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A Banker’s Apprenticeship		   Hilmar Kopper, Chairman/Speaker, Deutsche Bank
The chairman of Germany’s largest bank never went to college, rising instead through the country’s legendary apprenticeship system, a combination of classroom and on-the-job training. In a wide-ranging and enlightening conversation, Hilmar Kopper describes how apprenticeship shapes German corporate philosophy and how German bankers are able to develop successfully a long-term outlook while other countries—including ours—often do little more than pay lip service to investing for the future.		  
A CEO Goes Back to the Classroom   One of the earliest advocates of continuing professional development and lifelong training, Motorola’s Bob Galvin explains how he instituted one of the most extensive and successful corporate employee education programs anywhere in the world. That education program helped earn Motorola the Baldrige Award—the Oscar for quality performance in the industrial world—a goal within the reach of any company recognizing it must compete one-on-one to survive.  
A Changing Workplace   The workplace changes in response to changes in society and technology, and the office reflects the larger environment in which it exists. This program recounts the history of the secretary and provides pointed discussion about the future of office professionals.  
A Winning Follow-Through   Really topflight selling doesn’t end when a customer signs on the dotted line, and truly successful salespeople know that their job doesn’t end when the check is in the mail. This program explains why selling is an ongoing process, how to execute effective after-sale selling, and how to develop the kind of business relationship that will ensure repeat business.  
Accounting   Except for accountants, everyone’s least favorite subject. Nevertheless, accounting is a critical element in the success of a small business, and leaving the details to an outside accountant without understanding what accounting means is a prescription for disaster.  
Achieving Competitive Advantage: Managing for Organizational Effectiveness   "Houston, we have a problem." When Mission Control received a distress call from Apollo 13, the ground team had to entirely rethink its management structure—immediately—in order to save the astronauts’ lives. In this program, Michael Useem, a professor of management and sociology at Wharton and an expert on organizational design, provides key insights into the determinants of organizational success.  
Achieving Competitive Advantage: Neutralizing Competition   Globalization, shorter production cycles, and increasingly demanding shareholders mean that companies must be nimble if they are to get ahead. In this program, Harbir Singh, a Wharton management professor and an expert on strategic alliances and on mergers and acquisitions, describes core concepts in building a coherent strategy of competitive advantage—and examines what it takes to hold on to it in a business environment that is less predictable and more competitive than ever.  
Adding Value   This program examines traditional ways of adding value. Singapore Airlines innovates to keep competitors off its heels. In a case study of 3M, its commercial graphics division justifies a high price for a very basic product by adding value through extended warranties.  
After the Gold Rush: Lucrative Lessons   As America’s robust economy surged ahead during the Clinton administration, the nation as a whole experienced unprecedented growth. But behind that facade of economic success are disturbing psychological questions that are in urgent need of resolution—questions that have lost none of their importance in the current economic downturn.  
Albert Einstein and the Theory of Everything   Revolted by quantum theory, Einstein spent his final decades trying to create an all-encompassing mathematical model of the universe in which God indeed does not play dice. In this program, theoretical physicist Michio Kaku and experts from Cambridge, MIT, and elsewhere discuss Einstein’s revolutionary time/space theories of 1905, the ascendancy of quantum mechanics and string theory, and Einstein’s unswerving belief that the laws of nature—elegant and precise—must reveal a universe of divine predictability down to the last subatomic particle. A gripping dramatization of Einstein’s last two days paints a vivid portrait of an idealistic scientist who never gave up.  
Aligning Supply and Demand: Creating the Right Supply Chain   When Campbell Soup wanted to rethink its supply chain strategy, the venerable multinational company turned to Marshall Fisher, professor of operations and information management at The Wharton School. In this program, Dr. Fisher describes how to align supply and demand.  
All for One: Team Building in Action   This helpful video will be beneficial for anyone working with teams, either new or existing. The staff at Hafner, Inc., is about to experience a major change. The president and manager of operations decide that a team needs to be put in place to help facilitate the expected changes.  
America Today: Kid CEO.Com   Napster and Goosehead.com exemplify how technology and the Internet have given rise to a wave of businesses with extremely young leaders. This program looks at the emergence of a new breed of entrepreneurs and their impact on the American work environment. It addresses such questions as whether these young people are prepared for the responsibilities of running a company and if their ideals about commerce and social commitment conflict with an older generation’s.  
America Today: Looking for the Union Label   Union membership continues to lag and even the term "collective bargaining" carries a decidedly un-American connotation. Why have labor unions lost much of the influence they once exerted on the U.S. economy? In this program, a variety of labor leaders and social and political activists examines the dynamic shift in labor-management relations over the past four decades that has changed the face of the American workplace.  
America: What Went Wrong?   This program provides a powerful examination of the forces that have contributed to the dismantling of the American economy. The program is based on the research of Pulitzer Prize-winning journalists Donald L. Barlett and James B. Steele, who spent two years interviewing workers in nearly 50 cities in 16 states and Mexico, as well as government officials and corporate managers.  
America’s Promise: Who’s Entitled to What?   Welfare and immigration are irrevocably interwined. This four-part series examines the current state of reform and its impact on immigrant and other populations.  
An Introduction to the IMF   The consensus of the world’s leaders is that economic stability and cooperation offer the best hope for global peace. Using interviews with members of the International Monetary Fund’s Board of Governors—each one the head of a national central bank or a minister of finance—this program explains how the IMF is structured and illustrates how it sets policy.  
An Obsession with Quality   George Fisher, CEO, Eastman Kodak; CEO, Motorola 1990-1993
Named one of the most-admired executives in the electronics industry as president and CEO of Motorola, Kodak’s chief executive explains how Motorola’s single-minded pursuit of quality—not just product quality, but quality in how the company treats its people and customers—has helped the American electronics firm achieve nearly zero-defect production while assuming a position of world leadership in high-technology manufacturing.		  
Analyzing Supply and Demand   In this program, Jim Rogers hammers home the essentials of financial analysis, focusing on supply and demand as it is reflected by figures found in balance sheets, profit and loss statements, and 10-K and 10-Q reports. Insider activity is also scrutinized as a determinant of a company’s suitability as an investment.  
Argentina: An Economic Work in Progress   By the end of the 1980s, Argentina was caught in a perilous vortex of hyperinflation. In this program, the former Minister of the Economy, the former Secretary of the Treasury, bank president Eduardo Escasany, economist Martin Redrado, and others discuss the measures taken at that time to stabilize the economy, including establishing a currency board, deregulating and privatizing key industries, reforming the labor market, and asking the IMF for a loan of $3.4 billion  
Arsenic and Old Lace: A Study in Turnaround Management   Sometimes transforming a failing enterprise takes the surgeon’s knife. Renowned business consultant Gerry Robinson prefers the axe. In this behind-the-scenes case study, Robinson applies his business acumen to The Vernon Road Bleaching and Dyeing Company, a British lace dyeing operation bought in bankruptcy by the father/son team of Henry and Richard Chaplin.  
Back to the Basics: A Five Part Series on Business   No more jitters on the first day of work. Back to the Basics is a five-part series designed to introduce young adults to the work world. It addresses the issues of Problem Solving, Conflict Resolution and Etiquette, Communication Skills, Stress Management, and Professional Image. Specialists in career planning, organizational behavior, and workplace wellness share their advice on how to navigate the business world successfully.  
Balancing Competing Pressures—Chase Manhattan Corporation   August 28, 1995. In a year of record bank mergers, Chase Manhattan Bank’s CEO Thomas Labrecque and Chemical Bank’s CEO Walter Shipley sign off on the granddaddy of them all. Their partnership, which created the country’s largest bank, was cheered by the financial world and made the new Chase a more potent global player.  
 Barbie’s Midlife Crisis: Mighty Mattel Fights Back   At 44, Barbie had been the queen of fashion dolls for generations of children. But her sales and profits began to slip as she was forced to fend off attacks from enemies both new and old: the fashion-conscious Bratz pack and Sindy, a former rival that may yet prove to be her nemesis.  
Basic Clerical Skills for New Employees   This unique video explains to beginning workers the basic skills needed to survive and prosper. Uses a seminar format interspersed with on-the-job scenerios to show viewers how to file, sort mail, use the business telephone properly, organize their desks for maximum efficiency, and prioritize tasks. They also learn the general skills that every employee needs on every job—punctuality, neatness, and responsibility. Accompanying worksheets provide practice in each of these responsibilities while reinforcing essential work habits. Excellent preparation for working in an office!  
Basics of Handling Incoming Calls   This program shows how to handle the exchange that often provides the first (and if poorly done, the only!) impression of any business—the incoming call. With specific instructions and vignettes, the program covers such essential topics as: answering calls with courtesy, promptness, and helpfulness; putting calls on hold without leaving the caller feeling ignored; what to do when the requested party is busy or unavailable; screening calls (without offending the caller); and concluding a call.  
Beating the Bottom Line   Businesses on the verge of shutdown are rescued by creative partnerships enlisting management, labor, and communities in the common goal of providing for the long-term good of all. In this concluding episode of Surviving the Bottom Line, Smith finds companies that are generating new jobs and keeping work in America, while still achieving the New Economy’s competitive goals.  
 Benchmarking for Competitive Advantage   Benchmarking allows companies to compare business practices among internal divisions and against those of outside competitors. These days, many companies use the technique to increase efficiency and improve their competitive position.  
Benchmarking in Practice   Managers from Xerox, Price Waterhouse, and several other organizations discuss the major processes involved in benchmarking—preparation, analysis of information, taking action, and reviewing the results for effectiveness. Xerox managers reveal how their company handles requests for benchmarking information from other companies.  
Best of Broadcast Commercials   This series offers the most effective and innovative worldwide TV commercials, together with interviews with those responsible for sponsoring, commissioning, creating, and producing them.  
Betting on the Workers:  Harman International   Sidney Harman is the chairman of Harman International, maker of high-tech, high-quality audio systems with 1.4 billion dollars in annual sales. For the 90s, Harman is a maverick CEO, who promotes long-term connections with his employees, rails against temps and layoffs, and has just built his newest plant in the U.S., and not in a low-wage area overseas. Harman International’s track record is a testament to his success.  
Beyond the Basics: More on Incoming Calls   This program helps viewers cross the line from adequate handling of incoming calls to mastery of the telephone as a business tool. It demonstrates the best ways to take a message and offers guidelines for creating a recorded message; offers tips on improving one’s telephone voice; and shows how to (and how not to) defuse angry callers and deal with problems and unexpected situations.  
Biotechnology   Since scientists first began to cut and splice DNA in 1973, biotechnology has produced everything from super rice to super drugs. Considering a burgeoning global population, and increasing demands for new, more effective drugs, biotechnology may be, as host Fred Dorey asserts, "the only answer we’ve got." In this program, a group of experts, including Uwe Reinhardt of Princeton University and Professor Jürgen Drews, President of International Research and Development for Hoffmann La Roche, Inc., discuss how biotechnology will meet the challenges of the 21st century.  
Biotechnology      
Biotechnology   Since scientists first began to cut and splice DNA in 1973, biotechnology has produced everything from super rice to super drugs. Considering a burgeoning global population, and increasing demands for new, more effective drugs, biotechnology may be, as host Fred Dorey asserts, "the only answer we’ve got." In this program, a group of experts, including Uwe Reinhardt of Princeton University and Professor Jürgen Drews, President of International Research and Development for Hoffmann La Roche, Inc., discuss how biotechnology will meet the challenges of the 21st century.  
Body Language in Customer Service
 		   This program examines the role of posture, eye contact, proximity, tone of voice, and other intended and unintended forms of nonverbal communication. It points out that in customer service, there are no neutral signals, and shows the techniques for sending positive messages by means of head angle, eye contact, tone of voice, and their equivalent for telephonic communication.  
Boeing Reinvents the Airplane   Philip M. Condit, President, The Boeing Company
When their largest customers asked Boeing to match the innovations being offered by the European Airbus Consortium, Philip M. Condit went a step further. The Boeing 777 represented a fundamental rethinking of their product—and a revolution in the very way Boeing designed, tooled, and built airplanes. Philip Condit explains the new gospel of concurrent engineering at Boeing: "Teaming," an approach that integrates people and functions that once operated in isolation, one that has enabled Boeing to stay on top in one of the world’s most competitive industries.		  
Boss: Owning Your Own Business   Boss is for young people who love a challenge, are doers, and have lots of energy. The BIZ WHIZ QUIZ will help them identify characteristics that are necessary if they want to be in charge. Boss talks about the various hats people who own a business must wear, such as a business planning hat and a marketing hat. Entrepreneurs of all ages offer insightful hints into a variety of businesses, emphasizing that it takes a lot of money and hard work to make a go of it.  
Branded: Personal Identity Through Consumer Products   This program updates the philosophy of branding, a practice that has evolved to define personal identity through a product line, a lifestyle, or simply a concept. Cultural anthropologist Ted Polhemus explains the theory of branding and its evolution in the global marketplace. Nicolas Hayek, CEO of Swatch, uses his company’s success story to discuss the emotional nature of buying—and buying into—a brand.  
Branding and the "X Factor"   What is this strange element, this "X factor," that makes some brands stand out from all the others? Using four venerable companies—Walkers Shortbread, Land Rover, cider distiller HP Bulmer, and international financier Coutts & Co.—as case studies, this intriguing program strives to determine the elements that go into the making of a memorable brand.  
Branding: The Marketing Advantage   Brand recognition is often an established company’s strongest asset. Fierce competition is forcing managers to reassess their brand marketing strategy. This series uses case studies of well-known organizations to investigate the role of service and relationship marketing within an organization, how a company should approach globalization, and developing new relationships with retailers.  
Brief History of Swatch
 		   Nicholas Hayek, the Lebanese-born entrepreneur, is credited with putting the tick back into the Swiss watch industry through his highly successful Swatch wristwatches. This program profiles Hayek and the Swatch phenomenon. We see the product’s metamorphosis from an early black plastic prototype to the designer models sold today. Hayek discusses how he positioned the watch as a disposable fashion accessory, and explains how its high-quality, low-cost identity helped it compete successfully with Japanese brands.  
Budgets Aren’t for Pushovers: Budgeting, Goal-Setting, and Record-Keeping   Keeping track of how much money comes in and goes out is essential to responsible money management. This CD-ROM describes how to set up and use a budget, how to plan short- and long-term financial goals, and how to keep accurate records of earnings and expenditures.  
Building Tomorrow’s Company: Leadership   Already being adopted by many of the world’s most successful companies, the inclusive approach to business thinking involves a broadening of vision that encompasses all of a company’s stakeholders. This potent program, hosted by BBC News correspondent Paul Burden, uses the Hewlett-Packard success story to explore the leadership qualities required to position an enterprise for long-term competitiveness.  
Building Your Money Pyramid:
Financial Planning		   Even just a few dollars a day, properly handled, can help ensure a secure future. This program introduces the subject of financial planning. Topics such as creating an emergency savings fund, buying insurance, purchasing a house, and putting money into investments reinforce the vital importance of responsible money management.   
Business 2000   This series offers a comprehensive report on the globalization of business. CEOs, economists, management experts, and journalists from Europe, Asia, and North America discuss global macroeconomic trends.  
Business and Commerce: A Perspective on the 20th Century   This program, hosted by David Frost, examines the huge changes and upheavals that occurred in the way trade was conducted and money made in the 20th century. At the end of the 19th century, a global free trade market existed between the countries with overseas empires. The program explores how the Great Depression and World War II destroyed this structure, and how a newer and bigger global market has since emerged.  
Business and Industrial Growth, Part 1: From Boom to Bust   From the mechanization of agriculture to the mass production of consumer goods, the first three decades of the 20th century left no one in America untouched, for better or for worse, by the rush to modernize. This ABC News program anchored by Peter Jennings captures the heyday of American big business, when industrialization, easy consumer financing, and a bullish stock market readily translated into a higher standard of living for a growing middle class—until the Great Depression brought the nation to its knees.  
Business and Industrial Growth, Part 2: Riding the Cycles
 		   Can history help predict how long America’s current wave of affluence will last? This ABC News program anchored by Peter Jennings tracks the ups and downs of the U.S. economy, spanning the New Deal and World War II, the G.I. Bill and post-war prosperity, the rise and fall of Motor City, the rampant consumerism and runaway inflation of the ’70s, the mixed results of Reaganomics, and Wall Street’s merger mania. The size and influence of the federal government from FDR’s presidency to the early years of the Clinton administration is assessed as well.  
Business Communication: Listening   Mark is exasperated—he has to redo a sales report because a coworker did not hear the directions—and a customer is furious because someone did not listen to his special shipping instructions. In this dramatization, Mark and his colleagues attend a seminar on listening skills and learn about the steps to good listening, emotional filters and hot buttons, and active/passive and reflective listening.  
Business Communication: Reading   If Mark and his colleagues are to meet a tight research deadline, they will have to read faster—and smarter—than ever. This dramatization illustrates the value of taking a time-saving approach to reading, which includes using skimming and active reading techniques, taking advantage of reader-friendly devices designed to help pinpoint information, and diligently concentrating on the content target zone.  
Business Communication Series   Solid communication skills are keys to a smooth transition from school to work. Using engaging scenarios to dramatize real-world communication breakdowns and demonstrate how employees overcome them, this four-part series addresses the cornerstones of communication: listening, speaking, writing, and reading.   
Business Communication: Speaking
 		   Mark’s public speaking nightmare has materialized into reality: he must present his department’s new marketing plan to the board of directors. This dramatization tracks Mark’s preparations, during which he learns good speaking techniques, effective methods for organizing a speech, tips for minimizing stage fright, and the importance of nonverbal communication.
 		  
Business Communication: Writing   On his first day on the job, Mark already has a writing assignment. How should he begin? In this dramatization, Mark quickly learns the four steps to good writing—plan, write, revise, and edit—as well as the differences between a memo, a letter, and a report. Revisions are displayed on his computer screen as he actually makes them, providing concrete examples of the writing process in action.  
Business Telephone Techniques   This series provides suggestions and clear demonstrations which will enable the viewer to get the most benefit out of his or her telephone calls.  
Buy-ology: The Science of Buying and Selling
 		   Americans, as a whole, live in a constant state of acquiring and discarding, collectively spending billions of dollars and innumerable hours on shopping every day of the week. This intriguing two-part series draws on experimental data, anecdotal case studies, and interviews with a wide range of experts to scrutinize why people buy—and how sellers manipulate their desires.  
Buy or Sell? Building a Case
 		   After a semester of intensive instruction, Jim Rogers’ securities analysis class agrees that a deep knowledge of industries and companies can translate into big returns on investment. In this program, two of Rogers’ students argue their cases for Ballantyne of Omaha, a leader in the theater equipment market, and Acuson, a worldwide provider of diagnostic medical ultrasound equipment.  
Case Studies from the Multinational Marketplace   How do major multinationals deal with intensified competition, a failed product launch, corporate fraud, and the scrutiny that comes with rapid growth? This incisive five-part series analyzes some of the situations that multinational companies face as they conduct their business in the global marketplace.  
CEO Exchange: Conversations in Leadership   This remarkable 20-part series, moderated by CNN’s Emmy Award-winning journalist Jeff Greenfield, uses in-depth interviews with internationally recognized and respected CEOs to shed light on those managerial, organizational, and technological issues that are shaping the marketplace of ideas. In addition, this comprehensive business library also explores the personal side of commerce, as industry icons discuss the values and experiences that shape and influence their business philosophies, strategies, and decisions.  
Challenge to America: Competing in the New Global Economy   Once the world’s unchallenged industrial superpower, America now faces fierce competition from economies whose social systems, cultures, and business strategies are very different from ours. What lessons can America learn from the dramatic successes of our Japanese and German competitors?  
Change or Transformation?   Should an organization choose "change" (incremental improvement) or "transformation" (a discontinuous shift in organizational capability)? When transformation is called for, the essential first step is to reveal the largely hidden assumptions and patterns of behavior that the company operates by.  
Charting a Career Course   Success in a career as an office professional requires that the phrase "only a secretary" disappear from the minds of those training to be office workers. The realization that opportunities are limitless requires that individuals recognize their own power and take control of themselves, their jobs, and their lives.  
China: From Poverty to Prosperity
 		   China suddenly finds itself wrestling with a dual identity as a strict communist society nevertheless dedicated to the advancement of capitalism. This program examines the enormous economic changes and challenges for China as it transforms itself from a centralized command economy to a market-based one, and from a rural, agricultural society to an urban, industrial giant.  
City of the Future—San Diego Economic          Strategist, Neil Whitely-Ross   As in most of America, an economic earthquake shook southern California in the early 1990s. It was San Diego’s worst economic slump since the Great Depression. The aerospace industry, anchor of the local economy, was left in ruins. In the aftermath, business and civic leaders sought to reinvent San Diego—a microcosm of America.  
Clerical Skills   This unique video series explains to beginning workers the basic skills needed to survive and prosper. Includes Basic Clerical Skills for New Employees, Thank You For Calling! Effective Telephone Techniques, and May I Help You? Commendable Customer Service. Excellent preparation for working in an office!  
Clever and Greedy: Wealth-Building, 8,000 BC to 650 BC
 		   Beginning with a concise overview of brain evolution in early hominids and what appears to be barter behavior in chimps, this program traces the rudiments of the human wealth orientation as it developed at Wadi Faynan, a prehistoric agrarian settlement; at the ancient town of Çatal Höyük; and at Uruk, a major Sumerian trading city. Host Peter Jay;  
Clio Awards 40th Anniversary Reel
 		   The Clio Awards is the world’s largest advertising competition—and one of the most prestigious, as well. Featuring examples of creative excellence from around the globe, this dynamic two-part series, introduced by Ogilvy & Mather’s worldwide creative director Neil French, creates a visual timeline of TV spots that throws a unique light on the products enjoyed by mass audiences for more than forty years.  

