A Daily Dose of the American Dream Alan C. Elliott The American Dream is one of success. It is about new ideas, work, and coming back when you are down. There are times of struggle, failure and defeat. Then you pick yourself up and try again. One day you see victory. Success is often this kind of a journey. Along the road to victory you need a little help, a little dose of something that will keep you on the right track. Other people faced problems, and kept on going. You can do it too. These "Daily Doses" are stories of everyday people who became extraordinary by having the will to fulfill their dreams. These are doses of common sense and insight from people who have discovered what it takes to succeed. By taking these lessons to heart, you will be able to sharpen your own personal skills on the way to fulfilling your dream. Speakers and writers will find this material valuable as a source of illustrations, quotes, and inspiration. January 1 Ole Evinrude "Everything that is new or uncommon raises a pleasure in the imagination, because it fills the soul with an agreeable surprise." Joseph Addison It was a hot August afternoon as Bess Cary, Ole Evinrude and friends picnicked on an island two miles from shore. The sweltering heat made Bess think about one thing, ice cream. Ole was deeply in love and would do anything for Bess. Jumping in the row boat, he made it to shore quickly. Onthe way back, however, the breeze was against him, and the ice cream was melting fast. When he made it back and they were drinking the ice cream, Ole's mind was on something else. The big Norwegian had owned a company that made small gasoline engines, but it had failed. He had also helped Harley and Davidson develop an air-cooled engine. Now he thought of ways tomake a small engine to propel a row boat. Bess and Ole were married in 1906, and Ole worked on his project. In 1909, he built his first outboard motor. Bess thought it looked like a coffee grinder, but when Ole took it down to the river, he amazed the deckhands byskimming around the water at five miles per hour. Confident in his design, Ole made a few cosmetic changes, and built engine number 2. This time he loaned it to a friend, who promptly ordered 10, and paid in cash. Bess and Ole went into business, with Bess doing the correspondence. She analyzed the market and wrote an advertisement that began "DON'T ROW, use the Evinrude Detachable Row Boat Motor." With Ole in the shop, and Bess in the office, the Evinrude became a success. CONSIDER THIS: How often has a product been made that takes away drudgery? That is the kind of machines Americans want. January 2 Edison's Bright Idea "Genius is one percent inspiration and ninety-nine percent perspiration." Thomas Edison In 1878, when Edison announced that he would have a working small electric light "in a matter of weeks," gas stocks plummeted. Riding on his already legendary reputation, Edison raised money, organized the Edison Electric Light Company, and set out to invent the electric light. The trick was simply to find the correct element for the light filament. Thousands of materials were tested, but none lasted beyond a few seconds. After months of failure, Edison hired a physics expert named Francis Up ton. With Upton's help, the experimentation focused on a platinum filament, which showed some promise. It was now 1879. Work began early each morning, and Edison spent most of the day flitting from workbench to work bench observing the trials. At night he often took to the pipe organ as a diversion. By mid-1879 it was clear that the platinum lamp would not work. In October of 1879, Upton and Edison's assistant Charles Bachelor began researching carbon. They devised a lamp with a short carbonized thread in avacuum. Beginning on KEY:1021 October 21, 1879, the carbonized lamp remained lit for October 21, 1879, the carbonized lamp remained lit for 40 hours. The road had been messy, discouraging, and very non-romantic, but success was finally reached. Edison believed the light could be invented. He placed his reputation on the line and faced more than a thousand failures before seeing that first successful lamp. CONSIDER THIS: If you have a good idea, work toward its completion. The road may be messy and discouraging but the success will be sweet. January 3 Grace Hopper on Leadership "If everyone is thinking alike, then no one is thinking." General George S.Patton To many people in the computer industry, Grace Hopper is the "mother" of programming. In an area that was dominated by men, she stands out as a pioneer. When she worked on the Mark I computer during World War II, computers were a series of delicate elecro-mechanical switches. Hopper records that one day the computer wouldn't work. After a painstaking searchof the equipment, a moth was found in one of the switches. The moth was removed and taped in the day's journal, where Hopper noted that she had "debugged" the computer. Hopper played a major role in developing programming languages for computers. She remained in the Navy until retirement as a rear admiral in 1986. In a CBS interview, Hopper related her thoughts on leader ship. "Somewhere along the line we lost our leadership. Quality of leadership is a two-way street. It is loyalty up and loyalty down. Respect your superior; keep him informed what you're up to, and take care of your crew. When the going getsrough, you cannot manage a man into battle, you must lead him. You manage things, you lead people." Then she revealed a secret, "(Leaders) when in doubt, don't ask, just do; many times it is easier to apologize than to getpermission. The big rewards go to the people who take the big risks. A shipin port is safe, but that's not what a ship is built for." CONSIDER THIS: Do you believe in something enough to be a leader? Will you take the risk involved? Are you prepared to take the responsibility for failure or the glory for success? January 4 Why Make Money? "The best way to make money is not to have money as your primary goal. I'veseen great people come into the business world primarily motivated to make money. Almost without exception, they failed." H. Ross Perot To H. Ross Perot, money is a by-product of doing an excellent job. As an IBM employee, he had the idea to provide a broad range of computer servicesto customers. IBM did not buy the idea, so Perot created his own company, EDS, that made him one of the richest men in the world. In speeches, Perot has counseled young entrepreneurs that financial success comes because you are doing something better than anyone else. "The acquisition of tangible things does not bring happiness. Success is doing something you enjoy, and doing it well." Andrew Carnegie, the billionaire steel tycoon believed that the sole purpose of being rich was to give money away. A wealthy man befriended Andrew when he was poor and allowed him to borrow books from his personal library. When Carnegie became rich, he donated much of his money to start the largest free loan library system in the world. Julius Rosenwald, the man who turned the Sears Roebuck Company from a small operation on the verge of bankruptcy to the giant retailer of today was responsible for developing and promoting the system of county agents and the 4-H club. His goal was to bring prosperity and education to rural America. CONSIDER THIS: Why does your organization exist? Whom do you help through your acquisition of wealth? Are you doing what makes you fulfilled and happy? January 5 Famous Amos Cookies "It's important to start . . . start from right where you are." Wally Amos Wally Amos is one of the most successful black entrepreneurs in America. Hecalls himself the Jackie Robinson of the theatrical business. It was Amos who "discovered" Simon and Garfunkel in a Manhattan club. Amos promoted talent at the William Morris Agency until he discovered something better. Afriend of Amos' dropped by one night with a batch of freshly baked chocolate chip cookies. Wow! He wanted to know how to make them himself. Simple. They were made from the recipe on the bag of Nestle's chocolate chips. Amos' promoter mind went crazy. He had "discovered" something BIG. After months of making cookies for all his friends, and perfecting the recipe to make it his own, Amos was ready to let the world in on his new discovery. It was opening night in Los Angeles. Two thousand people were sent special invitations. A red carpet decorated the sidewalk. Celebrities arrived in limousines. Music was playing, and champagne was flowing. It was the opening of . . . "Famous" Amos's first chocolate chip cookie store. Amos promoted his cookies nationwide, marketing them to exclusive department stores and specialty shops. Within five years, annual sales of Famous Amos cookies went to five million dollars. Not everyone can afford a car phone, a Rolls Royce, a penthouse, or diamonds. Everyone can afford the world's most exclusive cookie. CONSIDER THIS: What's out there waiting to be "discovered?" Look around. Itmay be the simplest, every day thing that you can make the "best in the world." January 6 Managers and Leaders "The human race is governed by its imagination." Napoleon In a classic study of managers and leaders, Abraham Zaleznik compared and contrasted the traits of people in both roles. He concluded that both managers and leaders are important in making an organization function well.In his estimation, managers and leaders have basic and fundamentally different behavioral traits. Managers tend to take an impersonal and passive view of organizational goals. Goals should be met within the confines of normal work activity. Well-defined, low-risk activities are used to achieve the goals. Managers pay attention to the interests of all opposing parties to work out acceptable compromises. Managerial relationships tend to be professional and impersonal. They feel loyalty to the organization and fit into the corporate structure. Leaders march to the beat of a different drummer. They take goals as personal quests. They get excited about tasks. They speak with adjectives rich in emotional content and view work as whatever it takes to meet the goals. Bend the rules! Meet the goals! Take calculated risks! Leaders tend to develop highly charged relationships with a few individuals, but do not mind working alone - if that is what it takes. As such, leaders often attract feelings of love and/or hate. Leaders tend to have a feeling of self worth separate from the organization. They often go beyond the bounds of an organization's norms to insure that a task is completed. CONSIDER THIS: What is your role in your organization? Are you and the people you work with in roles that fit their basic personality? Are you making the most of the natural gifts of yourself and those you work with? January 7 Ken Olsen on Values "We have committed the Golden Rule to memory, now let us commit it to life." Edwin Markham Ken Olsen, founder of Digital Equipment Corporation (DEC), is a nuts-and-bolts engineer who has kept his down-home beliefs in product quality and has kept in touch with the growing edge of the computer business. In an age when all computers were monoliths, DEC created a small (for the era) computer that was rugged and well thought out. Olsen gives credit to Christianity for his success. For years, Olsen began Tuesday mornings at a break fast organized by Thompson Phillips, the CEO of Raytheon Corp. The conversations often revolved around applying Christian principles to the business world. Olsen's management principles are taken from Christian teachings, and he sometimes quotes hymns to make a managerial point. At home, the Olsens wash their own dishes and redecorate the same house they have lived in since DEC was a small, obscure company. Olsen's heroes are the Puritans. To him, they were tough and well equipped to cope with failure. They never expected too much from sinful man and never blamed others for their mistakes. Olsen lives his beliefs. He often eats in the company cafeteria with everyone else. He encourages people to voice their differences and welcomes advice. When he felt his executives were too far removed from the customer, he "invited" 24 of them to a warehouse where they put together computers from morning until dusk. To Olsen, the rise of his company to 10 billion dollars in sales has been a spiritual odyssey based on the simple elegance of the Golden Rule. CONSIDER THIS: What are the basic values that drive you to succeed? January 8 Fashionable Success "The soul of this man is his clothes." Shakespeare At virtually any store in the free world, you can find racks filled with designer fashions. That was not always the case. Before the 1970s they werefound only in the most exclusive stores. Calvin Klein changed all that. Calvin seemed to have a knack for fashion even as a child. Sometimes he would help his friends buy clothes. It was natural for Klein to consider fashion as a career. He studied at Manhattan's Fashion Institute of Technology in the hopes of becoming a designer. After graduation and for six long years Calvin struggled with low-paying jobs around New York's fashion district. Perhaps he was in the wrong industry. He considered joining a family friend in the grocery business. Instead, his friend was so convinced of Klein's talent that he seeded Calvin with $10,000 to begin Calvin Klein Ltd. In 1968 Klein began by designing women's coats. They were classy, simple and elegant and fitted right into the changing lifestyles of the era. Klein seemed to have a knackfor the tastes of the "post-hippy" generation. His comfortable, stylish andrelatively inexpensive clothes introduced the concept of designer fashion to a whole generation. By 1975 Klein had won three consecutive Coty awards and was inducted into the Coty Hall of Fame. CONSIDER THIS: What are you good at doing? What do you enjoy doing? Is there any way you can do it for a living? Can you use that talent in the work you are doing today? January 9 Steinway Quality "Music is the universal language of mankind." Longfellow Heinrich Steinweg was born in the small German Hartz Mountain hamlet of Wolfshagen. Beginning in 1806, young Heinrich experienced a series of tragedies that wiped out most of his family. The orphan joined the Prussianarmy and became a bugler. Despite having no formal training, Heinrich was an able musician, entertaining the troops on the zither and pianoforte. When he left the army, he became a church organist and began to build pianos in his kitchen at night. Even with such primitive facilities, peoplerecognized the quality of his work. Although his business prospered, revolution forced his family to move to America. Settling in New York City, the family name was Anglicized to Steinway. Heinrich and his three sons took jobs with different piano makers to learn the details of doing business in the United States. After three years working for others, they began their own company, Steinway & Sons. Beginning with a production of one piano a week, the Steinway piano soon became known for its quality and clarity of sound. Steinway was more concerned with building the best rather than quantity. Soon, Steinway pianos began to win awards. In 1872, Steinway Village, covering a city block in Long Island, included housing for employees, a school, a library, and a bathhouse. During tough times, companies offered Steinway royalties for the use of his name on items such as radios. Since the Steinways could not control the quality of these items, they refused to compromise their name. CONSIDER THIS: A reputation built on quality must never be compromised. January 10 Good Health "Now if you are going to win any battle you have to do one thing. You have to make the mind run the body. Never let the body tell the mind what to do." General George S. Patton In his book Patton's Principles, Porter Williamson recalls several of Patton's admonitions for a healthy mind and body. Patton demanded that every soldier run a mile every day, 25 years before jogging became popular.He warned his officers to stay away from desks; they were to be out talkingwith the troops. Too much desk work sours the brain. Patton wanted his men to breathe deeply and expand the use of the lungs. Patton taught that you must exercise beyond exhaustion to gain superior strength and stamina. To overcome the weakness of the body, the mind must play its part. Patton encouraged troops to gain mental strength from daily reading of the Bible. When it was time for battle, the mind must be in charge of the body, since the body will always give up first. Patton's troops were some of the most feared and respected. Many times in World War II, enemy troops would purposely arrange to surrender to Patton'stroops, since this was no disgrace. Patton demanded more physical fitness from his troops than any other leader. This emphasis on health gave his troops advantages over enemy troops that would become exhausted in battle. Today, we know that individual physical fitness is an important component of our own ability to face the "battles" of daily life. Exercise and diet directly influence our mental health and our ability to effectively carry out our activities. CONSIDER THIS: Do you have a plan to be in good health and to stay in good health? January 11 Billy Sunday's Message "I have neither wit, nor words, nor worth, nor actions, nor utterance, nor the power of speech, to stir men's blood: I only speak right on." Shakespeare It has happened to many people, a choice word is spoken that suddenly gets our attention. Billy Sunday was a premier baseball player. He was a man's man. He was tough, sweaty and hard drinking. One day in 1887, when he went out drinking with friends, he encountered a group of men and women from thePacific Garden Mission playing gospel songs. They invited Billy and his friends to a meeting to hear alcoholics and prostitutes tell how their lives had been changed by faith in God. Something clicked in Billy. In thatmoment he turned to his friends and told them "I'm through, I am going to Jesus Christ." Billy not only went to Christ, he became an evangelist. When he came to NewYork in 1917, they had never seen such a religious frenzy. A special tabernacle was built to seat 20,000. The floor was covered with four train carloads of sawdust. At the revival, Sunday preached to over 1.5 million people. Billy appealed mostly to men. "I am the rube of rubes. The odor of the barnyard is on me yet. I have greased my hair with goose grease and blacked my boots with stove blacking. I have wiped my proboscis with a gunnysack towel, I have drunk coffee out of my saucer and have eaten with my knife." Billy would prop his feet up on the pulpit, say "done it" when he