April 12, 2025 • 41 mins
Segment 1 with Dominick Miserandino starts at 0:00.
While the current President implements his "on again off again" tariffs, small businesses will still have to deal with the highest tariffs on imported goods in the last 80 years.
My first guest this week is Dominick Miserandino, CEO of Retail Tech Media Nexus who breaks down what the tariffs are, how they will affect consumers and what actions small businesses need to take.
Segment 2 with Neil Rogers starts at 20:50.
Can being a bartender really teach you to be better at sales and marketing?
Neil Rogers is an author, speaker, and business leader with over 37 years of experience in
marketing & sales, generating revenue and guiding clients through highly effective and result-
oriented marketing campaigns. He built his career & business leveraging both old-school and
new- school marketing & sales techniques. Neil shares the skills and tools learned during his
early working years as a bartender that led to his success as an entrepreneur and industry
leader in his book, "Bar Tips: Everything I Needed to Know in Sales I Learned Behind the Bar."
Become a supporter of this podcast: https://www.spreaker.com/podcast/the-small-business-radio-show--3306444/support.
While the current President implements his "on again off again" tariffs, small businesses will still have to deal with the highest tariffs on imported goods in the last 80 years.
My first guest this week is Dominick Miserandino, CEO of Retail Tech Media Nexus who breaks down what the tariffs are, how they will affect consumers and what actions small businesses need to take.
Segment 2 with Neil Rogers starts at 20:50.
Can being a bartender really teach you to be better at sales and marketing?
Neil Rogers is an author, speaker, and business leader with over 37 years of experience in
marketing & sales, generating revenue and guiding clients through highly effective and result-
oriented marketing campaigns. He built his career & business leveraging both old-school and
new- school marketing & sales techniques. Neil shares the skills and tools learned during his
early working years as a bartender that led to his success as an entrepreneur and industry
leader in his book, "Bar Tips: Everything I Needed to Know in Sales I Learned Behind the Bar."
Become a supporter of this podcast: https://www.spreaker.com/podcast/the-small-business-radio-show--3306444/support.
Mark as Played
Transcript
Episode Transcript
Available transcripts are automatically generated. Complete accuracy is not guaranteed.
Speaker 1 (00:04):
Get ready for all the craziness of small business. It's
exactly that craziness that makes it exciting and totally unbelievable.
Speaker 2 (00:11):
Small Business Radio is now on the air with your host,
Barry Moultz.
Speaker 3 (00:18):
Well, thanks for joining this week's radio show. Remember this
is the final word in small business. For those keeping track,
this is show number eight hundred and twenty nine. Well,
this past week Trump announced his tariff, So what does
it mean for small business? My guest is Dominic Misarondino.
He's the CEO of Retail Tech Media and Nexus. Dominic,
(00:41):
welcome to the show.
Speaker 2 (00:42):
Thanks so much for having me.
Speaker 3 (00:44):
So there's been a lot of news over this past
week about these large tariffs at Trump imposed on most
of the world. First explain to us, I guess what
a tariff is for a small business owner.
Speaker 4 (00:56):
Absolutely, tariff is what that small business own or pays
when they import a product from somewhere else. So if
you're sitting in Texas and you want to import maple syrup,
every time you buy that one dollar maple syrup, you're
going to be paying a percentage on top of that
to the US government for that maple syrup.
Speaker 3 (01:17):
So you pay the person inside the United States pays
the tariff, right, it's not the person sending it.
Speaker 4 (01:24):
Correct, the importer pays the tariff. And then the theory
is the import has to decide, now do they charge
for that dollar maple syrup?
Speaker 2 (01:33):
Let's use a rounding number.
Speaker 4 (01:34):
Example, do they charge the consumer the price plus the
tariff or do they eat the cost of the tariff?
And generally speaking, history shows they pass on the cost
of the tariff to the consumer.
Speaker 3 (01:48):
Right, because the small business owners, we're not in the
business of losing money. Is the idea or is what
I'm not trying to make sense of anything that Donald
Trump does, but is the idea that we're supposed to
source more things inside the United States that will now
be of lower cost.
Speaker 4 (02:04):
The idea becomes that, and tariffs do have that effect
at times. That said, it's how long that takes so
and is it possible? So, for example, coffee, no matter
what we do, you're not increasing coffee manufacturing in the
(02:26):
US except for Hawaii and Puerto Rico. Other things you
can do it too. Theoretically, maybe you're in Texas and
it's cheaper. But the problems on that mechanism is number one,
are you going to get the labor to do that.
So there are many cases where the labor cost outside
(02:47):
the US is so much cheaper and you cannot seem
to get somebody to do this in the States. And
number two, how long does it take? How long does
it take to build a car manufacturing plant? That could
take a few minutes. So each of those becomes the
real challenge.
Speaker 3 (03:09):
Now I downloaded the chart called reciprocal tariffs that the
White House presented yesterday, and it seems that their formula
was kind of a little bit simplistic. The trade deficit
with the country divided by the total imports from the country.
Is this usually the way that tariffs are decided or
it's just kind of arbitrary?
Speaker 4 (03:32):
Well, usually tariffs are not a common process number one.
Number two, the challenge with that is it's showing a disparity. Well,
the problem with disparity is, let's take a company like Bangladesh.
They definitely will export more than they can buy because
they're one of the poorest countries in the world, right,
(03:52):
so they can't afford to buy more. And then what
happens is the whole tariff complicates the situation further, making
more problems at that point.
Speaker 3 (04:07):
Right, because their tariff coordinate charters thirty seven bingo.
Speaker 4 (04:12):
So now the whole thing gets even more messed up
at that point. So it's not how do you fix
that at that point? How do you fix that if
it's not based, if they can't afford to buy more goods,
if they can't balance it because they're just a poor country.
Speaker 5 (04:28):
You know.
Speaker 3 (04:28):
And also there seem to be you know, in the
news reports this week that there were towers placed on
countries where or place there are no people.
Speaker 4 (04:37):
Yeah, and that's the other issue on top of it,
there are because these tariffs are based on trade disparity.
Speaker 2 (04:48):
What is the solution? How do you.
Speaker 4 (04:51):
If they eliminate their tap they dropped it to zero,
if they you know, what will what will.
Speaker 2 (04:57):
Get us through this?
Speaker 4 (04:59):
And right now we're look and on Friday in the
market's down another three percent. Is there a mechanism that
someone says, you know, this doesn't seem to be.
Speaker 2 (05:07):
Working for our fourth case? What is the solution here?
Speaker 3 (05:12):
Well, let's talk about the possible things that could happen.
Right as you mentioned, one of the probable things is
that all the costs are going to go up, and
I guess, if you believe in free market economy, as
prices go up, people buy less. Right, are have you
found that small business owners are stocking up? There was
reports a couple of days ago that people were buying
(05:32):
cars ahead of tariffs things like that. Are you seeing
some type of panic buying?
Speaker 4 (05:37):
I'm seeing all as such, but that depends on the
nature of the business. If you can afford to buy
your fleet ahead of time, God bless, you're doing great. If, however,
you can afford it, maybe you're waiting for that cash
flow to kick in.
Speaker 3 (05:52):
You know, it's interesting because I spend winters in Scotsdale
and we're building a casita, another little guesthouse. So last
year I got the price in the guest house, which
of course had gone up fifty percent since five years ago.
That's no surprise. So he's the builder, said to me,
all right, I'm gonna build it for you cost plus
whatever my profit is. I said, no, no, no, I'm
(06:12):
afraid of the tariffs. I want a fixed price bid
that you'll do it for this price, no matter what
the costs are. And he said, okay, I will charge
you ten percent more than the proposal. I'll give you
a fixed price. All right. So now fast forward three months,
it's looking like that was a pretty good decision for me.
And I'm wondering now if he even will build the Casida,
(06:34):
because he's going to be in the hole. It's probably
gonna the tariff are probably going to wipe out all
his profit.
Speaker 4 (06:40):
And that's the other side I could see, because the problem,
the problem with any market is or any business, you
need to have stability. You need to know what's happening
that business. One on one is I'm trying to predict,
and these tariffs have created an element of unsure.
Speaker 2 (07:00):
Maturity through the market.
Speaker 4 (07:01):
Everyone's wondering, and everyone's sitting there trying to figure out
exactly what you are Now the tariff is much higher
than maybe the builder thought, and how does he handle that?
And it wouldn't necessarily blame a situation if someone's now
in a position where they're paying money to build, you know,
(07:21):
to build something, because the tariffs have become that insurmountable.
Speaker 5 (07:25):
You know.
Speaker 3 (07:25):
Dominic's interesting to me because I try to figure out
I guess you shouldn't figure out what goes on the
mind of Trump, but it seems like he loves to
have this power, and he wants people to come to negotiate.
In fact, the other day one of his sons said
on whatever his social media platform is that, Hey, the
first one to come negotiate with Donald Trump is going
to be the best, best off. Don't be the last one.
(07:46):
Do you think these are just negotiating tactics or is
it a way to offset this huge tax cut that
the Republicans are trying to pass through Congress or both?
Speaker 2 (07:58):
I think at this point it's first of.
Speaker 4 (08:02):
All, like you said, it's hard to predict the thoughts
of anybody.
Speaker 2 (08:06):
You don't know what other people thinking.
Speaker 4 (08:08):
But that said, we now have so many moving pieces here.
Speaker 2 (08:14):
How does one.
Speaker 4 (08:18):
Even if you did this with an intention, Pandora's boxes
already open.
Speaker 2 (08:24):
You can't stop it. There's no going back if you will, Why.
Speaker 3 (08:29):
Do you say there's no going back even if some
of the tariffs starting to negotiate down because the market's
already disrupted.
Speaker 4 (08:37):
Market's already disrupted, people already upset. There's quite a few
people who are look at Canada right now, they've already
removed products American products off the shelves. There is a
logistical element if you're a small business owner in Texas
and you're trying to or Arizona, whatever, and you're trying
(08:58):
to restock those shelves.
