Harvey Mackay - Pushing the envelope: all the way to the top

Table of Contents

DEDICATION

This book is dedicated to all the employees of Mackay Envelope Corporation who for 40 years have turned themselves upside down and inside out to make our customers happy, who have understood from the beginning that the quality of our reputation hinged on the quality of our people, and who have taken immeasurable pride in manufacturing something as simple, and as elegant, as an envelope.

Thank you for pushing the envelope, and pushing me, every single day.

More praise for Pushing the Envelope

What would our nation be without Minnesotans? Besides Post-it notes, the state has given us the sublimely American town, Lake Wobegon; the spectacularly American wrestler-turned-Governor, Jesse Ventura; and the quintessentially American businessman, Harvey Mackay.

The New York Times

Pushing the Envelope is from the heart, and his relentless efforts, along with the books inherent business wisdom, are likely to push Pushing to the top of the bestseller lists. Nothing less will suit.

Associated Press

Harvey Mackay: Relentless determination and Herculean networking have forged a lifetime of achievement. No wonder this hard-driving entrepreneur and sales guru has attracted a cult following.

Success magazine

Mackays management techniques are phenomenally popular. Hes the author of two of the bestselling business books of all time.

Miami Herald

Mackay has the pacing and timing of a good stand-up comedian.

Alaska Business Monthly

Pushing the Envelope is extraordinarily wide-ranging.

American Way

ACKNOWLEDGMENTS

First, and I do mean first, my profound thanks to my executive assistant, Greg Bailey, who is more than an extra right hand. Throughout the writing of Pushing The Envelope, Greg was on hand mornings, nights and weekends. And a special thanks to his patient family, too. Gregs skill in coordinating my schedule and my life makes it all possible.

Margie Resnick Blickman is my first set of eyes (after mine) and she has the fastest blue pencil in the west. A great asset to me as my editor... even more as my sister.

Lynne Lancaster started out as my speech coach and now she is coaching me on everything. She is the kind of consultant everyone would like to have, and Im so glad weve been able to work together all these years.

Ron Beymas range of experience and perception is nearly unparalleled. Hes always got something to say and his knowledge has been invaluable to me on all my books.

Scott Mitchell is the president of my company, Mackay Envelope Corporation. I guess you must be able to figure out how good he is and how much I depend on him if I can find the time to write this and other books. He is the leader of my kitchen cabinet, and I always take his advice.

Neil Naftalin has always been able to read between the lines... a talent that had paid off for both of us over the years. Hes been indispensable to me.

Vickie Abrahamson is a really good friend, the co-publisher of a top-notch trend newsletter, and one of those people who can make a shiny apple a little brighter. I like to think of her as Ideas, Inc.

This is my fifth book... each one represented by my agent and close friend, Jonathon Lazear of The Lazear Agency. He is the best. And a snappy dresser, too.

Christi Cardenas, Jonathon Lazears associate, has always been on the ball, and I thank her.

Judy Olausens photographs hang in some of the best museums, homes, and corporate offices in the world. With good reason. She can even make me look good.

Thom Sandberg of Kenyon Consortium designed the cover. The title I gave the book baffled me in terms of how we could convey the idea. But it didnt bother ThomHe went right to it and designed what I believe is one of the better jackets around.

Ken Blanchard is a household name. But in my household, Im proud to say hes also known as a close friend. Thanks to you, Ken, for all your inspiration.

Rabbi Joseph Edelheita man of enormous integritywas kind enough to read each draft and give me his thoughts. Many thanks to him.

Francie Paper is one of the quickest wits anywhereshes candid, smart as a whip, and when you ask her opinion, you really get it. But its always valuable, pithy, and to the point.

Rick Frischman and David Hahn of Planned Television Arts are the best public relations people around. Theyre not cheap, but as the saying goes, you get what you pay for.

Leona Nevler, senior vice president of Ballantine Publishing Group, is my editor, but has been my friend since she published my first book, Swim with the Sharks in paperback. She always comes through when I need her.

Kim Hovey, publicity director of The Ballantine Books Group, is a real pro. We go way back to other successes.

Lisa Queen, vice president of William Morrow, my first publisher (Swim with the Sharks) has become a trusted friend. I thank her for her wisdom, given unselfishly, by reading each successive book and giving me her feedback. Note to her boss at William Morrow: She did this on her own time.

Although editorial enhancement and other changes have been made in terms of contour in the pieces within, grateful acknowledgment is made to United Feature Syndicate which distributes my columns to various newspapers.

Jim Ryan, president of Carlson Marketing Group, is not only a marketing genius, but he helped me decide what belonged on the cutting room floor.

Lloyd Sigel of Lloyds Food Products is my retail guru and always keeps me honest when writing about the industry.

Mary Anne Bailey provided a sharp eye while reading Pushing the Envelope in its various stages. Many thanks to her.

Linda Ferraro, my loyal and trustworthy secretary, has put up with me at Mackay Envelope through five books. My thanks for her dedication, good nature, and great disposition.

And finally, ever since I said I do back in 1960, my wife, Carol Ann, has continued to astonish me with her knowledge, creativity, vision, resourcefulness, and blockbuster ideas. I still cant believe how fortunate Ive been these past 38 years.

How lucky can one guy get?

AUTHORS NOTE

Because I write anecdotally, and utilize real-life situations in all of my work, I feel that using gender-specific language lends authenticity to each chapter. Obviously, the message in each of these pieces is not aimed solely at a male or female reader. Have fun with what Im offering hereand learn from the experiences of both genders along the way.

INTRODUCTION

When youre pushing the envelope, youre looking to maximize your advantage. Youre looking for the edge... the angle... the window.

Its there.

Every business has its tricks of the trade.

Its well known that casinos dont have windows or clocks because casino operators dont want their customers to have distractions or to keep track of time. The fewer the distractions, the longer the player plays, the greater the opportunity for the casinos vig to grind the player down.

Its also common knowledge that hotels have full-length mirrors near the elevators so the guests can admire themselves and not notice the wait caused by the lack of elevators. Mirrors are cheaper than elevators. Thats the hotels edge.

Some tricks of the trade are not as widely known, maybe because theyre not called tricks of the trade.