Always Think Big

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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
All rights reserved. The text of this publication, or any part thereof, may not
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
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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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