WELLYWOOD

Hi, I love Wellington, everytime I am there the weather is sensational and this weekend was no exception. We were lucky enough to be there to watch the mighty men in black destroy their traditional foes the Springboks! The southerly was fresh off the southern alps, the sky was clear blue and the sheltered pockets of sun were warm havens in all our favorite spots.We seized the opportunity to run around the waterfront boulevard taking in the majestic Oriental Bay.

It was great to get out of ‘Dodge’ for the weekend for a change of pace, scene and atmosphere. Life doesent get much better than following the AB’s,and exploring the myriad of historic buildings and funky retail outlets that abound the main streets, back street and malls of the Capital.

I was also lucky enough last week to attend one of the highlights of the Devonport RSA annual event calendar, the ‘mid winter xmas banquet’. President and Lady President Jim and Ngaire Jones (Mum& Dad) presided over yet another sumptuous feast. The ham on the bone and the christmas pudding with warm custard sauce again proved my undoing ! Numbers were noticeably down on previous years as the dwindling membership struggles with a more formidable enemy than the historical ones…….. that of old age ! It is the very reason to make the effort to attend as I know that sadly it will be the last time I see some of those present! I had a moving chat with 96 year old Battle of Alamein veteran Doug Rapley, he was amazingly sharp, accurate and humorous for his age. For example I asked him; “ to what do you attribute your longevity and good health Doug?”, quick off the mark he replied; “Clinton my boy, you must never have tonic with your gin !”, Onya mate. Good lesson here re not putting off till next time something you can do this time, don’t be left wishing you had made the effort, Im extra glad I wasn’t .

Hope you had a good weekend with family ,have a successful and fun week…..cheers Jonesey

Harry the loyal hound still cant believe he got left at home for the weekend, Onya mate!

“The goal as a company is to have customer service that is not just the best , but legendary”. Sam Walton

I have had a passion for selling for as long as I can remember. As kids we used to race down to the local landfill after school and hunt for ‘treasure’. A mates older brother who was smarter than us had us all collecting scrap metal on his behalf for a fraction of what it was worth! We soon cottoned on to that lark and cut him out.We eventually got banned after someone was attacked by rats as big as cats!(crikey imagine parents letting kids do that these days!)

I also remember selling the most sausages as a scout outside supermarkets, I still have the record for most sold in a day. I recall all I did was make an effort to engage people in discussion and the rest was history. These days you practically have to beg someone to serve you ! I wont ever forget the smell and feel of the cash in my hands as the sales mounted and the turnover rocketed. I was destined from those early days to always get a buzz out of serving customers and making sales.

I have always believed sales is simply a ‘transferral of enthusiasm from seller to buyer’ and that this is the fundamental role of the salesperson to perform, fair enough?,not so it would seem by the level of customer service and sales assistance I have had lately! With the Rugby World Cup a short five weeks away it appears businesses are still struggling to get it right?  Peoples initial and return business is not a given, it is a right and a privelege that has to be earned everytime a customer gives you the opportunity to do so. Attracting a customer and a reputation in the first instance is relatively easy when compared to the effort and energy required to earn it over again to maintain it. I reckon too many businesses in NZ are not working hard enough on transferring the enthusiasm to their customers and don’t even realise what they risk missing out on as a result………….don’t let it be you !!

“To my customer,

I may not have the answer but Ill find it, I may not have the time but Ill make it.” Ray Kroc

100 not out !

                                                      

Edition100 Monday 25^th July  2011

Hi, in May 2007 after joining Hirequip I wrote the first ‘Triple M’, the Monday Morning Motivator featured examples of cool and positive stuff happening in the company. It was designed to motivate and inspire staff by highlighting instances where customers expectations had been exceeded by going the extra mile. It was amazing, I always had more examples than I needed each week as HQ team members regularly contacted me with great stories. Each instance demonstrated their pride and commitment , it was particularly rewarding to deliver this message to all staff nationally each week. Harry the hound dog made his journalistic debut early on and went on to feature in every edition gaining more of a following than the founder and editor! The Triple M existed for two years and 99 bumper editions before being ousted in a military coup by the new corporate newsletter!  Battered and bruised but undeterred, from the flickering embers rose the pheonix………..’Upbeat’ from Monday June 8th 2009 featuring regular insights in to ‘keeping up with the Jones boy’ and ‘selling the sizzle’ but above all else emphasising the importance of being ‘Upbeat’. We were also lucky enough to secure an ongoing deal with Harry Jones which ensured his fan base followed us on the ‘Upbeat’ journey. Today we reach our milestone 100^th edition !!, its been a fun ride and I couldn’t have done any of it without your unconditional support and valued feedback, a BIG thank you to you all…..cheers Jonesey!

