Telex vs fax (16)

It is the end of 1986 and I have been working with my father for a few months. He works with his rattan furniture and I with my gloves. Different products, different customers, different ways of selling. Sometimes I can feel a little bit of irritation. Working with family is not always easy.

My father has always had a great sense of making good money when doing business. One reason is probably that he doesn't like to spend too much money on unnecessary things. Just a few years ago he modernized the office and bought - a telex. I now want us to buy a fax machine. "Totally unnecessary", according to my father, since we have the telex. "Who uses a telex these days?"

I realize that I really need to fight for what I want and that I need good arguments. This will be a valuable lesson for the future. Never take anything for granted. If you want something you must understand why and be able to explain it. It took some time of working, sharpening my argumentation, but eventually - the fax was there! Now I am aiming for the next thing - a computer!

Meeting customers! (15)

It is my first week meeting with potential customers. The first meeting went ok, even though the man I meet have a little smile on his face most of the time. I try to write down as much as I remember after the meeting to be more prepared for the next one. The second one is with a bigger company with several stores. I get so nervous sitting in front of the man that I don't remember what to say.

I am a big smoker during this time of my life and I see a pack of cigarettes on his desk. I ask him for one and the meeting just dies. He gives me a skeptical look and sends me away after a few minutes. Not a good move at all, I realize.

After my first week, three of the clients actually want to buy from me. Older men with a lot of experience, probably seeing themselves as they were when they started out. Nice people who are willing to take a small risk to help out a young and unexperienced guy. One of them sends me to a friend's business in another city. Great success!  I manage to get the Yellow pages for a new region! No internet in 1986...

Slowly the days pass by and the time for my first container is soon here. It will be such a pleasure to put the boxes of gloves in my car and go for my first delivery.

Sales (14)

I have been back in Sweden for a week. Now a professional purchaser, probably in my own eyes only. Time for my next role, that of a salesman. How to start? Big industries in Gothenburg are easy to find, but will they buy from me? How to find customers that are smaller industries that might want a visit?

I start with the yellow pages and make lists. I will start calling them next week. The gloves will not be here until another two months. My warehouse is in the garage of my parents' home. Baby steps are taken. I don´t have any money yet to get an office or a warehouse space. That will have to come later. My father has always worked from home, and I will be in his office to start with.

For my first call I am honestly shaking. I have never been scared of talking to people, but now, for the first time, I realize how important this is. I have to sound professional and serious without really having any experience. I have to get them to grant me meetings. When I get the first meeting booked I am thrilled. I made it!! Then I get another, another and another. For next week I now have ten meetings booked. I hope my car will be ok for driving around…

In Hong Kong (13)

We step out of the plane. The air is hot and humid. The landing was almost scary. The airport is so small and you can almost see what people are having for lunch as you pass the high rise buildings on the way down. We get our luggage and take a taxi to the Kowloon side of Hong Kong. We just have enough time to check in and get our rooms before we need to go to our meetings. My father is off and I am anxiously waiting in the hotel lobby. Then I hear my name. “Michael? I am Peter. Welcome to Hong Kong!” I follow him out to a waiting car, gripping my bag with the samples I have brought, given to me by my carpenter friend. 88 PASA. That is what I am supposed to buy.

My newly found supplier is Peter Lee from Sonley Gloves. During our meeting I realize that I don't have a clue about anything. Luckily I have met an honest man. A man who would be my friend for many years and who would teach me a lot about gloves and glove business. At our very first meeting he shows me a whole range of gloves. I never knew there were so many. I order many more types than just 88 PASA. My purchasing days have just started.