Trends in the 2007's Business and Design Landscape
Jess McMullin over at bplusd has created and visual graphic of the Business and Design Landscape for 2007.
Continue reading "Trends in the 2007's Business and Design Landscape" »
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Jess McMullin over at bplusd has created and visual graphic of the Business and Design Landscape for 2007.
Continue reading "Trends in the 2007's Business and Design Landscape" »
by: John Caddell
I had a web hit from someone at Microsoft today, and what I thought was funny was that the searcher used Google.com. That reminded me of a story.
Continue reading "Don't Forget to Love Your Own Company's Brands" »
by: Guy Kawasaki
This is the final issue of Science Daily Week. Here’s a three-fer.
by: Guy Kawasaki
Today’s Science Daily tidbit is that advertising during television programs with sexy content is less effective than during programs with no sexy content. This is the research finding
of Ellie Parker and Adrian Furnham of the Department of Psychology of the University College London.
Continue reading "Science Daily Week: Advertising and Sexy Content" »
by: Karl Long
In what appears to be the greatest lack of imagination since someone put a radio show on television marketers continue to build shops in secondlife. Just stop it, secondlife is an environment where you can build anything, ANYTHING, replicas of buildings are about the most mundane thing you can possibly build there.
Continue reading "Dear Marketers, Stop Creating Replicas Of Your Shops In SecondLife" »
by: Dominic Basulto
It looks like Samsung is opening up its R&D process to outsiders. (Hat tip: Chris F. Masse of the Midas Oracle) The new Pitch Your Ideas site from Samsung encourages Internet visitors to type in ideas for new products and services to a group of three actor-avatars: a Kelly Ripa look-alike; a dude in a nondescript gray business suit; and an eccentric, Dieter Zetsche-y fellow in a white lab coat.
by: John Caddell
If you thought cost-plus pricing went out with the Reagan administration, read today's front page Wall Street Journal article on Parker Hannifin Corporation and the efforts by its CEO to overhaul its decades-old pricing approach.
Continue reading "Think business as usual doesn't cost you money? Check out Parker Hannifin" »
by: Guy Kawasaki
Science Daily Week continues with the study of assistant professor Vanessa Patrick (University of Georgia) along with co-authors Debbie MacInnis and C. Whan Park (University of Southern California): “Marketing: Too Much Hype Backfires.”
by: Dominic Basulto
What if Madonna had a sale at H&M to unveil her new special-edition clothing line and nobody came? Judging by the obligatory "empty store" pics in newspapers around the world, this is exactly what happened.
Continue reading "What Madonna can teach you about innovation" »
by: Nancy Baym
I’ve had a half-written post lying around for a long time in which I wanted to reflect on the change from tape trading to torrenting but I’ve never been quite sure what its final point is. This excellent article about bootlegging, in conjunction with a couple of emails I’ve gotten recently from people talking about differential levels of respect for bands that do and don’t allow bootlegging, makes me want to finish that post.
by: Ilya Vedrashko
I just watched Second Life hit five million residents (happened between 3.47 and 4.04 pm EST). It was three million last time I did the Second Life Shorts edition in end-January.
by: Roger Dooley
What’s the worst way to sell something? According to Carnegie Mellon University economics and psychology professor George Loewenstein (see The Pain of Buying and Brain Scans Predict Buying Behavior), selling products in a way that the consumer sees the price increase with every bit of consumption causes the most “pain”.
Continue reading "Painful Sushi and Other Pricing Blunders" »
by: Dominic Basulto
The Economist has caught the innovation bug -- as part of Project Red Stripe, a team of Economist staff members are assembling some of the best ideas from around the Web in order to generate innovative new ideas for the magazine:
by: David Wigder
Marketers have historically faced an uphill battle when it comes to marketing eco-friendly goods. Simply put, it is difficult to influence consumer purchase behavior without first impacting attitudes and values. These values, however, take a concerted effort over a long period of time to change.
by: Karl Long
In an recent article on MarketingVox with the headline “Advertisers Line up at YouTube Killer’s Door” they talk about how big advertisers are all getting behind a video site being planned by NBC.
