Wednesday, August 22, 2012

Greensboro Group Planning TEDx Conference

Following in the footsteps of Wake Forest University, Greensboro is preparing to host an upcoming TEDx conference.

TED is an acronym that stands for Technology, Entertainment and Design

Skip Moore, the president of the Weaver Foundation and a member of Action Greensboro, is reportedly behind the event, according to an online report from the Triad Business Journal. Moore's group is still exploring topics, which will help them sort through presentations. 

The article said that the event will likely take place in late March or early April, and will likely be held in downtown Greensboro.

Wake Forest hosted a TEDx event in February, called TEDxWakeForestU, after chemistry student Lucy Lan organized the forum. Attendees heard presentations from Anthony Attala, the director of the Wake Forest University Institute for Regenerative Medicine, and Don deBethizy, the former CEO of Targacept.

Thursday, August 2, 2012

Indoor Trout Fishing Could Be U.S. First

We recently posted about an event this Friday where Campus Recreation will stock the pool at Reynolds Gym with rainbow trout, allowing people to fish for $15/person.

The posting quickly - and easily - became the most read item we have ever posted on this site.

So we reached out to Jessica Finnerty, the assistant director of campus recreation who oversees aquatics, to find out more about this unique event.

"This is something I thought of a few years ago but have finally been able to pull off," Finnerty wrote in an email sent Thursday. "As far as I can tell, this will be the first trout fishing even the U.S. in an indoor pool."

Finnerty added that she has roughly 90 people registered to fish for about 130 trout that will be added to the pool. How many of our readers are signed up to compete? We'd love to hear from you after the event wraps up by posting in our comment section below this post.

Tuesday, July 31, 2012

Blog Review: RUNNERSAPIEN

Wake Forest University has many active bloggers among its students and alumni. From time to time, we like to identify a noteworthy blog. If you have an interesting blog, or know someone else who does, please let us know via the comment section below.

Given the Summer Olympics going on now, our featured blog involves MBA (and competitive runner) Molly Nunn.

*****

RUNNERSAPIEN is a blog by Molly Nunn, who was both an undergrad and an MBA grad from Wake Forest. In the past, she has used her blog to chronicle her passion for running and her pursuit of an MBA in the Working Professionals program.

The best thing about the blog is that it is conversational and well-written, reflecting the author's English major and unique outlook on life. In addition to great posts, Molly has a column highlighting some of her favorite song lyrics!

There is an inspirational element steeped in her business school education. Here is a great example that would make Dean Reinemund proud, given the topic:

Passion never leaves, it pauses; we pause it. Sometimes, I think that this is necessary or just happens due to life's circumstances be it family, jobs, friends, et. al. It is recognizing when I have paused on purpose that I must step back and recognize why I'm walking around feeling discontent - and then make the needed adjustments. The funny part about all of this is that it is usually the smallest changes that are catalysts for big time results!

And another example following May's graduation ceremony:

This night filled me with overwhelming memories of the past several years up until now. There was much that was accomplished in this time period and I've gained the tools needed to move steadily forward. In gaining a new skill set and learning lessons, some fun - others very difficult, there are things and people to be left behind. ... I can only speak for myself because ultimately I am the one responsible for how, when, and whether or not I use the tools and knowledge that I have. It's a simple business decision made from a cost-benefit analysis.

These are just a few examples of the writing style. Molly also has a great eye for photography, so you will also see some terrific photos on her site.

Saturday, July 28, 2012

KeyCorp CEO Mooney Discusses Gender and the C-Suite


“I’m going to go to my job this morning, and I’m standing a little taller and I am walking a little prouder because a woman will lead us.”

*****

Photo courtesy of Cleveland.com
Beth Mooney, the first chief executive of a top 20 U.S. bank, read the text above with great pride during her speech last week at an event hosted by Beta Gamma Sigma. Mooney received the email from a female employee at KeyCorp shortly after she became the Cleveland company's chairman and CEO in May 2011. 

The encouraging letter also underscored the historic importance of Mooney's appointment to lead the large regional banking company. 

"It was a comment like that that made me realize that it was a unique opportunity for our company to have a woman CEO, but it was unique for women in general,” she told attendees in a speech built around diversity and inclusion. “And it is important to me that I approach this with a sense of obligation to do this well. There is an extra responsibility in being the first and I want you to know that I actually feel that sense of responsibility every day.”

The speech seemed more timely given the recent news that Yahoo! had hired Marissa Mayer, a former Google executive as its CEO. Mayer then topped the news by announcing on Twitter that she is pregnant.

Mooney made it clear that women are poised to make more breakthroughs in the corporate world as businesses realize their success or failure hinges on the strength of the individual CEO, regardless of whether that leader is a man or a woman. “Gender doesn’t matter when it comes to delivering results,” she said.

“I do feel the leadership should be carried out by people who are the right people for the task at hand,” Mooney said. “As we move forward I have little doubt that more and more of them will be female and that they will be diverse. And that will be better because it will reflect the broader population. For a while, at least, I think a diverse leader will be something of an event. But the day will come, and it will be a great day, when it isn’t.”

Mooney also shared advice to attendees (more than 90 in person and 600 or so via a Webcast) about leadership. She touted the importance of having a “pit crew,” or a group of people with diverse backgrounds to share knowledge. “Always practice continuous learning, particularly with those who can help you see yourself more clearly and will … challenge you to grow,” she said.

