Acceptance Speech of Ira A. Lipman for the Outstanding Community Sales Award of Sales and Marketing Executives of Memphis, May 11, 1987

Acceptance Speech of Ira A. Lipman for the Outstanding Community Sales Award of Sales and Marketing Executives of Memphis, May 11, 1987

THE PEABODY HOTEL MEMPHIS, TENNESSEE

May 11, 1987

I AM HONORED TO RECEIVE YOUR OUTSTANDING COMMUNITY SALES AWARD. FIRST, BECAUSE I BELIEVE IN THIS COMMUNITY, AND SECOND, BECAUSE THE TITLE OF “SALESMAN” IS ONE I CHERISH. I WOULD LIKE TO ALWAYS BE REMEMBERED AS A SALESMAN, AND I WILL NEVER FORGET THAT I STARTED IN SALES.

IN PREPARING MY COMMENTS FOR TONIGHT, I COULD NOT HELP BUT LOOK BACK OVER THE ROAD THAT HAS BROUGHT ME HERE. SEEN IN RETROSPECT, A CAREER OFTEN APPEARS AS A STRAIGHT LINE. THE HAIRPIN CURVES FLATTEN OUT AND THE MEANDERING PATHS ARE SEEN TO HAVE HAD DIRECTION. PLOTTING A CAREER IN SALES-27 YEARS OF SALES-ON A MAP OF THE UNITED STATES WOULD CREATE A PICTURE THAT LOOKS LIKE SPAGHETTI OR THE TANGLED SKEIN OF TELEPHONE WIRES IN A HIGH-RISE BUILDING. BUT ONE COMMON THREAD IN THAT CRAZY-QUILT PATTERN OF TRAVELS IS THE LINE TO AND FROM MEMPHIS. FOR ANCIENT TRAVELERS, ALL ROADS LED TO ROME. FOR ME, ALL ROADS LED BACK TO MEMPHIS.

I KNOW WHAT IT IS LIKE OUT ON THE ROAD BECAUSE I WAS THERE. PROSPECTING, COLD-CALLING, GETTING REFERRALS; RENTING CARS, CATCHING BUSSES, RUNNING THROUGH AIRPORT TERMINALS AND DOWN RAILROAD PLATFORMS. FROM 1960 TO 1963, I TRAVELED 50 WEEKS A YEAR. TO BANGOR, MAINE AND WAUSAU, WISCONSIN; DALTON, GEORGIA AND AMSTERDAM, NEW YORK; BALTIMORE, MARYLAND AND SPARTANBURG, SOUTH CAROLINA; TUSCUMBIA, ALABAMA AND ST. LOUIS, MISSOURI. NAME A CITY AND I WAS THERE, BRIEFCASE IN HAND. IF THERE WAS A SALE TO BE MADE, THERE WAS A WAY TO GET THERE: DC-3s, -6s, -7s, AND -8s; BOEING 707s AND 727s; HELICOPTERS AND MARTIN 404s. I’VE TAKEN MORE RED-EYE SPECIALS THAN I CARE TO REMEMBER.

TIME WAS PRECIOUS, AND THERE WAS NEVER ENOUGH OF IT. TIME IS IMPORTANT TO ANYONE WITH AN OBJECTIVE, BUT IF YOU HAVE A DREAM AND A TIGHT SCHEDULE, TIME BECOMES CRUCIAL. EVERY MINUTE OF EVERY HOUR WAS PLANNED TO WRING THE MOST OUT OF EACH DAY. BUT PLANNING ALONE DID NOT SUFFICE; I CREATED TIME BY GETTING UP AT 4 A.M.; BY LIMITING LUNCH TO 15 MINUTES, INCLUDING THE WALK TO AND FROM THE OLD PITCHFORK ON SECOND STREET; BY RUNNING PAST CAR-RENTAL COUNTERS, CALLING OUT MY DRIVER’S LICENSE EXPIRATION DATE; BY DRIVING FROM MEMPHIS TO NASHVILLE IN THREE HOURS FLAT-WITH ONLY FIVE MILES OF INTERSTATE-ON HIGHWAYS 72, 57, 18 AND 100; BY TYPING SALES LETTERS TO MIDNIGHT.

