Author Archives: Mike

2001-2006 TSI: Weekly Partners’ Meetings

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Agendas for meetings. Continue reading →

Between January of 2001 and November of 2006 I met pretty often with Denise Bessette (introduced here), who was by then my partner and VP of Application Development. I found a folder of Microsoft Word files for the agendas that I wrote up for these strategy meetings. Starting in 2003 the meetings became more regular. They occurred on many if not most Wednesdays, the day that I was most likely not to be at a client’s.

We generally ate lunch together at an order-at-the-bar restaurant on the west side of the river. It had picnic tables near a small stream. I can’t remember the name of the place. I took a drive in the area that my memory associated with its location, but I could find no trace of it. I suspect that it closed, and the land was bought by a developer who put it to another use, perhaps condominiums.

The following summaries are mostly in chronological order. Almost every AdDept client is mentioned at some point. Separate blog entries with much more details have been posted for each of them. They can easily be found using the 1948 Project’s master index program, which is available here.

Many items on the agendas are repeated on subsequent agendas. A few of them persist over years. These were issues for which we never found solutions. The most obvious examples were the efforts to find additional uses for AxN that would benefit newspapers and/or advertisers.

By 2001 the nature of and name for AxN1 had been decided. Our focus was on how to roll it out to the AdDept clients and what we could do to make it more attractive both to the advertisers and the newspapers. We also discussed potential support issues and how the new model 170 that TSI had recently purchased could handle the load of handling the traffic from AdDept clients and newspapers. Occasionally we talked about personnel and other business-related matters.

By 2002 the business environment for large department stores had changed dramatically. Before listing the agenda for one of the meetings I wrote, “We need to change our attitude 180 degrees. Previously we had excess demand and were struggling to increase our capacity to meet it. Now we have excess capacity, and our customers are frugal.”

I had used Net.Data2 extensively for AxN. At the time it was the only thing available on the AS/400 that could interact with the database. By 2002, however, IBM was telling people not to use it. However, it was several years before IBM provided an equivalent tool. Java3, which I had studied extensively and had concluded was not suitable for what we wanted to do, was IBM’s solution to everything.

I was surprised to read how uncertain we were about the willingness o AdDept clients to use AxN. The meeting in March mentioned the need for a second installation. Before reading this I was pretty sure that Belk4 was the first, but maybe someone else had used it on a limited basis.

In 2003 Denise and talked a lot about what kind of programming was marketable to our clients. We investigated quite a few products that claimed to make it easier to make native AS/400 programs web-based . We also talked about what features could be added to AxN so that it would be more valuable to advertisers or newspapers. Usually one of the last items on the list was whether we should spend time converting our code from BASIC to RPG or something else.

In May Sue and I took our first vacation in Italy. I wrote a journal about that adventure and posted it here.

The meeting of November 5 was the first mention of Bob Wroblewski, who has been introduced here. The next few agendas mostly consisted of the same items.

In January of 2004 Bob and I flew to California to visit Robinsons-May and Gottschalks. Bob then started enrolling Rob-May’s papers. After that the process of getting newspapers to subscribe to AxN snowballed for several years. At about the same time our long courtship of Dick’s Sporting Goods finally paid off with a contract for AdDept. So, in only two years the outlook for TSI had improved greatly.

In February it occurred to me that there might be one dominant software company for the newspaper business. If we could create an interface with their system, it could advance the AxN project tremendously. However, I later discovered that each paper, if it had anything at all, had developed its own software or paid someone to do it. There was no uniformity. Fortunately I discovered that this was a blind alley before I wasted a lot of time, money, and energy on it.

The agenda for the February 18 meeting made it clear that the AxN project was about to take off. Most of the long-time AdDept users had at least been contacted. Stage Stores was enthusiastic, and they had just acquired another chain named Peebles. Finally, Dick’s Sporting Goods had finally signed the contract to purchase AdDept. To deal with the expected increase in use of the Internet by the newly subscribing newspapers Denise was arranging for installation of a T-1 line from AT&T with the Cox Cable connection as backup.

The March 3 agenda closed with a mention of the NAA, which was the abbreviation for the Newspaper Association of America (changed to News/Media Alliance in 2016). I eventually talked with someone at its headquarters, but I foresaw that it would take a lot of time and effort to build a productive relationship with the organization. It might have been a good project for Doug Pease (introduced here) or Jim Lowe (introduced here), but at that point they were in the rear-view mirror. I never thought that this would have been a good fit for Bob. Besides, he was busy talking to newspapers, or at least soon would be.

It took me a few minutes to decode this entry on the entry for March 24: “Robinsons: Lower price for LANG?” LANG was the Los Angeles Newspaper Group,.5 a company that printed and distributed tabloids in Los Angeles and its suburbs. Advertising for all those papers was managed from one central location. TSI agreed to send them one bill. We treated them like one large paper with several editions.

In April we were waiting for Dick’s to begin the solicitation for AxN before we approached Macy’s West and RadioShack. The April 21 entry contained positive news about Filene’s use of AdDept for accounting, including the monthly closing process. The next week Denise and I discussed the proposed trip to talk with Hecht’s main paper, the Washington Post. I ended up visiting them on May 14. It gave me quite a thrill, but I don’t think that they ever agreed to use AxN. Apparently we also considered a press release about being in business for twenty-five years, but I am pretty sure that we never did it.

