The banks got money.
Wall Street was generously rewarded with billions.
Some insurance companies got big bucks.
The automakers got multi-billions.
We got nothing, zilch, zip, zero.
How is it that all the wrong-doers who made the mess got the money and the hard workin’ printers got bumkus or is it bupkus?
Printers are tough, smart, resourceful people. So, I decided to offer my own Stimulus Package. I offered the package to any company that would write me and tell me why they need Stimulating in 100 words or less. Usually, I get five responses when I ask people to write in. But then my mama died in 1986 and Marvelle Stump went to the Mississippi State Prison in Parchmon and now I only get three responses.
Not this time!
So far, as of July 4, 2009, I have received nearly sixty requests and they are still coming. Now I need a Stimulus Package to pay for more coffee, beignets (New Orleans Doughnuts covered with powdered sugar), books and web brainstorming sessions.
My June column was partially inspired by a salesman who is owner and CEO of his company. He sells $16.0 million annually all by himself. When he read the column he sent me the following e-mail.
“Just got to a softball game. I am coaching one of my hundreds of daughters. (It just seems like hundreds to him.) Just took a call while coaching first base from at big Nameless Corporation where they worked me on a conference call for the entire inning and I told them where I was. They could care less about others.
We did score three runs and I sold a hundred thousand dollars worth of printing. There is absolutely nothing like the true joy of sitting in a convenience store parking lot....selling my ass off! It does not get better than this. The hell with corporate jets and high dollar dinners....just give me a laptop, a blackberry, 32Oz Diet Pepsi and some crackers. I am not a genius......I am the best of all things.....A SALESMAN!!!
I think if you are a good salesman you can really be anything you want.....and sometimes you can even walk away from something content in knowing that you can create something out of nothing all over again tomorrow.
I remember the most liberating moment in my life.....when I knew I could not only make it but thrive on 100% commission. No longer tied to anything but my own ability to sell...and of course then I started my own company....(My calculator gets worn out multiplying 5% of $16MM!!!!)”
My pal’s monologue says it all. He said beautifully what I’ve been trying to write about for twenty-five years.
Here is one of the first Stimulus request e-mails that I received from the state of Wisconsin.
“I remember bragging to a buddy of mine on how I had landed a "recession proof client"..........a hospital and their 20 clinics. Well guess what, the healthcare field is not recession proof! Elective surgeries and urgent care visits were down significantly in the first quarter of 2009. It makes sense, people have lost their jobs so they don't have insurance so.........
We are smart enough to have clients in various categories but truthfully almost all are printing much less and many of our other clients have reduced the quantities from previous years.
I am really the only salesman at this time so I have been busting my tail and seeing some results but not much. Help!”
Here’s a long e-mail from the Midwest.
“Once again, a great monthly article. $787 Billion and nothing for the printers…….doesn’t surprise me……we have always been under the radar. Hope some of the printers out there that are hurting take you up on your offer…..a printer in dire straits, would be nuts not to! Loved your story about the President and CEO (and the only salesmen) traveling 3 hours to see you and still making 5 sales calls along the way. That is exactly what we ALL must do, really get after it. We have a line here at the office that I really love and really try to emulate. “Close to the Customer”. Like the old saying goes, “People want to know how much you care before they care how much you know!” Love that line too….it is so true. Especially in sales! And as the Manana Man knows, Nothing happens till somebody sells something!”
Here’s another e=mail request.
“Thanks for all your great articles through the years, keep them coming. And keep telling all those printers (and the rest of us to ”Get out there and sell something!” My regards to Attila the Nun.”
Here is one more email requesting the Stimulus Package.
“Wow….what a great offer! I have quoted you in so many of my sales meetings, I think my sales team thinks that I know you. I have six salesmen, a Director of Marketing and myself who are all involved in our weekly sales meetings. We have been working to change our sales message since November of 2007, but I think they are tired of hearing me talk. I cannot think of another person I would want to brainstorm with. Oh….and we like doughnuts”
And yet, another call for help.
“Please help! This is about the worst I’ve seen. I’m the production supervisor in a shop of about 40 employees. My people in production are the ones always bearing the brunt of the hard times. As you mentioned good people are getting laid off.
Meanwhile I talk to our salespeople and they are lamenting about how print is dead and nobody is buying print. The problem is that all too often they are waiting for the phone to ring and orders to come their way instead of getting out and making sales calls and earning work. I know this sounds like the old production versus sales finger pointing, but our sales team really does need some motivation and stimulation. Please help us. We are a high quality shop with many talented people.
The entire shop could use a shot of morale and a kick in the pants. We have six salespeople on our team and they are willing and waiting for your help. Even if they don’t know it yet. Thanks for your help and your witty articles. Keep em’ coming.”
Here’s one more.
“I am a sales representative for Anonymous Litho. I have over 19 years of successful experience in print sales and by far this is the toughest market I have ever sold in. We currently have 7 sales people. Our sales numbers are down from last year, approximately 15%, which is not as much as other I have heard about. We need to reverse this trend. We have a fine group of employees and I don’t want to see any of them lose their jobs. I feel our sales staff would be open to any help that your stimulus package can offer us to help increase our sales."
I’m out of space. Wish I could publish all the e-mails. I have recruited some of the best minds in the printing industry to facilitate the brainstorming sessions and I wish to thank Dick Gorelick of Gorelick & Associates of West Chester, PA, Linda Bishop of Thought Transformation in Atlanta, GA and Mark Potter the founder and publisher of Canvass magazine for agreeing to help. I will give you their teleconference reports in September.
Meanwhile, we are all (me included) gonna be out there selling something!
