In-depth, in-person education will serve as a catalyst for client success.
November 11, 2021 (Sterling, IL) – The beauty industry sales process has changed due to e-commerce, the “Amazon effect” and fewer distributors.
Wahl Professional is making things personal again with the creation of their Field Sales Team.
“We determined the best strategy for our business was to get closer to our distribution customers and Professional Barbers & Stylists with our own Territory Managers, who are focused on our brand and developing relationships with our customers,” says Anne Marie Kollias, US Director of Sales and Marketing for Wahl Professional.
The seven Territory Managers will be led by Andrew Papoccia, a native of Sterling, Illinois, the birthplace of the Wahl Clipper Corporation. Their mission is to provide barbers, stylists and Distribution Managers with the education they need to make informed purchasing decisions.
“Our customers are a direct extension of Wahl, and we want them to be informed accordingly,” says Papoccia. “Our Wahl sales team gives our customers direct and immediate access to help best support their needs to be successful in today’s marketplace.”
Andrew served as the National Sales Manager for Wahl Italy before accepting his new role. His in-depth knowledge of the Wahl line of products made him a natural choice. So did his understanding of what the Wahl brand stands for: Professional passion, family ties and quality tools for exceptional looks. When building his team, he made sure this same familiarity was front and center.
“Our Territory Managers first needed to connect with the values and culture of Wahl Clipper Corp,” he says. “The team has all adopted the Wahl culture into their daily lives and carried that through to our customers.”
Educating Through Collaborating
Territory Managers meet at least monthly to discuss recent industry trends. They also talk about the types of questions prospects are asking to ensure they’re even better prepared for every client interaction.
As Thomas Crumpton, Territory Manager for the Southeastern US region states, “Proper planning prevents poor performance.”
The sales process might vary slightly based on the end consumer, such as a barber shop or distributor. But Territory Managers make it a point to discuss more than Wahl product benefits. It’s common for their agendas to include improvements available for the customer business model, such as additional resources for marketing or growing client sales.
The team is already seeing success with visits to salons, barber shops and distribution centers, despite the lingering obstacles of Covid.
“The feedback has been extremely positive,” says Kollias. “Our distributors feel better connected to our brand and the direct feedback from distributors and industry professionals allows us to better respond to their needs.”
Meet the Team
Each Territory Manager is responsible for a different region and brings relevant, business-building experience.
Nathan Bittner (@nathanbittner5), started with Wahl in the manufacturing division and has a deep understanding of company culture. He covers the Upper Midwest Region:
George Cole managed two salons before working with household brands like L’Oreal and Proctor & Gamble. He is responsible for the Mid-Atlantic region of:
- New Jersey
- West Virginia
Thomas Crumpton has been selling Wahl products since 2011, when he was President of Southeast Rep Services, an organization that services beauty distributors. His Southeast territory includes:
- North Carolina
- South Carolina
Ron Kantor covers the Northeast. He comes from the athletic apparel industry where he led his sales team to the largest growth in a decade while managing 10 national strategic customers and more than $20 million in annual revenue. His eight states include:
- New Hampshire
- New York
- Rhode Island
Kevin Podolak is responsible for the Southwest US, including Arizona, California and New Mexico. Prior to joining Wahl, he was a Business Development Representative for the online giant Groupon.
Janise Robinson is a licensed cosmetologist, educator and school director. She is responsible for the Northwest region which covers:
- Northern California
- North Dakota
- South Dakota
Raul Saavedra has been in sales for more than 16 years, the last four with Wahl. He brings fresh ideas and multi-lingual fluency to the Southern region, including Mexico and South Texas.
Those who are interested in getting one-on-one, personalized attention are encouraged to call 800-767-9245 to reach their regional representative. To become a distributor of Wahl Professional products, fill out this form.