Know Your Best Alternative to Negotiated Agreement

BATNA stands for “Best Alternative to Negotiated Agreement”.

BATNA is not an acronym you see very often but it is probably the single most powerful method of successfully negotiating favourable terms and conditions relating to a sale or agreement.

The concept of BATNA was developed by negotiation researchers Roger Fisher and Bill Ury of the Harvard Program on negotiation. BATNA is the course of action that will be taken by a party if negotiations fail and an agreement cannot be reached.

So if the outcome of your current negotiations with another party is not as good as your BATNA, then there is no point in proceeding further towards an agreement. In essence, BATNA is a very effective way of maximizing your confidence when negotiating because you know your second best option (first is a mutually agreeable negotiation). You don’t have to agree to a bad deal.

BATNA allows you to have the confidence to reject any unsatisfactory agreement. It gives you confidence. In any event, having confidence can be a very important part of negotiations because HOW you negotiate has been proven by research to positively affect the outcome, regardless of the actual substance of the negotiations.

But I can sense you asking ‘Why do we need to go through all this trouble?’

In today’s competitive business climate, good selling involves not just getting a deal – it’s about getting a profitable deal. So in the closing stages of a sale, intelligent negotiations can be a way of achieving a favourable outcome for you without giving in too much to the other party’s requests. It can also assist in getting to a Win / Win outcome for both parties.

I like to use a simple but effective example of how a BATNA can literally be a life saving technique. Imagine if you will, two trapeze artists have an argument. One trapeze artist says he is more important because he has to catch the other one at 100 metres in the air. The other one says that she is more courageous because she is the one risking her life by releasing the trapeze in mid air and flinging herself over to the other artist. All he has to do is catch her. They argue bitterly until the catcher says “Fine. Let’s see who is more important when you jump tomorrow”.

“Oh oh” thinks the female trapeze artist, “what if he only pretends to catch me and he deliberately doesn’t?” One hundred metres is a long way to fall. She goes home thinking ‘Do we have a negotiated agreement tomorrow?’

What is her BATNA? Falling to her death is not a good BATNA!

Let’s look at a few obvious BATNA’s the female trapeze artists should have in place before she potentially leaps tomorrow to her death.

1. Install a safety net (I bet she feels better already) 2. Call in sick 3. Wear a parachute (although 100 metres may not be high enough) 4. Grab hold of her colleague instead of letting him catch her

So BATNA has the immediate effect of making her feel a little more confident. Of course, she should talk to her colleague before the act and make peace but at least she can do that without a lot of anxiety. How else can BATNA help?

If you have a particularly strong BATNA, it is probably worth pointing it out to the other side. They may then realize that they stand to lose out if the agreement is not negotiated. This strengthens your side a great deal and you can more forcefully state your case to reach an agreement. You can act as if you can break off negotiations because you are comfortable with your BATNA. This is a powerful concept to use when appropriate.

For example, let’s imagine that you are negotiating an important deal that would constitute 10% of your yearly sales target, something you’d really like to get. At the same time, you know that this customer is very budget conscious and from past experience you know that they will try to squeeze your price as much as possible.

Let’s further assume that your target gross margin in your business is 30% and that for that reason, you need to achieve a unit price of 10,000$. Your proposed unit price was 11,000$.

What would be the lowest price you would accept? 10,000$? 9,500$? 9,000$? Or even less? What would it mean to say no at any of these points? Knowing your BATNA will protect you from accepting an unacceptable deal.

BATNA A: If you know that you have another three hot big projects in the making which could total 25% of your yearly target volume and if you additionally know that these 3 prospects would be less price sensitive, i.e. 30% gross margin wouldn’t be a problem, then you may feel comfortable to say ‘no’ at a price of less than 10,000$.

BATNA B: If you know that it will be very difficult to achieve your yearly sales target without this deal because your pipeline is not very promising and if you additionally know that your company’s overall sales is far behind target, then you may want to have a discussion with your manager first to see what would be the lowest acceptable price. Perhaps you could even try to be creative in thinking how you could create additional value for your customer so that you don’t need to agree to a too low price. Once you have figured all this out, then you also know what would happen if you say ‘no’ if you reach your lowest acceptable price. Then you can make an informed choice.

In summary:

I strongly recommend applying this thinking to a particularly tough negotiation you may be going through now and see what happens. I am confident you will be pleased with the outcome.

Deli Radio – The New Face of Radio

A new movement in radio is happening and this indie innovation is at the forefront of it. Their idea is based on this simple premise – wherever in the world you happen to live, within 250 km of you, there are 5 bands you would love… IF only you knew about them. Deli Radio aims to solve this problem with their brand of contextualized internet radio. In a nutshell, listeners create their own streaming radio station based on genre, geography and time. Are you looking for alt-country bands playing around NYC over the next 3 weeks? How about electronica duos digitizing their way around Singapore in 5 weeks? You get the idea… Once you set your parameters, Deli Radio taps into songs from bands and artists that have been tagged. Now the listener not only has access to your songs, they’ve seen your pics, they’ve checked out your videos and most importantly, they know when you’re coming to town.

RL: What led to the creation of ‘Deli Radio’?

DR: DeliRadio was conceived in 2010 at Berkeley-based music label Ninth Street Opus. The two companies still share some key employees and an increasingly cramped office space. As a music label, the problem we were facing every day (and still face) is trying to put the label’s artists in front of more eyes and ears. This is very, very challenging in today’s environment where music sales don’t really underwrite much of anything like they used to, and people’s attention span is diluted by so many media options. In the online realm, we studied the landscape of both what was needed by, and available to, emerging artists. And we set out to fill a gap in the marketplace.

RL: What backgrounds are the creators coming from? Who is involved?

DR: Most of the company’s early employees met at a Berkeley pub (not joking) called Beckett’s, where we would party and watch The Sisters in Soul perform each week. This went on from 2002 to 2007 or so. Our business backgrounds were all over the map – law, software, hedge funds/finance, web/graphic design, booking & artist management. In hindsight, the perfect brew for DeliRadio! Anyway, in mid-2008 we formed Opus, and began signing bands, and learning the business from the ground up. We had almost no idea about best practices for a label. We made it up as we went. That no-boundaries attitude probably has a lot to do with why we’re now in the streaming radio business alongside the music label.

RL: How can musicians get the most out of the site?

DR: Make great music. That’s where you start. Then put it on DeliRadio. Then play shows… If it’s truly great, your fans will find it, and share it. DeliRadio makes it super easy for friends to share music and share info with one another. Now, that’s DeliRadio’s advice for aspiring professional musicians. But any “scene” can benefit from DeliRadio. A high school or college can have a student station (or many), so can gospel choirs, so can rap artists who work for the US Postal Service… any scene can make a DeliRadio station and share their music with friends/family/anyone.

RL: What kind of impact do you expect Deli Radio to have on indie musicians? What kind of impact do you want it to have?

DR: Most folks go to see a small number of shows each year, and they tend to be in big auditoriums, even stadiums. This is because they are simply not informed about other choices, they have no efficient way of knowing who’s playing the smaller venues and clubs down the street from them. They don’t want to take a risk on an unknown band (and I don’t blame them). DeliRadio takes care of that risk: you hear and see what you’re going to get at a show (well, a pretty good idea anyway). So DeliRadio should result in more people going to more shows — up to and including the stadiums — people still need to find out that Paul McCartney is coming to town, even if they don’t need to be sold on the music!

RL: The partnership with SongKick is a great feature. How did that come about?

DR: It’s hard to remember… the pieces tumbled together pretty quickly 20 months ago when DeliRadio was being designed. Originally Opus set out to offer a suite of online promo tools for free to any artist (we were building them for our artists in-house, so we figured, why not?). Included in that suite of tools was auto-importation of dates. Songkick was the most well populated with dates worldwide. From there, came the Eureka moment: “Hmmmmm. Venue calendars and artists and songs… That’s a station we’re describing.” When that idea came up, we dropped all the other pieces we were building. This idea was “the big one”, the one artists and fans really needed. We scrapped a lot of work and code that day, but it was definitely the right thing to do.

RL: When and how will artists be able to sell their music on the site?

DR: They can right now. Then can enter links to iTunes/Amazon, AND they can also set up direct sales on DeliRadio, using PayPal as the cashier. DeliRadio does not take a piece.

RL: What is the vision for the company? Is this the future of radio?

DR: DeliRadio is definitely PART of the future of radio. How big a part is the question. It’s going to take a while to see what the public’s reaction to it is, and how quickly it permeates and changes the underlying culture of music-going. It definitely has the potential to increase the volume of shows/tickets sold each year, and that has to be good for music. I also think that various reputations will evolve (even more than they have already), such that fans will know to tune into Detroit MI for X music, Austin TX for Y, and Tokyo for Z… on and on. Where will the best punk be? Could be HK. Could be Vladivostok. Who knows. Or perhaps it will be VENUES that become known internationally for their booking prowess. Yoshi’s Oakland could be listened to, as a DeliStation, by jazz fans the world over. Hotel Cafe in Los Angeles for singer/songwriter… It’s going to be very interesting to see what happens.

