Be a Surfer

The art of surfing is far more complex and considered than one might imagine. It’s much like Entrepreneurship. The perfect wave is different for different surfers. But some principals never change.

 

As a surfer you’re constantly assessing the situation. Before, during and after the session. But before you enter the ocean some decisions must be made.

 

Stevie in Maldives

Crowds – Smart surfers avoid crowded conditions. Even if the waves are perfect. You’re better off a little further down the beach where the waves are smaller but, at least you’ll catch a few.

Market Size – When you’re learning to surf, you don’t paddle out into the biggest waves you can find. You learn in the small stuff where conditions are more gentle and forgiving.

Investment – When learning there’s no point spending large sums of money on the latest equipment. You go to a garage sale. You pull together some stuff to do it – cheap. You might not enjoy it.

Market Entry – Before you paddle out you assess the best way to reach the line up of waves. It’s best to avoid the dumpers. They’re hard to push through. You’re much better off on the edge of the waves and letting the rip pull you out. Use the momentum of the ocean. Don’t paddle against it.

Positioning – You also need to know where to sit in the line up. Where to position yourself amongst the other surfers. Not too close, or you’ll both be fighting over the same waves. This is only relevant if there are other surfers in the water. Hmmm, I’ve got an idea…

Niche Market – Number one rule of surfing. If you find a secret spot with plenty of waves and no crowds, don’t tell anyone.

Experience – Know your limitations. It’s fine to get into the big stuff. But you have to be aware of the risk of drowning.

Incumbents – Locals can be very protective of their waves. It’s often better to surf in locations you know well and have the respect of others.

Preparation – It’s good to know how to swim before you even attempt surfing.

The Ride– Surfing is about radical moves, risk taking. The glory and ultimate rush doesn’t come from riding a wave in a straight line to the shore. How boring.

Exit Strategy – When you’re surfing on a reef or rocky point, you need to know where to exit. Sometimes you can’t exit a surf spot the way you entered. The tide might be low and the reef will cut you up.

Changing Winds – A good surfer can read the changing conditions, and know when to catch a wave in and be satisfied with what was achieved.

Be a surfer.

Old World / New World

put an ad on TV

spread your idea virally 
sell to consumers collaborate with community 
modify for the masses overwhelm a niche 
compete on price charge what it’s worth 
focus on volume focus on revenue 
sell through intermediaries no middle man 
use spin to trick consumers be transparent and authentic 
mass media, mass production digital networking, craftsmanship 

Territory

I just saw a stray cat enter our backyard much to the distain of our moggy, Mumapuss… well you know what happened…. There was a lot of hissing, a couple of left jabs with claws out, bushy tails and the obligatory chase up over the back fence.

Territory is about physical space, location, proximity to food, water and shelter. The basics which sustain life. Our cat was simply protecting what it needs to survive. Humans do it too. When a stranger knocks on your door the default thought pattern is; “Who is this? What do they want?” Your natural defenses kick in.

Cats are pretty smart too. They know that there isn’t really enough room for two in most houses. It’s no different with brands. They’re also territorial. When the local alley cat turns up for a feed, the incumbent wont move to the left and share the food bowl. There’ll be fight, every time.

Brands too are only territorial about their house (read distribution point). If you’re getting a great feed elsewhere, they won’t even notice. If you want to get off the street like your local alley cat, stop living day to day, then find a new place without a cat. Be nice to the owners, offer them something emotional and they might adopt you.

Sell Out

You may have a vision of selling out to the incumbent. The type of stuff that makes the front page of the business section. The reason you know about Google buying Youtube is that it doesn’t happen very often. We all need this sense of reality before we commence.

Having a successful business doesn’t mean someone (read here big ugly conglomerate with large cheque book) will want to buy you. Especially if you’re another, slightly more innovative version of them. They will think they can just beat you with a better version of your innovation later, or some flimsy brand extension. Consumers might want to give you money for what you provide – but this success doesn’t automatically give you a ‘sell out’ exit strategy.

To put things slightly in your favour for a sell out to happen, your strategy can help. You need to have something they haven’t got and can’t build. You’ve got have the thing, they missed. Generally speaking incumbents only buy two things:

Distribution Systems & Brands

Widgets can be made, reverse engineered.

Pepsi bought Gatorade – Not because they didn’t know how to make a sports drink. They bought the brand.

Google bought Youtube – Not because they don’t know how to build a video sharing website, they bought the eyeballs the brand gives them.

Coke bought Neverfail Water – Not because they don’t know how to put water in a water cooler, but because Neverfail secured the distribution channel of offices.

Nestle bought Musashi – Not because they couldn’t find any food technologists to make a protein bar. They bought distribution in the health food channels, and a brand with health food ‘cred’. Something the Nestle brand can never be.

You can only sell something an incumbent hasn’t got and can’t build. This is never about the product.

If you want to sell out, build a brand that means something they don’t, focus on a channel that they forgot.