Clio Awards 40th Anniversary Reel, Part 1
 


 

 This program features top television ads from the Clio Hall of Fame ranging from the late 1950s through the early ’80s.
Clio Awards 40th Anniversary Reel, Part 2   This program spotlights television’s best ads from the Clio Hall of Fame from the mid-1980s through the late ’90s,  
Coaching the Team   This two-part series featuring Warren Bennis stresses the importance of teamwork when organizations become less structured. Questions addressed include what motivates a team, who provides leadership, and how discipline and accountability are maintained.  
Coaching the Team: Program 1
 		   The first program focuses on the military, which is synonymous with the autocratic top-down management style. It shows how the British Royal Marines, internationally recognized for their fighting effectiveness, successfully use a team approach in the most unlikely of settings. Officers and lower-ranking members offer insights into the process and why it apparently works.  
Coaching the Team: Program 2   This second program uses a case study of the Steelcase Corporation, a successful office furniture manufacturer, to illustrate the highly effective ways it has found to work in teams and improve production. We see how each group manages its own performance by monitoring the performance of individual members.  
Coke’s Water Bomb: The Dasani Fiasco
 		   On a British sitcom, two characters bottled tap water and sold it as Peckham Spring Water. More recently, Coca-Cola launched its purified-water lifestyle drink, Dasani, in the U.K. The connection was not overlooked. This program tracks Dasani’s progressive PR nightmare in Britain—first as newspapers screamed "Coke Sells Tap Water for 95p," and then as Coca-Cola recalled 500,000 bottles due to potentially carcinogenic contamination at their factory.  
Communication Skills   Presentations, reports, video conferences, e-mail, telephone calls—more than ever, excellent communication skills are a prerequisite for entry into all sorts of careers. This video provides guidance in strengthening both verbal and nonverbal communication. The importance of carefully targeting the message to be conveyed, minimizing outside distractions, listening attentively, and developing an awareness of body language are stressed.  
Communication Techniques
 		   The communication tools in our everyday lives are becoming increasingly sophisticated. Some, like photocopiers, have already become indispensable. Others, like the cellular telephone, are gaining ground rapidly. Researchers have even developed computer systems that will transcribe typewritten text into speech and conversely recognize the human voice. This program demystifies these three technologies, explaining how they work and what their potential uses might be.  
Competition and Market Regulation
 		   Antitrust laws, trade regulations, and property ownership work together to preserve the balance of rights among consumers, retailers, and employees. Module one of this program explains how citizens of Zurich voted to extend shopping hours, overturning an obsolete market intervention; module two examines fair competition in the case of Volkswagen/Audi v.  
Conflict Resolution and Etiquette   The ability to defuse confrontation and arrive at a solution that is acceptable to everyone involved is a quality that all employers value. This video illustrates how to courteously resolve office conflicts by depersonalizing them, opening the lines of communication, and examining all options in order to come to an agreement. Brainstorming with coworkers is presented as a means of developing consensus.  
Conflict: The Fuel of Transformation
 		   Organizations that strive to transform themselves, by definition, undertake to achieve results that are not predictable in the current operating environment. This is a difficult undertaking which exposes flaws and weaknesses in the system, and causes internal conflict. Through this conflict and adversity, learning occurs. This episode reveals the art of harnessing conflict and using it as a fuel for reinvention.  
Coping with Conflict
 		   Conflict—differences between people caused by differing values, goals, or a variety of other circumstances—is a natural part of life. This program focuses on the ways in which conflict can be used for positive outcomes.  
Corporate Social Responsibility: From Principles to Profit   Corporate social responsibility is not a high-minded luxury when bad press puts a chokehold on business growth and profits. This program looks at how product and service providers develop and implement better business practices to satisfy shareholders, customers, employees, and the community.  
Cost-Effective Telephone System Management
 		   This is a program for managers and non-managers alike. It offers pointers on how to pick the right long-distance service for your company; how to reduce long-distance bills; using the business telephone to your best advantage; and practical hints for using your directory.  
Creating Customer Value: The Essentials of Marketing   How does a company successfully challenge an industry leader for market share, turn around a negative public perception, or secure a niche in a crowded and competitive marketplace? In this program, Barbara Kahn, a professor of marketing at Wharton and an authority on consumer behavior, analyzes the marketing plans of Visa International, the Bank of Boston, and RYKÄ with their senior executives while identifying the principles behind building a marketing plan and developing an effective marketing strategy.  
Creating the Learning Organization   A learning organization is one that is able to adapt and respond to change. This three-part series presents case studies of organizations, including Harley-Davidson, which are currently using organizational learning techniques to adapt and survive in an increasingly competitive business market. Activities that help organizations develop a learning environment are demonstrated, and ways organizations can adapt to the challenges of the future are suggested.  
Crosstalk at Work   Business environments are becoming increasingly diverse. Different cultural backgrounds produce differing styles of communication. Lack of awareness of those differences can prevent employers from understanding their workers and employees from getting a fair deal in the workplace. This two-part program sensitizes future managers to potential misunderstanding and encourages objective assessment, particularly in the areas of performance appraisal and recruitment.  
Customer Focus   A customer orientation is essential to successful product and market development. Module one of this program demonstrates the concept of key account management by way of the Dutch oil company NAM, which proactively develops solutions to potential client problems, while module two extends that concept to include the operations of R.S. Components in the U.K.  
Customer Service by Telephone   This program offers some useful tools for using the telephone to communicate with customers, and it highlights some of the things customers find most irritating about phone communication: the unanswered phone, answering without identifying yourself, the customer kept on hold for what seems like forever, multiple transfers to other extensions or people, and so on.  
Cutting to the Core—Albert J. Dunlap   On Wall Street, no one has earned a bigger reputation for cutting companies down to size than corporate turn-around artist Albert J. Dunlap. As head of Scott Paper and, more recently, as CEO of Sunbeam, Dunlap carried out his time-tested formula as spelled out in his bluntly titled book Mean Business: boost the bottom line with swift, deep layoffs; sell off divisions; and move production to lower-wage states or abroad.  
Dealing with Stress   Office support has been identified as one of the five most stressful occupations. Factors in other areas of our lives can produce stress as well. And all this stress affects how and how well we do our jobs. This program assists viewers in handling stress in a way that does not interfere with the ability to be productive, and suggests techniques for turning stress into motivation for positive achievement.  
Discontinuous Market Change and Strategic Repositioning   Globalization is driving companies to develop new markets and marketing strategies—fast. Module one of this program targets information technology as a major force that is reshaping business.  
Distance Learning   Distance learning just might be the perfect option for those who need to update their skills or pursue training for a new career but cannot attend classes full-time. This educational resource illustrates the variety of audio, video, and online opportunities available to those who want to acquire the knowledge needed to move ahead in today’s ultra-competitive employment marketplace. Various academic programs are profiled.  
Don’t Shop ’Til You Drop: Credit and Consumerism   Too many young adults equate easy credit with free money—a misperception that can quickly saddle them with huge financial burdens and years of payments. This program examines the benefits of credit, as well as the not-so-obvious pitfalls, including variable annual percentage rates and paying only the minimum payment. In a culture where consumerism is king, a knowledge of credit is essential to staying out of debt.  
E-commerce in Business   This behind-the-scenes look at IT in action showcases three exciting e-commerce initiatives. By analyzing the growth, revenue, and future of MP3’s Web site, visiting Ford’s online "showroom," and showcasing the customer benefits of Coronet—Fashion at Work’s online planning system, this program presents compelling case studies of the Internet’s use to capture and exploit new markets.  
East Africa: Pathway to Growth   Zambia, Tanzania, and Uganda are overcoming the legacy of central planning and charting a course from poverty to prosperity. Taking control of their own destiny, these countries have embarked on a voyage of economic recovery which depends on peace, political stability, a commitment to reform, and the support of the international community, in which the IMF’s role is crucial.  
eBay: Managing Success   This program presents the history of Internet phenom eBay; discusses the Web site’s feedback system, the key to its unprecedented success; and examines the devastating impact eBay has had on antique and collectible shops.  
Economic Change   Between the privatization of state-owned monopolies on the one hand and advances in information technology and e-commerce on the other, European economies are undergoing drastic changes to keep up with the times.  
Economic Indicators   How do countries evaluate the performance of their economic systems and national economies? In module one of this program, the Italian Statistical Office applies the U.S. concept of Gross Domestic Product, while in module two economists in Finland consider the GDP plus social indicators to gain a fuller economic picture.  
Economic Recovery in Africa: The Role of the IMF
 		   The International Monetary Fund is an international resource, yet each region that it works with has specific needs. Many African countries suffer from the effects of political instability, war, central planning, and corruption. The IMF and the international community have made a commitment to creating stability in the region, and the key is economic prosperity.  
Effectiveness Measurement Tools and Techniques
 		   Dispelling the belief that click-through rate is the ultimate online benchmark, this program identifies which factors e-tailers need to measure, how they should go about quantifying them, and how they should interpret and apply the resulting data.  
Ethics and Social Responsibility in Business   Many businesses abide by a code of conduct, either company-specific or industry-wide. This timely program distinguishes between ethical behavior and social responsibility by spotlighting two well-known Australian businesses that exhibit both qualities.  
European Integration   The E.U. is intent on developing a Europe without economic borders. Module one of this program outlines the potential of Europe’s open labor markets while addressing the barriers imposed by language and culture. Module two examines the basic principles of the European Central Bank and the objectives of European monetary policy. Module three assesses both the economic gains to be had from European integration and the challenges of equitable political representation.  
Every Call Counts   This video program combines real-world workplace scenarios with up-to-date "how to" narratives to illustrate key concepts and skills for proper telephone techniques. A strong base of communication etiquette is developed through a series of telephone Dos and Don’ts. Students will learn how to deliver the perfect greeting, screen calls, handle irate callers, transfer callers, and use voicemail.  
Exploring Virtual Reality
 		   Virtual reality enables us to travel through a world of tri-dimensional images, to hear what goes on and even to touch and manipulate objects contained in this world. This program examines the technology of virtual reality and the use of computers to simulate diverse acoustic sounds and reproduce the sounds of traditional instruments.  
Expressing Yourself
 		   True communication, a real exchange between people, provides an arena for the expression of ideas and an opportunity to create a positive perception of one’s self in the minds of others. This program discusses some methods for achieving good communication.  
Face and Place: Business Beyond the Bonds of Culture   Across Asia, the notion of "face"—a propriety of appearances—is being replaced by Western frankness, while traditional caste systems are yielding to wealth as the determinant of status. This program profiles three executives who typify the changing style of business in Asia.  
Family and Food: Pillars of Asian Business   For families throughout Asia, meals are a central event. It is also likely that more business deals are concluded in dining rooms than boardrooms. This program examines the importance of family and food to Asian business sensibilities.  
Finance   "To know how healthy your business is you must understand the relationships between its assets, its liabilities, and its income... The time to develop a banking relationship is before you need a loan... If managing your business is a headache, it may be that your receivables aren’t being managed properly; if you’re on top of the receivables and you still have a headache, check your inventory management... Leverage is the heart and soul of business management; too much is deadly, too little, wasteful."  
Finance and Accounting for the Non-Financial Manager
 		   Owner’s equity, net present value, debt-to-equity ratios, valuation—what does it all mean? In this program, Wharton faculty members Dr. Peter Knutson, an authority on the development of global accounting standards, and Zehavit Joseph, a specialist in mergers and acquisitions and in strategic financial management, present the essentials of finance and accounting while explaining how they apply to both large and small companies.  
Financial Management
 		   This innovative series brings the real world of finance into the classroom. The programs in this series provide a strong introduction to core financial management topics. The series uses animated graphics throughout to illustrate financial concepts and relationships as well as news stories from television to highlight the financial concerns and decisions of real companies.  

Financial Planning and Working Capital Management

 

 

 This program explains the following concepts: Financial Forecasting; Working Capital Policy; Cash and Marketable Securities; and Accounts Receivable and Inventory.
Financial Systems for Growth   Economic growth requires a variety of financial institutions that can provide a steady stream of capital while managing risk. Traditional banking, as demonstrated in a rural Austrian village, is the focus of module one; module two concentrates on the trading of derivatives in the City of London; and module three explores venture capitalism through the case study of Novarox AG, a telecommunications software company with headquarters in Zurich and production facilities in St. Petersburg.  
Find Your Niche
 		   Finding your niche means positioning yourself and your product or service where it uniquely fills a market need. This requires defining as well as anticipating customers’ needs, and recognizing new business opportunities.  
First Light: Tuscany and the Dawn of the Renaissance
 		   This elegant four-part series deliberates on the explosive changes that occurred in Tuscany between 1200 and 1350. Invaluable works of art and architecture from the early Italian Renaissance serve as a window through which leading art historians analyze the formation of city-states, their commerce, visual arts, and religion. A stimulating examination of how the Renaissance has shaped Western civilization.  
First Steps
 		   This program shows how to design a transformation process. The first step is to involve the key internal stakeholders of the organization. Next, Pascale introduces diagnostic tools that are helpful in uncovering inconsistencies between espoused and actual values.  
Foreign Markets and the U.S. Economy
 		   With four out of five wide-bodies leaving the U.S. carrying cargo to the Pacific Rim, America is inextricably tied to Asian economies. Complicating this is the ability of investors to nimbly outmaneuver politicians by moving large sums of money across borders with a simple click of the mouse.  
Free Market Economies: The Commanding Heights   As the movement begun in the 1970s to decentralize and deregulate continues, economies around the world are being reshaped. In this program, Pulitzer Prize-winning author Daniel Yergin, Nobel Prize-winning economist Milton Friedman, and John Kenneth Galbraith explore the dynamic tension between free markets and managed economies with Ben Wattenberg, Senior Fellow at the American Enterprise Institute.  
Free Markets, Free Choice   In a market economy, consumers have a wide choice of goods. This causes business competition that results in higher-quality goods at competitive prices—the basic principle behind supply-and-demand economics. The marketplace is trusted to answer the questions: What? How? And for whom? This is unlike centrally planned economies where the government determines the answers.  
From Scooters to Fryers
 		   Award-winning ads for Peugeot scooters, Mazda batteries, cheese, chocolate drink, face cream, chickens, ovens, cameras, copiers, loans, and the Yellow Pages. Also included: interviews with copywriter Tim Delaney, agency directors Nick Lewin, Neil French, Kevin Molony, Sébastien Chantrel, CD Joakim Jonasson, and producer Helen Langridge.  
Fundamental Concepts in Financial Management
 		   This program explains the following concepts: Risk and Rates of Return; the Time Value of Money; and Bond and Stock Valuation.  
Gauging Corporate Health, Part 1: Operating Margins   In this program, Jim Rogers continues his instruction on the basics of company and industry analysis by investigating more of the numbers that determine the health of a business: sales figures, depreciation costs, operating income, and operating margins.  

