Motor freight trucking management guide manual manager supervisor executive owners consulting expert by New Deal Ink and Toner Company

2011

Every Man

BUSINESS PLAN 12 ABSOLUTES 38 MIND TRIGGERS

2011

This man understands the great debate, he stands to be heard and plans to overcome every barrier and obstruction to the success of a great company and others watch as he takes his chance. This man has taken the pre-determined and rejected the notion of financial collapse and refuses to accept the doom of failure. This man claims there is a purpose and nothing is fixed by chance or the draw of the cards. He shares his confidence and shares his hunger for the nourishment of the better idea. He knows they must act quickly and remove the compulsions of men.

2011

Every Man BUSINESS PLAN Write The Author GregoryBodenhamer@Live.Com This man does not accept the dysfunction and offers the reasons rather than the excuses. He has been the eyewitness to bad habits and unthinking actions of managers and supervisors because they have the compulsion of un-useful repetition of their actions. This man understands that the habit is pleasant but does not always bring about pleasant things. He stands looking to leadership with a craving of compliance, profit, improved services and quality revenue growth. He knows that achieving something good serves everybody in the room as he looks around and looks at the irritation of loses of customers and profits. This man has the passion and curiously offers recommendations to the hopeful future. We have the appetite for change and performance and this desire proves stronger and more robust every day. It is time for all my friends here to stand up and with a great expectation to move our company to profits and stand together, this very day.

2011

P R O S P E R I T Y Every Man Business Plan It was just the other day that our manager informed our supervisor that we had to hurry and scurry faster and faster to get things done. At our pre-shift meeting last week this same manager advised us that our quality performance was slithering down hill and we should take our time and do it right. Often times our manager gives us contradictory directives and puts everybody at odds before lunch time. The manager is a good guy but his goals come from the corporate office and he at times will carry them around to show each of us his management control charts. He never considers anything before the actual performance of work but spends a great deal of his time telling the associate employee group what they did wrong. He does tell us to speed up which triggers a lot of complaints as we watch him in his office drinking coffee. At times we’re all sure that his behavior and activities does not match up with the goals he has for the group. We remember just the other day that Bobby got into trouble for not turning his drivers log with the proper signature. That same week our paychecks were late because our supervisor didn’t turn in his driver reports. It won’t be long now everybody says, we’ve been losing money for almost the entire year.

2011

P R O S P E R I T Y Every Man Business Plan At the end of the last quarter our regional vice-president visited every trucking terminal in the system. We still wonder why we had cold coffee with our donuts that morning, even with the vice-president buying for all of us. The meeting lasted no more than twenty minutes and only two or three questions were asked from the hourly group. He spent a lot of time talking about inputs and outputs and described that we had to go faster when we pickup and deliver shipments because safety and production was everything. About four of the guys got their quarterly safety pins from the vice-president and he shook their hands and thanked them for holding up the company values of safety. The vice-president said the company goals were valid and realistic and without quick improvements they would be forced to layoff drivers, dock-workers and even a couple of office people. Two of the drivers who just received their safety pins and the vice-presidents hand in friendship are on the bottom of the seniority list and would be the very first to go if a layoff was issued.

2011

P R O S P E R I T Y Every Man Business Plan When we got off duty that same evening the union representatives were standing outside the gate again handing out union cards. Every year about this same time, without stimulation from the employees, they show up and corner some of our guys and gals to coach them to sign up for a union shop. Every time the union agents show up one of our drivers or dock guys get fired. The symbolic termination of a driver was the surest way to keep the union wolf away from the company chickens. It didnâ&#x20AC;&#x2122;t take but a few days when two drivers got fired for taking extended breaks and one dock worker got terminated for breaking a dock plate. One of the supervisors we had a couple of years ago told us after he got fired that management believes in killing one chicken to save the flock. It was a clear message from the company that if you are thinking about signing a union card you should also be thinking of unemployment and feeding your family. This previous supervisor was a treasure chest of great management stories and behind the scenes information that was probably considered top secret by the company.

2011

P R O S P E R I T Y Every Man Business Plan The company started to target people with lower performance than they wanted. It was clear and made obvious that taking over fifteen minutes to leave the yard in the morning with your load would be considered abuse of company time. We were required to jump into the tractor after a quick pretrip and be out the gate in fifteen minutes or less. When the drivers arrived at work their tractors and trailers were pre-hooked, fueled and ready to go. All the driver had to do was complete the two minute pre-trip, check the lights and take off for their work day. The late departures of the drivers were determined to be the primary hindrance to profits throughout the company. The manager again carried a brand new report that clearly showed the graphs that proved the point. After weeks of brainstorming the executive group at the corporate office put the entire blame for bad performance on the driver group. So much for being the drivers company and that family feeling kind of company. The drivers know the economy is bad and we also know that it rains or snows and slows us down.

