For Hank Bedford, his love of movies has landed him working on movies. As an assistant during post production to the David Russell, director of the acclaimed movie, The Fighter, and a production assistant during filming, Bedford has worked his way into movies the old-fashioned way – through hard work.
If the name sounds familiar, it’s because Hank is the son of Southwestern CEO, Henry Bedford. While a student at Middle Tennessee State University, Hank had a successful summer in 2002. Hank pretty much grew up at Southwestern Company, working summers in the office and helping student dealers with their check-out process.
As quoted in an article in the Tennessean, he credits high school wrestling and the Southwestern Company internship for mentally preparing him for the grueling production schedule on the movie sets.
“Honestly, two things prepared me for my career more than any academic studies: wrestling at Franklin High School and selling books door to door in college for The Southwestern Co. They both prepared me for hard work, sacrifice, rejection and a grueling schedule,” he said. “On set, we worked about 80 hours a week.”
Anyone who has sold books may be thinking right about now how the 80 hours a week sounds all to familiar.
Upon taking a chance and moving to LA, Hank has had the opportunity to work on a Comedy Central series and several other movies – including his directorial debut, a short film titled Down South.
Right now, Hank is looking forward to gaining more experience in the hopes of directing his own feature film. With several projects in the works, he plans to maintain the “bookfield” schedule with no plans to slow down.
The two summers before I sold books with Southwestern Company I helped run a grant funded program in small Nebraska towns. Basically, we brought educational and fun activities to towns with less than 500 people. As you might imagine, there are not many constructive summer activities for kids in small towns. It was a great experience!
The service aspect of working with Southwestern Company was also one of the main engaging advantages that attracted me to selling books. Whether or not the people I talked with bought, I always knew I was doing a good thing just talking with a family about the importance of education. The lessons of taking the focus off yourself and serving others radiates through many of our SW alumni.
Five year Southwestern Company alum Ella (King) Herlihy was a Top First Year, a Wall of Greats Winner and is now married to one of the top all-time booksellers in our history, Steve Herlihy who sold for nine summers. Steve and Ella are great at giving back to Southwestern Company by housing students, hosting SW gatherings and speaking at Sunday meetings. They have five children (or “booklets” if you’d like to call them that) and live in Atlanta.
When reflecting on her Southwestern experience Ella states, “Those principles we learned selling books DO help us in our daily lives – it is not a myth – even at age 41 and 46, we still have to make a conscious decision to get up with a great attitude and an “I Love My Job” mentality. Being a homeschooling mom to five children under age 11 (yes, we already have ALL of the books) requires more patience than is humanly possible and some major attitude management. We explain to our children over and over again ‘your sister did not MAKE you do that – you and you alone are in control of your attitude.’ We also have been both showing them and telling them that ‘anything worth having is worth working hard for.’ They don’t get it so much yet, but just you wait until they hit the bookfield! Only 7 more years until Massie is old enough!”
Ella and Steve are involved with a wonderful ministry that brings hope and healing to families with a child stricken with cancer. Blue Skies, is a a ministry that takes families who are facing life-threatening childhood illnesses for a week-long beach retreat in Florida. It is free for the families who have a child being treated and the volunteers raise support to fund the retreats.
Blue Skies is in the running for a $250,000 grant from the Pepsi Challenge. If Blue Skies receives the most votes in December, they will be able to use the $250,000 to take 120 families to the beach for a week of rest and recuperation and reconnecting with one another while they are in the midst of fighting for their child’s life. You can vote daily in December and help Blue Skies go from #42 to #1 and put Pepsi’s grant to great use. Vote at www.refresheverything.com/whereskiesareblue.
Taking calls from Southwestern alumni is one of my favorite responsibilities as the Southwestern Company Alumni Specialist. (weird title – I know) Almost five years into my role working with Southwestern alumni I have heard a ton of great bookfield stories, can list Southwestern sales managers back into the 1960′s, know almost all of Southwestern’s previous divisions (even the ones without books), I understand what alumni mean when they say Base 7, tiger shorts, and even humpers. You might say I was starting to get confident in my knowledge of the Southwestern bookfield past and present.
