Barb Smith’s passion for her agency and her choice of career have translated into a belief that today she would be unemployable with any other company.
Smith, who heads Barbara J Sales, Inc., a woman-owned business working in commercial construction focusing on innovative building envelope products, opened her own agency 26 years ago after working in a large company for 16 years. She became familiar with the world of reps while working for another large organization that had worked with reps throughout the United States. “I started with them as a direct employee working a small territory. Three months after starting with them, I was named regional sales manager managing seven rep groups from Pennsylvania to Minnesota to Tennessee.
“It didn’t take long for me to tire of just doing the same thing all the time. I found my experience with them very limiting as they wouldn’t put me in outside sales, which has always been a passion of mine. What got my interest about working as a rep is that I felt I would be learning something new every day. When you’re a rep you’re constantly being exposed to new products, customers and opportunities. That was something that really appealed to me as I was managing our reps.”
In describing her move to become an independent rep, Smith says, “As an employee, I kept working myself out of a position with other companies. In addition, I did as much as I could, but it wasn’t challenging for me. I have always wanted to have my own business. Before I started my rep firm, I managed approximately 10 agency firms at my last position and decided to see if I could run my own business.” And, that’s exactly what she did. Today Barbara J Sales, Inc., with offices in Washington D.C. and New Kensington, Pennsylvania, comprises two full-time and two part-time employees, in addition to availing itself of the services of accountants and an attorney.
Doing What You Know
Sticking close to her original roots, Smith explained that “My background and experience were in the glass industry — glass manufacturing and fabrication in the window and door industry in addition to commercial insulated glass units.
One of my friends suggested I keep to what I know best, and I followed his advice. The business evolved from residential window and door parts to commercial construction windows and materials. Then a new product line from Europe was offered to me for commercial construction. I took a chance on it, and it has worked out very nicely.”
Energy Efficient Buildings
A visit to the agency’s website (www.barbarajsales.com) will inform visitors that the agency is “focused on providing energy-efficient building envelope products from some of the most innovative building materials from all over the world.”
Speaking to that point, Smith noted, “A European company that specializes in energy-efficient products found me through my membership in MANA. They saw that I regularly called on architects who were asking for their products. That was my start with energy-efficient products, and shortly one followed the other.”
Smith adds that as she recalls her agency start, “I began with absolutely no product lines. I felt that my years of experience in the construction industry was my key to success. This is probably a bit of ‘Monday morning quarterbacking,’ but I would recommend to others that they make an effort to have at least one good base product to represent before starting their business.”
Today the agency represents nine manufacturers, five of which are international firms located in Germany, Spain, and The Netherlands. Commenting on her agency’s relationships with European firms, Smith explained, “Many European companies are a driving factor in the building and construction industry. Everybody looks to them to have innovative solutions to customer problems.” In addition, she maintains there have been very few problems in working with foreign firms. “They have certainly shown that they know what a rep is and how we operate in the United States. Also, language is no problem since they have so many English-speaking employees. And, when it comes to the differences in time zones, that’s something that you simply live with.”
Smith notes that presently, “I am not looking for new principals, but I do review all inquiries that may be sent to us. In the past, I’ve had a great network of other independent reps who share great product lines with me when they find them.”
As already noted, Smith touts her membership in MANA, and she explained that one of the first things she did — on the recommendation from her best friend — when she opened her agency doors was to join MANA. “My friend had a rep firm, and was very familiar with the association’s benefits.” Attesting to those benefits, she continues, “I received my best current world-wide product line through MANA from Germany. Registering with MANA promotes my business and any business to great manufacturers who know enough of what a great rep can do for them.”
Continuing with how MANA has been of assistance to her, Smith explained, “Joining MANA was the best decision I could have made. MANA is the reason I have not only my best product line, but other complementary lines. In addition, the association has helped me contact attorneys on contract and commission issues. MANA has helped me with contracts and learning what should and should not be in them between a manufacturer and myself. To me MANA has been extremely beneficial in organizing and continuing my business properly.”
On the importance of her agency being a woman-operated company, Smith explains, “In the construction industry, that can serve as a real positive. There is always a certain amount of business that colleges, hospitals and other customers allocate to small, minority, veteran and woman owned companies. That continues to be a real benefit to us.”
Loving the Job
With more than a quarter of a century as an independent rep to reflect upon, when she’s asked if she can recall any real surprises in her rep career, Smith says, “If anything, I’m surprised at how much I love what I do. Having control over your own destiny is amazing. I can choose who to work with and who not to work with. I work extra hard to get orders from the people I enjoy working with. I’m also surprised at the wonderful companies and the variety of people I get to work with. I’ve had great opportunities to work with international people who educate me on exciting and innovative products. And, add to that all the travel to the factories with customers that I’ve experienced and enjoyed. I’d have to admit that I am now so satisfied as to where I am that I’m not now employable with any other company!”
As pleased as she might be, however, Smith points out a couple of areas of concern. “I’m always stressing how important it is to do the best I can for my customers and principals. Did I miss anything that I should be doing better? That’s a question I’m always asking myself.”
MANA welcomes your comments on this article. Write to us at [email protected].
The Barbara J. Sales File
- Locations: Washington, DC and New Kensington, Pennsylvania
- Founded: 1995
- Website: www.barbarajsales.com
- Products and Services: Rainscreen facade systems in terra cotta, metal, wood, glass and resin; zinc panels; metal panels; perforated metal panel; skylights — metal and glass; electrochromic glass; fabricated glass
- Territory Covered: District of Columbia, Maryland, Pennsylvania, Virginia, Delaware, and New Jersey