A good friend of my parents is a gentleman by the name of Walter Scott.  He is a remarkable businessman whose net worth qualifies him to be on the Forbes list of billionaires.  He came by this fortune the old fashioned way — he earned it.  For years he was the head of Kiewit Construction, one of the world’s largest privately held, employee owned, construction companies.  Walter is also chairman of Level 3 Communications and sits on the Board of Berkshire Hathaway and Burlington Northern Railroad.

What has always impressed me about Walter Scott is what an astute, problem solver  he is.  Besides being a driving force in a number of successful businesses he also has been an incredible philanthropist in Nebraska.  Many buildings and projects honor him and his wife Sue for their donations of time and money to get the big projects going.  I respect him greatly for his willingness to give back.

Recently, Walter gave a talk to the Omaha Business Ethics Alliance that I wanted to share with you a synopsis.  In many ways, his talk about his views on integrity is why he has been so successful in business.  The rest of this article are quotes directly from the talk

“To me, high ethical standards are like air.  If the air is present, we don’t think much about breathing.  If it’s absent, you notice right away.  In the same way, we don’t often notice ethical behavior;  because it is assumed in those companies with high standards.  It is much easier to spot poor ethics which is why we usually illustrate the subject with negative stories.”

“… ethics reflect societal norms.  Integrity on the other hand is a personal quality.  It is difficult to conduct our businesses or our government institutions up to the ethical standards of the society in which we operate unless we employ people of integrity… It was my goal to hire and develop people with personal integrity;  because people of integrity will uphold and perpetuate the ethical standards of our companies and the ethical standards of society.”

Walter quotes his former boss, Peter Kiewit as saying “No matter how much native ability a man may have, no corporation dare employ him… unless he is fundamentally and entirely honest and trustworthy.  Without this, his very ability is all the more dangerous.”

“I believe there are potential problems for all firms…A big problem is that employees don’t come to us the same as they did when I started my career.  It’s probably a big surprise to these kids when they get to the world of work and find out their performance will be judged.  We can no longer assume employees come to us with the ethical toolkit of previous generations.  Society in general has lowered its standards, but society’s expectations for business are higher…

So what’s the prescription for us as business leaders?  Number one on my list is the tried and true — start by hiring people of personal integrity.  Number two is never assume an ethical culture will not automatically perpetuate itself.  Any business organization is only one generation away from losing its ethical moorings…Number three is to have an open culture where it is recognized that mistakes do happen.  In the world of politics our leaders learn  — or perhaps don’t learn that its never the scandal that gets you.  It’s the cover up.  The same is true of business.  The measure of a company’s character isn’t that they can have a problem from time to time, because that will happen.  Rather it is how they respond and whether they take immediate action to resolve the issue and ensure it doesn’t happen again.”

There is so much more in his talk including examples of these points.  To get a copy of the talk please click here.

As always, feel free to leave your comments below.

I competed as a finalist for the title of Glazer Kennedy Insider’s Circle Diamond Marketer of the Year.  My friend and fellow rep Jeff Giagnocavo, actually won the contest.  This was really cool because I introduced him into this marketing organization, and he has developed his marketing so well that he won the contest.

My entry was a list of twenty one direct response marketing ideas we employed to grow our business in 2011.  If you would like to have the list sent to you, drop me an email at meroot@mikeroot.com.   If you would like more information about Glazer Kennedy and get a free 2 month trial offer go to www.freegiftfrom.com/mroot.  

I personally enter these contests as a recap of marketing efforts throughout the year and results accordingly.  If I can’t compete, then I didn’t have a good year.  But if I have good results like 2011, then it is a good review to see what worked and we should do more of it, and what didn’t work and we should do less.  The side benefit like this year is that we did plenty of good things to get us to the level of being a finalist.  

As we find ourselves at the end of the calendar year, it is a great time to reflect on what went well and what areas we want to improve and grow next year.  This contest was a good first step for me to reflect on what we did well.  Next week, I will spend some time looking at what goals we will set for 2012 when our company Furniture Sales of Mid-America celebrates its 50th year in business.   