2011

P R O S P E R I T Y Every Man Business Plan The company terminated the safety bonus program because the money just wasn’t there as business was slow. The drivers surely complained but they also knew that trailers had holes in the floor and our terminal shut down the third shift mechanics shop. We could only wash our trucks once a week and the steering tires were getting a little bit too worn for most of us. Times were not good but the paychecks never bounced so we all came to work and put our time in day after day. The safety bonus program slowed to a stop but the reprimand department sparked to life. We started getting verbal warnings, which were in writing which never made much sense. If we did any little thing wrong our supervisor would talk to us in the dispatch office and we had to sign the verbal warning form to prove he did his job. The dispatcher would normally say “just sign it” “and don’t worry about it” “they’ve gone nuts”.

2011

P R O S P E R I T Y Every Man Business Plan The gem of a sales department went into a tail spin yesterday as they were all told no more company cars. Each of them would have to supply their own car and the company would pay them an automobile allowance. It didn’t stop there as the sales department was told they had to have one customer lunch per day and one customer entertainment per week. The sales department was also told that if the their customers didn’t meet the tariff discount requirements the customers discount would be cancelled. It seems the terminal was failing and the entire company was shuddering and quivering like some drug addict that couldn’t get their fix. In the mornings when all the trucks were still on the lot you could see the neatly parked tractors in a very long row parked against the fence. Even with the perfect parking you couldn’t help but get the feeling that the whole fleet was in the ditch. Maybe all these money problems would make the company wiser and stronger in the long run? I looked for the noise along the fence and seen the rabbit cornered by an alley cat, I know how the hare felt.

2011

P R O S P E R I T Y Every Man Business Plan The good fortune of a new manager hit the terminal again before spring time. It was our third terminal manager in less than two years and his balding head surely meant that he had a big brain. The company hired him from one of the big package-freight companies like U.P.S. or FedEx but weâ&#x20AC;&#x2122;ll never know for sure. It must have been a secret because the guy never talked about anything, especially himself. The new manager spent all his time in the office and continued to perfect the art of the conference call. Every time you needed to speak to him he was on a conference call or out to lunch, never with the sales team. One of the mechanics hurt his ankle last night and he tells a great story after he signed his warning letter. The mechanic did the wrong thing and jumped down from the back of the trailer instead of using the step ladder. He was in a hurry and so was the pain. He twisted his ankle and had to sit down for a couple of minutes. The shop foreman told him to take his coffee-break and relax for a while. The foreman completed the repairs on the trailer floor and the hourly mechanic sipped on his coffee and massaged his ankle. The new manager, as the story goes, walked into the shop and seen the mechanic drinking coffee and just sitting on his ass.

2011

P R O S P E R I T Y Every Man Business Plan The new manager had the mechanic and the mechanics foremen in his office the very next day. “Both of you are good for nothing” clearly stated by the new terminal manager. “You guys sit around and cry like babies when it gets cold outside” The new terminal manager acted like he was plucking feathers from a dead chicken. “One guy jumps off trailers and the other one tries to catch him” It seemed at this point that the terminal manager was about to pluck his last feather as he turned blood red with annoyance and irritation. “Now that you two have broken the egg why don’t we make that omelet?” “Since you two cant follow the rules why don’t we close the shop once and for all?” At this point the new terminal manager must have been talking to himself as the two employees were just sitting and starring out the office window. The new terminal manager had a way of making everybody around him feel like a small fish. He was the kind of guy that would judge a horse by the saddle and never even notice the animal. Most of the drivers were turned off by his “kill the chicken first” style of management and ask the farmer questions later. Everybody started to call him “Monkey” because that’s all he did, Monkey around the building and then go home.

2011

Every Man BUSINESS PLAN Write The Author GregoryBodenhamer@Live.Com

It didnâ&#x20AC;&#x2122;t take long for the employees to figure out that our new terminal manager was overpaid and at best just watched other people work. He was disguised as a manager but he did little work but had a sharp eye and the tongue of a critic. He would sit around in a dream and always hope for the best. The road drivers that traveled from terminal to terminal took to stealing valuable minutes on their road trips as payback for his disapproval. Entire loads of L.T.L. less than truckload trailers would arrive twenty to thirty minutes past their scheduled times, on purpose. When the road drivers were mad it was like ants eating off the same bone. They could drive you nuts because they were on the open road and unsupervised except by time and distance measurements.

2011

P R O S P E R I T Y Every Man Business Plan The new manager was starting to get a lot of heat and friction from the regional office. The terminal to terminal loads being late was destructive to the entire system. The road drivers were like uncultivated savages when they got mad and they were also a great barometer for the company. The road drivers controlled the company and not one of them was feeble about telling you. The company in some rebellious way told the fleet managers, those poor people that are in charge of the drivers, “We’re taking the company back and trucks will run on time”. With the perfected dispatch and computerized systems a fleet manager would keep an eye on a driver but he couldn’t make him go any faster. Some were lucky enough to hear a small part of the morning fleet conference call at another terminal, “Forget kindnesses and Forget log books” the vice-president of operations was unruly and defiant about a dispatchers question about running the fleet legal. “We deliver freight which means we move freight” “The company is the master and they are the slaves” “Our good fortune is their bad luck” “Move the freight or carry water at another company” The regional V.P. of operations was the same guy that shook your hand if you didn’t wreck a truck during the quarter. What a guy.

