January 2014

IHRA REPorter
Sound agreement
Thoughts on our survival
helps rep avoid loss
of commissions
by Steve Grossman, CPMR
I
GM Partners
IHRA Founding President; MRERF / IPA Board Govenor
have been giving a lot of thought and had many conversations with
manufacturers, suppliers and fellow reps as to why our profession
as manufacturers’ reps is on the decline and are we going the way
of the buggy whip. While I see us as a declining group, there will always
be a surviving few.
As we have all commented, most of our suppliers’ sales meetings
are attended by sales veterans. Unless a rep firm was a family-owned
business that was passed on to their children, would a younger person
want to go into a profession with all the head winds that are present?
I truly believe that the main reason the slippery slope began is when
reps were offered and accepted specific accounts verses a whole territory.
This usually led to little or no income to sustain the field salespeople. So
instead of receiving some income to pioneer the rest of the territory, the
financial risk was 90% on the rep. To me this meant a partnership was
never really established.
If our profession is going to thrive again there needs to be fundamental
changes in the way reps and suppliers work together.
• If the supplier will not invest money into a new territory, why should a
rep? If the supplier hired someone, which would cost tens of $1000’s, so
why not develop a win/win philosophy where the rep gets seed/pioneer
money and the supplier gets a bargain?
• Reps need to be realistic when accounts grow large; that the com-
By: Gerald M. Newman & Adam Glazer
Schoenberg Finkel Newman & Rosenberg, Ltd.
Adam Glazer
A
IHRA Legal Counsel
Gerald Newman
fter signing a new contract with a principal, most reps will properly focus on generating sales within the newly assigned territory.
Even in this era of corporations getting gobbled up or “restructured” on a regular basis, little thought is given to what happens if the
principal gets bought out. Yet several important questions are usually
presented.
Is the rep’s commission stream adequately protected? What happens if
the acquiring party purchases only some of the principal’s assets? In the
worst case scenario, can the principal and the new purchaser conspire to
orchestrate a sale that lets the purchaser off the hook from paying commissions under the terms of their deal?
These issues were front and center in a case recently decided by the
federal court in Kentucky involving a rep who found his contractual rights
at risk after certain assets of its principal were acquired by a company
with whom it had no contractual or other relationship. The fact pattern,
while alarming, is hardly isolated.
Sales rep firm Telecom Decision Makers, Inc., (TDMI) contracted
with Navigator Telecommunications, LLC, in 2005 to solicit local and
long-distance accounts for its telecommunications business. The lucrative rep agreement called for Navigator to pay continuing commissions
on accounts TDMI generated until the customers’ contracts with Navigator terminated.
The rep agreement contained a common term providing that it was
Continued on page 3 >>>> binding on “the successors and assigns of Navigator in connection with
and in contemplation of any reorganization, bankruptcy, merger, consoliJanuary 2014
dation or sales of all or substantially all of the ownership interest or asThe Power of Kindness............................................. Page 4
sets of Navigator.” In the event of a “Change of Control,” the contract is
Booster Club Members & Application................ Pages 5 & 6
Continued on page 2 >>>>
IHRA Member Ads..................................................... Page 7
International Housewares Representatives Association
(4) Mfrs Seeking IHRA Members............................... Page 8
Marketing & Field Sales Professionals Serving the
Calendar of Events.................................................... Page 9
Home • Housewares • Gourmet • Hardware Industries
Page 1
Newman & Adams (continued from page 1)
considered as “deemed assigned to Navigator’s successor.”
Birch Communications, Inc., entered into an asset purchase agreement to purchase certain business and residential lines from Navigator in
2008. Before that agreement was signed, Navigator gave notice of termination to TDMI. Birch also sent TDMI notice that it was purchasing substantially all of the residential and business accounts of Navigator.
After the agreement was executed, Birch informed TDMI that it did not assume responsibility for, and would not pay, the continuing or “residual”
commissions due under Navigator’s contract with TDMI. This led TDMI to sue Birch, asserting that its purchase of Navigator’s residential and business local and long distance accounts comprised a “Change of Control” that assigned the obligation to pay commissions to Birch under its contract
with Navigator.
Birch disputed that its purchase amounted to a “Change of Control,” contending that it didn’t acquire substantially all of Navigator’s assets, and
Navigator retained significant other business. After the parties took discovery on the “Change of Control” issue, Birch moved for summary judgment, raising three central arguments.