When we talk about goal setting, one guy I have been following recently is Gary Ryan Blair’s 100 Day challenge.  If you are looking for a kick in the butt to jump start the new year, check out his program.   I started the 100 Day Program this summer and will have it finished by year’s end.  This is a very comprehensive accountability system.  If you are looking at shaking up your goal setting for 2012 try out the 100 Day Challenge for 7 days for only $10.   To get this special offer use the following link:  http://www.goalsguy.com/Affiliate/tgg.php?id=1036161

Enjoy the holidays and here’s to a happy and prosperous new year.

Here’s the story…

Mike Root to present NHFA seminar on social media at national furniture market

Jay and I have finally done it – we have corrupted my wife Nancy.  With all of our marketing conferences, newsletters and audio and video training we have here, Nancy decided to see what all this is about.

So while she has been in the process of building a professional consulting practice, she also has developed a really cool website and ezine to help working women, stay at home moms and anyone else who is juggling raising a family with other responsibilities.  Nancy has lived that life for over a quarter of century and has the wisdom brought on by experience to help others with the challenge.

If you get a chance, check it out and pass it on to the working women, the cool moms, and anyone multi-tasking way too much in their lives these days.  Go to www.coolmomsonly.com and sign up for the free ezine.  You’ll be glad you did.

Last weekend I got the privilege of a guy’s golf weekend at a gorgeous golf course in the upper Northeast corner of Colorado called Ballyneal.  My host for the trip flew our group of 8 from Omaha to Holyoke, CO on a King Air jet.  We left at 8 am and were on the golf course at 10:30.  That’s the way to play.

This is the way to go on your next golf trip!!!

The afternoon we started a Ryder Cup type event that kept us on the links for 2 1/2 days.  We played a four ball event, a scramble event and an individual match play.  Unfortunately yours truly did not putt very well and consequently did not score well.  But the experience of traveling on private airplane to a private course should definitely be on any golfer’s dream list.

The best part of the trip for me was to meet and get to know my golfing companions over the three days.  We shared lots of stories, golf experiences, and red wine at dinner.  When you get out to a golf destination with nothing else to do, no cell phones or computers to operate, I realized how great it is to really unplug every once in a while and just enjoy the surroundings and the company of my fellow golfers.

If you love the game of golf, a guys trip to a an out of the way course where the only thing you can do is play golf, is the only way to go.  No distractions, just 36 or more holes a day and when you are tired, you eat a good meal, drink some red wine, and go to bed only to start again the next day.

I know the College World Series is a big deal in Omaha.  We just built $150,000,000 facility to keep it around for another 25 years after hosting it for over 50 years.  The city loves it.  The College World Series loves Omaha.  ESPN has been touting the Road to Omaha for weeks, and with a brand new stadium we will be the talk of the sports world for ten hot, humid days of June.

What a casual observer does not know is how much an impression this series makes on the players of America’s favorite past time — Baseball.  Last November, Jay and I met Cal Ripken, JR.  better known as Iron Man.  He holds baseball’s record of most games consecutively played – 2632 consecutive games, 17 straight years without missing a game.  He was loved in Baltimore and other big league cities because of his work ethic.  Jay and I met him and he said to us “I love Omaha.  I hear they have a new stadium and I would love to come see it.”

Mike and Jay Root discuss the Omaha College World Series with Iron Man Cal Ripkin, Jr.

Here are a few comments to share as we get ready to enjoy our baseball moments of glory in Omaha.  Cal told us of 8 elements of perseverence that make a difference.

1. The Right Approach -  It entails the right attitude, a personal mission statement, and a honest simple approach
2. A strong will to succeed – Your drive, the fire within, your desire
3. Passion for what you do – Love what you do, too many people working doing things they hate, passion carries you through and makes it worthwhile
4. Love to Compete – you’ll have internal and external competitions and you have to tame both, when you have success don’t get complacent
5. Consistency – ability to perform everyday, solve problems and find solutions quickly, make yourself irreplaceable
6. Conviction – you need thick skin, need to be stubborn about seeing things through to the end
7. Strength – physical and mental, there is a link between excercising and maintaining focus
8. Life management – how can I bring control over aspects of my life and achieve balance

So as you are watching the College World Series from Omaha this month, think of Iron Man who never gave up no matter what because he had a job to do.  Where do you measure up on a perseverence scale?  If it’s not as high as you would like, take a look at Cal Ripkin’s 8 steps to see how you can become an “Iron Man” as well.

And of course look for Jay and I along the third base line.  Cal, if you’re reading this let me know and I’ll get you some tickets to come join us.