 		   In this program, Jim Rogers digs deeper into the numbers that indicate a company’s investment value, focusing on the price/earnings ratio as well as other income, other expenses, pre-tax income, and pre-tax margins.  
Get Cartier! Defending a Crown
 		   As a market leader in high-end jewelry, Cartier has long defended its turf against the likes of Tiffany and Bulgari. But recently, luxury goods label Louis Vuitton launched its own line of fine jewelry—a move interpreted as a direct attack on the king of jewelers.  
Getting Out of Business: Privatization and the Modern State
 		   This program chronicles the rise and fall of the concept that government does a better job of providing transportation, power, or even employment, than does private enterprise. Case by case and country by country, it explains the philosophy of governmental involvement in business and examines the consistent results.  
Global Business: New Ways to Improve the Bottom Line
 		   In today’s swiftly evolving world economy, change is a fundamental determinant of business planning. With a primary focus on Europe, this outstanding 10-part series—created for instructional use—provides diverse case studies of international companies that exemplify core business concepts in action.  
Global Communication
 		   This program looks at the highways of optical fibers, copper wires, coaxial cables, and satellites by means of which images, sound, and computer data are transmitted around the world. It also examines telecommunication satellites which—whether they are geostationary or in orbit close to Earth—enable us to put two people on Earth, at sea, or even in the air, in contact.  
Globalization
 		   This series, based on cutting-edge theories and the observations of Kenichi Ohmae, provides strategies for achieving international business success. As a classroom teaching aid, the program can be used to help prepare students for the tough reality of the global marketplace.  
Globalization in Practice
 		   This program features case studies of five companies, including Sony, Motorola, and Levi Strauss. The companies chosen are at varying stages in the process of becoming global corporations. Each company’s stage in the process is explored. Students analyze the global status of the companies using concepts introduced by Ohmae.  
Globalization in Theory
 		   This program introduces Kenichi Ohmae’s theory of globalization and his vision of a borderless world. The reasons why a global strategy is important to corporations seeking to do business on a worldwide level are explained. Ohmae’s theory of The Three C’s—consumers, competition, and individual companies—and their relationship to a successful global business strategy is introduced and explained.  
Goals of Customer Service
 		   Ours is increasingly becoming a service economy. It follows that our premiere commodity is customer service. This program describes and defines the problem: what customer service is and what it isn’t; the skills necessary to achieve it; the rationale for improving service; the categories of customer service—decision-making service (helping customers decide), problem-solving service (fixing things), and time-of-purchase service.  
Greed: Is It Necessarily Bad?   In a material world, some argue that financier Michael Milken may have done more for humanity than even Mother Teresa. In this program, ABC News anchor John Stossel, entrepreneur Ted Turner, economist Walter Williams, and philosopher David Kelley redefine greed, discussing its value as the driving power in business that creates opportunities for others as it churns wealth for itself.  
Growing the Business: Three Tenets for Success   In this cogent three-part series, leading academic experts provide penetrating insights into what it takes not only to remain competitive but to actually thrive in a commercial climate where only the smartest decisions are rewarded. Developing an enterprise-wide entrepreneurial spirit, securing the best talent, and creating the right supply chain are shown to be three of the most critical challenges in a freewheeling bull market.  
Handling Customer Service Stress
 		   This program emphasizes the importance of dealing with stress without damage to either oneself or the goal of working productively to provide service: learning to organize oneself, learning to change unacceptable situations, changing one’s approach to problems and situations, and managing deadlines.  
Health and Pharmaceuticals
 		   A worldwide increase in longevity has brought a focus on making that longer life a healthier one. The greater focus on health, and the considerably higher cost of caring for the elderly, will create a need for a more effective health-care delivery system. Experts from Kaiser Permanente, U.S. Healthcare, Genzyme, and Boehringer Ingelheim, among others, provide insight on these challenges and likely new directions for health-care systems and pharmaceutical companies.  
Helping New Employees Feel Valued   This program is designed to give viewers a sense of what it is like for a member of a minority to be the new employee in a department or company. Following an African American professional woman on her first days on the job, viewers recognize the acts and omissions that cause her to feel isolated, unimportant, unwanted, and unmotivated—and thus learn to avoid these errors when interacting with new employees in real-life situations.  
High-Tech: Promise and Perils—Qualcomm Inc.
 		   Irwin Jacobs, an engineer by training and an industry pioneer, has been a prime catalyst for San Diego’s telecommunications industry. Jacobs is a co-founder of Qualcomm, a spectacular high-tech success story, making a name by developing innovative digital and wireless technologies. In ten short years, Qualcomm burst from a 25-million-dollar start-up company to a 2-billion-dollar corporation with global ambitions.  
How the IMF Tracks Economies and Makes Loans
 		   In IMF parlance, what does "surveillance" mean? And how does the IMF decide who gets a loan? This program describes how the IMF monitors national economic policies for their impact on the Fund’s 180-plus member nations and how loans are made to ailing or emerging economies.  
How They Sell
 		   Shopping, once simply a basic task, now vies with television as America’s most popular leisure activity. How are retailers cashing in on all that discretionary spending? From the Turkish bazaar to the Mall of America, this program reveals the strategies being used to ensure that wallets and purses remain open for business.  
How to Be More Successful in Business   Building a better mousetrap is not enough to guarantee success in business; its builder must also be able to schedule its manufacture, control inventory, set the correct price, devise marketing strategy, collect receivables, deal with taxes, hire and motivate employees, finance his business.  
How to Beat the Clock
 		   In the U.S., the clock rules, governing virtually every aspect of business. But this has not always been the case. How did the corporate fascination/obsession with time come about?  
How to Cope with Unemployment
 		   Where there is commerce, there is usually a degree of unemployment as well. Module one of this program presents an agency that develops the marketability of unemployed youth in Spain—victims of schooling/market mismatch and employer reluctance to provide training.  
How to Find and Keep a Job
 		   This program provides expert advice on how to land a job and to manage a career in today’s uncertain economy. We follow a hiring manager reviewing hundreds of applications and learn what about an applicant’s resume causes them to be chosen for an interview.  
Improving Telephone Collections   A must for anyone in business who uses the telephone to collect receivables—in other words almost anyone offering a product or service in today’s world—this program covers such essential topics as: how to motivate debtors to pay their bills; how to get past the stall and overcome objections; how to prepare for a collection call; how the caller’s attitude affects results.  
Improving Your Outgoing Calls
 		   This program is for anyone who wants—or needs—to improve his or her day-to-day business telephone techniques. It covers: the need to plan calls; the advantages of scheduling calls; ways to avoid telephone tag; techniques for organizing calls; and tips for becoming an effective listener. The aim of the program is to teach viewers to be their company’s goodwill ambassador whenever they make a call.  
In Brands We Trust   After “OK,” “Coca-Cola” is the most widespread word in the world. How did branding evolve into a global shadow force that packages lifestyles, commodifies personal values, and stands in for cornerstone cultural institutions? In this provocative program, Saatchi & Saatchi Worldwide’s Kevin Roberts, Chanel’s Jacques Helleu, anti-corporate crusader Naomi Klein, and others astutely address the concept of branding, its history, its impact on youth, key visionaries, and the convergence of brands and culture.  
In Search of Quality   People assess products and services in terms of their individual concepts of quality. This program teaches salespeople to recognize the fact that different people have different ideas about quality and how to use this fact to their advantage when selling to a customer. It shows salespeople how to evaluate the quality of their own product, how to understand the customer’s perception of the product, and how to evaluate and improve the quality of their own service as salespeople.  
Industry Leaders and Online Strategy   Just as in the bricks-and-mortar world, a marketing plan is a must in cyberspace. In this program, leaders in the field of online marketing cut through the confusion to lay out the principles of driving traffic, branding, and targeting on the Internet.  
Inflation: The Enemy Within
 		   Inflation is a result of the oversupply of money and the undersupply of goods. As the Ukraine shifted to a free market in the early 1990s, inflation was rampant, reminiscent of Weimar Germany in the 1920s. Through decreasing the supply of money, decreasing government spending, and raising taxes, the Ukraine, with the help of the IMF, stabilized its economy.  
Information Technology: The Look of Business Future   The rapid and diverse evolution of information technology is creating work patterns very different from those in the past. How well businesses incorporate this technology may well determine whether they prosper or flounder. In this program, we visit a company where virtual office software is being developed to allow teams of workers throughout the world to communicate and operate on the same projects.  
Inside Saatchi & Saatchi: A Spirited Case Study   Can Saatchi & Saatchi turn Sagatiba cachaça, a sugarcane liquor popular in Brazil, into a globally recognized brand? This program tracks the Sagatiba launch from start to finish—and in the process reveals the inner workings of an ad agency whose name is synonymous with success.  
Insider and Outsider: The Subtleties of Doing Business in Asia   How to deal with the different countries and complexities of Asia? Those without the language and a knowledge of customs and trade regulations are the outsiders, those with these tools are the insiders. This program presents three businessmen who bridge cultures, enabling their companies to thrive abroad.  
International Trade
 		   Free trade is a vital source of economic growth, yet it is frequently endangered by the protectionist demands of special interest groups. Module one of this program uses the Hungarian clothing industry to illustrate the comparative advantages of international trade.  
Internet Marketing and Advertising Strategies   In a market where hundreds of online ventures take off each week, only the educated e-tailer will succeed. This four-part series introduces marketing and advertising professionals as well as students to the knowledge they need to enter the e-commerce arena, where access to the eyes—and wallets—of millions is only a click away.  
Interviewing the CEO, Part 1
 		   When searching for financial insights, one of the best sources of information is the target company’s CEO. In this program, Jim Rodgers shrewdly interviews the founder of Servotronics, an award-winning manufacturer of servomechanisms.  
Interviewing the CEO, Part 2
 		   In Interviewing the CEO, Part 1, Jim Rogers demonstrated a master’s approach to gathering firsthand data to assist in making an investment decision. In this program, Rogers’ class puts theory into practice by taking part in an interview with the CEO and CFO of Tambrands, a Procter & Gamble subsidiary.  
Introduction to Financial Management
 		   This program provides an introduction to the following concepts: an Overview of Financial Management; Financial Statements; Analysis of Financial Statements; and the Financial Environment.  
Introduction to Reengineering
 		   This program introduces the fundamentals of reengineering and provides an overview of the radical improvements possible through its use. Interviews with CEOs Bill Gates and Jack Welch highlight the fundamental elements of reengineering, including customer focus, radical and not incremental change, and committed leadership.  
Investment and Growth   The investment/growth cycle relies on synergy between government and industry. Module one of this program features the UN’s International Fund for Agricultural Development, which assists in the progress of low-developed countries around the world.  
Iron Butterflies: Powerful Asian Businesswomen
 		   As Asia embraces free enterprise and its attendant changes, women are experiencing the challenges of shifting roles more than any other group. This program profiles three businesswomen who discuss their success in commerce, society, and at home.  
Is America Number One? Understanding the Economics of Success
 		   America enjoyed unprecedented growth in the 1990s, which firmly established the country as the world’s leading economic power. Why? In this program, ABC News correspondent John Stossel reports on what special factors make the U.S. and Hong Kong, a tiny yet extremely dynamic geopolitical entity, so successful—and why similar success eludes India and other countries.  
It Costs How Much? Gas Price Perplexity in America   Gas price hikes infuriate many Americans, but a sense of humor could be the consumer’s best weapon—at least in the battle for information. This ABC News program takes a lighthearted yet revealing look at a truly maddening form of inflation, addressing two simple but thorny questions: What, specifically, drives up the cost of gas? And into whose pockets do the profits go?  
It’s Your Call
 		   This CD-ROM is designed to complement the key lessons presented in the Every Call Counts video by providing interactive exercises and reinforcement activities. Students will be able to practice proper telephone techniques, make decisions that drive the direction of a role-play scenario, and view the repercussions of both good and bad phone etiquette.  
Jack Welch and GE   Jack Welch, the high-po

wered boss of General Electric, has guided the company through significant changes in the years he’s been at the helm. But Welch has come under severe criticism for his draconian reorganizations, from employees who have lost jobs as a result of downsizing to stockholders worried about the company’s future. In this program, Welch defends his business decisions, including his controversial purchase of NBC Broadcasting in the 1980s.

  
Jamming
 		   Based on John Kao’s best-selling book, Jamming: The Art and Discipline of Business Creativity, this program explores the reality that creativity can be cultivated within organizations through innovative thinking. The point is clearly made that much of what passes for business on a daily basis can be compared to "reading the sheet music"—sticking to the plan.  
Jobs: Not What They Used to Be
 		   This program examines some fundamental and perhaps transforming changes occurring with jobs and work in America. As American business is going through reorganization and downsizing, many questions emerge. Where will the jobs be? Who will be working? What will the workplace be like? What skills will be needed?  
Keiretsu and the Friday Lunch
 		   Each Friday, executives, employees, shareholders, and strategic partners meet over lunch to map the long-term strategy for Mitsubishi. For Japan, competitiveness is the product of consensus.  
Keys to Success in Business   Starting a business is like learning a musical instrument—certain steps and practices are required, or you just make noise. This video shows aspiring entrepreneurs ten principles for creating a solid, profitable company. Developing a realistic plan, seeking guidance from experienced mentors, building rapport with suppliers, and maintaining client relationships are a few of the subjects covered.  
Knowledge Management   How do companies tap the information locked up in the minds of their employees? The three modules of this program compare various corporate learning systems designed to increase knowledge and promote the sharing and archiving of data.  
Korea: Conquering a Financial Crisis
 		   In 1997, South Korea—the world’s 11th-largest economy at that time—was brought to the verge of economic collapse by the "Asian flu." This program scrutinizes that country’s amazing comeback, facilitated by the IMF. Using intensive crisis management and a massive bailout of $21 billion, South Korea quickly began to reverse the effects of a buildup of bad banking debt and excessive short-term borrowing.  
Korea: Tiger of Asia
 		   South Korea boasts the third-largest economy in Asia. This program examines how cheap government loans encouraged the growth of large conglomerates, and how new policies are helping small and medium companies to develop.  
Labor’s Comeback: Canadians Invest in Jobs for the Future   Clement Godbout is President of the Quebec Federation of Labor and Chairman of its Solidarity Fund. From its humble beginning 15 years ago, the Solidarity Fund has become the second-largest source of venture capital in Canada, pooling more than $2 billion in workers’ pensions. In the beginning, businesspeople were wary. Only two or three dared apply for Solidarity Fund money in the first few years.  
Labor’s Comeback: In-sourcing Work at Northwest Airlines   This program includes conversations with airline machinist Marv Sandrin, and Northwest Vice President, Richard Anderson. Sandrin is former president of District Lodge 143 of the Machinists’ Union. He was employed at Northwest Airlines before the ESOP (Employee Stock Ownership Plan) gave him and his union an ownership stake in the company.  
Labor’s Comeback: Labor’s Man on the Board
 		   Duane Woerth, Director of Northwest Airlines, is different from most American corporate board directors. He’s a labor leader, representing employees who own 30 percent of Northwest. What gave Duane Woerth a role in setting corporate policy was the airline’s brush with bankruptcy in 1993.  
Labor’s Comeback: Pensions and Jobs
 		   Up to now, labor has turned over its pension funds to Wall Street money managers, with little concern for the impact its investments had on workers. But with membership down and jobs sliced away by foreign competition and corporate downsizing, some U.S. labor leaders see important new leverage in using pension funds to create union jobs.  
Labor’s Comeback: The New Face of Labor Unions
 		   This four-part series with Pulitzer Prize-winning journalist Hedrick Smith examines labor unions in the 90s, talks with their new leaders, and reveals how they have once again become a force to be reckoned with in America.  
Learning to Survive   This program focuses on the key characteristics of long-surviving companies that use organizational-learning techniques, and on the specific techniques they use. The benefits of pooling collective intelligence to improve performance are discussed, along with strategies that can be used to stimulate and release creative thought.  
Let’s Talk . . . Telephone Tactics for Better Business   The business world has changed tremendously in the past 50 years. So have many of the ways businesses communicate. Despite advancing technology, however, one communication tool remains a constant: the telephone. Using it competently and courteously is vital to customer and client satisfaction.  
Lifecycle Assessment: The Environmental Impact of Manufacturing
 		   The planet is not a garbage can, as every Earth-friendly manufacturer knows. This program charts the process of lifecycle assessment for items made of metal, plastic, and wood. The environmental impacts of specific products are followed in detail, including use of natural resources, depletion of raw materials, emissions to the atmosphere and water supply, solid wastes, and ecological consequences.  
Listening to Others
 		   Two of the most important skills anyone can develop are listening and communicating effectively. When a competent, caring listener allows another person to hear and understand what he is saying, genuine communication takes place. Under these circumstances, open, direct, and honest relationships can be established, based on mutual respect.  
Living in the Brave New World   As technology becomes increasingly complex and pervasive, it is impacting the very essence of what it means to be human. Narrated by the influential futurists and media gurus Arthur and Marilouise Kroker, this unsettling two-part series explores how technology is disrupting not only the workplace and home, but the mind and body as well.  
Living on the Fault Line
 		   As a microcosm of "Main Street America," this program focuses on the self-proclaimed City of the Future—San Diego, California—which has hitched its star to the promise of aggressive new information-age companies and rapid globalization. Companies that have moved manufacturing operations to Mexico are examined, along with the negative effects such moves have had on Mexican and American workers.  
Looking Long Term: Lucent Technologies
 		   Among corporate leaders in America today, one executive stands out as an assertive, articulate advocate for long-term corporate thinking—Henry Schacht. As long-time head of Cummins Engine, Schacht resisted Wall Street’s pressures for fast results, focusing instead on the long term.  
Making Globalization Succeed   This program includes material in three segments. Executives interviewed in each segment discuss the factors that helped their particular company achieve success.  
Making It Happen
 		   Activities to help individuals analyze their organization’s learning style are outlined in this program. It also focuses on the ideas and methods required to help build a learning organization. A case study of a hospital illustrates its use of experimentation, evaluation, learning, and action.  
Making Reengineering Work
 		   This program looks at how corporations interpret and implement reengineering. Discussions focus on why and when to initiate reengineering, and how soon workers should become involved.  
Making Your Cold Calls Count
 		   What is the best way to reach the decision-maker you need within a company and what do say when you have? This program covers these topics and more. It offers ways to prepare cold calls and set objectives; gives the essentials of a good opening statement; and provides tips for getting past the temporary put-off—tools needed by anyone with a product to sell or information to solicit over the phone.  
Making Your Voice Heard
 		   The telephone is a unique medium with its own requirements for maximizing communication. When used properly, the telephone can be an effective tool for managing time, information, and problem solving. A business’s public image begins with the telephone, and is communicated every time an employee makes or receives a phone call.  
Management
 		   Management is the first and foremost element in business success, and inadequate or improper management the primary cause of business failure. In this program, Jim Sanders, administrator of the United States Small Business Administration, provides cogent insights into the many aspects of management which the small-business owner must address in order to survive and prosper:  
Management Combines Forces with Unions—Northwest Airlines
 		   In 1993, as CEO of Northwest Airlines, John Dasburg headed a company on the verge of bankruptcy. Dasburg pulled back from the brink by striking a dramatic agreement with Northwest’s union. The union gave up 900 million dollars in wage and work rule concessions, and the owners gave labor three seats on the corporate board and 30 percent ownership of the company. The deal gave Northwest Airlines one of the United States’ biggest ESOPs—Employee Stock Ownership Plans.  
Managing Brand Equity
 		   This program discusses brand equity as a complex, multidimensional attribute which can be transformed either deliberately or accidentally. Material includes managing the extension of the brand; how to balance company, line, and product brands; and the future of multi-positioned, multi-leveraged brand structures.  
Managing Corporate Change   Nine of the corporate world’s top executives explain how they are leading their companies into the 21st century. This is the second installment in the popular series The View from the Top, hosted by Pulitzer Prize-winning journalist Hedrick Smith.  



 		  

The customer is not always right, but the customer’s needs remain the number one priority. This program moves beyond the fundamentals of good customer service to the problems of dealing with more complex and difficult situations.
 		  
Managing the Present from the Future
 		   Knowledge of the paradigm in which an organization is embedded is not enough to ensure its transformation. It is necessary to generate a compelling sense of purpose to yank an organization out of the place where it is embedded. This purpose must be compelling and simple to communicate.
 		  
Managing Your Time   Because office support personnel often work for several people, their time management responsibilities and problems are complicated. And because time is the future, finding a workable management scheme is a must. This program highlights the importance of time planning and provides details for developing a proactive time plan. This program also describes techniques for protecting the plan once it is established.
 		  
Market Mechanism
 		   Supply and demand is the basic relationship that fundamentally shapes any market-based economy. Module one of this program shows how S&D sets the price of a rose at the Aalsmeer flower auction in the Netherlands.
 		  
Marketing
 		   Former Dallas Cowboy Roger Staubach, now a successful real estate developer, explains why quarterbacking a football team is like managing a business. The program takes a comprehensive look at marketing strategies: drawing up a marketing plan; setting believable, achievable goals based on realistically-projected revenues; pricing in relation to competition, costs, and demand; analyzing the flow of goods from a business to its customers; forecasting sales and budget.
 		  
Marketing Planning   True or false? "A good product will sell itself." In this program, a swashbuckling swordsman and other experts answer that question with a thorough summary of the marketing process—covering mission statements, business and marketing objectives, and market share—and the marketing plan, which addresses situational analysis and goals.
 		  
Marketing Research and Information   "Who needs that product, anyway?" This program provides the inside scoop on how to gather consumer data. Sources of secondary information from the government—including the Statistical Abstract of the United States and materials obtained through FOIA requests—and from syndicates such as ACNielsen are considered.
 		  
Marketing: The Standard Deviants® Core Curriculum
 		   This persuasive six-part series, adapted from the popular series developed for students to enhance their test-taking skills, combines serious academic content with a humorous presentation style to help make the subject of marketing more accessible.
 		  
Marketplace of Ideas, Volume 1
 		   In this program, nine judges from the 1999 Clio Executive Juries talk about how creatives get their ideas, the dangers of overtesting ads, the need for even more effective advertising, and other topics.
 		  
Marketplace of Ideas, Volume 2
 		   In this program, thirteen judges from the 2000 Clio Executive Juries speak on topics such as the teamwork involved in making an ad, how a campaign sometimes shocks people’s ideas of advertising, and the motivation for being in the advertising business.
 		  
Marketplace of Ideas: What Makes a Great Advertisement?   Who knows what makes a great advertisement? The judges for the annual Clio Awards do, and in this penetrating two-part series they spell it out. In addition, creatives from some of the world’s best agencies share their knowledge and experience, as they discuss the business of making profitable—and memorable—TV and radio spots, print ads, and posters.
 		  

Mauritius: Island of Economic Ingenuity
 

 

   For a tiny island off the coast of Africa, Mauritius has certainly made some enormous economic strides. Third World status notwithstanding, this small but mighty country has become a player on the international economic scene. This program discusses how Mauritius did it, and how its new economic status has improved life in general for the people of this formerly poverty-ridden nation.
 		  
Meeting Customer Expectations
 		   Providing a service is different from producing a product because service is produced at the moment of delivery—a one-time opportunity to satisfy the customer which, once lost, is often lost forever. This program shows what the customer expects in the way of service, and how he or she reacts to both good and bad service.
 		  
Meeting the Challenge: A Conversation with President Clinton
 		   Can America rise to the challenge posed by its economic competitors in Europe and the Pacific Rim? Fresh from NAFTA and GATT victories, President Clinton shares his vision for re-engineering America’s industrial and trade policies, education strategy, and tax and fiscal incentives in this incisive interview with Hedrick Smith.
 		  
Meeting the Diversity Challenge
 		   This program begins with a fuzzy picture; but before viewers can adjust the image, the point has been made: managers of an increasingly diverse work force need to have a clear picture of what is really going on. The program points out the six major challenges managers confront in developing a clear and unbiased picture, and helps viewers hone their techniques to achieve this goal.
 		  
Men and Women Working Together
 		   This program is devoted to the issues raised by the changing roles of women in the workplace: discrimination based on sex and the legal issues involved, and the more common issues of confusion, resentment, and lack of cooperation and emotional support engendered by the change in the traditional roles of men and women in the workplace.
 		  
Millennium: The IMF in the New Century
 		   Established after World War II as a tool to promote stable currencies, international trade, and economic growth, the International Monetary Fund is bent on achieving peace through global prosperity. This four-part series appraises the IMF’s methods in a world where extenuating circumstances are the norm, and looks ahead as the Fund retools itself to meet the challenges of the new century.
 		  
Mobilizing for Growth: Entrepreneurship within Companies   In this program, Dr. Daniel Muzyka—former professor at INSEAD and graduate of both The Wharton School and the Harvard Business School—explains the key principles of mobilizing a company for growth through entrepreneurial practices at every level of business.
 		  
 Monetary Fiscal Policy   There is no escaping the economic news of interest rates, unemployment highs and lows, and market ups and downs. So... what does it all mean? Is there a link between money supply and economic stability?
 		  
Money Management Series   Learning how to manage money is one of the most important—and often one of the most difficult—lessons of life. This timeless four-part series provides a concise introduction to personal finance. 
 		  
Mosaic Workplace: Managing the Multicultural Workplace
 		   This series addresses the problems and opportunities of the demographic reality of the ’90s and beyond. Native-born whites whose first language is English will soon constitute the minority in the workforce—a mosaic of colors, languages, and cultural traditions and values—and an immense challenge for both managers and workers.
 		  
Never the Same Again: Wealth-Building, 1497 to 1851
 		   This program, hosted by Peter Jay, focuses on Europe’s hunger for wealth as it relates to the exploitation of the New World and the First Industrial Revolution.  
New Global Economics: A Real-World Guide
 		   Using nations of the European Union, Singapore, and New Zealand as models, this comprehensive 10-part series provides numerous case studies to analyze how economies must adapt in order to prosper in a rapidly changing world.
 		  
New Markets, New Challenges   In this Fred Friendly Seminar moderated by Harvard Law School’s Charles Ogletree, a 14-member panel including corporate executives from around the world, international financiers, and human rights and union activists explore the growing trend toward global business using the imaginary emerging-market nation of Xanadu.
 		  
