Ignited! by Vince Thompson

Guest Editorial - Chris Westerkamp

I had the opportunity to have lunch with Vince Thompson on an unusually warm, January Sunday in LA.

What I remember about working with Vince at Third Age Media was how energizing it was to jam on ideas about our challenges and opportunities and create our own reality about what we wanted work to be. Our upstart web-centric company had a unique culture because it had a social as well as a business mission and our president Mary Furlong fostered a collaborative culture that was very special.  It was exciting to realize we were in the forefront of a new industry and let’s face it we were making our business up as we went along.  Each Friday afternoon, we celebrated our accomplishments in what were known as “on the couch” sessions. TA was in a cool loft space on Howard Street right out of central casting; complete with a space that resembled a family room complete with beer and snacks comfortable chairs and of course a couch.

I greatly admire Vince’s work with Middleshift and his insights in his book Ignited!, When we get together we inevitably talk about the nature of work.  For entrepreneurial types, the eternal quest is to find a great consulting gig or the elusive position with an enlightened company with a creative and supportive culture.

I regularly receive email notices from recruiters looking to fill VP Sales and General Manager positions in new media and technology companies and I have to say some of them are downright scary.  Often the job descriptions are so brutally demanding that one wonders why anyone would want to take the job.  There is an expectation that the person who is chosen to fill it will give up his or her life and first-born male child as well. They seldom talk about leadership or people skills or the company’s culture or character.

 I recently hired a retired recruiter to evaluate my resume. I got an email asking me why I had taken positions at a lower level of responsibility than I had previously held, with a comment that blew me away; “did you have a drug problem?” I had been a general manager at two television stations and subsequently had taken a regional sales manager’s position because it enabled me to live close to my son. He had entered his early teens at the time and I thought it was important for both of us to be together often. We had lived on opposite coasts for several years and it was getting to be a strain. The recruiter’s response was not one of understanding at all. It was obvious she would have preferred I’d been on drugs instead. I said if a potential employer couldn’t understand me making a career sacrifice to be with my son, I would not want to work for them. Unfortunately, the strident language of job descriptions and recruiter’s narrow attitudes too often represent the corporate culture. It’s quite refreshing to read job postings where companies talk about their corporate culture and what it offers employees beyond a paycheck.

In his book “Ignited!” Vince references a survey that underscores the lack of company loyalty that corporate America enjoys where fully 72%??? of middle managers responded that they would jump to another company for even a modest bump in pay.  Company loyalty may be rare for any number of reasons but the bottom line is that people don’t feel “the company” has their best interests in mind. It is no wonder that so many people are looking for home-based businesses that give them control over their livelihood and their lives.

Just take in the wording of this job posting and keep in mind it only pays $100k + whatever that means:

“The General Manager is responsible for planning, managing, and monitoring the profitable performance of the branch in accordance with corporate strategy, goals and objectives.  As the senior leader of the branch, the General Manager is responsible for optimizing the performance of the assets (investments/resources) and operations for the branch and ensuring that it achieves its specific goals (i.e. profits, sales goals, customer satisfaction, employee retention and satisfaction).  The General Manager is also responsible for developing and maintaining relationships with key customers and accounts and supporting the acquisition and maintenance of National Accounts. The General Manager is responsible for coaching the branch management team to optimize their personal performance and individual development.  The General Manager maintains and enforces my clients’ policies, standards, and practices within the branch and ensures consistent implementation and adherence to their Vision, Mission and Values.  The General Manager facilitates employee communications in the branch, and reinforces the company culture at all times, internally and externally.

STRATEGIC RESPONSIBILITIES -
Participate in the development of the region strategic and operating plans and ensure the specific branch plans are aligned with these plans. - Lead the development of the business plan for the branch, including changes in business direction, long term objective setting, strategies, policies, processes, and standards, etc., as required. - Evaluates and defines the longer term potential of the specific market area defined for the branch, with corporate involvement, taking into consideration such key business elements as, the customer base, sales goals, required investments in assets and resources, return on such investments, operations, communications etc. - Develops and obtains corporate agreement to shorter-term plans (annual budgets), to ensure achievement of the defined longer-term potential of the market. - Execute initiatives that will effectively provide the resources and tactics (actions) that will ensure performance to plans for the branch.