should have said "did it" and say "I have saw" when he should have said "I have seen." At the end of each message, Sunday called for the people to "walk the sawdust trail" to salvation, and millions of lives were changed. CONSIDER THIS: More people will understand what you are talking about if you tell it to them in their own language. January 12 Keep Your Eyes on Your Goal "Successful individuals have game plans and purposes that are clearly defined to which they constantly refer." Denis Waitley in Seeds of Greatness Have you ever walked near the edge of a cliff, or on a small plank bridge over a crevice? Most people catch themselves looking down to where they might fall. Why do they tell you "don't look down" when you are climbing upa tall ladder? Feeding our fears of what might happen often makes our fearsmore likely to happen. Karl Wallenda thrilled millions of people with his decades of high-wire walking. He walked across tightropes that spanned football stadiums, rivers, buildings, almost anywhere that a crowd would gather. He had said that for him living was walking a tightrope. It was natural to him, second nature. Then one day he mentioned to his wife his concern of falling. Before he walked that day, he checked the rope's tightness and anchors. He had never been concerned with this before. As he was performing an easy walk between two buildings without a safety net, he fell to his death. He had stopped concentrating on the walk and had begun concentrating on falling. In training for sports events, athletes are often instructed on how to visualize the desired outcome of a game, a jump, a dive, or a race. Thinking about the outcome gives the mind encouragement to make the body attain what the mind "sees." Have you ever noticed that when you tell smallchildren "NOT" to do something, that is exactly what they do? We end up doing and getting those things we think about. CONSIDER THIS: Are you concentrating on your goals or on the risks? January 13 Impressions "The clothes make the man." Latin Proverb There has been much said about the concept of "dressing for success." What a business "wears" also makes a difference to customers and employees. Whenpeople enter the national headquarters of Frito-Lay, they will find a largebowl of hand-selected chips, carefully chosen to represent the best that the company produces. A customer walking into Sewell Village Cadillac in Dallas will find the showroom filled with beautiful antiques. Trammell Crow, one of the largest real estate developers in the United States, made a fortune building warehouse buildings with first-class offices and lawns that were manicured with fresh flowers and shrubs. Part of the continued success of the Disney theme parks is their constant attention to cleanliness. A popular saying is, "If you have time to lean, you have time to clean." The McDonald's restaurant chain is very strict with franchisees concerning the upkeep of the store. It should not be surprising that these companies are among the top producers in their fields. The attention to the details of public impression carries over to their attention to the other details of business. There are probably small "mom-and-pop" type stores you are familiar with that have a reputation for always being attractive and pleasant. A clear sign of a retail store in trouble is one that has items sloppily arranged on the shelves, whose parking lot is not swept, and whoseclerks can never be found. A company that pays attention to its public image dresses the entire organization for success. CONSIDER THIS: How is your organization presented to the public, customer and employee? January 14 Getting a Foot in the Door "I can tell where my own shoe pinches me." Don Quixote Young Billy Scholl showed an interest in shoes from his childhood. He likedworking with leather and made harnesses for the family farm's horses. He repaired and made shoes for 12 brothers and sisters. Scholl was apprenticedto a local cobbler at the age of 16 and one year later went to Chicago to work as a cobbler and shoe salesman. Billy was concerned by the number of foot ailments he encountered. The big city was rough on feet. Customers suffered from bunions, corns and fallen arches. Scholl decided to become the "foot doctor to the world." He enrolled in the Illinois Medical Collegeand by the time he had graduated in 1904, he had patented his first invention, an arch support called the Foot-Eazer. Scholl opened his own store and began producing arch supports for other shoe stores. To sell his wares, Scholl went to shoe stores, and pulled the skeleton of a human foot out of his bag. Then he would proceed to discuss the ailments of the foot to the proprietor and inevitably take an order forhis product. For more than 60 years, Scholl personally promoted his own products with flair and enthusiasm. He established a correspondence course for shoe clerks and hired consultants to crisscross the country giving lectures on foot-care products. His dedication to good foot care and his endurance as an able spokesman has made his name a household word. CONSIDER THIS: You are at your best when you are promoting something you really believe in. January 15 Get and Keep Good Employees "The laborer is worthy of his hire." Luke 10:7 Much has been written about how American industry can learn from the best of other nations. In a study of the American and Japanese electronics industry, Andrew Weiss collected a list of lessons for American managers. He discussed the importance of hiring people who already have the same values as the company culture. Like the person who wants to change the habits of his or her lover after the marriage, employers will find it difficult to change the beliefs of a worker after he or she has been hired.On-the-job-training is a way to produce and screen potential employees. Carefully selected employees will provide the best work force for a companyand will probably result in employees who stay with the company for a full career. Providing the workers with the most effective equipment is also important to keep the workers interested in high performance. Most people like to feel that they are working with the best equipment available to do their job. Weiss also advocates that workers have good communication with other aspects of a business. Some of the most successful companies expose laborerto sales and support of products to give them more of a feel for the operation of the company as a whole. Executives need to come down from the penthouse and do some work on the factory floor. Factory workers need to see that their job depends on how the customers' needs are met - in qualityand dependability. CONSIDER THIS: A person will spend a career with a company that provides anatmosphere of pride, good financial benefits, a family atmosphere and respect for each individual's contribution. January 16 Waiting for Success "A man will work and slave in obscurity for ten years and then become famous in ten minutes." Bob Ripley Somerset Maugham graduated from medical college, but his heart was elsewhere, in writing fiction. He went hungry. He tried to get jobs as a writer and failed. For 11 years his writings were ignored by editor after editor. However, Maugham kept sending his manuscripts to whomever he could.Like a fisherman, with many lines tossed out, he held on hoping for that "bite." One of Maugham's plays was on the desk of the manager of a London theater when the current play failed. The manager needed something quick tofill a time slot, and fished around on his desk and pulled out Lady Fredrick , a play by Somerset Maugham. It had sat on the desk for a year, and the manager thought that it wasn't much of a play. But the show must goon, and that was the play used to "fill the time." Lady Fredrick was a smash! Instantly, every manager in London wanted a Maugham play. Publishers wanted his works, and royalties came pouring in. Within a month, Maugham was in high society, and had money, prestige and fame. The rest is history. To "be in the right place at the right time," you or your work must be in the marketplace. Nothing sitting on the shelf can ever find success. It must be available, waiting for the public to try it, taste it, feel it. Good work will then be discovered and recognized forthe quality that it contains. CONSIDER THIS: Are your ideas out in the public? Is your product being tried and tested by those who would use it? Are you sitting on something that could be a success? January 17 He Found a Winner and Multiplied It - Ray Kroc "Common sense is instinct, and enough of it is genius." G. B. Shaw Ray Kroc wanted to be a winner. For 57 of his years he made a good living, but never hit the jackpot. As a salesman for a milk shake company, he was impressed by an order from a small hamburger stand in California that needed to make 48 milk shakes at a time. When he investigated, he found twobrothers, Maurice and Richard McDonald, churning out hamburgers as quick asthey could be made. They had simplified the standard restaurant operation. One of the brothers recalled, "Out went dishes, glasses and silverware. Outwent service, the dishwashers, and the long menu. We decided to serve just hamburgers, drinks and french fries on paper plates. Everything prepared inadvance, everything uniform." Kroc wanted a taste of the McDonalds' success. He hounded the brothers until they agreed to allow him to sell franchises. In the next six years, Kroc sold 200 McDonald franchises. In only 22 years, McDonald's was a billion-dollar company. The ingredients that led to McDonald's success overall others are simple: They maintain a brief menu of items whose consistentquality can be maintained for thousands of stores. They have strict operating standards for service, cleanliness, and store operations. These standards are enforced . They are heavy and efficient users of mass media advertising. They constantly research their market (mostly families with children), and stay in touch with what their market wants. CONSIDER THIS: The plan is simple: quality, consistency, cleanliness and good value. Most people will agree with the plan, but only the winner will implement it with passion. January 18 Listen to the People "God must have loved the plain people, He made so many of them." Lincoln In A Passion for Excellence, Tom Peters and Nancy Austin suggest that one key to better business is for the manager, CEO, president, or leader of an organization to spend time with the people that are served, the customers and/or clients. A marketing director of Milliken worked two weeks in a hospital cleaning crew, maintaining Milliken floor products. After working with the crew, and listening to their complaints and suggestions, the director had an entirely new approach to marketing, and new direction on the design of future products. During World War II, Gerhard Neumann of the Flying Tigers used the "keep in touch" approach with the squadron mechanics. They were asked to "volunteer" to test-fly the airplanes they were responsible for fixing. After this policy was implemented, the qualityof workmanship rose dramatically - they kept in touch with all problems thepilots were experiencing. Mayor William Schaefer of Baltimore, who has been elected by a vote of morethan 90% over competent opponents, keeps in touch with life in the city by cruising in his Buick and making notes about potholes, abandoned cars, broken streetlights and housing violations. He constantly lectures the citycabinet and heads of departments on providing the kinds of good and timely service that most people expect, and rarely get, from a big city government. He talks and thinks about what government is really about. People. People. People. CONSIDER THIS: Are you really in touch with the nitty-gritty concerns of those you work for - your customers, clients, or constituents? January 19 Positive Thinking "The mind grows by what it feeds on." J. G. Holland Norman Vincent Peale is the author of the "Positive Thinking" movement. Hisbook The Power of Positive Thinking has sold millions of copies. The bases of Peale's theory are principles found in the Bible. First, you must believe in yourself. You must have a healthy respect for your own worth as a child of God. "I can do all things through Christ who strengthens me." Next you must use your mind to tap into the power offered in the scripture,"You are given the mind of Christ." Then, you must be in touch with the power of prayer for guidance and inspiration. You must expect the best. "All things are possible to him who believes." Personal problems can limit your capabilities, so you must learn to rise above defeat, depression, and thinking that limits your potential. Peale admits to being caught with his positive thinking down. When Guideposts magazine was in its infancy, it quickly ran out of capital, and Peale's board sat in a meeting ready to kill the project. Tessie Durlack, amember of the board, chided the members for lack of faith and vision. She had them pray "thanks" for new subscribers and for the ideas to make the magazine a bigger success than they had ever believed possible. The exciting change of attitude that took place saved the magazine, which is now one of the most widely read publications in the world. CONSIDER THIS: Positive thinking is a way to focus your mind on your goal, with the belief that you will obtain it. Do you believe? Do you reinforce that belief daily with some exercise of positive thinking? January 20 Change for the Better "The old order changeth, yielding place to new." Tennyson Harry Cunningham went to work for the Kresge company in 1928 as a stockroomtrainee. Gradually, Harry was promoted to better jobs. His good ideas were noticed by management. In 1957, he was appointed a vice president with an assignment to study the marketplace to determine the best plan for the company's future. Harry logged over 200,000 miles of travel, and began to believe that discounting was the wave of the future. In 1959, Cunningham was made president of the Kresge company, but did not make the switch to discounting immediately. He instructed his executives to study the discountindustry. Little by little, Kresge's management saw discounting holding a growing share of the retail market. In March, 1961 the decision was made tomove into discounting. Forty K-Mart stores were opened by 1963, and the number swelled to over a thousand stores by 1977. Getting and training good management for these stores was difficult, and the company actively recruited from over 100 colleges and universities, and trained future management in small discount stores named Jupiter. In 1976 K-Mart surpassed JCPenny as the nation's second largest retailer. An analysis of K-Mart's success includes its emphasis on high turnover merchandise, low markups, low prices, first quality and name brand goods, across the board discounting rather than selected items, the clustering of stores in a single market area to aid in advertising and heavy emphasis by the company on quality management. CONSIDER THIS: Organizations that refuse to adapt to the trends of society will vanish. Are you studying your competition to see how you will be able to adjust to the new order when it comes? January 21 The World's Greatest Salesman "If you throw enough spaghetti against the wall, some if it is going to stick." Joe Girard Many people call themselves great salesmen, but Joe Girard has convincing evidence. He has been listed in the Guinness Book of World's Records for several years in a row as "The world's greatest salesman." Joe is a Chevrolet salesman in Chicago where he has racked up record upon record forsales. How does he do it? Many of Joe's techniques are simple and straightforward. He gives away thousands of business cards each year, even throwing them into the stands at football games. Each customer gets on Joe's list, and receives a greeting card every month, New Year's, Valentine's, Birthday, St. Patrick's Day, etc. Once a year Joe sends his list of "friends" a sales kit that includes a packet of Joe's cards, and an$25 reward offer to each friend who sends in a new customer. When Joe has free time at work, he is on the phone, cold-calling prospects and gatheringnames of new prospects. Joe recognizes the importance of each person. His "Law of 250" says that ifa person is given a bad deal, he can adversely influence 250 other people. On the other hand, if that person is given a good deal, he can influence 250 other people to think highly of Joe Girard. If a customer has a problemwith a car, Joe personally sees to it that the problem is resolved. The customer knows that he is buying more than the car, he is buying the services of someone who can and will step in to keep him satisfied with what he has bought. CONSIDER THIS: Are you working your list of customers, clients, or constituents? Are you keeping in touch, always saying "thanks" to them, andkeeping them satisfied? January 22 Mottos "Without a vision the people perish." Proverbs 29:18 Many leaders have a "trademark," which is usually one or more sayings that concisely describe that person's or company's beliefs or management style. Harry Truman had his motto inscribed on a sign that sat on the presidentialdesk, "The Buck Stops Here." Ronald Reagan's desk has a sign saying "It CanBe Done." Tom Watson of IBM used signs that simply said "Think," and placedthem in all of IBM's offices. Ray Kroc of McDonald's constantly talked about Q.S.C. & V. (Quality, Service, Cleanliness, and Value). Sysco, a Houston-based food wholesaler lives by the motto, "Don't sell food, sell peace of mind." Mottos can also be meaningless. In a recent radio advertisement, a fictitious company used the motto "Quality is a word we like to use." Mottos usually do not mean anything unless they are backed up by a management. Watson indoctrinated all new employees of IBM with an incredible amount of exposure to corporate beliefs. McDonald's will remove the franchise from any restaurant that does not fulfill Q. S. C. & V., as outlined in a detailed operating manual. Mottos serve the purpose of crystallizing a complicated issue. The two-finger "V" for victory sign in World War II, "Remember the Alamo" and "54-40 or Fight" were used to unite a people to a cause. Most people want something to believe in, something togive them a feeling of pride and belonging. Mottos can boil a complicated issue down to a short phrase or symbol that the masses can understand and rally around. CONSIDER THIS: What motto do you live by? Do you have the opportunity to solidify your group or organization by adopting a saying or symbol that describes your goals? January 23 Win Friends "Any fool can criticize, condemn, and