Sales is more than just a numbers game...

Innovation: Forget about a Homer Hanky, ask for a PeopleTowels this Holiday Season

You have probably seen it; a fan in the baseball stands waving their Homer Hanky. The Homer Hanky enjoyed a comeback this year, as the Minnesota Twins began the playoffs against the New York Yankees.

When the Business Wire News summary came across my desk the other day, I was curious about the Press Release titled, “Great Green Stocking Stuffer Under $10: PeopleTowels.com Offers a Free Gift With Purchase for Holiday Shoppers”. What the heck is a “PeopleTowels” and how does it claim to be “Green”? More so, what’s up with the “Free Gift”?

First, the answer to the Free Gift promotion. “PeopleTowels (www.peopletowels.com) is offering a free gift of one (1) reusable personal hand towel with purchase of two (2) or more PeopleTowels; limit of one (1) gift per order. Customers receive one (1) PeopleTowels’ Beach Breeze free, an $8 value. Offer good while supplies last and expires at midnight on December 31, 2009.”

Next, what is a PeopleTowels? “PeopleTowels is the next small lifestyle change everyone can make to have a big impact on the environment. PeopleTowels are meant to be used at work, or when you are out and about instead of the paper towels found in public restrooms. “

Then, the “Green” angle to the product. “Each person who switches from using paper towels to PeopleTowels will save a 1/4 of a tree, reduce landfill waste by 23 pounds and conserve 250 gallons of water in just one year.”

Lastly, what are they? “PeopleTowels have hang-tags for easy attachment to a purse, backpack or briefcase. They are small (9 x 9 inches) and specially made of light-weight, fast-drying 100% Certified Organic, Fair Trade Cotton printed with eco-friendly dyes.”

Got the picture? Sounds a little like a golf towel and Homer Hanky all-in-one. Okay, they are more than that, but I needed something to make the comparison. For those of you struggling with some simple and meaningful gifts, they are reasonably priced ,“At $8.00 for 1, $21 for 3, and $35 for 5, PeopleTowels are priced under $10 each and below the $20-60 range that Americans will spend on gifts for friends, coworkers, babysitters, teachers and clergy this year, according to the National Retail Federation.”

And my favorite part is what I call the ‘give-back factor’  “Plus, one percent of PeopleTowels’ sales go toward preserving the Earth through the 1% for the Planet program.“

My hat is off to them on this one. Good marketing campaign, a clever Holiday promotion, practical product, helps the “Go Green” movement, and puts some money back into saving the planet.

p.s. I can’t resist adding the infomercial (music, please) pitch, “But, wait, there’s more!”; they even have a contest with cash prizes, “Get ready for the PeopleTowels’ Design Contest”.

Good job, cowboy! – nothing like a little praise for a job well done

Many years ago, while living in California, our family passed through Orange County Airport (SNA) for the trip back home to the San Francisco/Bay Area. At the time of this visit, a prominent bronze statue of the actor John Wayne, fondly known as "the Duke", had been erected near the main entrance of the terminal building - the airport was renamed to “John Wayne Airport” back in 1979.

As we walked past this statue, my daughter – who at the time was quite young – looked up and said, “Good job, cowboy!” It was a spontaneous comment that seemed to come out of nowhere. Little did I know how much I would use that phrase over the years to offer up appreciation or praise for the work of others.

It came forward in my mind the other morning, pre-dawn I might add, as I crafted a brief email to someone in order to show my appreciation for their effort. I had witnessed qualities of leadership and style, in their words and actions, that often seems rare in our ‘hurry up and get it done’ way of life. I was careful in my choice of words, pondering how they may be taken by the recipient. That is the downside to email; you only see one side of the response.

Many situations pass our way each day. But, how often do we take a minute to acknowledge the positive brought upon us by others? Not just in those instances where we stand to gain some ground. There are many situations or acts that we bear witness to where we can learn how to handle something better, or grow in our character and well-being.

This is not limited to co-workers and friends. Keep in mind, your boss might appreciate a little praise once in awhile, too. So, the next time you see or feel the positive effect of someone else, take a moment to say, “Good job, cowboy!”

Photo Credit:  John Wayne Airport - owned and operated by the County of Orange.

“The John Wayne Associates commissioned sculptor Robert Summers to create a bronze statue of "the Duke" in commemoration of the late actor and true American patriot John Wayne.

The nine-foot statue was dedicated to the County on November 4, 1982 and placed outside, in front of the Eddie Martin Terminal. After the Thomas F. Riley Terminal was built, the refinished and restored statue was placed in the lobby of the new Terminal.”

Forget about the solution – look at the root cause, first

When I wrote about the Prediction Market Industry, I was quite taken with the notion of what constitutes ‘transparency’. Stumbling upon the definition that transparency (this came from a doctor) is “…being clear about what we know and don't know.” has left a lasting effect on my thinking, especially around sales forecasting.

