Pro Marketing, a South Carolina-based rep agency, is in its 42nd year of representing manufacturers in the Carolinas, South Georgia and East Tennessee. 

Principle Danny Cash says he’s fortunate to have had one job his entire life. He started working for the Solon D. Scruggs agency in high school. He then returned to work for Solon D. Scruggs after serving in the Navy and worked his way up to partner. In 1982, the Solon D. Scruggs agency merged with Pro Marketing, creating the current agency. 

The 10-person rep firm is led by Danny Cash, Jason Hefner and Joey Smith. We sat down with them and Taylor Cash to talk about the agency’s past, present and future success, and how the company’s AIM/R membership has impacted its business.

Jessica Kolaitis: What components of AIM/R have you used and valued?

Danny Cash: The communication and networking with our peers throughout the year, as well as online training courses on compensation and line evaluation.

Jason Hefner: I recently reached out to pick the brain on a best practice from someone I met at the AIM/R conference. Networking during the year, as well as the one-on-one consultations with Nancye Combs and Dan Beederman at the past conference, were very helpful.

Taylor Cash: Nancye has been very helpful with other HR questions since our AIM/R consultation.

Jennifer Rodriguez: What sets your agency apart from others?

JH: We are a heavy spec-driven organization. We do a good job covering multiple segments; we are not a narrow-minded organization. We wear a lot of different hats. All our outside salespeople have hard hats and steel-toed boots. 

I am a fourth-generation licensed plumbing contractor, and Joey has a 20-year general contractor background. We have a strong construction background with a few outside people, which helps when working with contractors and engineers out in the field. The biggest thing that helps set us apart is our diversification in all the segments we cover and our ability to train contractors and engineers.

JK: As a rep firm, how does your company define success?

DC: We consider several factors to define our overall success: consistently meeting or exceeding sales targets, building strong relationships with customers and effectively representing our manufacturers professionally in the marketplace. 

One key factor has been staying in constant communication with customers, being transparent with what was going on and making efforts to keep up to date with information. Another key factor is our ability to adapt to changing market conditions and consistently contribute to the overall success of our manufacturers and customer base.

JH: We are active members of the American Society of Plumbing Engineers. Joey and I are on the local boards, so being active in those organizations has been very helpful as well.

JK: What are you most proud of within your agency?

DC: Being associated with an organization that formed as an upstart more than 41 years ago and overcoming the many obstacles and challenges we faced as a new rep firm. We also have two manufacturers we have represented since our inception 40-plus years ago; in today’s environment, we are extremely proud of the longevity and success with these partners. 

We have a strong succession plan in place. I also think it is important to recognize women in the industry; Taylor and Misty [Emerson] represent women in the industry in our organization. We are very proud of them; they are valuable Pro Marketing members.

JH: We have a long-standing, well-tenured staff; the average employee has been working for Pro Marketing for an average of 17 years. Our team has a passion for the business and the fortitude to want to win. They get up every day and do their best for our customers.

Joey Smith: I second Jason on wanting to win; we’ve won our fair share with our dedicated team. When we win with the engineer, contractor, wholesaler or owner, I hope we can grow that relationship and be the agency they think of first. 

Jessica Kolaitis, CPMR, is vice president of operations at Tim Morales and Associates. Jennifer Rodriguez, CPMR, is the executive vice president of Marsh & Moore. Both individuals serve on the AIM/R Board of Directors.