Jimmy Stewart’s Rabbit: Part 1

Harvey was a 6 ft. 8 inch White Rabbit.

Harvey Was The Father Of My Genie.

This is not a White Paper! White Papers pretend to be unbiased.

by Ted Steinberg, Co-Founder.

Harvey Gave Jimmy Stewart The Oscar.

Harvey was a 1950 movie. Before that, Harvey was a Broadway Play. Before that, Harvey was a best selling novel. Despite his size and stature in show business, Harvey was invisible to everyone except Mr. Elwood P. Dowd, played by James Stewart who won the Academy Award for Best Actor; Harvey played himself.

Although Harvey was invisible to everyone, Jimmy saw him clearly. Between the time the book was published and the movie was made, Harvey grew 8 inches. He was 4 inches taller than Jimmy, so Jimmy could look up to him. Harvey was Jimmy’s best friend.

If you are wondering how Harvey got introduced to my genie’s mother, thus creating the Genie and the biggest breakthrough of my life – then or since, relax and enjoy the ride.

My Genie Gave Me Three Wishes:

1) I could sell anyone I wanted, 2) I could sell anything I wanted, 3) I could sell any way I wanted. My Genie is miles taller than I am. Whenever I get impressed with my-self, I can still look up to him. My Genie is my best friend.

How About a Logic Break?

Since the corners of The Matchmaker’s Triangle deal with, 1) who you can sell, 2) what you can sell, and 3) how you can sell, my Genie gave me the aegis for The Matchmaker’s Triangle, which helped me organize the four subjects which affect every seller: 1) The Who? 2) The What? 3) The How? 4) The Why? (Why would any of my matchmaking choices work?)

Without a system, finding the best combination can be like playing three dimensional chess.

My Reality Leads Me To Fantasies.

You’re about to witness the beginning of a breakthrough. Opportunities, especially breakthroughs, are rarely recognized until later, sometimes, much later.

Come along for the ride: it’s 1958, late September. We’re headed westward across North Dakota, 450 miles of wheat, more wheat, cows and more cows. We’re in my 1957 Ford. I’m a Manufacturer’s Rep. I’m no longer a Junior Rep. The work is the same, only now I haul the samples and do everything for my-self.

I landed the line in July, attended my first sales meeting in August, and have been on the road every day showing the samples to new and existing customers, department stores and specialty shops in Wisconsin, Minnesota, and the Dakotas. We make sportswear for women. ages 13 – 33, a segment known for being persnickety about style and appearance.

The good news: our clothes are not over-priced. They fit well, needing little, if any, alterations. My father’s dress shop has done well with them for years. I expected other buyers to be equally impressed. Little did I know!

The bad news: the brand’s name, Thermo-Jac is unfashionable and we will never change it.

It takes more work to sell a good product with a bad name than a bad product with a good name,

Thermo-Jac is made by The Grove Company. Bill Upthegrove is the owner. Bill’s company made light weight windbreakers for WWII Naval officers. Thermo-Jacs protected from cold winds and ocean spray. They were made from tightly woven, white, cotton, sail cloth.

After the war, many officers bought their Thermo-Jacs home, where wives and girlfriends decided they wanted similar jackets that fit where they were supposed to. Bill Upthegrove’s wife had the company make up some white short-shorts for female members of the St. Louis Country Club. Within weeks after her friends decided they couldn’t live without these close fitting short-shorts and jackets, retailers across the country were selling Thermo-Jacs despite the name.

Because all fads die out, to stay in business, Thermo-Jac expanded their line. Soon they were making various lengths of shorts, pants, skirts, jackets, and blouses. When a store, like my father’s, established the complete line, with enough display space, the line did very well. However, most retailers only wanted to buy a few items which might become hits. Unfortunately, this attitude represented over 90% of my 285 existing accounts. Oops and double-oops!

Hello, Fantasy World, Here’s Harvey. Wake Up, Little Genie, Wake Up!

If you’re not dreaming of something while driving across the Dakotas, you’re either dead or you’re almost. If Numbness sounds like a Dakotan’s surname, now you know.

A year earlier, while driving from Sioux Falls to Phoenix, tired of listening to the Top 40 and Grand Ole Opry, I pretended I won the Irish Sweepstakes. I bought so many Porsches and Jaguars it required a huge building to store them. Then I started a dealership so my friends wouldn’t think I was a rich good-for-nothing. By the time I got my dealership going, I realized it was more work than I expected, so I forgot about my winnings and kept on driving.

By the time I got to Phoenix, 10 years before Glen Campbell, (he beat me out of the royalties, too.), I was searching for a Genie who would grant me three wishes. The one’s I chose were, as you know: 1) I could sell anyone I wanted, 2) I could sell anything I wanted, 3) I could sell any way I wanted.

I was concerned about the details as to who, what, and how I could get away with this, when I recalled Harvey, the movie my family and I attended in 1950. If Jimmy Stewart could convince his friends that talking to big white rabbits was not a sign of lunacy, perhaps I should persuade a Genie to grant me the ability to sell anyone, anything, any way I wanted. I needed more than a guarantee, I needed a sounding board, too.

Now you know why Harvey became the father of my Genie. Given the known proclivities of rabbits, the lurid details as to how he courted my Genie’s mother are inappropriate.

Finally I was in Phoenix, too busy with my new job to think about the possibilities of finding a Genie.

One Year Later, Crossing North Dakota, Going Nowhere In Sales, I Find My Genie!

He makes me a deal = my wishes will be granted, provided – whatever I would sell and however I would sell:

  1. it will always be good for the customer, in the customer's mind, not mine.)

  2. it will never about me. (I am never the star. Customers must feel like I placed their satisfaction ahead of my own.

  3. it will never about the Genie. (The Genie can never be revealed to the customer. In other words, the customer can never know it’s a foregone conclusion he or she is going to buy into whatever and however I am selling.)

Now what? I have the perfect Fantasy World. What is it good for?

The following three editions of Jimmy Stewart’s Rabbit reveal how a Fantasy World can be turned into a Reality World that lives up to your expectations.]