Such Great Heights
The print and promotional industry is rich in history, filled with tales of old-world craftsmanship from long-standing, successful companies. But talk amongst outsiders often turns to concern: How can this sector compete against the charms of technology? Which company is on the bankruptcy chopping block? And, most importantly, who will preserve the industry’s legacy after the baby boomers retire?
We know better. The truth is, it’s an exciting time to occupy the print and promo space. Now driven by service-based approaches, the industry is filled with fresh ideas and, yes, cutting-edge solutions. At the forefront of this change is a group of young men and women—who are all younger than 40—with their own stories to tell.
This month, Print+Promo is showcasing just a few of them. So, sit back with your beverage of choice as these rising stars explain why they love this industry, offer advice to newcomers and more.
Chris Scala, 31
Account Executive
Suncoast Marketing Inc., Fort Lauderdale, Fla.
His big break: My dad, Bob Scala, is one of the owners at Suncoast Marketing Inc. [I] worked in the warehouse every day after high school and had the opportunity coming out of college. Actually, when I graduated from college, I didn’t know what I wanted to do. So, I asked my dad if I could work in the warehouse, and he said, “You didn’t go to college to work in a warehouse. Go make a call!” The rest is history.
Why he loves the industry: What I love about the industry is the opportunity it provides to make a living. I tell people all the time, I don’t have a job, I have a way of life. The way Suncoast is set up is 100 percent commission sales, and that is what I love most. It allows me to thrive on my entrepreneurial spirit, and create opportunities for myself, my family and Suncoast Marketing Inc. I especially love the “distributorship” model Suncoast was built on. We are not locked in to anything specific, which allows us the freedom to stay flexible in the market and cater to our clients’ needs. It’s a luxury when you can sell and then buy.
His backup career: I was blessed to be able to have the opportunity to work at Suncoast. I didn’t know what the opportunity of “sales” had to offer until I began my career. I have a genuine want to add value in everything I do. I hold myself to that standard. To me, that’s what life is all about. It’s funny, because when I first got started, maybe six months to a year into it, I remember thinking to myself, “I don’t know what else I would be doing that I would love so much to be up at 4 a.m. putting in work.” Knowing what I know now, I would definitely be in business for myself as a distributor in an industry that interests me.
His leadership style: I lead by example. My team knows my work ethic and what I’m about. I’m motivational and positive. I’m to the point and work to keep things simple. I hold my peers to the same standards [to which] I hold myself. We all must add value. I believe experience is the ultimate teacher, so I do allow my team the freedom to make decisions and encourage them to do so. The best way to learn is to do. “Sometimes you win, sometimes you learn.”
His biggest career influence: Pops! For sure. I am blessed to have my dad [Bob Scala] as a mentor. Oddly enough, we are able to separate home from work. Work is work, home is home. When I need advice, he is always willing to lend an ear. But, you better believe nothing is given to me for free. You can ask anyone who knows us, my father doesn’t make it any easier on us (my brother is in the industry, too); if anything, he makes it tougher. Anything worth having is earned—that’s how I was raised and that’s how I live my life.
His advice for those starting out: Network, network, network! Nothing is going to come to you, you have to go out and get it. Whether it’s actual networking, knocking on doors (how my business was built), making phone calls, sending emails ... you have to put yourself out there. Trust yourself and know that you are your own best asset. #letsgetit
What he does for fun: No. 1 is spending time with my family. My wife and two daughters are my why. They are the reasons I get up early and go to bed late. Our goals and dreams as a family keep me motivated and push me to #striveforgreatness. I like to get in at least 60 minutes of a good exercise and sweat daily. I have a workout routine I fit into my schedule. I do it in the morning and I feel I can conquer the world when I’m done. Golf is a passion of mine. I played in high school, have played off and on since then, but I have a newfound love for the game and do my best to make sure I pick up the clubs more often than not.
Staci Blaylock, 35
Customer Service Manager
I.D. Images LLC, Brunswick, Ohio
Her big break: After graduating [from] college, I was given an opportunity to work for a small, family-owned printing company. I found the work to be exciting and challenging. I enjoyed learning the whole business, as you often do in a smaller business. The vast knowledge I gained allowed me to form strong relationships with both our internal and external customers. This knowledge of the business and strong customer relationships have been my path to my current role as customer service manager.
Why she loves the industry: Our customers and their changing needs as innovation offers more exciting print options. Her backup career: I love working with both internal and external customers daily and couldn’t imagine doing anything differently.
Her leadership style: My leadership style is fluid. I coach each individual on my team in a way that is effective for them. I try to provide my team with as much information about the business as possible. I trust them to make good decisions for our customers based on the information provided to them. This trust empowers them to dream more, learn more and do more in their professional careers. My goal is to progress the careers of everyone on my team.