Speaker 2 (09:01):
How long does that take you? You know how long?
Call up candy, please restock it. I love you.
Speaker 5 (09:06):
It's good.
Speaker 2 (09:07):
Take a few weeks, you know it's good.
Speaker 4 (09:09):
Take a few months, and that's gonna be a challenge.
That's gonna be a real logistical challenge.
Speaker 3 (09:16):
I didn't see on the list Canada or Mexico, the
list that was published by the White House. What happened there?
Speaker 4 (09:21):
I think that was because the logic that I've read
is that they were already had a tariff imposed on them.
Speaker 3 (09:30):
So and what are those are tariffs like on aluminum
and lumber and some of those kinds of things.
Speaker 2 (09:35):
Exactly, that's what their theory is.
Speaker 3 (09:38):
But now you're imposing tariffs on people's alcohol. And when
you post tarifs on people's alcohol, people get upset.
Speaker 4 (09:43):
Don't you think when you post tariffs on anything, people
get upset.
Speaker 2 (09:47):
Let's just go right down that road too.
Speaker 5 (09:49):
Well.
Speaker 3 (09:49):
I'm trying to understand again the method in this madness,
because you know, it's no secret from my broadcast that
you know I did not support Donald Trump. During the election,
but it seems that a majority of voting Americans voted
for him, and one of the reasons was was because
they thought the price of eggs and other things were
just too high. Right, and now we have the prices
(10:12):
now going to go up further. The market is coming down.
People are going to feel more poor, right because they're
four to one k's and everything like that gives me worthless?
How can that help the reason why he got elected?
Speaker 4 (10:26):
I think, you know, the question is a great one.
The problem to the answer that question is we are
now so far beyond beyond that premise. We have tariffs
that now have had market reactions, and we're looking at
the news and every country in.
Speaker 2 (10:42):
The world is saying, what the heck's going on here at.
Speaker 4 (10:46):
This point as of this current you're in our interview,
it was seeing a down down three percent, and as
they're down four percent.
Speaker 3 (10:55):
On top of you ten percent down turn already right exactly?
Speaker 4 (10:59):
So is where is the point that you have a
different problem than you started with? And I think that's
kind of what we're dealing with now. You might I
was reading articles. For example, people have to do mandatory
withdrawals on their retirement accounts.
Speaker 2 (11:16):
When you get certain age, well they have to sell.
People have to get on the market exactly.
Speaker 4 (11:22):
There are people who now have to reidentify and say
how am I going to survive? I talked with a
guy in a business. He was ready to acquire business.
He's not going to acquire the business markets down he
cannot handle. So it's an unraveling of this entire situation
(11:42):
that now makes the price of eggs look like a
whole different story.
Speaker 3 (11:46):
Right, I mean, it just really has a effect throughout
the whole market. Let's go back down, let's go back
the small business owners. What is your recommendation? What small
business owners do? Do they add a you know, hey,
my price is this, but now there's a twenty five
percent increase for tariffs, or do they eat half of that?
What do you think's going to happen? Or what should
(12:06):
they do with it?
Speaker 4 (12:07):
And that you actually ask the question that becomes the
problemin answering it what do you think is going to happen?
And you're dealing with a the prediction of what will
occur with these tariffs.
Speaker 2 (12:21):
But the bigger issue is be what everyone's reaction is
going to be to these tariffs?
Speaker 4 (12:27):
China is announcing their own retaliatory tariffs. Well, that whole
spiral is not going anywhere good anytime soon. Does another
country who's a major partner say, you know what, we're
not backing down. We're having you know, I don't care
if you back down. We're not backing down. We're just
having fun with this.
Speaker 2 (12:45):
You never know.
Speaker 4 (12:46):
And that's the problem why even Ronald Reagan was very
anti tariff. It becomes a retaliatory situation after a while.
That's the concern I would have is when does that
retaliation and hit further?
Speaker 3 (13:02):
Now? Do you think that there'll be the various trade
groups trying to go into the Trump administration to try
to negotiate exceptions.
Speaker 4 (13:09):
I don't see how that doesn't happen, to be honest,
because if you're a trade group, if you're a small business,
you have a concern right now.
Speaker 2 (13:18):
Your budget is definitely affected.
Speaker 3 (13:22):
And do you think that this further I guess supports
a black market of goods right where people try to
go around things and things start coming in underground.
Speaker 4 (13:32):
I think that is a natural step, although not a
good one, so to speak. Again, if you're a manufacturer
and you're doing your best and you need these goods,
what are you going to do? You have no choice.
I shouldn't say no choice. Your perception will be that
(13:56):
you have no choice in the situation, right.
Speaker 3 (13:58):
And I just don't think that the most small business
owners are not in the business again, of not making
promits and of eating the cost differential. So I don't
see how costs don't go up, that they don't pass
it on, you know, to the to the consumer. And
I'm imagining a lot of emails, a lot of letters
coming out to consumers saying, as a result of the
new tariffs, this is where we source our stuff from,
(14:20):
we have to increase our prices by X y z.
I can't see that not happening Dominique exactly.
Speaker 4 (14:26):
If you're a small business owner right now, I am
sure there's a part of you saying the question you
just asked, what do we do now?
Speaker 2 (14:34):
And when you have that question.
Speaker 4 (14:36):
The answer is unfortunately, what are the answers called the
administration or black market?
Speaker 2 (14:46):
You know, they're not or passing on to the consumer.
Speaker 4 (14:49):
If you pass on the consumer, the consumer is not
exactly happy.
Speaker 3 (14:52):
Yeah, and when we've seen this in the past, I mean,
how many times have you had a service where it says,
all right, now we're adding a ten percent fuel charge,
or you go into a place for a brunch, goes
we're writing a dollar per egg, right, surcharge because the
proces makes so high. This this goes on all the time.
So I don't see that happening. I'm not really sure
what good can really come from this. Again, it does
(15:13):
seem like a tax to me, and it seems like,
all right, the US government's going to get more money
and they're really just trying to offset, you know, a
tax cut for the wealthiest people.
Speaker 4 (15:23):
Mike Pence himself called it the largest tax cut in
American history or peace time tax cut.
Speaker 3 (15:28):
Something you're saying, largest tax cut or tax increase.
Speaker 2 (15:32):
Tax increase, Sorry, exactly, I can't.
Speaker 3 (15:34):
And when I find myself agreeing with Mike Pence, then
you know, now we know that we're the trouble. Well,
it's interesting because you know Ran Paul, who I think
is sees himself as a libertarian. I believe Senator Ram
Paul he came out and said, you know, this is
not a good thing.
Speaker 4 (15:49):
Well in Rand Paul's Kentucky, Kentucky's biggest market for a.
Speaker 3 (15:53):
Bird, exactly happen exactly, yes to right.
Speaker 4 (15:57):
So you have to think, if your question is do
we do what are you to do next? Every bourbon
manufacturer right now has lost their number one market, and
I don't imagine people.
Speaker 2 (16:07):
In Canada are going to say.
Speaker 4 (16:08):
You know what, it's all fixed, it's all reverted, let's
be happy again. I don't see that as a scenario,
and I think that becomes the real challenge that these
guys are facing. I think there's also secondary effects that
come out of this. If you're buying your labels from
(16:29):
the local bourbon manufacturer printer, I don't know who does that,
but of course somebody in the country makes labels or
bottles for the bourbon. Those guys maybe are domestic and
maybe they are not affected by this tariff, but they're
still going to turn around and say I have less
orders because I have less bourbon, because the people in
Canada are not dancing right now about Kentucky bourbon. So
(16:53):
those guys are also not be making phone calls.
Speaker 3 (16:56):
It's across the entire supply chain. So just to I
just want to get some final comments from you, Dominic,
look into your crystal ball six months from now. I
don't want to say a year from now, six from
from now, these tariffs still on. If it's the economy
shows we're going into a recession, does that affect what happens?
What do you think is certainly no administration wants to
(17:16):
knowingly bring on a recession.
Speaker 2 (17:19):
I think the answer and the only answer I can
give is.
Speaker 4 (17:24):
If this continues for days, people start to make phone calls.
If this continues for hours, people make phone calls. There
is that moment that people say, I'm not sure this
is working out for me, and those phone calls I'm
sure have already started.
Speaker 2 (17:42):
Now what occurs from those phone calls?
Speaker 4 (17:46):
I can't predict that, but somebody The question I guess
we can predict is, is somebody making phone calls quite
concerned about the situation? Yeah?
Speaker 3 (17:56):
Absolutely, well, Dominic, I appreciate me on the show. Where
can people catch up with you?
Speaker 5 (18:01):
Uh?
Speaker 2 (18:01):
Yeah?
Speaker 4 (18:02):
Follow find me online Dominic Miserentinomiserentino dot com. You find
me on LinkedIn, but of course follow the company retail, tech,
media and access and we offer through these trying times
to your small business listeners, we have free mentoring. We
offer follow the page and sign up and you can
get mentioned for free if you want.
Speaker 2 (18:19):
It's a great opportunity we get people.
Speaker 3 (18:21):
Dominick, thanks so much for joining us a small business
radio show. We'll be right back. My work with thousands
of small business owners over the last twenty years inspired
me to write my next book on how to make changes. Well,
that's not exactly true. More accurately, my frustration and the
resulting challenges working with small business owners forced me to
(18:43):
write this new book. Let me explain. I'm often asked
by companies and small business owners that I don't know
to help them. Typically, they're feeling stuck by a problem
and their companies can't move forward. After analyze the situation,
we mutually decide on a go forward strategy. I help
them assemble a detailed plan to make any changes and
the critical sess factors and actions that need to be completed.
