SEPTEMBER/OCTOBER 2014 The Sharing Economy Exclusive interview with Paul Zane Pilzer How Sharing Makes Us Happy Are You Guilty of Multitasking? September/October 2014 73 LEAD INTERVIEW The Sharing Revolution A Conversation with Paul Zane Pilzer By Dr. Josephine Gross 20 Networking Times You have a longstanding relationship with network marketing. Can you give us a ou probably know Paul Zane Pilzer from quick recap? his bestselling books Unlimited Wealth: I became known to network marketers in the YThe Theory and Practice of Economic 1990s when I was on the Larry King Live TV show Alchemy (1990) and The Wellness Revolution: being interviewed for my book Unlimited Wealth, How to Make a Fortune in the Next Trillion which Sam Walton endorsed and made standard Dollar Industry (2002). reading for Walmart employees. What you may not know is that Paul Zane With manufacturing moving overseas, every- Pilzer is a world renowned economist, social entre- body was complaining, “We’re losing all our jobs!” preneur, and New York Times bestselling author Which I explained is good. Eighty percent of the of seven more books. He also served in two U.S. value of a retail product is in its distribution, not Presidential administrations and is the founder its manufacturing. In the 1980s if you bought an of five companies, several of which regularly make item that costs $100, $20 was the fully loaded the front page news. manufacturing cost—heading to $10—and $80 Networking Times interviewed Paul about his was distribution cost. This was a big change from book God Wants You to Be Rich (1995) in the sum- the 1960s, where 50 percent of the cost was manu- mer of 2003 for an issue on Spiritual Marketing. facturing and 50 percent was distribution. When we found out he was writing a book on the Manufacturing was the way to make a living, sharing economy and researching its implications but today, you’re not going to get rich trying to for network marketing, we thought it was time to take the 20 percent manufacturing cost and halv- visit him again. ing it down to $10. But you can get rich by asking, “In many ways, network marketing invented “How do I lower distribution cost 10 percent from the sharing economy,” Paul says. “This new busi- $80 per $100 item down to $70, $60, $50?” And ness phenomenon applies the rules of network what was the most expensive part of distribution? marketing to more traditional areas like hotel It was teaching people what the product was and rooms and travel, creating enormous wealth in the how to use it. process, because sharing saves resources and adds The great opportunities lie in distribution, value for everyone involved.” and that’s why Sam Walton’s family was then and Just like network marketing, the sharing is today one of the richest in the world. Walmart economy is about people serving people. Taking doesn’t have a product brand, they just distrib- excellent care of customers comes first and gets re- ute other people’s products. Another example is warded, because they go online and tell everyone Fred Smith who founded Federal Express. Who about it. These are foundational principles for net- had ever heard of an airline that won’t fly people? work marketing, and the technology of the sharing Instead of flying people and putting cargo in the revolution lets everyone actualize and multiply bottom, he flies the cargo up top and became the them.—J.G. most profitable airline. In other words, distribution was king. Network marketing was a great form of distribu- tion that I didn’t know existed when I originally September/October 2014 21 wrote Unlimited Wealth. After my book came out, That brings us to the sharing economy ver- people started contacting me, so that’s how I orig- sus the sharing revolution. inally started working with network marketing Sharing has been the biggest economic shift of companies. the last five to eight years. Most people know the story of Airbnb, which stands for Air Bed & Our readers also know you from the Breakfast. It started with three entrepreneurs Wellness Revolution. who couldn’t pay their rent in San Francisco. So Wellness was a word I brought into our vernacu- they started renting out to convention goers an lar. I didn’t make up it up, it was actually used air mattress on the floor. Overnight that became a mostly by cancer care companies in the 1990s. A $10 billion business and the largest hotel chain in wellness center meant an oncology center. I said, the world in terms of occupied beds every night, “We need a new word to redefine the medical in- simply by allowing people to use technology to dustry,” which I redefined as the sickness industry. take an unused room in their house and share it I said, “The products you take to avoid becoming with a visitor. a customer of the sickness industry are wellness As an economist I am fascinated by this. products.” I wrote the first book, The Next Trillion Sharing has been around since cavemen days. (1999), which talked about a trillion-dollar busi- They figured out, “Let’s not go kill this wild ani- ness coming in wellness. The second book was The mal by ourselves, let’s kill it together and share Wellness Revolution (2002) and that book became the food before it goes bad among four or five the number one foreign book in China as The families.” Fifth Wave. The Chinese liked that book so much, The sharing economy was about creating that from 2002 to 2013 they regularly invited me greater efficiency while lowering cost. You might to China to speak on the wellness revolution. argue marriage is two people sharing the work of In 2007 I wrote The New Wellness Revolution, raising a family. The sharing economy as a way which talked a lot more about network marketing of saving money has always been around, but it’s and its role in the wellness industry. now an enormous phenomenon thanks to technol- The key here was the difference between the ogy. We’ll cover that in a moment. wellness industry and the wellness revolution, The sharing revolution is a term I coined, and because that’s going to segue to what I’m work- it’s the title of my next book. Why do I call it a ing on now. Why was it a revolution? The wellness revolution? Because the reason you share is not industry was around. I started tracking it to show just to half the price, it’s also to double the value. that the wellness industry would hit a trillion dol- While the sharing economy is “get it cheaper,” lars. But it became a revolution when the primary sharing revolution is “get it better.” reason you bought products was wellness. For example, you need a cab to get to the air- For example, you go out to buy orange juice and port. Traditionally you call a cab company and you see on the box “calcium added.” It has 400 mg hope someone’s going to show up. You have no of calcium per serving, more than whole milk. If idea who you’re getting. you buy the product because you want orange juice, With Uber you don’t get a cab, you get a much you’re buying food. But if the primary reason was cleaner, nicer car. You can read the reviews of to get the extra calcium, some type of preventative who your driver is; and most important, when medicine or wellness effect, that’s the revolution. you enter “I want to go to the airport”, you get 22 Networking Times a list of eleven cars that are ready to take you and a GPS map shows you where they are. One of them is eight blocks away, one six blocks away, one is one block away. When you click “Buy it,” you watch the car come to get you. In other words, Uber is a much bet- ter service. While you can’t legally turn a private car into a taxi, Uber skirts all the rules by using technol- One of Paul’s companies is Zaniac Learning, ogy that allows us- offering an after-school curriculum to help kids develop math and technology skills. ers to know lots of things about each other quickly, so they “make friends” first. Then ence. Let’s say if you drive by yourself, the cost it becomes perfectly legal for me to give you a lift of your car, gas, and airport parking is $80. You to the airport. can share the ride with a stranger and knock the Now, suppose you’re in network marketing, cost down to $40. That’s the sharing economy. The and at any given time in your area there are ten sharing revolution is where you schedule that people you’ve been trying to connect with about drive so you can swing by someone’s house to give your business. When trying to book a ride to the him a lift, and this is a person you’ve wanted to airport, wouldn’t you like to press a button that share your network marketing business with, or said, “These are the people you’ve been exchang- she’s on the board of the school you want your ing calls with for the last three weeks.” Because daughter to get into. you are both successful professionals, you haven’t The sharing revolution takes something as had time to meet.