
我 andrew，我只有一个问题。考虑一下你提到的关于人工成本的可靠。

说话人4 26:32
 techniques I do do。Do you believe like the oil of the robots can replace them in the foreseeable future this side？
我做的技术。你相信像机器人的石油一样，在可预见的未来可以取代这边的它们吗？

说话人1 26:43
5or10 years now。So there is some automation in the production of violence and i'm more talking about how the have a pirating devices are assembled。They put together and delivered on site。Okay？Notice that one happen that will happen after they driving the robots are driving to the site，then the robots might be working on the fire suspect。
现在 5 或 10 年。所以在制作暴力方面有一些自动化，我更多地说的是有盗版设备是如何组装的。他们在现场组装并交付。请注意，在他们驾驶机器人后将会发生的事情是开车到现场的，那么机器人可能正在对火灾进行调查。

So everything is quite one thing that I probably should have explained is the physics of how our school today and how they work is very，very similar to how they looked。30years ago，50years ago，very similar。The physics and the chemistry hasn't changed a lot。It's just been refined and improved。But how it looks and how it's handled by humans hasn't changed。What has changed is the electronic adoption to the fireworks。So the physical firework hasn't changed that much since my grandfather's day，my father's day。But now we have what we call the matches electronic ignorance。They were able to apply to that firework so that the technology has control over when that firework is fired。We're from putting it on a drying being able to control it。That's what's changed again。 And to answer your question that i've got kids coming up to love the isle of technology。But it is a human applied technology and it's very risky and it's very dangerous。 We're a long way away from automation and the robot is taking things to the next step in relation to efficiencies and saving money。
所以一切都是相当多的，我可能应该解释的一件事是我们学校今天的物理学方式以及他们的工作方式与他们看起来非常非常相似。30 年前，50 年前，非常相似。物理和化学反应没有太大变化。它只是被提炼和改进。但是它的外观和人类处理它的方式并没有改变。改变的是电子采用烟花。所以物理上的烟火从我爷爷的时代，我父亲的时代开始就没有太大的变化。但是现在我们有了我们所谓的火柴电子无知。他们能够应用于该烟花，以便该技术可以控制该烟花何时发射。我们是从放上去晾干就能控制起来的。那又是怎么变的。回答你的问题，我让孩子们开始爱上科技之岛。但是它是人类应用的技术，风险很大，而且非常危险。我们离自动化还有很长的路要走，机器人正在将效率和节省资金方面的事情推向下一步。

 So technicians are involved。 They need to be involved in good technicians applying that technology to an ancient art is what's happening at the moment。And I think we are a long way away from it。Changing from that。Thank you very much。And the other thing to consider is more the law doesn't allow these devices to be occupied or they must be under the supervision of license technicians at all time。And the law is applied to that not for how dangerous it is for that technician，but the监督怕贵。 What happens if these goods get in the hands of people that they should buy terrorists or a criminal activity？ There are explosives，they can be dangerous。So if those goods are stolen or we handle incorrectly，then they become very dangerous and it theoretical weapon。So there's very strict safety procedures in relation to who has access to the to the farmers。Are there any other questions or whatever？
所以技术人员都参与进来了。他们需要参与到优秀的技术人员中来，将这项技术应用于一种古老的艺术是目前正在发生的事情。而且我觉得我们离它还有很长的路要走。从那个改变。谢谢。而另一件要考虑的事情是，法律不允许这些设备被占用，或者它们必须始终在许可证技术人员的监督下。而法律的适用不是因为那个技术人员有多危险，而是因为监督怕贵。如果这些商品落入他们应该购买恐怖分子或犯罪活动的人手中会发生什么？有爆炸物，它们可能很危险。所以如果那些货物被盗或者我们处理不当，那么它们就会成为非常危险的理论武器。所以有非常严格的安全程序来规定谁可以接触到农民。还有其他问题或其他什么吗？

说话人2 29:36
I guess this be a lot of questions with you。
我估计这跟你有很多问题。

说话人4 29:38
 Last question。 What do you want to focus more or contribute more in your business in the future？
最后一个问题。您将来希望在您的业务中更多地关注什么或做出更多贡献？

说话人1 29:46
I think audience experiences is taking what people expect to see when they come to women and what they see when they're there。We want to be taking things to a new level。So not just delivering what people expect or what they're visiting。They're about to see it's a bit like prior to this kind of discussion about the fireworks of the royal easter show，anyone been to the city royal easter show？ You were always showing going to answer the answer very bright and very boss and some violence。The fireworks in the city role is to show been going since the1940s，I think a long time。It's a tradition。People expect them they happen。But what happens at the city role is to show people don't necessarily think that was what was going to happen。It takes people's experience to a new level of how you design a show。People go that was great。It might be out seems to go into the music，the lighting like performance，drones，the whole experience that's what we're really focusing on is taking people's experience to a new level。
我认为观众体验就是利用人们在来到女性面前时期望看到的东西，以及他们在那里看到的东西。我们希望将事情提升到一个新的水平。因此，不仅仅是提供人们的期望或他们正在访问的内容。他们马上就要看了 这有点像之前这种关于烟花的 Royal Easter Show 的讨论，有人去过 City Royal 的复活节表演吗？你总是表现出要回答的答案很亮眼很 很 BOSS 和一些暴力。烟花城的角色是显示从 1940 年代开始的，我觉得有很长一段时间了。这是一种传统。人们期待它们发生。但是在城市角色中发生的事情是表明人们不一定认为这就是将要发生的事情。它将人们的体验提升到您设计节目的新水平。人家去那真是太棒了。它可能似乎进入了音乐，灯光像表演，无人机，整个体验，我们真正关注的是将人们的体验提升到一个新的水平。