MY JOB WAS MY LIFE AND MY LIFE WAS SELLING. TO ACCOMPLISH MY GOALS, IT WAS NECESSARY TO MAKE SACRIFICES. I SPENT THOSE FIRST YEARS LIKE AN AUTOMATON, WITH VIRTUALLY NO SOCIAL LIFE OR RECREATION. I WOULD RETURN FROM A TRIP TO FIND IN MY MAIL INVITATIONS TO PARTIES THAT HAD ALREADY BEEN HELD.

A WEEK’S TRAVEL WAS FOLLOWED BY A WEEKEND SPENT WRITING SALES REPORTS AND FOLLOW-UP LETTERS. EVERY SALES CALL WAS FOLLOWED UP WITH A LETTER. AND THERE WAS NO SECRETARY AT NIGHT TO WRITE THEM OR TYPE THEM OR MAIL THEM. NOR DID I HAVE THE BENEFIT OF PROFESSIONAL SALES TRAINING CLASSES OR SEMINARS. I CUT MY TEETH ON THE PRENTICE-HALL MIRACLE SALES GUIDE, WHICH IS STILL GIVEN TO ALL OF OUR NEW SALES PERSONNEL. I DIDN’T EVEN HAVE A DESK WHEN I STARTED OUT, ONLY A CREDENZA. AT THAT TIME, MY FATHER’S COMPANY CONSISTED OF EIGHT EMPLOYEES AND IT OCCUPIED A TOTAL OF 750 SQUARE FEET IN THE BASEMENT OF WHAT IS NOW OUR HEADQUARTERS BUILDING.

MARK LIPMAN SERVICE CONDUCTED UNDERCOVER INVESTIGATIONS OF SUSPECTED EMPLOYEE THEFT, MOSTLY IN THE MID-SOUTH. WHEN I STARTED WORKING FOR MY FATHER, I EXPANDED THE SALES-CALLING PROGRAM ACROSS THE UNITED STATES. AT $60 A WEEK THE PAY WAS MINIMAL; THE 80-HOUR WEEKS WERE CONSTANT; THE PACE WAS FRANTIC. I LOVED IT. I DON’T REGRET THOSE EARLY YEARS. WHAT I LEARNED WAS A FAIR TRADE FOR WHAT WAS SACRIFICED. I FIRMLY BELIEVED IN THE VALUE OF HARD WORK, AND THAT PERSEVERANCE, VISION, STAMINA, COURAGE, AND DETERMINATION ARE REWARDED. I STILL BELIEVE THAT. WHAT I LEARNED IN THOSE YEARS ABOUT PEOPLE, ABOUT COMPANIES, AND ABOUT MOTIVATION CANNOT BE QUANTIFIED.

I ALSO DISCOVERED THAT THERE WAS A HUGE UNMET NEED FOR SECURITY SERVICES. EVERYWHERE MY TRAVELS TOOK ME, THE STORY WAS THE

SAME. MERCHANDISE WAS MISSING, FUNDS WERE EMBEZZLED, TRUCKS WERE OVERLOADED, EQUIPMENT WAS SABOTAGED BY DISGRUNTLED EMPLOYEES. THERE WAS A VERY REAL NEED FOR A QUALITY SECURITY SERVICE, AND GUARDSMARK WAS FOUNDED TO FILL THAT NEED.

THE PRIMARY MARKET RESEARCH I FOUND MYSELF DOING ALSO CONVINCED ME THAT A QUALITY SECURITY SERVICE COULD COMMAND A PREMIUM IN THE MARKET PLACE. THE SECURITY INDUSTRY HAS HISTORICALLY SUFFERED FROM LOW MARGINS, AND THERE IS A GREAT TEMPTATION TO CUT COSTS BY USING MARGINAL PERSONNEL. I VOWED TO NEVER GO THAT ROUTE. BEYOND HIRING ONLY THE BEST, WE ALSO GENERALLY REFUSE TO HIRE EMPLOYEES OF COMPETITORS, BECAUSE IF THEY HAVE WORKED FOR ANOTHER SECURITY SERVICES COMPANY THEY HAVEN’T BEEN TRAINED RIGHT. WE ALSO PROMOTE FROM WITHIN, ENSURING THAT OUR KEY PEOPLE ARE ONES WHO UNDERSTAND HOW WE DO BUSINESS. WE OFFER TOP QUALITY AND WE COMMAND TOP DOLLAR.

