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      • 1890: U.S. Census
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      • Articles by Watson >
        • On World Peace
        • On the Cost of War
        • On Public Education
        • On Thomas Jefferson
        • On Thoughtful Mistakes
        • On Stakeholder Relations
      • Articles about Watson >
        • The $1,000-A-Day Chief Executive Officer
        • Employees are Valued
        • Democracy's Man o' War
        • Human Relations in 1956
        • A CEO Who Earned His Pay
        • The Lengthening Shadow
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        • Drucker, Peter F. >
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          • Short-Term Thinking
          • A Corporate Culture
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          • Character and Manners
          • Knowledge Workers
          • Recognizing Ability
          • Individual Respect
          • Employee Paternalism
        • Eastman, George
        • Penney, J. C. (James Cash) >
          • Watson Homestead
          • Golden Rule Businesses
        • Fighting Discrimination
      • Pre-World War II >
        • A Lost Dream of Peace
        • USO Camp Show Founder
      • World War II Effort >
        • Selling War Bonds
        • Production Awards
        • Controlling Profits
        • Machine Records Units
        • Wartime Contributions
        • Widows & Orphans Fund
        • Declaring Human Rights
        • Supporting Home Morale
        • Employee Military Service
        • War's End & Reconversion
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        • Poughkeepsie Memorial
        • Rehiring WWII Veterans
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      • A 1943 Tax Problem
      • The Story of "THINK"
      • A Gift of Retirement
      • Learning from Crises
      • IBM Employee Housing >
        • Construction Timeline
      • Two Journalists "THINK"
      • A Buddy Davis Interview
      • Quotes of Watson
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      • Women in the Workplace
      • A Successful Rebranding
      • Tom Watson's Wild Ducks
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The Introduction

The World's Greatest Salesman: Introduction

Published June 4, 2021
​Updated December 2, 2021
Picture of book open to the Introduction of
An introduction is an opening section of a book which states the author's purpose and goals for the work. It typically describes the scope of the document and gives a brief explanation or summary of the author's intent. This was the author's first attempt at self-publication and involved collecting the speeches of Tom Watson Sr. during the Great Depression.

This is the Introduction for The World's Greatest Salesman.
The Introduction from "The World's Greatest Salesman"
Introduction
Black and white drawing of a photographer taking a picture of IBMers during an early
Excerpt from Watson speech.
There is a term today used to describe the men and women who call IBM home: IBMer.

I have never uncovered any stories or internal IBM mythology about the exact origin of the term; it probably grew out of daily usage. For most of my career, when asked whom I worked for, I never replied, “I work for IBM,” or, “I am an IBM employee,” but rather, “I am an IBMer.” 

To me, “IBMer” is an abbreviation—short for IBM Caretaker. IBMer captures the heart and soul of the person. It has no social standing associated with it, no position of stature, no power ranking within the corporation, no underlying hierarchy supporting it, no social class or pay grade; rather it defines a person’s heart, a person’s commitment, dedication and loyalty.
Most of all, the term defines the person using it as being in a win-win relationship with a company—a company that, in the past, saw itself as a family. ​
For decades, we attended gatherings called “Family Days.” We closed down sales offices when one of our own died and cried together at the loss. We consoled each other. The closest we came to describing our relationship were single words like loyalty, dedication, trust and confidence. If there was one word, though, that defined IBMer, it was respect. It was the type of respect shown between members of a family. It was a set of emotions, feelings and camaraderie that was not definable.

The IBM relationship between caretakers felt more in the realm of poetry than prose. This relationship was built over the course of more than six decades--four of which were under the control of Thomas J. Watson Sr. During this time, IBM would weather ten major economic declines, three major wars, and four of the six largest declines in U.S. stock market history.

And during all this economic, social, and political turmoil, IBM transformed itself multiple times through forty-two years of unprecedented technological change: it divested coffee grinders, candy scales, and cheese and meat slicers to invest in time devices and tabulating machines; it followed the expansion of electricity around the world and transitioned its warehouse  inventory from hand-cranked, spring-driven time-recording devices to electrically powered machines; and it shifted investment dollars from products that landed on a customer’s front counter to higher-value machines filling their corporate back offices. IBM then strengthened its position in those back offices with the acquisition of electric typewriter technology.