So they leave， by the way，in really enjoy the event really， that's what we're sort of focusing on。It's not just relying on shooting off some fireworks to go for 10 minutes and human being。
所以他们离开了，顺便说一句，在真正享受这个活动真的，这就是我们关注的重点。这可不是单靠放点烟花去 10 分钟和人类的。

说话人4 31:09
问题。

说话人2 31:12
 in the morning。Awesome。And that was amazing。Thank you。 I'm not quite sure I trusted not with the match the lines and fireworks to change jobs， but that was amazing to talk about and hear about the technology in the way the industry is changing。And really interesting for those of you that recall last week we were talking about what was driving change。And I said it's not just technology how the humans drive technology that helps it，what helps us evolve in what is to do。
在上午。棒。这真是太神奇了。谢谢。我不太确定我不相信 match the lines 和 fireworks 来换工作，但谈论和听到行业正在变化的技术真是太棒了。对于那些还记得上周我们谈论的是什么推动了变化的人来说，真的很有趣。我说，这不仅仅是技术，人类如何驱动技术来帮助它，什么帮助我们进化做什么。

And that's exactly what andrew has said there about the way in which higher techniques is changing in his industry。Absolutely。One question for me， the rule is to show fireworks。This is completely self serving。My10 year old is very worried about。
而这正是 Andrew 在那里所说的关于他所在行业中高级技术变化的方式。绝对。我有一个问题，规则是要放烟花。这完全是自私的。我 10 岁的孩子很担心。

说话人4 31:56
 the animals and the noise with a low noise fireworks。
动物和噪音伴随着低噪音的烟花。

说话人1 31:59
 A there was no area show follows at least shows。You can notice that however a lot of the horses and livestock there， they are brief and some of them they'll know we're all hearing。So the forces that are closest they'll put socks，they'll put on over there。But it is a noise sensitive design show。There's no area showing up so that the cattle and other animals that are the buildings in front of what？Unless impact.
一、没有展区，至少跟着展。你可以注意到，无论那里的很多马和牲畜，它们都是简短的，其中一些它们会知道我们都听到了。所以离他们最近的部队会穿上袜子，他们会穿上那边。但这是一个对噪声敏感的设计秀。没有区域出现，所以牛和其他动物是建筑物前面的什么？除非影响。

说话人2 32:30
 amazing。She was very worried about that。But I think you children spokesman，thanks，andrea。It was amazing。All right。 Grandma paul's ready，please。 That's really hard to follow my question。I'm gonna go for the next 40minutes，but当然然后。
了不起。她很担心那个。但我觉得你孩子代言人，谢谢，andrea。太神奇了。好吧。保罗奶奶准备好了，拜托了。那真的很难跟我的问题。接下来的 40 分钟我要走，但是当然然后。

说话人3 33:05
我也不好意思，谁知。

说话人2 33:12
 how I say never work with children，animal，take animals or technology，never work with children，animals or technology。
我怎么说永远不要与儿童，动物，拿动物或技术一起工作，永远不要与儿童，动物或技术一起工作。

 Right？How about super close in？Four， we have the camera there。I'm here give me a.
对了，超级近进怎么样，我们这儿有摄像头。我在这里给我一个。

说话人3 33:29
 second是当时的12月出来从百100多谁知谁知这不是我们对面的一个组的吗？对。不知道这不是花园化妆吗？老妈难了，我老掉粉儿，这可能要发挥反映的人价值高一点。半年一挖花生不好吗？

说话人2 34:19
It's me。 I've been here the whole time so that's fine。I have some questions。Thank you very much for asking people in the audience to have many questions for andrew really show you how well you listen to what he was saying and how well pressed you are。
是我。我一直都在这儿，所以没关系。我有一些问题。非常感谢您向在座的各位提出许多问题，向 Andrew 真正向您展示您倾听他所说的话有多好，以及您的压力有多大。

Okay。 If you're looking for an example on how you might work well and do well in your second assignment，there will be three people and you want to follow your class if you're lucky。2， we now have not long to get through everything that you need to know about strategy。 You can start to write both the first and your second assignment。 We're going to start here。I'm gonna move pretty quickly，but again，as I said last week，I start to speak too fast，throw something soft at me。
好。如果你正在寻找一个例子，说明你如何在第二个任务中工作得很好，会有三个人，如果你幸运的话，你想跟随你的班级。2、我们现在没有多长时间来了解您需要了解的有关策略的所有内容。你可以开始写第一个和第二个作业。我们就从这里开始。我要很快行动起来，但是又一次，就像我上周说的，我开始说话太快了，向我扔一些软弱的东西。

 Yeah，right。 The business fails is the business that doesn't understand what this strategy is。That is what are they in the business of doing average in the business of making car techniques in creating shops？The business of files know their customers and what their customers want。 So I don't know how to reach them。This point I don't know what they're selling and I may not reach their customers。They forget to the state comes up，but I think about things like climate change and what's happening to other people around this terrified by the laws and what's going on。 And because they can't do those first two things，they can't innovate in disrupting them，which means they just go along taking on writing iphone16，iphone17 got any cameras but before memory but no longer difference。
是的，对。企业失败就是不懂这个策略是什么的企业。那就是他们在做普通的生意 在做汽车 技术 在创建商店的生意是什么？档案生意知道他们的客户和他们的客户想要什么。所以我不知道怎么联系他们。这点我不知道他们在卖什么，我可能无法接触到他们的客户。他们忘记了国家出现，但我想到了诸如气候变化之类的事情，以及周围其他人发生的事情，这些人被法律和正在发生的事情所恐惧。而且因为他们不能做前两件事，所以他们就不能创新去颠覆他们，这意味着他们只是顺其自然地接手编写 iphone16，iphone17 有任何摄像头但之前的内存却不再有区别。

