Saturday I stopped at a brat fry. It was for Heberer Brothers Construction in Kewaskum. Heberer Brothers were celebrating their 50th anniversary. 3rd generation builders were there. My dad was very proud in the early 1990s that Heberer Brothers, a remodeling company in Kewaskum, choose to do some business with us. My dad was their direct contace. They have always had bright orange vans, still do. I was a teenager and helped Roger, Norman, and Bill load those vans almost every morning. They were the first customer to “fax in” their loads. The way of the future we were told! They were never our #1 customer, probably never top ten, but honestly one of the best customers we have ever had. I love our large builders, but please always remember the little guys, they are the base and foundation of the communities we work in and really have made Drexel what we are. As I enjoyed my hamburger I thought of all the “Heberer Brothers” that choose to buy from us and realize how blessed we are. Thank you Heberers!
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NEVER QUIT IMPROVING.
Sometimes we plateau. Settle. Get comfortable. GET BACK ON TRACK. PUSH TO DO IT BETTER. And also PUSH TO MAKE THOSE AROUND YOU BETTER. Recently, I heard we were having an issue with new jobs being set up prior to first order…. that’s a load of crap. It leads to enabling, double work, and running around stressfully because we didn’t take the time to do it right the first time. FIND THE SMALLEST WAY TO IMPROVE TODAY, THEN STICK WITH IT!
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CHANGE.
#PAULS will revolutionize the industry. I am reading a book “Loonshot.” Very inspiring when it comes to PAULS. We will not go into this fearful. Or blindly, but we will go BOLDLY AND QUICKLY AS POSSIBLE. A few weeks we will be focused back on it. It’s a big deal. We haven’t forgot about it. You do you. We do that.
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SMILE. HAVE FUN. R E L A X.
Are you gonna have fun today? GOSH I HOPE SO. HAPPY, SUPPLY HAPPINESS DAY!
SMILE! SMILE! SMILE!
NO ONE IS DYING…THAT I KNOW OF. MAKE IT FUN TODAY… even as you hold people accountable around you… make it fun.
***
LET’S REMEMBER HOW COOL THIS IS. Supplying happiness… our mission, surrounded by a great team, really cool clients with awesome projects in 2019.. as we head to Spring and Summer. It’s a cool ride people. ENJOY IT.
Go back and look at pictures from 10 years ago. Normally we go… I was so young… so happy….and then SADLY … I didn’t even realize it.
Friends in 10 more years… we will look back at TODAY and think the same thing!
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PROFITABILITY / EFFORT / ENERGY
As a company, as diverse as we are (we sell multiple categories), we have to be aware of, WHAT’S NOT PROFITABLE, WHAT SUCKS OUR TIME, and then look to fix, drop, or dramatically improve it. Most companies our size will IGNORE those anchors that drag us down. We won’t ignore these, ever. It’s something we need to keep our eye on. And then DO SOMETHING ABOUT IT.
How do we do that? Sales, profit dollars, people on that team…and then sometimes it’s spidey sense, that gut feeling something doesn’t click. Then we can slow it down and go invoice by invoice if needed. We ALL need to do that. Hey, does that work the best way possible? Are we REALLY Listening to those problems… or sayin, nah, it’s how we have always done it, we are big enough, that probably doesn’t matter…
It doesn’t matter… until the whole company operates like it…and we become another SHOPKO, TOYS R US, SEARS, GYMBOREE, MATTRESS FIRM, CLAIRES…
CLOSED. FOREVER.
At one point, they were better, cooler, bigger, and more profitable then Drexel.
Our competition… was all bigger and better than us… then we GOT EM.
WILL WE GO FURTHER AND GET BETTER, OR ARE WE AT OUR PEAK?
YOU ALL MAKE THAT CHOICE DAILY. DON’T EVER FORGET THAT FACT.
Erin Skorupa recently changed seats on the bus from the Campbellsport Location to Downtown.
You might wonder, what the hell do they do at downtown? Make my life harder? Come up with silly titles? Drink Coffee and count money?
They play not only a vital role, a critical role. They are the OIL that runs the engine.
Here’s Erin perspective from making the move:
Hi Joel – As you know, I have made the elusive move to “Downtown”, and am LOVING it. I originally hung out at CBS way down on West Main Street. I still LOVE my peeps there and miss seeing them daily, but try to stay in touch.
What I learned moving DOWNTOWN:
I learned…
– Monday is a CRAZY DAY – we do not coast into the week, we start it out BIG! Meetings, cleaning, discussions, training… then more until 5:00 p.m. or later.
