This month’s article is the second in a serialization of the author’s life and career as an independent manufacturers’ representative.
Reprinted with permission from The Reputable Rep, Success in Sales and Life, by Sig Schmalhofer.
The Secret Business
If being a manufactures’ rep is a secret career, then plumbing is the secret business.
When the word “plumbing” comes to mind, most people think of the scenario pictured. They think about the guy who drags a drain snake to a home to unplug a toilet.
It’s seen as a nasty job that, unfortunately, somebody has to do. So, when I tell people that I work in the plumbing industry, the reaction is predictable. They think I’m the guy with the drain snake. When I tell them that I’m in the plumbing industry but I’m not a plumber, they conclude I must sell toilets. Needless to say, neither unclogging toilets nor selling them is glamorous.
| “When I worked for Kohler, my four-year old daughter asked me what my job was. I smiled and told her that I sold toilets. With the honesty only a child possesses she replied, ‘No way Daddy! You’re a liar!’” — Chris Semerau, Director of West US Sales, Reliance Worldwide |
I find it interesting that millions of people are filing for unemployment while plumbing manufacturers, distributors and contractors ask me every single day if I know anyone looking for a job.
It’s absolutely mind-boggling that the plumbing industry offers some of the most exciting career opportunities available anywhere in any industry, but job applicants are scarce.
Even more puzzling is that no one can dispute the basic premise that plumbing is no nickel-and-dime industry! Sales of plumbing fixtures alone (like the one shown in the previous picture) are $12-billion a year.
To support engineering, manufacturing, distribution, marketing and sales on fixtures alone, an army of people collect very nice paychecks, and more people are needed!
Manufacturers like Moen Faucet, Delta Faucet, Kohler, American Standard, InSinkErator, A.O. Smith, Bradford White, and Rheem, to name a few, are names many consumers recognize. But to the average American, these brands do not translate to jobs. Why?
I’ve rattled my brain to solve the mystery! The only plausible answer is that plumbing is not glamorous. Apple? They’re glamorous. And so are scores of other techy companies. I have a son-in-law who is a product manager for Toyota. A second son-in-law is an engineer for Direct TV, now a subsidiary of AT&T. When I observe the fathers of my grandchildren in a social setting, talking about their jobs and their sexy products, it becomes crystal clear that careers in automobiles and televisions are cool. Everybody is interested in new models, new gadgets, and new toys that will be available for TVs and cars! Toilets? Water heaters? Faucets? Not so much! Boilers? Forget about it! How about plastic pipe or fittings? Regulators? I just don’t think so! Garbage disposers? Not a chance? Whirlpools? Maybe…provided free samples are available!
Now see below for a story about trading in a career in a cool, sexy business for wholesale plumbing.
| “I was honored to participate in an amazing factory trip to China with folks from Gerber, Sig and Nick Schmalhofer, and Bill Glockner, the President and CEO of my employer, Hirsch Pipe and Supply. At dinner, I was prompted to describe the career path that led me to the plumbing industry. I explained that in my earlier years, I was in the recording business for a company that is now a giant in the syndicated radio business, ‘Westwood One.’ After a sip of wine, I bemoaned my fate. ‘If I was still in that business, no telling where I’d be!’ Bill Glockner, the man who signs my paychecks, took note and calmly said, ‘Hmm, business class flights, Mission Hills Resort in Shenzhen, China, 5-star dining! Good question! I wonder where you’d be?’“Never failing to take advantage of an opportunity, at a future meeting Bill presented me with Westwood One business cards, and for the group, Westwood One scratch pads.” — Bob Berumen, Hirsch Pipe and Supply |
One of the reasons I’ve written this book is to attract people to our wonderful industry, even though it’s not glamorous or cool. My dream is for The Reputable Rep to find its way into the hands of young people looking for a rewarding career. The dynamic opportunities will overwhelm the lack of glamour and coolness.
| “The plumbing industry isn’t for everybody. But neither is a life on Wall Street or the world of courtrooms and litigation. When I was recruited by companies looking for young, ambitious people, I was intrigued by Ferguson because they offered opportunity with the caveat that I would need to earn it. That meant learning the business from the bottom, toiling in tasks like manhandling 50,000 pounds of copper. Eighty hours would be the norm for trainees. To me, it sounded like a challenge. Since a deeply rooted work ethic was part of my make-up, I was intrigued. So, I chose a career with Ferguson. The opportunity was 2,000 miles away. I loaded my pick-up with all my worldly possessions and left Virginia for a new life and challenge in Fort Lauderdale, Florida. My career started with a competition between a roommate trainee and me. If my shift called for me to be at work at 7 a.m., I arrived at 6:30; triggering the appropriate response from my roommate: He showed up at 6:00! You guessed it. I then arrived at 5:30. And so it went. But, I loved the challenge! I remember a sarcastic plumber needling me to fill his order before butterflies emerged from their cocoons. I ran to the warehouse. Yes, I ran! Like Tom Sawyer with the challenge of painting a fence, I made a game out of it. With teamwork from my friends in the warehouse, we delivered that order in record time, and well before butterflies emerged. When I was challenged to work nights digging ditches for a good customer, I accepted! No, it wasn’t glamorous, but it was what I signed up for. In one word, it was a competition. A competition I made a commitment to win! The result was the career with Ferguson that I wanted! I’ve never looked back! Ever!” — Ron Kern, Ferguson Enterprises |
If you, or someone you know, are young, ambitious, and up for a challenge, interview with a plumbing manufacturer, distributor, contractor or manufacturers’ rep. You’ll be pleasantly surprised at what you’ll find! Our secret world, if it’s discovered, is believed to be stodgy. Not so! Like most anything in life, it’s what is done with an opportunity that predicates exhilaration or boredom.
Louie Armstrong of Ferguson Enterprises combines the powerful tools of “off the chart” energy, humor and imagination to make our industry great!
| “I walked into the buyer’s office of a huge contractor only to find my competitor, Paul Morelli, already there. The buyer was excited! She said it was the perfect storm! She was ready to order a truckload of Western Pottery round front toilets. She gave us each a piece of paper and asked us to quote her our best price. The low bidder would win the order. The bids were returned. The buyer reviewed them. She looked Paul in the eye and told him that the order was going to me. Paul, who was rarely under-bid, was furious. ‘How is that possible?’ She calmly told him that my bid simply stated ‘Two percent less than Paul!’” — Louie Armstrong, Ferguson Enterprises |
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