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Sa1esWiseTM
International Housewares Representatives AssociationMarketing & Field Sales Professionals Serving the
Home • Housewares • Gourmet • Hardware Industries
Continued on page 3 >>>>
June 2014Booster Club Members & Application ............... Pages 4 & 5IHRA Member Ads ............................................ Pages 6 & 7(5) Mfrs Seeking IHRA Members .............................. Page 8Calendar of Events ................................................... Page 9
by Nicki Weiss, Certified Professional Sales Management Coach and MasterTrainer
IHRA REPorter
Continued on page 2 >>>>
by Peter Bang-KnudsenBang-Knudsen, Inc.Former IHRA President and Chairman
The acid test of selling:When does your
customer trust you?
Most salespeople will agree that there is no stronger sales driver than a customer’s trust in you. The most successful route to be-ing trusted is to be trustworthy. (I love it when I have a grip on
the obvious.) Faking trust is not easy – and the consequences of failing at it are large. But is it possible to know if your customer does trust you? Is there one predictor of customer trust? Is there a single factor that amounts to an acid test of trust in selling? I think there is. It’s contained in one single question. A yes answer will strongly suggest your customers trust you. A no answer will virtually guarantee they don’t. The acid test of trust in selling The question is this: Have you ever recommended a competitor to one of your better customers? If the answer is yes - subject to the caveats below - then you have de-monstrably put your customer’s short-term interests ahead of your own. If you have never, ever recommended a competitor to a good customer, then either your product is always better than the competition for every customer in every situation (puh-leeze), or, far more likely, you always shade your answers to suit your own advantage. Which says you always put your interests ahead of your customers’ interests? Which says, frankly, you can’t be trusted? Here are those caveats. Don’t count yes answers if: a. the customer was trivially important; b. you were bound to lose the customer regardless; c. you don’t have a viable service offering in the category; d.youfiguredthecompetitor’sofferingwasterrible,andyou’ddeep-
(Editor’s note: This is to remind you that this column is reserved for IHRA members. Any member that has something to say about or to the industry can do it here.)
One of my favorite business related books is Who Moved my Cheese? (1998, Johnson & Blanchard). I read this about the time the last of my traditional department stores had evaporated.
It is a short parable about mice that are used to getting their daily cheese at the same feeding station and then change happens. Those of us who represent manufacturers get signals every day that things have changed and continue to change. All who are still in busi-ness adapted to change and brought their agencies up to speed with new sources of business. Our business was traditionally 80% regional department stores until one day there were no regional department stores. We built the rest of our business on independent specialty kitchenware stores. Some are still there but there are few new ones opening and many old ones closing. There are new opportunities out there that allowed us to change with the times. Gourmet Grocery stores are thriving in most regions. From Whole Foods to small specialty independents, there are many groceries that carry high-end housewares products. E-commerce didn’t exist 20 years ago and today it is prevalent and web retailers have challenged most traditional brick and mortar retail operations. Mail order catalogs that were once great sources of business are no longer unless they are also selling on the Internet. The biggest and most successful mail order
Change happens
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Weiss (continued from page 1)six them by recommending them. The only fair yes answer is one in which you honestly felt that an important customer would be better served in an important case by going with a competitor’soffering.Ifthatdescribeswhatyoudid,anditisafairreflectionofhowyouthinkaboutcustomerrelationshipsingeneral,thenIsuspectyour customers trust you. A true story My colleague Joanne and I work with an ideal team. For the past two years, these individuals have committed themselves to becoming the best team possible in their organization. It’s been working, and the power of this team has not been lost on the executives. The executive team, however, behaves dysfunctionally with each other, and this behavior cascades into the organization. Over the years, they’ve triedtoaddressitandhavefiredeveryoutsideconsultantthey’vehired.Inparticular,theexecutiveteam(comprisedofonebravewomanandsevenmen) can’t seem to accept women consultants. In my humble opinion, Joanne and I would be a good choice for this team. But, given their culture, we recommended other coaches to work with this organization. Atsomelevel,thiswasrisky.Thecoacheswerecommendedareatthetopoftheirgameandstandtobenefitfromotherworkthatmayarise-work that Joanne and I could do. Yet, I love this client and want to see the organization succeed. I believe that our “competitors” will do an excellent job. How do I know our ideal team trusts us? They thanked us for the recommendations, introduced us to other teamsintheorganizationandcontinuetoconfideinus. Another story ArepfirmIworkwithsellselectroniccomponentsto,amongothercustomers,theU.S.military.Averysharpbuyer in the military is trying to design a process to streamline some procedure. The rep on this account has been trying to help, recommending ideas, products, trials, etc. This rep feels thathehasfiguredoutagoodsolution,butitisoutsideofhiscustomer’spricerange.So,thistrustyrepsentin numerous competitors to see if they could help. Some could; some couldn’t. Theupshot?Asthisbuyercontinuestomodifyhisdesign,hecallsthistrustyrepfirst.Heappreciatesthatthis rep’s competitors have helped him get closer to a workable design, and he is expanding his budget to include this rep’s more expensive components. The components of trust: T – telling the truth; R – revealing sensitive information (and feeling safe to do so); U–unattached(totheoutcomeorthesale;nottakingthingspersonally); S – self-orientation; and T – taking your competence seriously. We all know trust when we experience it, and many of us have a spidey-sense for untrustworthiness. If we, as salespeople, are perceived by our customers as being self-oriented, as in it for ourselves, it is the kiss of death for trust - even if we deliver on all the other components. Self-orientation speaks to motives. If our motives are self-centered (and too attached to making the sale), we won’t be seen as telling the truth. Customerswon’trevealsensitiveinformation.Andifwerevealsensitiveinformation,wecanbeperceivedasbreakingconfidentialityforthesakeof trying to manipulate a sale.
