Clemson and Alabama

I think most of ya'll know who I was pulling for last night.  I've spent most of my life booing Alabama but in the last few years I have grown to appreciate their disciplined execution and consistent level of excellence.  Because of this I've become a reluctant fan.  I like watching excellence. 

So, what happened Monday night?  I'm no football scholar but what I saw was a team that wasn't prepared which is so surprising when that team is Alabama.  Preparation is what has built the dominance that they have had in college football the last 10-12 years.

Clemson was good but not 44-16 good.  Clemson was 20/32 passing.  135 total yards of rushing.  Neither of those stats is impressive.  Alabama had very similar stats.  22/34 passing and 148 yards of rushing.  Here is the difference.  Alabama had 2 very poorly executed plays resulting in interceptions leading to touchdowns by Clemson at key moments.  Alabama also had 2 fumbles although they recovered both of them.  That's 4 fumbles/interceptions compared to 0 for Clemson.  Clemson had 240 yards on 3rd down plays.  When Alabama had Clemson 3rd and long, they consistently gave up big plays.  Not just enough yards for 1st downs but long yards.  15+ yards.  And, most of those were clearly very bad execution.  Missed coverage where the defense was in the wrong place.  Mental errors.  Only a couple plays were won with outright physical overpowering.  Most were bad execution on the part of Alabama.  My college coach would often say "it's ok to make physical errors. Those happen.  It's the mental errors that you can't make.  There is no excuse for those."  Oh, and then there was the fake field goal.  Another bad mental mistake.  Who knows what they were thinking on that play.   

Clemson came prepared.  They are known to be a bit more showy.  They dance a bit more.  But, last night, they won because they came prepared.  They executed.  They didn't beat themselves.  They made very few mistakes.  No dumb penalties.  No blown coverage on pass plays.  They got beat on some plays but they rarely beat themselves       

Take away?  Past records don't matter today.  If you aren't prepared for today, it doesn't matter how good you've been in the past, you will lose.  The flip side is that with preparation, you can do just about anything.  As Sweeney (Clemson coach) said afterward "If we can do it, you can do it!"

So, today, are we Alabama with a great track record but maybe not much preparation today?  Or, are we Clemson, with some track record and a passion to rise up and willing to put in the preparation necessary to win?                   

Discipline eats talent for breakfast

When I was 7 years old I played my first organized baseball.  You've already read about how that year began with me kicking and screaming going to registration.  I didn't learn the full story of how that season ended till many years later.  I had been selected to the all-star team my first season.  My parents didn't tell me because they already had summer plans and the all-star schedule conflicted so they told the coach I couldn't join the team and they didn't tell me so I wouldn't be disappointed.  The next 13 years our summer plans worked around baseball.

I made the all-star team every year of little league, then I made the high school team, practicing with the varsity team as an underclassman (2 practices every day).  Then I made a Metro-Atlanta High School All-Star team.  Then I made a very real discovery.  Discipline beats talent.  I had more talent than most of the guys on that team BUT, most of the guys on the team had more discipline than I did. As a little league player we all tried the same but talent usually won.  As we got into high school, the guys that were committed started working out and training outside of practice.  And those guys that I used to beat with my talent began beating me with their discipline.  Today, I rarely see a major league ball player display talent beyond what I had.  BUT, they have the discipline to do what's needed that I didn't have.

I see the same thing in leadership of teams.  Some people have leadership talent that gets them on the team, in the game and even winning some.  It's the leaders with discipline that continue to add capacity and win over time.

Talent can win games.  Discipline wins championships and creates dynasties.

This is good news for all of us.  Talent is really difficult to obtain if you don't have it naturally.  Anybody can apply disciplined behavior today.  Some people are "natural" leaders.  The rest of us can become leaders through disciplined behavior.  Just as I experienced with baseball, often the natural talent shines early on BUT the disciplined behavior wins over time.     

Month-End End (Midnight Inventory Part II)

Read Midnight Inventory first!

Now, fast forward many years.  I don't recall the exact year but it was probably around 2011-2012.  Could be earlier.  I was still doing inventory.  The end of each month would come and I would still be the one counting inventory.  I had handed off other stuff, including other parts of month-end but I was still the only one doing inventory.  That means I probably did it at least 10 years, probably more like 12, especially if you count the 2 years I had a store in Atlanta.  That is 120-144 straight months of me doing inventory.  WHY?!?!?

It wasn't because I had just mindlessly continued to do it.  I had actually put some thought into it.  I thought it was good thought, too.  This is why I had continued:

1)  It's important.  If we miscount the inventory, our food or paper cost will be wrong.  That's bad for tracking and bad for my income.  I figured if it got messed up I wanted it to be me that messed it up.

2)  It gave me a way to stay connected with the business.  It forced me to walk the entire store and see the physical business.

3)  I didn't like doing it.  That's right, I kept doing it because I didn't like doing it.  I figured everybody would dislike it and it was something I could do and avoid dumping on somebody else.

4)  I ran good numbers (food and paper cost) and I didn't want to risk that changing.     

