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Tina Berres Filipski is editor of
PPB.
One On One With Daniel Sachs
On the difficulties he faces as a rep:
Each
supplier handles our communication and needs
differently, making it challenging at times. Having
strong communication is a must have.
On maintaining exclusivity of his lines:
We
try to minimize the amount of like product
categories, but there are some categories where
it’s almost impossible to do so. We’ve done a
good job of partnering with suppliers that are
leaders in their category—who own their market.
Our presentation is less about product, and more
about telling a story. We give distributors a reason
to partner with us.
On how industry acquisitions are affecting the
future of multi-line reps:
For us, our suppliers
have been the ones acquiring companies, so
it’s been a positive thing. Acquisitions give us
more tools in our tool chest, and always turn into
increased sales. We remain relevant by watching
retail and industry trends, and capitalizing on
those trends.
On how his clients can help him do a better
job:
Pay attention to what we say, as we have
knowledge that can directly affect distributors’
sales growth. We are the eyes and ears in the
industry, having access to both suppliers and
distributor trends—we know what’s hot, and
what’s not.
The Mark
Of Excellence
Each of this year’s recipients receives a custom, silver-plated lapel pin that identifies
them as a
PPB
Best Multi-Line Rep. The pin is generously designed and donated by
Harvey Mackler, MAS, president of PPAI supplier member Gempire/gwi (PPAI 113471).
DANIEL SACHS
Owner /
West Coast Branded Solutions
54
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APRIL 2017
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FEATURE
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Best Multi-Line Reps
Fresh with a marketing degree from California State University-
Chico, Daniel Sachs was eager to find a job where he could apply
that education and, even more importantly, gain additional
knowledge and contacts upon which he could build a strong and
sustainable career.
He got his first break at supplier Castelli Diaries where he
spent two years as a sales executive right out of college, and then
at supplier Prime Resources/VisionUSA/Graphic Vinyl where he
was senior regional sales manager for almost four years. Those
experiences proved the right mix to take the next leap.
In 2003 he launched Global Product Source LLC, a multi-
line rep agency, which he still operates as West Coast Branded
Solutions, with a team of four marketing specialists.
Over the past 10 years, Sachs has established a solid reputation
among the suppliers he represents and distributor clients
alike. One of his eight nominators, Les Dorfman, executive
vice president at supplier High Caliber Line, says, “I have been
working with multi-line reps for close to 30 years and I have never
met a MLR who treats each line like he is a factory rep. Daniel
follows up on everything from a quote to once it becomes an
order. He’s a great communicator as well as a good listener. He’s
always thinking out of the box and is always selling.”
Nominator Craig Hughes at distributor Geiger likes the
way Sachs handles preparation on the front end. “He always
comes to our meetings with a plan and totally prepared with all
materials and samples to make a great presentation,” he says.
Nominator Jim Conway at distributor American Solutions For
Business is keen on Sachs’s strong follow-up skills. “Daniel is
the best at communication back to his factories with whatever
we discuss after a meeting. If we asked for samples or marketing
materials, he sends communication the same or next day to his
factories.” That way, he says, when the samples arrive, what they
discussed is still fresh on their minds regarding the product and
the end-user solution.