complain - and most fools do." Dale Carnegie Dale Carnegie urged the YMCA to allow him to conduct public speaking courses. The YMCA refused to pay the normal two dollars a night, but allowed him to begin the course on a commission basis. Within three years, Dale was making thirty dollars a night in commissions. For over 50 years, the Dale Carnegie courses have been teaching the road to success. Lee Iacocca claims that it was the confidence he acquired from a Carnegie course that lifted him from being a mediocre manager to being a success. Carnegie's practical advice is as relevant today as ever: Be interested in the other person, ask them questions about themselves, and listen with interest. Avoid condemning people. Put yourself in their shoes, try to understand their perspective. You can't win an argument. Avoid arguments. Show respect for another person's opinion. If you are wrong, admit it, ask for forgiveness, quickly and with feeling. Never ask someone a question that you know will be answered "no." Ask "yes" questions. To get co- operation, make the other person feel like the new idea was his or hers. Listen to others and encourage their ideas. Give challenge and honor to those who would take on a task. If you must criticize, always envelop it inpraise. Talk about your mistakes first. Above all, let the other person save face. Praise people for every good thing they do, no matter how small.Make them live up to a reputation of excellence. Any person who can do all these things will find it easier to successfully work with people. CONSIDER THIS: Be respectful of the other person, and always keep him or her in mind. Treat other people with the same respect with which you want to be treated. January 24 Auto Condominium "Ideas must work through the brains and arms of good and brave men, or theyare no better than dreams." Emerson In New York City it has always been hard to find a place to park. In HowardPronsky's Brooklyn neighborhood, people would often have to drive around for an hour to find a place to park their car. Howard complained just like everyone else. Then one day he got sick. As he was lying in bed thinking, he had an idea. Howard looked around the neighborhood and located a parkinggarage for sale and bought it. After sprucing it up with a new coat of paint and elevators, the garage was reopened as the Park Slope Garage Condominium. Some people laughed at the idea, but people tired of spending their lives looking for a place to park began to buy parking places. Pronsky offered a guaranteed parking spot that was open and guarded24 hours a day. Some people bought spots for themselves. Others bought themas an investment and rented them to others. Pronsky's sickness gave him thetime to imagine a solution to an age-old New York problem. In this case theold adage "Find a need and fill it" really worked. Another great idea came during a sickness. In England, the plague was all around, and Isaac Newton left school for the safety of the country. He was bored, and often spent time sitting in the orchard, thinking. As he was sitting under a tree, an apple fell to the ground. "I wonder what caused that?" he thought. CONSIDER THIS: It's easy to sell people something they really need or want.Slow down your busy pace enough to open up your eyes. Take some time to think about what needs may be hiding in your own back yard. January 25 Bill Lear "Every real accomplishment first begins as a dream." A. C. Elliott William P. Lear loved Horatio Alger tales; stories that told of people who rose from obscurity and poverty to wealth and fame. Lear wanted to be an inventor; however, he had few resources to buy tools and parts to apply hisdream. He once told an interviewer that at age 12 he resolved "first to make enough money so I'd never be stopped from finishing anything." After studying engineering in the service, Lear's first civilian job was at an Illinois electronics firm. In the late 1920s he became a design engineer atGalvin Manufacturing Company (Motorola), a maker of radio chassis. This is where Lear developed his first important invention, the automobile radio. Lear enjoyed enough success to acquire his own airplane. Aviation was stillin its infancy, and Lear was sure this was a ripe area for his inventive powers. He soon found that navigating a plane around the country was very crude, you simply followed known landmarks. To improve navigation, Lear invented the "Learoscope," which was an electronic device that enabled navigation by the use of radio signals. In 1939 he formed Lear, Inc., a producer of aircraft instruments, which wasa highly successful enterprise. His next dream was to build a small generalaviation jet, but his board of directors voted down the project as unfeasible. Lear sold his 23 percent interest in his company and formed a new company - Lear Jet, Inc. His new jet took to the skies in 1963 and was an immediate success. CONSIDER THIS: Have you taken the time to dream? Are you taking the initiative to follow your dreams? January 26 Keeping In Touch "A good listener is not only popular everywhere, but after a while he knowssomething." Wilson Milzer Keeping in touch with customers is an essential part of every successful business. One industry that neglected to keep in touch with its workers andcustomers was the American automobile industry of the 1970s. In a 1983 analysis, a Stanford Sloan student from General Motors observed that peoplein Detroit have a different view of the automobile world from the rest of the country. In Detroit, almost everyone is associated with the American automobile industry. As a result, they naturally buy and drive American cars. There are Chevys, Fords and Chryslers in every parking lot. Automobile executives have their cars checked daily by the company mechanics. Any defect or problem was likely found and resolved before the car was ready at the end of the day. At the same time in places like California, the American car was being passed over in favor of new inexpensive and more reliable imports. While Toyotas and Datsuns were not common in Detroit, they were gaining a fast foothold in other parts of the country. It wasn't until the 1980s that American car manufacturers began a visible response to the import threat, and began significantly improving the reliability of American automobiles. There has been a renewed push for quality, and a new realization that the dollar votes given by the public are not going to automatically buy American cars; they are going to buy the cars that provide the most of whatthe public wants. CONSIDER THIS: What are you doing trying to run a business sitting behind adesk? Get up. Get out. Find out what's really going on. January 27 Beyond Need "The stoical scheme of supplying our wants by lopping off our desires is like cutting off our feet when we want shoes." Swift The age of photography provided a way to take pictures. You loaded your Brownie camera with film and snapped pictures of the new baby. You then developed them in your own darkroom or took them to a developer, who had them ready a week later. (We're talking a few years ago!) Edwin Land had a better idea. What if it were possible to take a picture, and within secondshave the developed picture in your hands? The marketplace was not clammering for this capability. In fact, probably very few people even thought of the idea. Land developed the technology and then stimulated consumers' desires to "need" this convenience. The Polaroid Land camera is a classic example of how a new technology can change our perception of our needs as consumers. It is serendipity. We didn't even think of that possibility before! All good ideas and products do not just come by reacting to consumer needs. Who would have thought of the microwave oven, 3M's "Post-it" notes, radio, the vacuum cleaner, digital watches, movies and lasers? Back at the turn of the century, there was a notion to close the U.S. patent office because "everything had been invented!" If they could see us now! There are still thousands, maybe millions of products and services that no one has thought of yet. When the new idea hits the market, everyone will say, "What a great idea, why didn'tsomeone think of that sooner?" CONSIDER THIS: Think beyond needs. Examine new technology and consider how it might be applied in areas where no one has used it before. January 28 Language of Leaders "Language, as well as the faculty of speech, was the immediate gift of God." Noah Webster Leaders often speak in an emotional language filled with adjectives that conjure up feelings of pride, self-esteem, loyalty, and determination. Often, it doesn't matter that what they say is beyond normal rational limits. It is the "feel" that counts. Kennedy stirred our emotion with statements such as "Let every nation know, whether it wishes us well or ill, that we shall pay any price, bear any burden, meet any hardship, support any friend, oppose any foe, in order to assure the survival and success of liberty." Earlier patriots had spoken emotional words, like Patrick Henry's "Give me liberty or give me death." As England reeled from Hitler's successes in Europe, many expected Britain to fall. British Prime Minister Chamberlain kept repeating the lifeless phrase, "We will seek peace in our time." The bombs were falling, and he had no word to stir the people to action. Then, a leader took the helm. Winston Churchill filled hearts with hope, pride and confidence with his words, "We shall fight on the landing grounds, we shall fight in the fieldsand in the streets . . . and if the British Empire . . . last for a thousand years, men will say, `This was their finest hour!'" Most historians agree that England would have fallen without the leadership of Churchill. Leaders arouse emotion. They can make the implementation of a new brake shoe seem like the premier advancement of the decade. They evoke feelings of pride in work and make workers feel good about what they produce. They raise a person's self-esteem, and reward hard work with a sense of accomplishment. They make hard work fun. CONSIDER THIS: What encouraging words can you say to instill pride and excitement in those you lead? January 29 Keep Your Energy "Tell me what you eat, and I will tell you what you are." Brillat-Savarin How we feel has a lot to do with what we can accomplish. When we feel great, the world seems to fulfill our desires. When we are tired, we lose our edge, we miss or forget important things and find ourselves giving up when we hit a roadblock. At those times we wish there was some formula thatwould help us feel alert and ready for the day. In an article called "Eat to Succeed," author Linda Heller discusses the findings of recent studies of the American diet. The studies have turned up several eating habits, particularly breakfast habits, that can depress our possibilities of being at our best. If you want to be alert for a morning meeting eat fruits and drink fruit juices. Do not eat fruits with any other foods. They don't mix well. If you have an early afternoon meeting, continue with your only fruitdiet to stay in maximum alertness. If you must eat sweets, eat them around 2 to 4 in the afternoon so that when the effect of the sugar gives you a letdown, you will be ready to "crash" anyway. Other good combinations of food include proteins with non-starchy vegetables, and starchy carbohydrates with non-starchy vegetables. Stay away from proteins mixed with starchy carbohydrates. That's right, you can have a baked potato or a steak, but not both at the same meal! The Americandiet is based mostly on convenience, taste and what is most heavily advertised. People who want to rise above the crowd will pay attention to how their diets affect their ability to get the most out of life. CONSIDER THIS: Food is not only to sustain us. It can be used to ensure that we perform at our highest levels. January 30 The Power of the Mentor "You cannot teach a man anything; you can only help to find it within himself." Galileo Dwight Eisenhower was a mediocre student in his West Point class. During World War I, he missed seeing any action, although many of his classmates were in the thick of the battles. After the war Eisenhower was transferred to Panama, where he wanted to work under General Fox Connor, whom he admired. General Connor was a father figure and mentor to Eisenhower. The relationship was a turning point in Eisenhower's life. He later reflected, "Life with General Connor was a sort of graduate school in military affairsand the humanities, leavened by a man who was experienced in his knowledge of men and their conduct. I can never adequately express my gratitude to this one gentleman . . . In a lifetime of association with great and good men, he is the one more or less invisible figure to whom I owe an incalculable debt." Unlike his previous lackluster performance at West Point, Eisenhower was a different kind of student when he was selected to take training at the General Staff School. The confidence he gained as a student of a great man made the difference. Eisenhower ranked first in his class in a tough, competitive school. The rest is history, as he became one of the most important leaders of the twentieth century. Without his experience of learning from a mentor, one cannot predict if Eisenhower would have ever "found" that capability within himself. CONSIDER THIS: Who is it around you that you can learn from? Have you submitted yourself to a mentor? Are you being a mentor to someone else? January 31 Don't Overlook Those Little Things "When business is good it pays to advertise; when business is bad you've got to advertise." Anonymous Bill Wrigley was a problem child. He was thrown out of school and was always up to "no good." At the age of 13, he was taken out of school and put to work stirring pots of boiling soap at his father's factory. His father decided to try the boy as a salesman and sent him out to the small towns of Pennsylvania, New York and New England. Bill soon demonstrated that he could sell. He readily made friends on the road and made it a pointto be "always polite, always patient, and never to argue." At the age of 20, in 1891, Bill struck out on his own. He moved to Chicago and became a sales representative for a baking powder company. As an incentive to those buying his product, he included two sticks of chewing gum with every package. It was just a sales gimmick, but he kept getting requests for moregum. The requests increased until he was selling more gum than powder. Wrigley eventually dropped all other products, concentrated on promoting the gum. By 1910 Wrigley's Spearmint was the number one selling gum in the country, and his Juicy Fruit gum was not far behind. In 1915 Wrigley sent free sticks of gum to 1.5 million telephone subscribers. Later he repeated the mailout to 7 million people. Wrigley poured more marketing money into advertising his gum than any other single product advertiser of the day. Despite the fact that a pack of gum sold for only five cents, Wrigley amassed a fortune and used it to create a giant financial empire. CONSIDER THIS: Look for clues about what you are doing now that could turn into big business if you gave it the chance. March 1 Otis Elevators "With ordinary talent and extraordinary perseverance, all things are attainable." Thomas Buxton In the mid-1850s elevators were used only for freight. If the rope snapped,any rider would certainly risk life and limb. Elisha G. Otis had never given this problem much thought. However, his employer was moving from Bergen, N. J. to a new factory on the Hudson river, and Otis was responsible for organizing this factory and installing the machinery. Otis was a master mechanic, and as he built a hoist to move the equipment, he developed a simple spring device that would trigger if the cable broke, andwhich would catch the elevator before it fell. Otis contemplated moving to California to prospect for gold upon the organization of this factory. However, just before he was to leave, one of the partners of the company asked Otis to build an elevator at another factory, where there had just been a serious accident. While Otis was installing this elevator, he got a request for another. Otis was encouraged by the interest in his elevator and formed the E. G. Otis Company in 1853. Then, orders virtually stopped. He built a few as hoists, but no one was willing to build an elevator for the public. Otis decided to prove his invention's usefulness. At a New York fair, he built an elevator and demonstrated to the crowds the safety device. Orders still came slowly. Otis built his first passenger elevator in 1857. Although Otisdied in 1861, his sons took the company into prosperity, and by the turn ofthe century Otis elevators were a key element in the appearance of skyscrapers. CONSIDER THIS: Success may take time, even when you have the right idea. March 2 John H. Johnson "Nothing beats a failure but a try." John Johnson's mother John Johnson is an example to people of all races; people can overcome poverty, if they refuse to buckle in to failure. Born black in the poverty of Arkansas City, Arkansas, Johnson lost his father when he was only six years old. When he reached high school age, there was no school available for blacks. His mother saved enough money during the depression to send himto Chicago, where he could go to school. There, he became editor of the newspaper and yearbook. Taking a job at an insurance company, he was assigned the job of reading news papers and magazines in search of stories relevant to the black community. This experience convinced John of the needfor a black publication. John's mother allowed him to pawn her furniture tostart up the Negro Digest . In 1945, Ebony magazine began, and although itsold well, almost no one would advertise in it. His mother kept telling him, "Failure is not in your vocabulary!" Johnson continued to diplomatically approach potential advertisers. Before talking to Eugene McDonald, the president of Zenith, John researched McDonald's life fully, finding out that he greatly admired the black explorer Matthew Henson. McDonald was impressed with Johnson's interest in him and in the way he handled himself. After Zenith signed up for an ad, other companies followed suit. Now, besides owning Johnson Publishing, John Johnson sits onthe boards of some of the most influential corporations in America. CONSIDER THIS: The best way to interest other people in you is to show an interest in them. March 3 Colonel Sanders "Genius, that power which dazzles humans, is oft but perseverance in disguise." H. W. Austin Colonel Harland Sanders was born in 1890. Before beginning his famous franchise, he