A Chat With Sue Landay, President, Trainer’s Warehouse
CS: What’s your definition of success?
SL: I was thinking about this question in terms of my business life and my personal life. And they’re similar to each other, but different as well. I think that having a healthy and happy family are always at the top of the list, money and personal development aside. On the business side, there are two things. On one hand, making a positive impact is important to me. I feel like I’ve done that, in that we have customers who are happy, who are doing better in the classroom because of our products. I have employees who are happy because they’re in an environment they like, doing a job that they like and growing. And on a personal front, and in terms of my own success, being able to set projections and meet them provides a feeling of accomplishment. And seeing the business grow is nice. I don’t generally think of success in monetary terms, and yet when I look at the business and see the growth and the profitability, it’s something to be proud of. And my dad and I are still talking, so that’s pretty good, too!
CS: If a new cataloger asked you to name the keys to success in cataloging, what would you say?
SL: Take things step by step. Start small. Address the development of infrastructure and solutions to meet the needs you have at the time. For example, we introduced a T1 line when we needed it in order to process credit cards and download information from our Web site more efficiently. Prior to that, we’d been printing our packing slips one-by-one. That necessitated changing our system so we could print all of our picks and then pack them separately. Whatever it is, you don’t need to do it all at once. You need to identify what you need to get started. What’s going to help at the stage you’re in? You can’t move onto the next thing without knowing what the implications of the last decision are. Increase step-by-step, not all at once.