Harry the ‘Upbeat’ hound is fond of chasing people on a bike, I have had to take it off him!

Harry the happy hound wants a holiday but doesn’t know  what to do because lying around doing nothing is his job !

“Upbeat” the word says it all anyway you write it, say it, read it and live it”.....Jonesey

“Im a fan.Im just so excited.Its fun,its upbeat.These kids don’t think they can lose.Thats the attitude you have to take.” Bob Castellini

“I just love him.He’s such a positive upbeat person and his work reflects that.”Patty Clausen

“It was her upbeat nature she smiled all the time,laughed all the time, a very peaceful nature.” Tina Singleton

“We chose her because it is a story we don’t often hear anymore. Also she is so upbeat and she really does tell the story of making the most of absolutely nothing.” Maxine Durst

“Its always upbeat. You want to dance to it. Its fun,that’s what its all about.” Joe Thomas

“Our staff is very upbeat about the coming year and the Board is very excited about our plans.” Marilyn Langenheder

“When I talked to him , I really liked his attitude. He’s young and really upbeat.” Bob Horner

“Joey’s always very encouraging, very positive and upbeat That’s why he is a captain as a junior.” John Quinn

“Dan was a real upbeat person, a dedicated employee and an all round nice guy.” Ginny Dyche

“Coach was always keeping us upbeat and a lot of those games came down to who is a better coach.” Joe Harden

“Share prices gained due to upbeat sentiment.” Hiroyuki Nakai

“Despite her situation, she always had a very upbeat attitude.” Mary Burke

“I want to play an upbeat style with skill and energy. I think hockey needs to be fun for the players. You want to create an energised environment that allows that to happen.”Keith Allain

“He is genuinely excited to be where he is . He’s always smiling. People gravitate toward people who are upbeat.” Terri Weir

“It was an upbeat message that basically said ‘Im the person your’e looking for.” Jack Edwards

“One of the most upbeat people I have ever coached…and it becomes contagious.” Mark Scott

“Being ‘Upbeat’ is an attitude, a habit that needs to be formed and repeated daily” Jonesey

Dog Alarm !!!

Hi, it was Oscar Wilde who said that “everytime he felt like exercise he had to go and have a lie down until the feeling went away”! He could have been excused for doing so if like me he had been trying to exercise in the weather that has lashed the country in the last week! You have to be keen (or mad) or maybe like me you have a dog alarm who has no regard for the elements and who jumps on your bed when you even consider for a second rolling over and going back to sleep!...thanks H !

Had a productive weekend assembling kit set furniture (do you always have something left over?) and putting surplus stuff on Trademe (love running an auction!).Had fun dusting off old photos and rearranging the ‘ruggers’ archive room (man cave/study). I can spend hours mesmerised by the memorabillia of the past I have collected over the years, it’s a buzz and gives me real pleasure. The latest edition to the collection is a full size cardboard cut out of Captain Fantastic Richie McCaw on the burst …..yes I have already got one but you can never have too many ! (a swap if needed?)

With the Rugby World Cup only a matter of weeks away we enjoyed the opportunity to visit Eden Park on Sunday to watch Auckland play Canterbury, it was cool to watch a game during the day for a change. What a cracker sunny day it was too, pity the Auckland performance wasn’t as radiant !

I hope you had a happy time on the weekend with your families and friends and that you were also able to recharge the batteries for another big week ahead,………….. cheers Jonesey

Harry the dog alarm says harden up and put in the hard yards if you want the body!

“Obstacles are necessary for success because in selling,as in life, victory comes only after many struggles and countless defeats” Og Mandino

“Selling the sizzle” was at the forefront of my mind as this ‘upbeat’ trooper reported for duty on the frontline last week.

With the enthusiasm and vigor of  a new recruit I couldn’t wait to hit the footpaths to wear out the shoe leather. My knuckles ached from knocking on an endless number of  doors in many attempts to ‘sell somebody something’. Slowly the level of enthusiasm and vigor in the tank drained.

I met a lot of people , had many ‘struggles’ and ‘countless defeats’ but through it all kept going regardless, yes it was tough and yes there were times I wanted to give up.

Selling is a numbers game, for every ten doors you knock on the law of averages say that you will get nine rejections and one opportunity. The rejection is difficult to handle, it is hard not to take it personally and even harder to keep going at times. The thing that keeps you going is ‘that opportunity’ when it comes. It is like finally reaching the light at the end of the tunnel and it brings with it an excitement and euphoria that makes the rejection and self doubt disappear instantly and seem all totally worthwhile.

