by nicki weiss, by robert g. terwall sales management coach … · 2016-08-05 · this article is...
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Sa1esWiseTM
International Housewares Representatives AssociationMarketing & Field Sales Professionals Serving the
Home • Housewares • Gourmet • Hardware Industries
Continued on page 2 >>>>September 2014
Booster Club Members & Application ............... Pages 4 & 5IHRA Member Ads ...................................................Pages 6(5) Mfrs Seeking IHRA Members .............................. Page 7Calendar of Events ................................................... Page 8
by Nicki Weiss, Certified Professional Sales Management Coach and MasterTrainer
IHRA REPorter
Continued on page 2 >>>>
Why smart rep firm owners start book clubs
Searching for a new way to engage your salespepople and other employees? Try asking them to read the same business or man-agement book in the next 30 days.
Turningyourrepfirmintoareadinggroupgivesyouachancetounder-stand salespeople and other employees better and allows them to freely share their passions and ideas. Everyone is guaranteed to have some-thing in common to discuss. Book clubs offer employees a way to take a break from their chaotic work lives, increase their creativity and develop shared goals with their colleagues. How to begin Work with your executive team or poll your personnel to decide on your top four to six titles. Then read one book as a company every two to three months. Ifyouareasmall repfirm,hostanall-employeeconversationeverytwo weeks around one chapter or theme. Ask someone to facilitate the discussion as each person gives his/her opinions and ideas. Ifyouareasingle-personagency,findafewotherlike-mindedrepstoengage in the book club. If you are a large agency, ask each manager or branch to hold discussions among their personnel. This approach works for both in-person and virtual discussions. Again, assign a facilitator and chapter or theme for each discussion. Suggested books Here are some possible choices to begin: 1. The Advantage by Patrick Lencioni; 2. Tribal Leadership by Dave Logan and John King; 3. Whale Hunting: How to Land Big Sales and Transform Your Com-pany by Tom Searcy and Barbara Weaver Smith;
This article is reprinted from sister association, The Electronics Repre-sentatives Association’s, Summer 2014 issue of The Representator.
I once attended a customer’s supplier conference at which the newly anointed chief procurement officer introduced himself by saying,“Here are the three key initiatives I’ve signed up for that will be used
to determine my performance appraisal and compensation for this year. Now you know what’s important to me.” Needless to say, it was a very powerful introduction, one I’ve never forgotten, and it furthered a relation-shipwiththatcustomerthattrulybecameapartnershipofmutualbenefit. That said, here are some things that I feel not only could be, but SHOULD be, discussed as a component of the important relationship betweenrepresentativefirmsand theirprincipals.Beginningwith theview from the manufacturer’s chair, I would want to know: 1)Howaretherepfirmteammemberscompensated,particularlythoseon the outside selling? Do they participate in a pool plan either for distri-bution accounts or for OEMs, or are each independent of one another? Whilebeingrespectfuloftherepfirmowners’righttocompensateastheyseefitandthatthereareamyriadofcompensationplanmethods,a principal has a vested interest in determining there are no disincen-tives to appropriate territory coverage rooted in employee compensation details. Similarly, are the inside team members compensated in a way thatdrivesefficienciesandcustomerdelight? 2) Is there a succession plan in place, particularly one that covers an untimelydemiseoftheowner(s)?I’veseenmanygoodrepfirmsfailto
Taking the rep-principalpartnership to a new levelby Robert G. TerwallERA Association President
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Weiss (continued from page 1) 4. Immunity to Change by Robert Kegan and Lisa Laskow Lahey; 5. Built on Values: Creating an Enviable Culture that Outperforms the Competition by Ann Rhoades; and 6. Snap Selling: Speed Up Sales and Win More Business with Today’s Frazzled Customers by Jill Konrath. How to make a company book club successful Don’t lecture to your team during discussions. Listen carefully to what they say during and after each session. At the end of each discussion, ask thegroupwhichpracticesinthebookwouldbehelpfulforyourrepfirmtoadopt.Createteamagreementsandactionsthatwillturnthosesugges-tions into reality. What else you might notice Employees who love their company, appreciate their jobs and care about their careers will dive right in. Almost immediately you will see their ideas, their performance and their enthusiasm grow (along with the company’s revenue). Employees who make excuses, complain or refuse to read the books typically show similar attitudes and behaviors on the job. You may glean a fresh perspective as to who should (and should not) remain “on the bus” after two to three book assignments. Talk back: I’d love to hear if your rep firm has a book club and the impact on productivity and innovation when an entire organization reads the same book at the same time. Or let me know if you plan to start a club in your organization and what titles you are considering.Nicki Weiss is an internationally recognized Certified Professional Sales Management Coach, Master Trainer and workshop leader. Since 1992, Nicki has trained, certified, and/or coached more than 6,000 business executives, manufacturers’ reps, corporate sales executives, small to medium sizes. Nicki guarantees increased sales performance when rep firm sales managers become better sales coaches and all rep personnel become more customer focused. For powerful tips and techniques, sign up for her FREE monthly e-zine, Sa1esWise, at www.saleswise.ca. You can call Nicki at 416-778-4145 or send e-mail to [email protected].
