Company Blog

A Lesson From The Pope

by Adam Zack — February 17, 2016

A very shrewd negotiator

One of my mentors during my “I don’t know crap but I need to learn a lot quick” years was the owner and publisher of Palm Springs Life magazine (as well lots of other magazines and an advertising agency). His name was Milt Jones and we affectionately called him The Pope because he seemed to know everyone and everything about Palm Springs. He was a very shrewd negotiator, held strong beliefs on what was right and wrong and gave back to his beloved Palm Springs continually. He was immensely successful, drove a light blue 1957 Thunderbird that he bought new off the lot and taught me that it was OK to bring a bottle of wine to lunch, as long as it was something really good. He gave great advice on business and like DW, considered himself successful if you succeeded.

But no, this is not just a sentimental memorial. He died almost two years ago. He did give me a piece of advice that has always stuck with me, and I think it will give you pause, too. He told me: “When you are negotiating, always leave something on the table. When you take everything, no one wants to do business with you.” Every day we see ourselves, or people we do business with, constantly grinding to get the “best deal” and “lowest price”. It’s hard when you are on the selling end to know when enough is enough. Both sides need to feel like they got a good deal, and then the deal turns into a partnership. It’s in our grocery DNA to get the best deals (for ourselves and our customers) but it’s equally important to remember that the other side is too, and with that relationship you are building, they will do things above and beyond in terms of service and extra benefits that the guy you hammered and finagled for that extra 25 cents a case will never do for you. Thank you, your Holiness. May you be resting in peace and drinking as much Caymus Special Selection as you want.