Wednesday, January 18, 2012

Why The U.S. Might be Losing Technology Jobs to Asia


So, I am reading the paper this morning and an article in the Chicago Tribune catches my eye, one on how the U.S. has lost 30% of its technology jobs.  Being an election year, which now means every year is an election year, the blame will quickly be cast to our gridlocked political environment.  Or the European banking crisis, or the deficit, or the Fed, or whatever reason de jour one can come up with.
I suggest there is a more fundamental problem to this job loss, which I will demonstrate with a couple of stories.

I spent a good deal of time working in Silicon Valley.  I managed both technical and manufacturing groups.  I was lucky enough to work with a very diverse work force.  This was a heady time in Silicon Valley.  Apple was just starting up.  Microsoft had not been heard of yet.  Intel still had not made the CPU for PC’s.  Milpitas, CA (where I lived) had only one Headquarters of note – Chucky Cheese (it later went on to house many technology companies).

In the San Jose Mercury News, every year they would publish a two page spread of valedictorians from the area High Schools.  In the early 80’s most of the kids featured were “white”.  That is middle class, white, and often male.  By the end of the 80’s the two page spread did not have one native born American.  Not be discriminatory, but they were all Asian, 100%.  Asians put a high value on education, very high.  This continues on to secondary education as well.  When I attended classes at a local Community College, I noticed that the math and science classes were also dominated by Asians.

The focus on education and making it a high priority is just one reason that jobs are moving overseas.  We can blame low labor cost.  But if education is as important as we say it is (and it is), companies will go to where education is valued.  Right now, it is highly valued in the Far East (India, China, Korea, Japan).  In my view, we here in the U.S. give lip service to education.  Don’t believe me. Just ask a teacher.  Parents don’t seem to care much anymore, don’t come to meetings, heck some won’t even feed their kids or get them to school on time (or there at all).

Another story involves a “buffalo”.  One time we had an assembly department working every minute of overtime we could get.  One guy, Frank, worked every minute he could.  He worked 7 days a week, 12 hour days.  Frank was a native of the Philippines.  I could not get the native born Americans to work, not like he did.

One day I mentioned to Frank that he might take a day off as he had worked every day for three months.  He laughed at that comment off and told me a story.  He said that every day back home in the Philippines, he got up before dawn, ate, and then went to work.  He spent the day plowing fields, behind a buffalo.  He quit when he sun went down, came home ate, went to sleep, repeated the next day – every day.
“Here I work in air conditioning, I operate this machine and I wear a white coat.  There’s  no buffalo to walk behind.  No heat, no sweat.   I get water when I want and eat when I want.  This?  This is not work?”  We are spoiled….

So, a company wants to build a factory.  They value hard work and need an educated workforce.  Where do you think they are going to go?  (Note: They usually won't go where the dropout rate is close to 50%, which is what it is in our major Cities around the country.)

Labels: , , ,

Wednesday, November 16, 2011


Quality Control Test, True Story



Count the "F's" in the following text:

FINISHED FILES ARE THE 

RESULT OF YEARS OF 

SCIENTIFIC STUDY COMBINED WITH 


THE EXPERIENCE OF YEARS



Scroll down only after you have counted them!











HOW MANY "F's" did you count?    3??      
Wrong, there are 6 "F's"!

The brain cannot process the "F" in the word  "OF". Incredible or what?
Anyone who counts all 6 "F's" on the first go is a genius. Three is normal, four is quite rare.   I one time used this example when teaching a course to a group of Quality Control Inspectors.  Most did what is normal and came up with 3 or maybe 4.  Incredibly, one inspector counted 12 "F's".  No wonder products never got past her, and they did not.Nothing moved past her.  What is incredible is the company let it go on for so long.   She rejected everything.  True Story…….

Thursday, June 02, 2011

Signs in Real Estate

Everyone in Real Estate, be it in commercial or residential, knows the importance of signs.  We like to see our signs go up sitting in the front for all to see.  Yet many in the real estate business forget that over 86% of all real estate searches begin on the internet.  Do you know if your signs are being seen on the internet, or do you rely on the MLS system to do that for you?  Most agents and brokers rely on the MLS system that is out there.

Try this simple exercise.  Go to Google and enter in the address of a property you listing, and hit enter. Is the property being found?  Try entering your name, surround it with "Quoation marks" for better results, and maybe add the city in which you work.  Are you being found?