worked as a streetcar conductor, a railroad fireman, a justice of the peace, sold insurance and held other occupations. At the ageof 40, he was operating a service station in Corbin, Kentucky when he decided to offer food to his customers. He served them right off his own dining table in his living quarters. His food was popular, and he eventually opened a restaurant across the street from the station. Over a period of years, Sanders developed his secret combination of 11 herbs and spices that went into his chicken recipe. But when a new interstate highwaybypassed his town, he sold off his business and began collecting social security. That could have been the end of the story, but the Colonel decided that he was not ready for the retired life. At the age of 66 Sanders set out on the highway, and began a selling campaign. Every time he saw a restaurant, he knocked on the door and fixed up a batch of his chicken. Restaurant owners made handshake deals to use the recipe and pay Sander's a nickel for every chicken the restaurant sold.After the Kentucky Fried Chicken recipe was introduced, restaurant's found that their customers couldn't get enough of that chicken that was "finger lickin' good." Eventually, Kentucky Fried Chicken was franchised through out the United States and to the entire world. In a poll taken in the late 1970s, Colonel Sanders was listed as one of the five most recognized persons in the entire world. CONSIDER THIS: It's never too late to begin, but once you begin, it often takes enthusiasm and patience to realize success. March 4 Tupperware "The most successful men have used seeming failures as stepping stones to better things." Grenville Kleiser While he was still in his teens, Earl Tupper began a small business sellingfruits and vegetables to his neighbors. He was good at it and learned quickly about the fine points of salesmanship. This was a big asset to him when years later he began a new business. The new business, started in 1945, was a line of plastic containers. Tupper called his product Tupperware. At first, Tupper used the conventional method of marketing his products through retail stores. After five years of mediocre sales, he began to envision a new plan of action. Recalling his earlier days where hesold produce directly to housewives, Tupper decided to try this same directapproach in selling Tupperware. It was 1950 when Tupper began selling Tupperware directly to the people whowould use it the most. He invited people into homes and demonstrated the product. Sales were good, better than they had been in retail stores, and it was clear that this approach had a lot of promise. However, it was also clear that he could not sell enough product by doing this himself, so he arranged for housewives to become Tupperware dealers. They could hold "parties" at friends' houses, and each hostess would get a gift. The housewives would have a part-time income, while maintaining their freedom to take kids to parties and do the other necessary household chores. By 1954, Tupperware had a network of over 9,000 dealers across the United States. Sales eventually spread to Europe, and today Tupperware is found inkitchen cabinets around the world. CONSIDER THIS: If your first idea doesn't work, try another. March 5 Practice in the Mind "Imagination is more important than knowledge." Albert Einstein Concentration is one thing that Americans often seem to lack. We are often too busy to think about any one thing for too long a time. However, research and practical examples have shown that concentration can play a major role in fashioning our minds for success. Air Force Colonel George Hall spent five and one-half years as a POW in North Vietnam. Many of thosedays were in solitary confinement, with plenty of time for concentration. To while away the time, Colonel Hall "played" a round of golf each day. As he paced back and forth in his cell, he remembered his best shots and imagined how the ball fell just in the right spot. Every detail was real, from the Titlist balls to the blue tees that he placed in the grass still wet from the morning dew. The smell of the fresh grass replaced the musty smell of the prison, and for a while he was having the time of his life. He played every course he had played before, and replayed those games day after day. He climbed up the hills, looked out into the fairways, and stopped to wash his ball. In his imagination, he played a good game of golf. Hall finally made it back to the United States. One month after arriving, he played in the New Orleans Open paired with pro Orville Moody. Hall shot a 76. His "practice" had not been in vain. CONSIDER THIS: We become what we "practice" in our minds. If we imagine failure, it will come. If we imagine success, it will come. Are your thoughts leading you toward your goals? March 6 The Paradox of Power "I not only use all the brains I have, but all I can borrow." Woodrow Wilson One of the paradoxes of life concerns power. If we desire power, we must give it away. Many who have not observed history believe that powerful individuals gain power by taking it from others, but this is not true. Power is the ability to influence people. One of the earliest examples of power was that exercised by Moses as he led thousands of Jews in the wilderness. Moses tried to be the ultimate leader, becoming a one-man supreme court. He could not settle the thousands of matters that arose, andhis people became restless. He was on the verge of losing all of his influence. Jethro, Moses' father-in-law, suggested that a series of judges be assigned, each hearing the cases of a selected number of people. If a matter was too complicated for a judge, then the matter would be brought toMoses. Moses gave these men power and solidified the people with a fair system of justice. The judges were then very loyal to Moses, who had given them a position of power and prestige. The result was a stronger hand for Moses on his nation. In a similar way, a leader increases the power of an organization by givingdecision-making capabilities to people down the line. Often, a decision will have more influence if it is made close to those it affects. A leader gains influence as he delegates power to those who can in turn influence others. Those people to which he assigns power will be loyal to the leader,and their loyalty will bring the leader more power. CONSIDER THIS: Are you giving away your power to increase your total influence in your organization? March 7 Charles Schwab "I have yet to find a man, however exalted his station, who did not do better work and put forth greater effort under a spirit of approval, than under a spirit of criticism." Charles Schwab Charles Schwab was one of the first persons in history to collect an annualsalary of one million dollars. How could anyone be worth that price? The person who paid Schwab was Andrew Carnegie. Although Carnegie's fortune wasin steel manufacturing, he knew little about how to make steel. Carnegie had the business ability, but for the daily operation of this plant, he hadto count on the ability of Charles Schwab. Schwab had a talent that is as valuable today as it was many years ago. Anyone with the same talent as Schwab could deserve the same kind of compensation. Schwab himself revealed that his salary was deserved because of his ability to deal with people. His secret was simple and easy to learn. First, he aroused enthusiasm in people. Second, he developed the best in a person through genuine appreciation and encouragement. Third, Schwab never criticized anyone. He was "anxious to praise but loath to findfault." Carnegie himself learned Schwab's secret. On his tombstone, he continued topraise his associates with the inscription, "Here lies one who knew how to get around him men who were cleverer than himself." CONSIDER THIS: No one works well under the spirit of criticism. However, most people will rise to meet the task if they know their work is genuinelyappreciated. March 8 Voit Bounces Back "Persistent people begin their success when others end in failure." Edward Eggleston In a discussion of successful business persons, it is rare to find someone who made it big the first time around. It is much more common for success to play hard to get and to come only after trying several times. Many achievers experience several failures and some small successes before a real lasting success is found. William Voit is an example of this pattern. He worked as a salesman for several rubber companies during the 1910s and early 1920s. In 1924 he decided to go it on his own and produced camelback,which was a material used in recapping tires. He expanded his business by introducing an inflatable multicolored rubber ball, which became an immediate success on the California beaches. As a preview of today's state of affairs, his ball was knocked out of the market by cheaper products fromJapan. The stock market crash also spelled trouble. In 1932 Voit planned for a comeback. He introduced a series of rubber athletic balls that were superior to the leather balls that dominated the market. Soon his line included basketballs, footballs, soccer balls and volley balls. By the time of his death in 1946 the Voit athletic balls werethe standard in many American schools, colleges and universities. Voit parlayed his experience with failure to create a product that would avoid his former mistakes, and the plan worked. CONSIDER THIS: Like a good running back, when one lane is blocked, look foranother, and plow ahead. March 9 Anne Sullivan and Helen Keller "We can do anything we want to do if we stick with it long enough." Helen Keller When Helen Keller suffered an illness that made her blind and deaf, she gradually adopted animal instincts to survive. That is how teacher Anne Sullivan found Helen when she arrive in Tuscumbia, Alabama, to teach the child. What went on next was a clear example of tough love, leader ship anddiscipline. Sullivan literally had to fight Helen and to attempt to reach her brain through the sensation of touch, the only real sense that Helen still recognized. Week after week Anne pressed her hand into Helen's, making symbols with the positions of her fingers against Helen's palm. She was spelling out words, but to Helen, it made no sense. When Helen finally understood the relationship between the word "water" and the patterns pressed on her palm, Helen remembers, "I was caught up in the first joy I had known since my illness." Anne Sullivan was tough on her pupil. "As soon as I knew right from wrong,"Helen wrote, "she put me to bed whenever I committed a misdeed." The story of Anne and Helen has become an American wonder, as Helen Keller eventuallygrew up to be one of the brightest minds of her time. Helen became a communicator and a symbol of the power to rise above difficult circumstance, but she did not (could not) do it on her own. Anne Sullivan demanded that her pupil learn beyond all expectations and gave her love andfulfillment in return. CONSIDER THIS: Whom are you teaching and encouraging? How are you making them stretch beyond their ex pectations? What persons are waiting for you to encourage them into discovering their own genius? March 10 Managerial Freedom Scale "The successful businessman is training an understudy if he is as wise as he is successful." Ray L. Smith Like most employees, managers want to make their boss happy. They don't want to step out of line, but often don't know where that line is drawn. Managers working under a cloud of anxiety will not perform as they should. They will often bother their boss with small picky details in order to savethemselves from doing something wrong. Bosses need to free managers from this complication. William Oncken Jr., author of Managing Management Time, suggests a management freedom scale for bosses whose managers ask for too much advice. The five-point scale lists the managers' responsibility for making some decisions and bringing only the most important decisions to theboss. The five ways managers relate to their boss are: 1. WAIT until being told. 2. ASK what to do. 3. Recommend, then ACT. 4. ACT, but advise at once. 5. ACT on your own, routine reporting only. Option one should never be allowed. In ordinary situations, managers shouldnot pester the boss by asking what to do. Managers are supposed to think for themselves. Managers should be told they must operate under method 3, 4, or 5. This frees the boss from unnecessary decisions and frees the manager to devise methods of leadership that work well with his or her personality. CONSIDER THIS: If a person does not know what is expected, he cannot effectively make progress in an organization. March 11 Herman Miller "The deepest principle in human nature is the craving to be appreciated." William James Herman Miller, Inc. produces fine office furniture and systems. Working fora company that makes desks and chairs could be just another job, if it hadn't been for the death of an employee in 1927 named Herman Rummelt. Company founder D. J. De Pree went to visit the man's wife and discovered that the man had been good at handicraft, with beautiful examples throughout the house. He had been a hero in World War I and had written poetry. "I walked away from that house that morning rather shaken up . . . God was dealing with me about this whole thing, the attitude toward workingpeople . . . I had looked on him as a man who was good at fixing machinery and motors." From that moment, De Pree decided that his company would do something to consider the employee as a whole person. He believed that there was a relationship between the excellence in the way employees were treated, and the excellence of his products. As a result of De Pree's experience, his company's management direction changed. Innovations such as the "Scanlon Information Meeting" were instituted where employees meet once a month to discuss performance. Today,more than 40 percent of the Herman Miller employees own stock, and the company contributes to a child care referral service, adoption aid and productivity bonuses. One of their manufacturing plants is described in theAIA Journal as "A Splendid Workplace." Even the bottom line has benefitted,as Herman Miller continues today to be a highly profitable enterprise that maintains its commitment to both owners and employees. CONSIDER THIS: Care for your workers, and they will care for you. March 12 Adolph's Meat Tenderizer "Observation is more than seeing; it is knowing what you see and comprehending its significance." Charles Gow Like Ray Kroc with McDonald's and Col. Sanders with his family chicken recipe, there are many good ideas waiting in the wings for the right personto sell the idea in a big way. The next big business success story may wellcome to that person who keeps his or her eyes (and taste buds) open to the right idea. Adolph Rempp owned steak houses in Los Angeles and Santa Barbara during and after World War II. They were popular places not only for their delicious steak, but also for their low prices. Rempp had discovered a way to use a papaya extract as a meat tenderizer. With this concoction, he could transform inexpensive cuts of meat into tender steaks that could pass for a much higher-priced steak. One evening after the war, Rempp's steak house was visited by two hungry veterans named Larry Deusch and Lloyd Rigler. Deusch and Rigler liked the steaks but were curious about how such a cut ofmeat could be made to taste so good. They did a little research and found out about the tenderization process used by Rempp. After some persuasion, the two veterans contracted with Rempp to market the extract to local grocery markets. The product was named Adolph's Meat Tenderizer and was introduced in 1949. It was a success in the Los Angeles market and was soonintroduced around the country. CONSIDER THIS: If you find something you like, other people will probably like it as well. March 13 Screaming Eureka "Science does not know its debt to imagination." Emerson Jim Edmonds of Phillips Petroleum remembers the discovery as "a genuine screaming eureka." He was working on developing an inexpensive way to make a "super plastic," something that in 1962 took a very complicated process. "I wasn't even supposed to be working on it," he recalls, "it was just something I did because I thought the darned thing might work." The result was a new product that became the base material for Phillips' Ryton(R) business line. There are some common traits in companies that produce breakthrough inventions. First, their people are typically curious, hard workers, knowledgeable and lucky. Second, the culture of the organization supports the quirks of "inventorships." Inventions are often the result of some tangent to an original objective. The potential inventor may be struck with an idea from something totally off the subject. Often, management may not see a need to pursue this new idea. This is where many inventors have to bend or break the rules a bit todo some research on the side. Some companies actually build in funds and time for off-the- wall projects. Once an idea is firmly conceived, it may take some selling. Now the inventor must become the "champion" for the idea. If management does not squeeze the life out of the inventor, it may find its next billion-dollar product simmering in a test tube from an unsponsored project. CONSIDER THIS: Progress is often more by accident than by direct planning. Are you looking for accidental opportunities? March 14 Reach for the Stars "Give the world the best you have and the best will come back to you." Madeleine Bridges The Leo Burnett advertising agency celebrated its 50th year in 1985. Duringthe years until his death in 1971, Leo inspired his company with his motto,"Reach for the Stars." Minimizing the value of advertising awards, Leo concentrated on selling products. Norman Muse, chairman of the agency, clearly states their goal: "We have one criterion for superior advertising,and it is sales." To achieve this goal, the agency tries to become the adjunct marketing department of the client. They "hold their hands," meet with them on a regular basis, and become a member of the family. After the Burnett agency knows its client well, it devises an advertising campaign that will sell products. Leo was known for being hardheaded, argumentative and hard to get along with when he thought the client's ideas were bad. He generally won those arguments, and the clients were the winners at the bank. Leo's results speak for themselves. When United Airlines was suffering from an image as being a big, uncaring company, Leo brought out the "friendly skies" campaign. When Maytag wanted to be known for its quality, the