Chapter 9

Steve

Dewey and I took a car service to the Dublin airport to catch rides going in two different directions. We had surprisingly booked flights to our destinations with similar departure times.

At the airport, we were able to have some coffee and visit for a few minutes before we had to go through our luggage inspection. I only carried a small bag with a change of shirt, pants, socks, and undies. I really didn't plan on staying overnight, but I wanted to be prepared since I know how plans can suddenly change.

Landing and getting through customs at Hamburg was very orderly and remarkably fast. There was a tall man with a buzz haircut, holding a sign reading "Steve Sharp." When I went up to him, he stuck his hand out and said, "Welcome to Germany, Mr. Sharp. I'm Christoph Gundach, and I am representing our Ministry of Economic Affairs and Employment. Your company officials were kind enough to let me have the honor to show you our city and your company buildings."

The man spoke very good English, although you could tell he was trying his best to enunciate each word correctly. "Nice to meet you, Mr. Gundach, or would it be correct to say Herr Gundach."

The man smiled and said, "Please to call me Christoph."

I replied, "And I'm Steve, so let's go see the plant."

Christoph looked puzzled for a second, before saying, "Yes, we will see the factory. You have many words for the same thing. Let us go."

The Hamburg airport is fairly large but has several car parking lots convenient to the terminals. We reached Christoph's car, a late model Audi, in a few short minutes. While driving to the plant or factory, Christoph kept pointing out various local landmarks, but mostly other manufacturing facilities. If he was trying to sell me on the city, and I'm sure he was, he was doing a good job.

At the factory, I was surprised to see there wasn't a big S&S sign on the building. There were no markings at all. I wondered about that, but didn't want to say anything about it to a government official.

Inside, Christoph spoke German to the receptionist, who became very nervous at the mention of my name. She blushed brightly before using her phone to make a call.

Seconds later, Hans came through some double doors that revealed the factory behind him. Hans is always boisterous, displaying his friendly nature not by reaching out for a handshake, but by giving me a hug. "Welcome, welcome, Mr. Sharp. I am proud to show you what we have already done. Please come with me."

Christoph looked confused, but Hans told him in English, "Come with us, come see what we really do."

As soon as walked through the double doors, Hans noticed my bag and took it from me. He called a worker over and instructed him in German to take my bag somewhere.

Hans turned and pointed at a sign over the door. The top line was 'Ist es perfekt?' and the bottom line said 'Is it perfect?' Han's said, "These people did not have your signs anywhere. How can they know to always do perfect work if they have no signs? Did you see? No S&S sign out front. I have ordered a big sign that will have lights shining on it at night. My workers must be proud of where they work."

I was nodding and smiling at Hans as he was waving his hands to accent what he was telling me.

Hans pointed toward the back of the huge manufacturing area, "You see, they use only a small area for the manufacturing of the carts. I am already expanding what we have, and with the equipment from Ireland, I will have this factory building more and better carts than anywhere else."

As we walked farther to the back, I saw one of our three-wheeled vehicles and asked, "Where did that come from? We don't make those here yet, do we?"

Hans grinned, "No, no, not yet. I wanted everyone to see our innovation and what they will soon be building here. I want to increase our production to take care of all of Europe. The only competition I will have will be from Italy, but this plant will very soon produce more."

Christoph asked Hans a question in German, then blushed and repeated the question in English. "How many more people will you hire for the expansion?"

Hans said, "Today we employ only seventy-two. By this time next month, we will have more than two hundred. I am hiring them now and will be training and culling by the end of next week. I will hire only people who want to make a perfect product. That is the S&S way."

Being around Hans and his enthusiasm was exciting.

At some large overhead doors I recognized a guy directing the unloading of some trucks. Jeff was waving and gesturing, while talking to a man next to him that I would guess to be his interpreter. Jeff would yell something and the guy next to him would yell something in German. It took a lot of yelling to unload equipment.

Jeff saw me and hollered, "Yo, Steve, just the man I want to talk to."

Jeff said something to the guy he was with, and then walked over to Hans, Christoph, and me. "Steve, it's good that you are here. The equipment from Ireland is in good shape, but there isn't enough for what this plant can do. Hans has already laid out what he thinks he can build, and he's still not using all of the space. He's going to be short equipment for at least two lines. He's slowed down the lines working now, since he's rejected almost every cart that had been built and was still on the premises."

