I’d like to introduce Rick Ross, Sales Rep from Keena who is a consistent top producer for DCI. I thought maybe some of the questions might help everyone else become as successful as Rick.
Q: What does your area include?
A: Cliff’s Variety in urban San Francisco, wineries in Napa and Sonoma, resort towns on the Pacific Ocean, Restoration Hardware. Tons of redwood trees and some very sophisticated stores!!
Q: What is the favorite part of your job?
A: Getting an initial order (and then REorder) from a store that I thought would never carry DCI.
Q: What are your favorite items from DCI?
A: Tea Duckie and the new BLACK edition of I AM NOT A PAPER CUP.
Q: What has helped you become successful at selling DCI?
A: Reminding buyers than the probably need to reorder. Most retailers are so busy and so short-staffed, they sometimes don’t realize that the DCI items are gone and sold out!!
Q: If you could give other reps one piece of advice, what would it be?
A: Even if you think a store won’t buy DCI for some reason, at least SHOW the catalog and offer to leave a copy. Tell the retailer what a money-maker the line is…$$…and you never know….they might just become a new customer.
Q: What is the best advice you’ve ever received?
A: Don’t be afraid to phone for payment if a customer is past-due. It is a great way to see if they need a REorder!!
Q: How do you get a second order from a new customer?
A: Phone!! Sometimes it is way easier than you think.
Keep an eye out for October ’11 Sales Rep of the month. Who might it be? If you think it might be you, get ready for some questions