These are all legitimate reasons.  They are good reasons.  And, I was wrong...

So, I don't remember exactly why, but a month came where I wasn't going to be at the store on month end.  I suspect there was an event out of town that I needed to be at.  Tebo had been ordering truck for a while and counting inventory is similar.  Just more detailed.  So, I asked Tebo to take care of inventory that month.  Guess what?  Nothing fell apart.  Tebo survived.  Our food cost was fine.  I could be wrong but I think Tebo may have even liked being given that opportunity.

30 days later I had a decision to make.  Was I going to take inventory back or was I going to let Tebo do it again....?  Well, I did both.  My memory is we had a few questions after the first month so Tebo and I both did inventory.  I think we did this a couple months.  Then, Tebo took it.  I've not done inventory since then.  Guess what?  Those 4 concerns I had, here is how they worked out.

1)  We did make some mistakes along the way and I was able to help Tebo learn through them and get better.  This is key.  I didn't just dump it.  We worked through it till he had it well under control.

2)  It gave Tebo an additional connection to the store and performance and I was able to find other ways to stay connected.

3)  I think Tebo likes his role of owning numbers and inventory and this was key to that.

4)  I did run good numbers back then and we run even better numbers now.  By sharing ownership, I was able to focus on other stuff that needed my attention and Tebo was able to own food cost more completely.

What are you holding on to?  What are your reasons?  Any of them sound like my reasons?

Imagine if I had held on to inventory.  Would we be better or worse?  What about all the other stuff I used to do (pretty much everything from squeezing lemons to washing dishes to DT bagger to fileting...

What could you hand off this month?  Who could you create an opportunity for?  Don't overthink it.  Just do it.                   
     

Midnight Inventory

April 1, 2001, around 8:00 PM

That's when Regan was born just down the street at Durham Regional Hospital (now Duke Regional).  It was a Sunday.  It was also End of the Month.

In our business there are some important tasks that must occur at the end of the month and before the next month begins.  When I first decided to pursue being an owner, month-end was actually a significant deterrent.  My birthday and Kaylyn's are both on the first of a month.  Same time Month-End occurs.  And back then, the amount of work at month end was significantly more time consuming due to the lack of technology back then.  A few of those tasks do still remain today, though.  One of those tasks is counting inventory.  These days, you'll see Tebo counting inventory the morning of the last day of the month.  Back then, I was the one doing inventory, and most of the Month End process.

I don't know why I hadn't done inventory on that Saturday but I hadn't.  So, it's Sunday night, the next day we'd be opening and it would be too late to get an accurate inventory to calculate food cost for March's P&L.  So, it still needed to be done.

Around midnight, the nurses took Regan to the nursery to do whatever they do with newborns.  It had been a long day.  At the hospital all day, experiencing her birth was incredible and draining.  And inventory still needed to be done...

My parents had come up when they heard we were heading to the hospital that morning.  So, at midnight, my dad and I headed up to the store to count all the inventory.  I don't remember how long it took.  I just remember being up at the store in the middle of the night, counting boxes, because I was the owner and if I didn't do it, it wouldn't get done.

When you own something you are the one that must ensure it is taken care of.  Truett would remind operators all the time, "If it's got to be, it's up to me."

If you want opportunities, you've got to own them.  "If it's got to be, it's up to me."

P.S.- There is a part II to this story.  What about leadership?  Delegation?  Why was I the only one that could/would do inventory?  Great questions.  I was a good "owner" but still learning to lead.     

The Early Bird Gets The Opportunity

15 minutes early is on time, On time is late, Late is fired.

When I hear that line I think of Jerwaan Lloyd.  He was one of our managers when we opened and I still see him come in periodically as guest.  He would say this often.  And, its a good lesson.  But, there is more.  Why should I show up early? 

1)  It shows respect to others.  When you are late, you disrespect everybody that is wasting their time waiting on you.  You lose influence when you are late.

2)  It gives you options.  Hopefully you read about my Honda Accord.  If I had been planning on being on time, I would have been late.  Things happen.  Traffic, car problems, you forget something.  If you are early, you have options when these surprises come up.  And, remember, #1.  It doesn't matter why you are late.  It's always disrespectful and wastes other people's time.

3)  It gives you opportunities.  They may be small but sometimes they may become big.  As a team member, I learned that the time I'd have for a break was highly variable.  I might not even get a break if we were busy.  By showing up early, I had the choice of eating before my shift or at least getting a request in for a break before others arrived.  First come, first serve.  But, it also accumulates into bigger opportunities.  Because my managers could count on me to be there they gave me more opportunities.  Those opportunities added up to CFA giving me the opportunity to be an operator.  If I had only been as reliable as the average team member back then, I would have only gotten the same opportunities they got.  Not much.  Reminds me of Dave Ramsey's line "live like no one else now so you can live like no one else later."

4)  It lowers your stress.  Being late, especially to work, creates stress.  It distracts you.  It's hard to show up late and perform well once you are there.  Life and work have enough stress already.  Why add to it by being late.  That's an unforced error and its hard to win when you beat yourself.   

