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As the Director of Membership Development for the North Little Rock Chamber of Commerce for five years, Kathleen Fitzpatrick knew A LOT of folks.

As the Area Sales Manager for Datamax Arkansas, Ken Allison (and his team) were and are heavily embedded in the North Little Rock chamber events.

Who knew that the two worlds would merge in 2022? When Kathleen left the Chamber and accepted a role with Datamax late last year as an Account Representative, she knew she had her work cut out for her, like anyone in her position does. But she’s up to the task. Just ask her manager.

“It took me about two seconds to reach out to Kathleen (after the role opened up),” Ken said. “To use a sports analogy, she’s a first-round draft pick. She’s a number one choice.” 

It's Hard Being a New Rep.

Turnover is an unfortunate yet inevitable reality for any sales department. Beyond organizing herself with a flurry of CRM notes, learning the industry and getting her feet set, she’s set out on foot to client after client, introducing herself,  letting each know that she is now representing their account with Datamax.

The Center for Toxicology and Environmental Health is one such organization. This has been a current account for quite some time, with multiple locations throughout the United States. And since Kathleen has taken over, there have been some changes discovered.

“When we met with them recently, we discovered that 75 percent of their workforce is working from home. Their volumes have dropped, mandating a change in their fleet,” Ken said.

On top of that, the company was recently purchased, and the contacts there have all changed. No fear, Kathleen is ON it. 

It Helps to Help People.

“I think people do businesses with people they know, they like, and they trust,” Kathleen said. “I’m not a hard close salesperson. I’d rather build a relationship with you because that builds loyalty. I want to learn about their business. I want them to know they can call me WHENEVER a need arises.”

Kathleen has worked diligently with the new contact at the Center for Toxicology there to pour over spreadsheets and devise a new, updated fleet mix, finding what needs have changed across certain locations, and reporting back. All the while, she’s building that relationship she values so greatly with clients.

It's About Going Heavy on Relationships. 

As Kathleen puts it, as a consumer, she’s less likely to be a repeat customer if there’s no established relationship. While she may be unlikely to brag about herself, her Sales Manager obliges.

“Kathleen is not someone to walk into a room and walk into the corner. She walks into it like a politician would,” Ken said. “While she’s great at prospecting, on the phone, and emailing, her true strength is face-to-face with customers. She already has a lot of relationships, and she leans on those. Kathleen gets her kudos on picking up the ball, running with it, and re-establishing relationships across her territory... I think she’ll get into her own groove and will be a big producer for us.”