Okay？ What you have ever say there was apple confidences in design shows and chemistry of power techniques and getting them from point a to point b we want to start to break into this thing around led but it's not our core competency。We don't have administering skills to do that。So we're going to partner with someone and bring those two areas together。Very clear what this strategy is，very clear on how they can do something a little bit different inside their industry，but know that they can't do it on their own。 So。
好吗？你曾经说过，苹果对设计展示和电源技术的化学反应充满信心，并将它们从 A 点带到 B 点，我们想开始闯入这个围绕 LED 的东西，但这不是我们的核心竞争力。我们没有管理技能来做到这一点。因此，我们将与某人合作，将这两个领域结合在一起。很清楚这个策略是什么，很清楚他们如何在自己的行业内做一些不同的事情，但知道他们自己是做不到的。所以。

说话人4 36:40
 technology that's gonna kill me tonight。
今晚要杀我的技术。

说话人2 36:58
 Generally we will have 5 minutes to talk about the difference between strategy and strategic plans，but now we've got about 30seconds。
通常我们会有 5 分钟的时间来讨论战略和战略计划的区别，但现在我们有大约 30 秒的时间。

 I said to you tell me what strategy is，how would you divide？
我跟你说，跟你说什么策略，怎么划分呢？

Okay，ask the person next to you quickly。What strategy is and how they define it quickly ask us next year you guys have been talking hate，ask each other。What can you ask for what you introduce these strategies？
好了，赶紧问问你旁边的人。什么是策略，以及他们是怎么定义的，赶紧问我们明年你们一直在说讨厌，互相问问。您介绍这些策略时能要求什么？

说话人3 37:38
谁知我的小姐姐和plan应该说刚才的情况。It's kind of the。

说话人2 38:06
All right，and stop it。
好了，就停下来吧。

说话人3 38:14
几月份？

说话人2 38:15
你比如说我们 generally i'd ask you to tell me what the person needs to you told you about where the front of time You say strategy is what it is。Strategy is how we will decide what is we're going to do。Plans are how we're going to get this。Strategy is what is it that is at the core of our business？What is it that we are in the business of doing？What is it that their product or service？ Who are our customers？That's what our strategy is。How do we get？There becomes a strategic plan on looking at what are our skills inside our organization？What are our resources inside our organization？What's happening with the raw products and materials that we use to develop our products and services to take into market。
你比如说我们 一般我会让你告诉我 这个人需要什么 你告诉你 关于时间的前沿在哪里 你说策略就是它是什么。策略就是我们将如何决定我们要做什么。计划就是我们要怎么得到这个的。战略是我们业务的核心是什么，我们从事的业务是什么，他们的产品或服务是什么？我们的客户是谁？这就是我们的战略。我们如何获得？制定了一项战略计划，考察我们组织内部的技能是什么？我们组织内部有哪些资源？我们用于开发产品和服务以推向市场的原材料和材料发生了什么变化。

So if you're working in a business and you have a really，really good idea，but it's not what you're good at ago allergy lights and lighting shows versus part of techniques。It's not the core capabilities of your business or not what your customers want。Then you shouldn't do it。Okay。If it doesn't align to what your business does，that is not the thing for you to do。 It's not the thing for you to do because it's not for your skill settings。Yeah。We don't see a dentist suddenly building houses。Probably a good thing because the tools are really small。We never think of anyone。 We don't see a real estate agency selling cars because they call compensating something different。What we do start to see these organizations have found micro fractions inside their practice。
所以如果你在一家企业工作，你有一个非常非常好的主意，但这不是你擅长的过敏灯和灯光秀与部分技术。这不是您业务的核心能力，也不是您的客户想要的。那你就不应该这么做了。好。如果它与您的业务不符，那不是您要做的事情。这不是你该做的事情，因为它不是为了你的技能设置。是的。我们没有看到牙医突然盖房子。可能是个好东西，因为工具真的很小。我们从不考虑任何人。我们没有看到一个房地产中介卖车，因为他们把补偿叫做不同的东西。我们确实开始看到这些组织在他们的实践中发现了微小的分数。

Now i'm still pretty sure I gave this idea the black horse for a few years ago to claim to royalties。Blackboard makes vitamins for humans。What was the micro fraction of the driving thing that was happening in the external market to open a new market for hit ownership？Do you know as I picked things that or some black holes take all the core conferences around making vitamins for humans in terms of ones and put a pet on the front of them。
现在我还是挺确定我几年前就给这个黑马这个主意来索取版税的。Blackboard 为人类制造维生素。在外部市场发生的驱动因素中，为热门所有权打开新市场的微小部分是什么？你知道吗，正如我所挑选的，或者一些黑洞把所有围绕着为人类制造维生素的核心会议都放在了他们的前面。

