Story 2 | I SEE A SILO!

by Barry LaBov An InspIrIng VIew of whAt CAn hAppen An InspIrIng VIew of whAt CAn hAppen when CompAnIes work together when CompAnIes work together Another installment in the Umbrella Series

Three clients inspired “I See a Silo!” Bryan Watson of Thomson Multimedia, Inc. shared the children’s game of “I See a Silo” with me and said, “Wouldn’t that be a great idea for corporations?” Alexander “Sandy” Fullerton of Audi of America, Inc., less than 24 hours earlier, spoke with me of his ongoing focus on tearing down the silos of his great corporation. And, Greg Maiers of northAmerican Logistics® turned to our company and told us it was imperative for northAmerican to tear down silos to survive and thrive. All three are outstanding businessmen, but more importantly are tremendous individuals. I thank them for their inspiration and friendship. I See a Silo! written by Barry LaBov ©2022 LaBov & Beyond Marketing Communications, Inc. 609 East Cook Road, Fort Wayne, IN 46825 All rights reserved, including the right of reproduction in whole or in any form except for personal use or review. The purpose of this book is to educate and entertain. The author has neither liability nor responsibility to any person or entity with respect to any loss or damage caused, or alleged to be caused, directly or indirectly by the information contained in this book. “Volkswagen” is a registered trademark of Volkswagen AG. Silo-Vision Instructions Become a Silo Spotter! Whenever you see this icon, put on your Silo Specs and see what Lizzy sees! CAUTION: Wearing your Silo Specs while you develop your Silo-Vision may result in improved performance, communication and problem-solving at your company!

It was 5:30 p.m., almost time for dinner. But Dad wasn’t home from work yet. Lizzy was worried, normally Dad was home by now. Dad worked at an umbrella factory. He helped design really neat umbrellas — colorful ones, little ones, big ones. Dad usually brought home new umbrella designs he was working on to show the family. But lately, he hadn’t brought any home. “Mom, where’s Dad? Doesn’t he remember we’re going on vacation tomorrow? We’ve got to pack and get the map out and 昀椀gure out how we’re going to get to Grandma’s new house.” That’s what eight-year-old Lizzy loved the most, not going on vacation, but sitting with Dad and mapping out how to get to far away places they’ve never been to. 3

“Lizzy, Dad’s having a tough time at work. Some mean people are making his team go through hoops on a project. He’s very frustrated. He’s probably staying a little late to settle things so he can leave with a clear conscience.” “What’s a clear conscience?” Lizzy asked. “It’s when you feel good about things, that you’ve done your best and that things will work out alright,” said Mom. Lizzy thought to herself, “Just how tough can it be making fun things like umbrellas?” The door slammed. The look on Dad’s face was not very happy. Lizzy, being a smart eight-year-old knew this was one of those times when you keep quiet until Dad gets happy again. 4

“Well, they did it again. The tool shop says our design isn’t acceptable. They say customers don’t want our outdated ideas. They told us to come back with another design, and that could take days.” Lizzy, against her normal instincts, spoke up, “Dad, if they want you to work more days, that means we can’t go on vacation! That’s not fair. We have everything planned.” “I took care of that, honey. I told the tool shop that my department isn’t going to change the design. We like it. We think customers will like it, and besides, the tool guys don’t have their act together. Their workmanship stinks. They’d screw up any design we gave them anyway.” Lizzy, again against her instincts, spoke up, “But Dad, won’t that hurt other people at your company? Couldn’t you get 昀椀red for that?” “Lizzy, I don’t care. My department puts up with other departments making the same demands on us. It’s the tool shop’s turn to deal with this. Now, let’s have supper and start planning our trip.” 5

At 昀椀rst, Dad seemed happy about his decision. But as the night went on, he became quieter and looked worried. He wasn’t as fun to be with. He almost forgot to sit down with Lizzy to plan their trip, until Lizzy woke him up on the sofa. He had been watching a business program, and they were talking about some company that was laying-off people and another one that had gone out of business. “Dad, what does laying-off mean?” “Laying-off is when a company has too many people and lets some of them go home to 昀椀nd jobs with other companies.” “Why would they have too many people?” “Sometimes a company builds things that customers don’t want to buy, or sometimes a company has people who aren’t doing their job, so they have to go.” “Dad, what does going out of business mean?” Dad was getting a little impatient, but was touched by his daughter’s innocence and interest. “Going out of business is when a company closes its doors. It tells everyone to go home and 昀椀nd another job. And before you ask, Lizzy, the reason a company does that is because it has no purpose anymore. It can’t function, or people don’t work together, or maybe a competitor 昀椀gures a better way to do what they do.” Lizzy was quiet. 6

“Okay Lizzy, let’s plan our trip. Get the map out.” For half an hour, their 昀椀ngers traced every road on that map. They calculated how long it would take to get to Grandma’s new house. There were two ways to get there. It wasn’t a simple choice. “Well, Lizzy, it depends on what we want to do. We can take the highway, which will be fastest, but it’ll be really boring. Or we can take the country roads. They’ll be bumpy and dusty, but certainly will be interesting.” “Lizzy, it’s your choice. What sounds good?” 7

