An Old Printer Looks Back--Waldman

When I think back on all his sterling qualities, one stands out above all others. He was a great listener. This is a quality few of us have, but many need to embrace. As the years go by I more fully grasp the multitude of benefits gained by listening.

Two years after my father died, Ed Sanderson passed away at only 47 years old. He was much more than one of my company's top salespeople. He was the consummate salesman who set an example for all to follow. Among his many sales talents, Ed was a master of the art of "damage control." When things went wrong—as they all too often do in our business—he embraced the problem as an opportunity to demonstrate to the customer his and the company's commitment to make things right.