"Power Corrupts. PowerPoint Corrupts Absolutely."--Edward Tufte
No PowerPoint here. On the two giant screens on either side of the stage was Harvey Mackay live and twice as large as life. He spent 50 minutes regaling his audience with anecdotes, bon mots, business philosophy and an endless string of ideas on how to push the envelope and differentiate yourself from rest of the herd. A few of the highlights:
* Mackay Envelope salesmen do not make cold calls. Before making an appointment, the prospect is Googled and everybody who may be a friend or colleague is called in order to get as much information as possible, right down to hobbies and names and ages of children. This data are filled in on the "Mackay 66 Customer Profile" (http://www.mackay.com/howhelp/Mac66.html), which is kept in a confidential file and added to as more information becomes available. His rationale:
It's critical to have information about your customer. Armed with the right knowledge, we can outsell, outmanage, outmotivate and outnegotiate our competitors. Knowing your customer means knowing what your customer really wants. Maybe it's your product, but maybe there is something else, too: recognition, respect, reliability, service, friendship, help--things all of us care more about as human beings than we care about malls or envelopes. Once you attach your personality to the proposition, people start reacting to the personality, and stop reacting to the proposition.
* The Mackay Envelope Company mission statement is very simple--just five words. "TO BE IN BUSINESS FOREVER."
* If you find something you love to do, you'll never work a day in your life.
* Mackay Envelope people love their work and say "TGIM!" (Thank God it's Monday!)
* Once asked how many sales people Mackay Envelope has, Mackay replied that he had 600. "Six hundred sales people!" the person exclaimed. "I cannot believe that. How many employees do you have?" Mackay replied, "Six hundred."