Small Business

Where were you on 9/11?

Family, Personal experience, Small Business /
WTC, September 10, 2001

My mother remembered Pearl Harbor. In the sixties, I remembered the Kennedy assassination. Since September 11, 2001, the “where were you when” question has been about 9/11.

Since I’m writing this on 9/11/24, I’ll focus on that experience.

It was a regular work day for Joan and I at our QDP Corporation office. Prior to leaving the house, we saw the news clip about a “small plane” that had flown into one of the World Trade Center (WTC) towers. A terrible accident, but it wasn’t going to stop our day.

After travelling the six miles to our office and settling in, Joan turned on the small radio she had on her desk. We did not have a TV in the office and this was in the pre-streaming era.

Shortly after the news was on, Joan called out (my office joined hers, but I couldn’t clearly hear and didn’t listen to her radio) that a plane had flown into the second tower — and the small plane we heard about was now a passenger plane….so we understood there was a more major event.

The she cried out,

One of the buildings just collapsed.

I distinctly recall commenting,

That is impossible. You realize how big those towers are. You must have heard that wrong.

Then the second building….and we decided to close for the day and go home to watch about it on TV….. and pretty must stayed glued to the news for the next several days.

Note: what follows is a side-note addition, but I hope you will find it interesting.

Our younger son, David, had just started classes at Duke University, with its significant international student body that included numbers from both Jewish and Muslim communities.

I called, out of some concern, but mostly just to calm my slight anxiety about the potential (I thought) for student unrest. His response caught me off guard.

We are very safe in my dorm, Dad.

I should note that dorms on the Freshman Campus at Duke (yes, a separate campus about a mile away from the campus you see online) were not the huge complexes of many larger universities….. His particular dorm, for example, had four floors and no more than a couple hundred students.

As a professionally trained information-gathering salesperson, I pressed him on that answer. He hesitated, but eventually added more context:

Dad, are you familiar with the King of Jordan?

I know who he is.

Well, his son is in my dorm …. and we are very safe.

I learned about some in his dorm who were not students. Also, about how the Prince of Jordan liked to evade his protection detail and would (on one such occasion) recruit fellow students who sneak him out of the dorm to get pizza. The challenge was to see how far they could get before caught. We had a discussion about the potential downfall of such games.

When David’s brother, John, traveled from Tennessee Tech University to visit and check in on his brother, John learned that the campus really had been buttoned up as they wouldn’t allow him entry until David vouched for him.

Similarly, in the way my mother recalled going to her high school classes the day after Pearl Harbor, and I remembered walking home for lunch from Tenth District Elementary School shortly after hearing about President Kennedy, I will never forget what I was doing on 9/11/01…and neither should you.

May we all, “NEVER FORGET”!

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Floppy Installation

Personal experience, Sales and Marketing, Small Business, Social Media, Throw Back Thursday /

Joan and I are going to a place that sells both music instrument stuff and Apple tech. While she gets her bassoon reeds, should take this disk tray in and ask for recommendations on computer to utilize these. WhatDaYaThink? Would they even know what these are?

Note: This was from our business’ first computer software installation (early 80’s). I remember liking Word Perfect better than Word. Software was on 20+ disks, plus …. well you can see the 4th disk for printer installation. #floppydisks

I’m gonna impress some people today, ya think?

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My first employee quit a secure job to work straight commission

Leave a Comment / Business strategies, Fundraising, Income Opportunity, Job Search, Personal experience, Sales and Marketing, Selling in the Schoolhouse, Small Business /

i-quitBefore I left my first sales job, I had worked five years for a national manufacturing company which spent a lot of time making the case that, even though ours was a “draw-against-commission” job (straight commission with a regular check, in other words), we had the security of management and big business backing us up and that life on the outside competing as a “trunk-slammer” who represented a variety of manufacturers and importers was an extremely high-risk proposition.

The manager who hired me left the company during my fourth year to go work for an importer that competed with my manufacturing company employer. A few months into his new job he called me…

John, you gotta get outta there. There are too many stupid people out here making too much money trying to do what you have already been trained to do. Make the jump, you’ll be fine.

He sent me information and I started researching the contract I was under. This process went on for several months. I started making plans and connections. Then I got another call from Bob,

John, have you left yet?

No, but I have one foot out the door.

Well, never mind. Don’t go. I’m back!

He had been hired back as upper-level management. I did resign and was one of the very few who did so to start working independently in the same business, who did NOT get challenged on the contract — and my theory as to why — is that Bob, did not want to have to answer in court that he was, in fact, the one who told me to leave and advised me to do exactly what I did. I’m glad they hired him back.

My wife and I ate beans and cornbread for a few months, but we got our business up and running and never looked back.

As I made the rounds to some of my former customers to tell them that I was still in business, but would be operating under another name, George, an Assistant Middle School Principal and Athletic Director started asking me a lot of questions and expressed an interest in coming to work for me in my new business.

But George, you have tenure, a Masters Degree and a Principal’s License. I can’t pay you anything until you sell something. Take a couple weeks to think about it.

A few weeks later I called George,

Just checking in to answer questions and see what I can do to help reduce your stress as you consider your options.

I’m not under stress anymore. I just resigned.

I know it took him a couple years to match the income he walked away from, but I underestimated the thrill of helping get an operation off the ground. George was a faithful and successful sales rep for me for twenty years until his retirement a few years ago.

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DEI vs Meritocracy

Business strategies, College Prep, Consulting, News and Happenings, Small Business /

Civil Rights ===> Affirmative Action ===> DEI vs Meritocracy

There were injustices, such as Segregation among other things, that needed to change. The Civil Rights movement introduced well-meaning programs and policies such as Affirmative Action (AA), which was to help minorities, females, the disabled and others.

All positive.

Bussing for School Integration was also a good thing in many respects. For equality at the college level, Quotas became popular. According to the US Department of Labor, AA was mostly about numbers. Now mostly ended, the Supreme Court struck down AA as a tool for college admissions because, among other things, AA was discriminating against qualified whites and Asians (mostly) to satisfy quotas without regard to merit.

The current emphasis pits DEI (Diversity, Equity and Inclusion) against merit-based Meritocracy.

According to an article from Harvard Business School,

  • Diversity: The presence and participation of individuals with varying backgrounds and perspectives, including those who have been traditionally underrepresented
    • Gender
    • Race
    • Age
    • Sexual orientation
  • Equity: Equal access to opportunities and fair, just, and impartial treatment
    • Equal opportunities
    • Fair compensation
    • Balanced training and educational opportunities
  • Inclusion: A sense of belonging in an environment where all feel welcomed, accepted, and respected

The opposite of DEI seems to be Meritocracy (is that like Aristocracy??). The Cambridge Dictionary defines Meritocracy as

“a socialsystem, society, or organization in which people get success or power because of their abilities, not because of their money or social position”,

In an article entitled, “Equity Before Meritocracy: Why We Must Create Opportunities Before Rewarding Accomplishments”, Forbes says, “The problem is that meritocracy without equity often results in only rewarding those who are already set up for success and have adequate tools, resources and support. We need to change this.”

I disagree.

In a February 26, 2024 article, “DEI Could Get You Killed In The Operating Room”, Ben Shapiro claims that,

“DEI is a gun pointed directly at the heart of the meritocracy”.  

surgery

DEI (Diversity, Equity, and Inclusion) sounds great. Diversity IS a good thing. Equity (feeling of belonging) IS a good thing. And, of course, we want Inclusion vs Exclusion. All components of DEI sound (and are) good, until they are used to inflict the bias they are supposed to end.

I am completely in favor of meritocracy, i.e. “merit” based vs anything else; race, gender, ethnicity, financial….).

