Such Great Heights
Kimberly Brandon, 28
E-commerce Marketing Manager
Ennis Inc., Midlothian, Texas
Her big break: After graduating [from] college, I wasn’t looking for this industry. I was interested in a career in online marketing and e-commerce, and entered the industry as an e-commerce marketing specialist at Ennis Inc. I was dedicated to learning the technology and implementing the best solution for different needs.
Why she loves the industry: Connecting with good people is what I love most about the industry. Her backup career: I could see myself being in the real estate industry or being a professional photographer.
Her leadership style: I would have to say my leadership style is more collaborative. I thrive in a team environment, and I enjoy seeing my team come together to hit our goals.
Her biggest career influence: Steve Osterloh, vice president ofmarketing at Ennis Inc. Steve helped me start my career in the industry after graduating [from] college. His e-commerce initiative for the company gave me the opportunity to learn and grow as an e-commerce professional.
Her advice for those starting out: It’s important to have a mentor in the industry to help you reach your career goals. It also helps to connect with other young innovators in the industry.
What she does for fun: On a relaxed day, I enjoy linking up with friends and family, traveling, shopping and staying active.
Nathan Goldberg, 37
President
Specialized Office Systems Inc., Phoenix
His big break: My father, Bruce Goldberg, started Specialized Office Systems Inc. 31 years ago. Prior to that, he owned a Safeguard distributorship and worked for Control-O-Fax, so I pretty much grew up in the industry. As a child, I spent summers and school breaks working with my father. About six months prior to graduating [from] college, my father bought out his business partner. He asked me to join him at Specialized in order to help with some technology projects including the implementation of a new ERP and accounting system and to help introduce an e-commerce solution. We thought it would take about six months, and that was almost 16 years ago. Over the first few years, I found myself in roles with increasing responsibilities, eventually becoming president of the organization. Working with my father has been everything that I thought it would be when I was a kid, and we have been very fortunate to have a great team of employees who, no doubt, are the reason for our success (as are our awesome clients, of course).
Why he loves the industry: There is so much that I love about our industry. I love the creativity of the solutions we can bring to our customers and, as a result, not having to say “no” to our clients very often. I love [the] creativity that our solutions bring. I love the collaboration with our manufacturing partners to come up with new and unique solutions. I love being able to help our customers achieve their ambitions. I love that we don’t sell a product; we sell situations and solutions. I love working with our staff and vendors to help them produce the outcomes they desire. I love the help that we can provide to other similar companies in the industry and the help that is provided to us as well.
His backup career: I really enjoy cars and real estate. I’ve always wanted to own car dealerships. I’m not sure I’d be any good at it because I wouldn’t want to sell any of the cars on my lot and, unfortunately, I think I’d spend more than I’d earn as a car collector. I can’t think of another industry that offers the ability to be an entrepreneur where you can deliver innovative solutions to your customers while utilizing technology and new products/services.
His leadership style: I am a leader that firmly believes the group is more powerful than the individual. I recognize that while ultimately the final decisions are mine, there are many people inside and outside of my organization [who] can offer valuable insight. When possible, I like to listen to these individuals and use the input in deciding how to move. I believe that nothing should come as a surprise to my team and that everyone shares a role in our success. I also believe that everyone within the organization must be focused on our core values, which include constant learning and evolution of individuals and the organization. The moment we stop innovating, others can mimic what we’re doing, and we lose our edge.
His biggest career influence: There are so many people that have helped influence me over the years. Clearly, the most influential person in my life is my father. I have learned so much from my father in life and in business. He’s a great salesperson and business leader, and it’s been awesome being able to develop my sales and leadership skills with him. Within our family, there are a lot of entrepreneurs, so I’ve grown up surrounded by all that goes along with being a business owner. The first people I met when I joined the industry were Tressa McLaughlin and Jamie McCormick with IBF Group in Boise, Idaho. Over the years, our organizations have had great conversations that have helped us become who we are today. I’ve had beneficial conversations with many individuals, which is one of the things I love about our industry. Other influential people who have helped our organization include Ryan Jackson and Bob Willis with MPX, Rob Whitman [with Everest Sales and Marketing], Stuart Boyar with Cooley Group, Todd Weeks [with The Transform Group], Andrew Alford [with Graphic Dimensions and LaunchPad – Marketing & Technology Services] and many others who have been generous with their time, knowledge and experiences.