GUARDSMARK IS A MARKETING ORGANIZATION, A FACT UNDERSTOOD BY EVERYONE THROUGHOUT OUR SYSTEM. WE ARE VERY SELECTIVE IN THE KINDS OF BUSINESS WE PURSUE, BUT WHEN WE DECIDE TO GO AFTER A PARTICULAR CONTRACT, WE GO ALL OUT. WE HAVE A SPECIAL DEDICATION TO SERVICING OUR CLIENTS AND WE’RE PROUD OF OUR 15 PERCENT ANNUAL GROWTH RATE WITHOUT HAVING TO GROW BY ACQUIRING OTHER COMPANIES. GROWTH RATE WITHOUT HAVING TO GROW BY ACQUIRING OTHER COMPANIES.

GUARDSMARK WAS INCORPORATED IN JULY 1963. MY NEW COMPANY WAS ALMOST STILLBORN FOR LACK OF CAPITAL. IN THAT YEAR, 30 PERCENT OF NEW VENTURES COLLAPSED THE FIRST YEAR OF OPERATION. BY THE END NEW VENTURES COLLAPSED THE FIRST YEAR OF OPERATION. BY THE END OF THE SECOND YEAR, HALF WERE STATISTICS.

AS A YOUNG BUSINESSMAN I HAD NO TIME TO SPEND CURING THE ILLS OF SOCIETY. BUILDING A BUSINESS FROM SCRATCH SAPS ALL YOUR PHYSICAL AND MENTAL ENERGY. YOU ARE BESIEGED BY ENORMOUS PROBLEMS: CASH FLOW, MARKETING, ORGANIZATIONAL STRUCTURE, AND CAPITALIZATION ARE ONLY A FEW. IN ADDITION, IT WAS VERY DIFFICULT TO ATTRACT THE BEST PEOPLE TO THE SECURITY INDUSTRY AT THAT TIME. IT WAS ONLY AFTER ONLY A FEW. IN ADDITION, IT WAS VERY DIFFICULT TO ATTRACT THE BEST PEOPLE TO THE SECURITY INDUSTRY AT THAT TIME. IT WAS ONLY AFTER PEOPLE TO THE SECURITY INDUSTRY AT THAT TIME. IT WAS ONLY AFTER THE WATTS RIOTS IN 1965 AND THE ASSASSINATIONS OF DR. MARTIN LUTHER KING JR. AND BOBBY KENNEDY IN 1968 THAT THE SECURITY INDUSTRY RECEIVED NEW RESPECT AND ATTENTION.

CORPORATE SOCIAL RESPONSIBILITY OR PUBLIC SERVICE BEGINS WITH OFFERING A QUALITY PRODUCT IN THE MARKET PLACE: A PRODUCT-OR A SERVICE-THAT ADDS TO THE QUALITY OF LIFE.

THIS MUST BE THE FOCUS OF ANY BUSINESS, BECAUSE WITHOUT SALES THERE ARE NEITHER JOBS, NOR TAX REVENUES, NOR CORPORATE CONTRIBUTIONS. THE BASIC BUSINESS MUST NEVER BE NEGLECTED. IF IT IS, THEN ALL WHO DEPEND ON ITS VITALITY WILL SUFFER, INCLUDING EMPLOYEES, INVESTORS, AND VENDORS.

THERE IS ANOTHER FACTOR THAT MUST NOT BE IGNORED.