Deli Radio Official Website: www.deliradio.com

Why is Noni Juice Beneficial?

Thousands of years ago, ancestors of the Polynesian people migrated from the South East Asia, to the Pacific islands which include Hawaii and the Tahiti island. They brought with them the most essential items which were necessary for their new civilization, among them, a plant which they considered sacred because of its healing power, the plant is now called Morinda Citrifolia or Noni. It is South East Asia where Noni originates but its scientific discovery was pioneered in Hawaii, USA.



The Plant

The Noni plant grows only in tropical climate and reaches 8m in height. Its large elliptical to ovate form leaves are oppositely arranged. The plant has small white tubular flower grown on the fruit. The fruits are large, freshy and ovoid. The fruits mature from small dark green to 12 cm creamy white-yellow. It has lumpy surface covered by ploygonal-shaped sections. The seeds are triangular shaped and reddish brown, have an air-sac attached at one end. The fruit is not quite palatable because of its bad taste and smell. Juice extraction is difficult due to large amount of foam and the multiple seeds in the fruits. The challenge is to extract Noni juice and process it in a natural way to remove it’s pungent smell and taste, and yet preserving its natural state without destroying its highly sensitive medicinal compounds. This challenge was undertaken by Sari Noni® two years ago and today we present to you our fruit of success.



Noni Medicinal Value

Medicinal value are found thorough the plant. Its leaves, flowers, roots, bark and stalks were traditionally used to treat various a wide range of disease, but it is the fruit which stores the essence of the plant. Noni fruit contains 140 plus neutracentical coumpounds and other medicinal active constituents including enzymes, alkaloid, anthraquinones, damnacanthal, phytonutrients, minerals and vitamins are identified so far in the juice of Noni fruit.

LIST OF MEDICINAL ACTIVE COMPOUNDS FOUND IN NONI JUICE:

acetic acid, acubin, alazarin, alkaloids (xeronine, proxeronine), anthraquinones, asperuloside, beta-sitosterol, butanoic acid, benzoic acid, benzyl alcohol, 1-butanol, calcium, caproic acid, caprylic acid, damnacanthal, decanoic acid, (E)-6-dodeceno-gamma-lactone, (Z,Z,Z)-8,11,14-eicosatrienoic acid, elaidic acid, ethyl decanoate, ethyl hexanoic acid, 2-heptanone, hexanal, hexanamide, hexanedioic acid, hexanoic acid, 1-hexanol, 3-hydroxy-2-butanone, iron, lauric acid, l-asperuloside, limonene, linoleic acid, morindone, morindine, 2-methylbutanoic acid, 3-methyl-2-buten-1-ol,3-methyl-3-buten-1-ol, methyl decanoate, methyl elaidate, methyl hexanoate, methyl 3-methylthio-propanoate, methyl octanoate, methyl oleate, methyl palmitate, 2-methylpropanoic acid, 3-methylthiopropanoic acid, minerals, myristic acid, nonanoic acid, octanoic acid,oleic acid, palmitic acid, polysaccharide, phytonutrients, potassium, serotonin, scopoletin, selenium, terpene compounds, trace elements, undecanoic acid, (Z,Z)-2, 5-undecadien-1-ol, vitamins (vitamin A, C, beta-carotene, niacin, riboflavin, thiamine), vomifol. While some of the constituents are still little known to Scientists, modern medicine has managed to identify and explain the following compounds which are responsible for the act of miracle healings:

  • Acubin, Alazarin & Anthraquinone: Natural antibacterial agents which control infectious bacteria such as Staphylococcus aureus, Escherichia Coli and Salmonella. All of these compounds provide effective treatment of skin infections, colds, fevers and other bacterial poisoning problems.
  • Beta-sitosterol: Lowers cholesterol levels and helps treat certain benign prostate tumors – H.K. Moorthy (1970) and V.U. Ahmad (1980).
  • Caprylic & Caproic Acids: Short-chain fatty acids that promote more complete digestion and inhibit the growth of fungi and yeast in the digestive tract.
  • Damnacanthal: Anticancer agent more effective than 500 other botanical isolates tested in converting cancerous cells back into normal cells (Hiramatsu, T., Imoto, M., Umezawa,K.:” Induction of Normal Phenotypes in RAS-transformed Cells by Damnachanthal from Morindal Citrifolia” Cancer Letter, 73 (1993) 161-166). It significantly inhibits the growth of K-ras-NRK pre-cancerous cells by stimulating T-cells in the immune system. It helps to enable the immunity system to function more effectively by increasing the intestinal walls’ ability to better absorb various nutrients, especially amino acids.
  • Phytonutrients: Antioxidant and detoxifying agent. It nourishes the body’s cells tissues and organs, and also fight free-radical damage caused by aging process, harmful chemical and pollutions.
  • Polysaccharide: Stimulates the activity of macrophages and T-lymphocytes.
  • Scopoletin: Scopoletin dilates blood vessels and normalizes blood pressure. It does not however reduce normal blood pressure to abnormally low levels because of the synergistic effects of other neutraceuticals in the Noni juice.
  • Selenium & Vitamin C: Combined powerful body detoxifying agent and natural antioxidant to help rid the body of toxins.
  • Serotonin: Also known as the mood molecule because it modulates raw information and gives it its emotional tone. Low serotonin are linked to depression, suicidal tendencies, anxiety disorders, obsessive-compulsive behavior, over-eating, bulimia, schizophrenia, sleep problems, migraine headaches, autism, drug and alcohol addictions, Alzheimer’s disease and patterns of violent behavior. A highly important chemical to the human body identified in the central nervous system as neurotransmitter and precursor to hormone melatonin, our biological rhythms regulator. Serotonin regulates our mood and also plays a significant role in the treatment of various disorders, particularly those of central nervous system such as stroke, obesity, pain, hypertension, cardiovascular disorders, muscle contraction, nausea, endocrine regulation, temperature regulation, appetite control and sexual behavior. Noni juice is the only safe way to increase serotonin level without any side-effect as nature use precise proportions and relationship to combine vitamins, minerals, and other phytochemical co-factors to enhance the benefits of each individual component. The body takes what it needs from nutrients and eliminates what it does not need.
  • Terpene: Aid in body organic synthesis and cell rejuvenation.

The most talked-about compounds Proxeronine: Precursor of Xeronine. Noni fruit contains a very high concentration of proxeronine which are converted into xeronine when taken into the body. Proxeronine assists in enlarging the membrane pores of the cells which allows for larger chains of peptides (amino acids or proteins) to be admitted into the cell, as a result we get more and better absorption of nutrients. When applied to the skin, it stimulates Xeronine syntheses, which in turn, enhances the healing process and removes dead tissue quickly and safely. This explains why Noni is used in ancients times to treat burns, abrasions, cuts, wounds, and bruising. Our skin, after the liver, store the greatest amount of proxeronine.

Xeronine: Small alkaloid found in virtually all healthy cells of plants, animals and microorganisms. Without xeronine, all life would cease.

Dr. Heinicke stated: “Xeronine is so basic to the functioning of protein, we would die without it. Its absence can cause many kinds of illness.” Alkaloids are organic nitrogenous compounds that are so important that even negligible amounts have strong physiological effects in our bodies. Xeronine alkaloid has never before been discovered because the body uses it immediately after producing it. The amount of free Xeronine left in the blood is so minute that normal chemical analytical tools are unable to detect.

Proteins need to combine with Xeronine before it can work! Protein provides most of the structure of our body right down to the cellular level. It enable nutrients to pass through cell membranes, and are also found in hormones such as insulin which are essential to our body. Proteins also act as antibodies for the immune system and also enzymes for metabolic function and antibodies that fight infection. Proteins builds new tissue, repairs damaged tissue, and transports oxygen and nutrients into the blood.

Xeronine increases the ability of cells within the body to abosorb and utilize nutrients such as amino acids, vitamins, and minerals. It enable larger molecules of digested nutrients to pass through cell membranes, thereby improving digestion and weight problems.

The body also needs Xeronine to activate certain inactive enzymes. Xeronine regulates and provides structure to proteins, a essential process to life. The lack of Xeronine in the body can pose serious health problem.

“Many of us are severely Xeronine deficient. Nutrient-depleted soils, environmental pollution, the stress of everyday life, ageing, diseases and certain food additives all work together to deplete our xeronine. Noni juice supplies the necessary nutrients so that our bodies can make more xeronine.” Stephen M. Hall (quoted from the foreword to ’53 Ways to Use Noni’, Isabelle Navarre-Brown, 1998). Xeronine also convert specific brain proteins into active receptor sites for endorphins, our well-being hormones. It opens brain receptor sites and allows the brain to receive more of the hormone endorphin which brings the feeling of well being.

Xeronine has the ability to wean out other addictive alkaloid such as nicotine, caffeine and morphine. Hence Noni helps to cure all kinds of addiction, such as alcohol, cigarettes and drugs.