Nothing Fails Like Success   This program shows that companies can become so highly adapted to one competitive situation that they are maladapted when that situation changes. As Richard Pascale says, "The genetic code of every successful corporation carries within it the DNA of its own demise."
 		  
Oil and Energy
 		   The world demand for energy by 2020 will be 50% greater than it is today. Can we meet the demand? All energy sources will be needed but oil will dominate. Production will move into deeper waters and more remote places, which means longer pipelines. Even if reserves are found, concerns for the environment may prevent their use.
 		  
Old Ways, New Game
 		   In very human ways, this program shows the stakes of the global economic competition for individual Americans and for the nation. It also shows how major American companies are faring in their battles with Japanese and German competition.
 		  
Optimizing the Value Chain

 		   The three modules of this program use the operations of the Italian clothing corporation Gruppo Finanziario Tessile to illustrate the value chain. This crucial concept is investigated by considering the benefits of adding value at every stage of production; of leveraging core competencies.
 		  
Person-to-Person Skills: Excellence in Customer Service   This series of workshops-on-video is designed to improve employees’ success and work satisfaction while improving employers’ profitability and competitive edge by taking advantage of a company’s most costly investment—getting a customer—in the most obvious but most often neglected way—satisfying that customer.
 		  
Personnel
 		   Employees are among a company’s most valuable assets. In this program, Mitchell Fromstein, president of Manpower, Inc., addresses the issues of finding, training, motivating, compensating, and retaining good employees:
 		  
Peru: Road to Recovery   Despite political problems, rampant terrorism, and hyper-inflation, Peru is somehow managing to turn itself around economically. This program explores that about-face and Peru’s newfound economic and social stability. Also discussed are the many challenges that remain, the most urgent of which is how the country can release all of its 25 million people from the grip of cyclical poverty.
 		  
Planning   Planning is the difference between wishing and organizing for achievement. In this program, Susan Garber, state director of the Pennsylvania Small Business Development Center at the Wharton School, addresses the issues and techniques of planning, and the critical need for long-range planning. She covers the need to define the nature of the company and its activity, setting goals and determining how to attain them, analyzing markets and sources of financing, and setting a timetable.
 		  
Power of Honesty
 		   Honesty really is the best policy. Not only does a person have to live with himself or herself, but honesty and integrity are not for sale. Success in business depends, not on a quick advantage gained by dishonesty, but on a good reputation.
 		  
Power Sharing at Daimler-Benz
 		   In the U.S. it would be branded "communism," but at Daimler-Benz, union officials actually interview candidates for top corporate executive jobs. Edzard Reuter, former chairman of Germany’s largest corporation, explains what he believes are Germany’s principal competitive advantages over American companies, including a unique system of power sharing that enables owners, managers, and labor to sit together in a process that would be revolutionary in America.
 		  
Principles of Sales and Marketing: The Power of Ethical Selling   This series outlines the principles that should underlie all sales and marketing transactions. Each program contains solid advice and concrete lessons that teach effective skills.
 		  
Privatization of State-Owned Businesses
 		   Is privatization of state-owned businesses an answer to an ailing economy and falling profits? This program looks at this question through the eyes of several British companies that have been taken out of government hands and become publicly owned businesses.
 		  

Problem Solving

 

   We make plans based on events proceeding as they should, but, in reality, problems arise more often than not. One of the most important sets of skills, in or out of the office, is problem solving. This program, presented in seminar format, addresses the creative and efficient channeling of energy to resolve problems.
 		  
Production Planning and Cost Management
 		   Global competition has made business optimization more important than ever. In module one of this program, Ernst & Young describes the concept of process-oriented cost accounting.
 		  
Professional Image   The secret to presenting a professional image goes much deeper than external appearances. This video investigates not only the visible factors of proper attire and hygiene, but the issues of attitude, professional self-esteem, familiarity with technology, and knowledge of business trends as well.
 		  
Profits and Promises   New domestic and international business models have swiftly moved from theories on a whiteboard to dynamic business plans that Fortune 500 companies are racing to implement. This classic pair of Fred Friendly Seminars pushes aside the hype to get at the real issues surrounding increasing business profitability.
 		  
Projecting a Professional Image   Projecting a professional image promotes and supports success. Clerical personnel are members of an important segment of the office "team," and the level at which these people function can have a great impact on the success of any organization. Because this is true, secretaries must view themselves as professionals and demand that their work meet the standards expected of professionals.
 		  
Pull Marketing Techniques
 		   Because the Internet is a dynamic environment, pull marketing is an ideal tool for directing traffic to particular Web sites. This program presents the benefits of opt-in e-mail; niche communities built around Web portals, newsletters, and ad networks; and Webcasts—powerful attention-grabbing techniques that can be incorporated into virtually any online pull marketing strategy.
 		  
Push Marketing Techniques
 		   Push marketing, the essence of traditional advertising, easily translates to the Internet. This program explores a smorgasbord of online push marketing options, from staples including search engine optimization, banner ads, and interstitials to delicacies such as promotions, affiliations, sponsorships, and even rich media.
 		  
Recruiting and Interviewing
 		   This program shows how good recruitment efforts and effective, non-biased job interviews can help managers find and select the best employees for today’s diverse workplace.
 		  
Reengineering in Action
 		   Three case studies show reengineering at work. The success of Microsoft is attributed to its visionary corporate culture which continually reevaluates customer needs.
 		  

 		   From the boardroom, to the executive suite, to offices and shop floors, the world of big business is making more demands, requiring greater risks, and offering fewer certainties than ever before.
 		  
Relationship Marketing
 		   Customer acquisition is more expensive than customer retention. This is a significant motivator behind the rise of relationship marketing. In this program, we see a movement away from mass marketing toward marketing that treats customers as individuals.
 		  
Report from the Harvard Business School: Leadership
 		   Harvard Business School Professor John Kotter and other experts share their views on the topics of leadership, entrepreneurship, and employees. Kotter leads off the program by focusing on the qualities of leadership, as exemplified by Japanese CEO Matsushita, founder of the company that bears his name; General Electric’s Jack Welsh; and Walmart’s Sam Walton.
 		  
Report from the Harvard Business School: Manufacturing
 		   Professor H. Kent Bowen of Harvard Business School discusses the state of American manufacturing. With Ben Wattenberg as devil’s advocate, Bowen presents economic arguments that counter the commonly held notion that American manufacturing has lost jobs to off-shore operations.
 		  
Researching Change: Looking for Financial Opportunity
 		   "The way you make money in the investment business," says Jim Rogers, "is you look for change." In this program, Rogers first defines what it means to "go long" or "sell short" and then explains the importance of scrupulously researching new industries, government financial activity, seemingly invincible growth stocks, and disasters of all types to uncover promising investment opportunities.
 		  


Responsibility to Stakeholders
 

 

   Success in business is not measured solely by the bottom line. Module one of this program considers the subject of fair trade and the efforts of the Max Havelaar foundation to ensure it.  
Restoring Quality: Hathaway Shirts   Don Sappington, former CEO of Maine’s Bass Shoe Company, was handpicked to run the Hathaway Shirt Company after its Park Avenue owner, Linda Wachner, CEO of Warnaco, decided to close the plant. After workers protested the shutdown, former Maine Governor Jock McKernon put together a group of investors to buy Hathaway from Wachner, and then hired Sappington as CEO. Hathaway was a Maine tradition.

 

  
Retailer Power
 		   Well-known consumer brands Häagen-Dazs and Scotch Videotape learn how to balance the often contradictory needs of manufacturers and retailers in this program. The importance of building consumer loyalty and good relations with market channels is emphasized in a Scotch Videotape case study.

 

  

Rethinking the Labor Contract: Employment Strategies for a New Era
 

 

   In this program, The Wharton School’s Dr. Peter Cappelli describes the dynamics—so prevalent in the 1990s—of a market-driven economy coupled with a shrinking labor pool and offers suggestions on how companies can actually turn the "brain drain" to their advantage.  
Returning Strength to U.S. Steel   Ten years ago, it took U.S. Steel 11 man-hours to ship a ton of steel. Today, the company makes and ships a ton in under three-and-a-half hours. Tom Usher recounts how one of America’s great business failures turned around by forging a partnership with its employees, shedding an overseer mentality, and building a lean, teamwork-oriented company whose productivity now competes toe-to-toe with its Japanese and German competitors.

 

  
Risky Business: Wealth-Building, 450 to 1497
 		   As recession enfolded Europe after the fall of the Roman Empire, the economic axis shifted to the Islamic world, where the concept of risk management was born. This program, hosted by Peter Jay, explores the Muslim commercial empire in Egypt, the reemergence of trade in northwestern Europe with the waning of the Dark Ages, and the rise of banking and sophisticated accounting methods among the Italian states.

 

  
Running with the Bullsz   This journey into the heart of the New Economy combines dramatic tales of high finance with revealing portraits of some of America’s most powerful business leaders. Smith depicts the massive power shift in the American economy from major corporate CEOs to Wall Street money managers.

 

  
Sales
 		   Sales are the lifeblood of a company, and increasing sales—at a profitable margin!—the first element in business success. In this program, Ralph Nichols, owner of the most successful franchise of the Dale Carnegie Course, discusses the elements of successful salesmanship: the characteristics of the good salesperson, developing people skills and social compatibility, the importance of keeping good records and understanding the product or service to be sold, researching the competition, understanding the customer, measuring success, establishing compensation packages that motivate sales, creating a sales presentation, and more.

 

  
Scoring Managerial Effectiveness: Marking the Managers   Successful managers are those who are willing to learn about themselves, as well as the people they manage. This program looks at several companies that use "upward appraisal" of employees to assess managerial performance.

 

  
Secrets of Closing the Sale
 		   Regardless of how good a sales pitch is, the sale is not made until it is closed. In this program, Bob Kimball—author of the American Marketing Association’s popular AMA Handbook for Successful Selling and professor of marketing at the University of West Florida—addresses the ins and outs of getting to "yes" while laying down the laws of making the sale.

 

  
Secrets of Effective Personal Communication
 		   In general, prospects can be divided into groups known as Amiables, Expressives, Analytics, and Drivers—and knowing the differences between them can make or break a budding business relationship.  
Secrets of Making Objections Your Friends
 		   For a salesperson, an objection is the kiss of death. Or is it? In this program, Bob Kimball—author of the American Marketing Association’s popular AMA Handbook for Successful Selling and professor of marketing at the University of West Florida—makes it clear that an objection and a rejection are two totally separate things.

 

  
Secrets of Negotiating Profitable Sales   The difference between making a sale and making a profitable sale means more than just an extra zero or two on the bottom line. This program narrated by Bob Kimball—author of the American Marketing Association’s popular AMA Handbook for Successful Selling and professor of marketing at the University of West Florida—emphasizes the importance of negotiating win-win sales.

 

  
Secrets of Personal Time and Territory Management
 		 "I work hard every day, every week, but I’m not making any money in selling. If I’m working this hard, I ought to be doing a lot better than I am." In this program, Bob Kimball—author of the American Marketing Association’s popular AMA Handbook for Successful Selling and professor of marketing at the University of West Florida—explodes the myth that sheer effort guarantees results while explaining how to "plan your work and work your plan."

 
Secrets of Professional Selling
 		   Selling well, like any set of skills, begins with a solid foundation. In this program, Bob Kimball—author of the American Marketing Association’s popular AMA Handbook for Successful Selling and professor of marketing at the University of West Florida—drives home the basics, including the importance of listening, in order to determine a prospect’s needs and buying motives.

 

  
Secrets of Professional Selling: Eight Steps to Success   When it comes to professional selling, Bob Kimball literally wrote the book. Throughout this dynamic 8-part sales training series, Dr. Kimball, author of the American Marketing Association’s popular AMA Handbook for Successful Selling and professor of marketing at the University of West Florida, uses his comprehensive, step-by-step training approach to reveal how anyone who is interested in sales or marketing can sell more—and more effectively.

 

  
Secrets of Successful Prospecting
 		   What is a salesperson’s most important activity? In this program, Bob Kimball—author of the American Marketing Association’s popular AMA Handbook for Successful Selling and professor of marketing at the University of West Florida—tackles the subject of prospecting, from gathering referrals to making cold calls.

 

  
Secrets of the Sales Presentation
 		   Nothing promotes buying like buy-in. How is it achieved? This program narrated by Bob Kimball—author of the American Marketing Association’s popular AMA Handbook for Successful Selling and professor of marketing at the University of West Florida—answers that and other questions as it examines the sales presentation, from start to finish.

 

  
Segmenting, Targeting, and Positioning
 		   No product can be all things to all people—not even Wheelie Cheese. In this program, the principles of carving up a market are addressed. Topics under investigation include market characteristics such as demographics, lifestyle, usage level, geographic area, and benefits sought; the 80/20 Principle.

 

  
Selling Beyond the Wallet
 		   Selling price is rarely as effective as selling the product or service. To distinguish a product or service from the competition’s, salespeople must find some aspect or characteristic that is more important or intriguing to the customer than the price—the reason why a customer wants to make the purchase regardless of price.

 

  
Selling to Yourself
 		   Before a company can sell successfully to its customers, it must first be sold on itself. This program examines why it is so important that employees understand the purposes and goals of the company for which they work.

 

  
Service Entrance
 		   Starting with the service entrance, this video addresses buried versus aerial service, calculating amperage and choosing cable, and connecting the meter base to the panel. A well-grounded understanding of electrical work starts here.

 

  

Shell Shock: The Failure of Corporate Ethics
 

 

   When oil conglomerate Shell stunned investors by announcing a 20 percent reduction in its proven reserves, pensions and portfolios suffered around the world. This program reveals a pattern of exaggeration and cover-up at the company’s top level—specifically involving the former chairman and head of production.  
Sick Economies: The IMF Prescription
 		   Welcome to Ruritania. Ruritania suffers from inflation, government debt, and a bloated bureaucracy. It imports more that it exports. To compensate for the lack of revenue, Ruritania’s government prints more money, which drives prices up but does not result in more goods. Although Ruritania is a fictional country, its problems are not. This program examines the solutions that the IMF would advocate to correct the economic crisis, including balancing payments, increasing production levels, devaluing the currency, increasing interest rates, imposing financial discipline, and lending money. The program provides a clear introduction to the IMF’s policies and procedures.

 

  
Singapore: The Price of Prosperity   It has been more than 30 years since the British withdrew from Singapore, leaving high unemployment and an outdated dockyard. Now, largely because of a dynamic leader, Lee Kwan Yew, the country is a major financial center.

 

  
Small Business: Triumph or Tragedy   A compelling documentary that shows why small and medium-size businesses so often fail despite the dedication, perseverance, and hard work of their owners—businesses that appear to fill a need or a market niche, that offer a marketable service or product.

 

  
Spend and Prosper
 		   Few 20th-century economists have had the impact of John Maynard Keynes—the brilliant author of the Keynesian revolution—and his break-the-mold assertion that economies can achieve equilibrium without full employment. This program from the BBC archives, through interviews with Keynes and those who knew him, traces his life and ideas.

 

  
Stashing Your Cash: Financial Services   A solid understanding of money management includes knowing how to take advantage of the services of a bank, savings and loan, or credit union. This CD-ROM explains how to open and use both a savings account and a checking account. Other services provided by financial institutions are also examined.

 

  
State Control and Private Initiative
 		   In the world of business, what are the benefits and drawbacks of state intervention in the private sector? Modules one and two of this program investigate the impact of Poland’s transition from a state-managed economy to a market economy and New Zealand’s fundamental reorientation from a socialist welfare state to liberal capitalism.

 

  
Steering Ford to Superior Quality
 		   Under Red Poling’s leadership, Ford was the first U.S. automaker to recognize and respond to Japan’s invasion of the U.S. car market. "Quality Is Job One" became the rallying point around which managers, employees, suppliers, and dealers joined forces to build a better product, build it faster, and do it at a lower cost.

 

  
Strategic Long-Term Investment Decisions
 		 This program explains the following concepts: the Cost of Capital; the Basics of Capital Budgeting; Cash Flow Estimation; and Risk Analysis and the Optimal Capital Budget.

 
Stress Management
 		   Poor stress management, stemming from factors such as impending deadlines, work overload, and procrastination, can lead directly to burnout, one of the top reasons for quitting a job. This video identifies workplace stressors and offers guidelines for reducing their impact to a safe level.

 

  
Success Strategies for Minorities This program is addressed to the minority worker; the perceptive manager will learn from the viewpoint of the minority worker how to deal with many of the problems of making diversity a harmonious and not a disruptive fact of life.

 
Superior Customer Service
 		   This program discusses how to put the techniques of customer service into practice. It explains the rationale of providing service to the customer, for the customer saved is the service-provider’s job saved, and the customer pleased is the service-provider’s key to job advancement.

 

  
Surviving the Bottom Line
 		   Hedrick Smith covers what drives the New American Economy and the choices Americans can make to determine their economic destiny. This four-part documentary series moves beyond Smith’s prize-winning Challenge to America. From Wall Street to the Mexican maquiladoras, Smith shows how the forces that have generated American growth and dynamism are also producing job instability for millions of middle-class Americans.

 

  
Surviving the Good Times: A Moyers Report
 		   During the longest economic expansion in American history, many people had never had it so good. But for others, the boom only resulted in working longer hours at lower wages simply to keep up. This eye-opening program tells the story of the Neumanns and Stanleys, two working families in Milwaukee whose efforts to make ends meet in the new global economy reveal what life was like for millions of Americans during that period.

 

  
Tailor the Sale
 		   Each individual has distinct wants and needs. When a salesperson has properly tailored a sale—chosen exactly which points to stress and which to de-emphasize—the customer feels that the salesperson has taken the time to create something that will address his or her particular needs.

 

  
Taiwan: A Force to Be Reckoned With   "Knowledge is power. Knowledge is money. Money is pride," says Taiwan’s Minister of Education. This program examines Taiwan’s commitment to education that made it one of the world’s most successful industrialized economies, and exposes the high environmental price it has paid. The importance of education is reflected in the Taiwanese constitution, which mandates cooperation between business and education.

 

  
Taking Risks at Intel
 		   Before "Intel Inside" became the sine qua non of PC manufacturing, Intel faced the prospect of being squeezed out of the microchip market by Japanese manufacturers who threatened to turn the chip into a commodity. Here, Andrew Grove explains how Intel shrugged off a business-as-usual mindset and began encouraging innovation and experimentation, enabling the company to climb back to the top of an industry where the core product is reinvented every six months.

 

  
Taxes   It’s not what you make but what you keep that counts, goes the saying. In this program, Donald C. Alexander, former Commissioner and Director of the IRS, explains some of the basics that small-business owners need to know about taxes.

 

  
Technological Change   High-tech innovation has triggered an avalanche of new business opportunities. Module one of this program examines how information technology is changing the airline business in Hong Kong. In module two, the impact of the evolving Internet infrastructure on markets and business organization is discussed. In module three, tomato-growing in Iceland is a case in point for the way technological advances are allowing traditional industries to alter their production methods.

 

  
Technological Development in Business   Without adopting new technological developments, a company’s profits will lag; with them, they can soar. This program uses two case studies—Ford and Australia Post—as they introduce very different types of technology in their respective organizations. Can these companies hope to maintain sales, market share, and profit if they are not in a position to exploit the latest technological advancements?

 

  
Technoscience: Blurring the Line Between Man and Machine
 		   Was the performance of IBM’s Deep Blue against Gary Kasparov an example of supersonic calculation or the first step toward artificial intelligence? Does the acclaimed performance artist Stelarc, striving to become a cyborg-like hybrid, represent the possibility of a strange new race? This startling program tracks advances in robotics at Stanford University and Honda Motors, biotechnology as applied to synthetic skin and organs, workplace computerization, surveillance using Xerox’s "tab dogs," and nanotechnology, including atomic-scale machinery and designer genes, and speculates on their ultimate impact on society.

 

  
The Art of a Balanced Budget
 		   Market reforms are only as effective as the government that implements and safeguards them. If the government of a free market economy cannot balance its own budget, runs a deficit, and prints more money to meet its financial obligations, no amount of reforms will be successful. The government must also develop laws and institutions to implement and protect its fledgling economy through the collection of taxes.

 

  
The Art of Investing, with Jim Rogers
 		   Whether trading in bull markets or bear markets, Jim Rogers believes that a cool head and a critical eye will always prevail. In this incisive seven-part series, filmed during actual M.B.A. classes at Columbia University, the renowned Wall Street wizard spells out the concepts that every investor needs to know.

 

  
The Assertive Professional
 		   Employers are looking for individuals with sharp interpersonal skills. Assertiveness is crucial to effective communication, strengthening terms, and supervising effectively. This program takes a look at various personality types and methods for developing assertiveness skills.

 

  
The Auto Industry
 		   One of the first industries to globalize, the automotive business provides a blueprint for other industries. Already highly competitive, car manufacturers who are not lean and at the cutting edge of cross-border integration face ruin. They also have huge opportunities because emerging nations hunger for more cars.