Today there are a wealth of sites that allow you to list your property. I focus on Commercial Real Estate in Wisconsin and Illinois.  I list properties on over 10 internet based sites, giving my customers a broader base for the signs to be seen.  Here are a few that I use:

  • LoopNet, which is subscription based and costs over $1200 per year for 4 premium listings.  Unlimited listings are much more.  LoopNet does a pretty good job of being found by the search engines.  It is one of the bigger players.  It has been purchased by CoStar, a competitor, so we will see what happens to LoopNet in the future.
  • CoStar is another pay to play site, though listings are put up there for free, and their staff will track them for you.  You have to pay to view listings and for premium content.
  • Oogle is a free site which is not heard of very often, but their listings are found by the search engines.  A pretty good site, and another site to give you a free "sign".
  • Wisconsin BrokerNET is a new site, that focuses on just Wisconsin Commercial Real Estate, and provides premium content, but it is a free site. It focuses on Wisconsin for a number of reasons, one of them is so that search engines find the content more readily.  This is an interesting site for Wisconsin, with specific news, profiles, Economic Development Data, bank lists, newspaper lists, and a lot more.  This site should be replicated across many other states.  I like the idea of "free".
Another way to insure you signs are being seen is Social Media.  Are you on Twitter yet?  I doubt it because I have checked, and few agents or brokers are on it.  If nothing else, Twitter and other social media provides a link to your site, and the more links you have the more likely the search engines will find your site.  Some social media sites to check out are:
  • Twitter, at www.twitter.com   If you like you can check my twitter site at http://twitter.com/#!/pointonerealty   I "tweet" my listings, news, etc.  I point them all back to my website - think of it as a sign post.
  • Facebook.  If you are not on their personally, you just are not trying.  
  • Digg, Tout, Foursquare, and more.  Look them up.  You can put up a free site on Google, with links.  You can start a blog, and include links, like this entry.
  • If you are a commercial broker, here is a new one:  http://thebrokerlist.com/
  • If you are clueless, and you might be, get some help. I suggest starting with Genia Stevens, because I know her.  Her website is full of tips:  http://geniastevens.com/  Check it out and act on her free suggestions, or if you need help, hire her. She is worth it.  How is that for a shameless plug?
Signs are important. Get to work and make sure your signs are being seen on the internet.....

Links:

Tuesday, May 17, 2011

Money Saving Tip, Wisconsin Commercial Real Estate

I like to pass on money saving tips, given that we are in the commercial real estate business that is an important factor these days.

I list on as many sites as possible.  I do this to increase exposure of my listings, and to help search engines.  With more listings, comes more links, and more "google juice", making your listings easy to find.  There are a host of listing sites out there, but I have found many of the sites are not found by search engines.  Here is an easy test.  Enter the address of one of your lisings in Google.   123 Anywhere Drive, Mytown, NY

Is the listing found. Often it is not. LoopNet has done a good job of this (being found by search engines), but they are very expensive, and were just bought by CoStar, so their costs will not go down in all likelyhood.

I list mainly in Wisconsin. Wisconsin BrokerNET lists commercial real estate in Wisconsin only, with links to key sites that pertain to my business.  It has links to all the economic development groups around the state, news links, listings, a free profile for agents  and brokers and that includes a free link.  Heck, many sites charge $50 per year for just a simple link.  I checked their structure and Wisconsin BrokerNET appears to be built for SEO (search engine optimization).  With the focus on Wisconsin they can put up links to Wisconsin specific content, which will further help SEO efforts.  With no fees, there is no risk, and the only thing you have into it is your time in setting up the site and your listings.

Check it out at http://www.wisconsinbrokernet.com

Money Saving Tip, Wisconsin Commercial Real Estate

I like to pass on money saving tips, given that we are in the commercial real estate business that is an important factor these days.

I list on as many sites as possible.  I do this to increase exposure of my listings, and to help search engines.  With more listings, comes more links, and more "google juice", making your listings easy to find.  There are a host of listing sites out there, but I have found many of the sites are not found by search engines.  Here is an easy test.  Enter the address of one of your lisings in Google.   123 Anywhere Drive, Mytown, NY

Is the listing found. Often it is not. LoopNet has done a good job of this (being found by search engines), but they are very expensive, and were just bought by CoStar, so their costs will not go down in all likelyhood.

I list mainly in Wisconsin. Wisconsin BrokerNET lists commercial real estate in Wisconsin only, with links to key sites that pertain to my business.  It has links to all the economic development groups around the state, news links, listings, a free profile for agents  and brokers and that includes a free link.  Heck, many sites charge $50 per year for just a simple link.  I checked their structure and Wisconsin BrokerNET appears to be built for SEO (search engine optimization).  With the focus on Wisconsin they can put up links to Wisconsin specific content, which will further help SEO efforts.  With no fees, there is no risk, and the only thing you have into it is your time in setting up the site and your listings.

Check it out at http://www.wisconsinbrokernet.com

I like to pass on money saving tips, given that we are in the commercial real estate business that is an important factor these days.