In ancient times Noni is used to draw poisons from the body. Dr. Heinicke conducted a clinical study with tetrodotoxin poison from puffer fish, the most lethal known to man, it blocks nerve conduction, and makes the dying process horrible. He injected ten mice with tetrodotoxin poison and they all died dramatically. He injected a control group with Xeronine and not only did they survive the lethal poison, they flourished. Our body is constantly assaulted by countless toxic substances found in the air we breathe, the water we drink, the food we eat.

In short, many diseases are directly or indirectly caused by the lack of a single important substance in the body. By solving the problem of deficiency, many diseases can be cured. It is not surprising that Noni has the ability to treat a wide range of illness, if we know exact why and how. It also renders the opinion of many critics invalid. If theoretical justification is not enough, then empirical evidence should suffice. We did not start the Noni euphoria, it begun 3000 years ago, we merely rediscover it.

Illness and diseases Noni known to have cured: Addictions, Aging, AIDS, Allergies, Asthma, Atherosclerosis, Blood Vessel, Broken

Bones, Burns, Bruises, Cancers, Catarats, Cell Regeneration, Chronic Back Pain, Chronic Fatigue, Colitis, Cuts, Depression, Detoxification, Diabetes, Digestive Problems, Energy Boost, Fibromyalgia, Headache & Migraine, Heart Disease, Stroke, High Blood Pressure, High Cholesterol, Immunity-T Cell Count, Increase Energy, Infectious Diseases, Inflammation, Insomnia, Intestinal Parasites, Kidney Health, Lupus, Menstrual cramps, Multiple Slerosis, Weight Problem-Over/Under Weight, Osteoarthritis, Pain, Psoriasis, Crohn’s Disease, Respiratory Aliments, Senility, Sexual Vitality, Sinus, Skin Problems-Eczema, acnes etc – Tumor……(many other conditions may not be listed here).

Railroad Sights of Long Island: Riverhead and Greenport

Railroad Museum of Long Island in Riverhead:

Although Riverhead can be considered the virtual end of Long Island, it was only the beginning of the originally intended intermodal rail-and-sea link’s traverse of the North Fork toward the eventual cross-sound ferry connection.

Taking its earliest-settlement name of “Head of the River” or “River Head,” the ultimately designated, single-word “Riverhead,” the ninth of Suffolk County’s ten towns, was created out of the west end of Southold on March 13, 1792.

Thus separate and autonomous, it was injected with growth with the arrival of the railroad and the very station, built on July 29, 1844 and serving the South Ferry, Brooklyn, to Greenport line, was constructed on present-day Railroad Avenue. Despite its through-purpose, it channeled its own disembarking passenger to stage coaches, which brought them to Quogue and other south island destinations.

Eastbound trains served the town on Tuesdays, Thursdays, and Saturdays, while westbound ones, back to Brooklyn, did so on Mondays, Wednesdays, and Fridays.

Mercantile, milling, and manufacturing, its prevalent commercial undertakings, catered to a 1,600-strong population in 1875, the community boasting two grist mills, offices, 20 stores, three hotels, and six churches.

Replacing the original train depot, which was transformed into a home for railroad workers, a wood-framed one, designed by Charles Hallett and featuring scalloped trim and elaborate finials, was built west of Griffing Avenue between 1869 and 1870. This was subsequently replaced with a third, this time incorporating brick in its construction, on June 2, 1910.

“In the early 1900s, the east was a place of prosperous potato farms in summer and deep snows in winter,” wrote Ron Ziel and George H. Foster in their book, “Steel Rails to the Sunrise: The Long Island Railroad” (Ameron House, 1965, p. 158).

“From the time of its realization that the original reason for its existence had vanished with the building of the New Haven Railroad to Boston (fifty years earlier), the LIRR has played a major role in developing the areas way out east,” they continued (p. 158). “… Business and civic organizations all over the island joined with prominent citizens, newspapers, and the railroad to promote travel and settlements on Long Island.”

That development, however, was hardly rapid and when rails were later replaced by roads, the Long Island Railroad’s re-invented, intermodal transportation purpose had vanished, leaving the bulk of its passengers to commute to Manhattan during the mass morning exodus.

Indeed, by 1963, main line service east of Riverhead had been reduced to a single daily passenger and thrice-weekly freight run, using the track originally laid for the rail-to-sea link in the mid-19th century.

Today’s high-level concrete platform, which does not bear a single shoeprint on certain days and in certain seasons, was constructed between 1996 and 1997, but for rail enthusiasts, some of its history has been preserved at the Railroad Museum of Long Island across from it.

“The history of Long Island can be traced in steel rails, which cross its varied landscape-from dark tunnels under New York City to the farms and sand dunes of the East End,” according to its website. “The Railroad Museum of Long Island strives to illustrate this history through interpretive displays from its archive of photographs and artifacts, and through the preservation and restoration of vintage railroad equipment at its two locations in Riverhead and Greenport, New York.”

The former, consisting of a 70-foot parcel of land now owned by the Metropolitan Transportation Authority, but leased to the museum, once sported a pump house, a water tower, and a turntable that was no longer dimensionally compatible with the larger, more powerful locomotives appearing during World War II. Cornerstone of the complex today is a building hailing from 1885 and used by the Corwin and Vail Lumber Yard, yet now serving as the museum’s visitor center with a Lionel model railroad layout sporting Long Island Railroad coaches in various liveries, a cardboard and balsa wood replica of the Riverhead depot, which commemorates its 100th anniversary, and a gift shop.

Across from it is the Lionel Visitors Center, featuring a multiple-track layout with a Ringling Brothers and Barnum and Bailey circus display, a water tower that identifies the city as “Lionelville,” and 72 push-button activated accessories from turning wind turbines to lighted control towers.

Outside are two other model railroads: the G-scale Freeman Railroad and the complex-circumnavigating and rideable, 1964-1965 World’s Fair train.

Built by the Alan Herschel Company, the 16-gauge train itself was an integral part of the fair’s Long Island Railroad Pavilion, after which it was used by Grumman Aerospace at its Calverton company picnic, before being used by the village of Patchogue and finally being donated to the museum.

Since restored, its engine and three cars, wearing World’s Fair livery and advertising, “Ride the Log Island. Travel easy, your steel thruway to Fair Gateway,” run on 670 feet of track, usually departing every half hour and making three circuits. Rides are included with admission.

The crossing shanty next to it, which was originally located in Innwood, Queens, and protected guards from the weather, facilitated the manual lowering and raising of gates when trains passed to hinder pedestrian and vehicular movement. Riverhead reverted to an automatic system in the early -1950s.

The Railroad Museum of Long Island’s steam and diesel locomotives and passenger and freight cars are varied and historically significant. Although a few are displayed outside the gift shop, most are located across Griffing Avenue, parallel to currently active LIRR tracks and across from the present Riverhead Station.

The players in the 1955 End of Steam Ceremony are on display here, although in varying stages of restoration.

Time, distance, and technology separated the steam locomotives from their passenger coaches more than half a century ago, but the museum reunited some of them and they now stand only a few yards from each other, albeit in static, but restoring states.

As one of the Pennsylvania Railroad’s Class G-5 “ten wheelers,” engine #39, for example, was constructed in its Juniata shops in 1923, yet its robust capabilities, expressed by its characteristics, ideally provisioned it for daily, demanding commuter line service: a 237,000-pound gross weight, a 2,178-hp cylinder capability, a 205-psi boiler pressure, a 41,328-pound tractive effort, and speeds between 70 and 85 mph.

Primarily serving the Oyster Bay branch, it was the last steam engine to travel to Greenport, in June of 1955.

Releasing its railway car to the arms of an RS-3 diesel locomotive, number 1556, during the End of Steam handoff in Hicksville, it relinquished an era. That engine, a 1,600-hp Class AGP-16msc, provisioned with multiple unit speed control and built by the American Locomotive Company, subsequently served the Long Island Railroad system for 22 years, whereafter it was purchased by the Gettysburg and Maryland Midland Railroad, and was finally acquired by the museum.

Interesting, but not necessarily related to Long Island history, is the recently acquired Brooklyn Eastern District Terminal Railroad (BEDT) locomotive, featuring a 0-6-0 wheel configuration. Constructed by H. K. Porter in 1923 for the Astoria Power and Light Company, it passed to several hands, including those of the Fleischman’s Yeast Company in Peekskill, New York; the Rail and Locomotive Company in Alabama; and finally, as of 1938, the Brooklyn East Terminal District Railway itself, which numbered it 16 and provided car float (barge) service from Brooklyn’s waterfront to several Class 1 railways in Manhattan, the Bronx, and New Jersey.

As the last steam engine to operate both east of the Mississippi River and in New York City, it was not retired until October of 1963, or eight years after the Long Island Railroad discontinued its own use of this technology.

Passenger cars are also well represented by the museum.

Double-decker coach #200, for example, sporting its Tuscan red paint scheme, was the first such aluminum, dual-level car. A joint project between the Pennsylvania Railroad and the Aluminum Company of America (ALCOA), the 120-passenger experimental prototype, built in 1932, was an attempt to increase capacity without creating excessively long trains, and, because of its non-standard status, appeared without control stands or traction motors. Designated Class T-62s in production form, they accommodated 132.