1. Did Birch’s asset purchase change control of Navigator?
Because TDMI had no contract with Birch that could be enforced, the court quickly determined that “Telecom’s rights rise or fall” on the interpretation of “Change of Control” from its contract with Navigator. Birch pointed to certain persuasive facts to contend that no “Change of Control” took
place: 1) it purchased only a small portion of the Navigator assets; 2) Navigator had 50 employees prior to the asset purchase, and now has 39;
3) Navigator remained an operating company in the same business after the asset purchase; 4) Navigator continued to earn revenue of about
$2.3 million per month after the sale, down from $3.4 million before the sale; 5) Navigator sold only 15 to 17 percent of its 104,000 telephone lines
to Birch, and retained 85 percent of its total telephone lines and 78.8 percent of its revenue; and 6) Navigator’s EBITDA (calculation of earnings
before interest, taxes, depreciation and amortization) increased by 96.2 percent.
Recognizing these facts were compelling, TDMI relied on the summary judgment standard, where it doesn’t have to overcome all of Birch’s facts
and win the case; that duty applies later at the trial stage. Instead, it need only show a dispute as to certain material facts to render summary judgment inappropriate.
To demonstrate disputed facts, TDMI effectively turned to an economic analysis and submitted an expert opinion that the asset purchases did
affect a “Change of Control” based on Birch’s acquisition process, the allocation of value based on gross margin and the allocation of value based
on net income. This “diametrically opposed expert testimony concerning the nature and characteristics of the asset sale and its impact on Navigator” convinced the court that a classic factual dispute existed, precluding summary judgment.
While the raw numbers Birch marshaled from Navigator’s business records were powerful, the court ruled that “these mere numbers, without
more, do not evidence whether a sale of all or substantially all of the assets of the company occurred.” A trial would be necessary to resolve the
disputed factual issue of whether there was a “Change of Control” of Navigator.
Before TDMI would live to fight another day, however, it had to withstand Birch’s two other related contentions. Fortunately for TDMI, the court
considered these and succinctly found “neither argument has legs.”
2. Do the contractual payment obligations survive termination?
Navigator provided its 30-day notice of termination on June 20, 2008, enabling Birch to seek summary judgment on the grounds that when it entered into the asset purchase agreement with Navigator in November 2008, no agreement with TDMI was in existence, and no assignment could
therefore have been made.
Continued on page 3 >>>>
Page 2
Newman & Adams (continued from page 2)
The court deemed the argument that the sales rep agreement was not in effect on the date the asset purchase agreement was signed “a red
herring.” In advancing this argument, Birch ignored other language in the rep agreement expressly providing that the obligation to pay the residual
commissions survived its term. The court also found support in the rep agreement’s language establishing that Navigator would owe the residual
commissions even under a “Change of Control.”
Finding that the rep agreement provided for assignment of “the ongoing obligation to pay residual commissions” to Birch, the court concluded that
the effectiveness or viability of the rep agreement after July 2008 was irrelevant. Summary judgment on this theory was easily denied.
3. Does the absence of revenue collection by Navigator matter?
Birch then cherry-picked other language in the Navigator-TDMI agreement stating: “payment of residual commissions will survive ... and will be paid
... so long as ... Navigator is collecting revenue ... under this Agreement.” Reasoning that it, not Navigator, was collecting revenue for services under
the Navigator-TDMI agreement, Birch urged that no residual commissions were owed TDMI.
As with the prior argument, the court found Birch was inappropriately focusing on the viability of the rep agreement on the date the asset purchase
agreement was signed. The proper focus is whether the rep agreement effectively assigned the obligation to pay commission in the event of an asset purchase. Finding that it did, the court viewed Birch as standing “in the shoes of Navigator for purposes of assessing the collection of revenue,”
and it denied summary judgment to Birch on this basis as well.
TDMI survived summary judgment chiefly because its rep agreement with Navigator was well-drafted and included several important provisions
for its benefit. A lesser agreement could have yielded significantly different results for the rep. Particularly where commissions were contractually
due to continue even after the agreement’s termination, it was essential for the rep to ensure that the value carefully provided in one contract term
is not undermined by another, less thought-out provision.
Gerald M. Newman and Adam Glazer are partners in the Chicago law firm of Schoenberg Finkel Newman & Rosenberg, Ltd. Gerry serves as general counsel
to IHRA and he, and other SFNR associates are regular contributors to The REPorter®. They participate in Expert Access, the program that offers telephone
consultations to IHRA members. You can call Gerry at 312-648-2300, send a fax to 312-648-1212, or send e-mails to: Gerald.Newman@sfnr.com.
