1995 December: Hawaii Trip Part 2

Posted on August 17, 2021 by Mike

Sue and Mike on Oahu and Kauai. Continue reading →

The part of the trip to Hawaii in 1995 that dealt with business is described here.

After we dropped Doug at the airport, Sue and I met her cousin Joe Slanec¹ and his wife Tamara for supper at Moose McGillicuddy’s², a famous watering hole in Waikiki. At the time they lived in Ewa, which is west of Honolulu. I think that Joe was in the Navy. He was later stationed on Okinawa, where he managed a commissary. I remember him mentioning at a family gathering how excited he was about selling items over the Internet.

Sue and I also spent a delightful day at the Honolulu Zoo. I bought myself a souvenir hat, and I wore it for quite some time before I left it on a plane or in a hotel room. My most vivid memories of the zoo were of the giant tortoises and some very scary black flightless birds that were about three feet tall. I don’t remember the species.

As we drove around we listened to the radio, which played mostly Hawaiian music. I really liked one of the performers. I bought a CD or a tape of his songs, but it did not include the one that I liked. I am not sure of his name because I could not find the recording.

We also picked up a few words of the Hawaiian language. The ones that we heard the most were “Mele Kalikimaka“. Every other song was a Hawaiianized Christmas carol. The most outrageous was “Winter Wonderland”: “… on the beach we will build a sand man.” One thing is certain. Absolutely nobody associates Christmas with decorated palm trees.

I remember Sue and me taking a jeep tour for a couple of hours. The guide pointed out World War II-era bunkers and the like constructed when an invasion by the Japanese was feared imminent.

We also went to a club that featured a famous comedian of Portuguese (and many other nationalities) descent named Frank De Lima. Most of those in attendance were locals. However, they had no trouble recognizing us as tourists. They tried to get us to sit in the front row of the audience, but I declined. I think that we were in the second row. The people in front became part of the act, willy nilly. Frank was fairly gentle with them, and everyone had a good time.

On Sunday December 10, the Honolulu Marathon was held. Thousands of people were in town to participate. On Saturday evening many restaurants featured all-you-can-eat spaghetti dinners for runners who wanted to carb up before the race. The runners and their entourages lined up for the feast.

I ran along the canal near the golf course in the middle.

It was very hot on the day of the race. I went out for a run in the morning, and it really felt good. In those days the heat never bothered me much. The real runners were all participating in the marathon. That made me the fastest pedestrian on the road.

The marathon’s course ran mostly on city streets from Ala Moana Center to Diamond Head and back. That meant that the first half was uphill, and the second half was downhill. 27,000 people finished the race, a new record. The temperature (88°) was also a record.

Before returning our rental car Sue and I drove up to the north shore where the famous set of waves called the Pipeline is located. The surf was not up that day, and so there was not much to see. On the way back we stopped at Dole’s Pineapple Plantation. I don’t honestly remember much about it.

I definitely remember the flight from Honolulu on the island of Oahu to Lihue, a much smaller town on the southwest corner of Kauai. When there was a few minutes to go before our plane boarded, Sue disappeared. I ran around looking for her, and I almost had to drag her out of the gift store.

Kauai: The flight from Honolulu to Lihue only took a little bit more than half an hour. We landed in the Lihue Airport in the evening. We gathered our luggage, picked up our rental car, a Chevy Geo.

We had to trust the directions that had been provided to us for reaching our lodging for the first two nights. We were staying in a highly unusual place, and it was not too easy to find. This was before cell phones, and no one had any idea what GPS stood for. However, we were in an adventurous mood, and we had quite a lot of experience in using maps. We eventually found it.

I don’t know what to call the place in which we stayed. I don’t remember what it was called, I also don’t remember where we heard about it, and I could find nothing like it on the Internet. It was run by a young couple. They had bought some property near Kapa’a, the largest town on the island. However, their property was pretty far inland. On Kauai that meant that it was largely jungle. They had built a few small cottages amidst the trees, bushes, and plants. They rented the units out by the night. We stayed two nights.

It was dark when we arrived. The lady grabbed a flashlight and escorted us down the path to our room. There was no extra charge for the geckos on the walls inside. The bathroom was not accessible from the bedroom because of a tree that the owners had built around. Remember: this was in the jungle. To go to the bathroom we had to walk out on the lanai and go around the tree. My recollection is that the land fell away rapidly from our living quarters down to a stream, but I may be mistaken.

Sue and I both loved this place. It was absolutely unique, and we got along well with both proprietors. They had banana trees from which we were allowed to sample.He was a very energetic guy who. while we were there, spent his days bushwhacking trails. He also gave me some good advice on hiking.

Kauai is roughly circular. In the middle is Mt. Waialeale, which at the time was considered the rainiest spot on earth.The beaches on the west coast, just a few miles away, receive only about 10″ per year.

There was really only one major road on the island, although it is numbered as 50 in the south and west and 56 in the north and east. The road was paved throughout, but for the most part there were only two lanes. The resort areas were Princeville in the North and Poipu on the south coast. The highway died on both ends when it reached the Nāpali Coast. Almost everyone in Kauai lived within a few miles of the coast, and most of them were on the east coast.

The dirt on most of the island was red. Everything anyone owned or used eventually was stained a reddish brown color. The stains were essentially impossible to remove. The locals just put up with it. For tourists the best strategy was probably not to change clothes as long as you were on Kauai. After you left the island, you could keep the stained items as souvenirs or throw them away. The other strategy was just to stay in one of the resorts. I am just mentioning it for completeness; I would never consider that option in such an exciting place.