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survive a change in control, and a principal needs to know this critical issue has been addressed. 3)Isthereastrategicplanfortherepfirminplace?Ifso,anappropriatesharingofthekeyinitiativesisinorder. 4) Have there been major line card changes, plus or minus, particularly if the changes have material impact on the other lines? This is a topic many reps avoid, and I feel that weakens the partnership when this important matter goes unaddressed. Since “fair is fair,” here’s what a representative partner deserves to understand about a principal. 1)Howarethemanufacturer’semployeescompensated,ataminimumthoseindirectcontactwiththerepfirm?Whataretheobjectivesfortheregional sales managers that will determine their performance appraisal/compensation? How about for the national sales manager/vice president? The further up the management food chain this gets addressed, the better, in my opinion. 2) What are the relevant components of the company’s strategic plans that would matter to the rep partner? In particular, the new product plans and technology road map are important elements to help direct those plans such that they are rooted in customer needs. 3)Howisthecompanydoingbothfinanciallyandonothermetrics?Iacknowledgethechallengesinherentforpubliclytradedcompanies,butthere are plenty of “work-arounds” to live within the non-disclosure rules – statements like “we are on plan, ahead of prior year” and the like. There is, on both sides of the rep-principal dialogue, a reticence to discuss things that are not going well, not on plan. Certainly most problems don’t get fixedbyavoidingthem.Also,thisisaperfectopportunitytoairtheissueandseekinputs,allwhilebuildingastrongerrelationshipbetweenrepandprincipal.Reflectforamomentonyourhealthiestrelationships,andthinkofhowmanywereforgedthroughdifficulttimes. One approach I’ve heard deployed in this arena of rep-principal relationships is this. Every two to three years, turn the annual review process into
Terwall (continued from page 1)
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Terwall (continued from page 2)aninterviewofoneanother.That’snottosaycontractsshouldbetornupandthedoorthrownopentoafull-fledgedsearchforanewreporprin-cipal. Rather, bring an attitude to the review meeting that, while you may have worked with one another for a number of years, both organizations have morphed over time, even over the last couple of years, and an update from either side, as if this is an initial interview, is a healthy dynamic. Here’s one last thought. If either party in this partnership is concerned over a level of disclosure as recommended above – an unwillingness to share compensation plans, strategic direction, product line changes, hits and misses on initiatives – that points to a bigger issue, a lack of trust. That needs to be addressed on a priority basis. Don’t let that go unresolved.
The 2015 Dues Invoices are in the mail. If you haven’t received yours, please let us know. You don’t want to miss out on the significant savings
for paying by October 15.
And, thank you for your continued support ofThe International Housewares
Representatives Association.