Hans interrupted, "I do not let a customer see poor workmanship. S&S tradition is to do perfect work. We make it perfect before it goes out the door. I have a dozen men working to make the carts we have built perfect, Mr. Sharp. I hope you agree with that."

I smiled, "That's why you're here, Hans. Thank you for making sure our product is right."

Jeff waved me aside and said softly, "You don't have to worry about having someone else get rid of slackers. Hans has been demoting sloppy workers on the spot. I don't think there are any of the supervisory staff left in management offices, either. Hans is promoting good workers off the lines to lead and supervise. I think you made a good decision to bring him over."

When we rejoined the group, Christoph said, "One thing we must do, Mr. Sharp, there are many complaints that men have been put out of work or put in lessor jobs. The ministry has to answer these complaints and we will need to know the reasons why these men were put out of work."

Hans stepped in front of Christoph, "Any man that I let go was not putting our product together properly. I slowed down the lines so our product would be perfect, but the workers kept saying that others would fix it. That means handling a product twice, which is very expensive. Here at S&S, we do it right the first time. If you want to work here, you do it right. We have classes for every job and position on the line. If you don't know how to do it right, you go to class. If you won't go to class, I don't need you anymore. S&S has been fair with every worker. If they were not performing in their job, I put them into a less demanding job. If they didn't perform there, I kept reducing their responsibilities until there was no other choice but to let them go with cause. We are observing every rule and directive your Ministry has given us. You and your ministry must review the complaints and see that we are doing everything we can to retain workers."

Christoph Gundach looked surprised, but only wrote in his notebook. Hans nodded at the man, then turned to lead us to an area where men were obviously repairing new carts straight off the line. Hans waved at them, "These men know where the problems are and are making sure that all of our products go out the door perfect. I know this is expensive, but it will be less than warranty work or us having a name for poor quality."

I asked, "What about all the product that's already sold and out in the field?"

Hans said, "Jeff suggested that I use these same twelve men to go out to customers as soon as they are caught up here. It will hurt my budget to get vehicles and tools to do this fieldwork, but it should bring us goodwill and more sales. It will hurt my profit projections, but I'll make it up soon."

We walked to the office area, where I noticed there were several nice offices, but the lights in them were off. Hans said, "There were too many people telling too few what to do. When I saw how little everyone was doing, I interviewed each man and decided most should work at lesser jobs like pushing a broom. I saved a couple that were willing to work out in the factory. When I know they are sincere, I'll have them help with supervision. These are wasted offices. Carts aren't built up here, they are built down there."

I asked, "Where's Henry? I thought he was going to be here."

Hans said, "He was needed at home, but he sent two fine young men that both speak German. They are going through the books here to help me with a true picture of the cost of production. I want them to stay and train someone locally for me. If one would like to stay, I would like to keep him."

I made a mental note to talk to Tiny about a man staying.

Hans went into a nice office, but didn't go to the chair behind the big desk. Instead, Hans sat at a conference table, opening a folder with a stack of papers inside. "Here, this is what I've found in the records to date. The numbers Tiny had for the plant is nothing like I've found so far. I don't think anyone has been stealing property or money, but they are over reporting their production. The plant is very inefficient right now, but I will make it right. You'll see, this will very soon be your best factory."

I said to Hans, "I hope you don't get disgruntled about having to recreate an entire factory. I knew that the place wasn't doing well, but not to this degree. What can I do to make your job easier?"

Hans smiled and patted Jeff's shoulder, "Let this man make my lines perfect. I will teach my people the S&S way. We'll do it right the first time and probably speed up the lines in a very short time. Give me the equipment to make a good product, and I'll produce it for you."

Hans took out another group of papers and began pointing out numbers, "It's too expensive to ship motors from the U.S. to us here. Let me build a line to manufacture motors here. We can produce enough motors to supply Ireland and Italy from this location. Look at these projections of shipping costs, as well as incoming cost, for our motors. I can build them for less."

I looked at Jeff, "What would it take to create a motor line? What are there, four basic motors? Can you do that?"

With a smile, Jeff said, "A no brainer, Steve. Using local equipment, I can have a motor line built and operating in two weeks. The problem is going to be the material needed to build the motors."

Hans said, "I want our own casting plant, but we can purchase some components off the market. I'll work on those numbers and have them to you by day after tomorrow. I know having a working motor line will take over a month, but it will be a great savings for S&S."

