Happy Birthday Glove Man, Interviewing, & Immaculate Conceptions

Best Experienced With:     Lyle Lovett;        Private Conversation

(Please right click on the link below to open the suggested background music to this evening’s celebration on my father’s seventy-third birthday in a new browser window.  Thanks for joining.   Yes, there will be cake later on.  Yes, it is red velvet cake and yes, there is a tub of extra frosting….like there should always be at any birthday celebration) 

 

 

 

 

http://www.youtube.com/watch?v=z_XFmc7JjS4

 

 

 

 

My father turned seventy-three last week.    In the 1950’s, his doctors told him he would be lucky to see forty.   This is my father’s belated birthday card.    I love you and, perhaps more important, I love who you led me to be as a man.

Right out of college you get the worst interview questions from the worst new managers.   Mostly because you are right out of college and that’s all you really deserve.   My interview questions these days are far more advanced than they were twenty years ago.   These days, I lead with “Steven William Hawking states ‘my goal is simple. It is complete understanding of the universe, why it is as it is and why it exists at all.’”.  “Please analyse Mr. Hawking’s statement in relation to what you know about quantum physics, quarks, and Hostess snack cakes.”     Then I generally just sit there, gnawing a pen for fifteen minutes repressing a smile.

This, in comparison to the first interview question I asked a surgical sales candidate years ago.   I asked: “it says here you live in Indianapolis….do you like it there?”   That was the strongest interview question in the tool kit back then.    May have even followed it up with something like“I hear it’s pretty flat there around Indianapolis.”  I was a brilliant and talented interviewer in those first few years and it is a wonder anyone chose to come work on my teams.    Further proof that God takes care of fools and The Irish.

99.6% of the managers with whom I interviewed right out of college asked “Who are your heroes and why?”   Because most of these new mangers seemed dim and unsure of themselves, was often tempted to answer; “Felix the Cat, Casper the Friendly Ghost, and Idi Amin”; however I was desperate to actually land a career and amass the vast amount of wealth needed to buy Ireland back from those English bastards by 2043.

My real answer was always; “My father, because he is the strongest, smartest, and most determined man in the universe.”   Am certain that others may have answered the same, but mine was the only correct answer because I am an only son and my three sisters have never interviewed for the same jobs as me.

At one end of the freedom and discipline spectrum are the black hooded, trust fund funded, cowardly anarchists.   At the other end of the spectrum is my father.  His powers of perception are remarkable, his heart would dwarf Jupiter (even at close range), and his withering “angry stare” would make Genghis Khan quake and timidly look down at his shoes.   Kicking the dirt and nervously whistling.

Interviewing, especially the first round of interviews when you are under a time crunch, is like a Dante version of speed dating.   Sometimes I will see eight or nine candidates in one day, three days in a row, to find three candidates to bring to round two.  This is exactly like dating proportions, especially if your fickleness level is off the chart.  Since we all make our decisions in the first three minutes of meeting anyone, often the last fifty-seven minutes are not going to change the interview outcome.  When this happens, in dating and interviewing, I will often ask the following four questions because they are remarkably entertaining and massively time consuming.

  1.  Please tell me everything that has happened in your life from second grade through this afternoon.   Do not leave out any details.  You have fifty-seven minutes.  Please begin.
  2. Using this blank piece of paper and this purple crayon, please square Pi and show all your work.  Please begin.
  3. Please explain the Marshall Plan in detail, including the goals, the execution of said goals, and the long term effect the Marshall Plan has had on the post war, civilized world.   Please begin.
  4. Same as number three, but please say it and write it in Mandarin and Cantonese because we all need to know Chinese these days.   Rotten, commie bastards.  Please begin.

Last weekend, after I extolled the many virtues of choosing to not have a girlfriend for the last two years during a phone conversation, my father said the following without missing a beat.   “I’ve been dating the same girl for forty-six years and I love it.”   When my father and I speak, it is on speaker phone because he can no longer hold the phone.  Mom was in the room.   Mom giggled.

My father walked my older sister down the aisle at her wedding and he danced with my mother at the reception, standing on his own.   99% of the population can say the same thing and, normally, this not unique.   Fifty-one years ago today, on summer break from Michigan State in 1959,  my father was working at a meat packing plant in Muncie, Indiana.  Towards the end of the day, he got his neck stuck in a freight elevator.  As it closed.  The elevator gates crushed his C3 and C4 vertebrae and severely bruised his spinal cord.  Dad was paralyzed from the neck down for four full months.

His physicians in Indianapolis, Indiana told him he would never regain use of his arms and legs while he was on one of the first Stryker turning frames.  Most of my business life has been spent tethered to Stryker Corporation.  God is a funny entity.  Stryker Corporation saved my father’s life four years before he met my mother, introduced me to many of my closest friends, and bought my house.   God is a funny entity.

