email-banner-2

Your growth partner.


Sales acceleration for innovative manufacturers and brands.

At Highlands, we help you grow sales in existing and new markets. Our expertise lies in getting your products into the hands of consumers, quickly, cost effectively and ahead of your competitors. We want to be your partner from beginning to end, and to the next beginning.

We are a 'rep group' but our business has grown beyond just that. We aren't like any other agency you know of, because we not only help you build a fully integrated strategic sales and marketing plan, but we will also execute it for you.

With help from Highlands, clients have access to a wide range of services, from sales representation, eCommerce management, strategic planning, digital and traditional marketing to selling into some of the world's largest and best distributors and retailers.

Supporting your brand to maximize sales.

market_white

Marketing

Whether its design or production, digital or print, Highlands can help. Our in-depth knowledge of eCommerce and catalog owners' requirements makes us experts in content creation too. We ensure your work is 'on brand', 'on time' and 'on budget'.
stratigicwhite
Let us develop and manage your strategic blueprint alongside you. Our REPEAT methodology helps navigate the journey, deliver against expectations and ensures there's a process for continual improvement
field_r_white
Highlands has highly skilled and experienced sales people who will maximize the presence of your brand with key resellers and help grow your sales.

Supporting your brand to maximize sales.

stratigic_acc_white
Our team have trusted relationships with all the largest accounts means that Highlands can get your products listed quickly and build plans to accelerate sales.
eCommerce_white
Highlands brings you a trusted and personalized eCommerce strategy to complement your traditional routes to market, growing your digital presence and online sales.
client_white
Our great team ensures we deliver on our promises. Full content management, content creation, re-purposing of collateral and driving promotional activity are just part of what our team helps with.
Articles

Bill Beard Blog plane 1

A Day in the Life of Strategic Account Manager: Bill Beard

Bill Beard likens his job to that of an air traffic controller.

He can’t lose sight of the prop planes or the Boeing 747's, and they both require his sharpest focus so they don’t come crashing down.

The Highlands Strategic Account Manager, based in Florida, works exclusively with a Mega-Reseller (or Mega, for short) in the US.


Bill Beard Plane v4


On a typical day, Bill starts his morning like most of us do

:

waking

up early, enjoying that first cup of coffee and clearing out the bulk of his email before leaving for the office.

He tackles, what he calls, his daily business: pricing changes, UPC discrepancies, answering questions about products and connecting a client to the Mega before moving on to logistical, legal, content and supply chain issues.

After another cup of coffee or two, Bill then reviews more strategic initiatives like: laying out and complying with promotional calendars, aligning goals and strategies and taking advantage of all the tools available in the four channels (digital, commercial, contract and retail)

With 

the change from morning to afternoon

also comes yet another shift in focus
. Bill calls these larger picture things: meetings with Highlands marketing team, or clients themselves, or merchants, or the client’s replenishment team, or launching a new opportunity or closing a new opportunity. This is the time that he delineates for greater follow up pieces.

For Example: New client onboarding has a particular process. Bill is continually aligning himself with the Mega’s strategies and finds the niche that each client will fill in order to be approved.

Each client’s product line he works with is strategically built. He doesn’t just load in new products, he solves customer pain points and provides real solutions in the current offering. This builds incremental sales and doesn’t steal sales from another supplier.


Bill Beard Plane v4


What he says further differentiates his work are the other offerings that come with a Highlands partnership: back-end support, a qualified, seasoned and national field source and a marketing team that is the best out there. It’s a lot of collaboration and team effort. He doesn’t work in a silo


Bill Beard Plane v4


However, what really makes Bill special is his relationship with the Mega. He doesn’t just get meetings, he absolutely engages in the business. Bill’s deep understanding of the account’s landscape and goals allows him to provide assets that are easily executable and give them solution-based proposals.


After heading home, Bill rounds out his day

by spending time working on the Client’s intranet system. This includes anything from: updating pricing, to working on forecasting, to uploading new items and content, to pulling documents for EDI compliance guidelines.