My mother, a polio survivor raising 5 kids as a single mom and no car, never utilized government assistance based on her handicap or income. She did use a ‘handicapped’ placard in her car. Her graduating class voted her “most athletic” because she did not let her handicap hold her back. I learned from my mama.

My band director pulled me aside freshman year when he understood I wanted to be a band director. His advice went something like this,

“If you want to be a band director, you’re going to have to go to college. You’re intelligent, but you’re not going to get academic scholarships. You’re not athletic. You ARE decent on that clarinet…. so I want to tell you that your best chance of getting to college to become a band director will be to use these next four years to become good enough on that clarinet that colleges will pay you to come.”

I did. They did. That was meritocracy.

When I needed a new clarinet, my Dad said, “You raise the first 50% of the cost of that new clarinet, and I’ll pay the rest.” I don’t consider that welfare. It was assistance, but the goal required work and commitment. The music store would not give me that clarinet so I could experience equity and inclusion.

My high school clarinet teacher, who I couldn’t afford, made a deal with me that allowed me to do yard work for him in return for lessons. He said he would provide me those 1-1 clarinet lessons….

“until the day you show up here unprepared.”

That deal had nothing to do with DEI, it was all about merit.

I did get some financial aid for summer camps and college, offered because they wanted me.

I’m okay with programs that help everyone have a chance. I experienced poverty. 

My “Tenth District” Elementary School (two blocks from the city line opposite downtown) was 100% white while “Third District” (Downtown) was nearly all non-white. Because there was only one high school in the city, diversity was automatic.

I am in favor of helping those with genuine need or who are disadvantaged in a real way. I’m in the “help-those-who-are-willing-to-work-to-help-themselves” camp.

But when it comes to getting the job or the position, I favor merit-based decisions. The world works on meritocracy.

Professional athletes aren’t chosen to satisfy a quota — if you’re good enough, you can earn the spot. Also, professional musicians (especially in orchestral settings) are chosen by audition and the best person gets the job.

A recent podcaster interviewed a DEI advocate for pilots who was pushing a “from the tarmac to the cockpit” program. I watch (too many) video shorts of plane take-offs and landings….many with all female and/or ethnic crews from around the world. Recently I watched an Arab airline with a hijab-wearing female working with a male co-pilot. I would like to think that each of them studied and earned their way. Would you want your pilot to be a DEI (‘Affirmative Action’ is out of style now) or “from the tarmac to the cockpit” placement?

Show me a MLB, NBA, or NFL team put together with DEI and, if I gambled, I’d bet against them.

It gets trickier in business where historical biases can harm or prevent merit-based success. Yes. Fix that….. but not by quotas, AA, or DEI.

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11 Things Small Business and Fire Departments Should Have In Common

Leave a Comment / Classroom Teacher, High Schools, Music Department, Public Schools, Sales and Marketing, Small Business, Storytelling, Teaching, Teaching Music /

My dad was a 32-yr career firefighter, retiring as an Assistant Chief for a moderately sized, full-time department that had about 10 stations throughout the city. I recall a childhood time when my siblings and I were vising him at the firehouse. When the alarm sounded, he abruptly pointed to the wall, and said

“Stand right there ’til someone comes for you.”

Immediately, 10 doors (5 front, 5 rear) open, the intercom is announcing location and status, and people are hustling from every direction Twenty seconds later, the building is open, empty and quiet. One of the dispatchers invited us into his area while our mother scrambled to come pick us up.

As a small business owner, I believe some of my Dad’s Fire Department practices could help Small Business when it comes to putting out fires. Here are 11 things Small Business and Fire Departments should have in common.