Grossman (continued from page 1)
mission structure needs to be rebalanced. Specific responsibilities need to be agreed on so both sides prosper. Suppliers need to refrain from
making house accounts since adjusted commissions will continue to support the rest of the territory.
• Suppliers need to fully understand that if the rep has an office or works out of his home, commissions paid goes to cover other personnel,
insurances, travel, car, entertainment, phone, equipment , utilities, etc, and hopefully a living wage.
This is not a we/they situation, but an industry challenge that should be met head on before it is too late. If a true dialog is not established, indifference will be the winner and the industry the loser.
I urge housewares manufacturers to seriously look at this situation and make a conscious decision: do they want quality professional reps to
survive? And professional reps need to understand that with seed monies, additional accountability is required.
Your comments are always welcome.
Thank you and good Selling,Steve Grossman IHRA member, 847.867.3016 steman4@aol.com
Page 3
Here is a special thought for the New Year
THE POWER OF KINDNESS
I’ve mentioned before that, despite my great admiration for people who
are instinctively and consistently kind, kindness does not come naturally
to me. Yet the older I get, the more I agree with Abraham Heschel, who
said, “When I was young, I admired clever people. Now that I am old,
I admire kind people.” Henry James was more emphatic when he said,
“Three things in human life are important: The first is to be kind. The
second is to be kind. And the third is to be kind.”
In 1994, Dr. Chuck Wall, a professor of human relations and management at Bakersfield Collegein California, came up with a concept that
turned into an influential movement. Weary of hearing about “senseless acts of violence,” he began to teach and talk about “random and
senseless acts of kindness.” The idea was simple: the bestr e s p o n s e
to a world coarsened by selfishness andcruelty was individual acts of
kindness.
In 1999, Catherine Ryan Hyde wrote a novel called Pay It Forward
(later adapted into a movie) that builds on Dr. Wall’s initial inspiration. It
starts with a teacher’s assignment to “THINK OF AN IDEA FOR WORLD
CHANGE, AND PUT IT INTO ACTION.” Trevor, the 12-year-old hero,
comes up with an idea. If he does something “real good” for three people
and asks in return that instead of them “paying him back,” they “pay it
forward” by doing a good deed for three other people, who are in turn
asked to pay it forward, the math quickly shows that he could change
the world.
Whether acts of kindness are random or spontaneous as advocated by
Dr. Wall or premeditated as proposed by Ms. Hyde, acts of kindness are
certainly not senseless. To the contrary, they’re the best possible proof of
good sense. Every single person can send forth ripples of kindness and
compassion simply by being nice.
This is Michael Josephson reminding you that character counts.
Michael Josephson is a former law professor and attorney who founded
the nonprofit Joseph and Edna Josephson Institute of Ethics located in
Los Angeles, California, out of which he operates as a speaker and lecturer on the subject of ethics. josephsoninstitute.org/michael/
Page 4
Please Keep The IHRA Booster Club Growing! As it helps us build our educational fund and
defray the added costs of an additional day at the International Home + Housewares Shows
2014 IHRA Rep Member Boosters
Diamond ... $500 or more
Bang-Knudsen, Inc., Seattle, WA
J. Grob Associates, Inc., Kensington, MD
The Northeast Group Inc., Norwood, MA
Platinum ... $400 or more
Continental Marketing, Tualatin, OR
Schoenberg, Finkel, Newman & Rosenberg, LLC
Gold ... $300 or more
Kulovitz & Associates, Inc., Dallas, TX
Mid-Atlantic Sales Group, LLC, Dresher, PA
Silver
... $200 or more
The Barrington Rep Group, Inc., Burr Ridge, IL
Fog City, Oakland, CA
Bronze
... $100 or more
The Belwether Group, LLC, Higganum, CT
Koval ~ Williamson, Mukilteo, WA
David S. Lapine Co., Inc., Stamford, CT
2014 Manufacturer Boosters
Diamond ... $500 or more
**International Housewares Association
Platinum ... $400 or more
*American Bag Company
*Artisan Metal Works
*Bike Brightz
*The Cookware Company
*H & H Wholesale
*Lancaster Colony Commercial Products
*Liss America
*PetzBest Products Group
*Stanco Metal Prodcuts, Inc.
*Terinex Limited
*Trademark Productions, Inc.