 

  
The Best of Times, the Worst of Times: Wealth-Building, 1851 to 1945
 		   Fueled by one scientific breakthrough after another, the Second Industrial Revolution supercharged both manufacturing and trade, but it also led to economic rivalries that indirectly resulted in two world wars. In this program, host Peter Jay, Henry Kissinger, historians Richard Overy and Chris Ellmers, and Miller Carnegie, great-grandson of Andrew Carnegie, analyze the importance of science and technology, banking and big business, immigration, nationalism, and laissez-faire capitalism as forces for rapid societal change.

 

  
The Changing Face of Business
 		   This two-part series makes an assessment of the current state of the American workplace. The first part focuses on how labor unions have lost much of their political and economic clout over the last four decades, while the second part looks at the emergence of a new generation of young Internet entrepreneurs.

 

  
 The Culture of Commerce
 		   This program explores the systemic differences between the individualistic capitalism of America and Britain, and the communitarian capitalism of Japan and Germany. It shows how both Japan and Germany embrace more collaborative relations between labor and management, government and business, and even among businesses than the more laissez-faire American system.

 

  
The Deep Dive   Numbering Nike, Apple, and Procter & Gamble among its many big-name clients, it looks as if IDEO, one of the most influential product development firms in the world, is on to something. In this program, ABC News anchor Ted Koppel and correspondent Jack Smith visit IDEO to see the company demonstrate its highly effective form of brainstorming called the "deep dive."

 

  
The End or the Beginning? Wealth-Building, 1945 to 2300   Just as there was once a time without wealth, might there come a time without poverty? In this program, host Peter Jay scrutinizes the attempts by Great Britain, Russia, the People’s Republic of China, and Tanzania to stabilize and recharge their economies during the last half-century, while interviews with citizens who have lived through both good times and bad reveal the mixed results of governmental and institutional efforts to raise their standards of living.

 

  
The Food Industry   The food industry has rapidly developed cross-border trade to meet the accelerating internationalism of consumer tastes. Some brands are promoted globally. But differences in religion, culture, and taste make food one of the toughest products to sell internationally. The consumer, as always, is the key.

 

  
The Four P’s, Part 1: Product and Pricing
 		   Product, price, place, and promotion are the nuts and bolts of the marketing plan, and apply equally to deodorant and action figures. After a quick overview of the Four P’s, this program focuses on the first two: product and price.

 

  
The Four P’s, Part 2: Place and Promotion
 		   This program concentrates on the final two of the Four P’s: place, also known as distribution, and promotion. Part one covers distribution channels; horizontal and vertical channel conflict; and the use of corporate systems, administered systems, and contractual systems, such as franchises, to alleviate channel conflict.

 

  
The Future for Marketing
 		   This program outlines the implications of branding for the structure of organizations, discusses leadership flexibility and empowerment as keys to good branding practices, introduces the role of the brand manager and discusses its impact on marketing departments, and encourages future managers to create their own action checklists.

 

  
The Global Trade Debate   As tensions mount between big business and an increasingly powerful activist lobby, the gulf between their positions has never been clearer. This program offers a balanced look at the reality of globalization in an effort to address the issues that underpin the angry rhetoric. Since the founding of the International Monetary Fund, the world has seen a 12-fold increase in global trade.

 

  
The Great Divide
 		   During the recent period of high employment and low inflation, the economic fortunes of the U.S. could hardly have been better. But as the rich got richer, the gap between rich and poor grew all the larger. Today’s concerns over recession notwithstanding, has the gulf between the haves and the have-nots finally widened to the point of moral indefensibility?

 

  
The Hidden Dimension
 		   This episode delves into how organizations successfully change their cultures. Honda, for example, doesn’t "do" Total Quality Management, it tries to "be" Total Quality Management by imbuing this ideal in all employees. At the former Ciba Geigy, a division was not able to turn itself around until the employees internalized the organization’s values. Häagen-Dazs transformed itself by decentralizing decision-making far down its hierarchy.

 

  
The History of the European Monetary Union
 		   Central to the aims and ideals of the European Union is a single currency standard based on the euro. This wide-ranging program, divided into 12 segments, presents the history of the EMU, the unification timetable up to 2002.

 

  
The Ice Cream Wars
 		   This program examines how luxury ice cream companies are vying for their European market shares. A variety of strategies used by Häagen-Dazs are discussed. In Britain, a Häagen-Dazs executive explains how the company appealed to adult consumers by presenting ice cream as a sensual gourmet specialty, rather than a child’s treat.

 

  
The Learning Experience
 		   This program discusses what prompted three companies to implement change and develop a learning culture. Case studies demonstrate handling change through organizational-learning techniques, creating the right environment for effective learning to take place, and techniques to overcome the typical challenges companies face.

 

  

Looking Great At Work 		   
People do judge you by what you wear and how you look. Help your students dress and look their best at work with this video. Viewers learn how to interpret four levels of "business casual" dress. The video also explains the traditional white collar business look and teaches how to knot a tie.

 

  
The Love of Money: Wealth-Building, 650 BC to 450 AD   As ancient trading broadened and became more complex, barter became inadequate. In this program, host Peter Jay; Andrew Meadows, curator of the British Museum; Exeter University’s Richard Seaford; and archaeologist John Camp examine history’s first surge of coinage, from the stamped nuggets of electrum used at Sardis to the dominance of the denarius throughout the far-flung Roman Empire.

 

  
The Market at Work
 		   What makes a country wealthy? A strong economy makes a country prosperous, but a country’s wealth can be measured by natural resources, the solvency of its banks, and the strength of its stock market.

 

  
The Money Management CD-ROM Series
 		   Well-paced and user-friendly, this four-disc series can help students develop the money management skills they will need throughout their adult lives. Each training module combines learning objectives, live-action video, and interactive testing to create an optimal environment for studying the basics of personal finance.
 		  
The Music ParadigmTM: A Seminar in Business Management
 		   Dozens of Fortune 100 companies agree that The Music Paradigm, the ingenious brainchild of conductor Roger Nierenberg, promotes keen insights into the dynamics of corporate leadership and communication.  
The Nokia Saga: From Cables to Wireless   A decade ago, Nokia was on the ropes, yet today it manufactures more mobile phones than Ericsson and Motorola—combined. What is CEO Jorma Ollila’s secret? This program draws on exclusive material and previously untapped sources to map out the pivotal decisions that transformed a small-town business into a world leader in wireless telecommunications.

 

  
The Power of Benchmarking
 		   This program demonstrates how internal, external, and process benchmarking practices help companies improve their competitive positions. Johnson & Johnson compares financial report filing in several branches and discovers ways to accelerate the process.

 

  
The Price of Wealth
 		   The dawning of the 21st century was a milestone in the longest and strongest economic expansion in America’s history. But as the nation’s fortunes rose, the emphasis on wealth-building left many feeling psychologically overdrawn. Did consumerism fill that feeling of emptiness? And did an increasing GNP really make Americans any happier? This program explores the hidden emotional costs associated with living during a boom time.

 

  
The Reinvention Roller Coaster   This program summarizes the key stages that companies must go through in order to transform themselves. By pushing themselves to the limit, organizations see their weak points and then address those weak points by challenging company orthodoxies.

 

  
The Retailing Industry
 		   Retailing is no longer a supply-based industry, it is now consumer-led the world over, and this trend will intensify. What store format is likely to succeed in the future? How will supply and distribution systems provide a competitive edge? In developed countries, saturated markets and low population growth mean that the successful retailer will have to expand into growth markets, but how, and where are the emerging markets? Leading retailers from around the world discuss consumer trends, merchandising, marketing, new technologies, and strategies for growth.

 

  
The Rise and Rise of Bill Gates
 		   In 1992, the market value of Microsoft—the tiny startup founded by Harvard dropout Bill Gates—exceeded the value of General Motors. Since then, Gates, the high-tech wunderkind, has amassed a huge personal fortune and become one of America’s most influential and controversial corporate players.

 

  
The Road to Riches: The History of Wealth-Building   For thousands of years, humankind has been obsessed with accumulating wealth. How did that fixation develop, and why? Filmed in sixteen countries over three years, this remarkable six-part series—hosted by BBC economics editor Peter Jay, author of Road to Riches, or, The Wealth of Man—reappraises human history in order to answer those essential questions.

 

  
The Smart Workplace
 		   The Smart Workplace is a 2-part program developed by the National Association of Manufacturers that shows how to design, create, and manage the workplace of the future. Using information gathered by the NAM in an intensive two-year study of high-performing companies, the series shares the proven team- and performance-building techniques of America’s best-run manufacturing firms.

 

  
The Value of Brand Names
 		   In the consumer goods industry, branding is crucial to market penetration. Using Alessi’s superlative line of home furnishings and Nestlé’s well-known Nescafé coffee as examples, modules one and two of this program seek to understand the cachet that surrounds brand names, which gives the products associated with them an added appeal.

 

  
The X Factor: Inside Microsoft’s Xbox
 		   Microsoft owns the office, and now it wants to take over the living room. Drawing on input from key Microsoft decision-makers and the hotshot development teams behind Crimson Skies, Halo 2, and Oddworld, this program illustrates the challenges of video game development and marketing.

 

  
Threats to the Brand
 		   A menu of threats to major brands—globalization, proliferation of brands, increasing price competition, the rise of the retailer, media fragmentation, increasing cost of brand management, the rapid pace of a changing marketplace, the growth of generic products, and the rise of retailer power—is examined in this program.

 

  
Three Dynamic Economies   This series focuses on three countries—China, Mauritius, and Peru—and the different ways each has succeeded in reforming and growing their economy to compete in the international marketplace.

 

  
Time Frenzy: Keeping Up with Tomorrow   One of the ironies of the ubiquitous technologies now in use is that they were supposed to save time and improve the quality of life. What went wrong? This cautionary program examines the social and ethical consequences of the increasingly fast pace of life in the U.S.

 

  
Tough at the Top: Business Management Styles
 		   To achieve their business objectives, managers must blend their skill and experience with one or more management styles in order to communicate their plans and concerns with their staffs. This attention-grabbing program from Australia goes over the top to dramatize five basic business management styles.

 

  
Towards a Market Economy
 		   Change is never easy, but in 1992 after having committed itself to reform, the Ukraine found itself suffering from hyperinflation, its ports empty, agricultural output declining, and large external debt. With the aid of the IMF, the Ukraine developed a reform plan that put the principles of free market economics into practice: budget reform, new tax laws, and the legal recognition and protection of private property.

 

  
Transformation: Managing Corporate Change   Knowing how to manage change in the rapidly changing global economy is a prerequisite for success for today’s students. This series shows how it is done at businesses as diverse as Häagen-Dazs, British Airways, Ciba Geigy, and Perot Data Systems.

 

  
Turning Around General Motors   In a stunningly candid interview, Harry Pearce describes the mistakes that led to General Motors’ huge loss of market share—the mismanagement of the board, the arrogance and isolation of top management—and shares GM’s strategy for reforming the world’s largest automaker and regaining world dominance in the automobile market. Back from the brink, here is how GM has made a new beginning with its customers and employees.

 

  
Tuning In to the Customer
 		   This program offers techniques for hearing what the customer is really saying, in words and with body language. It stresses the importance of listening, shows common barriers to what seems like (but isn’t) an ordinary skill, and explains how and when to express empathy, ask questions, paraphrase, and summarize.

 

  
Understanding Free Market Economics: Lessons Learned in the Former Soviet Union
 		   This six-part series examines the principles behind the International Monetary Fund and its role in applying free market theory to transform centrally planned economies into competitive, free-trade markets.  
Understanding What the Customer Wants   This program deals with the importance of focusing on the customer’s problems, rather than on the service provider’s. It shows how to read the customer’s mood and respond appropriately, demonstrates the distinction between appearance and reality in assessing customer response, and illustrates appropriate and inappropriate responses by the service provider.

 

  
 View from the Top
 		   Global markets and powerful new competitors are rewriting the rules of business for American CEOs and their counterparts overseas. While many executives have failed to comprehend the changes taking place around them, a handful of corporate leaders are working profound and often surprising changes in their companies, rethinking old ways of doing business and retooling their organizations for the future.

 

  
Village Books Learns about Marketing
 		   With stiff competition from the national chains, our seasoned owner must learn new and different strategies to market the bookstore that’s been in the family for many years.

 

  
W. Edwards Deming: Prophet Unheard   W. Edwards Deming introduced the concept of quality control to Japanese manufacturing after World War II. As history testifies, it turned that nation into an international manufacturing giant. In rare archival footage, Deming himself profiles his 14-point management philosophy.

 

  
West Africa: Fabric of Reform
 		   The Côte d’Ivoire, Cameroon, and Mali are West African countries that are undergoing economic reform. With the help of the IMF, they are overcoming such obstacles as corruption, overregulated markets, and government overspending that have stunted the economic growth of this region for decades.

 

  
What Is Marketing?
 		   Is there a market for bacon-scented sun block? Yes—at least in theory. After explaining basic terminology such as needs, demands, and markets, this program outlines the three strategies for inducing potential customers to purchase merchandise—the product orientation, selling orientation, and marketing orientation—and defines the marketing concept, where product promotion is tailored to a target audience.

 

  
Whatever Happened to Japan Inc.?   Should Japan abandon its interlocking alliance between business and government and reengineer its economy on the American model? In this program, syndicated columnist and author Ben Wattenberg moderates a debate with Eamonn Fingleton, author of the controversial Blindside; Yoichi Funabashi, of the Asahi Shimbun; and experts from The Brookings Institution, U.S. News & World Report, The New York Times, and the U.S. Chamber of Commerce (Tokyo).

 

  
Why Value Diversity?
 		   This program deals with the realities of the multiracial, multilingual work force in a society that continues to practice racism and sexism. An attorney, a corporate executive, a human resources manager, and a teacher explain some of the steps that can be taken by individuals to adapt to, make the best of, and, in fact, benefit from the new realities.

 

  
Why We Buy
 		   This program places consumers under a microscope to quantify the psychological spectrum of buying, from everyday habits that typically steer Americans through their supermarkets and malls to a clinical disorder in which the high of making a purchase becomes the goal of shopping.

 

  
William McGowan: Taking on the Giant
 		   The chairman of MCI describes the enormous difficulties encountered in trying to budge giant AT&T—the political, economic, financial, strategic, marketing, and public relations skills, among others, and the steely nerves and cast-iron stomach required to bring off one of the great coups in American business history: horning in on America’s greatest de facto monopoly.

 

  
Winning Strategies
 		   This program shows some of the concrete strategies that American companies, communities, and political leaders are using to recapture America’s competitive edge and improve efficiency and productivity:

 

  
Yen for a Dollar: Doing Business in Asia   Asia contains many cultures and hidden rules. What is common to them all is change—classical values are being blended with free enterprise, creating a new culture where financial worth supercedes traditional hierarchies.

 

  
Your Cultural Passport to International Business
 		   Economically speaking, a wealth of new international business opportunities is swiftly creating a world without borders. But from a cultural point of view, many potential barriers still exist. In this program, people who have worked in different cultures offer insights into a variety of customs, including forms of greeting, body language, dining etiquette, and negotiation styles. This practical educational resource can help turn social liabilities into a rapport that profits all concerned.    
       
       
       
       
       
       
       
       
       
       
       
       
       
       
       
       
       
       
       
       
       

 

 

A Banker’s Apprenticeship
 

 

 Hilmar Kopper, Chairman/Speaker, Deutsche Bank
The chairman of Germany’s largest bank never went to college, rising instead through the country’s legendary apprenticeship system, a combination of classroom and on-the-job training. In a wide-ranging and enlightening conversation, Hilmar Kopper describes how apprenticeship shapes German corporate philosophy and how German bankers are able to develop successfully a long-term outlook while other countries—including ours—often do little more than pay lip service to investing for the future.

A CEO Goes Back to the Classroom

 

 One of the earliest advocates of continuing professional development and lifelong training, Motorola’s Bob Galvin explains how he instituted one of the most extensive and successful corporate employee education programs anywhere in the world. That education program helped earn Motorola the Baldrige Award—the Oscar for quality performance in the industrial world—a goal within the reach of any company recognizing it must compete one-on-one to survive.

A Changing Workplace

 

 The workplace changes in response to changes in society and technology, and the office reflects the larger environment in which it exists. This program recounts the history of the secretary and provides pointed discussion about the future of office professionals.

 

  

A Winning Follow-Through

 

 Really topflight selling doesn’t end when a customer signs on the dotted line, and truly successful salespeople know that their job doesn’t end when the check is in the mail. This program explains why selling is an ongoing process, how to execute effective after-sale selling, and how to develop the kind of business relationship that will ensure repeat business.

 

 

  
Accounting

 

 Except for accountants, everyone’s least favorite subject. Nevertheless, accounting is a critical element in the success of a small business, and leaving the details to an outside accountant without understanding what accounting means is a prescription for disaster. John Thompson, chairman of KMG Main Hurdman, explains what the entrepreneur must learn about accounting: the sources of cash flow, the nature and control of expenditures, monitoring collections, creating and maintaining adequate and accurate records, cash versus accrual basis, husbanding cash, and reviewing and understanding financial statements.

 

 

Accommodating Careers
 

 

 Would you like to be of service to others? Workers in accommodating careers enjoy helping people. This video examines those who deal with members of the public every working day such as in hotels, restaurants, museums, taxis or hair styling salons.
 

 

 

Accounting & Office Systems
 

 

 Communicating effectively in an office setting is the theme of this relevant video. Preston Prudente, Director of Administration for Arthur Anderson & Co. demonstrates the importance of good writing skills for writing memos, letters, and proposals. Appropriate phone skills, message taking, and understanding the business vocabulary is also stressed in order to effectively communicate with co-workers, employers, and clients.
 

 

 

Adding Value

 

 This program examines traditional ways of adding value. Singapore Airlines innovates to keep competitors off its heels. In a case study of 3M, its commercial graphics division justifies a high price for a very basic product by adding value through extended warranties. In a second study of 3M, its automotive products division partners with customers to offer them a wider range of services and add value to its products.

 

 

  
Advertising Tricks Without Gimmicks
 

 
It has been said that all advertising works...The key is for yours to work the best. In today's world where people are hit with several thousand advertisements each day this can be a challenge. This entertaining, new video looks at the unusual methods advertisers use to catch our attention today. Plus, it explores a few of the tricks for getting a message heard. For example, do you know the magic words in advertising? Do you know the hooks advertisers use to get your attention and read that junk mail? This video is ideal for the business student that wants a concise overview of the basics of advertising, plus a few tricks thrown in.

 

 

  

Agribusiness - Communication

 
The importance of strong written and oral skills in dealing with clients and vendors is discussed. The importance of understanding why business practices and terms are so vital to success is presented in a fast-moving and fascinating way.
 

 

 

  

Alternative Dispute Resolution

 

 A lawsuit can drag on for years, creating an emotional and financial drain far exceeding any anticipated rewards. Prolonged litigation also presents huge operational problems for the courts. As a result, the use of alternative dispute resolution is on the rise. With an Australian legal center as a model, this program shows how ADR processes are implemented and how all parties involved in a dispute can benefit from them.

 

 

  

America’s Ad Icons

 

 The best product mascots and corporate ambassadors share two key features: they become indelibly associated with the things they represent and they remain relevant over time. This informative and entertaining program uses case studies of Tony the Tiger, Charlie the Tuna, the Energizer Bunny, Jack in the Box, Colonel Sanders, Kool-Aid Man, Mr. Peanut, Morris the Cat, and Mr. Clean to illustrate different approaches to creating memorable brand icons. The psychology behind their remarkable consumer and cultural appeal is also discussed. Many commercial clips are included. A Discovery Channel Production. (51 minutes, color)
 
America: What Went Wrong? This program provides a powerful examination of the forces that have contributed to the dismantling of the American economy. The program is based on the research of Pulitzer Prize-winning journalists Donald L. Barlett and James B. Steele, who spent two years interviewing workers in nearly 50 cities in 16 states and Mexico, as well as government officials and corporate managers. The program features Donald Barlett and James Steele, as well as interviews with workers who have lost jobs as American industry has undergone change over the past few years. Among those interviewed are Barbara Ehrenreich, author of Fear of Falling; Susan Lee, an economist at the American Enterprise Institute; and Ed Rubenstein, an economic analyst at the National Review.
 
An Obsession with Quality George Fisher, CEO, Eastman Kodak; CEO, Motorola 1990-1993
Named one of the most-admired executives in the electronics industry as president and CEO of Motorola, Kodak’s chief executive explains how Motorola’s single-minded pursuit of quality—not just product quality, but quality in how the company treats its people and customers—has helped the American electronics firm achieve nearly zero-defect production while assuming a position of world leadership in high-technology manufacturing.
 
Arsenic and Old Lace: A Study in Turnaround Management Sometimes transforming a failing enterprise takes the surgeon’s knife. Renowned business consultant Gerry Robinson prefers the axe. In this behind-the-scenes case study, Robinson applies his business acumen to The Vernon Road Bleaching and Dyeing Company, a British lace dyeing operation bought in bankruptcy by the father/son team of Henry and Richard Chaplin. Taking Richard to task for, among other things, disastrous inconsistency in decision-making and poor communication with employees, Robinson suggests re-motivating workers by building bridges of trust and respect—and, failing that, by the exit of the boss himself.