Fire Departments

  • The Facility is well cared for. There are assignments (often seniority based) for sweeping/moping, washing/waxing, cooking, dishes, janitorial, supply maintenance, inventory and more. Rookies get the grunt jobs, but everybody has assignments and responsibilities with accountability.
  • Saving time is paramount.Vehicles are always facing the door for quick departure. Driver doors are left opened. Boots and pants are kept close to the truck (or the bed) and set for the firefighter to step into the boots and pull up the pants. Coats and helmets are on the truck to be added en route. When the bell rings, things happen and seconds count.
  • Equipment is organized and ready. Hoses have been carefully cleaned, inspected and rolled, and tools have been cleaned and stored so everyone knows where they are. Tire pressures, water levels and fuel have all been checked and readied. Efficient access is essential.
  • Skill sets are in place for lots of contingencies (types of fires, whether people are at risk, etc). Sometimes things don’t go the way they’re supposed to.
  • Practice, practice, practice. They practice driving through the streets (need to know every street, location of every fire hydrant), practice moving through smoke and fire, climb ladders, spray water, use the tools, lots of speed tests, inspections and homework. Ready to perform.
  • Group and Individual Goals plus Assignments are clearly defined, understood and bought into. There is no discussion about who gets to shoot the water cannon or hook up the hoses. They already know who is primary and secondary in hose control or who is going up the ladder first. Avoid unnecessary drama.
  • Coordination, Collaboration and Communication are essential. Control the traffic lights, mobilize police, roll the ambulance if needed or in doubt, notify the hospital and street departments, hold the trains, and get the business owner on the line. My dad always said, “We’ll be there in under 90 seconds”.
  • The Chain of Command is absolute. On a fire fun, the police are in support mode. Everyone has expertise and input, but primary is to trust and obey, for there’s no other way.
  • The only pic I have of my dad at a fire and he is there in street clothes. As the Asst off-duty Chief, he’s there getting his hands dirty.

    Firefighters know who they work for and will sacrifice to serve. When someone calls 911, firefighters will do what firefighters did on 9/11.

  • No firefighter is ever left behind.Period.
  • When the gig is over, get ready for the next one. The trip back to the firehouse can be exhausting, but some things can’t wait until tomorrow.

————————————————–

Small Business

  • The Facility is well cared for. What does your work area look like at the end of a day? Are there water bottles, messy desks, stacks of mail and reports? Unless you have a fantastic janitorial staff, make assignments. Delegate. What is your expectation for facility cleanliness and functionality?
  • Saving time is paramount. When it is time to start, is everything ready? Is there an agenda, task list or to-do list for the day?
  • Equipment is organized and ready. Desks are clean, waste baskets empty, floors swept, restrooms supplied, light bulbs in, etc? When that important phone call comes in, you don’t want to have to spend time getting ready to handle it.
  • Skill sets are in place for contingencies. Have you cross trained employees so that you can still function if the secretary, receptionist or warehouse manager are out sick or otherwise unavailable? Can you still answer phones, respond to emails, texts, faxes or social media messages, know where to find records when needed to answer a customer call or complaint, load or unload the truck and know where to place or retrieve product?
  • Practice, practice, practice. Schools have monthly fire drills even though there hasn’t been a school fire-related death in over 60 years. They also practice tornado drills and, increasingly, active shooter drills. Hopefully they never encounter any of those, but if they do — they have a better chance survival because they practiced. Having a list of procedures or contingencies is good, but nothing is better than practice. Practice your cross-trained assignments.
  • Are Group and Individual Goals plus Assignments clearly defined, understood and bought into? When a fire fighter makes a mistake on scene, someone can die. Business is not usually life and death, but do your order fulfillment personnel understand what happens when they make mistakes?

One of the most effective practices I put into place was to bring in a salesperson to talk to our order fulfillment crew and explain to them what happens to his customer, his income and even their jobs when orders go out with too many errors.

  • Coordination, Collaboration and Communication are essential. You have administration, management, office and warehouse staff….do all the appropriate people know what you are doing? Do you?
  • The Chain of Command is absolute. Everybody needs to be on the same team, but there can only be one coach. Encourage and welcome input, but make sure the team understands that once a decision happens, debate ends and action begins.
  • Employees know who they work for and will sacrifice to serve. If they won’t go above and beyond for you, then you have a different problem. Strive to instill pride and earn loyalty.
  • No customer is ever left behind. Period.
  • When the gig is over, get ready for the next one.