His advice for those starting out: Just like anything else in life, you get out of it what you put into it. This is an awesome industry with great people and innovative businesses. Learn about the manufacturers and your competitors because they all have something unique and special for you to offer your customers. I see this industry as being an offer of help to customers, and that offer of help is the key. Everyone needs help whether they know it or not. By knowing (their) business, you can find unique ways that you can help them based on your skills and talents (and your company’s skills and talents). We’ve done countless projects for “competitors” in other markets to take care of their customers and many have done the same for us. This is a great network of people, businesses and opportunities that make a real impact.
What he does for fun: I like to spend time with my wife and our families. We like to travel and see new places and try new restaurants. Given my love of cars and real estate, I like to attend open houses and test-drive cars. I also like watching sports (when my team wins) and attending sporting events, as well as hanging out with friends. I also spend a considerable amount of time reading and learning about new trends and innovations. In addition, I enjoy hiking, and recently completed my first hike to the bottom of the Grand Canyon with my father (his 22nd hike to the bottom and back). I also enjoy playing tennis and living a generally active lifestyle.
Nick Kiefer, 35
Vice President of Sales
Touchstone, Mason, Ohio
His big break: I began my professional career working at Aerotek selling contract engineering right out of college. I worked at Aerotek for two years until I was recruited to Touchstone in the early growth phases of the company. Like most others, I had no prior knowledge of what the promotional products industry had to offer.
Why he loves the industry: [I love the] diversity, flexibility and fast pace. We support clients all over the world of various size, industry and focus. Our clients are all very unique, and we thrive on providing customer solutions with a focus on relevant product execution.
His backup career: I would more than likely own a tiki bar on an island in the Caribbean living it up in the tropics.
His leadership style: I lead by example and through positive reinforcement. I understand what it takes to learn, navigate and build a book of business in the promotional products Industry. I’ve spent my time in the trenches and now earn my sense of accomplishment by teaching and helping others achieve success of their own.
His biggest career influence: My boss and mentor, Andrew Backen. Andrew is now the executive vice president at Touchstone. Andrew hired me out of college in 2005 to come work for him at Aerotek. He introduced me to sales and taught me how to be [a] fundamental, systematic sales professional. To this day, I teach the same fundamentals that I learned almost 10 years ago.
His advice for those starting out: This is advice I give on a regular basis to all of my new hires: Start small and focus on the basics. Don’t allow yourself to become overwhelmed with the endless amount of suppliers, products and services available in the industry. I keep all of my new hires on a tight regiment of what they are exposed to and strategically allow them to expand out over time as they progress in their development.
What he does for fun: I love the outdoors—boating, hiking, golfing, camping, snow boarding and surfing. My wife, Kristen, and dog, Leni, especially love to travel. We fully appreciate all of the beautiful scenery and landscapes the world has to offer.
Mike Jirschele and Mark Jirschele, 34
Sales Associates
American Solutions for Business, Hillsboro, Wis.
Their big break: We both did an internship with our father [Charlie Jirschele] who was already with American Solutions for Business at the time. He gave us an office and an opportunity to try selling in this business. That was over 12 years ago, and we are still selling.
Why they love the industry: [We love] dealing and developing friendships with customers and working alongside family every day as we run this business.
Their backup job: Both of us would either be in the banking or aviation world, or in a front office working for an MLB team.
Their leadership style: Lead by example.
Their biggest career influence: Our father was most influential for us. He was more of a traditional print salesman when we started, so it wasn’t necessarily what he sold that taught us the most, but he influenced us on how to treat people and work with customers. We learned how to be honest with others and in our work, and how to be kind to customers, while building relationships. We just watched how he interacted with customers and how well-respected he was by all of them. People still buy from people in this industry, and he was the best example of how to build those relationships with integrity and honesty with both customers and vendors.
Their advice for those starting out: Just remember to be patient. It takes time to grow a business—it doesn’t happen overnight.
What they do for fun: We both like to spend time with our families. We’re very family-orientated and when you don’t find us working, we are just spending time with them, living our American dream.