SALES MANAGEMENT RESPONSIBILITIES -
 Execute company marketing techniques and materials to develop leads, secure new customers, maintain existing customers and promote the company across the branches’ market area. - Provide coaching and support to the Sales Manager and the branch sales teams to achieve their planned sales targets.  Ensure the Sales Effectiveness Learning System and Consultative Selling Skills training is implemented for all new sales representatives. - Personally develop and maintain relationships with key customers and prospective customers across the branchs’  market area, including National Accounts. - Maintain a strong understanding of the market place realities across the market area, including the competition. - Work with the branch sales management team to optimize the effectiveness of the Company investments in sales programs and initiatives. 

CUSTOMER SERVICE RESPONSIBILITIES -
Ensure the branch is focused on achieving optimal customer service and customer retention and provide personal support, as required. - Monitor customer satisfaction results for the branch and ensure action plans are in place to deal with issues and opportunities.- Assist the Customer Service Supervisor to hire, train, coach and lead qualified Customer Service Representatives to service clients efficiently, while meeting service and expense budget objectives. - Ensure customer service training is implemented for all employees in the branch - Ensure the availability of the right quality customer service support, vehicles, consoles, supplies, communications, paper disposal facilities, vehicle servicing, etc. in order to achieve planned service throughput and revenues. 

OPERATIONAL RESPONSIBILITIES -
Ensure that the company’s principles and standards are adhered to with respect to all resources, procedures and practices. - Interface with Corporate operations to ensure the branch is able to achieve their annual and long term market potential as defined. - Monitor branch performance reporting and take action to rectify the causes of under-achievement in sales and profits.

GENERAL RESPONSIBILITIES -
Ensure consistent implementation and adherence to the company Vision, Mission and Values and function as a positive exponent of the company to all constituents, at all times. - Maintain and enforces the company’s policies, standards, and practices within the branch - Responsible to acquire all resources (clients, employees, vehicles, consoles, space, suppliers, equipment, systems, etc) as agreed with corporate management, in order to achieve planned goals and objectives.  - Develop a performance agreement for each branch role that is aligned with the branch, region, and Corporate goals and objectives, regularly monitor individual performance and development, and take corrective action as required. - Facilitate employee communications within the branch, and reinforce the company’s culture at all times, internally and externally. - Ensure that all financial objectives (e.g., profit, revenue, accounts receivable, etc.) are achieved  - Maintain external contacts through attendance at seminars, conferences, skills upgrading sessions, etc., to be aware of trends and "best practices"  and external conditions (clients, competitors, business trends, new business developments, compensation rates and practices, outlets for shredded materials etc) so as to benefit the incumbent and the Company.

PERSONAL SPECIFICATIONS
Functional Competencies- Proven leadership in successfully driving accelerated revenue growth with a business unit/branch- Delivered strategic and tactical leadership initiatives within pre-determined deadlines- Demonstrated ability to develop and realize business plans and budgets within a business unit environment- Direct working experience with fleet management and routing systems- Demonstrated expertise in initiating and managing successful business to business sales and service relationships- Developed, implemented and delivered "excellent customer service" team culture- Realized outstanding business results against determined objectives in: - sales and sales management- customer service and operations- administration- Computer literate Education and Experience - Undergraduate degree in Commerce and/or Business Studies preferred with a minimum of 10 years related business experience in a leadership position OR- MBA with a minimum of 6 years related business experience in a leadership position 

Leadership Success Profile
- Demonstrated leadership that guides and inspires
- Demonstrated strategic thinking 
- Results oriented with a sense of urgency and passion for winning
- Strong coaching and people management skills with a focus on employee development
- Clear, consistent and reliable communicator
- Committed to total customer satisfaction
- Conscientious about integrity, credibility, social responsibility and respect
- Acts with courage and has demonstrated strong change leadership skills
- Innovative and creative problem solving capabilities

It seems as though they don’t want a lot of people to apply. This does not sound rewarding at all. There is no way to know how many capable, talented people read this and said, “are you kidding?”  I’d like to know what the CEO and or President of the company do all day. This is not a description of a job, it’s a description of a heart attack.

It is no wonder that more people are looking for ways to start their own businesses.

New Year - New Season of Dog and Pony

What an amazing year 08 was and what an incredible opportunity for managers to take it all back and get this economy moving. While Ignited addressed so much of the mangers role and the paths to success, I've been thinking lately of developing some shorter form content to help manager's in crisis cross the chasm. If you like this idea or have ideas of your own to share...please do. I'd love to hear from you at Vince@BeIgnited.com.

