Spring 2019 Hardlines Strategies

ASK THE EXPERT

Janet Elias works regularlywith other members of the sales team, such as Clay Uhrmacher, vice president of sales andmarketing.

How do you assist your reps in providing high-quality service to Blish-Mize customers?

I make sure our reps know the importance of that relationship, and of being in the store on a consistent basis so they can stay in touch with retailers and learn the ins and outs of each of their operations. And they are in the stores regularly. What’s the importance of a good sales team to provide quality support to a Blish-Mize customer? JE: Blish-Mize takes such good care of the customers. I firmly believe that we are one of the top-notch distributors out there, for this reason—the support we provide our customers. All the distributors offer products, provides that really make a difference. We’re only as good as the people around us. Blish-Mize has a great support team. It’s not just one or two people; it’s everybody in every department, from customer service to credit to sales to marketing and beyond. but it’s the little things, the little personal touches, that Blish-Mize

Every employee, and their care and support of our customers, makes a big difference to all involved. How does Blish-Mize provide that same support to its employees? I’ve personally experienced those sentiments. I’ve been with the company for 45 years, and Blish-Mize has basically raised me. This company has given me so much throughout my career. I wouldn’t be where I am today if it wasn’t for their support, and for their team having faith in me and letting me take on new opportunities and challenges. Blish-Mize is a family business, and I really do feel like my co-workers and I are family. I’m so grateful for all the friendships and connections I’ve made during my time here. Those connections go far beyond the day-to-day of work, and they include friendships that will last a lifetime.

JE: I encourage my reps to do their best and offer support in any way they can. We talk about who they will each be calling on, and what they’re going to be talking about with each of those retailers. I also encourage them to follow through on what’s discussed during our conversations with our customers. I’m a big believer that little things make a big difference—those small actions can really add up. Our sales reps are interested in their customers’ success. It makes a big difference. Why is the relationship between the sales rep and the retailer so important? JE: This is a relationship business. Our customers have the option of buying their products somewhere else; that face-to-face relationship still has value and can make such a difference.

6 Spring 2019 • Hardlines Strategies