The agenda for May 26 poses this question about Filene’s: “Have they made a big mess?” Bon Ton agreed to send letters to its newspapers about AxN.

In June we discussed various methods of emailing claims. I don’t recall that we ever took any action on this. There was ominous news from Federated that they put all quotes on hold. The total number of orders in AxN exceeded 100,000. The June 30 agenda announced that Dick’s was moving into its new building over the subsequent weekend.

The first item on the July 21 agenda was “Denise’s three issues”. I wonder what they were. Item #10C talks about a follow-up meeting with the Washington Post that never happened. The next week’s agenda explained that they did not respond to my email. A second e-mail was sent on August 4. On August 25 (my dad’s eightieth birthday) I called the Director of Advertising Services.

Something distressing was evidently going on at Parisian, but I don’t remember what it was. That disclosure was somewhat offset by the following good news: “RadioShack: 34 active; 39 testing; 22 Macy’s West; 15 L&T; 4 Parisian; 56 other.” RadioShack did one of its four geographic divisions at a time. The last two entries brought up new subjects: “How can we make better use of my time and Lucia’s6?” and “5-year plan”.

The August 4 agenda was the first to mention SQL7. I used SQL for all of the AxN programs, but the AdDept programs mostly created temporary indexed output files that were populated by one program and read by another using IBM’s recommended approach, ISAM (Indexed Sequential Access Method).

Marshall Field’s (introduced here), the last big installation of the May Co. version of the AdDept system, was first mentioned in the agenda for September 8. We were very excited about the meeting scheduled for September 16 at Hecht’s advertising department in Arlington VA. By this time the work for the Peebles installation at Stage Stores was operational enough that we were ready to solicit their newspapers for AxN.

I was serious enough about contacting companies that sold software for ad agencies that I spent $35 to buy the booklet from the AAAA. I questioned whether we should write to each of them to propose an interface with their system and AxN. I don’t remember ever doing so.

The agenda for November 1 mentioned that Field’s used an ad agency for both broadcast and newspaper. My recollection was that they started using AxN almost immediately and dropped Haworth, the agency that bought newspaper space. However, later entries seem to contradict this. The same agenda mentions that TSI was carrying $55,000 in questionable receivables in the last month of its fiscal year.

I never had to make an onsite visit to our AxN client in Guam.

The November 10 agenda mentioned that—after months of foot-dragging—Federated Systems Group was finally going to “cut over” to their new AS/400 system. During this period we were worried about providing support for AxN for Macy’s West’s newspapers in Hawaii and Guam. This was needless. The papers subscribed for years without any problems. This was also the last agenda that included a mention of a press release about TSI’s twenty-fifth anniversary.

A major issue early in the year was how to handle the process for installing changes that Dick’s had forced upon us. There were other issues, too. The first agenda of the year ends with the question: “How can we get this installation on the right track?”

Two minor enhancements to AxN for the advertisers had been completed: custom emails and downloading of email addresses. However, I had apparently given up on the possibility of interfacing with computer systems used by the newspapers. There was also a process for reconciling the orders on AxN with the schedule on AdDept.

By March 10 we had a big programming backlog because of the large number of difficult jobs for Marshall Field’s. Denise controlled this process. I simply asked, “How can I help?” In the same meeting we discussed for the first time what, if any thing, we should do to forestall Macy’s from replacing AdDept with the system known then known as FedAd that had been developed by Burdines. Our contact at Macy’s West stated that “it did not exist”.

At the March 25 meeting we talked about Macy’s East for the first time in many months. For the April 28 and May 4 meetings there is separate agenda for AxN. For some reason I seemed worried about using it at Foley’s and Stage Stores.

The first item on the regular May 4 agenda was one word: “Lucia”. Lucia was able to handle much more challenging projects than our other administrative employees. The problem was trying to come up with things for her to do. Another issue on the same agenda posed some interesting questions:

We never mastered the trick of Cloud Computing.
  1. How could we set ourselves up to manage systems for our small clients? Bon Ton, Gottschalks, Neiman Marcus
    1. IBM (like Federated)?
    2. TSI
      1. Dedicated high-speed line for each user?
      2. On the net?
        1. Telnet? How would they print? Pdf?
        2. VPN: AS/400 to AS/400?
        3. VPN: PC to AS/400?
      3. High availability?
      4. Disaster recovery?
    3. A third party?

We did not spend a great deal of effort on trying to provide “cloud” computing for our customers. It would have involved a great deal of expense and risk. Just seeing that term “disaster recovery?” item gives me the chills.

Later in May Sue and I took our second Italian vacation with our friends Tom and Patti Corcoran. I wrote a journal again, but this time I had a camera. The results are posted here.

The agenda for June 2 began with the surprising news that Chuck Hansen at Marshall Field’s had asked me to back off on AxN. It also mentioned the agenda for a meeting with Macy’s Marketing on 5/17. It probably intended to say “6/17”. The next agenda, dated July 8, only stated, “Follow up with …” I must have forgotten the name (Robin Creen) of the lady with whom I met at Macy’s Corporate Marketing. There is also a reference to Bloomingdale’s. I suspect that this was in response to information from Tom Caputo, who worked with AdDept at both Lord & Taylor and Saks Fifth Avenue, that Bloomies had never taken the FedAd software out of the box.