I list on as many sites as possible.  I do this to increase exposure of my listings, and to help search engines.  With more listings, comes more links, and more "google juice", making your listings easy to find.  There are a host of listing sites out there, but I have found many of the sites are not found by search engines.  Here is an easy test.  Enter the address of one of your lisings in Google.   123 Anywhere Drive, Mytown, NY

Is the listing found. Often it is not. LoopNet has done a good job of this (being found by search engines), but they are very expensive, and were just bought by CoStar, so their costs will not go down in all likelyhood.

I list mainly in Wisconsin. Wisconsin BrokerNET lists commercial real estate in Wisconsin only, with links to key sites that pertain to my business.  It has links to all the economic development groups around the state, news links, listings, a free profile for agents  and brokers and that includes a free link.  Heck, many sites charge $50 per year for just a simple link.  I checked their structure and Wisconsin BrokerNET appears to be built for SEO (search engine optimization).  With the focus on Wisconsin they can put up links to Wisconsin specific content, which will further help SEO efforts.  With no fees, there is no risk, and the only thing you have into it is your time in setting up the site and your listings.

Check it out at http://www.wisconsinbrokernet.com

I like to pass on money saving tips, given that we are in the commercial real estate business that is an important factor these days.

I list on as many sites as possible.  I do this to increase exposure of my listings, and to help search engines.  With more listings, comes more links, and more "google juice", making your listings easy to find.  There are a host of listing sites out there, but I have found many of the sites are not found by search engines.  Here is an easy test.  Enter the address of one of your lisings in Google.   123 Anywhere Drive, Mytown, NY

Is the listing found. Often it is not. LoopNet has done a good job of this (being found by search engines), but they are very expensive, and were just bought by CoStar, so their costs will not go down in all likelyhood.

I list mainly in Wisconsin. Wisconsin BrokerNET lists commercial real estate in Wisconsin only, with links to key sites that pertain to my business.  It has links to all the economic development groups around the state, news links, listings, a free profile for agents  and brokers and that includes a free link.  Heck, many sites charge $50 per year for just a simple link.  I checked their structure and Wisconsin BrokerNET appears to be built for SEO (search engine optimization).  With the focus on Wisconsin they can put up links to Wisconsin specific content, which will further help SEO efforts.  With no fees, there is no risk, and the only thing you have into it is your time in setting up the site and your listings.

Check it out at http://www.wisconsinbrokernet.com

Labels: , ,

Thursday, December 02, 2010

How to be a Bad Sales Manager

After having worked for some incredibly bad sales managers, I feel well qualified to give free advice on how become a Sales Bad Manager, or how one can become worse.  Yeah, it is amazing, with all the self help books, courses, blogs, etc., bad managers are still out there waiting to share their experience with more people.  Here goes:

