PPB September 2016

FEATURE

Rising Stars

emy Kawaguchi was in college at the

University of Redlands when she was first

exposed to the world of promotional products.

As a summer intern at Image Source, Inc., in

Kirkland, Washington, she got a taste of the

freebies in the sample room and then, following

graduation, went to work at the company as a

receptionist. After what she calls a whirlwind stint

as an account coordinator, she took the plunge

into the world of sales and has no regrets. “Each

role I filled taught me something different about

the business and the industry, and has shaped

where I am in my career today,” she says.

Asked about her favorite part of the job,

Kawaguchi chooses to back into the answer by

talking about her least favorite part of the job

first. “I’m not a sales-y salesperson and my

elevator pitch is not well-rehearsed, but I put

trust in performance and results (and I know

my clients do too),” she says. “I am a believer

in ‘give us a try,’ and then knock it out of the

ballpark. My favorite part of the job is hearing

clients say, ‘You made me look good!’”

At only 28, she has been a multi-million-

dollar annual producer at Image Source for the

past three years, but is still discovering the ins

and outs of sales. “I’m learning that it’s okay

to not be the right partner for every potential

client,” she says. “Being goal-oriented as I

am, it was hard to shake the feeling of failure

if I wasn’t able to secure every prospect or

grow the business with target accounts. It was

actually guidance from my executive team, the

ones whom I thought I was letting down, who

showed me it was okay to focus my attention on

the right opportunities for me. They continually

put trust in my evaluation (and reevaluation) of

prospects and support me unconditionally.”

Not only do her teammates support her,

they rave about her. Fifteen members of the

Image Source team nominated her as a Rising

Star along with nominations from her reps at

suppliers SanMar, Cutter & Buck and Hawkins

Embroidery. Nominator and co-worker Janelle

Gradinaru describes Kawaguchi as always

positive, creative and witty. “When you think

that every idea for a project has been thought

of, she comes up with 10 more great ones! She

constantly goes above and beyond for her clients

and is great at on-the-spot problem solving.”

Nominator Lori Horand adds, “I am always

impressed at the creative, outside-the-box

thinking Remy displays.” Another nominator,

Arian Weatherman, says, “Remy initially

caught my attention with the speed at which

she moved through the company. She’s got a

serious side coupled with a creative side that

makes for a great AE to have in your corner.

Remy is constantly thinking about her clients

and teammates, and ideas and forethought are

natural to her. Her client list has been impressive

given her initial experience level, and now I’ve

watched her become a leader in the company.

She’s someone from whom I expect greatness.”

For Kawaguchi, winning at business is a

lot like excelling at sports. “Just about anyone

can be on the field, but you have to separate

yourself if you want to make a difference,” she

says. “Know your team as well as your opponent,

play to your strengths, be anticipating scenarios

so you are prepared, and most importantly,

celebrate your successes as much as you learn

from your failures.”

Her best advice is to be flexible. “I describe

my role as a utility player. I love finding out in

what areas my clients need help and filling those

voids. I enjoy that my role varies from team to

team but when I find that sweet spot, I really feel

like a valuable contributor to their cause—and

when you partner with a client, be passionate

about their brand.”

When Kawaguchi’s enthusiasm occasionally

wanes, she takes time out with her boyfriend,

Josh, whom she calls her biggest supporter and

partner in crime, whether it’s eating Thai takeout

on the couch in sweatpants or planning the next

stamp on their passports. “We joke that I make

it easy for him, though, given that I hate flowers

and chocolate but I love poker and golf.”

Remy

Kawaguchi

SENIOR ACCOUNT EXECUTIVE

Image Source, Inc.

HER INSPIRATION

Competition. Kawaguchi grew up

very involved in athletics and played

softball and golf at the collegiate

level. Post-grad (and lacking a ball to

hit), she found a renewed competitive

spark at Image Source with its team-

focused culture. “Being in sales

keeps a fire lit under me,” she says.

THE INDUSTRY IN FIVE YEARS

She believes that second to money,

time is the greatest currency. “If we

can save our clients time, then we

can add value. As a whole, retail

consumers are getting smarter and

more savvy in the way that they

buy. They are more resourceful and

have higher expectations. To remain

relevant and thrive, our industry needs

the continual push for resources, and

particularly the technology to stay a

couple of steps ahead and ensure that

we continue to add value.’”

ON HER TO-DO LIST NOW

Spend more time with clients,

continue targeting prospects/

industries and hit a single digit

handicap on the links.

2016

SEPTEMBER 2016