IHRA
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2014 IHRA Rep Member Boosters Diamond ... $500 or more Bang-Knudsen, Inc., Seattle, WA J. Grob Associates, Inc., Kensington, MD The Northeast Group Inc., Norwood, MA Platinum ... $400 or more Continental Marketing, Tualatin, OR Schoenberg, Finkel, Newman & Rosenberg, LLC
Gold ... $300 or more Kulovitz & Associates, Inc., Dallas, TX Mid-Atlantic Sales Group, LLC, Dresher, PA Silver ... $200 or more The Barrington Rep Group, Inc., Burr Ridge, IL Fog City, Oakland, CA Bronze ... $100 or more The Belwether Group, LLC, Higganum, CT Koval ~ Williamson, Mukilteo, WA David S. Lapine Co., Inc., Stamford, CT
2014 Manufacturer & Special Category Boosters Diamond ... $500 or more **International Housewares Association Platinum ... $400 or more *American Bag Company *Artisan Metal Works *Bike Brightz *The Cookware Company *Farfalli USA *GAIM Engineering *H & H Wholesale *Lancaster Commercial Products *Liss America *PetzBest Products Group *Stanco Metal Prodcuts, Inc. *SwiPets LLC *Terinex Limited *Trademark Productions, Inc. *Vinaroz Cookware *Ys Ceramics Co. Ltd.
Gold ... $300 or more Silver ... $200 or more Bronze ... $100 or more *IHRA Manufacturer Members **In-Kind Services
Please Keep The IHRA Booster Club Growing! As it helps us build our educational fund and defray the added costs of an additional day at the International Home + Housewares Shows
Representatives. Manufacturers. Become an IHRA Booster. See next page for complete details.
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BE AN IHRA BOOSTER! Help us build our educational fund, stay a viable resource for manufacturers seeking field sales professionals, develop special activities and events and be widely identified as an IHRA Booster. Your company will be identified in the monthly REPorter Newsletter and in multiple signage around the IHRA Hospitality Room at the International Home + Housewares Shows ... AND MORE ... see below!
IHRA Booster Levels for IHRA Rep Members Diamond ... $500 or more earns FREE 1/3 page Locator ad or $225 credit for larger space Platinum ... $400 or more earns FREE 1/4 page Locator ad or $168.75 credit for larger space Gold ... $300 or more earns FREE 2/9 page Locator ad or $150 credit for larger space Silver ... $200 or more earns FREE 1/9 page Locator ad or $75 credit for larger space
Bronze ... $100 or more earns our sincere THANK YOU!
Accepting Booster Club Membership through 2015 International Home + Housewares Show
IHRA Booster Levels for all Industry Manufacturers Diamond ... $500 or more earns FREE, as needed, Manufacturer Seeking Representatives HOT Lines, 1/4 page ads in monthly REPorter Newsletter and all IHRA Member benefits & services, including FREE eLocators Platinum ... $400 or more earns FREE, as needed, Manufacturer Seeking Representatives HOT Lines, 1/8 page ads in monthly REPorter Newsletter and all IHRA Member benefits & services, including FREE eLocators Gold ... $300 or more earns FREE 1/8 page, Manufacturer Seeking Representatives ads (limit 4), in monthly REPorter Newsletter and all IHRA Member benefits & services, including FREE eLocators Silver ... $200 or more earns FREE 1/8 page, Manufacturer Seeking Representatives ads (limit 2), in monthly REPorter Newsletter and all IHRA Member benefits & services, including FREE eLocators
YES, we want to be an IHRA Booster! Please sign us up. q IHRA Rep Member q Industry Manufacturer
Company ________________________________________________ Address _________________________________________________
City, State, Zip, Country ________________________________________________________________________________________________
Phone ___________________________________ Fax __________________________________ eMail ________________________________________
Authorized By __________________________________________ Booster Level: q Diamond q Platimum q Gold q Silver q Bronze
Check enclosed for $ or charge to credit card: # _________________________________________ Exp Date _____ Card Code ____ Billing Zip _____
Mail to: IHRA • 1755 Lake Cook Road • Suite 318 • Highland Park, IL 60035 ... or Fax to: 847.748.8273
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Manufacturers: Contact These Performance-Proven, Multiple-Line, Field Sales Professionals to learn how they can profitably bring your products and programs to market.
With more than 1,600 active accounts, an average of 15 years of sales experience per sales rep, and a 32 year business track record, companies hire us as the sales and marketing company of choice.Learn more about how J.Grob is helping upscale manufacturers and importers expand their business.