One of the first things that Sue and I did was to take a short hike together to view a waterfall that was near our cabin. I don’t remember the name of the waterfall. They are a dime a dozen on Kauai. We also drove to Wailua Falls, which was featured at the beginning of every episode of the television show Fantasy Island. “Boss, the plane!”

I think that on the first day we drove to Kilauea Point to look at the incredible display of seabirds in and around the neighboring cliff. You could walk from the parking lot right out to the lighthouse constructed at the end of the point. The walk toward the lighthouse provided a spectacular view or the nesting grounds on the hills across the bay on the right.

While we were near the lighthouse, three Laysan albatrosses were out in a protected area on the point just a few feet away from the tourists. When they stretched their necks, they came up to my belt. Once or twice one took off or landed. Their wingspan was enormous, roughly two meters.

Sue and I were into birding in those days. I am pretty sure that we had a handbook that identified the birds in Hawaii. There were also displays there that identified the seabirds.

Bali Hai called me for a legendary hike, but I had to take a very reluctant pass.

We then drove west to Hanalei and on the “Wash That Man …” beach we got the promised view of Bali Hai. We might have also taken the boat ride up the Nāpali Coast at that time. The scenery as viewed from the ocean was absolutely breathtaking.

I remember that near the end of the highway we drove west across a small shallow stream. We did not stop driving until the road ended.

I had really wanted to try to hike the Kalalau Trail, which is the Holy Grail of hiking in Kauai. For eleven miles it goes up and down the coast where there has never been a road. There was only one entrance. So, the total hike was twenty-two very rugged miles.

I could conceive of no way to do it. It would have been too dangerous⁴ to attempt it by myself. Furthermore, it would take three days, and you must register in advance. Unfortunately, I was almost certain that I would probably never get this chance again. I was in good enough shape to do it, but I was forty-seven, extremely busy, and not getting any younger.

Instead, on our second full day on the island I hiked the entire Powerline Trail⁵, which was about nine miles with a gain of 1800′ in elevation. It was named after a set of power lines that were always in view but were almost never directly overhead.

I started at the northern trailhead, just south of Princeville. Sue dropped me off in the morning. The temperature was still in the eighties. I brought quite a bit of water and a picnic lunch with me. Sue agreed to pick me up at the southern trailhead at, if memory serves 3:30. This spot could be reached on a road from Wailua, the town just south of Kapa’a.

There was no mud the day that I started here.

I had a marvelous time. The trail was quite easy for the first mile or so. It was actually a road. After that the going got a little tougher, but the views provided more than adequate compensation for the effort. There was little or no shade, but the heat did not bother me in those days. More to the point, there was very little mud.

I enjoyed about as clear a view of Mt. Waialeale as is possible—it is almost always surrounded by clouds. At one point I stopped and counted waterfalls. I would swear on anything that I could see fifty-one of them at one point. It was awe-inspiring.

I don’t remember too many of the other details. I stopped for lunch when I came to a rock that was large enough to sit on. I also remember that near the end of my hike I encountered a young lady who was hiking by herself. She started at the north end and was going south. What was distinctive about her was the very large straw hat that she wore, presumably to protect herself from the sun. When we crossed, we both just said “Hi” and continued on.

She probably was going to walk a few miles and then return to the southern trailhead. Unless she had night vision it was probably too late for her to traverse the whole trail.

I arrived at the southern trailhead about fifteen minutes before our scheduled meeting time. Sue was, as usual, late. As I recall, there was a picnic table near the parking lot. So, at least I had a seat. I had considered bring a book with me, but I figured that I would have regretted the additional weight somewhere in the middle of the hike. By the time that Sue arrived, I had been out in the middle of nowhere by myself for forty-five minutes. I was very bored and thirsty, and this put me in a bad mood. I don’t remember where we ate supper.

I do remember where we ate breakfast most days. We both liked the Ono Family Restaurant⁶. Sue liked the omelettes with papaya. I don’t remember what I ate, but I can visualize the place, and every mental reference is pleasant.

I remember that this restaurant is where I first encountered the The Garden Island⁷, the small daily newspaper. I bought a copy every day. In terms of content it was the smallest daily newspaper that I had ever seen. I did note that some big chains advertised in it. Only 56,000 people lived in Kauai in 1995. Enfield alone had 43,611, lots of retail, and no newspaper⁸.

The southernmost hotel on this map, The Kauai Shores Hotel, was called Kauai Sands in 1995.

We stayed the next two nights at a convenient and reasonably priced hotel called the Kauai Sands⁹. It was convenient to a small beach south of Kapa’a in Wailua. On the drive there we saw the Coco Palms Hotel that was in Elvis Presley’s movie Blue Hawaii.

Our unit was inexpensive and very comfortable. It even featured an unexpected kitchenette. There was also an outdoor barbecue grill available for guests to use.

Sue and I had been eating restaurant food for a week. The food at restaurants in Hawaii was OK, but the best food there was fruit and fish, both of which are plentiful in the middle of the Pacific Ocean. Everything else was quite expensive. This was not the fare that my fellow Kansans were accustomed to consuming on a regular basis.

I don’t think that the Kauai Sands had even one swimming pool in 1995. The beach was within easy walking distance.

We decided to treat ourselves to a home-cooked meal of steak, rice, and green beans. We drove to a grocery store that we had accidentally discovered when looking for something else. There we bought some steaks from a ranch on the Big Island and everything else that we needed for supper.

It was my job to cook the steaks. I started the fire easily enough. I was just about to put the steaks on the grill when the rain started—the only rain that we encountered on the entire trip. It did not rain very long, but while I was tending the steaks it was pouring. When they were done, I sprinted with them to our hotel room, but I still got a soaking. I laughed it off.

