CNGA Looseleaf Oct/Nov 2018

15 colorad o nga.org exchange can lead to additional sales. “I often find out from buyers what I can offer them to add to their order,” he admitted. His conversation topics during these “non-sales” calls range from the state of the industry to business management, families, vacations, and of course, the customers’ business situation as well as what has been selling well and what has not. “There’s a fine line with sharing. My customers want to know that when dealing with Kent, I won’t divulge the personal aspects of their business to others. They need to have a high level of trust. I’m probably the biggest jabberer of all. I get a lot of information given to me but it doesn’t leave the room,” he explained. “My biggest dilemma as a sales rep is that I need to listen more. I think that is true with every rep I know. Reps need to listen to customers more, so you can understand their needs and offer services and products that meet them.” He admits that millennials are a hard group to figure out and maybe a little harder to draw out. Even though they are seen as being so tech savvy and lean toward digital communication, he doesn’t think there’s any better approach than with the personal touch. “Face to face is natural and builds relationships. I go fishing with some in their 30s, and we talk about stuff just as much as those in their 60s.” One way to stay in touch and get in front of both the younger as well as the more established buyers is to get involved in the events of the Colorado Greenhouse & Nursery Association. “I think it’s extremely important for sales reps to be involved in the association, especially if you are not local. It’s a huge way to meet people, including owners. They appreciate people who have a vested interest in the industry, and seeing that participation can go a long way,” he concluded. “Every relationship in the industry can be approached from different angles. It’s not the same for everybody, but we have a wonderful industry where people share information and want to get to know you. With most people who I talk to, I feel they are wanting to build a relationship with me as much as I want to build a relationship with them.” “Some people are so focused on the sale or getting something from the relationship that it can’t get better. You need to like visiting and caring about the other side.” LooseLeaf October/November 2018 Baxter Wholesale Nursery in Idaho Baxter Wholesale Nursery in Idaho Bylands Nurseries in British Columbia, Canada