The following is a memo sent in January, 1965, from J.A. Sexauer to his 75 field salespeople. Interesting how some of his thoughts and philosophies are somewhat timeless:
Progress will continue as our most important project during 1965. It will not, however, result from chance shots.
“Service” will have a far greater meaning and continuing emphasis. Service creates confidence… it lessens the labor of the individual doubt while speedily dispatching business. It brings buyer and seller together to a satisfying state of mutual benefits and does so more quickly than any other system.
There is a price to be paid- and the following precepts will determine the cost viz…. Integrity! Intelligence! Industry! Intensity! Success will not be on arrival. It will be the fun we enjoy while overcoming the obstacles on the way.
Once Service, in its true sense, has been established, we have the basis for a reasonable profit…. despite the multitude assuming its merits in every day competition.
Any fool may claim to sell cheaper… but it takes service in one’s soul to sell so that the customer will come back and buy more of the same thing… that gets the buyer and seller to do more business at a profit to both… for service determines the cost and value of a thing.
There is one other precept of the many, equally vital… to wit… “Self satisfaction without progress is stagnation.”
This business world of ours has its multitudes stuck in the mud of self-satisfaction. Once the dry-rot of self-satisfaction takes hold, the winter of discontent becomes twelve months long, unless we keep the fires of purpose and enthusiasm at white heat.
This “service above self” in helping others, while helping ourselves, will command a respect and confidence far more valuable than any amount of money… and as we plan our progress for 1965… so will we shape our tomorrow.
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