What would Norm do?

What Would Norm Do?

I was talking to my mom the other day about our new business, the Advantage Business Exchange (ABX). I told mom as I began to recruit a ABX sales agent team I’d be looking for people similar to my dad Norman. His business acumen and sales ability were second to none as I watched him sell Yellow Pages his entire adult career.

The year was 1969. I was in fourth grade in Cleveland, Ohio. My dad was selected as part of an elite sales team to expand LM Berry’s Yellow Page footprint in Western New York. He was good at what he did and off we went to Buffalo. I watched my dad prosper over the years. I often tell people dad taught me social and selling skills at the kitchen table. He sold Yellow Pages his entire life, first for Ohio Bell, then for LM Berry, and finished off his career with White Directory Publishers.

When I landed my first sales jib at PAYCHEX in 1982, I broke the news to my mom and dad and they were so happy I was following in similar footsteps. I was a cold calling maven and walked the beat, knocked on doors, made cold calls and wrote hand written thank you notes just like him. His farm heritage turned him into an early riser and I too rose early.  He milked cows every morning and I delivered newspapers. Getting up early and working became a way of life.

Norm 1.jpg

Yellow pages was Google from the 50’s to the 90’s. I told my mom Google didn’t exist back then, and if dad were selling today, he’d be top of the heap in Google sales. If you wanted something back then, you had to rely on Yellow pages and word of mouth (and an encyclopedia). One thing I noticed as I grew up was my dad had a great following of clients, and every year when it was time for renewals, he sold those ads with confidence as he renewed one account after another, traveling from city to city around New York State. I bumped into Lee Federaconi who used to buy adds from my dad and unsolicited Lee says “Your father would often come for lunch and always stayed in touch after my renewal. That’s what real sales pos do.  He always had something nice to say and always complimentary.”

My dad sold one thing and he sold it well. Forty Five years later after my dad was recruited, we will be recruiting our own elite sales team at ABX. I wrote in my high school yearbook that I wanted to wear a suit to work and follow in my dad’s footsteps. I wonder how much more he would have made if he had other things to sell to his loyal following. That being said, ABX has developed a great product mix and we’ll make those products and services available to our ABX tenants, ABX agents, and global commissioned sales force.

​These ABX sales agents will have the opportunity to sell many of our products and services. ABX’s entire product line will be accessible online in our resource library at http://www.consiliumresources.info/

Norm Tractor Angola

Norm showing me a few tractor tips from his upbringing as a farmer.

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