TTW REPORT
past something that’s a good
opportunity. My job is to put
them in front of those things
and let the manufacturer’s rep
explain them.
“Secondary to that, I try to
gain as much knowledge as I
can at the show. It gives me a
chance to learn about the new
stuff , too.”
Despite reports from some
dealers in his territory that
business was off by as much as
30 per cent last season, John
and his boss, Bob Brown, are
optimistic about the year ahead.
When fi nancial turmoil struck
the world at the end of the
2008 season, retailers stopped
ordering, Bob says. Stores sold
merchandise already in stock.
In the fall, by the time of the
John Phillip Jr (left) with Al Bob Brown (right), president of
2008/2009 Hal Brown show,
Conti of Snug Harbor Marina. Hal Brown Company, with John.
many dealers hinted that their
is there,” says Russ Eastman they can sell and make some ordered some PowerBait, and inventories were low and would
of Monahan’s Marine in money on. later thanked John for the new need refi lling next spring, Bob
Weymouth, Massachusetts. “Sometimes, that’s a battle. sales it created. says.
When a manufacturer drop- Some people come into this To introduce new products, John believes that gasoline
ships defective merchandise, industry with their own set of manufacturers’ representatives prices – as low as $2.25 per
John replaces it immediately, prejudices: they know what used to visit fi shing-tackle gallon during the show – will
says Barbara T_h omas of M&D’s works for them and what dealers, large and small. As the remain low next fi shing season.
Bait Shop in Wareham, doesn’t. But they’re not selling to tackle industry continues to And, he says, “T_h is industry does
Massachusetts. themselves. You have to have the consolidate, and manufacturers’ well in a slow economy. We’re an
John also provides market things that customers want. reps add more brands to their inexpensive, good family hobby,
intelligence, says Al Conti of “If I only sold the things that off erings, they often cannot and, on top of that, you can put
Snug Harbor Marina in South I use in my own fi shing, my aff ord to visit smaller retailers. food on the table while you do it.
Kingstown, Rhode Island. “But,” catalogue would be a page-and- T_h ey do, however, attend “Long-term? I can see me
Travelling salesman
Al adds, “I usually ignore him. I a-half long. wholesaler’s shows. Most shows doing this for a long time
prefer to listen to my customers “You can educate customers are scheduled for the autumn because I love it so much. T_h e
to learn what they want and
need.”
You must have an intelligent suggested retail
nicest thing in the world is to
get up in the morning and enjoy
Bob Brown, president of the
Hal Brown Company, says he
price because of the many associated costs,
going to work.”
expects each of his sales reps to starting with the 10-per-cent federal excise
At night, look for John either
in a greenhouse nursing his
visit their accounts at least every
three weeks, and to phone them
tax on the initial sale in the US.
collection of fl esh-eating plants
(he is the founding president of
between visits. Each rep writes to bring them to a higher or winter, when retailers can the New England Carnivorous
their own schedule. level of tackle so they’ll have take some time away from their Plant Society) or searching for
“I may have a dealer who is more enjoyment fi shing, but, stores, and after they have an striped bass on a beach near his
very organised and doesn’t need realistically, you have to sell idea about what’s selling. home in Narragansett, Rhode
to see me as often as someone them what they want. If they Retailers attend the shows in Island.
who is just starting and doesn’t want something that you don’t search of information and good “To be out there,” he says,
know what’s going on,” John have, you have lost a sale and you deals. “surrounded by the darkness, and
says. “A lot of people come into have lost money.” “I can have a really good show, to know that the next fi sh you
this industry because they like John was working for Berkley even if I don’t write an order,” catch may be a fi ve-pounder or a
to fi sh. when the company introduced John says. “My job is to fi nd my 40-pounder is wonderful.” TTW
“T_h ey know the kind of PowerBait. He remembers dealers, and show them things
fi shing they do very well, and a bait-and-tackle dealer in that they have an opportunity
Contact
then they look at my catalogue, Woonsocket, Rhode Island to make money on. T_h e show
Tom Meade
and they realise that they don’t who thought the colourful and can be so overwhelming when
Tel +1 401 364 1914
know about a lot of things. My smelly putty was a dumb idea. you walk in because there is so
Fax +1 401 364 1914
job is to steer them to things On John’s recommendation, he much there. A dealer may walk
E-mail f_i shingjournal@hotmail.com
JANUARY 2009 | TTW 41
P40-41_TTW_01_meade.indd 2P40-41_TTW_01_meade.indd 2 17/11/08 2:07:14 pm17/11/08 2:07:14 pm
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