Plate Glass Fever And Other Selling Diseases
I have been selling one thing or another for a very long time.
I tried convincing people they didn't need paper files back in the late 70's since 3M Microfilm would save you filing costs and space. I had to figure out how to get our software loaded on IBM 4341 Systems and AS400's.
I got Liz Clairborne to buy a Prime Computer with DMS Software for $300,000. Now that my friends was selling!
I tried convincing people that my 3M Shoplifting System would do a better job catching crooks than Checkpoint or Sensormatic. Tiny price tags . .Quadratags. .with built in EM signals. I broke the record for shoplifting systems selling 118 in one year while the previous guy had sold 56 in the previous 7 years and . .he got promoted??
I tried convincing hospitals that our 3M Baby Tagging System would stop kidnappings. .
That was fun until the nurses kept testing the system by kidnapping baby dolls. Their logic being that if you could steal the doll, you might be able to steal a baby??
After ten missing Betsy Wetsies the baby tagging system went kaput.
I tried to convince people that my ten minute 3M Secure Card would last forever. Hell, I had US Air and Delta using my cards along with Georgia Pacific. Now that I look back on those days; that was kind of fun.
Even when I got caught up in the lunatic fringe window tinting business, I was initially far more interested in selling Light Pipes with a Fusion Sulphur Lamp that was supposed to last for ten years between changes; but the fuse burned out in 20 hours.
So it was a bit of dumbing down when I found myself stuck in the "Sticky Side Down" world of window tinting.
It's sunglasses for your windows. It keeps out the heat. It doesn't get plugged in. It doesn't fail in 20 minutes. It doesn't need a service tech to adjust the gears or replace the motor.
So why is it seemingly so challenging for window film people to grow their business and stay profitable?
Is there a magic pill for success?
Can someone really make a living at this??
I took to this world like a fish in water.
My competition is dull and rigid.
They are caught up in their culture and useless methodology.
They have ears but don't listen.
They over react and panic.
Their moves are predictable and rigid.
They look for help in the wrong places.
Their friends are their enemies. (So are mine- -but I always know that!)
They believe their "press" and use fancy MBA marketing jargon that sounds smart but means nothing in the real world. This simply annoys their armies and builds distrust and worse.
There is no loyalty or annuity.
Consumers may not be savvy about window tinting but they aren't stupid.
Their greatest strength is inevitably their greatest weakness.
The battle is won in the field and certainly not in a war room with coffee and donuts on the back table.
Tactical superiority and strategic planning needs superior execution to succeed.
Someone somewhere is sharpening their weapons thinking of defeating you. (And me. .but I know that and never forget this truth.)
Competition works only as hard as they need to meet their comfort level.
Learn everything . .everything. .and then forget everything when you walk into your next battle.
Just listen until the moment is right.
If someone is doing something that works well. . . shamelessly copy what they are doing!
It helps to have the best guns and the most soldiers in the battle, but that doesn't win the day, no matter how much you'd like to believe it will.
Most people are mediocre and lazy. Most people whine and point fingers. Most people learn how to lose and accept their fate.
Most people will park their car in front of the building with clear glass and talk themselves out of walking through those doors.
If you are really in this business to win; you might want to have a conversation with me.
No I haven't suddenly gone soft, or become the Mother Theresa Of Window Tinting!
Mike Feldman
877-575-3456
mfeldman@windowfilmusa.com
I tried convincing people they didn't need paper files back in the late 70's since 3M Microfilm would save you filing costs and space. I had to figure out how to get our software loaded on IBM 4341 Systems and AS400's.
I got Liz Clairborne to buy a Prime Computer with DMS Software for $300,000. Now that my friends was selling!
I tried convincing people that my 3M Shoplifting System would do a better job catching crooks than Checkpoint or Sensormatic. Tiny price tags . .Quadratags. .with built in EM signals. I broke the record for shoplifting systems selling 118 in one year while the previous guy had sold 56 in the previous 7 years and . .he got promoted??
That was fun until the nurses kept testing the system by kidnapping baby dolls. Their logic being that if you could steal the doll, you might be able to steal a baby??
After ten missing Betsy Wetsies the baby tagging system went kaput.
And. .
I tried to convince people that my ten minute 3M Secure Card would last forever. Hell, I had US Air and Delta using my cards along with Georgia Pacific. Now that I look back on those days; that was kind of fun.
Even when I got caught up in the lunatic fringe window tinting business, I was initially far more interested in selling Light Pipes with a Fusion Sulphur Lamp that was supposed to last for ten years between changes; but the fuse burned out in 20 hours.
Imagine the look on the faces of the Universal Studio guys when that happened??
So it was a bit of dumbing down when I found myself stuck in the "Sticky Side Down" world of window tinting.
How easy a selling proposition can you have?
It's sunglasses for your windows. It keeps out the heat. It doesn't get plugged in. It doesn't fail in 20 minutes. It doesn't need a service tech to adjust the gears or replace the motor.
It's a NO BRAINER.
So why is it seemingly so challenging for window film people to grow their business and stay profitable?
Is there a magic pill for success?
Can someone really make a living at this??
First off let me humbly state that there has never been anyone like me in this window tinting business.
I took to this world like a fish in water.
My competition is dull and rigid.
They are caught up in their culture and useless methodology.
They have ears but don't listen.
They over react and panic.
Their moves are predictable and rigid.
They look for help in the wrong places.
Their friends are their enemies. (So are mine- -but I always know that!)
They believe their "press" and use fancy MBA marketing jargon that sounds smart but means nothing in the real world. This simply annoys their armies and builds distrust and worse.
There is no loyalty or annuity.
Winning today is everything.
Consumers may not be savvy about window tinting but they aren't stupid.
"Don't pee on my shoes and tell me it's raining"
Their greatest strength is inevitably their greatest weakness.
The battle is won in the field and certainly not in a war room with coffee and donuts on the back table.
Tactical superiority and strategic planning needs superior execution to succeed.
Someone somewhere is sharpening their weapons thinking of defeating you. (And me. .but I know that and never forget this truth.)
Competition works only as hard as they need to meet their comfort level.
Passion can not be taught.
Learn everything . .everything. .and then forget everything when you walk into your next battle.
Just listen until the moment is right.
If someone is doing something that works well. . . shamelessly copy what they are doing!
It helps to have the best guns and the most soldiers in the battle, but that doesn't win the day, no matter how much you'd like to believe it will.
Most people are mediocre and lazy. Most people whine and point fingers. Most people learn how to lose and accept their fate.
Most people will park their car in front of the building with clear glass and talk themselves out of walking through those doors.
Plate Glass Fever
If you are really in this business to win; you might want to have a conversation with me.
This is all about winning.
If you think I am kidding; just ask around!
Mike Feldman
877-575-3456
mfeldman@windowfilmusa.com
Posted by Mike Feldman at 8/29/2010 8:57 AM 
Categories: Consulting Coaching
Tags: Plate Glass Fever And Other Selling Diseases
Categories: Consulting Coaching
Tags: Plate Glass Fever And Other Selling Diseases
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