ASDF ASDF ASDF ASDF

TGIM!  THANK GOD IT’S MONDAY!  NOT WHAT WE HAVE TO DO, BUT GET TO DO!

ASDF — it’s something I type to control my thoughts.  ASDFASDFASDFASDF.   Left hand 4 key strokes.

Ok…on to my it’s been too long random thoughts!

Eat it as a buffet, pick and choose your style, binge it all at once, or pick at it like leftovers over the week!

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Steve Herriges, store leader Campbellsport, is a great follow on INSTAGRAM.  WOW.  

Below is the speech he references.  DO THE HARD THINGS!

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Retired Drexel Team Member:  Paul Seymour was a “special guest” at the Friday morning Campbellsport meeting.  Two many “words of wisdom” that Paul gave us to write about, but he did leave me with one I wanted to share.  (BTW, when Paul speaks, he speaks with such passion he is nearly in tears the whole time.  The passion, energy, vigor, he has for life is simply incredible.  His soul runs deep.  Something that inspires me to be.)

Tracy, a newish team member asked Paul, “What did you do when you worked here.”  Paul hesitated, then responded…

SELL STUFF.

He then went on to explain that is all any of us really do.  AP/AR, manufacturing, ops, installers, ANYONE we simply sell stuff.  That mindset then requires enthusiasm, organizational, cleanliness, happiness, a sense of urgency, all things customers want when BUYING STUFF.

Thanks Paul!

20181102_065620

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Matthew Kelly one of my favorite authors tell us in his books constantly.  Life is simple.

DO THE NEXT RIGHT THING.

That will get you out of any stressful situation, create habits for paths to success, make you happier (truly happier, not temporarily happier due to alcohol, experiences, material possessions, etc.).

99% of the time your heart knows what to do.  Do that.  1% of the time, lean on your friends and family to help you decide what the NEXT RIGHT THING is.

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BEST YEAR EVER.  2018 just might finish that way for Drexel.  Fine.

Nobody cares, work harder.

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Lucius Seneca.  Lived in AD 65…. yeah 2000 years ago wrote…WAY BEFORE TECHNOLOGY TIME DRAINS…

It is not that we have a short space of time, but that we waste much of it.  Life is long enough, and it has been given in sufficiently generous measure to allow the accomplishment of the very greatest things if the whole of it is well invested.

..

“The part of life we really live is small.”  For all the rest of existence is not life, but merely time.

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peace and grace,

Joel

TIDBITS- FROM JOHN KLEIN

TGIM!

JOHN KLEIN, Cabinetry Design & Sales Brookfield.

Takeaways from “Setting the Table” by Danny Meyer

Thanks John.  Congrats to John who just completed our Book Challenge.  Way to go…and GROW!

Wonderful things we can use this week.  Which one will you choose to help you?

Quotes I really liked:  

  • “Thanks for being here.”
  • “As long as we make it clear that we’re interested in knowing through active listening, most people are delighted to tell us exactly what they need.”
  • “I love your restaurants and the food is fantastic.  But what I really love is how great your people are. 
  • “Communicating has as much to do with context as it does content.”
  • “The biggest mistake managers can make is neglecting to set high standards and hold others accountable.”

Takeaways: 

  • Give people the chance to make someone day.
  • 49% job performance / 51″ emotional job performance.
  • Training for emotional skills is next to impossible.
  • We want people who naturally radiate warmth, friendliness, happiness and kindness.
  • Apply constant, gentle pressure.
  • Employees must understand that leaders are open-minded, accessible and welcome input.
  • Will this yield today dollars, tomorrow dollars, or never dollars. 
  • Become part of a neighborhood, not something imposed on it. 
  • Gather as much info as you can about your guests – ABCD
  • There’s no point in offering an average experience.
  • Invest in your community and the rising tide will lift all boats.
  • Feeling seen and acknowledged is a powerful and human need.  

IS NEGOTIATING hard ETHICAL?

Team,

I received this e-mail this morning.  And I have been asked versions of this for as long as I have worked here.