2011

P R O S P E R I T Y Every Man Business Plan The Monkey had a meeting today with the regional V.P. of operations and we think it had some consequences. The V.P. brought another guy with him in a nice suit carrying a really nice leather briefcase. Rumors were all over the terminal that they might be sacking the poor bastard but nobody really knew. They went into the terminal managers office and didn’t come out until after lunch time. Long meetings with the V.P. almost always meant bad luck to his audience. The regional vice-president of operations, our own terminal manager and this stranger walked the massive dock for almost an hour and a half. We kept an eye on Monkey’s bald head to keep track of the big boys on the dock. They stopped and started laughing over by dock door number 84 as one of our dock supervisors joined in on the fun. Come to find out later they were most likely watching the same rabbit and alley cat running around that we spotted the other day. The way our dock supervisor told the story the stranger walking around with our people was talking about boiling frogs or some other nonsense. The stranger stopped laughing when the cat got the rabbit in a corner. “You men watch that rabbit stop running and start fighting” said the stranger. “Its later than you think for the cat” “Every creature fights for life, including your drivers gentlemen” as they walked to door number 86.

2011

P R O S P E R I T Y Every Man Business Plan T h e Ve r y F i r s t M e e t i n g w i t h T H E S T R A N G E R The stranger was very direct. “Well you can be sad, or you can be curious” “What you need to learn in the next two minutes is that I listen to you before I talk” “I would suggest that you become curious about what I say” the stranger talked for almost ten minutes and not one person interrupted him again in the classic way. It was my first time in the managers meeting. After only two days this new guy, stranger guy, fashioned a working group and I was invited to become a part of the team. After I stood up at the last associate meeting and proceeded to talk for fifteen minutes I was sure that was the end of my fame. I didn’t know it at the time but the stranger was sitting behind me and he appreciated my viewpoint. The stranger was a fortune 100 consultant which was hired by the corporate office to guide and mentor the companies operations. He was some kind of advisor and specialist concerning motor freight transportation, supply chain management, fulfillment and distribution systems and process controls.

2011

P R O S P E R I T Y Every Man Business Plan I guess I should tell you that I thought the guy was a smart ass until about our third meeting. The third meeting was very different from the first two. Our terminal manager Monkey would sit down with paper and pen and take notes instead of bonding with the donuts. The regional vicepresident made sure we had hot coffee and the rest of the guys and gals started to pay attention, including me. It seems like the group was starting to bond as some of the nervousness and stress was being converted to relief. “If we become confident” was written on the twelve foot white board in the conference room by our consultant Richard Sanders. “I’ve looked at all the reports guys and something is very clear” “This group does not have the confidence to make money and create happy customers” “This company has very little appeal except you give big discounts” “How do you plan to make money if you discount your profits away and wreck your trucks?” “We’re in the same boat and it looks like we’re all going to drown” “We can make a choice today” “We can save the four hundred jobs here and thousands across the network or go home.” “Which one?”

2011

P R O S P E R I T Y Every Man Business Plan It was like Richard Sanders was daring us to win or lose. The regional V.P. of operations smiled and Monkey fidgeted in his chair and felt a little embarrassment. “I know you guys feel a little awkward” Richard Sanders our Fortune 100 consultant stated as he looked around the conference table. “Its always been your choice to win or lose not the companies” “Your company is about out of money what do you want them to do?” “The last two meetings brought about the complaints now lets work on the solutions” “The companies checking account balance doesn’t lie. We’re all broke at this point.” Our single terminal had lost over two hundred thousand dollars in the last six months and we’ve had too many accidents and it seems now that several thefts have taken place. The entire company lost over four million dollars last month and there was no automatic credit lines any more. There was talk about an ESOP Employee Stock Option Plan which would really mean that 20% of our individual earnings as an employee would go to paper company stock not worth a whole lot right now.

2011

P R O S P E R I T Y Every Man Business Plan Our company had been around since the late 1940’s like a lot of motor freight companies. All the guys came home from World War II and you could buy surplus trucks for a song and a dance. During the days of regulation you could buy a couple of trucks and petition for a protected route of authority. If your truck started you were in business. Today's trucking isn't like years ago. For the same song and dance you can drive a mortgaged truck and just hit the road without route regulations. Anybody and everybody can own their very own truck line and that’s exactly what they’re doing by the thousands. New companies started every day and older ones failed and went to see the bankruptcy judge.

2011

Every Man BUSINESS PLAN Write The Author GregoryBodenhamer@Live.Com

Honest Services Never Go Out of Style. When I said that at the associate meeting I was remembering what my dad said about trucking when he drove for PEPIES. Our company was trying to wrap the fire in paper reports and warning letters, but this Richard Sanders guy was talking to us like a new friend. He said something that simply flabbergasted the entire group. “Guys, if you want to know about the road ahead, you must ask the person coming back.” “You’re working too hard for too little” “Your trying your best without knowing the rules” “If you don’t want to hear the bell of truth about trucking, cover your ears!” “This company has many more years of life, if you’re willing to be free!” At times Richard Sanders would say things that I didn’t understand at the time, but in time the pale ink became very clear. What a ride.