The July 11 agenda has some detailed information about a proposed newsletter publicizing how AdDept handled inserts. Some of these enhancements were done for Dick’s.

The August 26 agenda has a new and somewhat mysterious major topic called “AdDept ideas”. The two subtopics are “SpooliT8 ($9K) or other Excel” and “Service Bureau”. I think that SpooliT made .csv files out of spooled output files. It may have had a few other features.

Throughout this period there were references to The Oregonian, the major paper in the Portland area that stopped paying invoices for AxN without canceling and never responded to attempts to find out why.

The agenda for September 14 mentions the long letter that I sent to Robin Creen. Its contents are posted here.

The agenda for October 12 had several tantalizing references. It began by stating that IBM’s VPN9 product, which TSI used for communicating through the Internet, with clients’ AS/400s would be activated on the following Saturday. It also reported that a newsletter had been sent out.

Robin Creen topped the October 24 agenda, but there were no details. The second item referred to renewal of iSeries News, a magazine.that catered to the AS/400 community. It had undergone many name changes, and the content had also evolved. We kept all of the back copies in the shelves that in 2023 are in my office. When we closed down the company (details here), I threw all of them away.

The third item was “SBC Contract”. I don’t remember SBC, but I suspect that it was an IBM Business Partner that had sold more systems than we had or had somehow managed to deal directly with IBM. During this period TSI was not allowed to quote or sell any IBM products. We had to go through a Super-VAR.

The fourth item was “Lucia” with no details. The fifth was “AT&T Global: do we need it?”. I am pretty sure that this product allowed me to get my email when I was on the road. In the days before Wi-Fi I had an AT&T product installed on my laptop that allowed me to use a phone line in my hotel room to sign on to AT&T and look at my email.

We must have received an inquiry from Sport Chalet10 a chain of stores in California that was similar to Dick’s. Until I saw this entry again I had completely forgotten about them. Evidently I wrote them a letter and sent them a newsletter, but nothing came of it.

The last agenda for 2005 was dated December 6. The #1 item was the blitz to get an AdDept system for Macy’s South up and running in time for the season that started at the beginning of February. The second item was an inquiry from Circuit City11. This was another dead end.

The “My disk recovery” entry brought back some really bad memories. I think that I recovered everything on my computer’s hard drive, but it was costly and painful. The best part was that I got an external hard drive12 that made it very easy to back everything up.

There are no entries for 2006 until June. I remember being under extreme pressure to bring the two huge AdDept installations at Macy’s South and Marshal Field’s up to speed. Meanwhile we received the crushing news that Macy’s and the May Co. had merged, and Macy’s would be the dominant player.

The agenda for June 13 began with the word Corum. I am pretty sure that it referred to broadcast buying software. Based on the date it was probably associated with Macy’s South.

That agenda also contained a major item that simply stated “Modernizing and marketing AdDept”. We never did find a feasible way to transform the AdDept screens into something that looked modern. We made more marketing attempts after this, but they did not amount to much. This was the peak period for AxN. More than four hundred papers had subscribed. TSI’s administrative person spent a good deal of time printing and mailing invoices and depositing checks from newspapers.

The agenda for October 11 was startlingly different. It mentioned two AS/400 models, a 170 and a 270. My recollection is that we did development and ran the business on the 170, and the 270 was devoted to AxN. It also mentions recruitment. I am not sure whether that referred to the administrative position or programming. The agendas have gotten shorter and shorter.

This agenda also mentioned the C compiler for the 270. Denise was upset at me for even investigating the possibility of converting TSI’s code to C, which was widely used in the Unix world.

In the agenda for October 18 the scary term “Macy’s North” appeared several times. It referred to the company that was formerly called Marshall Field’s. Evidently the marketing (never called “advertising”) department there had never bought into using AxN for insertion orders. They may have still been using Haworth.

“Maintenance” was often mentioned in the agenda for November 1. We probably never charged as much as we could have for the kind of service that we provided our clients. I was evidently still spending quite a bit of time at Belk.

I was surprised to see Circuit City mentioned again on the agenda for November 8. We must have received another phone call. The term “Foley’s project” also appeared. I am pretty sure that that was the code name for the long and frustrating effort that Denise and I undertook to sell the company.

The last agenda that I have was dated July 10, 2007. It contained only four items:

  1. Trip to Macy’s West
  2. 515
  3. Dick’s quotes
  4. Foley’s
Never even a nibble.

Denise and I continued to meet, but not on a formal basis. By then I had almost given up on selling more AdDept systems. There had been so much consolidation in retail that the number of good prospects for the system had shrunk to almost nothing. Nordstrom and Dillard’s would have looked nice on our client list, but it was hard to think of anyone else that was worth pursuing.

We still did quite a bit of custom programming during the next five or six years, but managing the list of open jobs did not require the juggling act that had characterized the previous decade.

The AxN business decreased for a few reasons. The big stores no longer trusted newspaper ads to bring in customers as they once did. Newspaper readership was way down. Some of the AdDept clients outsourced their buying to agencies or media services. That always meant a drop in the number of papers.

I enjoyed those meetings immensely, and I miss them.

