The best in Sports and Finance

Tall Sales

No lumberjack, big blue ox or steel-driving man here, but would you settle for a sales team that can push its numbers from $18 million to $50 million in only five years? Here’s how they did it.

In a way, it began with a bet. Or a dare. Certainly it was a promise. Whatever you call it, it happened at the annual meeting in 1994, a half-social, half-serious function celebrating the past year. Larry Gaynor, founder, president and CEO of The Nailco Group, was proud of his beauty salon product distribution company. And why not? He had a strong company, largely constructed by a formidable sales team.

Today, it is a selling tsunami.

Back then, it had made $18 million for the year, and The Nailco Group–TNG for short–was moving into a 100,000-square-foot, state-of-the-art complex. But Gaynor was bracing for a possible quitting epidemic–the new office in Farmington Hills, Michigan, was 20 minutes further from most employees‘ homes. And so Gaynor, who is something of a showman, boldly announced to his 65 employees: “When we reach $50 million, I’m going to buy each of you a car.”

He enjoyed the looks he got from his slack-jawed employees. Then he promptly forgot his pledge.

Until 1999, when 24 employees reminded him.

As the only ones left of the 1994 crew–and knowing sales would hit $50 million within a year–they expected their cars. “I was in shock,” says Gaynor, now 45. “I remembered saying it, but then I didn’t remember saying it.”

At TNG’s annual meeting, held in the waning days of 2000, those 24 employees were rewarded with a choice: $25,000 in cold, hard cash or a free car worth 70 percent of their salary.

Employees wept. They shouted for joy–especially when Gaynor promised similar incentives for reaching $100 million. They promised Gaynor they’d reach that new goal within a year or two.

It could happen. After all, Gaynor’s company is already something of an empire. There are several divisions underneath the TNG banner: The Industry Source, a mail order and retail store division; Hairco, a full-service hair-care products division; Beauty Direct, a master distributor for dealers, distributors and over-the-counter stores; and NailSmart, a discount nail product supplier.


28 responses

  1. I simply want to tell you that I am just new to blogging and site-building and truly liked you’re blog. Most likely I’m going to bookmark your blog post . You actually come with wonderful writings. Thanks for sharing with us your web-site.

    02/25/2012 at 5:16 PM

  2. I simply want to tell you that I am very new to weblog and absolutely loved your blog. More than likely I’m planning to bookmark your blog . You certainly have good well written articles. Appreciate it for sharing your blog.

    02/25/2012 at 7:52 PM

  3. There is apparently a bunch to realize about this. I feel you made certain good points in features also.

    02/28/2012 at 12:40 PM

  4. I just couldn’t depart your website prior to suggesting that I extremely enjoyed the standard info a person provide for your visitors? Is gonna be back often in order to check up on new posts

    02/29/2012 at 1:29 AM

  5. Pretty section of content. I just stumbled upon your weblog and in accession capital to assert that I get in fact enjoyed account your weblog posts. Any way I is going to be subscribing to your augment and even I achievement you access consistently swiftly.

    02/29/2012 at 5:11 AM

  6. I like this site its a master peace ! Glad I observed this on google. “Observe your enemies, for they first find out your faults.” by Antisthenes.

    02/29/2012 at 10:51 AM

  7. I like your writing style truly loving this site. “Finance is the art of passing currency from hand to hand until it finally disappears.” by Robert W. Sarnoff.

    02/29/2012 at 11:03 AM

  8. Great post, you have pointed out some excellent details, I too conceive this is a very superb website.

    02/29/2012 at 3:06 PM

  9. excellent post, very informative. I wonder why the other specialists of this sector do not notice this. You should continue your writing. I’m sure, you have a great readers’ base already!

    02/29/2012 at 5:23 PM

  10. I don’t usually comment but I gotta state appreciate it for the post on this one :D.

    02/29/2012 at 6:22 PM

  11. Dependant upon oneself to produce the decisions can definitely be upsetting and aggravating. Several of us produce this power over the training course of our daily life. It doesnt genuinely just happen for those who know what I indicate.