  1. Always start by implementing  a new sales strategy. Now let's ignore the fact that most so called "sales strategies" are about the same, yours is truly unique.  Why?  Well, you used it in the past, so it must be good.  That and a "new" strategy gives you about 2 years before you have to be responsible for results.  Two years is enough time to get your salary, some bonuses, get lucky with a few sales, and update your resume for the next gig and probable promotion.
  2. Start by firing your sales team, do it slowly, but surely and steadily.  Don't even think about finding out why sales are lagging, bringing in your own team is critical.  It buys you time, again, about 2 years to find a new job where you can share your vast knowledge.  Use terms like: "They just aren't on the same page."; "We need to go in another direction.", etc..  Remember, one or two firings will  buy you a few months. But firing a majority of your team buys you years.  Fire early, fire often, rinse and repeat....
  3. Be arrogant and display your authority, with well, authority.  You got this job for a reason.  And that reason was you implemented sales strategies, fired people, got lucky, and looked for the next job, but that is besides the point. Being appointed a manager raises your IQ and talent level, right?
  4. Change quotas, change the sales plan, and by all means change the territories. If you have geographic territories, go to named accounts (or vice versa).  Expand territories, shrink them, the possiblities are limitless.  If you have high quotas, make them higher, people love a stretch challenge.   Change is good for all.  If they don't like it, they are obviously disgruntled, pessimistic, or "Not on the same page".  Which gets us back to point #2.  This gives you more opportunities to fire people...
  5. Get your "pitch" down.  Here you have to be able to string incomprehensible sentences together so that nobody understands what you said, but you sounded good saying it.  You won't believe how this one little trick has propelled people to higher positions.
  6. When sales are lagging, begin the hunt for the innocent.  Don't go after the new people that you had to bring on, because you fired the others, because they have to get up to speed.  Don't look at marketing, or sales techniques, and by all means don't do any coaching.  Yes, this means doing some more firings, acting contrite about it, and hence buying yourself more time (once again).
  7. When in doubt, call a sales meeting.  Fill time with mind numbing agendas, and make sure you cover all the new stuff you are implementing, again.  Remember, sales people are not very smart, they must be lectured on a constant basis.  Make it a three day sales meeting.  Don't make time for calls.  And by all means, start a search for the innocent when the forecasts come in low that next month.
  8. Forecasts.  You can't get enough  of them.  Prospects all fill the same profile and take the same amount of time, and have the same needs, usually like your old company.  Right?  So forecasts and sales cycles should look the same.  If not, forecast again, and again.  Focus on the forecast, not the process or prospects.  If you look at it long enough, it will become real.  If it doesn't, yes, start the hunt for the innocent again.  Automate the forecast, then fine tune it.  Again, this can buy you another year or two before they catch up to you.  Whatever you do with forecasts, believe them.  Sales people are outstanding when it comes to forecasting.
  9. Get a CRM software package.  You guessed it, it will  buy you time.  While it buys you time, the software company will help sell the product to your upper management.  Now remember, software can get screwed up quickly.  Yup, more time to polish up the old resume'.   And remember, before you jump ship, get a copy of all the propects and customers.  A CRM system makes this possible and quick.  Remember, a bad sales manager always has a Rolodex full of contacts, and they make sure new hires have one that they bring along to help fill yours up even more.
  10. Focus on the big stuff.  With a new sales process, new forecasting, a new CRM system, and the firings, you will have a minimum of two years before you have to leave to your next job, I mean promotion.  Then repeat the process.  All the while you collect pretty decent money, and if you are really lucky some nice stock options.  Do not focus on building a solid team or company, that only serves to delay your next promotion and is much too risky and takes too much time.  Stay focused....
These are not new tips.  They have been used for years by many in various industries.  There seems to be a school for Bad Sales Managers it is repeated so often.  I am sure there are more pointers out there.  Let me know what yours are and I will post them.  Perhaps set up a Wall of Shame for Bad Sales Managers, the list would long, and no so distinguished....

Wednesday, March 03, 2010

What I learned from "crappy" jobs....

It seems that few people want to do the "dirty" work today.  Teenagers shun the once popular jobs, like Paperboy, burger flipper, McDonald's worker, factory work, etc.   I did all of these jobs.  I must admit, I learned more doing these jobs than I did in the classroom.  Here are just a few things that I picked up along the way, as a Paperboy
  • I learned that people treasure their money and won't give up 40 cents a week easily.  But if you prove to them you do a good job everyday, and you are a person they like to deal with, they will gladly give up.
  • There are people out there who have little contact with the world, so many that a young 10 year old saw it daily.  A young kid, with just a few minutes of time can have a big impact on a person's day.  They might not see their kids for months (or years), but they saw me everyday.
  • The difference between a good job and a poor one is about 10 to 15 seconds.  
  • I remember a lot of the people on my paper route, I remember few from my first job after college.
  • It is amazing how many people have their day upset, if their paper does not come on time.
  • The mantra of "The customer is always right" rings hallow sometimes.  At times there are quite a number of just outright nasty people out there.  Get used it and learn to appreciate the good ones of the world.
  • An ice cold soda never tasted better than after finishing up the route on a hot day.  Never has tasted better.
  • People with little money often tip better than those better off.
  • People with little money seemed to have the best stories to tell and always wanted to share them with you.  
  • Many have  a story to tell, and they often want to tell it to you when you were collecting that 40 cents a week.
Few kids are paperboys any more, and it seems adults in cars have replaced them.  Too bad.  Many lessons are not getting learned, fewer connections with people are being made, and kids have less responsibility.  But kids today seem busier.  Not better off, just busier.  Too bad....

Labels: ,

Tuesday, February 16, 2010

In the Olympic Hockey movie, "Miracle", head coach Herb Brooks has a scene where he works his players hard after a game.  Sprint after sprint  (he called them "Herbies").  And after every sprint he asks an individual player "Who do you play for?".  Each player in succession answers with the name of his college.  After each answer the workout continues.  Players are exhausted, reaching their limits.

Then finally Mike Eruzione, instead of answering with the name of his college, answers "I play for the United States of America".  The workout ended, Coach Brooks had made his point.  The players were not from individual schools, they now played for the United States.  They were a team.

I wonder when and if those in Congress will ever stand up and say "I play for the United States of America", instead of saying which party they are from, and mean it.  Enough "platitudes', no grandstanding,  no fake flag waving, and get to work for the United States.  Don't work for  the Corporations, not the special interest groups, not just your party, stop the party line votes,  get to work for the United States.

You may disagree on issues, there may be two party lines, but there is only one country that you work for, the United States of America.  Start acting like you know that and mean it.