In the mid-80s, Fred Maglione and his partners at Globe Information Systems were experimenting with new systems all the time.
The consummate salesman, Fred took the bold step of going to market with an unproven system, but always with the full intention of making good on any missteps.
The Select-A-Seat ticketing system was very successful, so he had an in with building general managers.
“We always felt there was a need for venues to have a scheduling system. It was back in the days when buildings didn’t even have a word processing system in-house,” Fred recalled.
The plan was to develop a scheduling systems and sell it to five or eight different venues.
“If it didn’t work, I’d go to the buildings and give the money back – $3,000-$4,000. Then we’d try again. There were always one or two who were happy with the product, even though the bulk of them weren’t.”
“The third time around we really thought we had it nailed.”
At that point, businesses were starting to make investments in local area networks and PCs, where before they weren’t.
“So we contracted with Carey Harveycutter, Salem (Va.) Civic Center, to supply him with PCs, a local area network, printers, Wordstar, Lotus 1-2-3 and our new, improved, spectacular venue scheduling system,” Fred said proudly.
Harveycutter bought the whole package of hardware, software and services for probably $60,000. “Back then it was a lot of money. And they were doing contracts with the word processing system, and Lotus worked fine and they were doing budgets but, once again, the scheduling wasn’t working.”
So Fred had to visit Carey with that ubiquitous blank check in his briefcase, saying, “I’m sorry, we just can’t figure it out. I’m happy to give your money back and take all the stuff back.”
“No, no I’m happy with it. I want to keep everything. Just give me a couple thousand back for the scheduling software.”
“I wiped my brow I didn’t have to write a check for $60,000 and that was that.” Until…
“A couple years later, I’m in the booth at IAAM and someone walked up; I think it was the GM of the Mayo Civic Center (Rochester, Minn.). And he said:
“I want to talk to Fred Maglione.”
“I’m Fred.”
“I’m here to buy a ticketing system. I want 10 printers, 20 terminals. How much is this going to cost me?”
“I tried to slow him down – do you want to see it, do you have to go out to RFP?”
“No, no, no. I have a check; I’m going to give you a deposit and we’ll do the contract in a couple weeks.”
This NEVER happens.
“I don’t quite understand.”
“I know Carey Harveycutter and he said to look you up because you sell good ticketing systems and if you f**k up, Fred will give you your money back.”
I just started laughing and we did the deal. — Based on a true story as told to Linda Deckard.
PHOTO CAPTION: Back in the day, Fred Maglione (left) with Nick Flaskay at a trade show for Globe Information Services.
Good story on Fred Maglione..I recall meeting him at IAAM meetings when he was truly a pioneer