Sometimes a delivery failure is great service

The holiday shipping season is coming to a close for us. We have cookies and brownies en route to almost every state and a couple of military bases around the world. A few of our shipments travel via FedEx, but the overwhelming majority are carried by the men and women of the United States Postal Service. While we’re confident they’ll arrive as scheduled, we are particularly happy that one package shipped via USPS was not delivered.

Our gourmet cookie gifts are delivered by the USPS.
In this case, great service was their priority.
One of the things we do to make sure cookies arrive where they should is to check each address against the Postal Service database. If it doesn’t return a valid 9-digit zip code, we don’t ship the order. But, there are some things that we cannot catch. If it is a good address, but the recipient has moved, the package will be returned. This year we had a client call us with a different address issue that our database could not catch. It seems that the package was addressed to a husband and wife, only the wife had passed away earlier in the year and their list was simply not updated to reflect that change.

Our client called immediately once we sent the tracking information to see what could be done. I’m guessing this would not be the first time something arrived at this widower’s home, but our client was genuinely concerned and asked for help.

I looked up the number for the post office in that zip code and called the Postmaster. I explained the situation, he immediately understood, and perhaps more importantly, he empathized. He asked that I send an email with the package information and a request to stop delivery. Turns out the package was actually being delivered out of another office, but he offered to handle everything. It arrived that day and was to be delivered the next morning.

I notified our customer that the Postal Service was trying to locate the package and stop delivery. I can only imagine how many packages they were processing on that day, but there was never a mention of effort required or any complaint from the Postmaster.

The next afternoon, I received a phone call. Delivery had been intercepted and the package was to be returned to Anna’s Gourmet Goodies. I notified our customer and they were overwhelmed with gratitude.

Depending on who and where you strike up a conversation about the United States Postal Service, chances are good that you’ll hear some type of complaint about delivery, service or whatever. Bashing the US Postal Service is right up there on some people’s list with baseball, Mom and apple pie.

But it’s not on my list. Frankly, we get great service from the USPS. Not perfect, but we’re not either. This is one example where a delivery failure was actually the result of outstanding customer service. Not because he was required to do so, but rather because a compassionate human being understood the situation and did what he could to help. Great customer service comes from people who understand the rewards of serving others and are not afraid to take action to help.

Given the number of orders we shipped out this holiday season, odds are good that we’ll get returns for some reason. And it is possible that some packages will not be delivered when they should be. Failure happens. No one on this earth is perfect. We’ll do what we can to help.

You can rest assured that anytime I’m standing in a crowd and the subject of the Postal Service comes up (it does happen), you won’t find me serving up any complaints. This one act of selfless service covers a lot of other mistakes. You see it just so happens that the addressee who passed away this year shares my wife’s name, Debbie. And I’m very thankful that our postman won’t be worried about stopping delivery of any packages coming to our home, addressed to my wife.

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Why I’m really, really thankful this year

It’s official. The season of giving thanks and celebrating holiday traditions with friends and family officially begins this week. Yes, I know some retail stores put out Christmas decorations months ago – the real kick-off starts on Thursday.

At Anna’s Gourmet Goodies we’ve been preparing for the ‘holiday gift rush’ over the past few months. We are grateful that many of our best and most loyal customers will be sending out our cookies again this year. We won’t tally up numbers until the flour settles after we ring in 2014, but total sales are up nicely so far this year. We have you, our friends and customers to thank for that.

I believe that having an ‘attitude of gratitude’ is something that pays off in business and in your personal life. This past February I had the opportunity to get a clearer understanding of what that means on a personal level after taking a ride in the back of an ambulance to Rex Hospital.

I'm especially grateful for everything this year
I’m especially grateful for everything this year
I was finishing up my Valentine’s Day grocery shopping after stopping by my doctor’s office to make an appointment. I had not been feeling 100% and Debbie finally convinced me to go in for a visit. While at the store, a feeling came over me unlike anything I had ever experienced. I felt faint. My chest started to hurt. I knew things were not right. I dropped the basket, got in the car, and drove the 50 yards up the hill back to the doctor (I’m a practical guy – what can I say).

