In 2018, Lex Antonisse (59) switched from a reasonably safe working situation at SCANSYS in Nootdorp to self-employment at KENNETH SMIT. Less than two years into his career as a self-employed person, the franchisee is now experiencing the direct consequences of the 'intelligent lockdown'. How does the former sales manager of SCANSYS and also XEROX view current events. The editors of the Kenneth Smit Magazine call Lex via ZOOM for a candid conversation with remarkable views.

Lex, let's take you back to 2018. At the age of 57, you decide to exchange all your certainties for a career ending as an independent entrepreneur. That might be a bit old, relatively speaking? Especially when you consider that the first training program at Kenneth Smit is more than two years, after which you enter the organization's continuous program?

Lex Antonisse: “I thought that was exciting and in my mind I am still 35 years old. After all those years of selling at XEROX and SCANSYS, I found myself in a repeating story. Switch jobs again and then have to (laughing) follow the lead of an entrepreneur or manager who wants to teach a monkey to climb? Yes, that was certainly an option too.

Nothing to the detriment of these managers, of course, but my character structure, age and extensive experience no longer really fit in with that. Because I am interested in the sales process, the psychology behind selling and because I had met Kenneth Smit before, I thought this was a logical and challenging transition. Training people, making them better in their profession or position. But also as a human being; gain insight into yourself and thus also gain insight into others. How does communication between our ears work?”

What do you mean Kenneth Smit?

Lex Antonisse: “Yes, the club immediately appealed to me. They work with full-time professionals. I knew that Kenneth Smit selects her new trainers very carefully and critically based on motivation, experience, appearance, sales skills and the ability to generate your own business. If you can be part of that, that is a good basis to start.”

What do you bring to the training from your past experiences?

Lex Antonisse: “In my role as manager at XEROX I have a role for the account managers Young Executive Program developed. A six-month training program in which internal and external parties have contributed to equip young and new account managers, in particular, with sufficient knowledge. I really enjoyed making people better back then.”

In your opinion, when is a training program successful?

Lex Antonisse: “It may sound strange, but at the end of such a process they ask me the question: 'Okay, and how do we proceed?'. And then I actually mean the moment when there is apparently a need for more. The ambition to implement lifelong learning. The moment when you have stirred something up among employees in the upstairs room. Opening hatches that provide insight into the psychological possibilities of commercial communication.”

What do you experience as difficult or annoying in your daily practice?

Lex Antonisse: “The ease with which appointments are canceled or not kept. Call back if you promise to do so or send a message that you will not do so. Don't beat around the bush or play hide and seek. Be a professional. In addition, I have noticed that cold telephone acquisition is becoming difficult or at least requires a different approach.”

What is your personal goal besides making people better?

Lex Antonisse: “For the time being, I am practicing my new profession with great enthusiasm and in about six or seven years I want to move to Spain. My wife has worked and lived there and I think it is a great country with a wonderful climate to live in. Not too southern. Just over the French border near Rosas or somewhere between Valencia and Alicante.”

Since Sunday, March 15, no more flying hours have been made in our country, both literally and figuratively? How do you experience that in your practice, within Kenneth Smit and how does that work with your colleagues?

Lex Antonisse: “Yes, that was quite confrontational. Of course, our profession largely involves entrepreneurs and their employees and everything we do is, or actually was, completely contrary to the guidelines of the RIVM. As a trainer you are sometimes literally in the direct comfort zone of a participant. The first reaction from me and also from my colleagues was: okay, what now? “

“Quite quickly, decisive and decisive action was taken from our head office in Eindhoven. First of all, Webinars were organized to communicate with each other and to work with ZOOM or Teams. And almost immediately afterwards, the possibilities were presented to continue working digitally with our relations. In addition, so-called calling days are organized every week to stay in touch with our customers. But mainly as a listening ear. We have now heard from Prime Minister Mark Rutte this week that we have been given more freedoms as of June 1. This also offers us opportunities to get back to work with entrepreneurs and their employees. You have to think in terms of solutions.”

What are your experiences in the telephone and ZOOM conversations you have with business relations?