The steaks were a little stringy, but everything else was good, and we got a good vacation story out of it. Rain does not play a major role in most people’s adventures in Hawaii.

There was no rain during the hours that we spent on the Wailua River, the only navigable stream in all of the islands. We started by taking the large boat out to Smith’s Fern Grotto, which was (and still is) a popular spot for couples to get married. We did not do that. We just looked at the foliage that had been pretty well wiped out by Hurricane Iniki in 1992. Most had grown back.

On the boat ride a small group played Hawaiian music. Two hostesses made everyone try to hula. Needless to say, Sue was much better at it than I was.

These ladies had an easier choice about who sat where than we did

Our other outing on the river was a nightmare. We decided to rent a two-person kayak and go up the river on our own. I don’t remember whose idea it was, and I can hardly imagine that either of us expected to have a good time. Our first clue to the fact that this would never work was when the guy giving us our thirty-seconds safety briefing told us that the biggest and strongest person should sit in the back. He was stumped when I informed him that those were two different people. The person in the back provides the propulsion. The one in front does the steering. To to right, paddle on the left side.

I sat in the back on the way upstream. That seemed like the best choice at the time, but Sue was not strong enough to keep us from drifting to the center of the river. At one point the large boat taking people to the Fern Grotto blew a loud horn at us. The return trip downstream was only a little better. We traded places, but Sue was too tired to paddle much.

We spent the last nights in Kauai at Koke’e Lodge, which was (and still is) located in a remote corner of the western side of the island. Before we left, however, Sue and I put on our Sunday-go-to-meeting outfits one evening and went to Gaylords Restaurant for supper. The restaurant is in a large plantation house called Kilohana, located southwest of Lihue, a little way off of the main road.

This place was definitely upscale. We toured the plantation house for a few minutes. Then we were seated at our table, which was outside. It was a beautiful evening, and the setting was truly stunning. The food was just OK, but we knew that we were really paying for the atmosphere. It was the only time that we really splurged on the whole trip.

The drive to Koke’e Lodge was somewhat challenging. We left right after breakfast, and it was almost noon by the time that we reached the lodge. The Geo was not happy about the part of the journey represented by wiggly blue lines on the map at left. That is the area in which we drove on switchbacks up to 3,800 feet . On our right was Waimea Canyon. On our left the land fell more and more steeply towards the ocean.

We never needed the Geo’s four-wheel drive at any time, but we could have used a little more horsepower on this journey. The poor little guy was really struggling.

The birds are moas,which are very common on the islands

The accommodations at the lodge were a little spartan. The cabin had bunk beds and a furnace as I recall. It was cheap and very convenient for exploring the most spectacular scenery in Hawaii, if not the world. Koke’e State Park offers spectacular views down towards the canyon on one side and down towards the Nāpali Coast on the other.

My recollection is that we only stayed at Koke’e Lodge one night, but in retrospect it is hard for me to figure out how we could have done as much as we did and still made it back to Lihue for our flight to Kahului. Maybe we stayed two nights.

I undertook my second epic hike while we were staying at Koke’e Lodge. I am not sure what the names of the trails were, but I suspect that I could find them if I went back to the area—without a map—even though almost twenty-six years has passed between the time that I was there and the time that I finally got around to writing about it.

There were four trails. Three of them were roughly parallel and ran from the highway west toward the ocean. Each was about a mile or two in length, and each sloped rather gently through the forest. The fourth trail ran north-south and connected the endpoints of the other three trails. The north-south trail ran along the side of the hill/mountain and afforded stunning views of the ocean and the steeply sloping land between the trail and the ocean. Each of the trail’s two legs was also a mile or two.

My plan was to stroll down the northernmost of the three east-west trails, hike the entire cliffside trail from the north end to the south end, and then walk up the southernmost east-west trail back to the highway, where Sue would pick me up. There was one awkward difficulty. The part of the cliffside trail that linked the northern trail with the middle trail was closed. I directed Sue to leave me off at the entrance to the northern trail anyway.

For me the ideal walking stick is five or six feet long and very sturdy. It also needs a comfortable spot to grip.

The walk on the northern trail was delightful. The trail was well maintained, and the atmosphere was quite invigorating. Best of all, I found a very good walking stick early in the journey. When I reached the end of the trail, the view of the ocean and the sloping land down to the ocean was exceptional.

There was indeed a sign that said that the trail going south was closed, but there was nothing that prevented or even actively discouraged walking on it. So, I decided to give it a go. The path was narrow, and the slope of the falloff was severe in spots. On the other hand, there was quite a bit of bushes and shrubbery on the hillside. Even if I slipped, I was fairly confident that I could stop myself and scramble back up onto the path. It was steep, but it wasn’t that steep.

I encountered no difficulty until I was within a quarter of a mile of the intersection with the middle trail. The trail had washed out. I could see the trail on the other side of a patch of about fifteen or twenty feet. Getting to the rest of the trail would definitely be tricky. If I had been sensible, I would have turned around at this point and returned back the way that I came.

Instead, I put one foot forward. The ground held. I planted the stick ahead of me on the downhill side and took a step. So far, so good. I only had to repeat this process three or four times to make it past the dangerous area. Whoever decided to close the trail definitely made the right decision, but I never came close to slipping.

Shortly before I reached the southernmost trail, a truly amazing thing occurred. I once again crossed paths with the lady with the big hat. We exchanged greetings again. I think that we both were amazed. There were literally hundreds of hiking trails in Kauai. I had encountered only a few fellow hikers on either occasion and only one singleton, and I saw her twice on separate days on the opposite side of the island!