Why me the customers for their customers are still the same，the products still believe it or not，the ones we give ourselves are often the same one to give the animals，but they're able to amplify the business and create a new market segment and what it is they do because it's what they're good at and that's what they call capabilities are。But they understood what was happening in the external market and seeing the rise in pet ownership and different ways that we treat our pets。 This could be a new market segment for us for their customers，for pets。 So you see through those examples，but the organization knows what strategy they're following，what is there in the business of doing。 They look to widen that scope and looking for those tiny micro fractions，not the big mega trends。Because before we make a trend comes in time for market fraction and that's what you're looking for。What do we do today？How good are what we do？How do we improve it？ What is it that our customers want？ If we design a product and service that doesn't solve a customer problem，for me a customer what if I yeah，so that's why I understand this whole thing about our business and here we is really important。
为什么呢，我 客户对于他们的客户还是一样的，产品还是信不信由你，我们给自己的往往是给动物的一样的，但是他们能够扩大业务并创造一个新的细分市场，他们所做的就是因为这是他们擅长的，这就是他们所说的能力是什么。但他们了解外部市场正在发生的事情，并看到了宠物拥有量的增加以及我们对待宠物的不同方式。这可能是我们为客户、宠物的新细分市场。所以你通过这些例子看到，但组织知道他们遵循什么策略，在业务中做什么。他们希望扩大这个范围，寻找那些微小的微小部分，而不是大的 Mega 趋势。因为在我们做出趋势之前，市场分数来得及时，这就是你要找的。我们今天做什么？我们做得有多好？我们如何改进它？我们的客户想要什么？如果我们设计的产品和服务不能解决客户的问题，对我来说，客户呢？如果我是的，这就是为什么我了解我们业务的整个事情，在这里我们真的很重要。

 In summary，you can talk with a really great product or service for a business。 It doesn't lie to you。What is you do？For example，you can buy a whole new section，a whole new amount of talent to do it，don't do it because it's not good business。Yeah，not going to help you be successful。So what you do not what you said when we start to think about how it is so well and good for me to send her inside you what your business doesn't do it会先哭。
总之，您可以与一个真正伟大的产品或服务进行交谈。它不会骗你。你是做什么的？例如，你可以买一个全新的款，一个全新的人才量来做，不要做，因为这不是好生意。是的，不会帮你成功。所以你做什么，不做什么，你说什么，当我们开始思考，把她送到你体内，你这事儿不做，对我来说是多么好啊，会先哭。

 It's not really that simple because we gotta think about what's happening。We need to make decisions around our business who is what is how these were going to operate。There are different ways that we can do that in the business industry has been around for a long time and we've got lots of dollars breaking trouble what's going on？We can probably make a relatively clinical decision about this is what's happening。This is where it's going and this is what it is that we could do next。But it is20，2005。There's a lot of industries have been around for a very long time。Why would banking pyrotechnics？But there's lots of new industries too。We talked last week about how the world work is changing，which means that having access to these hard facts are annoying，dark place just kind of pull out except like analyzing the whole。
其实没那么简单，因为我们得想想发生了什么。我们需要围绕我们的业务做出决策，谁是 What What What These 将如何运作。我们可以通过不同的方式做到这一点，在这个行业已经存在了很长时间，而且我们有很多钱打破麻烦，这是怎么回事？我们大概可以做出一个相对冷静的决定，这就是正在发生的事情。这就是它要去的地方，这就是我们下一步可以做的事情。不过是 2005 年 20 月了。有很多行业已经存在了很长一段时间。为什么银行业会烟火呢？但也有很多新的行业。上周我们谈到了世界工作是如何变化的，这意味着能够接触到这些铁的事实是很烦人的，黑暗的地方只是有点像分析整体之外的拉出来。

Here's my next big thing come off becomes harder，which means that then they start to look at what's happening inside the excellent environment，through the lens of what is it that's at the core of our business and we're very good at to find these more confessions when we find a micro fracture in a business context and we do something a little bit different，we find a competition going for。Can you see that coming？And all of a sudden our business and market segment is up here。 I can put it as a madly scrambling trying to catch up。Do you want to find those micro fractions？So there are a couple of different models we're going to talk about tonight and then more in the workshops with your children around different types of strategies or different ways we can start to understand what's happening inside the industry that we're working。
这是我的下一个大事变得更难了，这意味着然后他们开始看待在优秀的环境中发生了什么，通过我们业务的核心是什么的镜头，我们非常擅长找到这些更多的坦白，当我们在商业环境中发现微裂痕时，我们做了一些不同的事情，我们找到了竞争。您能预见到这一点吗？突然之间，我们的业务和细分市场就在这里了。我可以说是疯狂的争先恐后地试图追赶。所以，我们今晚将讨论几种不同的模型，然后在研讨会上与您的孩子讨论更多不同的模型，围绕不同类型的策略或不同的方式，我们可以开始了解我们正在从事的行业内部发生的事情。

 There's a few of them here。I think that's one spot will be quite many to you and you choose to cover that。We're going to talk about four and the kings is in a second。And strategic sweet spot is something that really brings together a week one and two content in a very tight and nice way for you to understand what it is。We're not asking you to look for and your children。Thank you for that as well。
这里有几个。我觉得那个地方对你来说会挺多的，你选择覆盖那个。我们马上就要讲四和王了。而战略甜蜜点是真正以非常紧密和很好的方式将第一周和第二周的内容结合在一起的东西，让你理解它是什么。我们不是要您寻找和您的孩子。也谢谢你。