(19:06):
They agree that taking these actions will help them solve
their issue for their company and make them more money,
and then almost nothing happens. Unfortunately, most small business owners
implement a few easy steps but never take the critical
or difficult ones that could make a difference. This has
(19:27):
long frustrated me since we worked really hard on putting
together this plan and at the beginning we were both
excited about the result. I wrote my new book, Change Masters,
How to Actually Make the Changes you already know need
to make to figure out why small business owners do
not make the changes or take the actions that they
(19:47):
know will help them reach their goals. Where is the
gap between sincere intent to make these changes and the
actions to actually do it? What holds most people back
and keeps them stuck on the same path over and
over again. Why are they still so comfortable.
Speaker 6 (20:03):
And not making these changes and staying on a path
that clearly doesn't work for them? One thing is it's
not adding to their happiness and it's not adding to
their feelings success. What steps do they need to take
to slowly break free and start to make those changes
today that will help them in the long run. In
my new book, I reveal much of the psychological research
(20:25):
around why change is just so hard for so many people,
and real life strategies that every small business owner can
employ right now to make the changes they need to
make in their companies to grow. So get my new book,
Change Masters. Remember I'm not trying to convince you to
make a change, but rather help you make the changes
you already know you need to.
Speaker 1 (20:46):
Take stick around to get your small business unstuck. More
of Small Business Radio with Barry Moles.
Speaker 3 (21:00):
Well, here's probably a question that you have not yet
considered for today, ken A, being a bartender really teach
you be better at sales and marketing. My next guest
is Neil Rogers. He's an author, speaker, and business leader
with over thirty seven years of experience in marketing and sales,
generating revenue and getting clients who highly effective results oriented campaigns.
(21:21):
He has a new book out it's called Bar Tips
Everything I needed to know in sales I learned behind
the bar. Neil, Welcome to the show.
Speaker 5 (21:29):
Erry, Thanks so much for having me. This is wonderful.
Speaker 3 (21:32):
Now your parents may have not been proud when you
start to become a bartender, but now since you learned
so much, they clearly have to be proud, right.
Speaker 5 (21:40):
Well, they certainly were when they were here for sure.
But yeah, it was an unlikely, unlikely rise through where
I am today, no question.
Speaker 3 (21:51):
So tell us how you became a bartender.
Speaker 5 (21:55):
Well, it was I came out of high school at seventeen,
not known what I wanted to do, so I went
to my mother in May of my senior year and said, hey, well,
was there something I should be doing next year? So
that's literally how lost I was going. And back then,
back then, Barry, we our parents. I don't know where
you are, but they didn't have our lives planned from
DNA like we have them today.
Speaker 7 (22:14):
Right, So so anyways, I fumbled around school, took a
couple of swings and missus and always liked the hospitality business.
And they was, you know, bus boy and waiting, not
waiting to know, making sandwiches back of the house, front.
Speaker 5 (22:26):
Of house stuff, wun up as a bar back. And
then I looked at the guys ten and Barne. I said, geez,
that looks pretty cool.
Speaker 3 (22:34):
Make more money.
Speaker 2 (22:35):
Oh it wasn't.
Speaker 8 (22:36):
It wasn't even that, Barry, that was the only criteria.
Speaker 5 (22:40):
That's where my head was at. That looks cool. But
I set my sights on getting.
Speaker 2 (22:44):
A bar job.
Speaker 5 (22:45):
I got a bar drub, and then I realized, hmm,
this is what I want to do for life. But
I got that immediate feedback when you give somebody something
that they liked and they enjoyed it. I was like, oh,
it's like I can be good at something. So that's
where I that's where I started. And yeah, then I
then it said on to other things.
Speaker 3 (23:01):
So of course the TV and the movie version of
a bartender is that, you know, they're the person's sitting
at the bar and they're just pouring their problems into
the bartender.
Speaker 5 (23:13):
Did that happen in times? I, Well, it depends on
where I was working. I started out on the beach
bar and I was young. It was day, it was slow.
But as I got my so that was that type
of thing would happen there. But then as I got
my skills up and I went into Boston. You know,
I always work at the busiest places, the busiest stations.
It was there wasn't a lot of time for you
(23:34):
to chat or sometimes.
Speaker 8 (23:35):
But I used to love every once in a while
when I work day and go back to that and
be able to engage and have a chat and see
what they're up to today, where I could send them
what about Boston that they didn't know, and those types
of things.
Speaker 5 (23:48):
So, and if you're thinking about sales, it kind of
sounds like sales, doesn't it does.
Speaker 3 (23:53):
It's so funny because I'm thinking back to the day
in the late seventies when I went to school at
Brandice in Boston, and I worked at a restaurant bar
called Patents in Haymarket Square and I was never a bartender.
I was the shorter to cook. Okay, it was it
was It was really interesting to work inside that that business.
So you write this book that you know everything I
(24:15):
needed to know in sales I learned behind the bar.
What'd you learn?
Speaker 5 (24:20):
Well, really, when you look back on it, it's all
the things that your parents probably told you. You know,
a proper greeding, what.
Speaker 3 (24:27):
You can marry a rich girl, diseaseles you can marry
a poor girl, because that's what they taught me.
Speaker 5 (24:34):
Go hard to work out. So so yeah, so things
like being on time, being presented, having a good attitude.
And then in each in each chapter, I give examples
of that and what it means to be, what it
means in the sporting goods you see in the in
the bar or a restaurant business, and how it simply
translates into success in sales.
Speaker 2 (24:55):
Do we want to.
Speaker 5 (24:56):
Walk into a bar and have the bartender with their
head down texting talking because we're not texting back then,
but talking caving on a conversation where you're sitting there waiting. No,
you want to be great. Hey, what's going on? How
are you today? What are you doing in town? Oh? Great?
What can I get you? What are you thinking about today?
What do you like? So you're you're probing, simply probing.
(25:17):
You know they may know right away, well I drink
more perfect before you can? We have it right here?
So and those types of things, and then of course
you know it's you know, being organized. So what what
set we used to have a thing back? Actually, one
of my one of my mentors said to me, the
most organized wins in sales. So that's the chapter number two.
(25:38):
Well chapter as we get into the tips. I did
a little couple of chapters of bio and and also
some some some research I did on how other businesses
use hospitality in their business. But things like that, the
importance of you know, being pods, of being on time, right,
I mean that sounds so simple, but yet is lost
(25:59):
when you're sitting there on a zoom and somebody's five
minutes late, and so said, well let's hold on for
five minutes. My think what goes on in my head?
What about the professionals that are here on time? Better?
Speaker 2 (26:09):
Wait?
Speaker 5 (26:10):
So it kind of sets kind of sets the relationship
off in the wrong way. If you're if you're not
greeting them properly, you show up in your paperwork or
your computer or whatever presentation you're trying to give is
dishoveled and the like. And then on top of that,
because you want to organize, you're on on time. Now
in the bar business, it's again I described the proper greeting,
(26:33):
but organization is very simple. If you don't have your
station set up, if you don't get there on time
to get your station set up, you're already behind the
eight ball. So it's very similar to what we experience
in what I've experienced itself.
Speaker 3 (26:48):
You know, it's so interesting to me because I've never
really thought about in this context. I guess that's the
really the point of the book, because if you're a
bartender and you want and you get to know your
customer that's sitting at the bar, are you form a
personal relationship with them, even if it's for fifteen minutes
or now or whatever it is, they're more likely to
either buy more, stay longer, or to come back and
(27:11):
or tell their friends about it. And that's really what
you want. Where they're in small business.
Speaker 5 (27:16):
Yeah, yeah, that's that's reciever. That was and they you know,
it just kind of came to me. It was a
COVID project on top of this, right, trying to keep
myself from losing my mind. And I was encouraged by
this guy who just wrote a book to write a book,
and I said, am I going to write? Well about
a few years earlier, my daughter was honored by the
guy who brought five guys Burgers here to Hampshire. And
(27:37):
he got up there and he said, if you made
me familiar, I'm sure you're familiar with pre meal where
everybody gets together or out, you know, so it's what's
eighty six, what's the what's the wine of the day's,
what's the specials? Whatever? And then a little bit of
a round rocks speech. Well, his speech was, we're not
in the burger business, we're not in the prime business,
we're not in the soda business. We're in the hospitality business.
(27:59):
I looked at my point of context. She worked at
a place I worked at. That's where we met, and
I said, I've never left the bar of business. I've
been ten and bar on the road for thirty plus years.
Same stuff.
Speaker 3 (28:10):
Yeah, that's really interesting because a lot of times what
you these days, I think, especially if it's very crowded,
it's hard even to get the bartender's attention right or
they're so busy. What should bartender do in that case?
What can they learn from that?
Speaker 5 (28:26):
The budget themselves should have some sort of kind of second,
third cent second sense to who came in first. I mean,
it's one of those things. And then if you think,
if you think for a moment, you might have the
wrong person, look at them and say, okay, so who
was first. Typically people are very gracious and she was
(28:47):
or he was, So that gets you out of that
if you play it right, If you just go to
the best looking girl or the guy that you.
Speaker 3 (28:54):
Know, that's usually how it works. And they're ignoring me.
That's the problem. The tallest person. I'm losing all those cases.
Speaker 5 (29:01):
You know. The one thing that used to one that
used to work one hundred years ago was somebody who
put out their money exactly.
Speaker 3 (29:06):
Have money in my hands exact exactly.
Speaker 5 (29:09):
But nobody cares with cash exactly the transactions.
Speaker 3 (29:12):
That's the problem. So I want to give you a
chance to talk a little bit more about the other
kinds of things or other kinds of tips that go
later in the book that you learned about sales behind
the bar, well.
Speaker 5 (29:24):
A few of them that really equate nicely to both
behind built in the hospitality business in total and in sales.