“I have become a role model, and I take that obligation very seriously,” Mooney added. “Every day … people are watching what I do and listening to what I say. As leaders, we should never underestimate that how we conduct ourselves, how we extend ourselves and how we reward people matters mightily.”

In conclusion, Mooney gave her philosophy for leadership, boiling it down into five simple principles:
  • Always be your best. I believe you’ll be able to look back with pride instead of regret.
  • Be of service. Your community needs your gifts just as much as your career does.
  • Be grateful. Not being grateful will turn us bitter and old before our time. On the other hand, I believe gratitude gives us dignity and grace.
  • Remember to thank those who helped you along the way. Don’t wait to let them know how much they’ve meant to you.
  • As a leader, be conscious of your legacy. To do this, start with the end in mind and craft the journey to that end.
Beta Gamma Sigma is planning to post video of Mooney’s presentation. It is well worth allocating the time to watch. She also answered several questions about the banking industry, and a write up of her responses can be found here.

Friday, July 27, 2012

Trout Fishing in Reynolds Gym Pool

That headline is not a joke.

Campus Recreation at Wake Forest University will hold its first trout-fishing event in the Reynolds Gym Pool on Aug. 3 at 5 pm. The group will stock rainbow trout (about 13-14 inches long) in the pool for people to catch, gut, fry and eat.

“We will have experts in all areas, so if you are not sure how to do any of them this is your chance to learn,” Jessica Finnerty, assistant director of campus recreation, aquatics, said in a press release.

Tickets are $10 before July 27 and $15 after. You can register online at this link, or you can register in the pool office (118 Reynolds Gym). A ticket guarantees you one rainbow trout. The event is open to anyone. Those 15 or younger will need to be on deck with an adult. The top five rows of the bleachers will be open for observation.

Frequently asked questions:
  • No, fish can not live in chlorine. Chemicals will be turned off  48 hours in advance, and hose water and ice will be added.
  • The pool’s annual draining and cleaning will be immediately after this event.
  • Fishing poles and bait will be provided, but ticket-holders can bring their own poles. Fly fishing, anyone?
  • Fishing will only be in the deep well.
  • The trout are coming from a farm in Virginia.
  • Only six people will be allowed to fish at one time.
  • You can skip any station you want (example: take your trout to the gutting station and not participate)
  • If you want to take your trout home to grill after it has been caught and gutted, that is fine.
Other questions? Contact Finnerty at finnerjm@wfu.edu or 758-3490.

Tuesday, July 17, 2012

Charlie Sheen Exposes Twitter's Weakness


The Face of Winning
Charlie Sheen has quit Twitter, taking with him the mantra of #winning and concepts such as tiger blood and trolls out to sabotage his career. Indeed, TV’s favorite train wreck had peaked months ago, but his sudden rise and departure from the social utility highlight a key Achilles heel for the site and for most other types of social media.

Sheen joined Twitter in March 2011, at a point where his personal and professional lives were in complete and total disarray. People ate up the online soap opera. By the time he decided to quit Twitter 16 months later, Sheen had amassed nearly 8 million followers, including 157,000 within the first two hours after his initial tweet. Amazing!

But it also shows you just how easy it is to join and leave sites like Twitter. Sheen isn’t alone. Alec Baldwin has quit and rejoined the site. (Remember Baldwin's Words With Friends airline incident?). You can also add John Mayer, Miley Cyrus and James Franco to the list. (Franco quit after just a few weeks.) For many, 140-characters of chaos brought followers, but it also led to sudden disappearances from the online world.

Editor's note: Sheen has since rejoined Twitter, further showing how easy it is to float in and out of the platform.

These celebrities all expose the great weakness of many social media sites. Low switching costs and an inability to create the so-called sticky relationships necessary to retain customers, drive revenue and produce sustainable growth. It costs nothing to set up an account. The only cost of quitting involves finding new ways to communicate with others, and there are plenty of ways to do that through social media.

Certainly, there are a high percentage of people who joined Twitter just to follow Sheen's late night rants about goddesses, Adonis DNA and warlocks. (Remember his social media intern promotion?) If just 5% of his followers were there just for him, then Sheen's departure could lead to the exodus of  400,000 Twitter users. I don't have data for this, though it seems in the realm of possibility.

Facebook, for now, has been able to create traction. There are games and communities that you will lose if you leave, but even the social media juggernaut has yet to provide a perfect value proposition to its users. (And the jury is still out on whether advertisers are actually benefiting from posting on the social utility.)

The FB isn’t helping its cause. The site recently scored 61 out of 100 on a satisfaction scale released Monday as part of the American Customer Satisfaction Index E-Business Report, which is produced in conjunction with ForeSee, an analytics firm. It was the largest decline of the 230 companies rated in the survey.

Such concerns make it so much easier for someone to try something new. It doesn’t take long for people to switch, triggering a downward spiral for a site’s popularity. Remember Digg? Betaworks just paid a paltry $500,000 for the site, just a few years removed from being lauded as a rising star in the tech world that was reportedly courted by Google and others.

NewsCorp can relate, selling MySpace for $35 million after paying $580 million for the site just six years earlier. Fame is fleeting. People are fickle. You have to not only bring them in, but also find ways of keeping them engaged. 

That, Sheen might say, is the true key to #winning.

Thursday, July 12, 2012

Blog Profile: The Millennial Voice

There are a number of Wake Forest University Schools of Business students and alumni who blog. We'd like to highlight some of those individuals in coming weeks. If you blog, or know someone who does, please post the link(s) in the comment section at the end of this post.