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 Joel, I know we are all in business to make money, but when I read what Steve wrote it sounds like he lied to our vendor to get a discount. I also know that core value number one is Ethics. Are we crossing a line by doing this? Not trying to ruffle feathers, just want to understand.  

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So I thought I’d write a blog and give you my thoughts on this subject.  The topic is always up for opinion.  This is just mine.

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Negotiating is not only ETHICAL but A KEY COMPONENT to ANY successful business.

We are ALWAYS SELLING AND ALWAYS NEGOTIATING.  That IS business.  No different then sports are measured in wins and losses.

In a perfect world of course every interaction would have everyone’s VERY BEST interest in mind and then bear a small profit for each person involved and equal shares of everything.  In sports, every team wins, we give out medals to all…

This ISN’T a perfect world.  There are winners…and losers… and everything in between.  Ultimately we find the best deal…and that is WORK.

Part of negotiation tactics ARE deception.  Bluffing.  Whatever term you want to use.  I don’t think most people would considering bluffing unethical, although perhaps some will.  Some people I assume would also consider 56 mph in a 55mph zone also a sin.  Or playing poker.  Or being sarcastic.  I am not one of those people.  I consider bluffing A KEY INGREDIENT in negotiation.  But be prepared to walk away if our bluff is called.  We CAN do that with integrity…. we can maintain integrity and be bold at the same time… see the bottom of the e-mail for some cool Bible quotes that use integrity and boldness for reference.

If you simply rely on “is this your best price” and the vendor says yes it is… you are quite naive, I’d go so far as to call you a fool… as this is not how negotiations work.    It is ok to ask for a deal.  It is ok to find a bargain.  It is also a trainable position,  and many of us here are trained specifically to negotiate.  We/I have read dozens of books and articles, learned from experience, trained together.  That doesn’t mean they are unethical or Un-Christian, it just means they are bargaining.

There are many techniques used, and if you want help with that please reach out to me or any of our merchants for training.

The livelihood, yes the actually reason WE STAY IN BUSINESS is because we NEGOTIATE.  You wouldn’t have a career here, we couldn’t give back to charities…we couldn’t CHANGE THE WORLD without negotiations.

Again, let’s not live in a fog where we believe people, especially billion dollar publicly traded companies that are giving us their best price on their first try…we know from experience they are not.

If we were negotiating to the point where people LOST MONEY with NO PROFIT, or if we held payment back because we were short material when we were not (a tactic used by Walmart as told to me by a Walmart vendor) or if we made up lies to not pay to our agreed to price… yes then ETHICALLY we would have large problems and that Drexel team member would most certainly be fired.

Now NEGOTIATING PRIOR TO A PURCHASE ORDER is the point where simply two partners are working to agree to a MUTUALLY AGREED TO PRICE.

REMEMBER WE NEGOTIATE WITH OUR VENDORS NOT AGAINST.  They give us a price, we ask them to reconsider for several reasons and they come back to us with a price.  We don’t, like the mafia, literally hold a gun to their head.  THEY AGREE to our mutually agreed to price.  That’s fair, ethical AND WORLD CLASS BUSINESS PRACTICES.

NOT negotiating because it makes YOU uncomfortable… is NOT doing your job.  We MUST negotiate to ensure our profits.  NO NEGOTIATING… LESS OR NO PROFITS.

Fearing an ethical problem negotiating would be like, calling it an ethical problem when a football team runs a trick play.  That is a bluff, that is deception, but that is certainly not UN ethical.

Negotiations are SUPPOSED to be messy, difficult, and uncomfortable.  But as Drexel or as me, Joel, when I shake your hand WE HAVE A DEAL.  Our word on a deal is gold.

It’s been said, “A fair deal leaves both sides unhappy.”  George R.R. Martin.

In many deals I feel this way.  I believe in that statement both sides must concede but yet win for a fair deal to happen.

I’ve negotiated thousands and thousands of deals in my life.  I believe those people I negotiated with found me tough but fair, and fun to work with even in the battles.  And afterwards we can celebrate and both move forward and have a beer together. That is at least the legacy I hope I leave.  I hope that is the legacy we leave in the industry —tough but fun and fair— Drexel.