PRINCIPALS OF A PUBLICLY OWNED COMPANY OPERATE ON THE BASIS OF ONE PRIME DIRECTIVE: INCREASE THE RETURN TO THE SHAREHOLDERS. THAT IS BOTH A PRIVATE AND A PUBLIC RESPONSIBILITY OF THE CEO. IT IS BOTH

PLEASANT AND GRATIFYING TO RECEIVE ACCLAIM FOR PUBLIC SERVICE, TO WRITE ARTICLES, TO THEORIZE ABOUT SOCIAL ILLS, TO BE CHEERED FOR COMMUNITY INVOLVEMENT. BUT IT MUST BE REMEMBERED WHERE THE FIRST RESPONSIBILITY LIES.

I HAD A VERY KEEN SENSE OF THAT RESPONSIBILITY WHEN GUARDSMARK WENT PUBLIC IN 1970, AND A GREAT SENSE OF FREEDOM WHEN WE WENT PRIVATE AGAIN IN 1979. MY TIME WAS ONCE AGAIN MY OWN. THE COMPANY NO LONGER REQUIRED TOTAL CONCENTRATION OF ENERGY. GUARDSMARK WAS SOLID, IT WAS NATIONAL, AND IT WAS GROWING. IT WAS TIME FOR ME AND FOR GUARDSMARK TO RETURN TO SOCIETY SOME OF WHAT WE HAD RECEIVED.

COMMUNITY ACTIVITIES SHOULD BE APPROACHED WITH THE SAME ZEAL, ENERGY AND FOCUS THAT YOU APPLY IN YOUR BUSINESS LIFE. IF IT IS WORTH DOING AT ALL, IT IS WORTH DOING WELL. THE 1985 UNITED WAY OF GREATER MEMPHIS CAMPAIGN IS A PRIME EXAMPLE. WE ACCEPTED A GOAL OF AN 18 PERCENT INCREASE OVER THE PREVIOUS YEAR, A GOAL THAT MANY

THOUGHT WAS OUT OF SIGHT. AND IT WOULD HAVE BEEN IF WE HAD EMPLOYED HALF-MEASURES OR APPROACHED THE JOB IN A HALF-HEARTED WAY.

BUT WE ATTACKED THE PROBLEM THE WAY YOU SHOULD ATTACK ANY PROBLEM: WITH PLANNING, ORGANIZATION, MOTIVATION, AND CONSTANT FOLLOW-THROUGH.

DURING MY YEAR AS CAMPAIGN CHAIRMAN, I TOURED ALL OF THE 53 UNITED WAY AGENCIES. AS SALES AND MARKETING PROFESSIONALS, YOU CAN APPRECIATE THAT I WANTED TO FIND ANY NEGATIVES THAT MIGHT EXIST. I SAW ADDICTED PARENTS AND ABANDONED CHILDREN, THE HANDICAPPED AND THE HOMELESS, THE AGED AND THE ABUSED.

I SAW CHILDREN WITH DOWN’S SYNDROME, ONCE HIDDEN AWAY OUT OF EMBARRASSMENT AND IGNORANCE, LEARNING MORE THAN WAS EVER THOUGHT POSSIBLE.

I SAW 53 COMMUNITIES CARING FOR THEIR OWN, HEALING THE SICK IN BODY OR SPIRIT, FREEING THOSE TRAPPED BY DRUGS, OR DISABILITIES, OR AGE, OR CIRCUMSTANCE.

EVERY VISIT RENEWED MY DETERMINATION TO MAKE THE CAMPAIGN A SUCCESS. THE NEED WAS URGENT. AND SO WAS THE NEED TO EDUCATE MEMPHIANS ON THE WONDERFUL WORK MADE POSSIBLE THROUGH UNITED WAY.

WE RAISED OVER $13 MILLION IN THE CAMPAIGN, BUT WHAT I AM MOST PROUD OF IS THE UNIQUE SALES IDEA OF INVOLVING THE SCHOOL CHILDREN FOR THE FIRST TIME. OVER 150,000 OF THEM CONTRIBUTED THEIR NICKELS AND DIMES TO HELP OTHERS. THE CHILDREN LEARNED ABOUT UNITED WAY AND WHAT IT TEACHES ABOUT SOCIAL RESPONSIBILITY AND PERSONAL SACRIFICE. THEY LEARNED TO GIVE; THEY TOLD THEIR PARENTS ABOUT UNITED WAY AND ASKED WHAT THEY WERE GIVING; AND-SINCE LESSONS LEARNED EARLY AND REINFORCED ARE NOT EASILY FORGOTTEN-WHEN THESE CHILDREN GROW UP AND JOIN THE WORKFORCE, THEY WILL EAGERLY

ACCEPT THEIR ROLE IN MEETING THE HUMAN NEEDS OF OUR COMMUNITY. ABOVE ALL, WE TAUGHT THESE CHILDREN SALESMANSHIP.

