Even the shortest of visits to MANA member Sharp Incentives’ website (www.sharpincentives.net) offers a completely understandable explanation of what owner Tasha Sharp’s unique independent manufacturers’ rep firm is and what niche it fills in the marketplace.

To appreciate the role that this agency occupies it’s probably necessary to know that:

• According to Incentive magazine, businesses in the United States spend $90 billion annually on non-cash incentives.
• Over the past two decades there has been a significant jump in the number of U.S. businesses using non-cash rewards, rising from just 26 percent of all U.S. businesses in 1996 to 84 percent of all U.S. businesses in 2016.
• “Organizations that give regular thanks to their employees far outperform those that don’t,” reports Forbes magazine.

Here’s where Sharp Incentives comes in, according to Sharp, who opened her agency doors more than 16 years ago. “As multi-line reps within the special markets industry, our role is to serve as the link between suppliers and our customers. We function as a cost-effective, individual sales force for branded suppliers within the special markets community. This enables us to then provide customers with a multitude of product lines simultaneously, thus eliminating the frustration and down time associated with contacting various vendors directly.”

Fostering Relationships

Additionally, the agency provides marketing strategies, support and solutions for suppliers and customers, while working to increase the knowledge base on either side. “By doing so, we not only create but foster strong business relationships on which all industry parties can successfully build their businesses.”

Sharp adds, “We work much like a retail rep would who sells to Amazon or Best Buy. Our principals are retail brands that corporations and individuals are familiar with. Our customers are companies and corporations that have service award or employee recognition programs.”

Among the products that the agency works with are apparel, electronics, home furnishings, jewelry, and much more. Brands include Bissell, Le Creuset and Tumi, and once again, many more. “We work with a diverse portfolio. As a result, when we speak with our customers we can do everything they need done — we’re their ‘one-stop’ shop.”

As to how Sharp got to where she and her agency are today, she explains, “I began my career dealing with a variety of promotional products. Shortly after a manufacturers’ rep came into our place of business to make a sales presentation, I was offered a position with that agency. I worked there for more than nine years learning everything about how to operate a rep firm and grew to love everything about the industry.”

Presently, the Phoenix, Arizona-headquartered Sharp Incentives is composed of eight employees and the agency serves the Southwest and Rocky Mountain states. Three years ago the agency acquired Bellevue, Washington State-based BrandSource Incentives. That sale expanded the agency’s territory from the Rocky Mountain/Southwest states through Washington, Oregon and Alaska. The agency continues to operate under the BrandSource Incentives name in the Northwest. Speaking to the point that those three states now covered by the agency are a bit more remote and less populated than other territories, Sharp explains that “in our business quite a bit of what we do can be done remotely. In addition, in general our customers basically know our product line. As a result, ours is a business that isn’t as heavy on in-person visits as others might be. Basically we are there for in-person visits at least annually and probably quarterly with our top customers.”

Sharing Concerns

Notwithstanding the agency’s unique position in the marketplace, Sharp explains that she shares many of the same concerns that other MANA members might have. For instance:

• Technology — Sharp is quick to agree with reps in virtually any industry that technology has changed the way business is conducted. “We’ve made every effort to stay on top of any change that might affect us. Not surprisingly, technology has made our job a bit easier in terms of our ability to make presentations to customers. We don’t necessarily have to be in our office at all times. We can prepare and send presentations and show features from anywhere. However, there’s another challenge when it comes to technology and that’s the fact that it has allowed competition to spring up from anywhere. People are all over the map selling products out of their garages. We’ve just got to stay on top of developments.”
• Pandemic — No business has been immune to the COVID-19 pandemic. According to Sharp, “We were all set ahead of time with remote offices, but at the same time we did have to tweak our operations a bit. We’re used to online conferencing so going remote wasn’t that great of a challenge for us.”
• The Economy — “Especially given the impact of COVID-19, there are bumps and there will continue to be bumps in the economy. We’ve just got to move with it, remain fluid and plan for those rainy days. In the end, however, there will always be a need for salespeople and we’re here to fill that need.”
• Product Sourcing — “We’re working today in the midst of a worldwide pandemic. At the same time, not much is manufactured in the United States, and the pandemic created demand for products such as exercise equipment, vacuums, kitchen products, printers; and the supplies were wiped out. Factories all over the world have been affected. Some are still shut down, others are working at a reduced capacity to make sure they meet the social distance guidelines. All of these factories are supplying finished goods for the world, and as much as I think I should get the product, Macy’s, Best Buy and Target think they should, and we are all competing for the allocations.”
• Finding Employees — “Being a rep isn’t necessarily an easy job and it’s not for everyone. There’s a lot going on in terms of customer service, the margins are thin and you’re constantly on the go. Basically what you’re looking for when there’s a need is someone who is going to provide a ‘good fit.’ Having said that, we’ve had our best luck in hiring by word of mouth from individuals who already work here. We’ve probably tried everything and the best results come from one of our people saying ‘I’ve got a friend who I think would work well with us.’”
• Emotional Favorites — “Emotional favorite” is a term in common parlance today and Sharp notes that everyone has them. “Sure we have them and I’d define them as the principals that are engaging with us. They are the ones that are quick to provide us with all the information we need, respond quickly to our questions and provide us with the tools we need to support them, as opposed to us supporting them.”

Making the MANA Connection

Helping her and her agency address many of those concerns, Sharp points to her membership in MANA as an asset. “I learned about the association from another rep and probably learned more about being a rep through my membership in MANA than my attendance at industry conferences. When I first heard about MANA I went online, and the information provided about contracts immediately sold me — and that’s a hard thing to do. I might add that I’d love to see more reps and finished goods suppliers like me in the membership.”

As she looks back on her 16-year history with Sharp Incentives and close to 10 more years working in the field of incentive marketing, Sharp voices nothing but enthusiasm for what she’s gone through. “I’ve loved every day I’ve come to work. Each day is different, filled with a variety of issues, challenges, problems and goals. There’s nothing better than engaging with customers and completing more sales.”

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