Like a gold prospector you keep going in search of the elusive nugget and last week was no exception as one of the ‘nuggets’ uncovered was an invite to quote on one of Aucklands largest contracts ! This only came after plenty of digging and lots of closed doors. Just another week on the sales roller coaster and isn’t that why we are in sales for that wild ride?

Its all a bit like life really, things don’t always go your way but you have to hang in there regardless and when you do you find that eventually something will break your way. I have always believed you make your own luck and that only comes from getting stuck in rather than waiting for things to happen. Living and breathing this philosophy is the best way to succeed in any vocation, good luck!

“Many people dream of success. To me success can only be achieved through repeated failure and introspection. In fact, success represents 1% of your work which results from the 99% that is called failure.” Soichiro Honda founder Honda Corporation

"Freedom feeling!"

Hi,the ‘Retro’ Suzuki GSX 750 rocketship celebrated its 10^th birthday in style this weekend with a couple of cool outings in the countryside. Fresh from the birthday ‘treat’ service with a new set of ‘feet’ and rear brakepads (always handy!) the old girl purred along happily. We managed to outrun the occasional squally shower and avoid too much of a buffeting from the angry westerly! That said, as tough as the Retro team is there was no way we were game to take on the harbour bridge crossing on Sunday! Call it a mid life Jones crisis or what you will but riding motorbikes is all about freedom and fun, sure its dangerous but worth the risk for the buzz and the enjoyment…feel the fear and lose some more hair!

Westerly storms are a signal to head to ourl West Coast beach with the dogs, yes folks there is nothing like a storm to get my pulse racing ! This is prime buoy hunting weather as many varieties of all shapes and sizes wash up along the west coast after being ripped from their moorings. As the resident expert hunter I am always keen to uphold my reputation. Saturdays hunt was disappointing and Sunday appeared to be heading the same way until we hooked into a good medium sized trawler buoy. After a bit of a struggle the new pink fluoro addition to the Jones collection was secured and dragged home complete with resident seaweed and shellfish. A quick tidy up and he is now enjoying hanging out with the other Jones buoys !

Congratulations to the Crusaders and Silver Ferns on outstanding seasons…… now Go the All Blacks !

I hope you got that ‘freedom feeling’ and/or had a restful mid winters weekend staying cosy with family and friends………cheers Jonesey.

Harry the buoy salvage hunter hopes the owners never find out we found their buoys!

“The method of the enterprising is to plan with audacity, and execute with vigor; to sketch out a map of possibilities; and to treat them as probabilities. Bovee

There is nothing like seeing a new plan or campaign launched after having had input to the idea and helping it grow, develop and ultimately fly.

We had another exciting week as we continued to swim under the seaweed in the big rock pool where we are a minnow keen to survive and swim with the big fish without being swallowed up!

For us that survival is about enterprise and audacity rather than just being another provider of identical services to our competitors.

To this end we are focused on providing unique and niche services not currently provided by others. Certainly easier said than done but something we believe and are striving to prove is possible.

The soft launch last week was no exception as customers reacted positively to the introduction of an innovative and unique sales offer.

Our enthusiasm for the offer was infectious and the initial success had a domino effect in the market as others clambered over themselves to get onboard. The saying’s ‘bigger than Texas’ and ‘sliced bread’ came to mind as our snow ball gained momentum….roll on week two  and look out big fish the racing sardine is hungry for success.

A timely reminder for all ‘sales sizzlers’ of how important it is to be singing from the same hymnsheet and how with the right approach and early success ,momentum is built irrepressively! Winning is a habit, however so too is losing so it is vital to celebrate the wins and learn from any setbacks or losses. Whilst for us it is early days I have a good feeling about what we are doing because we have belief and confidence in our offer and our ability to sell and deliver it to customers.

These are the fundamentals of any sales success; 1) Belief in self, 2)Belief in company, product and service , 3)Belief in value and quality of offer. So important for us all to ensure we tick these boxes.