The whole experience was truly exhilarating. There is something about accepting danger and then overcoming it that is very satisfying. Maybe it has something to do with testosterone. I was in an exceptionally good mood when Sue picked me up on the highway near the southern trail.

Sue and I both spent quite a bit of time in Koke’e State Park. There are dozens of interesting trails here. We walked out together to one of the overlooks of the Nāpali Coast. The view was amazing. People lived in that rugged land at one time, but no one has attempted to civilize it in centuries.

I had hoped to find time to hike the trail that led to and then through the Alaka’i Swamp, which is literally like nowhere else on earth. It is the world’s loftiest rain forest. Unfortunately, I could not figure out how to work it into the schedule.

On our last day Sue ran out of energy. She wanted to hang around near the lodge. I recall that some guys were getting together a pig hunt. Sue just wanted to spend some time taking photos of flowers and birds. I took advantage of this to take a quick journey on the Pihea Trail, the one that leads to the swamp trail. I walked it at a very fast pace. I stopped to look at only a few sights, notably the view of the canyon. I got as far as the start of the boardwalk, but I needed to turn around before I actually reached the swamp trail. I had already been gone longer that I said that I would.

So, maybe next time for the swamp trail. Whom am I kidding?

I also had a goal of hiking the canyon trail, but there was no time for it. The helicopter tour would have been exciting, but it was also expensive and somewhat time-consuming.

So, we terminated our stay on Kauai by driving the Geo back to Lihue. The Geo liked driving downhill a lot better tShan the trip up to Kope’e. We stopped to fill up the car with gasoline before returning it. Then we got our tickets and flew to the Kahului Airport on Maui.

I fell deeply in love with Kauai. I gave serious consideration to moving our residence and the business there. We did most of our business using phone lines. It was a pipe dream. Sue would not be able to stand it, and, even if Denise agreed, we would need to hire new employees. Sigh.

The description of the remainder of the Hawaii Trip is posted here.

1. Sue’s family’s name is Slanetz. In the Slovak language the last letter looks like a c but is pronounced like tz. However, Joe pronounces his last name SLANN eck.

3. Hawaiian pronunciation is rather easy. There are only twelve letters, and they are pronounced consistently. The vowels have the same sound that they have in Italian or Spanish. “Kauai” is somewhat difficult because of the four consecutive vowels. Until I heard someone pronounce the name of the racehorse, Kauai King, I thought that it was pronounced COW eye. In actuality, it has three syllables, with the accent on the second one: kah WAH ee.

2. Moose McGillicuddy’s closed for good in February of 2021.

5 The trail is still open, but its website (available here) lists such potential dangers as falling rocks, flash flood, strong current, hazardous cliff, and dangerous shorebreak.

Not even the sign is maintained in 2021.

5. I was considering replicating this feat on our second trip to Hawaii in 2018, but when I looked the Powerline Trail up on the Internet, I discovered that it was no longer maintained. That was a virtual guarantee that parts of the trail were overgrown, and parts were probably swamp. It did not sound like a good idea for a septuagenarian.

6. The Ono Family Restaurant survived for two decades after we ate breakfast there, but it could not survive the pandemic. It closed for good in 2020.

7. The Garden Island actually became a client of TSI when Macy’s West, which used A^xN, TSI’s Internet service for insertion orders (described in detail here), acquired Liberty House. They continued to subscribe to the service until TSI’s last days in 2014 even though control of Macy’s advertising had earlier been transferred to New York in 2009. That office did not use A^xN, for reasons that are described here.

8. Since I had twice been an editor of a newspaper—News and Views in eighth grade and Rumsey Roomers in college—I have occasionally considered starting a newspaper for the town in which we lived. Only one name was appropriate: The Enfield Flyrule.

9. When we stayed there it was run by the Kimi family. The people who bought it from the Kimis changed the name to Kauai Shores. I don’t understand the use of the plural. Nearby, there are certainly lots of sands, or at least grains of sand, but only one shore.

1995 December: Hawaii Trip Part 1

Posted on June 22, 2021 by Mike

Doug, Mike and Sue in Oahu. Continue reading →

In the second half of 1995 Doug Pease, TSI’s Director of Marketing, had been in fairly constant communication with Karen Anderson, the Advertising Director at Liberty House, a chain of department stores in Hawaii. One day he came into the equipment room, which also served as my office, and told me that Karen asked for someone from TSI to fly to Honolulu to show the AdDept system (described here) to them. We arranged to meet with them on two days in the first week of December.

I was very excited about this opportunity, not so much for the potential business as for the chance to go to Hawaii. Sue and I had been through a very rough period (as described here), but the one thing that we really both liked to do was to travel to new places. Moreover, the weather would be starting to get nasty in New England, and it was almost never nasty in Hawaii.¹ I decided to extend our stay in Hawaii to allow enough time to sample all the islands.

I went to Barnes & Noble on the way home the evening that I learned about the trip and purchased two books: The Maverick Guide to Hawaii and Kauai Trails, written by Kathy Morey. I had determined from previous trips that the more that I planned a trip the more that I enjoyed it. Sue and I did a really good job of planning this one.

Doug was not very happy that Sue was coming along. He worried that her presence would be a distraction to the main purpose, which was to land another AdDept client. I listened to his concerns, but I was not about to tell Sue that she had to stay home.

I tried to persuade Doug to take some time at the end and make a vacation out of it as we were doing, but he said that he needed to get back to his family. So, Doug scheduled a separate flight back to Connecticut by himself.

