Pet product suppliers looking to recruit good sales reps should consider applications from the retail sector," says recruitment specialist Lynda Ward...

Prior to establishing her recruitment business Pet Trade Solutions in 2000, Lynda was herself in field sales in the pet industry for over 20 years.

She says: “Some companies actually prefer to take on candidates with retail experience, as the background is obviously relative and they can train and nurture the person to the company’s particular needs and culture.

"The critical element is the ability to transfer selling skills from ‘consumer’ to ‘business to business’ – the skill of finding and meeting the customer’s needs remains constant, but of course the needs themselves are different. 

"Pet owners primarily need to be sold the practical benefits of using the products, along with cost effectiveness and add-on benefits, whilst the trade will need to also know margins, USP’s, support and projected sales etc.

"Aside from personality, the other main consideration for both potential candidate and employer is whether or not the experienced retail sales person can successfully cope with changing from a ‘static’ role, used to being amongst other colleagues, to the physical and mental strains of driving to cover sometimes huge areas and coping with the loneliness and need for self-motivation whilst in the field.”

Lynda adds: “I deal with all recruits personally and spend a great deal of time explaining exactly what each position entails - not just the job specification, but also in terms of commitment and the need for drive, initiative and the ability to stay focussed.

"We aim to ensure that people are securely introduced into the best positions for the long-term, therefore when considering candidates who wish to make the switch from retail to field sales the selection of personable and reliable applicants with the ability to transfer their proven sales skills and cope with the stresses of ‘life on the road’ is of primary importance.”

To contact Lynda email lyndaward@pettradesolutions.com