The fact is I have tried to “retire” from playing over the last several years – on more than one occasion. Those “retirements” simply became extended breaks, the longest hiatus lasting three months or so. Apparently, my services are still valued in the Indianapolis musical community as the calls continued to come – even when I said “No, thank you.” I finally realized that music and the trumpet are still a huge part of who I am and an integral part of my business narrative as well. Still, balancing two very demanding areas of “work” have required me to find a way to stay in shape trumpet-wise in as short a time as possible.

The playing I do, while less in terms of quantity, still requires me to play at the very highest level when called upon. My practice is based on something I call “The Wave.” My approach borrows heavily from sports training ideas. If you would like to learn more, a detailed explanation of the concept can be found here: (pdf here)

While we are moving the product into the main stream, musicians continue to be our biggest supporters. 83% listed themselves as a musician (55% professional and 28% student) with 17% declaring they are not a musician. It was suggested one of the categories be “amateur musician.” Good idea for next time. The majority of those were trumpet players (54%) with trombone, flute, horn and tuba next in line. Most learned about ChopSaver through a friend (40%) bringing new meaning to the phrase “word of mouth!” In terms of new flavor, 51% voted for “No Flavor” with mint edging out cherry for next in line. In the “other” category, most chimed in they liked it just the way it is. Among those that did suggest another flavor, vanilla and other fruits were mentioned.

Only 11.5% of respondents were interested in a small jar option and many (61%) would like to see a hand cream or lotion for the next product. As for stores that should carry ChopSaver (and yes, the options listed were US chains only) the top three of CVS, Target and Walgreens were all very close. Many other regional chains were suggested including more stores for our overseas friends. We couldn’t agree more! The trick is getting those stores to give us a shot. A request from a customer is a powerful thing, so please tell the store managers where you shop, “We want ChopSaver!” We appreciate all your support and great feedback!

Berlioz was a little crazy – like a lot of successful people seem to be. I doubt anyone would describe me as eccentric, but my life is certainly unfolding in ways I never imagined. Yesterday, I was attending a lunch in a room full of wealthy investors, entrepreneurs, and some of the most influential business people in the state. Soon after that, I was at the mail house shipping out orders. Upon returning to my home office, I held a meeting with my partners to discuss our follow up with our new medical prospects and our fundraiser initiative, among several other projects we are pushing along. Many seemingly different tasks that all lead to the same goal of helping us get the word out about ChopSaver.

After the meeting, I made the grueling, one-second commute from my office to our kitchen. While my wife finished teaching her last violin lesson of the day, I got dinner started and gave some quick advice to my son regarding his homework. A typical day and yet a day that will never be repeated as tomorrow may contain some of the same elements, but will be completely different. As will the next day and the day after that. The point is, when you are running a business, every day is a new beginning. How satisfied you feel at the end of the day is largely up to you. It’s one reason you often see the word “serial” before the word entrepreneur – at least the really good ones. It means they never stop creating and rarely rest on their laurels. Yes, Bill Gates may have been a “one trick pony” because he is only famous for one company. I guess his attempting to eradicate diseases and stop famine and starvation around the world will have to suffice as a decent “second venture” for now! The point is we are creating all the time. The challenge is to create thoughts, ideas or products that inspire, comfort or otherwise aid others in their creation. Just like Bill and Hector. And maybe even me someday!

I spoke to three groups of students and covered everything from my musical background and performance career to the creation of ChopSaver and all the challenges one faces when starting a business and getting a product on the market. The students were polite, attentive and asked great questions and it was a terrific immersion for me into the world of public speaking. I have done some in the past, but three in one day was easily a new record for me! When speaking, the challenge is to combine the things you enjoy talking about with what the audience wants to learn.

