Mathys+Potestio / The Creative Party®’s Post

Meet Rory Killeen, who was recognized as our January "We Not Me" Kudos Winner for living by our core values. Rory is the Inside Sales Manager at Honor Foods. In addition to handling his own accounts, he also oversees nine other inside sales Team Members. Rory has been with Honor Foods for 16 years and was part of Burris Logistics for a year before that. Rory says his favorite part of being an Honor Foods Team Member is the people he gets to work with every day. Rory says he loves that, “We are all given the freedom we need to do our jobs the way we want to go about them with the end of the day ideal that we did the best we could that day. That flexibility allows us all to shine doing things in different ways but with the same goals in mind. It is that flexibility which is why I think most folks love working here.” Rory says that what makes Honor Foods unique is its unique business model at its core. There aren’t that many redistributors out there and Rory says, “I like to think there aren't many that can do customer service better than us. In a lot of instances, people buy from Honor Foods because of the people we have. They like dealing with us, and they have options but choose to buy from us because they like the people they talk to and do business with. We get to know them at a personal level, and those relationships can last for years and help both sides grow together.” In addition, Rory says, “As an office, we see each other more hours of the week than our own families in many cases. We all get along and grow together. When we bring in new people into our department we discuss the fact that people don't leave Honor Foods, they retire from Honor Foods. History has shown it and I hope that remains. Honor Foods is a family-owned business that has allowed Honor Foods to maintain its ability to harvest an inter-office family feel that stems back to its origins. That's not the normal and I love that it is the case here.” One of the values that facilitates this is the same value Rory was recognized for, We Not Me. When asked what We Not Me means to him and how he aims to demonstate the value each day, Rory says, “In sales, it's never about "me" or the company. It's always about the "we". It's a collective group of Honor Foods, our customers, our suppliers, our brokers, our constituents at Burris and Trinty, etc. I always go into everything I do day-to-day trying to do what is best for all parties involved in the decision-making process. Sometimes, we have to give in order to get, and that is what Honor Foods is all about. Doing what we can to help each other and growing together as business partners.” Thank you, Rory, for living by our We Not Me mindset. We appreciate everything you do. #WeNotMe #CompanyValues #SupplyChain

A candidate's winning story too good not to share... I spoke with a candidate last week (we'll call him Tim - for his privacy). Tim started working for a logistics company right after college. They put him in an operations seat - working in domestic operations; a good way for him to get his feet wet in the industry. Tim worked in his operations role for 8 years, being promoted into a hybrid of domestic & freight forwarding operations before he wanted to get his shot at sales. He was starting his family, and knew he had to earn more. When he asked his boss (the owner of the company) - he outright said, 'no'. Why? Tim never had experience 'selling'. The boss was frank with him - he didn't want to lose a really good operator. There were rarely fires under his watch. What did Tim do? He left the company (amicably). He went into entry-level sales for one of the largest pest control companies in the US... Within a month he was winning salesperson of the month awards - lapping the mainstay salespeople in the company. Each month - Tim sent back his sales figures (and awards) to the logistics company's owner - not to brag or rub it in - but to reassure the owner, when the time was right, he wanted to come back. He had a passion for the logistics industry. After 4 months - the owner took him back with open arms - and he's worked in sales for this full-suite 3PL for the last 20 years - doing millions in gross profit each year. Tim bet on himself. He held no ill will towards the company he left. He understood why his boss wanted to keep him in ops (he took it as a compliment). He didn't complain - he proved him wrong. Should it take leaving your company to get to where you want to go? No... not necessarily. But sometimes the powers that be need to be led to water. Prove it to them, derisk the move for them - and often times they'll reward you handsomely.

The grand tapestry of commerce, the key account manager stands not as a mere merchant, but as a devoted servant. With every deal sealed and partnership forged, they weave threads of trust and loyalty. They are the silent guardians of client dreams, the stewards of aspirations, nurturing growth with the care of a gardener tending to a delicate bloom. In their hands, numbers become narratives, and targets transform into triumphs. To serve is to lead with humility, to listen with intent, and to act with purpose. The true essence of a key account manager lies in this sacred duty—to serve with unwavering dedication. Here’s to the unsung heroes of the business world, the servants who shape our success. #KeyAccountManager #ServantLeadership #BusinessPoetry #CustomerCentric #DedicatedService