Continue reading "Big Advertisers Insanity - The Upfront For A Theoretical YouTube Killer" »
by: Iqbal Mohammed
[An excerpt from my recent paper entitled 'The Elongating Tail of Brand Communication: An approach to brand building incorporating Long Tail economics.']
by: Ilya Vedrashko
I still can't understand why everyone's so excited about Twitter, which looks like a pinnacle of narcissism and is more boring to read then The Dullest Blog in the World, but in case you care, here's how an online shop Woot is using it to send out alerts about its new products.
Original Post: http://adverlab.blogspot.com/2007/03/advertising-with-twitter.html
by: John Caddell
Innovation via employee-generated ideas fails at most companies. Employees generate a number of ill-thought-through concepts that management, to its embarrassment, must quickly discard. "Winners" get a handshake, a plaque, perhaps a $100 check. Eventually comes a suspension, termination or petering out of the idea-generation initiative, which then finds its way into the lore of company failures, never to be repeated.
Continue reading "Ask more of, and raise rewards for, employee idea-generators" »
by: Joel Makower
Thanks in large part to Al Gore, climate movies are the new black.
There are two out this week with a distinctly business focus -- both making the case that proactive corporate climate initiatives can be a boon for the economy, the environment, and for company competitiveness.
Continue reading "The Corporate Climate Revolution Will Be Televised" »
Continue reading "Welcome To Haute Mexique - High Mexican" »
by: Jon Miller
Content is critical for lead nurturing. Whether it is a case study, new research on some aspect of your industry, a how-to guide, or a whitepaper, content is what makes your lead nurturing programs work – and lead nurturing is what helps marketing drive more revenue to sales.
"design" is inherently about control.
~Ed Lee
Allow me to tell a story. This story is fictional, but maybe you’ll find value in it and maybe you wont. Either way, I'll be honored that you read it.
by: Roger Dooley
One of the great buzzwords in recent years has been “customer engagement,” generally taken to mean how emotionally involved customers are with a product or brand.
Continue reading "Branding, Customer Engagement, and Neuromarketing" »
by: C. Sven Johnson
Earlier this week I read that NASA was getting into the MMOG scene (Link - PDF for internal call for proposals). Far from coming as a surprise, I find it odd that they’ve not already developed a space-based property. How many people have ever played simple “Lander” videogames where you have limited fuel and have to settle your little 2D vectorized, spindly-legged spaceship on harsh “moon” terrain? Many, I’m sure. It’s an old game. And it always seemed to me that NASA was a natural for this stuff.
by: Ilya Vedrashko
Press release: "In a survey of 200 participants conducted by the agency Komjuniti, Second Life users (“avatars”) were questioned about their perceptions, their satisfaction with the products on offer and the brand content in the online community.
Continue reading "Study: Second Lifers Unhappy with Brands" »
by: Roger Dooley
Why do people react with fear when they see a snake, even though they have never been bitten by a snake or even had much contact with the reptiles? New research shows that the same areas of the brain that react to a personal experience involving pain or fear also react to watching someone else exhibit fear in response to the stimulus.
by: Dominic Basulto
Coors Light is planning a new online advertising campaign, scheduled for mid-April, that will promote 4:53 as the new 5:00 for office workers.
by: Karl Long
Of all the various social networking, citizen media, digg like things going on, dotherightthing.com appeals to me a great deal. Essentially it is a site that allows people to share stories about companies and how their policies are effecting the world, and people can vote on the “importantness” of the stories.
Continue reading "Getting Companies To Do The Right Thing - dotherightthing.com" »
by: danah boyd
At a dinner party long ago, a debate emerged about the importance of forgetting versus the techno-utopian desire to remember *everything*. As the animation level of the debate approached unmanageable, a woman at the table confronted the most vocal of the anti-forgetting people, asking him if he was the first child. He looked at her oddly and said no, the second. She smirked and told him that he should be thankful for the power of forgetting because no woman in her right mind would ever go through childbirth a second time if she could clearly recall the pain involved. Needless to say, her point resulted in many muted giggles.
Continue reading "to remember or to forget? on babies and beer goggles" »
By: David Armano
"David—good design is good business and you have demonstrated an ability to design conversations".