2011

P R O S P E R I T Y Every Man Business Plan We learned that they were no free seats available on the truck-line. The interesting point here is that the group decided that policy. Richard Sanders gave us the task of creating our own trucking company. “It’s not pretend” he stated as he was writing on the giant white board. “Start a company right now” “Treat the corporate office as your banker because they really have no idea what you do in your terminal beyond these reports” “They know if your late or on-time” “They know if you lose money” “They think they know who should be fired or promoted” “Its all trickery, they have no idea!” Even a giant twelve foot long white board could only hold so many notes. “You own the truck-line” “Its your money” “Would you hire you” Richard turned around and smiled and looked at each one of us like he was touching us. “Read the question again.” “Would you hire you?” “Would you fire you?” “Who would you hire again?” Who would you fire right after the meeting?” “Would you paint the trucks a different color?” “How much would you pay a driver?” “What time should the first shift start?” “Do we have too many dock workers?” “What customer would you fire?” and if the bell wasn’t ringing in everybody else's head it sure was ringing in mine.

2011

Every Man BUSINESS PLAN

Write The Author

GregoryBodenhamer@Live.Com

Gregory Bodenhamer

2011

Every Man BUSINESS PLAN Write The Author GregoryBodenhamer@Live.Com Gregory Bodenhamer

2011

P R O S P E R I T Y Every Man Business Plan Richard Sanders spent several hours teaching the group about how people think and when people think it.

At this point the entire group started to learn more and more very quickly. He was teaching the group that people are not what we think. He gave several examples of how we handled problems the wrong way that kept costing the company poor results and hurt feelings. One of the best real life examples that Richard gave us was our own performance concerning cube utilization. The company had thousands of trailers and most of them we’re running around the network as partials or as Richard would say “Half-Done”.

2011

P R O S P E R I T Y Every Man Business Plan We started to make 8 Â˝ X 11 inch signs and hanging them up all over the conference room. Richard started to paint us a picture of who we were and who we would become in just a matter of 90 to 120 working days. These signs reminded us every day what we learned and what we have already decided and settled, both good and bad. We each agreed that our own work principles and beliefs created our production values. We even agreed that traditionally trailers left almost on-time but were seldom used to their full capacity. Each of us agreed to the apparent truth of profits will always equal of paychecks. Our group consisted of 12 people plus Richard and twice a week we met in the conference room from 8:00 a.m. to 1:00 p.m. and the company bought us coffee and juice for the morning and we all ate lunch together. The group consisted of hourly, supervisors and managers and always Richard leading the group.

2011

P R O S P E R I T Y Every Man Business Plan We spent one entire meeting learning about operating statements, operating budgets, service reports, line-haul schedules and our own profit and loss statements. The group was surprised how complex some issues became when you dig down deep into the business. Richard would break out the numbers and started to explain how we could â&#x20AC;&#x153;Move the Numbersâ&#x20AC;?.

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Everything he said made perfect sense. Our development would depend on the group learning and then teaching to the entire employee group. His three step decision process made a lot of sense. Organization decision first, Operational decision second and then Personal decisions last. He wanted us to learn how to think about problems and their possible solutions in the right order. Richard made it very clear that we were making decisions in the wrong order and started to give us several examples. We had to protect the organization, serve the operation and take care of our people.

2011

P R O S P E R I T Y Every Man Business Plan We noticed something over the last several weeks and “Monkey” our own terminal manager tried to start his own revolution within the group. Our vice-president of regional operations “Steve” was a little taken a back but “Richard” never blinked. “Monkey” started off by looking straight at me and gained the immediate advantage as he caught me off guard and ambushed me easily and quickly. “Let me ask you something Don” “Why is it you sit in here with me every week but call me Monkey out there?” Monkey lured me into a very harsh conversation and his surprise attack was working on me very well. The entire group just stopped and Steve jumped into the conversation swiftly before it was too late. “What do you want your employees to call you?” our vicepresident “Steve” looked at his terminal manager with a little loathing as the question of me was out of place in a group meeting. “What I want is for “Don” to answer the question!” Monkey was turning red with irritation as he looked at me and almost totally avoided the intense looks he was getting from his boss, the vice-president of operations.

2011

P R O S P E R I T Y Every Man Business Plan Monkey was only getting started. “I have more experience and success than you do “Don” so what’s your problem?” “You sit in here and take notes but after your little speech a few weeks ago you think your king” “I know you guys call me Monkey behind my back” “Maybe the best thing we could do to save the company is get rid of all the backstabbers” “What do you think “Don”, do you think your more of a problem than your worth?” His words truly had an affect on my body in a physical sense and it caused me to pause and think but really I was almost afraid to say anything. Monkey was my boss and he was half-way ready to toss me out of the meeting and maybe the building. “Steve” jumped in again and tried to relax the group but Monkey wasn’t having anything to do with it. “Start talking “Don”, what’s this all about?” “You like calling your boss Monkey or you don’t really know my name?” At this point my panic was lessening and I could start forming some thoughts and even a few words. “I don’t like calling you “Monkey” and I do know your name “Larry” but I’m not paid to defend your actions or your results, that’s “Steve’s” job, so what do you want from us?”

