While walking the docks this week, I learned that quality produces quantity.
As I was showing a boat, I was introduced to one of my prospect's friends, Mike Howarth. As our conversion progressed, I quickly learned that Mike knew a whole lot more about boats than I did.
So, rather than proceed with my introduction, I got quiet and listened. Mike had been building boats in California since the early 1970s, and has owned Pacific Seacraft and Cabo Yachts.
Two days later, I called Mike and asked him for an interview.
"OK. Sure, Len," he replied. "I should call my partner Henry Morschladt. We have worked together from the beginning, and he has a shop across the street from me."
When I met Mike, Henry was pulling into the parking lot. Mike started to talk about his boat-building career. Mike's passion for working with wood brought him to Harbor Yachts, where he became the foreman in the woodshop.