The urgent care office on the first floor took me in right away. When you say ‘chest pain’, you go to the front of the line. Within minutes, I was wired up, and people were rushing around. The doctor came in, took one look at the EKG and said, “Mr. Duke, you are going to the hospital right now. You are having a heart attack.”

Within minutes, I was on a gurney, nitro under the tongue and on my way to the cardiac care unit in the ER. On a day filled with hearts, love and candy, I called Debbie from the back of the truck and said, ‘Honey, meet me at the hospital. They tell me I’m having a heart attack. I’ll be okay. I love you.’

To say that I received care that was over the top would be a gross understatement. From the EMTs who whisked me off to the hospital, to the staff ushering me into the ER, to the cardiologist who calmed me and diagnosed my issue with perfect precision, I was in the absolute best of hands.

Fortunately, it was not a heart attack or blockage. It did require minor heart surgery to remove fluid from around my heart. Once again, from the nursing team who cared for me, the prep-nurse, to the skilled surgeon and his team, I was cared for, prayed for and watched over with divine grace – no question about it.

The surgery was a complete success. After a few days in the hospital, I was given the all-clear to return home. Tests both in the hospital and afterwards revealed no problems. No treatments and no therapy. I recently completed a stress test and watched my heart pumping away on the ‘heart TV’ as I call it. Everything is functioning normally and according to my cardiologist, I have no more risk than the healthiest people on the planet.

Am I thankful this year? You bet I am. Not only is Anna’s Gourmet Goodies having a good year, but I was given a rare gift – the chance to look at my life from a totally different perspective. To put my trust in the hands of an incredibly skilled and passionate group of people who were totally focused on giving me the chance to continue on my journey. To come out of the experience in near perfect health. The words ‘thank you’ really are not big enough.

I’ve said it before – we make cookies – but we are really in the business of making people happy. Of helping others say thank you to friends, family, clients, whomever. We’ve always been passionate about putting the same level of care in every order – whether it is one cookie or three thousand. However, this year I’ll probably toss in an extra measure of thanks to share a little bit of the gift I was given this past February. You might not taste it in the cookies and brownies, but rest assured there’s a little extra ‘thank you’ in every box.

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My early, unexpected, holiday gift surprises

Almost everyone loves a surprise. Before Anna was born, we gave the doctor strict orders that we did not want to know whether we were having a boy or a girl. Despite the fact that he sort of let it slip in front of Debbie, I did not know until that precious little bundle emerged into the light of day for the first time, right in front of my eyes. 15 years ago, and I still see everything as if it were happening in slow motion.

I don’t know what the pace of life is like in your home or business, but it’s about to get pretty crazy around the bakery. Things get really busy, but we try our best to keep everything in balance, pay attention to the details and be grateful for ‘little gifts’. I came upon a couple of these ‘unexpected surprises’ while taking photos for our 2013 Holiday Gift collection.

We’ve been preparing for the holiday season for several months now. We look at what we did last year and try our best to come up with packaging that fits a broad scope of celebrations. Debbie and I worked together to come up with a selection of box and ribbon colors that can be mixed and matched to create gifts that deliver a memorable experience.

Debbie put together some sample packages and I headed out to Jim and Trica Bell’s shop, Under the Oaks, off Highway 98 just outside of Wake Forest. They make our pottery and have a garden center that is one of my favorite places to visit. I’m always finding an interesting setting to highlight our products.

Our cookies make people (and cast moldings) happy
This smiling face was the perfect backdrop for a cookie photo…why?
While looking around the grounds, I moved some leaves and found this smiling face. Covered with a beautiful green moss, I can only imagine how long it has been lying there. Waiting for me to come by and take a picture with our cookies? Perhaps. They do, after all, make people happy.

