As I reflect on the work I have
done during my career, I can honestly say that I really enjoyed building custom
homes and selling real estate. The
process was meticulous, stressful, and required a lot of attention to
detail. As a General Contractor, it’s
imperative to be able to communicate effectively with different types of
people. You talk to people with a
specific skill or trade like painters, brick masons, and electricians. In addition, you also communicate with many others who
are critical in the building process like appraisers, surveyors, attorneys, and
bankers. An essential step while
building homes is addressing the needs of the buyer during the process. At the end of the project, however, your
reward is seeing what you have accomplished, handing the keys to the new
homeowner, and learning something during the process that will make the next
home even better.
I was a 2nd generation
builder and I recognized issues with the economy in 2004. In 2008, all of us in the construction
industry were living a nightmare. There
are countless stories of what people did to get through the economic
meltdown. Some guys were old enough to
retire, many took other jobs, some just did the best they could, and a lot
filed bankruptcy. Fortunately for me, I
found another job with a company named Liberty Tire Recycling.
For the first few years I worked
with Liberty, I implemented a software to help improve scheduling and
maintenance on virtually every piece of machinery, equipment and rolling
stock. I had very little training in the
beginning but was able to figure out the system and utilize it for each
facility. The biggest challenge we had
for software was identifying someone at each site that could learn the system
and continue with their other responsibilities. Since it was new, not many people were anxious
to learn a new software that would take up some of their time during the work
day. But for those of us that were
committed to the project, we made the most of it and got it headed in the right
direction.
During my effort with Manager Plus,
I met a gentleman named Tom Dupont who also worked with Liberty. Tom realized that nobody really dictated my
schedule or how I went about my job.
However, he noted that I was one of the first people to the site
wherever I was working, and I would stay as late as needed. He talked to me one day and told me that if I
ever decided to consider another job within Liberty, he thought sales would be
perfect for me. His logic was that if I
put as much time and effort into sales as I did Manager Plus, I would do a
great job.
After working on Manager Plus for
over a year, I realized that it was going to be very difficult to implement
the system throughout the company. We
simply did not have commitment from every site to make it work. Our biggest achievement with Manager Plus was
to install schedules throughout the company to improve our efforts for
safety. We were able to get every site
up and going within 45 days. This
created a more systematic process of complying to safety standards and keeping
our facilities safe. As I was working on
the safety aspect of the system, I started contemplating the possibility of
moving into sales. I contacted Tom
Dupont and we discussed the idea. He
initially questioned why I would make that move simply because I was the only
employee with Liberty that comprehended the functionality of Manager Plus as
well as I did. I explained to him, that
I was more accustomed to sales and I was looking for a new challenge. After meeting with Thomas Womble, it was
agreed that I would need to transition out of Manager Plus because people would
still need help while they searched for someone to replace me.
I made the transition into sales in
October 2012 and was given a nominal salary for 3 months. After that, I was 100% commission. So essentially, whether I was financially successful or not
was completely up to me. I was given a
goal for the first year to achieve $800,000 in sales. If I could get to $1,000,000 the first year,
that would be above and beyond what was expected. The beginning was slow for sure, and the fact
that I started in November was also challenging because traditionally, tire
sales slow down during the holidays. I
was dedicated, I lived on the road, and I was committed to a consistent, focused
plan. I devised my own method of sales
that I called “Spider Web Marketing” and by the third month, it was already
working. My first year, I produced
$4,200,000 in sales. That’s a lot of tires especially when you consider it was
earned $6 at a time.
My second year rolled around and we
discussed establishing goals again. I
was told that my first year was probably an anomaly and it would be difficult,
if not impossible to reach this mark again.
In the same conversation, I was told if I could do $2 million the
company would be satisfied. I produced
$4.4 million my second year, $4.5 million my 3rd, and $4.8 million my 4th
year. A few months ago, I surpassed $22 million
in sales production.
When working in sales, there are a
lot of flights, a lot of hotel rooms, and a lot of rental cars. I have met a lot of friendly people
@SouthwestAir. I have always gotten the
best customer service from them and they have made every effort to get me where
I’m going during challenging travel days. I also appreciate the fact that their
staff is always friendly and attentive to their passengers. I have stayed
@Marriott hotels a LOT! They actually
play a trumpet when I walk into one of their hotels, put a robe around me and
hand me a scepter. But one of the sacrifices of this business is
that I have spent a lot of time away from home during the last 8 years. A lot of people think that the life of a
traveling salesperson is glamorous and fun all of the time. However, the reality is that you spend most
of your time alone when you are not meeting with potential customers. In
this business, it’s necessary to meet most customers face to face. Meeting them in person helps to build trust
and foster a positive working relationship.
As I have traveled, I have met a lot of interesting people. I have met some really smart entrepreneurs
that have been incredibly successful. I
have seen numerous business models, some successful, and some not so much. I have seen what works, and I have seen what
does not. I often talk to people and I
can tell from their lack of enthusiasm and dedication, that they will probably
not be in business for very long. Then
I’ve also talked to guys that are constantly considering ways to evolve and
continue a prosperous business.
Honestly, the used tire industry is no different than any other industry
in that, the best and the brightest will survive and be profitable in the years
to come.
I have been grateful for this job
and I have made every effort to make the most of it. I’ve missed a lot of personal time with my family and friends by being away from home so
much. I’ve had to miss school programs,
ball games, and time with my nieces and nephews. That has definitely been my biggest regret. But as is the case with anything, the
difference between being exceptional at your job or not, is whether you have
commitment, effort, and respect. I have
all three of these attributes and it reflects in the
sales I have produced for the company. Most importantly, I respect the fact
that customers have options and I’m professional regardless of the choices they
make.
I can say with no reservation that
this job has been quite a learning experience.
I believe that with my experience selling used tires, I can sell just
about anything. My philosophy is the
same now as it has always been…when it comes to people….everyone has a purpose
and deserves respect. It does not cost
anyone one nickel to be respectful and that is the center of my beliefs and why
I have earned the respect of many people I have worked with over the years. Now
is no different from when I was a builder and selling real estate…..I am always
honest with customers even when I tell them something they are not going to
like. In this industry, not everyone
believes in my personal philosophy of integrity or honesty. My ability to adapt to just about any personality
has been a real asset in the used tire industry. It requires constant effort,
negotiation, addressing the ever-evolving issue of popular tire sizes,
coordinating freight, and keeping accounts in order. No matter what it has
taken, I have made every effort to meet the needs of my customers over the
years and my sales are living proof — $22 million for the company……. $6 at a
time.