My Photo
Bobbie Shrivastav
Bobbie Shrivastav graduated from the Evening MBA program last year. She used to contribute to the student-run blog and apparently wanted to keep writing. She oversees The Millennial Voice, where she focuses on issues that are important to aspiring executives who are 30 and younger, while also looking reflectively at her own career and interest in Project Management.

Her latest post, which you can read here, recaps and summarizes a presentation that Richard Morreale gave to PMI Triad gathering last month. Morreale discusses what it takes to be on the top of the project management profession.

Monday, July 9, 2012

Duke Energy Has a Lot of Explaining to Do

Duke Energy could have given Bill Johnson at least enough time to warm the seat in his new corner office in Charlotte. Instead, the utility giant has chosen a path that will lead many to question its credibility, integrity and trustworthiness.

Early in my journalism career, a mentor told me that credibility is the most precious thing you can cultivate ... and destroy. "It is very easy to destroy your credibility," he would say. "It sometimes takes a lifetime to earn it back."

Duke CEO Rogers
I expect the same can be said of Duke and CEO Jim Rogers, who has been recognized for his advocacy for Corporate America. Duke has a lot of explaining to do: to the Progress directors who voted for the merger, to shareholders who endorsed it and to regulators who (eventually) blessed it.

They aren't the only ones who want answers. Roy Cooper, the attorney general for North Carolina, is investigating the swerve, and the North Carolina Utilities Commission will question Rogers at a public hearing tomorrow. The lead director of Progress has already called foul, stating that the merger would have never taken place if this coup had been foreseen.

There is an interesting passage in the Wall Street Journal article. "The swap also undid what had been for Progress one of the central inducements to discussing and completing a deal. According to securities filings, Mr. Rogers told Mr. Johnson at their first meeting to discuss the merger in July 2010 that he would be willing to step aside as CEO, and Progress's board saw that concession as crucial."

Ouch. Sounds sneaky and deceptive to me. And now thousands of former Progress employees get to work for this guy? Good thing for Duke that the economy is behaving so poorly. Otherwise, there should be scores of resumes spread throughout Raleigh, where Progress was headquartered.

These types of coups are to be expected. You cannot expect two CEOs, along with the prerequisite egos, to share power. But you usually go through the dog and pony show of collaboration for six months to a year. To pull the trigger a mere 24 hours after the deal's completion makes a mockery of the approval process. It laughs in the face of transparency and disclosure.

What it says to me is that this deal should have never gone through. It screams out that people will have to keep a close eye on Duke for another five to 10 years at least. Regulators, that pressure falls on you. Someone in Raleigh ought to be calling Rogers weekly, and they should rev up oversight the minute he contradicts himself. No mulligans here.

Don't get me wrong. I'm not shedding any tears for Johnson, who reportedly walks away with a sweet $44 million exit package. Not bad pay for a day's work, but it also highlights the idiocy of these packages. Think about it ... Duke was willing to pay $44 million to close this deal and immediately put its CEO back in the corner office. That should make shareholders cringe.

The only cost savings I can see comes from interior design. I hope Johnson didn't renovate his new office. He sure didn't have enough time to enjoy it.

Still, the biggest cost is Duke's credibility. I wonder how long it will take for the company to get it back

Thursday, July 5, 2012

Sponsors Saved Annual Fireworks

By all accounts, the annual fireworks at Tanglewood Park were a success. And the big winners were the three companies that stepped in at the eleventh hour to rescue to the annual 4th of July celebration outside Winston-Salem.

Forsyth County officials had forecast an attendance of 8,000 people. The event featured fireworks by Hale Artificier Fireworks Inc. And it wouldn't have been possible without Winston-Salem Federal Credit Union, Piedmont Advantage Credit Union and the Winston-Salem Journal.

All three had good reason to step up with a $5,000 donation each. The credit unions are in the midst of a big push to capitalize on ill will toward banks. The newspaper, as part of Media General, is being acquired by Warren Buffet's Berkshire Hathaway and has good reason to show it prioritizes its local community.

"Warren Buffett and our new ownership expect us to further increase our community involvement," Jeffrey Green, the newspaper's president and publisher, said in an article. "When I read ... that the fireworks were being cancelled I immediately felt like we had to help and contacted the county."

Forsyth County had actually cancelled the event just weeks before it was set to take place, attributing its decision to a lack of funding. For a reasonable amount, three willing sponsors get to claim that they saved an annual tradition.

And it likely helped boost the event's attendance. Normally, the county spends $10,000 on the event with an attendance of up to 4,000. County officials stated that the extra investment would help them boost attendance.

Hopefully, the 8,000 people who attended the event will remember the companies that salvaged the event.

See the fireworks below:

Saturday, June 30, 2012

Twitter Dumps LinkedIn ... What's Next?

Breaking up is hard to do. It can either wreck the individuals, or allow them to find themselves.

It will be curious to see how the subtle break up between Twitter and LinkedIn will play out. This weekend, LinkedIn divulged via an email to its participants that it will no longer distribute tweets. The move is apparently intended to comply with a new Twitter policy prohibiting third-parties from using its content in a way that mirrors the mini-blog website.

What does this mean? In a way, this could allow both participants in this social utility breakup to move on, find themselves and succeed separate from the other site.

For Twitter, it appears to be an attempt to exercise its emerging clout and take more control over its content. To be correct, it is asserting more control over the content created by its users. It is a gutsy move, but apparently one that Twitter believes is necessary. Twitter is no Facebook. It is not LinkedIn. Twitter has nothing if it loses its user content.