 
American Car: A Marketing Case Study This program outlines the Nissan, GM, and Ford strategies for dominating today’s light truck marketplace as the Titan and Hummer H2 square off against the thoroughly redesigned F-150. Making stops at the Detroit auto show, Nissan’s design studio, the "Ford Tough" torture track, and the ad agency that launched the H2, senior officers of these battling manufacturers openly discuss Nissan’s comeback, Hummer’s push to broaden market penetration, and Ford’s bid to stay on top.

 
Basic Customer Service Etiquette  
This video highlights simple and practical techniques to help improve and emphasize the importance of the customer and customer service. All too often, businesses lose customers over preventable mistakes. These translate into real lost dollars and profit. This video stresses the number one rule that customer service begins with the attitude of respect for the customer. Add to that be successful, employees must constantly be mindful of how they are coming across to others.
Basics of Handling Incoming Calls
 		 This program shows how to handle the exchange that often provides the first (and if poorly done, the only!) impression of any business—the incoming call. With specific instructions and vignettes, the program covers such essential topics as: answering calls with courtesy, promptness, and helpfulness; putting calls on hold without leaving the caller feeling ignored; what to do when the requested party is busy or unavailable; screening calls (without offending the caller); and concluding a call.
Basic Economic Indicators
Gross Domestic Product, employment statistics, durable goods orders, housing starts and interest rates are terms and concepts that often remain illusive even for adults. This video explores these terms combined with straight talk to engage your students in helpful, real life understanding of these complicated economic concepts.
 
Being Your Own Boss: Small Business In America
There is a fine line between business success and business failure. Examine some of the statistics surrounding entrepreneurs starting their own businesses. Successful businesses are owned by people from every culture and gender. Learn what makes a wise and prudent business person. Examine the personality traits of some successful entrepreneurs, and learn what a successful business owner is looking for in an employee. This video is packed with concrete examples, and tips for those interested in exploring the business/company culture. Ten pages of fun and exciting reproducible worksheets are included. They are designed to help the viewer understand the concepts presented.

 
Big Mac under Attack
 		 Hungry consumers in America and abroad are losing their appetite for the world’s largest fast food company. Is McDonald’s a brand on the verge of collapse, or can it be revitalized? This program strives to find out, as Harvard Business School’s David Upton, Philip Morris litigator John Banzhaf, BBC business editor Jeff Randall, and neuroscientist Ann Kelley cite fat- and sugar-laden foods, cannibalistic over-franchising, menu stagnation, and competition with Subway as factors in the giant’s decline. McDonald’s accepts that there are problems, but is determined to fix them. The plan? More customers, more often.
 
Biotechnology Since scientists first began to cut and splice DNA in 1973, biotechnology has produced everything from super rice to super drugs. Considering a burgeoning global population, and increasing demands for new, more effective drugs, biotechnology may be, as host Fred Dorey asserts, "the only answer we’ve got." In this program, a group of experts, including Uwe Reinhardt of Princeton University and Professor Jürgen Drews, President of International Research and Development for Hoffmann La Roche, Inc., discuss how biotechnology will meet the challenges of the 21st century. Other experts discuss public concern and the need for debate and consensus; financial and research and development issues; patent protection; world markets; and biotechnology’s benefits for humankind.
Benchmarking for Competitive Advantage Benchmarking allows companies to compare business practices among internal divisions and against those of outside competitors. These days, many companies use the technique to increase efficiency and improve their competitive position. This two-part series, featuring expert analysis and company case studies, teaches students how to assess the benefits of benchmarking and how to apply successful benchmarking techniques. Information discussed includes how to get started, the importance of process selection, critical success factors, and the pitfalls of benchmarking.
Benchmarking in Practice Managers from Xerox, Price Waterhouse, and several other organizations discuss the major processes involved in benchmarking—preparation, analysis of information, taking action, and reviewing the results for effectiveness. Xerox managers reveal how their company handles requests for benchmarking information from other companies. Workers discuss the importance of employee involvement. Expert Robert Camp examines the pitfalls of benchmarking, including the problem of confidentiality when sharing information with other companies.
Best of Broadcast Commercials This series offers the most effective and innovative worldwide TV commercials, together with interviews with those responsible for sponsoring, commissioning, creating, and producing them. 9-part series. 
Beyond the Basics: More on Incoming Calls This program helps viewers cross the line from adequate handling of incoming calls to mastery of the telephone as a business tool. It demonstrates the best ways to take a message and offers guidelines for creating a recorded message; offers tips on improving one’s telephone voice; and shows how to (and how not to) defuse angry callers and deal with problems and unexpected situations.
Body Language in Customer Service This program examines the role of posture, eye contact, proximity, tone of voice, and other intended and unintended forms of nonverbal communication. It points out that in customer service, there are no neutral signals, and shows the techniques for sending positive messages by means of head angle, eye contact, tone of voice, and their equivalent for telephonic communication.
 
Boeing Reinvents the Airplane When their largest customers asked Boeing to match the innovations being offered by the European Airbus Consortium, Philip M. Condit went a step further. The Boeing 777 represented a fundamental rethinking of their product—and a revolution in the very way Boeing designed, tooled, and built airplanes. Philip Condit explains the new gospel of concurrent engineering at Boeing: "Teaming," an approach that integrates people and functions that once operated in isolation, one that has enabled Boeing to stay on top in one of the world’s most competitive industries.
 
Branding: The Marketing Advantage Brand recognition is often an established company’s strongest asset. Fierce competition is forcing managers to reassess their brand marketing strategy. This series uses case studies of well-known organizations to investigate the role of service and relationship marketing within an organization, how a company should approach globalization, and developing new relationships with retailers. These programs encourage discussion and debate in the classroom, and illustrate branding and marketing strategies that work.
 
Building a Corporate Vision: Buy-In and Brand Identity This program illustrates two of many hurdles that partners-to-be must clear in an attempt to bring about a successful merger: buy-in and brand identity. Meetings with the equity holders to outline the business plan, Andersen consultants to value the participating companies and establish proportions of ownership, and millionaire advertising genius Siimon Reynolds to brainstorm a company name and motto are featured. With high hopes, the equity holders begin their race to go public, never suspecting that in less than a year they would be out of luck and out of business. (28 minutes, color
 
Business 2000 This series offers a comprehensive report on the globalization of business. CEOs, economists, management experts, and journalists from Europe, Asia, and North America discuss global macroeconomic trends. 7-part series.
 
Business Culture Basics This series explores some of the major changes brought about by the new economy. From entrepreneur to globalization to rapid change technology, this series covers major issues from the perspective of real business people. Interviews with experts are featured including career decision-making process, educational experience, and social factors influencing skill development.
 
Business Education This career math video features a variety of business settings. It presents a hands-on look at how important basic math skills are to the business world. Using addition to reconcile bank statements with various registers is also covered.
 
Business and Commerce: A Perspective on the 20th Century This program, hosted by David Frost, examines the huge changes and upheavals that occurred in the way trade was conducted and money made in the 20th century. At the end of the 19th century, a global free trade market existed between the countries with overseas empires. The program explores how the Great Depression and World War II destroyed this structure, and how a newer and bigger global market has since emerged. The current global market is significantly different from its predecessor due to the role of multinational corporations and modern communications and transportation systems. The program examines the effect that a global market has on issues such as employment, and how politicians can no longer control local economies due to the effects in the international market.
 
Business And Management Tech Prep A high demand tech prep area, students who have aptitudes in the ability to communicate with others and handle detailed information accurately are encouraged to consider this cluster. Of special interest are some of the trends presented. For instance, the shrinking of middle management and the trend towards more creative company structures have created all sorts of career opportunities.
 
Business Telephone Techniques This series provides suggestions and clear demonstrations which will enable the viewer to get the most benefit out of his or her telephone calls.
 
Challenge to America: Competing in the New Global Economy Once the world’s unchallenged industrial superpower, America now faces fierce competition from economies whose social systems, cultures, and business strategies are very different from ours. What lessons can America learn from the dramatic successes of our Japanese and German competitors? In Challenge to America, Hedrick Smith takes us inside innovative companies and classrooms in Japan, Germany, and the United States to reveal the unique strengths and weaknesses each economy brings to the table—and to show how American companies are pioneering new and effective strategies for meeting the challenges of a new era of global competition.
 
  Success in a career as an office professional requires that the phrase "only a secretary" disappear from the minds of those training to be office workers. The realization that opportunities are limitless requires that individuals recognize their own power and take control of themselves, their jobs, and their lives. This program presents two panels of women: one group, made up of secretaries and administrative assistants, find their jobs rewarding and satisfying; the second panel consists of three women who were secretaries and have moved into management positions.
Change or Transformation?

Should an organization choose "change" (incremental improvement) or "transformation" (a discontinuous shift in organizational capability)? When transformation is called for, the essential first step is to reveal the largely hidden assumptions and patterns of behavior that the company operates by. These hidden assumptions often prevent the organization from achieving the performance breakthroughs that are needed.

China or Bust! Chasing Success in the World’s Fastest-Growing Economy

 

There are fortunes to be made in China today—but fortune-seekers from overseas face immense challenges. This program offers three engaging business case studies, each following a Western entrepreneur who grapples with Chinese business practices and culture. Tony Caldera’s cushion business has been ruined by Chinese imports, but he hopes for a turnaround by building a factory here. Peter Williams is about to embark on the toughest challenge of his life: selling an energy-saving device to the Chinese. Finally, there’s Vance Miller, who gained notoriety for selling cheap Chinese kitchens in Britain.

 
Coaching the Team

This two-part series featuring Warren Bennis stresses the importance of teamwork when organizations become less structured. Questions addressed include what motivates a team, who provides leadership, and how discipline and accountability are maintained.
Coaching the Team: Program 1

The first program focuses on the military, which is synonymous with the autocratic top-down management style. It shows how the British Royal Marines, internationally recognized for their fighting effectiveness, successfully use a team approach in the most unlikely of settings. Officers and lower-ranking members offer insights into the process and why it apparently works.

Coaching the Team: Program 2

This second program uses a case study of the Steelcase Corporation, a successful office furniture manufacturer, to illustrate the highly effective ways it has found to work in teams and improve production. We see how each group manages its own performance by monitoring the performance of individual members. Mentoring of younger workers by older employees is encouraged, along with employee participation in all company decision-making.
Cola Wars: Message in a Bottle This program examines how brand identity is influenced by consumer perceptions through the struggle between Coca-Cola, icon of American culture, and rivals Qibla Cola and Mecca Cola for market share in Muslim locales. Qibla’s Zafer Iqbal and Mecca’s Tawfiq Mathlouthi tell the story of two opportunistic, politically correct Davids taking on a marketplace Goliath—and each other—while Coke executives share their plan for defense against a commercial threat that is as serious as it is unprecedented.

 
 
 
Communicating With Customers
On a first job, students suddenly find themselves "on the other side of the counter" dealing with customers who range from polite to puzzled, from indecisive to just plain ornery. Communicating With Customers teaches how to deal with people-as-customers. Viewers learn how to defuse the anger of customer, the importance of attitude and appearance, how to deal with customers on the telephone and how to serve "lemon aid".
 
 
 
Consuming The activities and institutions needed to satisfy individual and collective wants are explored in this program. Two students headed for spring break in Florida, experiencing fluctuating gas and motel room prices, learn about perfect competition, scarcity, and arbitrage. A scheme to pick oranges in Florida and sell them in Illinois is thwarted by the transaction costs of licensing, transportation, and storage. A construction boom and the reduction of logging opportunities on public land affect the lumber industry and demonstrate the principles of interdependence, market equilibrium, and shortage. Correlates to National Economics Standards. A 192-page teacher’s guide is included. (52 minutes, color)
 
Coping with Conflict Conflict—differences between people caused by differing values, goals, or a variety of other circumstances—is a natural part of life. This program focuses on the ways in which conflict can be used for positive outcomes.
 
Corporate Social Responsibility: From Principles to Profit Corporate social responsibility is not a high-minded luxury when bad press puts a chokehold on business growth and profits. This program looks at how product and service providers develop and implement better business practices to satisfy shareholders, customers, employees, and the community. Companies such as Shell, DHL, Nike, and GlaxoSmithKline—placed on the hot seat by Greenpeace, the World Wildlife Fund, Oxfam, and other watchdog groups—explain how they dealt with environmental impact management, ethical supply chain management, equitable treatment of employees, proactive addressing of consumer disgruntlement, and accurate assessment of shareholder sentiment.

 
   
Cost-Effective Telephone System Management This is a program for managers and non-managers alike. It offers pointers on how to pick the right long-distance service for your company; how to reduce long-distance bills; using the business telephone to your best advantage; and practical hints for using your directory.
   
Creating the Learning Organization A learning organization is one that is able to adapt and respond to change. This three-part series presents case studies of organizations, including Harley-Davidson, which are currently using organizational learning techniques to adapt and survive in an increasingly competitive business market. Activities that help organizations develop a learning environment are demonstrated, and ways organizations can adapt to the challenges of the future are suggested.
   
Crosstalk at Work Business environments are becoming increasingly diverse. Different cultural backgrounds produce differing styles of communication. Lack of awareness of those differences can prevent employers from understanding their workers and employees from getting a fair deal in the workplace. This two-part program sensitizes future managers to potential misunderstanding and encourages objective assessment, particularly in the areas of performance appraisal and recruitment. Dramatizations in part one show actual performance appraisals, and part two shows multicultural recruitment interviews. On-screen prompts suggest ways of handling particular situations to avoid cross-cultural miscommunication.
   
Customer Service by Telephone This program offers some useful tools for using the telephone to communicate with customers, and it highlights some of the things customers find most irritating about phone communication: the unanswered phone, answering without identifying yourself, the customer kept on hold for what seems like forever, multiple transfers to other extensions or people, and so on.
   
Danger Behind Closed Doors: Hidden Agendas and Power Plays This ongoing case study dramatically exposes two deal-breaking pitfalls that can easily derail a merger: hidden agendas and power plays. Using his valuation as leverage, one equity holder tries to sell his store to an outside investor before his potential partners find out he has $3 million in undisclosed business debt, while another uses his insensitive take-charge personality to dominate the process and become interim CEO—until he takes his company off the table when it becomes apparent he cannot compel the others to yield him the controlling interest. (28 minutes, color)

 

 
Dealing with Stress
Office support has been identified as one of the five most stressful occupations. Factors in other areas of our lives can produce stress as well. And all this stress affects how and how well we do our jobs. This program assists viewers in handling stress in a way that does not interfere with the ability to be productive, and suggests techniques for turning stress into motivation for positive achievement.
 


 
Digital Cool   This program is an outstanding case study of how Korean high-tech powerhouse Samsung Electronics engages and expands its target markets by continually designing, developing, and reinventing its products in innovative ways. Topics include consumer research, the design process, manufacturing, team-building, sales efforts, and the ideas lab, where visionaries apply their expertise to items ranging from cell phones, to digital gaming, to the digital home. Experts include Vice Chairman and CEO Jong Yong Yun and MIT’s Nicholas Negroponte, author of the best-seller Being Digital and cofounder of Wired magazine.
 
 E-commerce in Business
 		 This behind-the-scenes look at IT in action showcases three exciting e-commerce initiatives. By analyzing the growth, revenue, and future of MP3’s Web site, visiting Ford’s online "showroom," and showcasing the customer benefits of Coronet—Fashion at Work’s online planning system, this program presents compelling case studies of the Internet’s use to capture and exploit new markets

 
Economics at Work—the Software, on CD-ROM This interactive CD-ROM with 35 simulation activities enables small teams of students to examine, analyze, and solve contextual problems involving producing, exchanging, consuming, saving, and investing. What they have learned in the series can be applied to business scenarios in seven occupational areas: health and human services, business and computer technologies, the mechanical and transportation industries, communication technologies, engineering technologies, construction and design, and agriculture and natural resources. Correlates to National Economics Standards. A printable teacher’s guide is included. Can be used with both Windows and Macintosh.
 
 
Entrepreneuring: How Not To Get Rich Fast

Everyone wants to get rich fast, right? This video breaks down the myths surrounding entrepreneruing. The fact is becoming a successful entrepreneur takes years of preparation including education as well as experience in many different jobs.


 
 
 
Entrepreneurs For The Future What does this strange word "entrepreneur" mean? What is involved with being an entrepreneur? How does one become an entrepreneur? This exciting, fast paced video brings this exotic sounding word down to the student level -- exploring the many possibilities open to people at all levels of employment
 
 
Estée Lauder This video follows Dan Brestele, group president of the Estée Lauder Companies, as he leaves the corner office to take on some of the very un-CEO-like challenges that keep the cosmetics industry running—like handcrafting and packaging lipstick, preparing for duty as a retail makeup artist, and struggling through beauty boot camp, where he must learn all about mascara and foundation. After watching this program, your students will understand that behind the glamorous face of Estée Lauder are a lot of skilled employees whose everyday attention to detail is key to keeping the brand popular. A Discovery Channel Production.

 
 
 
Exchanging A group of teens learns about markets and opportunity and transaction costs when purchasing tickets to rock concerts, the NBA playoffs, and the Indianapolis 500. A Corvette plant in Kentucky offers lessons in barter, exchange rates, and international trade. A visit to the dump raises issues about the economics of product packaging. The impact of rising prices on the purchasing power of a photographer who needs to borrow money for new equipment provides insights into how inflation affects the nation’s fiscal and monetary policy. Correlates to National Economics Standards. 
Exploring Virtual Reality Virtual reality enables us to travel through a world of tri-dimensional images, to hear what goes on and even to touch and manipulate objects contained in this world. This program examines the technology of virtual reality and the use of computers to simulate diverse acoustic sounds and reproduce the sounds of traditional instruments. It also focuses on the use of virtual reality to control robots as they perform delicate repairs in dangerous locations, demonstrating its importance as a means of training in difficult or dangerous situations.
Ethics and Social Responsibility in Business
 		 Many businesses abide by a code of conduct, either company-specific or industry-wide. This timely program distinguishes between ethical behavior and social responsibility by spotlighting two well-known Australian businesses that exhibit both qualities: Bendigo Bank and its Community Bank initiative, a cooperatively spirited venture that teaches solid commercial principles to franchisees, and The Body Shop, a skincare product provider that calls itself an activist organization committed to positive social and environmental change and a retailer committed to customer service excellence. The underlying message? Good community is good business.
Expressing Yourself True communication, a real exchange between people, provides an arena for the expression of ideas and an opportunity to create a positive perception of one’s self in the minds of others. This program discusses some methods for achieving good communication. Suggested techniques include using the listener’s frame of reference, acknowledging the listener’s reactions, and adjusting style of delivery.
Face and Place: Business Beyond the Bonds of Culture
Fair Trade, Fair Profit: Making Green Enterprise Work All over the world, green enterprise is growing. This program focuses on the catalyst that is transforming Earth-friendly businesses into paying ventures: a thing that economists call externalities. In Mexico, coffee growers use collective bargaining to create a more secure market. In Tanzania, where malaria is rampant, a mosquito net manufacturer makes good by marketing social change. In Brazil, babassu nut farmers preserve their traditional business by finding markets for their nut by-products. And in Uganda, impoverished entrepreneurs rebuild their community with startup money from a nontraditional venture capital fund called C3. (27 minutes, color)
Family and Food: Pillars of Asian Business For families throughout Asia, meals are a central event. It is also likely that more business deals are concluded in dining rooms than boardrooms. This program examines the importance of family and food to Asian business sensibilities. The program looks at Dr. Geoffrey Yeh and his children, who run Hsin Chong, one of Hong Kong’s biggest construction firms; and Dato’ Hamdan Mohamad, a major shareholder and chief executive of Ranhill, Malaysia’s biggest engineering consulting firm and designers of the tallest building in the world. 
Finance "To know how healthy your business is you must understand the relationships between its assets, its liabilities, and its income... The time to develop a banking relationship is before you need a loan... If managing your business is a headache, it may be that your receivables aren’t being managed properly; if you’re on top of the receivables and you still have a headache, check your inventory management... Leverage is the heart and soul of business management; too much is deadly, too little, wasteful." These are some of the dynamic maxims offered in this program by Paul C. Clendenning, a widely known and respected banker, who also explains the meaning of finance and liquidity to small business, how to choose a bank, and the nature and purpose of credit and loans.
This innovative series brings the real world of finance into the classroom. The programs in this series provide a strong introduction to core financial management topics. The series uses animated graphics throughout to illustrate financial concepts and relationships as well as news stories from television to highlight the financial concerns and decisions of real companies.
Financial Management
Financial Planning and Working Capital Management

This program explains the following concepts: Financial Forecasting; Working Capital Policy; Cash and Marketable Securities; and Accounts Receivable and Inventory.