* Vinaroz Cookware
Gold ... $300 or more
Silver
... $200 or more
Bronze
... $100 or more
*IHRA Manufacturer Members
**In-Kind Services
Representatives. Manufacturers. Want to become an IHRA Booster? See next page for complete details.
Page 5
BE AN IHRA BOOSTER! Help us build our educational fund, stay a viable resource for manufacturers seeking field
sales professionals, develop special activities and events. and be widely identified as an IHRA Booster.
Your company will be identified in the monthly REPorter Newsletter and in multiple signage around the IHRA
Hospitality Room at the International Home + Housewares Shows ... AND MORE ... see below!
IHRA Booster Levels for IHRA Rep Members
IHRA Booster Levels for all Industry Manufacturers
Diamond ... $500 or more
earns FREE 1/3 page Locator ad or $225 credit for larger space
Platinum ... $400 or more
earns FREE 1/4 page Locator ad or $168.75 credit for larger space
Gold ... $300 or more
earns FREE 2/9 page Locator ad or $150 credit for larger space
Silver
... $200 or more
earns FREE 1/9 page Locator ad or $75 credit for larger space
Diamond ... $500 or more
earns FREE, as needed, Manufacturer Seeking Representatives
HOT Lines, 1/4 page ads in monthly REPorter Newsletter and all
IHRA Member benefits & services, including FREE eLocators
Platinum ... $400 or more
earns FREE, as needed, Manufacturer Seeking Representatives
HOT Lines, 1/8 page ads in monthly REPorter Newsletter and all
IHRA Member benefits & services, including FREE eLocators
Gold ... $300 or more
earns FREE 1/8 page, Manufacturer Seeking Representatives ads
(limit 4), in monthly REPorter Newsletter and all IHRA Member
benefits & services, including FREE eLocators
Silver
... $200 or more
earns FREE 1/8 page, Manufacturer Seeking Representatives ads
(limit 2), in monthly REPorter Newsletter and all IHRA Member
benefits & services, including FREE eLocators
Bronze
... $100 or more
earns our sincere THANK YOU!
NOW - Accepting Booster Club Membership
through 2014 - NOW
YES, we want to be an IHRA Booster! Please sign us up.
Company ________________________________________________
q IHRA Rep Member
q Industry Manufacturer
Address _________________________________________________
City, State, Zip, Country ________________________________________________________________________________________________
Phone ___________________________________ Fax __________________________________ eMail ________________________________________
Authorized By __________________________________________
Check enclosed for $
Booster Level: q Diamond
q Platimum q Gold
q Silver
q Bronze
or charge to credit card: # _________________________________________ Exp Date _____ Card Code ____ Billing Zip _____
Mail to: IHRA • 1755 Lake Cook Road • Suite 318 • Highland Park, IL 60035 ... or Fax to: 847.748.8273
Page 6
Manufacturers: Contact These Performance-Proven, Multiple-Line, Field Sales Professionals
to learn how they can profitably bring your products and programs to market.
Bang-Knudsen
Specializing in
Housewares, Homestore
&
Giftware Industries
Since 1973
Representing Vendors in the
New England States &
New York, New Jersey
129 Morgan Drive, Norwood, MA 02062
781-352-1400 (phone) 781-352-1450 (fax) 230 Fifth Ave, Ste 413, New York, NY 10001
212-696-4450 (phone) 212-696-4742 (fax)
www.northeastgroup.com
Over 50 years of sales experience in
Minnesota • Wisconsin
North & South Dakota
with special emphasis on:
TARGET • TARGET DOT COM
WAL-MART.COM
PREMIUM & INCENTIVE • GROCERY
Mark J. Glotter
612.822.9501
Cell: 612.414.8055 • Fax: 612.822.5539
mark@marketsharesales.com
Representing gourmet
housewares to leading retailers
in the Pacific Northwest
for over three decades.
We know the territory.
542 First Ave. So.
Suite 500
Seattle, WA 98104
206.767.6970
www.bang-knudsen.com
__________________________
Contact:
pbang-knudsen@bang-knudsen.com
Manufacturer’s Representatives specializing in
Home Décor, Wall Décor, Frames, Bath Décor, Photo
Storage, Furniture, Housewares and Gifts
Primary Account Representation
Kohl’s ­ Jo-Ann Stores
Illinois Wisconsin Ohio
Professional Account Management
30 Years Experience
•
•
•
•
•
Efficient Account Penetration
Quality Customer Service
Market Trend Direction
Product Development
Sales, Inventory & Profitability Analysis
www.thebarringtongroup.net
Contact: d.peake@thebarringtongroup.net
6212 South Elm Street, Studio B
Burr Ridge, Illinois 60527
Phone: (630) 655-2924
Trusted Business Partners
With more than 1,600 active
accounts, an average of 15 years of
sales experience per sales rep, and
a 32 year business track record,
companies hire us as the sales and
marketing company of choice.