This year I'll be continuing to work with managers and speak about our findings. I'm also pleased to announce that we've recently finished shooting another season of Dog and Pony for BNET. It was amazing season with super-talented guests and the episodes are rolling out now and in the weeks to come.

If you haven't seen Dog and Pony check it out. On the show we profile CEO's and innovators, many who started in corporate jobs and made the transition. I find the show valuable because of the innovations profiled and the chance to really understand these cool people, companies and opportunities. Dog and Pony is the ultimate Biz Dev tool.

So with that...all the best wishes for an amazing 09!

Vince T.

An Update and a Rant!

I hope you had an amazing summer and the craziness in the business world is presenting opportunities for you as opposed to challenges. This is clearly a time to stand back, assess your plan and then get going towards the worklife you want. 

This summer gave me the opportunity to step into another management role as I lead the team at StreetFire.net as interim CEO. StreetFire is a very cool online video community for auto enthusiasts.  As I pass the CEO reins this week, I’m proud of what we accomplished and where the team is headed.

The work of Ignited has played a greater role in our consulting business lately at Middleshift as media organizations are under greater pressure to innovate and unlock the brilliance of the managers running the show. For as we know….the team has the answers and there is no one with more ability to reinvent the business world than the manager in the middle. If you are looking to help your team with a simple exercise…walk them through the part on Implicit and Explicit needs on pages 23-25 and written about here.

Finally, I recently provided a bit of a rant on the subject of customer service for the folks of BNET.  The subject, an easy one, was airlines. God knows they’ve had their problems but at the same time…what an opportunity for an airline who “gets” it.

Take a look and feel free to share your thoughts.

All the Best-

Vince T.

Ignited Contributor, Keith Rosen, with his own book and Special Offer!

If you've had a chance to read Ignited you know that I'm a big  fan of Keith Rosen. Back in 2002 when I was building AOL's sales training organization I found Keith with a simple Internet search. His site was nothing special but his words certainly were.  It was clear to me that Keith really knew how to create value and grow relationships. Later as we did the research for Ignited we found ourselves leaning on Keith for expertise related to coaching. The stories and advice he shared have become favorites of Ignited's readers. Well it is no surpise that Keith's career just keeps rocketing skyward. His websites is now great, he's a sought after speaker and his books on selling are teaching us all about the new ways of selling. Today...he's hours away from kicking off his newest work with a special offer and excerpt for us!

Transitioning from Manager to Coach
A Tactical Coaching System for Managers and Executives

“There is no other single activity to boost sales that works better than sales coaching and Keith's book, Coaching Salespeople into Sales Champions, is the best ever written on how to do it well.”
- Brian Tracy, Author,  Getting Rich Your Own Way

“Winning in sales is no different than winning in life. If you embrace Keith’s philosophy, you can certainly expect to win in all areas of your life, while making a profound and measurable impact on your salespeople's performance and attitude.”
- Dr. Denis Waitley, Best Selling Author of The Seeds of Greatness and The Psychology of Winning

Technology has not only changed the way companies sell but the way managers build and develop their team. Even with the right knowledge and resources, they’re usually too bogged down in daily challenges, deadlines, and personal responsibilities to get it all done. As a result, advancing their people takes a back seat to more immediate problems, keeping teams mired in mediocrity.
With a savvy, younger generation to manage and fewer resources to do so, managers have less face time with their staff. As more companies transition to a virtual team environment, it's essential for managers to learn how to quickly and efficiently coach, develop, motivate and retain their top performers at a distance; over the telephone and via the internet.

The fact is, regardless of experience, most leadership efforts are doomed from the start. Managers lose talented people and maintain an atmosphere of mediocrity not because of a lack of effort but because they lack the coaching acumen and skill set as well as a defined coaching system to leverage each person's strengths and abilities in order to generate consistent, worthwhile results.
If you're responsible for coaching or managing anyone, best selling author Keith Rosen will help you make the transition from manager to coach by developing the missing discipline of leadership - executive sales coaching. Most managers have never been trained to manage, let alone coach effectively. In his new book, Coaching Salespeople into Sales Champions, Keith delivers a tactical coaching system for managers, business owners, coaches and executives - anyone who wants a proven and powerful method to coach and develop true champions.

