#channel froth
ICL in the UK entrusted me with it's entire global dealer network management. Fresh out of college as a life sciences graduate - with a post-grad in education - and zero business experience, back in the 80's. Talk about placing a bet. On day one my manager said 'Here's the dealer contact book Phil, here's the order files, there's the phone. If you get stuck, speak with Stan or Georgina. It's your week to make coffee for the office'. That was it. There were about 30 dealers around the globe, 200+ orders - from mini-computer systems to floppy disks packs - and they'd been completely ignored for 6 months. I was shocked. No one had spoken to them or sent any updates literally in months. So I began dialing. One by one I spoke to every dealer owner over my first 4 days. I had to learn how international dialing strings worked first! They were shocked. No one ever called them. They had no idea what was happening with their orders and they were frustrated.
Long story short, my dealers educated me how the ICL systems worked, the basics of IT, how to order, which suppliers provided what inside and outside the company and who could help me inside ICL. I called all my dealers every few days for 3 months and we moved all the orders along to delivery, with new ones placed knowing they would be supplied. It was a simple trade - to serve them, they knew I needed help and in return I promised to work the hours it took to get everything on track and learn. The key to it all - they knew their job, I figured out mine, we teamed and (over) communicated and plugged away at it, day in and day out. They were so kind to accolade my efforts to senior managers, I was quickly put on a fast-track 4 year management training program called ICL CORE and never looked back. I am forever grateful to my customers for taking the time to help a rookie help them be successful and enthuse me about their challenges around the world with their entrepreneurial spirit and can-do approach. And that's why 35 years later, I still plug away, every day, to help partners succeed in driving a mutual business model. It's become a passion, not work really. It's not an easy path sometimes, but equaling the challenge is very rewarding. And I saw over 50 countries already along the way - since being in the field and seeing their world has been so key. Enjoy the journey, all who work with partners from the vendor side. We are all lucky to have their representation and help. Never forget that. Be well!