A later, more ubiquitous passenger car was the P72, of which there are two on display, sporting the Long Island Railroad’s earlier Nordic blue and platinum mist paint scheme. Numbered 2923 and 2924, they were part of a 1954 order for 25 locomotive-pulled, 120-passenger commuter cars manufactured by Pullman Standard at its Osgood Bradley factory in Worcester, Massachusetts, initially appearing with battery lighting and steam heating, but subsequently retrofitted with under-car diesel generator sets that supplied power for these utilities. Providing yeoman service for 44 years, they were not retired until 1999.

The significance of the museum’s pair is that they both partook of the October 8, 1955 End of Steam ceremony in Hicksville: car 2924 was pulled by engine 39 and accommodated a Boy Scout troop from Brooklyn, while car 2923 was similarly pulled by engine 35, but originated in the East End.

Uncoupled, the former was reattached to diesel engine 1556, departing for Jamaica, while the latter joined forces with 1555, leaving for Riverhead. Virtually arm-in-arm, the pair of now car-devoid locomotives rode into the steam era’s sunset, checking into their Morris Park retirement home.

Another significant pair of cars is the museum’s two M1s displayed on the same track.

With 85-foot lengths, 10.6-foot widths, and 122-passenger capacities, these light-weight, multiple-unit commuter cars, constructed of stainless steel with rounded, fiberglass end caps, featured four 160-hp General Electric 1255 A2 traction motors and automatic, quarter-point sliding leaf doors. They had a four-foot, 8.5-inch track gauge and offered a maximum, 240-foot curve radius for coupled units, and served as the threshold to the electrified era for the Long Island Railroad, as expressed by the public relations brochure entitled, “A New Generation in Rail Travel: Meet the Metropolitan,” which promised that “a new era in commuter transportation is launched on the Long Island Railroad.”

“The sleek, stainless steel Metropolitan represents a new generation in suburban rail service,” it stated. “It ushers in a totally new look on the Long Island Rail Road, the nation’s largest commuter rail system.”

Explaining the motivation behind the design, it said, “The (Metropolitan Transportation Authority) determined that ‘more of the same’ to meeting equipment (needs and) expectations of the Long Island Rail Road (was not an option).

“An outstanding group of experts was approached by MTA to work out the detailed car specifications, which resulted in the birth of the Metropolitan.

“This joint operation was guided by MTA and its own technical staff, working in close cooperation with the experienced operational personnel at the Long Island Rail Road. This effort produced, in record time, the specifications for a dramatically changed, newly engineered rail passenger car that would stand at the forefront of the nation’s commuter lines… “

A firm order for 620 M1 Metropolitans and 150 options, then the largest single North American one for electric multiple unit cars, was placed with Budd, and deliveries took place between 1968 and 1973.

Necessitating a power increase from 650 to 750 volts DC, drawn by a contact shoe-third rail connection, the type entered service in an eight-car configuration on December 30, 1968 from Brooklyn to Penn Station, blurring the lines between the commuter railroad characteristic engine-and-coach complement and the autonomous subway concept.

“The Metropolitan trains are arranged in two-car units, completely equipped for independent operations… ,” the public relations brochure explained. “One car in each unit contains batteries and a motor alternator. The other houses the air compressor. The Metropolitan is the first such multiple unit commuter train in operation.”

The brochure also emphasized its advancement.

“America’s fastest, most modern commuter rail car is packed with innovation and modern features, designed to provide high levels of service and comfort to the LIRR rider.”

Progressively replaced in the early-21st century by the succeeding M7 cars ordered from Bombardier of Canada, the first of which was delivered in 2002, it partook of its own “Farewell to the M1s” ceremony, hosted by the Sunrise Trail Chapter of the National Railway Historical Society, four years later, on November 4.

No freight train or railroad museum would be complete without a caboose. The bay window one on display at the Railroad Museum of Long Island, numbered C-68, served as the conductor’s office, the safety lookout point at the end of the car chain, and the crew living area when runs precluded return to home stations for the night.

Railroad Museum of Long Island in Greenport:

Twenty-three road miles to the east is Greenport, the Railroad Museum of Long Island’s other location and the end of the line. But when the Long Island Railroad was conceived, it was just the beginning of it-in terms of purpose and point of intermodal connection, where the torch was passed from train to steamer for the cross-sound journey. Technology eventually conquered the southern Connecticut rail route to Boston and destroyed the fledgling concern’s raison d’être.

Nevertheless, although the museum’s other facility is poor in rolling stock, it is rich in history.

Settled by New Haven colonists in 1648, it capitalized on its East End, water-accessible location, evolving into a shipping and ship building center, with small vessels transporting produce to Connecticut and larger ones serving New York and New England. Whaling began in 1790.

Because its harbor was envisioned as a terminus and transfer point, it equally attracted track.

“Greenport was the place that caused the Long Island Railroad to be built,” according to historian Frederick A. Kramer. “With a splendid harbor opening onto Gardiner’s Bay, packet ships for the mainland connection to Boston were to put in alongside whalers and local fishing boats.”

Although Greenport opened its rail-port doors on July 29, 1844, the first official trip-and first segment of the advertised “through route to Boston”-did not occur until the following month, on August 10, with the train departing Brooklyn at 08:00 and arriving at 12:00, at which point passengers transferred to the railroad-owned steamship, “Cleopatra, (part of its $400,000 investment in boats and dock facilities) for the two-hour crossing to Stonington, Connecticut, and then completion of the journey, again by rail, to Boston on the Norwich and Worcester.

Although fire consumed the original wooden depot and platform that had opened on July 27, 1844, a quarter of a century later a second, designed by Charles Hallett, rose on the north side of the double tracks in October of 1870, transforming Greenport into a railroad center with a freight house, a turntable, a shipping dock, and a storage yard, which served as the departure point for Pullman cars destined for cities as far west as Pittsburgh.

Although the North Fork in general and the area surrounding it in particular still cultivated potatoes and cauliflower, this once-remote farmland was reduced to hours in distance and re-dimensioned in purpose, attracting people, who developed commerce and industry.

Unsuccessfully competing with the New Haven and Hartford Railroad and then trying to rely on inter-island traffic after its original plan had been scuttled, it was still able to transport its crops to markets in the west and the railroad-owned fleet of steamers provided access to Block Island, Montauk on the South Fork, and New London in Connecticut.

In order to facilitate what remained of Long Island rail travel, yet provide protection against the seaside area’s characteristic salty air, a third, Victorian-style depot was built in 1892, incorporating red brick construction and decorative features, such as a hip roof, relief patterns, wrought iron crests, and finials. Along with the concurrently opened freight house, which itself featured a truck bay, sliding doors, a surrounding wooden deck, and a four-step entrance from Fourth Street, it joined the other facilities in what had developed into an extensive rail yard and included a four-stall engine house, a water tank, a coaling area, and maintenance structures.

East End train service, as expected, dwindled, with a daily round-trip between Amagansett and Greenport made by a small, 4-4-0 steam locomotive pulling a combine (passenger and baggage) car and a full coach. It left at 10:00 and made intermediate stops in Eastport and Manorville. Because it followed a semi-circular track routing, the loss-recording run, carrying mail, express, and a handful of souls, was alternatively called the “Scoot” and the “Cape Town Train.”

After a layover in Greenport, it retraced its steps, re-departing at 14:00.

But the advent of the automobile and the damper of the Depression hastened its discontinuation in February of 1931.

“(Today) the two station buildings, combined with the historic turntable and the section shed, comprise the largest and most complete representation of railroad-related buildings and structures to survive in a single and specific historic area of Long Island,” according to the Railroad Museum of Long Island’s website.

One of them, the original freight house, houses the museum itself.

Of significance are two HO-gauge model railroad layouts, depicting Greenport during the 1950s and today. The commonality between the two is the integral role its docks, harbor, and seaside location have always played in its history.

Another important aspect was the parlor car service the Long Island Railroad operated between the 1940s and 1980s, providing an opulent and popular mode of travel for New Yorkers vacationing on the East End or just making weekend getaways, and displays feature its comfortable seating, cutlery, and china. That to Montauk, on the South Fork, was dubbed the “Cannonball” and to Greenport itself the “Shelter Island Express.”

An earlier-era railroad atmosphere is created by artifacts and implements once considered “modern,” such as a manual typewriter, a hand-cranked telephone, a hose wagon, a water cooler, flagmen’s and conductor’s signal lamps, and depot ticket windows.

Remnants of the Bliss Tower, which were formerly located in the Blissville section of Queens, illustrate how facilities such as these were placed at the points of track interlocking, enabling operators to make visual contact with approaching trains and appropriately activate, via manual means, crossover switches, which in essence served as the locomotives” steering mechanisms.

Controlling traffic from Long Island City along the Montauk branch, for instance, these towers constituted integral intersection infrastructures for a century until automation eliminated their need.

A few cars are on display outside on track accessed by the freight depot’s surrounding wooden deck.