Plenty of programs espouse new management and leadership theories for managers, but few show you how to actually coach your people on a daily basis in a way that creates measurable change. Now, you can implement a systematic approach to develop a world class team and achieve the meaningful, long lasting results you want-today.

Tap into the experience of a master coach and learn how to:

•         Turn underperformers into super-achievers, fast. (Under 30 days.)
•         Attract and retain top talent.
•         Motivate their team through the Art of Enrollment™, the new language of leadership.
•         Empower their people to solve their own problems and become fully accountable using  the L.E.A.D.S. Coaching System™ - rather than being dependent on you.
•         Handle difficult people without conflict and determine when to let them go without collateral damage.
•    Leverage your personal strengths as well as the hidden talents of your team.
•    Eliminate hours of your daily workload so you can focus on the activities that yield the greatest ROI.
•         Transition from manager to coach.
•    Make the shift from a corporate culture to a coaching culture.

** 72 HOUR BOOK EVENT ENDS THURSDAY**

Purchase Coaching Salespeople into Sales Champions by April 17 and enjoy access to hundreds of dollars worth of additional materials from Dr. Tony Alessandra, Zig Ziglar, Tom Hopkins, Jim Cathcart, Jill Konrath, Dave Lakhani, Bob Kantin, Dr. Rick Kirschner, CanDoGo.com, AllBusiness.com, SalesDog.com and more. You can spend hundreds of dollars separately or you can invest about $20.00, order one copy of Keith's book today and spend not one penny more. Look at the resources you get here.

Plenty of books espouse new management and leadership theories for managers, but few show you how to actually coach your people on a daily basis in a way that creates measurable change. Coaching Salespeople into Sales Champions provides a proven methodology and tactical strategy for coaching that bridges the gap between theory and execution so that you can achieve unprecedented results -today. 

Remember, this time sensitive event ends April 17 at midnight. I encourage you to get Coaching Salespeople into Sales Champions and the additional materials from an impressive group of people who are supporting this book. You'll be glad you did. Click here to learn more

Get Keith's book 37% off and hundreds of dollars worth of additional materials here.

Special Excerpt, The Art of Enrollment, for Ignited Managers right here.

Enhancing your Dog and Pony for 2008!

 

Happy Holidays!

 I hope you're getting a chance to spend quality time with family and friends.

2007 has been an amazing year and I'm so thankful for my family and friends new and old. Publishing Ignited has opened so many new relationships and given me the chance to see so many businesses rethinking the world of work. 2008 will no doubt bring further evidence of managers reinventing business and creating the type of work places we all know are possible. The days of command and control, top-down, leadership are truly numbered and it seems the companies that are having the greatest success are those with Managers that are truly Ignited.

With this time of year comes planning and reflection. What do we aspire to do and who do we aspire to be in 2008? As you plan your own year I encourage you to work on your Manager's Universe. Think about those relationships that'll not only ensure your success in the year ahead but also challenge you to think in new ways.

I've had some fun recently being involved in a new show on BNET called Dog and Pony. Dog and Pony is where business thinkers come and do their Dog and Pony.  Watching Dog and Pony may give you some thoughts on your own Dog and Pony for 2008.

There are many really terrific interviews worth watching.

I had the chance to appear as a guest and later I was asked to host a few. Hosting is such a pleasure...amazing people, great conversations. You'll see that I even get to ask the personal questions.

 Anyway...here's the episode where I was interviewed:

 Vince on Dog and Pony

and here I am as host interviewing Keith Ferrazzi, bestselling author of Never Eat Alone

Keith Ferrazzi on Dog and Pony

By visiting the main site at DogandPony.com you'll also find great interviews with:

Michael Levine on PR

Dave Goldberg on Venture Capital

Kate Somerville on Growing her Hot Skin Care Line

Robert Tercek on Self Improvement and People Jam

Brent Arslaner on Vitual Trade Shows

 
Wishing that all your dreams come true in 2008-

 

Vince T.

Ps. If you have guest ideas for Dog and Pony, email me at Vince@DogandPony.com

Pss. We had a great Webinar in December, register at www.BeIgnited.com if you wish to notified of future events.

Turning Good People into Top Talent

Too many managers make the decision to swap out people rather than really investing in them. Bob Moore’s dedicated to changing that and in his new book he offers terrific strategies for making the most of your talent. Bob’s running a promotion and offering some great bonus material that you can learn more about below.