Of course this is up for debate, and I am not God, a priest, nor a pastor…I’m just a regular dude.  This is just what I believe is true.

 

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Maintain Your Integrity

“Debate your cause with your neighbor himself, and do not disclose a secret to another; lest he who hears it put you to shame, and your reputation be ruined” (Prov. 25:9-10).

“Let your speech always be with grace, seasoned with salt, that you may know how you should answer everyone” (Col. 4:6).

“A wholesome tongue is a tree of life, but perverseness in it crushes the spirit” (Prov. 15:4).

Perhaps the greatest testimony during negotiations is to maintain your integrity.

Be Bold

“Be strong and of a good courage. Fear not, nor be afraid of them, for the Lord your God, it is He who goes with you. He will not fail you, nor forsake you” (Deut. 31:6).

“Have I not commanded you? Be strong and courageous. Do not be afraid or dismayed, for the Lord your God is with you wherever you go” (Josh. 1:9).

“For God has not given us the spirit of fear, but of power, and love, and self-control” (2 Tim. 1:7).

When you know the Lord is directing your steps, it is good and right to stand firm and be bold. Non-Christians expect us to wimp out or cave in. After Pentecost, not one of the Lord’s apostles wimped out. Neither should we.

THE GOOD OLE’ DAYS…

“I wish there was a way to know you’re in the good old days before you’ve actually left them.”

– Andy Bernard (The Office)  

 

Team…. there is a good chance, right now as you sit in your office… that

Now is a time we will always remember.  For the rest of your lives we will remember these days…

our health

our friends

our business

our lives…

and we are living it right now.

 

Stop.  Take a deep breath.  Squeeze your love ones.  And say.. Thank you Lord.  Thank you for RIGHT.  NOW.  

ENJOY THE RIDE MY FRIENDS.

— Peace and Grace,

J

KNOW YOUR WHY!

SUPPLY HAPPINESS IS OUR WHY.

Remember supplying happiness is: 1.  smiling and having fun and all that shit. that amazing stuff we do!

2.  we get to do that when we kind of kick ass on all that little stuff, like cleaning a bathroom, typing an order perfectly, getting our butts to jobsites, pulling perfect loads, wearing our seatbelts, catching a wrong item when receiving.

When you do your whats improving by 1% and chasing perfection (although you know you won’t reach it) and know your why… well… I think you have life figured out!

add 1 plus 2.  = BOOM. MISSION.

this video you probably saw.  i just watched…for the 500th time.  Got goosebumps.

Love.

RANDOM THOUGHTS AGAIN

TGI- HUMPDAY!

OK, random things I learned last week.

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Aaron Rodgers called out his young wide receivers, calling them “piss poor.”  I don’t know what “piss poor” actually means but I love the term.  Then this week he was asked if he was worried about if the guys were having a hard time with his criticism.  He said, “I hope our team isn’t that soft.”

I LOVED THAT.  I hope Drexel isn’t that SOFT EITHER.  If we got problems, let’s not be defensive, talk it out, and “put our big girl/boy pants on.”

Having hard conversations are easy when they come from the heart.

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Salespeople!  Are you stressed? This is GOLD.  HUMOR ALWAYS HELPS!

Did you know… and wow I love this! Recently I was asked…. I assume Drexel was named Drexel because of St. Katherine Drexel.  I laughed.  I knew why they assumed that… but I realized maybe you don’t.

You see St. Katherine Drexel who lived in the late 1800s here in the United States (so you know she’s like a normal person, not a heavenly saint as you would assume)  was wealthy.  Her family traveled all over the country.  She saw the poor black people of the south and the poor native Americans in the West.  She felt very sorry for them.   So sorry she used her family’s wealth for a visit with the pope, as she was a woman of faith.  This is where things happened, that she certainly didn’t expect.

She went to the pope and stated her case.  “Sir, you should see what I’ve seen, it’s horrible.  I just wanted to have this meeting to let you know the Catholic Church should be helping these people.”  I assume she even often a bit of financial assistance to help any cause the Church would take up.

