Archive for July, 2013

h1

“Retread”

July 25, 2013

The Oxford Dictionary defines “Retread” as:

  • a tire that has been given a new tread.
  • informal a person retrained for new work or recalled for service.

I have had the good fortune to to work with a seasoned salesman who use to work for my competition. He moved to Florida but didn’t like living there, so he returned to New England a few years later and reapplied for a job at his old company. It was a Xerox \ Global Imaging Dealer that has absorbed two local dealerships.  The Global Dealer interviewed him for a sales position, but one of the top Sales Managers said to him “we don’t need any retreads”! In New England we call that “Bulletin Board Material”!

That same salesman came to work for NECS, and he came motivated, and committed to CRUSH the dealership that called him a “retread”! He has been pretty damn successful. He has gone after a vertical market that they had dominated and that we had all but ignored and has beaten his old com padres in deal after deal. Initially they were pleasant, even friendly towards him. But the more successful he became the colder his reception at his old company became. That’s OK, they have no one to blame but themselves. It’s gotten so bad that even people that I consider friends at that dealership don’t call any more. I blame my retread 🙂

I have often said that the primary job of management is to get and keep good people!!!! I truly believe this!

The Xerox \ Global Dealer’s Sales Manager had an opportunity to rehire this very talented salesman with a great work ethic. Did I mention he has a great work ethic? But pride or stupidity took over and he not only didn’t hire him, but totally motivated him to work extra hard to beat his old Xerox \ Global Dealership every chance he gets. He has been so successful doing just that, that I told him he should start watching his back. Because pretty soon they are going to take out a contract on him. LOL!!!

I am a “Retread”! I have worked for my current dealership for 16 years, left for two years, and came back to my current position. So I have a soft spot in my heart for retreads. One of the great things that “Retreads” have is Perspective! Have you ever heard the phrase “How can I miss you if you don’t go away”? Very often when you leave an organization for greener pastures you realize that the grass is NOT always greener on the other side, especially when YOU have to mow it. Some sales people who have never worked anywhere else except their current dealership have nothing to compare it to.. While their loyalty is to be commended, it limits their perspective.

When you work at more than one sales organization you get to see what is great, or good, and what is bad, or terrible. I have had the privilege to work at two major corporations (3M & Ricoh) and one large Regional Dealership; NECS (twice). The sales person who works at a great Dealership thinks that ALL DEALERSHIPS are the same. S/He would be WRONG!

Enter the retread! Bringing back or bringing in someone who has worked for another Dealership and REALLY appreciates what your dealership does well helps the rest of the Sales people who have not worked elsewhere appreciate what’s great about your dealership!

Now the retread has to be someone who has been successful selling for your organization in the past. If they have not been successful selling in the past there is no reason to believe that they will be as a retread. This particular retread that I am writing about (You know who you are) has been so successful that maybe I need to look for a few more retreads! It takes one to know one!

That’s My $0.02
Vince McHugh
vince.mchugh@necs.biz
WWW.NECS.BIZ

Advertisements