 

Find Your Niche Finding your niche means positioning yourself and your product or service where it uniquely fills a market need. This requires defining as well as anticipating customers’ needs, and recognizing new business opportunities. This program addresses the sometimes problematic subject of establishing, maintaining, and taking advantage of a specific business identity, both for companies in general and for salespeople in particular. It also shows sales executives how to focus and cultivate their company’s identity while finding their own particular niche.
First Steps This program shows how to design a transformation process. The first step is to involve the key internal stakeholders of the organization. Next, Pascale introduces diagnostic tools that are helpful in uncovering inconsistencies between espoused and actual values. The program concludes with a case study that shows how employees can be mobilized successfully when it becomes clear where the organization is and where it is going.
From Scooters to Fryers Award-winning ads for Peugeot scooters, Mazda batteries, cheese, chocolate drink, face cream, chickens, ovens, cameras, copiers, loans, and the Yellow Pages. Also included: interviews with copywriter Tim Delaney, agency directors Nick Lewin, Neil French, Kevin Molony, Sébastien Chantrel, CD Joakim Jonasson, and producer Helen Langridge.
Getting Out of Business: Privatization and the Modern State This program chronicles the rise and fall of the concept that government does a better job of providing transportation, power, or even employment, than does private enterprise. Case by case and country by country, it explains the philosophy of governmental involvement in business and examines the consistent results. The viewpoint is skewed in favor of private ownership and the privatization of government-owned or run industry; but the facts adduced are fair and equable, and the omitted arguments in favor of government intervention will spark research and lively discussion of the entire role of government.
 
Fundamental Concepts in Financial Management This program explains the following concepts: Risk and Rates of Return; the Time Value of Money; and Bond and Stock Valuation.
 
GadgetMania: The History and Evolution of the Infomercial To understand what it takes to make a successful infomercial is to understand what it takes to be a successful marketer of any kind. In this eye-opening program, interviews with Ronco’s Ron Popeil; K-Tel founder Philip Kives; Ed Valenti and Barry Becher, of Ginsu fame; Robert Thompson, director of Syracuse University’s Center for the Study of Popular Television; and others are matched up with clips from classic commercials for gadgets such as the Veg-O-Matic, ThighMaster, and Showtime Rotisserie. “And if you order now, you’ll also get…” detailed information on the structure and mechanics of the infomercial and a behind-the-scenes look at the QVC shopping channel. A Discovery Channel Production.

 

 
Global Communication This program looks at the highways of optical fibers, copper wires, coaxial cables, and satellites by means of which images, sound, and computer data are transmitted around the world. It also examines telecommunication satellites which—whether they are geostationary or in orbit close to Earth—enable us to put two people on Earth, at sea, or even in the air, in contact. The program concludes with a look at cable distribution systems, which no longer serve only for broadcasting television programs but are being used to consult huge data banks and service bank transactions.

 
 Food Packaging Using a clever news report approach, this program addresses three important topics: packaging materials and their function, safety, and design; innovation in packaging techniques; and environmental issues involving packaging, with an emphasis on plastics. Experts from Heinz and Cryovac, among others, discuss packaging development while making sense of key industry terms such as modified atmosphere and active and aseptic packaging. (31 minutes)
 
 
Globalization This series, based on cutting-edge theories and the observations of Kenichi Ohmae, provides strategies for achieving international business success. As a classroom teaching aid, the program can be used to help prepare students for the tough reality of the global marketplace. Throughout the three programs, structured discussions and activities help students analyze problems and develop analytical tools valuable to their business careers.
 
Globalization in Practice This program features case studies of five companies, including Sony, Motorola, and Levi Strauss. The companies chosen are at varying stages in the process of becoming global corporations. Each company’s stage in the process is explored. Students analyze the global status of the companies using concepts introduced by Ohmae. They also analyze the companies’ competitive strengths using a model developed by Michael Porter of the Harvard Business School.
 
 Globalization in Theory This program introduces Kenichi Ohmae’s theory of globalization and his vision of a borderless world. The reasons why a global strategy is important to corporations seeking to do business on a worldwide level are explained. Ohmae’s theory of The Three C’s—consumers, competition, and individual companies—and their relationship to a successful global business strategy is introduced and explained. The concept of the "insider" is explored, and the distinction is drawn between the traditional multinational corporation and the global corporation.
Going Public: A Cautionary Case Study Just when the tide of Internet-driven stock market activity had begun to turn, the owners of seven computer dealerships decided to merge, putting aside egos and mistrust to go public and make a killing before the market’s momentum reversed. Combining fly-on-the-wall footage and hindsight interviews with the principals, this four-part series—an in-depth case study as gripping as it is informative—tracks the efforts of the short-lived Apple reseller network Buzzle to catch a ride on the receding wave of high-tech IPOs. 4-part series, 28 minutes each.
 
Handling Customer Service Stress This program emphasizes the importance of dealing with stress without damage to either oneself or the goal of working productively to provide service: learning to organize oneself, learning to change unacceptable situations, changing one’s approach to problems and situations, and managing deadlines. The program also shows how to manage the stress created by telephonic interaction with customers.
 
Health and Pharmaceuticals A worldwide increase in longevity has brought a focus on making that longer life a healthier one. The greater focus on health, and the considerably higher cost of caring for the elderly, will create a need for a more effective health-care delivery system. Experts from Kaiser Permanente, U.S. Healthcare, Genzyme, and Boehringer Ingelheim, among others, provide insight on these challenges and likely new directions for health-care systems and pharmaceutical companies. What will the changes be as the effects of the new technologies and drugs, ever-increasing patient demands, and cost constraints intensify?
 
Helping New Employees Feel Valued This program is designed to give viewers a sense of what it is like for a member of a minority to be the new employee in a department or company. Following an African American professional woman on her first days on the job, viewers recognize the acts and omissions that cause her to feel isolated, unimportant, unwanted, and unmotivated—and thus learn to avoid these errors when interacting with new employees in real-life situations.
 
How to Be More Successful in Business Building a better mousetrap is not enough to guarantee success in business; its builder must also be able to schedule its manufacture, control inventory, set the correct price, devise marketing strategy, collect receivables, deal with taxes, hire and motivate employees, finance his business... These video seminars are addressed to those who are or are studying to be owners/managers of small businesses; the lessons are equally applicable to the study of any business or business management. Led by nationally-known experts in their respective fields, the seminars deal with management and planning techniques and strategies that are at least as important as the quality of the proverbial mousetrap in determining the success of small business.
 
How to Find and Keep a Job This program provides expert advice on how to land a job and to manage a career in today’s uncertain economy. We follow a hiring manager reviewing hundreds of applications and learn what about an applicant’s resume causes them to be chosen for an interview. We then watch these interviews, and learn from career counselors the secrets of successful interviewing. Once an employee is hired, we see that factors besides education and intelligence are critical to career success. Daniel Goleman, author of Emotional Intelligence, discusses his theory of emotional intelligence and shows how it impacts careers. Finally, we learn about a new set of skills that everyone needs to know in order to be best prepared for the rapidly changing job market of the future.
 
How Markets Work
Supply and demand exist if there is a buyer and a seller. This video will explore in practical and easy-to-understand terms that relate to the interdependence of business, labor and the consumer, as well as forecasting decisions involved in supply and demand.
 
Improving Telephone Collections A must for anyone in business who uses the telephone to collect receivables—in other words almost anyone offering a product or service in today’s world—this program covers such essential topics as: how to motivate debtors to pay their bills; how to get past the stall and overcome objections; how to prepare for a collection call; how the caller’s attitude affects results. The program offers clear demonstrations of the best and most effective ways to use the telephone to collect on on past-due accounts.
 
Improving Your Outgoing Calls This program is for anyone who wants—or needs—to improve his or her day-to-day business telephone techniques. It covers: the need to plan calls; the advantages of scheduling calls; ways to avoid telephone tag; techniques for organizing calls; and tips for becoming an effective listener. The aim of the program is to teach viewers to be their company’s goodwill ambassador whenever they make a call.
 
In Brands We Trust After "OK," "Coca-Cola" is the most widespread word in the world. How did branding evolve into a global shadow force that packages lifestyles, commodifies personal values, and stands in for cornerstone cultural institutions? In this provocative program, Saatchi & Saatchi Worldwide’s Kevin Roberts, Chanel’s Jacques Helleu, anti-corporate crusader Naomi Klein, and others astutely address the concept of branding, its history, its impact on youth, key visionaries, and the convergence of brands and culture. The growing backlash against branding is also discussed. Coke, Nike, Chanel, Apple, and Benetton are spotlighted, and many other brands are touched on. (52 minutes, color)
   
 Information Technology: The Look of Business Future The rapid and diverse evolution of information technology is creating work patterns very different from those in the past. How well businesses incorporate this technology may well determine whether they prosper or flounder. In this program, we visit a company where virtual office software is being developed to allow teams of workers throughout the world to communicate and operate on the same projects. At Kodak Corporation, executives explain how information technology has helped them streamline company operations. The downside—restrictions on human contact—is discussed, and voice and e-mail are suggested as two innovations that promote personal interaction among workers.
   
 In Search of Quality People assess products and services in terms of their individual concepts of quality. This program teaches salespeople to recognize the fact that different people have different ideas about quality and how to use this fact to their advantage when selling to a customer. It shows salespeople how to evaluate the quality of their own product, how to understand the customer’s perception of the product, and how to evaluate and improve the quality of their own service as salespeople.
   
Insider and Outsider: The Subtleties of Doing Business in Asia How to deal with the different countries and complexities of Asia? Those without the language and a knowledge of customs and trade regulations are the outsiders, those with these tools are the insiders. This program presents three businessmen who bridge cultures, enabling their companies to thrive abroad: Shoza Honda, chairman of Spike, an Australian Internet company launching a branch in Japan; Arun Abey, executive chairman of IPAC Securities, an already international financial management company trying to expand into India; and Pradip Shah, a venture capitalist and founder of India’s first credit agency. (27 minutes, color)
   
Insurance Basics There are few essentials in life more confusing than insurance. The wrong type of coverage could leave you up a creek. But what is the right type of coverage, and how much will you need? Insurance expert Gary Barrett begins with the insurance basics, explaining pertinent terms and vocabulary, why insurance is important, and what types of insurance a young person should have.
   
 International Trade
Like putting a puzzle together, international trade has many interdependent pieces and economic concepts involving a variety of factors. A basic understanding of economic interdependence, comparative and absolute advantage, and international trade all are pieces of a bigger picture -- international trade's relationship to business.
   
Introducing Economics Introduce your students to economics with this fast paced, quick tips video. Topics include: why study economics, innovations in modern economics, micro and macro economics.
   
 Introduction to Financial Management This program provides an introduction to the following concepts: an Overview of Financial Management; Financial Statements; Analysis of Financial Statements; and the Financial Environment.
   
 Introduction to Reengineering This program introduces the fundamentals of reengineering and provides an overview of the radical improvements possible through its use. Interviews with CEOs Bill Gates and Jack Welch highlight the fundamental elements of reengineering, including customer focus, radical and not incremental change, and committed leadership. Michael Hammer, author of the authoritative work on the subject, provides insights into how to reengineer fundamental business processes.
   
Investing A 10-year high school reunion provides an chance to investigate opportunity cost, supply and demand’s effect on wages, investing in human capital, and the costs and benefits of career decisions. In another segment, two workers, thinking hard about their futures, learn about incentives for investing in human capital and the economic risks involved, why people change jobs, and factors that enhance job mobility. Galloping competition in the manufacturing sector sets the stage for discussing productivity, investments in robotic technology, automation and the loss of jobs, and the role of government in training displaced workers. Correlates to National Economics Standards. A 152-page teacher’s guide is included. (68 minutes, color)
 
Iron Butterflies: Powerful Asian Businesswomen As Asia embraces free enterprise and its attendant changes, women are experiencing the challenges of shifting roles more than any other group. This program profiles three businesswomen who discuss their success in commerce, society, and at home: Joyce Ma, who introduced European designer fashion to Hong Kong; Yoshiko Shinohara, founder of Tempstaff, the second-largest temporary employment agency in Japan; and Asma Abdullah, a human resources specialist in Malaysia who uses her skills to fill the gaps between foreign and local companies. (27 minutes, color)
 
Jack Welch and GE Jack Welch, the high-powered boss of General Electric, has guided the company through significant changes in the years he’s been at the helm. But Welch has come under severe criticism for his draconian reorganizations, from employees who have lost jobs as a result of downsizing to stockholders worried about the company’s future. In this program, Welch defends his business decisions, including his controversial purchase of NBC Broadcasting in the 1980s. Fellow executives and employees discuss the benefits and drawbacks of Welch’s policies. A union leader paints his own portrait of Welch as "one of the greatest monopoly players on the corporate scene."
 
Jamming Based on John Kao’s best-selling book, Jamming: The Art and Discipline of Business Creativity, this program explores the reality that creativity can be cultivated within organizations through innovative thinking. The point is clearly made that much of what passes for business on a daily basis can be compared to "reading the sheet music"—sticking to the plan. Now, watch the creative process unfold in case studies featuring small entrepreneurial firms. What Kao proposes is flexible improvisation, which eventually leads to the kind of creative thinking that helps companies survive in today’s fiercely competitive business environment.
 
Jobs: Not What They Used to Be—The New Face of Work in America This program examines some fundamental and perhaps transforming changes occurring with jobs and work in America. As American business is going through reorganization and downsizing, many questions emerge. Where will the jobs be? Who will be working? What will the workplace be like? What skills will be needed? Program host and award-winning journalist Hodding Carter, along with economic experts Richard Florida and Jeremy Rifkin, provides the commentary as the program takes a look at companies such as Johnson Controls, Konica, BMW, Home Depot, and IDEO—all businesses that stress teamwork, high technology, and inventive ways of organizing their businesses. The program highlights each company’s philosophies, work environments, and training, and speaks with both workers and corporate CEOs.
 
John’s Not Mad: Tourette’s Syndrome John Davidson is 16 and often flies into hyperactive outbursts, punctuated by profanity. He has a nervous disorder called Tourette’s syndrome—a socially crippling condition that causes John to uncontrollably say and do things. In this program, we follow John through an ordinary day, during which he struggles and mostly fails to control his behavior. Family members describe the daily strain of living with someone with Tourette’s, and John himself admits to frustration so intense that he sometimes contemplates suicide. Specialist Dr. Oliver Sacks explains the levels of severity in individual patients, and calls for public awareness and sensitivity toward those who are afflicted.
 
Keiretsu and the Friday Lunch Each Friday, executives, employees, shareholders, and strategic partners meet over lunch to map the long-term strategy for Mitsubishi. For Japan, competitiveness is the product of consensus. Minoru Makihara, whose selection as president of Mitsubishi in 1992 caused a stir in Tokyo because he had spent much of his career outside Japan (including earning an undergraduate degree at Harvard), has a unique vantage point from which to view the differences between Japanese and American management—and what the two can learn from one another.
 
Korea: Tiger of Asia South Korea boasts the third-largest economy in Asia. This program examines how cheap government loans encouraged the growth of large conglomerates, and how new policies are helping small and medium companies to develop. A representative of a British automobile company discusses the Korean government’s use of onerous anti-business tactics, such as tax audits on those Koreans who buy imported cars. Officials from conglomerates Daewoo, Samsung, and Hyundai discuss the business practices that contributed to their success. A British computer executive discusses ways in which foreign companies can cope with Korean business regulations and customs.
 
Learning to Survive This program focuses on the key characteristics of long-surviving companies that use organizational-learning techniques, and on the specific techniques they use. The benefits of pooling collective intelligence to improve performance are discussed, along with strategies that can be used to stimulate and release creative thought.
 
Listening to Others Two of the most important skills anyone can develop are listening and communicating effectively. When a competent, caring listener allows another person to hear and understand what he is saying, genuine communication takes place. Under these circumstances, open, direct, and honest relationships can be established, based on mutual respect. When this atmosphere prevails, problems can be solved, good decisions can be made, and good working relationships can be developed. This program addresses the importance of listening and investigates some useful techniques for developing listening skills.
 
Making Globalization Succeed This program includes material in three segments. Executives interviewed in each segment discuss the factors that helped their particular company achieve success. Segment one includes factors related to corporate vision, values, and strategic issues. Segment two focuses on people, training, and development. A third segment discusses factors related to location, delegation and control, and government issues as they affect globalization.
 
Making It Happen Activities to help individuals analyze their organization’s learning style are outlined in this program. It also focuses on the ideas and methods required to help build a learning organization. A case study of a hospital illustrates its use of experimentation, evaluation, learning, and action.
 
Making Reengineering Work This program looks at how corporations interpret and implement reengineering. Discussions focus on why and when to initiate reengineering, and how soon workers should become involved. Factors to consider when redesigning a current business process, such as how far a company should go to please customers, are explored. Obstacles to reengineering a corporation are addressed. A final segment looks at ways in which program gains can be exploited for their optimal benefit.
 
Making Your Cold Calls Count What is the best way to reach the decision-maker you need within a company and what do say when you have? This program covers these topics and more. It offers ways to prepare cold calls and set objectives; gives the essentials of a good opening statement; and provides tips for getting past the temporary put-off—tools needed by anyone with a product to sell or information to solicit over the phone.
 
Making Your Voice Heard The telephone is a unique medium with its own requirements for maximizing communication. When used properly, the telephone can be an effective tool for managing time, information, and problem solving. A business’s public image begins with the telephone, and is communicated every time an employee makes or receives a phone call. This program discusses telephone techniques designed to enhance your and your company’s telephone image.
 
Management Management is the first and foremost element in business success, and inadequate or improper management the primary cause of business failure. In this program, Jim Sanders, administrator of the United States Small Business Administration, provides cogent insights into the many aspects of management which the small-business owner must address in order to survive and prosper: strategic planning; writing the business plan; hiring, training, and supervising employees; knowing what and when to delegate; line and staff; financial guidelines for borrowing and/or using your own capital; identifying problems and seeking solutions; management by objectives versus management by crisis—and how the small business can avoid many crises by more carefully planning its objectives.
 
Managing Brand Equity This program discusses brand equity as a complex, multidimensional attribute which can be transformed either deliberately or accidentally. Material includes managing the extension of the brand; how to balance company, line, and product brands; and the future of multi-positioned, multi-leveraged brand structures.
 
Managing Difficult Situations The customer is not always right, but the customer’s needs remain the number one priority. This program moves beyond the fundamentals of good customer service to the problems of dealing with more complex and difficult situations: How do you satisfy customers who want something you cannot give them? How do you work out a deal with a customer when you cannot agree on the terms? What are the most effective ways of dealing with angry customers?
 
Managing the Present from the Future Knowledge of the paradigm in which an organization is embedded is not enough to ensure its transformation. It is necessary to generate a compelling sense of purpose to yank an organization out of the place where it is embedded. This purpose must be compelling and simple to communicate.
 
Managing Your Time Because office support personnel often work for several people, their time management responsibilities and problems are complicated. And because time is the future, finding a workable management scheme is a must. This program highlights the importance of time planning and provides details for developing a proactive time plan. This program also describes techniques for protecting the plan once it is established.
 
Marketing Former Dallas Cowboy Roger Staubach, now a successful real estate developer, explains why quarterbacking a football team is like managing a business. The program takes a comprehensive look at marketing strategies: drawing up a marketing plan; setting believable, achievable goals based on realistically-projected revenues; pricing in relation to competition, costs, and demand; analyzing the flow of goods from a business to its customers; forecasting sales and budget. Other aspects of marketing covered are: research into the market and the products and services it wants, the nature of competition, the considerations in pricing; using and measuring the effectiveness of advertising and public relations; and the importance of good service to the customer.
 
Meeting Customer Expectations Providing a service is different from producing a product because service is produced at the moment of delivery—a one-time opportunity to satisfy the customer which, once lost, is often lost forever. This program shows what the customer expects in the way of service, and how he or she reacts to both good and bad service. The program also describes the service cycle and the techniques for empowering employees, and illustrates specific techniques for improving tolerance, patience, and helpfulness.
 
Meeting the Challenge: A Conversation with President Clinton Can America rise to the challenge posed by its economic competitors in Europe and the Pacific Rim? Fresh from NAFTA and GATT victories, President Clinton shares his vision for re-engineering America’s industrial and trade policies, education strategy, and tax and fiscal incentives in this incisive interview with Hedrick Smith.
 
Meeting the Diversity Challenge This program begins with a fuzzy picture; but before viewers can adjust the image, the point has been made: managers of an increasingly diverse work force need to have a clear picture of what is really going on. The program points out the six major challenges managers confront in developing a clear and unbiased picture, and helps viewers hone their techniques to achieve this goal.
 
Men and Women Working Together This program is devoted to the issues raised by the changing roles of women in the workplace: discrimination based on sex and the legal issues involved, and the more common issues of confusion, resentment, and lack of cooperation and emotional support engendered by the change in the traditional roles of men and women in the workplace.
 