Meticulously planning and preparing for, and then efficiently and effectively fighting “fires” is something both fire fighters and small business owners should be good at. Business should be ready, but not always “putting out fires”.

The purpose of THIS post is to encourage you to be READY and SET so that when the alarm rings, you are prepared to GO!

Thanks for reading,
JohnGardner@VirtualMusicOffice.com

I wrote a tribute to my Dad, the firefighter, and included description and picture from the worst fire he ever fought…. the Beverly Hills Supper Club fire of 1977 that took the lives of 165 people, including my high school clarinet teacher. I also talk about his Fire Chief experience with accusations and responses to sexism and racism. Read more…. 

 

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Puppy Dogs and Clarinets

Leave a Comment / Classroom Teacher, College Prep, High Schools, Music Department, Personal experience, Public Schools, Sales and Marketing, Small Business, Teaching, Teaching Music /

By John Gardner

white labrador retriever puppy dogThere is a sales technique called the “Puppy Dog” close. It gets is name from the puppy dog at the pet shop scenario:

A mother and young child go into a pet store to buy a dog. They find one, but mamma says it is too expensive.

The wise sales clerk invites the mother and child to take the puppy home for the night….with the offer to bring it back the next day if they don’t think it is worth the price.

They will NOT likely bring the puppy back.

I fell for that sales close with a car once. My wife wasn’t with me when I stopped on the lot (intentional, so I had a way out of a pressure sales situation). The smart salesperson invited me to drive the car home to show her. SOLD!

Classic music Sax tenor saxophone and clarinet in blackI used the “Puppy Dog” approach with a clarinet student (I will call her Sally). The first time I heard her play was in a middle school concert. I didn’t know Sally, but I noticed her. It was 2-3 yrs later when I convinced her parents to let her study privately with me. She had incredible musicianship but was hindered by a mediocre instrument.

When I would ask about a step up instrument, she always responded about how busy her parents were. Knowing her father’s occupation, I knew PRICE was NOT the issue.

The music dealer let me borrow a top of the line clarinet for a day, with return privilege that I was not expecting to utilize.

I took the clarinet to Sally’s band rehearsal at the high school, instructing her to play it in the rehearsal and then to take it home that night to practice with at home and either return the clarinet or payment the next day. She handed me the check for payment in full.

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10 Tips for Business and Education Professionals

Leave a Comment / Band as a Business, Business strategies, Communication, Sales and Marketing, Small Business, Teaching, Virtual/Local Services /

Email inboxBy John Gardner

Social Media post 

“I’m fairly certain that you’re the only high school band director in this part of the state that actually responds to e-mails from the public.”

Response

Thanks. I try to respond to most emails quickly. Comes from decades in the BUSINESS world. No matter what business you are in, including the business of education, answering email is basic courtesy-101.

From a business perspective

As a business owner, I am generally responding to a variety of email

– VENDORS. (Educational equivalent = Administrators). You NEED vendors and their cooperation and quick responses can ensure that you continue to get the products, services and support needed. A vendor can cut you off (fire you) and force you to look elsewhere for an opportunity to generate income.

– CUSTOMERS. (Educational equivalent = Students/Parents). You NEED customers to survive in business. An unhappy customer takes his/her business elsewhere. A disgruntled student gossips or quits band. A Parent withdraws support, pulls the child out of the program or contacts an administrator to complain.

– BUSINESS OWNERS. (Educational equivalent = Band Directors). Sometimes businesses who compete can also collaborate. For example, in the fundraising business, I will respond to a request from a competitor who needs some brochures that the vendor is temporarily out of, but I have on hand. And then, when one of my vendors is backordered on a product, I will ask a competitor if I can purchase some of their stock. A Band Director should always respond quickly to another Band Director.

QUICK & EASY EMAIL TIPS

…

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10 Tips for Business and Education Professionals Read More »