Sales Spotlight

Left to Right: Gerry LoDuca (Owner), Tony Betti (Central Regional Sales Manager), Brooks Reid (National Sales Manager), Ellenmary Martin (VP of Sales and Marketing)

Tony Betti has been a member of the DUKAL sales force since 2010.  Hailing from Chicago, he is the Central Regional Manager, Tony’s consistently been an asset to the company since coming on board.  At this past year’s holiday party and annual sales meeting, Tony was awarded our Sales Excellence award!  Tony was nice enough to sit down with us for a bit so we could find out his thoughts on medical sales and the industry as a whole.

Congratulations on winning the Sales Excellence award!  What are some key actions/experiences that helped you to make such a large impact in 2012?

The success that I’ve had is due to working closely with various departments within our company. You can’t do it alone and I believe in that. I rely on customer service, marketing, and supply chain for their expertise. Jessica Sable is the customer service representative for the central territory and it all starts with her. Jessica speaks more to my customers in a day than I would in a week. She is the “eyes and ears” of the region.  In addition, support from marketing    providing sales tools to help assist in the sales effort had a big impact.  It’s important I show customers how we can maximize their value in using DUKAL.

What made you want to be in sales and what do you enjoy most about it?

My first “real” job out of college was an outside sales position.  I realized quickly I loved the freedom that sales allowed me to have. If you wanted a raise it was simple…sell more. Sales is entertaining, it’s hard work, rewarding and I enjoy it. I was hooked from day one.  There is nothing else I would rather be doing right now.

What are some of the difficulties you face as medical rep?

The workflow has increased dramatically and so has the need to prioritize what you want to do today, this week, this month, and this year. It’s not an 8-5 work day. Your day begins very early in the morning and ends by answering the last email late at night. Technology has a major impact on the work day. Timely information and correspondence are the rule. The challenge is how to manage your work life and home life.

What are the biggest misconceptions people have about what you do?

A lot of people assume that sales travel is all glitz and glamour. First class accommodations, you get to wine and dine prospective clients every night and visit exotic cities. That’s far from reality.  An example of an exciting road trip is driving to Ft. Wayne, Kalamazoo, Lansing, Detroit and Flint for the week. I wish I had a flying car!

Sales involves a lot of traveling, what is the one thing you have to always have with you when traveling that isn’t a toothbrush? 

Over the years I’ve forgotten numerous items to pack in my luggage or in my brief case. I’ve forgotten presentations, computers, shoes and even underwear. However today, presentations and electronic files can be emailed to hotel computers and department stores can handle clothing items. The one item I always have in my possession before I walk out the door is my cell phone.  Think about it. Your phone contains contacts, appointments, calendar, emails, everything.  Besides, when was the last time you used or found a pay phone?

I’m sure there’s been some wild events occur amidst your travels; tell us an unforgettable travel story?

One morning I was going through the security check point at O’Hare airport. The person in front of me was putting their items on the conveyor for them to be x-rayed.  I noticed one of the items was a rather large jar of what looked to be pickles.  I thought to myself, good luck trying to get that jar through security. Sure enough, the TSA pulls aside the traveler with the jar. The agent asks, “What do we have here?” The traveler said it was a jar of Gourmet pickles, hot & spicy garlic gourmet pickles, actually, which can only be bought in the Chicago area. The agent very calmly explains that the jar containing the pickles can’t be cleared through security. Either the traveler must arrange to ship the pickles to their destination or they will be confiscated and destroyed.   Following a brief exchange, the pickle person quickly exited the security area, sat on a nearby bench, opened the jar of pickles and began eating them.  I was happy I never saw the pickle eater on my flight due to the fact there was heavy turbulence that day.

If someone were to begin a career in sales, what advice would you have for them?

Be a sponge. Soak up every tidbit of information you can. Take advantage of industry seminars, take continuing education courses, enroll in sales training programs, be part of company group projects. Read and gather information about not only your industry but others. Read the paper, read online, read a book, read your competitors product brochures, take a break to read the comics.  The quest for knowledge never ends.

We think everyone should want to work at DUKAL, what drew you to the company?

Tough question to answer since many positive reasons come to mind. I would sum it up as opportunity; it was like a siren song which drew me to DUKAL. The opportunity to provide for my family, the opportunity to advance my career in a growing organization, and the opportunity to work with outstanding people.

If we were a customer, tell us why we should buy into DUKAL?

We are a privately held company built on integrity and partnerships for over 20 years.  DUKAL provides an innovative product offering through a vast network of distributors to serve their customer base.  It’s simple. People do business with people they like and trust. We are the face of DUKAL and have a vested interest in satisfying our customers.

How do you see today’s current medical industry trends affecting us in the next 5 years?

First thing that comes to mind is federal regulations and the government being more involved. The medical device tax and new healthcare legislation is having a dramatic impact on healthcare jobs and R&D investment. The challenge will continue on how to build value through the distribution channel and end user.  

How has the ever growing emphasis and use of technology affected you as a sales rep?

The use of information technology is fantastic.  Data is instantaneous and it’s the catalyst for incorporating analytics which aids sales reps in being better decision makers/better business people.

With the rise of real time communication and mobile reliance, how do you feel these things help in sales?

It helps you make better business decisions quickly.  We have a lot of data and the real question is what do you do with that data? Technology is constantly changing and to continue to be successful we need to constantly be changing with it.

DUKAL has recently taken on the Dawn Mist brand, how will this brand help grow the DUKAL business?

It was an excellent acquisition. The basket of products that we offer to distribution and the end user is quite extensive. This will position DUKAL for the introduction of other brands into the DUKAL family.