THE LITTLE TIME FOR HENRY

[Applause] [Music] for hurry hurry hurry hurry hurry hurry same old story late again too bad Henry mr. Alan waited for you but he had a meeting to attend to one well he just couldn't put it off why don't you try tomorrow huh tomorrow hang it all where does the time go eh Henry sure we know you have this luncheon date and then after that you well never mind you can drop by tomorrow see him tomorrow away can't Henry what about Bledsoe that was postponed wasn't it no it wasn't Bledsoe at 9:00 and and Higgins at 11:00 that ought to work but how will you fit in McNamara ye gods where will you find the time time [Music] [Applause] [Music] [Applause] [Applause] say you do need a haircut Henry sowhat's 15 minutes half an hour you need a haircut alright maybe you ought to go in and sort of get yourself organized good for you Henry that's better how about a massage Henry oh come on Henry do your good you'll feel like a million what's the matter Henry Oh another clock hey Henry don't let it bother you this place is full of clocks the Barbara's grandmother gave him that one that went over there is for the kids and that one in the window came with the place all this boy is all set but don't let them bother you and Regis relax [Music] [Applause] well did you hear what he said I certainly did What did he say he said the trouble is I never seem to have enough time oh that old complaint just let us try running a little slower to give more time and what happened bingo over to the jewelers for a major operation say did I ever show you my scar from the last one trouble with him is he's not organized I should say not not like us talk to us about organizing our time a second dollar follows the first third follows the second but him he's rushing to make a one o'clock appointment at 1:30 putting off at 3 o'clock until tomorrow fine thing I know what I'm supposed to be at a given hour and I'm there aren't you supposed to shine now or something good heavens almost forgot stand back everybody [Music] Lord Henry you think you're hearing bells don't you say you do need to relax that's it just try to forget time for a little while Henry you were saying I was saying our young friend here isn't organized now wait a moment please I'm his wristwatch I'm with them all the time I guess I ought to have something to say about not enough timing Oh Henry's not a bad sort really forgets to line me now and then but he does have a problem how grab them several in fact you see well you might tell us the nature of his work he has so many things to do so many people to college take yesterday for him an average day my friend the bedside alarm clock will bear me out of it woke Henry up promptly at 7:00 and up Henry got showered shave and dress than a twinkling off to the restaurant for breakfast ate with his right hand and made notes on his day's calls with his left very difficult to for a man who's right-handed also very difficult because of the nature of the calls themselves was the Hennigan company hotter right now than the burly company should he put them both off in favor of Sweeney whom he should have called him a day before good heavens he hadn't seen Sweeney for a month but not today because Osgood wants him to help price that new building job and yet if he gets tied up with Osgood who had talked the fittings off on my love pipe he'd never get away in time it takes medley to lunch and he'd been promising Smedley at lunch now for two weeks oops medley hasn't been waiting no sir it's got to be Osgood alright golf Smedley once more but then what about that trip to the east side to see why those valves don't make up how should he know why they don't make up that means a call back to the office to raise old med with the order Department or maybe it's shipping and all that time three more customers are wondering if they'll ever see Henry again you see what I mean so he makes one call but on his way to see Osgood he remembers he had promised petty foot to drop in around ten to give him some information on pipe sizes and here it is ten fifteen if it's a minute Teddy foots a nice fella they're all nice fellas come to think of it but they have a lot to do the same as Henry so petty foot keeps him waiting twenty minutes then that's his advice about building a shed for all that pipe yes door and before you know it it's time for lunch lunch with whom Osgood Smedley of course not petty foot when a customer says hey it's lunchtime you don't grab your hat and run so in the afternoon he rushed across time to see why those valves don't make up and decides to call the office again calls the office but the shipping clerk has had a bad day and can't find the order Henry's talking about and suggest that sometime tomorrow Henry drop in among other things he feels Henry should do zip Magda's good who wants to know where was Henry all morning and does he think that pricing job can wait till the building's finished of course not so Henry gets tied up there until late afternoon then call Smedley to assure him tomorrow's a day for lunch but Smedley can't make it he's having lunch with one of Henry's competitors so with that encouraging bit of information to see him through the rest of the day Henry decides nuts to it all and sees a movie sure he sees a movie a human is me he gets tired same as you do only in his case there's nobody around to wind him up again he has to do his own wine do you mean it's pretty much like that day after day pretty much doesn't see a movie every day of course most days he just sticks at it hoping that somehow he'll make it to the end of the week well I never good heavens that reminds me time for some more chimes stand back everybody I'm all wound up today [Music] hurt him again may Henry but don't worry they're only the chimes down in the corner there you are good as new again Henry take your time back to the office get those deliveries and specifications ready for burlap and single there he goes oh well guess he'll never learn tough day well for two pins I'd drop a whole minute Oh shush tell