Home Archives for Trade associations
April 5, 2008 Leave a Comment

Too Comfortable to Disagree

“We find comfort among those who agree with us – growth among those who don’t.”

– Frank A. Clark

Acutally, I think that we grow as a result of both agreement and disagreement.

Recently, I was training a group to develop their coaching and mentoring skills. At the end of the day, we asked each participant to share their “take-aways” with the group. Quite a few expressed relief that the techniques they learned during the session reinforced what they were already doing. They needed the comfort of confirmation. Their self-confidence grew. They will continue to gain skills and grow – to the extent that they resist staying comfortable.

“It’s what you learn after you know it all that counts.” – John Wooden

It is natural to seek agreement. It is unnatural – for most of us – to seek out a different point of view. The opposing argument. The other side of the coin. We fear the unknown. We resist change.

The problem comes when we seem to reach agreement too quickly. Have we looked at all of the possibilities? When we are too eager to see things turn out right, have we overlooked what could go wrong?

“When there are two people in a business who always agree, one of them is unnecessary.” – William Wrigley, Jr.

I enjoy participating in trade association meetings. I get to satisfy my need to be around people who share a common goal. My core beliefs. But I also enjoy the opportunity to grow as a result of “managed conflict.” Seminars and conversations that challenge my point of view. My perceptions. My comfort level. That is how I learn. It’s how I evolve.

“Difference of opinion leads to enquiry, and enquiry to the truth.” – Thomas Jefferson

In my experience, the companies that fail to evolve – to manage the growth of their business – are those that do not seek out opposing points of view. They don’t challenge themselves. But they like to complain.  They are not interested in exploring other approaches to their business They yearn for a return to the way things used to be. The good old days. And they are usually absent from association meetings.

“Conversation means being able to disagree and still continue the discussion.” – Dwight MacDonald

It’s great to seek out comfort. Enjoy it. But don’t cocoon. If you are interested in growth – personal or professional – seek out opportunities for disagreement. Join a sharing group, seek out networking opportunities, participate in your industry association meetings. Find a comfortable place to disagree.

“The reward for always listening when you’d rather be talking is wisdom.” – Anonymous 

Link to this post!
Filed Under: Associations, Business Communications, Career, Communications Tagged: , , , ,
April 4, 2008 Leave a Comment

Sharing Ideas

“If you have an apple and I have an apple and we exchange these apples then you and I will still each have one apple. But if you have an idea and I have an idea and we exchange these ideas, then each of us will have two ideas.”

– George Bernard Shaw

I’ll be speaking at a few trade shows and educational association meetings in the next few weeks. As I prepare my presentations and remarks, I have been thinking about the value of associations, sharing groups and networking.

The real value – for me – in attending a trade show is not to look for potential customers (if I am a manufacturer or a service provider.) And it is not to look to deals or to pick up a new line of goods (if I am a retailer.) No, no no.

That is exchanging one apple for another apple (as in my opening quote from G.B. Shaw) Goods and services change hands every day. I sell you something in exchange for your payment. That is a transaction. Neither of us was enriched.

Yes, the manufacturer received money in exchange for his goods; so his or her banking balance was temporarily increased. But soon enough, they will be depleting the account to pay for materials to manufacture additional goods to be sold.

Ah – but the exchange of ideas. That is a different story. A story that I am preparing to tell during my speeches and presentations.

If I pick up – and implement – just one idea from the trade show, I have found a wonderful opportunity to enhance my business. To grow my business. To maximize my opportunities. I am enriched.

Sometimes, I get an idea from a business partner; sometimes from a speech or a presentation. But I find that the best ideas usually come from a peer. Something that has worked for them. Something that I can adapt to fit my situation.

And, of course, I feel obligated to return the favor. To share an idea that has worked for me. This is the Law of Reciprocity. Now we are both enriched. I still have my original idea and have picked up at least one more.

The market place is expanded. This is the Law of Abundance. (from Brian Tracy’s Blog.)

Look for ideas – they are every where.

I also have found that the more ideas that I share with others, the more ideas I get back in return!

Link to this post!
Filed Under: Associations, Business Communications, Training Tagged: , ,
August 25, 2006 Leave a Comment

The Value of Associations

My good friend Zach Phillips sent me a few photos from the recent NAMM Show in Austin, TX.  NAMM is the International Music Products Association.  Zach is the Editor of Music Inc. Magazine – a trade paper that covers the music products industry.  He is also a talented singer and guitarist and loves having the opportunity to get together with his friends and perform.  Fortunately, the NAMM show and other industry gatherings offer members this opportunity – to get together to play, discuss, argue, learn, buy and sell.

In any industry there are natural tensions between manufacturers and retailers.  The music products industry is no exception.  And recently there have been added tensions between one group of retailers – the independent, traditional music stores and another group – the large, multiple location, national chain stores – e.g. Guitar Center.  Rather the problem, from the point of view of the independents is that manufacturers offer preferred terms and exclusive, coveted brands to the national chains and could care less if the independents survive or not.

This may be a simplistic statement of the problem and recently, the trade magazines have printed letters from frustrated dealers offering their simplistic solutions – eliminate the sales tax exemption on out-of-state internet purchases, prohibit cheaply made, low-priced imported musical products, etc. But there is one simple solution to any problem – open communication.

NAMM, to their credit, did a great job facilitating open communication at the July trade show.  They sponsored a Town Hall meeting with an open microphone.  An All-Star panel of manufacturers and retailers answered “hot button” questions from the audience and the moderator.  There were free twenty-minute seminars and question and answer sessions all three days in the idea center.  And best of all, colleagues and competitors sharing ideas and opinions during chance encounters at the hotels, bars and restaurants in Austin.

And yet, the attendance numbers at the show were down by a considerable amount.  Fewer dealers attended and many of those who did attend came with fewer staff.  I don’t get it!

I know that this economy is not the best. Sales for many dealers – and manufacturers – were flat at best last year.  Many dealers like to drive to the summer show and Austin was a bit too far away for many.  But …, if you are having problems you can not solve them by yourself.  Talking to and learning from your industry peers are probably the best ways to discover solutions, insider tips and successful marketing plans.  Getting inspired and trained in improved sales techniques are also compelling reasons to regularly attend professional association meetings – regardless of the venue.

If you want to find out what you missed, I suggest that you check out the daily recaps on the NAMM website – www.namm.com.  If you don’t want to miss another sales opportunity don’t miss the next trade show in January 2007 in Anaheim, CA.

Link to this post!
Filed Under: Associations, Main Page Tagged: , , ,