I wondered around the grounds looking for that perfect spot for another photo. From a distance, the large green magnolia tree seemed like a promising setup. On closer inspection, I noticed the buds strutting their bright red berries on this Southern magnolia. Another small surprise that made it all the more appropriate as a backdrop for holiday product photos.

Red berries from a Southern Magnolia
The perfect inspiration for our 2013 Holiday Gift collection photos

If you look carefully through our website, you’ll probably find some hints of these little surprises in our photos. Can you see them? Please hit reply and let me know. Who knows, maybe you’ll get an unexpected surprise…

The holiday gift season is hands down our biggest time of the year. While we have orders in the queue, but also know that there will be some people coming to our website on December 23 and even after. We take care of each order, just like it were the only one, looking after the smallest of details, because sometimes the small, unexpected surprises make all the difference.

The pace around the bakery won’t let up until after December 24th, but you can rest assured that even in the midst of the rush, I’ll be thinking about the small gifts I found at Under the Oaks. And we’ll make sure that a little bit of that feeling goes into every package that leaves the bakery.

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Lasting impressions are sweet

It doesn’t show up in all our marketing literature, but occasionally I mention that ‘our cookies leave a lasting impression, long after the last crumb is gone’. We don’t keep fully documented case histories on every delivery, just anecdotes gathered over the years. One of those anecdotes placed an order with us last week.

Gourmet chocolate chip cookies
Yes, they are as good as they look.
It was the kind of phone call that virtually any business owner loves to get. It seems this person had received our cookies as a gift some five years ago. They came in a special promotional box that was a one-time purchase. He did not keep the box or our info, but remembered the cookies.

Now at a new company, he’s in a position to send out gifts to clients and prospects. He remembered Anna’s Gourmet Goodies, did some searching, digging, and found us. He was excited. Frankly, I was ecstatic. Not about getting an order, or a new client, but because our core mission, what we do at Anna’s Gourmet Goodies, played out in real life. Our cookies made someone very happy and they remembered that long after the last crumb was gone.

I think there’s a lesson in here for all of us, no matter where you work or what type of business you may own or run. People sometimes remember what you tell them. But they definitely remember how you make them feel. Focus on the experience.

All of us are bombarded with products and messages every day – more than we care to count. In the end, we might not remember not the message or the product, but we are likely to remember how the experience made us feel. When we first tested the idea of cookie gifts coming up on ten years ago, one of my testers told me, “I felt good about the product before I ever opened the box. The presentation, the story, everything about it made me feel good”.

That concept is something we apply not only to the people who open our gifts and taste that cookie or brownie for the first time, but to the people and companies who place the orders as well. We want them to feel good about the experience of interacting with Anna’s Gourmet Goodies. I have no idea when the next recipient might become a customer. Or when the next customer might refer someone else, or leave their company and recommend Anna’s Gourmet Goodies at their new place of work.

Successful business owner want every customer to become a raving fan. It would be nice, but I don’t know anyone who can control or predict that with absolute precision. We’re all human and unpredictable at times. What we can do, is to control the experience. We can treat everyone in a professional, kind and caring manner so that, in the majority of cases, they feel good about the experience with our company. Something you can also implement at your company.

Of course it helps when you are in the business of making cookies and brownies that taste as good as ours do. And if the taste and the experience match up to create a permanent memory, well that’s a pretty sweet outcome no matter how you measure it.

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Real miracles happen daily in this place

Earlier this past summer, we challenged Anna to come up with some ‘mission projects’ centered around community service. She spent the last year in the YMCA Leader’s Club, where she had to spend at least 10 hours a month volunteering. To reinforce what she was learning, I offered up resources at Anna’s Gourmet Goodies to help with the project(s) she put together.

Scan back through my blog, you’ll find a post about the Ronald McDonald House in Durham (RMHD), and my last one about ‘The Why’. If you combine those two, you’ll understand why serving dinner for guests at RMHD seemed like the perfect combination for one of Anna’s mission projects.

