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plywood, but like solid oak. It was beautiful, and it had neon signs. So then somebody says, Well, we have to ship it. Do you know how much it costs to ship a solid wood booth from Minnesota to Las Vegas Of course we didn t know when you went to Comdex, you had to hire a contractor if you wanted a plant, a contractor if you wanted anything plugged in; if you had neon, you had to hire a separate contractor. So our first big Comdex, I decide to go over early to see how our big, solid wood booth had arrived and how was it looking and how we all were going to interact in the booth. You re walking in the hall and you say, Well, there s our competitor s booth. Gee, they ve got all their material lying out already (the night before); I think I ll just read it. So I went from booth to booth and read all the competitors offers. I thought, Well, they could be in here too; I m not sneaking around. It s fair game. So I thought, I better hustle over to our booth and say, Don t put anything out during non-show hours, because clearly these competitors are not that sharp in just laying this stuff around, but they might get sharper in the daytime. I get near our booth, and there was a medic there and all sorts of lights and I thought, Oh my God, did Betty have a heart attack Because somebody 60 seemed like 100 then. It turns out that we had this big tower a solid wood tower and from the wood tower was this neon sign that said Open Systems. It required one of those small cranes to crane it up and connect it. The guy on the crane, while connecting our neon, had fallen in the tower upside down and was stuck in there. So the medic wanted to saw our tower in half to get him out. Betty was basically hugging the tower saying, That will ruin our booth! I was thinking, Oh God. I ve already invested more money than I ever thought in this thing. I shipped this heavy sucker halfway across the planet to get from Minneapolis to Las Vegas. I m the only person who s got a solid wood booth here it s beautiful, but, you know, it s solid. And now somebody wants to take a chainsaw to it. I said, Is the guy dying And they said, He s clearly hurt his collarbone, so he could go into shock and we don t know about his general health. I said, Can t you just pull him up by his feet Of course, as a result of this, all of our neon sign had shattered. So they pulled him up by his feet and got him out of there without sawing our booth in half and now we had no signage. So we had a solid wood booth, with no signage. So Betty says, I ll just call up and get the neon fixed. We are in Las Vegas. It turns out that back then all the neon work was done in Los Angeles. So we had to have someone build us a new neon sign in real time for thousands of dollars overnight. It was like, Man, this is booth hell. I could go on and on and on about all these on-the-job training things you learn . . . We had to shrink-wrap our software to get it into retail stores. Well, how do you shrink-wrap something I don t know. I now know. We had to buy shrink-wrap machines. Where do you get those No one knows. So we start looking in industrial classifieds, and we find a pizza company that had gone out of business that s selling a shrink-wrap machine. So we stuck it in a back room, and whenever we had to ship 100 boxes, we d go back there and shrink-wrap them and our office smelled like burned cheese. It would be like, OK, let s try
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