On the morning of our scheduled departure, neither Sue nor her car were around. I called her at her business in Springfield, MA, that she called Dance Space. She said that she had been working on the wiring all night. I told her that it was almost time to leave. She had no idea what time it was.

I later came to understand that Sue’s approach to long-distance travel was to leave exhausted, sleep fitfully on the airplane, and totally crash upon landing. Needless to say, this was not my approach. I did not want to waste one second of daylight in Hawaii.

The three of us flew together from Bradley to Honolulu. It was a very long trip, but we gained five hours, and so, despite the time lost in the layover in Los Angeles, it was still daylight when we landed. I fell in love with Hawaii the instant that we landed. There were palm trees on the airport grounds, the terminal was, for the most part, defiantly open to the elements, and the weather was perfect—sunny, dry, and around 80°.

The Honolulu airport was noteworthy for many things. One that I remember clearly was the ubiquitous stands that contained booklets and leaflets describing things to do in Oahu. I later discovered that similar stands at the airports on the “neighbor islands”. We soon learned not to put too much stock in the recommendations in the booklets, which seemed mostly limited to the heaviest advertisers.

We rented a car and drive to our hotel. The “Interstates” in Hawaii start with the letter H rather than I. It is a safe bet that the two systems will not connect any time soon. I don’t remember the name of the hotel, but I am pretty certain that it had free parking and was near the canal ,only a few blocks north of Waikiki. It was not luxurious, but it seemed nice enough to us. I remember that our room had a balcony, which in Hawaii is called a lanai (lah NIE).

The business visit: I think that we did the demo at IBM’s office before we talked with the people at Liberty House. I much preferred to arrange the visit in the other order. Perhaps we could only get time at IBM on the first day. Karen was extremely positive about the system after my presentation. She also told us that we did not need to wear suits at the Liberty House office. She said that most people there wore “aloha-wear”. We wore suits.

We learned the next day at the Liberty House headquarters in downtown Honolulu that the chain had two types of stores: large department stores that were equivalent to the regional department stores on the mainland, and much smaller boutique stores that catered to tourists. The newest department stores was actually on Guam.

At the end of our meetings we told Karen that it had been snowing when we left Connecticut. She said that she would really like to see it. I told her that she could have it. She insisted, “But it’s so beautiful.”

I replied, “Well, it’s white, if that is what you like, but that’s only for the first day or two, and it sometimes stays around for weeks or even months turning dirtier and uglier by any standard.”

A ;arge Liberty House store was in the Ala Moana shopping center on the southern side of Honolulu. This shopping center was essentially just like a mall on the mainland except that this one has no roof over the interior courtyard. People in Hawaii are not afraid of “Liquid Sunshine” even when shopping. Bloomingdale’s, Neiman Marcus, and Nordstrom have stores there, and there are innumerable boutique stores.

While Doug and I were in meetings, Sue explored Honolulu. At the time she was really into ballroom dancing. She walked to a place near the hotel that had a famous dance floor. I can’t say that I was sorry to miss that visit.

The pitch to Liberty House went as well as could be expected. When we got back to New England, we sent them a proposal, and Karen put in a request for funding. I had every hope for a second trip to paradise to install, train, and investigate a few things that Sue and I had missed. Unfortunately, Liberty House’s corporate management imposed a freeze on capital spending. In fact, Liberty House declared Chapter 11 bankruptcy in 1998, and when it emerged from bankruptcy in 2001, it was acquired by Federated Department Stores and merged into Macy’s West, an enthusiastic AdDept client.

So, the return trip to Hawaii was delayed for twenty-three years. That adventure is described here.

Fun on Oahu: We knew that we needed to get our Luau Cards punched. No one is allowed to leave Hawaii without attending one. I think that we asked Karen and her staff which of the luaus we should was the best. They all recommended Germaine’s, and insisted that it was worth the drive.

Sue, Doug, and I attended, and we all had a good time. The entertainment was pretty good. The food was plentiful if not spectacular, and, best of all, we learned that we had not missed anything by never eating poi. I am sure that Sue took many photos, but I could not find them. Germaine’s website contains an abundance of photos. They can be viewed here.

ABC stores could be found on almost every block of the touristy parts of Honolulu. I spent some time buying postcards to make acquaintances back in New England envious. It occurred to me that people in Hawaii probably never receive postcards. So, I bought one and sent it to Karen.

Notes on the images displayed here: I am virtually certain that somewhere within the house at 41 North St. in Enfield, CT, are hundreds of stunning photographs of this trip. I have only located two of them, and those two have been on display in a collage on the wall of my office for at least ten years. They have faded badly, to the point that their only real use now is to prove that I am not making all of this up.

So, I have been forced to use images copied from the Internet. If anyone objects to the use of any of the images, I will remove the objectionable ones.

Sue, Doug and I drove to the memorial in Pearl Harbor. It was OK, but I did not feel like tearing up or anything. I enjoyed the drive past Aloha stadium better.

Doug and I climbed to the top of Diamond Head one morning. At the time I was in pretty good shape from running, and Doug did a lot of riding on his mountain bike. So, neither of us held up the other. The view from the top was easily worth the effort.

After Doug flew back to New England, Sue and I stayed on the heavily populated island of Oahu. That adventure is described here.

1. Hurricane Iniki had struck the islands (especially Kauai) very hard in 1992. Otherwise you could count on periods of rain every day in the rain forests in the center of every island and clear and warm weather everywhere else.

1986-2005 TSI: Marketing Employees

Posted on June 18, 2021 by Mike

TSI’s salesmen. Continue reading →

By the mid-eighties Sue and I really needed help with marketing. We had some good products to sell, and our service was fantastic. However, our salesmanship was poor. I could often persuade people that I could develop a solution to a difficult problem, but I was not very good at persuading them that TSI’s product and approach were better than those of our competitors.