    02/29/2012 at 6:36 PM

  12. I dugg some of you post as I cogitated they were extremely helpful very useful

    02/29/2012 at 8:42 PM

  13. whoah this weblog is fantastic i like reading your posts. Keep up the great paintings! You realize, many persons are hunting round for this info, you can aid them greatly.

    02/29/2012 at 9:38 PM

  14. Right wow messages are bound to show your and supply memorialize the speacial couple. Beginner sound system to high in volume crowds ought to always take a look at all of the great value behind presenting and public speaking, which is to be someone’s truck. greatest man speeches brother

    03/01/2012 at 1:17 AM

  15. After study a few of the blog posts on your website now, and I truly like your way of blogging. I bookmarked it to my bookmark website list and will be checking back soon. Pls check out my web site as well and let me know what you think.

    03/01/2012 at 1:33 AM

  16. Great blog here! Also your website quite a bit up fast! What host are you using? Can I get your affiliate hyperlink in your host? I desire my website loaded up as quickly as yours lol

    03/01/2012 at 2:35 AM

  17. Spot up for this write-up, I really believe this web site requirements a great deal more consideration. I’ll likely to end up once more to read a great deal much more, many thanks for that data.

    03/01/2012 at 3:38 AM

  18. Very great info can be found on site .

    03/01/2012 at 4:46 AM

  19. Only wanna admit that this is invaluable , Thanks for taking your time to write this.

    03/01/2012 at 9:26 AM

  20. I wanted to post a simple remark in order to express gratitude to you for those awesome tactics you are showing on this website. My particularly long internet look up has at the end of the day been paid with good quality facts to write about with my best friends. I would express that we readers are really blessed to dwell in a fantastic site with very many awesome professionals with great hints. I feel quite lucky to have used the webpage and look forward to tons of more awesome minutes reading here. Thank you once more for a lot of things.

    03/05/2012 at 5:57 AM

  21. Your home is valueble for me. Thanks!…

    03/08/2012 at 9:30 AM

  22. You have a great blog here! would you like to make some invite posts on my blog?

    03/08/2012 at 3:03 PM

  23. Greatful to identified this blog, I’ve been seeking numerous times about it. This really is in fact what I have been seeking and I’ve bookmarked this web web site also, I will probably be back once again soon to appear at for your new posting.

    03/12/2012 at 9:46 AM

  24. I truly appreciate this post. I’ve been looking everywhere for this! Thank goodness I found it on Bing. You’ve made my day! Thank you again!

    03/12/2012 at 4:27 PM

  25. I am really loving the theme/design of your web site. Do you ever run into any internet browser compatibility issues? A couple of my blog visitors have complained about my website not working correctly in Explorer but looks great in Firefox. Do you have any recommendations to help fix this issue?

    03/12/2012 at 5:01 PM

  26. Needed to put you this little word just to thank you very much again about the precious pointers you’ve documented in this article. It’s quite generous with you to convey extensively precisely what many people could possibly have made available as an e-book to earn some cash on their own, even more so considering that you might have done it in case you wanted. The suggestions likewise worked to become fantastic way to fully grasp that some people have the same eagerness the same as my own to know the truth a whole lot more concerning this issue. I am certain there are some more fun periods in the future for people who see your website.

    03/13/2012 at 1:11 AM

  27. Oh my goodness! an amazing article dude. Thank you However I am experiencing issue with ur rss . Don’t know why Unable to subscribe to it. Is there anyone getting identical rss problem? Anyone who knows kindly respond. Thnkx

    03/13/2012 at 4:11 AM

  28. Can not wait to read the rest of your blog.

    03/13/2012 at 7:18 AM

Leave a Reply

Fill in your details below or click an icon to log in: Logo

You are commenting using your account. Log Out /  Change )

Google+ photo

You are commenting using your Google+ account. Log Out /  Change )

Twitter picture

You are commenting using your Twitter account. Log Out /  Change )

Facebook photo

You are commenting using your Facebook account. Log Out /  Change )


Connecting to %s