Mike, tell us a little about your background. What led you to a career in sales?
Sales is an ever-evolving field, and that’s what makes it exciting. Every day brings new challenges and opportunities. I have a strong background in engineered sales, so when the opportunity at Nicopress came up, I knew I could contribute quickly. The combination of problem-solving, technical expertise and customer interaction was a perfect fit.
What are the biggest trends in cable and wire connectors right now?
Customers want solutions that are easier to install, and we make that process simpler with our swaging systems. Our sleeves and tools are designed to work in tandem flawlessly, so you get a neat, tidy and professional result that’s extremely repeatable. It’s what matters most to our customers.
What do you think makes Nicopress successful?
Education is key. My main goal is to equip both customers and teammates with the right information to choose the best product for the job. The more they know, the better decisions they can make. Sales is actually pretty simple—find out what the customer wants, and don’t keep it from them.
For example, recently I worked with Keystone Fence Supply to further evaluate the effectiveness of Nicopress sleeves. They're an important distributor in that industry and providing them support is essential to strengthening our partnership and ensuring the product meets real-world demands.
It’s all about asking the right questions, identifying needs and delivering solutions. If you can do that better than the next guy, you win, and they’ll keep coming back.
How important is innovation in our industry?
Innovation is everything. It shows customers we’re constantly thinking about new ways to make their jobs easier. If you’re not innovating, you’re falling behind. That’s to say, customers stick around when they see that you solve problems and follow through.
A great deal of market contact and discovery comes from end users reaching out to us for answers. Nicopress has a reputation for being the authority on wire rope terminations. We provide test results and other technical data that our competitors simply don’t have.
In fact, recently, we had an opportunity to step in on a facility in Minnesota where our competitor was embedded. We provided a more timely solution and explained the cost-saving potential. That thoughtfulness won us the business and is just one example of how Nicopress has always been a problem solver with a finger on the pulse of the industry.
When you’re not working, what do you like to do?
I love to travel, listen to music and study history.
Any words of wisdom?
I’ve got two: “Always have a Plan B,” and “Measure twice, cut once.”
Thanks for getting to know Mike! Connect with him at MParker@nicopress.com or call 216-321-0221.