Contact: John GrobJ. Grob Associates, Inc.
P.O. Box 149 • Kensington MD 20895P: 301.933.8657 • F: 301.933.0239
Specializing in Housewares, Homestore
&Giftware Industries
Since 1973 Representing Vendors in the
New England States &New York, New Jersey
129 Morgan Drive, Norwood, MA 02062781-352-1400 (phone) 781-352-1450 (fax)
230 Fifth Ave, Ste 413, New York, NY 10001212-696-4450 (phone) 212-696-4742 (fax)
www.northeastgroup.com
Representing gourmethousewares to leading retailers
in the Pacific Northwest for over three decades.We know the territory.
542 First Ave. So. Suite 500
Seattle, WA 98104206.767.6970
www.bang-knudsen.com__________________________
Contact:[email protected]
Bang-KnudsenBang-Knudsen
Over 50 years of sales experience in Minnesota • Wisconsin
North & South Dakota with special emphasis on:
TARGET • TARGET DOT COMWAL-MART.COM
PREMIUM & INCENTIVE • GROCERY
Mark J. Glotter612.822.9501
Cell: 612.414.8055 • Fax: [email protected]
37 Aspen RoadSharon, MA 02067
Tel: 781.806.5129 Fax: 781.806.5131
Representing Housewares, Tabletop and Giftware to all
Major and Independent retailers in New England and Upstate NY
for 20 years
Contact: [email protected]
440 Totten Pond Road Suite 100Waltham, MA 02451Phone 781-890-0111
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Manufacturers Seeking IHRA Field Sales Professionals
Ad Rates & Specs 1/8 page: $100; 1/4 page: $1753/8 page: $250; 1/2 page: $3253/4 page: $475; Full page: $675
Reruns of same ad within 12 months are at 50% discount!
1/8 page: Vertical, only 3 11/16” h x 2 7/16” w
1/4 page: Vertical 7 1/2” h x 2 7/16” w 1/4 page, Horizontal 3 11/16” h x 4 15/16” w
3/8 page: Horizontal only 3 11/16” h x 7 15/16” w
1/2 page: Vertical 7 1/2” h x 4 15/16” w 1/2 page: Horizontal 3 11/16” h x 10” w
3/4 page: 7 1/2” h x 7 15/16” w
Full page: 7 1/2” h x 10” w
Cookware, bakeware and small electric ap-pliances with Thermolon ceramic non-stick coating, under different brand names:GreenPan, GreenLife, Fiesta and Twiztt by Joan Lunden.Currently doing business in 80 countries worldwide and in the USA through reps in various states
Contact:Jessica Fucale: [email protected] Levinson: [email protected]
The Cookware Company120 White Plains Road, Suite 115
Tarrytown, NY 10591Phone: 914-372-7777
Fax: 914-372-7776www.cookware-co.com
IHRA
PRODUCTS: Medical Disposables including brand-name diabetes supplies; the best selling Vitamins/Supplements, As Seen On TV items. Health & Beauty Aids, Household Products, Independent Living Items, Hottest Toy, Gift & Novelty Items, Travel Products, Personal Care Appliances, Special Opportunities Buys and Closeouts.
H&H WHOLESALE1099 Rochester RdTroy MI 48083P: 800.995.5750 x112F: 248.307.0706www.hhwholesale.com
Person to Contact:Dave KaplaeMail: [email protected] Territories Open: USA, Canada, Mexico
Commission Rate: 10% Years in Business: 12
Currently doing business in the USA through direct sales
IHRA
Kitchen Textiles, Tabletop, Cleaning Line, Bath and Beach Towels
Jamie Oliver Branded Kitchen and Tabletop
Trademark Productions Inc.PMB 7051, 2711 Centerville Rd, Ste 120Wilmington DE 16808P: 800.836.5037F: 416.787.3292http://www.tmproductionsinc.com
Person to Contact:Mr. Joseph Aziz, PresidenteMail: [email protected] Territories Open: USA, Mexico
Commission Rate: 3 - 5% Years in Business: 119 Sales: $15,000,000 Channels into which currently sell: TJ Max, ALDI, Tuesday Morning, & whlesalers Channels into which want to sell: Amazon, e-commerce sites and many other medium to large retail chains.