But we want to do is look at the excellent environment for the lens and strategy。We want to think about it from an organizational perspective and then we want to start to think about where our most important workers is inside the organization spoiler alert for us who you will be who are here next week。 Forget to watch the movie。Mhm。 If you got a player in jordans，you do well on training together。But we start to look at the resource base you understand building on tonight where the most important work for kids。
但我们想做的是看看优秀的环境为镜头和策略。我们想从组织的角度来思考它，然后我们想开始思考我们最重要的员工在组织内的位置，剧透提醒我们，你是谁，下周在场。忘了看电影。嗯。如果你在乔丹有个球员，你们一起训练就做得很好。但是我们开始看看你理解的资源基础，今晚对孩子们来说最重要的工作在哪里。

说话人1 45:34
So.
所以。

说话人2 45:36
 we're going to tell you a story。Let's tell you a story about this business called stage kings。Do many of you if it is not a break at home，what never heard of this？ If there is neither eyes but researching for this course，stage kings is amazing business based in the southern suburbs of sydney。The whole competency is in building big things like the need to worry said。The military edinburgh military tattoo said great big theater stage show sets， concert sets，not fireworks。The physical sets they go，right？That's what they do。The core competency is doing something that is incredibly sturdy yet temporary。It needs to go up quick。It needs to make sure it complies with safe and it needs to come down probably faster than it went up because the nature is about to come here。 So that's what they do。My friends or anti friends I think it could be called the kids。There's no shows as we just heard amber，there's no theater productions。
我们来给大家讲个故事。我们来给大家讲个关于这个叫做 stage kings 的生意的故事。你们中的许多人如果不是在家休息，什么都没听说过这个呢？如果大家都没有眼睛而是在研究这门课程，Stage Kings 是位于悉尼南郊的神奇企业。整个能力就是在构建大事上需要担心说的。军爱丁堡军纹身说大剧院舞台表演布景，演唱会布景，不是烟花。他们去的物理布景，对吧，这就是他们所做的。核心竞争力是做一些非常坚固但临时的事情。它需要快速上升。它需要确保它符合 safe，并且它需要下降的速度可能比上升的速度更快，因为大自然即将来到这里。所以他们就是这样做的。我的朋友或者反朋友我觉得都可以叫小孩子。没有演出，就像我们刚才听到的琥珀，没有戏剧作品。

 All of a sudden stage kings is saying themselves，what are we going to do with our employees largely family run business that employs lots of other people at this point staring on the barrel having to make pretty much everyone in the organization redundant and probably close their business for a period of time。They said at the direct level， what can we do differently？And they gave themselves 24hours，24 hours to go， what are we good at？And what can we do differently？24hours。Inside24hours，the directors and some of the same team have the plan。They looked at what was happening in the external market，so we will bring them home。We're in our pajamas for working at the dining table or on the lab。
突然间，舞台之王们在说自己，我们打算如何处理我们的员工，这些员工主要是家族企业，在这一点上雇用了很多其他人，不得不让组织中的几乎所有人都被裁员，并可能关闭他们的业务一段时间。他们在直接层面上说，我们能做些什么不同的事情，然后他们给自己 24 小时，24 小时去，我们擅长什么，我们又能做些什么不同的事情呢？ 24 小时。在里面 24 小时内，导演和同一团队的一些人都有计划。他们查看了外部市场发生的事情，因此我们将他们带回家。我们穿着睡衣在餐桌上或实验室工作。

Then I went on there is now this massive need for furniture to work from home。 We're hearing in the media that lots of people don't have this space。Hang on。What are we really good at？She very good building study stuff that goes together quick and you can come apart we put up and actually it looks pretty stuff。Then I thought who are our competitors？Ikea，fantastic furniture，the option which you can't go to yeah， hands up anyone who's actually put together a piece about here going to successfully on the first attempt。Do you like it？One or two hands？ Thank you。Definitely not me。Pretty sure that's wonderful。 But what we don't have to do differently， I know we've got this technology this idea where we can put it together without anything you don't need to screw up。It's gonna look a bit there，it's gonna turn up at your front door。I was just going fun for solve the problem。So it seems that with all this whole customer market that we don't currently have access to，we don't talk to。
然后我继续说，现在对在家工作的家具有巨大的需求。我们在媒体上听说很多人没有这个空间。坚持。我们真正擅长什么？她非常擅长建筑学习的东西，可以快速组装起来，你可以分开我们放起来，实际上它看起来很漂亮。然后我想谁是我们的竞争对手呢？宜家，梦幻般的家具，你不能去的选项是啊，举起任何一个真正拼凑起来的人都会在这里成功尝试。你喜欢吗？一只手还是两只手？谢谢。绝对不是我。挺确定那真是太棒了。但是我们不必做不同的事情，我知道我们有这项技术，这个想法，我们可以把它放在一起，而不需要做任何事情，你不需要搞砸。它会在那儿看起来有点，它会出现在你的前门。我只是为了解决问题而去玩。所以看来，面对所有这些我们目前无法进入的整个客户市场，我们并不与之交谈。

So how do we manipulate our e commerce system will protect the e commerce system to enable them all of a sudden getting the space about 5days。They've almost forgotten about me to worry in the military，edinburgh，military tattoo because all they're doing is now manufacturing and shipping，homework and desk。They go together with those freedom that are comparatively priced because they've got the stock in their warehouse and sending them out，right？
那么我们如何纵我们的电子商务系统才能保护电子商务系统，使他们能够突然获得大约 5 天的空间。他们几乎忘记了我在军队中的担忧，爱丁堡，军事纹身，因为他们现在所做的只是制造和运输，家庭作业和书桌。他们与那些价格相对不同的自由一起去，因为他们在仓库里有库存并将它们发送出去，对吧？

