www.NeilGilmer.com: December 2011

Thursday, December 22, 2011

A penny for your thoughts - 1909 VDB style.

One Christmas, all I wanted was a penny - a 1909 VDB (the first wheat penny) I saw at Ben Franklin. (I have no idea why a retail store like that had a coin collection in the rolling glass display case- but it did.) So I showed it to Dad- he didn't buy it, didn't seem interested. A couple days later I see a bulge in Dad's wallet shaped like the coin and coin holder. Well this shape in his wallet became more and more pronounced, of course, as the days passed. Every time he set his wallet down I could see the shape of the coin holder- and I knew what it was. But I couldn't tell him what it was or let on that I knew - it was a surprise right? This went on for, in kid time, about 6 months. It was probably, really, about two to three weeks? Well, anyway, the coin landed under the tree on Christmas day. The indention remained in his wallet for months later. The memory and the coin - the only one in my collection - has stayed with me forever.

Looking back on it now, it seems like his wallet was always set on the table with the coin indention up. Still not sure if he was careless, teaching me about patience, or if he just wanted to see how I would react? Irregardless, the $5 or so coin, in not so great shape, takes me back now 35 years to a five and dime store with my Dad.

I hope that this is and isn't like Danny DeVitto in "Throw Momma from the Train", when he showed off his coin collection? Movie clip link below.
Click here for Clip

Dean

Neil's ashes flow in this creek behind the Gilmer farm, where he played as a kid.

Gilmer/Butter's Farm House where Neil grew up - on Gilmer Rd, Greens Fork, Indiana. The long, long gravel drive on Gilmer Rd made a sound under the car - - the unforgetable, but familiar prelude to your visit there. (As a kid, to me, it felt like a visit back in time.) The creek is never the same. If you don't know the local weather a trip down the hill to see is always enlightening. Dry? High? Still? Passable? Dangerous?

Dean

Ellen's first visit to her Dad's stone - December 2011

Graveside - December 2011

Saturday, December 17, 2011

Big Cars

I bought a 1983 Lincoln the other day. Not sure why except it is in such great shape. Everything about it reminds me of Neil and his 1985 Grand Marquis. I will never forget when he finally got rid of that car and brought home a little "toy" Mercury Sable company car. It was like they took away his 10 gauge and gave him a squirt gun. Not happy with the "mid-grade" car selection now afforded, every bump in the road the Sable couldn't take as the Grand Marquis had was a personal insult to him. I wonder if anyone at Eaton pointed out this obvious slight? He likely would not have missed it had the tables been turned, I am sure.

Dean

Retirement Highligts, Selected Works, J Neil Gilmer, Part I June 1999 (Editor's note: fundamental reading if you sell anything)

AKA NEILISMS:

1. Excellent customer service generally baffles most buyers, so baffle them. Remember, a good deal is normally a perception.
2. Never, never leave money on the table!
3. Charging what the market will bear is fundamentally a good idea! But don't make it obvious.
4. Price leaders generally fool themselves -- with help from the friendly buyer.
5. Two rules apply here:
a. We're here to make money
b. Never forget "A" above
6. Part number and design changes are our best friends.
7. Buyers generally do not give you the whole story -- only the portion that is favorable to them or a version that you'll use to defeat yourself.
8. Most engineers like to play buyer.
9. Remember, if you start a little high, you'll have some room to make the buyer look good. Plus, you will generally obtain a fair price or terms. We should not feel we are above this tactic.
10. Never reveal difficulties that go beyond the scope of the question or task at hand. Remember, perceptions are very important.
11. Price alone is not our game. Differentiate yourself from the pack. Find it and use it.
12. Your competitors have weakness. Find them and exploit them. Be careful, however, not to "bad mouth" your competitor.
13. Your competitor's communication problems are generally worse than yours. Why? You are more effective and persistent then he/she.
14. Most situations generally are a result of an improbable series of blunders and incredible oversights. This is the normal human condition throughout history. Small improvements here put you in a unique position relative to the pack. Plan ahead so screwups don't happen as much.

Things Just Seem to Be This Way (1-42), Selected Works, June 1999 (continued)

1. Competitors who give away samples are in the best possible position to judge their true worth. Samples that are sold at a reasonable price invariably indicate a funded customer program.
2. Prevention is well down the priority list.
3. Small daily applications of maintenance to seemingly mundane matters prevent panics at the most inappropriate times.
4. Closets and desks always somehow manage to be full.
5. Two birds in the bush are more than enough to initiate a development program.
6. Salespeople who allow expense reports to fall into arrears convince everyone that account coverage and price increases are probably in worse shape.
7. Thinking big generally scares everyone
8. An idea before its time is functionally equivalent to no idea at all.
9. People seem to always manage to do what they want to do.
10. Bright and shiny are frequently confused with quality. This can be exploited upon occasion.
11. When it comes to either the principle or the money, you can be 99% certain it's the money.
12. More is generally learned from a customer at lunch, dinner or a social event than all day in his or her office. The CIA and KGB know well this concept. Cloak and dagger is generally appealing anyway.
13. The bigger the customer, the more probably it is that someone there doesn't like you.
14. Associates may not have difficulty keeping secrets, it's just the people they tell that have trouble. Best kept secrets are generally not interesting.
15. Profits concern buyers much more than they bothered Karl Marx.
16. Paradoxically, most corporations secretly desire to be a monopoly while simultaneously extolling the virtues of a competitive market.
17. Rumors generally have some basis in fact.
18. Contingency plans generally imply that the prime path may be flawed. A show ticket is a kind of contingency plan. The scientific approach is almost always trial and error in clever disguise.
19. When more and more data are needed, you should be convinced that there is extreme difficulty in making a decision.
20. Grey is normally the shade. Black or white is easy pickin's, so it generally never gets to you.
21. A good memory is an excuse for a poor filing system.
22. Never use the word, "bottom line" in a negotiation unless you really mean it.
23. Whether it is or not, your buyer should always believe that he's getting a good deal.
24. The more specific the instructions, the more confused someone becomes.
25. Written instructions are seldom acted upon unless confirmed verbally.
26. To make sure that somewhat important written information is promptly read, put it in a confidential envelope.
27. "Rush" generally means someone screwed up somewhere. This is normally an opportunity in disguise.
28. Only B.S. when you know the subject inside and out.
29. A ringing phone will frequently pre-empt personal appearance.
30. A buyer will try to discount technical support, etc., to manipulate you into the price arena. That's his job -- expect it.
31. "What have you done for me today?", is frequently all that matter.
32. Beware of the deal that offers the buyer the honeymoon tonight for the marriage tomorrow.
33. Decision by intuition is generally: experience x insufficient information / time bind
34. Never forget that J-I-T really means almost late.
35. Finger pointing has become the norm in our culture.
36. Some people really enjoy being mad.
37. Animal behavior is remarkably familiar. Tired horses always manage to run to the barn at the end of the day.
38. The best plans generally overlook something.
39. We should avoid self-embarrassment by telling all we know.
40. Part of the story is always good for a snap judgment.
41. After carefully analyzing all the facts, it is normal to rush off and make an emotional decision.
42. "Getting even" generally has a higher price than expeted.

(more to come later on this post)

www.NeilGilmer.com

John Neil Gilmer

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