Happy salespeople make great salespeople
By Furniture Today Staff -- Furniture Today, November 25, 2001
FARMINGDALE, N.Y. — With averages sales per square feet of $670, John Campbell's Thomasville stores are filled with better-than-average salespeople.
"They love working for us because we're fair and they make good money," said Campbell of his 42 salespeople who work at his six New York Thomasville stores.
"There's never a harsh word," he added. There's little turnover. The people that don't work out don't last very long, "so the keepers are still here."
And the keepers seem to put more weight on the "fair," side of the equation than the "good money." They love their jobs, and they clearly love John Campbell.
Indeed, Joanne Nichols, who sold $2.2 million in furniture last year said she doesn't even think about the big commissions she's getting.
"It's comes anyway," she said, "but I try to focus on what the customer wants."
Nichols said Campbell's company is fair across the board, and that comes across to consumers, which makes her job both satisfying and easy.
"I don't have to be afraid to answer the phone or handle a problem if there is a delay or something," she said.
"They feel confident. I feel confident. If you go to (Campbell) with a problem, he's going to take care of it. He's very focused, and he's here. He actually comes to work every day. A lot of owners in his position would be traveling, but he loves the floor."
Even outside of work, Campbell shows his interest in his employees, noted John De Marco, Campbell's lead sales writer last year with $2.5 million in furniture sales. If one of them gets sick, "he'll find a doctor or a better doctor," he said. Campbell lets his associates borrow his East Hampton summer home for getaways. He lets De Marco test drive all his new cars.
"In most circumstances, it's hard working with an owner," De Marco said. "But he'll buy us ice cream. I don't know how many owners will do that."
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