Learn more about how J.Grob is
helping upscale manufacturers and
importers expand their business.
Contact: John Grob
J. Grob Associates, Inc.
P.O. Box 149 • Kensington MD 20895
P: 301.933.8657 • F: 301.933.0239
E: johng@jgrobinc.com
www.jgrobinc.com
37 Aspen Road
Sharon, MA 02067
Tel: 781.806.5129
Fax: 781.806.5131
Representing Housewares,
Tabletop and Giftware to all
Major and Independent retailers
in New England
and Upstate NY
for 20 years
Contact:
sales@pearlmangroup.com
440 Totten Pond Road Suite 100
Waltham, MA 02451
Phone 781-890-0111
Page 7
Manufacturers Seeking IHRA Field Sales Professionals
Ad Rates
1/8 page: $100
1/4 page: $175
3/8 page: $250
1/2 page: $325
3/4 page: $475
Full page: $675
Manufacturers:
Are you looking for
well-qualified,
performance-proven,
field sales professionals?
Instant HOT Lines . . .
A onetime eMail that
provides immediate information
on your line, only, to reps in
specific territories or
throughout the world
Reruns of same ad within 12
months are at 50% discount!
Contact IHRA
800.315.7430
info@ihra.org
www.ihra.org
Ad Dimensions
1/8 page: Vertical, only
3 11/16” h x 2 7/16” w
H&H WHOLESALE
1099 Rochester Rd
Troy MI 48083
P: 800.995.5750 x112
F: 248.307.0706
www.hhwholesale.com
IHRA
Person to Contact:
Dave Kapla
eMail:dkapla@hhwholesale.com
Territories Open: USA, Canada, Mexico
Commission Rate: 10%
Years in Business: 12
Currently doing business in the USA through
direct sales
1/4 page: Vertical
7 1/2” h x 2 7/16” w
1/4 page, Horizontal
3 11/16” h x 4 15/16” w
3/8 page: Horizontal only
3 11/16” h x 7 15/16” w
1/2 page: Vertical
7 1/2” h x 4 15/16” w
1/2 page: Horizontal
3 11/16” h x 10” w
Cookware, bakeware and small electric appliances with Thermolon ceramic non-stick
coating, under different brand names:
GreenPan, GreenLife, Fiesta and Twiztt by
Joan Lunden.
3/4 page: 7 1/2” h x 7 15/16” w
Currently doing business in 80 countries
worldwide and in the USA through reps in
various states
Full page: 7 1/2” h x 10” w
PRODUCTS: Medical Disposables including
brand-name diabetes supplies; the best selling
Vitamins/Supplements, As Seen On TV items.
Health & Beauty Aids, Household Products,
Independent Living Items, Hottest Toy, Gift &
Novelty Items, Travel Products, Personal Care
Appliances, Special Opportunities Buys and
Closeouts.
IHRA
Contact:
Jessica Fucale: Jessica.fucale@cookware-co.com
Harvey Levinson: Harvey.levinson@cookware-co.com
The Cookware Company
120 White Plains Road, Suite 115
Tarrytown, NY 10591
Phone: 914-372-7777
Fax: 914-372-7776
www.cookware-co.com
Manufacturers:
Are you looking for
well-qualified,
performance-proven,
field sales professionals?
Instant HOT Lines . . .
A onetime eMail that
provides immediate information
on your line, only, to reps in
specific territories or
throughout the world
Contact IHRA
800.315.7430
info@ihra.org
www.ihra.org
PRODUCTS: Pet Leashes & Collars, Grooming Tools, Training Pads & Wipes. We now
have “green” products that are extremely hot
in the marketplace!! This line includes organic
cotton and recycled polyester leashes and
collars. Our pricing is extremely low since we
are a partner in a joint venture, vertical plant
in China where we also manufacture our own
webbing!