2011

P R O S P E R I T Y Every Man Business Plan After I gained my composer my brain starting to work again and the ambush was over. I was ready to guard and also protect myself no matter how long the attack lasted. “Larry” “You called every one us idiots during a meeting you had your very first week” “You told us maybe we’re just too dumb to understand” “You complained that when one of us got hurt it was too much paperwork on your end” “You stay on the phone all day and ignore your supervisors and all your dock workers” “You said “Larry” that any monkey could drive a truck during a line-haul meeting with the drivers!” “Larry” is a nice name but “Monkey” made more sense at the time. “You do whatever you’re told just like a trained monkey” “You don’t care about the guys and all you do is flirt with the girls” “Any monkey can do what you do “Larry”, that’s the reason for your nick-name”. “I’m sorry you got your feelings hurt “Larry” but life’s a bitch. Another surprise. Richard Sanders got up and stuffed his briefcase full and left the conference room. The room was very quite for a very long time.

2011

A trucking facility has a tempo or a rhythm that you must notice to be a success. It’s the pulse of activity, timely decisions and smart choices. Your looking for the sequence or the dance steps to profitability. Listen for the music and start the dance.

“Richard” our now familiar and household consultant started off the next group meeting. “Now that Don and Larry got their argument done I wanted to shift from the personal to the organizational and operational if you guys are done?” I gave a hint of a smile and Larry sipped on his coffee. We had the disagreement in public but we’re just not ready to shake hands just yet. Larry was still upset and I claimed to feel better so Richard continued the meeting. “The music has started ladies and gentlemen so I suggest that we all dance along” Richard was printing up another sign to hang on the wall while talking to the group facing away and towards the white board. “Your last P-L statement shows us that we lost $34,219.27 last month” “You should know that the general office has decided to look at the possibility of closing several facilities” “If you want on the close list keep losing money” “Lets start off this morning by saying, Welcome to the Dictatorship.”

2011

P R O S P E R I T Y Every Man Business Plan The sign was a surprise or maybe even a shock to most of the group. Richard was putting up the new sign that made it clear that a business was a dictatorship and not a democracy. After all we learned so far it seemed to be the reverse of what we had been taught. Richard turned around and looked at each of us with a slight smirk of satisfaction on his face. “You guys look surprised!” Richard continued as he sat down at the conference table. “You must understand that the man that owns the train sets the schedule” “You do understand that the owner of the farm owns the corn?” “You do know that you don’t own the tractor or the trailer?” “You do know that we have a lot of failures on the payroll?” “You do know that we’re going broke?” “Surely you understand that this facility is losing more and more money?” Richard never lost his little smile but he did kind of put us back a little.

2011

P R O S P E R I T Y Every Man Business Plan “Let me show you guys something. Steve and I have been looking at ways to improve your chance of survival.” Our vice-president pulled out a report and slid it across the conference table to Richard. Richard continued talking while looking at the computerized report. “You guys have a wooden pallet program just like every other trucking company” “Last month you spent over $2,531.00 on buying brand new four-way wooden pallets for some reason?” “This facility also has a very large trailer pool of 450 trailers and you rented another 40 trailers last month at $37.00 per day each.” “This group, sitting right here, spent over thirty thousand dollars on renting trailers.” “Now lets look at something!” “Did you guys know that 31 of your trailers are chocked full of wooden pallets that need to be sorted?” “This really means that you spent over a thousand dollars a day storing good and junk pallets.” “The pallet program states that the shipper gives you 10 good pallets and then you owe them ten pallets.” “The dock is supposed to sort out the good and bad and send good pallets back to your shippers.” “Right now, you’re renting trailers to store all your pallets, buying new ones for your shippers because the dock is behind on counting and sorting the pallets.” Richard was friendly and still held his smile. “Do you think you’ve lost your focus?”

2011

P R O S P E R I T Y Every Man Business Plan Larry instantly blamed the dock supervisor sitting about three chairs down at the conference table. The supervisor instantaneously blamed Larry because as the operations manager he was told not to spend any overtime on pallet sorting. Richard looked at Steve and Steve looked at Richard and both retained their composure while Larry the terminal manager and his supervisor blamed each other. Richard starting writing on the white board again and all the attention in the room looked at the topic. Richard also handed me a note and told me to make a sign and hang it on the wall. “You can only spend your money one time guys.” Richard was great at explaining apparent things that nobody ever thinks or talks about. “You’re renting trailers” “The terminal is losing money” “You’re buying pallets” “You skip yard checks” “You argue all the time” “You blame everybody” “Its never your fault” “You’re not responsible” “Any excuse will do”

Fleet Recovery & Progress Write The Author for Consultation Session GregoryBodenhamer@Live.Com

They say go as far as you can see and when you get there, find that one person that has gone further and seek their counseling. Hello, My name is Gregory Bodenhamer and Iâ&#x20AC;&#x2122;m a professional Motor Freight Transportation manager and private consultant. Its my hope that today you are a reader but tomorrow youâ&#x20AC;&#x2122;ll become the leader of a better motor freight transportation company. Whatever your company ought to be we can create it together. What helps your people, helps your company and these will be the values that clear the pathway to your success.