THE GREATER MEMPHIS UNITED WAY CAMPAIGN LED THE 50 MAJOR CITIES IN PERCENTAGE INCREASE IN CONTRIBUTIONS. IT WAS ACCOMPLISHED WITH HARD WORK, WITH SWEAT, AND WITH SACRIFICE.

WHY DID WE PARTICIPATE AS WE DID?

BECAUSE WE BELIEVE IN HELPING OTHERS NOT SO FORTUNATE AS OURSELVES. AND BECAUSE WE BELIEVE, WITH RALPH WALDO EMERSON, THAT “NOTHING GREAT WAS EVER ACHIEVED WITHOUT ENTHUSIASM.” IN THE ORIGINAL GREEK, ENTHUSIASM MEANS “BEING POSSESSED OR INSPIRED BY GOD.” IT IS A QUALITY THAT IS INSTANTLY RECOGNIZED BECAUSE IT BLAZES FORTH LIKE A FIRE THAT CAN’T BE CONTAINED OR EXTINGUISHED. THE NOTIONS OF INSPIRATION, TOTAL DEDICATION, FERVENT BELIEF, AND COMPLETE CONVICTION ARE NECESSARY TO ANY GREAT SALESPERSON.

ALL OF YOU HERE TONIGHT HAVE THE KIND OF ENTHUSIASM AND DEDICATION NEEDED TO ACCOMPLISH GREAT THINGS. YOU HAVE ALREADY ACCOMPLISHED MUCH AND YOUR LIST OF ACHIEVEMENTS IS GROWING. I FEEL A GREAT KINSHIP WITH YOU. WE HAVE TRAVELED TO THE SAME TOWNS AND SHARED MANY OF THE SAME EXPERIENCES.

MAYBE WHAT WE SHARE MOST OF ALL IS THE PRICELESS NATURAL GIFT OF ENTHUSIASM. I URGE YOU TONIGHT TO USE THAT GIFT NOT ONLY TO BUILD YOUR CAREER, BUT ALSO TO ADVANCE YOUR COMMUNITY.

SELLING A CITY REQUIRES FAITH, BUT IT DOESN’T DEMAND BLINDNESS. WE CAN TELL PEOPLE ABOUT OUR QUALITY OF LIFE WITHOUT TELLING THEM THAT THE QUALITY OF LIFE FOR MANY OF OUR CITIZENS IS PRETTY LOW. WE CAN PRAISE OUR SCHOOL SYSTEM AND OMIT TO MENTION OUR RATE OF ILLITERACY. WE CAN POINT TO BEALE STREET AND THE ORPHEUM AND MUD ISLAND WITHOUT TELLING THEM THAT IN MANY WAYS WHAT THEY SEE IS A POTEMKIN VILLAGE.

AFTER ALL, YOU DON’T SELL A USED CAR BY POINTING OUT THE BALD TIRES. BUT WE MUST MAKE SURE THAT OUR ENTHUSIASM AND OUR SLOGANS AND OUR MARKETING CAMPAIGNS DO NOT BLIND US TO REALITY.

SHELBY COUNTY MAYOR WILLIAM MORRIS RECENTLY APPOINTED A STUDY GROUP TO EXAMINE WAYS OF BREAKING THE CHAIN OF POVERTY IN OUR COMMUNITY. LAST MONTH HE CITED SOME ASTONISHING STATISTICS IN A TALK HE MADE TO THE ROTARY CLUB. CONSIDER THESE NUMBERS:

*OF METROPOLITAN AREAS WITH POPULATIONS OF 500,000 OR MORE, MEMPHIS IS NUMBER ONE IN PERCENTAGE OF PERSONS BELOW THE POVERTY LEVEL. ONE OF EVERY FIVE OF OUR CITIZENS IS POOR, INCLUDING 47 PERCENT OF OUR BLACK FAMILIES AND 13 PERCENT OF OUR WHITE FAMILIES.