The pope though had other ideas… and often God works this way within us…

He simply turned to her and said.  “This is a GREAT IDEA,  Katherine Drexel, YOU should do this.”

The story goes… that was the end of the meeting.

…And so I assume she went away humbled.  It did “change her world” though.

She became a nun, started missionaries, Xavier University, and spent all of her wealth, all $20 million, to help these people.

Wow.  Drexel Building Supply Stuff indeed!

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Best month EVER in July.   Matt, Gronk, asked me…how do we do it again…and keep doing it.

KEEP DOING ALL THE LITTLE THINGS RIGHT.

If we EACH do our JOB.  Trust each other.  It’s brilliant and simple.

Double check your acknowledgements, review your bids, be on site on first loads, double check your load before you leave.

THE LITTLE STUFF CONSTANTLY.

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So… THANK YOUR CUSTOMERS!  THANK THEM.  HUG THEM.  LOVE THEM.

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Our contractors want us to BE ORGANIZED ON THEIR BEHALF.

And to CARE ABOUT THEM.

AND #1… HAVE THEIR MATERIALS ON TIME AND IN FULL, INSTALLED IF REQUIRED.

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JUST FOR TODAY… MAKE SURE EVERYTHING WE DO IS ON TIME AND IN FULL.  THEN STACK THOSE WINS.

— PEACE AND GRACE, JOEL


UNSUNG HEROS – GOLDEN TICKETS

Our Drexel journey is sure one hell of a ride.  We have recently been informed we are the NATIONAL PRO DEALER OF THE YEAR.  

Then we were like, hmmmm.. who do we bring to accept the award?  Downtown group, store leaders… yeah… that’s great, but how do we bring the whole team?   10…UNSUNG HEROES… that sounded just perfect.   They will come with me to accept the award.  Our people.  Our tribe.  Our way.   And we will celebrate like absolute rock stars.

 

https://www.prodealer.com/

Well how do we pick them?  How about if each team member can nominate one person and tell us WHY they picked them… Sincere appreciation.  Check.   Teamwork.  Check.  Love.  Check.  Caring.  Check.  Serving.  Check.  #sowedidit

105 nominations poured into my e-mail over the course of a week.  All departments nominating people from different departments.  Different stores nominated other people from other stores.  Like a tightly wound rope. Very.  Strong.  Raina got a vote for her passion to Blue Door.  All very inspiring!

Someday we will begin to share these with all of you.

Ok… so now the challenge was how do we pick 10?   I mean EVERY nomination deserved consideration!

Oh…and then it became EASY.  Each winning nomination got not 1, not 2, but 3 or more nominations.  Unreal!  Simple!

Now… we got to thinking.   These people CLEARLY mean a ton to what Drexel does.

You see, as Jon Gordon states,

A culture of greatness doesn’t happen by accident. It happens when a leader expects greatness and each person in the organization builds it, lives it, values it, reinforces it and fights for it.

These people

BUILD

LIVE

VALUE

REINFORCE

our CULTURE OF GREATNESS.

So this is our chance to REALLY thank them.  Chicago is gonna be great.  But what else can we do.

$5,000 payroll bonus?

DO IT.

$1,000 to their favorite charity?

PERFECT.

Now how to tell them how to do it?

Let’s do a blog post and as we inform them uniquely the world will share in their happiness as we post how we did it and their reaction.

Stay tuned. I’m in no rush… so it might take a bit.

This blog will tell the story.

I’ll update this as we go.  If you have any ideas… how I can inform the HEROES… let me know!

 

 

I’VE GOT 10 GOLDEN TICKETS!

I FEEL LIKE WILLY WONKA! I’M SO EXCITED!

 

HERE ARE THE GOLDEN TICKET WINNERS SO FAR:

 

 

Below the celebratory “pie in your face”…that didn’t quite make the video.  Dave VanDreese… our NEW Assistant Store Leader in Columbus.

Post Celebration, Pie in Your Face