It is said the fear of public speaking is one of the most common phobias we human beings have. As with any performance, planning and practice will help ease those concerns. Having some sort of outline or notes can be very helpful, especially if speaking or lecturing is a new thing for you. Unless you are doing an actual “sermon,” it’s best to not read the whole thing word for word. Run through your talk in front of a mirror or video tape yourself. Better yet, do it a few times in front of real people like family or friends. Even one person can make you nervous! You might want to include a hand out but make sure that what you give out helps focus your message and doesn’t distract the listener from what you are trying to say. If you have a lot of visuals, go ahead and use PowerPoint if you must, but just reading along with the slides can get very boring. I like to use video when I can. For example, I show our YouTube video The ChopSaver Story as a lighthearted way to explain how ChopSaver started. It also gives me a little break when placed in the middle of the talk. Whatever you do, allow some time for questions but be able to gracefully “move along” if your audience is shy and questions aren’t forthcoming the first time you open up the floor. Being able to respond to questions helps you gauge what is really on your audiences mind. Like any good performer, the ability to improvise and respond to the situation can make the difference between an average speech and a truly memorable presentation. That ability only comes from repeated performances, so when the opportunity to present presents itself, don’t be shy!

Trade shows are the modern day equivalent of the ancient marketplace. Imagine a bustling city center in ancient times where merchants converge to show off their wares and lure prospective buyers. Fast forward to a modern convention hall in a large city. An industry announces their annual convention and thousands of people attend. Hundreds of companies set up their displays to attract the attention of the convention attendees – the movers and shakers in the industry.

If you have never attended a trade show, they are a fascinating convergence of buyers, sellers and marketing techniques from the very simple to the most sophisticated, elaborate displays one can imagine. As ChopSaver has both a musical and medical clientele, we have had the opportunity to participate in trade events for two vastly different markets. The most unique thing about a music related convention is the noise. Yes, a cavernous room full of people trying out instruments can be deafening. Imagine a band director convention with dozens of people at all levels of proficiency trying out the newest trumpets, trombones and drums. Or picture yourself at The NAMM Show which attracts manufacturers of all musical instruments from around the world including a huge preponderance of electric basses and guitars.

Guitars at the NAMM Show

The American Academy of Dermatology convention is a slightly more staid affair from a volume standpoint but the displays erected by huge companies like Procter & Gamble and Neutrogena are nothing short of stunning in their size and complexity. Smoothie bars, water fountains and enormous multimedia displays are employed to get the attention of doctors from around the world and to educate them on the latest breakthroughs in skin care.

Not all of the booths are huge and elaborate. Many are a simple 10×10 foot affair with a simple backdrop. ChopSaver displays are still like that because at the end of the day, selling is a people business.

ChopSaver at the American Academy of Dermatology

Someone walks by your booth. You smile and say hello and most of the time a conversation starts and the pitch begins. Large displays are impressive but I am always reminded that it’s the personal connections that build trust and brand loyalty. Don’t go to one trade show and expect it to put you over the top. Go to learn from your competitors and to make friends in the industry and become known as an expert in your field. And go with the knowledge that you will probably need to go several times to become “part of the club.”

G & G: So, Choppy, where were you born?

Choppy: I was born in a magical workshop called AvantGarb (http://www.avantgarb.com) in my home city of Indianapolis. My God Mother is Jennifer Smith – The Queen of Fuzz as she likes to call herself. When I think back on those early days, I remember thinking – Who am I? What am I? Why am I here?

G & G: Well Choppy – have you found an answer?

Choppy: Yes, I think I have. My job is to bring fun and laughter where fun and laughter has never existed – into the lives of people whose chops need saving! My mission is to bring a smile to people’s lips. Yes, “For People with Lips” is a broad mandate! Not just all those wonderful musicians who gave me my start but bikers with lips and hikers with lips and skiers with lips and runners and moms and kids and dads… why I get dizzy just thinking about it! But I am up to the task, believe me!

G & G: But we know things weren’t easy in the beginning, were they? 

Choppy: Well, I suppose you are referring to that “large football incident” that took place here several weeks ago? Well, I’m not bitter about that although you can watch it below if you must know more. I prefer to move on to bigger and better things.

G & G: Choppy, what makes you so different?

Choppy: Well, it’s what’s inside of course! A more incredible combination of all-natural ingredients you just won’t find anywhere else! Wonderful things like shea butter, mango butter, aloe vera, vitamin E and avocado oil along with herbs known for their healing, soothing qualities like arnica, calendula, comfrey and white willow – nature’s aspirin! And that delightful combination of citrus oils! I don’t mean to brag, but it’s just like that nice John fellow says about his product – “better ingredients make better pizza?” I think the same can be said for lip balm, don’t you agree? You can see why musicians and dermatologists, a fussy lot both of them, agree that nothing is better for your lips than ChopSaver! 