me how does your boy manage Oh Pete he used to be exactly like Enric used to be and then he worked out a system what do you mean well the first thing peep this covered was the importance of keeping a schedule Oh Henri keeps a schedule sure I've seen it or them rather hunks of paper old envelopes backs of menus trouble with menu schedules as you usually handle back to the waiter what a good they do em know if I'm talking about a real schedule the kind you draw for week in advance and keep with you a week in advance exactly every weekend Pete makes up a schedule for the coming week now there's an old one on his desk now notice he figures on one important customer in the morning and one important customer in the afternoon each day of the week then he figures on an average of two others morning and afternoon as fill-ins of course he doesn't always get those others in but at least he has two big ones each day to concentrate on when he sees some spare time shaping up he slips in that call he couldn't make late yesterday or the day before and when I say call I mean a personal call too not just a phone call unless he calls to cancel or verify an appointment that's all very well but what about new business nobody knows the importance of new business better than Pete and that becomes a matter of scheduling to beat figures on making at least two new calls each week he leaves the exact time rather flexible well just as a starter he figures Tuesday and Wednesday mornings right after making the big scheduled call for each morning if he can't see his man he tries to find out what time would be best then write it in and here's something important after a while his calls follow a pattern he plans to see each important customer at least once every two weeks and nothing short of an earthquake will keep him from it that way as clients get used to seeing him on a certain day even if a customer has a problem he figures well Pete will be in Tuesday I'll take it up with him then of course it doesn't work that way all the time but it works often enough to make it worthwhile ok make a schedule figure 2 important calls a day fill in the less important when possible 2 calls a week on new prospects another thing every Monday as Pete plans his lunches for the week that's when he does use the phone lines up enough good customers for 5 coming noon times to make every moment count of course there are cancellations but Pete always has one or two reserves to drop in if he has to but the important thing is the schedule is there a nice neat orderly schedule that brings him up to date with himself in a jiffy he doesn't just plunk a name down arbitrarily either sure at first that's the way you have to do it but after a while you get to know your clients preference Jones prefers Tuesday McGinnis prefers Friday and so on but again when he has to make a switch there's the old personal timetable to work it out on look simple all right almost too simple it's simple all right but not so simple it can't be flexible that's the big thing keep it flexible but without a plan you can't be flexible only confused without a schedule think of the time he spends just worrying or correcting old mistakes now if Jones can't see him or Anderson can't make it for lunch Pete doesn't try to keep it in his head or jot it down on a menu for some waiter to ponder over he notes it on his schedule then forgets about it until he looks at the schedule again now notice something else to notice these jottings here that's Briggs his job Mayfield apartment and after this name the Kenmore Thruway or over here tubs soil pipe those are little cues to each man's particular interest or some problem he has in other words a good salesman senses what the buyer is interested in or tries to he rarely goes in without having something constructive to say rarely says anything on the books today known if knowing around looking for a topic of mutual interest and while he's making each call he never worries about his next one gives the business at hand all his attention and just for his own information the back of the schedule he just down a brief history of each call Wilson not ready yet McKay thinking about electric weld and so on that way his next call on that prospect can be better planned am i getting ahead of you not at all I'm soaking up every word of it good what's that last line down there at the bottom Oh a little reminder Pete foot there when you think you're through for the day make one more call no movies or ball games oh I suppose so now then he doesn't tell me about those the way I figure it if things are clicking along smoothly he doesn't feel so bushed at the end of the day and doesn't feel he has to take a little time off although I I must admit he came in late one afternoon smelling to high heaven of popcorn and you know something he had the nerve to look me right in the eye and say you can't be out selling when you're taking in the circus of course I don't want to sound too Pollyannish in this business I understand you got to take the downs with the ups or something nothing is ever perfect but the whole thing is to make a schedule whether you change it a dozen times a day or not with at least two import calls a day establish a routine of important calls as quickly as possible keep the smaller calls more flexible for emergencies figure at least two new calls a week keep the schedule with you all the time so that any change can be made on paper not in thin air except those sudden changes as part of the deal in fact no each man's preference as to time no what you're going to talk about so the conversation can get down to brass tacks in a hurry jot down a brief history of each call and let's see when you think you're through for the day make one more call oh here he comes back again forgot something as usual nope that's not it Henry but old boy I wish you'd take a look at it well what do you know say do you think Henry will ever get onto the schedule idea sure he will things usually work themselves out all it takes in most cases is a little time [Music]