The former Long Island Railroad W-83 wedge snowplow, for example, was attached ahead of one or more locomotives and pushed at speeds as high as 35 mph, clearing the track of snow. Because of its teeth-like paint scheme, the museum’s example, which is the only such LIRR unit remaining, was nicknamed “jaws.”

The number 14 caboose behind it, built by the American Car and Foundry Company in 1927, was part of the railroad’s last order for wooden ones and served the entire route system, including branches that no longer exist.

After its retirement in the 1960s, it passed to several secondary hands, including those of the Branford Electric Railway, the Valley Railroad in Essex, Connecticut, and finally the museum, returning to home Long Island soil on May 17, 1997.

Beyond the museum’s rolling stock displays and across from the triple, still-active Long Island Railroad track is Greenport’s 80-foot-long turntable, last used by steam locomotive #39 on June 5, 1955 and one of only three remaining. It is the only pneumatically-operated one.

Envisioned as one day being repurposed for steam powered excursion trains between the museum’s Riverhead and Greenport locations, it would enable passengers to cover the North Fork by rail and ply the original track almost two centuries after it had been laid.

To the left of the turntable is the high-level concrete platform constructed between 1997 and 1998 and, at most, fields two weekday LIRR operations. To the left of it is the original 1897 station building, which closed 70 years later, but now houses the East End Seaport Museum.

Finally, the current harbor-stretching pier replaced the one that once supported the tracks leading to the Stonington-bound steamboats, the Long Island Railroad’s original purpose.

The Real Effects Of Alcohol On Your Body – Part 2 Of 2

This is Part 2 of the continuation of the effects of excessive alcohol on your bodybuilding workouts.

4- Decrease in vitamin and mineral absorption

When you consume large quantities of alcohol, your liver is busy converting the alcohol to acetate and any vitamins and minerals that it might process are taken up by the detoxification process.

Alcohol interferes with the metabolism of most vitamins, and with the absorption of many nutrients. Alcohol stimulates both urinary calcium and magnesium excretion. [13]

This just means that you’ll get less of a benefit from the “healthy” meal you may be consuming.

Food in the stomach will compete with ethanol for absorption into the blood stream. It is well known that alcohol competes and influences the processing of nutrients in the body. [12]

5- Decrease in protein synthesis of type II fibers

This means the actual building of muscle is slowed down by 20%+ or more. This included a 35% decrease in muscle insulin-like growth factor-I (GF-I). [9]

6- Dehydration

A common side effect of alcohol is dehydration. Alcohol is a diuretic. Drinks containing 4% alcohol tend to delay the recovery process. [11]

Considering how important water is to muscle building and general health, it’s clear that dehydration can put a damper on your progress. After alcohol consumption the first thing you might want to do is drink coffee. But that’s a diuretic as well. How to avoid dehydration? Drink more water.

7- Sleep

Alcohol consumption, especially at the times when you would normally sleep, can have effects on the quality of sleep. Clearly high quality sleep is extremely important to the rebuilding and growth process of muscle. Without proper rest and recovery, your gains will be affected.

Alcohol consumption can induce sleep disorders by disrupting the sequence and duration of sleep states and by altering total sleep time as well as the time required to fall asleep. [10]

8- The next day

A rather obvious conclusion but if you plan on drinking on a Friday night in excess then the leg workout you thought of doing on Saturday morning won’t be top notch. It takes a bit to recover, your body to detoxify and for you mentally to be prepared to workout.

Not to mention you need energy for the workout ahead.

Sure you can hit the weights but my point is…

It’s not going to be the best workout you’ve ever experienced.

At this point you might be totally discouraged to ever drink any alcohol again. But there’s some good news.

Here’s proof…

In the November 2004 issue of the International Journal of Obesity [7] they did a study on the effects of moderate consumption of white wine on weight loss.

Each group consumed 1500 calories. 150 calories came from white wine in one group and 150 calories from grape juice in another.

The conclusion?

An energy-restricted diet is effective in overweight and obese subjects used to drinking moderate amounts of alcohol. A diet with 10% of energy derived from white wine is as effective as an isocaloric diet with 10% of energy derived from grape juice.

It’s simple: Moderation is the key! (with first place being abstinence as you already know).

In any event…

The effects of alcohol on your body when it comes to building muscle and burning fat are quite clear. It is a lot more than just some extra calories stored as fat. If you consume too much, it can derail your goals a lot longer after your head has hit the pillow and you’ve gone to sleep.

References:

1. Heikkonen, E., Ylikahri, R., Roine, R., Valimaki, M., Harkonen, M., & Salaspuro, M. (1996). The combined effect of alcohol and physical exercise on serum testosterone, luteinizing hormone, and cortisol in males. Alcoholism, Clinical and Experimental Research, 20, 711-716

2. Kvist, H., Hallgren, P., Jonsson, L., Pettersson, P., Sjoberg, C., Sjostrom, L., & Bjorntorp, P. (1993). Distribution of adipose tissue and muscle mass in alcoholic men. Metabolism, 42, 569-573

3. Raben A, Agerholm-Larsen L, Flint A, Holst JJ, Astrup A. (2003). Meals with similar energy densities but rich in protein, fat, carbohydrate, or alcohol have different effects on energy expenditure and substrate metabolism but not on appetite and energy intake. American Journal of Clinical Nutrition, 77, 91-100

4. Siler, S.Q., Neese, R.A., & Hellerstein, M.K. (1999). De novo lipogenesis, lipid kinetics, and whole-body lipid balances in humans after acute alcohol consumption. American Journal of Clinical Nutrition, 70, 928-936

5. Tremblay, A., & St-Pierre, S. (1996). The hyperphagic effect of a high-fat diet and alcohol intake persists after control for energy density. American Journal of Clinical Nutrition, 63, 479-482

6. Valimaki, M.J., Harkonen, M., Eriksson, C.J., & Ylikahri, R.H. (1984). Sex hormones and adrenocortical steroids in men acutely intoxicated with ethanol. Alcohol, 1, 89-93

7. Flechtner-Mors, M., Biesalski, H.K., Jenkinson, C.P., Adler, G., & Ditschuneit, H.H. (2004). Effects of moderate consumption of white wine on weight loss in overweight and obese subjects. International Journal of Obesity and Related Metabolic Disorders, 28, 1420-1426

8. Buemann, B., Toubro, S., & Astrup, A. (2002). The effect of wine or beer versus a carbonated soft drink, served at a meal, on ad libitum energy intake. International Journal of Obesity and Related Metabolic Disorders, 26, 1367-1372

9. Lang CH, Frost RA, Kumar V, Wu D, Vary TC. (2000). Inhibition of muscle protein synthesis by alcohol is associated with modulation of eIF2B and eIF4E, 3, 322-31

10. Alcohol Alert, National Institute on Alcohol Abuse and Alcoholism, No. 41 July. 1988

11. Shirreffs, Susan M., and Ronald J Maughan. 91997). Restoration of fluid balance after exercise-induced dehydration: effects of alcohol consumption, Journal of Applied Physiology, Vol. 83, No. 4, pp. 1152-1158

12. “Alcohol, chemistry and you,” Kennesaw State University, chemcases.com, Aug. 2002

13. Dept. of Health and Human Services, Report to Congress, 1990

14. “Why alcohol calories are more important than you think,” Christian Finn, TheFactsAboutFitness.com

Popular Asian Fashion A Growing Market

With the ever-growing popularity of the internet, access to different clothing is easier than ever for the average consumer. One area that continues to spread globally, previously rarely seen in the West, is Asian fashion. The vibrant and varied colours and styles of Asia have developed a keen international market, particularly those fashions coming from Korea and Japan.

Japan and Korea lead the way in spreading Asian fashion to the rest of the world because of the rapid adoption of cutting edge technology in these countries. Always eager to adopt modern technology, Japanese and Korean markets similarly aim to enjoy the most modern fashion trends. Japanese and Korean clothing is some of the most forward-thinking in the world.

Origins of Asian Fashion

The forward-thinking styles come from a history of eager adaptation to modernity in these countries, and the unique styles of modern Asian fashion actually have their roots in 19th Century attitudes. After Japan was first opened to the West, Japanese fashion combined the trends and styles of foreign labels and markets with traditional culture and trends, an attitude which continues today. Often this clothing is homemade with customisation added by the wearer. These highly adaptable styles of clothing are often referred to as Japanese Street Fashion, and are now chronicled by a number of websites.

Influence of Japanese Fashion

Much of the Asian fashion you will find on such websites stems from Japan, where many different styles of clothing exist. Street fashion includes such styles as Lolita (looking like a young girl), Gyaru (girly-glam) and Bosozoku (inspired by manga and anime). Recent trends have leant towards doll-like and fantasy elements being introduced, for instance dolly kei and fairy kei fashions, whilst Japanese hip-hop is also increasingly influential.

The immediate influence of these various Japanese street fashion styles is felt in China, Korea, Hong Kong and Taiwan. The West Coast of the United States is also receptive to the trends. As a result, these surrounding countries share many similar styles and trends, though in the nature of street fashion they are suitably adaptive. In Hong Kong, for instance, where business is paramount, styles tend to be more conservative.