G & G: OK Choppy, what’s next for you?

Choppy: Oh, I’m so glad you asked! I am finally making my public debut at the St. Patrick’s Day Parade in Indianapolis on March 16th! Can you imagine! It will be a sea of green and I will be in the middle of it all bringing the good news of healthy lips to everyone! It will bring new meaning to the concept of “wearin’ of the green!” I look forward to seeing you all there!

ChopSaver was on full display in the heart of it all at Circle Centre Mall in downtown Indianapolis where we sampled nearly 5,000 lips and sold over 700 tubes of ChopSaver! While most enjoyed the unseasonably warm weather, we were one of the few companies who were looking forward to frigid temperatures and the chapped lips that often come with it, but we had a great time nonetheless!

Sometimes acting on the spur of the moment can force you to accomplish in a matter of days what would normally take weeks or even months. Less than two weeks before all the festivities were to begin, we leased our space, designed and created the display and even had a mascot made – a giant walking tube of ChopSaver.
As it turns out, “Choppy” was somewhat limited as to where he could appear, but we are thrilled to have him and we know he will make many appearances at other events in the future! A big “Thank You!” to everyone who helped us pull off our Super Bowl Experiment – you know who you are!

“Dan, I want to thank you for creating such a wonderful product. I have high blood pressure and have been on medication for over 25 years due to heredity. I have used so many products trying to combat the dryness and chapping of my lips with no success. I was given a sample of your product at Circle Centre Mall and was immediately taken by your product! I went back yesterday to make a purchase and I would like to thank you from the bottom of my heart for giving me back my soft and moisturized lips. Forever will be a customer!”

And from another new fan named Judy:

“I have very sensitive skin and chemical allergies which have caused my lips to be very dry resulting in cracking and bleeding…not very pleasant or attractive.  I went to Super Bowl Village and walked up to the ChopSaver kiosk in Circle Centre Mall.  I asked the clerk to see a list of the ingredients to determine if I should avoid it as I must other lip balms.  After reading the natural ingredients, I grabbed up three tubes.  I applied ChopSaver to my lips around 4:00 pm yesterday.  When I returned home, around 8:30 pm, I realized that my lips were nearly completely soft.  This morning I had new lips.  I didn’t think I would ever find relief from the discomfort and pain.  Thank you very much.  ChopSaver is truly an amazing product!”

Thank you, Rolinda and Judy, for writing to us! We are very proud to know that the simple creation of a better lip care product like all-natural ChopSaver lip balm has the ability to make such a profound difference in people’s lives.

If you have a similar story, send it to us at info@chopsaver.com or just post it on our Facebook page at www.facebook.com/chopsaver.

Working with just an idea in my head and ingredients like shea butter, avocado oil, aloe vera and herbs including arnica, calendula, and white willow, it was a classic case of trial and error.

And there were many errors – some really horrible concoctions!

But after many weeks, I knew I had finally hit upon something special and that it was ready for the world to know about!

May 16th, 2004 – Talked to my old student Wes about lots of things. He mentioned an herb called Arnica.

May 17th, 2004 – Thought about healing. A lip balm especially designed for brass players using the herb Wes told me about.

May 18th, 2004 – Went to Wild Oats – Bought some cream with arnica and St. John’s Wort and vitamin E. Thought about pricing. Tried some. Maybe I should talk to my friend’s herbalist.

May 20th, 2004 – Saw another former student Natalie at lunch! She works for Bands of America – my target market. She said “Go for it!”

June 6th, 2004 – Batch #7. Not bad. Pretty creamy – used 5 ML more shea butter and 3 more drops of grapefruit oil. The place is a mess. My wife Noelle threatening to kick me out of the kitchen!

July 1st, 2004 – Laundry room! There are no mistakes – that’s where I learn the most! Lot’s of stirring. Finally whipped up into a frosting-like consistency. THIS IS AWESOME!