PPB April 2018

What’s your biggest challenge? The biggest challenge I have is being the middleman when something goes wrong with an order. Mistakes happen on both sides, but I try to be diplomatic so we can maintain the client relationship far beyond that one order. What is the most important issue faced by multi-line reps today? I’m not sure if this is the most important issue, but we need to remember that our jobs are always uncertain. It is important to make sure we are relevant so our clients continue to support us and our suppliers understand our value. What does the future hold for reps and how can they remain relevant? I think predicting the future is impossible. When you think about how much our industry has changed over the years, we’ve seen suppliers switch from factory to multi‑line reps and then back again. There are so many benefits of using multi‑ line reps, but I think carrying a variety of product categories is helpful. I also think the caliber of the suppliers we represent is very important. Both of these add value to the distributor so we can become a part of their research or support team. I have a lot of distributor clients who send me the specs of their project, and I will provide a variety of viable options that fit their needs from several of my factories. What do you wish more distributors knew about working with reps? I wish distributors understood more how valuable multi‑line reps are as partners. We will do whatever we can to support their sales. I always think it is funny when distributors are shy about telling me who their clients are or what projects they are working on. If I have more insight into their business, I will tailor my presentation to better support their needs. W ith a degree in interior design from San Diego State University, it’s not surprising to expect Dawn Kovar to crave creativity, and she finds it in an unexpected career choice—as a multi-line rep. It wasn’t her first job—she was previously working as an administrative assistant for an engineer when a multi-line rep friend hired her to work in inside sales. “I fell in love with the people and how creative you can be, as well as the fact that every day is so different than the next,” she says. She also likes the independence of managing her own book of business. “We have the flexibility to develop our own strategies for working the territory, representing our lines and growing sales.” With 18 years of industry experience now under her belt, she covers her sales territory in Southern California, Arizona, Utah and Nevada from her home base in Woodland Hills, California. Nominator and client Frank Gerberding, national account manager at distributor Apex Advertising, Inc., says Kovar’s level of customer service is exceptional. “Dawn never stops serving her customers. I have called her day and night, and she always gets back to me,” he says. “She is a total professional who goes the extra mile and then some to educate and assist in providing the goods and services that my customers are seeking.” He recalls a problem with an order that had a very time-sensitive deadline. “I contacted Dawn and she resolved the delivery issue, and the order was received on time for the event,” he says. “Without Dawn’s help, the order probably would not have made the on-time delivery, thus causing problems beyond your wildest dreams.” Dawn Kovar Multi-Line Rep West Coast Branded Solutions “I fell in love with the people and how creative you can be, as well as the fact that every day is so different than the next.” —Dawn Kovar Best Multi‑Line Reps 2018 | FEATURE | APRIL 2018 | 31