What do all of the Ernst & Young Winners have in common? An abject belief that they will prevail. It was a spectacular evening. Over 1300 people were in attendance (record breaking) in a perfectly decorated ballroom at the Vancouver Trade & Convention Centre. The women adorned with diamonds, rubies and pearls. The men puffed up with pride in their crisp tuxedos.

We met most of the nominees prior to the dinner, and just a few stood out in the crowd. One was Robert Little, CEO of FPI Fireplace Products International Ltd., better known as Regency Fireplaces. This man gushed with leadership. Tall, handsome, sparkling smile, firm handshake and he knew how to sell. His fireplaces, that is. When we mentioned that our gas fireplace was acting up just in time for the winter, he gladly mentioned that he had “438 parts to build fireplaces and fix them – anything you need, we’ve got it!”

And that’s exactly what he did from the podium during his first acceptance speech when he won Entrepreneur of the Year in the Manufacturing sector – sell. This man, with reckless abandon, sold his company, his history, his staff, and his fireplaces over and over again, even mentioning that they had a sale on right now. And the audience LOVED it. They loved him because he was genuinely happy about his life, his products and the people in his world.

Now that’s selling. So, as the evening was coming to a glorious end the pacific region overall winner had to be chosen. My table mates and I were placing bets. I said, out of the nine to be chosen, that it was a tossup between Robert Little and the Koronczay brothers (that is another fabulous story that I will write about next blog). And guess who won! Robert Little! Why? Because despite the economic ups and downs that this man has seen since starting his business over 30 years ago, he is always selling. He sold the judges after all.