Always Think Big.pdf

Always Think Big

Dearborn Trade Publishing

This publication is designed to provide accurate and authoritative informa-

tion in regard to the subject matter covered. It is sold with the understanding

that the publisher is not engaged in rendering legal, accounting, or other pro-

fessional service. If legal advice or other expert assistance is required, the ser-

vices of a competent professional person should be sought.

Acquisitions Editor: Mary B. Good

Senior Project Editor: Trey Thoelcke

Interior Design: Lucy Jenkins

Cover Design: Design Alliance, Inc.

Typesetting: Elizabeth Pitts

2002 by Dearborn Financial Publishing, Inc.

Published by Dearborn Trade Publishing, a Kaplan Professional Company

be reproduced in any manner whatsoever without written permission from

the publisher.

Printed in the United States of America

020304050610987654321

Library of Congress Cataloging-in-Publication Data

McIngvale, Jim.

Always think big : how Mattress Mack’s uncompromising attitude built

the biggest single retail store in America / Jim McIngvale, Thomas N.

Duening, John M. Ivancevich.

p. cm.

ISBN 0 -7931- 5375 -1

1. Success in business. 2. Gallery Furniture ( Houston, Tex. ) I.

Title: How Mattress Mack’s uncompromising attitude built the biggest

single retail store in America. II. Duening, Thomas N. III. Ivancevich,

John M. IV. Title.

HF5386 .M193 2002

658 — dc21

2002000371

Dearborn Trade books are available at special quantity discounts to use for

sales promotions, employee premiums, or educational purposes. Please call

our Special Sales Department to order or for more information, at 800 - 621-

9621, ext. 4455, or write Dearborn Trade Publishing, 155 N. Wacker Drive,

Chicago, IL 60606 -1719.

CONTENTS

INTRODUCTION V

1. Mattress Mack: An Introduction 1

2. Gallery Furniture : The World’s Furniture Store 27

3. PRINCIPLE 1 Establish a Values-Based Culture 53

4. PRINCIPLE 2 FAST— Focus, Action, Search, and

Tenacity 79

5. PRINCIPLE 3 Action before Energy 99

6. PRINCIPLE 4 Sell with Pride 123

7. PRINCIPLE 5 Build Relationships 145

8. PRINCIPLE 6 Always Think Big 169

9. PRINCIPLE 7 Managing and Marketing Philanthropy 191

10. Personalizing Mack’s Lessons 211

INDEX 239

iii

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