My father learned to walk again after seven months and spent the lion’s share of his adult life standing upright.  My father is a big man:  6’4” and 280.  The best descriptor of his gait from a disinterested third party would be “he shuffled” and that description would be spot on accurate.  And, most important, my father never appeared self conscious about his walking ability.  How can you be self conscious when a bunch of jackasses told you that you would never walk again, meet a wife, and have four children through Immaculate Conception?   Because my mother and father never did that dirty sex stuff that your mother and father did.

Immaculate Conception all the way.

My father was unable to walk all three of my sisters down the aisle and today, much like Charlie in Flowers for Algernon, he has reverted back to his physical condition from fall of 1959.  Unlike Charlie in Flowers for Algernon, my father gets wiser and stronger each day.  Physically, he is unable to lift ether arms past his shoulder and his hands quake when he eats.  Mentally, he has never been sharper and he loves being alive to see his children and grandchildren each day.  Although he hurts 24/7 and has lost most of the physical capabilities he fought so hard to regain decades ago, none of us close to him have ever heard a complaint.

Why?  Because my father is as strong as a thousand armies and as soft as the petal on a long stem rose.   You’d be hard pressed to meet another man like my father in this universe or any other universe.

My father taught me to maintain a laser focus on the critical things you want in this world.   While interviewing to get into surgical sales, I worked at Bennigan’s restaurant and went 0 for 53 in my first 53 interviews for a surgical sales position back in “the day”   Cannot pinpoint whether it was the “I work as a waiter at Bennigan’s” answer, the “yes, I am a twenty-five year old with less than thirteen minutes of surgical sales experience” answer or the “yes, I was terminated from Pfizer for calling Vietnamese hookers to the room next door to mine at the Pfizer corporate condos on night 28 of a 30 day Pfizer training program because God wanted me to drink beer and laugh like a hyena” answer.  Any three of those on their own are solid enough to not get you a job; their combined answer power is enough to get you tossed out of an interview.   Those were fun interviews.

My father hates liars, cheats and thieves.  Therefore, I answered the three questions above truthfully 53 times and had a poor batting average until interview number 54.   Which I nailed.  Because Berchtold Corporation was roughly as choosey as Paris Hilton with Greek tycoon heirs or the Cleveland Browns with first round draft choices.

One of the magnificent things both my parents did for the four of us as we grew into taller versions of ourselves was to allow us to be exactly whom we chose to be.  The best Kurt Vonnegut quote ever is; “I want to stand as close to the edge as I can without going over.  Out on the edges you see all kinds of things you can’t see from the center.”   My father, with certain stoicism, allowed me to make each poor choice I have made thus far, although it’s clear he saw the train wrecks coming.  He understood my love of that Vonnegut quote and has always allowed me to live that quote, with minimum judgment.   That behavior takes a great deal of courage and loving restraint.

I love my father for allowing me to bloody my knees, seemingly each week for the past three thousand weeks and for not judging too harshly while the scabs were healing.  We learn best through pain and ought to hold mistakes as closely to our chests as we did mangled, old teddy bears when we were four years old.

Had I chosen to procreate, would have most likely bundled my children in three of four layers of bubble wrap and duct tape each time they left the house to play football or ride bikes.   Soccer would not have been an option for my mythical children.   They would have played football because you get to hit people.   Soccer is more like a four hour game of tag with a net at each end in the odd event someone actually kicks the ball into it accidentally.

Have never had that sweaty palm, unsure feeling before any interview and very seldom am I nervous before important meetings.  This is attributable to the evening I fell asleep at the wheel on the I-480, I 71 interchange driving home from a Michael Stanley Band concert in high school.  Woke up lying down across the front seat when the rear window of dad’s station wagon imploded from the seventy mile per hour collision with the guard rail.  Sat up while the car was about to drive off the cloverleaf and launch itself onto I-71 fifty feet below.   Pulled the station wagon back onto the road, avoiding the gas tank explosion fireworks show and certain ruination of my pretty, baby blues.

Fortunately, my sister Melinda was leaving for her freshman year at Bowling Green four hours later and the station wagon was in the on deck circle for the trip.   Me totaling the car on the way home from the Michael Stanley Band concert threw a bit of a wrench in Mel’s trip to Bowling Green.  Sorry, Mel.  I never, ever, ever took acid again.  Pinky swear.    And I still love me some Midwest Midnight.   Because Midwest Midnight  is the finest song in the Michael Stanley Band catalogue.

I once watched a man burn to death from twenty feet away after a car wreck on Interstate 75 in Ohio because I could not get to him as the gas tank exploded.  Had nightmares about that for three years.   I stood in my kitchen on Easter Sunday in 2006 and told my wife, quite truthfully, that while I loved her like I would never love anyone else; she had to be gone by the time I returned from a business trip to Zurich in fourteen days.  Easter will never be the same because of that fourteen minute conversation.    Both of these experiences paled in comparison to how it felt when my father looked up at me from the kitchen table at 4:30 a.m. that morning, after he looked out the window at the totaled station wagon

That 4:30 a.m. image is the one I have conjured up prior to interviews for the last few decades:  it is a look not easily forgotten.   Nothing in the business world or my personal life will ever be that challenging.  My only regret in not procreating is that I was never able to replicate that evening with my son or daughter or show that much love and understanding.  That is what you taught us, dad.  Thank you.

