1998 Distinguished Sales and Marketing Awards Featured

9:59am EDT July 22, 2002

Michael L. Ball
vice president, Karlsberger Cos.

Years in marketing: 22

First job in this field: The firm [NBBJ] called it marketing, but basically it was lead generation, business development.

What I learned from that job: The whole ability to listen and assimilate the culture of the client and understand how the firm could best respond.

Biggest marketing project: I have worked on projects in the $200 million range both domestically and overseas.

Best response from a marketing campaign: The very first project I ever marketed was for a hospital in Cincinnati. The client asked all of the usual questions, which typically results in a huge volume of material in response. We boiled down our response to five pages. When I delivered that proposal response, the client just looked at me and he said, "Is this it?" and I said, "Yes. We knew you would be receiving volumes of information and that you have a short time to evaluate all of it and that brevity would be important." We did not get the job; we just, at that point, did not have the credentials. [But] that really launched things, because once we were short-listed for that project, others took us very seriously.

Hardest part about my job: I think the hardest part of the job is trying to get people who are so consumed with responsibility and time pressure to take time out to look at other options. I rely on other people to help me. I am a strong believer in relationship marketing.

What I like best about this profession: Being able to get to know people and to understand their point of view, their passion for what they're doing and bringing that to a service that we provide-problem solving that we bring, experiences that we bring.

Advice to other marketing professionals: I truly believe that winning this particular opportunity or job or prospect or client is not nearly as important as doing the right thing and ultimately that comes back and pays off.

Other honors: The Merle Robert Maffit Memorial Scholarship; the Herbert S. Balmer Award; and Soldier of the Year for the Ohio Army National Guard. I have recently been elected president of the Ohio chapter of the American Institute of Architects.

Nominated for this award by: Pete J. Kienle, director of marketing/business development for Moody/Nolan Ltd. Inc.

What his nominator says: "I often say, 'What would Mick do in this situation?' and that perspective helps me in my decision process. In short, Mick's innovation and leadership have helped write the book where none existed."

Karl Borchers
Sales associate, The Huntington National Bank

Years in sales: About three

First job in this field: My first job in sales was more customer service with Home City Ice Co.

What I learned from that job: I learned how to deal with people, and that people respond to someone who is nice to them and polite; to someone that is going to go the extra mile for them and someone who will do whatever they can to help.

Best sales year: 1998

Largest single sale: It is just a combination of many sales that added up to one amount. I've averaged over $300,000 worth of loans in the last five or six months. It's a lot of different customers.

Hardest part of my job: Time management and learning all the legal aspects of the banking industry while trying to increase sales. You have to know what you can do right now for the customer and what you have to do once the branch closes. There are some duties that have to wait until the lobby closes like telephone work, responding to people and paperwork for loans.

What I like best about this profession: I like being able to help people. There are so many products to offer, that there is a good chance to make a sale with every person you see.

Advice to other sales professionals: There is a potential sale with just about everyone you come in contact with. Keep that in mind, be helpful, nice and polite to every customer because that is half the sale right there. People won't respect your advice or recommendations if you don't care about them.

Other honors: Some little ones like gift certificates for opening the most accounts in a specific period of time.

Nominated for this award by: Andrew W. Livingston, district market manager and vice president of The Huntington

What his nominator says: "The Huntington recently introduced a new life insurance product line and Karl is the number one referral source for the product and has achieved the highest referral-to-sale ratio for the product."

Traci Born
personal financial counselor, The Huntington National Bank

Years in sales: About six

First job in this field: I was an account manager with Household Bank.

What I learned from that job: I learned a lot of things from that job like needs-based selling and customer service.

Best sales year: 1998. As of the end of November, I'd made $18,044,805 in our core products such as checking, savings, loans and investments. This is the most I've ever made.

Largest single sale: I pulled in just over $2 million with a construction company in May 1998.

How I got the sale: The man came in to close out an account. I started talking to him to find out why he was closing it. I found out that he was looking for another bank. We started talking and we went over the products and services we offered. We found out what he needed and matched it with the services we offered.

Hardest part of my job: The hardest part is that I do everything. In this [job] you have things changing all the time. [So] I do a lot of reading like the Wall Street Journal and other magazines. When you read the journals they keep you aware of what's going on. It keeps me on top of everything. We [also] have a lot of support here at The Huntington. We have ⊃ team leaders that do investments and I can turn to them if something becomes complex, and the same thing with the mortgage companies. You get a lot of support from them.

