Living on the Edge

Now, I am not one to rely on clichs when talking about business as a general rule. Sometimes, though, I hear an apocryphal tale that makes a worthwhile point, or in this case an edge.

With apologies to the deliverer of the message–I can’t remember who it was–the story is about two lumberjacks vying for supremacy of the forest.

The wily, experienced lumberjack and the clean, strong opponent faced off, tree after tree. The hardened veteran took great pleasure in hacking through trees at a furious pace, a joy that was made ever greater by his observation that while he went non-stop for the appointed 24 hours, his opponent, for all his skill, took a break every hour or two. Surely, thought the veteran, he would outdo this soft opponent.

For a full day and a full night–yes, the lumberjack song comes to mind for me too–the two hacked through scores of trees, until the dawn of the next day ended the competition.

Both men looked around at the felled trees, grinning at each other. When the final count was made, the veteran was amazed to learn that he had lost, and by a wide margin. “How did you do it?” he asked his opponent. “You even took breaks, and I never stopped.”

“I wasn’t taking breaks,” replied the victorious opponent. “I was sharpening my axe.”

So, my question is when was the last time you sharpened your axe? I know that there are a few of you who did just that, by taking a day out with Bob Greenwood at the Jobber News Partners In Training Tour. I know some of us were pushed to the limits of our math skills by some of the exercises (I attended the Montreal round), but it was worth it.

Even though there are many more jobbers who didn’t attend than did–this is just inevitable considering I don’t think we could have handled all of you–between the jobbers who came and those who wanted to but couldn’t, it gives me great hope for the future that there is a strong, dedicated core of individuals in the parts business.

Of course, like a successful business, the Partners In Training concept is neither the work of one person, one organization, nor one level in the supply chain. If one counts the participation of service providers in allowing their information to be used in the course, everybody from the manufacturer on down played an important role.

The sponsors–Blue Streak-Hygrade Motor Products, Dana Automotive Aftermarket Group, Federal-Mogul Canada, Gates Canada, Mark IV Industries (Dayco), NGK Spark Plugs Canada, Specialty Sales & Marketing, and Tenneco Automotive–made it possible to hold events in locations where attendance might otherwise have made it impossible, and their contribution made it possible to offer registration at much less than it otherwise would be.

The individuals at these companies have taken an enlightened view of their role in the aftermarket and how to move it forward, and they deserve full credit. I also have to give credit to all the staff here at Jobber News, particularly Maria Carlesimo, who provides the much-needed administrative support at this end and without whom the P.I.T. Tour would have been impossible. I also have to thank the representatives of sponsors and those at the WD level who worked with me to get the word out.

But mostly I have to thank the jobbers themselves, for choosing to take a day out of their very busy schedules to attend a tough day of challenging traditional concepts and business math.

The P.I.T. Tour was designed to provide everyone with more ammunition to fight the focus on price, and move the service provider’s gaze to more important issues with a greater impact on their profitability, and yours of course.

For the jobbers who did attend, and for those who will attend future Partners In Training events, I offer you one final suggestion. The next time you visit a customer, tell him you’re not there to sell him more parts. Tell him you’re there to help sharpen his axe.