PPB April 2020

FEATURE | Best Multi-Line Reps MartyMichalson Chief Marketing Of cer Marty’s Lines Seattle, Washington What makes him the best: “Marty has driven four hours and spent one to two nights to help me with a trade show at which I was a vendor,” says Danita Smith. “He assistedme withmeeting new clients and spoke with them as if he was my factory rep, there representing my business.” His secret to success: It’s no secret really—by being genuine, honest, resourceful and making lives easier for all, if you can. How distributors can help reps do a better job: Understand the role each of us plays in the industry and train their employees in these roles. Also, ask the right questions of their clients when working on projects to gain the information to fully understand the scope of the project they are being tasked with. The biggest issue facing reps today: Staying relevant, keeping ahead of changing trends and technologies. Solve it by always embracing change and expecting it. What he wants distributors to know: Look at us for the experience we have to offer as a resource tomake their work easier, and not as intrusions on their time or space. Alternate career choice: One where each day would present something new to work on and a different place to travel to. Like some of the other multi-line reps pro led in this story, Marty Michalson got involved in the promotional products industry rst as a factory rep. Over 12 years, he worked for three different supplier companies before setting out on his own in 2012. From his home base in Seattle, he covers Washington State, Oregon, Idaho, Montana and Alaska, logging more than 33,000 miles every year to bring product ideas and creative solutions to distributors across the region. Nominators: Danita Smith, Third Day Creations, LLC; Kris Belveal, Identify Advertising; Lori Reading, In The Bag Promotions; Brandon Hoefer, Hubcity Graphics Who You Gonna Call? AMulti-Line Rep. The extensive product knowledge, industry exposure and experience that multi-line reps bring to the table can signi cantly help distributors better serve their clients. Take advantage of this ready resource by saying ‘yes’ next time a multi-line rep asks for an appointment to visit your of ce. Here are some ways reps can provide value: • They can demonstrate products in-person and answer questions about how products work. This is particularly helpful with technology and electronics. • They can provide case histories from suppliers. • They can introduce fresh ideas and solutions the distributor might not be aware of. • They can help differentiate the benefits of one product over another. • They can check the supplier’s stock, order status and production time. • They can troubleshoot problems with the factory. • They can accompany the distributor on client visits and demonstrate and discuss various products for campaigns and promotions. Tina Berres Filipski is editor of PPB. 58 | APRIL 2020 |