This is part of a handwritten note I recieved from Valeria Maltoni a while back, which came along with a signed copy of Mavericks at Work. The book and note was a nice gesture. And a source of inspiration.
by: John Caddell
It's called a "confidence" game, right? Why? Because you give me your confidence? No, because I give you mine. So what we have here, in addition to "Adventures in Human Misery," is a short course in psychology. - David Mamet, House of Games screenplay, p. 34 (Photo still from the MGM DVD.)
by: Dick Stroud
According to WS’s study, titled "B2F Connections," boomers serve as important information sources for fellow boomers when making purchasing decisions.
by: Ilya Vedrashko
Wired ran a story yesterday by Dave Demerjian on the future of ad technologies. I've got a chance to share a few thoughts for the article (ad robots and such), but naturally not everything we talked about found its way into the print. Here are a couple of questions that have come up that I thought I'd share. (image credit)
Ever wondered what if a computer was designed with an interface that never required using a button for clicking? Is it more intuitive or has clicking been ingrained in our psyche?
By: David Armano
Stop what you're doing and go read this.
by: Jon Miller
Strewn around my house are pens, coffee cups, calculators, USB memory sticks, and assorted swag from various companies I've met over the years. What is the purpose of all this stuff? Does having a leather portfolio with a vendor's logo on it make me more likely to buy their products?
Continue reading "B2B Branding - Why Branding Matters in B2B Marketing" »
by: Dominic Basulto
In Part 3 of CNBC's Business of Innovation series, Maria Bartiromo and co-host Roger Schank focus on the role of the customer during the innovation process.
Continue reading "The Business of Innovation: The role of customers" »
by: David Wigder
It was not too surprising that Wal-Mart announced last week that it intends to provide its customers with carbon ratings for the electronics products it sells.
Continue reading "Green Labels as Driver of Consumption and Loyalty Programs" »
by: Dick Stroud
As part of a three part series about the “Blair Years” the BBC broadcasted three programmes about how life has fared for three groups in society, during the past decade. This is an extract from the first programme about Baby Boomers.
by: Dominic Basulto
This thought-provoking cartoon, distributed by the Universal Press Syndicate, is called Unclestiltskin. What happens to America when we deplete all of our natural resources and realize that we've squandered away our long-term future in favor of short-term profits?
Continue reading "Thinking in terms of business ecosystems" »
by: Sigurd Rinde
Drive a hybrid. Buy carbon-dioxide offset points when flying. Use the bike. Things you and I can do.
Renewable energy. R&D funding. Taxes on fuel. Tax rebates. Stuff our governments can do.
By: Stefan Kolle
Several initiatives to do some real world good by using the virtual world of gaming struck my eye today.
One Big Game is a non-profit that wants to raise funds for children's charities by involving the gaming industry. Their slogan is 'Play, so others can'. Although early stage, they show an impressive advisory board, and I'm optimistic this initiative will succeed.by: danah boyd
When adults aren't dismissing MySpace as the land-o-predators, they're often accusing it of producing narcissistic children.
by: Roger Dooley
Marketers, start your engines… a new fitness boom is about to begin. Neuroscience is back in the spotlight again, this time on the front cover of Newsweek in an article titled Stronger, Faster, Smarter. The article reports on work being done at the University of Illinois, UCLA, Columbia University, and other locations to establish the relationship between physical exercise and improved brain fitness.
Continue reading "Brain Improvement to Spark Fitness Boom" »
by: Ilya Vedrashko
Last night, an AdSense ad popped up on the site promoting a new pre-canned ads service Idea House. This looks like a place where a small business owner without a big ad budget can go and get a creative slapped together by moonlighting agency folks with stock photos (here's the one with the morgue tag at Getty.) and some copy. Love the FAQs:
by: danah boyd
I'm often asked what "Web 3.0" will be about. Lately, i have found myself talking about two critical stages of web sociality in order to explain where we're going. I realized that i never succinctly described this here so i thought i should.
by: Dick Stroud
A couple of weeks back I gave a Webinar for Microsoft Office Live about ways to improve online marketing to older consumers.
by: Ilya Vedrashko
A new social 3D space Kaneva is launching soon, but apparently they just opened their doors for a public beta and guess who has sneaked (snuk?) in. In a nutshell, it's a rather good-looking MySpace-like social networking site in 3D that lets its users to customize rooms with stuff (photos, video and music).
by: Sigurd Rinde
We ask questions when we want to make the world better.