From Bob Moore:

"Ready to stop losing profit opportunities, wasting energy and working too hard to achieve your leadership vision? Then, start optimizing!

In Bob Moore’s book, Turning Good People Into Top Talent: Key Leadership Strategies for a Winning Company, Bob will show you why leading a winning company doesn't have to be that hard. Bob Moore is a pioneer in the consulting and coaching industry. Bob, a Certified Management Consultant, is one of the most highly recognized professional consultants, and is a Master Certified Coach and Mentor Coach. In addition to Turning Good People Into Top Talent: Key Leadership Strategies for a Winning Company, he is the author of Coach-Based Consulting: A Practitioner's Guidebook and a popular speaker with over a quarter-century of active membership in the National Speakers Association.

Bob shows you how to create a Responsibility-Based Culture and Value-Driven Workforce, an A.C.E.™ organization with Alignment, Credibility and Empowerment, to attract, develop, retain and fully utilize the Top Talent you need to maximize your competitive advantage.

Here’s what some industry experts have said about the book:

“Bob has nailed it! What you need to do to climb the management ladder is blueprinted in these pages. Master the skills in the chapter on ‘Coach-Based Management’ alone and you will double your value as a leader of people”
-John Stephanek, Manager of Organizational Development

“I shall make this a ‘must read’ for my executive team, as it has applications for managers at all levels and stages of experience.”
-Elsie Garner, President and CEO of WTVI

“In an era where corporate attention span is measured in weeks, and leadership development is often nonexistent, Bob inspires us to cultivate Top Talent, regardless of the level of leadership we may hold.”
-R. Thomas Mayes, Jr., Managing Director, Calibre, Wachovia Family Office

***Special October 30th Purchase Offer***

Once you purchase Bob Moore’s new book, you will be given access to additional bonus materials valued at over $1,000 from industry experts, associations and companies like Keith Ferrazzi, Michael Angier, Ed Oakley, Bill Brooks, JoAnna Brandi and other incredible authors and experts. To get these resources, you can spend hundreds of dollars separately or you can invest just $24.95, order one copy of Bob's book today and spend not one penny more. But order right now, as this unique and time sensitive offer will expire on November 1st at midnight. Visit www.toptalentbook.com/specialoffer for more details."

The Four Disciplines of Highly Effective, Leadership Exhibiting, Project Nailing, Cheese Moving Managers

As you know I'm a big fan of Wayne Turmel and his Cranky Middle Manager Show. In addition to hosting radio shows and training, Wayne writes powerful books.

He recently shared his latest with me. The Four Disciplines of  Highly Effective, Leadership Exhibiting, Project Nailing, Cheese Moving Managers is an e-book that gets right down to it in 25 profound pages. The concepts and charts that Wayne shares will really stick with you and the along with $9.99 purchase price he includes 100 resources for managers.

I asked Wayne to share a little with us and here is some of his good thinking.

There are three things you should keep in mind about the practice of management:

1)    Like any walk of life, management can be a satisfying endeavor; you just can’t let the weasels get you down. Sometimes we need reminders on how to do it… and that we’re not alone. There are thousands of us out there.

2)    You can’t manage to get your own carcass out of bed in the morning, let alone a team of people, without a mission.

3)    There is nothing new under the sun, and the universal truths are as true now as they ever were. However, there’s a world of difference between knowing what you’re supposed to do and having the skills to do it.

The good news is that management is not so much an art as a craft. Yes, it can aspire to greatness, but mostly it’s a matter of just practicing the basics, day in and day out.

But what are those basics?

The Four Disciplines of “Highly Effective, Leadership Exhibiting, Project Nailing, Cheese Moving Managers” are:

1)    Business Acumen- do you know how a business operates
and how every department in the company contributes to it?
What’s happening in your industry? Nothing senior
management does makes a darned bit of sense without this
view. Sadly, much of it still won’t, but at least you’ll know why.
2) Leadership- Can you influence people constructively? Can
you embody your mission and values in how you work with your
customers, your team and those above you on the food chain?
Are you an ethical leader while still doing the right things for
your career and mental health?

