Mike Del Campo: Don’t Sell a Product, Find the Solution

For Mike Del Campo, an R.S. Hughes employee for nearly 30 years currently working as the Oakland Sales manager, making the deal means meeting a customer’s needs and not a quota. “I never want to sell them anything,” Mike says. “I want to solve a problem.”

With this mindset, he was able to help Friant, a furniture manufacturer headquartered near San Franciso, California, with laminating issues while improving their operational efficiency and product costs.

Finding the Solution

Friant connected with Mike through a mutual colleague. The company was having bubbling issues with their laminations when they shipped to the southeast. “They knew that we handled adhesives and that we’re the best at putting substrates together,” says Mike. “A lot of people out in the marketplace know that about us.”

Mike immediately began examining Friant’s application methods, identifying what was working and what could be improved operationally. After months of trying different applications and demos, he eventually found success with adhesives from a global adhesive manufacturer in the U.K. called Quin. He learned that their adhesives provided better coverage and higher solids than many other competitors, solving the bubbling issue.

He also helped Friant’s applicators apply their adhesives more efficiently during their operations. When he first arrived at their facility, he noticed they were using 6-8 drums of adhesives per shipment. But through training and better practices, Mike helped them cut their drum intake in half while securing an agreeable deal for three drums from Quin.

Showcasing Solutions

In general, Mike’s approach to sales goes beyond mere presentation. He believes in showcasing solutions that address his clients’ specific pain points, not just pushing products. Utilizing tools like tablets during sales calls, he brings product demonstrations to life, allowing customers to visualize how the proposed solutions will integrate into their operations. By showing rather than telling, he creates a sense of urgency and excitement around the proposed solutions, making it easier for clients to see the benefits of working with him.

Mike’s commitment extends beyond technology to encompass a deep understanding of clients’ industries and challenges. By staying informed and up-to-date on industry trends and developments, he positions himself as a trusted advisor and a resource for insights and recommendations.

Building Relationships

Mike’s success doesn’t just come from his solution-oriented mindset but from his belief in building relationships. He would never have gotten the opportunity with Friant if it wasn’t for his colleague he had taken time building rapport and trust with over the years. “Working with reps, building relationships with them, strong relationships with them– it’s very important,” says Mike, “because sometimes they’ll give you new business.” That’s what eventually happened when his colleague connected with a new canister business in San Francisco.

With a solution-first approach and a genuine desire to connect with customers and their needs, we can all achieve our own success story like Mike. All it takes is a little expertise and the desire to find what solution fits best.