I personally like LinkedIn's position post-breakup. This view isn't shared by everyone, some of which are critical of the site's decision to let its users' posts flow through to Twitter.(Users have to click a button to do so.)
"That's a nice supplement, but not many people use LinkedIn to share or take in content," That means most people won't even notice this change, and the ones who do are going to be left with fewer reasons to come back to LinkedIn."








must "continue to emphasize its strength -  being the premier source of online social business connections." But it certainly can foster this open relationship as it looks to forge a strategy to get its user to post more on its site.

Only time will tell who benefits from this breakup. I am eagerly awaiting the results.

Tuesday, June 26, 2012

Allison Preps First Book, Leaving Professor Post

John Allison could be the busiest individual in Winston-Salem.

The Financial Crisis and the Free Market Cure:  Why Pure Capitalism is the World Economy’s Only Hope
Photo: Amazon.com
Yesterday, it was announced that he would become the president and CEO of the Cato Institute. In today's online version of American Banker, Allison discusses his new book and discloses his intention to step down as a professor at the Wake Forest University Schools of Business in September when he joins the libertarian think tank. (He hopes to remain on the board of visitors.)

“Hopefully, I have eliminated some of the confusion" about the 2008 financial crisis, Allison tells American Banker.

The crisis led the Bush administration to intervene with the Troubled Asset Relief Program which infused billions of dollars into the banking system. Allison has always raised objections to the program, saying that his bank was forced to participate.

“I also hope to impact the debate during the presidential election," he tells American Banker. "Everything we’ve done since the crisis has hurt us in the long term. … I’m not interested in politics but I am interested in the policies.”

According to Amazon.com, McGraw-Hill will release the 320-page book on Sept. 25. The site summarizes the work as: "One of the biggest voices for economic and banking policy reform - with support from the Ayn Rand Institute - argues that extreme free market capitalism is the only hope for building back our economy." The presale price is $21.15.


Monday, June 25, 2012

John Allison to Lead the Cato Institute

John Allison, the former CEO of BB&T and a professor in the Wake Forest University Schools of Business, will become the CEO of the Cato Institute in September. It makes sense that he would be tapped to lead one of the nation's most prominent Libertarian think tanks. Below are highlights from the release:

*****

The Cato Institute and its shareholders have reached an agreement in principle that would resolve pending lawsuits filed by Charles Koch and David Koch against Cato, its CEO, and several of its directors.

Under terms of the agreement, Cato will no longer be a stockholder corporation and John Allison (the former CEO of BB&T) will be replacing Ed Crane, who will be retiring as Cato's CEO. That represents a compromise by which both sides will achieve key objectives.

The Cato Institute will be governed by members rather than shareholders. The members will be the directors of the Institute and will elect their own successors. Initially, the Board will include 12 long-term Cato directors, including David Koch. They will be joined by three other Koch designees and Allison, who has the option to nominate one or two additional directors. Charles Koch, Crane, and Washburn will not be on the Board.

Crane, who co-founded the Institute with Charles Koch and served as its CEO for 35 years, will retire within six months. He will be succeeded by Allison, an expert on political philosophy and public policy and a revered libertarian, admired and respected by the Kochs and the Cato Board. Crane will work with Allison during the transition period and then serve as a consultant on fundraising and other matters.

Allison said he was "happy to assist in resolving the pending litigation and related issues," and affirmed that his goal is "to sustain Cato's efforts at moving the country toward a freer and more prosperous society."

Here is audio of an interview Allison recently did with the Cato Institute:

Monday, June 18, 2012

Remembering Medlin

“My involvement with Wake Forest comes because I try to be a caring person, and put something back into the society that has been generous and kind to me.”

Photo: Charlotte Business Journal
John Medlin, a former chairman and CEO of Wachovia Corp. and a life trustee of Wake Forest University, recently passed away unexpectedly. He was 78.

Medlin served four terms on the university’s board of trustees and was one of three chairs of Heritage & Promise: The Campaign for Wake Forest in the 1990s. He was honored in 1990 with an honorary doctor of laws degree. Eight years ago, he was elected to serve as a life trustee.
 
We decided to assemble the highlights of recent quotes and articles honoring Medlin, both as a banker and as a benefactor to the university. He will be greatly missed.


*****

“John was a true friend of Wake Forest and provided tremendous leadership as a trustee, Chair of the Board, and as a life trustee. I will miss his wise counsel and his friendship.”

~ Wake Forest University President Nathan Hatch 

"There are many reasons why Medlin's counsel remained so widely prized. He was a courtly and precise decision maker. He was a voracious reader of economic information, current events and military history. ... Mostly, though, he retained what his chosen industry has sadly lost in recent years - unchallenged integrity and trust based on his storied banking credentials."

~ Justin Catanoso, former executive editor, The Business Journal (Triad)

"This is a sad day for North Carolina, as well as Winston-Salem, Wachovia and me. Not only was John a legendary banker and an icon in the business community, but he represented the heart and soul of our company for many of us who grew up with Wachovia. "

~ Stan Kelly, Carolinas regional president at Wells Fargo & Co.


Read more here: http://www.charlotteobserver.com/2012/06/08/3299745/john-medlin-wachovias-fourth-ceo.html#storylink=
“He had such an incredible mind for banking. He understood demographics. He understood economics. He understood banking fundamentals. He literally pioneered relationship banking and risk management in the industry.”
 ~ Jim Cherry, CEO, Park Sterling Corp.

