A Note to My Younger Self

YES MAN

Andy Smith, vice president of sales for Frye Boots, licensee of Footwear Unlimited, on how saying yes paved the way to success.

DEAR ANDY, It’s 1987 and I’m writing to you from the future—2022, to be exact! Mizzou has been a blast, but it’s time to leave the college confines of Columbia and your two jobs, at Mister Guy Clothier and Nowell’s liquor store, and move on in life. But before you go, thank your bosses, because you’ve developed great people skills working retail. It’ll come in handy in your future endeavors. Also, thank your lucky stars, because you somehow avoided getting into trouble for selling liquor to your under-aged friends!

I’m thrilled to inform you that you’re about to embark an incredible journey, where you’ll work alongside amazing people and at cool companies. And it’s all made possible by uttering a three-letter word: YES! Life is for the living, and if you want to experience it all, you must be willing to say yes. Saying yes will open doors and provide you with amazing opportunities.

Like when you say yes to the job offer in Brown Shoe’s executive training program. That kicks off your lifelong career in the shoe business. Before you wrinkle your nose, I assure you that this is no dead-end, Al Bundy existence! (Although, you will endure plenty of Bundy jokes; that comes with the territory. And you will work nights and weekends early on in a Dillard’s shoe department because student loans don’t repay themselves. At least, not in 1987, they don’t.)

Saying yes leads to a year-and-a-half stint in Miami, working in the Burdines buying office. A young Rick Ausick, future president of Famous Footwear, will be your DM. He’s a terrific mentor, and he’ll always answer the phone. After learning the department store model from the inside, say yes to being a rep for Brown Shoe’s Life Stride division. You’ll be based in Dallas, where you’ll meet your future wife! Your territory spans Texas, Oklahoma, Arkansas and Louisiana. You’ll love it, love it, love it! And pay close attention, as these sharp southern retailers will show you how can-do attitudes create successful businesses. Also, be sure to get involved with great rep organizations, like SWSTA and SESTA. It’s where you become friends with many fellow Shoe Dogs, affirming that this is where you belong and the career you want for life.

In 1995, say yes to becoming a major market rep for Life Stride and take your wife to Charlotte, NC, a.k.a. God’s country. You’re now the salesman for Belk, Mercantile, Proffitt’s and McRae’s department stores in the Southeast and Mid-Atlantic regions—400 stores! This is when the job gets really fun! Cliff Sifford, Brett Wortham and Charlie Beecham welcome you into Belk’s big and bustling Shoe Dog family. There’s plenty of golf and basketball with this bunch in between business. This is NASCAR and ACC basketball country. Life is good! Above all, a happy employee makes for a good one. And with that comes good fortune. One of your proudest career moments, in 1997, is when you receive Brown Shoe’s Account Executive of the Year award.

In 1999, it’s time to say yes again, and take your family to Brown Shoe headquarters in St. Louis. Your first stop is national sales manager for department stores in the Life Stride division, where Jeff Sanders and Gary Rich groom you to eventually take over as GM of Life Stride in 2004. In 2008, you say yes again, assisting Gary in bringing Fergie and Fergalicious brands to life. What a ride and education, and Fergie is as nice as they come! Just as things couldn’t be going better, in 2012 you say yes again, heading across town to Footwear Unlimited to work with Mike and Pat Mooney. You’ll help launch Latigo, then move to Baretraps and work in make-ups. Great shoes and great folks. Then, in 2021, say yes when Pat signs the license for Frye. It’s a brand dripping with heritage. Even better, western fashion is all the rage, so good timing! Saying yes will serve you well in work and life. Let that be your guiding principle. Also, here are some time-tested wisdoms passed down by generations of legendary Shoe Dogs that will come in handy. 1. Put your heart into all that you do, take care of everyone around you and live. 2. Every situation is temporary. 3. Life’s challenges are always remembered fondly. 4. Feed dogs dog food, e.g. give people what they need. 5. Sing from the same hymnal; e.g. teamwork is best. 6. Ain’t no flies on that, e.g. it’s great looking. 7. Pigs get fat and hogs get slaughtered, e.g. don’t be greedy. 8. The fish stinks from the head down, e.g. don’t work for a company with bad reputations. 9. The fool isn’t the one who asks. 10. Don’t get mad, get their business. 11. Picking fly poop out of pepper; e.g. don’t obsess over minute details. 12. It’s not the elephant in the hallways that should concern you, rather the quiet ones hiding in the cubicles. 13. Righty-tighty, lefty-loosey—always.

Take care, Andy

P.S. You should’ve stayed in touch with your classmate, Brad Pitt. Who knew?