In addition to these more locally influenced countries, Asian fashion is increasingly popular on the global market. Famed Japanese fashion designer Rei Kawakubo, founder of brand Comme des Garcons, has played a large role in the fashion industry since the 80s, and worked with the likes of Louis Vuitton and high-street retailers H&M. In addition, easy access to Asian media, such as films and anime, has made Asian fashion more popular in Western society.

What makes Asian fashion so popular is the sheer originality of the designs. Consumers are encouraged to customise their own clothing, and as a result outfits can look incredibly diverse. Asian clothing has potential for a lot of personality, with each sub-category relating to certain principles. These fashions instantly make a wearer part of an identifiable movement. For instance, cult kei, another modern style, uses a range of distinctive religious iconography.

Asian Clothing Online

Another reason Asian fashion is so popular is that online markets makes it easy to acquire for consumers all over the world. Bidding sites such as eBay are heavily populated by international sellers giving access to new trends and original designs. A quick online search for Asian fashion, Korean Fashion, Japanese fashion will bring you directly to trending markets. By shopping for these fashions online, you can be sure to be at the forefront of emerging styles, at affordable prices. User reviews are abundant to ensure that you buy quality products, so even when ordering from halfway around world you can be sure of a good deal.

You can also gain access to ever-evolving original designs by visiting custom online markets where users from all over the world design their own clothing to sell. Beyond purchasing clothing, the internet allows users to critique designs, comment on each others’ clothing and increasingly share and combine their fashions.

How to Craft an Excellent Elevator Pitch

“Notes of crushed rocks, honeysuckle, lemon oil, orange marmalade, and white pear provide a stunning aromatic display as well as palate impression. Great acidity and huge flavour intensity backed up by vibrant acidity make this an exquisite Champagne”

This tasting note introduces and describes one of the most loved Champagne in the world – Dom Perignon 1996. Now think about this – What words are you using to introduce and describe the “Brand You”? What is your “elevator pitch”?

We use some form of it at least couple of times every day. In a professional world, which is heavy on Business Networking, we meet and are being introduced to new people every day. And each time we answer the inevitable questions – Who are you? What do you do? etc. In other words – we ‘deliver’ our “Elevator Pitch”. Something which we would say with few words just enough to last an elevator ride.

In the last few years I have used different versions of this pitch and experienced different reactions. On the basis of these observations, I have realized that giving the right elevator pitch comes down to two main points.

1. How do you want the other people to remember you?

The first line of your introduction is often the one which is most remembered by people. It is really up to you to determine how do you want the people to remember you? What do you wish to be associated with? Do you want it to be your company name, your work title or something that you have to offer? Whatever you say, you will represent the ‘brand – you’. So, choose wisely.

What would sound better of the two?

A. I am a Professional Training & Development Consultant.

OR

B. I help professionals achieve their career goals by enhancing their career & professional skills from good to great!

I realized that in the past whenever I used option A, I would have to back it up with an explanation on the lines of option B. So, each time I would end up saying something which would amount to option A + B. This resulted in more lines, more time, and sometimes less attention. So, I figured why not just use the option B alone. Rest of the details are there on my card anyway! And it has always worked for me.

Another example to make this point clear. “I own a hair salon in Central”, as opposed to “I own a professional hair salon where the prime focus is to give you a relaxing, beautiful and complete well-being experience.”

It does not really matter which industry you are working in or at which role. You can apply this point to any situation. How you represent yourself will decide how people will remember you. Remove the details like title, company name or where you are from! And remove jargon! Plain simple English sounds really more impressive than CRM, KPI, and ROI!

2. How can you make a difference?

The second important point in your introduction should be to tell about, what is it that you have to offer? How can you make a difference with your work to them or the other people around you. Think about points like, what is unique about the work you do? Make it sound special and exciting. Do not just include the details of your work, company or responsibilities? Tell them what you will accomplish for them!

For example, “I work as a hair stylist” v/s “I am a specialist hair stylist with focus on elegant hair styles for significant occasions of your life like wedding, anniversaries, business events etc. I create a look which is perfect for that special and memorable day of your life!” If you were to choose between the two, I bet you will go with the one who used the second pitch. Isn’t it?

Remember, sometimes the packaging is as important as the gift you give. Package your talent, experience and expertise with the right words and you have won the deal!

Win – Win – What it Really Means and How it Can Help You Become a Better Salesperson?

The concept of ‘Win / Win’ is not new. It is a timeless principle that has stood the test of time.

But even today in the 21st century, many salespeople ignore it (to their peril).

But firstly, some background. Stephen Covey wrote a classic business best seller called ‘The Seven Habits of Highly Effective People’ in 1989. One of the habits is Think Win / Win. In the book, Covey talks about how there are two fundamental views of the world when it relates to resources.

One view is based on the concept of scarcity. In essence, if you get something, then I lose out. This view of the world is based primarily on the emotion of fear. Unfortunately, we have all experienced this fear quite a lot in life. For example, when we apply for a job we are worried that we will not get it. Someone more qualified or experienced will beat us and we will lose out. So it is perfectly understandable to see the world as highly competitive and that if someone else wins, we lose.

The other view is based on abundance. This means that the world has abundant opportunities and that if one works hard to find them, there will be plenty to go around. So to use the job example again, if we look hard enough, there could be plenty of jobs that could utilize our skills and abilities. Then we can find the right match for both us and the employer and we get the right job. Everyone wins in this case.

Note that both these views (or attitudes) are valid. It is up to the individual to choose.

In summary, Win / Lose is based on the scarcity view of the world and Win / Win is based on the view that there is abundance.

So how do these attitudes affect salespeople and selling?

If a salesperson thinks that a sale is something he needs to win, perhaps even at the expense of the customer, then we have a problem. Both a short term and a long term problem.

In the short term, the customer will sense that the salesperson is pushing hard to get the deal and that this is her/his most important objective. But what does the customer care about? The customer cares about fulfilling needs and wants and does not care very much whether the salesperson achieves his quota (especially if they don’t know each other). So the salesperson resorts to ‘tricks’ or ‘techniques’ that try to persuade the customer into buying something right here and now. The obvious effect is resistance from the customer.

Even if the salesperson gets the deal, then the customer may have felt that he or she was coerced into a premature decision. This leads to dissatisfaction. And this is certainly not effective in winning over customers long term.

The above situation, while not good, could be made worse if a salesperson then tries to win in other areas.

For example, a salesperson may realize that the customer may not know what the realistic price for the goods are. The salesperson may resort to inflating the price so he can increase the profits. Or the salesperson may try to convince the customer that the deal ends today and this will pressure the customer into making a decision quickly.

But let’s face facts. Most customers are smart and they will work it out eventually that the salesperson won at their expense and they ‘lost’ in the transaction.

What is the typical reaction?

Anger, I would say. The customer will try to react by ‘getting back’ at the salesperson. There are a number of possibilities. The customer could complain, ask for the money back, tell other people to avoid your company or even worse – take legal action (if the deal involved a big financial amount).

The attitude in this case has caused a long term problem.

A salesperson who takes the attitude of Win / Lose does nobody any favours. He has forgotten one of the Golden Rules about selling:

A salesperson’s job is not getting deals. It is getting customers.

Now let’s look at the situation again using a Win / Win mindset.

If a salesperson wants the customer to also win, then a different set of behaviours occur. The salesperson then ensures that the customer’s needs are met and that the customer has found a solution that addresses a need or want. The salesperson will also ensure that the customer is happy with the pricing, and the after-sales service and answers any questions that arise.

Note that the salesperson still gets the deal (or is even more likely to get it) but because of a different attitude, the deal is done in a mutually beneficial manner. Everybody is happy with the outcome. The customer would probably come back for more products and services in the future and may even refer other leads to the salesperson.

One important precondition for Win / Win is that you are ready to walk away from a deal if you feel that it would end in a loss for the customer. This is a tough call for any salesperson who has to fulfill a quota. But it is crucial to the question:

Do you want to get a deal or a loyal customer?

Blonde In China

Big Apple to Chrysanthemum City

I am a New Yorker who in 2007 had just one goal – not to spend another miserable and freezing winter in Manhattan. The very thought of trying to live through the raw, wet, windy, icy, cold and snowy horror that we call winter was more than I could handle. No, I wouldn’t handle it. I am one of those people who can layer and layer, wear hats, scarves, fur boots and gloves and still be cold. Just thinking about the coming of winter drove me to depression.

I’d been hearing about the plethora of teaching jobs available in China for native speakers of English so I went online and began to explore. There was something else that was driving me as well. I was approaching my 60th birthday and there appeared to be a fork in the road ahead. Sixty signals the onset of old age and I refused to go there. If I died while in China, well, at least I wasn’t doing the little old lady thing (while freezing my ass off.) No! No! No! I wasn’t about to embrace old age without a fight. The truth is that on both counts, being cold and being old, I was desperate to avoid them.