 What they've done there is they've been able to take the core competency，look at where these cities leverage the skill set within their organization to do something different。I can't see this coming。Do it make a massive difference to I care，but that's not the point of the story。They are able to shift their business，create and open a new market segment for their business and do it all based on their core competency。Pretty cool。Yeah。Do you check out they got no problem。There are actually so big now that kind of stuff that some of the business they've gone from just doing these kind of funky looking desks to doing a whole other range of modular home set up please。
他们在那里所做的是他们能够利用核心竞争力，看看这些城市在哪些方面利用其组织内的技能来做一些不同的事情。我看不出这个来了。它对我在乎有很大的不同吗，但那不是故事的重点。他们能够转移业务，为业务创造和打开新的细分市场，并基于他们的核心竞争力来做这一切。挺酷的。是的。你查一下他们没问题。实际上现在有这么大的东西，以至于他们的一些业务已经从只做这些看起来很时髦的桌子变成了做一整套其他范围的模块化房屋设置。

And most recently，I think in the last 6 months they are now using the same technology to set up office infrastructure。That's crazy cubicles that we get to working because that's really cool。Then I was going to do that。 How was it was triggered for them？But what they look for was what do we do？ What are we in the business of doing？And how can we solve a customer problem in a different way， pretty cool。And when you now think that effectively about three strength，three strings to their business， last week we talked about $57 million being lost in part of the 66,000,000creative。We have 66 million credits，we've got a whole bunch of really clever，smart car business people that go through process about it。So we talk about strategy and we talk about understanding our customers needs and wants and we talk about using the skills that we have today do something different。This is an example of that。When we say we want to design something and it doesn't lie，we don't have the skill set to do it。We want to stay away from it。
而最近，我认为在过去的 6 个月里，他们现在正在使用相同的技术来建立办公基础设施。那是疯狂的小隔间，我们开始工作，因为这真的很酷。然后我就打算这样做了。他们是如何触发的呢？但他们寻找的是我们做什么？我们在做什么？我们如何以不同的方式解决客户的问题，这很酷。而当你现在想想，实际上大约是三强，三弦到他们的业务，上周我们谈到了 5700 万美元的损失部分 66,000,000 的创意。我们有 6600 万积分，我们有一大堆非常聪明、聪明的汽车业务人员，他们都会经历这个过程。因此，我们谈论战略，我们谈论了解客户的需求和愿望，我们谈论利用我们今天拥有的技能做一些不同的事情。这是一个例子。当我们说我们想设计一些东西并且它不会说谎时，我们没有做这件事的技能。我们想远离它。

 This is an example of how you can bring it together。 Porter，my friend porter is Michael porter。There's a few points around the marking。One is another one。There's a woman carrying bags of the hotel so important。 Very simply the last matrix up here because anything in business management we like to present in four square boxes because we present the world of businesses being political and clear and easy。
这是如何将其组合在一起的示例。Porter，我的朋友 porter 是 Michael porter。周围有几点标记。一个是另一个。有个女人拎着包的酒店这么重要。很简单，这里的最后一个矩阵，因为在商业管理中，我们喜欢用四个方框来呈现，因为我们展示了商业世界是政治性的、清晰和简单的。

But nonetheless，the core of for this framework here is that if you are in business or when you are in business， you need to choose what your products and services and how is that you were going to cross and market your product who says don't be stopping to do what he says don't be stuck in the middle because you can't be the master of many services in that sense。You need to make a decision and set your product line up in清楚的。
但尽管如此，这个框架的核心是，如果你在做生意或当你在做生意时，你需要选择你的产品和服务，以及你将如何交叉和营销你的产品，他说不要停下来做他说的，不要被困在中间，因为你不能成为许多服务的主人从这个意义上说。您需要做出决定并设置您的产品线 in 清楚的。

Now that's really can't have more profile。We see that across lots of different businesses，if we think about BMW as an example，I said you've been there because where do you put them here？They're going for abroad target in the low cost or narrow target with some kind of differentiation to their product。Where do you put them？Where are you？Top bottom left，right？It's bottom right？Bottom right。Yes，absolutely。You can change the focus。They're expensive。They want to be less expensive。They want to target towards a niche market。But they also know then once you win a customer，you often have a customer for life。 They create BMW BMW one series allows the aspirations to buy their product for them。They still do the same thing。They're building cars，but I didn't do it，but I know it will be abused。They did it in Korea。Why？As possible as to have a core skill set，but the cost of level commit，they can start to target with the market and they know that if they bring in someone at BMW one，then likely to be a lot from BMW customer and eventually we have so many friends。
现在那真是不能再多的 profile 了。我们看到，在许多不同的业务中，如果我们以宝马为例，我说你去过那里，因为你把他们放在哪里？他们正在以低成本或狭窄的目标去国外目标，与他们的产品有某种差异化。你把它们放在哪里，你在哪里，左上下，右下，右下角，右下角。是的，绝对可以。你可以改变焦点。它们很贵。他们想更便宜。他们希望瞄准一个利基市场。但他们也知道，一旦你赢得了一个客户，你往往有一个终生的客户。他们创造 BMW BMW 一个系列让有抱负的人为他们购买他们的产品。他们还是做同样的事情。他们正在造车，但我没有做，但我知道它会被滥用。他们在韩国做到了。为什么呢？尽可能拥有一套核心技能，但成本水平承诺，他们可以开始瞄准市场，他们知道如果他们带人来 BMW 一，那么很可能会有很多来自 BMW 的客户，最终我们有这么多朋友。

