Issue link: https://www.e-digitaleditions.com/i/276079
March/April 2014 17 careers, and I have worked with them on numerous projects all across the country. Now to my "greatest challenge." It may be a little unusual and surprising, but it was a challenge indeed. Clients, like the rest of us, grow older, retire, or…worse. Younger people naturally take their positions, and things con- tinue to move forward—if not sideways—or backward—for a while. Being a slow learner, it took me a while to realize that YOUNGER PEOPLE SEE THINGS AND APPROACH ISSUES FROM A DIFFERENT PERSPECTIVE. Imagine that! Here I was a seasoned "professional" suddenly dealing with a bunch of young whipper-snappers who were sometimes happily, and sometimes unhappily, having to deal with a balding guy who reminded them of their father. Being a father, I somehow realized that I had to change my approach. Before I could work the tools of my trade (design and problem solving), I had to become an educator. With my older clients, we both knew most of the pitfalls, having learned them together in the School of Hard Knocks. My younger clients didn't have that background and naturally questioned and challenged me more and more. They wanted to do it "their way" and I wanted to help them, of course, but I also wanted to prevent them from making mistakes. When I came to understand that I had to explain why we needed to do something this way versus another way, the light went on in their heads, and we were quickly on the same page. I would see the smiles on their faces and we would bask in the Aha Moment. Quite naturally, the reverse also occurred: The old guy would become the student and the young folks the instruc- tors. We each came to realize we really had been on the same page all along—and a true team was formed. So my greatest sales challenge was and still is learning to properly communicate and find common ground among people with varying ideas and experiences. Scott Taylor, Sales Rep TriMark United East I see 2014 beginning where 2013 left off. I had the year of my career with sales growth for a stellar 2012 of more than 20 percent. I have as many projects and openings on the books going into 2014 as I did in 2013. Customers who were cau- tious about remodeling or adding another location in 2011 or 2012 are finally making their move. Growth should stay strong and I would bet that I will hit the 10-15 percent sales increase mark in 2014. March/April Put landfills on a diet This powerful pulper takes all the food and disposable waste from your kitchen and dining area, grinds it up, extracts the water and reduces the waste by 85%! So there's less waste to store, less to end up in a landfill and less cost to get it there. Although an eco-sensible product, it also helps you increase kitchen efficiency and improve overall profitability. Plus, the Waste Xpress ® supports your composting efforts. Remember, environmental responsibility begins in the kitchen. With the Waste Xpress ® System. www.insinkerator.com/foodservice The Emerson logo is a trademark and a service mark of Emerson Electric Co. & 0 < &0 0< &< &0< . B:DVWH;3UHVVB+DOI3DJH9HUW$GB)('$SGI30 continued on page 20 How do you see the economy progressing in 2014?