Are you know what do you know about other things
that could help the client? In this case, if somebody
came I always the story I tell in the book
is that a couple came in, really nice couple. It
(29:45):
was one of those saturdays where I was working today,
so I had an opportunity to chat with them, and
they were saying, so, we're we're looking for rooting for
a steak. What do you have a steak? And I
looked at him and said, we had one steak on
the menu. Now it's decision time. Do I keep them
here and give them a mistake, which is one shot right,
or do I send them through the Long Wharf Marriott
(30:08):
Lobby and take a left and go to the Charthhouse
where they can have any cut they want. Well, I
gave them that option now, and that is here's the deal.
If you want a steak, here's what I would suggest.
That's what you here for. Slide here, go there. If
you're here for seafood. We can accommodate that. Our chowder
(30:29):
is very good, the hattock is great, the fish and
chips are wonderful.
Speaker 2 (30:32):
So you take them through that.
Speaker 5 (30:33):
So you're doing your you're doing your own business as solid,
but you're using your peripheral knowledge, knowledge of things outside
of your sphere, right or your property, your what you're selling,
where you're selling for it's really really big endorment, right.
(30:54):
So when you talk to a doorman, what are you
going to ask them? Where can I get a steak?
Is there a yoga studio? Know about what's up with
music around here? And so they can lead you in
a direction. So same thing in this world, in our world.
If we can't handle it, if it's not in our Baillywick,
we know where to send them, or we will find
(31:15):
where to send them.
Speaker 3 (31:16):
And I think that does come back to Neil, right.
I mean, I think that if you can help a
customer like for me, I spend a lot of time,
you know, smelling, selling small business owners. If I'm not
the selling small businesses, if I'm not the right person,
I offer them as someone else, or if it's not
the right time I tell them, because I think in
the end it does come back to you.
Speaker 5 (31:36):
Sure it is, Yeah, no question. You think you may
have lost it, but you haven't. And that kind of
dovetails a little bit with my next tip that I
think that I that I love. And this one was
given to me by a guy when I was selling
food in and around Boston. And this guy was kind
of the wise acre, you know, the top of the
(31:58):
tree sales guy. And but if you get him in
front of a chef, a hotel, uh, you know, food
beverage person and the life he completely transformed. And he
was this incredibly professional guy that knew everything. So I
latched on to him, right, and so when I took
his roots, I did whatever he wanted me to do.
(32:20):
You want me to deliver something for y'all, do and
I get the time. But he said to me, and
you know, I travel with him and he goes, listen.
If you don't hear anything else I talked about, I
want you to remember this whenever anything goes wrong. Now
I'm going to point to myself start here, right, So
what was my role in this? How could I have
(32:41):
done better? You know, don't blame the guy on the truck,
don't talk about the warehouse person, take, take ownership, move on.
Being right is overrated.
Speaker 3 (32:53):
Right, and that's not what happens in politics today. So
it's really refreshed to hear something say that. Usually it's
just passing the bus.
Speaker 5 (33:00):
They no hold on the kettle fish. Right. So, but
so in the bar bar, the bar story that goes
along with that is a woman came into the bar
and one of my one of Michal's I worked with
the years, Dennis Mayor, just a brilliant guy. Didn't know
why he was working with us, but he was great.
Woman says, I need a vodka. I would like vogka
MYKINI straight up extra drive now point of context. In theory,
(33:24):
that is vodka with some remove. In practice, nobody wants
to remote. So he pours the drink just like he's
poured it every time all the time, puts it up
nice up glass, and chilled the glass prior, all the
things that you would want a bartender to do. Did
the twist of lemon on top, moved, rended it, handed
(33:47):
to it, she took a sip. She said, it's not
drying it. So he walks by me. He says, I've
been doing this for fifteen years. I had not put
a drop of removed in Markini yet. Now what did
he do? He went back, guys down another glass, put
it it, put it into the put the varget and
makes a glass not not in her face, but where
(34:10):
she could see it. And so she wasn't pretty show
her up, but he wanted to make sure what she saw.
Pulled it, put it again, put it over the into
the nice chill class that he had, did the lemon
twist again. She took a sip. That's the one. Now
what did we learn here? He could have told her
(34:32):
the same story he told me right now. Listen, lady,
I have in put you. Can you hear how this
would go with three ten other people around? So what
did he do? He might have lost two ounces of booze,
but I don't think he did. More than likely he
put that two ounces underneath and that went into Vokasota
or Varguitona player. So nobody lost anything and we kept
(34:52):
the customer. She was happy. There was no scene and
he took so essentially he just took ownership of it
and went, okay, sure, I mean, let me redo that
for you again. Cool.
Speaker 3 (35:03):
So, Neil, one of the questions I think is that
what we have to really learn is how do you
keep a positive or how do you keep a successful
mindset of this whole thing because many times, I'm sure
the bartender, just like in sales and marketing, you face
the same thing over and over and over again. But
for some of the customers it's the first time. So
(35:23):
how do you keep it so fresh? How do you
keep it so exciting? How do you keep engaging in
the customers where maybe it's come by road?
Speaker 5 (35:33):
Well, I think, well, you can tell a good server
a good bartender right out of the gate because of
how they greet you. Like how so it gets right
back to the initial initial What do they say? What's
the old adage? You only have one shot of the
first impression? Right, So they come out, they greet you
right away, and if in kind, chances are nine times
(35:55):
out of ten nobody bats a thousand. They all mixed
metaphor in there, but they that they would respond in kind,
Hey we're doing great? How are you doing tonight? So
now we get something going on. So everybody's feeling good
out of the gate. So now you just go through
your paces, you ask them the questions, you do your
process right in order to take a proper order, to
(36:15):
give them all their options, answer all their questions, all
those things once again sounds like sales, right, and and
then you you just you just do everything you can
to make them happy. Then you plug in. Okay, it
came out, the price came out cold. You don't argue
with them, you know what. Let me go right back
(36:36):
and me grabbing another plate of fresh If you want
a minible on those, go read to go back, get
the pries. Well this didn't work, go to the manager
if it escalates, you know, and just and bring them
in and let the manager cool it down because they're
typically they might have a little bit more experience than
that because they've been around them. But yeah, so that's
how I mean, that's how I used to do it,
and that because yeah, you know, especially at nights, you know,
(36:58):
people dump in after a concert or after after I
used to work in place down by the Boston Garden
after a Celtic team back with basketball was basketball when
Mary Bird was around, and they would dump in and
you just were swamped, and it was it was clearly
us against them. So the pleasantries, as it were, might
(37:21):
have got a little out the window at that point.
Speaker 3 (37:23):
So they just wanted to drink, right, that was really
what they wanted, right, I just I just want my drink,
That's right. I want to go all right. So I
got one more question to ask you, which I very
really have a chance to ask. Too many people have
been in the bar industry these days. I'm sitting at
the bar. Bartender brings me a drink. What's the tip?
(37:45):
Is the tip a dollar a drink? Is it twenty percent?
What should it be?
Speaker 2 (37:50):
Well?
Speaker 5 (37:51):
Given it? So it's a little it's a little little,
a little different from me because give put in that position.
I'm always at twenty to twenty five percent. I know them.
It might even be you know, if let's say it's
a it's an eight dollar a Guinness, I don't.
Speaker 3 (38:05):
Know eight dollar. I'm talking about something that's a fifteen
and twenty dollars drink. Usually when I'm at the bar,
right soft.
Speaker 5 (38:11):
Twifteen bucks, fifteen bucks, three bucks, that's what I do.
Speaker 3 (38:16):
So what am I giving as a tip? I give
me a dollar, I'm I give me three dollars. What's
the approachriate thing? Twenty percent? No matter what, it's not
a dollar a drink, it's twenty percent, whether you get
it at the table or you get at the bar.
Speaker 5 (38:28):
That's again that's my world, you know, that's the way
that and you know, but then they you know, then
it's yeah, it all and again it depends on how
you treat it. By the way, I'm not a guarantee, right,
I mean, if you treat me, if you treat me poorly,
I can go I could, I can give.
Speaker 3 (38:46):
You a lesson exactly exactly.
Speaker 5 (38:48):
You know, here's the But the thing is barry in
this day in age, I don't know as they're paying attention, right,
I mean, because you get a lot of kids. I mean,
I gave a guy I was in DC last weekend
visiting my son at one hundred and seventy one dollar tip.
I game fifty. I gave him fifty dollars. Wow, because
we had it was a bunch of us. We had,
you know, had his friends. You know what happens he
(39:10):
braids his friends.
Speaker 3 (39:11):
Nowity of course that's why they're going out with that,
because that's going to pay.
Speaker 2 (39:14):
Right.
Speaker 5 (39:15):
So when I gave this guy a fifty dollar tip,
because I'm in this, I'm in the doubling of this
iconic bomb and whatnot.
Speaker 2 (39:21):
The guy didn't even.
Speaker 5 (39:22):
Look at me. He took that, he took the chip
and turned away. So I was like, I wasn't like
kicked off, but I thought I thought it was lesson
time because because quite frankly, liking sales. When I when somebody,
when somebody is just that poor salesman, you know, trying
to trick me into doing something, I'm a little offended
(39:43):
by it because it's my profession and I love the profession,
same way I feel about the server apart. You know,
people come in here to be happy to said. So
I went, I went up to the podium on my
way out, and I said, well, you kind of look
like in manitor type and it happened to be this
Irish Irish Patricky, and I was broke. I said, can
I just tell you something. I did this for ten years,
about eight ten years around the Boston area. I keep
(40:06):
this guy fifty one hundred and seventy dollars in He
didn't even knowledge my existence. So it was like next,
So I just wanted to let him know. I didn't
want him to go. You know he's going to tell
the guy yeah. So and then of course they were
all old, thank you very.
Speaker 3 (40:20):
Much, exactly. You know, come back anytime. You know, we
got to go. Where can people get the book? Bar
tips and catch up with you?
