Eric Johnson, a Vanderloop sales rep who works out of the Brillion, Wis., store, shares how building relationships is key before any attempts and making a sale start. In an area where dairy farm consolidation is common, this can make a difference in converting customers from different brands and staying on top of what's happening in the community.

 

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Years with Organization: 1

Role: Working out of the Brillion store, Lamers covers more of Central Wisconsin where there are more dairy customers. Johnson covers the area farther east toward Lake Michigan where the customers tend to be more row-crop farmers or customer harvesters. 

Quotables: “I’m completing my first cycle, one year of getting to know people and coming up with sales strategies. A lot of it for me is researching a customer — anything from Facebook to talking to our sales manager — and really studying before I ever step foot on their farm.”

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Building Relationships Beyond the Sale

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