Recently, I was explaining to someone what happened at a carpet convention in Myrtle Beach, South Carolina. Back then I was hired to speak to about 900 carpet dealers for a well-known carpet company, Mohawk Carpet. The atmosphere at that convention was very much like speaking to a large room of tow operators from the Ohio Tow Show.
For two years, I travelled the US, Australia, Canada, and the United Kingdom doing my “CANI” classes. Every letter of the word, “CANI,” stands for something: Constant And Never-ending Improvement. A person’s improvement can’t stop. He or she must ALWAYS continue improving. The Japanese call it KAIZEN. Toyota uses it today. Let me explain what I mean. When a speaker, like me, leads a group by asking the group to repeat something after me, they normally do repeat it. That day, I told the audience to say, “CANI”, and all 900 dealers yelled back, “CANI”. However, it wasn’t without guarded looks, side-to-side. I could see that maybe they weren’t quite sure about my request. Not to be short-changed, I pressed with, “Are you with me?”
We practiced it once more, and then I pressed, “When I say “CANI”, you’re supposed to respond with “CANI”. All of us need to be constant learners and always be improving on what we do. Saying CANI does that for people. That convention lasted 3 days. So, for 3 days, we hadn’t seen the President of Mohawk take the platform. When the President did, he was a tall, thin man with a full head of hair. (I hate that type—the full-head of hair type). Their President showed up the last day of the convention as the keynote speaker.
When the President exited the elevator, people around him were saying, “CANI”. Since he hadn’t heard me speak about Constant And Never-ending Improvement, he asked his assistant, “What the hell are they saying?” With much trepidation, she said, “Oh, sir we had a speaker, D.J. Harrington, open the convention, and he has everyone saying, “CANI”. It stands for constant and never-ending improvement.” There’s no doubt that she explained to him what everyone else had already heard about constant improvement. The day that I spoke at their convention, three speakers followed my opening talk. All those speakers started their speech addressing the audience with “CANI,” and all the carpet dealers yelled back the same phrase. It was great to hear their response each time it was done. It’s inevitable!
When the President of Mohawk finally took the stage to speak to the audience, he started with, “I guess I need to start by saying, “CANI.” The entire group of dealers from across the US and Canada yelled back in unison, “CANI”. Ok, what just happened? Here’s my point. A positive affirmation was created within the group, and their response was going to continue.
That meeting happened years ago, but I was reminded again of the atmosphere that phrase, “CANI” created when I visited Marsh Motors in Jacksonville, Florida. Jim Marsh and I walked through his beautiful place, assessing his successes. Every employee greeted Jim with “CANI”. Hearing that phrase again told me that Jim had brought home the CANI attitude story to his team. Delighted to hear “CANI” from the employee, Jim answered him with “CANI”. Hearing both men repeat that phrase really made my day. The underlying message is that Jim and his people work as a team. The people at Marsh Motors believe in constant and never-ending business improvement.
However, Marsh Motors isn’t the only company doing this. Interactive Financial Marketing Group in Richmond, Virginia used the same phrase at their Christmas party to toast the New Year. With glasses held high, the team at IFMG yelled, “CANI”. The best part? Their improvement continues today.
Folks, we have an opportunity this year to make some adjustments, so we can keep improving. You’re probably thinking we’re already halfway through the year, DJ! True! Even though we are, it’s still not too late to make changes that can add to our improvement. Certainly, things are changing in this world, but none of it should stop us from keeping our CANI spirit alive. Igniting improvement is the best thing that can happen to us. So, I have a favor to ask of you.
When you see me next time, whether it’s while I’m speaking at a convention or facilitating a training class, make sure you say, “CANI”. It certainly will give me great pleasure to respond with, “CANI”. Until then, don’t stop working on Constant, And Never-Ending Improvement.
See you on the next podcast.