Every Man BUSINESS PLAN

2011

Write The Author GregoryBodenhamer@Live.Com

A B S O LU T E S Gregory Bodenhamer

SPOTLIGHT ABSOLUTES Every Man BUSINESS PLAN Write The Author GregoryBodenhamer@Live.Com

This excellence of knowledge is still being protected by governments, industry and international copyright protection laws.

The 12 Absolutes are the exact things you must do to improve your people and your results. The author here allows you to ask and receive and to hunt and to find your answers in one easy reference to get you started. You’re going to become the smartest kid on the block and your organization performance will improve and increase your satisfaction. You’re going to be the best owner or the finest manager or supervisor within your company. You will turn into the person that everybody wants to become and you will be the person that stands up and shows the way. You will become the best student and quickly become the best teacher. Companies will want to hire you or retain you for considerable sums of money. You will be converted into something that you are already. We’re going to set free the real you and it will surely surprise your friends, family and associates at work.

SPOTLIGHT ABSOLUTES Every Man BUSINESS PLAN Write The Author GregoryBodenhamer@Live.Com

To gain the feeling of control you must learn this valuable knowledge. There are very distinct reasons why your production is lower than expectations. There is a reason why quality suffers and customers complain. There is a reason why profits are not piling up but employee and customer complaints fill your mailbox. Your neighbors or friends or even your boss does not have this considerable information and powerful knowledge. You will quickly be able to control yourself and other people. You will be able to decide quickly and easily or organize and manage the cause and effects within your life and profession. This knowledge can be dangerous. Do not take this warning flippantly because its very true. You can calmly help yourself and other people or just as evenly or carelessly hurt other people. The author has one intention. To help you so you can help another human being. Gently and softly you will be taught how to become a better human being allowing you to grow your relationships, improve your culture, solve the problems and create profits and a brighter future.

SPOTLIGHT ABSOLUTES Every Man BUSINESS PLAN Write The Author GregoryBodenhamer@Live.Com

To understand this powerful knowledge you must put aside the choice or debate between supernatural creation (God) or evolutionary creation (Nature). Quickly understand that you are the most perfect, bright, and clever creature ever created. If you can accept that you are the most intellectual, rational and logical creation to ever walk the earth you should be able to accept the scholarly teachings offered to you today. We have the ability to educate and create culture. We can become well-read on very specific knowledge and teach others what we may understand. We have the ability to learn. You have the ability to study and be taught anything from welding, driving an automobile, flying an airplane or cooking your favorite omelets. You have the ability to discover or find out about things.

SPOTLIGHT ABSOLUTES Every Man BUSINESS PLAN Write The Author GregoryBodenhamer@Live.Com

You have been given many exceptional things from the creator. They are so rare and so little understood most people never learn them and they are guarded by the few to be used against the many. These traits of human nature make up your character and personality. These traits of you cause you to think and control your behavior. These traits are qualities or your inner workings and most of them are automatic. Automatic means that these internal programs started to run or operate the very second you were born and welcomed to earth by your parents. These traits are habitual and cause you to do almost everything on an involuntary basis. These instinctive internal mental and physical programs were designed by the creator to save your life, keep you warm, improve your ability to survive.

SPOTLIGHT ABSOLUTES Every Man BUSINESS PLAN Write The Author GregoryBodenhamer@Live.Com

You did not get to decide if you wanted these internal, regularly repeating programs to run or not. Your unconscious mind keeps them running and they reach far back into our history. You are a instinctive human being. You have been programmed. You do thousands of unthinking things, you are natural. The 12 Human Absolutes will help you understand you first and then every other human being on earth. If you want to create and establish yourself as a productive human being, with a smile, you must learn to master these 12 Human Absolutes. The 12 Human Absolutes give you the insider secrets of each and every human being on earth today. When you join the 12 Absolutes with the 38 Mind Triggers you will be able to influence and persuade any human on earth.

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Instincts are the inherent inclinations of a living organism (Human Beings) toward a particular behavior. These fixed action patterns are unlearned (meaning that they are inside you, without choice.) and inherited. Instincts are automatic and are similar to a computer program operating in the background. The stimuli can be variable due to imprinting in a sensitive period or also genetically fixed (meaning that the Creator placed them inside of every human being and they cannot be removed) Examples of instinctual fixed action patterns can be observed by every human being. These fixed action patterns, (Instincts) have been mapped and studied by world-wide leading experts, including governments and international business enterprises. These fixed patterns control everything you say or do.

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Instincts run automatically to some predetermined conclusion. Your instincts control you and every other human. Once you learn to control your instincts through learning you become a powerful human being. The introduction to the 12 Absolutes will start to show you how you became you and why some people are super successful and others fail, given the exact same opportunity. The 38 Mind Triggers are the mental triggers or Activators of all the instincts that are pre-programmed inside each human being. Once you truly understand these 50 Sparks you can control your own emotions and actions and start prompting other human beings to agree for you, work for you or help you become the great success. This is not a conjecture, itâ&#x20AC;&#x2122;s a proven fact of your life and every other human life.