That is why I was a bit surprised when an alum called in last week asking about something I had never heard of. John Gosch, who sold books in 1976 & 1977, wanted to know if we still had any “Round Tuits” we could sell him. I was completely unfamiliar with the Round Tuit. John explained that his sales manager Steve “the rabbit” Babbitt had given everyone in their organization a Round Tuit to carry in their pockets on the bookfield.
All of us have replied that we will get a task done when we get around to it. Well, if you have a round tuit in your pocket — you don’t have to wait. According to the wiktionary a round tuit is
“a circular object giving its owner the ability to get done everything that would have otherwise been put off to a later date”.
I further inquired about round tuits with one of Southwestern’s pillars of knowledge, Dan Moore. Dan recalled his student manager, Marty Fridson, asking if he had memorized his sales talk yet. Dan replied to Marty that he would do it when he got a round to it. Marty took out a sheet of paper drew a circle with the word tuit on it, tore it out and handed it to Dan. I love how Southwestern lessons from the 1970′s still apply today, on the bookfield and off.
I will always treasure my Southwestern Success Coin and what it symbolizes, but I think having a round tuit in my pocket may be another good reminder of Southwestern principles.
Earlier this week, we conducted our first webinar for Southwestern Company alumni. We received great response from our alumni. I enjoyed hearing from alumni excited to hear Dan Moore’s pearls of wisdom on Southwestern success principles. Three minutes before the webinar started, I was taken back to my first day on the bookfield.
Despite having trained hard in Sales School and practicing my demo more times that I can recall, that morning on Finch Street I was going to have to learn again – by doing. It seems the bookfield isn’t the only place where you can test run something many times, but you cannot predict what will happen when it is live.
A “webinar hosted by Dan Moore” is enough said when it comes to describing the degree of excellence of the webinar. Everything went smoothly, except for one glitch. At the last moment, there was a snafu with our capacity limits and many alumni who pre-registered were unable to access the webinar.
Luckily the webinar was recorded. Although it is not live, you can still brush the dust off of those SW success principles. All Southwestern alumni can view the webinar at http://www.wesoldbooks.com/webinarvideo_2010-10.
Please share your feedback and thoughts on the alumni webinar below.
This is the first installment of “District Sales Manager Spotlight” on the Southwestern Company blog. Each week we will highlight one of our DSMs with their career history, interests, and why they love their job! This week we look at Ron Alford.
2011 will mark Ron’s 18th year with the Southwestern Company, and 8 of those years he spent door to door in the summer. Ron started his SW path while a student at Seattle Pacific University and has never looked back. His first summer he was the top first year in the REDLINE organization, and subsequently won the Growth Award 5 consecutive years in a row.
One of Ron’s most amazing accomplishments from his time on the bookfield is winning the Mort Utley Club in sales (1,000 units in a week) more than 70 times! He is the only person in Southwestern Company history to hit over 12,000 units four times.
Ron was the number 1 Associate Sales Leader in 1999, and Field Sales Leader of the year in 2000. Once becoming a District Sales Leader, he has been DSL of the year 4 different times. Ron proudly works with students from Washington state and California on the Best Coast!
In his personal life, Ron exemplifies discipline and hard work through constant training and running triathlons and what he calls “crazy adventure running”. He has participated in many normal marathons as well as 3 ultra-marathons. He is also part of a tackle football league and loves all things outdoors.
Ron and his lovely wife Jessica are proud parents to their wild and awesome twin boys Van and PK (Paxton Klive) who are almost a year and a half old. They currently reside just outside of Seattle, Washington.