Clients depend on me to manage the portal for them. The Mega trusts me because they know I have the experience.” 

And with more than 30 years in the industry, Bill has unmatched experienced working with this account. Add that in with the rest of his team at Highlands and he’s providing a total business solution - bringing value to the clients, as well as the Mega, by successfully launching new, innovative products and technologies that will enhance the customers shopping experience resulting in greater sales growth and a stronger partnership for both organizations.


Bill Beard Plane v4

Bill Beard

Strategic Account Manager

AmberClausi

Amber Clausi Joins Highland as an Account Manager in the Western Region

November 13, 2018

Highlands is pleased to announce Amber Clausi as the new account manager for Southern California, Arizona and Las Vegas Markets. Amber’s prior experience includes an extensive background at Office Depot/Max as a Major Accounts and Vertical Market Manager. Amber managed a $6 million book of business and has experience selling Highlands Manufacture Partners in both the Office Products and Jan/San Category.

“Along with enthusiasm, Amber brings over 15 years of diverse experience to this role,” said Joe Victoriano, District Manager, Western Region. “She is poised to make an immediate impact on our business in the Western Market.”

mathew-schwartz-718956-unsplash

The (not so) Scary Truth about CX

You don't have to trick your customer, just treat them like humans.


Customer Experience (CX) is dead. That’s right, you heard me. Placed in a coffin, buried 6 feet deep and topped with a gravestone. Dead. 

In the mausoleum next to CX lies its famed predecessor: User Experience (UX).

So what does your brand need to focus on now? It’s actually quite simple: humans. We propose that in order to build a successful relationship between your brand and your consumer, you need to speak humanly and directly to them. Everything in between (whether it’s bad or it’s good) is just noise.

It sounds so simple. But sometimes we forget that our company is built and run by humans and our customers are, at the end of the day, people too. Why not speak to them that way?


Is it really that easy?

Actually, no. I’ll explain:

Nowadays, customers expect the UX standard and are even used to the CX standard. Because of this, they have higher expectations of the companies from whom they choose to purchase products and services. Today, people value corporate conscience. Meaning: companies need to have AND portray their values in a real and authentic way. We believe, this is increasingly as important to consumers as: cost, quality and customer service.

BOMBAS case Study1


How do companies start thinking like a human?

In order to portray our humanity to our customers, companies must first organize around purpose. It’s all about the emotional connections. Your purpose should give your customers a reason to believe in your brand. This is followed closely by authenticity. If you don’t convey your purpose authentically, then consumers will see right through the facade. 


Is it time to ghost on CX?

We certainly aren’t saying that you should say boo to your current UX and CX strategies completely. But you should definitely consider this more holistic, human-centric perspective. Never forget there is a human being at the end of your supply chain. And, we’re here to help you get started.

Rachel_John

Highlands Adds Two New Account Managers To Field Sales Team

Highlands welcomes the addition of two Account Managers in Texas: Rachel Croll and John Richardson. Collectively they bring over 35 years of experience in account growth to the Highlands Field Sales team.

 

Rachel’s vast experience with OfficeMax, Grainger and Uline, along with her outstanding reputation in the industry, makes her an excellent fit for this role. Her wealth of knowledge in Office Products and Facility Supplies will allow for further development of the territory.

 

John has an immense sales background which began in pharmaceutical sales and leadership roles, and he most recently served in a management role for a large independent dealer in the OP industry.

 

“We are excited to have Rachel on our team, and as she lives in Houston, she’ll be based in one of the fastest growing cities in the US,” said June Schmidt, Vice President Field Sales, Northeast and South Regions. “Out of Dallas, John’s background and experience make him a great addition to the Highlands team. John will play a key role in providing high quality solutions and support for our customers and vendor partners.”

 

“The investment in highly skilled people plays a key role in helping accelerate sales for our clients,” said Bob O’Gara, CEO of Highlands. “It’s also imperative that we bring in people with experience both inside and outside the Office Channel so we can provide a greater breadth to our overall value proposition.”