Speaker 5 (40:30):
So the best place to do both is so our
program is it Positive Activity dot Net. That's our trademark
program that my wife and I put on. And right
there there's a link to the book. I recommend you know,
I recommend it to anybody who's just you know, was
going transitioning to sales, wants a refresher. I mean, it's
like I hope it's at some point in time. It's
(40:51):
like my laundry list of sales books I have here.
And especially for young people getting out of college, it's
they don't teach this stuff and at all.
Speaker 3 (41:01):
They absolutely know. Well, Neil, thanks for joining the show,
and thanks everyone for joining the radio show this week.
Thanks to our incredible staff, our booking producer Sarah Schaffern,
our audio and video editor Ethan Moltz. If your series
probably more successful in twenty twenty five, give me a call,
I've said a private line seven seven three eight three
seven eight two five zero, or email me at Barry
at molts dot com. Remember love everyone, trust a few,
(41:24):
and pal your own canoe have a profitable and passionate week.
Speaker 1 (41:29):
If you can find Barrymoltz on the web at Barrymolts
dot com, or more episodes of Small Business Radio at
small Business Radio show dot com.
Get ready for all the craziness of small business. It's
exactly that craziness that makes it exciting and totally unbelievable.
Speaker 2 (00:11):
Small Business Radio is now on the air with your host,
Barry Moultz.
Speaker 3 (00:18):
Well, thanks for joining this week's radio show. Remember this
is the final word in small business. For those keeping track,
this is show number eight hundred and twenty nine. Well,
this past week Trump announced his tariff, So what does
it mean for small business? My guest is Dominic Misarondino.
He's the CEO of Retail Tech Media and Nexus. Dominic,
(00:41):
welcome to the show.
Speaker 2 (00:42):
Thanks so much for having me.
Speaker 3 (00:44):
So there's been a lot of news over this past
week about these large tariffs at Trump imposed on most
of the world. First explain to us, I guess what
a tariff is for a small business owner.
Speaker 4 (00:56):
Absolutely, tariff is what that small business own or pays
when they import a product from somewhere else. So if
you're sitting in Texas and you want to import maple syrup,
every time you buy that one dollar maple syrup, you're
going to be paying a percentage on top of that
to the US government for that maple syrup.
Speaker 3 (01:17):
So you pay the person inside the United States pays
the tariff, right, it's not the person sending it.
Speaker 4 (01:24):
Correct, the importer pays the tariff. And then the theory
is the import has to decide, now do they charge
for that dollar maple syrup?
Speaker 2 (01:33):
Let's use a rounding number.
Speaker 4 (01:34):
Example, do they charge the consumer the price plus the
tariff or do they eat the cost of the tariff?
And generally speaking, history shows they pass on the cost
of the tariff to the consumer.
Speaker 3 (01:48):
Right, because the small business owners, we're not in the
business of losing money. Is the idea or is what
I'm not trying to make sense of anything that Donald
Trump does, but is the idea that we're supposed to
source more things inside the United States that will now
be of lower cost.
Speaker 4 (02:04):
The idea becomes that, and tariffs do have that effect
at times. That said, it's how long that takes so
and is it possible? So, for example, coffee, no matter
what we do, you're not increasing coffee manufacturing in the
(02:26):
US except for Hawaii and Puerto Rico. Other things you
can do it too. Theoretically, maybe you're in Texas and
it's cheaper. But the problems on that mechanism is number one,
are you going to get the labor to do that.
So there are many cases where the labor cost outside
(02:47):
the US is so much cheaper and you cannot seem
to get somebody to do this in the States. And
number two, how long does it take? How long does
it take to build a car manufacturing plant? That could
take a few minutes. So each of those becomes the
real challenge.
Speaker 3 (03:09):
Now I downloaded the chart called reciprocal tariffs that the
White House presented yesterday, and it seems that their formula
was kind of a little bit simplistic. The trade deficit
with the country divided by the total imports from the country.
Is this usually the way that tariffs are decided or
it's just kind of arbitrary?
Speaker 4 (03:32):
Well, usually tariffs are not a common process number one.
Number two, the challenge with that is it's showing a disparity. Well,
the problem with disparity is, let's take a company like Bangladesh.
They definitely will export more than they can buy because
they're one of the poorest countries in the world, right,
(03:52):
so they can't afford to buy more. And then what
happens is the whole tariff complicates the situation further, making
more problems at that point.
Speaker 3 (04:07):
Right, because their tariff coordinate charters thirty seven bingo.
Speaker 4 (04:12):
So now the whole thing gets even more messed up
at that point. So it's not how do you fix
that at that point? How do you fix that if
it's not based, if they can't afford to buy more goods,
if they can't balance it because they're just a poor country.
Speaker 5 (04:28):
You know.
Speaker 3 (04:28):
And also there seem to be you know, in the
news reports this week that there were towers placed on
countries where or place there are no people.
Speaker 4 (04:37):
Yeah, and that's the other issue on top of it,
there are because these tariffs are based on trade disparity.
Speaker 2 (04:48):
What is the solution? How do you.
Speaker 4 (04:51):
If they eliminate their tap they dropped it to zero,
if they you know, what will what will.
Speaker 2 (04:57):
Get us through this?
Speaker 4 (04:59):
And right now we're look and on Friday in the
market's down another three percent. Is there a mechanism that
someone says, you know, this doesn't seem to be.
Speaker 2 (05:07):
Working for our fourth case? What is the solution here?
Speaker 3 (05:12):
Well, let's talk about the possible things that could happen.
Right as you mentioned, one of the probable things is
that all the costs are going to go up, and
I guess, if you believe in free market economy, as
prices go up, people buy less. Right, are have you
found that small business owners are stocking up? There was
reports a couple of days ago that people were buying
(05:32):
cars ahead of tariffs things like that. Are you seeing
some type of panic buying?
Speaker 4 (05:37):
I'm seeing all as such, but that depends on the
nature of the business. If you can afford to buy
your fleet ahead of time, God bless, you're doing great. If, however,
you can afford it, maybe you're waiting for that cash
flow to kick in.
Speaker 3 (05:52):
You know, it's interesting because I spend winters in Scotsdale
and we're building a casita, another little guesthouse. So last
year I got the price in the guest house, which
of course had gone up fifty percent since five years ago.
That's no surprise. So he's the builder, said to me,
all right, I'm gonna build it for you cost plus
whatever my profit is. I said, no, no, no, I'm
(06:12):
afraid of the tariffs. I want a fixed price bid
that you'll do it for this price, no matter what
the costs are. And he said, okay, I will charge
you ten percent more than the proposal. I'll give you
a fixed price. All right. So now fast forward three months,
it's looking like that was a pretty good decision for me.
And I'm wondering now if he even will build the Casida,
(06:34):
because he's going to be in the hole. It's probably
gonna the tariff are probably going to wipe out all
his profit.
Speaker 4 (06:40):
And that's the other side I could see, because the problem,
the problem with any market is or any business, you
need to have stability. You need to know what's happening
that business. One on one is I'm trying to predict,
and these tariffs have created an element of unsure.
Speaker 2 (07:00):
Maturity through the market.
Speaker 4 (07:01):
Everyone's wondering, and everyone's sitting there trying to figure out
exactly what you are Now the tariff is much higher
than maybe the builder thought, and how does he handle that?
And it wouldn't necessarily blame a situation if someone's now
in a position where they're paying money to build, you know,
(07:21):
to build something, because the tariffs have become that insurmountable.
Speaker 5 (07:25):
You know.
Speaker 3 (07:25):
Dominic's interesting to me because I try to figure out
I guess you shouldn't figure out what goes on the
mind of Trump, but it seems like he loves to
have this power, and he wants people to come to negotiate.
In fact, the other day one of his sons said
on whatever his social media platform is that, Hey, the
first one to come negotiate with Donald Trump is going
to be the best, best off. Don't be the last one.
(07:46):
Do you think these are just negotiating tactics or is
it a way to offset this huge tax cut that
the Republicans are trying to pass through Congress or both?
Speaker 2 (07:58):
I think at this point it's first of.
Speaker 4 (08:02):
All, like you said, it's hard to predict the thoughts
of anybody.
Speaker 2 (08:06):
You don't know what other people thinking.
Speaker 4 (08:08):
But that said, we now have so many moving pieces here.
Speaker 2 (08:14):
How does one.
Speaker 4 (08:18):
Even if you did this with an intention, Pandora's boxes
already open.
Speaker 2 (08:24):
You can't stop it. There's no going back if you will, Why.
Speaker 3 (08:29):
Do you say there's no going back even if some
of the tariffs starting to negotiate down because the market's
already disrupted.
Speaker 4 (08:37):
Market's already disrupted, people already upset. There's quite a few
people who are look at Canada right now, they've already
removed products American products off the shelves. There is a
logistical element if you're a small business owner in Texas
and you're trying to or Arizona, whatever, and you're trying
(08:58):
to restock those shelves.
Speaker 2 (09:01):
How long does that take you? You know how long?
Call up candy, please restock it. I love you.
Speaker 5 (09:06):
It's good.
Speaker 2 (09:07):
Take a few weeks, you know it's good.
Speaker 4 (09:09):
Take a few months, and that's gonna be a challenge.
That's gonna be a real logistical challenge.
Speaker 3 (09:16):
I didn't see on the list Canada or Mexico, the
list that was published by the White House. What happened there?
Speaker 4 (09:21):
I think that was because the logic that I've read
is that they were already had a tariff imposed on them.
Speaker 3 (09:30):
So and what are those are tariffs like on aluminum
and lumber and some of those kinds of things.
Speaker 2 (09:35):
Exactly, that's what their theory is.
Speaker 3 (09:38):
But now you're imposing tariffs on people's alcohol. And when
you post tarifs on people's alcohol, people get upset.
Speaker 4 (09:43):
Don't you think when you post tariffs on anything, people
get upset.