Early in my career, my career mentor challenged me with the maxim, “Define the problem and the solution will present itself.” What Mike was trying to get me to do was to look for the ‘root cause’; what contributed to this problem in the first place. Of late, I find people are spending a great deal of time putting forth solutions without regard for what caused the problem. Often the solutions become a Band-Aid and offer a short-term fix, or less.

This is not reserved as a business observation, only. I see it carry over to many facets of the work and life balance we all face. What I have been looking for is the ‘why’. I believe some of it may be related to the rapid-fire communication we wallow in day and night. From social media to an overabundance of communication tools and devices, we rarely get a break to just stare out the window and take a break – think about the momentum to ban text messaging while driving.

I caught a feature article on Ken Burns (“famed Americana documentary filmmaker”) in Fortune magazine that noted how much he enjoyed driving and taking-in the scenery; it was good for idea generation, reflection, and thought. I share his desire to avoid the trials and tribulations of air travel. Not only have I rediscovered the joy of driving, I now appreciate Webinars as a more effective tool than many a business trip by plane.

When thinking of problem solving, where do you think we miss the mark? Is it along the lines of my premise that we fail to pursue the root cause? Or, is it bigger than that? What can we do to become better problem solvers in the future?

Innovation: Philips Wake-up Light Premium and Wake-up Light Music

I thought the Philips clock radio that morphs into a digital picture frame and multimedia platform was a slick wake-up device. Philips has announced their new Wake-up Light Premium and Wake-up Light Music. For those who can’t seem to be without their iPhone or iPod®, this has to be the ticket to a peaceful wake-up call.

Now your body can sense a natural sunrise – the Wake-up Light gradually increases the light, simulating a natural sunrise – and you can avoid being knocked out of bed by the sound of a traditional alarm clock. The Wake-up Light comes on 30 minutes before your prescribed wake-up time.

If the concept of waking to natural sounds was an attractive option to you in the digital picture frame clock radio, the Philips Wake-up Light also offers the option to play natural sounds or the FM radio. If you have some favorite songs or music on your iPod®, you can have them play (at the end of the 30-minute wake-up cycle) via the optional iPhone/iPod® Docking Station – it’s a charger, too.

Like knowing the time? Hidden LED display projects time and icons from inside of the product. Want it to put you to sleep like a traditional ‘sleep’ setting? Dusk simulation feature gradually turns off the light and radio to ease you into sleep.

Once again, it looks like Philips has found a way to offer even more wake-up and sleep options in a simple, integrated device.

When Africa tugs at your heartstrings, will you find a way to serve?

“The Africa Hope Center is a grass-roots response to the AIDS crisis by a local church in Nairobi, Kenya. In 2005, the Christian Missions Fellowship began caring for 5 children who lost both of their parents to AIDS. In the last two years, they have grown their ministry to provide a new family and holistic care for 90 orphans.”

Africa Hope Center (AHC) continues to grow; so does the need to "work side-by-side to meet the needs of these children." When Kyle and Anna learned about AHC’s need from their church - Visio Dei in Raleigh, NC - they felt the pull on their heartstrings to serve. They decided to discover a way they could volunteer their time and talent for a month.

As newlyweds, they soon discovered that combining two small apartments into one would require some consolidation of belongings. Enter the notion of a yard sale to begin to overcome the obvious obstacle of the trip’s expense. As word spread amongst friends, this soon became a “loaves and fish” story; people offered up items of their own to help raise more funds.

The church community of Visio Dei has many talented people who regularly see the World as a sea of possibilities. This talent carried over into a support group that pulled together the “Benefit Show for Africa Hope Center”; this became a benefit concert with two local bands – Dakota Darling and A Clerestory – that exceeded the description of “Good Music, Good Cause.”

The poster for the evening’s performance – shown here- was yet another example of the talent from within this burgeoning church community.  The poster was designed by Brent Francese, a musician (drummer), architect and designer. Along with Brent, and the bands, many others reached out to Kyle and Anna to help them reach their goal.

Fast forward to today – Having completed their first two weeks, which is reflected in their aspiring blog called, “From Mountain to Sea, and living to love”, they will soon return home. But I gather that their trip will live-on for some time to come, as will the need at AHC. Visio Dei is committed to the long run for AHC. I suspect others will soon follow in Anna and Kyle’s footsteps, much like they followed those who led the way.

There are many areas for all of us to reach out and help others, both near and far. In this economy, the need only grows – not just close to home, but throughout the World. When a “Good Cause” tugs at your heartstrings, will you find a way to serve?

Sidebar: If you are looking for a vibrant church community, located Inside the Beltline of Raleigh, please visit Visio Dei.  To learn more about their commitment to Africa Hope Center, please contact the church for more information.