Read more here: http://www.charlotteobserver.com/2012/06/08/3299745/john-medlin-wachovias-fourth-ceo.html#storylink=cpy

"Within the banking industry he was known for perpetuating the 'Wachovia Way,' which included principles for customer care and tight financial controls that helped a steady rate of growth in profits, even during downturns."
~ Wall Street Journal obituary

Tuesday, June 12, 2012

Negotiation Tips From a Garage Sale King

I just found a Q&A from U.S. News and World Report with Aaron LaPedis, the so-called "garage sale millionaire" who writes a monthly column for the Denver Post. You can click here to read the entire article, but I found his comments on negotiation at a garage sale interesting. I'm including that section below.


What are your strategies for pricing items?

I believe getting the other person talking starts to bring down the barriers. So anything under $15, I don't believe in pricing it. If there's no price, they're going to ask, "How much is this item?" and your follow-up would be, "What are you willing to pay for it?" They will come back to you with an amount of money and that's where you can start negotiating.

A lot times when you don't price items, you may get more than what you were hoping for, but this way, guaranteed, it will trigger a conversation between you and the buyer. Most of everybody's yard-sale stuff is under $15, so it's usually time-consuming to price all those little things. Now, if you have items above $15 to $20, you want to price it because people will offer you a lot less than what you're going to want.

Thursday, May 31, 2012

An Empty Glass: How to Lose a Customer in 5 Minutes

Earlier today, I posted a blog detailing how a Yadkin Valley winery, faced with a negative customer experience, proactively addressed the issue and won a lifelong advocate. 

Not all companies know how to do this. In fact, some of the best lessons in customer service come from observing what not to do. I struggled writing his blog, trying to make it less of a rant and more of an instructive guide.



*****



A comedy of errors caused me to miss this year’s North Carolina Wine Festival. Suboptimal customer service from representatives for the event’s organizer assured that I will never attempt to attend the festival again.

We don’t live terribly far from Tanglewood Park in Clemmons, so I decided about a week before the festival  to pay $40 for two tickets. After completing the purchase, I got a notice that I would receive an email confirmation which I assumed would serve as my ticket. That confirmation never arrived and, to make matters worse, I mistakenly thought it was a Sunday event. So we showed up 24 hours too late.

No worries, I thought. I will just call Curtis Media, the event’s organizer, explain what happened and get a refund since they never sent the promised follow up communication. I was wrong. The woman who answered the phone made several big missteps from the perspective of customer service.

·         Zero empathy. She repeatedly found ways to put 100% of the blame on me. Granted, I was ultimately responsible for confusing the date, but there were some clear errors in the online ordering. An upset customer, on a very basic level, just wants to feel heard.

·         They never offeredto look into the problem. Just making that offer would have at least made me feel as though Curtis Media was proactive and interested in making improvements to benefit others. (Sanders Ridge, as you may recall, did look into the problem we had, thanking me for helping them identify it.)

·         An argumentative approach is frustrating. At one point, she defaulted to saying no refund. Such rigidity poisons the customer experience. There was no attempt at compromise or to find a middle ground. It was a zero sum game for her – over $40.

·         I had to ask to speak to the general manager. One way to make someone feel heard is to give them an opportunity to speak to “the boss.” I had to ask for that. She told me that the GM would be unwilling to work with me, and she was right. Three days have passed and he has yet to return my voice mail message.

It is interesting to look at the math. The event boasts that it draws 250,000 people, bringing in roughly $5 million on presale tickets alone. So refunding my $40 would have cut into that revenue line by a percentage so low it isn’t worth trying to calculate. Then again, when you have that many people attending, maybe you can afford to upset dozens with poor customer service.

The unfortunate thing about this experience is that the wine festival brought in at least 30 wineries, and I am willing to bet that most, if not all, of them would have given me better customer service under the same circumstances. (In fact, Sanders Ridge was among the wineries at the event.) Since many are not close to Winston-Salem, it is unlikely that I will visit them any time soon. I definitely will not see them at the next NC Wine Festival.

In Vino Veritas: Wine and the Customer Experience


As translated, the Latin saying goes: in wine there is truth. Wine also serves as the inspiration for today’s blogs, looking at how important it is to provide potential customers with a unique experience built around exceptional service. 

These blogs will focus on both positive and negative customer experiences. In one instance, an employee’s quick thinking led to a salvaged relationship and a nice boost in a company's bottom line. The other, unfortunately, will cost a company more money than it gained.


*****


You hear in business school about the importance of reacting quickly to remedy customer concerns; how word of a bad experience travels faster than a positive one. While that adage usually rings true, I have also seen instances where an exceptional experience has delivered substantial benefits to an attentive and proactive business owner. 

This morning, I’ll start with the positive experience. A few months ago, my significant other and I were ambling around the Yadkin Valley, stopping at wineries trying to find a new red wine. Nearing the end of the day we saw a sign for Sanders Ridge Vineyard and Winery and, on impulse, decided to drive a bit out of our way to check it out. We pulled into the drive, walked by some friendly folks in front of the cabin and went to the bar to request a tasting.

Entrance to Sanders Ridge
Just as someone was getting ready to pour, a manager told us that the winery was hosting a wedding. There were no more tastings. There were no signs and no warnings to alert us beforehand, leaving us to walk back through the phalanx of smiling “greeters,” get in our car and drive home disappointed.

