Independent Sales Representatives: The Critical Link

Where would we be without you?

Maintaining close contact with nearly a thousand distributors spread throughout the 50 states would be impossible if not for the often Herculean efforts of our team of Sales Representatives.

Over the years Lambskin Specialties has been blessed with an amazing team of independent organizations that have introduced our products to the market.  Since our first representatives like Irv Goldstein, Mark Reimers, Jim Hankenson and Walt Kolterman, these individuals and organizations have shown a great deal of faith in our company and products.  Today we are proud to be represented by among the industry’s finest, in 17 territories, covering all 50 states and Puerto Rico.

Independent reps offer a variety of complimentary lines that provides buyers with the trifecta of effeciency, economy, and education.  It is a perfect synergy that benefits us, the distributor buyer and the end users. 

A little trivia anyone?

Now here’s a bit of trivia; Tom Kolterman, has the distinction of being our longest serving representative.  He started with Kolterman Associates, joing his father Walt, in 1980, and later continued the company on his own.  In  1997 he joined forces with Northstar Sales.  Working with Tom has been an honor and pleasure. I am also proud to call him a friend. 

Our longest serving rep organization is the Chicago based RTF Group.  Lead by the estimable, energetic and unstoppable Dick Friedman, RTF has represented Lambskin Specialties since 1985!  Dick has assembled an exceptional team, inside and out, that has achieved numerous sales awards recognizing their success and commitment.  

RTF Showroom

An inside look at the RTF Group demonstration room at their offices in Lake Bluff, IL.


By contrast, our youngest group joined us in October 2011. With the retirement of Bob McClung, we welcomed Access Partners in Southern California.  Bob was an industry veteran, perennial sales leader, and is possibly the nicest man in the world.  The folks at Access have continued where Bob left off, building on our sales successes, establishing new distributor relationships while building on our existing relationships.

May we announce….

And now, on Friday March 1st, we will officially welcome the newest team to our sales force, as we proudly introduce Robert George Sales in Upstate New York. Robert George takes over from Stockdale Co.  – previously Norsen Sales.   We will miss Terry Norsen, who has personally represented Lambskin Specialties in the region for nearly 20 years, and wish him the best in retirement.

Dan Koplinka and Terry Doherty

Dan Koplinka (Left) and Terry Doherty; The Principals of Robert George Sales

Robert George Sales is based in the Rochester area and is lead by Terry Doherty and Dan Koplinka.  They are joined by Robbie Sampson in Eastern NY State and  Marcia Fitzpatrick in the Western region .  Inside support is provided by Susan Habberfield  and Ann Thomas.  With their broad coverage and market expertise, we expect great things from this organization. 

So as we welcome this new group, we are left to ponder a very important question, ‘where would we be without our representatives’?  The answer is pretty simple – no-where!  They represent an essential link between us as the manufacturer, the distributor, and the end user.  They disseminate information, demonstrate products, and maintain critical relationships. 

The next time you see one of our representatives, welcome them with open arms and an open mind. 

Have a great day.

Lambskin Specialties: Nature at Work

ISSA 2012 – The Show of Shows!


Its all over but the shouting…and a lot of follow-up.

We had a good show this year, meeting many interesting (and interested) distributors, end users, visitors and fellow exhibitors.  I have personally attended shows, without interruption since 1985 in Atlanta.  And while I have been observing a decrease in the number of distributor attendees  – not surprising considering the number of consolidations in the industry – the quality of attendees and the depth of discussion remains at a very high standard.

For Lambskin Specialties, the ISSA Show offers a number of great benefits.  It is the best opportunity to show our full line, and introduce new products to the industry.  With our line growing exponentially over the years, there is no better stage to show our stuff.  It is a rare opportunity to speak to hundreds of industry professionals in 2 and half short days.

In recent years, products like the MultifFlex, our Hi-Dusters, and Micro Fibers, have generated loads of attention from distributor and end-user alike.  I will talk more specifically about some of these products in upcoming entries. And we will certainly be continue to introduce new,  innovative and effective products for our industry.

National Sales Meeting

Award to Mark Presho of access Partners

Mark Presho of Access Partners receives Top Sales Award from Myron Schultz at the 2012 ISSA Show

ISSA is also the only opportunity we have to meet with all our representatives.  During our National Sales Meeting, we reviewed a number of important issues as we move forward.  Look out for future posts on some of these topics. Our meeting is also an important occasion to recognize our representatives that demonstrated outstanding commitment and performance during the year.  Southsan Sales received the award for largest sales growth, with Alternative Sales and TRC Marketing runners up.  Our Sales Leader for the year was Access Partners (Southern California).

 We also recognized Debby Wadeof Access Partners as the recipient of the Walt Kolterman Award for Sales Leadership.  In just her first year representing Lambskin Specialties, Debby stood out, stepping front and center as a leader for our company.

The awards were officially handed out during our annual ‘class photo’.

Group Photo

Lambskin Specialties Sales Team meets at the booth at 2012 ISSA Show for Class Photo

Now it is time to get back to the important job of following up on all the discussions from the show.

Have a great week everyone.