This was written by Elizabeth Nasaka and I find it really insightful. Ezra and Thomas joined a company together a few months after their graduation from university. After a few years of work, their Manager promoted Ezra to a position of Senior Sales Manager, but Thomas remained in his entry level Junior Sales Officer position. Thomas developed a sense of jealousy and disgruntlement, but continued working anyway. One day Thomas felt that he could not work with Ezra anymore. He wrote his resignation letter, but before he submitted it to the Manager, he complained that Management did not value hard working staff, but only promoted only the favoured! The Manager knew that Ezra worked very hard for the years he had spent at the company; even harder than Thomas and therefore he deserved the promotion. So in order to help Thomas to realize this, the Manager gave Thomas a task. “Go and find out if anyone is selling water melons in town?” Thomas returned and said, "yes there is someone!" The Manager asked, "how much per kg?" Thomas drove back to town to ask and then returned to inform the Manager; "they are K13.50 per kg!" The Manager told Thomas, "I will give Ezra the same task that I gave you. Please pay close attention to his response!" So the Manager said to Ezra, in the presence of Thomas; “Go and find out if anyone is selling water melons in town?” Ezra went to find out and on his return he said: "Manager, there is only one person selling water melons in the whole town. The cost is K49.00 each water melon and K32,50 for a half melon. He sells them at K13.50 per kg when sliced. He has in his stock 93 melons, each one weighing about 7kg. He has a farm and can supply us with melons for the next 4 months at a rate of 102 melons per day at K27.00 per melon; this includes delivery. The melons appear fresh and red with good quality, and they taste better than the ones we sold last year. He has his own slicing machine and is willing to slice for us free of charge. We need to strike a deal with him before 10am tomorrow and we will be sure of beating last year's profits in melons by K223, 000.00. This will contribute positively to our overall performance as it will add a minimum of 3.78% to our current overall sales target. I have put this information down in writing and is available on spreadsheet. Please let me know if you need it as I can send it to you in fifteen minutes." Thomas was very impressed and realized the difference between himself and Ezra. He decided not to resign but to learn from Ezra. As we continue with this year, let this story help us keep in mind the importance of going an extra mile in all our endeavors. You won't be rewarded for doing what you're meant to do, you only get a salary for that! You're only rewarded for going an extra mile; performing beyond expectations and uniquely positioning yourself. Remember, you don’t win by being better, you win by being different. Exceed expectations.

Don’t forget the importance of getting out there! My first role was roughly 16 years ago at Bibendum Wine and I remember Michael Saunders and John Graves both reminding me that getting out on the road and meeting people was the best way to get started. ‘If you’re not wearing out 3 pairs of shoes a year you aren’t in trade enough’ I think I also got admonished in my first PDR for not expensing enough drinks after work. Essentially, it all comes down to the fact that people buy off people. There are obviously many ways these days to contact accounts and prospects. But if you aren’t immersed in your area, how do you know where’s busy? Who actually makes the decisions? Who is on the move? And how do you actually make those personal contacts? Yes, walking into a restaurant is hellishly nerve wracking. I still get slightly panicky. However the worst that can happen is they say no. (Or a variant of No). However, most the time you get to speak to someone who loves they do and hopefully what you’re selling. But you’ve got to find that connection or want, which is far easier face to face than on email. Plus you can make life long friends! From the early days of being out pounding the London streets I am actually a Godparent to two kids, whose parents I met running bars and restaurants. The picture is me and Jack Flood from Botivo Drinks smashing out a very wet day in trade. He is absolutely up for these days and is a natural in-front of customers. And these days have resulted in an awesome set of customers. It does help when you have something as good as Botivo to speak to people about. My takeaway to all young account managers is not to shy away from these days in trade. They are what sets you up for a career! Do have a drink at the end of it and spend time with your accounts. Embrace it, and know that when the weather does get better everyone is a lot nicer with it.

I quit my job a few weeks ago and am going "all in" with my food startup Casey's Granola. Is it ideal? Not really. Am I scared? Heck yeah! After selling my food manufacturing business in Australia and moving back to the US in 2021, I started teaching. The Monday-Friday schedule worked well as a single mom, and I could spend time with my kids as we transitioned to life in America. But, teaching was not a long term plan. The pay is terrible (at least in Florida), and I cannot support my kids on the salary. For the past 1.5 years, I've tried unsuccessfully to find a higher paying job. I exhausted my networks. I upskilled. Hundreds of job applications later, nothing worked. It was - IS - depressing for an over-achiever finding herself with zero options, despite being educated and qualified. So, earlier this year, I started to proactively make money. I created and innovated, and created food products that people love. I did this in 2013 when I started my award-winning business in Australia, but this time I knew what I was doing. I got to work - marketing, branding, sales, design, e-commerce, R&D, project management, procurement, networking, cash flow strategy. It's fun and I am good at this - but should I make this my full time gig? I spent this summer with my kids while working on the business, and weighing up the pros & cons: Return to the stability of teaching, or go out on my own? I knew what was best for my family, and ultimately that is what made me decide to quit teaching and go all-in on the Entrepreneur Life. When I told my daughters, they starting crying with joy! School started last week and I don't miss it... but I'll miss the regular paycheck. And maybe the insurance benefits. So far Casey's Granola means I am home in the morning helping my daughters get on the school bus. I eat breakfast with my son and drop him off at high school. But, I am working harder and hustling every day. I work most weekends. But, my teens work with me and we work hard together. They feel ownership in the business and are empowered making money (yes, I pay them!). We are spending more quality time together. I stopped my job search. As I mentioned earlier, this situation isn't ideal. I *think* I'd still love to work for a well-funded startup, earning more than I am slinging Granola, having the regular paycheck and insurance benefits. Maybe that job will come. But for now, I'm trusting that all those closed doors mean that this is the path I'm meant to be on. And if you want to try some granola, I ship all over the USA ;) www.caseysgranola.com #Entrepreneurship #SmallBusinessOwner #FoodStartup #CaseysGranola #FamilyBusiness