lonely Maytagrepairman was the answer. McDonald's is promoted with the "American slice of life" campaign, and spokesmen like the Jolly Green Giant, Charlie the Tuna, and the Pillsbury Doughboy are but a sampling of the creativity that comes from knowing the client and producing winning campaigns. CONSIDER THIS: It is not always the awards from peers that make a business great, it is the bottom line of why you are in business to begin with that counts. March 15 Wal-Mart Buys American "There are efforts and there are results. And it is the strength of the effort that usually determines the size of the result." E. F. Girard Sam Walton began his retail career as a management trainee for JCPenney. After a tour in the Army he opened a Ben Franklin Store. Along with his brother, he opened more Ben Franklins until 1962 when he ventured into discount merchandising with his first Wal-Mart. Staying mostly in small towns, the number of Wal-Mart stores has grown to over 900 today. Part of Wal-Mart's image and appeal has been its American character. It is a hometown place, with friendly people and a clean image. In 1985 Walton set out on an ambitious campaign to make Wal-Mart buck the trend of buying imports and to institute a program that would encourage American manufacturers to produce more competitive merchandise. To encourage manufacturers in the States, Wal-Mart is providing long-term commitments and guaranteed orders to American firms. Calling the rising importation of goods a "threat to our free enterprise system," Wal-Mart's program has already provided several small companies with orders that allowthem to expand their business and hire more workers. One shirt manufacturermoved some of its operations from offshore back into the United States to participate in Wal-Mart's program. The campaign is not only providing Wal-Mart with good merchandise, it has triggered a rash of positive newspaper stories about the retailer in papers all over the country. CONSIDER THIS: Imports will always be with us. The answer to preserving theAmerican system of free enterprise is to meet the challenges with innovation, intelligence and hard work. March 16 Anne Sadovsky's Hard Work "Life will do a lot of growling but it won't hurt you unless you let it." R.W. Sampson Many times people understand motivational speakers and books to mean that if you get your thinking right, everything else will be easy. That's not the story at all. Anne Sadovsky, one of the many successful motivational speakers in America, will tell you that success is hard work. Growing up with alcoholic parents and abuse, married at 15 and suffering three divorces, Anne's life was not easy from the start. Her first exposure to a positive message was as a Mary Kay representative. This gave her enough spirit to move into a job as a personnel recruiter, and then into a job with a large property management firm. Anne began speaking at sales meetings and shared from her heart about her own journey. Just as her career was looking up, she was laid off. At age 39, when Anne began speaking on her own, she followed the advice she had given others, "do what you know." After five years in the business, Anne's company grew to annual revenue of $1.5 per year. It was not an easy road totravel, and there were many pitfalls. Anne had found herself in bad situations, but remembered her favorite saying, "Bloom where you are planted." Anne's business continues to prosper. But she is never far away from struggle, as she continues helping other speakers overcome the problems of going into business "on your own." CONSIDER THIS: Motivational thinking is only the start of great things; it must be followed through with hard work and determination not to let circumstances get you down. March 17 Hallmark Cards "Every day is a new day, with new possibilities and unlimited opportunity."Ernest Reeves Ask people in and around Kansas City what is special about their city, and one of the things they will probably mention is Hallmark Cards. Few companies have such warmth associated with them as this company. Greeting cards as we know them began to appear some 150 years ago, when the Penny Postage Act of 1840 put mailing letters within reach of almost everyone. Hallmark got its start when 18-year-old Joyce Clyde Hall came to Kansas City, Mo. in 1910. He and his brothers had owned a small gift store in Nebraska, and Hall came to Kansas City to seek a better market. His brotherRollie joined soon, and the store was known as Hall Brothers, Inc. Hall carried postcards in his store and soon recognized the beginnings of the greeting card industry. Hall Brothers, which became Hallmark in 1954, now has the largest art department in the world. Its creative staff of over600 people produces more that 10 million greeting cards a year. Joyce led the company until 1966, when his son Donald became president. Under their leadership, Hallmark has carefully designed its products with quality, fromthe best artists to professional writers and printers. It can take up to 3,000 people and 300 controlled steps to produce and market each card. And 18,000 are produced each year. The Hall family has created a company that is proud to be known as one of the best 100 companies to work for in America. CONSIDER THIS: Do you see the beginning of an infant industry in your midst? If not, look. If so, how are you going to take advantage of it? March 18 Jack Welch at GE "It does not take much strength to do things, but it requires great strength to decide on what to do." Hubbard When Jack Welch became GE's youngest chairman at age 45 in 1981, he took charge of a company that had been one of America's largest and most successful. Welch's view of the future had no room for the status quo, however. He saw rapid worldwide technological change, slower economic growth, and intense worldwide competition for available business. If GE were to survive in the future, much less in the present, massive changes were needed. Welch's strategy called for each of the company's key businesses to be number one or two in market share, and for the company to increase its participation in fast-growing services and technology businesses. Businesses that couldn't be leaders were sold; those that couldwere the recipient of billions of dollars in investment and complementary acquisitions. To increase agility, Welch removed an entire level of management between the company's diverse businesses and the headquarters staff. Though the move saved $40 million, the GE CEO says the real payoff was "the sudden release of talent and energy that poured out after all the dampers, valves and baffles had been removed." Today's GE is 100,000 slimmer than the company Welch came to head in 1981. The results have been impressive. Saleshave nearly doubled while earnings have been rising at 10 percent a year compounded. Fortune Magazine has noted, Welch can do what no other boss can do: name "15 major businesses where his company is a market leader, from light bulbs and locomotives to high-tech plastics and network television." CONSIDER THIS: How can you prevent a giant from getting fat to begin with? March 19 The Beliefs of Borg-Warner "A man should have the courage and conviction to do what is right, and whatis for the interest of his principles, no matter whether he represents a corporation or an individual." Philip Armour Many times the "beliefs" of a company are promotional hype developed by a marketing agency to put the best face (and often a false face) on a company. Other companies really do operate from a set of beliefs that guides corporate decisions. In 1981, Chairman James Bere of Borg-Warner began a process involving over 100 managers in an effort to define the basic business principles that governed the corporation. The results are summarized in five major statements: Dignity of the individual : Each person is unique and has pride, needs, values and innate personal worth. Responsibility of the common good : To create superior good, to provide meaningful jobs, to honor life and to improve the world. The endless quest for excellence : To continue to improve and to surpass that which has already been achieved. Continuous renewal : Adapt to change, discard that which is no longer true, and to seek vision for the future. The commonwealth of the company and the people: To maintain freedom while building strength, recognizing the need for faith in political, economic and spiritual heritage, pride in work and the conviction that power is strongest when shared. CONSIDER THIS: Beliefs are the foundation of any great movement. But beliefs are a hollow nothing unless they are backed up by a strong commitment to make them work. March 20 Pete Musser and Safeguard "Diligence is the matter of good fortune." Cervantes Safeguard Business System has a rather mundane product. It's a folding double check writing system for small businesses that sells for about $150 each. Safeguard Chairman Warren (Pete) Musser saw the product as a hard wayto make much money. When Musser started in business in 1954, he wanted something more glamorous, like the cable TV business. He started such a firm, but lacked the cash to make it go. Then in 1963 he got into a small business making check writing machines. As an add-on, the company added thelittle folding notebook. While this business plodded away, Musser saw Wall Street's call to diversify and went on a buying spree that brought the company into auto parts and marketing. When the economy turned sour, most of the new businesses Musser had acquired began drowning in red ink. Only after several years of trying to prop up the empire did Musser turn his attention back to the folding notebook. Its profits were supporting everything else. The notebooks were sold by Safeguard distributors who are independent contractors. By offeringsalesmen all the repeat business on any sales as long as they remained distributors, the business built up a substantial sales force. Once a critical mass of customers was using the system, it became well known to accountants and banks, who presold many customers. The slow mundane business became like the tortoise who plodded along slowly but surely untilhe had defeated the hare. CONSIDER THIS: Is it glamour you are looking for, or a business that can bring in a good, steady profit? March 21 Rita Moreno "A smooth sea never made a good sailor." Oren Arnold Rita Moreno was born Rosa Alverio in a small town in Puerto Rico. After her parents divorced, she moved with her mother to New York, where they lived in a tenement in the Washington Heights section of Manhattan. Rosa took dancing lessons and was soon able to supplement family income with occasional performances. Often she imitated the popular Carmen Miranda at parties, bar mitzvahs and weddings. Seemingly a natural at performing, Rosagot parts in children's plays and then in the broadway play Skydrift , which lasted only seven performances. By the mid-forties, Rosa had changed her name to Rita Moreno, taking the last name of her stepfather. Now she was dubbing the voices of Elizabeth Taylor and other stars for films being prepared for Spanish-speaking countries. Rita made a break into movies at MGM with So Young, So Bad. Other movies followed, but she was stereotyped al ways as the sultry Latin temptress. Seeing her career go nowhere drove her to depression. Finally, a story in Life brought her career back into the public light, and she was finally given some fresh roles. Rita was able to fight off the bad times and see her career lead to the four most important entertainment awards in America, landing her in the Guinness Book of World Records . The awardswere an Oscar, a Tony, a Grammy, and two Emmy awards. CONSIDER THIS: Sometimes the awards go to those people who can stick it outthrough the bad times and who can do their best when the good times come along. March 22 Chrysler's Decision "Be true to your highest conviction." W. E. Channing Walter Percy Chrysler was born in 1875 in Wamego, Kansas. His father was anengineer at the Union Pacific Railroad, and young Walter took an interest in the big machines. He became an apprentice machinist and traveled the railroads, building a reputation as an extraordinary mechanic. As an auto enthusiast, Walter bought a 1908 Locomobile for $5,000 even though he was only making $4,200 per year. He fell in love with the automobile and was soon offered the opportunity to become works manager of Buick. The railroadoffered him $12,000 a year to stay with them, but Chrysler took the $6,000 salary with Buick. At Buick, Chrysler introduced a series of innovations and within a few years was made president of the division. Soon, however, Chrysler's ideas clashed with GM President W. C. Durant, and Chrysler resigned. In 1921, Chrysler was offered the position of president of the ailing Willys Overland Company and the Maxwell Motor Company. While he got these companies on their feet, he was designing a new car with innovations the industry had never seen. In 1924 he introduced the Chrysler, and soon even the company bore the name of Walter Chrysler. From this small start, Chrysler acquired Dodge Brothers and began the Plymouth and DeSoto lines. By the time Chrysler retired in 1935, his company was the second largest producer of automobiles in America. CONSIDER THIS: It was a tough decision to accept half the salary, but the opportunities were higher. Where are your opportunities, regardless of current salary? March 23 Motivation and Teamwork "I have found the best way to give advice to your children is to find out what they want to do, and then advise them to do it." Harry S. Truman In his book Bringing Out the Best in People, author Alan Loy McGinnis discusses methods of motivation. He notes that one of the most powerful andsuccessful ways to motivate someone is to help discover his or her own abilities and goals. We often want people to jump on our bandwagon, but most people have a bandwagon of their own. They have their own set of values, beliefs and goals. However, most people do not have well defined goals, and so they usually get nowhere in life. A real motivator helps people find those goals in their lives that are good and will lead to a common goal. People will naturally adopt goals and ideas more easily that have legitimately come from their own thoughts. But the manager says, "I want MY goals acted upon, not theirs!" Most managers could learn from one of the best managers/coaches of all times, Bear Bryant. He won 323 football games, in a game where everyone must seemingly forget his own goals for those of the team. Yet, the Bear's philosophy on goals was "(1) I care about you and what you want; (2) You should be thinking ahead; and (3) We are building a team in which we are hoping everyone can pursue their goals, and I am going to incorporate into our general plan as many ways as possible for you to reach yours." CONSIDER THIS: Winning teams are built upon mutual acceptance of each other's goals. March 24 Hugh Downs "When you're afraid, keep your mind on what you have to do. And if you havebeen thoroughly prepared, you will not be afraid." Dale Carnegie When we see the likes of Hugh Downs in his TV roles on the Today Show, Concentration, or 20/20, we figure he has it all together. Not necessarily so. Hugh's climb to stardom was part courage, part luck and (surely) part talent. As a youngster, he was not naturally outgoing, shunning social activities and sports. At one time he decided to become an artist, until atage thirteen he discovered that other people saw colors, and he was 90% color blind. He would have to find another interest. While other children were playing, Downs was intrigued by the family radio and listened for hours. After high school, he won a speaking contest and a scholarship to college. After one year the depression forced him to come home. Jobs were scarce, but Downs wanted to help his family. On impulse, he went to the local radio station to apply for a job and was given a position as announcer on the spot. That break soon led him to Chicago and then to national fame. Downs remembers being quite scared of the microphone and thecamera in his early days. He discovered his solution to the problem: "Go out and scare yourself." He forced himself to face his speaking fear, and the result is one of the most polished and relaxed television personalitieson the air. CONSIDER THIS: Fear can deprive us of making the best use of our talents. We must face it head-on and put ourselves into situations in which we can overcome it. March 25 Napoleon Hill "If we abide by the principles taught by the Bible, our country will go on prospering." Daniel Webster Virtually every salesman has read (and probably reread) Napoleon Hill's classic motivational book Think and Grow Rich . This book has become the basis for many other self-help and motivational books. Its message is simple, and people who follow it are sure to see results. Hill's primary emphasis is on your own personal belief in who you are and what you can accomplish. The messages are simple but profound: Don't quit too soon. Follow your dreams. If other people think it is impossible, it must be worth doing. There is no such thing as bad luck. Belief makes a person bothpoor and rich, take your choice. These simple messages are foundations on which individuals may direct theirlives. Many of the people in the book you are now reading have adopted simple principles such as those in Hill's book, or from the Bible, or from inspirational leaders such as Lincoln, Washington and Emerson. These beliefs can muster hope when depression overwhelms. Without a foundation ofbelief, most people succumb to the inevitable failures in life. Something must be there to hold a person up when things go wrong. Like the pig who built his house of bricks, those who have built their beliefs on something solid will survive the "big bad" wolves of defeat, failure and rejection. Aperson who has a weak character foundation will find it difficult if not impossible to build one under himself while the rest of his world is falling down. CONSIDER THIS: What is your foundation? When things go wrong, where will you turn? What will you do? Where will you go? Make sure you are preparing now for tough times to come. March 26 Being a Millionaire "It is no use to wait for your ship to come in unless you have sent one out." Belgian Proverb According to a U.S. News & World Report article, there are a million millionaires in the United States today. The wild-eyed dream of children and the more serious dream of college graduates is to be in the club. In surveys and opinion polls of young Americans today, becoming rich is often a major life goal. Even with its