‘It’s just hard work,’ award-winning seller relates

By Dennis Seid/NEMS Daily Journal

TUPELO – Having collected a few sales awards over the years, Gary Jansson was not a surprise winner of the 2010 Winter Tupelo Furniture Market’s Manufacturer’s Rep Award, which was handed out Saturday.
His friends and close associates say he earned it.
Jansson, who has been with Largo International since 2004, “makes you feel like friend, no matter who you are,” said Virgil Henry, Largo’s vice president of sales and marketing for upholstery. “You don’t see enough of his kind in this business.”
Before joining Largo, he worked as a sales representative for American Drew, where he spent 28 years. Jansson won Salesperson of the Year for the company as well as Sales Representative of the Year from the Southwest Texas Road Runners Association in the 1980s.
Veron Piehl, a vice president of sales for Largo, said Jansson’s attention to detail keeps him on top.
Jansson said the key to being a good sales representative is knowing the company’s products and matching them with retailers.
“My line isn’t for everybody,” he said. “We have 12 categories of goods. My job is to get the best lines to the right retailers.”
Jansson holds frequent sales meeting so that he and other sales reps know all the features and benefits of the products they’re selling. He also attends major retail sales events to get closer to customers.
“You’ve gotta be a self-starter and call on people,” he said. “There are no secrets to this job. It’s just hard work. And you’re working with friends. They may be customers at first, but eventually, they become your friends.”

Contact Dennis Seid at (662) 678-1578 or dennis.seid@djournal.com.