What can reps do to create better relationships with the retailers they work with? Besides getting back to their retailers in a timely matter-you would be surprised at how many don't do that-reps and retailers need to set goals together. They need to work out a plan that drives business for both of them. Being creative with trainings, product presentations and how to communicate with retailers will help set any rep or rep group apart from the rest. What can retailers do better to get the most out of their reps? It's key for retailers to work with reps to create solid marketing plans that help drive sales in the store. Retailers need to be willing to share details about how the business is truly going. How do you have a unique perspective on the outdoor industry? I have worked in small specialty retail and mass retail. I understand what shops need at different levels from their vendors and reps. I've also had the privilege of working for veteran reps over the years whom I have learned a lot from. This has given me the opportunity to now own part of an agency and work closely with our vendors and key retailers. What's your favorite place to eat on the road in your territory? Kopps Frozen Custard in Milwaukee. I grew up there and miss their amazing burgers and custard, so I make sure to stop every chance I get. How do you live the brands you rep? It starts at home. For me, it's all about having fun with my family and getting out and testing out products and exposing my kids to the outdoors. What gear do you get out and really use that you rep? Terramar baselayers, Chaos headwear, Bogs boots, and MSR snowshoes are easy to use when you live in Wisconsin. We camp as much as possible. We are excited to try the new Yakima SkyRise tent this summer. We also spend a lot of time on the water. With all of that time outside, it's really not hard to use everything and anything from all our great brands. Any last words of advice for retailers looking to succeed in the current outdoor industry climate? The retail world is changing faster than ever. Retailers need to be willing to evolve and be creative with their business, and their reps are here to help them with that. O.R. Summer 2017 / OUTDOOR RETAILER 79http://www.powerstep.com http://www.thermos.com http://www.thermos.com http://www.powerstep.com