Blog 5
1983
Ft. Myers, FL.
Having made a transition from the frozen tundra to the warmth and humidity of Florida, I secured a position at an Authorized Apple / IBM Reseller with locations in Ft. Myers and Naples. Having solicited them (see Blog #4) prior to the move, I proved myself during the first week by selling through multiple Apple product…to the amazement of the sales manager who I remember saying during the interview, “I will give you a chance since we don’t sell much Apple.” “You have one month but I have little hope you can sell any Apple product down here…” Game on…as I loved being told what I couldn’t do!
During this timeframe I had the pleasure of meeting my Apple Representative who worked for Roger’s Sales Associates. (Roger’s Sales Associates was contracted by Apple as their Representative Firm – Rep Firm – in Florida and was run by a gentleman by the name of Bob Rogers. Bob Rogers had been an early senior executive with Apple in Cupertino but returned to Florida to start the Rep Firm.) The rep, Ms. X, was single, pushing north of her thirties and sported the consummate blond California girl characteristics. Ms. X however possessed none of the mercurial attributes often associated with this branding and was all business. She had been asked by Bob Rogers to leave California and join him in Florida a year or so earlier.
“I am pretty amazed that you quadrupled the Apple sell through out of this dealership in a few short weeks,” Ms. X stated as we shared some Cuban coffee (the best ever) in a quaint little boutique eatery on 5th Ave. in Naples. “Tell me your secret,” she mused. I began with a brief history of my transformation (see Blog 1) and ended with the story of my arrival in Florida. Since I had just met her, I was a little taken aback when she said, “that takes some balls.” Crass yes, but I remember her being very upfront with no filters…just the type of personality I loved since it hit so close to home.
We spent a few more hours together over the course of a few weeks when she visited the dealership, delving into conversations which spanned both business and personal topics. On one such meeting, she confided, “I really don’t like Florida Joe.” “I have decided to go back home to California and leave Roger’s.” That same bell that I heard and referenced in Blog #2 chimed once more, this time sounding more like a foghorn. Opportunity was presenting itself once again, and it was up to me to recognize it and answer it before its resonance ceased. “Ms. X, what are the chances I could take over your role,” I spurted out. I recall distinctly her sitting back and smiling, the usual quick quip I was used to by her missing in action.
One of the new principles I was learning since the transformation was that of “accurate thought.” Seeing things as they are and investigating rather than believing categorically your own initial thoughts. This dichotomy of discerning facts vs. interpretation obviously was yet to be embraced by this padawan (and I struggle with it to this day.) I had taken this highlight of our conversation to mean “why don’t you take my job” vs what the facts presented were…i.e. “I am going back to California.”
“That would be up to Bob Rogers” she recoiled, her body language changing into a defensive posture. “But if you contact him, and he asks me, I will give him my thoughts.” (Again, in retrospect, I appreciated the personality.) This was to be the last time I saw her but her mark on my career turned out to be indelible.
With definiteness of purpose, that same day I wrote an open and deeply sincere letter (still snail mail) to Bob Rogers. In it, I described the standard “this is what I am,” “this is what I want” but made sure to include the “this is what I can contribute.” The contribution I put forth outlined my empathetic understanding of what a salesperson on the floor of any given dealership goes through. I expressed my understanding of this nuance in real terms…to the extent of outlining it in a “day in the life” scenario…complete with both successes and defeats. No resume or other such modern-day trappings. Within a week, I received a call from Bob Rogers.
“Interesting letter” is all I heard him initially say as I was taken aback when the call came in while I was working. “I am flying into Ft. Myers tomorrow evening, and I would like to have dinner with you if you are available.” I don’t recall much of my side of the conversation, but I am sure I stuttered while replying, “Absolutely, I will pick you up, what time does the flight come in?” I recall muted laughter as he said, “I fly private, so say around 7:00pm…Page Field.”
I took the following day off, prepping for another milestone in my career. I dutifully prepared my clothing (a standard 80’s ensemble of khaki slacks, Miami-vice (ish) sport coat, casual t-shirt and tan fabric shoes complete with plastic soles.) (Perfect!) I also shined up the 280ZX, making sure it gleamed. (Never too early to make a good impression…hoping he was a car guy.)
I approached the old Ft. Myers airport (Page Field) off Hwy 41 which was still open at the time but had little commercial activity since the new Regional Airport had started to come online. I was feeling both exhilaration and trepidation. I knew absolutely nothing about Bob Rogers, but I did know I wanted this job. I judiciously repeated in my mind, “make this happen….” Things were in “full on change mode” during this time of my life and that mantra usually came with a predetermined plan. Unfortunately, this event transpired in a time frame that was somewhat lacking in complete planning.
I pulled up to the front entrance and noticed a tall, lean “suit and tie” type guy standing there. I hopped out of my car and introduced myself…wrong guy. Out of the corner of my eye, a man approached me in total casual attire…Florida casual…replete with jeans, flowered T-shirt and yup, flip flops. “Good evening, Joe, Bob Rogers” he chirped with a wide grin. “Though that was me, did you?” “You have a lot to learn about me…” Turned out to be the understatement of the year.
I had made reservations at Danny’s, a local rib joint on Hwy 41 that 1) had fabulous food and 2) my future bride who I was courting worked there as a second job and 3) was less than a mile from the airport just in case this was going to evolve into a shit-show and limiting the time to and back to the airport made sense. He hopped into the Z with a small briefcase in hand and said, “cool car.” (Win number one.) We made small talk on the way and entered Danny’s.
The guy was mesmerizing. I don’t recall a lot about the specifics of the conversation but I vividly recall being enthralled. Turns out that Bob had multiple businesses in Florida, the main one being a leasing company that catered to private pilots – him being one of them. He owned a fleet of single and multi-engine aircraft stationed geographically throughout Florida, owned sundry real estate ventures and oh…also owned the Rep Firm. I was sitting in front of a self-made millionaire…years before the dot-com goofballs made and lost their money. He was the real deal.
As the meal progressed, he asked me about my background and I went through the me to date story – Seminary, almost going to the Novitiate, dropping out of college because I had to eat, the dying and rising, my tenure with PBS and my decision to come to Florida. After the meal my future bride served us dessert (yup she waited on us.) His tone turned somewhat serious as he said, “That letter you wrote to me was the most inspiring letter I can remember from someone looking for a job,” he said. “You seem to have that something extra I always look for in one of my employees.” “I think you can bring energy, momentum and most importantly perspective to what we are trying to do with the Apple Resellers.” “And by the way, Ms. X called you one of the best pure salespeople she has met and she recommended you as her replacement.” “Welcome aboard!”
Happy dance leaving the restaurant and driving to the airport. As he exited the car, he said something that to this day I will never forget. “Joe, there is one issue” he said somewhat sternly. “Don’t show up next week in Jupiter at our office with those shoes on!” …Said the man in flip-flops…
Meandering thoughts on Blog 5
- Show up.
- Your initial take may not be factual.
- The right relationships will take you down the right path.
- Work your plan but react intuitively (based on experience) when necessary.
- Never judge a book by it’s cover…covers can be rebound.
- Shoes matter in the sales profession… invest in several pair of Allen Edmonds and have them recrafted when they wear out…
- Car guys rock.
Stay tuned for chapter 6…