Noel Garcia has certainly found his sales niche. No, it’s not in the education sector, or in pitching wellness programs, or even creating campaigns for the burgeoning live events market. His big base is in the funeral home industry – and he’s proud of it. “It’s an area that’s been very strong,” he says.
That strength is driving Garcia’s numbers to new heights. In fact, over the last four years, his sales have jumped nearly 30%. “We can accommodate any request funeral homes make – whether it’s a pen, a mug or an umbrella,” he says. “We do a lot of urn kits, too, and coolers.”
With many funeral homes now focused on offering life celebrations instead of traditional services, Garcia is providing more and more items that identify with the deceased. “Maybe it’s a golf ball or a fishing lure,” he says. “It can relate to whatever they loved.”
With the support of his company, Boundless, Garcia can stand above other reps in using technology to make programs more seamless. For example, an e-procurement integration with one of his largest customers allows Garcia to key on relationships. The client conversation, in other words, isn’t based up front on commodities and pricing. “We almost never discuss promotional products,” he says. “I’m trying instead to help them reach their goals and see big results. Most of my clients I’ve worked with for 10 to 15 years.”
When Garcia’s not out selling, he’s mentoring his sales support team – something he greatly enjoys. “For me, it’s important to be available to them and let them pick my brain,” he says. “They’re really high-caliber and I want to see them succeed.”
In the year ahead, Garcia’s plan for success is simple. “I used to write goals down, but by now I know what needs to be done,” he says. “My goal in life – that’s what matters most – and that’s helping my family stay happy and feeling secure.”
Noel’s best advice: One of the smartest things you can do sometimes is pass on business. “You never want to get bogged down with stuff that doesn’t make you money.”