But before she could reply, there was a news story on the business program. The man who ran Dad’s company was on TV answering questions. Dad turned up the volume. All he could hear him say was, “We’re considering all options, but of course we’d like to avoid a plant closing or a lay-off if at all possible.” Lizzy stopped watching TV and started watching Dad’s face. His eyes looked a little watery. Lizzy closed her eyes; she had so many questions racing through her mind. Should they take the highway or the country roads? Is Dad going to lose his job? Will they really go on vacation? What if Dad has to work tomorrow? 8

Lizzy opened her eyes, and Dad was there. It was morning. He said, “Let’s go! We’re going on a trip!” “But what about Mom?” “We’ll be back before she knows it. Then we’ll go on our real vacation.” They jumped into Dad’s car. But before they went far, Lizzy realized she forgot something. “Dad, I left my glasses in the house!” Dad smiled, reaching into the glove compartment. “That’s alright Lizzy, here are some special glasses that I used to wear. They might just 昀椀t…try them on.” Lizzy tried them on. “Hey, they 昀椀t! But everything looks different.” She looked around. Everything looked odd. There were no homes. There were people in buildings, but the buildings were strange. They had no outside walls, and she could see inside them. “Dad, where are we going?” “Honey, you asked me some great questions about business last night. I thought I should take you on a trip through Corporate America. We’re going to travel through their world and see what really happens there. And we’re going to play a game that my dad taught me when we used to travel.” “What game is that?” “Some people count things to pass the time on a long trip, things like Volkswagen Beetles or trucks. My dad had his own special game. It’s called ‘I See a Silo.’ When I would travel on long trips with my family, we would all see who could spot the most farm silos. Every time we saw one, we’d have to shout out, ‘I see a silo!’” 9

“What’s a silo?” “On a farm, a silo is a big, tall storage tower that keeps the feed or grain from mixing with other things.” “But Dad, I don’t see any of those big, tall grain towers out here. I see buildings with people in them.” “That’s right, honey. We’re going to spot business silos. Now a business silo happens whenever people don’t mix with other people. That’s a bad thing. It stops people and companies from growing. It hurts companies’ sales because the things they produce become boring and predictable. And keep in mind, honey, that when a company starts out, there are no silos. As time goes on, they start to pop up, which make things not so fun.” 10

Lizzy was excited; this would be fun and different. She looked out at the vast landscape of buildings. It didn’t look very pretty. The land was 昀氀at. The grass, where there was some, was mostly brown and burned out. The trees weren’t blooming; most of the leaves were on the ground. “Dad, this place isn’t pretty, and I don’t see any silos from here.” “That’s because we have to get closer to really see them. They’re hard to spot until you know what you’re looking for.” Dad drove his car up to a building. He and Lizzy watched the people talking and walking. 11

“Lizzy, listen closely.” Dad and Lizzy watched a group of people. They seemed very angry. They were pointing and gesturing toward another group of people who were doing the same. She listened. One of the people said, “Accounting doesn’t get it. We have to spend money to make money. If they don’t want us to travel to see our customers, well 昀椀ne. We won’t. If it hurts the company, it’s their fault.” One of the people in the other group, who must have been an accountant, said, “Those marketing people have got to learn a lesson. I’m going to scrutinize everything they want to spend money on until they come to me and admit they’re 昀椀scally irresponsible, even if it means we lose a few sales.” Lizzy turned to her dad, “These people seem really frustrated and angry. They don’t seem to want to work together.” Her eyes lit up. “I see a silo!” “Bingo! Let’s go to the next company.” The next building was huge. The sign out front said, World’s Best Widgies. It was 昀椀lled with people — mostly slow-moving people. “Dad, this company has people that look like they’re moving in slow motion.” 12

She saw someone walk up to the building and ask to buy something. That person must have been a customer. The customer asked, “I saw a widgie in your catalog. I was wondering if I could buy one here?” “I’m sorry, that’s our catalog division. We don’t sell the same widgies that our catalog division sells.” “But you’re the World’s Best Widgies company. I want the widgie you had in your catalog.” “Ma’am, there’s no reason to be upset. This is the way we’re run. If you want to buy a widgie from someone else, go right ahead. Otherwise, call our catalog division and buy the catalog widgie from them.” Lizzy was amazed. “Dad, if people are supposed to work together, why do companies put them in divisions?” But before Dad could answer, she proclaimed triumphantly, “I see a silo!” 13

For what seemed liked hours, Lizzy and Dad journeyed through Corporate America. They spotted a small company that was bought by a bigger company. People in the small company were so worried they spent their time preparing for the worst. They worried that the big company would 昀椀re some of them or make them move to new cities or do different jobs. The people at the next building, the big company, were expecting the worst, too. They were expecting the small company to be uncooperative. Instead of trying to build relationships, they were deciding who they’d lay-off. They used words like “us” and “them” a lot. “I see a silo!” 14

