In the next instalment of our series of interviews with agents and reps across the furnishings industry, we spoke with Jason Hillier, who shares an insight into his role, challenges that face the industry and why own label products are thriving.
Meet Jason
I have been in the industry for 30 years and currently represent Komfi – in the foam and memory foam mattress market, Purecare – in the mattress protection and wellness product area, and Shire Beds – in the beds and mattress sector.
What drew you into the life of an agent/rep and what’s the day-to-day like?
My late Father Ken Hillier, who was Sales Director of Airsprung Group for as long as I can remember. Every day is different and very exciting; I love what I do and enjoy the challenges that each day presents.
What is the best part of your role?
The fact I get rewarded for the results I achieve. Also, the fact I can plan my own day, calls and journeys.
What is the most difficult?
Not getting engagement from buyers/sales people for products that are working in the market.
Do you have any particular highlights so far?
The move to unbranded own label products, like in the Grocery trade, is producing highlights weekly!
What challenges do you think currently face agents/reps in the furnishing industry?
High expenses to run our agencies for one, while there is a lack of younger people entering this fantastic industry.
What would you like to see change?
Buyers taking the time to see you, even if it’s to say no to your products today.
What would help agents/reps more?
We need higher commission rates.
What would you say to someone considering becoming an agent/rep?
Just go for it and back yourself! Plus try and act for great principles like I currently do who appreciate and support sales agents.
What is the most important attribute to have as an agent/rep and why?
Integrity-being honest, morally upright, and adhering to strong ethical principles consistently.
Can you share something that irritates you the most as an agent/rep?
Buyers who get paid to buy, but will not engage with you as a sales person, even if it’s to say ‘not for me today, thank you’.
Secondly, people who constantly address me by my big brother’s name Nigel, who is an agent in the South West for the same companies.
Can you share an insight into your plans for the year ahead?
To quote the late and great Simon Zamet: “Just front loading for the coming year”.
What’s the next big thing you are seeing in the industry and why?
The continued move to quality white label products with quick delivery, that produces high margins.
Final thought?
The furniture industry is a wonderful one and I really enjoy being a part of it, and long may it continue.