1. The history of the development of AxN is posted here. The system design is outlined here. The description of the process by which it was brought to market begins here.

2. Net.Data was a scripting language written by IBM for the AS/400. It was quite popular, but IBM for some reason decided to drop it in favor of the open source scripting language php, which required implementation of the Zend php engine.

3. Java is an object-oriented language that was developed by people at Sun Microsystems. The company released an open-source version. Java was almost the only thing that IBM talked about at the PartnerWorld convention that Denise and I attended in 2000. It is described here. On the AS/400 applications written in Java required a lot more resources than programs written in the native languages. If run on the same box the Java programs were slower, a lot slower.

4. The history of the AdDept installation at Belk is posted here.

5. In 2016 LANG merged with the Orange County Register and a few other papers. The new organization was called the Southern California Newspaper Group. The third item under the Federated topic was “AxN letter to four divisions”. Since “Bloomingdale’s” was the second item it mus refer to Macy’s East, West, South, and Florida (Burdines).

6. Lucia Hagan was TSI’s administrative person during this period. She was introduced here.

7. SQL stands for Structured Query Language. It was invented by IBM, but the company did not endorse its use on the AS/400 until 2004.

8. SpooliT is still on the market in 2023! Its website is here.

9. VPN stands for Virtual Private Network. The Wikipedia entry is here.

10. Sport Chalet was sold to Vestis Retail Group in 2014 and was liquidated in 2016.

11. The sad story of Circuit City ended with its liquidation in 2009.

12. I still have that hard drive in 2023. However, I recently discovered that I no longer can find the cable that was used to attach it to a computer, and the company that made it was no longer in business.

1995-2000 TSI: AdDept Client: Cato Corporation

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Cato: the low-end AdDept client. Continue reading →

Virginia Meyer1, the VP of Advertising at Cato Corporation2, called me one day in early 1995 to ask about the AdDept system. I flew to Charlotte, NC, and made a presentation. Somehow she persuaded the company’s IT department to buy AdDept for her on an AS/400 that they were using for some other purpose. I installed the system in July of 1995. Over two decades later I still do not understand why they bought the AdDept system and used it for five years.

Cato was definitely unlike any other AdDept client. During the first visit Virginia explained that the company had about six hundred stores. They generally ran only one sale per month, and they timed it to start just after welfare checks were likely to be received. This way of thinking was not prevalent at Saks or Neiman Marcus. For a while Cato had left purchasing of broadcast ads to the individual store managers. However, several of them spent their budgets on Christian stations with extremely poor ratings. The advertising department eventually brought the buying in-house.

No Cato stores in Maine or Montana.

Virginia’s motivation for wanting the system was primarily because I said that we could provide her with sales data about the stores. Most of the work that TSI did was to construct an interface with the corporate sales recording system and to produce a report called Volume by Market. Many new fields had to be added to the store table in order to produce it. The one that I remember most vividly was one that designated whether the store was near a military base.

What, you may ask, did this have to do with advertising? Not much, but Virginia had been trying for years to get the IT department to provide her with sales information so that she could tell whether the company was spending its money wisely. The IT people had never addressed the request.

The people: I got to know a few people in the IT department. I remember that we went somewhere for lunch at least a couple of times. Aside from them and Virginia, the only person with whom I worked was Lisa Nutter3, who managed the advertising business office. She was our liaison during her short career at Cato.

Memories of Charlotte: I remember going to Charlotte with Doug Pease, who was introduced here. So, we must have done a demo for them either on their equipment or at IBM. I remember that I was very impressed by the airport in Charlotte (now called Charlotte Douglas International Airport in 2023). It had a very nice selection of restaurants in its central court and a large collection of rocking chairs positioned along the windows. It was a hub for US Air at the time. I could fly there directly from Hartford.

Near the exit from the terminal was a large statue of Queen Charlotte, the wife of King George III, the monarch whose behavior so upset the American colonists. She gave birth to fifteen children. Mecklenburg County was also named after her duchy. I have not researched why she was so popular in this remote corner of North Carolina.

Traveling from the airport to Cato—or anywhere else in Charlotte—required driving on Billy Graham Parkway. I guess that I should not have been surprised that the people and politicians in Charlotte were proud of his legacy as Richard Nixon’s moral compass.

I recall little about the demo or the first meeting. The thing that I do remember is that Doug and I spent most of a day at Carowinds, an amusement park that was on the south side of Charlotte. Actually part of it was in South Carolina. A brick sidewalk marked the boundary. I was not sure at the time whether I had ever been in South Carolina, and so I made certain that I crossed the border at least once.

50 mph.

Doug and I challenged each other to ride on the stand-up roller coaster called Vortex. I won’t say that I really enjoyed the experience, and I would not do it again. However, I am glad that I tried it once. Important note: neither Doug nor I got sick. If you are interested in what it was like, you can watch this video.

We stayed at a Holiday Inn that was at the far end of the parking lot for a strip mall on Woodlawn Road just west of I-77. The primary attraction of the strip mall was The Gentlemen’s Club of Charlotte. I learned that “gentlemen’s club” is a euphemism commonly employed in the South for what northerners would call strip clubs or girlie bars.