Innovation: Great Day Lawn-Pro (tractor) Lawnmower Hi-Hitch from Sears

I’m always on the lookout for simple and innovative products that fit a wide range of use, or consumers. It’s even better when I get leads on products from regular readers/subscribers who have put one to use. This one comes from Scot Finch, with TriSure (insurance and risk management services).

Scot sent me a note that described his need to move various items around the home that required the pulling power of his lawn tractor. Typical items included a “JetSki, water toys, and a small utility trailer.” Being the inventive type, Scot had “made a few homemade versions (of the attached - picture) to move the various items around the yard, with each one eventually failing.”

The Great Day Lawn-Pro Lawnmower Hi-Hitch that Scot found at his local Sears store offered him the simplicity of installation and use that would fit a wide range of situations. “Additionally, I can still pull Garden tractor attachments (lawn cart, aerator, etc) with it as well, thanks to the hole on the bottom.” Worth noting is that unlike the picture, the hitch does not include the “ball” for the trailer mount.

In Scot’s case, he runs a John Deere lawn tractor and as he put it, he was prepared to “modify and tweak it” to fit his machine. “This device is excellent and with a couple modifications to fit my tractor, is an excellent addition to the tool collection.” Others may need to do the same, even though it looks like a universal fit for many models and styles of mounting.

This reminds me a bit of the Swisher ATV QuickSwitch™ System I featured some time back; that innovation came from a reader/subscriber as well. Like this hitch, both offer additional utilization from existing equipment rather than buying something new to meet the task at hand.

If you have an innovative product that is simple and inexpensive, and you have found it especially useful for you, send me a note and offer a brief experience story. I can’t promise it will be featured, but I will try and put as many forward as possible.

Pilots N Paws - Doing what you love can reap benefits for others

I got the bug for flying from traveling in our company airplane. At the time, we flew a Cessna 320 (twin-engine) Skyknight that the President of the company owned and used for company business. We would make regular trips between our manufacturing plants in Chicago, IL and Birmingham, AL.

As I went on to get my private pilot’s license in Holland, MI, I soon reaped the benefit of being able to use it for business. I would rent various aircraft to fly long distances between customers. After moving from the Midwest, I put this to use across a wide landscape on the West Coast.

When I changed jobs, and the territory got smaller, I soon found it difficult to stay current. Besides the occasional hitching a ride with another pilot for flight time,  I often wished I could justify aircraft ownership. 

I soon found that those who owned aircraft had a similar desire to fly more, yet they were unable to justify the trip; it wasn’t just money, some of it was driven by the desire for longer distances and seeking new surroundings. Part of the joy of flying is the adventure of experiencing new destinations.

While reading a recent issue of AOPA magazine, I came across a story of an organization called Pilots N Paws. This organization provides “the environment in which those involved can come together in a common place and arrange or schedule rescue flights, overnight foster care or shelter, and all other related activities” with the help of “pilots or plane owners willing to assist with the transportation of animals.” Having transported two dogs – one was mine, and the other a friend’s - on one of my pleasure flights, I was surprised to see them settle down and go to sleep shortly after takeoff.

This effort becomes a Win/Win for pilot, ground volunteer, and the animal in need of help. Reduced travel time eases the stress on the animal when transported longer distances. For the pilot, their contribution of time and aircraft brings forth the benefit of much-desired flight time and a rewarding feeling of helping the animal reach a new home.

How many other examples are out there? One that quickly came to mind was the volunteers with Wheels4Hope, who have an inclination toward car repair, that help provide much-needed transportation for low-income people. I know of many other local organizations and volunteers who offer their computer skills in the form of repair, instruction, or the revitalization of a used computer for someone to use.

I’ll close with an old company slogan from Kaiser Cement, “Find a need, and fill it.” Doing what you love can reap benefits for others.

As Starbucks retreats, it’s full speed ahead for Port City Java

As Starbucks begins closing stores, and fans grumble about their new Pike Place Roast, you may be left wondering if they have lost touch with their loyal customers. Messing with someone’s daily ritual could be hazardous to your business health. One company in the “cup of java” business that understands this all too well is Port City Java.

In talking to Don Reynolds, Chief Operating Officer of Port City Java, the gourmet (or specialty) coffee business breaks down into three primary segments: 1) The volume end of better coffee by the likes of McDonald’s, and Dunkin Donuts, 2) The global specialty coffee segment owned by Starbucks, alone, and 3) The regional specialty coffee segment known as “coffeehouses, cafes, and roasters” like Port City Java, and Peet’s Coffee & Tea.

Starbucks, amongst the more publicized anxiety surrounding the store closings, has been quick to say that the Pike Place Roast has helped increase sales in the drip coffee segment of their business. But, one wonders if the success in one area will be to the detriment of customer loyalty and send Starbucks fans looking for new destinations for their daily grind.

