How did you get started in the promo industry?

I started my career in the SaaS sector and spent 12 years with a Fortune 200 leading technology firm that focuses on Human Capital Management (HCM) in various sales, operational and managerial roles. Prior to transitioning to the promo industry, I was the youngest Corporate Sales Executive within the Global Enterprise Division, which primarily focused on multinational companies. I was approached by my cousins, John Papa (JMA President) and Sara Papa (JMA CEO), to chat about their current business and future plans for JMA. Our conversations started off as casual, and after we all realized we were aligned in terms of our core values and vision, I came on board in 2012 as Vice President of Business Development and Strategy. Responsibility includes overall strategic initiatives in line with the executive management team to ensure current clients receive proper service level and performance metrics in such areas of technology, service, fulfillment, and overall go-to-market strategy. Fast forward, now as Executive Vice President of JMA and President of JMA DistinctiveMed, we have experienced year over year double-digit growth, with our largest year in 2021 during the global pandemic.

I know you took some big risks during the past year and a half, would you do it again? What would you do differently?

In March of 2020, based on the entry of the global pandemic, there were glaring indicators that forecasted the promo industry to be impacted significantly. We had many conversations with leading suppliers and international logistic partners on the future need as a pivot . After polling our HealthCare clients, we were asked if we could source and supply Personal Protective Equipment. JMA quickly answered this call to action by engaging with our trusted logistic partners to develop viable options for assisting in the fight against the spread of the virus. After partnering with a top supplier in our Industry - the JMA PPE vertical, DistinctiveMed was born. To date, DistinctiveMed continues to deliver millions of PPE and other Medical Supply items to healthcare and industrial clients. This pivot was instrumental to JMA during COVID, as it allowed JMA to keep all of our employees on board and continue to assist our clients with their promo, kitting, and project needs during a difficult time.

What’s your opinion about our industry?

I LOVE everything about this Industry – the main reason being the people and entrepreneurial approach. Everyday a new opportunity within the industry and outside the industry surfaces – and not any one day is the same, which adds to the daily energy. The industry is quite dynamic and FUN – which allows you to really delve into your team’s creativity while building and maintaining standardizations across the business. I have met some of the greatest entrepreneurs and people through our industry that I no longer refer to as business partners, but as family.

What advice would you give to your younger self starting out?

Network, network, network. Talk to everyone in and outside your Industry. Ask lots of questions, be curious, and connect with people. Move fast, but make sure you take a minute to prioritize what is important. Only associate yourself with like-minded, like-value, grade-A character partners.

How do you spend your time when you are not working?

I’m all about family and youth sports. If I am not working on JMA Logos or JMA DistinctiveMed, you will most likely find me behind the bench in a cold hockey rink somewhere in North America. My wife Rebecca and I love to travel, enjoy the beach and spend time with our 3 children – Luke (10), Sydney (7) and Matthew (5).