• Senior manager of client services at Fog City Marketing in Corte Madera, CA
• Fog City is a division of Milford, OH-based Proforma Albrecht & Co. (asi/116308)
• 21 years of industry experience

What I Wish I Knew When I Started:
Asking a client to evaluate my services often results in a better relationship with the client, more opportunities and a great way to improve.

What Frustrates Me the Most:
Having zero control over what happens at the factory, even when we double check. I hate being at the mercy of someone in the shipping department to ship the right way.

I’ll Never Do That Again:
Assume that the order is mine no matter how many “green lights” I get.

If I Were King of the Industry:
I would require every supplier that sells direct to be identified with a “D” next to their ASI membership number and under what names they sell direct. I would also have twice-a-month comparisons of best-selling retail brands that our industry can access. Finally, I’d establish a mediation option for disputes between distributors and suppliers.

[At left] Dan and his family on vacation; [At right] Dan and his family at the University of California.

What I Wish I Could Say to a Client:
If you want creativity, experience and a commitment to your success now and for as long as we work together, please don’t think you can “point and click” from the online sellers and get that.

Best Advice I Received:
Speak in the language of the client, have them confirm that you heard them and then ask for the order.

 Worst Advice:
“Don’t worry about it. The client probably doesn’t care about these pencils anyway…” Translation: While it is “just a pencil,” it may become a vital organ if it arrives late, is in the wrong color or the wrong logo is on there. Take it seriously or someone else will.

What Suppliers Can Do Better:
Recognize that it’s far easier for them to bring on new distributor clients than it is for distributors to add clients. Each time I’m in Las Vegas and leave a booth and see 15 new people swarm that same supplier, I think “If I walk away, the vacuum is filled immediately.” That doesn’t happen when a client walks away from a distributor, does it?

Stereotype About Salespeople I Hate the Most:
We’ll say anything to get the order. I have what one may say is a reverse Liam Neeson from the iconic scene in Taken: “I know who you are. I know what you want. I have researched your company. If you’re looking for the lowest price, I can tell you that I may not be that guy, but I do have a very particular set of skills. Skills that I have acquired over a very long career. Skills that make me a good ally for a client like you. I have sold glow-in-the-dark yardsticks, TUMI luggage, mugs that change colors and stress brains. I have sold online programs and done global product launches. If you trust me with your business now, that’s just the beginning. I will continue to be here for you, and I will pursue your goals. But if you do not need me now, I will still be here. One day you will need me. And together we will dominate!”

I Attribute Most of My Success to:
I’ve worked with amazing sales professionals whose relentless commitment and work ethic continues to inspire me. I’m the ultimate sponge. Our organization, like so many, has talented pros who unselfishly share, mentor, inspire and encourage.

I’m Always Looking to Improve at:
Knowledge! Being relevant, necessary, adaptable, resilient and resourceful! My tiny brain needs to be fed and I’m grateful to all the amazingly creative folks in our industry.