The diagnosis is...

The Doctor walked slowly towards the patient. His face was impassive, not wanting to reveal the news too soon. The patient, uncomfortable and squirming in the chair, attempted to read the Doctor's non-verbal communication.

The patient wasn't feeling well--it had been a slow, but steady decline. There was that shock to the system in 2001--when everyone wondered if the patient would survive, but there was a rally and even some confidence that a return to "normal" was imminent.

But the patient clearly knew something was amiss--the death a couple years ago of the relative in New York created more anxiety. The symptoms were worsening--a lack of interest, an inability to be as excited as before, friends stopped coming by to visit.

Increasingly alarmed, the patient turned to alternative treatments but nothing seemed to stem the tide. Now, after another "episode" and with even less energy than ever, the patient faced the Doctor.

"The last treatments we tried didn't do much", the Doctor started. "I'm afraid the disease has spread. We can't seem to slow the decline."

The patient scrambled for something to hold on to. "But when I'm good, I'm really good", he pleaded. "Some people who came by last week said I was really good for a while."

The Doctor peered over his reading glasses. "All true--but you simply aren't 'good' for as long as you once were, and I'm wondering if the cost of the cure is worth it."

Finally, the Doctor had to share the news--the news no one wants to hear:

"You're dying. And everything we've tried has failed. You might want to get your affairs in order."

A degree of desperation set in. "But--my cousins across the hall from me are doing great--better than ever! Certainly what you're doing for them can work for me?"

"I'm afraid not", the Doctor said. "Their situation is different than yours--your family history is worse than theirs. I'm afraid you are two very different patients with very different needs. "

"Perhaps you might consider moving--I hear the Desert in Nevada has had some healing effects on other patients with your condition."

So, what does one do with such a dire diagnosis? End it all? Seek a healer? A transfusion?


...to be continued...


Pete

It's that time again...

We leave for Chicago next weekend--the Motivation Show is upon us. And as it approaches, there's a lot to consider. To wit:

• The business didn't die this summer. It wasn't exactly Robust, but those who thought we'd be doomed will not see their vision come to pass.
• The market continues to surprise and amaze me. Opportunities are still there.
• Some new ideas are about to be unveiled. Something approaching a Unified Solution for incentive program developers is being bandied about (I have to confess I don't know much about how it works, except that allegedly it does)
  
• The Associations are working on some new stuff (which I'm bound by NDA not to discuss publicly) that could change the paradigms of what Associations do for their members.
  
• Branded suppliers are already looking ahead to January, when PPAI unveils its Grand Experiment, the "brand." pavilion at Expo. Over 50 Brands will show up there to see if there's an audience for a Brand-centric experience at a promotional products convention.

None of these things are cure-alls for the ills that ail us--the "iffy" commitment of many Brands to the channel, the continued erosion of our business by outsiders (Amazon, etc.), the challenge for merchandise suppliers caused by Retailer-issued Gift Cards, etc. But 0ne thing is clear--the market seems to be big enough to accommodate us all for the time being.

I have ongoing concerns about our Rep population--can they continue to represent 20 suppliers on 5% and make it? If not, they have to become customers as well and this presents a challenge to the message they deliver to the reseller community as a Rep. I hope everyone does as well as Stu Birger has done over the years--he's managed to create a strong rep group in addition to a reseller operation while not antagonizing the customer community.

Speaking of Stu--those who predicted that the acquisition of his company by Maritz would precipitate a mass exodus of his manufacturers were not correct. The jury's still out here--and there are real issues--but so far, so good. Who knew Maritz could be a good rep?

And my company, Samsonite, will manage the Show without one of our team--Alice Cannon was a victim of Musical Corporate Chairs in August. She now has Samsonite (and, unfortunately, the Incentive Market) in her rear-view mirror and is off to sing the praises of a jewelry company based in Boston. It's our loss, and by that I mean the market's--we need all the smart, passionate people we can find to make our market more meaningful to our organizations.

The Booth Number is 1415--Do the Mae West thing and "come by and see me"...


Pete