What I like best about this profession: I love my job because, whatever you do, it will have a major impact on someone's life. It's amazing to me and I love that.

Advice to other sales professionals: Listen to your customers. Even if they don't come in for a sale, if you service the customer properly ⊃ then, when they do need something, they are going to come back to you.

Other awards: There are a lot of Huntington awards that I have received [including] the Skippers Club award for the last four years. It recognizes people that make a certain dollar amount in investments. You have to have $1.5 million in investments to receive it.

Nominated by: Pat Santelli, senior vice president with The Huntington

What her nominator says: "Traci displays professional excellence and innovation by developing a financial profile of her clients, analyzing their needs and recommending a customized financial course of action."

Mike Driscoll
residential sales team leader, Atlas Butler Heating and Cooling

Years in industry: 15

First job in this field: Atlas Butler

What I learned from that job: You have to have a lot of patience. Things will come in their time, not in your time. If you're somebody who wants instant gratification-with television and media [influence], we want things right away-that doesn't happen with sales.

Best sales year: 1998 [with] just over $1 million. I generally don't track year to year, but this has been the best income.

Largest single sale: Residentially, I'd say about $12,000 or $13,000. Commercially, probably about $70,000, for Sandy Wood, the owner of Wood Development.

How I got that sale: Just a buildup of rapport over several years. I started out with renovations. As he grew, our work with him grew.

Hardest part of my job: Staying focused so that outside influences don't interfere with what you need to do every day to be successful.

What I like best about this profession: The people. I love working with people.

Advice to other sales professionals: You have to hav e a desire to want to work with people. And it's very helpful to understand your product and feel comfortable not only with people but with the product. And don't be afraid to get a 'No.'

Other awards: Atlas Butler has awarded me several company awards. I also won with the Small Business Council several years back. Also Columbia Gas, American Electric Power and Carrier-I received a Top Achiever award. I've been the only one to come close to $1 million in residential sales for Carrier that's not the owner of a company.

Nominated for this award by: Phil Stevens, sales and marketing manager for Atlas Butler

What his nominator says: "He has combined his technical knowledge, his passion for customer satisfaction and an unsurpassed work ethic to become a nationally recognized sales leader ⊃ His annual selling volume is actually four times greater than the national average for sales people in comparable positions."

David Dygert
vice president and senior business specialist, The Huntington National Bank

Years in industry: In sales since 1988; business banking since 1991.

First job in this field: Right out of college I was a manager for The May Co. Department Stores in Cleveland.

What I learned from that job: Always know what's happening on the larger corporate level.

Best sales year: [Last] year. Almost a tie from '93, '94 and [last] year. About $16 million worth of loans and deposits.

Largest single sale: About a $3 million relationship.

How I got that sale: That sale was a referral from some attorneys in town.

Hardest part of my job: Just time management. It's not finding the business anymore. I try and have real good support staff. Without them, you spend all your time servicing instead of selling.

What I like best about this profession: Diversity. You get to see probably one of every type of business throughout any given year.

Advice to other sales professionals: Sell more. Everything else sorts itself out.

Other honors: I was elected president of the New Albany Chamber of Commerce for 1999. That was an honor. Internally, I won the Huntington Bank Business Banking Award for outstanding sales performance for the last four quarters. At Bank One, I was the No. 1 Small Business Administration lender for '94 and '95.

Nominated for this award by: Rich Smith, vice president/business banking manager, The Huntington

What his nominator says: "He is an expert at helping his clients identify their needs and then, in using his creativity to develop those solutions which fit both the needs of his clients and the bank."

Brent Jackson
vice president and senior business specialist, The Huntington National Bank

Years in industry: About 12 years in the banking industry; about 2 1/2 in the sales end.

First job in this field: This one.

What I learned from that job: We're in a real competitive industry and it's hard to differentiate yourself from your competitors. The only way to do that is through outstanding customer service.

Best sales year: [Last] year. There are about four different things we look for: loans, deposits, fees and other related banking financial services. Loans were $14 million in new loans. Deposits, probably about $3 million. Fee income, around $45,000.

Largest single sale: It was for a new customer to the bank: $2.5 million in loans and probably $750,000 in deposits and other related services [for] a large hair design group

How I got that sale: Persistence. It took about 15 months. Initially they were real happy with the bank they were working with and didn't see a need to talk with anybody else. But finally a little opportunity opened up, and by then I was established as a potential source for them.

