AGENT PROVOCATEUR The truth,
the whole truth, nothing but the truth
W
ith shows just around the corner the years seemingly get shorter, in the same way policemen and drivers appear ever younger. Another round of selling is just upon us, but there is some good news – I am rambling on for the last time, with
heavy heart I am hanging up my brogues. I have enjoyed my time as AP working with the team at Footwear
Today, despite huffing and puffing and panicking when the deadline loomed, and although there has been the odd occasion when I have ‘moaned’ in print, I like to think my opinions about retail, selling, and few other unmentionables have always been helpful, fair, honest and what I believe to be right. I started in the industry many years ago and a wise old salesman at the time said to me “Always tell the truth sonny, if you don’t one day it will come back and bite you on the bum”. Having ones derriere bitten may be appealing to some, but I bruise easily and appreciate a good nights sleep. I did a lot of thinking in those days, let’s face it, when you are alone on the road for hours at a time listening to Radio 2 and Classic FM, (or Radio 1 in those days) there is little chance to do much else. I considered those wise words carefully and common sense reasoned that if I told a few fibs along the way then my memory would have to be really good to remember what I had said, and eventually I’d be caught out. So I took his advice and although not always easy (it’s very tempting to say I am late due to roadwork’s, accident, illness etc., rather than I stopped at a truck stop for another bacon sandwich) I have told the truth for the whole of my working life, which without doubt has stood me in good stead. I wonder how many others have that claim to fame? I was influenced a lot by some very well-respected, forthright and
upstanding Sales Representatives (mainly sales ‘men’, but real characters in those days) who took me under their wing and would say to customers “now I can let you have 120 pairs this season, in brown, for delivery first week in July, okay?” Sounds incredible, but that was how it was then. Now it is a totally different story with the retailer calling the shots as to whether they want to buy or not. I personally believe that an honest salesman is worth their
weight in gold and will always survive the longest. You can fool some of the people some of the time…. Honesty is the best policy, not only do you have your integrity intact, but you can hold your head up high to customers, colleagues and peers alike. Another old adage – ‘It is better to be respected than liked’ is also true unless you are a ‘foot-in-the-door, one-off-sale’ salesperson, as with one comes the other. This might be giving my identity away a little but one of my favourite sayings is “trust me I’m a salesman”, it always gets a laugh.
10 • FOOTWEAR TODAY • AUGUST 2012 So what about the newcomers to the business? Do they have the
same ethics as us “old guys”? That remains to be seen? One cannot generalise but I am glad to see a lot of young, raw talent coming through. There is always much to learn about our industry and without the abundance of UK factories and ‘family shoe shops’ their education wont be quite like my generation, but who knows, they might be looking at me and thinking he’s a good salesman, I’d quite like to emulate him (I may be honest but never modest and I like to live in hope!). So as I draw to a close I realise that writing AP over the past
couple of years has certainly tested me in my twilight years as writing is not something I enjoy, (‘and we’ve not enjoyed it much either’ I hear you cry), but doing so has had its plus points. Actually thinking about what I do on a daily basis, the people I deal with and
I was influenced a lot by some very well-respected, forthright and upstanding Sales Representatives (mainly sales ‘men’, but real characters in those days) who took me under their wing and would say to customers “now I can let you have 120 pairs this season, in brown, for delivery first week in July, okay?” Sounds incredible, but that was how it was then. Now it is a totally different story with the retailer calling the shots as to whether they want to buy or not.
how I deal with them – both past and present, and how the trade has gone and is going, has been rewarding and reassuring. We should go on learning and stretching ourselves and regardless of what doom and gloom there is to face, we must all try to keep smiling and remain positive and proactive. Cherish the people who do, as we all need one another. No-one likes a miserable face or vicious tongue – a little kindness (and a cup of coffee) go a long way. As I hand over for fresher and more professional editorial and
articles from the writers at Footwear today, I wish you all the best and hope the sun starts to shine soon. If you are asked to be the next ‘anonymous’ Agent P, or Misfit, or perhaps a new pseudonym, seize the chance and enjoy it as much as I have. You will see me at Moda, Bread and Butter, Pure, GDS, Micam or one of the many shows coming up in the near future, but unlike the Scarlet Pimpernel, you may seek me here or seek me there, but I will no longer be damned elusive! Now stop wasting time reading this and sell some shoes…!
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