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Barry Pearson, Co-Owner
Mary Beth Pearson, MAS, Co-Owner
Company Name:
Pearson Marketing
Year Company Founded:
1990
Home Base:
Marietta, Georgia
Territory:
Southeast USA
Miles Traveled Annually:
35,000 plus
Before they were multi-line reps (MLRs):
Barry was in the
home-building business for 10 years and Mary Beth was a merchan-
diser in the grocery industry and a working mother of two young chil-
dren. She was also an avid volunteer in their children’s activities.
How they got into the promotional products industry:
They entered the industry with the help of Barry’s father, Lindy
Pearson, and Barry’s brother, Lee. Lindy worked in the promotional
products industry for more than 40 years and through his relation-
ships and contacts, they were able to have the opportunity to represent
some of the industry’s top suppliers.
What they like most about being multi-line reps:
“We
like the ability to run our own business and work independently. We
enjoy meeting with distributors and presenting them with case histo-
ries and ideas. We are excited to have a variety of lines and products to
offer our distributors to fit into their customers’ needs. Many of the
distributors and suppliers we have met over the years have become
lifelong friends.”
Biggest difficulty for MLRs:
Time management, logistics and
appointment scheduling. “It is time consuming to properly prepare
each week for our sales appointments and shows.”
Top issue affecting MLRs today:
“We think the biggest issue
facing multi-line reps today are the same issues facing our industry.
Will the supplier/distributor model remain the same? With an aging
distributor work force, how do we better engage the younger genera-
tion to join the promotional products industry?”
What distributors should know about MLRs:
“We prefer to
make sales calls and meet one-on-one with our customers. We feel
this is the best way to build relationships with distributors. Also, many
of us work seven days a week, especially in the first quarter when the
show schedule is heavier.”
How distributors can help them do a better job:
“Distributors can help us by asking their customers more questions
and then relaying that information to us so we can recommend appro-
priate items for their budget, in-hands date and demographics.
Additionally, it would be helpful to know what items they have used
in the past, who the recipients are and how the items will be distrib-
uted.”
Barry and Mary Beth were nominated by:
Marsha Londe,
Tango Partners; Debbie Nash, MAS, Zebra Marketing Corporation;
Maria Gonzales, Galaxy Balloons; Carolyn Sisk, Phix Solutions
Group; Laura Campbell, Promotions Unlimited, LLC; Pamela Irle,
MAS, AIA/Winning Promotions, Inc.; Michael Hicks, Best
Promotions USA; Burt Katz, Jack Nadel International; Keith Brindley
and Dorothy Brindley, Jack Nadel International; Lewis Carter, Pure
Marketing Group; Frannie Spector, Summit Group; Joree Ouzts,
Promotions Unlimited, LLC; Daryll Griffin, MAS, Accolades, Inc.
What nominators say about Barry and Mary Beth:
“The
Pearsons are unfailingly responsive to any request (and I throw some
random ones at them!),” says Frannie Spector at Summit Group. “I’ve
worked with a lot of reps over the years and love working with Barry
and Mary Beth. When I have an order in with one of their factories, I
know I don’t have to worry about it!” Client Pamela Irle, MAS, at
AIA/Winning Promotions, Inc. adds, “Having been in this business
for over 27 years I value a rep who is honest, reliable and has out-
standing follow-up. So many times you have a lengthy conversation
during a meeting or at a trade show never to hear a peep from the
“B
arry recommends lines he doesn’t represent!
Two significant sales were closed because
Barry Pearson directed me to lines with
which I was unfamiliar. One project is ongoing 10 years
later. With the first, I didn’t have the right packaging for
100 etched crystal awards. I asked representatives for
ideas; Barry listened to my criteria and budget, sug-
gested a solution and connected me with the source. In
the second situation, I again surveyed for recommenda-
tions for another award. This was more complicated …
thousands of pieces, small budget, possibly given mul-
tiple times to the same recipients. A pin was perfect,
but honoring repeat winners called for a special design.
Barry, who did not represent a pin line at the time,
delivered the solution with a recommendation and
introduction. Barry knew what could work for my
accounts and which supplier could help me close the
orders. What was in it for him? Not a sale or commis-
sion. Simply a relationship—simply helping. He was
someone I could count on. I did. And still do.”
—Nominator Marsha Londe
KINGS OF THE ROAD
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PPB
BEST MULTI-LINE REP 2015
76 •
PPB
• APRIL 2015
THINK
Barry Pearson and
Mary Beth Pearson, MAS