Learning ObjectivesUnderstand TAB’s core businessUnderstand competitors’ core businessLearn what differentiates TAB from other businesses
Have answers and information for prospectsUnderstand the key to selling against your competition Know when to apply key selling points in specific
sales situations
Differentiation
There are two ways to differentiate yourself from your competition:
PriceValueMake your competition irrelevant!
Three
Scared? Go back to the Basics!
What is your core business? What do you do well?
TAB is a peer advisory board and business coaching organization that focuses on practical solutions to opportunities and challenges.
Now, It’s Your Turn
How would you describe your TAB business?
What is your value proposition? What are your three points of
difference?
EXAMPLE: How would you respond to this question: Why should I choose you and TAB over all the others?
TAB Basics: Solid Ground for Your Members
Franchise (local ownership)Exclusive territories (more ideas)Founded in 1990 (Experience)160+ facilitators (Strength/Breadth)Proprietary tools and processes
(efficient)
TAB Features & Differentiations
Monthly SBL Coaching Process TAB Business Vantage® assessment TAB Hotline - for members Tips From the Top® newsletter Each TAB member presents at a
monthly board meeting Several types of boards
Who are the Competitors?
Vistage (TEC)
Renaissance Executive Forums
Local peer boards
Chamber groups
Business coaching organizations (ActionCOACH, The Growth Coach, AdviCoach, Focal Point, SCORE)
Business consultants
Status quo – Doing nothing
Vistage
Vistage is an educational organization promoting professional development, the sharing of best practices, the ability to seek confidential help in critical situations and daily access to a global trust incorporating some of the best current thinking on business issues.
Features Comparison
TAB Franchisor Monthly half-day
meetings Outside speakers
election Monthly individual
coaching Members are non-
competing business owners
Small- to medium-sized business
Hotline
Vistage Independent contractor Monthly full-day
meetings Outside speakers Monthly individual
coaching Members are non-
competing business owners
Larger companies
Features Comparison
TABTAB Business Vantage -
SBL$750 Business
Assessment8-10 per board4 program levels$250-$650 per month*Located in 4 countries
*Chairman's board up to $1,000
Vistage None $2,000 enrollment
fee 12-16 per board 2 program Levels $870-$1,100 per
month Located in 38
countries
Renaissance Core Business
Renaissance is an executive forum that facilitates peers to create improved business performance.
Most similar to TABSmaller—spread out in 9 countries
Features Comparison
TAB Franchisor Monthly 4 hour
meetings Monthly coaching TAB Business Vantage SBL Hotline Local forums and
workshops
Renaissance Franchisor Monthly 5 hour
meetings Quarterly coaching Performance
management programs
Strategies for Success workshops
Features Comparison
TAB150 franchises3,000 membersLocated in 4 countries$750 Business
Assessment Fee$250-$650 per month*
*Chairman's board up to $1,000
Renaissance 50 franchises 1,000+ members Located in 9 countries $295-$695 enrollment
fee $495-$695 per month
Business Coaches and Private Consultants
TAB’s biggest competitors Limited exposure and areas of expertise Limited tools and processes No advice or input from peers Development opportunities and support
programs vary Government/local programs
SCORE
ActionCOACH’s Core Business (Brad Sugars)
ActionCOACHAims to improve business processes by
addressing five key areas of a business. The primary focus is offering structured consulting in marketing and sales.
Features Comparison
TABFranchisorMonthly coaching
sessionsHot-lineMonthly half-day Board
meetings$295 -$650 monthly*
*Chairman's board up to $1,000
ActionCOACH1-on-1 coaching 4
times a monthStructured programs in
sales/marketing$1,000 -$1,200
monthly
The Growth Coach
The Growth CoachHelps small business owners,
franchisees, managers and self-employed professionals leverage their time, talents and resources.
Holds clients accountable to themselves for their decisions and provides them with an objective perspective to elevate their performance and results.
Features Comparison
TAB Franchisor Monthly coaching
sessions 3,000 members 150 franchises
The Growth Coach Franchisor Group, one-on-one and
telecoaching 41 franchises $2,500 per year Founded 2002
Chamber Groups
No private coaching sessions Participants sit and discuss items
with competitors No business structure Facilitators are not trained Lack of attendance Limited tools or processes