Bob O’Leary

Here is a letter I wrote to Florida Governor Rick Scott:

Dear Mr. Scott,

When you successfully ran as governor, you said you were a businessman, not a politician.

I have a little business experience, but I have never studied business in school. I have no MBA or any other business degrees or certifications. Economics was not my best subject.

But one business principle I did learn in all my years of working in retail business is this:  If a customer has made a buying decision and is ready to spend money your way, lead him directly to the cash register. Do not try to change his mind by trying to upgrade him into a more expensive item or questioning his purchase.

You only need to say one of three sentences to that customer:

• “I’ll see if it is in stock.”
• “Will that be cash, charge, or credit?”
• “Thank you for your business!”

In your decision to end High Speed Rail, you violated this principle. The Federal Government was going to give you money to build a rail line in one of Florida’s most populous and fastest-growing regions. You ignored almost two decades of work by leaders of both parties. You turned down money from someone else that would provide badly needed jobs to this state. While you said it would be too expensive, you did not even take the time to consult with rail vendors to find out what the cost would be or even do a feasibility study.

Imagine a tailor who just started at a well-established and respected shop. His boss comes in after seeing a longtime customer come out of a competitor’s store.

“Didn’t Mr. Smith come by our place?” the boss asked. “He’s shopped here for years!”

“Yes he did, but I told him we couldn’t help him,” the tailor said. “I don’t think we can afford to do business with him.”

“What?” the boss asked incredulously. “Don’t you think you should check with me first before you turn a customer away?”

“First of all, he’s too fat!” the tailor said. “He weighs close to 500 pounds. There is no way he can afford a suit from us. We don’t even have enough material for him! If we did, it would cost us too much!”

“Did you check with our suppliers first to negotiate a bulk rate on the material? They said they could help us out on special purchases.”

“No.”

“Did you sit down and quote him a price?”

“No, but I know it would be more than he can afford. I’ve heard he’s spent too much around town.”

“Did you bother to check his credit? He’s always paid our account with us.”

“I just knew it would be too much trouble. I suggested he come back and see us when he loses weight. We don’t want fat old customers like him ruining our image!”

“Our image has been making fat old customers like him look good!” the boss said. “That’s how we have made money all these years!”

Do you really think that tailor would stay employed long? If I were his boss, he would be out the door immediately.

The tailor’s actions do not make good business sense. Neither does your decision. Your actions show a lack of salesmanship and total disregard for the work so many people have put into this project. If this is the way you do business, people should take their business elsewhere.

Now, if only we can show you the door.