Fresh pasta, like fresh baked goumet cookies, simply tastes better
Anna, Olivia and Elise cranked out fresh pasta for the guests at RMHD
We wanted to make a dinner that everyone would enjoy, but also create an experience that was special. Pasta is a common dinner, but we decided to make it fresh, on site, using a hand crank pasta maker.

And rather than sauce from a jar, we opted for fresh marinara starting with real tomatoes, carrots, onions and fresh herbs from our garden. We added a salad of organic greens and spinach, along with loaves of organic whole wheat baguettes from our friends at Whole Foods Market, and kicked it up a notch with a roasted garlic and butter sauce. And of course, we baked up a fresh batch of our ‘magic cookies’ to finish things off.

RMHD recently expanded and has the capacity to house up to 55 families at a time. For our meal, we were told to plan on feeding about 75 people. That’s a lot of hand made pasta, so we enlisted the help of two of Anna’s friends, Elise and Oliva.

Fresh made sauce to top off fresh made pasta
No sauce from a jar tonight – fresh vine ripe tomatoes, carrots, onion, garlic and herbs from the garden!
After a busy day in our kitchen getting as much prepared as possible, we headed out for Durham to start cooking in their spacious state of the art common area kitchen. We wanted to make sure the guests enjoyed a memorable meal, prepared from scratch with extra love and care.

We had the chance to meet and talk with several of the guests while preparing the meal. Fresh pasta is a real treat to eat as well as watching it being made. It was fun getting to know the families while we were busy cranking, stirring and preparing the meal. We met one family who was spending their last evening at RMHD, returning the next day to Bethel, Alaska. Her daughter had come to Duke for ear surgery and they spent about three months at the house. I tried to calculate the distance from Durham to Bethel, but Google maps simply could not return the calculation – rest assured it is a long way from their home.

The Anna's Gourmet Goodies Team
The Team: Chris, Debbie, Oliva, Anna and Elise
The dinner rush came at 6:30 when they announced our menu to the house. We helped guests, some weary from a long day at the hospital, navigate the buffet line and made sure everyone was served.

When we were almost ready to close up, a husband and wife came down with their daughter for dinner. While the father attended to the daughter, the mother filled up her plate. She was happy, smiling, and very grateful, so I struck up a conversation by asking about her stay at RMHD. She explained the details of her newborn baby’s condition and the challenges she faced. I listened intently as she described how doctors were working to correct something never before seen in medical history.

It seems that her internal organs where not developed and she would under go multiple surgeries to have any hope of correcting the problem. That day, the newborn was fighting an infection from the last surgery. If everything went well, she said they might return home for Christmas.

She went on to explain that as a child, she too faced serious health challenges and was herself a patient at Duke Children’s Hospital. The entire time we spoke, she had a smile on her face and seemed genuinely happy. I held back tears and was both honored and humbled by her story.

I wish that I could tell you that our cookies (and the rest of our meal) somehow contributed to her happiness, but that would simply not be true. Her happiness came from her faith and gratitude – plain and simple. This was one case where I was actually the recipient of her happiness, not the other way around.

After the last guest was served, we cleaned up the kitchen and put away the food. We left behind a couple of cookies and some leftover pasta, but I suspect that it disappeared by the next day.

I’ve thought about this experience over the past weeks and wanted to share a couple of thoughts. First of all, I am grateful to our customers. Without your support over the years, it would not be possible for us to do even small projects like this one, and give something back to our community.

Secondly, it reinforces the rewards of being of service to others. Of doing something, whether it is making cookies, preparing a meal, lending a hand or sometimes your ear, to bring a brief moment of happiness to someone else.

And finally, it serves as another reminder of the importance of perspective. We are fortunate that Anna’s Gourmet Goodies has been growing this past year, but like any business, we’ll face challenges and obstacles in the coming months and years. But probably none as great as that young baby lying in a bed at Duke Children’s Hospital, waiting for the skill of the surgeon’s hands to give her the opportunity to live life itself. In comparison, I have no problems.