Speaker 2 (09:47):
Let's just go right down that road too.
Speaker 5 (09:49):
Well.
Speaker 3 (09:49):
I'm trying to understand again the method in this madness,
because you know, it's no secret from my broadcast that
you know I did not support Donald Trump. During the election,
but it seems that a majority of voting Americans voted
for him, and one of the reasons was was because
they thought the price of eggs and other things were
just too high. Right, and now we have the prices
(10:12):
now going to go up further. The market is coming down.
People are going to feel more poor, right because they're
four to one k's and everything like that gives me worthless?
How can that help the reason why he got elected?
Speaker 4 (10:26):
I think, you know, the question is a great one.
The problem to the answer that question is we are
now so far beyond beyond that premise. We have tariffs
that now have had market reactions, and we're looking at
the news and every country in.
Speaker 2 (10:42):
The world is saying, what the heck's going on here at.
Speaker 4 (10:46):
This point as of this current you're in our interview,
it was seeing a down down three percent, and as
they're down four percent.
Speaker 3 (10:55):
On top of you ten percent down turn already right exactly?
Speaker 4 (10:59):
So is where is the point that you have a
different problem than you started with? And I think that's
kind of what we're dealing with now. You might I
was reading articles. For example, people have to do mandatory
withdrawals on their retirement accounts.
Speaker 2 (11:16):
When you get certain age, well they have to sell.
People have to get on the market exactly.
Speaker 4 (11:22):
There are people who now have to reidentify and say
how am I going to survive? I talked with a
guy in a business. He was ready to acquire business.
He's not going to acquire the business markets down he
cannot handle. So it's an unraveling of this entire situation
(11:42):
that now makes the price of eggs look like a
whole different story.
Speaker 3 (11:46):
Right, I mean, it just really has a effect throughout
the whole market. Let's go back down, let's go back
the small business owners. What is your recommendation? What small
business owners do? Do they add a you know, hey,
my price is this, but now there's a twenty five
percent increase for tariffs, or do they eat half of that?
What do you think's going to happen? Or what should
(12:06):
they do with it?
Speaker 4 (12:07):
And that you actually ask the question that becomes the
problemin answering it what do you think is going to happen?
And you're dealing with a the prediction of what will
occur with these tariffs.
Speaker 2 (12:21):
But the bigger issue is be what everyone's reaction is
going to be to these tariffs?
Speaker 4 (12:27):
China is announcing their own retaliatory tariffs. Well, that whole
spiral is not going anywhere good anytime soon. Does another
country who's a major partner say, you know what, we're
not backing down. We're having you know, I don't care
if you back down. We're not backing down. We're just
having fun with this.
Speaker 2 (12:45):
You never know.
Speaker 4 (12:46):
And that's the problem why even Ronald Reagan was very
anti tariff. It becomes a retaliatory situation after a while.
That's the concern I would have is when does that
retaliation and hit further?
Speaker 3 (13:02):
Now? Do you think that there'll be the various trade
groups trying to go into the Trump administration to try
to negotiate exceptions.
Speaker 4 (13:09):
I don't see how that doesn't happen, to be honest,
because if you're a trade group, if you're a small business,
you have a concern right now.
Speaker 2 (13:18):
Your budget is definitely affected.
Speaker 3 (13:22):
And do you think that this further I guess supports
a black market of goods right where people try to
go around things and things start coming in underground.
Speaker 4 (13:32):
I think that is a natural step, although not a
good one, so to speak. Again, if you're a manufacturer
and you're doing your best and you need these goods,
what are you going to do? You have no choice.
I shouldn't say no choice. Your perception will be that
(13:56):
you have no choice in the situation, right.
Speaker 3 (13:58):
And I just don't think that the most small business
owners are not in the business again, of not making
promits and of eating the cost differential. So I don't
see how costs don't go up, that they don't pass
it on, you know, to the to the consumer. And
I'm imagining a lot of emails, a lot of letters
coming out to consumers saying, as a result of the
new tariffs, this is where we source our stuff from,
(14:20):
we have to increase our prices by X y z.
I can't see that not happening Dominique exactly.
Speaker 4 (14:26):
If you're a small business owner right now, I am
sure there's a part of you saying the question you
just asked, what do we do now?
Speaker 2 (14:34):
And when you have that question.
Speaker 4 (14:36):
The answer is unfortunately, what are the answers called the
administration or black market?
Speaker 2 (14:46):
You know, they're not or passing on to the consumer.
Speaker 4 (14:49):
If you pass on the consumer, the consumer is not
exactly happy.
Speaker 3 (14:52):
Yeah, and when we've seen this in the past, I mean,
how many times have you had a service where it says,
all right, now we're adding a ten percent fuel charge,
or you go into a place for a brunch, goes
we're writing a dollar per egg, right, surcharge because the
proces makes so high. This this goes on all the time.
So I don't see that happening. I'm not really sure
what good can really come from this. Again, it does
(15:13):
seem like a tax to me, and it seems like,
all right, the US government's going to get more money
and they're really just trying to offset, you know, a
tax cut for the wealthiest people.
Speaker 4 (15:23):
Mike Pence himself called it the largest tax cut in
American history or peace time tax cut.
Speaker 3 (15:28):
Something you're saying, largest tax cut or tax increase.
Speaker 2 (15:32):
Tax increase, Sorry, exactly, I can't.
Speaker 3 (15:34):
And when I find myself agreeing with Mike Pence, then
you know, now we know that we're the trouble. Well,
it's interesting because you know Ran Paul, who I think
is sees himself as a libertarian. I believe Senator Ram
Paul he came out and said, you know, this is
not a good thing.
Speaker 4 (15:49):
Well in Rand Paul's Kentucky, Kentucky's biggest market for a.
Speaker 3 (15:53):
Bird, exactly happen exactly, yes to right.
Speaker 4 (15:57):
So you have to think, if your question is do
we do what are you to do next? Every bourbon
manufacturer right now has lost their number one market, and
I don't imagine people.
Speaker 2 (16:07):
In Canada are going to say.
Speaker 4 (16:08):
You know what, it's all fixed, it's all reverted, let's
be happy again. I don't see that as a scenario,
and I think that becomes the real challenge that these
guys are facing. I think there's also secondary effects that
come out of this. If you're buying your labels from
(16:29):
the local bourbon manufacturer printer, I don't know who does that,
but of course somebody in the country makes labels or
bottles for the bourbon. Those guys maybe are domestic and
maybe they are not affected by this tariff, but they're
still going to turn around and say I have less
orders because I have less bourbon, because the people in
Canada are not dancing right now about Kentucky bourbon. So
(16:53):
those guys are also not be making phone calls.
Speaker 3 (16:56):
It's across the entire supply chain. So just to I
just want to get some final comments from you, Dominic,
look into your crystal ball six months from now. I
don't want to say a year from now, six from
from now, these tariffs still on. If it's the economy
shows we're going into a recession, does that affect what happens?
What do you think is certainly no administration wants to
(17:16):
knowingly bring on a recession.
Speaker 2 (17:19):
I think the answer and the only answer I can
give is.
Speaker 4 (17:24):
If this continues for days, people start to make phone calls.
If this continues for hours, people make phone calls. There
is that moment that people say, I'm not sure this
is working out for me, and those phone calls I'm
sure have already started.
Speaker 2 (17:42):
Now what occurs from those phone calls?
Speaker 4 (17:46):
I can't predict that, but somebody The question I guess
we can predict is, is somebody making phone calls quite
concerned about the situation? Yeah?
Speaker 3 (17:56):
Absolutely, well, Dominic, I appreciate me on the show. Where
can people catch up with you?
Speaker 5 (18:01):
Uh?
Speaker 2 (18:01):
Yeah?
Speaker 4 (18:02):
Follow find me online Dominic Miserentinomiserentino dot com. You find
me on LinkedIn, but of course follow the company retail, tech,
media and access and we offer through these trying times
to your small business listeners, we have free mentoring. We
offer follow the page and sign up and you can
get mentioned for free if you want.
Speaker 2 (18:19):
It's a great opportunity we get people.
Speaker 3 (18:21):
Dominick, thanks so much for joining us a small business
radio show. We'll be right back. My work with thousands
of small business owners over the last twenty years inspired
me to write my next book on how to make changes. Well,
that's not exactly true. More accurately, my frustration and the
resulting challenges working with small business owners forced me to
(18:43):
write this new book. Let me explain. I'm often asked
by companies and small business owners that I don't know
to help them. Typically, they're feeling stuck by a problem
and their companies can't move forward. After analyze the situation,
we mutually decide on a go forward strategy. I help
them assemble a detailed plan to make any changes and
the critical sess factors and actions that need to be completed.
(19:06):
They agree that taking these actions will help them solve
their issue for their company and make them more money,
and then almost nothing happens. Unfortunately, most small business owners
implement a few easy steps but never take the critical
or difficult ones that could make a difference. This has
(19:27):
long frustrated me since we worked really hard on putting
together this plan and at the beginning we were both
excited about the result. I wrote my new book, Change Masters,
How to Actually Make the Changes you already know need
to make to figure out why small business owners do
not make the changes or take the actions that they
(19:47):
know will help them reach their goals. Where is the
gap between sincere intent to make these changes and the
actions to actually do it? What holds most people back
and keeps them stuck on the same path over and
over again. Why are they still so comfortable.
Speaker 6 (20:03):
And not making these changes and staying on a path
that clearly doesn't work for them? One thing is it's
not adding to their happiness and it's not adding to
their feelings success. What steps do they need to take
to slowly break free and start to make those changes
today that will help them in the long run. In
my new book, I reveal much of the psychological research
(20:25):
around why change is just so hard for so many people,
and real life strategies that every small business owner can
employ right now to make the changes they need to
make in their companies to grow. So get my new book,
Change Masters. Remember I'm not trying to convince you to
make a change, but rather help you make the changes
you already know you need to.