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The 12 Absolutes will teach you how to Focus and stop the trivial pursuits of your life. Taking Action will show you that continual planning produces nothing. To Serve other people is the key to wealth and you actually deposit or implant good service within another human being. The act of Questions reveals the all powerful human mind and releases the new and ancient you. Change is powerful and always taking place, ready or not. Building Rapport is anti-human survival and itâ&#x20AC;&#x2122;s more than shaking hands. All your Fear must be removed and you must start doing things that you fear and stay on unfamiliar ground. You create Happiness when you truly experience work and other people. When you remove the clutter in your life happiness will emerge. Time is no friend and it must be managed.

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The time in your life is limited on intent to force you to struggle before your time is over. Control your Emotions and control the instinctive programming operating inside you. Emotions are messengers from the creator and remain the source for all negatives and positives within your life. Offering Gratitude is the key to your heart and your soul. The most important of the 12 Absolutes is You and will always be You. Only about 1 to 3 percent of the worlds population have learned the Absolutes of every human being on earth. This relative small number of people actually control the world of human beings. It sounds amazing but the 12 Absolutes combined with the 38 Mind Trigger Activators you can spark off thoughts, ideas and most importantly actions of another human being.

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GREGORY BODENHAMER

12 SEC R E TS

The Great Manager

SECRETS Bodenhamerâ&#x20AC;&#x2122;s

Te a chi ng G ui de s

ABSOLUTES Every Man BUSINESS PLAN

FOCUS

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FOCUS You have become what you thought about. You have turned out to be the exact bundle of things that you have thought about and it has been proven over and over by experts. People become what they think about. You have created the you that everybody knows. You have developed your entire life through your very own thinking. You went from a crying baby to an adult by unconsciously operating your instinctive inborn programming (instincts) and by accepting knowledge or disregarding knowledge. You kept the knowledge and teachings you agreed with, just like you squeeze an apple before you take a bite. People try out knowledge and if they cannot find a purpose they discard it as useless. Therefore if you do not see a benefit from learning advance mathematics you never focus on the topic and therefore never learn the subject matter. You decided not to focus on learning advance math.

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FOCUS

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FOCUS Your today was brought about by what you thought about yesterday so therefore tomorrow you will become what you think about today. Humans think on trivial things because its so much easier. Hobbies, Sports, T.V. Shows, Cooking Shows etc which require very little effort. If you focus on difficult things youâ&#x20AC;&#x2122;ll create profound and multi-layered knowledge that can create some result. Watching sports will not enable you to play the game. Watching is not doing. Playing the game requires real life focus, focusing on techniques, learning different plays, learning the rules etc. bring about meaningful knowledge that you can use or sell to another person. Your focus is the primary ingredient to your behavior, actions and even your attitude. Your employees think and focus on their own things unless you give them something daily to think about. Shallow thinking associates can only produce a shallow thinking company and one-dimensional product or service.

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ACTION

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ACTION Your motivation results from your actions. Most people are taught that when you become motivated you do something. The truth of you is that when you do something you become motivated. Take the first step and the second step becomes effortless. Action creates motivation. When you take the first step you are motivated to take the second step. Trying to pass a math test without studying or knowing math is a sure way to fail the test. Itâ&#x20AC;&#x2122;s also the way most people never achieve any of their goals, if they have any. Once you fail without preparations you are convincing yourself that you are a failure. If you try to reap before you sow you are most likely never to try again. Once you stop the trying - the getting what you want also stops. You have to take actions to gain a result. You have to get ready and plan your actions. Actions is an engagement or doing something.

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ACTION

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ACTION Planning is not really action. You can plan for years and if you don’t do anything the clash of planning vs. action never takes place. All your plans, hopes, dreams and analysis will always equal nothing if you don’t take actions. You can plan your business for years and never start or own your business. You can plan on making more money but will prove useless as you have not taken actions. You must define your priorities and then take actions. You want to own a clean automobile but you must take the action and apply the effort to wash the automobile. You are surrounded by people that will have negative influences on you to prevent you from taking any actions. If you don’t hold yourself accountable and take actions you are predestined or doomed to fail. Define your ideas and priorities and then take action.

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SERVE

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SERVE Your wealth is all about the service you provide to other people. You should consider a service to another human being a deposit of good inside of another human being. To help another person is to serve them or leave a good thing inside another person. The more good service you provide to other people the more the balance of good in that person. You pay in good service to other people which allows you to take out good when you need it. You might be surprised that the creator taught you to be self-centered, self-seeking, selfinterested and egocentric. This is how you stay safe and warm. You take care of you. Your pre-programmed SELFIMAGE is all about you and itâ&#x20AC;&#x2122;s difficult for any human to help another person, without something in return. The EGO program teaches you to attack and control.