Hardest part of my job: We're spread a little bit too thin. I like the sales side of my job, but the way we're structured we also manage the existing portfolio. I have a great account relationship assistant. She's been very instrumental in helping with the existing portfolio side, the everyday customer issues that come up, things that used to take two to three hours out of my day.

What I like best about my profession: It's very rewarding when you can help a business. A lot of times it's a family owned business, so you get to know the people on a personal level. It's rewarding to help them buy that building they've always wanted or get them a loan for expansion.

Advice to other sales professionals: You just have to take care of every need and be proactive in trying to identify customers' needs. It pays off in unbelievable ways through referrals. Look at your existing customers and make sure that they are king.

Other awards: The Columbus Countywide Development Corp. recognized me as the Women's Prequalified Loan Specialist of the Year (a loan program aimed toward women) in October [1998]. Within our group at the bank, we give out a Quarterly Sales Performance Award. I've gotten that the last four quarters in a row.

Nominated for this award by: Rich Smith, vice president/business banking manager, The Huntington National Bank.

What his nominator says: "He is the consummate consultative salesperson and is committed to fully understanding each and every need of his clients."

Mary Jobe
Resource One Computer Systems Inc.
vice president of marketing, Resource One Computer Systems Inc.

Years in marketing: About a decade now.

First job in this field: My first job was at NCR Corp. in Dayton. I was the creator, developer and writer of a college newsletter they used for recruiting.

What I learned from that job: Big companies have a lot of money to spend. I learned that after I got to a small company. That experience was also great fundamental exposure to marketing and communications for me. That was really my first exposure to target marketing and it was highly targeted. I felt like I had the best job in the world since I got to fly around the country to different schools where they were recruiting.

Biggest marketing project: I think Resource One continues to be the biggest. It's an ongoing project. When I came here six years ago, we had four people and $9 million in sales and every day we work on growing our people and our customers and our revenues. Statistically, today we're at 62 people and $35 million in revenues. It's a marketing project that never stops.

Best response from a marketing campaign: We do a lot of direct marketing with collateral materials like brochures. That's really the best way we get response. Because we're a small company, it's been my responsibility to make us look bigger than we are; to create very professional leave-behinds to project the image we want to have. Every time we send something out, a customer will respond about something-even if it's, "Gee, that's a neat brochure," or "I didn't realize you were a minority business." Even though we're a computer company, there's not a computer anywhere in our brochures. We focus on the people. They remember those things. We have Stampp [Corbin, the CEO] in there and he's eating. They like that casual, folksy approach to who our people are.

Hardest part about my job: Focusing in on marketing. There are so many things that go on in a small company, and because I'm one of the more senior people here, I wear a lot of hats. My project list is a half a mile long and a foot deep.

What I like best about this profession: I love the variety of projects. But that's also what I don't love-the exposure to so many different things and the inability to get everything done. I love seeing the way the technology is starting to drive our business. I've got a fun job, too. I'm not an accounting person ⊃ I get the sexy position. I get to do the cool stuff.

Advice to other marketing professionals: I would say know your audience, know your company, look for creative ways to get stuff done and always ask your suppliers to sharpen their pencil.

Other awards: Five Golden Screen Awards for Computer Advertising Excellence from the Computing Techn ology Industry Association

Nominated for this award by: Stampp W. Corbin, president and CEO of Resource One Computer Systems Inc.

What her nominator says: "Mary has taken the company from one with no marketing direction to that of an industry leader ⊃ She is an exceptional career woman, mother and philanthropist."

Kathy Kamnikar
president, Antique Networking Inc.

Years in industry: Over 25. I've always had a foot in the door in the marketing aspect of things.

First job in this field: I worked for an advertising company in 1973-Kight Cowman and Abram. I was a production assistant.

What I learned from that job: I got the whole realm of how you take a product and get the word out.

Biggest marketing project: Probably The Limited when they were opening more stores in different areas in the mid-1970s.

Best marketing campaign: Banner advertisements for Internet advertising. On the Web you know the people are on the Internet and they will see your ad. You can also tell how many were clicked through to your Web page. I've been on the Internet since 1995.

Hardest part of my job: Probably hiring good people that know about the Internet and the antiques industry. A lot of things to do with antiques are on the weekends and, you know, who wants to work on weekends?

What I like best about this profession: It's very exciting and very fast paced. Every day something is happening.

Advice to other sales professionals: If they're not using the Internet to advertise, they should be.