high-sounding mystique, millionaire statusno longer requires that a person be a corporate magnate or a Hollywood idol. Millionaires of today own the local dry cleaner or make automobile antennas in a small factory. According to studies, most millionaires made their money "the old-fashioned way;" they earned it in thirty years of hard work, six days a week. According to another professor, Thomas Stanley of Georgia State University,80% of all millionaires today are self-made. The average millionaire works about 12 hours a day. He has an ordinary business, but usually gives it a new twist. Dave Drum took advantage of the camping craze and began Kampgrounds of America. A former teacher of business administration, Valerie Freeman, began the temporary personnel service, Wordtemps. Jimmy Verttos, son of a Greek immigrant, rented a fruit stand that eventually became a large food store. These people took ordinary ideas, worked hard atmaking them into a success and turned their hard work into hard- earned dollars. CONSIDER THIS: Prosperity is still usually based on how hard and long you are willing to work. March 27 Walter Wheeler at Pitney-Bowes "Six essential qualities that are the key to success: sincerity, personal integrity, humility, courtesy, wisdom, charity." Dr. William Menninger Many writers have found Walter Wheeler to be a study in contrasts. He admittedly was a cold-blooded executive who was determined to promote his company, yet he instituted some of the most farsighted programs to benefit employees and the public of any company during the era. Wheeler was educated at Harvard and came to work at Pitney-Bowes when it made a stamp-cancelling machine. By age 27 he was taking a leadership role in the company, and in 1920 spearheaded the project of convincing the government that a postage meter was a good idea. When the machine was approved, seven other manufacturers were given the right to also produce a machine. However, because of the efficiency of its workforce, Pitney-Bowes (PB) became the low-cost producer and took the majority of the market. One reason for such a productive work force was the jobholder meetings heldat PB. Each year, meetings were held between 250 jobholders and the president and top company executives. At these meetings, labor and management issues were discussed. The strong emphasis on management and labor communication gave the PB workers one of the finest packages of benefits and working conditions and gave the management a highly motivated workforce. Wheeler devoted 55 years of his life to PB, and it was his strong belief in making the business responsive to human needs that made PBone of the most profitable businesses in its industry. CONSIDER THIS: Human needs count. For the long run, you can't have exceptional profits without the enthusiastic support of the jobholders. March 28 Armstrong World Industries, Inc. "I attribute my success to always requiring myself to do my level best, if only driving a tack straight." Russell Conwell In 1860 Thomas Armstrong worked for a Pittsburgh glass company, but he had a little business on the side making cork stoppers for bottles. Armstrong'sslogan for his small company was a takeoff on the ancient "Let the buyer beware." His more positive motto was "Let the buyer have faith." He expanded the business by using his cork remnants as an ingredient for linoleum. At the time, linoleum was virtually a commodity with no known brand names. Armstrong felt he could produce a superior product and introduced a brand of linoleum using the Armstrong name. In the Saturday Evening Post in 1917, Armstrong began a campaign of informative ads that offered the reader helpful ideas, as well as information about his product. Some associates called these ads too non commercial, but they proved to be effective, as the ads were popular with readers. They developed for the Armstrong name a strong sense of quality and with it secured a growing product loyalty. The Armstrong name became soassociated with floor coverings that in 1960, when a survey was performed about carpeting, the name Armstrong was fourth in preference of consumers, even though Armstrong had never, up to that point, produced carpets at all.Today, Armstrong creates a wide variety of floor coverings, building products, furniture and specialty products. CONSIDER THIS: The company name and its association with quality are an important part of developing sales and product loyalty. March 29 Knox Gelatin "To act with common sense, according to the moment, is the best wisdom I know." Walpole Rose Markward married Charles Knox in 1893. The couple bought a small gelatin business in Johnstown, New York, and Rose tested gelatin recipes inher home kitchen. The ambitious couple also bought several other businessesincluding a newspaper, a hardware store and even a power company. However, when Charles died, Rose sold all of the companies except the gelatin business. She was very interested in finding new ways of using gelatin, andshe set up an experimental kitchen to do research. Her vigor to make something from the gelatin showed as profit lines tripled from 1908 to 1925, with sales over $1,000,000. Besides the business, Rose became active in the Johnstown community. She founded the Federation of Women's Clubs for Civic Improvement. In 1949 Collier's named her "America's foremost woman industrialist." Rose continued to hold the title of president of the company until she was 90 years old. She died in 1950 at age 93. Rose was a determined soul who took the business she loved and put her whole self into making it work. In a 1937 interview in Time she is quoted as saying, "I just used common sense, a man would call it horse sense, in running my business. But from the first, I determined to run it in what I called a woman's way." CONSIDER THIS: Your business, career or job is an extension of your own personality. In order for you to find success, your personality and work must fit together, as a team. March 30 Marshall Field "Follow the river and you will get to the sea." Unknown Marshall Field was born in 1834 in Conway, Massachusetts. As a teenager, Field became a clerk in a dry goods store in Pittsfield but left at age 22 to go west. Landing in Chicago in 1856, Field found a job as a clerk and saved his money by sleeping in the store. His first year's salary was $400,of which he saved $200. Within five years he was general manager and later became a partner in Cooley, Farwell and Company. Within six years, in 1867,Field was the major partner and head of the business. By 1881, the other partners had retired, and the company became Marshall Field and Company. The firm sustained severe losses in the Chicago fire of 1871, the Panic of 1873, and a fire in 1877, but it continued making a profit. Field adopted the successful merchandising methods of Stewart in New York and Wanamaker in Philadelphia. Prices were clearly marked for each item. Hesold quality goods and built a reputation on honesty and "the golden rule."Field was also adept in finding and hiring managers with excellent capabilities. Field bought goods on a worldwide basis and often purchased goods for immediate cash to underbid other stores. Until his death in 1907 Field used much of his money to fund buildings for schools, the Columbian Museum at the Chicago World's Fair (now the Field Museum), and a library inhis home town. CONSIDER THIS: Find out what works for others and use the same idea, perhaps bettered with your own touch and hard work. March 31 Kellogg's "Advertising is to business what steam is to machinery, the great propelling power." Macaulay Will Kellogg never finished high school but went to Dallas in 1879 and worked as a broom salesman, helping to turn an ailing business around. He later returned to Battle Creek, Michigan and worked with his brother John at the family-owned health sanitarium. There, he and John developed a wheat flakes breakfast cereal. The idea was good, and Battle Creek entrepreneurs produced 42 brands of the flakes. John refused to allow Will to spend much money on the project, and the market became dominated by producers such as Charles Post. Will saw the marketing possibilities of several products developed at the sanitarium. In 1905 Charles Balin, a patient, offered Will the financing to begin his own company to produce a new idea, corn flakes. Production began modestly at about 33 cases of cereal a day. Then Will began to advertise. He placed an ad that encouraged people to convince their grocer to buy a case of the corn flakes. The person who got the sale was given boxes of the cereal. The plan worked, and by 1909 the company wasselling over a million cases a year. Kellogg sensed the value of advertising and spent over $2,000,000 in 1911. During the depression, Kellogg doubled his advertising budget, and sales continued to grow. Today,Kellogg's is one of leading brands of breakfast cereals in the world. CONSIDER THIS: When others are afraid to advertise, it is a prime time for you to gain market share with new advertising. February 1 The Risks of Leadership "When we think we lead, we most are led." Byron in The Two Foscari Many studies have been performed to determine what particular individual traits tend to make a person assume a leadership role. Dean Frost, Fred Fiedler and Jeff Anderson studied leadership in the military to determine the role of risk-taking in effective leadership. Bravery and courage are not generally thought of when defining leadership qualities in business; however, there are parallels. In the military, those in command who are willing to take personal risks by exposing themselves to danger in combat gain high esteem among the troops. In business, the "combat" may be at the corporate office, where bosses fight for the sake of their employees. The Israeli military, often considered one of the best in the world, requires commanders to be the pointmen of an attack, where the danger is greatest. General George S. Patton knew the value of having the leader in the thick of the action. During his World War II campaigns in North Africa and Europe, Patton's jeep was often seen moving toward the action. He was seen with his troops at the very point of attack. Patton understood that his troops would see this as a vote of confidence in them and would keep uptheir morale. Because he did not want the troops to see him in retreat, he always had a small plane meet him near the front, where he was taken back to the base camp at night. CONSIDER THIS: Are you seen as a leader who goes to bat for your "troops"? When things are rough, do you take the heat yourself? Do you expose yourself to risks to help build confidence and morale in those working for you? February 2 Keep Trying "Many strokes, though with a little axe, hew down and fell the hardest-timbered oak." Shakespeare The tombstone above Gail Borden's grave reads "I tried and failed, I tried again and again and succeeded." Borden did not have success early in life. He was at one time a schoolteacher, an editor, a real estate salesman, customs collector and surveyor. During this time he came up with several interesting ideas that had no commercial success. His land and water vehicle nearly drowned the town elders of Galveston, Texas, on a demonstration voyage. Borden experimented with food preservation and won a Gold Medal in the 1851 London Crystal Palace Exposition for a dried meat biscuit. On the trip back to America, Borden was concerned about the deathsof four children on ship caused by bad milk. This sparked his inventive thinking. How could milk be stored for long periods of time? Borden was 56 years old when he devised a way to condense milk. His first attempt to commercially produce the milk was underfinanced and failed. A year later, with more financing he tried again. The Civil War was beginningand he began to receive steady orders from the Army. He was finally on his way to success. Borden used much of his profits to educate farmers in dairytechniques, organize schools for blacks, build churches and to provide support for underpaid ministers, teachers and students. CONSIDER THIS: If you think you have the "right stuff" to make it, keep trying, keep seeking until opportunity comes, then grab it for all it's worth! February 3 Peter Jennings "If a man bites a dog, this is news." John Bogart Peter Jennings was a high school dropout at the age of 17. He was simply bored. His father, Charles Jennings, was a distinguished broadcast journalist for the Canadian Broadcasting Corporation, and Peter wanted to follow in his father's footsteps. At the CBC he hosted a half-hour radio show for children, hosted public affairs programs, and eventually became a special events commentator and host of Vue , a late-night talk show. In 1964 he was covering the Democratic National Convention in Atlantic City when ABC News President Elmer Lower offered him a job as an ABC correspondent. Jennings turned it down. He remembers waking up about three months later in a cold sweat, "What have I done?" He wrote back and got thejob. In 1965, in an effort to boost their national broadcast ratings, ABC made Jennings anchor of their nightly newscast. Although he did a good job, he did not have the qualifications to compete with Cronkite and Huntley and Brinkley. Jennings returned to reporting in 1968, and soon established himself as one of the foremost Middle East and European correspondents. In 1978 he was named foreign news anchorman of the nightly ABC news cast. His in-depth analysis of foreign news gained him award after award. In 1983 Jennings was named sole anchor for the ABC Nightly News. As he looks back on his career, he admits that it was the role model of his father that pushed him to continue, to strive to be the best. "I'm still trying to liveup to my father's standards." CONSIDER THIS: Pick a mentor with the kinds of attributes you desire. An example of excellence can give you the motivation to do and become your best. February 4 Face Your Troubles Squarely "Three things give hardy strength: sleeping on hairy mattresses, breathing cold air, and eating dry food." Welsh Proverb Theodore Roosevelt was a weakling. Does that surprise you? As a child, Roosevelt was thin, in poor health, timid and afraid of getting hurt. The Roosevelt family took trips to find places more amenable to "Teddy's" ailments. When he became a teenager, Teddy decided to whip his frailty. After traveling to parts of America and Europe, it was certain that a simple change of climate would not cure Teddy's health problems. Teddy decided to immerse himself in physical activity. His formula was to do things he was afraid of doing, so he became a cowboy in the Dakotas. In this campaign to improve his strength and courage, at one time or another, he broke his wrist, his arm, his nose, his ribs and his shoulder. After entering Harvard, he took up boxing. Although he was often "beat to a pulp," he became an adequate fighter and even fought in a championship match (he lost). In the Spanish-American war, Teddy was a lieutenant colonel in the "Rough Riders," where he became a hero for his exploits in the battle of San Juan. It was because of his "Rough Rider" image that Roosevelt became a popular military and political figure, and was elected governor of New York in 1898. He was elected vice president in 1900. After President McKinley died in 1901, Roosevelt became president. CONSIDER THIS: Struggle often provides us with our most productive times ofgrowth. The caterpillar gains strength in its struggle to tear out of its cocoon. Without the struggle it does not have the strength to fly. Can we step back while we are in the midst of a struggle and see how it will give us strength and insight for the future? February 5 The Band-Aid "To accept good advice is but to increase one's own ability." Goethe Even when hundreds or thousands of people hear a good idea, it is the rare individual who does something about it. Robert Johnson was a co-owner in the firm of Seabury & Johnson when he attended a meeting and heard Joseph Lister describe the science of bacteriology and make a plea for sanitary conditions in hospitals. Most in attendance listened with skepticism. The year was 1876. It was hard to imagine those little "bugs" causing problems.However, Johnson was convinced there was something to what Lister had to say, and he talked his brothers Edward and James into developing products to carry out Lister's plea. In 1886, the brothers formed their own company, Johnson & Johnson, and began promoting their sterilized gauze. As the medical community began to recognize the dangers of infections, the Johnson brothers were there to take advantage. By 1910 the company required 40 buildings to produce their medical products. One day in 1920 an employee of the company named Earle E.Dickson showed a co-worker a self-stick bandage he was using at home. Earlehad put together some bandages with a small gauze pad on a strip of tape totake care of the family cuts and scrapes. The company quickly saw the potential for this little invention, and "BAND-AID" soon became a householdword. CONSIDER THIS: Listen to the ideas of those around you. New ideas are oftenthe basis of new products and perhaps new companies. February 6 Picturing Success "Great living starts with a picture, held in your imagination, of what you would like to do or be." Harry Emerson Fosdick In his classic book Psycho-Cybernetics , plastic surgeon Maxwell Maltz tells story after story of patients who believed that "fixing" some part oftheir physical appearance would also "fix" their lives. In many cases, the solution was not to be found with a surgeon's knife, but in a healing of their mind - their concept of themselves. Maltz claims that the secret to a successful life begins in a strong self-image, recognizing that God has created each individual as a unique and special individual. Maltz points out that many people experience an early belief of inferiority, and the belief builds upon itself, leading the person to self-imposed ruin. "Looks" have little to do with our success. The term "cybernetics" comes from a Greek word meaning "steersman." Thus, psycho-cybernetics is our built-in ability to use our brain as a device to steer us in the direction of happiness and success (or to failure and depression). Some people call this a self-fulfilling prophecy. If we createa positive self-image for our selves and concentrate on successful outcomes, our built-in mental "steersman" will push our bodies to perform those actions which will give us the best chance of success. CONSIDER THIS: Take more than a moment to discover what you think about yourself. Make certain that your beliefs are helping you and