​This book is a compilation of the speeches of Tom Watson Sr. during one of the most discouraging economic times in world history: The Great Depression; and one of the most dynamic transformations for a corporation that would set the standard for high employee engagement during the 20th Century.​
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          • A Business Biography
          • Retail Firsts
        • Watson Jr., Thomas J. >
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          • Management Briefings
          • Father, Son & Company
        • Watson Sr., Thomas J. >
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            • Second Thoughts
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            • Volume V: Neutrality
            • Volume VI: Facing War
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        • Martin Schroeter
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        • Age Discrimination >
          • Cutting Old Heads
        • Employee Engagement
        • Aren't Buying Into IBM
        • Massive Work Slowdown
        • Failure of Work at Home
      • Financial Engineering >
        • Workforce Rebalancing
        • Aggressive Bookkeeping
      • Shareholders >
        • Share Buybacks
        • Shareholder Risk
        • Employee Engagement
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        • Do Share Buybacks Work?
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          • IBM Market Value
          • Shareholder Returns & Risk
          • Share Buybacks
        • The First 100 Days
      • Ginni Rometty Overview >
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        • Dividend Strategy
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        • Revenue & Profit Growth
        • Revenue & Profit
  • 20th Century IBM
    • Corporate Performance >
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        • Revenue Per Employee
        • Profit Growth
        • Profit Per Employee
        • Market Value
        • Goodwill
        • Economic Contractions
        • Economic Expansions
        • Stock Market Headwinds
        • CEO Historic Footnotes >
          • IBM's Founding Team
          • Financial Engineering
          • The Greatest Gamble
    • Corporate Practices >
      • IBM Anniversaries
      • IBM Benefits
      • IBM Creativity >
        • IBM Cartoons
        • IBM Song Books
        • IBM UK Dictionary
        • IBM Computing Dictionary
      • IBM Wild Ducks >
        • The Wild Goose
        • Royal Dissenters
        • Corporate Constitution
        • Respect for the Individual
        • Service to the Customer
        • Pursuit of Excellence
    • Corporate Products >
      • 1890: U.S. Census
      • 1920: Dayton Scales
      • 1940: The Electromatic
    • Thomas J. Watson Sr. >
      • Articles by Watson >
        • On World Peace
        • On the Cost of War
        • On Public Education
        • On Thomas Jefferson
        • On Thoughtful Mistakes
        • On Stakeholder Relations
      • Articles about Watson >
        • The $1,000-A-Day Chief Executive Officer
        • Employees are Valued
        • Democracy's Man o' War
        • Human Relations in 1956
        • A CEO Who Earned His Pay
        • The Lengthening Shadow
      • Slice of Life Stories >
        • Dali, Salvador
        • Drucker, Peter F. >
          • Authority and Power
          • Short-Term Thinking
          • A Corporate Culture
          • Raising Business Issues
          • Focus on Principles
          • Character and Manners
          • Knowledge Workers
          • Recognizing Ability
          • Individual Respect
          • Employee Paternalism
        • Eastman, George
        • Penney, J. C. (James Cash) >
          • Watson Homestead
          • Golden Rule Businesses
        • Fighting Discrimination
      • Pre-World War II >
        • A Lost Dream of Peace
        • USO Camp Show Founder
      • World War II Effort >
        • Selling War Bonds
        • Production Awards
        • Controlling Profits
        • Machine Records Units
        • Wartime Contributions
        • Widows & Orphans Fund
        • Declaring Human Rights
        • Supporting Home Morale
        • Employee Military Service
        • War's End & Reconversion
      • Post-World War II >
        • Endicott Memorial
        • Poughkeepsie Memorial
        • Rehiring WWII Veterans
      • A Pajama Party
      • A 1943 Tax Problem
      • The Story of "THINK"
      • A Gift of Retirement
      • Learning from Crises
      • IBM Employee Housing >
        • Construction Timeline
      • Two Journalists "THINK"
      • A Buddy Davis Interview
      • Quotes of Watson
      • Quotes about Watson
      • Women in the Workplace
      • A Successful Rebranding
      • Tom Watson's Wild Ducks
  • Articles
    • Corporate Articles >
      • High-Performance Corporations
      • The Art of the Restart
      • Crises, Recoveries & Lessons Learned
      • Strategy Should Create Human Relationships
      • A Time-Tested Corporate Constitution
      • IBM, JC Penney and The Golden Rule
      • How IBM Created its 20th Century Brand
      • The Greatest Business Risk of the 20th Century
      • How to Grow a Business
      • The Importance of Sales Productivity
      • How Much Is a Great CEO Worth
      • Let Your Guard Down
    • Business Articles >
      • Business Witticism
      • The Golden Rule in Business
      • Who and What Built Early American Capitalism
      • Capitalism Needs Industrialist Minded CEOs
      • Producing Corporate True Steel
      • CEO Perspectives >
        • Rules of Success
        • Top Employee Qualities
        • Industrialist vs. Capitalist
      • An Open Letter to the World's CEOs
      • Henry Ford Takes Control
      • The Razor Blade Business Model
      • Two Successful 20th Century Businesswomen
      • Sears: A Dead Franchise Walking
      • A LinkedIn Incognito Mode
      • Value a College Education
    • Political Articles >
      • Political Witticisms
      • Memorial Day
      • Pursuing The "American Way"
      • America: Home of the Brave
      • Securing the Borders of the Americas
      • General Grant's Stand for Justice
      • America's Heartland Stands Strong
      • The New Freedom
      • Teddy Roosevelt on Socialism
    • Spiritual Articles >
      • Inauguration Day Prayer
      • Wilson's Last Words
      • Spiritual Songs
    • Fiction Articles >
      • A Father's Love
      • Introducing a Friend to God
      • Hyphenated Relationships
  • Contact
  • Blog