Happy seventy-third birthday, Glove Man.

You are one in three billion.

From this day forward, I am the only one permitted to reply “My father, because he is the strongest, smartest, and most determined man in the universe.”.   Qoud erat demonstrandum.

 

 

 

 

 

 

 

 

 

 

And the moral of this story

It’s easier said than done

Look at what you’ve been through

And see what you’ve become

 

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Twas On Lofty Vase’s Side…….The Doctor Doolittle Diaries.

 

 

 

 

 

 

 

Best Experienced With:        Counting Crows;           Round Here

 

http://www.youtube.com/watch?v=CzXfkdCoy6U

 

 

 

I was not always a cat whisperer and Chez Mulligan was not always the furry rescue habitat it is today.  Have always been amused by people that comment dismissively; “oh, you are a cat person”.  Most of these folks do not ask questions such as “do you love all animals or just cats”?  All animals are welcome up here in The Attic.  We are listed in the most search engines as a cross between The Island of Misfit Toys and Marshall University’s 1972 football team.

In fact, due to travel and such, Chez Mully started out with an easy to maintain pet that only ate once a week or so.  A ten foot Burmese python.

Once she got aggressive, progressed to eating large warm blooded animals, and decided my arm looked tasty, the ten foot Burmese python moved on and three green iguanas moved in.  John, Godzilla, and Rodan were perfect pets.  They slept on the seldom used pilot lights on the stove from 5:00 p.m. until 9:00 a.m.   At 9:00 a.m. they moved outside to the deck where they worked on their tans, hummed show tunes, and snarfed down kale and blueberries with reckless abandon.

Dogs are out of the question when your career adventures take you away from the house more than two nights a week.  Given enough land and time (and no business travel), would opt for a few dozen Tibetan Mastiffs.  Compared to a cat, the only pet easier to care for are the fish you win at your school fair by throwing a ping pong ball into a goldfish bowl.  Goldfish bore most of us to tears after the first three minutes.

What do you want your obituary to say?  Mine?  Short and simple, unlike most of the MLOGs we pin to the bulletin board up here in The Attic.   Mine will say this:

 

Mully had the most remarkable and diverse collection of friends and acquaintances that he amassed through adventures over the years.  He laughed like a hyena as much as possible and never passed up the opportunity to hear a good story.  He loved beer and Hostess snack cakes, as well as the magic and mystery that are Razzles.  First they’re a candy and then they’re a gum.  Little round Razzles are so much fun.

 

Here is Sage’s obituary.

Sage Mulligan, 10, died at 3:00 a.m. on December 23, 2009 after a bravely fought, but far too short, battle with liver cancer.

 

As near as most can figure, Sage was born around May, 1999 in the vacant lot next to Chez Mulligan to an unknown male cat and an unknown female cat.  He was captured  at the age of seven weeks by Mully and Opes when they arrived home from Street Scene at the crack of dawn.  Deemed “unadoptable” due to a developmental issue, Sage chose to live out his natural life in Chez Mulligan with the rest of the pack.

 

 

 

Sage never had the opportunity (or need) to work, but had he chosen a career we are certain he would have given Ricky Bobby a run for his money on the Nascar circuit.  He never took a wife, instead choosing at twelve weeks to live the life of a eunuch-like monk, dispensing wisdom for those that sought him out.  Hence………..his name.

 

 

 

Sage was a member of the New Reformed Church of the Holy Feline and enjoyed bathing in sun rays, saying his own name aloud in a mimic form, and kitty treats.  No cat has ever loved kitty treats more than Sage.

 

 

 

His family wrote: “Sage loved rolling around in catnip and chasing fake mice with feather tails when he was younger. As he matured, he most loved walking upstairs to eat as much food as possible, then retiring to the big bed downstairs for an eighteen or nineteen hour nap . Sage always told a good story and was a gentle cat.  He will be missed greatly by his best friend Bruiser and the man that fed him the kitty treats.”

Sage is survived by his sisters and brothers Marsha, Jan, Cindy, Bruiser, Ceeeeeeeatie, and Deeeeeeeogie.  His silly antics, lack of balance, and propensity to fall to the right will be sorely missed by the guy that kept Sage fat over the years. 

In lieu of flower arrangements, please feel free to go adopt an “unadoptable” pet like Sage before they get euthanized by The Man.  The shelters are brimming with Sages and there is no such thing as unadoptable.

 

The Mind of Mully

 

Round here we’re never sent to bed early
And nobody makes us wait
Round here we stay up very, very very
Very late

 

Thanks for visiting us for a while, Sage.  You and Mr. Samuelson have a wonderful time up there postulating economic theories.  Please tell Jesus “happy birthday” from all of us at His birthday party on Friday.

The Attic now has six cats, because seven would be just plain weird.

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Prior Art & “I’ll Be Your Emperor Penguin” Lyrics and Tab

This MLOG has two purposes.  First,. since we are not going to lay down tracks for my debut album I’ll Be Your Emperor Penguin until we have a great big cash advance from a major studio (and  helicopter), this MLOG will establish prior art for the title track below.  Thus, should Prince, Metallica, or The Hanson Brothers release a similar song, they will owe us millions.

We have now established a date, in a public venue, and clearly this is original.   That, my friends, sums up the concept of prior art!

James Hetfield eat your heart out.

I’ll Be Your Emperor Penguin

Chorus is  Dsus2, Gsus4, D (if you see fit)

Refrains are Gsus2, D, A7….repeat

___________________________________________

Gsus2

Unemployment hasn’t killed me,

Gsus2

But your thigh highs thrilled me

D

And your (expletive deleted) blew me straight through the wall.

Gsus2

The Ramen was easy

Gsus2

And your buttocks were squeezy

D

And now we’re in the middle of fall

A7

450 a week ain’t nothing to sneeze at.

Gsus2

Because it’s better than 449.

A7

And when we have movie night, for the three hundredth time,

Gsus2

I’ll still scream to the world that you’re mine.

Dsus2

I don’t want to be your lion, baby

Gsus4

Cause I ain’t got much of a roar.

Dsus2

And I don’t want to be your tomcat, honey

Gsus4

Cause people will call me a whore.

Dsus2

I can’t really be your cuddly bear

Gsus4

Cause I never want to share my honey.

Dsus2

But I’ll be your emperor penguin….

Gsus4                                                   Dsus2

….and you can bring home all of the money.


Your daddy looks for extraterrestrials

And picks fights with basketball refs

And if you promise not to recruit me,

For asta kalapa,

I’ll stay right here in the nest.

Don’t want squid or krill

Raw herring or crustaceans

Or anything smelly, my dear.

Just make me that pot roast

Give me three Foster’s Lagers

And I’ll hang right here with my beer

I don’t want to be your lion, honey

Cause I ain’t got much of a roar.

And I don’t want to be your tomcat, baby

Cause people will call me a whore.

I can’t really be your cuddly bear

Cause I never want to share my honey.

But I’ll be your emporer penguin….

….and you can bring home all of the money.


You can’t trust me with plumbing, electrical connections

Or folding the laundry the right way

But I’m a mean cat herder, a marmoset juggler
And I’ll kiss your stupid face all day

If you bring home the cash,

I’ll grab your neck in my beak

And we can have nekked Saturday

All week………….

I don’t want to be your lion, honey

Cause I ain’t got much of a roar.

And I don’t want to be your tomcat, baby

Cause people will call me a whore.

I can’t really be your cuddly bear

Cause I never want to share my honey.

But I’ll be your emperor penguin….

….and you can bring home all of the money.


(Editors Note:  I would, indeed, stay home in the nest should anyone care to make me think, feel and laugh like a hyena AND bring home all the money.  Am very self actualized that way.)

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No One Wins a Price War

 

 

 

Best Experienced With:          Social Distortion;    Story of My Life

  

(please right click on the link to open up a new window with the suggested background music for this treatise)

 

 http://www.youtube.com/watch?v=IuKOc_Mpumc

  

(Ed. Note:  This treatise appeared in Mind of Mully (Classic) last month as a sample.  We gussied it up a bit for you if you have already read it.  How was your day?  Great!  Thanks for stopping by again.)

 

  

No one wins a price war.  No one ever, ever, ever wins a price war.

  

Oops.  Was only looking at that from a market participant point of view.  The buyer always wins during a price war.  The buyer always, always, always wins a price war.  The sellers lose.  You cannot win an argument with me on this because math and science are on my side.  And God.  God is on my side because I am Irish Catholic and we are the chosen people.  Mostly though, I have math and science on my side. 

 

Was reminded of this last month when Microsoft lowered the price of their X-Box Elite by 25%, from $400 to $300.  Why?  Sony had just dropped the price of PlayStation 3 to $300.  Stupid. 

 

If you have sat through one of my classes, sat across from me at a desk, or chatted with me on the phone about business, you have heard me say “no one wins a price war”.  If you have called me and said “well, (insert name here) is less expensive than me and they are going to buy from them” then you know my reply is a two parter:

 

  1. “Well, then you lose……go sell somewhere else and quit whining”
  2. “Looks like you failed to qualify the customer properly OR you failed to show that there is value in you and your product.  Now quit whining and go sell somewhere else”

 

Regardless who you are or in what market you compete, someone will always be less expensive than you.  If you are the price leader right now, I promise you that within a year or two there will be a new entrant that is less expensive than you.  How do I know that no one ever wins a price war?  Is it just my opinion?  The opinion of a publicly educated kid from Cleveland?