I am pretty sure that I stayed in this hotel, which at some point before 2023 was converted into a Holiday Inn Express, for all of my trips to Cato. I did not patronize the GC of C, but I did manage to run a few miles on several evenings in the residential area behind the hotel. The nearby KFC was my primary source of nourishment on most of those evenings. I also liked a Mexican restaurant named Azteca4 near there.

On one of my visits I came across a Cato store in a strip mall. I took a short circuit around the store. I saw enough to know that it was not for me.

Lost but not gone forever.

I ate lunch with the IT guys on a different visit. Somehow I lost my American Express card, the only credit card that I had at the time. I had to cancel it and get a new one. It was a bother, but no one tried to use it.

For some reason I was invited to a meeting at Cato that was attended by the president of the company. His name was, not surprisingly, also Cato. He was not impressive. The other executives at the meeting seemed to need to explain everything to him.

There are still plenty of these.

Epilogue: Early in 2000 I received a phone call from Virginia. She told me that they were canceling the AdDept maintenance contract and the open programming projects. Denise Bessette (introduced here), who by then was TSI’s VP of Product Development, took this news very hard because one of the issues that Virginia mentioned was that some of the open projects had been open for several months. Shortly thereafter Lisa resigned.

I suspected that the company must have instituted austerity procedures. Almost never did a client cancel its maintenance contract and continue to use the AdDept system. In fact, when I started this project, I expected to learn the Cato was no longer in business. Nothing could be further from the truth. According to Wikipedia in 2023 it had 1,372 stores with five logos.

1. Virginia Meyer worked at Cato until 2002, but her influence seemed to vanish in 1999. Her LinkedIn page is here.

2. Despite the fact that Cato has always been a family-run business that was named after its founder, it’s logo is in capital letters, which gave me the impression that it was an acronym.

3. Lisa Nutter’s LinkedIn page is here.

4. A restaurant called Plaza Azteca opened in Enfield, CT, in a location that had already been the home of several failed restaurants. Parking was difficult, and many other restaurants with established clientele were nearby. Sue and I went there once and were not impressed.

It closed after only a few months.I don’t know if it was affiliated with the one in Charlotte.

1995-1996 TSI: AdDept Client: Color Tile

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Short but sweet. Continue reading →

The Color Tile stores had the crooked TILE letters. Tandy Corp. once owned Color Tile as well as the other store pictured here, RadioShack.

Color Tile1 was a chain of small retail stores that was based in Fort Worth TX. In 1995 it had over six hundred stores. The IT Department, which already owned AS/400’s, contacted Doug Pease2 about using AdDept for its advertising department, which was quite small compared to the ones for department stores. Doug and I flew to DFW, rented a car, and drove to Fort Worth to demonstrate the AdDept system and to talk with the employees in the advertising department.

The presentation went very well. I sent them a proposal and a contract. They signed and sent TSI a deposit. Shortly thereafter I flew back to Texas and installed the system on an AS/400 in the company’s data center.

These are the two people from Color Tile in a conference room in Ft. Worth. Doug, whom I cut out of the photo, and I were sitting across from them.

I could find no notes from the time that I spent at Color Tile. I only found the photo at the left when I was looking through my Tandy photos.

Throughout the installation I only worked with a couple of people in Color Tile’s advertising department, and I don’t remember their names. The guy insisted on taking me to lunch at a real Mexican restaurant. He said that he wanted to prove that eating Mexican food need not require spending excess time in the men’s room an hour later. Mexican food never affected me that way, but I definitely enjoyed the meal with him.

The woman was very excited about the progress that had been made in just a few months. However, the company declared bankruptcy in January of 1996 and was liquidated a little more than a year later. Later she was hired by RadioShack (described here) and worked with the AdDept system for several years.

Fortunately, Color Tile owed TSI very little when they entered bankruptcy. In the end the company left all of its vendors high and dry.

1. The retailer Color Tile, Inc. should not be confused with Colortile, a brand of floor covering that was still in existence in 2023. The confusion is enhanced by the fact that Colortile’s signage often splits its name into two words.

2. Much more can be read about Doug here and in most of the entries for AdDept clients.

2004-2006 TSI: AdDept Client: Marshall Field’s

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Acquired by the May Co. in 2004. Continue reading →

Marshall Field’s was most famous for its store in downtown Chicago and for Marshall Field himself, who was a driving force behind the Windy City’s recovery from the Great Chicago Fire of 1871. By the time that I came into contact with the department store chain it was based in Minneapolis and was owned by the Target Corporation.1

The skyway entrance was on the 2nd floor.

In 2004 the May Co. purchased the Marshall Field’s stores from Target with the intention of administering them from Minneapolis in the Marketing Department’s headquarters in one of the high floors of the store that was previously the flagship store for Dayton’s. Its address was 700 Nicollet Mall. The plan was for all of the advertising to be scheduled, purchased, and paid for using TSI’s AdDept system on an AS/400 at the Midwest Data Center in St. Louis. A meeting was scheduled for September 16 at Hecht’s2 Advertising Department in Arlington, VA. I attended, as did representatives of the May Co. and the Marketing Department of Marshall Field’s. Dave Ostendorf from Famous-Barr3 may also have been there.

Richard Roark and most of Dave Ostendorf.