WANTEDKey Account Manager
NYC & Vicinity We are currently looking for a Key Ac count Manager in the Brooklyn/ Long Island Territory. The ideal candidate will be a self-motivated and entrepreneurial professional with a passion for House wares who can be a brand ambassador for the lines we represent as well as initi ate new business- (OXO, SodaStream, Bormioli Rocco, Bodum, Shun/Kai among others). Prior experience is necessary. We are a 40 years young Manufacturers’ Repfirmwithuninterruptedgrowthfor many years ~ if you want to join a vibrant successful team, please send Resume and cover letter to Lorraine Friedman <[email protected]>
Contined on next page . . .
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Bad motives taint every other aspect of trust. The acid test aims squarely at this issue of orientation. Whom are you serving? If the answer is thecustomer,thenalliswell.Nocustomerexpectsaprofessionaltogooutofbusinessservingthem;theneedtomakeagoodprofitiseasilyac-cepted. It’swhentheneedtorunaprofitablebusinessisgivenprimacyineverytransaction,everyquarter,everysale,thatcustomerscallyourmotivesinto question. How can they trust someone who’s never willing to invest in the longer term, never willing to compromise, never willing to gracefully defer in the face of what is best for the customer? They cannot, of course. Passing the acid test suggests you know how to focus on: relationships, not transactions; medium and long-term time frames, not just short-term; and collaborative, not competitive, work patterns. Flunkingtheacidtestmeanscustomersdoubtyourmotives.Whetheryouareselfishorself-obsessedmakeslittledifferencetothem.Theresultsare self-aggrandizing, not customer-helpful. The paradox is this: in the long-run, self-focused behavior is less successful than customer-helpful behavior. Collaboration beats competition. Trustbeatssuspicion.Profitsflowmostgenerouslynottothosewhocravethem,buttothosewhoacceptthemgracefullyasanoutcomeofcus-tomer service.
Nicki Weiss is an internationally recognized Certified Professional Sales and Leadership Coach, Master Trainer, thought leader, speaker and facilita-tor. Since 1992, she has trained and coached more than 20,000 business leaders, sales teams and reps. Nicki has a particular passion for working with manufacturers, distributors and rep firms in a variety of industries. Nicki is IHRA’s sales consultant, the brainchild and facilitator of MANA/IHRA’s free teleforum programs and the founder of the SalesWise Academy. Every day, leaders wake up knowing they, their reps and field sales engineers need to sharpen their focus and their skills. But they don’t have the tools, resources or patience to continually help enhance their strategy, communication and relationship building skills. The SalesWise Academy fills that void and delivers those skill-building lessons. To learn more, go to saleswise.ca or call 416-778-4145
Weiss (continued from page 2)
cataloginAmericawasSearsRoebuck.TheirretailstoresareflounderingandtheSearsTowerisownedbysomeoneelse. The other factor that is changing for our industry comes from manufacturers and importers. First there are buyouts and consolidations. This creates problems for representatives and customers in many ways. So if you represent a traditional cookware line, all of a sudden they also carry otherproductswhichmayconflictwithotherlinescarriedbyyouragency.Or,thetwocompanieshadseparaterepgroupsandnowonegroupgetsbothlinesandtheotherisout.TherehasalsobeenamassmovementofmanufacturingfromU.Sfactoriestohavingeverythinghousewaresmadein Asia. We are seeing an increasing number of offers for new lines coming to us with restrictive contracts. For instance a territory is offered with thetopcustomersclassifiedas“houseaccounts”.Theremainderofsmallindependentsiswhatisleftforrepresentativegroups.Whenamajoraccount is included in the contract, it is with greatly reduced commission percentages. No matter what price the customer pays manufacturers will classify a “National Account” as one earning a fraction of commission percentage on smaller customer orders. More consumer goods are sold than ever before, just in different places and different platforms. We have to go where the market is and forget about the good old days. In the life of a mouse hunting for cheese or a manufacturers’ representative, the only certain thing is that change keeps happening and if you want to survive, you have to change.