Speaker 1 (20:46):
Take stick around to get your small business unstuck. More
of Small Business Radio with Barry Moles.
Speaker 3 (21:00):
Well, here's probably a question that you have not yet
considered for today, ken A, being a bartender really teach
you be better at sales and marketing. My next guest
is Neil Rogers. He's an author, speaker, and business leader
with over thirty seven years of experience in marketing and sales,
generating revenue and getting clients who highly effective results oriented campaigns.
(21:21):
He has a new book out it's called Bar Tips
Everything I needed to know in sales I learned behind
the bar. Neil, Welcome to the show.
Speaker 5 (21:29):
Erry, Thanks so much for having me. This is wonderful.
Speaker 3 (21:32):
Now your parents may have not been proud when you
start to become a bartender, but now since you learned
so much, they clearly have to be proud, right.
Speaker 5 (21:40):
Well, they certainly were when they were here for sure.
But yeah, it was an unlikely, unlikely rise through where
I am today, no question.
Speaker 3 (21:51):
So tell us how you became a bartender.
Speaker 5 (21:55):
Well, it was I came out of high school at seventeen,
not known what I wanted to do, so I went
to my mother in May of my senior year and said, hey, well,
was there something I should be doing next year? So
that's literally how lost I was going. And back then,
back then, Barry, we our parents. I don't know where
you are, but they didn't have our lives planned from
DNA like we have them today.
Speaker 7 (22:14):
Right, So so anyways, I fumbled around school, took a
couple of swings and missus and always liked the hospitality business.
And they was, you know, bus boy and waiting, not
waiting to know, making sandwiches back of the house, front.
Speaker 5 (22:26):
Of house stuff, wun up as a bar back. And
then I looked at the guys ten and Barne. I said, geez,
that looks pretty cool.
Speaker 3 (22:34):
Make more money.
Speaker 2 (22:35):
Oh it wasn't.
Speaker 8 (22:36):
It wasn't even that, Barry, that was the only criteria.
Speaker 5 (22:40):
That's where my head was at. That looks cool. But
I set my sights on getting.
Speaker 2 (22:44):
A bar job.
Speaker 5 (22:45):
I got a bar drub, and then I realized, hmm,
this is what I want to do for life. But
I got that immediate feedback when you give somebody something
that they liked and they enjoyed it. I was like, oh,
it's like I can be good at something. So that's
where I that's where I started. And yeah, then I
then it said on to other things.
Speaker 3 (23:01):
So of course the TV and the movie version of
a bartender is that, you know, they're the person's sitting
at the bar and they're just pouring their problems into
the bartender.
Speaker 5 (23:13):
Did that happen in times? I, Well, it depends on
where I was working. I started out on the beach
bar and I was young. It was day, it was slow.
But as I got my so that was that type
of thing would happen there. But then as I got
my skills up and I went into Boston. You know,
I always work at the busiest places, the busiest stations.
It was there wasn't a lot of time for you
(23:34):
to chat or sometimes.
Speaker 8 (23:35):
But I used to love every once in a while
when I work day and go back to that and
be able to engage and have a chat and see
what they're up to today, where I could send them
what about Boston that they didn't know, and those types
of things.
Speaker 5 (23:48):
So, and if you're thinking about sales, it kind of
sounds like sales, doesn't it does.
Speaker 3 (23:53):
It's so funny because I'm thinking back to the day
in the late seventies when I went to school at
Brandice in Boston, and I worked at a restaurant bar
called Patents in Haymarket Square and I was never a bartender.
I was the shorter to cook. Okay, it was it
was It was really interesting to work inside that that business.
So you write this book that you know everything I
(24:15):
needed to know in sales I learned behind the bar.
What'd you learn?
Speaker 5 (24:20):
Well, really, when you look back on it, it's all
the things that your parents probably told you. You know,
a proper greeding, what.
Speaker 3 (24:27):
You can marry a rich girl, diseaseles you can marry
a poor girl, because that's what they taught me.
Speaker 5 (24:34):
Go hard to work out. So so yeah, so things
like being on time, being presented, having a good attitude.
And then in each in each chapter, I give examples
of that and what it means to be, what it
means in the sporting goods you see in the in
the bar or a restaurant business, and how it simply
translates into success in sales.
Speaker 2 (24:55):
Do we want to.
Speaker 5 (24:56):
Walk into a bar and have the bartender with their
head down texting talking because we're not texting back then,
but talking caving on a conversation where you're sitting there waiting. No,
you want to be great. Hey, what's going on? How
are you today? What are you doing in town? Oh? Great?
What can I get you? What are you thinking about today?
What do you like? So you're you're probing, simply probing.
(25:17):
You know they may know right away, well I drink
more perfect before you can? We have it right here?
So and those types of things, and then of course
you know it's you know, being organized. So what what
set we used to have a thing back? Actually, one
of my one of my mentors said to me, the
most organized wins in sales. So that's the chapter number two.
(25:38):
Well chapter as we get into the tips. I did
a little couple of chapters of bio and and also
some some some research I did on how other businesses
use hospitality in their business. But things like that, the
importance of you know, being pods, of being on time, right,
I mean that sounds so simple, but yet is lost
(25:59):
when you're sitting there on a zoom and somebody's five
minutes late, and so said, well let's hold on for
five minutes. My think what goes on in my head?
What about the professionals that are here on time? Better?
Speaker 2 (26:09):
Wait?
Speaker 5 (26:10):
So it kind of sets kind of sets the relationship
off in the wrong way. If you're if you're not
greeting them properly, you show up in your paperwork or
your computer or whatever presentation you're trying to give is
dishoveled and the like. And then on top of that,
because you want to organize, you're on on time. Now
in the bar business, it's again I described the proper greeting,
(26:33):
but organization is very simple. If you don't have your
station set up, if you don't get there on time
to get your station set up, you're already behind the
eight ball. So it's very similar to what we experience
in what I've experienced itself.
Speaker 3 (26:48):
You know, it's so interesting to me because I've never
really thought about in this context. I guess that's the
really the point of the book, because if you're a
bartender and you want and you get to know your
customer that's sitting at the bar, are you form a
personal relationship with them, even if it's for fifteen minutes
or now or whatever it is, they're more likely to
either buy more, stay longer, or to come back and
(27:11):
or tell their friends about it. And that's really what
you want. Where they're in small business.
Speaker 5 (27:16):
Yeah, yeah, that's that's reciever. That was and they you know,
it just kind of came to me. It was a
COVID project on top of this, right, trying to keep
myself from losing my mind. And I was encouraged by
this guy who just wrote a book to write a book,
and I said, am I going to write? Well about
a few years earlier, my daughter was honored by the
guy who brought five guys Burgers here to Hampshire. And
(27:37):
he got up there and he said, if you made
me familiar, I'm sure you're familiar with pre meal where
everybody gets together or out, you know, so it's what's
eighty six, what's the what's the wine of the day's,
what's the specials? Whatever? And then a little bit of
a round rocks speech. Well, his speech was, we're not
in the burger business, we're not in the prime business,
we're not in the soda business. We're in the hospitality business.
(27:59):
I looked at my point of context. She worked at
a place I worked at. That's where we met, and
I said, I've never left the bar of business. I've
been ten and bar on the road for thirty plus years.
Same stuff.
Speaker 3 (28:10):
Yeah, that's really interesting because a lot of times what
you these days, I think, especially if it's very crowded,
it's hard even to get the bartender's attention right or
they're so busy. What should bartender do in that case?
What can they learn from that?
Speaker 5 (28:26):
The budget themselves should have some sort of kind of second,
third cent second sense to who came in first. I mean,
it's one of those things. And then if you think,
if you think for a moment, you might have the
wrong person, look at them and say, okay, so who
was first. Typically people are very gracious and she was
(28:47):
or he was, So that gets you out of that
if you play it right, If you just go to
the best looking girl or the guy that you.
Speaker 3 (28:54):
Know, that's usually how it works. And they're ignoring me.
That's the problem. The tallest person. I'm losing all those cases.
Speaker 5 (29:01):
You know. The one thing that used to one that
used to work one hundred years ago was somebody who
put out their money exactly.
Speaker 3 (29:06):
Have money in my hands exact exactly.
Speaker 5 (29:09):
But nobody cares with cash exactly the transactions.
Speaker 3 (29:12):
That's the problem. So I want to give you a
chance to talk a little bit more about the other
kinds of things or other kinds of tips that go
later in the book that you learned about sales behind
the bar, well.
Speaker 5 (29:24):
A few of them that really equate nicely to both
behind built in the hospitality business in total and in sales.
Are you know what do you know about other things
that could help the client? In this case, if somebody
came I always the story I tell in the book
is that a couple came in, really nice couple. It
(29:45):
was one of those saturdays where I was working today,
so I had an opportunity to chat with them, and
they were saying, so, we're we're looking for rooting for
a steak. What do you have a steak? And I
looked at him and said, we had one steak on
the menu. Now it's decision time. Do I keep them
here and give them a mistake, which is one shot right,
or do I send them through the Long Wharf Marriott
(30:08):
Lobby and take a left and go to the Charthhouse
where they can have any cut they want. Well, I
gave them that option now, and that is here's the deal.
If you want a steak, here's what I would suggest.
That's what you here for. Slide here, go there. If
you're here for seafood. We can accommodate that. Our chowder
(30:29):
is very good, the hattock is great, the fish and
chips are wonderful.
Speaker 2 (30:32):
So you take them through that.
Speaker 5 (30:33):
So you're doing your you're doing your own business as solid,
but you're using your peripheral knowledge, knowledge of things outside
of your sphere, right or your property, your what you're selling,
where you're selling for it's really really big endorment, right.
(30:54):
So when you talk to a doorman, what are you
going to ask them? Where can I get a steak?