The first person whom we engaged to represent us was Joe Danko, who lived on Cape Cod. At first the relationship was on a commission-only basis. Later we considered hiring him as our salesman, but we decided against it. The details are described here. Joe was never actually an employee, and we never paid him for his services. I don’t know how much effort, if any, he put in on our behalf.

Trust me; Paul was nothing like this guy.

We hired some consultants to help us. They, in turn, hired a graduate student named Paul Schrenker, to sit in Sue’s office in Rockville when she was on the road. We provided a list of presidents of ad agencies and their phone numbers. In only a few cases was it a direct line, but, even so, quite a few people agreed to talk with him. Ad agency executives were all about relationships. Whether Paul was a potential client or a potential vendor did not matter that much; many agency heads were always on the lookout for connections. So, a surprising number of advertising executives accepted a cold call from a graduate student who knew a lot about biology but very little about any aspect of the business world.

The Patriots debacle was not O&P’s finest hour.

One of the ad agencies, O’Neal & Prelle in Hartford, agreed to an appointment, and we eventually closed the sale. Paul did not participate in closing the sale, but he did make the first appointment.

TSI severed its relationship with the consulting firm. We decided instead to hire a full-time salesman, and we approached it in the same way we had recruited programmers and administrative people—by placing an ad in the newspapers. I think that we interviewed a couple of people. One stood out, Michael Symolon. He seemed excited about the job, and he was quite well-spoken. He was a graduate of Central Connecticut. He had worked in marketing for five years at Triad Systems, a company that specialized in software for dentists.

I think that we hired Michael at some point in 1987. His LinkedIn page, which can be found here, was no help in this determination. Although he included previous and subsequent employers, he left TSI off of his list of experiences. We paid him a pretty good salary as well as commissions.

I remember that when he first began to work at TSI Michael was gung ho about setting up a nationwide sales organization. He advised me to schedule annual trips to exciting destinations exclusively for the most productive reps of our software systems.

This attitude shocked me a little, but he eventually revised his expectations when he discovered how complicated the GrandAd product was. Our competitors could undercut us on price on the hardware, and there was not much that we could do about it. The key to selling was almost always our willingness to customize the system for the prospective client. The idea of setting up a network of sales agents seemed unworkable to me. If I could not deal with the people personally, how could I assess what changes were necessary and feasible?

We gave Michael room to be creative in his approaches, but I was not ready to discuss how to celebrate sales generated by imaginary salesmen.

Terri Provost left the company shortly after Michael was hired. Michael interviewed and hired Linda Fieldhouse to take her place as administrative assistant/bookkeeper. Both of them are described here. Michael assured me that Linda was “at least a nine and a half.”

I am pretty sure that Michael and I went on a couple of ad agency sales calls together. I remember driving up to Vermont with someone—it probably was Michael. When I got out of the car I realized that I was wearing the pants for my pin-stripe suit with my blue blazer. We did not get the sale, but I don’t think that my fashion faux pas was the cause. Vermont is not known for haute couture.

I also remember that Michael accompanied me to Keiler Advertising once. Evidently he had once dated Shelly, who at that time was in charge of bookkeeping there. Michael was very embarrassed by the incident. I did not ask him for historical details.

I don’t remember him closing sales of any new GrandAd clients.

We took Amtrak from Hartford’s Union Station to NYC.

Michael also came to New York City with me for at least one very important presentation to Macy’s in 1988. He was almost a hero, as is described here.

Michael invited Sue and me to supper one evening at his house in Farmington. We got to meet his wife and kids. It was a very nice house, but I don’t remember any details.

I am sorry to report that Michael was at the center of TSI’s first great crisis, which is described here.

I ran into Michael at Bradley International one day in late 1988. He told me that he was working for a company that sold advertising software to magazines. I told him that Macy’s had finally signed the contract, that I had been working my tail off to get all the software written and installed, and that TSI would send him his commission check as soon as we got the final check from Macy’s. There did not seem to be any hard feelings.

For a couple of years TSI muddled along without a salesman and with very little effort at marketing. Those were very difficult years in a number of ways. By the spring of 1991 the AdDept system had two pretty substantial accounts, and we felt that it was time to start marketing it seriously nationwide.

Meanwhile, our ad agency clients seemed perfectly content with their current hardware and showed no interest in converting to the AS/400, the system that IBM had introduced in 1988. It is described here.

We hired a young man named Tom Moran to help with marketing. He was a very nice guy, but he knew next to nothing about computers, advertising, retail, or, for that matter, marketing. He was definitely eager to learn, and he was willing to follow up on leads, which was the most important thing. Plus, both Sue and I liked him.

I remember going on two trips with Tom. The first was for a meeting with Hecht’s in Arlington, VA. Sue, Tom, and I drove down to the Washington area. A Motel 6 on the Maryland side of DC kept the light on for us, and I am happy to report that no murders were committed (or at least none reported) there that night. It was the first and last time that I stayed at a Motel 6.

The three of us met with Barbara Shane Jackson, who was in charge of Hecht’s patchwork PC system and her boss, the advertising director, whose name I don’t remember. Tom did not contribute much, but it was a good meeting on the whole. In the end we got the Hecht’s account.

The RAC was held at the Hilton in downtown Chicago.

Tom and I also attended RAC, the Retail Advertising Conference, in Chicago. It was a huge pain to get everything prepared for our booth there. We had to rent an AS/400 from IBM and to hire union employees to set everything up. Nevertheless, we did manage to get our demo computer system working by the time that the attendees came to visit the vendor area.