I asked Ron why he loves his position as a DSM at the Southwestern Company, and here is his response:
“I’m entering my 18th year with SW, and just as challenged and enthusiastic about it as ever! Not many people my age can say that. I LOVE working with college students who become great life-friends and mentoring them to reach immediate and long term goals. I love the freedom of the business and having the ability to impact lives EVERY day. I love to control my schedule and control my income. I love the pressure b/c it keeps me sharp and striving to learn and not become stale. I love getting “beat up” constantly and learning how to rise back up. I will never “just exist” like most people do…and this job FORCES me to reach higher and think bigger and push myself. We were meant to be pushed. I dig it! => �
Most of all it is personally feeling like I may have had a small part in changing someone’s path. Most people just don’t get IT….i want to live to help people feel joy and become what they are capable of becoming. Stay Hungry….Stay Humble. Ron”
Happy July, everyone — time for some great news from Southwestern, and to say thank you to everyone.
We are all so busy in our day-to-day tasks, yet it is important to take a moment to pause and re-acknowledge the truly great thing that is happening all across America and Canada this summer. It is one of the true success stories in the history of business: 142 years in a row of helping young people develop themselves, and help families, through the Southwestern program. Last month, Henry accepted our award for being the oldest company in the Direct Selling Association on behalf of all the student dealers who make all this possible through their hard work every day.
These young people are showing themselves – and the world around them – that despite economic turmoil, political problems, climate change, and many negative factors facing them, they can stand proudly on their own two feet and ask nothing of anyone except a chance to see what they can do. They are creators of opportunity, and carriers of optimism. This Monday, as many Americans will be celebrating Independence Day, the Southwestern Team and the student dealers will be working jointly so those students can HAVE independence, and all that will mean to themselves and their families.
The Sales Managers and Directors are themselves leading the way for Southwestern, inspiring their groups to great production as we move into the most important months of the summer. Every single District Sales Manager and Director knocked on doors for multiple summers, and they know from first-hand experience gained over thousands of hours the truth of what Theodore Roosevelt meant when he said,
“It is not the critic who counts: not the man who points out how the strong man stumbles or where the doer of deeds could have done better. The credit belongs to the man who is actually in the arena, whose face is marred by dust and sweat and blood, who strives valiantly, who errs and comes up short again and again, because there is no effort without error or shortcoming, but who knows the great enthusiasms, the great devotions, who spends himself for a worthy cause; who, at the best, knows, in the end, the triumph of high achievement, and who, at the worst, if he fails, at least he fails while daring greatly, so that his place shall never be with those cold and timid souls who knew neither victory nor defeat.”
Thanks to every Sales Manager, including those who are selling books right now, today.
Thanks also to all the other parts of the company as well for the true team effort that takes place at this time of year. Through Henry’s leadership, every part of our company works together to make this summer spectacle happen year after year. There are literally thousands of moving parts that have to mesh and make sense in order for our year to happen, and you make it so. The student dealers and sales managers are grateful to all of you. Please accept our thanks, and please share this with others in your areas as well: every single person’s efforts count, and make a difference.
It is a pleasure to announce that this summer we are up dramatically in student managers and they are out there making it happen. We are on the grow, and we intend to continue!
Most Thursdays during Southwestern’s sales school weeks I have the privilege of taking photos at Southwestern’s President’s Club dinner. The students who earn the right to attend the dinner have met either the sales or the recruiting requirements and are the top of the top of Southwestern students. On their last night of sales school, after training the first year students and preparing themselves for a summer on the bookfield, they are treated to an amazing dinner at Nashville’s City Club on the 20th floor of the Sun Trust building.
It is not the great food that makes you take a step back when you enter the room, it is the incredible caliber of student that fills it. Each week as Dan Moore announces the winners I am inspired by their accomplishments off of the bookfield. I recall telling the students I worked with as a Sales Manager that they were most likely going to be successful with or without Southwestern. Southwestern is merely a catalyst to get you where you want to go faster with better preparation. These students have learned to overcome challenges and live by Spencer Hays’ motto, “There are two kinds of people in the world: Some find an excuse, and others find a way.”
Last Thursday we were honored to have Southwestern alumni Sam & Cynthia (Dishman) Kirk join us at the President’s Club dinner. Their son Eugune is going on his second summer with Southwestern and was enjoying some well earned steak. As the dinner was winding down, Sam recalled how he was with Southwestern for seventeen years and built a tremendous organization. Sam and Cynthia started Youth About Business, a non profit organization, ten years ago to provide entrepreneurial training to young people in America’s cities.
