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Interior and exterior seating and accessories for any commercial vessel Passenger seats Interior benches Exterior benches Fold up seat Helm seat Bar stool Tub chair Tables Full range of accessories APRIL 2016 FOGHORN 13 BUSINESSMATTERS I n an earlier column I recounted the misadventure of losing your top sales person. You scramble and go to the outside world and find out everyone is making 15 to 20 percent more than your best person. You get creative layer in a series of one-time deals and incentives only to have this leak out to your dedicated staff in the first month. Then your new star wants to change all your business processes what do you mean I have to collect the money why do I have to service the group how come I have to board that big group and you are both mutually relieved when this star leaves within six months. There has to be a better way There is. You must be dedicated to growing your own farm team. Free agency seldom wins championships and only ensures youll be constantly paying top dollar for others histori- cal results. Indeed I cant remember a key free agent hired under such cir- cumstances that exceeded our expecta- tions over time. There are no messiahs in business you must grow your own team. Here are some thoughts on building your farm team Be aggressive about hiring students. I have seen scores of students start in the marine crew and earn their captain license. They gained valuable experience about lead- ership seamanship and the real world. Some might take sabbaticals from life to join your team or af- terwards move on to other careers. I had a former college dropout become a captain and then even- tually become a surgeon for the U.S. Navy. A Michigan State food and beverage intern Dan Leaman is now the general manager for Entertainment Cruises complex D.C. operation. Students can fulfill peak season needs moreover they generally flock together with other high caliber friends to plus up your staff. The ones that stick will start your pipeline. For our professional positions we believed in hiring someone a year out of school let someone else teach workplace 101 and pairing them with someone with two to three years of experience to learn the ropes. When interviewing ask yourself if Building Your Farm Team By Bob Shaw Industry Consultant