Email Jim at jim.thompson@ipulpmedia.com

By Fos, the Rat

Jim was telling me a story I could hardly believe. Let's have him tell it this week. Take it away, Jim.

Thanks, Fos. Decades ago, I was providing some consulting services to a one machine mill. This was a long-term assignment. One month, I asked the CEO if I might talk to the sales department.

"No problem," he said. "He doesn't live close by, so I will arrange for him to be here next month."

I inquired where he lived. A swanky resort town, three states away was the answer.

I couldn't wait to meet him.

The next month, the sales person showed up as promised. Like some sales folks, he was full of himself and treated me as if I had just learned about the paper industry the week before. He was kind of vague about the customer base and exactly how he serviced them.

I put the conversation in the back of my mind and went to the mill, which was about forty miles from the headquarters location.

A few days later, back in my office, I decided to do a little more digging on the great salesperson. Called a few friends, did an internet search. Believe me, this was not sophisticated at all. One of my acquaintances said, "I have heard of him. I thought he sold for XYZ (an exact competitor to my client)."

I had another friend call XYZ and see if great salesperson worked there. Yes, indeed, he was their best salesperson!

I called my client. "Could we have another meeting with your sales department next month?"

"What for?"

"I am very sorry, but I have a few more questions."

I had thought about just going to visit great salesperson at his home office and had decided I knew nothing about how he lived, what weapons he might have and so forth. Having him come to headquarters would strip him of any weapons since he would be flying. This old farm boy wasn't born yesterday.

Well, the day came, and we had the confrontation. He was fired on the spot.

And to this day, he has not bothered to hunt me down--yet.

________

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