Sam mentioned to the students headed to the bookfield that one of the greatest lessons he learned at Southwestern was the meaning of success. So many of us have trouble feeling successful even when we accomplish amazing things. Sam reminded us that success is doing your best every day. There are so few things in life we can control, but when we lay our heads down at night we know if we did our best – and that is how we should measure success. I am so blessed to still work at Southwestern where I have wonderful mentors that surround me and remind me of these lessons. For those of you who are not so lucky I thought I would include a poem that I think you will recall from your years on the bookfield.
When you get what you want in your struggle for pelf
And the world makes you King for a day,
Then go to the mirror and look at yourself
And see what that one has to say.
For it isn’t your Father, or Mother, or Wife
Who judgment upon you must pass.
The person whose verdict counts most in your life
Is the one staring back from the glass.
He’s the person to please, never mind all the rest,
The one with you clear up to the end.
And you’ve passed your most dangerous and difficult test
If the one in the glass is your friend.
He may be like Jack Horner and “chisel” a plum
And think you’re a wonderful guy,
But the man in the glass says you’re only a bum
If you can’t look him straight in the eye.
You can fool the whole world down the pathway of years
And get pats on the back as you pass,
But your final reward will be heartache and tears,
If you’ve cheated the one in the glass.
[1] “Pelf” is an archaic term for money, usually used in a derogatory sense
(Slightly edited to make it more genderless – this is all about doing one’s very best – and no one knows what that is except ourselves!)
Last week I had the opportunity to start my week off with a much needed boost. Every summer since I have been working in Southwestern’s alumni department I try to make time to watch President Dan Moore take the stage on a Monday morning at Sales School. Although I have seen the part many times before, it still gives me goosebumps as I reflect back on what it was like to find the courage to knock on that first door.
Meaning no disrespect to his predecessors, I am always amazed at how Dan’s imagery captures what that first encounter with “Mrs. Jones” may be like. Dan’s words and incredible storytelling inspired me to do battle with my own Mr. Mediocrity on and off the bookfield. My perspective has changed since sitting in War Memorial during my eight summers as a bookperson, but the lessons still ring true.
For the last 30 years Dan Moore has been jump starting sales school and most of us can not imagine it any other way. As Southwestern’s Sales School entered its second week, 740 screaming students in a packed War Memorial Auditorium in downtown Nashville welcomed Dan to the stage. When the standing ovation and cheering roar of the crowd ended, Dan was promptly interrupted.
In a special surprise, Dan was joined onstage by his wife and best friend, Maria. On behalf of all of Southwestern and the students dealers, Tabitha Taylor, serving as emcee, recognized Dan for the extraordinary impact he has had on over 70,000 students – including all of the first-year dealers in the audience he was about to inspire.
With just about all of students who have attended Sales School for the last 30 years trained and mentored by Dan, it all starts for everyone with that Sales School door. In showing our appreciation, it is now and forever will be known as “Dan’s Door.” The plaque on the door reads:
“In honor and recognition of the outstanding dedication, commitment, and executed personal development Dan Moore has shown to more than 70,000 students, one door at a time, beginning with this one.”
The surprise and emotion in Dan’s face said it all. While taken aback by the moment, he graciously and humbly accepted the recognition, then did what any Southwestern Company great would do… moved to the next door.
What can I do to improve my interview skills? After months of networking, I am finally getting interviews and I can’t afford to mess up these chances to get a job. I’ve been told that though I am likable, I ramble and give too much detail without getting to the point. What tips do you have to straighten out my presentation?.
The answer reminded me how grateful I am for the Southwestern experience. If I were answering this question, it would have a very simple answer: spend a summer selling books with Southwestern! As someone who prepares people daily for interviews, I know of no better practice for interviewing than a summer on the bookfield.
The interview essentially is a sales cycle that Southwestern salespeople truly know and understand. Since I only work with candidates that have sold books, it makes preparing a candidate for an interview so much easier!! Check out the following excepts from the article to see how closely their suggestions parallel the cycle of selling.