Unfortunate, eh? Not so fast. This is where the winery turned a negative experience into a positive one. I emailed them the next day to express my frustration. Within a half hour, I had a response, apologizing for the confusion and offering me a gift card for two free tastings if we gave Sanders Ridge a second try.

Jennifer thanked me for alerting her to the issue – the winery had not placed a private party sign at the entrance – and she directed me to the Sanders Ridge website to look at their upcoming events and restaurant menu. We accepted her offer and returned a few weeks later.

This allowed the winery to fully win us over. During our second trip, the owner was there, telling us stories about building the cabin, wine making, and more. He was unaware of our first experience – it wasn't something we wanted to advertise – validating the sincerity of his conversational state.

We also discovered that Sanders Ridge offers bird watching(a favorite hobby for my significant other), zip lines, and a nice restaurant. They are working quite hard to offer customers a wide range of memorable experiences, and we wouldn’t have known about any of them if my email went ignored. My significant other turned to me as we left last weekend and said, “I think I’ve found my new favorite winery!”

Empowering employees to make those types of customer service decisions can be critical to maximizing revenue and income. We found a new favorite wine – Sweet Kate – and we have since bought several bottles, exposed our friends to their wines and made a return trip. And it was all because of the responsiveness of one employee.

I feel so good telling this story, which makes it difficult to discuss the negative customer experience. Let’s take some time to absorb the positive vibes; I will return to the blog later today to assess the suboptimal experience. And yes, it also involves wine!

Thursday, May 24, 2012

Advice for Future MBA Students


By PAUL DAVIS (Wake Forest University, MBA ’11)
I was at my weekly trivia night at a local bar when I was stopped by another young professional who is set to enter an evening MBA program that I just completed. Conversation initially focused on classes, professors and academic expectations, but he then asked a very simple question: On a scale of 1 to 10 … was it worth all the stress and upheaval to earn the MBA?
Admittedly, I was taken aback and gave a short answer, rating my experience a seven or eight. I gave some lip service to the fact that I was better positioned now from a career perspective, which made up for the turmoil and sacrifice of the past two years. But I really slightly him with my response.
In totality, one should split the scoring up. Five of the 10 points, I believe, are in the hands of the school. The professors they hire, the way the curriculum is set up, the activities that are available … all of those things really make up half of the experience and deliver half of the ultimate reward and accomplishment. The remaining five points are really up to the MBA candidate. You alone are responsible for choosing electives, joining clubs/organizations, reading the books and cases, etc. You can choose to fully immerse yourself in the experience, or take the easy way and do just enough to pass the classes and get the degree.
So, what I should have told him was that I rated the school at a four. There were some shortcomings, but in the end I felt as thought I had gleaned immeasurable knowledge from the program. I rate myself a four … knowing that there were opportunities missed, networking that was overlooked and books that were never fully read and absorbed. Knowing this now will help each of you as you prepare to get all you can from your program.

The SEC's Unfriendly View of Social Media

This is the first half of a two-part series looking at how the Securities and Exchange Commission is (over)reacting to the popularity of social media. The first piece looks at how the SEC wants to treat sites such as Facebook. Part two will assess what SEC-regulated advisory firms can do to appease the agency … and how those firms are also overreacting.

*****

If you value your privacy, you probably shouldn’t work for a registered investment adviser (RIA) or any advisory firm regulated by the Securities and Exchange Commission.
Earlier this year, the SEC completed a review of how registered investment advisers use social media, and based on an alert issued by the agency, two things seem clear. First, the SEC still has a long way to go before it can claim to be an expert on social media. Secondly, the agency plans to compensate for its incomplete understanding of the medium by pushing RIAs to clamp down on how their advisors utilize forums such as Facebook.
The SEC doesn’t mince words – it distrusts social media. So what does the agency plan to do about it? They overreact, as they often do, by requiring RIAs to “adopt, and periodically review the effectiveness of policies and procedures regarding social media in the face of rapidly changing technology.” The SEC is passing the buck to the RIAs, making them responsible for policing social media use without giving then any guidance on how to do it.
Well, sort of. The agency does provide a laundry list of things it thinks RIAs should zero in on: usage guidelines, content standards, monitoring, etc. The SEC provides much verbiage, but little guidance, on the problems it sees in social media. The SEC in many aspects is guilty of a “lack of specificity” that “may cause confusion” to RIAs.
I highlight this verbiage, since it is also how the SEC chose to describe existing social media policies at RIAs. The SEC is greatly concerned about so-called testimonials, or a “statement of a client’s experience” or endorsements. The SEC really pays attention when an endorsement is disbursed to 40 or more people. It seems that the agency is critical of RIAs that choose to use social media for things such as touting a pleasant customer experience. It could violate securities rules.
To make matters worse, the SEC has decided to strike fear in the hearts of RIAs, including talk of violating the Advisors Act Rule, without providing meaningful guidance. What is an RIA to do? We’ll take a look at that in our next column.

Employer or Voyeur? Social Media in the Workplace

This is the second half of a two-part series looking at how registered investment advisers and other firms are responding to vague SEC criticism of social media. Read the first half of the series by clicking here.

