Wow such a great story! Ken told me that he was telling his kids about Jack at dinner and they made him send it to me. I love that the family helps him choose his topics each week. They are obviously a bright bunch!! This story just reminds me once again of how much Ken and I have in common. As a recruiter and even now in different elements of my business I often find myself making stops at the tradeshows to stop and chat to some of my favorite people knowing that I will not gain anything except their friendship and passed down wisdom…..which in my opinion is priceless! I love people like Jack and I am sure that Jack looked forward to Ken’s visits every week more than he will ever know… -Julia

“The Story of  Jack”

Back in the early 90’s, I worked as a sales rep for the Stride Rite Corporation.   My first territory was Upstate NY, from Middletown to Buffalo.   I had two very large, multi door accounts that together, accounted for 72% of my volume.   In addition to these two “majors”, I had about 40 other accounts.   This is the story of Jack, owner of 6 Months to 16 Years shoe store.  He was my  lowest volume account, but without question, my favorite.

I began my career at Stride Rite following a salesman that had been in the territory for 28 years.   Ted was adored by his customers and he adored them.   He also loved food, cigarettes and scotch and I heard many a story of his “travelings” through the territory.   Ted was “retired” from the company and died shortly after that.  The territory went empty for about two years however the major accounts were being serviced by the rep in CT.    Apparently, Jack did not rate high enough to warrant a visit.

When I took over the territory, I was given a box of Ted’s records which were informative and extremely entertaining.   I read that Jack at one time, had three stores and was one of the top 5 accounts in the territory.   However, he had closed two stores and his remaining store(the original store which had opened in the 50’s) was still in operation.   I decided that on my next trip to Buffalo, I was going to see him.

I called Jack and told him I was coming through town and would like to stop and visit.   He sounded thrilled that he was being called upon again.   As I drove to his location, I took note of the neighborhood.  No doubt, it was a neighborhood in transition.   I was certain that at one time, it was a fine neighborhood with a mix of stores and houses.   The business’s were just about all gone, or replaced with check cashing stores, rent to own, and liquor stores.   I walked into Jacks store and was amazed by the Twiglight Zone experience I was having.   My goodness, I doubted that much had changed in the last 20 years.   The seats for the kids were up high…there was a rocking horse in the store(named Old Pete), and an old register where you could hear a bell ring when you made a sale.   Jack had a lot of really old inventory that he swore would never go out of style.   I showed him the new product, and he liked it, but said to leave him a catalogue and he would buy it through customer service.   Mostly, we spent the afternoon talking about the “old days”, about Ted, and about how much he loved Stride Rite.   I did not walk out with an order, yet I left with a good feeling in my heart.

Over the next few years, I continued to make appointments with Jack each season.   The protocol was the same…lots of reminiscing, a few product suggestions, and no order.   Jacks volume continued to slip as Stride Rite discontinued the models that were Jacks “bread and butter”.   I would visit with Jack and beg him to put in new styles.  He told me his customers liked what he was offering and would not change.   By this time, Jack would have lunch set out for me each visit.   He set up a little table in the back, and ordered me a turkey sandwich with Russian dressing.   He refused to let me buy my own or his lunch.   We always spent the afternoon together, eating and reminiscing.   Eventually, I stopped bringing in the samples and would come by to just visit and listen.   One time, I came in and the lights were off.   I asked Jack about the lights and he said “I need to save money, I turn them on when a customer comes in”!

I also got to know Jacks Wife, Elsie.   She was his cheerleader and confidant.   Eventually, our lunch dates turned into dinner dates too.   I really loved these people.

At the next sales meeting, my Regional Ray told me to stop wasting time visiting with them.   He told me he was closing the account due to low volume.   I implored him not to do this, asking him to think of the person rather than the account.   He would not differentiate between the two and shut Jack down.  I argued vehemently on Jacks behalf but the decision had been made.

Jack closed his store about 6 months later.  I know how difficult it was for him and Elsie and I felt awful about it.   When I expressed my disappoint with the decision, Ray told me “You can chose to feel bad about it or you can chose not to”!   As a Regional, I can understand why Ray closed Jack down.   As a person, I cannot.

Jack passed away about two years after his store closed.   I remember I sent him a Christmas card after he closed his store and Elsie told me how much that meant to them.

I know “half state territories” no longer exist in this business.   Jack was at one time an important account.  In my mind, he deserved the respect and attention of a visit.

This is one reason I am my own boss!

Ken Proctor
Front Man
Twig Footwear, LLC
c: 501.276.0140
e: Ken@twigfootwear.com
www.twigfootwear.com