Equipment World Digital Magazine
Issue link: http://read.dmtmag.com/i/946503
I n his first book, "The Art of the Deal," Donald Trump paints himself as a shrewd developer who took an inheritance and built an empire. His story compares on many levels with the story of Conrad Hilton, a hotel builder from an earlier genera- tion who also wrote a book, titled "Be My Guest." But the two could not be further apart in temperament. If there is a lesson to be learned, if there is a model to follow for builders or businessmen, it's Hilton's. Hilton's father didn't leave him a multi- million-dollar inheritance. He gave him a wagon, a team of horses and some ped- dler's goods to try to sell to ranchers and farmers – mostly Hispanic – in the Territory of New Mexico, before it became a state. Upon arrival with his wagon, Hilton knew to butter up the kids with a little free candy. He made sure the wives, desperate for a touch of civilization, got to see some of the finery he had for sale. Then once the farmer came out, the conversation started with pleasantries, compliments, inquires as to health, crops, hearth and family, followed by a drink and maybe even a meal before getting down to business, sometimes not until the next day. In his book, Hilton says this work he did as a teenager helped form the core of his business philosophy. The company he founded is worth $22 billion today, with 570 hotels and 14 brands in 103 countries. Trump refuses to show his books to the public, but he has declared bankruptcy six times; Conrad Hilton never did – even when his lawyers told him to, even in the financial crush of the Depression, even after he had to borrow $300 from a bellboy. This comparison is important to our industry because Trump's approach to Mexicans and our immigration policy is the exact opposite of what we need. The United States and Mexico have deep and mutually beneficial trade and financial arrangements. More than one-quarter of Mexico's electric- ity comes from imports of our natural gas. More than 20 U.S. pipelines are feeding this gas into Mexico, and contractors in Texas are scrambling, and getting rich, building more. Hilton knew, as any good businessman knows, the value of relationships, the value of give and take. Trump starts out all take, no give, no respect, no courtesy. This will only lead to disaster. Mexico can and will wait us out. Should Trump torpedo our partnerships with Mexico and make the labor shortage in construction even worse than it is today, everybody loses. That's not negotiation. That's folly. A TV commentator the other day admitted that the border wall would not be effective, but said it was still needed as a symbolic gesture. So, are you OK with the govern- ment spending $30 billion of your tax dol- lars on symbolism? February 2018 | EquipmentWorld.com 66 final word | by Tom Jackson A tale of two builders TJackson@randallreilly.com