Five Sheets of Plywood

essage # 1
Reality of the Business World - Why I Started a Business

I WAS FIRED!

After graduation from college, I went to work for a manufacturer’s agent who represented ten different valve companies. Learning details and features about various styles of valves certainly proved to be an enormous education and gigantic challenge. There were a lot of new things my brain had to consume.

Luckily, I was assigned a virgin, undeveloped sales territory, which was a rather large undertaking, but gave me the chance to conquer, develop self-confidence, and to become that successful industrial salesman. I attacked the job with a pioneer spirit.

Wanting to establish this new sales territory, I worked like a demon. I studied it thoroughly. I came to know what plants were in my territory, where they were located, and the principle buyers. I began to make record-building sales, which not only created substantial profit for my bank account, but it also developed my self-confidence, my ego, and pride.

The owner of the company was impressed with my drive, work ethic, and progress, informing me that his company had a stock purchase plan, and I was eligible to become a stockholder. This was an excellent opportunity to become an owner, the dream of a lifetime, at such an early age, an opportunity that truly would reward my abilities. I was already securing commissions beyond my comprehension so why not become an owner? I was flying high. Nothing could stop me now! I would not stop until I reached the top.

POW! Three years later, the owner called me into his office.

I thought on the way in, I wonder what size bonus the boss is going to give me.

He told me my percentage of commission was too high and would have to be reduced. I was receiving sixty percent of the commission, with the remaining forty percent going to the company. He laid it out for me, “We will have to change your contract and lower the rate to fifty-fifty.”

No bonus. I was supposed to take a pay cut.

“Now, you know that isn’t fair! We have a contract and I’m sure you’d like to do the right thing, and keep your word per that contract.”

“Things were different when I hired you.” His face looked downward. 

I hate it when people cannot look me in the eye when speaking directly to me. It gives me the impression that they are either lying, or have bad news.

I answered in rebuttal. “No, you weren’t getting any sales from my territory at that time. You should stick to your contract. Why didn’t you make the contract fifty-fifty at the time we signed the agreement?”

No answer.

 I continued. “Look, you’re a good businessman. Can’t we work this out and be fair? I mean you are making a lot of money, and not just from my sales. You should live up to our agreement, keep your word!” He winced, and then ignored me by looking elsewhere.

I pushed on, for as long as I was speaking, I thought, I was in control. “You expect me to be the most knowledgeable, debonair, successful salesman on the road, and the dumbest about my pay?”

He looked up at me and smiled. “Spiros, it’s great to be single. Think about taking that cut.”

I was in a state of shock hearing his proposal. I had assumed he would come to his senses, realizing my value to the company. I had assumed I could convince him of the errors of his ways by sound logic and reason. I knew I was right. He dismissed me and I stormed out of his office.