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QUESTION

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QUESTION Everything you ever wanted is contained within a question. To improve the quality of your life you should start asking questions. The only way to learn is to ask a question. Many people have difficulty asking any type of question. Many people make believe that they know something or everything. Many people make up an answer so they don’t feel dimwitted or foolish. Successful people ask questions all the time. If you want to stay brainless don’t ask the question. When you ask a question it puts your brain in high gear because you’re trying to solve a problem. Questions allow you to look at all the options. Every question taps into the unlimited resources of your subconscious. Asking a question puts everything in gear inside your mind and spirit.

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CHANGE

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CHANGE You donâ&#x20AC;&#x2122;t like change because the first thing it does is to change you. To become the success you must accept change in your body, education, experiences, environment and everything else. Change requires you to change. Change requires you to make new decisions and learn new skills. Change transforms you. Change forces you to adjust and modify your thinking and actions. A change forces you to take cold hard looks at some new reality or some variation of yesterday. If you really think that your life and relationships are staying the same day after day you must make very quick adjustments. Most people never really learn how to handle change so therefore they struggle from one event to the next change that creates another event. People learn about change through pain.

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CHANGE

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CHANGE Most people realize that the gas gauge needle moves when you use gasoline from your automobiles gas tank. At the same time most people that run out of gasoline have a working gas gauge. Most people that run out of gasoline do it over and over again. This points out that the future will always arrive and the future facts will always be the yet to come facts. Ready or not the future will arrive so you must learn to embrace change. The past is over but we can remember and learn from our experiences. Youâ&#x20AC;&#x2122;re living in the absolute moment called the present-moment. The only thing you have is the future which does require change. You are spending too much time holding on to the past. Most people hang onto the past or some bygone way of thinking and doing things, itâ&#x20AC;&#x2122;s easier than change.

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RAPPORT

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RAPPORT You are self-centered so therefore building rapport is counter-intuitive. Rapport is a bond of understanding or a connection with another person. You build rapport with another person by an agreement, not disagreement. Telling a Ford owner that you hate Fords will not build rapport. You build rapport with another is to take a true interest in the other person. When you show true interest in another person the other person feels that you like them and see eye to eye on important topics. If you want a lot of friends become friendly with lots of people, first. You must reach out and like people first. It is always your responsibility to reach out and build rapport first. Make the other person feel important and appreciated. Learning about the other persons needs and wants proves to them that you care.

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FEAR

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FEAR You have a fear of failure. This fear of failure keeps you from trying anything new and rewarding. Apprehension keeps you safe but also holds you back. Your second largest fear is that you are under-qualified. You feel you’re not good enough, smart enough or tall enough to really be some success. Fear of uncertainty is the third greatest fear that holds you back. You must remove the fear from your life and the best way to do it is to do the thing that you fear, within reason. If you’re afraid to make sales calls go make some. If you’re afraid of heights go walk on the bridge and cross the river. Fear quickly exposes itself as false fears. Your success rate will double. Your fun rate will go up and removing fear paves the way to adventures. If you always embrace security you will fail.

HAPPINESS ABSOLUTES Every Man BUSINESS PLAN

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HAPPINESS Do you create happiness. More than anything else people desire, need and want happiness. People look to improve their beauty, health, money, knowledge and power to increase their happiness. Happiness is not found within passive or inactive people. You must do something to be happy. You must be proactive to create a level of happiness. If you want to be really content, cheerful and delighted you must stretch to the limits your voluntary efforts. Your boss can make you work. Your teacher can make you read. What would you do to be on cloud nine?

GRATITUDE ABSOLUTES Every Man BUSINESS PLAN

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GRATITUDE Gratitude unlocks everything in your life. Gratitude is your appreciation or gratefulness for your healthy body, engaged mind, loyal friends or a great steak on the grill. The creator gave you a fullness of life. You can turn denial into acceptance. You can change chaos into order. You can help people alter their confusion into clarity. Your gratitude changes a simple house into a home. You can switch a stranger one day into a friend for life. As you look to the future remember your standing in the present-moment. The future is seductive but donâ&#x20AC;&#x2122;t miss the pleasures and opportunities that are underfoot at this very moment. Youâ&#x20AC;&#x2122;re moving to the future and maybe greener pastures. If you give gratitude and appreciation for today the door to bigger and better things open for you.

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EMOTIONS

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EMOTIONS To become effective you have to control your emotions. Once you have the proper education, experiences and emotional controls you become the genius. The creator shaped and fashioned a genius inside every human being on earth, including you. You are the source of all negatives in your life. You are also the source for all the positives in your life. Your emotions are simple messengers from the creator providing you a call to actions. You are what you think about. If you think of something sad you will become gloomy and cheerless. If you think about something happy you become cheerful and in good spirits. You smile when you think good things and you frown when you think sad things. Your emotional state cannot replace talent and skills but your emotional state controls the learning of the skill set.

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TIME

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TIME Every minute you spend on planning and organizing saves you ten minutes in execution. Average people focus on activities. Top performers focus on results. Everything you do depends on your ability to understand time management. You will run out of time. Don’t waste the five minutes you have until lunch time. It’s your five minutes.

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YOU

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YOU You are about you. Help people get what they want and they will reward your time in planning, organizing and doing by creating wealth and other opportunities. No other person will make you great. Examine the cause of your pain and then make it expendable.

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Contact

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