In the case of Port City Java – and others like them – they are in a market segment all their own. And, where Starbucks is in retreat, Port City Java continues to grow and expand – they are even going International with locations in Costa Rica, Saudi Arabia, a new location in Jordan, and possibly Kuwait in the future.

What accounts for Port City’s success? What I found in talking to Don was their success is built on an emphasis to see the patrons as “guests”. When asked about what has fueled their growth, he said, "operations and execution at the unit level is everything; the guests are paying 100% of the bills." As he speaks, you can feel his commitment to a better customer experience.

But, it wasn’t always that way. I asked Don about the proverbial kick in the gut that most growing businesses feel at one time or another. It’s that moment when you realize what you are doing isn’t working and that you have to make a change. He reflected on their franchise operations in 2005 and how they learned the lesson that franchisee selection is very important to long-term success. Don stressed the idea that as a business, you must “differentiate your concept and organization; find YOUR niche and execute better than anyone in the world to create YOUR concept and value for your guest." Today, they manage a very successful franchise operation, which helps fuel their expansion.

Recognizing that coffee is often a daily ritual for an individual, Port City Java emphasizes the hospitality aspect to their business. They want to provide exceptional products served in a special way. They spent 18 months developing their breakfast sandwiches, which included a significant investment in equipment – they use a turbo oven that allows them to bake their own products inside each store.

To continue their growth, the spotlight will remain on the customer experience. Beyond the “Give Us A Holla” campaign on the Web site – for customer suggestions, experiences, or questions – managers and staff are in constant chatter with everyday patrons and visitors.

Since coffee falls into the discretionary spending category, in today’s Economy the amount to be spent is fixed. The variable is how it can be spent. The decision of where to spend, and what to spend it on, will ultimately rest with the customer experience. It sounds like Port City Java understands this and knows how to navigate market swings; there is a business lesson in this for all of us.

Innovation – Delphi Xpress RC offers a satellite radio that multitasks like you

Each month we feature Innovative products that offer a "New twist on an old idea or business". This month's featured Innovation from our February eNewsletter is the Delphi XpressRC XM Satellite Radio.

  Many of us enjoy onboard satellite radio in our cars. We can subscribe to hundreds of programs and stations and be able to listen to them as we drive long distances. This is the unit for those that don’t have a factory install or want portability (use the car kit), or those who want to continue their listening experience at home or in the office (use the home kit).

The Delphi Xpress RC offers more features to enhance your listening and operational pleasures. The new color screen makes tuning a more lively experience with a split screen color display; you can easily view channel, artist, song title, and info extras via various screens. You can select alerts when your favorite sports teams are playing, too. The radio also lets you save up to 10 of your favorite songs to listen to later as well as the ability to pause and replay up to 60 minutes of programming.

The Delphi XpressRC XM Satellite Radio includes a universal connector, which allows easy movement of radio between car, home, and audio systems with compatible accessories.

Entrepreneurs’ Challenge: Why can’t we get rid of catalytic converters on cars?

You have seen it in the news; catalytic converters are the new wave of auto theft (or parts). The thieves are after the precious metals in the converters. There is money to be made in stolen scrap metal. It’s akin to the theft of copper plumbing from homes and HVAC units.

Beyond the theft, catalytic converters are thought to be contributors to Global Warming. Since they run at a very high temperature (may approach 800 to 1000 F) in order to reduce smog from the exhaust gases, the additional heat with all the cars running around worldwide could be raising temperatures around the globe.

One byproduct (of this heat) we found while living in California was the fire hazard. Cars routinely parked in dry, grassy areas (e.g., soccer parents) and would become a fire hazard by setting the brush (under/near the car) on fire. The same holds true for older exhaust systems and small nonroad engines, e.g., chain saws, lawn mowers, etc.

I have read that Corning and others are looking into new designs; but from what I can tell, it looks like more of the same, just a little bit better in efficiency and combustion. From what I know, converters don’t do much until they reach optimal temperature, and for that to happen the car has to be running for a time. Kick the clean-up cycle in earlier and you rid the atmosphere of more gases. What may be interesting to note is the amount of research being done on diesel vs. gasoline engines, too. Follow this link to an interactive tutorial from Corning.

So, here’s the Entrepreneurs’ Challenge:

Is there an alternative to today’s catalytic converters? Will it no longer be an attractive target for thieves?

Can new designs lower the impact on Global Warming from high temperatures as part of the exhaust system in vehicles? If so, will it also contribute to being a reduced fire hazard?

What about an improvement in air quality as a result of a better design? California is after the Federal Government’s EPA to clean things up in this area, and other states are joining the effort.

Here’s a “B” part to the Challenge. Can any of this be carried over to smaller engines in lawn mowers, weed eaters/trimmers, chain saws, etc., i.e., stronger emissions control on “nonroad” small engines?