IHRA
PRODUCTS: Pet Leashes & Collars, Groom-ing Tools, Training Pads & Wipes. We now have “green” products that are extremely hot in the marketplace!! This line includes organic cotton and recycled polyester leashes and collars. Our pricing is extremely low since we are a partner in a joint venture, vertical plant in China where we also manufacture our own webbing!
More information at: petzbest.com
If interested, Contact:
PETZBEST PRODUCTS GROUPP.O. Box 37West Hempstead NY 11552(516) 575-4272 Fax: (516) 575-4739
Person to Contact:Kathy Pancila, VP SaleseMail: [email protected] Territories Open: U.S.A., Canada, Mexico
IHRA
Manufacturers:Are you looking for
well-qualified,performance-proven,
field sales professionals?
Instant HOT Lines . . . A onetime eMail thatprovides immediate informationon your line, only, to reps inspecificterritoriesorthroughout the world
Contact [email protected]
Category Leader in strong selling Thermal Hot/Cold Bags. Outstanding line for your customers that sell refrigerated or frozen foods and/or cold beverages.American Bag Company223 Hidalgo StreetLake Oswego OR 97035P: 503.295.2567 - ext.2 F: 503.295.2464www.americanbagcompany.com
Person to Contact:Marc Carver, National Sales ManagereMail: [email protected] Territories Open: LA/MS/AR/TN, KS/MO, NV/AZ/CO, IA, OH, PR & CaribbeanCommission Rate: 5 - 10% Years in Business: 8 Gross Sales: $5MMCurrently doing business in the USA: Through reps in other territoriesChannels into which currently sell: Grocery, Mass, Food Service, Drug (and sup-porting distributors)
IHRA
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2014 CALENDAR OF EVENTS
If we are missing any events you think should be on our
calendar, please let us know at: [email protected].
Thank You!
September6 - 8Dallas Total Home & Gift MarketDallas TX
14 - 15Vancouver Gift ExpoVancouver BC Canada
15 - 18New York Home Fashions MarketNew York NY
16 - 18Chicago Market: Living and GivingChicago IL
16 - 18Atlanta Fall Gift & Home Furnishings Mar-ket and The Atlanta Gourmet MarketAtlanta GA
28 - 30GALLA Fall MarketLos Angeles CA
October18 - 23High Point MarketHigh Point NC
21 - 24New York Tabletop MarketNew York NY
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The IHRA InternatIonal Housewares representatIves assocIatIon
Home • Housewares • Gourmet • Hardware Multiple-Line, Field Sales Professional:
If you’re not a member of IHRA, you owe it to yourself to join the organization that is your voice in the industry and the manufacturers’ resource for finding
Well-Qualified, Performance-Proven, Field Sales Professionals
Forcompleteinformationabout“first-timer”membership and an application, contact us at:
847.748.8269Fax: 847.748.8273
[email protected] • www.ihra.org
2014 IHRA Board of Directors & Staff
*Chairperson: John Grob, J. Grob Associates, Inc.*Immediate Past Chairperson: Mark Glotter, Marketshare Sales, Inc.*Executive Director: Bill Weiner, Weiner Association Management
Directors: (terms ending end of 2014)Chelsea Gorczyca, The Belwether Group, LLCSteve Grossman, CPMR, GM Partners*Meghan Peake, CPMR, The Barrington Group
(terms ending end of 2015)Jacob Bang-Knudsen, CPMR, Bang-Knudsen, Inc.Frank Brady, Brady Marketing CompanyJohn Grob, J. Grob Associates, Inc.Kent Kulovitz, Kulovitz & Associates, Inc.
*Member of Executive Committee
Past Chairs John M. Clampitt Steve Grossman, CPMR Jay L. Cohen Tom Rooney Peter Bang-Knudsen Donna Peake Jim Adams James Ayotte David Silberstein Kent Kulovitz Mark Glotter
StaffAdministrative Assistant: Stephanie BaronFinancial Director: Myra Weiner
IHRA