 
 
Making Money This continuing case study captures the tense experience of hammering out a merger contract and addresses the strenuous challenges of uniting separate companies into one. Still recovering from previous partners’ Machiavellian maneuverings and coping with severe network integration woes and a sudden economic downturn, the directors of Buzzle struggle to eke out a profit with their 32 stores. Committed at last, everyone pulls together by hiring an outside CEO, building consumer awareness, searching for big-money contracts, and even taking salary cuts—but will it be enough to attract investors to make the sinking company float? (28 minutes, color)

 
Merging and What Follows: Contracts and Integration This continuing case study captures the tense experience of hammering out a merger contract and addresses the strenuous challenges of uniting separate companies into one. Still recovering from previous partners’ Machiavellian maneuverings and coping with severe network integration woes and a sudden economic downturn, the directors of Buzzle struggle to eke out a profit with their 32 stores. Committed at last, everyone pulls together by hiring an outside CEO, building consumer awareness, searching for big-money contracts, and even taking salary cuts—but will it be enough to attract investors to make the sinking company float? (28 minutes, color)
 
Mosaic Workplace: Managing the Multicultural Workplace This series addresses the problems and opportunities of the demographic reality of the ’90s and beyond. Native-born whites whose first language is English will soon constitute the minority in the workforce—a mosaic of colors, languages, and cultural traditions and values—and an immense challenge for both managers and workers. These programs address the numerous issues involved in making the mosaic workplace a more productive one.
 
Nothing Fails Like Success This program shows that companies can become so highly adapted to one competitive situation that they are maladapted when that situation changes. As Richard Pascale says, "The genetic code of every successful corporation carries within it the DNA of its own demise." When confronted with a crisis, the common response—hard work coupled with the latest management fad—isn’t likely to be the solution. Pascale reviews numerous management theories and explains that unless organizations learn to think differently about themselves, they won’t be able to change.
 
The Launch: A Product Is Born The challenge: create the ultimate barbecue grill. The timeline: five weeks. The pressure: intense. By focusing on one very concentrated case study, this program illustrates the process of development that every new product goes through. Team members from Pentagram, a well-known design firm, and client company Design Within Reach take viewers on a wild ride that begins with a kickoff meeting and ends, a mere 34 days later, with the launch of a prototype. Field research, brainstorming, concepting, designing, model-making, and fabricating are demonstrated as the designers, engineers, and machinists—reacting to the ever-present unexpected—hurry to get the job done

 
Loews Miami Beach Hotel As the CEO of the luxury Loews Hotels chain, Jonathan Tisch knows status. So do his employees, who uphold the corporation’s reputation every day of the year. Use this video to get your students talking about employer/employee dynamics, work ethics, and interpersonal skills in business. Watch John get retrained by his workers, most of whom earn their living on the ground floor at his famed Loews Miami Beach Hotel. From bellman to line cook, from room service to pool concierge, from front desk to housekeeping, he faces a barrage of challenges that require more stamina than status. Managers observe Jon’s on-the-job performance, critiquing each physical mishap and verbal slip—and there are many
 
The Nokia Saga: From Cables to Wireless This continuing case study captures the tense experience of hammering out a merger contract and addresses the strenuous challenges of uniting separate companies into one. Still recovering from previous partners’ Machiavellian maneuverings and coping with severe network integration woes and a sudden economic downturn, the directors of Buzzle struggle to eke out a profit with their 32 stores. Committed at last, everyone pulls together by hiring an outside CEO, building consumer awareness, searching for big-money contracts, and even taking salary cuts—but will it be enough to attract investors to make the sinking company float? (28 minutes, color)
 
Name Brand Counterfeiting: A Global Economic Crisis Cheap lookalikes of popular goods are flooding the world’s markets, depriving legitimate manufacturers of hundreds of billions of dollars each year. This eye-opening exposé follows the anti-counterfeit investigators of Cartier and BIC from their headquarters to New York and Nigeria and then on to China as they hurry to trace and stop the flow of illegal goods at the source. But bringing injunctions and carrying out raids against the many vendors, Internet merchants, and wholesalers require time, which is not on their side. Every day, inferior fakes are siphoning off sales while tarnishing their products’ reputations for high quality. (53 minutes, color)
 
Now Who’s Boss?

If a successful company is built from the ground up, what happens when the "big boss" decides to return to ground level for a look around? In this informative three-part series, smart corporate leaders volunteer to do just that, so they can better understand how their businesses operate. Working side by side with their rank-and-file employees, they gain hands-on knowledge and a deeper respect for the workers who make their companies run—all while enduring grueling on-the-job training that’s both insightful and entertaining. A Discovery Channel Production.
 
Passion and Discipline: Don Quixote’s Lessons for Leadership What lessons can Cervantes’ romantic knight from La Mancha offer the bottom-line world of today? Based on Professor Emeritus James G. March’s acclaimed course at the Stanford University School of Business, this program creatively examines how Quixote’s kind of self-knowledge might serve modern leadership. Narrated by Professor March, the program parallels episodes from Quixote’s adventures with illustrative examples in the modern world—from former President Richard Nixon and Martin Luther King, Jr., to Bill Gates and Hewlett-Packard. Engaging interviews with contemporary leaders drawn from business, government, and education are interwoven with archival footage of historic leaders who demonstrate imagination, perseverance in the face of adversity, and joy in work. (70 minutes) The DVD version can be viewed using a DVD player or computer DVD-ROM drive.
 
Person-to-Person Skills: Excellence in Customer Service This series of workshops-on-video is designed to improve employees’ success and work satisfaction while improving employers’ profitability and competitive edge by taking advantage of a company’s most costly investment—getting a customer—in the most obvious but most often neglected way—satisfying that customer. These programs teach viewers to listen, understand, and accept the needs, wants, and feelings of customers; to communicate their own thoughts and feelings to customers; to neutralize and resolve conflicts, both in person and over the phone; and to face and resolve problems resulting from failure of communication, inadequate service, and errors. 
 
Personnel Employees are among a company’s most valuable assets. In this program, Mitchell Fromstein, president of Manpower, Inc., addresses the issues of finding, training, motivating, compensating, and retaining good employees: how to conduct an interview and what to look for; what the résumé can tell; where to find the right person for a job; legal pitfalls to avoid; the importance of human relations; dealing with problem employees; how and when to fire someone; the importance of training; and compensation standards.
 
Planning Planning is the difference between wishing and organizing for achievement. In this program, Susan Garber, state director of the Pennsylvania Small Business Development Center at the Wharton School, addresses the issues and techniques of planning, and the critical need for long-range planning. She covers the need to define the nature of the company and its activity, setting goals and determining how to attain them, analyzing markets and sources of financing, and setting a timetable. She distinguishes between short-range and long-range forecasting, explains how—although one never knows what will happen—educated projections can and must be made, and describes how a business plan is to be formulated and used. Most businesses that fail, she points out, fail not from a lack of financial resources but from failure to manage the resources they have—from lack of adequate planning.
 
Power of Honesty Honesty really is the best policy. Not only does a person have to live with himself or herself, but honesty and integrity are not for sale. Success in business depends, not on a quick advantage gained by dishonesty, but on a good reputation. This program explains how the perception of honesty may be elusive, which factors determine whether a business is perceived as honest, and how, when, and to what extent these factors can be controlled.
 
Power Sharing at Daimler-Benz In the U.S. it would be branded "communism," but at Daimler-Benz, union officials actually interview candidates for top corporate executive jobs. Edzard Reuter, former chairman of Germany’s largest corporation, explains what he believes are Germany’s principal competitive advantages over American companies, including a unique system of power sharing that enables owners, managers, and labor to sit together in a process that would be revolutionary in America.
 
Principles of Sales and Marketing: The Power of Ethical Selling This series outlines the principles that should underlie all sales and marketing transactions. Each program contains solid advice and concrete lessons that teach effective skills.
 
Privatization of State-Owned Businesses
 		 Is privatization of state-owned businesses an answer to an ailing economy and falling profits? This program looks at this question through the eyes of several British companies that have been taken out of government hands and become publicly owned businesses. Both British Steel and the National Freight Corporation are examples of businesses that have succeeded as a result of privatization, but there are many others that have not. The program examines the pros and cons of privatization with managers and workers, and explores what conditions are necessary for privatization to be successful
 
Problem Solving We make plans based on events proceeding as they should, but, in reality, problems arise more often than not. One of the most important sets of skills, in or out of the office, is problem solving. This program, presented in seminar format, addresses the creative and efficient channeling of energy to resolve problems. A unique five-step method for solving problems is described, and detailed exercises are presented.
 
Producing This program uses the businesses on a small town’s Market Street to explain scarcity, limited economic resources, and the economic activities of producing, exchanging, consuming, saving, and investing. The competition between a small bicycle shop and a cycling superstore serves to explore profit and loss, competition and production, and supply and demand. Operations in a computer store are examined to understand labor market, fixed and variable costs, and technology. The competitiveness of the athletic shoe industry is investigated to explain relative prices and the role of offshore production. Correlates to National Economics Standards. A 232-page teacher’s guide is included. (115 minutes, color)
 
Projecting a Professional Image Projecting a professional image promotes and supports success. Clerical personnel are members of an important segment of the office "team," and the level at which these people function can have a great impact on the success of any organization. Because this is true, secretaries must view themselves as professionals and demand that their work meet the standards expected of professionals. This program focuses on the physical and mental aspects of a professional image and encourages viewers to begin thinking about the images they project.
 
Recruiting and Interviewing This program shows how good recruitment efforts and effective, non-biased job interviews can help managers find and select the best employees for today’s diverse workplace.
 
Reengineering in Action Three case studies show reengineering at work. The success of Microsoft is attributed to its visionary corporate culture which continually reevaluates customer needs. General Electric successfully evolves from an inefficient conglomerate of 300 units to a group of twelve core businesses that grow more competitive as they become less hierarchical. The Levi Strauss Corporation institutes employment practices that encourage teamwork and ethical behavior, which in turn produce high morale and increased productivity.
 
Relationship Marketing Customer acquisition is more expensive than customer retention. This is a significant motivator behind the rise of relationship marketing. In this program, we see a movement away from mass marketing toward marketing that treats customers as individuals. Case studies show American Express leveraging its database to offer bills tailored to specific members, and Singapore Airlines moving beyond simple loyalty rewards to building long-term relationships with its customers.
 
Retailer Power Well-known consumer brands Häagen-Dazs and Scotch Videotape learn how to balance the often contradictory needs of manufacturers and retailers in this program. The importance of building consumer loyalty and good relations with market channels is emphasized in a Scotch Videotape case study. Innovation to keep one step ahead of retailers’ own brands is discussed in a Häagen-Dazs case study, showing how stores are forced to carry brands that consumers want. How to open markets despite powerful retailers is also examined.
 
Returning Strength to U.S. Steel Ten years ago, it took U.S. Steel 11 man-hours to ship a ton of steel. Today, the company makes and ships a ton in under three-and-a-half hours. Tom Usher recounts how one of America’s great business failures turned around by forging a partnership with its employees, shedding an overseer mentality, and building a lean, teamwork-oriented company whose productivity now competes toe-to-toe with its Japanese and German competitors.
 
Ryanair: Revolutionizing the Airline Industry In a time of continual crisis for the airline industry, this program is a case study of a carrier that has shown a remarkable ability to rake in the cash: Ryanair. CEO Michael O’Leary, inspired by Southwest Airlines, cites cost-cutting—dirt-cheap fares, low-budget advertising, direct booking, short turnaround times, and flights only to secondary airports, plus an incredibly deep discount from supplier Boeing—and ancillary revenues as key factors in Ryanair’s success. But is it all upside? The program also considers the legality of discounted landing charges from which O’Leary’s company benefits and questions its caveat emptor approach to customer service. Original BBCW broadcast title: Ryanair’s Cut-Price Route to Riches. (30 minutes)

 
Sales Sales are the lifeblood of a company, and increasing sales—at a profitable margin!—the first element in business success. In this program, Ralph Nichols, owner of the most successful franchise of the Dale Carnegie Course, discusses the elements of successful salesmanship: the characteristics of the good salesperson, developing people skills and social compatibility, the importance of keeping good records and understanding the product or service to be sold, researching the competition, understanding the customer, measuring success, establishing compensation packages that motivate sales, creating a sales presentation, and more.
Saving This program explores the decision to postpone consumption in order to receive the benefits at some later date. Two people in the market for a stereo system and a car learn about saving, buying on credit, simple and compound interest, and opportunity cost as they plan to get the most for their money. The business of family farming is used to investigate nominal and real income, credit, supply and demand interactions in the market for loanable funds, and inflation. Correlates to National Economics Standards. A 128-page teacher’s guide is included. (35 minutes, color)
 
Selling Beyond the Wallet Selling price is rarely as effective as selling the product or service. To distinguish a product or service from the competition’s, salespeople must find some aspect or characteristic that is more important or intriguing to the customer than the price—the reason why a customer wants to make the purchase regardless of price. This program examines the importance of pricing in buying, explains how to search for compelling selling points unique to a product, and helps salespeople distinguish their product from a crowd of similar offers.
 
Selling to Yourself Before a company can sell successfully to its customers, it must first be sold on itself. This program examines why it is so important that employees understand the purposes and goals of the company for which they work. It looks at the role of proper communication between staff and management, shows why employee input into the decision-making process is critical to a company’s success, and illustrates the significant increase in employee productivity when teamwork is a major company goal.
 
Sexual Harassment This 2-part multimedia series actively involves users in learning valuable information on the hard truth of sexual harassment and the detrimental effect it has on everyone.
 
Singapore: The Price of Prosperity It has been more than 30 years since the British withdrew from Singapore, leaving high unemployment and an outdated dockyard. Now, largely because of a dynamic leader, Lee Kwan Yew, the country is a major financial center. This program examines the price of that progress, and the draconian restrictions on personal liberty that Yew claims were necessary to bring it all about. In an exclusive interview, Yew explains how he molded a homogeneous and efficient society by controlling behavior and banning ownership of everyday items, such as unsightly satellite dishes, and even chewing gum. A government-sponsored dating service for the professional class ensures that the right genes get passed on to the next generation. To keep the streets clean and safe, many offenses are punishable by jail terms and stiff fines.
 
Small Business: Triumph or Tragedy A compelling documentary that shows why small and medium-size businesses so often fail despite the dedication, perseverance, and hard work of their owners—businesses that appear to fill a need or a market niche, that offer a marketable service or product. There is more to building a successful business than building a better mousetrap, and narrator David Susskind explains what it takes.
 
Sneakers, Laptops, and the Homeless Nike and Apple, Pepsi, McDonald’s, fast cars, fast food, dog food, and some public service award winners for the Red Cross, anti-drinking/driving, and the Coalition for the Homeless. Seventy-five stunning ads and interviews with Joe Pytka, CD Jeff Goodby, CDs Adrian Hayward (Australia) and Fujio Iwasaki (Japan), and London director Tarsem.
 
Song Airlines
 John Selvaggio has spent 35 years rising through the ranks to become president of Delta’s low-cost carrier Song. Will he be able to cope as he rolls up his sleeves and volunteers to work, once again, on the front line? This video tracks John’s trials as a gate agent, flight attendant, baggage handler, and remover of lavatory waste. Exposed to the daily struggles faced by employees on the customer side of the airline industry, he develops a deeper understanding of the teamwork, dedication, and sheer talent of his staff. An excellent discussion-starter about post-9/11 employee attitudes and concerns in the competitive, security-conscious air-travel business.
 
Spend and Prosper: A Portrait of J. M. Keynes Few 20th-century economists have had the impact of John Maynard Keynes—the brilliant author of the Keynesian revolution—and his break-the-mold assertion that economies can achieve equilibrium without full employment. This program from the BBC archives, through interviews with Keynes and those who knew him, traces his life and ideas. Quentin Bell, J. K. Galbraith, and Ninette de Valois discuss Keynes’ Theory of Employment, Interest, and Money within the context of the 1970s Monetarist views which faulted Keynes for not having addressed the dynamics of inflation. How Keynes might have viewed modern clashes between labor and industrial management is discussed, along with his belief in economics with a moral basis.
Steering Ford to Superior Quality Under Red Poling’s leadership, Ford was the first U.S. automaker to recognize and respond to Japan’s invasion of the U.S. car market. "Quality Is Job One" became the rallying point around which managers, employees, suppliers, and dealers joined forces to build a better product, build it faster, and do it at a lower cost. Red Poling reveals the strategies he used to guarantee that quality became more than just a slogan at Ford.
Strategic Long-Term Investment Decisions This program explains the following concepts: the Cost of Capital; the Basics of Capital Budgeting; Cash Flow Estimation; and Risk Analysis and the Optimal Capital Budget.
Success Strategies for Minorities This program is addressed to the minority worker; the perceptive manager will learn from the viewpoint of the minority worker how to deal with many of the problems of making diversity a harmonious and not a disruptive fact of life. A prominent African American consultant shares some down-to-earth techniques for success in corporate America, and explains how to turn the anger that results from discrimination into a positive force.
Sumner Redstone: The Making of a Media Empire What do CBS, MTV, VH1, Paramount, Blockbuster, and Nickelodeon all have in common? Sumner Redstone, chairman of parent-company Viacom. A no-nonsense deal-maker with an unquenchable will to survive, Redstone is a man on the move—and at 79 years of age, he is also a man in a hurry. In this ABC News program, Sumner Redstone talks about events that have shaped his life and career, his efforts to establish Viacom in the Chinese market, and a headline-making deal he chose to leave on the table: a merger with AOL. With the clock steadily ticking, the Boston billionaire continues to do what he does best, with no signs of slowing down. (21 minutes, color)
 
Superior Customer Service This program discusses how to put the techniques of customer service into practice. It explains the rationale of providing service to the customer, for the customer saved is the service-provider’s job saved, and the customer pleased is the service-provider’s key to job advancement. Reviewing techniques from the previous programs, this video motivates viewers to implement the lessons of providing customer satisfaction, for the sake of their employers and—in a very direct and immediate way—for their own pleasure and profit.
 
Supply and Demand: Christmas, a Case Study In the industrialized world, Christmas means megabucks to the businesses that can create a fad or spot a trend. Filmed from a U.K. perspective, this program illustrates the annual scramble of key holiday-related industries—toys, video games, music CDs, luxury items, Christmas trees, and holiday foods—to catch the seasonal wave and ride it to high profits. But which products within each category will capture shoppers’ attention? The dynamics of—and glitches in—the global supply and demand cycle are thoroughly covered, factoring in the effects of brands, product licensing, advertising, research and development, and offshore manufacturing. (50 minutes, color)
 
Tailor the Sale Each individual has distinct wants and needs. When a salesperson has properly tailored a sale—chosen exactly which points to stress and which to de-emphasize—the customer feels that the salesperson has taken the time to create something that will address his or her particular needs. This program presents concrete methods that show salespeople how to approach the sale, listen to and assess the customer’s needs, tailor the sale to the customer, and "read" the customer for his or her reactions.
 
Taiwan: A Force to Be Reckoned With "Knowledge is power. Knowledge is money. Money is pride," says Taiwan’s Minister of Education. This program examines Taiwan’s commitment to education that made it one of the world’s most successful industrialized economies, and exposes the high environmental price it has paid. The importance of education is reflected in the Taiwanese constitution, which mandates cooperation between business and education. An executive at China Steel discusses the company’s global success. The program also reveals country scenes, with rivers badly polluted by industrial waste, and cities, where inhabitants are forced to wear masks against rising air pollution.
 
Taking Risks at Intel Before "Intel Inside" became the sine qua non of PC manufacturing, Intel faced the prospect of being squeezed out of the microchip market by Japanese manufacturers who threatened to turn the chip into a commodity. Here, Andrew Grove explains how Intel shrugged off a business-as-usual mindset and began encouraging innovation and experimentation, enabling the company to climb back to the top of an industry where the core product is reinvented every six months.
 
Taxes It’s not what you make but what you keep that counts, goes the saying. In this program, Donald C. Alexander, former Commissioner and Director of the IRS, explains some of the basics that small-business owners need to know about taxes: the tax differences between working for someone else’s business and working for yourself; types of business organizations and their tax consequences; the nature and types of allowable business deductions; deducting for use of your home for business purposes; keeping accurate records and retaining them for the requisite length of time; red-flagging your return for audit; tax shelters; 401k; evaluating inventory; carry-forwards and carry-backs; tax avoidance and tax evasion; dealing with a tax audit; how the IRS works—including the critical information that, while in court a person is presumed innocent until proven guilty, in a tax audit a person or company is presumed guilty until proven innocent.
 
The Auto Industry One of the first industries to globalize, the automotive business provides a blueprint for other industries. Already highly competitive, car manufacturers who are not lean and at the cutting edge of cross-border integration face ruin. They also have huge opportunities because emerging nations hunger for more cars. As the trend of global production by fewer manufacturers accelerates, what factors decide which companies will succeed? We learn from senior executives at Ford, Volkswagen, Peugeot, Lotus and Renault, and DRI, among others.
 
The Clios 2003