Location: Niskayuna, N.Y.
Position: Outside Sales • Culpeper Wood Preservers
How did you begin your career in the LBM industry?
Out of college, I got a job at Penske Truck Leasing and ended up in sales leasing commercial vehicles.
One day, I received a call from a company called Northeast Treaters looking to lease their fleet.
About a year after we got the deal done, they asked me if I’d consider coming to work for them in outside sales. I took the job in January of 2017 and have been in the industry ever since. Culpeper acquired Northeast in July of 2022.
What are some of the responsibilities of your position?
First and foremost, to take care of our customers. Customer retention is a heavy focus alongside finding
and growing our volume through new business. Being in an outside sales position, it’s my responsibility to be the face of Culpeper in all customer interactions. These include but are not limited to attending dealer events, representing at trade shows, helping with customer claims, and making in-person sales calls.
What are some of the biggest challenges you face in your career?
My biggest challenge is finding ways to combat longevity in the marketplace. It’s no secret we are in a relationship-based industry with plenty of seasoned professionals who have been around for a long time. Figuring out how to build your own relationships when there are already ones in place can be difficult but rewarding over time. There are also the trials and tribulations of working with commodities and the challenges that naturally come with that.
What have you learned since working in the industry?
I’ve learned that I can always find out what I don’t know and get back to the customer with an answer. Our industry is constantly changing, and to keep up with every little thing would be very time-consuming. Calling a customer back with an answer to their question is not only respected but shows you’re willing to help, and it helps you learn during the process.
What advice would you give to anyone new to the industry?
Seek out, develop a relationship, listen to and lean on your mentors. I was very fortunate to have started out with a veteran sales team to help me along the way and I still talk to them daily. Your mentors are monumental when it comes to your growth in this industry. I suggest benefiting from their knowledge every way you can.
What are your passions outside of the office?
Spending time and creating memories with my wife and three daughters is number one. On my own time, I enjoy playing golf, hunting in the Great Outdoors, watching sports, and hanging out with my friends.
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