Harrison McCain learned salesmanship by talking his way…

Harrison McCain learned salesmanship by talking his way into a pharmaceutical job at 22, then spent five formative years under K.C. Irving, absorbing lessons in vertical integration, relentless deal-capture, and “management by suggestion.” Listen and Learn: YouTube | Spotify | Apple Podcasts | Transcript He quit with no plan, two newborn kids, and no income. His brother Bob noticed that New Brunswick potato farmers were shipping raw potatoes to Maine for processing into frozen fries, then buying the finished product back. The McCains pooled $100,000 in family money, assembled capital from five different sources without giving up equity, and built a plant on a cow pasture in Florenceville. The company’s core strategy was to avoid competition entirely: enter markets where frozen fries didn’t exist, prove the market by exporting first, hire locals, and only build a factory after the numbers justified it. The U.S. was the one market that scared Harrison, and he patiently waited 16 years before a $500 million acquisition of Ore-Ida’s foodservice division finally cracked it. Along the way, Harrison nearly destroyed his most important customer relationship with McDonald’s by telling their buyer he didn’t need to tour his plant, a mistake that took years to repair. By the time he died in 2004, McCain Foods operated 57 factories across six continents, sold in 160 countries, and processed a million pounds of potato products every hour. Tiny Lessons 1. “The main difference between the entrepreneur and the manager is attitude.” 2. Reputation is a form of capital. 3. When everyone says it can’t be done, and you see why it can, you’ve found an opportunity that won’t last. 4. Don’t argue, demonstrate. 5. “You bet the bundle every year, year after year. If you’re wrong once, you’re out.” 6. “There is no shame in hiring the wrong person. There is, however, shame in keeping him.” 7. “He could hold a meeting in his own mind, without need for others to help make a decision.” 8. If you’re competing against someone who thinks settling lawsuits is part of the fun, you are at a serious disadvantage. 9. “If you do not go after the business, someone else always will.” 10. The first time someone says no is rarely the ultimate no. Assume all the risk yourself, and the other side has nothing to lose. 11. A hundred percent of the business is better than ninety-six. A successful business owner always looks into the details. 12. On saying no: “It is very difficult the first time, not so difficult the third time, and after the fifth time you can say no anytime it needs to be said.” 13. “He outperformed everyone’s expectations, except his own.” The only benchmark that matters is internal. 14. If you want something, make it happen. 15. Making money is the easy part; giving back to your community is a higher bar. 16. No job is too small. No task is below you. 17. The boldness that gets you into the room is the same boldness that can get you thrown out of it. Know when to dial it back. 18. “He seldom had time or inclination for self-doubt.” 19. “Harrison was never one to draft a memo when a phone call or a brief visit would do.” 20. People follow energy before they follow strategy. 21. Learn to say no. “It seems to me the people in business who have the hardest time to get things done are those who can’t bring themselves to say no. They can say maybe, they can say I’ll see, they can say later, but sometimes there is only one answer and it is a simple, straightforward, no.” 22. “You will need to work a lot faster if you ever want to be successful.” 23. “Harrison would say he was going to be the largest french fry producer in the world. I used to roll my eyes. I didn’t think it was possible ’cause the Americans were so big. But he had great single-mindedness of purpose. He put the blinders on and he was headed right that way.” 24. Do everything with enthusiasm. 25. Guard your integrity like it’s the whole business. When a marketing employee swiped a trademark from Coca-Cola. Harrison sold it back for $1\. “We are not goddamn crooks.” He said, “How could we make money on that?” He didn’t even consider it. Still curious? I made \40 pages of my research notes available here. The post \[Outliers\] Harrison McCain: How to Create Demand for Something Nobody Wants appeared first on Farnam Street. https://fs.blog/knowledge-project-podcast/outliers-harrison-mccain/