Her biggest career influence: Mike Shoals, sales representative with I.D. Images, has taught me a lot of the technical side of the business. From day one, Mike took the time to not only give the answer, but to show why the answer is what it is. This knowledge has been an asset to not only me and my career, but to my customers as well. Tim Mlnarik, director of sales, customer service and marketing with I.D. Images, has helped cultivate my leadership skills. He has taught me how to take a step back and look at situations from all sides. He continues to coach and support me on achieving my career goals.
Her advice for those starting out: My advice would be to continue to invest in yourself. Seek education not only from classes and books, but from the print professionals you encounter on a daily basis. There is always something new to learn. “Accomplishment will prove to be a journey, not a destination.” – Dwight D. Eisenhower.
What she does for fun: It is important as a working professional to find balance between my career and personal time. In my spare time, I enjoy spending time with my family. As a family, we enjoy various outdoor activities.
Emily DelMarco, 27
Account Executive
City Paper Company, Birmingham, Ala.
Her big break: I was recruited by another City Paper Company employee, who happened to be my best friend, Lexi Artrip. We went to grad school together at The University of Alabama. As a close friend and former classmate, Lexi knew my interests and capabilities. She knew I’d be a perfect fit in the promotional products industry at City Paper Company.
Why she loves the industry: I love that this industry is the perfect blend between communications and sales. On any given day, I’m practicing brand management, marketing, public relations, strategic communication and advertising. Not to mention acting as a logistics expert, mathematician and miracle worker. Having the ability to apply those skills to help customers find the perfect products is the best of both worlds.
Her backup career: It is hard for me to imagine not working in the print and promo industry, because I don’t ever want to leave. But, without a doubt, I’d be working in the communications field doing marketing or public relations. I have such a passion for brand management. Shaping and managing the public’s perception of a specific brand or company is a huge responsibility. Any participation I can have in that would make me happy.
What success means to her: I could write a book on this, but I’ll keep it simple. In my job, success is best measured when watching a customer’s campaign in action. Seeing my customer reap the benefits of a successful promotional campaign lets me know that I did a great job helping them reach their goals.
Her biggest career influence: Stephanie Friedman, City Paper Company’s vice president of marketing. On my first day at City Paper, I tagged along to a client meeting with Stephanie. I sat in awe as I watched Stephanie instantly connect with the customer. She had such poise and professionalism—and her expertise and passion for the industry was obvious. She filled up the room with her positive energy, and you could just watch the customer melt into her arms. It was amazing to watch her work so naturally—when you really believe in something, you don’t have to fake it. She continues to inspire me as a leader at City Paper Company, bringing her knowledge to our workforce as a mentor and manager.
Her advice for those starting out: You have to believe in your product and its purpose, and you have to radiate that passion everywhere you go. Developing that trust and rapport with your potential customers is absolutely necessary. People can easily differentiate a “salesperson” and a “marketing expert”—if you have what it takes, they’ll trust you to do the job.
What she does for fun: I am a big believer in work–life balance. I spend lots of time exercising, cooking, reading and catching up on shows with my husband. I also love to travel and spend time with my family and friends.
Matt Mock, 38
Director of Sales
S.F. Mock & Associates LLC by Safeguard, Centerville, Ohio
His big break: After graduating [from] college, I started working for a medical staffing company. I realized quickly that this was not the direction I wanted to pursue in my broader career, so I began to look at other opportunities. Unfortunately, the job market was down, and I was going to quit my job at the medical staffing company and work for a landscaping business. However, at that time, there was a temporary customer service position open at my father’s distributorship, and I came on board to help fill that role. This ultimately turned into an outside sales position. Over the last 14 years, I’ve continued to grow in the company and take on new roles and responsibilities.
Why he loves the industry: It really is the people. I’m helping people solve their problems and finding solutions, tailored specifically to each customer’s needs. I really enjoy building the relationships, hearing what they need help with and subsequently adding value to their business with our products and services in both the print and promotional space.
His backup career: My first job out of school was in corporate America, and it just wasn’t for me. If I hadn’t gone to help my dad [Steve Mock], I probably would have landed in the landscaping industry. But, I know that I would be doing something entrepreneurial if I wasn’t with Safeguard.
His leadership style: I have a fairly laid-back approach. I feel that most people want to succeed and that you just have to find a way to bring out the best in each person. I like the workplace to be a fun environment. We sell fun products and get to help people with new and creative ideas, so I want my employees to feel like they are in a positive environment. Of course, I hold people accountable, but that’s not to say we can’t have fun doing it.