Finally, Dad turned to Lizzy and said, “I think it’s time to turn back.” They began their return journey. But everything looked different. “Dad, everything is different. The grass is green. The trees are blooming. Are we taking a different road?” “Yes, I guess you could say that. What else do you see?” “Well, I see two buildings growing into one, and I see the people working together. I don’t see a silo there. What happened to it, Dad?” “Lizzy, I don’t know for sure. Maybe they heard you shout, ‘I see a silo!’ or maybe they 昀椀gured it out themselves. Either way, the important thing is, as soon as they realized they had a silo, they tore it down. We’re almost home, what else do you see?” 15

“There are more people lined up outside the widgie company, and they look happy! The people inside look like they’re having fun, too, and they’re moving faster! I can’t see a silo there, either.” 16

“And there’s that company where the two departments were 昀椀ghting! I can’t see a silo, but they do seem to be yelling about something.” “Honey, listen closely. They’re not yelling at each other. They’re disagreeing, but they’re working together. Can you see that?” “Yes, I can. So it’s okay if they get mad?” “We’re all human beings. It’s okay if we’re on the same team together and disagree, and yes, maybe get a little emotional. As long as we’re a part of the same team not apart from the team.” 17

Lizzy looked back at the landscape of Corporate America. It looked greener, healthier. The companies in the buildings were bigger. 18 18

There were more customers, too. And as far as her eyes could see, there wasn’t a silo to be found. 19 19

She took off her glasses, closed her eyes for a moment and then opened them. It was morning. She was on the couch. She must have fallen asleep with Dad watching TV. She got up, and the map fell to the 昀氀oor, she had been clasping it all night. There were her real glasses, she must have taken them off before she fell asleep. She put them on, looked around, and heard her mom and dad talking. Dad wasn’t dressed to go on vacation, he still had his work clothes on. 20 20

“Dad, where are you going?” “Honey, I’m going in to work. I’m going to get my guys to sit down with the tool shop and sort out this mess. We’ve got to make sure that we all work together so we can solve this thing and take care of the company and the customers. I was wrong for being so dif昀椀cult about this. I don’t know how it’ll all turn out or how soon I’ll be home. But when I do get home, I promise you, we’re going on our trip.” 2121

“That’s okay Dad, we can wait. And don’t be afraid if someone gets mad or talks loud, as long as you’re all on the same team, it’s okay.” Dad looked in wonder at Lizzy, “Honey, thank you. I’ll remember that. And you’re going to have to decide which way we go to Grandma’s new house.” “I already have. Let’s take the country roads, they’ll be more fun, even if they’re a little bumpy and dusty.” “Great idea! And I’ll tell you about a little game I used to play with my dad when we traveled. It’ll make the trip even more fun.” Lizzy smiled and said, “I can’t wait to hear about it, Dad. Hurry back home!” 22

Silo Lessons: • There is never anything good or constructive about business silos • The more you become aware of silos, the easier they are to spot • Business silos keep out people, ideas and progress • A company or a team should never have “divisions” • Dealing emotionally with dif昀椀cult issues is okay if you’re a part of the team, not apart from it • Life without silos can be bumpy and rough, but will always be interesting and rewarding • People aren’t the enemy—the silos are • It’s easier to see other people’s silos than your own • Business silos are a state of mind thriving in an “us versus them” environment • Business silos, whether intentional or unintentional, take the focus off what matters most: the customer, relationships, growth, sales, morale and passion

About the Author A two-time Ernst & Young Entrepreneur of the Year and inductee into the Entrepreneur of the Year Hall of Fame, Barry LaBov is the founder and president of LaBov & Beyond Marketing Communications, Inc. Based in Fort Wayne, Indiana, LaBov & Beyond is an agency nationally renowned for its passion and its integrity as well as for its niche: creating strategic marketing, training and communication solutions for corporations with dealer, distributor or sales representative networks. Its client base is comprised of some of the most respected corporations in the world working in a wide variety of industries, including automotive, aviation, transportation, 昀椀nancial services and health care. Through the Umbrella Series of business parables and books, Barry and his team 昀椀nd an entertaining, involving and enlightening way to share with readers The Most Important Business Lessons Under One Umbrella. They not only explore the issues most vital to business success today—passion, leadership, change, entrepreneurialism, vision, loyalty, the tearing down of business silos—they bring them to life, in full, vibrant color. Indeed, lessons from the Umbrella Series have been brought to life as corporate learning events, interactive DVDs, keynote speeches and through its own Web site (umbrellastory.com). In addition to his work on the Umbrella Series, Barry has authored two critically acclaimed business books: How to Sell and Be Yourself and Beyond Comparison. He’s also a published columnist in national newspapers, magazines and various trade publications and an accomplished and in-demand public speaker. In addition to its Fort Wayne headquarters, LaBov & Beyond also has operations in Auburn Hills, Michigan, and suburban Washington, D.C. For more information on how LaBov & Beyond can market, motivate or leverage your company’s products, services or distribution network, please visit labov.com, umbrellastory.com, or call us at 260.497.0111.