 

Nope.  It is the precept of one of the best known and most studied Harvard Business Review case studies called “Phillip Morris:  Marlboro Friday”.  If you click the link at the bottom, you can invest $7.00 in your future and purchase the full case study.  It clearly shows that waging a price war loses money for everyone….the most expensive folks in the market space and the least expensive folks in the market space.  The only people that won were the smokers that are all going to get FREE healthcare even though they choose to poison themselves daily.  I wonder if I pay for their oxygen tanks and chemotherapy treatment, maybe the smokers will cook me dinner once a week.  That seems fair.

 
Have sat through meetings where others argued for market share at any price using General Electric’s 1960 PIMS rationale.  Profit Impact of Market Strategy (PIMS) was worshipped as god for many years and, rightly so, still holds some measure of truth.  GE had a great advanced dB that analyzed various marketing strategy on business performance.  PIMS showed that over a long event horizon, relative market share was the greatest predictor of profitability and the best indicator of where to invest new capital for the greatest ROI.

 

The very simple argument of “we need to grab market share” is nonsensical as a stand alone argument.  In any given market space, you have a pie cut up into various pieces of gross profit margin (GPM).  There will be a slice at 60-70% GPM, a piece at 50-60% GPM, a piece at 40-50% GPM.  Each of these slices is a different size, the the higher GPM slices being significantly smaller than the slices of lower GPM’s.   It is very, very difficult to change a market space.  You and I are not that powerful.   Really.   

 

 

Your price to the street is only one lever/input, the two other important ones being your manufactured cost and what unique differentiating features and benefits your product has.  More important than the latter there is whether or not your customers think those differentiating F&B’s are important to them.  Only then will they pay you more for those unique F&B’s.  That is why we are all about the questions here in The Attic!  Ask your customer on the front end if those differentiators are important to them and then ask if they will pay more for them.

 

 

Market share at any price is a Pyrrhic victory at best and is very dangerous to have as a sustainable strategy. 

 

 

Here’s where people began messing the market share grab thing up.  They believed that if they dropped the price to gobble up market share as rapidly as possible that the PIMS theory would hold.  It doesn’t.  Parts of it hold (e.g. economies of scale because if you have the highest market share you should be able to get the best pricing from your suppliers, etc), but not all.  Whenever you do multivariate analysis and regression analysis of sales, you’re going to screw the pooch by missing unobservables.  Within General Electric, the study was valid and many postulate this is because of what?  Guess.  Go ahead, guess.

 

Management and culture!  Cannot copy either of those, can you.  Strong source of competitive differentiation and sustainable advantage, that management and culture!

 

Every scientific study done on PIMS in the last twenty years has shown there is a diminishing marginal return as you increase market share.  Moreover, there is an optimal market share in each market space for each participant in that market.  There are times where it is more profitable to give up market share.  Really!

 

Throw a little Nashian gaming theory in there and you are going to lose a lot of money in a relatively short period of time.  You think the other folks in your market space are going to sit there and watch you gobble up market share?  Heck no.  They are going to come back at you and then the toilet starts flushing.  Never consider your pricing decisions in a vacuum.  Always consider what the other people in your market space are going to react.  They will react.

 

Competing on price is easy and the least bright of any monkeys can do it.  Choose to join me in not respecting those that primarily compete on price.  In fact, let’s call them wussies to their face.  How tough is that?  How challenging?  And how rewarding is it to that sales person when the customer calls and says “Great news!  We chose you because you cost less!”  I have not heard that in twenty three years and I’d be hard pressed to think of anyone on one of my sales teams that has ever heard it.

 

 

Price does not matter.  

 

 

 Do not start a price war.

  

 

No one wins a price war.

 

 

Click here to buy the Harvard Business Review case study mentioned above.  If you are in sales and marketing, you want to own this.  It’s $7.00.

 

http://harvardbusiness.org/product/philip-morris-marlboro-friday-a/an/596001-PDF-ENG

  

 

 

You still here?  Cool!  That means you are truly engaged and an apt pupil and my hat is off to you.  If you want to go deep on this, look up Jacobson and Aaker’s work from the mid 1980’s through now.  I stumbled across them a while back and they have some good stuff.

 

Another really good one is John Dickinson’s work at the University of Windsor.  He takes Jacobsen and Aaker and includes gaming theory.  I love me some gaming theory!  And Hostess snack cakes, too.  Man, but I love me some Hostess snack cakes!

 

Sharpies Are Fantastic Tools

Sharpies Are Fantastic Tools

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So, You Want To Make $243,533? Prime Numbers!