"Jeff," I began, "Build the motor line when you have finished with the other lines. I know you were busy working on some other stuff with Gerry and Wes, but this is a priority for Hans. He has something to prove and we want his production for the three-wheeled carts."

"Two weeks, Steve," Jeff said. "That should do it unless Hans finds another building. All the raw materials are available nearby, and I can get anything quickly machined here. Your two number crunchers have helped with a couple of bids so far, and seem to have the touch with the locals. Let me use them to set up supplies for the factory here and it will be done."

I nodded and asked Hans, "Well, my friend, is that everything? I've authorized expanding your plant to four times its existing manufacturing capacity, and added a line for motors. I think that's enough to cut your teeth on in managing a plant."

Hans laughed, "Ho, ho, ho, you see, if I can get the big boss to go along with me, you know I can get my countrymen to build a perfect product. It will be done."

Jeff stood, so I stood with him. I asked everyone there, "What else?"

Jeff said, "Nothing from me, I know how to get hold of you."

Hans said, "You've answered all of my wish list. I have finished. I do have to get back to the floor because I need to encourage everyone to be perfect."

Jeff smiled at me and as he passed, "You sure made a home run on this move."

Christoph was following me as I grabbed my bag and watched Hans and Jeff take off in two different directions. Down in the lobby I waved goodbye to the receptionist and walked out of the plant. I told Christoph, "The place will look a lot better when we get a sign up on top of the building. People need to know who we are."

In the car, Christoph asked, "Can I show you a couple of areas that you might be interested in? I researched your company and know you manufacture other products. There are some nice waterfront buildings that would be perfect for a plant similar to what you have in Ireland."

I smiled, "How about saving those buildings for another time. I've just authorized to spend over four times what that factory cost to open. Hans says he will expand employment from seventy-two to over two hundred and that doesn't count the motor lines he's going to open. I think I've probably already reached my spending limit. Let me get this plant up and profitable, then we'll look at expansion."

The man was disappointed, but continued to drive. He asked, "So the airport?"

"Please, I'll call my friend in the Netherlands to see if I can join him there."

I used my cell phone and called Dewey. The call went to his voicemail, so I left a message for him to call me so we could get together. It took another thirty minutes to reach the airport where I had Christoph let me out at the terminal. I thanked him for the rides and his companionship before waving goodbye.

Dewey called me while I was still walking into the terminal. "What's up, Partner?"

I told him, "I've finished here in Hamburg, how about meeting you up there unless you'll be out of there today."

"Not a chance," Dewey scoffed, "I already have meetings scheduled for tomorrow morning. Tell you what, you might be interested in one of these deals, so come on up. I'll have someone from the hotel meet you at the airport. Call me back when you have your flight info. Talk to ya."

That didn't take long; now to see if I could get up to Amsterdam.

I was still standing at the side of the walkway when I noticed a guy get out of the passenger side of a car parked at the curb, but he didn't do anything but stand by the side of the car. He seemed to be staring at me until I turned to look in his direction. He quickly looked away and acted as if he was talking to someone in the car. When I turned toward the building and began walking, I could see his reflection in the window. The man began walking toward the building. That was strange.

As soon as I entered the terminal, I noticed a men's room near the door and headed for it. Just inside the entryway of the restroom, I paused to watch. The man entered and quickly looked around. I noticed he stared at the men's room door, then walked to a large column and leaned against it.

I wonder. I wish Chuck was around. Why would someone follow me? The guy was just an average looking guy with a decent suit. I was just in slacks, open shirt, and a sport coat, not the typical business attire.

Okay, I think someone is following me, so I'll find out. As long as I'm here I might as well use the bathroom. After washing my hands, I left the bathroom and ignored the guy leaning against the column. I did keep trying to see him in anything that mirrored behind me.

At the ticket counter, I inquired about Amsterdam. A young lady spoke to me in English and said a flight would be leaving within thirty minutes. I paid for the ticket and was directed to a security line. She told me that they would direct me to the gate.

While waiting in the security line, I called Dewey with the flight information. He said, "Wow! You're really lucky today. I'll have someone meet you, and I'll meet you at the hotel when you get there. I'm starved, but I'll wait for you."

While I was on the phone, I did the curious visitor routine and looked around at all the people. My shadow was at the ticket counter. As I watched, he walked away from the counter and made a cell phone call. I know he was still watching me, but he ambled off a ways while he continued talking. As soon as I was through the security area, I watched the guy walk out of the terminal. Strange.