Other awards: We received the Five Star Award from Z Best Sight, the Major Web Select Award and the Megellan Award. They are companies that check out different Web sites and look at them for ease of use and functionality. We also received the Distinguished Antiquarian award that is specifically for Web sites for the antique industry.

Nominated for this award by: Judith K. Kienle, principle of Kienle Communications

What her nominator says: "Kathy prepared and implemented an aggressive business plan which has resulted in building a successful business in less than three years. She has garnered the respect and support of five major antique show promoters in the United States ... [and] catapulted Antique Networking into every region of the country."

Dan Lappin
account executive, NEXTLINK Ohio

Years in industry: Seven

First job in this field: Digital Consulting. I would sell seminars and conferences to computer technology upgrades. Different computer and technology topics.

What I learned from that job: Persistence. Attention to detail. Respecting the time and the needs of those I speak with. And the value in communicating.

Best sales year: 1998. Gross should be about $1.8 million.

Largest single sale: $2.6 million, Kroger Co., in 1997.

How I got that sale: A lot of building rapport and a lot of relationship building.

Hardest part of my job: Probably just not having enough time in the day. You get really passionate about something and you could work on it all night. I try to prioritize a lot, constantly prioritizing things and writing them down. I make sure every day I go through that list and have gone through every item and make a resolution or make a contact, whatever it may be.

What I like best about this profession: I like the responsibility that you have to go out there, make the contacts and build the relationships, and that you're responsible for the way the market perceives your business. If you give a great presentation or build a great relationship, that customer sees your company through you. I like that my peers are so successful. I have great peers, great resources in my company-that's one of the major contributors to me enjoying what I'm doing.

Advice to other sales professionals: Don't look at sales as a short-term solution or short-term career. Look at it as long-term. Build the relationships and build the reputation because your reputation is what they'll see the company as. Look at it as a full career.

Other awards: I've won quite a few at my company. [In 1997] I was Salesman of the Year for Ohio. I was in the top five nationally. I won Salesman of the Month five times [that] year. [In 1998] I won Salesman of the Month five times [through November]. I think I was second in the national contest and won a trip to the World Series. I ranked second nationally in '98.

Nominated for this award by: Lisa Lawless, vice president of marketing for NEXTLINK Ohio and Jill Sweeney, senior account executive with Griffin Communications

What his nominators say: "He has been instrumental in landing several key accounts for NEXTLINK Ohio, including Worthington Schools, the Columbus Board of Realtors and the Blue Jackets ⊃ Dan's sales philosophy stems from his belief that success is dependent on building strong relationships."

Robert M. Roach
owner, Executive Planning Systems

Years in sales: 30

First job in this field: Agent for Northwestern Mutual Life

What I learned from that job: If people weren't in a position or didn't have the need at that time ⊃ I continued to keep in touch with them and cultivate them and let them know I had a sincere interest in what they were doing.

Best sales year: I've been very fortunate in that every year has been a little bit better than the year before. My sales volume is in excess of $10 million a year.

Largest single sale: I've been able to help some medium-sized businesses fund some very large business agreements and nonqualified retirement plans. The premiums have been in excess of $100,000. Some of my larger clients are Saturn of Columbus, Elford Inc., Escape Enterprises Inc. and Countrytyme Development Co.

How I got my largest sale: My largest sale ever came about by staying in touch with the prospective client and providing the service that the company needed all along the way. When the opportunity for the company to install the benefit plan arose, they turned to me because they knew I had the knowledge and the interest in their company.

Hardest part about my job: Effective time management and delegation. I have two staff members and have tried to utilize them through delegating service work and marketing so that I'm able to exercise my unique ability and not spend time on those things I'm not particularly good at.

What I like best about this profession: I like the fact that when I make a sale, I'm truly helping other people.

Advice to other sales professionals: Get involved in their communities through civic and community organizations and also be active in their professional organizations. Active involvement in these organizations is good for networking, and it allows other people to see the quality of person that you are.

Other honors: Qualifier for 26 years for the Million Dollar Roundtable [an award for life insurance professionals]; the Outstanding Achievement Award by the Columbus Life Underwriters Association; Chartered Life Underwriter of the Year by the Columbus Society of Chartered Life Underwriters and Chartered Financial Consultants

Nominated for this award by: Larry V. Carlson, general agent for Northwestern Mutual Life

What his nominator says: "Bob is a leader in our industry and has given generously to our community in a variety of ways."