– The folks that have their computers docked Downtown work their tail off. And they actually KNOW things and like to HELP people. They know every name & face of Team Drexel.
– There are so many cellphone calls – they each have a separate ring tone (have you heard Todd’s?!?).
– Frequently, I am alone, wildly typing at my computer, while the Downtowners scatter to all Drexel locations, to talk Drexel. They help fill coverage gaps, train, and work on all-the-weird-$%#! that fills our days.
– The Downtown crew really has your back!!! Call them for ANYTHING!!! It’s what they do.
– And, except for the meat-eaters, they ALL LOVE Big Chewy Nerds! 🙂
Lots for me to learn! Thank you for this opportunity!
You know the old song… DOWNTOWN…sing it with me…
When you’re alone and life is making you lonely
You can always go
Downtown
When you’ve got worries, all the noise and the hurry
Last week I was on my annual fishing trip in Lake Erie. (I love fishing!) Being on the lake is my reset button, especially when its great weather, catching tons of monster walleyes, sippin’ some beer, and just relaxing in the boat on beautiful blue water.
But this year… things were different; Super rough waters, small fish, and cold/rainy weather. So, what does one think about as they’re battling 4′ waves and tangled lines? Work. It dawned on me how similar fishing is to being a sales director…
You have to trust that the captain will guide you safely through rough waters.
have faith in your account manager and team
You should know when to grab the net before they tell you to.
be prepared on their behalf
You sometimes have to tell *not suggest* your captain they need to put a life vest on.
don’t be afraid to put them in their place/push back – *within reason
If you need to get out of the cabin, make the guys take you to the bar.
get out of the office for a bit and bond
If your co-angler takes your board off with slack in your line and your fish gets off, show them the correct way.
If you or someone messes up, take the time to learn/explain the hows and whys… just because it’s second nature for you does not mean everyone knows how to do it
**this one I need to work on. Totally yelled at the guy.
Not catching any fish? Try something else (different lure brands/colors/depths)
just because you have been doing something one way for a long time, does not mean it’s the best way. change can be a good thing!
‘There’s a fine line between fishing, and standing on the shore like an idiot.’ – Steven Wright
Kevin Zubke AKA KAZ… team member COLUMBUS working through our book club, available to any of you.
***
The Magic of Thinking Big
Talk about a book that makes you work on getting the most out of life!! From developing the power of belief to how to think like a leader. This is not your typical self-help book. For me, this will be way more helpful as it has things that you can apply to your everyday life-at home and at work. How to turn defeat into victory, 10 years planning guide, but most of all the thirty day improvement guide (see attached-I have 2 copies of this-one in my car and one at my desk) I am looking forward to looking back and seeing how I have improved both personally and professionally.
***
The takeaway is below. This is a great “North Star” Guide to really doing life right.
In Drexel Fashion a 2 minute de-briefing was held at the Wrightstown location
announcing to their team the new head coaching team.
(If you missed a previous announcement, Nick Whitty is moving closer to his roots and transferring to lead the Kiel Team. He’s juggling both right now… and loving it!)
Steve Larson, head coach.
David Van Dreese “DVD”, assistant head coach.
“It was a thorough, extensive, and time consuming search. Just like ANY position open, the team member selected goes through multiple interviews with multiple team members. It has to be the perfect fit for all involved. Steve is a perfect fit for this position. Steve’s choice of DVD as assistant head coach is awesome. A good complement to what Steve brings to the table. This team is solid. And doing amazing things. That tradition will certainly continue. The process is way better then when dad and I used our gut 100%…and hoped and prayed it made sense. The team approach does a much better job finding the best people to join our bus.”- Joel Fleischman
(So if you write the article do you quote yourself? Seems odd.)
99 of us got together to BOND AND IMPROVE. “iron sharpens iron.”
Mission Accomplished.
From an outsider speaker to a builder panel to wise words by sales leaders to small group work stations, a fantastic day that laid out an awesome launch to 2019!
We also did our first CHANGE THE WORLD AWARDS
YOU voted for the sales person that was the BEST
Teammate
Organized
and
Supplied the Most Happiness to our Customers
Most companies reward SALES MARGIN GROWTH. That’s the fruit, as we know, without the ROOT, the fruit is weak. So in Drexel Style we reward the traits of the ROOT and the acts of being a GOOD PERSON.
Our Drexel Merchants are known across the nation of being some of the wisest purchasers in the country. We take our relationships and our buying serious.
