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Well
Represented
USGlass Recognizes Some of the Industry’s Top Manufacturers’ Representatives
The life of a salesperson
isn’t an easy one. On any given day a salesperson may have to endure any
number of inconveniencies: long hours; unreturned phone calls; exhausting
travel; going to an out-of-state meeting only to find the customer is on
vacation; schmoozing, which, in and of itself, can be exhausting. And some
even do this job completely on their own—without administrative assistance,
without sick leave, without company-provided medical insurance and without a
retirement plan. These are the individuals who choose to serve as independent
manufacturers’ representatives. And it’s time they were recognized.
Yes, the job can be tough and it takes a devoted person who truly cares about
the product to get it done. For them, the rewards outweigh the downside.
These salespeople are out there everyday working hard for the
industry—especially for those companies that have entrusted them to sell,
sell, sell.
USGlass sought out nominations for the industry’s
top manufacturers’ representatives, looking for those who did their jobs
“above and beyond” the call of duty. Our only requirement was that the
nominee be an independent representative and not a direct employee to any
manufacturer. These next four pages pay tribute to the best reps, as
nominated by our readers.
Paul DeGray
PDG Architectural Sales,
Lake Grove, N.Y.
Represents: J.E.
Berkowitz L.P., Walker Glass, Leed Himmel and United States Aluminum
First thoughts when you learned you were nominated: “I thought it was
great and wonderful!”
Since 1974 Paul DeGray has been a part of the glass
and glazing industry. His career began at what was then Floral Glass and he
worked his way up through the ranks serving the company as a laborer “on an
old wing table insulating glass line,” truck driver, sales person and
eventually sales manager for New York and Connecticut.
After 12 years of service he left in 1986 and went to work for Insulpane Industries for three years as the architectural
sales manager.
Then, in 1990, he made the decision to begin his own rep firm. As a rep, he
explains, “You’re able to take companies to a particular area and generate
more sales for them. I have fun at what I do and I make it a point to learn
about the industry; I am learning everyday and I like being able to be a
resource,”
Mike Nicklas, architectural sales and marketing manager with J.E. Berkowitz
L.P in Westville, N.J., says Paul’s desire to always learn is evident.
“Paul consistently learns new product information to stay on top of new
technologies and trends,” says Nicklas. “His knowledge helps him build strong
relationships with customers in the metro New York City market, where he has worked his
entire career. Professional and personable, he stands out.”
And DeGray says his career is one with many likes,
and few dislikes.
“I like the freedom I have in developing new business for my companies,” he
says. “I like being out there, trying to get specified and being awarded the
project. There’s not much I don’t like about it.”
It is also these job characteristics that stand out to him as his greatest
achievement. “It’s bringing companies into the marketplace and seeing [them] achieve success, too,” he says.
DeGray is also very optimistic and enthusiastic
about his future in the business.
“I look forward to working with architects, factories and glazing contractors
in the rebuilding of the great city of New York with the many new projects that
are developing,” he says.
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