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Greetings!
The rock group Van Halen was roundly criticized for extravagant demands and requirements sent to concert halls in their performance contract. The musicians were called arrogant, egotistical prima donnas.
Yet I believe their actions were pure genius. Why? Read on….
| | Celebrity Contract Riders | | |
Entertainment contracts contain “riders”, which are specific conditions that must be met. These can run 20-30 pages, and are often quite hilarious.
- Kanye: Alcohol-infused Slushie machine
- Lady Gaga: a mannequin with "puffy pink pubic hair”
- Joe Jonas: 12 Puppies
- Jennifer Lopez: Everything from curtains to carpet must be cream-colored white
| | The Van Halen rider was over 20 pages, filled with specific instructions. In the middle of this contract was the requirement: “There will be no brown M&M’s in the backstage area, upon pain of forfeiture of the show, with full compensation.” By today’s standards, this is pretty tame. Back in the 1980s, it was scandalous. | Van Halen actually did destroy a back stage one time in Pueblo Colorado when they found brown M&Ms in their dressing room, They caused $85,000 worth of damage and refused to perform. So, why was this contract requirement so brilliant? | | |
Van Halen was one of the first acts to bring big, expansive shows to smaller markets and arenas. Many of these concert halls didn’t have the electrical services to supply all the equipment, and the stages weren’t built to handle so much weight.
Several well known artists, such as Keith Relf of the Yardbirds, had actually been electrocuted on stage due to improperly grounded equipment. Van Halen needed a way to ensure that never happened.
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David Lee Roth, the lead singer of Van Halen, ensured that all stage and electrical requirements were clearly spelled out in the contract rider.
But what would happen if the concert hall didn’t pay attention? That’s why the brown M&M clause was inserted. The reasoning was “if they can’t get the M&Ms right, what are the chances they’ll do anything else right?”
| I use my version of the Brown M&M test all the time, especially when recruiting candidates for sales and management positions. Here are three examples: | |
#1 Please Attach Cover Letter
When posting a sales position, I request a cover letter explaining why they are applying for this position. A cover letter will tell me if they’ve actually read the job posting, and if they can follow a simple instruction.
About 90% of candidates don’t attach anything. They either didn't notice or can't be bothered. Anyone who takes the time to write a custom letter goes right to the front of the line with me.
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#2: Complete This One Page Business Plan
I ask all finalists for a position to complete a short business plan answering a few simple questions. What they would do if they got the job, how they would do it, what they would need from us, etc.
I ask them to keep it to one page, and the title of the document says “One Page Business Plan”. How many can do it in one page? Not many. Most applicants send me 2-3 pages.
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# 3: What do you Know about our Company?
It’s never been easier to do research on a person and an organization. Any smart job applicant should be well versed on what the organization does, how they compete, and what their value proposition is.
I ask this simple question very early in an interview. If I sense the applicant hasn't done any research and is unprepared, the interview is over.
| | | Ever make a mistake evaluating employees, customers, or job candidates? Try your own version of the Brown M&M test. Put a requirement or action item somewhere in your message. Don’t bury it or hide it, that would be unethical. Put it in plain sight where everyone can reasonably see it. You’ll be shocked how many overlook it completely, and that tells you something important. Then, you can eat all the leftover M&Ms. | | |
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Trans4mers Sales Leadership Group
NYC
September 8-9
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TEDx Warrenton
Warrenton, VA
October 25
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Mike Schmidtmann coaches business owners and sales leaders across the USA. He works to drive results in sales recruiting, new business development, and profitability.
Mike led sales for Inacom Communications for ten years. then founded and built a $30 Million business unit for SPS.
Mike produces the award-winning Trans4mers webinar series on IT sales and management subjects. He is a frequent public speaker on business topics.
He lives on a farm in Northern Virginia with his family and assorted horses, alpacas, goats and dogs.
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Play "Stump the Chump"
E-Mail Mike with a vexing and perplexing question and you'll get a telling and compelling reply.
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Mike Schmidtmann
(703) 408 - 9103
Mike@Trans4mers.net
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