Imagine the interview is 30 minutes long. Within those 30 minutes, you will have specific time frames, each with a purpose. The first few moments are considered an icebreaker. These minutes may happen as you walk to or sit in someone’s office. Perhaps they will ask you about traffic or weather. Now is not the time to be negative, respond in short positive statements.
Ahem…Rapport!
At this point, a transition to the more formal interview will take place. The opening question is often something such as, “Tell me about yourself.’’ This is not the time to offer your life history, so prepare a written answer that shows professional progression, the strength of your work experience, and highlights aspects of your personality like dedication, commitment to learning, leadership, and willingness to work hard. You might also prepare a brief personal statement describing your education and places you have lived (particularly if you are willing to relocate)….
Sounds like an Introduction to me! And, by the way, think as a Southwestern alumnus might be able to prove your willingness to relocate?!
If interviewers want additional information, they will ask follow-up questions. Try to remember that interviews are conversations with give and take on both sides.
The next part of the interview is where you can showcase how well suited you are for the position. Study the job description and prepare statements that speak directly to the job’s responsibilities and challenges. Your research should extend into the company’s culture and environment. Examples that you give should align with what you know about the work style of the organization.
Can you say Demonstration?
The next section of the interview is focused on questions you may have. You must have at least 10 questions ready to ask. These questions demonstrate your interest in the opportunity and that you have prepared for the interview. You will not use all 10 questions and you don’t need to save them for this section. If a pertinent topic comes up during the interview, ask the question then, don’t wait until the end of the interview.
Asking Questions to Fit the Need?
Your last question should be something like: “Thank you. I really appreciated the opportunity to meet with you. Can you tell me what the next step in the process will be?’’ This gives you information about the appropriate time to follow up, and the person you need to contact
Summary, and CLOSE!!
If you are a Southwestern alumnus who has put your interview skills to the test, I’d love to hear your success story. Let us know how your practice on the bookfield and the skills you gained helped you ace your interviews.
Shayne sold books with the Southwestern Company from 2001-2006. He is a member of Southwestern’s Wall of Greats and is currently a Career Counselor with Southwestern Career Services.
When reflecting on her Southwestern experience Ella states, “Those principles we learned selling books DO help us in our daily lives – it is not a myth – even at age 41 and 46, we still have to make a conscious decision to get up with a great attitude and an “I Love My Job” mentality. Being a homeschooling mom to five children under age 11 (yes, we already have ALL of the books) requires more patience than is humanly possible and some major attitude management. We explain to our children over and over again ‘your sister did not MAKE you do that – you and you alone are in control of your attitude.’ We also have been both showing them and telling them that ‘anything worth having is worth working hard for.’ They don’t get it so much yet, but just you wait until they hit the bookfield! Only 7 more years until Massie is old enough!”
Blue Skies is in the running for a $250,000 grant from the Pepsi Challenge. If Blue Skies receives the most votes in December, they will be able to use the $250,000 to take 120 families to the beach for a week of rest and recuperation and reconnecting with one another while they are in the midst of fighting for their child’s life. You can vote daily in December and help Blue Skies go from #42 to #1 and put Pepsi’s grant to great use. Vote at www.refresheverything.com/whereskiesareblue.
“It is not the critic who counts: not the man who points out how the strong man stumbles or where the doer of deeds could have done better. The credit belongs to the man who is actually in the arena, whose face is marred by dust and sweat and blood, who strives valiantly, who errs and comes up short again and again, because there is no effort without error or shortcoming, but who knows the great enthusiasms, the great devotions, who spends himself for a worthy cause; who, at the best, knows, in the end, the triumph of high achievement, and who, at the worst, if he fails, at least he fails while daring greatly, so that his place shall never be with those cold and timid souls who knew neither victory nor defeat.”
Imagine the interview is 30 minutes long. Within those 30 minutes, you will have specific time frames, each with a purpose. The first few moments are considered an icebreaker. These minutes may happen as you walk to or sit in someone’s office. Perhaps they will ask you about traffic or weather. Now is not the time to be negative, respond in short positive statements.
Can you say Demonstration?