 

  

 Best Experienced With:       Wreckless Eric;        Whole Wide World

  

(please right click on the link below to open the suggested background music for this treatise.  If you have a guitar near you, please play along!  Simply alternate between E maj and A maj.  See?  Simple and a fun song to play.  You are welcome!)

  

http://www.youtube.com/watch?v=cUFL8WSxTgY&feature=related

 

 

  

Since all business people should love numbers and embrace them as they embraced their teddy bear during their youth, here is your quota attainment and revenue generation by the prime numbers.  This little exercise uses hospitals as potential places to sell and assumes a sales force of fifty sales people.  

  

2,514,217:  Total amount you sell in 2009 by December 31 at midnight

  

243,553:     Your W2 statement says this is what you earned

 

 4513:          Number of hospitals in the United States (roughly)

  

631:            Number of times you must call potential customers on phone

 

 277 & 281: Cousin primes indicating 2009’s number of selling days (total)

 

 83:              Number of hospitals where you can sell each day

 

 61:              Business days left where you can be face to face with customers

 

 47:              Times each potential customer must say “no” before buying

 

 31:              Euclidian prime…number of potential deals you should have

 

 7:                Times you will have to re-propose during negotiations

 

 3:                Months to go in 2009

 

Since 1 is neither a prime nor a composite, we shall call 1…..you.  Go sell something.  The fourth quarter is always a magical and mystical quarter, provided you make the right choices each day.

  

Incidentally, a good sales person states that the list of prime numbers is infinite.  A great sales person ask the following question.  “How infinite is the list of prime numbers”? 

 

 

We are all about the questions………………………..

 

 

 

The Mind of Mully

 

When I was a young boy, my momma said to me…

There’s only one girl in the whole wide world for you

And she probably lives in Tahiti

I’ll cull the whole wide world just to find her

 

 

 PS:  If you want to see Will Ferrell’s best movie ever, rent “Stranger Than Fiction”.  It is a brilliantly written drama and he plays this song in the movie.  You are welcome!

 

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You Want To Be in Surgical Sales? Shocker!

 

 

Best Experienced With:          MIA;           Paper Planes

 

(please right click on the link below to open up a new window and cue up the suggested background music for this treaty.  The sexiest Tamil rapper in the history of Tamil rappers)

 

http://www.youtube.com/watch?v=JqlY0VOFtyA

  

 

 

So, you want to get into medical or surgical sales?   Really?  Well, there’s a shocker!  That’s certainly not something I hear every day.  Do you understand that most everyone between the ages of 23 and 35 wants to be in medical and surgical sales?  Do you understand that it involves discipline and sacrifice if you want to be wildly successful over a long event horizon? 

 

Do you understand that it is not sexy or glamorous in any way, shape,  or form?  It’s not.  I’ve lived it for twenty-three years and while surgical sales is fascinating and very rewarding, it is no more glamorous than selling hosiery because all of the keys to success are the same.   There is an algebraic formula for happiness that involves reality as one variable and expectations as the other.  This MLOG is the reality……….you are in charge of the expectation variable.

 

Is it fulfilling?  Oh, heck yes!  You see a five year old being wheeled into an operating room in a red wagon, holding his mommy’s hand to have a new valve put into his or her heart and then see the parents crying tears of joy later when the surgeon says it was a complete success?  That’s cash money!  You get to watch some of the most amazing things in the world standing in surgery all day.  You get to see lives saved and lives extended.

 

That is exactly 1.3% of the job.  The rest is hard work.  Not as hard as slinging asphalt or breaking up concrete and rebar driveways, but close.  I have done all three of those jobs and, done properly, all three are hard work.  Sales, done properly, is not glamorous.  It is an awesome career, but it is not a fancy career.

 

When someone says they want to be in sales, I think of my favorite Thomas Gray poem.  Especially the parts about being “with caution bold” and “nor all that glisters gold”.  Here is an excerpt of the poem.  You are welcome!

  

Presumptuous maid! with looks intent
Again she stretched, again she bent,
Nor knew the gulf between.
(Malignant Fate sat by and smiled)
The slippery verge her feet beguiled,
She tumbled headlong in.

 

 

Eight times emerging from the flood
She mewed to every watery god,
Some speedy aid to send.
No dolphin came, no Nereid stirred;
Nor cruel Tom, nor Susan heard;
A favorite has no friend!
From hence, ye beauties, undeceived,
Know, one false step is ne’er retrieved,
And be with caution bold.
Not all that tempts your wandering eyes
And heedless hearts, is lawful prize;
Nor all that glisters, gold.
 

 

 

 

 

My father is a meat broker and I was fortunate to grow up watching him sell meat all day long.  He spent every waking moment banging the phones, calling accounts, and asking for orders.  Day after day he asked the same question: “do you need anything from me today”?  I have heard him say that one hundred times a day and heard him say it at least forty times the last time I was home, sitting with him at the kitchen table.  Dad is over seventy and he still sells meat for Mike’s Meats.  Why?  Because he loves to sell and his customers love to buy from him. 