The meeting was unlike any that I had ever attended. The people from the May Co. announced that Marshall Field’s would use AdDept, and the May Co. would pay for any necessary revisions! They made it quite clear that they were being given a blank check. Throughout the rest of 2004 I worked on documenting in some detail the changes that needed to be done. This resulted in a fifty-page design document delivered in December and a fifty-nine page tome sent to them in April of 2005. I found Acrobat files of these two booklets. They are posted here and here.

It seems likely that I took more than two trips to Minneapolis in 2004 but I only found notes from one in November and one in December. Perhaps Dave Ostendorf or Richard Roark from Foley’s4 in Houston helped me gather the information needed for the design documents.

Working conditions: On my visits to Minneapolis I flew Northwest and took a taxi or the light rail from the airport to downtown. I never rented a car.

The top arrow is Marshall Field’s. The bottom is the Hilton. The skyway is 9.5 miles long.

I stayed at the Hilton that was a few blocks south of the Nicollet Mall store. I almost never stayed at a Hilton; I preferred one of the affiliated hotels that awarded Hilton Honors points4, especially Hampton Inns. I have two strong memories of this Hilton:

  • I could walk from the hotel to the second floor of Marshall Field’s via the skyway without ever setting foot outside. This was a valuable feature in the winter.
  • There was no free breakfast. However, because I had achieved Silver status in the Hilton Honors program I could go up to the top floor where they had an executive dining room for road warriors like myself. The food there was terrific and free.

Working with the people at Marshall Field’s was a very enjoyable experience. There were, however, a few peculiarities.

The skyway entrance was on the second floor of the store. When I arrived in the morning the store was not open. So, it was a little spooky.

To get to the Marketing (NOT advertising) Department I had to take a fairly large number of escalators. There were elevators, but they were not as convenient.

How many marketing departments posted a map to help its team members.

The people at Marshall Field’s used a different word for many of the concepts with which I was familiar. Customers were called guests, employees were team members, advertising was marketing, ads were called promos, and so on. I kept a list of these, but I no longer have it.

Every time that I went to the bathroom (or anywhere else) I had to call someone to let me back in to the Marketing area, which was restricted. I was very excited in April of 2005 when I was given a badge so that I could come and go as I pleased.

The toilet paper in the bathrooms was the flimsiest that I had ever seen. They must have imported it from another country. I cannot imagine that anyone would buy it in the U.S. Maybe they did it to save money, but they didn’t save any on me. I just used more of it—lots more. I once asked Chuck Hansen5, one of the people involved in the installation, if others did the same. He said, “Oh, yeah. Definitely.”

While I was there in February of 2005 the temperature dipped below -20 Fahrenheit: not wind chill, degrees. I had to go out in that frigid air to walk to the taxi stand to catch a cab to the airport. It was only a couple of blocks, but I was very relieved to see a few cabs lined up and ready to go.

Amy and Becky are seated. Dave has a mustache. The other guy is Chuck. I don’t remember the other two women.

The “team members”: Our main contact in the first few months was Amy Spears, who was the assistant to the Finance Manager, Becky. I cannot remember her last name. They were both very conscientious and amiable. When Becky left the company on short notice in 2005, Amy was in something of a panic. Mari Pittman6 was brought in from Foley’s to take on Becky’s role.

A woman named Thu Le worked on expense invoices. I vaguely remember her. Nate Jeppson7 also worked in the finance area. I helped him fine-tune the entry in the sub-account table. Two ladies named Kimber and Adrianne worked in accounting. Either or both of them might be in the photo.

Soni.

Beginning in April of 2005 David Harris8 assumed the function of liaison with TSI. His main job was managing the Mac network. My memories of him are not very distinct. I remember his replacement, Soni (pronounced like “sunny”, short for Sonja) Froyen9 a lot better. At the end of the project she sent me a tee shirt that had an ad release form with the box for “Released” checked.

Sheila Wilson came from Hecht’s in 2005. She was deeply involved in the AdDept product.

My notes from February of 2006, when the division was officially dubbed Macy’s North, disclosed the names of two new employees in the finance area: Shannon Feuerhelm and Megan Boie. Jackie Smith was hired to place newspaper ads, a job that formerly had been done by Target’s ad agency, Haworth.

The last set of notes were dated in December. They indicated that Chuck, who had been in another department for a few months, had returned to the Marketing Department. They also mention that Lynn Robinson had been placed in charge of Direct Mail.

The projects: Getting Marshall Field’s system up and running was the last gigantic project that TSI undertook. It was so big and so complicated that the individual details have tended to fade. Here are a few things that struck me as I read through the design documents and the month end checklist that I set up for Becky

