While we are on the theme of electronics, here is a new item and design that is new to premium markets.  First, I must say that this concept is a winner.  IPOD’s are continuously gaining more and more users.  And while many people think of Ipods as music devices, they are starting to gain favor for training, educating customers, podcasting, carrying digital files, etc, etc, etc…  Here is one creative use.  Offer one of these devises to your employees with the understanding that they will be receiving important company information that they need to agree to listen to.  Then have all of your office policies relayed by podcast.  These will get uploaded every time they connect to a company computer.  Then a questionaire would be sent out to your employee that would require them to confirm that they have listened to and agree with the company message.  This is a huge legal benefit to the company and a nice perk for the employee.  How about this as a recruiting tool at job fairs?  Would the words “Receive your free IPOD” get attention?

For creative ways to use promotional products with a true unique flair, contact sales@caseandtote.com. ]]> http://www.execmagazine.com/custom-ipod-and-custom-flash-drives/feed/ 0 http://www.execmagazine.com/the-dream-manager-book-review/ http://www.execmagazine.com/the-dream-manager-book-review/#comments Wed, 12 Sep 2007 15:18:37 +0000 admin http://www.execmagazine.com/the-dream-manager-book-review/

This book really was a breath of fresh air.  The overall story is about a disgruntled employee that was not enjoying his work.  In a moment of brilliance, he decided that what the company needed was a dream manager.  After reading this, I determined that the word “Dream” is really the same as “Goal”.  Many people have hang ups about goals, but everyone has dreams.  Overall, the book is about helping others achieve what they want out of life.  By doing this, you will get what you want.  I am frequently surprised that all of the same information from motivational speakers gets regurgitated over and over.  I must say though… this really held my interest.  It was about a 4-6 hour read.  It could probably be reduced by 20 pages, never the less, it certainly drove home the point.  For me, I looked back to my 20′s and remembered all of the dreams I had.  Of which, almost all of them came to fruition.  After some reflection, I really have not spent much time thinking about what my dreams will be next.  I guess that’s why we read books.  I would give it a 8.5 out of 10 rating.  Buy The Dream Manager here. ]]> http://www.execmagazine.com/the-dream-manager-book-review/feed/ 0 http://www.execmagazine.com/new-appointments/ http://www.execmagazine.com/new-appointments/#comments Mon, 09 Jul 2007 13:40:18 +0000 admin http://www.execmagazine.com/new-appointments/ ROO Group Inc., Announced several new additions to the management team.

Bert Solivan is Executive Vice President and General Manager. He will lead all
U.S. operations.

Paula Balzer is Chief Marketing Officer. She will develop and manage the company’s
business-to-business and business-to-consumer (B2C) strategies, including developing a
go-to-market strategy for B2C.

Rick Gell is Chief Content Officer. He will add major brands, Web-original and multi-language content to the company’s core collection of daily video offerings.

The company is preparing to expand into the business-to-consumer market, and to launch its peer-to-peer, user-generated content and other applications.

SimpleTuition Inc., http://www.simpletuition.com Announced the appointment of a new Vice President of Business Development.  Christopher Stevens is Vice President of Business Development. He will manage and expand the company’s partnerships with educational institutions, lenders and other affiliated organizations.

Prospero Technologies LLC  http://www.prospero.com Announced the appointment of a new Director of Worldwide Sales.

Michael Millet is Director of Worldwide Sales. He will extend the company’s market leadership, expand its sales team, and implement processes and tools to accelerate its global market presence.

The company plans to expand its sales team in New York, Los Angeles and the United Kingdom, and then widen the team to the rest of EMEA, APAC and MLSA as its customer base increases.

]]> http://www.execmagazine.com/new-appointments/feed/ 0 http://www.execmagazine.com/freedom-use-it-or-lose-it/ http://www.execmagazine.com/freedom-use-it-or-lose-it/#comments Sun, 01 Jul 2007 21:43:23 +0000 admin http://www.execmagazine.com/freedom-use-it-or-lose-it/ This week, Americans celebrate our declaration of independence from British rule back in 1776. In the midst of the fireworks and ball games, we forget how courageous the signers of the Declaration of Independence truly were. By signing their names, they risked their lives for values and a vision they believed in.