“Winners expect to win in advance. Life is a self-fulfilling prophecy”. Vince Lombardi

"Zippity doo da"

Hi,this weekend I celebrated the second anniversary of my admission to the ‘zipper club’. Membership is not eargerly sort after however once admitted members are eternally grateful! Yes,open heart surgery tends to make one appreciate the importance of every day on earth instead of taking our time here for granted. It was an important lesson for me as one who has always resisted the need to visit a doctor or get early advice or treatment when feeling a bit crook. I was lucky my heart issue was diagnosed early and monitored closely till surgery was required. Plenty of others are not as fortunate and my message to you all is to seek help early if you don’t feel ok. Regular check ups and tests are essential to ensure early diagnosis and treatment. Life is precious and short so why unnecessarily put yourself at risk or shorten it any further by putting off that visit,check or call?

My experience has added quality and deeper meaning to my life and taught me I am not bullet proof and not to waste a minute of any day.It has also made me thankful for the things I do have rather than moan and grizzle about what others have and I don’t! On reflection I know I am lucky to be here and want to make sure I make the most of the second chance I have been given hence my passion for being ‘upbeat’ and positive. Sure there are always going to be times where this is not possible for some reason but my aim is to make those times as few and far between as I can.

Value your health and your life and try not to take either for granted, be a member of the gym rather than the zipper club ! On that note I hope you all had a happy J and healthy weekend with your families and friends, remember to make every one count, Go the Crusaders !....... cheers Jonesey

Harry the hound loves going to ‘Dr Bob’ for a check up and a treat for good behaviour!

“It’s the game of life. Do I win or do I lose? One day they’re gonna shut the game down.I gotta have as much fun and go round the board as many times as I can before its my time to leave”. Tupac Shakur

I had so much fun last week! It started with taking my motorbike to two calls on the way to the shop for service . Both calls were gold with the bike being a real point of difference. The conditions were artic and I had a laugh with my customers as I attempted to thaw out enough to speak without shivering uncontrollably! I was invited to quote and will secure their business. I will have to make a point of using the two wheel technique more often.

I have another customer who was a little late paying us given some invoice queries. We were getting nowhere so I decided to sit with his accounts person and personally reconcile the account. It was fun getting to know their ‘bean counter’  and we ended up like good friends. The upshot was walking away with a cheque for the large amount owed just by taking the time to sort personally with them.

Had another laugh with one of my customers as we combined to look at a business opportunity with a third party. The third party was a manufacturer of energy drinks and we were looking at ways of handling their reject product. After the compulsory sampling of said products throughout the site visit we were bouncing off the walls, I couldn’t stop laughing or talking (not unusual I hear you say!). My face was glowing from the rocket fuel in those cans !

Also got a real buzz from addressing members of the NZ Safety Council last week about the benefits of becoming more effective communicators by joining Toastmasters (never say no to an invite!)

It was then my turn to man the phones on the weekend at the sharp end of the business. It was good fun interacting with our customers and our drivers as we worked together to get the job done.

I reckon the most important things about any job are to enjoy it and to have fun doing it, my experiences last week are living proof. I hope you agree and aim to get the same buzz from your job.

“Just play. Have fun. Enjoy the game “. Michael Jordan

“Its kind of fun to do the impossible”. Walt Disney

The quick and the dead !

                                                      

Edition 96 Monday 27^th June  2011

Hi, there are some things you never grow out of and they tend to be lifes simple pleasures. Things like eating fish and chips out of the wrapper with copious amounts of extra sauce and salt (yum). Who doesn’t love skimming stones across the surface of the lake or foreshore in the world championship final with family or friends (judges decision on amount of skims is final). What about hunkering down in front of an open fire on a blustery winters afternoon watching an oldie but a goodie movie or some sport on the tele zzzzz. Or creating an old favorite like sweetcorn fritters or pikelets in the kitchen and then eating them all yourself ! (yum). Then you could head for the local beach or park for a walk wrapped up like Sir Ed against the elements! Like me I bet you too find it is simple things like this that often provide us with the most pleasure, fun,and long lasting memories. These are all things I happily remember from my past, things that were not planned days in advance but that were often spur of the moment things that became family favorites. They are all things we have done impromptu in the last few weekends without thinking about it and withoput it costing an arm and a leg that have been priceless fun to do. If you havent done some old favorites for a while why not promise yourself to take time out and do just that,…. soon.

Speaking of hunkering down in front of the fire, tennis and the footy, I remember seeing both the mighty Blues and the Crusaders heading for victory before falling asleep this weekend. Both live to fight again next weekend…good news. I hope you all had fun, some wins and a restful weekend with family and friends. Have a safe and happy week J ………………. cheers Jonesey!!!

Harry the hound cant believe I told you about him getting a blow dry last week!, a dog has a reputation to uphold afterall, crikey mate if only they knew about your grooming issues !!