  • The most striking thing was that so many changes were required to the file structure, including several new tables. It is a tribute to our system of change management that we were willing and able to implement these changes without disrupting our other installations.
  • I wrote all of this. I made a few mistakes, but on the whole the presentation was very thorough and professional.
  • It is hard to understand why PageMaker, which was used to create these documents originally, had so much trouble with non-proportional fonts like Courier. The vertical bars on the reports (e.g., page 9 of document 1) should all align, but they don’t.
  • So much of what is described is unique to Marshall Field’s. For example, no one had ever used the term “production credits” at any other installation.
  • I have a dim memory of Item #3. Becky had a gigantic number of general ledger accounts (called “internal” in the document) that did not match up well with the May Co.’s accounts. The cross-reference table was huge.
  • Any changes to the cost accounting algorithms were risky. These programs were so complicated that they were barely readable. TSI’s programmers were reluctant to touch them because the people who used them were always under severe time pressure. “Yesterday” was the deadline for addressing problems.
  • I had totally forgotten about the “buckets” and “metro markets”.
  • The use of “campaign” instead of “event’ must have come from an ad agency. No one talked about campaigns in a retail setting.
  • I wonder if they actually used all the work that we did on production schedules and the job jacket.
  • Over $7,000 in changes to the insertion orders are in document 2! I don’t remember if they ever used AxN. It is mentioned on p. 34; I guess that they must have. The NAA# was assigned by the Newspaper Association of America. Prior to becoming part of the May Co. Field’s Haworth bought the newspaper space.
  • Document 2 mentioned CAPS, which was the May Co. system for expenses and G/L.
  • I did not remember importing sales by department.
  • The closing process is lengthy, but it is very specific. I wonder if they actually used the three-page checklist.

Denouement: I am certain that we did exceptionally good work for Marshall Field’s. They always treated me royally when I visited them. It would be nice to be able to say that the department ran like clockwork for decades.

However, that is not what happened. By 2008 Marshall Field’s was no more. The stores that were allowed to remain open were rebranded as Macy’s. Worse news was that Macy’s North (the people with whom we worked in Minneapolis) was consolidated into Macy’s East. The wonderful people and environment that I found there vanished.

I did not think too much about that. We did good work, we got paid, I made some friends, and we made their lives a little better for a short period of time.

The downtown store in Minneapolis was closed for good in 2017. It is in the process of being repurposed for multiple uses.

1. Prior to 2000 the company was called the Dayton-Hudson Corporation. Its name reflected the logos of the Minnesota and Michigan chains that merged in 1969. The company was renamed in 2000 in recognition of the fact that the Target stores produced 80 percent of the revenue. One year later the department store division rebranded all of its stores as Marshall Field’s.

2. The story of the installation at Hecht’s can be read here.

3. Details of the Famous-Barr installation in St. Louis are posted here.

4. My card from those days calls them Hilton H Honors points. I never understood what the middle initial stood for.

5. Chuck Hansen stayed on and is working for Macy’s in 2023. His LinkedIn page is here.

6. May Pittman’s LinkedIn page is here.

7. Nate Jeppson’s LinkedIn page is available here.

8. David Harris’s LinkedIn page can be viewed here.

9. I discovered on Soni’s LinkedIn page (found here) that she studied Latin and history in college. I was also surprised to learn from my notes that she knew how to code in php, which I did not yet know enough about to know that it never shown in caps. She was also the only one of my business associates who followed me on Twitter. In retrospect I feel as if we might have potentially been soulmates. Of course I was eighteen years older than she was.

2008-2020 The Organization of Competitive Bridge

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How the game was administered. Continue reading →

The governing body for competitive bridge in North America (and a few islands like Bermuda and Hawaii) was the American Contract Bridge Association (ACBL). Its headquarters was in Horn Lake, MS, a suburb of Memphis. The ACBL sponsored three national (actually continental) tournaments in different locations every year in March, July, and November-December. These were the spring, summer, and fall North American Bridge

One of the primary purposes of the ACBL was to provide the rules for distribution of masterpoints, which, depending on the event could be black, silver, red, gold, or platinum. Nearly every player aspired to attain the rank of Life Master, which, when I started playing required an assortment of masterpoints totaling 300. In 2011 the needed total was changed to 500, and the number of silver and gold points was increased.

When I began playing in 2004 there were eleven ranks:Rookie, Club Master, Sectional Master, Regional Master, NABC Master, Life Master, Bronze Life Master, Silver Life Master, Gold Life Master, Diamond Life Master, Platinum Life Master, and Grand Life Master. In 2011 the rank of Advanced NABC Master was created for players who had achieved 500 masterpoints but did not meet the other qualifications for Life Master status. Later the rank of Ruby Life Master was inserted between Silver and Gold, Sapphire between Gold and Diamond, and Emerald between Diamond and Platinum. That increased the number of ranks to fifteen.

Geographic organization: The ACBL was organized geographically into twenty-five districts. The six New England states comprised District 25. The governing body for District 25 (D25) was the New England Bridge Conference (NEBC). Prior to 2020 each district elected one person, the District Director, who served on the ACBL’s Board of Directors.

Each district was divided into units. D25 had eight units—one for each of the less populous states and one each for western, central, and eastern Massachusetts. The unit for Connecticut was identified by the number 126. Its governing body was the Connecticut Bridge Association (CBA). The other units had similar appellations and three-digit numbers. The most populous by far was EMBA.

The ACBL’s districts and regions in 2020.

The lowest level sanctioned by the ACBL was the club. Most clubs were owned by one or two people. The Hartford Bridge Club (HBC), which was the oldest continuously operating bridge club in North America, was one of the few that was owned and operated by its members.

In 2020 a new geographic entity, the region, was created for the purpose of reducing the size of the Board of Directors for twenty-five to thirteen. D25, 24 (NYC and Long Island), and D3 (northern NJ and eastern NY) were combined into Region 2. The Regional Director (RD) was elected by the units within the region, but the person so elected was not supposed to represent his/her constituents. Instead the RD was charged with promoting the interests of all members.