Bang-Knudsen (continued from page 1)
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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 *FarfalliUSA *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
Representing Housewares, Tabletop and Giftware to all
Major and Independent retailers in New England andUpstateNY
for 20 years
Contact: [email protected]
440 Totten Pond Road Suite 100Waltham, MA 02451Phone 781-890-0111
37 Aspen RoadSharon, MA 02067
Tel: 781.806.5129 Fax: 781.806.5131
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Manufacturers: Contact These Performance-Proven, Multiple-Line, Field Sales Professionals
TheBarringtonRep Group
Manufacturer’s Representatives specializing in Home Décor, Wall Décor, Frames, Bath Décor,
Photo Storage, Furniture, Housewares and Gifts
Primary Account Representation Kohl’s • Jo-Ann Stores
Illinois • Wisconsin • OhioProfessional Account Management
30 Years Experience• EfficientAccountPenetration• Quality Customer Service• Market Trend Direction• Product Development• Sales,Inventory&ProfitabilityAnalysis
www.thebarringtongroup.comContact: [email protected]
6212 South Elm Street, Studio BBurr Ridge, Illinois 60527Phone: (630) 655-2924
Trusted Business Partners
Why use a distributor for CANADA?
Sell direct with bett er pricing using a Nati onal Rep Company.
Check out our website at www.coolproducts4u.com
803-68 Yorkville Ave.Toronto, ON M5R 3V7
416-795-9804416-445-0153 fax
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]
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Manufacturers Seeking IHRA Field Sales Professionals
Ad Rates 1/8 page: $1001/4 page: $1753/8 page: $2501/2 page: $3253/4 page: $475 Full page: $675
Reruns of same ad within 12 months are at 50% discount!
Ad Dimensions1/8 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
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 (before/after Show) C: 503.307.8222 (during Show)F: 503.295.2464www.americanbagcompany.com
Person to Contact:Marc Carver, National Sales ManagereMail: [email protected] Territories Open: Florida, GA/AL, NC/SC, LA/MS/AR/TN, NV/AZ/CO, IA, OH, PR & Caribbean
Interviews will be held in IHRA Hospitality Suite, S101B, during the
Housewares Show. Please contact us prior to Show to set up appointment.
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,MexicoCommission 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
IHRA
PRODUCTS: PlantopiaUltimateHangingBaskets, Gutter Wedge, Gutter Scoop, Change of Art, Handlr, Ecoturf Biodegradable Stakes
GAIM Engineering, Inc.789 Golf LnBensenville IL 60106P: 630.350.9500 • F: 630.350.9555www.gaimplasticsinc.com
Person to Contact:Ed Glatt, VP of SaleseMail: [email protected] Territories Open:USA,Canada,MexicoCommission Rate: 10% Years in Business: 24 Gross Sales: $1,400,000 Currently doing business in the USA Through reps and direct; account by account Channels into which currently sell: Gar-den Center and Grocery Distributors; Online through internet retailers Channels into which want to sell: Mass Market Retailers
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]
Page 9
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!
June09 - 11NeoCon World’s Trade FairChicago IL
18 - 21Dallas International Lighting & Accessories MarketDallas TX
18 - 24Dallas Total Home & Gift MarketDallas TX
29 - July 1Fancy Food ShowNew York NY
July8 - 15Atlanta International Gift & Home Furnishings MarketAtlanta GA
9 - 12Atlanta International Area Rug MarketAtlanta GA
15 - 17International Casual Furniture Pre-MarketChicago IL
16 - 21GALLA Summer MarketLos Angeles CA
17 - 23Chicago Market: Living and GivingChicago IL
18 - 21California Gift ShowLos Angeles CA
20 - 23Philadelphia Gift ShowPhiladelphia PA
22 - 24Home Textiles Sourcing ExpoNew York NY
26 - 28Orlando Gift ShowOrlando FL
26 - 29San Francisco International Gift FairSan Francisco CA
27 - 31Las Vegas MarketLas Vegas NV
August16 - 19Seattle Gift ShowSeattle WA
16 - 20Gift & Home Textiles MarketNew York NY
16 - 20NY NowNew York NY
17 - 20Alberta Gift FairEdmonton Alberta Canada
23 - 26Fort Lauderdale Gift ShowFort Lauderdale Fl
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 Market 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