That's why I'm going to120550。 But that's what I do there。 That decision in where the market is different。 Target in Kmart is a fascinating example for me。 Target came up with sits down here and targets just trying to enjoy going to hear a little bit of money from this way。But if you're going to target today，there's no more target brand of products。They all carry the same brand user came up from that target came out owned by the same business。But I wanted to serve as a different market。So why they put in their remark on it？However，either one there's plenty of examples that we can think of putting each of these sections where is a a fashion brand like hm versus Louis Vuitton fast food。This is my personal favorite restaurant in Shanghai lost heaven and cars we talked about but there's a lot of them。The key thing to know is caught up is he says don't stop work out where you were talking about and know your customer。
所以我才要去 120550。但这就是我在那里做的。那个决定在哪儿市场就不一样。Target in Kmart 对我来说是一个引人入胜的例子。Target 想出了坐在这里和 Target 只是想享受去听一点钱的方式。但是如果你今天要定位，就没有更多的目标品牌的产品了。他们都是从用户那个目标出来的同一个商家所拥有的同一个品牌。但我想作为一个不同的市场。那么他们为什么要在上面发表评论呢？然而，任何一个我们都可以想到很多例子，把这些部分放在像 hm 与 Louis Vuitton 快餐这样的时尚品牌的地方。这是我个人在上海最喜欢的餐厅，我们聊了聊的失天车但是很多。要知道的关键是赶上来的是他说不要停下来锻炼你刚才说的地方并了解你的客户。

Well，thank you very much。
嗯，非常感谢你。

Now，making these three horizons talks about how you look at what happens in your business today，and then how do you start to understand what happens in the business，what you want to have in your business in the future？
现在，制作这三个视野谈论你如何看待当今业务中发生的事情，然后你如何开始了解业务中发生的事情，你希望未来的业务中有什么？

 I do this through these lens of three horizons horizon。One is the piece that we have today is making a lot of money。We're doing very well with it。We want to maintain it。We want to start to extend it。We know at some point that part isn't going to meet the customer needs that we need to make。 What we want to do is start to understand what's happening in excellent environment to identify and start to create what makes problems。123，5to759years。Maybe this one here is probably a bucket of 8to12 years or so。This is the one that you really want to make sure your senior managers are across because this rise and rise number three is the one where you can spend a lot of time，energy and money。But unless you've got the right oversight，you're not when you run the risk of Russia and developing and delivering into market just so far away。
我通过三个视界的镜头来做这件事。一是我们今天拥有的那块就是赚了很多钱。我们用它做得很好。我们想维护它。我们想开始扩展它。我们知道在某些时候，该零件无法满足客户需要制造的需求。我们想做的是开始了解在优秀的环境中发生了什么，以识别并开始创造造成问题的原因。123,5 至 759 岁。可能这边的这个大概是 8 到 12 年的桶吧。这是你真正想确保你的高级经理跨越的那个，因为这个上升和上升的第三是你可以花费大量时间、精力和金钱的那个。但是，除非您有正确的监督，否则当您冒着俄罗斯的风险，并在如此遥远的地方开发和交付市场时，您就不会这样做。

Now let's think about rising 12 and three through a little bit more of a practical example，a little bit of a while at the last mister printer but horizon one think about your apple give us yeah。When apple first started selling iPods those things I showed you a picture of it and quite last week your ear buds for what because means the Top of your device you walk around this 1 kind of why I think and actually in fact many of my friends have them up into a relative risk anyway。
现在让我们再想想升 12 和升 3 再多举一点实际的例子，稍微看一下最后的打印机先生但地平线一想想你的苹果给我们吧。当苹果第一次开始销售 iPod 这些东西时，我给你看了一张照片，上周你的耳塞是什么，因为意味着你设备的顶部，你走来走去，这 1 种原因，我想，实际上，事实上我的许多朋友都把它们弄得相对危险。

Yeah，so why do you find the rise of one product with that horizon？Two part for apple？Why is your phones of me？Because horizon two again，probably while this noise canceling the rising trees，we think about apple。Let's go back 5 years ago。They've developed is quite cool give us that New York Times said nobody would ever want to wear what you got to the white table they were on the credit Wallace ones and credit noise casting ones。
是的，那么为什么你会发现一个产品与那个地平线呢？两部分为苹果，为什么你的手机是我的呢？因为地平线二又来了，大概是一边这个噪音一边抵消了崛起的树木，我们又想到了苹果。让我们回到 5 年前。他们已经开发得很酷，给我们纽约时报说没有人会想穿你得到的白桌上他们是信用华莱士的和信用噪音铸造的。

 They see there are data I'm going to be next to that give us surely this isn't the end of the development of evolution of what is that they can do。About 5 months ago，apple announced that the next.
他们看到有数据我接下来要给我们的肯定这还不是进化的终点，他们能做什么。大约 5 个月前，苹果宣布了下一个。

说话人3 58:07
 generation of in college，
大学一代，

说话人2 58:09
everything is generation two，but don't quite know that can actually act as humans。
一切都是第二代，但不太知道其实可以充当人类。