Lex Antonisse: “In the beginning, of course, a lot of questions and also some fear. Because what happens to our more or less carefree lives? The world is on fire and there is a daily battle to preserve life. It goes without saying that a lot of attention is paid to this. After all, life is the most valuable thing in existence. Many millions are now being spent on healthcare, billions are being spent to ensure that companies and jobs exist, and drastic emergency measures are being taken to prevent COVID-19 from spreading further. Consider the extra protective equipment that is purchased, medical equipment for intensive care. That list is almost impossible to manage.”

“Fortunately, there are more and more new insights into the cause and progression of COVID-19. But there are also countries at the moment where it has all just begun. What is special is that in China 'normal' life has more or less fully restarted and factories and companies are running full-time. That is very hopeful.”

How do you view this crisis?

Lex Antonisse:  “A bit double: it may sound crazy, but positive things also emerge during this time. People are becoming more creative and are looking for things and solutions that are possible. In terms of impact, there are already major differences in the world. For the rich countries it is a humanitarian and especially an economic disaster here and there, but that is in stark contrast to the third world countries, which simply do not have the resources to fight the virus. Regardless of the other disasters they have to deal with. In any case, they will have to rely on organizations such as the World Bank and the IMF and have sufficient money to provide sufficient resistance in the fight against COVID-19.”

“The question is of course: who fills the pot for these organizations? While we in the Netherlands are taking all kinds of emergency measures to limit the economic damage, our country is also being called on to provide financial aid to other, especially southern Euro countries.”

“And whether this is done through the ESM Emergency Fund or through Eurobonds or through one-off donations, the fact remains that it costs a lot of money. And we haven't even gotten to the aid to Third World countries through international organizations.”

The fact remains that every country will have to put together emergency packages for society in one way or another in order to find a solution together. 

Could we have seen this catastrophic disaster or pandemic coming?

Lex Antonisse: “ Funny you ask that. Apart from all the crazy conspiracy theories, people have been studying a global pandemic. The predecessors and 'brothers' SARS and MERS of COVID-19 did give reason to do so. In October 2019 there was a simulation of a pandemic. It was organized at the time by Johns Hopkins University in collaboration with the Bill and Melinda Gates Foundation. Just take a look at Event 201 on YouTube. It is a very special video.”

“In this simulation you can see almost one-on-one how the current COVID-19 crisis is progressing. Almost all facets are mentioned and as it turns out: extremely truthful. It's bizarre that this has actually become reality.”

How do you view it? What are the consequences and what should we do?

Lex Antonisse: “It is now clear that it is damaging the economy, many of us are being hit hard. Many companies will want to take a pause and stop spending money. On the one hand out of necessity, simply because it is not there, on the other hand out of fear, which is still a 'bad' advisor. Still, we will out of the box mentality, which is certainly present among Dutch entrepreneurs, must act creatively and proactively. The economy has to get going again!”

Okay, how do we get companies to invest again? What modest role do you see for yourself as Kenneth Smit trainer?

Lex Antonisse: “First of all, of course, to make it clear to entrepreneurs that 'investing' is really fundamentally different from 'incurring costs'. Many people still think this is the same.”

“It is our duty to make it clear to entrepreneurs that investing responsibly during a crisis is wise in order to obtain returns after the crisis. For me, this also means an investment, investing in the customer relationship, investing in time and patience, but also investing in knowledge, skills and the art of. Entrepreneurs can use my think tank, absorb my experience and adopt the psychology behind communication, sales and management from me.

Of a intelligent lockdown to do business smarter. "  

So what are we going to do to get the economy going again?

Lex Antonisse: “Simply put: 'Spend money!' Or as Jort Kelder shouts: 'BACK TO BUSINESS'. But these comments deserve some substantiation. The government's approach to reserve 100 billion euros and invest in jobs and companies is not without reason. This money allows healthy companies to survive the crisis and important jobs to continue to exist. There must continue to be a circulation of money. And as long as no vaccine or medicine has been found, we have to start thinking differently and therefore do things differently. We have a collective challenge and we must all tackle and solve it together. Let's get going!”

Editorial Kenneth Smit Magazine