*****

The SEC clearly does not like social media, particularly Facebook. So what is an RIA to do? The only thing it can do – panic.
I know of many instances where a firm says, “Let’s just ban social media altogether.” Some are demanding passwords from prospects and employees. Then there are some firms that think the clever approach is to let the employees have Facebook but require them to “friend” the chief compliance officer so he/she can monitor activity. That’s not going to go over well with the rank and file.
There is no way to comprehensively police social media. In many ways it is like policing insider trading. If someone is hell bent on doing something unethical, they will find a way around an irrational policy firewall. In reality, the policy is merely an attempt by a firm to limit its own liability. They must produce a piece of paper – though more than likely it is a five-inch thick binder – to show the SEC that they take the situation seriously. The goal is to essentially limit or eliminate any claims that the firm was complacent or negligent in its oversight.
I can understand that approach to a degree. But firms are overreacting by infringing on people’s privacy. It makes me think of a drowsy driver who suddenly finds his car veering off the highway. We are taught in driver’s education that the smart thing to do is to tap the brakes and slowly maneuver the car back onto the road. But human nature often leads the driver to yank the wheel and forcefully over steer the car, often with fatal consequences. This is how RIAs are responding to the SEC’s criticism.
An unethical employee could care less about such policies, which only infringe on employees with integrity. From what I can tell, RIAs are over correcting, creating unenforceable policies that are arbitrary, invasive and ineffective. Brace yourselves for the PR nightmare to come.
RIAs should expect strong pushback from at least two groups. Employees will undoubtedly object to a clear invasion of their privacy, particularly since the mantra up until now has been to silo personal and profession dealings on social media. What would the consequences be if someone received a friend request from a compliance officer, and they ignored it? Can you imagine the headlines in the daily paper?

“Employee Fired For Refusing to ‘Friend’ Exec”

I’m not advocating that employees reject “friending” outright. Rather, I would suggest that employees comply by accepting such requests and turning the compliance officer into a Facebook Friend in Name Only (FFINO) by making full use of Facebook’s privacy settings. In fact, Facebook should consider a one-button option that relegates individuals to “employer” status with restricted access presets. That’s innovation reacting to a changing environment, eh?
Speaking of Facebook, the social media site is irate over this trend since it singles out the site out while ignoring other established and upstart social media platforms. Think about this: the SEC, without naming Facebook, still found a way to single out the company’s proprietary “like” button. An article from the Associated Press recently noted that would-be employers are also focusing on Facebook, by asking job applicants for their Facebook passwords.
In fact, Facebook is reminding employers that asking for passwords violates user privacy – and the website’s terms of use. In fact, it is unlawful for a company to ask a prospect about age, race, national origin, gender, religion, marital status and sexual orientation, all of which could be researched by tapping into someone’s Facebook account (either with a password or friending).
Employers are choosing to focus exclusively on Facebook. This is discriminatory and not in a way that would flatter the (for now) largest social media destination. There is the potential that employees, peeved by an employer’s invasive friend request, simply migrate over the Google+ or another site for personal interactions. There are quite a few employers out there – enough to drive a lot of people away from Facebook. At what point does Facebook say “enough is enough,” determining that such acts represent a threat to its long-term growth.
There are several social media sites that are more menacing to the SEC’s prohibition on testimonials. On Facebook, the audience is limited to a user’s friends and access can be restricted more with privacy settings.
In contrast:
  • Twitter allows a user to tweet and retweet to the masses.
  • Google+ is new, but growing, and the SEC ignores its potential reach.
  • Even Foursquare could be problematic because of the ability to “check in” to locations. If an adviser checks into a Starbucks for a latte … is that a testimonial? What about a night club? A diner? A Meineke Car Care Center?
I’m no legal scholar, but Facebook has a legal team that could mount an aggressive challenge to such arbitrary policies. Would-be employees could turn to the Equal Opportunity Employment Commission (EEOC) or the American Civil Liberties Union (ACLU) for help. The EEOC is already tackling the issue, determining that employers are violating certain laws when they get info from social media, even in instances where the employee relinquished a password. (It is interesting to note that the EEOC has been paying attention to social media for years, while the SEC seems resigned to playing catch up.) While a Constitutional right to privacy has historically applied to the federal government, discrimination via social media represents a juicy case to try and bring before the Supreme Court, particularly if accessing someone’s account reveals information on racial background, sexual orientation, etc.
I’m looking forward to the litigation. At least that how I see it playing out. Just remember that if I post a link to this blog on my Facebook page, please don’t “like” it. I wouldn’t want you to lose your job.

What I Learned From Watching 'Weeds'

The TV show Weeds will kick off its eighth season on Showtime in July. The show, about a widowed mother of two who turns to selling marijuana to make ends meet, has lost a bit of its edge since debuting in 2005. Still, the show has its moments, and there have been some great business school lessons embedded in several episodes.
Doubtful? In the season one finale, Nancy Botwin (played by Mary-Louise Parker) is getting ready to take her pot dealing business to the next level. She assembles a team of specialists, who are then assigned very specific operations. How about that for a lesson in Organizational Behavior, not to mention the concept of creating separate departments for key tasks ranging from R&D (Conrad), legal (Dean), accounting (Doug) and sales (Sanjay). There are profit centers, such as the grow house, and cost centers, such as Andy.
The grow house represents an evolution from selling pot to manufacturing it. Talk about vertical integration! Nancy and Conrad cut out suppliers by developing and producing their own strain of marijuana – the interestingly branded milfweed. They even “secure” a celebrity endorsement from Snoop Dogg (click here to view the scene).
Financial management also becomes a critical part of the storyline. Nancy constantly finds herself doing undesirable jobs because emergencies come up and she is short on cash. Having a reserve is critical to surviving difficult periods in a business venture.
Finally, it is important to know your customer and your competition. Often, Nancy is shafted by rival dealers, rogue agents, and even buyers. Nancy’s naivety dissipates more and more every time she is ripped off and cheated by those around her. It hardens her and makes her a more determined entrepreneur.
Establishing a strong brand is also important. The show’s initial theme song, though initially grating, is almost  as addictive as the show.