 We think about the development of Uber across three horizons here back when we were extending and defending why you but and starting to release wireless you guys and voice canceling you guys，apple，we already have this idea that very viable option today if you go on，but I think it's generation too， you can load software。
我们思考 Uber 跨越三个视界的发展，当时我们还是扩展和捍卫为什么你们但是开始发布无线和语音取消你们，苹果，我们已经有这个想法了，如果你们继续下去，今天这个选择非常可行的，但我觉得这也是一代人，你可以加载软件。

 All of a sudden your e books can become your next now。Let's think about this for industry to think hearing AIDS cost about $5,000 a pair。 If I were audiologist about 6 months ago，I'm starting to get really worried how much is a pair of airports。
突然之间，你的电子书可以成为你的下一个。让我们考虑一下，让行业认为助听器的成本约为 5,000 美元一副。如果我在大约 6 个月前是听力学家，我开始真的很担心一对机场多少钱。

说话人1 59:04
所以说。

说话人2 59:13
 what kind of wonder from turn from the bus？The cost differential， lots of people don't want to be seen where it is， sorry，here remains。But there's a few of you that are quite happy seeing a lecture video with you。If I do now。 All of a sudden，we've got McKinsey three horizons，we've got apple who are an r and d company that are made for the last company，but their r and d company they have the skill set to completely change the way the audiology industry works。
从公交车转弯会有什么奇观呢？费用差异，很多人都不想被人看到呢，对不起，这里就剩下了。但是你们中的一些人看到和你们一起的讲座视频还是挺高兴的。如果我现在这样做。突然之间，我们有了麦肯锡的三个视野，我们有苹果，他们是一家为上一家公司而生的研发公司，但他们的研发公司他们拥有完全改变听力学行业运作方式的技能。

So thinking back，they are exciting and defending those cool world all the while thinking about what can we do differently，what's happening in the external market？What was the last drivers we talked about last week？We talked about aging population，we talked about demographic change，we talked about the impact of what makes for people to live longer。Apple just have run that they are about to dismay another industry，which they are also very good at doing。But are they estimating it or they actually make it more accessible given what's happening next to the environment？How is changing？Pretty cool，right？Pretty cool day。Apparently those people follow up in all when we think about strategy，it's not about home，it's not about throwing something up in the air products marketing。Let's have a crack and see if this works。It needs to have a little of process，I guess，in some kind of scientific behind what is we doing，how you start with science perspective。
所以回想起来，他们一直很兴奋并捍卫那些很酷的世界，同时思考我们能做些什么不同的事情，外部市场发生了什么？我们上周谈到的最后一个驱动因素是什么？我们谈到了人口老龄化，我们谈到了人口变化，我们谈到了是什么使人们活得更久的影响。苹果刚刚跑了说他们即将让另一个行业感到沮丧，这也是他们非常擅长做的。但是，考虑到环境旁边发生的事情，他们是估计了它，还是实际上让它更容易获得？变化如何？很酷，对吧，很酷的一天。显然那些人在思考策略的时候都跟进了，这不是关于家的，也不是关于在空气产品营销中抛出什么东西。我们来试一试，看看这是否有效。这需要有一点过程，我猜，在某种科学的背后我们到底在做什么，你怎么从科学的角度开始。

But from an understanding perspective of who we are and what it is that we're in the business of doing，have you a really strong understanding of what is our core business stage kings makes good shift that goes together with me？
但是，从了解我们是谁以及我们从事的业务是什么的角度来看，您是否真正深刻地了解我们的核心业务阶段之王与我一起做出的良好转变？

说话人1 01:01:13
Become popular apple.
成为受欢迎的苹果。

说话人2 01:01:15
 makes amazing technology。
使技术惊人。

All of a sudden they've gone from just something that you can listen to their devices to love changing。 For the last week，I said there are a new level of times involved in。There are points for all of some unions going to be $5,000 to around$100。That's an impact that can have a look so hopeful strategy。But in order to be successful into disruptive in a very manner，in business，we understand who we are。What is that we're in the business of doing。 Once we understand that foundation，we can then start to apply all the models around strategy with a different length。Yeah。
突然之间，他们已经从你可以听他们设备的东西变成了喜欢改变的东西。对于上周，我说有新的阶段涉及。所有工会的积分都在 5,000 美元到 100 美元左右。那是可以有个看起来很有希望的策略。但为了以非常的方式成功进入颠覆性领域，在企业中，我们了解我们是谁。那我们从事的是什么业务。一旦我们理解了这个基础，我们就可以开始应用所有不同长度的 Strategies 模型。是的。

Now next week we come back because I that's，I guess next week we come back，we start to look at understanding how we break up our organization into work groups to know where the most important worker is or the most important employee in our organizations。 For that， I do use the math and Michael Jordan a movie。A lot of people，I think a lot of Information as well。So you turn up next week。There's a good 10 minutes of walking to a great shelter。 Thank you if you've got a question about strategy come and see things that are important to know just as you have done。
现在下周我们回来，因为我就是，我想下周我们回来，我们开始研究如何把我们的组织分成工作组，以了解我们组织中最重要的员工或最重要的员工在哪里。为此我确实使用了数学和迈克尔乔丹的一部电影。很多人，我觉得也有很多资讯吧。所以你下周出现。步行 10 分钟即可到达一个很棒的避难所。谢谢你，如果你有关于策略的问题，快来看看需要了解的重要事情，就像你所做的那样。

说话人3 01:02:41
And then you go over there getting a group。
然后你去那边弄个团。