His biggest career influence: I credit my father for my success. He’s taught me everything he knows about the industry. He’s been in business for 34 years, and I grew up around it, and it’s always been a part of me. I may have only worked in the industry for 14 years, but I’ve been listening to my dad answer calls and help people since I was 4. He has not only taught me lessons—some more painful than others—but he has given me an opportunity to flourish and that is what I truly appreciate.
His advice for those starting out: What I tell all my salespeople when they get started is that you’re making friends and following up. Be sure to meet people, network and keep your clients’ best interests in mind in order to be successful.
What he does for fun: I enjoy playing golf and spending time with my wife and two children.
Taylor Schulty, 25
Sales and Marketing Director
AmeriPrint Corporation, Harvard, Ill.
Her big break: AmeriPrint Corporation is a family-owned business that my mother and father started together in 1990. After graduating [from] college, I was fortunate enough to be offered a position in sales and marketing. I was given the opportunity to immediately have an impact on retaining current/new customers and jobs.
Why she loves the industry: I love having the ability to connect with many different individuals. Networking is very important in today’s industry, and sales provides a gateway to be able to interact with important business leaders.
Her backup career: I think I would be somewhere in the sports industry. Sports has molded me into the person I am today. Being around athletics and watching it affect people the way it has my life would be very rewarding.
Her leadership style: My leadership style is very direct and team-oriented. Being able to communicate among different personalities, and doing so effectively, is necessary in the business world today.
Her biggest career influence: Everyone I have come in contact with since starting in 2014 has greatly influenced my career. When I first started at AmeriPrint, I shadowed every different job for at least a day. Observing each of these jobs helped me learn and understand how the jobs would flow through the plant from start to finish. In addition, building relationships with our paper salesmen, customers and everyone [in-]between has and continues to influence my career every day.
Her advice for those starting out: The best piece of advice I could give someone just starting out in this industry would be to know your product as best you can and always keep a positive attitude.
What she does for fun: In my spare time, I enjoy anything that keeps me active, spending time with my family and friends, and relaxing at home with my Morkie puppy, Spring. I also picked up golf this fall, and let’s just say I have a lot of practicing to do.
Kimberly Suchy, 37
Marketing and Account Manager
Royal, Brooklyn Park, Minn.
Her big break: I was hired by Royal in May 2001, right after I graduated from college. I was referred to the position by Debbie Koep, who is a long-time employee of Royal and still works there today. I started as an internal sales representative and over time was given the opportunity to take on additional responsibilities and advance into the position I hold today. As a marketing and account manager, my duties are to maintain and grow business with specific key accounts, spearhead our marketing efforts, serve on our process improvement and management committees, and supervise our internal sales team. I am fortunate to work for a company that has given me opportunities to advance and grow, in an industry that is always changing.
Why she loves the industry: What I love most about this industry is the people. I think the longevity of the people that work in this industry is very unique and allows you to form true relationships not only with clients, but also with co-workers and vendors. Recently, there has been more emphasis on forming strategic partnerships, which I believe is vital for long-term success in the print industry. As a manufacturer, our greatest successes come from working as a resource for our distributor partners. There is no better feeling than working closely with one of our distributor partners to help them land a new piece of business, or helping a co-worker figure out a solution to a project.
Her backup career: I would probably be working in a sports-related field. After I graduated from college, I intended to go into sports marketing, but decided to accept the position at Royal, instead. Now, 15 years later, I’m still very happy to be here.
Her leadership style: My leadership style is to help others be successful, and to strive to transform a team that is strong into a team that is superb by utilizing everyone’s strengths. I understand that everyone is different, and that, as a leader, it is important to help each individual achieve success and happiness based on those individual strengths. I also strive to lead by example by taking ownership of what I do, and by being honest and loyal. I also enjoy working with members of other departments to find ways that we can continue to improve.
Her biggest career influence: Since Royal has been my only employer since college, I would have to say Tim Urness, my supervisor and president of Royal. He has taught me the importance of adapting, always striving to improve and expecting to find ways to grow. He strives to make decisions that are in the best interest of Royal’s employees and customers, and he has shown me the philosophy that it takes to be a successful leader in this industry.
Her advice for those starting out: Relationships make all the difference, not only with your clients but also with your co-workers and vendors. This will allow you to have several resources that you trust. Also, I think that most print buyers now expect quality, so they don’t buy what you sell. They are going to buy what has value to them. In the print market, I think there is still a lot of business out there for those who are willing to put in the time and the effort. We need to be innovative in the sales process to solve problems and continue to look for better ways to meet the needs and goals of our clients. As a manufacturer, we do this by investing in the latest technology, adding new products, improving our quality control processes and being a resource for our customers.
What she does for fun: My 8-year-old twin daughters, Olivia and Violet, keep me pretty busy. I also enjoy reading, and am an avid sports fan.
Rich Bewley, 29
Co-owner
Proforma Signature Solutions, Brooklyn Heights, Ohio
His big break: Working with my dad for my Friday night football allowance! My dad [Dennis Funk] was the owner of Proforma Signature Solutions, and, in my senior year of high school, I began working in the family business. I started working with clients in the painting, furniture and retail industries by hand-inserting mailing projects, kitting signage and distributing them to various locations. On the weekends and after school, I’d work to ensure I had “hang out” money, which introduced me to this world.
Why he loves the industry: I love having the opportunity to bring solutions to customers that positively impact their results and, most importantly, their day. For example, one of our clients, a major gasoline and convenience store chain, is partnered with the Children’s Miracle Network. [It] wanted to run a campaign that would generate funds for the hospital system, and Proforma took that mission to a whole new level. We helped develop an online store to collect orders. We enhanced the products and added universal teddy bears from Vitronic. Our client rolled out the platform and received a great response from employees, raised funds beyond [its] goal and generated a great experience for local kids going through health challenges. It was awesome bringing the client a concept, system and a means for executing the project with little required attention or tasks for [its] team.
His backup career: I’d be a police officer or an athletic agent. Depends on how I’m feeling.
His leadership style: Hopefully one who leads by example, with as little words as possible.
His biggest career influence: Joey Klinger, [strategic business development] for SanMar. I appreciate his sincere passion for servicing and supporting his clients. He amazes me with his ability to create friends with random acts of kindness rather than always worrying about his sales numbers.
His advice for those starting out: Care more about the client than yourself.
What he does for fun: Spending time with my wife and hanging out with my little man playing basketball.
Marne Slack, 32
Manager, Sales
Navitor, North Mankato, Minn.
Her big break: Shortly before spring break of my senior year at Winona State University, I responded to a newspaper advertisement for an executive assistant position at Taylor Corporation, headquartered in North Mankato, Minn. I began my career at Taylor Corporation just three days after my college graduation. For the next four years, I was responsible for supporting daily operational and administrative functions, engaging with several key leaders and learning firsthand, about the corporation and the overall printing industry. I also provided oversight for several leadership-related events and the management of a sales-based program. In 2007, I was presented with an opportunity to join the corporate communications team, where I assisted in the development and facilitation of brand management; executed business branded communication and the development and evolution of online strategies for our intranet and external websites. In 2012, I was approached to lead and manage account services and business development efforts for the strategic accounts customer channel at Navitor. Today, I’m incredibly fortunate to work side-by-side with a professional team [that] assesses the unique needs of resellers and identifies solutions of benefit and value to help support their customers.
Why she loves the industry: As a young person, consumer and leader, the thing I love most about this industry is seeing how connecting traditional print and new technologies, coupling ink and paper with pixels, can make business communications come alive.
Her backup career: I’ve developed a multifaceted and rewarding career path, and feel that my strengths and qualities have influenced several strategic and sales growth-related initiatives. If I wasn’t where I am today, I’d be sharing ideas, collaborating, building relationships and executing on business strategies in a customer-facing or leadership role within the health care or hospitality industries.
Her leadership style: I’ve had the opportunity to work with an exemplary team who provides consultative expertise and creates a client experience for our reseller partners that stands above the rest. As a coach, visionary and leader, I thrive when I can help others see new ways of thinking, provide concrete and actionable feedback, and collaborate together strategically. When I’ve done this, I am witness to the personal development and enjoy sharing in the accomplishments of my team—and it makes those coaching moments absolutely worth it.
Her biggest career influence: Todd Alexander, the executive who I supported at Taylor Corporation when I was first hired, really influenced me. My second professional interview was with Todd; our discussion covered situational and behavior-based questions and the review of several charts and diagrams. Following my two-hour interview, I knew immediately that Todd and I would complement each other well and be a good fit. Todd saw something and took a chance and offered me the opportunity a few weeks following my interview. Throughout my tenure, I’ve leaned on Todd for support, shared ideas and have sought best practices. After 29 years in the print industry, Todd is now the founder and principal consultant at Cornerstone 3, a coaching firm designed to help individuals to achieve breakthrough results. He certainly helped me do the same, and I am forever changed.
Her advice for those starting out: The best advice that I would give to someone just starting in the industry would be to learn by researching, educating and asking questions. Those, coupled with networking, will lead to a successful career within the industry. You never know when you’ll be called upon to help out a customer in an urgent situation—it happens.
What she does for fun: Two years ago, I established a home-based craft business, maker.inspired., and enjoy expressing ideas and creativity through projects. My husband, Justin, and I have two dogs and enjoy time spent outdoors, camping in our pop-up camper during the summer months, biking and connecting with our family and friends.
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.