Business Lessons From Chuck E. Cheese


It’s hard to imagine learning about business at a place where the mascot is a goofy rat that wears a purple baseball cap and gives a thumbs up sign. But there I was, at Chuck E. Cheese’s, offering my daughter an occasional treat of skee-ball, hoops games and pizza.

Yes, this venue is the one with the mantra, “Where A Kid Can Be A Kid,” but I inadvertently found myself learning about the business end of this active playground.

I had just finished a game of street hoops (you can’t go to a place like this and not play the games) when I noticed that the machine was dispensing half as many tickets as it had in the past. I used to play this particular game repetitiously to help pad my daughter’s end-of-day ticket haul.

Thinking something was wrong with the machine, I mentioned the issue to the restaurant manager, a tall, lanky guy who looked like he had been overexposed to all the loud noises and flashing lights. His name might of been Kip, but that is irrelevant.

Anyway, “Kip” told me that there was nothing wrong with the machine. Sensing my interest in why the outpouring of tickets had been muted, he explained that Chuck E. Cheese insists on making on average 16.1 cents for every quarter played in one of its games. So you take the overall inflow of quarters and tokens and subtract the ticket payouts since those are redeemed for “valuable prizes” such as gummy lips and Whoopie cushions, what the company calls the “cost of entertainment and merchandise.”

Every few months, management reviews a print out of each machines input of tokens and output of tickets. Kip explained that there are certain machines, specifically games of chance like the machine that lets you try and push tokens down a chute, bring in tons of tokens (I believe he said $6,000 worth of tokens monthly).
In contrast, the street hoops game had gotten too generous, particularly when adults rack up big game after big game after big game. Management decided to tweak the output, reducing the ticket outflow in half and subsequently tempering my excitement for playing it.

Maybe they had this guy in mind when they made the adjustment. Well done!
 

Chuck E. Cheese’s was launched by Nolan Bushnell, who also founded Atari and Pong, in May 1977. The first Chuck E. Cheese’s was located on Winchester Boulevard, in San Jose, Calif. Today, the chain is owned by CEC Entertainment Inc. in Irving, Texas, trading on the New York Stock Exchange under the stock symbol CEC.

Last year, the company made $55 million off of $821 million in revenue. BTW: cost of entertainment and merchandise made up just 8% of revenue in 2011; most of the revenue comes from selling greasy pizzas and fountain drinks.

Golf Pros and Brand Management

Earlier this week, I had the opportunity to attend the pro-am at this year’s Wells Fargo Championship in Charlotte. The sun was out, the heat was high and most of golf’s biggest names were in attendance. It was an enjoyable day and time well spent.

I elected to hover around the 18th hole. Not only is it among the most difficult holes in the PGA Tour, but it also allowed me to watch how the pros handled the crowds that gather at the end of the course. Apparently, camping out near the 18th hole provides fans with the best opportunity to obtain autographs.

The experience allowed me to witness firsthand how individual golfers manage their brand, as determined by how they value their relationship with fans.

Phil Mickelson, for instance, demonstrated why he had broad appeal among golf fans. Lefty quietly told some of the course workers that he was willing to stick around after his round to sign items, as long as fans were respectful to each other. True to his work, he signed and signed and signed. It was a positive experience for virtually all in attendance.

Mickelson at the Wells Fargo Championship
There were other golfers who stood out. Jim Furyk and Robert Garrigus signed gloves and handed them to kids. Miguel Angel Carballo, an Argentine golfer who agreed to fill in when Anthony Kim withdrew from the pro-am, played around with children, flipping a coin to see who would get his gloves and extra balls.

Even phenom Rory McIlroy took the time to sign items and interact with the crowd.

All of these guys had a clear understanding that their actions and interactions impact their brand value, an intangible that goes above and beyond the purse they are all anxious to win this weekend.

In contrast, there were a number of golfers who just don’t get it. Or specifically, they don’t seem to care. It shouldn’t surprise that Tiger Woods would top the list. Granted, he still gets massive crowds of people wanted his signature, so many that it would have taken him hours to pledge his time in the same fashion as Mickelson. If anyone could benefit from such an investment, it would be Woods.

Instead, he put on his glasses, avoided eye contact and blazed through the phalanx of fans. He signed intermittently, then ducked into the clubhouse as quickly as he could. Trevor Immelman, the 2008 Masters champion, did the exact same thing. (Neither Woods or Immelman made the cut this year, saving either of them from having to wade through fans on Saturday and Sunday.)

The point? My takeaway was that there are tangible ways to value what you do, such as golf rankings, winnings, etc. But there are also intangibles such as fan appeal and reputation, which can over time be converted into more tangible benefits. Remember how many advertisers ditched Woods after his scandal? One has to wonder if those companies would have given him the benefit of the doubt if he had worked harder on relationship building as he built his storied career.

Mickelson is set to be enshrined into the World Golf Hall of Fame on Monday. Given his efforts to be a genuine human being, there are countless people who should be overjoyed to see him get to that place in his career. Lefty said at a press conference Wednesday that believes he has at least five more years of high-quality golf left in him. That’s good news for those who will continue to linger around the 18th hole waiting for him to finish numerous rounds in the future.