with Auren
Hoffman
Month of March,
2002
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Summation Push Auren Hoffman's Summation Push for March, 2002 This issue: * Open Borders in Post 9/11 World – protecting against another attack * Book Review: Solution Selling by Michael Bosworth * Movie of the Month: Love and Death * Reader Responses * Friend of Auren: Ellen Hancock * Summation Push Pick Links * Hoffman Reading List -------------------------------- OPEN BORDERS IN POST 9/11 WORLD By Auren Hoffman
I've been talking, reading, and listening to Steve Flynn, a Senior Fellow at the Council on Foreign Relations. Steve is the person who first talked to me about homeland national security (see the pre-attack August 2001 edition of Summation: http://www.summation.net/Push0108.html).
Steve has outlined a very scary scenario -- imagine a shipping container (the Long Beach, California port receives almost 250,000 giant containers each month) outfitted with a bomb or bio-weapon. This container might be shipped from a terrorist cell overseas, in the Philippines for example, and destined for let's say New Jersey -- that means it will travel by rail from Long Beach to New Jersey. What if the weapon was outfitted with a global positioning device and the weapon was set to go off in a highly populated area –- like right when it was under the main train station in Chicago? What if a terrorist master-mind shipped 20 containers containing biological weapons and they went off simultaneously in every major city in America. They wouldn't even have to recruit followers willing to commit suicide. Check out Flynn's testimony before Congress on December 6, 2001. This should be required reading for anyone who is concerned about homeland security: http://www.cfr.org/public/resource.cgi?pub!4239 Flynn goes on to say: "But suppose there was a chemical weapon loaded in one of these containers which is triggered by opening its door. If this happened in the port of Newark, the effects would not be limited just to the maritime terminals within the East Coast's largest container port. The plume from a chemical weapon could readily contaminate the adjacent railroad tracks that link the northeast to the continental rail system, the New Jersey Turnpike, and the Newark International Airport—all of which are located within one mile of the container terminal. Presented with the prospect of such a calamity, government authorities might decide that no containers be allowed in the port at all. The economic consequences of cutting off the flow of cargo to a market of over 40 million consumers within a 200-mile radius are almost too-painful to contemplate, but would certainly represent an important victory for an anti-American terrorists." So what can we do about it?
Flynn tries to answer the question: We need to solve this problem now because the first time a terrorist uses shipping containers to kill Americans (or even attempts to do it), our country's response would probably be to severely cut our trade (and therefore our livelihood) because that is currently our only remedy to solve this problem. Then the terrorists would have succeeded in their mission – to hit America's economy hard.
How to solve the problem:
First, I don't have all the answers. This is a very hard and complicated problem to solve. However, there are a few small things we can do:
1. Mandate that all containers be tracked, in real time, kind of like a FedEx package. Each container should have a global positioning device that can report continuously to the company-of-origin, the receiving company, and the U.S. government. Good shipping companies are already doing this for business reasons, so it shouldn't be a huge burden on business.
2. All container doors should have a light-sensor and other seals which will reveal if a container has been tampered with or opened in-route. Containers currently have seals that are easy to fool.
3. We need to identify low-risk containers. Since we can only inspect a small amount of cargo, we need to do a risk analysis on all shippers. We should focus our inspections on cargo from high-risk areas that have not completed the proper security protocols.
4. Let importing companies understand the benefits of providing extra security – perhaps set up a program where those that can prove they are more secure, have less delays in transporting the container. There will be an automatic incentive built into the system -- a favorable cost-benefit to following strict security procedures.
Though these four reforms are somewhat anti-free-market, they may be a necessary evil to stop the greater evil of border closings.
(What are your thoughts?