It has always seemed to me that July 4th really ought to be a day for affirming our values and our highest aspirations.

In fact, let me re-phrase it for emphasis:

One of the great failures of modern life is that so many of us do not USE the freedom we have to create the life we want.

Take a moment to consider the freedoms you have right now:*** You have access to a world of education and ideas
*** Your public library has the greatest books ever written
*** You can live anywhere on earth
*** You can live with (or without) anyone you please
*** You can learn as much as you like
*** You can earn as much as you like
*** You can CREATE as much as you like!

And yet, as Thoreau wrote over 150 years ago, too many of us continue to live lives of “quiet desperation.”

I am appalled at the number of Americans who live “paycheck to paycheck,” using credit cards to survive! We are the richest, most educated, most financially literate people in history! Why do we live this way?

I am appalled at the number of people who do work they find boring or unsatisfying. You can change careers with a bit of education, a bit of networking, a bit of effort, and while millions of us “start over” every year, others stay in unsatisfying situations year after year after year. Why!?

I am appalled at the people who call or email me to say they have a dream they want to pursue, but they “can’t afford” a coach, or they “don’t know how to start,” or they “can’t rock the boat.” Folks, there are a million reasons to stay in a situation that is less than ideal – and if that is your choice I respect it – but don’t use the excuse that you “can’t” change it! That’s just wrong!

This week, we celebrate our “Independence Day!” We are also starting the second half of the year.

PLEASE – take time to review your most important goals, your highest aspirations and your biggest dreams, and if there are changes you want to make, then do so! If there are things you need to be doing, please begin.

Decide NOW to make the second half of 2007 your time of transformation and personal independence. Declare that you will USE your freedom to do what makes you happy, fulfills your destiny and gives meaning and purpose to your life. Do not “go to your grave with your music still inside you!”

I’m a firm believer in the power of small steps. It is rarely necessary to take big, dramatic (or risky!) steps, but it is always necessary to begin. Think clearly. Take notes. Talk with loved ones. Admit your dreams out loud, and if there are steps you need to take during the rest of 2007, start walking.

Source: http://www.philiphumbert.com  ]]> http://www.execmagazine.com/freedom-use-it-or-lose-it/feed/ 0 http://www.execmagazine.com/my-internship-experience/ http://www.execmagazine.com/my-internship-experience/#comments Thu, 28 Jun 2007 17:12:27 +0000 admin http://www.execmagazine.com/my-internship-experience/ Executive Summary 

Upon entering as an intern at Turn Point Enterprises (formerly All Star Executive), I have been overwhelmed with the business world. By performing residential campaigns and business to business sales, I have learned new aspects to communication and I have been able to work in a team atmosphere to overcome my downfalls. I will summarize my initial experiences as an intern with a new marketing firm and will aim to explain what I have accomplished thus far.

Periodic Report 1 

Over the past two to three weeks, I have been working for a marketing firm based on the concept of Cause Marketing Solutions. We raise money and awareness for the RHI Pacers. This team is a local wheelchair basketball team in the

Instead of simply asking people for donations, the Cause Marketing Solutions concept is based on the sale of community entertainment books. Local businesses are sought out for specific locations during each campaign. Since it is a tax write-off for businesses, they are capable of donating significant gift certificates and coupons to support the basketball team.

As an intern, I entered as an entry-level distributor who performs residential and business-to-business campaigns. Performing door-to-door sales has been quite an experience for me. I have learned many different communication techniques and I have been able to approach almost anyone in any area of life.

The first basic concepts I have been perfecting include The Five Steps, The Impulse Factors or F.U.G.I. Factors, and The Eight Steps. I have listed these on the next couple of pages.

The Five Steps 

1. Introduction: This is the foundation of the conversation. It should include eye contact,            

a smile, and enthusiasm.

