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"Thank you for helping us make the promotion work
as well as it did." We'd send them 20 cases of Pepsi
as an additional thank you, even though we were
We didn’t make the ones who'd spent the money. It takes two to be a
success.

a $2 million commerical 3. Keep things simple and have fun. During one
difficult negotiation, everyone seemed to be locked
in conflict. Graeber relieved the situation by saying,
"This is a simple business. We just make carbonated
and you still found our ad. water with a little sugar and coloring that makes
people happy for 15 minutes. Let's have fun in doing
this." In the middle of another tense session, Graeber
walked in with his close friend Steve Garvey. After
The true value of mentors everyone paused in stunned silence, the famous Major
League Baseball player sat down and gave his opinions
By Mike Ackerman on topics that were far outside his MLB wheelhouse.
Everyone laughed. It broke the tension and enabled us
DigiPay Solutions Inc. to move on.
e all meet individuals who seem to come 4. Be a role model. From Graeber's example, I learned
along at just the right time and influence us the importance of ethics, values and standards. I
in essential ways. Dick Graeber is one such developed my own leadership style based on my
W person for me. He has been a lasting inspi- beliefs and attitudes. I've continued to follow his lead,
rational presence in my life. adapting his approach, and building confidence by
developing meaningful relationships with my clients
Before I began my payments career, I worked at Pepsi today.
Cola, where Graeber was General Manager in Southern
California and one of the three creators of the "Pepsi 5. Motivate and inspire youth. Graeber's direct
challenge" marketing program. Graeber believed in reports were young and somewhat inexperienced,
supporting young people and gave me responsibility for but he always validated and encouraged them. When
all marketing, public relations and advertising for the you encourage staff to pursue their own goals and
Southern California region. I began the job in 1984, the values, they become more engaged in their work and
year of Michael Jackson's sponsorship and just before Coke development, while also contributing to the larger
company agenda.
We focus on results, not flash. introduced the disastrous "New Coke" reformulation.
From Graeber, I learned to be assertive and pursue my In Dick Graeber, I see a great coach who led a team through
goals; his guidance was uniquely bold and commanding. a winning season. Our five-year plan to overtake Coke
He also supported my passions and consistently pushed took only 2½ years to accomplish. Graeber enabled me to
We provide agents and ISOs with the latest tools, products and me to do my best, even when I didn't think I was ready. play a leading role in the Michael Jackson sponsorship,
resources to help get more customers, and keep them longer. Wisdom imparted with a hands-on position that was central to our company's
marketing strategy. Our Southern California location, the
epicenter of the entertainment industry, was a key asset.
Here are five lessons my mentor taught me: We had product placement in several movies, including
Top Gun, and dominant product rights at SeaWorld and
1. Don't come to the table first. Negotiating is difficult, other major venues.
Contact us to learn how we can help build your business. especially when thousands of dollars are at stake.
Graeber believed in letting the other party mention Dick Graeber's guidance gave me a solid foundation for
(Or if you’re considering a $2 million commercial) money first. "Generally, the one to bring up money future success, with principles I've applied to my payments
(Or i
first loses in the negotiation process," he said. "If you career. The value of having a mentor is the opportunity to
say you want $50,000, they might have budgeted learn firsthand from a professional. Mentorship is not a
$100,000 for the sponsorship." He also believed in win- class. It's not, "I teach you and then you're done." It's an
win situations that provided benefits to both parties.
experience. And the greatest lessons come from being in
2. Make bold moves and show class. With Graeber's the presence of someone who possesses the qualities you
help, I learned to balance bold moves with classy hope to one day embody yourself.
gestures to create a lasting impression. Graeber would
always acknowledge partner contributions after Mike Ackerman is President of DigiPay Solutions Inc., which specializes
Learn more at iPaymentInc.com successful marketing campaigns. He encouraged me in high-risk, high-volume, card-not-present and business-to-business
to reach out to sponsors, marketers and media and say, merchant services. Contact him at mike@digipaysolutions.com.

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