Tough, Clever, Smart guys. And a ton of fun.
Thank you for choosing Drexel. Thanks for trusting us. We do appreciate the opportunities to serve. Facil, Joel
I hear this one sometimes…. DREXEL is growing. I’m scared. Maybe too fast. We are growing. We are different. It’s good, but this growth… wow.
Look at this way…when should of we stopped hiring?… the second we hired you right? YOU wouldn’t be here if we didn’t have a GROWTH MINDSET.
Yes GROWTH can be messy! Messy is where all the magic happens. It’s the best part. It’s the frosting and the middle!
****
Remember TOMORROW.
When you are about to make a decision remember how it will affect you TOMORROW. Trying to lose a few pounds and crush a donut? How will you remember that donut TOMORROW? Tapped out on cash, put a few more bucks on the credit card? How will it affect you tomorrow? Easy example… stay for that extra drink? How will affect you tomorrow?
Bringing it into Drexel… sloppy, untidy, unfinished, poor processes, blades dull, trucky messy… REMEMBER TOMORROW!
****
OPPOSITES
I think stress (and stresses isn’t bad, it’s how you process it) causes us to freak out. Worry about the future. Worry about things out of control. Makes things complicated. So think about it, the opposite is also true.
Worried about ME. How does it affect my commission, how does it affect my sale.
VERSUS
What can I do to help THE TEAM
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You made a mistake. That affects ME.
VS.
We made a mistake let me stop and help US learn from it.
****
I don’t have time for this. I want to do less.
VS.
How can I help you do your job better.
****
Packers
VS.
Bears
(had to sneak that in there.)
****
My week…
Monday, helping out at systems…and then back to downtown for some appts this pm.
Tues-Weds Andersen Window Trip with 14 team members and contractors
Thursday- Back to Little Chute to host a tour of Berlin/Wtown teammates that use systems
Fri- Three meetings from Richfield to Howard (I’ve never been to Howard.)
Anywhos, call if you need me.. .it’s probably the 12th time I’ve been to Andersen… I can miss parts of the tour!
***
Today friends, and this won’t be on social media, but you should know… a Family Farm lost their calf barn and also the same shed where they kept their trucks in a fire recently. Weighing heavily financially and mentally on them. Today at 430 we are giving them one of our old trucks, and we fixed it up properly for them! Now that is SUPPLYING HAPPINESS. They asked me to be there for it, so I will.
***
Dale Carnegie grads this week from Drexel. Be sure to thank them. Dale Carnegie classes have changed Drexel and many lives here! Ask those that took it, what changed about them! Great talks.
In the last two months I had two vacations. One with my family and one with 2 dear friends of Pam and myself.
I had a chance to read, reflect, watch multiple sunsets, get a little sun, have a few drinks, share many stories. At those times, often is when clarity comes to me. Things we should do, must do, or shouldn’t be doing. Here are a few of them.
*
First though, we changed some big things in Kiel and Little Chute this week. Why? Wow! Where did this come from?
Team we do NOT let go of people in our family with rash decisions, or angry emotions. Often I quote the following… I have never personally let a person go in my life. I am reacting to the team, or customers feedback, it is beyond a group decision: always. It was a tough call, a very tough call as anyone asked to leave our company is, but needed. I am not cold blooded, but I am inspired to run a world class organization, and with that sometimes change is needed. I
f that is gut punch for you… don’t be scared. That’s no way to live. But it is ok, even encouraged, to ask a question if you are scared… “hey Coach am I doing ok, am I doing enough …?”
Sean, after we purchased Little Chute in November, was a hard working, loyal leader. He retired. Can’t fault a guy for chasing his other passions. He offered to stick around for awhile, which shows his loyalty. I told him, Sean, we will be fine. Go be happy. I wish that for all of you as well.
To say Thank you to anyone that has worked at Drexel at anytime over the course of 30 plus years is not only appropriate and obvious, but also there is no way I can thank them enough. Life is weird I know. I seem so “caring” now, when we it was my call to part ways. I can even seem like a hypocrite I am sure.
This job isn’t easy folks. But it is my job. And we will go forward.
We aren’t going to shake things up with some radical new leaders. Don’t worry. That person will share the same visions of what we have.
**
Now my Randoms…
***
Team, in life, and Drexel I suppose, there needs to be kindness with BOUNDARIES. We can be kind but we must have boundaries that we just can’t cross. Just an example: Account managers can’t blow off huddles because they are working remote all the time. Not in our culture. Will. Not. Work. Occasionally to call in sure. But not as a habit. I could go on. As leaders, all of us, don’t beg, don’t bitch, but lead with kindness and boundaries.