Some vendors who were familiar to us were there. Camex, the company from Boston that specialized in programming and selling heavy-duty Sun workstations for the production of ads, had an exhibit that was ten times as large as ours and had a dozen or more people. Tapscan, the broadcast software company. was right across the aisle from our booth. One young lady who worked there must have accidentally left her skirt at home. It appeared that over her black pantyhose and high heels, she was wearing a wash cloth that she purloined from her hotel room.

Most of the conventioneers were drunk or at least tipsy by the time that they reached our area. We made one contact with the ad director of Hess’s, a department store chain with headquarters in Pennsylvania. Tom gave him a copy of our sales materials and got all of his contact information. Unfortunately, almost as soon as we had begun correspondence with him, Hess’s was acquired by another retailer, and his position was eliminated.

The convention would have been a complete fiasco except for two things. The first was that I got to introduce Tom to the indescribable pleasure of Italian beef sandwiches purchased from street vendors in the Windy City.

The other redeeming event was the appointment that I had made to do a demo at the convention for Val Walser, the Director of the Advertising Business Office at The Bon Marché, a department store chain in the northwest. The programs worked without a hitch, and she was very impressed with what the system could do. She even invited us out to Seattle for a presentation to the relevant parties at the IBM office there.

Tom accompanied me on that trip, too. Our plane landed in Seattle very late, well after midnight. We checked into our hotel, but we only managed to get a couple of hours sleep. We went to the IBM office, where I checked that all of the software was working correctly. By this time I had been chain-drinking coffee for several hours, and still I felt very sleepy. This was an important presentation, and I had to be at my best.

The demo seemed to go pretty well. Everyone was attentive. The people from the IT department were asking tough questions, which usually boded well for us. I was so tired that I could barely concentrate. As we were putting away our materials I realized that I had been drinking decaffeinated coffee all day.

Nevertheless, I convinced Val and the other important parties. We put together a hardware and software proposal, and they submitted a requisition to the IT department, which also approved it. However, the powers that be at Federated Department Stores¹, the mother ship, vetoed it.

This episode taught me that TSI needed someone who could navigate his way through the bureaucratic structure to find out what the hold-up was. Tom was not ready for this kind of responsibility. In the end, we decided that we could not afford someone who just tagged along for demos. In fact, we were really in the position where we could not afford anything.

Fortunately, we were able to use the Hecht’s installation as an entrée into the May Company, which at the time had about ten divisions. Not long after that I persuaded Foley’s in Houston to install the system, too. I also convinced Neiman Marcus in Dallas to get the system.

Those sales gave TSI both a solid base of accounts and enough revenue that we again looked for a marketing person in 1993. We found what we were looking for in Doug Pease, who had actually worked in the advertising department at G. Fox, the local May Company chain.

At first I had hoped that Doug could do some of the demos, but I soon gave up on that idea. I knew exactly what the system did, what it could potentially do, and what was beyond us. The programmers were generating a lot of code every week, and so these lists were in a constant state of flux. Besides, I had a great deal of experience at public speaking, and Doug did not. I don’t think that I would ever have trusted anyone with the demos.

Doug was a real bulldog once he had a hot lead. He was extremely good at following up on everything. In his first year we closed extremely profitable sales to Lord & Taylor, Filene’s Basement, and Michaels Stores.

In April of 1994 I received an email from a woman named Susan Sikorski, who worked at Ross Roy Communications, Inc. in Bloomfield Hills, MI. The company at the time had eight hundred employees (!) and seven satellite offices. They wanted a production billing system that would feed their Software 2000 accounting system and some internally developed applications.

A few years earlier I would have considered this opportunity a godsend. We had already written interfaces for Software 2000 accounting systems for two AdDept clients. We loved to do interfaces, and the more complicated they were the better. However, we were so busy with programming for clients that Doug had landed that this was my response:

Unfortunately, as I looked over your package, I realized that our system does not really measure up to your requirements. We would have to make very substantial modifications to meet even the minimal requirements. Since we specialize in custom programming, this would not ordinarily be a great issue to us, but at this time we would not even be able to schedule the work for many months. So, I guess that we will have to mass.

And it was almost certainly a good thing that I was forced to make that decision. In 1995 Ross Roy Communications was purchased by the mega-agency called Omnicom Group. If TSI had been chosen for the project, I strongly suspect that the plug would have been pulled on it before the system became fully operational. Susan found a new job at Volkswagen in 1996.

Meanwhile, in the next few years Doug managed to get TSI’s AdDept system into all of the remaining May Company divisions, as well as Elder-Beerman, the Bon-Ton, Stage Stores, two Tandy divisions, Gottschalks in California, and all but one of the five divisions of Proffitt’s Inc., which later became Saks Inc..

Doug and I took many sales trips together. The most memorable one was in December of 1997 to Honolulu to pitch Liberty House³, the largest retailer on the islands.

Doug using a client’s AS/400 for something.

We had a little free time while we were there. Doug and I used it to climb to the top of Diamond Head together. He was an enthusiastic mountain biker, he had been a soccer player in college, and he was quite a bit younger than I was. I was in pretty good shape from jogging. So, neither of us held up the other.

Sue accompanied us to Honolulu, and after Doug returned home, she and I had a great time on four different islands, as is described here.

The other trip that was the most memorable for me was when we flew to Fresno, CA, to pitch Gottschalks, a chain of department stores in the central valley.

In those days you could save a lot of money by flying on Saturday rather than Sunday—more than enough to pay for a day’s food and lodging and a car rental. Doug and I considered going to Yosemite on our free day, but there was a problem with the roads there. Instead we decided to drive along the coastal highway from north to south to maximize our views of the coastline.