From Hamburg to Amsterdam is really within driving distance, just over two hundred miles, but an airplane is a lot faster. The aircraft was a small commuter turboprop about the size of our Super King Air 1900D. I think it took longer to taxi to the runway than it did to fly to Amsterdam. It took forever to taxi to the terminal in Amsterdam, but it still beat riding in a taxi for five hours. Trains run pretty often too, but since I made the quick connection, flying took the shortest time.

Once again, I found a man with a 'Steve Sharp' sign. He spoke what sounded like German to me but wasn't. I think he was speaking Dutch to me, and he switched to French. Each time he spoke and pointed to his big name tag that said 'Heiner, ' I said, "I'm Steve Sharp. I speak English."

The man blushed and rolled his eyes. He shrugged his shoulders, then pointed at my bag and gestured questioningly. I smiled at him and pointed at my bag and held up one finger, "Just this one." This was strange, as I had read that most people in the Netherlands spoke English fluently with Dutch their first language.

He understood and motioned me to follow him. I noticed a guy watching us. Another suit, this time already outside the terminal area, and standing where limousines were waiting.

Heiner opened a Mercedes door for me and I climbed in. He went to the other side and entered the front passenger side of the car. The driver took off; chatting with Heiner in what I think was their native Dutch.

Amidst heavy traffic, we reached a huge hotel in about thirty minutes. Heiner rushed around to open the rear door and waved toward the entrance. Since we really couldn't communicate, I walked into the lobby.

Wow! This place was fancy. I was gawking at the magnificence of the place when I noticed the same guy from the airport get out of a car and head for the entrance. Instead of hiding from the guy, I went to the desk.

"Hi, my name is Steve Sharp. Do you have a reservation for me?"

A very stiff looking guy smiled said, "Yes, Mr. Sharp. We are expecting you. If you will sign this, I'll give you your room card." The man snapped his finger, and a bellhop was instantly next to me.

After I signed the card, the man behind the desk smiled and handed the room card to the bellhop and said, "Take Mr. Sharp to his room, then bring him to our executive lounge."

I was trying to watch the guy that seemed to be following me, but the bellhop quickly had me on an elevator car on the way up to the eleventh floor. My room was a very lavish suite, instead of just a room. I put my bag on the couch and said to the bellhop, "Okay, let's go to the executive lounge.

When we got off the elevator, I didn't see the suit, but I wasn't able to look around very well. Upon entering a very elegant room, with a bar surrounded by small groups of heavy leather chairs with tables in front of them, I saw Dewey with a couple of men.

The bellboy was going to leave, but I leaned down and asked Dewey, "What do I tip this guy?"

Dewey said, "Normally a lot, but nothing this time, I've taken care of it."

I thanked the bellboy and he left.

As soon as I sat down, and before Dewey could begin introducing me, a waiter dressed in a tux set a drink on the table. The way the man bowed to serve the drink, then turned to walk away, was startling. "What kind of place is this, Dewey?"

He laughed and said, "Taste that. You're going to love it."

I looked at Dewey and shifted my eyes toward the other two men and he waved his hand, "They'll still be there after you've tasted that scotch."

The small taste I took called for a bigger sip. Really, really good, I had to comment. "That is really smooth, Dewey."

"I thought so too," Dewey said. "Let me introduce you to Herman Klein and Grant Baldair."

We shook hands and I sat back down to have another sip of the excellent scotch.

Dewey said, "These two own this place, and want a partner or two. So far I've had a chance to review some of their books and I've called my accounting firm to do a thorough review. Herman, tell Steve why you want some partners."

The guy called Herman said, "Grant and I built this place five years ago and have surprised ourselves that we've already been able to make it profitable. We think we know what makes a good hospitality environment and want to build in other areas. We're looking at property in Hawaii, and we're really trying hard to get property on the Riviera."

Dewey commented, "They have hotels up in Anchorage where we have places. Their holding company is known for good operations. That's why I'm here. Go on, Herman, sorry to interrupt."

Herman said, "That's about it really. We need some capital for our next big venture, and the way we usually do it is to sell partnerships in successful operations. We went to Dewey because we know he's very diversified as to the areas that he has properties in. We figured he might assist us getting into the Riviera and into Hawaii. We both have pieces in Las Vegas and Reno. Grant and I have a couple of buildings in New York, but I wouldn't wish that business climate on an enemy. It's very volatile."