PPB April 2020

Best Multi-Line Reps | FEATURE “A key element in helping others is to always try tomake the transaction as simple as possible.” —KenCecco, CAS KenCecco, CAS President Kenneth Cecco & Associates Exton, Pennsylvania Ken Cecco was selling Yellow Pages advertising for Bell of Pennsylvania when he landed a job selling advertising to suppliers at the Advertising Specialty Institute. From there, he worked in sales for several supplier companies before opening his own multi-line rep firm in 2010. Now in his 29th year in the industry, he travels 25,000-30,000 miles every year to bring ideas and solutions to distributors across the Northeastern U.S. and Atlantic region. Nominators: Corina Peacock, Specworks, Inc.; Don Trevelino, Safeguard; Glenn Hastie, Spike’s Trophies; Nunzi Allegrucci, Nunzi’s Advertising What makes him the best: Nominator Nunzi Allegrucci says, “First, he gave me a chance when our volume was small. “Second, he educated me [about] the industry and did things that helped me. Third, he listens and helps with creative. Finally, his word is golden and he over-delivers on his promise.” His secret to success: I was taught well by some of the very best who took me under their wings and, to this day, I still incorporate much of what was bestowed upon me. Whether it is networking, education or whatever, I always work hard and help others achieve their own goals. A key element in helping others is to always try to make the transaction as simple as possible. What’s my secret? There are over 4,000 supplier lines to choose from and ultimately the distributor will work with someone they like and who makes day-to-day business easy. I have some of the best customer service teams in the business, and we strive to make using the line an enjoyable experience. We try to provide selling tools like specs, random samples and custom e-flyers to help. When a distributor finds the line to be responsive, the information easy to digest and the products of high quality, then they will always come back. How distributors can help reps do a better job: Distributors have a lot on their plates, but when a distributor provides all the necessary information on requests and on orders, it makes it easier for everyone involved. Easier said than done sometimes. The biggest issue facing reps today: The internet continues to be a threat and an option for end users. The issue of the internet being a shortcut to purchasing promotional products will correct itself as more end users discover mistakes being made along the way. Multi-line reps are calling on distributors and we need the business to come through the distributor channel. I feel the distributor brings value to the equation and as long as there is value, there is a need. What he wants distributors to know about reps: In most cases, we have been around for quite a while. We have solid relationships with our lines. When a distributor creates a relationship with us and our suppliers, we can extend special opportunities like no charge specs, discounts and when rush service is needed, we are often there to help. His alternate career choice: All things considered, I’d like to come back as a cyber security action figure. It is just awful the stress and frustration our suppliers and distributors go through when their websites are hacked. There is no room for cybercrime in this world, but it isn’t going to stop. That’s where I’d come in as Cyber Superman and put an end to it all. | APRIL 2020 | 51