Example: “Hi, how are you today?”

2. Short Story: Meant to describe who, what, and why. Should remain short and sweet.

Example: “My name is Danielle and I’m in the area supporting your local wheelchair basketball team, the RHI Pacers.”

3. Presentation: This is when we present the entertainment book. The customer is not supposed to see the book until this time. During the presentation, I explain the book and point out some key savings and gift certificates.

Example: “I’ll be real quick, there are actually $500 in gift certificates in this first section; Papa Johns gave a free pizza, Movie Gallery added some free rentals, etc.     

Is there a golfer in the family…?”

4. Close: The price of the book is established at this time. This is our biggest negative.   

We are to repeat a brief presentation and remit information that assures money will be made back. It’s a good idea to ask if we can count on their support and shake our head yes.

Example: “They’re only $30 and if you simply use this free oil change in the back, you’re sure to make your money back. Can we count on your support this year?”

5. Rehash: The purpose is to save the sale. It’s another word for up sell. I’ve been told to be serious and hold eye contact.

Example: “Would you like to go ahead and pick up two or three? They make great gifts for friends, family, or coworkers. I can only limit you to five though.”

The Impulse Factors

Examples

1. Fear of Loss: last day we’re out here, only a few left, physically take book out of their hands while they’re looking at it, excite them

2. Urgency: hurry, sorry if I’m talking too fast, act in a hurry

3. Greed: jealous of neighbor, influenced by them, name drop neighbor’s who bought them (Jones Effect), compliment neighborhood, have stubs and money in hand

4. Indifference: don’t be desperate, act opposite of a sales person, shrug shoulders, tilt head, “don’t know if this will work for you.

The Law of Averages 

One out of every ten people you talk to will buy the product no matter what, or ten out of every hundred will buy. This law is created through presentation and one must get the book in the prospective buyer’s hands. More people equal more money. Get the “no’s” out of the way to get to “yes’.” Work ethic and attitude should remain positive and one must not pre-judge a territory or miss a door.

The Eight Steps 

1.  Have a winning attitude, choose it!

2.  Be on time: present yourself as reliable and dependable. If you’re not early, you’re late. Time is money. Look professional.

3.  Be prepared: paper, pens, merchandise bag, weather; mentally and physically.

4.  Work a full eight hours in the field, or as long as it takes to reach your goal.

5.  Work the territory correctly: 100 houses, three times through, law of averages.

6.  Maintain your attitude!

7.  Know why you’re here and where you’re going; Goals, work to make changes, do the right things.

8.  Take control.

On my first day, I was not familiar with any of these steps for the field. I simply went to each door out of pure excitement and was able to sell four books at the end of the day. The second day arrived and I was able to discover the five steps. On my second day in the field, I sold a record breaking seventeen books. I learned the three other concepts above and broke three more records in my first week. Upon completion of my first fifty-five hour week, I was promoted to Corporate Leader after selling over fifty pieces in one week. I made over $700 and began to train people the following week.  Once the second week arrived, leaders and my boss began to explain the three R’s and three F’s. These concepts focus on relating to people and dealing with negatives.

Three R’s 

Read: body language, mannerisms

Relate: pick up topic of conversation: garden, car, dog, etc; find common ground, use at           

beginning to establish a relationship, take interest

Relax: indifference, “If it works for you, great; If not, that’s okay too.” Three F’s 

Feel: agree with negative, don’t push; “Exactly, I know how you feel…”

Felt: relate that to someone else, name drop, greed factor; “You’re neighbor, Mike, felt            

the same way…”

Found: local, nonprofit org, free stuff; “But what he found out was…”

These helped a little bit, but I have not mastered the art of overturning negatives.

Instead of utilizing the three F’s, I have been preemptive striking negatives so that I can usually avoid them from the beginning. I have found that many people will simply say they are not interested.