*Go the extra, how to be successful, the story of Ezra and Thomas* Ezra and Thomas joined a company together a few months after their graduation from University. After a few years of work, their Manager promoted Ezra to a position of Senior Sales Manager, but Thomas remained in his entry level Junior Sales Officer position. Thomas developed a sense of jealousy and disgruntlement, but continued working anyway. One day Thomas felt that he could not work with Ezra anymore. He wrote his resignation letter, but before he submitted it to the Manager, he complained that the Management did not value hard working staff, but only promoted only the favoured! The Manager knew that Ezra worked very hard for the years he had spent at the company and in order to help Thomas, the Manager gave Thomas a task. “Go and find out if anyone is selling water melons in town” Thomas returned and said, "yes there is someone!" The Manager asked, "how much per kg?" Thomas drove back to town to ask and then returned to inform the Manager; "they are Rs.13.50 per kg!" The Manager told Thomas, " Now I will give Ezra the same task that I gave you". So the Manager said to Ezra, in the presence of Thomas; “Go and find out if anyone is selling water melons in town” Ezra went to find out and on his return he said: "Manager, there is only one person selling water melons in the whole town. The cost is GHS49.00 each water melon and GHS32,50 for half a melon. He sells them at GHS13.50 per kg. He has in his stock 93 melons, each one weighing about 7kg. He has a farm and can supply us with melons for the next 4 months at a total of 102 melons per day at GHS27.00 per melon; this includes delivery. The melons appear fresh and of good quality, and they taste better than the ones we sold last year. He has his own slicing machine and is willing to slice for us free of charge. We need to strike a deal with him before 10 a.m. tomorrow and we will be sure of beating last year's profits in melons by GHS223,000.00. This will contribute positively to our overall performance as it will add a minimum of 3.78% to our current overall sales target. I have put this information down in writing and it is available on a spreadsheet. Please let me know if you need it as I can send it to you in five minutes." Thomas was very impressed and realized the difference between himself and Ezra. He decided not to resign but to learn from Ezra. Let this story help us keep in mind the importance of going an extra mile in all our endeavors. You won't be rewarded for doing what you're meant to do,.... You get paid for that! You're only rewarded for going an extra mile; performing beyond expectations.

🍷 Seeking to Expand Your On & Off-Premise Accounts? 🍷 Expanding your market footprint is crucial for success in today's competitive landscape. 📈 Are you effectively targeting your key accounts with specialized expertise? If not, have you ever considered partnering with a seasoned 1099 National Accounts consultant to manage this on your behalf? With over 30 years of industry experience, they excel in linking wineries, importers, and distilleries with high-level decision-makers, offering comprehensive assistance throughout the entire account acquisition process! Curious about how the 1099 model works? Let's chat!

Meet Jake Manning 🌟 From customer service to account management, Jake's journey has been full of challenges and growth. Balancing work and fatherhood, he keeps his focus on what matters: developing skills over chasing titles. Learn more about his story by following the link in the comments ⬇ #ATCareerStories #AccountManager #WorkingDads

🔥Day 96-97 at Associated Packaging, Inc.🔥 💯 Days planting trees 🌳 “He plants trees to benefit another generation.” - Caecilius Statius It’s been 97 business days at API. I’ve called on old friends. I’ve called on new friends. I’ve called on LinkedIn cold DMs. I’ve emailed old lists. I’ve emailed new lists. I’ve developed targeted lists. I’ve shared wins. I’ve shared losses. I’ve made some amends. I’ve planted seeds. I’ve seen some saplings. I’m caring for them to grow into trees. I’m growing a forest, with rows and rows of tall, tall pines. Each quadrant to yield a harvest in seasons. Evergreens. Thu-Fri Recap 🚨GREAT COLD CALL STORY🚨 Determined to get an on site from a cold call, I dropped a pin on a nearby warehouse park. ✔️I drove there and pulled into one. ✔️Check with CSR not assigned to another sales partner. ✔️ Open people search on LinkedIn, search bar = blank, enter. Hit “people”. Filter current company = customer. Location = DFW. ✔️ Identify potential decision maker targets ✔️ Use zoominfo to get cell numbers 📱 ✔️ Text selfie with business card and intro stating you’re down the street and ask for the meeting in 30 min. ✔️ Prospect agrees to meeting. ✔️ Ask for the site tour. ✔️ Go on the site tour. ✔️ Ask for the next meeting. Be bold. Be direct. Take action. Follow up and deliver value. P.S. Next 100 days, I’ve got something BIG 👀 📗 What I’m reading - Breaking the Habit of Being Yourself by Joe Dispenza One of the best things about sharing my 100 days journey and my goals 👉 Instant, real accountability. And because I do what I say I’m gonna do, here I am and here I will be. #LetsGo #ThePackagingPeople ————————————————————— ♻️ Share the love ♻️ P.P.S. Follow me and hit that 🔔 for more on #growthmindset, #sales, #leadership, #packaging, and #fatherhood