not preventingyou from reaching your goals. February 7 Pockets of Genius "Two heads are better than one." John Hegwood Many important movements in history can be traced to groups of individuals gathered together to form a fellowship where new ideas and discoveries meldtogether to form a new great idea that changes the world. These groups havebeen religious (Jesus and the disciples), political (the framers of the Constitution), literary (the British group that included C. S. Lewis, J. R.R. Tolkien and others) or scientific (the Manhattan Project). In the mid-1970s, in an area between San Francisco and San Jose, a small computer club organized, calling itself the "Homebrew Computer Club." Thesebearded and blue-jeaned hackers were some of the best computer engineers of the day, who worked in the emerging high-tech "Silicon Valley" companies. In this group, secrets of the trade were openly discussed, and fellow members gave advice to anyone who attended. Out of that group emerged a new industry of microcomputer companies. Notable among the group is Steve Leininger, who went to work for Tandy Radio Shack and developed the TRS-80 Model I. Two other Steves also attended the Homebrew Club. They developed a computer board called the Apple I and showed it to the group. Through encouragement and contacts, Steve Wozniak and Steven Jobs improved their board into a full-fledged microcomputer and dubbed it the Apple II computer. CONSIDER THIS: Discovery is seldom made in isolation. Progress usually comes after many people have contributed. Who do you have to talk over ideas with to get input, criticism and encouragement? February 8 Chicken From Pilgrim's "When you can do the common things of life in an uncommon way you will command the attention of the world." George W. Carver Bo Pilgrim appears on a television advertisement wearing a pilgrim's hat, and gives a deadpan description of the wonderful new ways chicken can be fixed. Bo and brother Aubrey started "messin'" with chickens in 1945 in their hometown of Pittsburg, Texas. At first they had a small farm supply store, but soon opened a chicken processing plant. After Aubrey died in 1966, Bo in corporated into Pilgrim's Pride. For years Bo stayed in the background, quietly building his company into a major chicken concern. By 1980, it was the 22nd largest chicken processor in the nation. Then, in 1982, a new ad campaign began. Bo had developed a way of deboning a chickenfrom the inside, and the result was a completely boneless chicken. Bo tells the television audience that the creation of the boneless chicken was a "mind-boggling experience." He ranks the achievement "right up there with marriage and my first bicycle." Almost overnight, Bo became a celebrity. He now spends much of his time as a visible spokesman for Pilgrim's Pride. He is a favorite speaker at colleges, charity events and chicken cooking contests. He even makes appearances with the San Diego Chicken at baseball games. Bo's humor belies his business acumen, since thecompany grew to become the sixth largest chicken processor in only eight years. His ads have won several awards, and the bottom line is that people remember his brand name. CONSIDER THIS: A lot of advertising goes in one ear and out the other. Gimmicks may not be artistic, but getting people to hear you above the noise is all-important. February 9 Marion Laboratories "Those who apply themselves unswervingly to a task are amply rewarded." Ewing M. Kauffman Ewing M. Kauffman had been described as "too friendly, too eager to accept challenges." This poor Missouri farm boy decided from the start that when atask is at hand - he had better give it his all. He was giving his all in every sport at age 11, when in 1908 he was struck with a severe illness that left him with a faulty heart valve. The doctor prescribed a year in bed, flat on his back. He could not leave his bed for any reason, not even sit up. For a year, Ewing did not violate his doctor's orders. However, he did not waste the time. He began devouring books at the rate of 100 per month. He read the entire Bible several times. He not only read adventures such as Tom Sawyer, he also learned astronomy, mathematics, and medicine. After his recovery, Kauffman finished school and spent two years in junior college. He excelled in the Navy and later as a salesman with a Kansas pharmaceutical company. When he began drawing commissions higher than the president's salary, his commission was cut, and Kauffman quit and created his own business. Kauffman packaged vitamin pills at night, and sold them during the day. As he recruited employees he promised them a bright future for the company. Now that Marion Laboratories has passed $100 million in sales, those who went with him have reaped a huge reward. CONSIDER THIS: Kauffman's philosophy has been to share with those who help create success. Are you allowing others to help you and share in your success? February 10 Ted Turner "Be sure you're right, then go ahead." Davy Crockett Ted Turner has created the most sensational television "network" in recent communications history. His opinion of the competition: "The networks produce materialistic, stupid-American, anti-family, anti-government programming; instead of offering information on saving money or family budgeting, they emphasize violence and crime and promote a live for today and let the devil take tomorrow attitude ." In his own words, Turner promotes "uplifting programs, with enough variety to appeal to all members of the family." If Turner did not have the success to back up those statements, many would ignore him as a do-gooder or idealist. In reality, he has taken television by storm. It began in 1970 with his purchase of an Atlanta UHF station. In 1976 the station went nationwide as the first "Superstation," WTBS. Using the SATCOM satellite, he found a way to broadcast his then tiny station through cable systems to the entire nation. He launched the first 24-hour news network, CNN, in 1980. Then he began CNN2 (Now Headline News) as CNN'sshort-format sister service. Turner claims that his success comes from hardwork, enthusiasm and not becoming discouraged. Against odds, Turner has forged ahead, not always winning, but always coming back with new ideas. CONSIDER THIS: Do you have good ideas, but never take them to fruition? If you know something will work, if you know you are right, forge ahead with dogged determination to make your idea work. February 11 Merck's Research "Do few things, but do them well." St. Francis Finding a new drug has often been like taking your chances on the roll of the dice. You make up a bunch of compounds and see if any of them do anything. That's how most of the drugs manufactured today got their start. It seems crude, and it is. Under the leadership of CEO John Horan, Merck & Co. decided to do something about it. In the early 1980s Merck began looking for effective drugs by pouring millions of dollars into basic research. This research was meant to discover how life worked. If that could be understood, perhaps they would be smarter in formulating drugs. Merck refused to diversify as other drug companies have done. Spending 100%of their concentration on the discovery of drugs has had enormous consequences. Research scientists find the corporate atmosphere an academicheaven, where they are permitted to use the latest equipment in research, publish, confer with colleagues and participate in creating products that will help the world. In 1982 a third of Merck's sales were in old established drugs. Because of new introductions created through Merck's new research, by 1987 those old drugs represented less than 10% of sales. The new drugs coming from Merck'scommitment to research are overpowering the industry and bringing notice toWall Street. For its success, Merck has the honor of becoming one of Fortune's most admired companies. CONSIDER THIS: Diversification's benefits are to minimize risk. However, the risk of diversification is to lose your primary focus. February 12 3M's Culture of Innovation "All good things which exist are the fruits of originality." John Stuart Mill The Minnesota Mining and Manufacturing Company (3M) was started in 1902 andwent nowhere. The company struggled at near-bankruptcy until 1912. In the 1920s 3M produced its first innovation; waterproof sandpaper. This was soonfollowed by masking tape in 1925. In the 1930s 3M introduced Scotch brand transparent tape. It was clear that the direction of 3M was in a diversified area of innovative products. This direction of invention continued into sound recording tape and photography developments. 3M has been a leader in copying, fabric protectors, magnetic and optical information and health care supplies. Innovation is crucial to 3M's existence. 3M expects a full 25% of each year's sales to be generated from products introduced in the past five years. To keep 3M going, former Chairman Lewis W. Lehr claimed, "there has to be aculture, an environment for innovation." Management wants things to happen,even if ideas fail. The philosphy is, "If you aren't making errors, you probably aren't doing anything." At 3M, groups called Business Development Units (BDU) are formed on an ad hoc basis to consider, develop and introduce new products. These groups are often very independent and do whatever it takes to develop their product. One such product developed in aBDU is the popular Post-It brand notes. Working in a small group and without the red tape of the normal corporate process, the 3M BDU approach has produced a steady stream of profitable products. CONSIDER THIS: Where bureaucracy reigns, innovation suffers. People are more creative when they are given the opportunity and encouraged to experiment. February 13 Edson DeCastro of Data General "Don't be afraid to take a big step when one is indicated." David Lloyd George Edson deCastro was an ordinary but bright student in Plainfield, New Jerseyduring the 1950s. He graduated from high school, decided on an engineering career and went to school at the University of Lowell. After graduation anda stint with the National Guard, he went to work for Digital Equipment (DEC), briefly attended the Harvard Business School, and then returned to DEC. At DEC, he participated in the early development of 6-bit computers, and was instrumental in the development of DEC's popular PDP8 computer. When IBM introduced the System 360 as an 8-bit machine, DeCastro felt that computers based on 8-bit multiples would be the future standard, and voted to adopt the 8-bit standard at DEC. However, after much discussion, DEC decided to stay with the old 6-bit standard. DeCastro saw this as an opportunity and left DEC in 1968 to begin Data General with two other engineers, a marketing manager from Fairchild, and alawyer. In 1969 Data General introduced a 16-bit computer. To establish a particular niche in the highly competitive computer market, they aggressively marketed their computers to those who needed a small powerful computer at low prices. Where other computer companies were marketing service, Data General marketed performance, specifically aimed at people who already knew computers and applications well. In the decade from 1968 to 1978, Data General's profit margins were second only to IBM's, and the number of employees swelled to over 10,000. CONSIDER THIS: Pay attention to changes in technology. They are often the key to new products and new companies. February 14 Corbin's Trousers "Thinking is like living and dying. Each of us has to do it for himself." Josiah Royce At the age of 21, Lieutenant Howard J. Corbin left the Air Force to enroll in Columbia Business School. Howard had been bombardier/navigator aboard a B-25 during World War II, flying out of North Africa and Italy. In the service, he got used to his trimly cut officer's uniform. In the civilian market, pants were baggy and, to Corbin, had a sloppy appearance. During his college years Corbin worked with his brother and father, who operated asmall pants factory in Brooklyn, to design and tailor a line of "natural shoulder" pants and jackets. It was soon called the Ivy League look. Corbinfigured that many other ex- G.I.'s would be interested in this kind of look. By the time Corbin was finishing his B. S. degree in 1947, he was producing his Ivy League clothing. He must have been right about what men wanted, because within a few years, his fashion caught on throughout the nation. Today, this family owned business makes trousers and suits to be labeled bythe best clothiers in the world. Each week, workers in several plants cut over 30 miles of fabric to keep up with the demand. In 1982 Corbin, Ltd. introduced a line of women's clothing. Now semi-retired, Corbin is using hiexpertise to help other entrepreneurs as an executive-in-residence at Columbia. CONSIDER THIS: If your tastes are different from what the market is promoting, maybe there are others out there who share your concepts. Can you use this to develop new ideas for products? February 15 Winchester's Second Effort "Take calculated risks. That is quite different from being rash." George S.Patton Oliver Winchester was born in Boston in 1810 and was raised an orphan. He worked his way into the ownership of a small Baltimore clothing store. Although his store was quite successful, Winchester continued to be ambitious. He enjoyed the journey toward success to be content with having arrived at success. In 1847 he decided to use his store to move on to more profitable ventures. Selling the Baltimore store, he moved to New York, where he believed there was a bigger market and more opportunity. Using hisexpertise in the clothing industry, he patented a new shirt making method and made handsome royalties on its use. Not content with this success, Winchester used his profits from his invention to buy into a rifle manufacturing business. He acquired the patents of Hotchkiss, Browning and others to develop his rifle into a state-of-the-art device. In 1860, Winchester introduced the Henry repeatingrifle. It was used extensively in the Civil War, and in 1866 it was renamedthe Winchester. This gun became the settler's and cowboy's rifle of choice in opening up the West. With this company Winchester finally found the industry that intrigued him enough to consume his ambition to succeed. CONSIDER THIS: Even though we may have initial success, there could be something greater waiting for us. February 16 Ten Commandments of Business "When we do the best that we can, we never know what miracle is wrought in our life, or in the life of another." Helen Keller James McManus prepared for business at the University of Wisconsin (BBA '55) and Northwestern (MBA '56) before gaining experience at Procter and Gamble and Glendinning companies. In 1971 he started his own company, the successful Marketing Corporation of America. MCA analyzes consumer behaviorand sells its knowledge and ideas to some of the largest corporations in America. One such idea was a suggestion that Ralston Purina distribute, through vets, Puppy Care Kits, which would include food samples and a booklet on the care of puppies. The promotion was so successful that Purinawas able to start charging the vets for the kits. In a recent speech, McManus outlined his 10 concepts of business. (1) "With whom you go" is more important than where. (2) Execution is critical, how you do what you do. (3) Pay attention to the product before the profits, or "Make sure the product works." (4) You have to spend money to make money. (5) It is important to plow back some of your profits into research and development. (6) Don't be afraid to fail. That's how you learn. (7) Provide your future employees with an environment that stresses individual accountability and rewards. (8) Share the rewards. Power and profits for the people! (9) Be the best that you can be and (10) Have fun! CONSIDER THIS: The basics of business are to do your best and to treat other people with respect. February 17 The Kodak Name "Man's distinction is his determination to think for himself." Adm. Hyman G. Rickover The Eastman Kodak company calls its name one of its most valuable assets. How did the name Kodak come into being? According to George Eastman, the company's founder, he invented it out of thin air. In a 1920s article from SYSTEM Magazine, Eastman is quoted as saying, "I devised the name myself . . . the letter K had been a favorite with me. It seemed a strong, incisive sort of letter . . . It became a question of trying out a number of combinations of letters that made words starting and ending with K. The word Kodak is the result." Eastman wrote, "There is, you know, commercial value in having a peculiar name; it cannot be imitated or counterfeited." "Kodak" was first registered as a trademark in 1888. The first "Kodak" camera sold for $25, already loaded with film for 100 exposures. The entirecamera was returned for processing, and for $10 was filled with a new roll of film. The pictures were of good quality, and the easy-to- use camera brought photography to the masses. Since that time, the Kodak name has served the company well. Since Kodak had no meaning of its own, it could only be associated with their company. It was almost impossible to misspell. Now registered in 90 countries, the name has become a trademark that is unique and distinctive. CONSIDER THIS: A unique and distinctive name or symbol helps your company establish recognition. What distinctive traits do people see in you - and remember you by? February 18 With a Name Like Smucker's "Small opportunities are often the beginning of great enterprises." Demosthenes Jerome Smucker was born in 1858. By the late nineteenth century he and his wife, Ella, had developed a good business, making apple cider in Orrville, Ohio. During the off-season, Smucker transformed his mill and made apple butter for the local farmers, who supplied their own apples. Jerome's also made his own apple butter. His children helped in the business, selling half-gallon crocks of the apple butter around the community for 25 cents. By 1900 word of the apple butter had gotten around, and Smucker began selling the crocks to local grocery stores. The apple butter business became a major part of Smucker's production, and by 1920 they had added a line of jams and jellies. Jerome had four children, and one of them, Willard, took over the reins of the company whenJerome died in 1948. Willard's son, Paul, was named CEO in 1970. Under the family leadership, the company has continued to grow into one of the most well-known names in the jelly industry. They introduced new ways of shipping fruit in steel drums rather than the older wooden barrels. Smucker's also