I sent my resume out, looking specifically for opportunities that would enable me to spend no more than six months (most standard teaching contracts demanded a full year) on this crazy escapist voyage. I had taught English at two colleges so I wasn’t exactly inexperienced. I had also written a wildly popular book and been interviewed by Katie Couric on the Today Show. I had some very impressive credentials, so it was with considerable confidence that I looked for an opportunity to utilize them fully-in a warm climate and among people who would look up to and appreciate me. I didn’t know, then, how delusional I was.

When an offer from an exotic region of southern China presented itself, I leapt at the chance, never mind that I didn’t speak a word of Chinese. I was ready for six months of adventure, warm weather and an opportunity to share my considerable expertise with the English language. Little did I know that China would be the minefield of profoundly outrageous (and often hilarious) challenges to everything I wanted or expected.

My new employer, James Zhang, the owner of the Bridge Language School, happened to be in HK when I arrived and offered to accompany me on the ferry from Hong Kong to Zhongshan, where I’d be living. HK is sort of like Las Vegas on steroids, with bright and colorful neon lights flashing and strobing everywhere. As in NYC there are sightseeing ferries in HK and people take them at night to see the beautiful city and harbor lights. But the 90 minute-ride to the mainland was totally dark. There were no lights to be seen anywhere throughout the trip, no lit up skylines of cities, or even towns. There was nothing but pitch darkness. The ferry was overly air conditioned and I was cold. Mr. Zhang asked the stewardess for a blanket for me. They didn’t have blankets so she brought me a towel instead, which I draped over my shoulders. It really felt like I was entering another world.

Mr. Zhang was a well-educated and mild mannered middle-aged Chinese man who lived with his wife and young son in Vancouver, BC. As I learned later, he only visited his schools in China twice a year. It was comforting to have him make the trip with me; I could ask questions and show off a bit too. He should know and appreciate what a gem he’d hired. I had no inkling of what a crook he was at that early stage of the journey, though my sense of uneasiness began when we arrived in Zhongshan. We were met at the ferry landing by James’ driver, Sparky, who, James suddenly announced, would take us the additional 45 minute drive to the town of Xiaolan, where I was to be housed. This was news to me. I thought I’d be living and teaching in Zhongshan. Throughout that drive James talked about how lovely Xiaolan was and how there were many different kinds of beautiful trees along the road as well as in the town. Still, I thought for just a brief moment that I should have been informed of this change earlier; the thought made me uncomfortable but I was exhausted and James appeared to be so respectable that I just put it away somewhere…

***IF YOU’RE GOING TO CHINA TO WORK FOR AN EMPLOYER BE SURE THAT ALL THE DETAILS OF WHERE YOU’LL BE LIVING IS IN YOUR CONTRACT – IN WRITING!

My apartment was in a high rise building. It was night when I arrived and I immediately became aware that though the apartment was sparsely furnished everything in it was hard. There was nothing cushy in the place. My mattress could have been made of concrete (which is true of all Chinese mattresses, as I learned later.) The living room sofa was a big piece of ornately carved wood-but without a single cushion, hard as a rock and very uncomfortable to sit on. The dining table was made of steel and glass. There were no closets and I wondered where I was going to put my clothes. There was a TV but no remote and I couldn’t figure out how to turn it on (though as I learned later all the programming was in Chinese so it hardly mattered.) I knocked myself out with a sleeping pill that night.

The next morning, and every day from then on, I couldn’t help but notice that the sky was gray instead of blue and the air had a greasiness to it that felt strange. The bathroom in the apartment had a western toilet (which I’d been told I could expect,) a sink and a shower contraption against the wall, but there was no demarcation between the bathroom floor and the shower. There was a drainage hole in the floor. So I took a shower standing on the bathroom floor. When I turned the water off everything in the bathroom was soaking wet, towels, toilet paper, etc. I learned to remove everything from the bathroom before I showered and then put it all back later after the room had dried out a bit. I had to towel dry the toilet seat after every shower too.

My apartment was only a five minute drive from the Bridge school, where I would be teaching, and I had no car, which wasn’t a problem as there were plenty of motorbike taxis and they were both reliable and cheap. With motorbike taxis you just climb on behind the driver and go. If there are two or three of you, you all climb on and squeeze yourselves onto the very small back of the motorbike. I would regularly see two, three, even four adults squeezed very close together on the back of a motorbike, as the motorbike drivers routinely carry as many as five people, including toddlers and even infants.

***TAXI DRIVERS IN CHINA DO NOT SPEAK OR UNDERSTAND ENGLISH. MAKE SURE THAT SOMEONE WHO CAN WRITE CHINESE CHARACTERS WRITES YOUR DESTINATION ON A PIECE OF PAPER, WHICH YOU CAN SHOW THE DRIVER. BE SURE YOU ALSO HAVE THE CHINESE CHARACTERS WRITTEN DOWN TO GET YOU BACK TO WHERE YOU STARTED FROM.

Xiaolan is known as the Chrysanthemum City because it produces tens of thousands of Chrysanthemums each year for its nationally known Chrysanthemum Festival. I wouldn’t have guessed that agriculture is officially the main form of industry in Xiaolan, but it is due to the enormous number of flowers that are grown there. Factories that produce stereos, DVDs, high-tech digital audio equipment, loudspeakers, laser heads, circuit boards and other computer parts also abound in this very small (at least by Chinese standards) town. But while there are many foreign companies operating in the area, there don’t seem to be a lot of westerners, certainly not blonde ones, in this part of China. My hair made me the object of tremendous curiosity. People stared openly at me, gaping and pointing, and even those driving cars and trucks would take their eyes off the road to fix them on me; I was, from my first day in Xiaolan, the cause of some very close calls.

Little kids would run up to me and shriek “hello,” then start giggling, screaming and jumping up and down excitedly when I said hello back. Every so often an elderly passerby on a bicycle yelled out a Chinese word that I found out means “foreigner.” I didn’t get the feeling that it was said in a “you imperialist pig” kind of way, just a spontaneous outburst expressing the person’s shock at actually seeing someone who wasn’t Chinese. For the most part I found the people to be quite friendly.

I was surprised to find that the town is actually very pretty and, at least in the center, didn’t look at all like an industrial site. I saw broad boulevards and lots of different kinds of trees. There are a lot of cars, trucks, and buses; bicycles, two- as well as three-wheelers; donkey carts, homemade motorized contraptions and, of course, rickshaws, many of which are motorized although most of them are pedal powered. But more than anything else there are motorbikes – everywhere.

I noticed right away that there didn’t appear to be traffic lights or stop signs anywhere in Xiaolan, nor did there seem to be any recognizable rules of the road. Everyone honks their horns non-stop. Cars, buses, motorbikes, bicycles, rickshaws and gigantic trucks all barrel full speed into the intersections at the same time, from every direction. Once they get within an inch of crashing into each other they slow down and somehow manage to negotiate around each other and move forward. Pedestrians, including very old people, mothers carrying infants, and schoolchildren just step into the road and add to the incredible chaos. But the negotiation happens, amazingly, without anyone shouting, yelling, cursing, or getting out of their vehicles to threaten anyone. A very far cry from what happens at most intersections in New York, even those with traffic lights.

***DON’T TRUST TRAFFIC SIGNALS, EVEN WHERE THEY DO EXIST. WAIT UNTIL THERE ARE NO VEHICLES COMING BEFORE CROSSING THE STREET.

My date to start teaching was approaching when I discovered that I was being placed in a local middle school, an unexpected turn of events as I was expecting to teach adults. Actually, James Zhang had told me that I wouldn’t have any actual teaching to do. He assured me that each class (which I had also expected would be held at the Bridge school) had a Chinese English teacher and that they would be teaching, testing and grading the students, and essentially acting as my assistant. As a foreign English teacher my job would be to mostly motivate the students and provide a role model for correct pronunciation. I was also led to believe that my students would be a combination of mostly adults, with some secondary (including middle school) students thrown in. None of it turned out to be true.

***MAKE SURE THAT YOUR CONTRACT SPECIFIES EXACTLY WHAT YOU’LL BE DOING – AND WITH WHOM!

I observed almost immediately, that some of the other foreign teachers employed by Bridge were not native English speakers and that some of them spoke very imperfect English. I knew that I was being somewhat judgmental when I also noted that some of the other native speaker teachers were from Britain, Scotland, and Australia and that they had very strong regional accents. Some things were stacking up that began to make me feel uneasy, but I decided that I would just see how things went; I did, after all, have a round trip airline ticket and could just up and leave if things became unbearable, which at this point they definitely were not. Part of me didn’t want to run home and have to admit that I had acted stupidly and I just couldn’t handle things, and then there was also the fact that I was making very good money by renting out my New York apartment while I was away. Admitting defeat, especially this early into the adventure, was not an option. I let it go, deciding that I was just being my usual too critical self.

The Bridge school had assigned me two ‘organizers,’ young Chinese English teachers who also had the responsibility of helping me to acclimate and find my way around. One of them, Sharon, spent two days taking me around town, showing me the markets, the road which I could use to walk to school, the park, etc. Though Sharon was a certified English teacher in China, her English was difficult for me to understand. The other ‘organizer,’ Trina, was supposed to assist me with all teaching-related issues, and though her English was a bit better, it was a struggle to communicate effectively with either of them.