More information at: petzbest.com
If interested, Contact:
PETZBEST PRODUCTS GROUP
P.O. Box 37
West Hempstead NY 11552
(516) 575-4272 Fax: (516) 575-4739
Person to Contact:
Kathy Pancila, VP Sales
eMail:
kpancila@jellygear.com
IHRA
Territories Open: U.S.A., Canada, Mexico
Page 8
2014 CALENDAR OF EVENTS
January
4-7
Philadelphia Gift Show
Phiadelphia PA
7 - 10
Consumer Electronics Show
Las Vegas NV
7 - 14
Atlanta Int’l Gift & Home Furnishings
Atlanta GA
26 - 30
Las Vegas Market
Las Vegas NV
26 - 30
Toronto Gift Fair
Toronto ONT Canada
31 - Feb 3
California Gift Show
Los Angeles CA
11 - 14
Canadian Home Furnishings Market
Toronto ONT Canada
February
1-6
Gift & Home Textiles Market
New York NY
15 - 19
Dallas International Lighting Market
Dallas TX
1-6
NY Now
New York NY
15 - 21
Dallas Total Home & Gift Market
Dallas TX
4-6
Kitchen and Bath Show
Las Vegas NV
16 - 22
Chicago Market: Living and Giving
Chicago IL
7 - 11
Ambiente
Frankfurt Germany
18 - 21
Seattle Gift Show
Seattle WA
15 -18
San Francisco International Gift Fair
San Francisco CA
18 - 21
Windy City Gift Show
Chicago IL
16 - 19
Alberta Gift Fair
Edmonton ALB Canada
19 - 21
Fancy Food Show
San Francisco CA
21 - 27
GALLA Winter Market
Los Angeles CA
25 - 27
Orlando Gift Show
Orlando FL
7-9
Atlanta Spring Gift, Home Furnishings and
Holiday Market
Atlanta GA
April
5 - 10
High Point Market
High Point NC
8 - 10
Portland Gift & Accessories Show
Portland OR
6-8
Chicago Market: Living and Giving
Chicago IL
March
11 - 13
Travel Goods Show
Phoenix AZ
22 - 25
New York Tabletop
New York NY
15 - 18
International Home + Housewares Show
Chicago IL
May
6-8
National Hardware Show
Las Vegas NV
23 - 26
Boston Gift Show
Boston MA
17 - 20
International Contemporary Furniture Fair
New York NY
24 - 27
New York Home Fashions Market
New York NY
18 - 20
Surtex
New York NY
26 - 30
Montreal Gift Fair
Montreal QUE Canada
June
09 - 11
NeoCon World’s Trade Fair
Chicago IL
27 - 30
Dallas Total Home & Gift Market
Dallas TX
30 - April 1
GALLA Spring Market
Los Angeles CA
18 - 21
Dallas International Lighting
& Accessories Market
Dallas TX
18 - 24
Dallas Total Home & Gift Market
Dallas TX
29 - July 1
Fancy Food Show
New York NY
If we are missing any events
you think should be on our
calendar, please let us know
at: info@ihra.org.
Thank You!
Page 9
IHRA
The IHRA
International Housewares Representatives Association
2014 IHRA Board of Directors & Staff
*Chairperson: John Grob, J. Grob Associates, Inc.
*Immediate Past Chairperson: Mark Glotter, Marketshare Sales, Inc.
*Executive Director: Bill Weiner, Weiner Association Management
Directors:
(terms ending end of 2014)
Chelsea Gorczyca, The Belwether Group, LLC
Steve Grossman, CPMR, GM Partners
*Meghan Peake, CPMR, The Barrington Group
(terms ending end of 2015)
Jacob Bang-Knudsen, CPMR, Bang-Knudsen, Inc.
Frank Brady, Brady Marketing Company
John Grob, J. Grob Associates, Inc.
Kent Kulovitz, Kulovitz & Associates, Inc.
*Member of Executive Committee
Home • Housewares • Gourmet • Hardware
Multiple-Line, Field Sales Professional:
If you’re not a member of IHRA, you owe it to
yourself to join the organization that is your voice in
the industry and the manufacturers’ resource for
finding
Well-Qualified, Performance-Proven,
Field Sales Professionals
For complete information about “first-timer”
membership and an application, contact us at:
847.748.8269
Fax: 847.748.8273
info@ihra.org • www.ihra.org
Past Chairs
John M. Clampitt
Steve Grossman, CPMR
Jay L. Cohen
Tom Rooney
Peter Bang-Knudsen
Donna Peake
Jim Adams
James Ayotte
David Silberstein
Kent Kulovitz
Mark Glotter
Staff
Administrative Assistants:Stephanie Baron
Financial Director: Myra Weiner
Page 10