3) Project and Process Management- understanding how to
get things done, seeing the connections and finding ways to
improve them are critical to your progress as an employee and
sanity. Step one is learning the basics. Step 2 is knowing you
don’t have to know the rest of the steps by yourself- just help
your people identify them. We always reserve the right to get
smarter.

4) Communication Skills. Nothing is more critical to your
career than your ability to communicate. We only do it 4 ways,
we read, we write, we speak and we listen.

That’s it, no short cuts, no other way around it. How well do we do these things dictates how we’re viewed by everyone from our employees to our bosses to our spouses. You’ll usually get immediate feedback from only one of those, and it’s usually the person with whom we spend the least amount of time and conscious thought communicating.  Sorry honey.

-Wayne Turmel

Just Say No

Nick McCormick has written a great new book on Managing called “Lead Well and Prosper: 15 Successful Strategies for Becoming a Good Manager”. I ask Nick to share a little below. Enjoy and Stay Sane!

"Just Say No"

A common complaint of managers and source of much job dissatisfaction within their ranks is the ever mounting workload. As organizations are flattened and belts tightened managers are expected to take on more job responsibilities resulting in additional time at the office. What is a manager to do?

Managers need to learn how to say no. If you don’t think you can take on additional work, and do it well, tell you manager. Give him/her the opportunity to help reprioritize your job responsibilities. Bring your own ideas to the table as well. If you’ve exceeded your capacity but continue to take on additional responsibility, you’ll have to work like a dog just to stay afloat. The team members won’t be happy, because they will be neglected. You won’t be happy, because there won’t be time to do the things necessary to perform well. You will resent the fact that you are putting in so much time, while the effort goes unrecognized. That’s right, your boss won’t necessarily be happy either. It’s all about results, which will suffer. Doing 2 responsibilities well is better than doing 3 or 4 poorly.

Say no to meetings. Block off time in your calendar at the beginning of each week, so people can’t schedule you for meetings. If they insist on scheduling meetings during your busy time reject them or send a representative. Managers should not spend all day in meetings. They need to get work done. They need to direct the team, teach team members, monitor progress, overcome obstacles, etc.

Saying no can strike fear into many managers. They think they’ll lose their jobs, or at the very least destroy any opportunity of promotion, if they don’t agree to everything with a smile. Surprisingly, most managers are fairly reasonable. If your management team isn’t, why stick around. Who would want to be promoted in an organization like that? Just keep those skills up to date and be prepared to move on if necessary.

Learn to say no and return some sanity to your work life. Return to working on the things that really matter and start achieving positive results and enjoying your job again.

Believe, Begin, Be Good!

Nick McCormick - author, Lead Well and Prosper: 15 Successful Strategies for Becoming a Good Manager -  www.BeGoodVentures.com.

The Manager's Universe Acted Out on BNET

I hope, in spite of the post Labor Day back-to-business climate, you are still managing to keep the summer spirit alive.

In late July I spent some time at the San Francisco studios of BNET, CNET’s major entry into the world of business media. The team over there had become aware of Ignited and enamored with the idea of actually acting-out The Manager’s Universe.

It sounded a little crazy at first but I believe it works and will live on as a great training tool. Five minutes in length it’s easy to pass along or open a team meeting with. You decide and let me know what you think.

Check out The Manager's Universe by clicking HERE.
Also…make sure just to look around and also register at BNET.com. Their content is terrific.

Standby for information on upcoming free webinars. Until then, take good care.

All the Best-
Vince T.

Ps. if you’d like to learn more about The Manager’s Universe exercise visit www.BeIgnited.com and click on Tool Box.

The Opportunity Never Greater

Several surveys have come out recently that reinforce the sad state of management and the increasing dissatisfaction among managers. A recent piece by USA Today’s Stephanie Armour, "Who Want’s to Be a Middle Manager", covers the landscape well.

That said….what so many seem to miss is the incredible opportunity this creates for those currently in management roles and those willing to rise to the occasion. As we detailed in Ignited, four major trends are lining up to give managers unprecedented leverage in the days ahead. For those who really know how to drive change from their roles in the middle, gone will be the standard pay scales.

As our companies and industries reinvent themselves overnight, the real power will fall to those who know how to connect the dots, align the interests and navigate to success. We saw it in the amazing managers we profiled and the number of examples seem to be increasing exponentially.

With that I wish you an amazing Labor Day Weekend and a chance to celebrate all that we are working for.

Best-

Vince T.