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Relaxed Atmosphere Gives Sales
Conference A Winning Attitude

. DANNY RASKIN

Local Columnist

H

ey! . . . What gives
here? . . . Thought
this was supposed to
be a sales conference with
sweat dripping from the
brows like an overflowing
sink.
But then again, you've got
to know Publisher Chuck
Buerger's way of thinking .. .
All work and no play makes
his salespeople very dull folks
. . . and schoolroom cramming
day and night would probably
be his way of saying, "C'mon,
don't expect to learn
anything."
And Chuck's right . . . Fill-
ing a bunch of heads with
good knowledge would soon
go for naught if there weren't
the recreational fun to keep a
mind open at all times .. .
Nothing worse than trying to
push something into a crowd-
ed area.
Chuck's philosophy gets an
As grade . . . Not because he's
the boss . . . or picked up the
tab . . . but because Chuck got
exactly what he and his
cohorts wanted . . . a learning
process done in the proper
way that many other com-
panies would do well in
following.
And so the sales conference
. . . with guys 'n gals from the

Baltimore Jewish Times,
Detroit Jewish News and
Atlanta Jewish Times.

Even the sessions were such
that promoted a relaxed feel-
ing among everyone . . .
"Thacher" Helen Berman, ex-
perienced sales trainer, con-
sultant, speaker and "one of
the gals," conducted a very
entertaining seminar week-
end . . . loosely knitted
enough so that the attendees
were able to grasp her clever
and much know-how
presentations.
Breaks well spaced so her
students didn't get edgy and
start mind-wandering . . . in-
teresting styles of easy-going
but very proficient learning
processes . . . like having
groups do various projects
together, then' bringing in
their cartoon results with
which she papered the walls
much like a kindergarten
teacher . . . except these were
adults and each large paper
was delved for rights and
wrongs.
It was at St. Michael's, one
of Maryland's oldest shore
communities . . . locale of
Harbourtowne Resort, where
the sales conference was held

. . . Folks were all given can-
vas bags filled with every-
thing but sales material .. .
sun glasses, T-shirts, cap with
team colors, sun screen lotion
and even a can of seasoning
for steaks and chops . . . Plen-
ty of cold drinks to keep folks
cool, while sunning them-
selves and relaxing during
travel via boat from An-
napolis, Maryland's capital,
to St. Michael's . . . and later.
All three newspapers were
bound in a joyful togetherness
. . . Another of Chuck
Buerger's philosophies . . .
that of having the various
people meet each other, play
together and work in unison.
Still can't get over Harbor-
place in Baltimore . . . that's
where we met, did some shop-
ping, visited a couple of
restaurants, aquarium and
sights galore . . . Then tour of
Baltimore Jewish Times of-
fices . . . lunch at Trees
restaurant on Charles Street
. . . off by buses to Annapolis
. . . and then to St. Michael's
via boat.

Plenty of fun Thursday all
day and evening . . . no sales
sessions . . . with many of the
group going to one of St.
Michael's niteries and kickin'
the gong around.
Hospitality room open all
day and night . . . well-
stocked with snacks and
beverages . . . plus a lot of get-
ting to know each other and
your processes . . . Baltimore
Jewish Times: Faye Fried-
man, Sonny Greenfeld, Gene
Berger, Andrea Mackler,
Nancy Surosky, Ruth Ann
Boykin, Dave Stevenson, Bob
Zealor and Sylvia Stafford .. .
Detroit Jewish News: Adrian
Williams, Kathy Johnson,
Dharlene Norris, Cindy Metz,
Randy Marcuson, Rick
Nessel, myself and Art Hor-
witz, associate publisher .. .
Atlanta Jewish Times: Al
Miller, Nat Long, Vince
Schwager, Steve Swindell,
Jan Scarbrough and Jeff
Rubin, associate publisher
. . . and others . . . sales peo-
ple, executives, etc.
Next day, Friday, was con-
tinental breakfast, con-
ference, from 8:15 a.m. to
break at 10 a.m. . . . meeting
resuming at 10:45 a.m. and
ending for buffet lunch at
11:45 . . . and end of session at
4 p.m.
I didn't go cabareting with
most of the others . . . just
stayed around and got whip-
ped in pocket billiards by Jeff
Rubin . . . while Chuck
Buerger and Art Horwitz

dueled on the Harbortowne's
ping pong table . . . Jeff let me
win one game . . . and many
thanks to his riding a bike
strangely left in front of my
room for him to pedal and get
me another key replacing the
one I lost . . . Thanks, too, to
the person who left the bike.
Saturday breakfast in din-
ing room . . . 8:30 a.m. con-
tinuation of sales conference
with Helen Berman . . . 12
noon box lunches at another
break outside the meeting
room . . . 2 p.m. end of con-
ference and afternoon open
for the vans taking shopping
tours and others staying

Folks were all
given canvas bags
filled with
everything but
sales material.

around to play volleyball, go
biking or whatever . . . More
nitery fun that evening at an
open air spot.
Cocktails and dinner Sun-
day at The Bridge Restaurant
on Tilghman's Island, where
the men's restroom door says,
"Jimmy's" and the ladies'
room reads, "Sooks."
Even contests . . . like each
team dreaming up songs
about selling and presenting
them in musical fashion at
one of the dinners.
Getting back to Harbor
Place in Baltimore for a mo-
ment brings to mind the
Detroit River and its river-
front . . . What Baltimore has
done with its Chesapeake
Bay area around Harbor
Place, Detroit sure wishes it
had, too.
Sales conferences many
times can be summed up by a
four-letter word . . . dull .. .
That's because more em-
phasis is put on cramming
forgettable information into a
bunch of tired craniums than
doing it in such a way that
gives them the quicksand
treatment of sinking in.
This program was a great
success because of a six-point
program . . . leadership, infor-
mation cleverly resented, fun
and relaxation, solid pre-
paredness and togetherness.
Behind it all you sort of
sensed the very important ob-
jective of togetherness . . .
achieved only in the manner
exhibited . . . and by the bevy
of activities which brought
each other into one mass of
hand-grasping knowledge in-
terspersed with joint fun.