RMHD sent us a nice thank you note after the dinner, but it was really us who should be thanking them. My friend and the director Oie Osterkamp told me that one of the board members suggested that the letters RMHD really stand for ‘Real Miracles Happen Daily’. After spending a little time there, meeting the guests, and hearing their stories, I’d have to agree. I’m just grateful for the opportunity to come along for the ride.

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Real magic happens when you understand the ‘why’

I was at a grand opening event not long ago when one of the hosts said to me, ‘Any customer is a good customer’. It’s a phrase that goes with ‘The customer is always right’. Both are easy to say and sound upbeat in general conversation, but is it really true?

Don’t get me wrong, we love it when customers place orders (really, don’t let me stop you if you were going to click right now). The truth is, however, that not every order, or every customer, is a perfect fit for our business. I know business people who will balk at this idea and would never utter this in public. But if you’ve ever been so tuned in to your business that you actually ‘feel the pulse’, you know it is true.

Real magic in any business happens when you connect with those people who not only understand your product or service and have a need for what you provide, but who believe that you are in business for reasons that align with, and support, their values.


In a TEDx talk, Simon Sinek, diagrams what he calls the golden circle. In this circle, there are three layers, the ‘what’, the ‘how’, and the ‘why’. The what is on the outside, followed by the how. In the center, is the why.

What

Looking at business leadership through the golden circle
The ‘golden circle’ as defined by Simon Sinek
For Anna’s Gourmet Goodies, it’s pretty simple to define – we bake cookies and brownies. If this was all we focused on communicating, we would probably sell products to some customers. But, we’d be like another car horn on a busy street in Manhattan rush hour traffic vying for attention. Our cookies are good (to be sure), but there are plenty of companies out there trying to get people to buy their cookies.

How

We make our cookies by hand, using the finest ingredients. Okay. I’d hazard a guess that you’ll find that phrase not just in the descriptions and brochures for other cookie businesses, but used by a slew of other companies that make food products as well. It’s a process that other businesses follow. It’s true, but so what.

Why

Finally, we get down to the heart of the matter. The tagline for Anna’s Gourmet Goodies, ‘Our cookies make people happy’, describes in simple terms, why we do what we do – to bring happiness to someone’s life. Sometimes it’s a box of cookies (what) we ship to a client’s office (how) as a thank you gift. Or it might be a gift tower (what) we send to a college student at their dorm (how) to celebrate their first birthday away from home.

In some cases, we’ve delivered cookies that we hope provided some measure of comfort during the last days of a person’s life. All were cookies (what) that we made by hand from ingredients that we select and shipped to the end customer (how).

We believe that a simple gesture of giving someone something really good, that was lovingly made, packaged and delivered in a unique way, when they least expect it, without asking for anything in return, brings happiness and a smile to almost anyone, even if for a brief moment. It just so happens, that we also make really good cookies and brownies.

It is the why behind what we do that is the most important ingredient. We seek to deliver a brief moment of happiness to every person who opens a box of our cookies or brownies. To spark a memory. To generate a smile. To provide respite from the pressures of the day. To make people happy. That’s the why.

Most businesses focus on the what and the how. There will always be some number of customers who order something based on answers to these questions. If anyone comes to our website, places an order with a valid credit card and address, we’ll bake and ship it.

Ultimately, however, we execute on the why part of our business and attract customers who make an emotional connection to the idea of sharing happiness by sending one of our gifts to another person. They value what we do beyond simply the amount of money spent on a purchase.

Fortunately, the world of technology we live in today has made finding the why easier than ever. We can search, post, share, like and collaborate with our friends next door and around the globe, all at the click of a button. The war for transparency in business is over – the Internet won.

What might happen in your business or your life if you were to stop and focus on the why? Would it make a difference in the customers you attract or the people in your life? I believe that it does. And once you’ve had a taste of that magic (sort of like our chocolate chip cookies), nothing else tastes quite as sweet.

If you should decide to send a gift to someone, or maybe you have opened a box of our cookies with a cold glass of milk at some time, I want you to know that the why will always the same – to make people happy.

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