 

It was through watching my father as a child that I understood that sales is not sexy.  My father also taught me through example that sales is a numbers game, a game of discipline, and a game that demands a Teflon exterior.  My pop heard “no” over and over and over and his demeanor never changed for that next phone call.  None of that “oh, I got messed over and should not have lost” or “oh, woe is me, I lost a deal”.  When he did not get an order, he would call the next person on the list and ask that person to order a little bit more.

 

That is the true essence of sales in any market space.

 

Want to do a little self check to see whether you have the potential to be a great sales person in any industry?  We are not going not going to check your work or pass papers to the person behind you.  Please be honest with yourself because this is all about you.

  

  1. You buy wedding cards a week before the wedding, not on the way to the wedding.
  2. You keep your house and/or car clean on a regular basis.  You don’t let it go to hell in a hand basket and then scramble every ten days to get it back to normal.
  3. You can have a 90 second phone conversation without getting your feelings hurt.
  4. You like to read and read at least two books a month.
  5. You enjoy being measured and compared against others daily, weekly and monthly.  For example, in college did you prefer the professors that posted final grades with your name or did you prefer when they used your Social Security number?
  6. Did you sneak in late at night to look at those grades or did you look in broad daylight with a big crowd around you?
  7. When someone breaks up with you, do you move on rapidly (within a day) knowing that there are 3,000,000 of the opposite sex out there?
  8. You believe “a place for everything and everything in its place”
  9. You started working by ninth grade and have worked every week since then
  10. You have participated in both team sports (football, basketball, soccer), as well as individual sports (track, swimming, gymnastics)
  11. You know how to write and you like to write. 
  12. You love to ask questions
  13. After answering questions, you actively listen instead of waiting your turn to speak.
  14.  When you dust, do you take things off of what you are dusting or just leave them in place?
  15. Are you able to say “no” and do you actually say “no”?

 

 

Here are a few that are surgical sales specific:

  

  1. You like to get up early….…..early being 4:45 a.m.
  2. You like being at “the office” at 5:30 a.m.  You should be in your hospitals by 6:00 a.m. at the latest. 
  3. You are able to roll with the punches because each planned day will deconstruct by 8:43 a.m. as all the previously scheduled cases change dramatically.
  4. You enjoy learning human anatomy and physiology and have a deep desire to learn more and more about it.  Then more, when it changes.
  5. You don’t mind sacrificing your play time the first two years in surgical sales so that you can learn more than anyone else in your market space.
  6. You do not mind standing all day long in the operating room, five days a week.
  7. You love watching people get fixed, with all the blood and removal of tissue that this entails. 
  8. If you are a female, you are willing to forsake mega makeup and big hair.
  9. If you are a male, you are willing to forsake mega makeup and big hair
  10. If you are a zebra, you are willing to forsake your stripes.  And big hair.

 

Check yourself with those twenty five items and please share them with your friends and family that want to join us in the surgical sales community.  We welcome fresh talent!  A rising tide lifts all boats so come on in and make us all better at what we do!

 

 

Just please make certain that you understand the last line in that poem. 

  

 

 

The Mind of Mully

 

 

No one on the corner has swagger like us

Hit me on my burner, prepaid wireless

We pack and deliver like UPS trucks

Already going hell just pumping that gas

 

Glove Man:  best sales person ever...and still selling

Glove Man: best sales person ever...and still selling

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Sell Me This Dinosaur!

 

 

Best Experienced With:          REM;           Wendell Gee

  

(please right click on the link below to cue up the suggested background music for this treatise in a new window)

  

http://www.youtube.com/watch?v=vcHORmlabYU

 

 

 

When interviewing for surgical sales jobs in the late 1980’s, I had the misfortune of having not one, not two, but three hiring managers look me in the eye, hand me their gold Cross pen they got for high school graduation and say “sell me this pen”.

 

Being me, I started with a series of questions.  “How do you think this pen would look shoved into your eye socket”?  “Shall we see”?  “Do you think your shirt will get ruined when blood gets on it”?  The only thing more demeaning than that silly “sell me this pen” comment in a professional sales interview would be to drop the pen on the ground and say “hey, pick up my pen and bring me a donut”.   Please never say that to a sales candidate when you are interviewing them?     Thanks!

 

With that in mind, let’s keep that idea, but make it more interesting.  67% of your time as a professional sales or marketing person should be spent asking questions.  In this role play, you are the sales or marketing professional from a boutique company specializing in dinosaurs.

 

I am in the market for a dinosaur.  We have spoken once on the phone when you teleprospected and asked me the magic question:  “Mully, will you be upgrading your current dinosaur or buying additional dinosaurs any time in the next twenty years”?  I laughed, said “of course I will need additional dinosaurs in the next twenty years” and asked you to send me information and a quote.