*38,000 OF OUR HOMES DO NOT MEET STANDARDS.

*THE INFANT DEATH RATE FOR SHELBY COUNTY IS SUBSTANTIALLY HIGHER THAN THE RATE FOR TENNESSEE AND FOR THE UNITED STATES. IN SOME OF

OUR CENSUS TRACTS, THE RATE IS WORSE THAN THAT OF IRAN OR CUBA.

*80,000 OF OUR ADULTS ARE ILLITERATE.

THESE PEOPLE DO NOT LIVE IN THE SAME MEMPHIS WE DO. THEIR WORLD DOES NOT INCLUDE THE PEABODY OR THE ORPHEUM OR RHODES COLLEGE OR MEMPHIS STATE BASKETBALL GAMES OR THE CONDOS ON THE RIVER. PROGRESS TO THE POOR IS NOT A PROMOTION TO VICE PRESIDENT, BUT AN INCREASE IN THE MINIMUM WAGE. THEIR PERSPECTIVE IS NOT OUR PERSPECTIVE. WE SEE A FLOOD OF NEW MONEY ENTERING OUR ECONOMY WITH THE ARRIVAL OF INTERNATIONAL PAPER AND OTHER NEW INDUSTRIES, BUT THAT FLOOD BECOMES A TRICKLE BEFORE IT REACHES THE POOR, THE ILLITERATE, THE SICK AND THE AGED.

WE ARE VERY CLOSE TO THE DEVELOPMENT OF A PERMANENT UNDERCLASS IN OUR COMMUNITY. WEALTH, EDUCATION, EXCELLENT MEDICAL CARE, FINE HOUSING, AND GOOD PROSPECTS FOR MORE OF THE SAME ARE ON ONE SIDE. ON THE OTHER SIDE ARE UNEMPLOYMENT, ILLITERACY, NO MEDICAL

INSURANCE, SUBSTANDARD HOUSING, AND NO PROSPECT OF IMPROVEMENT. AND THE DIVISION BETWEEN THE TWO IS GROWING WIDER.

MEMPHIS HAS MADE ENORMOUS PROGRESS IN MANY AREAS IN THE LAST SIX OR SEVEN YEARS. THERE IS RENEWED HOPE IN OUR CITY, A SENSE OF EXCITEMENT THAT CONIES WHEN YOU’RE ON A ROLL.

COMMUNITY AWARENESS IS STRONG AND GROWING; NEIGHBORHOOD GROUPS ARE ALIVE AND PULSING WITH ENERGY; LAST YEAR ALONE 23,000 JOBS WERE ADDED TO THE MEMPHIS ECONOMY; AND TOURISM HAS BECOME AN $800 MILLION INDUSTRY.

ALL OF THIS EFFORT IS PAYING OFF. LAST MONTH NEAL PEIRCE, A SYNDICATED COLUMNIST FOR THE WASHINGTON POST WRITERS GROUP, NOTED THAT MEMPHIS “HAS STAGED A STUNNING COMEBACK IN THE ’80s.”

THAT COMMENT ALONE IS WORTH A MINT IN PAID ADVERTISING. BUT THE BURDEN OF OUR PAST IS A HEAVY ONE, AND IT WEIGHS US DOWN IN OUR RACE WITH OTHER CITIES. OUR LEGACY OF BIGOTRY, OF POLITICAL DIVISION, AND OF LOW EXPENDITURES ON PUBLIC EDUCATION HAUNTS US LIKE A PAST THAT WE CANNOT FORGET BECAUSE WE LET IT LIVE ON IN THE PRESENT.

WHAT CAN WE DO?

