MASSIVE PROFITS FROM CHANGE
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The scariest words a new boss or manager can say is, ‘There are going to be changes made here.’ Such fatal words cause employees to freak out. Don’t panic; many bosses refuse to embrace change too.
I speak from experience. Being very much technophobic, I resisted when, during the 1980s, my then-wife suggested I consider the potential a PC has over a typewriter. Cautious, I approached what I regarded as the cutting edge of rocket science: Soon impressed, I went through the learning curve and bless the day she persuaded me to embrace change.
Motivation is fuelled by incentive. I recall the story about the schoolboy who detested mathematics. There was no way he was ever going to comprehend algebra, physics and geometry. But, the student had an insatiable interest in astronomy. In fact, this was where he wanted his career to go.
Kindly, it was pointed out to him that there was no way he was ever going to progress in such a career unless he was also a specialist in algebra, physics and geometry and suchlike.
Given the incentive, he ended up as the leading lecturer in science at the prestigious University of Liverpool.
Many businesses are held back by their owners’ reluctance to take advantage of change. I recall a Managing Director’s spelling out the difference in American and British business attitudes. Previously a Marketing Director of an American corporation, he explained:
‘In America, when a salesman suggests something new an appointment is made and the proposal considered. If the boss likes it he acts decisively. If he doesn’t he says no. ‘Here, in Britain’ the executive told me, ‘the hardest bit is getting a boss to even see you.’
A favourite cartoon depicts a sales rep trying to grab the attention of a medieval king directing a battle in which arrows are being exchanged. The salesman has on offer a Gatling machine gun and boxes of ammunition. A short burst would be a game-changer. Alas, the king is too busy to see him.
During the eighties few retailers accepted plastic. I took the plunge and my turnover increased by 40 percent. Vainly I tried to convince a retailer to follow my example. He was dismissive and soon afterwards his business collapsed. A nearby retailer, selling similar items, told me that 90 percent of her business was done on credit or debit cards.
It was the same when cashpoints were first offered to retailers and petrol stations. A convenience store owner who had installed a cash-point told me that the ATM made more money than the rest of the shop. Others couldn’t or wouldn’t see it. Now, years later, the same retailers caught on and they now swear by them. Businesses too are peer-led. (Excerpt from The Business Booster)
MICHAEL WALSH was leading executive for the esteemed Guild of Master Craftsmen. His BUSINESS BOOSTER is considered the bible-manual of small businesses.
MICHAEL WALSH is a worldwide journalist, broadcaster and author of 64 book titles with 36 years experience. Like other journalists of integrity, he no longer writes for corporate media, opting instead for true journalism.
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MICHAEL WALSH is a journalist, broadcaster and the author of RISE OF THE SUN WEEL, EUROPE ARISE, TROTSKY’S WHITE NEGROES, MEGACAUST, DEATH OF A CITY, WITNESS TO HISTORY, THE BUSINESS BOOSTER , THE FIFTH COLUMN VOLUME I and II, FOR THOSE WHO CANNOT SPEAK, IMMORTAL BELOVED, THE ALL LIES INVASION, INSPIRE A NATION Volume I, INSPIRE A NATION Volume II , SLAUGHTER OF A DYNASTY , REICH AND WRONG, THE RED BRIGANDS, RANSACKING THE REICH , SCULPTURES OF THE THIRD RIECH: ARNO BREKER AND REICH SCULPTORS , SCULPTURES OF THE THIRD RIECH: JOSEF THORAK AND REICH SCULPTORS , The Exiled Duke Romanov Who Turned Desert Into Paradise , THE DOVETAILS and other book titles. These illustrated best-selling books are essential for the libraries of informed readers.
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