5)  It's kind of like waking up earlier than others.  The Early Bird Gets the Worm.  By showing up to work early, I was able to get some stuff done before my shift officially began.  As a leader, this is even more critical.  I preferred at least 30 minutes of prep time as a leader before the team needed me to assume my position that shift.  I found that by being early, the rest of my day would go well.

6)  Personal discipline overflows into other areas of your life.  If you can have the discipline to get to work early you probably will have the discipline to do other important tasks.  If you can't even show up on time why would you expect somebody to trust you with something more complex/meaningful.

P.S.  You could also say "showing up ready to work" is just as important.  Early but unready is just as useless.  Guys, if you can't be trusted to shave before showing up at CFA, do you really think you'll be trusted with more meaningful opportunities?   I hate shaving as much as anybody but come on.  It's not hard.  Brush your teeth, shave and put on deodorant if you are coming to CFA today... It's not difficult...                             

My Honda Accord

Back around 1996 I got a used Honda Accord.  I loved it.  Quick, sporty, great fuel mileage, sunroof...  But then one morning on the way to work, it stopped.  I was still a couple miles from the mall I was working at and I was the opening manager.  I was the only one with keys that would be showing up that morning.  No cell phones back then.  I'm quickly doing the math.  How long will it take me to walk to the store??  I was going to need to run.  Fortunately, I was wearing "street clothes" which meant my uniform wasn't going to get sweaty during the run BUT it meant I had to run with a duffel bag.  The good news.  I had time.  Whatever my schedule said, I always planned to get to CFA at least 20-30 minutes early.  Quite a few reasons for this but on this day the only reason that mattered was it gave me options so I could still get to work and open the store on time even though my car wasn't going to make it with me.

I wish I could say I ran to work up hill in the snow with no shoes and in 40 MPH wind but the truth is right as I began the trek from my car to the store a guy stopped and offered me a ride.  This was 25 years ago, I was a fairly fit guy and I sized up the person offering me the ride and made the calculated risk that the offer was a good option.  (Do not try this at home).  The benefit of the ride was that I still made it to the mall before the rest of our team was scheduled to arrive and I had time to focus on my responsibility to get the store open even though my car didn't get there with me 

When people ask how I got the opportunity to become a CFA operator, this is how.  Back then, leadership wasn't a word we used much.  The business was much smaller.  Much simpler.  Operators did much of what our leadership team now does.  But, the foundation of leadership of others is leadership of your self.  I led myself well.  I ensured I always showed up.  That's critical.  The most talented player on a team has no value when they don't show up.  The value is only realized on the field, in the game.  The second part is I did what I agreed to do.  Say it, Do it.  Its certainly easier said than done but its often the simple difference between those that accomplish their goals and those that don't.  Show up and do what you agreed to do. 
   
When CFA offered me the opportunity to own a CFA location it wasn't because I was the smartest.  I wasn't dumb but there were lots more intelligent than me.  Not because I was the most talented.   I wasn't unskilled but there were lots with more talent than me.  Not because I was the friendliest.  Ya'll know me...  It was because they trusted me to Show Up and Do What I Said I Would Do.  And, that's still true.  At the end of all this, leadership adds capacity but opportunity begins with showing up and doing what you said you would do.

This is so easy to talk about but in real life it can be difficult.  Over 6 years as a team member, I was late twice (no more than 10 minutes total) and I missed 1 day (mom made me call out because I had stayed home from school).  There were plenty of excuses that I could have used BUT I am confident that if I had used the excuses most people use I wouldn't have been given the opportunity that few people get.  Track records open and close doors.  Excuses only close doors.

How did I get the opportunity to own a CFA?  I showed up.  Every day.  I did what I said.  Every day.  You can choose to do this as well.  You don't need some crazy talent or award winning smile.  The people that have those often call out.  Just show up and you'll pass most of the competition.  Then, do what you committed to and you'll pass the rest of the competition.  Very few people show up every day AND do what they committed to every day.

Say it, Do it.                   


                       

Yes....

About a week ago I did a story about how often I've said NO to what should be a YES.  This is a similar story.

I do a planning day every month and one of the benefits of this day is time to reflect on my roles and identify what I'm doing well and what I'm not doing well.  This particular planning day I realized that I had a tendency to respond with no or a delayed yes when my girls would ask if we could do something.  Maybe its kick the soccer ball or play a board game...  I didn't like this trend.  I didn't like the message it sent to my girls so I decided that going forward my default answer would be "YES, lets go".  This is the answer unless I can't.  And "I can't" must be a real "I can't".  Not an "I can't" that's really a "I don't want to" or "I'd rather not" or "maybe" or "later".  I want them to expect the answer to be YES when they ask me to do something with them.

This can be applied at CFA as well.  What do I tend to say NO to?  What do I give delayed yes's to?  What needs to change?  What needs immediate Yes's?

It turns out that by deciding what you will say YES to up front, you are also deciding what you will say NO to.  Every YES also has a NO.  If we decide up front what gets YES and what gets NO, we are more likely to say YES to the best things and NO to the "just good" things.