Like when we want to use less resources, become better, earn more money - or when we want to help a customer to do any or all of the above and thus be able to deliver a product or service.
by: Karl Long
I wish I could find the slides for this talk from Kathy Sierra at SXSW. It’s actually possible to peace this together if you listen to this as an audio file of the talk, read this write up with some pictures, and read this post from Kathy that describes the canyon of pain/suck.
by: Lynette Webb
I came across this image a while back and liked it so much I decided to use it to do a shorter version of this chart, which - although I like it - is a bit of a mouthful of a quote!
www.flickr.com/photos/lynetter/322112273/in/set-720575941...
Continue reading "i'm a digital immigrant - need to assimilate" »
by: Dominic Basulto
With much of the mainstream business media focusing on rapid, revolutionary change, it's always a treat to discover bloggers and consultants who adopt more of an evolutionary view of business innovation.
Continue reading "The Innovation Ecosystem blog analyzes Brand Evolution" »
By: Ilya Vedrashko
E-ink, 3D printers, disintegrator, mindwipes, replicators, human memory downloads, reputation trading, 3D fax, video wallpaper, virtual reality windows.
Click image to enlarge.
by: Guy Kawasaki
Avenue A Razorfish
recently published the 2007 Digital Outlook Report (6230.6K)
. This report examines trends in the way consumers, publishers, and advertisers employ digital media to have a conversation with each other.
by: Dick Stroud
Apparently the Dove pro.age ads are not being shown in some countries because the sight of naked older ladies is thought to be too much for the fragile viewers.
by: Lynette Webb
I’m gradually working my way through the backlog of quotes I have stacked up to write a slide on. Of course, the irony is that no sooner do I catch up than I find a whole lot more and the cycle begins again. I think a key skill of the digital age is being able to cope with feeling constantly overwhelmed/behind/drowning in “stuff to do” and still remain calm & productive & happy. Let’s just say I’m in training. ;-)
Click image to enlarge.
by: Roger Dooley
One of the more interesting marketing books in recent years is The Long Tail: Why the Future of Business Is Selling Less of More by Chris Anderson. The concept is deceptively simple - historically, most efforts have been focused on the relatively small number of very popular products.
By: Ilya Vedrashko
OTOInsights: "One to One Interactive and Innerscope Research had 25 individuals observe 11 viral videos that were uploaded to NewGrounds.com. Our hypothesis was that neurological measures of media engagement could accurately predict the ratings that the NewGrounds online community assigned to viral content.
By: David Armano

How do you know when you really, really like a blog? How can you tell what's special vs. what's just OK? How do you decide what should stay on your feedlist, in your bookmarks or inbox?
by: Joel Makower
The natural products industry has become a screaming success. That's mostly good news. It also offers some cautionary tales for the sustainable business sector.
Continue reading "The Spoils of Success for the Natural Products Industry" »
by: C. Sven Johnson
Yesterday I spent some time watching the videostreams from SXSW Interactive. One of the more interesting discussions imo was the “Virtual Worlds and Virtual Humans: NPCs and Avatars” panel. For a recap, you can check out Clickable Culture (Link). For continuing thoughts from one of the panelists, I’d suggest surfing over to Susan Wu’s blog and reading her entry (Link) as I suspect those of you who regularly visit this blog will see some familiar thoughts popping up in her comments.
by: Michael Hoexter
As the reality of global warming dawns for even the more resistant deniers of the problem, there are now a bunch of proposals and ideas regarding how we are going to tap into energy sources and do work in a future sustainable society.
Click image to enlarge.
Continue reading "The Electron Economy: the Energy Future is nearer than you think ..." »
by: Alain Thys
When looking at part 1 and part 2 of the unveiling of Sony Home for the PS3, I was dazzled by what I can only describe as a cool combo of an über-interface to the Sony media-world and a hi-res version of Second Life for my living room TV. Even my wife started saying she wanted a PS3.
Continue reading "Sony Home ... Why Can't I Make My Own Stuff?" »
by: John Caddell
I had to do some cold calling today, so naturally I worked from Jeff Thull's script. It's simply the best approach I know to keep the dignity of the customer intact while you're interrupting them with an unsolicited pitch.
Continue reading "Cold calling with dignity (yours and the prospect's)" »
by: Jon Miller
RainToday.com's recent report "What's Working In Lead Generation" got me thinking about the relationship of thought leadership to branding and lead nurturing. In B2B marketing, all three serve the same purpose: to establish your company as a trusted adviser, so when a prospect is ready to buy, he or she will think of you and will want to speak with your sales reps.