Is there a yoga studio? Know about what's up with
music around here? And so they can lead you in
a direction. So same thing in this world, in our world.
If we can't handle it, if it's not in our Baillywick,
we know where to send them, or we will find
(31:15):
where to send them.
Speaker 3 (31:16):
And I think that does come back to Neil, right.
I mean, I think that if you can help a
customer like for me, I spend a lot of time,
you know, smelling, selling small business owners. If I'm not
the selling small businesses, if I'm not the right person,
I offer them as someone else, or if it's not
the right time I tell them, because I think in
the end it does come back to you.
Speaker 5 (31:36):
Sure it is, Yeah, no question. You think you may
have lost it, but you haven't. And that kind of
dovetails a little bit with my next tip that I
think that I that I love. And this one was
given to me by a guy when I was selling
food in and around Boston. And this guy was kind
of the wise acre, you know, the top of the
(31:58):
tree sales guy. And but if you get him in
front of a chef, a hotel, uh, you know, food
beverage person and the life he completely transformed. And he
was this incredibly professional guy that knew everything. So I
latched on to him, right, and so when I took
his roots, I did whatever he wanted me to do.
(32:20):
You want me to deliver something for y'all, do and
I get the time. But he said to me, and
you know, I travel with him and he goes, listen.
If you don't hear anything else I talked about, I
want you to remember this whenever anything goes wrong. Now
I'm going to point to myself start here, right, So
what was my role in this? How could I have
(32:41):
done better? You know, don't blame the guy on the truck,
don't talk about the warehouse person, take, take ownership, move on.
Being right is overrated.
Speaker 3 (32:53):
Right, and that's not what happens in politics today. So
it's really refreshed to hear something say that. Usually it's
just passing the bus.
Speaker 5 (33:00):
They no hold on the kettle fish. Right. So, but
so in the bar bar, the bar story that goes
along with that is a woman came into the bar
and one of my one of Michal's I worked with
the years, Dennis Mayor, just a brilliant guy. Didn't know
why he was working with us, but he was great.
Woman says, I need a vodka. I would like vogka
MYKINI straight up extra drive now point of context. In theory,
(33:24):
that is vodka with some remove. In practice, nobody wants
to remote. So he pours the drink just like he's
poured it every time all the time, puts it up
nice up glass, and chilled the glass prior, all the
things that you would want a bartender to do. Did
the twist of lemon on top, moved, rended it, handed
(33:47):
to it, she took a sip. She said, it's not
drying it. So he walks by me. He says, I've
been doing this for fifteen years. I had not put
a drop of removed in Markini yet. Now what did
he do? He went back, guys down another glass, put
it it, put it into the put the varget and
makes a glass not not in her face, but where
(34:10):
she could see it. And so she wasn't pretty show
her up, but he wanted to make sure what she saw.
Pulled it, put it again, put it over the into
the nice chill class that he had, did the lemon
twist again. She took a sip. That's the one. Now
what did we learn here? He could have told her
(34:32):
the same story he told me right now. Listen, lady,
I have in put you. Can you hear how this
would go with three ten other people around? So what
did he do? He might have lost two ounces of booze,
but I don't think he did. More than likely he
put that two ounces underneath and that went into Vokasota
or Varguitona player. So nobody lost anything and we kept
(34:52):
the customer. She was happy. There was no scene and
he took so essentially he just took ownership of it
and went, okay, sure, I mean, let me redo that
for you again. Cool.
Speaker 3 (35:03):
So, Neil, one of the questions I think is that
what we have to really learn is how do you
keep a positive or how do you keep a successful
mindset of this whole thing because many times, I'm sure
the bartender, just like in sales and marketing, you face
the same thing over and over and over again. But
for some of the customers it's the first time. So
(35:23):
how do you keep it so fresh? How do you
keep it so exciting? How do you keep engaging in
the customers where maybe it's come by road?
Speaker 5 (35:33):
Well, I think, well, you can tell a good server
a good bartender right out of the gate because of
how they greet you. Like how so it gets right
back to the initial initial What do they say? What's
the old adage? You only have one shot of the
first impression? Right, So they come out, they greet you
right away, and if in kind, chances are nine times
(35:55):
out of ten nobody bats a thousand. They all mixed
metaphor in there, but they that they would respond in kind,
Hey we're doing great? How are you doing tonight? So
now we get something going on. So everybody's feeling good
out of the gate. So now you just go through
your paces, you ask them the questions, you do your
process right in order to take a proper order, to
(36:15):
give them all their options, answer all their questions, all
those things once again sounds like sales, right, and and
then you you just you just do everything you can
to make them happy. Then you plug in. Okay, it
came out, the price came out cold. You don't argue
with them, you know what. Let me go right back
(36:36):
and me grabbing another plate of fresh If you want
a minible on those, go read to go back, get
the pries. Well this didn't work, go to the manager
if it escalates, you know, and just and bring them
in and let the manager cool it down because they're
typically they might have a little bit more experience than
that because they've been around them. But yeah, so that's
how I mean, that's how I used to do it,
and that because yeah, you know, especially at nights, you know,
(36:58):
people dump in after a concert or after after I
used to work in place down by the Boston Garden
after a Celtic team back with basketball was basketball when
Mary Bird was around, and they would dump in and
you just were swamped, and it was it was clearly
us against them. So the pleasantries, as it were, might
(37:21):
have got a little out the window at that point.
Speaker 3 (37:23):
So they just wanted to drink, right, that was really
what they wanted, right, I just I just want my drink,
That's right. I want to go all right. So I
got one more question to ask you, which I very
really have a chance to ask. Too many people have
been in the bar industry these days. I'm sitting at
the bar. Bartender brings me a drink. What's the tip?
(37:45):
Is the tip a dollar a drink? Is it twenty percent?
What should it be?
Speaker 2 (37:50):
Well?
Speaker 5 (37:51):
Given it? So it's a little it's a little little,
a little different from me because give put in that position.
I'm always at twenty to twenty five percent. I know them.
It might even be you know, if let's say it's
a it's an eight dollar a Guinness, I don't.
Speaker 3 (38:05):
Know eight dollar. I'm talking about something that's a fifteen
and twenty dollars drink. Usually when I'm at the bar,
right soft.
Speaker 5 (38:11):
Twifteen bucks, fifteen bucks, three bucks, that's what I do.
Speaker 3 (38:16):
So what am I giving as a tip? I give
me a dollar, I'm I give me three dollars. What's
the approachriate thing? Twenty percent? No matter what, it's not
a dollar a drink, it's twenty percent, whether you get
it at the table or you get at the bar.
Speaker 5 (38:28):
That's again that's my world, you know, that's the way
that and you know, but then they you know, then
it's yeah, it all and again it depends on how
you treat it. By the way, I'm not a guarantee, right,
I mean, if you treat me, if you treat me poorly,
I can go I could, I can give.
Speaker 3 (38:46):
You a lesson exactly exactly.
Speaker 5 (38:48):
You know, here's the But the thing is barry in
this day in age, I don't know as they're paying attention, right,
I mean, because you get a lot of kids. I mean,
I gave a guy I was in DC last weekend
visiting my son at one hundred and seventy one dollar tip.
I game fifty. I gave him fifty dollars. Wow, because
we had it was a bunch of us. We had,
you know, had his friends. You know what happens he
(39:10):
braids his friends.
Speaker 3 (39:11):
Nowity of course that's why they're going out with that,
because that's going to pay.
Speaker 2 (39:14):
Right.
Speaker 5 (39:15):
So when I gave this guy a fifty dollar tip,
because I'm in this, I'm in the doubling of this
iconic bomb and whatnot.
Speaker 2 (39:21):
The guy didn't even.
Speaker 5 (39:22):
Look at me. He took that, he took the chip
and turned away. So I was like, I wasn't like
kicked off, but I thought I thought it was lesson
time because because quite frankly, liking sales. When I when somebody,
when somebody is just that poor salesman, you know, trying
to trick me into doing something, I'm a little offended
(39:43):
by it because it's my profession and I love the profession,
same way I feel about the server apart. You know,
people come in here to be happy to said. So
I went, I went up to the podium on my
way out, and I said, well, you kind of look
like in manitor type and it happened to be this
Irish Irish Patricky, and I was broke. I said, can
I just tell you something. I did this for ten years,
about eight ten years around the Boston area. I keep
(40:06):
this guy fifty one hundred and seventy dollars in He
didn't even knowledge my existence. So it was like next,
So I just wanted to let him know. I didn't
want him to go. You know he's going to tell
the guy yeah. So and then of course they were
all old, thank you very.
Speaker 3 (40:20):
Much, exactly. You know, come back anytime. You know, we
got to go. Where can people get the book? Bar
tips and catch up with you?
Speaker 5 (40:30):
So the best place to do both is so our
program is it Positive Activity dot Net. That's our trademark
program that my wife and I put on. And right
there there's a link to the book. I recommend you know,
I recommend it to anybody who's just you know, was
going transitioning to sales, wants a refresher. I mean, it's
like I hope it's at some point in time. It's
(40:51):
like my laundry list of sales books I have here.
And especially for young people getting out of college, it's
they don't teach this stuff and at all.
Speaker 3 (41:01):
They absolutely know. Well, Neil, thanks for joining the show,
and thanks everyone for joining the radio show this week.
Thanks to our incredible staff, our booking producer Sarah Schaffern,
our audio and video editor Ethan Moltz. If your series
probably more successful in twenty twenty five, give me a call,
I've said a private line seven seven three eight three
seven eight two five zero, or email me at Barry
at molts dot com. Remember love everyone, trust a few,
(41:24):
and pal your own canoe have a profitable and passionate week.
Speaker 1 (41:29):
If you can find Barrymoltz on the web at Barrymolts
dot com, or more episodes of Small Business Radio at
small Business Radio show dot com.
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