 “A competitor is a person who goes into a revolving door behind you and comes out ahead of you” Richard Branson

We had some great wins last week because we reacted quicker than our competitors to opportunities that came our way. The secret to our success was the speed of our response. It has been an interesting experience starting a new company in a competitive market sector that boasts a number of major players who dominate market share. When you are the big guy it is often harder staying there than it was getting there in the first place. Complacency and arrogance are the enemy of the market leaders. The bigger you get the harder it is to maintain that personal touch with customers. Large corporates often lose touch with the coal face, their customers , they forget that it is those very customers that got them where they are today. This however is good news for businesses like ours as it creates opportunities for us to fill the void between the automated phone system and the the personal touch so many of them crave.

We have set some simple standards that are proving highly successful that include answering all phone calls to our business in person and returning requests for quotes and service immediately. Our competitors prefer instead to hide behind automation and contractual red tape avoiding face to face contact at all costs. Like the simple personal stuff alluded to above it is also the simple things in business that make the difference between winning and then retaining customers.

We have combined the personal touch and speed of response with some good old fashioned kiwi ingenuity putting together deals that provide us with key points of differentiation. Just like the Crusaders and the Blues the key to success is often how well we do the simple stuff. By concentrating on and doing the basics well you will find you stay one step ahead of your competitors…….go for it !

“The successful person is the one who finds out what is the matter with their business before their competitors do”. Roy L Smith

Virtus Pollett

Hi, the hairs on the back of my neck stood to attention and the tips of my fingers tingled as we waited in anticipation early Saturday afternoon. We weren’t alone as thousands of others crammed, pushed and jockeyed for position to share the same experience. The annual Auckland Grammar (AGS) vs Kings College (KC) First XV match has a history that dates back 115 years. The two sides have met an amazing 196 times over that period. Hundreds of pupils past and present, parents and supporters from each school welcomed their respective teams to the AGS #1 field. Two blood curdling haka’s were performed on the field by large groups of boys from each school. The tradition, passion and excitement was infectious and moving. Beamed live to ‘rugby channel’ viewers an amazing game unfolded where the lead seesawed and the result was in doubt to the very last seconds when unbelieveably the visitors snatched victory from the jaws of certain defeat. It was the type of match that restores ones faith in ‘our’ game through a traditional rivalry that has stood the test of time. As an ex coach of the KC side I was particularly proud that one of my former players was now coaching KC and a number of others were at the game supporting. It was also good to see a number of AGS supporters and past players fervently doing the same.

I know ruggers and sport isnt everyones cup of tea and there is probablyy more to life but it is hard to go past the rich life tapestry woven over time by this traditional rivalry. It was certainly a welcome and positive diversion for all from the recent negative and tragic KC press

I hope you managed to have an equally memorable weekend with family and friends, cheers Jonesey!

Harry the hound was pampered at ‘Nose to Tail’ (dog car wash!). We went for the full works including the blow dry and a new silver food bowl, Scooby Doo eat your heart out !!

 It isn't just what you know, and it isn't just who you know. It's actually who you know and who knows you that makes all the difference”. Bob Burg

This weekends experience at the First XV footy game reminded me how important the ‘old school tie’ network is. This network is clearly alive and well if my observations are anything to go by. Many prominent ex pupils of each school were in attendance amongst groups of friends and colleagues

Every school has an ‘old boy and girl’ network among which there are ‘movers and shakers’ who have influence or have worked their way to prominence in the world of Industry and Commerce. You don’t have to have attended posh private schools to be able to use your ‘old school ‘ network to your advantage. We tend to lose touch with people we went to school with after having formed close and special bonds with our year groups, class, and team mates. These are bonds that are formed for life, they are loyalties that are built and trust that is earned not given lightly.

So it makes sense to use this network to refer and be referred to as we work our way through life. Detractors say the old school network can limit competition and create a ‘closed shop’ in some cases? I say that if you can use this network to give yourself an advantage over competitors then why not? Often ‘who we know’ rather than ‘what we know’ makes all the difference. I don’t make enough of the large network of contacts I have so I went looking for a way to do something about that…

 I discovered a networking site called www.linkedin.co.nz it is the business/professional persons facebook. It does exactly what its name says by linking you to old school and business associates. It is a powerful worldwide network site that can assist you to grow your business contact base. You can join/register for free and it is amazing how quickly you can build and develop a network of contacts…so what are you waiting for, I look forward to connecting with you soon. Good luck.

“Position yourself as a center of influence - the one who knows the movers and shakers. People will respond to that, and you'll soon become what you project”. Bob Burg