My Government Service

My Government Service

Because of my age and family situation, I was never eligible for the military draft. However, my next promotion with Xerox to Government accounts manager in Dayton, Ohio did give me the opportunity to help the logistics group that supported our troops in Viet Nam from Wright Patterson Air Force Base. At that time, this base was responsible for all military logistics, new aircraft development management, was a SAC base, and housed the Foreign Technology Division. In addition my team was responsible for the nuclear research labs located near Dayton, Ohio. We all had to have top secret Federal government clearances.

We had literally hundreds of copiers and duplicators operating in these facilities. The usage was so huge that we shipped 1 to 3 boxcars of paper and toner to this base every quarter. I was most proud of how the team was able to help with both the efficiency and costs or copier and duplicator systems at these installations. At the same time we were able to grow our business substantially over the next 18 months that I was involved.

We implemented several programs to facilitate this process. First, we instituted a monthly update of both systems and costs for the base commander to ensure his constant support and develop a personal relationship that would allow us access to him and his staff. That took place every first Wednesday of the month at 3:00AM sharp. Due to the Viet Nam time zone his day started at 8:00 PM and finished at 5:00 AM. He was impressed and very appreciative of our recognition of his scheduling needs.

Second, we were able to help develop systems that made processing orders for shipment of goods and personnel much faster and efficient.

Third, we helped with the processing and distribution of Foreign Intelligence photographs. On key days like May day (Photos from the USSR parade), we provided both service and operations staff , on site, to assure 24/7 uninterrupted operations.

Fourth, we were able to develop a very efficient method for the multitude of engineers working on the development of the C – 5A Transporter aircraft to communicate and document engineering changes. There were over 200 engineers working on this project.

Our team was recognized for this effort and I was invited to represent them at the initial fly in of the aircraft. What an experience just to see this huge aircraft fly. I will never forget the base commanders opening remarks.

He said, “This aircraft is so large that the Wright brothers could have flown the first flight inside the C- 5A. The aircraft is designed to transport a company of men, supporting equipment and vehicles to an unprepared field in the war zone.”

Although it was never used for that purpose, it did transport a lot of supplies into Viet Nam and a lot of refugees out of Viet Nam.

In Early May of 1967, was given the opportunity to attend a special seminar, again in Fort Lauderdale, to learn systems selling in large accounts. I was never able to finish the seminar because our third beautiful daughter Karen was born early the morning of May 4^th. You can imagine my emotions when receiving a phone call at 3:00AM from my wife and a neighbor who took her to the hospital. I was upset, elated, and very concerned that I was not there. Fortunately, the seminar director was very helpful and got me on an early morning flight and I was able to see her, my wife, and her sisters the very next day.

Shortly after that a new branch manager was assigned to Dayton. He had never had experience with the government market. His overall results were not to his liking and he challenged all of his team to significantly increase our order books. I tried valiantly to explain to him that this was mid year and government contracts were established at the beginning of each year and could not be increased until the next budgeting period, which was in 6 months. We were already working on it but would see no results until next year. He could not accept that fact and asked me to resign. My cheerleader helped me get through this challenge and the next phase of my career started about two weeks later.

Lesson learned,

1. Get involved with your customers business and become a valuable resource.

2. Work with your team and get involved with the day – to - day operations whenever possible.

3. The investment of additional resources to assist in critical situations is never forgotten by the customer.

4. Listen to your cheerleaders.