 

You, being a sales professional, asked for twenty-one minutes of my time to get a better understanding of my dinosaur needs.  You explained that you would bring information and then provide a budgetary quote after more closely assessing my dinosaur needs.  This is how our twenty-one minute conversation went.

 

 

ME:    Well, hello you.  Have a seat.  Tell me all about your wonderful dinosaurs and why they are better than all other dinosaurs!

 

YOU:  Mully, if it is OK with you, would very much like to spend these twenty-one minutes discussing you and what your needs are.

 

ME:  Sure.  Hey, pick up my pen and get me a donut.  Just kidding.

 

YOU:  Do you have any dinosaurs right now and would you please tell me all about them?  What you love about them, little things that you may not love.  How long have you had these dinosaurs, where you got them, etc?

 

ME:  Well, we bought our first dinosaur, a pachycephalosaurus about fifteen years ago and added a triceratops to the mix five years ago.  Bought both of them from Bobby at Dinorama.  They are well behaved and live back there in the yard. 

 

YOU:  Anything you would add to those dinosaurs?  Anything different you are looking for in your next dinosaur?

 

ME:  Well, we are running out of trees.  Maybe our next dinosaur could eat meat or fish?  I could put a pond in back there and some of the neighbor kids have been annoying the heck out of me.

 

YOU:  Noted.  Have you budgeted for dinosaurs this year and if so, what ballpark is the budget?

 

ME:  We have budgeted for a new dinosaur in 2011 and it’s somewhere between $450,000 and $700,000.

 

YOU:    Beginning of 2011 or end of 2011?

 

ME:   Sorry, but it’s at the end of 2011.

 

YOU:    No worries at all:  you buy when you want to buy.  A time frame like that will give us more time to get to know each other and allow you to make a well informed decision on your next dinosaur.   I have a long event horizon.  Oh, and is the ballpark closer to $450,000 or closer to $700,000?

 

ME:  It’s closer to $700,000.  I like your shoes.  Are those Velcro straps?

 

YOU:     Thanks.  Yes, they are.  It appears that you are somewhat maxed out on room in your back yard.  Have you ever thought about a flying dinosaur from the Pterosaur family?

 

ME:  Oh heck no, those Pterodactyls are way too much dinosaur for us.  We already have a dang triceratops.  That’s crazy talk!

 

YOU:     So, having a smaller dinosaur next time would be important?   I understand how you feel.  Many folks felt that a Pterosaur would be very big and what they found was that within that family there are many smaller, more easily managed flying dinosaurs.  Would you like to hear about a few of the smaller flying dinosaurs?  And do you prefer colorful flying dinsosaurs or a more sedate flying dinosaur?

 

ME:     Sure!  Would you like some Razzles?  I am going to have some.  Colorful dinosaurs, like my Razzles, would be wonderful. 

 

YOU:    No thank you.  Other families with limited space and two full grown herbivore dinosaurs such as yours have been most interested in the European Dorygnathus or the Central American Dimorphodon.  Not only are they compact flying dinosaurs, they are easy on the eyes and they can teach you French, German, and Spanish! 

 

ME:  Oustanding! 

 

YOU:  Mully, we have been chatting for twenty-five minutes and I promised you that this meeting would go not longer than twenty-one.  I will be back in this city in two weeks.  How about if we schedule an hour meeting then?  It will give me time to process all this fantastic information you have shared.

 

ME:  Fantastic!  Please bring information on your line of Velociraptors when you return?  I love me some Velociraptors.

 

 

(As we finished, you took all your stuff and rapidly exited my office….not hanging there to make small talk and make me feel uncomfortable.  You were in, you asked questions, took notes and POOF, you were gone.  Perfect!)

 

 

Great job there, you!  That was a perfect first meeting with a prospective customer.  You found out what I already owned, what I liked and would want to add in my next dinosaur purchase.  You qualified me on how much I had budgeted for my next dinsosaur and, more important, when I had this in my budget.  You did not mention Bobby or Dinorama at all, knowing that this is a sign of weakness and fear.  Sell your product, based upon the individual needs and budget of your customer.    Bravo!

 

You used “feel, felt, found” properly when I told you that thinking of flying dinosaurs were crazy talk.  Most important, you left on time and respected my day.  With an anticipate purchase date (APD) and an anticipated shipment date (ASD) of Q4, 2011, we have plenty of time to have further discussions.  Be bright, be brief and be gone….especially at your first meeting with a prospective customer.

 

Well done, you!  Thanks for stopping by and sharing some time in The Attic.  Isn’t that an amazing song?  One of the most underappreciated REM songs of all time.  Beautiful song with gorgeous lyrics.

  

 

The Mind of Mully

 

 

If the wind were colored

And if the air could speak

Whistle as the wind blows

Whistle as the wind blows, with me.

 

Subjects We Will Cover This Year
Subjects We Will Cover This Year

 

(Guess which book we used last night and today?)

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