Wow! 2 weeks ago marked 30 years since my father (he founded our company) passed away…
Me, my son, Ian, and my dad, Ward in early 1982 (he passed away June 13, 1982)
I recently came across a 1981 letter written by John O’Lear, the President of FAFCO, Inc. to Zig Ziglar about my father. It is a wonderful tribute to my father’s love of solar energy.
Here’s an example of my father’s unconventional sales techniques…
My father loved to introduce prospects to one of their neighbors, who was also a customer of ours. If you were interested in a solar pool heater, halfway into his presentation, he would say “Come on, let me introduce you to one of your neighbors and we’ll show you how the system works!”
So, into the back of his 1980 Checker Marathon you and your significant other would climb and he would chauffeur you over to the neighbor/customer. His Marathon was the same car that was a popular cab in NYC in the 60′s. There was a lot of room in the back seat… enough for five people! Everyone had a lot of fun with that… and it usually resulted in another happy customer!
A side note: I remember when he first bought the car, he wanted me to install a rack for his ladder on top of the car. I felt so uncomfortable with the idea of drilling a hole in the roof of his brand new car, I refused to do it … so he took the drill and did it himself.
Here’s a photo of my father’s Checker Marathon at our store in Cape Coral over 30 years ago:
Also, here’s the cover letter that John, who wrote letter above, sent to Zig Ziglar, too: