We all hang on Sir David Attenborough’s every word when he highlights a gorgeous creature that is close to extinction… are independent sales agents next?
Prompted by the retirement of two of the company’s long serving agents, during his talk at The Ladder Club at the end of last year, Ged Mace, md of The Art File suggested that such is the paucity of sales agents and that so few are coming onto the scene, that they are something of an endangered species.
In the second in a series, PG Buzz tracked down another of these wonderful beasts – Andy Fletcher, who covers the Home Counties – to find out about life in their habitat over the last year.
Territory: Andy covers Herts, Beds, Bucks, Berks and Oxon representing The Art File, Belly Button, Caroline Gardner, Rosie Made a Thing, Stop the Clock and Wendy Jones-Blackett.
The 2018 trade terrain: “So 2018 is over. ‘Phew’ many would say! I won’t ‘bark’ on about the obvious challenges (ie Brexit, footfall, rent/rates, internet) as we have to accept that buying habits are changing.
When I joined the industry, back in the 80s, there was an explosion of gift shops opening, which lasted for a couple of decades. And we thought this would go on and on and on. Whoops…reality has hit over the last few years, at a massively quickening rate.
I cover a small area geographically and account base wise, so the drip-feed of retail closures over the last few years has hurt. The ‘gift shop’ is having to adapt as consumers are not buying ‘bits’ to put on mantlepieces like we used to in big numbers. People are now looking for ‘experiences’ in presents as well as life. Hence the garden centres, farm shops, coffee shops are doing very well, as the public journey to these places for our ‘experience days out’.”
What’s your hunch for 2019?: “Will the government do enough to help the High Street before it’s too late? Will the dinosaurs in the House of Parliament get moving?
However, I have received the new products from the companies I represent and they are just amazing. It’s no surprise to me that the successful companies are riding the tough times. They are aware that agents are not just the cutting edge of sales, but have priceless knowledge to impart.”
If you were an animal, what would you be?: “The animal that mirrors me as a person would be a Labrador. Like me, a Labrador is soft, easy going, loyal and love having their tummies rubbed!”
Are agents endangered?: “The world has moved on in the last 30+ years since I joined this trade, but then so has our industry. The agent ‘species’ may be challenged, but is not yet endangered.
Agents in general have contributed such a great amount of knowledge and time to the development of so many companies, providing their ‘coal face’ experience through the retailers with whom they have relationships. I am glad to say that all of companies I work with have involved the agent in more than just sales; we have grown together. Many of my principals have set up Whats App chat forums asking our thoughts on products, launch dates, market trends, range size, card size, finishing styles etc. They are the best in our industry and that’s why they are leaders.
I know some companies out there have a negative view towards the benefits of agents. This is their loss in my eyes as we have so much to contribute, especially in these changing times.
Just as in the animal world many different species survive by adapting to a changing habitat and by producing the next generation, the same is true in our sector.
In my case my son Alex has joined the business and developed his own way of doing the role as an agent. He’s much more social media-focused and has sourced a new style of accounts. He has an open mind where all is up for grabs.
To my delight, he’s the new ‘tiger of the jungle’. In the coming year we’ll tap into each other’s knowledge and will work together even more.
As trade gets tougher we all need to sharpen up our working patterns and thoughts to survive and prosper.”
Top: Andy (and his doggy) in No. 9 Leighton Buzzard with owner Caroline Gates.
