The Stationers Guild

A disturbing but not unanticipated trend is the rather hasty disappearance of the often maligned stationery and invitation sales representative.  For the most part,  knowledgeable sales representatives are being displaced by cheap catalogues and the dreaded phrase that is a certain harbinger of doom:  “You can see our products online.”

Since my husband and I acquired Therese Saint Clair seven years ago, I estimate that representative sales calls have fallen by more than two-thirds.  No longer do I have the benefit of seeing and touching paper stock samples and viewing designs in their natural state  – rather than making decisions based on hastily photographed reproductions that tend to populate most “stationery” and “invitation” websites.  Furthermore,  I was dealing with an experienced sales representative who understands my business and is in touch with current trends in stationery and invitations.  More than that, I got to know my sales representatives as human beings and my day was often enriched by their visit.

It would be amusing – if it were not so pathetic – to see how many companies attribute their lack of success in today’s competitive market to the “competency” of their sales representatives.  Instead of looking inward to their insipid Photoshop designs, cheap papers and poor merchandising, they tend to blame their over-worked and unappreciated sales representatives.  The overriding corporate logic seems to be that “our retailers will find it easier to shop online” and we no longer have need of our representative sales force.

Perhaps I am in a minority, but I tend to allocate a disproportionate amount of my business to companies that have sales representatives.   It is reassuring to have an extra set of experienced eyes helping me make my selections.  Furthermore, there is a sense of personal accountability and responsibility rather than the vague hope that “they will sort things out at the corporate level.”  Most importantly, there is a choice.  Most sales representatives handle a variety of lines and one uses these varied styles and designs to make informed cost/value decisions.   Unfortunately, sales catalogues and websites are one-dimensional, offering the retailer and, indeed, the consumer, little basis for comparison shopping other than price.

While I recognize the need for efficiency, I am hopeful that Sales Representatives will not become dinosaurs.  Our industry will sorely miss them.

Sheila P. May
Therese Saint Clair