Masterpoints: Winners and high finishers in club games ordinarily received black points. The units could sponsor sectional tournaments that awarded silver points in larger quantities than club games did. The districts could run regional tournaments that awarded red and gold points in still greater quantities. The most valuable points for achieving Life Master status were gold and silver.

The primary way to receive silver points was to attend a sectional tournament sponsored by a unit. Most units in D25 ran several sectionals per year. Three or four weeks a year Sectional Tournaments at Clubs (STaCs) could be run at clubs within the participating unit. These events also paid silver points. At some point in the teens the ACBL began to sanction sectional tournaments on cruise ships as well.

The primary way to receive gold (and much less important red) points was to attend a regional tournament sponsored by a district. Through 2019 D25 ran five regionals per year. The NABCs also included regional events that paid gold and red points. At some point in the teens the ACBL began to sanction regional tournaments on cruise ships as well. My wife Sue and I went on one in 2012 (described here). We signed up for a second one in 2020 (described here).

Administration: The ACBL and each of its units and districts were not-for-profit organizations. The ACBL itself was, in theory at least, run by the Board of Directors, who were bridge players. The day-to-day operations of the organization were run by salaried employees, most of whom knew little about bridge. Aside from running the three NABCs, the ACBL also hired and trained the Tournament Directors who administered each event at tournaments. It also tested and certified directors for club games.

The governing body of the New England Bridge Conference was its Board of Delegates. Its members were chosen by the units. It only met twice a year. Its main responsibility was to elect the four officers: president, vice-president, secretary, and treasurer. Most policy-level decisions were made by the Executive Committee, a group that met several times a year. It consisted of the four officers and representatives of each unit (two from the CBA and EMBA). The president appointed the tournament manager, the webmaster, the tournament coordinator, and committee chairmen and members. The most important committee was the Tournament Scheduling Committee. The district also had a director-in-charge and and Intermediate/Novice chair. Those roles were held by Peter Marcus and Sue Miguel for all the years that I was involved.

The governing body of the CBA was its Board of Directors. This group was elected by attendees at a designated tournament. It consisted of the same four officers as the distric, the past president, and twelve representatives, eight of whom were from specific regions. The president appointed the tournament coordinator, the list manager, the webmaster, the unit coordinator, and STaC chairman.

Bridge clubs had a manager and at least one director. The former administered the club, and the latter ran the individual games. At many clubs the director and the manager were the same person. The Hartford Bridge Club was administered by a Board of Trustees, all of whom were elected at an annual meeting. It had the same four officers and a set of six trustees. The Board met once a month. The manager of the club had been Donna Feir for as long as anyone could remember.

The games: All competitive bridge games are “duplicate”, which means that each pair’s results are compared against other pairs playing the same cards. The most common form was pairs, in which each pair of players competes against other pairs. The scoring was rather simple. Each pair gets one point for each pair that it outscored on the hand and a fraction of a point for each pair that it tied (one-half if two pairs tied, one-third if three pairs tied, etc.). Adjustments were made if the same number of pairs did not play all the hands. Almost all club games were pairs games.

It was also possible for four people1 to compete as a team in various formats. They were explained in detail here. A few large clubs—such as the HBC—scheduled and ran Swiss teams events. They were usually quite popular.

A third form of the game, in which persons competed as individuals, became an endangered species in this period, but I had several interesting experiences with it.

Tournaments: Sectional tournaments ordinarily lasted last two or three days. They were ordinarily held at a hall owned by a church or ethnic organization, a senior center, or some other similarly large room. Usually the last day features one or more Swiss teams event. The other days are pairs. In general they must be run by a tournament director approved by the ACBL.

Regional tournaments ordinarily ran from four to seven days. They were generally held at a hotel with a ballroom or two and featured a mix of events. In most cases both pairs and teams events were offered at the same time. Traditionally the last day was devoted to a teams event of some kind.

Each NABC lasted for eleven days and featured a large assortment of events every day. Some were held at hotels; some were at convention centers. Traditionally the last day featured a very large teams event of some kind.

People sometimes attended tournaments without a partner. The administrators of tournaments tried very hard to find a suitable match for each such person.

Equipment: Bridge was, of course played with a deck of fifty-two cards. Four people sat around a card table. Competitive bridge required a little more equipment. In a social game the cards were shuffled after each hand. In duplicate bridge the cards were kept in carriers (usually called boards) made of plastic or metal to keep the cards used by each player (North, South, East, or West) separate so that they can be played by others siting in the same direction.

At tournaments and large clubs the boards were created by dealing machines, and scores were entered on hand-held devices called BridgeMates.

In duplicate bridge the bids were made by selecting card from a bidding box. Players were also required to make available an official convention card that explains the meanings of their bids.

High-level events at NABCs sometimes positioned the players behind screens. In that case players did not talk among themselves at all. The purpose was to minimize the opportunity for cheating. Nevertheless, some players were caught doing it.

Online: At some point during the teens the ACBL recognized a game with rules and behaviors similar to those of bridge that was played on the Internet. A website called BridgeBase Online (BBO) signed an agreement that even allowed its users to win masterpoints on their website. I hated this game and refused to call it bridge.

1. In events that last two or more days teams could have five or six members.