became the first preserver to use essence recovery, a technique to capture fruit essence during cooking, which is then returned before bottling. Although the Smuckers still make apple butter, their most popular products today are strawberry preserves and grape jelly. CONSIDER THIS: Keep an eye out for those side opportunities that may turn into a gold mine. February 19 Hewitt Hires Chemistry "An industrial family should be united in purpose, as well governed, contented and peaceful, and the members as courteous to one another as a domestic family." C. W. Post In 1940, insurance salesman Ted Hewitt began thinking about beginning a business. He made precise plans about the business structure, the kinds of people he would hire, and the business principles he would instill in the new company. Today, CEO Peter Frieds is still following the lead of the founder. Hewitt Associates, a management consulting firm specializing in employee benefits, has been rated as one of the best 100 companies to work for in America. It has a low (5% a year) turnover, and many of the associates become partners, making more on average than partners in the BigEight firms. One secret of Hewitt's success is its hiring practices. Because they are very picky, only five applicants out of every 100 are offered positions. The process used to choose employees is critical. They look for people who are bright, hardworking and ambitious, but avoid people with ambition so high that they might succeed at the expense of the company. The protection of the corporate climate is essential. Associates must be team players, with the right chemistry to learn to consult within the model used throughout the company. There are few titles at the company. The only real promotion is to be come a partner. Even then, everyone is treated the same,from secretaries to senior partners. The bottom line is that the Hewitt family is one of the top consulting firms in America. CONSIDER THIS: Each business must take special care in putting together a family of employees who create a fabric of cooperation and support in meeting the corporate goals. February 20 Graham at Baxter Travenol "A reputation for good judgement, for fair dealing, for truth, and for rectitude, is itself a fortune." H. W. Beecher William B. Graham is perhaps the most successful business leader in America. During his years as CEO of Baxter Travenol Laboratories, earnings grew cumulatively in excess of 20 percent per year for 25 years, a record no other Fortune 500 company can match. Graham joined the company as vice president in 1945, and was elevated to CEO after eight years. When Graham took over leadership of the company, sales were just over a million dollars. In 1980 he relinquished the office of CEO, but remained as chairman. For 24 years, while he was CEO, cumulative compound annual earnings increases were in excess of 20 percent per year. What made Graham so wildly successful for such an extended period of time? Graham believed in risk-taking. For example, in the mid- fifties he gambledwith a kidney dialysis machine that had already been a commercial failure for its Dutch inventor, Willem Kolff. Graham saw the machine as a pioneer effort. It took seven years before the machine really made an impact in themedical community. Graham look his risks in limited but promising fields, where the hope for expansion was good. This policy has resulted in a streamof innovative medically oriented products that have become standards for the industry. Baxter's management style has always been open, and his employee benefits are among the best in the nation. His blending of high standards, folksy ways and caring for people have resulted in paybacks to everyone involved. CONSIDER THIS: High standards and care for the individual employee can exist side by side. In fact, one is essential for the other. High morale always seems to be an antecedent to productivity and innovation. February 21 Quality is Ewes' Best Advertisement "Don't do anything haphazardly, don't scratch the surface, don't give a jobpart-time attention; give it your best." Clinton Davidson The Progressive Farmer magazine often reports on new ideas from America's heartland. One such story is about entrepreneur Robin Giles. Robin raises sheep in west Texas. However, in recent years, losses have mounted to $10 and $15 per head. "I realized that if we were going to continue in the sheep business, we'd have to find a way to make it profitable." Sitting around one day, Robin and his wife Carol thought up a plan. They had been selling lamb to friends in the area and thought that others might be interested in their high-quality meat. They contacted restaurants, hotels, country clubs and everywhere they couldthink of, but they did not get the kinds of business the needed. They decided that their best market was selling directly to the people they already knew. Letting it be known that they wanted to expand, their few customers began singing the praises of the Gileses' fresh cuts of lamb. Over a few years, their customer base has grown to over 400. The Gileses know that quality is their reason for success. Only meat that is graded High Good is sold by the Gileses, and they guarantee everything they sell. "Our customers don't like fat." As a side advantage, their reputation for high- quality meat has spilled over to their breeding stock, which is now in high demand among other sheep breeders. CONSIDER THIS: Quality sells products, keeps customers, and is one of the best advertisements for new customers. February 22 George Washington "The test of the progress of mankind will be their appreciation of the character of Washington." Lord Brougham The development of our idealistic American character can be traced to the examples of our founding fathers. We have truly become children of their beliefs and the principles that they have established. George Washington isperhaps the most eminent example. Even in his lifetime, Washington symbolized the quality of character that Americans look up to today. DanielWebster said that America owed a considerable debt to the Old World, and that debt has been paid through the character of Washington. "If our American institutions had done nothing else, that alone would entitle them to respect." Even the fabricated cherry tree story by Mason Locke Weems testifies to the respect for Washington. "I can't tell a lie, Pa; I cut it down with my hatchet." There has perhaps never been an American who has been more revered in his lifetime. Washington was a true living hero. He could have been king. Yet it was Washington's example in the presidency that gave America its respect, stability and its unique flavor of democracy. Henry Lee called Washington "First in war, first in peace, and first in the hearts of his countrymen." Other heroes have used their popularity to benefit their own kingdoms. Washington used his popularity to establish a code of conduct in which the welfare of the people comes first. Because of Washington's example, later American leaders have had a superior model to try to match. CONSIDER THIS: It is important for the leader to set a strong example of character. No rules or commandments will speak louder. February 23 Levi Strauss "Study how to do the most good, and let the pay take care of itself." LymanAbbott In 1853, Levi Strauss was invited by his brother-in-law David Stern to helpstart a dry goods store in San Francisco during the Gold Rush. Levi packed goods onto a ship that sailed 17,000 miles from New York to California. On the way he sold most of his goods to the passengers. The only thing he had left was canvas used to make tents. After landing, he was told, "You shoulda brought pants." All the prospectors were wearing out their pants faster than they could dig. Levi immediately went to a tailor, and had pants made from his canvas. Word got around about the sturdy Levi pants, and he was soon sold out. He then was able to get some heavy cloth from France called "serge de Nimes," which was Americanized to "denim." The original cloth was brown, but Levi dyed it indigo to make the color deep purple. Since the weight of gold often ripped the pockets, Levi began riveting the pockets to give themadded strength. Levi and tailor Jacob Davis patented the innovation in 1873. Levi's business flourished, and he became a wealthy man. Until his death in 1902, Levi spent much of his wealth helping others, including the California School for the Deaf, and scholarships to the University of California. When he died, because he was a bachelor, much of his estate waswilled to orphanages and benevolent associations. Today, the company is owned by relatives descended from Levi's brother in-law. CONSIDER THIS: Look at the resources you have and determine what needs you can meet. February 24 Phillip Caldwell at Ford "It is good to rule and polish our brains against those of others." MichaelDeMontaigne Phillip Caldwell took over as chief executive officer of Ford Motor Companyduring a bleak era in 1979. The American automobile market had been stunnedby the oil crisis and the growing importation of foreign cars. Ford's costswere skyrocketing, and its cars were rated "poor" in quality and design. Caldwell remembers that it was tempting to cut back all costs to save what little was left, then he realized, "That would have given away our future . . . we didn't even give it serious consideration." Instead, Caldwell and other leaders at Ford poured money into new products, machinery, equipment and research and development, spending over $13 billion worldwide on new products, processes, machinery and equipment and another $9 billion on research and engineering development. All agreed that "quality was our primary objective." Everyone at Ford seemed to get the message. By 1984, Ford had reduced operating costs, introduced better quality cars, and had a record profit of$2.9 billion - one of the largest turnarounds in American corporate history. Caldwell gives much credit to the employees, who originated many of the ideas that set Ford back on the right course. There was a great change in attitude. Workers felt they were being heard, that their talents were being used. Both management and workers wanted to see quality happen. It was a matter of pride. Caldwell opened the doors of communication, and everyone listened to each other. That is what makes business successful. CONSIDER THIS: Do you make it profitable for employees and management to communicate? Does everyone have the same goal of making your organization the best that it can be? February 25 The Invention of the Telephone "Attempt the end, and never stand in doubt; nothing's so hard but search will find it out." Robert Herrick Alexander Graham Bell was the son of a speech teacher from Scotland. In fact, both his father and grandfather had developed careers in teaching people how to speak correctly, as well as developing a method for teaching the deaf to speak. Tuberculosis in the family triggered their move from England to Canada. An offer to present teaching methods for the deaf in Boston brought young Bell to the United States. In his study of speech, Bell read a German article (he could barely read German) that he mistakenlythought said that vowels could be produced by electricity and tuning forks.This mistake led Bell to begin experiments with electricity. At first he tried to develop a multiple telegraph and took out a patent on something that never worked. In his experimentation, he realized that vibrations made by the voice could be picked up and changed into electricalpulses. His assistant, Thomas Watson, helped in the breakthrough by connecting some vibrating reeds too tightly. When a wire was plucked, Bell heard the sound at another reed attached to the wire. Bell realized that something important was happening, and he studied the situation for severaldays, making changes. On March 7, 1876 he was working on the device and spilled some acid on his pants. "Mr. Watson, come here, I want you!" he shouted. Watson, who was in another room heard the message over the wire. That was the first working telephone. CONSIDER THIS: There is no telling what can be accomplished once you think it is possible. February 26 Statistics "There are three kinds of lies: lies, damn lies, and statistics." Disraeli In How to Lie With Statistics , author Darrell Huff lays bare some of the common misuses of numbers. Statistics are often used to prove points, many times out of the original context of how the information was gathered. In today's information glut, the probability of such misuse is magnified. Although statistics may show the steel industry reeling in losses, there are those firms who are making good profits. When statistics show that onlya small percentage of people eat snails, the producer who corners that niche may make a handsome profit. Statistics tend to report summary information, where "populations" are reduced to a few numbers. Such statistics usually do not tell much about the individual in the population.Are there really any families with 1.8 children? Statistics can be valuable, if they are used with care. One important thingthat can be learned from statistics is who or what is not following the trend. Why is one company making huge profits in a depressed industry? Why does one salesman out-produce the rest? If everyone is reaching for one segment of the market, will it provide less competition in the remainder? Now that the majority is buying a certain kind of stock, what other stocks might they be overlooking? A keen eye never takes statistics at face value.They must be challenged and examined thoroughly to glean what real truth they may tell. CONSIDER THIS: Enterprise cannot live today without numbers. Those who accept numbers without question will be the slaves, those who understand them will be the masters. February 27 Management by Encouragement "People have a way of becoming what you encourage them to be - not what younag them to be." Scudder Parker In Bringing Out the Best In People, Alan Loy McGinnis talks about the need for encouragement. It is a basic human need, and in many cases people neverhave that need filled. Few people live such lives that they can always muster what it takes to always be at their best. They must experience the encouragement of others from time to time to keep them on track. Many timesmanagers are like coaches, who constantly need to call the team to do more,to perform, with phrases like "You can do it!", "Let's all pitch in!", and "Take the lead!" These simple cliches can mean a new spark of energy to thesalesman who is down. They can make the difference when depression is encouraging someone to give up. The greatest coaches, as well as the greatest managers know how to get performance from their teams. They must set a goal higher than where the team has been and then train, encourage and guide each person to fulfill his or her part in making the goal a reality. Some poorly trained managers find that threats work on the short-run, but dissension and hostility can make any gains short- lived. Under these conditions, when threats are takenaway, performance declines. Encouragement builds performance from within, making it a vital and permanent part of each individual. A manager's encouragement allows people to experience wins, successes and victories when the natural human spirit would have given up. CONSIDER THIS: It is more wise to help a person discover his own talents than it is to dictate to slaves. February 28 Choosing the Right Foods "Every man is a builder of a temple called his body." Goethe We have all heard the phrase "You are what you eat." If that is true, are there things that we can eat to give us the ability to do a better job? To be a success? To be happier? In Managing Your Mind Through Food Dr. Judith Wurtman tells how eating can relate to your success. Most people will agreethat certain foods affect the way they feel. They may suspect that some foods may affect their ability to think or to have energy. In fact, Wurtmanbelieves that certain foods give you added power to concentrate. Using well-known medical relationships about how our bodies react to certain kinds of foods, Wurtman has established some criteria for choosing certain foods for certain results. Here are a few of her examples: To increase energy and concentration, reduce your intake of high-fat foods such as steak, pork, organ meats and hard cheese. When you must perform (give a talk, go to an interview, be quizzed by the boss), eat a low-fat meal two hours before you need your energy. If you work late, eat your largest meal at lunchtime. Never start the business day with carbohydrates.Breads, pasta and potatoes will make you feel lethargic and drowsy. If you snack in the afternoon, eat something high in protein such as cottage cheese or yogurt. Finally, if you are anxious and need a calming effect, eat carbohydrates. They will slow you down. CONSIDER THIS: The more you know about how your body works, the more you can tune it for effectiveness. February 29 A Little Something Extra "And whoever would have you go one mile with him, go with him two." Jesus Christ Like the extra day that is tacked on leap year, we all take notice of a little something extra we get for our money. Everyone is familiar with the prize in Cracker Jacks. Would Cracker Jacks even be around today if they had not thought of that innovative extra? Children will always pick out thecereal that has something extra inside. Something extra in a service business may mean a call- back after a job is finished to see that the workwas satisfactory. IBM has a policy of getting a call back to customers within 24 hours. To an employee, the little something extra may be a bonus,or recognition for a helpful idea. Encouragement costs nothing, yet many managers hold onto it as if it were gold. In fact it only becomes gold whenit is given away. The same thing could be said of friendliness to a customer. Many people use the phrase "going the second mile," which comes from a story told by Jesus about a man who was asked to walk with a man a mile, and he walked with him two miles. Society expects to get what they pay for,and they seldom take notice when they get only that. When someone goes the extra mile in giving the customer more than was required, the customer remembers the good feeling, develops loyalty, and tells others about it. Doing business or serving others is no more complicated than treating people with respect and kindness, and concern that they are satisfied. Givea little golden satisfaction with everything you do. CONSIDER THIS: When someone receives something from you, do they feel that they got their money's worth, and more?