Write auren@summation.net) -------------------------------- Send Summation Push to a colleague. -------------------------------- Book Review: Solution Selling
Creating Buyers in Difficult Selling Markets by Michael T. Bosworth This book is one of the most famous selling books -- and for good reason. It gives a very good account of how to sell, who to sell to, how to close, and how to show value. I highly recommend this book for anyone that sells or wants to sell. (To see more book reviews, check out the Hoffman Reading List at http://www.summation.net/reading.html) -------------------------------- Share Summation Push. Forward it --------------------------------
Love and Death -- This 1975 Woody Allen film is funniest movie I have seen in years. More info at:
http://us.imdb.com/Title?0073312
(What are your thoughts? Write auren@summation.net) -------------------------------- The objective of Summation is to READER RESPONSES AND OPINIONS "Thought re: Jet Blue -- everyone says they're awesome, but, on balance, I think they're not as good as a major airline if you get into the elite program ... nothing beats being able to swoop through the check-in, upgrade easily/cheaply, and amass 50%-100% frequent flier multiples for free trips to Europe or Asia. They would have an absolutely devastating market position if they could partner for 'elite program' service with a major airline with few competing routes in NYC purposes -- i.e., your Jet Blue miles count for elite status, and your elite privileges (except upgrades) count for JetBlue. Continental has such a partnership with America West, and also with Northwest. American and United each have them with a variety of overseas carriers (One World, and Star Alliance, respectively). It could take JetBlue totally to the next level."
Also regarding the article on JetBlue, Hans Riemer writes:
"Unions increase employee morale, not the reverse! I've never in my entire life heard anyone say that unions cause employees not to care about their customers. That's pretty novel, really. I'll give you points for creativity! Anyway, keep writin' and I'll keep readin' ..."
Regarding the article "Is the Middle East today analogous to the Protestant Reformation?", Charles Clark comments:
"As I see it, the intent of the current Islamic jihad movement is very similar to the crusades AGAINST Islam in the 11th to 13th centuries. I fail to see the correlation with the reformation of the 16th Century. In any case, religious wars are stupid, there is never a winner, everyone is a loser. To kill people (or one's self) in the name of Christ, Muhammad, Rev. Jim Jones, or Charlie Manson is still murder."
Regarding the guest commentary on Israel, Ted Hulsy writes:
"Your editorial contributors should do a little fact checking before they spill any ink. Instead of walking around in the desert around the Red Sea, Mr. Cohen (see Guest Commentary on Israel) should crack an encyclopedia. California is not 10,000 times as large as Israel, as he claims. Rather, California is 158,693 sq mi and Israel is 7,992 sq mi, making California roughly twenty times as large (See The Columbia Encyclopedia, Sixth Edition. 2001)."
(Write Auren your thoughts: auren@summation.net)
-------------------------------- Send Summation Push to a colleague. -------------------------------- FRIENDS OF AUREN [this section updates you an interesting person
that is a member of Auren Inc] Ellen Hancock
I cold-called Ellen in 1999. At the time she was the CEO of Exodus Communications. I heard she was interested in foreign affairs -- there are not very many of us in the Bay Area. We talked and I got to know her -- it turns out Ellen grew up in the town next door to me (in New York) and once took a summer class at my high school. Since then, I have learned that Ellen is a street-smart, highly-knowledgeable leader.
Before Exodus, Ellen was EVP and CTO of Apple and COO of National Semiconductor. Before that she spent 29 years climbing the corporate ladder at IBM rising to SVP and Group Executive. Ellen is a member of the Council on Foreign Relations and currently serves on the Board of Directors of Colgate Palmolive and Aetna.
See past profiled people at: http://www.summation.net/friends.html.
-------------------------------- Send Summation Push to a colleague. -------------------------------- THIS WEEK'S SUMMATION PUSH PICK LINKS TO MAKE YOU THINK:
* Dating by coincidence *New Century Leadership Circle (http://www.newcenturycircle.org) -- organizing leaders in the Bay Area who are Republican. * Foreign Affairs (http://www.foreignaffairs.org/) --Read the Jan/Feb issue -- it is very interesting. And treat yourself to a subscription. * How to sell via e-mail (from the book "21st Century Selling"): (http://www.summation.net/emailselling.html) * RSVP for the Party of the Decade (http://evite.citysearch.com/GGParty@eudoramail.com/2011Party) -- taking place on Nov 11, 2011. * What am I reading? The Hoffman Reading List (http://www.summation.net/reading.html) NOTE: Auren Hoffman works for BridgePath.com but the opinions expressed
herein are solely those of Mr. Hoffman. NOTE: You may reprint in full or in part (for
free) with permission from author. Auren Hoffman's bio can be found at: (http://www.bridgepath.com/about/management.html/) ------------------------------------ Subscribe? Unsubscribe? Comment? E-mail: auren@summation.net
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