Wholesale & Distribution International - Fall 2017 - 47

THE GSA ORGANIZATION

mergers and acquisitions and the fallout is
unbelievable," Beaver explains. "One rep
firm, for example, lost 80 percent of its income in six weeks and I pick up remnants
like that when the lose their major line and
don't survive. We have purchased six representatives since I started the company."

SUCCESSFUL SALES
GSA believes in taking a proactive approach to sales and relies on its salespeople to go out into the field and specify new
projects instead of relying on the factory to
bring business to the company. As for new
employees, "We are looking for millennials, but they aren't easy to get," Beaver
notes. "When we hire a recent college graduate, he or she will have a mentor who will
call every night for their first year to find
out where they are going and what they
are doing. The mentor will also travel with
them and in many cases, I am the mentor."

The company hired a recent college
graduate who trained in New York for nine
months and then moved to his territory in
Virginia. "Now he's running fantastic in
Virginia," Beaver says. "We have a conference call on Friday morning for new hires
and talk about what each person did, which
applies peer pressure. The millennial
doesn't quite understand how hard or little
he should work and makes his own judgment call. But when he hears this other guy
did all these great things it applies pressure
better than I ever could."
For its more seasoned salespeople, GSA
holds a Monday morning call. For those
who come to the company with previous
experience, Beaver says he prefers to hire
people who have worked for his competitor. "I can't train a 35- or 45-year-old guy
the way I want because they are set in their
ways, so they have to come with the right
experience," he adds. "With millennials, I

like to first understand their background
and work ethic before I hire them."
Moving forward, GSA plans to continue
expanding down the East Coast with Beaver's successors leading the way. "I do plan
to be retiring and taking a step back in five
years. My daughter and son-in-law will take
over part of the company and I am also selling a portion to one of my salespeople who
has been with us for eight years," he says.
"We have to continue to get bigger because
our principals want to go to one organization and get what they need. Larger reps
will take the place of regionals." q
// LUTZE // is a manufacturer of control products
for industrial automation. We specialize in flexible
and high flexing industrial control, power and
network cables such as LUTZE Silflex®, Superflex®
and DRIVEFLEX® VFD cables. We offer servo cable
assemblies, wire management products, power
supplies and relays. LUTZE Inc., located in Charlotte, N.C., is the North American headquarters for
the LUTZE International Group. Our products are
sold through a network of authorized distributors.
Efficiency in Automation!

Fall 2017 www.wdimagazine.com

47


http://www.wdimagazine.com

Table of Contents for the Digital Edition of Wholesale & Distribution International - Fall 2017

Table of Contents
Wholesale & Distribution International - Fall 2017 - Cover1
Wholesale & Distribution International - Fall 2017 - Cover2
Wholesale & Distribution International - Fall 2017 - 1
Wholesale & Distribution International - Fall 2017 - Table of Contents
Wholesale & Distribution International - Fall 2017 - 3
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Wholesale & Distribution International - Fall 2017 - Cover3
Wholesale & Distribution International - Fall 2017 - Cover4
http://www.nxtbook.com/nxtbooks/knighthouse/wdi_2018_vol5issue1
http://www.nxtbook.com/nxtbooks/knighthouse/wdi_2018winter
http://www.nxtbook.com/nxtbooks/knighthouse/wdi_2017fall
http://www.nxtbook.com/nxtbooks/knighthouse/wdi_2017spring
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http://www.nxtbook.com/nxtbooks/knighthouse/wdi_2016fallwinter
http://www.nxtbook.com/nxtbooks/knighthouse/wdi_2016fall
http://www.nxtbook.com/nxtbooks/knighthouse/wdi_2016summer
http://www.nxtbook.com/nxtbooks/phoenix/wdi_2016spring
http://www.nxtbook.com/nxtbooks/phoenix/wdi_2016winter
http://www.nxtbook.com/nxtbooks/phoenix/wdi_2015fall
http://www.nxtbook.com/nxtbooks/phoenix/wdi_2015summer
http://www.nxtbook.com/nxtbooks/phoenix/wdi_2015spring2
http://www.nxtbook.com/nxtbooks/phoenix/wdi_2015spring
http://www.nxtbook.com/nxtbooks/phoenix/wdi_2014winter
http://www.nxtbook.com/nxtbooks/phoenix/wdi_2014fall
http://www.nxtbook.com/nxtbooks/phoenix/wdi_2014summer
http://www.nxtbook.com/nxtbooks/phoenix/wdi_2014spring
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