PPB April 2019

Mark Fulwider Sales Rep, WesCo Marketing, Elk Grove, California Nominators: Jess Hammond and Julian Hall, Tugboat, Inc. Fulwider was in sales and management at UPS when a friend in the promotional products industry convinced him to give it a go—saying this was the best industry. Thirteen years later Fulwider still says his friend was right. Secret to success. I focus on attention to detail and I follow up on everything—even the small things. Hence, I have built a lot of trust with my customers and the suppliers I represent. I love that suppliers and distributors are partners in our business. We rely on each other and our success is predicated on each party doing their job well. When you do your job well and better than your competition, a true partnership is the result. How distributors can help. Most distributors welcome reps and want to see what’s new and hot. We know our lines best and what are the hot items. Some distributors don’t see the need to meet with reps, and I think they are missing sales opportunities. Biggest challenge. Our job is to be on the road and knock on doors. Travel expenses have gone up every year and hotels are high in the Bay Area, so the cost of doing business is a challenge. Also, traffic is horrendous, so too much time in the car and less in front of customers. We just need to be smart when planning trips to make the best of a challenging situation. What he wants distributors to know. We have the help of representing multiple suppliers . When a distributor has an opportunity, we can be a big resource providing suggestions from multiple suppliers that meet that project’s parameters. Lean on us more. Alternate career. Flipping homes. My parents were builders and I do my own home renovations. I like seeing the finished result of my efforts. About Mark. “ I’ve never come across anyone who is more tuned in to the promotional apparel industry and the needs of his clients and mine. I’ve also never worked with someone who works as hard as me for my client—every time.” – Julian Hall When a distributor has an opportunity, we can be a big resource providing suggestions frommultiple suppliers that meet that project’s parameters. Lean on us more. —Mark Fulwider Best Multi-Line Reps 2019 | FEATURE | APRIL 2019 | 53