Continue reading "How To Use Thought Leadership To Build Brands and Nurture Leads" »
by: Roger Dooley
Exciting new research shows that subliminal messages do reach the brain, although their impact on behavior has yet to be demonstrated.
By: David Armano
Once upon a time we were consumers. We watched commercials. Brands spoke to us—we didn't speak to them.
by: Karl Long
Over the last couple of months i’ve started to become convinced that the concept of games is going to evolve over the next decade blending more and more the real world and virtual.
by: Alain Thys
If you decide to start your weekend with a little bit of inspiration overload, have a look A Blog List which Stefano Ricci put together. Stefano runs Elmanco, an Italian consultancy in art direction and cool hunting. He's put together this list to provide inspiration to professionals in graphic and industrial design, fashion, technology, advertising and new trends.
by: C. Sven Johnson
Joi Ito has an excellent post specifically regarding the game industry but generally about business (and design) titled “Talking to the game execs” (Link). Here’s a couple of excerpts:
By: Ilya Vedrashko
In its Paris store, Adidas has installed a virtual mirror that, instead of displaying a true reflection, shows a 3D image of customers' feet with different shoe models on them. Gizmag writes, "The camera captures the customer’s feet and legs and displays them as a video scene on the monitor. The various shoe models are inserted into this picture. Customers can now try on a variety of models in front of a virtual mirror without changing their shoes. They can navigate through the collection by simply pointing at products on a computer screen."by: Guy Kawasaki
This is a picture of my copy of Founders at Work: Stories of Startups’ Early Days. It has broken my record for the “book with most stickies.” My system is that the stickies on the top edge are ideas for my next book, and the ones on the side are ideas for this blog.
by: Dominic Basulto
Apple has a long track record of introducing innovative new products, such as the iPod and the iPhone, to popular and critical acclaim. In a witty satire piece, The Onion suggests that the next step for Apple is to create the iLaunch, an innovative way of introducing innovative products:
Continue reading "Apple and the art of introducing innovative new products" »
by: C. Sven Johnson
Nice interview with John Maeda over on Wired (Link). I particularly liked this exchange because he’s saying the same thing I’ve been saying elsewhere:
by: Roger Dooley
One of the hottest marketing techniques in the last year has been viral video - create a clever enough video segment, and with minimal promotion it can reach a Super Bowl ad-sized audience for a tiny-fraction of the cost.
by: John Caddell
Two of my favorite bloggers have posted on Ira Glass' (This American Life) videos on storytelling.
Continue reading "Public radio's Ira Glass on storytelling" »
by: Sigurd Rinde
Hey guys, this is for you! Yes you.
Actually it's for those (there are many of you) who strike up every conversation with:
Continue reading "Extreme Business Planning (Again) - You're Nobody's Market and Embrace Failure" »
by: Joel Makower
The clean-technology revolution continues apace, with each week bringing a new and exciting development, it seems.
by: Josh Hawkins
I try not to make too many armchair predictions, but after the New York Times reported Cisco's recent acquisition of social networking service Tribe.net, I'm throwing caution to the wind.
by: Alain Thys
If advertising is so effective, why are CNN, airport billboards and business magazines free from ads in which agencies promote themselves to business audiences? I always ask this question "tongue in cheek", but lately the cheekiness is waning. Ad-effectiveness is plummeting all-round and both brand owners and consumers are nearing the point where indifference turns into annoyance.
by: Lynette Webb
I like this quote, although I would take it even further - in my mind, it’s not only video games, it’s social networking, blogs…etc. For many people today, the lines between real life and ‘virtual’ life are already blurred and becoming more so.
Click image to enlarge.
by: Karl Long
I’m currently at GDC (Game Developer Conference) and have just listened to Trip Hawkins, CEO of Digital Chocolate a mobile game development company, and considering he founded EA (Electronic Arts) he’s probably worth listening to. His keynote speech was titled “Making Mobile Phones the Ultimate Game Platform”.
Continue reading "GDC Mobile - The Future of Mobile Games Will be Social" »
“There is a design revolution, but nobody really knows what it is” ~ Karim Rashid
I was reminded of this quote, that Karim commented at the International Design Forum in Singapore a few years back, while I was having a interesting debate with long time Design Sojourn reader and fellow design blogger csven. I must admit I had struggled with this article as it’s such a difficult topic to wrap my mind around. Hopefully this “prequel” would clarify a few things for you dear reader, and perhaps for me as well! Or it would just open another can of worms!