I did not have a camera, but Doug did. His was a real camera of some sort. I was not yet into photography, and I had not brought a disposable camera on the trip. Doug took lots of photos. In fact, he ran out of film. When we stopped for lunch he bought some more film.

Doug took a lot more photos on the rest of the journey, or so he thought. When we got to Fresno he discovered that he had no photos at all after lunch. I don’t remember whether he forgot to load the camera after he took out the film. Maybe he did not wind it, or there was a technical problem. That was not the worst of it. He also somehow lost the first roll of film when we stopped for lunch, and it also contained the photos of his newborn child taken before we left.

But, hey, we got the account.

I guess that Doug is unloading new equipment in Enfield.

Doug and I almost never disagreed about what the company should be doing. However, near the end of his tenure he came up with an idea that I just could not sanction. He wanted us to start a new line of business in which we contracted for large chunks of advertising space from newspapers at a discount and then resold it to small businesses at a profit. Maybe he could have sold a lot of space; maybe he couldn’t. In any case such an undertaking would leverage no TSI products or services and none of the skills that the rest of us possessed. In short, he was asking me to backstop a new source of revenue for him. I declined to do so.

Doug and I made a great team. I gathered specs and did the demos. He attended, met the players, and subsequently followed up on everything. When the prospect had signed the contract, he made sure that all the i’s were dotted and the t’s crossed and ordered the hardware if they bought from TSI or a business partner.⁴ By 1999 we had more work than the programmers and I could handle. I told him to stop selling new software systems until the programming backlog could be reduced to a more manageable level, which would not be for at least a year. He made the imminently reasonable decision to look for another job.

After TSI moved to East Windsor in late 1999, we hired one more AdDept salesman, Jim Lowe. His previous experience was with a company that marketed hard cider. The challenge was to get retailers to give them adequate shelf space. It was retail experience, but not exactly the kind that we had dealt with.

Jim was a smart guy, and he could have been a good salesman for us. We went on a trip together to Wherehouse Music in Torrance, CA. Wherehouse was a large chain of music stores in California. Jim and I stayed in a nearby Holiday Inn the first night. We used MapQuest to find to the Wherehouse headquarters the next morning. At the very first turn MapQuest advised us to turn right. This seemed wrong to me, and I turned left instead. We reached the building in less than ten minutes. I don’t know when we would have arrived if I had turned right.

It was a very strange meeting. Rusty Hansen, whom I knew from Robinsons-May, had told them about us. We never got to meet with him or anyone else who seemed to know what they wanted. We did get to meet the president of the company, who was wearing jeans and a tee shirt. I never did figure out what this whole episode was about. The company went out of business within a couple of years.

Jim only worked for us for a few months. He took an offer that was very similar to his old job. Before he left he helped me with a mailing that produced some good leads. I sold the last few AdDept systems to some of those retailers by myself.

Jim’s advice to me when he left was that TSI should concentrate on A^xN, which is described here. I don’t think that he ever really understood that the horse must precede the cart. We needed retailers to be sending us insertion orders in order to be able to send them to newspapers.

Bob Wroblewski was, as I recall, a relative of Denise’s husband. In November of 2003 Denise came up with the idea of paying Bob to get the newspapers signed up.

I got to know Bob on a trip taken by the two of us to California to persuade Rob-May and Gottschalks to use A^xN. We both misjudged how well the two demos went. The people at Gottschalks seemed excited; Rob-May was somewhat cool. However, Rob-May soon came around, and I never did persuade Stephanie at Gottschalks to use A^xN.

Here is how the marketing process worked. After a retailer’s advertising department that scheduled its newspaper ads in AdDept agreed to use A^xN for insertion orders, it provided us with a list of its newspapers with contact information. I wrote a letter to each paper asking them to subscribe to the service. The letter was printed on the retailer’s letterhead and was signed by the advertising director or ROP manager at the newspaper. However, it was sent by us along with a contract that I had signed. The monthly rate was approximately what the newspaper charged for one column inch in one issue. This was a negligible fraction of what the advertiser spent. Then Bob called each one and persuaded them to sign up.

I don’t know (and I don’t want to know) what Bob said to the papers, but he had a very high success rate. He also earned quite a bit for himself in commissions. At one time we had over four hundred newspapers that subscribed for the service!

Bob’s wife died while he was still working with us. I drove to Providence, which is where he lived, for the wake.

1. Federated Department Stores owned many large chains that were all very promising potential AdDept clients. The rejection of The Bon Marché’s request may have been a blessing in disguise. In January of 1990, shortly after this meeting, Federated filed for Chapter 11 bankruptcy protection. It could have been really ugly.

2. Susan Sikorski is apparently working as a consultant for Avaya in 2021. She is featured as a graduate of Wayne State on this webpage.

3. We learned later that the advertising department at Liberty House had approved the purchase of the AdDept system, but the order was never placed because in March of 1998 Liberty House filed for Chapter 11, and the funds for new systems were frozen.

4. TSI was throughout its existence a certified member of IBM’s Business Partner program. However, because of the size of the company we were bit allowed to sell IBM hardware directly. Instead, we needed to pair up with a “managing Business Partner” who actually could place orders. We dealt extensively with several of these companies—Rich Baran, BPS, Savoir, and Avnet. There may have been others.

Wavablog

Memoirs, bridge, popes, travel, and other stuff

Tag Archives: Honolulu

1995 December: Hawaii Trip Part 2

1995 December: Hawaii Trip Part 1

1986-2005 TSI: Marketing Employees