Again.
Don’t beg.
Don’t bitch.
Set boundaries… and then hold everyone accountable to them.
John Wooden, 10 time NCAA basketball men’s champion did not allow facial hair. True story.
Bill Walton, finest player in the country and a hippie in the 70s, boarded the bus to the away game, unshaven. Bill I am sure thought, “I am the best in the country, the rules can’t apply to me.”
Wooden, didn’t bitch or beg. He was kind. He stated that he liked the look, but it was against team rules so Bill should get off the bus and if he wished shave and find a way to the game. Which Bill did!
Wooden, didn’t call the School Chancellor and ask, what should I do with Bill. He didn’t wait for Bill’s excuse. He didn’t meet for an hour discussing it with Bill. And he didn’t scream at Bill either in front of everyone. He didn’t BEG Bill to change. He didn’t BITCH. But he DID hold Bill accountable.
We can learn a lot from that story.
****
Act like a ROOKIE.
Todd Flitter has been using this one. Our team needs to act like Rookies. Rookies have energy. They are thankful for orders, and tell their clients. They follow up religiously. Ask tons of questions. They are happy just to have one account and be on a team. They aren’t overwhelmed. They are approachable and coachable.
I like that.
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RELAXED NINJAS.
There is a term I love for our sales team: RELAXED NINJAS. I think that should be our goal in 2019. How do we transform our stressed out sales people into relaxed fun ninjas? I look forward to that challenge. That is what they want and our CONTRACTORS want as well. Relaxed ninjas. I am looking forward to getting there. Our team, their families, and our clients will sense it and it will take us to a whole new stratosphere!
****
Ok, produce stand is open. What project are you working on…that now that sales season is here… you just have to put on the back burner until that cold day in winter. Use a snooze, notes, google drive as a reminder. Be smart. Think before you do.
****
Organized.
I assume relaxed ninjas are organized. I can’t say it enough. Youmail. Google Notes. Snooze. All great tools. Your phone can be a deadly weapon, or a time drain.
****
PAULS.
Team, pauls is a real thing. Gonna happen. Dan Evers HAS designed a home with a 3-d walk thru, a rendering, a material list, and can do the truss quote automatically. We also have found some great leads on automated equipment. Stay. Tuned. Just because we don’t know what the future looks like, doesn’t mean we should run towards it. The builders I have been talking to are not only very receptive, but are craving it.
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Get Ready to Be Busy.
Part of being organized, a relaxed ninja, a rookie, is doing FIRST THINGS FIRST.
Each day, or the end of the day, whatever your mood, make a list of things to do.
Then do FIRST THINGS FIRST.
Great leaders, teammates, people, athletes do that.
Golfers you can’t worry about the next hole and if you miss that shot and then what.
Swing, concentrate. Move on.
Same with our jobs. Feel overwhelmed? Why?
Just do FIRST THINGS FIRST.
As I lead Kiel and Little Chute…yes I am the “short term” coach there I will just do FIRST THINGS FIRST.
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HARD WORK.
Sunday 6am. I am writing my TGIM. DON’T BITCH AT ME or ANYONE ELSE… THAT YOU ARE BUSY IF YOU AREN’T GRINDING SOMETIMES. I am not talking burnout. But there are points in your career that you HAVE TO GRIND. Balance is real, I am going to be with my family the rest of the day…but right now. I AM GRINDING. Yesterday afternoon many of you got a few e-mails from me, I don’t want you to keep pace with me, I am just saying, IF YOU HAVE PLACES YOU WANT TO GO, YOU BETTER GET GOING.
****
The builder said RIGHT AWAY. ASAP. NOW.
We are better than that. YOU ARE BETTER THAN THAT. Ask better questions and quit putting the entire supply chain IN A HYPER STATUS. QUIT IT. YOU ARE BETTER THAN THAT. Drill down, have a conversation and get better.
****
YOU ARE STILL E-MAILING TOO MUCH. TALK TO PEOPLE. BE A PERSON. I AM SERIOUS.
****
Here is something I am wondering and will take to the team as well. Just and idea. As A-Rodge says, “RELAX.”
I wonder… job titles are meaningless, I realize that. Yet, words are very powerful. Choose wisely… so
Coaches… in life have the power to fire, etc. Our coaches aren’t really coaches. They are really captains of the team. The guy on the bench with you that wears the “C”. I think maybe our coaches just be re-titled Captains. More appropriate.