Continue reading "The Future State of a Product's Existence?" »
CHANGE THE MODEL,
CHANGE THE WORLD
Keynote Speech: By Scott Goodson, the founder of StrawberryFrog and Chairman
of the 2007 Global Future Marketing Summit in New York City, March 5th.
by: Alain Thys
Exactly a year ago this blog went "live" and we just wanted to thank everyone who's been part of making it something much more successful than we ever thought it would be. Today, we've got about 25,000 regular readers, over 1,400 posts, and more importantly, our base of daily feedburner subscribers keeps growing by the week (currently at 2,500).
by: Dick Stroud
This week I gave a conference speech with Jo Rigby from OMD. The event was staged by the Ingenious Group, the UK’s leading social marketing company.
by: C. Sven Johnson
While surfing through YouTube and discovering both legitimate and pirated concert footage, I realized that never before has a generation grown up seeing celebrity lifespans in such a vividly compressed manner.
by: Lynette Webb
I’ve got iPods on the brain today. Here’s another quote from the same article (and book).
“The iPod is only the most recent, and most compelling, advance in a movement of portable cocooning that's been underway for decades. In 1974, sociologist Raymond Williams used the term "mobile privatization" to describe the phenomenon of people forming technological bubbles around themselves. Click image to enlarge.
Continue reading "ipod is most recent advance in portable cocooning" »
by: David Polinchock
Wasting part of the day today while waiting for a package to arrive and came across this video. You have to watch it all the way through to get the punch line. Anyone know if Crispin did it? Click here to watch video.
by: Jon Miller
Countless companies end up with poor sales-marketing alignment because they suffer from Bad Lead-itis. This crippling disease can destroy marketing's credibility, waste demand generation dollars, and damage your company's brand reputation.
Continue reading "Do You Recognize the 4 Warning Signs of Bad Lead-itis?" »
By: David Armano
The screen you are looking at is the actual OS called Sugar which runs on the "$100.00 Laptop" you've most likely heard about. The Laptop is aimed at bringing personal computing and Internet connectivity to impoverished nations. It can establish a " special Wi-Fi network" by connecting to other computers. The user can interact with friends on this network and even get invitations to participate in their activities.
Click image to enlarge.
by: Lynette Webb
And one final quote from the same article that I couldn’t resist. I was reminded of this last weekend when listening to Jonathan Ross on radio 2… he was talking about how nowadays he seldom listens to the end of any song, he’s always fast-forwarding to the next. I’m the same and I guess it’s fairly common. The only bad thing is that iTunes hasn’t quite caught up with that behaviour yet.
Click image to enlarge.
Continue reading "ipod scroll has made us a skipforward generation" »
by: Lynette Webb
No need to say much about this. It’s a bit tongue in cheek, but I’ve had this quote sitting round for a while and today I stumbled across the perfect image for it. It’s a reminder of just how fast things like the iPod have spread.
Click image to enlarge.
Continue reading "no-one would have believed ipod more popular than beer" »
by: Roger Dooley
One of the more intriguing concepts in neuromarketing is priming, i.e., influencing an individual’s behavior by the introduction of various subtle cues.
By: Ilya Vedrashko
Have run into a couple of articles discussing the advertising side of Joost, an upcoming video delivery service from the makers of Skype and Kazaa. (From their site: "Joost uses secure peer-to-peer technology to stream programmes to your computer. Unlike other TV and video-based web applications, it does not require users to download any files to their computers or browse through complicated websites.")
by: Dominic Basulto
Writing in the March 2007 issue of Harvard Business Review, business school professors Satish Nambisan and Mohanbir Sawhney describe how the Innovation Capitalist can help consumer product companies with the external sourcing of innovation.
by: Dominic Basulto
Have you ever had an innovative business idea and wondered whether Google would be interested?
Continue reading "If you're an innovator, Google can hear you" »
By: David Armano

When Arnold Schwarzenegger first came to the United States, he started a small bricklaying business with fellow bodybuilder and immigrant Franco Columbu. The business wasn't off to a good start. In fact, even though the pair undersold the competition—they were having a hard time finding work.