We had an amazing time at IRE with a number of great in-booth activities, including: our #IKOVotersChoice campaign, in-booth photo booth and passport giveaways. In the midst of those activities, we had the opportunity to chat with some of our executives about some frequently asked questions and some little-known details. Check out the IKO IRE in-booth interview series!
Scott Campbell – Director of Field Sales
I’m Scott Campbell, I am the Director of Field Sales for IKO in the United States. I manage the outside sales team at IKO and the regional managers and the day-to-day operations of the sales team.
Q: How do you maintain healthy customer relationships in the field?
A: Relationships are all about personal time with each other, understanding how to improve each others’ businesses and how to go to market together. So, some of the things we do at IKO and I do, are formulate relationships and understand the business from, not just what they do but how they do it so that I can better fit IKO’s opportunities with their opportunities so we can both grow our share and profitability.
Q: How do trends in products change from one territory to the next?
A: Products across the United States vary by preference of region. In the northwest, weight is very specific. The contractors, consumers like heavier weight shingles. In specific markets, such as Texas and the southeast, we see a lot of 3-Tab. Laminates across the country, very specific. On the west coast, in California, we see trends with a lot of Cool Colors reflective granules to reduce heat gain in the home, so we see a lot of different trends across the United States. In high wind markets, like the mid-west, we see a push into reinforced nail lines, such as the IKO Dynasty®. We also have the SBS modified shingles. Those are trends that are specific to the regions that we sell across the nation but heavier in specific regions.
Q: What is the coolest place you’ve travelled in your work?
A: The coolest place I’ve travelled for work is probably Hawaii, because everyone gets jealous, but also Alaska is probably the coolest place, because not too many people can say they’ve been to Alaska. Not too many people go there for vacation. It really is America’s last frontier, so I would say going there for work has probably been the coolest place.
Q: What is your favorite IKO asphalt shingle product, and what is your favorite color blend?
A: My favorite IKO product is the Royal Estate™. It’s a great looking product to simulate slate. It looks really great on a 6:12, 7:12 pitch or above. It’s a great price point. I think you really get a lot of ‘bang for your buck’ and a different aesthetic look, compared to a laminate. I think my favorite color blend is probably Dual Black. I’m really more of a craftsman style home person, as far as my architectural style and that Dual Black really looks fantastic on that style of home and it also matches with a lot of others, so my favorite would be that IKO Dual Black, Cambridge™.
Q: How long have you been with the company?
A: I’ve been with IKO for three and a half years.
Q: What is your favorite thing about working with IKO?
A: My favorite thing about working for IKO is working for a family company that has similar values to mine, personally. Not a lot of companies can say that there’s a family behind it – an individual up towards the top that understands the family values, brought down to him by his grandfather, and I enjoy that. I enjoy getting up for work every day and practicing those values every day as well.
Q: What does a day in the life look like for the Director of Field Sales?
A: A day in the life of the Director of Field sales for IKO is a lot of time on the phone, answering questions, really looking at the product strategy and how to go to market for the sales team, talking with the regional managers, looking at the customers and finding ways to improve our relationship, and identifying new opportunities as we go into new markets.
Q: What do you love most about IRE?
A: One of the things about IRE is getting to see the people you’ve seen throughout the year, without having to fly to see them or for them to fly and see me. We’re all here in the same space, so we get a lot of opportunity for camaraderie. We see each other around the show – a lot of smiles, a lot of handshakes – it’s a good time. There are a lot of activities after. We get to see each other outside of work, whether it’s a meetup, dinner or some other kind of activity or reason to meet up after. It’s a great time!