Q: Can you tell us a bit about your background and what drew you to this industry?
A: I’ve been in sales and marketing for my whole career. For 10 years, hospitality and tourism. Passionate about my customers and their visitors having beautiful and memorable experiences when they travel and dine out. Life is all about relationships and experiences!
Q: What excites you most about joining the Eastern Tabletop team?
A: Quality and innovation, and Eastern being a family company. Eastern is known for not only beautiful but also innovative and well-engineered products in the buffet space. It’s a one-stop shop for your buffet needs. Eastern has thought of everything! Also, it’s a family-owned business for 75 years. My family has a 5-generation piano business that we are very proud of in South Carolina. Case Brothers Pianos is 120 years old, established in 1904.
Q: How would you describe your approach to sales and building customer relationships?
A: It is all about connection and using a consultative approach. It’s so important to get to know the customer and their needs, and use my industry expertise and knowledge to match their wishlists to the perfect products
Q: Are there any trends in the hospitality or foodservice market that you’re particularly passionate about or watching closely?
A: Los Angeles has a rich history in the entertainment world and the businesses surrounding that history. I appreciate learning about historical spaces that have been revitalized in their original styles. My favorite style found all over LA is Art Deco. So much beautiful architecture can be found, and there has been an emphasis placed recently on matching the interior décor to the original styles.
Q: What are you most looking forward to accomplishing with the Eastern Tabletop team?
A: I’m excited to get in front of my existing connections and show them the vast portfolio that Eastern has to offer. Previously, I represented hundreds of brands as a distributor, but now I am excited to focus on one respected brand and being a product knowledge expert.
Q: Can you share a memorable career moment or achievement that shaped your leadership style?
A: It’s all about growing and maintaining relationships while gaining the trust of the customers. I was just telling a story this morning about two projects I won because of my relationship with the people involved with the properties. In this industry, customers sometimes have directives to use particular programs and certain distributors. I always make a point to get clients in front of the products in the showrooms to gain their trust in my ability to assure they get what they need. In two instances in the last year, because of the relationship, I was able to gain the business of two groups by taking a consultative approach and maintaining their trust. This resulted in nearly $400K in sales.
Q: What do you think sets Eastern Tabletop apart from other companies in the industry?
A: Eastern is dedicated to quality, innovation, and keeping up with client needs and current trends. I notice the attention to detail and the longevity of the products. Quality brings customers back again and again. They are always thinking about how to customize products to suit the needs of the clients
Q: What unique opportunities do you see for Eastern Tabletop in the California market?
A: California is the hub for the tech and entertainment industries. I foresee growing the buffet space in these unique fields. California, based on GDP data, has passed Japan to be the 4th largest economy in the world. And Los Angeles is in the top 50. Hard to fathom as it’s just a city within a state!
Californians like to be first adopters and are usually the people in the country setting the trends. The EcoBurner product line is a huge value add that will be a game changer in terms of being environmentally friendly and more effective than current options for outdoor buffets.
Q: What advice would you give to someone starting out in foodservice sales today?
A: Foodservice can be a daunting industry to learn because of the intricacies of how the organizations work and the products involved… so many moving pieces and people in a fast-paced environment. I have been a mentor to several sales people within Trimark. I always tell people to be patient with themselves when they are learning how everything works. Training is so important and I am willing to ask a lot of questions. It takes about 2 years to really “get it” and we continue to learn every day.
Q: What motivates you on tough days?
A: Helping people. That’s the long and short of it. It brings an inner satisfaction to be a helper on any level. When people know they can come to you no matter what, that means I’m doing this correctly.
Q: What’s one thing you’d like customers and partners to know about you?
A: I care about you and your business. Maintaining positive and mutually beneficial relationships is the most important thing. I want to always be known as a trusted advisor.
Q: How do you like to spend your time outside of work? Any hobbies or interests you’re passionate about?
A: Having previously been a salesperson in the travel industry, I learned so much about the US that I never knew before. I became best friends with the lead tour guide, and she’s taught me so much about the beauty of the Wild West. I love road tripping with my rescue terrier, Finn, and exploring all the beauty surrounding the West. The most amazing thing about California is that within two hours, you can be at the beach, the mountains, and the desert. I love to give a good tour! Also, I love shopping for amazing vintage finds. I love design and try to decorate with beautiful treasures. We are lucky in California to have amazing thrift stores and flea markets.
Q: What’s one professional value you never compromise on?
A: Integrity and trust. In this industry, people move around a lot and you need to make sure that your relationships and reputation are strong. People must feel like they can come back to you no matter where they land.
Q: How can customers and partners best connect with you?
A: I am excited to visit California customers in person. I am reachable by phone, email, Sally@Easterntabletop.com, and LinkedIn. Let’s chat!
Q: What’s your vision for growing Eastern Tabletop’s presence over the next year?
A: I plan to start with my existing relationships with both clients and dealer contacts to hit the ground running. I can’t wait to get in the field, visit existing Eastern customers, and put into action all the product knowledge I’ve gained this week.