So Coaches to Captains?
Store Leaders… kind of blah. Not really us. We really don’t have stores. Menards has stores. Kohl’s has stores.
Ok, how about Head Coach. I like that. Head Coaches are some of the best leaders in the world, aren’t they? hmmm….
What about Spuda and Beth “vps”…. I don’t like that either. We don’t have presidents, why do we have vps…
How about Leaders?
The difference between a captain and leader. 80% of a leaders time is leading their team. 20% of a captains time is coaching.
and two more…
Account Managers don’t have an assigned leader by “title”.
Maybe, just maybe Todd Flitter should be
the Account Manager Leader. Nice and clear. (Words are powerful.)
and then Doug Carlson…
Andy is Defensive Coordinator
so
Doug’s title: Offensive Coordinator
To recap:
Coaches go to Captains
VPs go to Leaders
Store Leaders go to Head Coaches
Todd to Account Manager Leader
Doug to Offensive Coordinator, speaking to an emphasis with the account managers but a little bigger picture of it all.
Looks like the business card company may have just got a little busier.
Stay tuned…. just my idea, we will put it on the team to decide.
*****
Fun.
Store Leaders (head coaches?) on Thursday are having our monthly meeting where we really try to work on all the above and more. They have a cadence and a groove. We try to learn from each other. I enjoy these. We haven’t done anything “fun” together in years. Too busy “grinding” and we don’t want to set a bad example. BUT sometimes you JUST GOTTA HAVE FUN! We will be at opening day of the Brewers game, followed by the Bucks game that night. Wish us well. Wish us fun. We will be back Friday.
The reason to step back and have a little fun sometimes as I started this blog IS when you slow down all the magic happens. As Whitty is hanging off a chandelier and Doug is climbing a roof, will be the exact time CJ and I have a breakthrough of some sort. Yep. For real.
*****
Lastly… a few Crocuses are budding. Robins are chirping. I hope you stay off the TV, unless you love college hoops or are binge watching a movie or series…then enjoy!… and get your butt outside a bit.
It’s where the magic happens!
See you all Monday. I have a couple stores to be the Head Coach of! Can’t wait!
Uncle John asking me what he got me for my birthday.
Grandpa Gutjahr pulling me aside and giving me a $2 bill.
Annual picture with Grandparents and Godparents as I am DYING to play with my cousins. The picture surely took away from that BIG GAME of whatever. We weren’t much for hugs. But I didn’t need them. The smirks from Grandpa Fleischman. The twinkle in my grandmas eyes, I knew it. They loved me. I felt like a king. Still do.
Waiting for dad to get home so I could get my gifts, have my meal, and have my family sing happy birthday. Life stood still.
My mom, angel food cake, my meal. Making sure we were all home around each other. She knows the importance of just “being together.”
Making Christa and Laura play Monopoly or Atari with me because it was my birthday.
Always around Catholic Schools week. A special week at school just for me, all part of it.
Sledding down the big Hill by the river in Kewaskum and celebrating my birthday with my childhood friends, Butschlick, Laastch, Marx, Amerling, Staehler.
Blue Car. 16.
Yellow house. 7 roommates. 28 shots. Didn’t throw up. Wanted to. Didn’t. Went to Oneida. Then did it all the next night. True. Like brothers to me. All of them.
AJ, 2/10 birthday, taking out an ad in the Kewaskum Statesman inviting the community to our 1/2 barrel birthday party with Rhonda and Mike at Prime Time. Epic.
Pam, my better half, always makes my birthday special. A personalized card normally on the sink or pillow and a gift. The gifts must be so hard for a guy that has everything he ever wanted. Often on weekdays where nobody has time to do it. She always takes the time. Always makes it special. The dinners and cake have improved greatly. Especially once our daughter could bake.
Super Bowl. Fishing. Hawaii. Adult friends. Like brothers and sisters to me. Tom, Sally. Craig. Angie. My Bride.
The kids, having more fun on my birthday than I do. Handmade cards. Handmade presents. The joy in their eyes as I arrive home and open them. The homemade cakes made with pride. The singing. The candles. Oh their will be pictures!
Kids asked me last night, dad how long you want to live? I said if I could just get one more year I would be happy. They laughed. I was lying. I could die tonight. I’m blessed.
Each year is better. The memories add to each birthday. Life. Death. Birthdays. Blessed. Thank you God. Trust and Believe in You.
Joel Fleischman's Blog 