           

Another thing to note is that I had only planned on completing my internship and moving on to another company. I mean, who really wants to sell coupon books door-to-door for a living? Once my boss and fellow coworkers explained the way the company works, I decided to consider other options. As of this point, I plan to continue with this company for at least 6-8 months before reevaluating my performance and opportunity.  The following data describes each platform of the company and states how long it usually takes to get to that stage, and what each level’s pay scale is.

 

1. Distributor Level: highest turnover rate, quickest level to accomplish, be on time, have

a positive attitude, 2-3 weeks, $450-600/ week

2. Corporate Trainer/ Leader: lead, be on time, full example of 8 steps, 60-70

Pieces/week, fine tune attitude, gas bonus, three months average

3. Account Manager: train 2 leaders and sell 300 pieces in one week, half owner stroke

($18 or $14/ book), begin management, arrive early and leave late, train for promotion

4. Management: five leaders on team, 400 pieces- 2 weeks in a row, $18-23 per book,

Extra early, learn entire business and all business aspects

5. Upper Management/ Ownership: own corporation, 25% override off sales of team ($8 or $10), $100,000-200,000/year, 400 pieces= fast start, Save!, Seven first           generation leaders to make next level

6. National Consultant: 5-6 years to get here, can either

1.) Stay in the game making full stroke on operation or

2.) Retire for $250,000/year for the rest of your life

When I heard of these possible opportunities, I became extremely excited. Here I am, a senior preparing for graduation, and I did not have a clue what direction to choose for my career path. I was forced to evaluate myself and my possibilities. I looked myself in the mirror and asked if I was capable of toughing out the entry level work. Then I reassured myself that I am here for the experience and ultimately would like to own my own business that is what Business Administration is all about.

The way this company is designed focuses on working harder, longer hours for a shorter period of life. If I am able to stick through this and work my hardest, I will be able to retire before I am thirty. Although these are not my plans, it would be nice to know I am able to establish financial stability at such an early age.

This internship has only lasted three weeks so far. Although my body was worn out the first week or so, I stuck with it and used weakness as an advantage. Door-to-door sales may not be the most glamorous job in the world, but owning my own business and reaching a six figure income is most appealing. Working in an environment that is fun and exciting has inspired me to continue pushing forward. The next couple weeks should continue to challenge me in new ways.

Greg Marek is Vice President of Marketing for GuardID.com. He will drive the company’s marketing plans and play a leading role in creating new products.

Todd Johnson, M.D., is Senior Vice-President for Strategy and Corporate Development for MDS Pharma Services. He will lead efforts to accelerate growth through strategic partnerships and acquisitions.

Melissa Neal is Vice President of Channel Sales for Mi-Co.  In this newly created position, she will identify and recruit partners for the company’s channel sales strategy.

NaviSite announced the appointment of Rathin Sinha as new Chief Marketing Officer.

Solix Technologies announced the appointment of new members of the management team. They are as follows:

Craig Bradley is Vice President of Sales. He will drive business development and revenue through direct sales and channel partners.

Greg Duplessie is Vice President of Strategic Alliances. He will establish strategic relationships with technology partners and build the company’s indirect sales channels.

Prasada Pyala is Vice President of Engineering-SAP Solutions. He will enhance the company’s solution offerings for SAP.

I recently stated “There are no ‘leaders,’ only people who are recognized by others as persons with the ability to envision what might be and have the proclivity to take action to make that vision happen.”  They see what is and are able to see what might be instead. And these people who serve others in that effort, become recognized as “leaders,” after the fact.

 In almost any bookstore or library, one will find whole bookshelves devoted to leadership. And while they may not all have the key word leadership in their titles, they all cover various parts of the process, from individual character to change agent processes.

Some of the processes of leadership outlined in these books deal with such things as strategic planning, strategic thinking, how to be a change agent, tutorials on assessments, organizing, negotiating, creative thinking, business creativity and problem solving, including an old evolving process called TRIZ (Russian for “Theory of Inventive Problem Solving,”) newly discovered in the 90s in this country, through translation. There is even a book entitled Leadership for Dummies.

