Industry Comment
10 Minutes with…Ian Manders, National Sales Manager for Bendex
Electrical Wholesaler catches up with Ian Manders to talk about the benefits of a humble origin, our growing industry and what’s in the not so distant future for Bendex!
1. What is your career background?
I started my career at the age of 19. At the time, I was struggling to find work that suited me. By chance, I got a role as a driver for an electrical wholesaler – and I’ve never left the industry! I’ve had 29 years in the sector overall now, working my way from driver, to sales rep, to manager. I did this for about 22 years, until I made my way into the manufacturing side – which is how I’ve come into my role with Bendex.
2. What does your role at Bendex involve?
As National Sales Manager, it is my duty to oversee the two Area Sales Managers for Bendex. I ensure that key customer accounts are looked after and relationships are maintained, whilst identifying opportunities for new ones. I also have KPI’s, such as sales targets to meet, as well as contributing to the development of the Bendex brand.
3. What do you like most about working for Bendex?
I thoroughly enjoy that my job lets me interact with all kinds of key customers from a variety of sectors – the people you meet and see become like a type of family. The electrical industry is one I’ve become extremely familiar with, and I also enjoy being able to contribute to the direction of the business.
4. What's your proudest working achievement?
As obvious as it sounds, becoming National Sales Manager is my proudest working achievement, when I look back to where I began. Starting out nearly 30 years ago, as a van driver, I never thought I’d stay in the industry, let alone come this far.
26 | electrical wholesalerAugust 2019
Now, as a manager, I can get involved with much more of the decision making within the company – and I can see it makes a real difference. My recommendations are trusted, and that makes me feel very proud.
5. Where would you like to see the company in 5 years?
What I’d ideally like to see is continued growth for Bendex. To do this, increasing sales is crucial over the next few years, by nurturing existing relationships and creating new ones. I’m confident that with hard work, this is possible!
6. How has the electrical industry changed/evolved since your career began?
The electrical industry has always been a people- based industry, and while there has been a shift to online purchasing, the majority of conversations between us and our customers still take place face to face or over the phone. I really can’t see that changing any time soon, which is great seeing it’s the part of the job I enjoy the most.
7. If you could give one piece of advice to someone starting out in the industry, what would it be?
Don’t underestimated the value of starting at the bottom. This will let you learn and understand all aspects of the role as you progress, and you understand the people – both your colleagues and your customers. If you do this, you have a fantastic foundation to keep building upon. By moving around as you progress, you can also get a much broader view of the business overall and you can begin to contribute excellent insight and knowledge.
The electrical
industry has always been a people-based industry, and while there has been a shiſt to online purchasing, the majority of conversations
between us and our customers still take place face to face or over the phone.
I really can’t see that changing any time soon.
8. What's the most important thing you've learned during your time with Bendex?
To have a solution. It is one thing to approach people and say that you’ve noticed a problem or an area that requires improvement, but if you don’t have a solution, then it is essentially just a complaint that will go nowhere. However, if you can be a voice for your business and have a solution to the problem, conversations are a lot easier to have, and positive change can be influenced. Even if your exact solution doesn’t come to fruition, you’ll at least understand why and can continue to work towards the customer’s ultimate goal.
bendex-plastics.co.uk ewnews.co.uk
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