Jay, Nancy and Mike Root with Consumer brands CEO Kathy Ireland

 

Recently, Nancy, Jay and  I got to hear Kathy Ireland speak to a group.  She is a remarkable businesswoman who is passionate about her brand.  She launched her business in 1993 and today it is a $1.5 billion dollar company selling over 45,000 products.

She told the story of starting the brand with a pair of socks selling them out of the trunk of her car.  Now she has sold over 100,000,000 pairs of socks.

Her success stems from the intimate knowledge of her customer and what the customer wants.  She said to keep those doors of communication open with those you serve.  The customer will honestly tell you how you can do better and serve her.  Listening to our customers is critical.

A few other points she talked about were as follows:

• We are our own brand.  What kind of brand to we portray to the world?  If we have to make a change in that brand, do it now.
• A well branded product (or person) will outperform a non-branded, lesser priced product.
• Men buy products but women are loyal to brands.
• Corporate America no longer controls brands.  Do to social media like Facebook, Twitter and blogs, people want to be reached in their own terms and not corporate terms.
• Independent retailers can offer what big boxes can’t – customer service.

She was an inspirational speaker who siad her priorities were faith, family, and service to work.  She indicated whenever she got the priorities mixed up, she was really in trouble.

Probably my major takeaway from her was her persistence in the face adversity.  Anybody can see her now as a celebrated wife, mother and CEO of a $1.5 billion dollar brand.  Some may remember her as a swim suit model.  But throughout she faced lots of people who told her “no” and she still struggled on to build an empire.  The difference between her and millions of others who want the fame and fortune is that she never quits.

If everyone had to write checks on April 15, people would pay more attention to how much the government really takes from us.

The government does not have a revenue problem, they have a spending problem. 

 Stop the spending, let us keep more of what we earn, and prosperity returns for everyone.

Last month I told you about Get Customers TV, the web TV that Jay and I are doing twice a month to highlight marketing strategies that retailers and main street businesses can use to generate new sales no matter what the economy.

Today I am happy to announce that we have launched Get Customers Right Now to be a repository of all these great tips and tricks to generate new customer business. There are three ways that retailers can benefit from the ideas we share at www.GetCustomersRightNow.com.

First, we have put together an incredibly comprehensive online marketing system that helps retailers captures leads off of their website, makes an offer on behalf of the business to attract the prospect into the store, and then automatically communicates to these prospects through monthly offers, and weekly emails. The best part about this for the retailer is that they fill in a two page form to set up the system and it will automatically bring in new business month after month with no effort. It is a completely done for you online marketing system to help manage a retailers new customer acquisition through website, Facebook, email, and mobile phones.

You can see a short demonstraton & video about this at www.GetCustomers-Online.com, or if you you want to go directly to the video please visit http://www.GCRNonline.com.

Second, we have assembled some tested, proven and trusted resources to help retailers and businesses bring new customers through their doors with done for you marketing promotional campaigns. For example, there is a turnkey mailer that reaches out to new customers in your trade area with an offer they cannot refuse. You determine the demographics of the target market including age, income, zip code — whatever you determine is the ideal customer. Our resource then identifies in this group who has a birthday each month and sends them a Happy Birthday card with a birthday “gift” / offer from your store. This will be done every month without you lifting a finger. You’ll generate extra customers form this and other incredible campaigns we have assembled under the promotions section of the website. For a shortcut go to www.GCRNpromotions.com.

Finally, we have found a number of suppliers for great giveaway products to spice up your advertising. Whether you want a giveaway that is “free for coming in” or one that will be a bit more expensive and it is “free with purchase”, we have products and ideas you can use. Do you want an American flag to giveaway for an American holiday? We’ve got a resource for you. How about a Barbeque set for summer giveaway? We’ve got a resource for you. Do you want a something special to giveaway with a certain dollar amount of a purchase to encourage a larger transaction? Use an Omaha Steak gift certificate or a travel voucher for three days and two nights in Las Vegas that can both be found on our site. For more information on the type of premiums available check out this shortcut www.GCRNpremiums.com.

We will continue to add promotions and premiums as we find new resources. These will all be highlighted on Get Customers TV. Don’t forget to signup on either site so you can recieve the web TV show when a new episode is posted.

PS. We also have a surprise video when you go to the home page of Get Customers Right Now. Check it out and let me know what you think with your comments below.