 Not-with-standing all of these more recent titles, the real leadership research I’ve seen, was done by F. E. Fiedler, E. P. Hollander, and others back in the 1960s through the 1980s. This was qualitative and quantitative research and analysis, while most new books seem to be based on anecdotal evidence (qualitative) but few seem to deal with the why of that leadership.  Given the proclivity for action, it seems that one would want to know why, not just how.

I don’t believe that learning the processes found in these books, while they may be steps to idea generation, productivity, change, or control, they do not necessarily bring us that recognition of being a leader, since that is something totally different than the being in charge of, or following processes. Even Deming and Drucker, I believe, would agree.

I remember during my high school days of telling people often in meetings that, “Maybe I’m different, but I really feel we should be doing this (or that).” These initiatives usually resulted in peers putting me in “leadership” positions. Along the way, I think someone suggested I sounded arrogant, so I dropped the, “maybe I’m different” thing, and in college I learned to ask questions instead, like, “What would it take to get these institutions together, since none of them seem to know the others exist?” The response was immediate; “We need to first have a meeting.”  And that was the start of several meetings and national conclaves that would result in the establishment of the national Association for Recording Sound Collections (ARSC), now in its 41^st year.

I’ve often wondered how all of my leadership posts came about and to what I could attribute my actions. What or how did I learn these “leadership” things that “leaders” do?  When visiting my daughter for Thanksgiving, I recognized a book title I had long forgotten in her library.  The book was William Danforth’s, I Dare You! This is a book I remember finding and reading in my father’s library when I was about 11 years old.  It was a bit different than some of the later editions, as each page had a specific Dare, e.g., I dare you to think creatively, I dare you to do courageous things, I dare you to achieve what others have not, I dare you to catch a passion for helping others, I dare you to share. It seems it is this last item upon which the following are based, and perhaps the authors have read, I Dare You also.

Servant Leadership is a more recent buzzword, and a title, along with other books such as, Strength in Servant Leadership; The Servant, and On becoming a Servant Leader. There’s also Paul’s Servant Lord… a book I ran across in the bookstore that reminded me of my espoused nutshell philosophy from high school and college days; paraphrased from the Bible, “To be Leader of men, you must first be servant of all.”  Finally, it would appear, many of us dummies are waking up to the fact that the directions to leadership have been in the Bible all along.

One of the ways I’ve learned to be a servant leader is to teach others how to do my job as well as theirs. This is done so the things that are supposed to happen when I’m gone will indeed happen. For some, this might seem a conflict of interest, because, if your teaching is well done, they won’t need you at some point. So why would anyone in business want to do that?  Well, we do that for our children and it’s called parenting. We do that for others outside our immediate workplace and it’s called mentoring and sometimes while volunteering, messianic. In the workplace it is called leadership. Danforth states, “a man who has made a success has a responsibility to those who are striving to make a success.”  Sharing and teaching others to become the best they can be is one way to be recognized as a leader…and also a way to enhance one’s own life.

Someone famous once said, “I’m a part of everyone I meet,” I would say, “I become a part of everyone I teach.” You and I can be, and often are expendable, either by edict or by choice in our jobs, but either way, to have left a person, group or organization with something better than what was, is what recognized leaders, indeed do.  How?  One commencement speaker suggests that to get anything done, “one has to first start.”

Perhaps people take action and become leaders because they ask, “Why not?” We all can be leaders. Why not…take the lead today, by serving another?

Mr. Jackson, owner of Trescott Research, is an Information & Library Consultant, Instructor of Research, Writer, Editor, and Musician.  He is publisher of the 4^th edition of Pioneers in Brass by Glenn D. Bridges, a book chronicling early 20^th century brass musicians.

Originally written © 2003; Updated © 5-29-2007

The moral of the story to high school kids going into college is this.  When you go out looking for your first job, you will likely be competing against 3-400 applicants, not just 50.  Your history of top performance can only be judged by your grades.  Employers want to know that you care about others and that you are reliable and consistant.  Prove that you have these qualities and you will have no problem finding a job.

Source:  Tom Smith, VP Sales, Quality Systems