GOVERNMENT, BUSINESS, AND CITIZEN ACTION GROUPS CANNOT ALONE OVERCOME THE PROBLEMS WE FACE. BUT AN EFFORT THAT COMBINES POLITICAL COMMITMENT, BUSINESS ACUMEN, AND THE ENTHUSIASM OF ACTIVISTS COULD TURN MEMPHIS FROM A CITY OF MODELS INTO A MODEL CITY.

THE ROLE OF VOLUNTEERISM IN AMERICA IS ONE OF THE GREAT UNFOLDING STORIES OF OUR TIME. THROUGHOUT OUR HISTORY, AMERICANS HAVE TENDED TO GET TOGETHER IN A COMMON CAUSE, WHETHER THE PURPOSE WAS TO FORM A POSSE OR TO BUILD A BARN FOR A NEIGHBOR. OVER 150

YEARS AGO, ALEXIS DE TOCQUEVILLE NOTED THIS STRAIN IN OUR CHARACTER. HE ALSO WROTE:

THE MOST NATURAL PRIVILEGE OF MAN, NEXT TO THE RIGHT OF ACTING FOR HIMSELF, IS THAT OF COMBINING HIS EXERTIONS WITH THOSE OF HIS FELLOW CREATURES AND OF ACTING IN COMMON WITH THEM.

BY ACTING IN COMMON, WE STRENGTHEN THE BONDS THAT HOLD US TOGETHER AS A COMMUNITY. NO ONE CAN GO IT ALONE. WE CAN BE PHILOSOPHICAL LIKE JOHN DONNE, WHO WROTE “NO MAN IS AN ISLAND.” OR WE CAN BE PRACTICAL LIKE BENJAMIN FRANKLIN, WHO SAID “WE MUST INDEED ALL HANG TOGETHER, OR, MOST ASSUREDLY, WE SHALL ALL HANG SEPARATELY.” PHILOSOPHICAL OR PRACTICAL, THE POINT IS THE SAME.

AS SALES AND MARKETING EXECUTIVES, WE HAVE THE ORGANIZATIONAL TALENT, THE COMMUNICATIONS SKILLS, AND THE DRIVING ENERGY NECESSARY FOR THE SUCCESS OF ANY GREAT ENTERPRISE. THIS IS AN

EXCITING TIME TO LIVE IN MEMPHIS, AND YOU HAVE THE OPPORTUNITY TO BE IN THE THICK OF THE CHANGES THAT ARE TAKING PLACE. FIND A CAUSE OR AN ORGANIZATION THAT HAS SPECIAL MEANING TO YOU, AND COMMIT YOURSELF TO ITS SUCCESS. BE WILLING TO WORK YOUR WAY UP THE LADDER OF LEADERSHIP, BUT DON’T WASTE YOUR COMMUNICATIONS SKILLS STUFFING ENVELOPES. USE THE TALENTS GOD GAVE YOU IN THE WAY THEY SHOULD BE USED, TO THEIR FULLEST POTENTIAL.

LEVERAGE YOUR ABILITIES TO MAKE THE GREATEST IMPACT. IF YOU BELIEVE IN A CAUSE ENOUGH TO DONATE $100, THEN BELIEVE IN IT ENOUGH TO ORGANIZE A FUND-RAISING CAMPAIGN TO GET $1 MILLION. DON’T WALK IN A WALK-A-THON. THE WORLD IS FULL OF WALKERS. HELP A GROUP PLAN ONE, AND SEE YOUR EFFORTS BRING OUT A THOUSAND WALKERS. YOUR SALES AND MARKETING TALENTS ARE SPECIAL GIFTS. YOUR COMMUNITY HAS GREAT NEED OF THEM.

REMEMBER THAT NOTHING HAPPENS UNTIL THE SALESMAN BRINGS IN THE SALE.

AND LET US REMEMBER THAT TO WHOM MUCH IS GIVEN, MUCH WILL BE REQUIRED.

A QUOTATION FROM HILLEL SAYS IT ALL IN A VERY BEAUTIFUL AND SIMPLE WAY:

IF I AM NOT FOR MYSELF, WHO IS FOR ME? IF I AM ONLY FOR MYSELF, WHAT AM I? IF NOT NOW, WHEN?

THANK YOU.