PPB April 2018

RecognizingThe Best Each multi‑line rep received a custom, silver‑plated lapel pin designed and generously donated by PPAI supplier member Gempire/gwi (UPIC: GEMPIRE). PPB sincerely thanks Gempire President Harvey Mackler, MAS, who has donated the pins for this program since its start in 2011. What’s your biggest challenge? Juggling my personal life with my professional life is not novel for a multi‑line rep, but finding time to be with the family is a challenge when you have a territory as far flung as mine across the Northwest. What is the most important issue faced by multi-line reps today? The consolidation of the industry. On the supplier side, fewer lines offering more product varieties make it harder to find noncompeting lines as a multi‑line rep. And with consolidation on the distributor side, we are finding it more and more difficult to connect with the actual salespeople. What does the future hold for reps and how can they remain relevant? The challenge will always be how to add value to the industry. Our value is presentations to help with product ideas and with problem resolution. There will always be a need for reps as we are the most cost‑effective form of sales. Often, people want to touch a product before they buy 10,000 of them. Being able to get products in customers’ hands faster than UPS is what we do best. What do you wish more distributors knew about working with reps? We are paid by suppliers to be a resource for the distributor. Our job is to make it simpler and easier for distributors to sell products. We go to more shows and industry events, and see more solutions [than most people], and we are happy to share that information with our customers. A lan Rice was working as a general contractor before a friend’s coworker introduced him to one of the owners at Northwest Reps. The job sounded like a great opportunity. In the seven years since, Rice has represented supplier companies across five states—Washington, Oregon, Idaho, Montana and Alaska— traveling 30,000 miles every year from his base in Seattle to see distributor customers. What he likes best about the job is “working with some pretty great distributor partners and going to work every day and getting to do presentations to and for friends. It’s really hard to beat that side of the job,” he says. “I don’t see Alan as a rep, but rather as an extension of our team,” says nominator Nikki Simpson, account manager for distributor Black Rhino Marketing. “He is quick to respond, knows our client base and is always able to provide solutions from his wide range of supplier lines. Coupled with a fun and warm personality, Alan is a welcome visitor to our offices, and we always look forward to whatever product he wants to show us or whichever supplier rep he’s hosting in town.” She adds that when she has product questions, he is quick to provide answers, solutions and has often come by twice in a day to drop off a sample. “Although he’s on the supplier side, he understands the needs and quick-responses expected of distributors,” Simpson says. “Alan consistently helps me deliver results for my clients and is a valued and trusted partner.” Alan Rice Director Of Outside Sales Northwest Reps FEATURE | Best Multi‑Line Reps 2018 28 | APRIL 2018 |