***EVEN IF YOU’VE TAKEN A COURSE IN MANDARIN DON’T EXPECT THAT COMMUNICATION WILL BE ANY EASIER. THERE ARE 57 DIFFERENT LANGUAGES OR DIALECTS SPOKEN IN CHINA. I HAVE OBSERVED PEOPLE FROM NEIGHBORING TOWNS BE UNABLE TO COMMUNICATE WITH EACH OTHER BECAUSE THEIR DIALECTS WERE DIFFERENT.

Accompanied by Trina, I visited the middle school to which I’d been assigned, to meet the principal and the head of the English department before I started teaching. We got there by both of us climbing onto the back of a motorbike taxi. Arriving at the school my first thought was that we were at the wrong address. The place looked like a country club with enormous, beautifully landscaped grounds, palm trees everywhere and a huge sports arena. But it was the school. The kids were all wearing their school uniforms-identical red, white and blue athletic suits. Neither the principal nor the vice principal spoke a word of English but the head of the English department had enough skills to enable us to communicate. After we left I asked Trina if this was some private school for rich kids, but she said no, it was a typical middle school. She said that the Chinese government was very committed to education and that it spends the money to ensure that all children have the best resources available. Finding a motorbike to get us back to town was another challenge as we stood on the empty road waiting and hoping that a motorbike taxi would come along, which eventually it did. On the ride back I saw another beautiful complex, which Trina said was an elementary school. This was not like anything I’d ever seen in New York. But, just like in NYC, I discovered very quickly that Chinese middle school kids are not exactly well behaved.

On my first day at the school I realized that I was the only foreign teacher there, and the only blonde most of the kids had ever seen in the flesh. They were all over me, yelling hello (everyone in China, it seems, has learned the word ‘hello’ and people will repeat the word over and over in what they must perceive to be a conversation, as did a lot of the kids at the school) and reaching out to touch my hair. The big difference between these kids, though, and the ones back home is that there was absolutely no threatening vibe there. The kids were excited and had a lot of energy but I never felt as if anyone wanted to kill me.

I was assigned a cubicle in the teacher’s room, and a desk with an ancient computer on it, which I was looking forward to using for sending and receiving emails from home. I spent part of my first day at the school visiting all the women’s bathrooms on the campus, hoping to find one with western facilities, but there weren’t any. I would have to learn to squat. None of the bathrooms contained any toilet paper, soap or towels. There were stalls with doors that had holes in the floor – but which you could flush – and there were sinks. Women using the bathroom just wet their hands in the sink and walked out. I made a mental note to go to the supermarket that evening to stock up on toilet paper, as I would have to start carrying a roll with me in my bag. The stalls didn’t have any hooks either, so I would have to put my bag on the floor – or leave my bag in my cubicle and just walk around carrying a roll of toilet paper every time I had to go. I’d been in China for a week and could see that the Chinese take health and exercise very seriously. TV commercials frequently exhort people to eat a balanced diet in order to build a stronger, healthier nation. I was amazed that basic hygiene wasn’t part of the national ‘let’s all get healthy’ program.

***CARRY TOILET PAPER AND BABY WIPES IN YOUR PURSE. IF YOU’RE A MAN, CARRY A PURSE.

A very major challenge early on was finding real coffee. There was Nestle’s instant in the supermarket but no ground coffee or coffee beans. Except for oatmeal, I couldn’t find any breakfast cereal either. I had brought a package of bran cereal with me but I didn’t know what I was going to do when that was gone, a minor concern, for sure, although not finding coffee was beginning to make me panic. There was an enormous and ultra modern supermarket right across the street from my building, but of course all of the labels were written in Chinese so, except for the fresh produce, I didn’t know what anything was. Another supermarket item I hadn’t seen in any of the stores I visited (and was starting to obsess about) was hair color in any shade of blonde. Though I’d brought a couple of months supply with me I was already worrying, based on what I’d seen so far, about what I would do when I ran out. Meanwhile, though, I had bigger problems.

***IF YOU MUST HAVE FRESH BREWED COFFEE FIRST THING IN THE MORNING IN ORDER TO FUNCTION, BRING SEVERAL MONTHS SUPPLY WITH YOU (AS WELL AS FILTERS OR OTHER COFFEE MAKING NECESSITIES.) YOU CAN GET COFFEE IN CHINA, BUT SOMETIMES IT’S CHALLENGING TO FIND IT.

My first classes at the middle school gave me an immediate glimpse of what I’d gotten myself into. When I arrived in the morning hundreds of kids were outside doing their perfectly synchronized morning exercises. Several hundred kids, all wearing identical track suits, doing organized calisthenics. There was a Honda factory along the road leading to the school and as we passed it I could see hundreds of workers, all wearing identical white uniforms, doing the same.

I arrived at the school and was escorted to my first class and introduced to the students by a Chinese English teacher who then left the room, leaving me alone with a group of over 50 students. I’d been told by James Zhang that Chinese students all had pretty advanced English language skills, but as I tried saying a few things I realized right away that these kids’ command of English was zero, never mind that they’d been studying it for at least five years. All of the classes were huge – with 50 or more students in each class, sometimes with not enough seats, forcing some of the kids to stand in the back of the room – and I had no help, no Chinese assistant, nothing. The kids were completely disruptive, restless and showed no sign of interest in learning English. At 13 and 14 years old these Chinese middle school kids were as impossible as the worst of this age group back home. I didn’t know what I was going to do but, like a new young bride in an abusive marriage, I was determined to figure out a way to make it work.

Undersell, Overdeliver

The term 'salesperson' had earned a bad reputation in modern times. Even inside organizations, some of the employees are uncomfortable dealing or working with salespeople. Personally, I have been involved in companies where salespeople were generally viewed as people who were overpaid and indulged at best, and in some cases seen as devious and liars.

But when you think about it carefully, you can not do away with sales. It is the lifeblood of a business. Having great products or great service or great marketing is essential in today's business climate. But it all means nothing if no-one sells anything. A large American IT company used to have an internal slogan "Nothing really happens until someone sells something".

So why does sales have such a bad reputation?

As usual, most business problems are people problems. Most people can spot a 'salesperson' from a mile away. But what this statement fails to really say is that most people can spot a 'bad salesperson' from a mile away.

So what is it about a bad salesperson that generates so much derision. Why do people avoid 'bad salespeople'? I think it's to do with one major issue and that is to do with broken promises. I know this sounds like I am talking about issues that belong more in the school-yard than in business but I think these lessons are fundamental. It really boils down to this:

Trust!

Trust is a delicious thing. It may take a long time to build trust and a second to destroy. If you do not trust someone then you want to avoid dealing with that person. If you do not trust someone, then you are always looking for ways to mitigate the risk of working with that person. You are wary of being misled or conned or betrayed.

So how does a salesperson stand out as someone special? If the sales person manages to be perceived as a Trusted Advisor. Because a salesperson who is a Trusted Advisor transcends the tag of 'salesperson'. That person becomes someone who is not avoided but rather someone who people seek out for their advice. How does a salesperson become a Trusted Advisor?

Undersell.

Simple, is not it? Yes, simple in theory – not so simple in practice.

In the heat of the moment when competing to win business, many salespeople get a little desperate or excited and oversell. This may help get the business but it does set up an interesting scenario. When you oversell, the consequence is that you set up your delivery team for a problem. They are inevitably underdeliver. This causes a chain reaction and then the client or customer becomes justifiably disgruntled if you do not deliver what the seller says you will. This causes dissatisfaction problems where the customer may want remedies. They may want you to replace the product or do the job again. Which costs more money and takes up more resources. Even worse things can happen if things do not get resolved satisfactorily. There may be legal implications. This can happen if salespeople oversell. Overselling is no way to build a long standing, satisfied customer base.

Chances are very good that through overselling you may get one deal and never sell again to that customer.

Let's look at what happens when salespeople undersell.

Firstly, their behavior is different. They are not usually making grand claims or exaggerate aspects of their solution. They seem more cautious and calm about the actual claims they do make. They may even acknowledge certain minor disadvantages of their solutions and call out any precautionary knowledge so that the customer can be informed of these caveats. This makes these salespeople more professional when looking at the customers' problems and recommending solutions. Please note that I am not advocating that salespeople act timid or nervous or lack confidence or that they are due to point out their value propositions. The salesperson can still ask strong questions and seek to get the real issues. It's just that there is a less boastful element to their selling.

The customer also feels that there is less pressure applied to them and that there is more diligence applied to working out the solutions. In fact, the customer feels really cared for – a major element of building trust.

So if the customer was to agree to purchase this solution everyone is aware of all the details of the solution. 'Eyes wide open' as they say.

The consequence of this is that delivery of the product or solution is more in line with the expectations set up during the sales cycles. There are few surprises for the customer (if any) and if there is something uncoovered that was not attended to during the sales cycle, then both parties can work together to sort it out.

All in all, a much more pleasurable experience.

Promises that are made have been kept. Children understand this – adults ignore it at their peril.

Freelance Web Designer | WordPress Developer | Hong Kong