Secret Recipe: Shelby Smith, MPG Promotions

For this month's secret recipe, I interviewed Shelby Smith, Business Development Manager for Distributor MPG Promotions. I had the pleasure of meeting Shelby when she was the Northeast Rep for supplier Sweda years ago, and from our first meeting, I knew she was going to be a great rep. Shelby left behind a very nice microfiber eyeglass cleaner with her branding as her business card, that had pitched her as our Maine contact for Sweda, a pun on her being from Maine. Little did she know that eyeglasses cleaner would stay on my desk for years while working together on multiple projects and developing a great friendship. She was also the first to open my eyes to PromoCares’ methodology, using promotional items for clients while also helping a charity, a practice I have adopted, having sourced thousands of items tied to a charitable organization ever since.  - Javier Melendez, Account Executive, All Star Incentive Marketing

Any secret recipe starts with a base, so let's start with the background. How did you find your way into this great industry? 

I was an industry baby - my mom has worked at Geiger (distributor) since before I was born. While in high school, I worked periodically on special projects at Geiger. Then while in college, I took a part time job on the Product Data Team at Geiger.  During this time I began to fall in love with the promotional product industry.  It did not take me long to see that this industry is unique, fun, challenging and full of great people! I’m so glad I decided to stick with it.

You have worked on both sides of the industry and have been successful on both sides. How has knowing both sides helped you excel in your day to day with your clients? 

I started my career working 5 years on the distributor side. Then I moved to the supplier side for 3 years. Now I am back with another great distributor! Working on the supplier side was a great experience, I learned every nuance of every product in the line and worked hard at helping the distributors with projects, timelines, billing needs, etc. I worked at understanding the distributors’ needs and how to help them be successful with their customers. Of course, I was limited to my product line, so it forced me to get creative when sharing ideas on certain projects! Being back on the distributor side, after working for a supplier, I have a lot of respect for suppliers and what they do.  Because of my supplier experience, I can help my customers gain a better understanding when it comes to issues, delays, challenges, etc. The distributor side is so much fun… never seems to be a dull moment! So many products and ideas at my disposal to help our clients.

I have learned that whether working at a supplier or a distributor, there is one common goal, to make the client and their brand shine!

Any chef can follow a recipe book, but sometimes it takes a culinary genius to shine when you forgot to buy an ingredient. Care to share a time when you had to improvise and ended up with a great result?

I am going to take a different fork in the road with this question. In my current job I work with clients as well as being responsible for social media (which was a goal of mine). Blending these job functions together is a great mix and very rewarding. I am accustomed to working with clients and love it. I also am very accustomed to social media, but only on a personal level! So, the missing ingredient was my knowledge of social media for business. However, I have improvised, learned and will continue to home in on the “culinary” skills necessary to achieve great results!  My goal is to keep adding the spices to make the recipe for social media success just right!

Speaking of recipe book, what is a book that you have read that helped you the most? 

I was recently given the book “How to Become a Rainmaker - the rules for getting and keeping customers and clients” by Jefferey Fox. This book really dives into being a superstar in sales.  It talks about the products and services available in the world and in order to compete and keep up, it’s vital to be a “rainmaker” – AKA the best salesperson, the one that everyone aspires to be. It’s empowering and motivating – I highly recommend it.

Sometimes a chef can prep dinner, follow the recipe exactly, and still not be 100% in love with it. What is something about the industry you would like to see fine-tuned, or completely redone?

I love this industry – the people, the great suppliers, the clients, etc. I would really like to continue to see the expansion of unique imprinting methods for both hard goods and soft goods. Would also like to see our technology (supplier websites and tech products) continue to improve and our systems and deliveries to have a more “Amazon experience” to them. Despite always needing room for growth, this industry is incredible. To watch how quickly our suppliers were able to adapt during this pandemic with essential PPE products was amazing. We were able to help some people in serious need of these supplies!

Being from Maine, you understand the necessity of planning for next winter in the spring, but how do you prepare for your long-term goals, and how do you work toward those goals? 

There is quote that resonates with me – “I never want to call myself an expert at something – that doesn’t leave room from growth.”

I am always preparing for my goals - I want to be sponge in every facet of this industry and continue to learn and grow.  I want to learn all I can from suppliers, distributors, and industry peers. I continually research industry and social media trends and take relevant online classes. I am always trying to keep that fire stoked, which is a necessity during the long Maine winters! It has been said there are two seasons in Maine, winter and July!

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