Contributed by Mario Amengual, Senior Representative, Outside Sales, 24 years

Taking a Leap of Faith

After a 20-year career with Graybar Electric Supply, I made the leap into industrial product sales for the first time. I haven’t looked back since joining R.S. Hughes on August 14, 2000. Despite my newness to the world of industrial and safety products [at the time], I was confident in my ability to develop relationships and hoped that would help carry me through as I adjusted to my new role.

As it turns out, my relationship-building skills were more valuable than my product knowledge because they enabled me to foster genuine connections with customers. I’m proud to say that even 24 years later, I still maintain many of those relationships, and it has been incredible for my career with R.S. Hughes.

My First Big Break

Even though I have many stories to share, one stands out that I’ll never forget because of its lasting impact. It was 2001, and I was trying to connect with a new prospect—a high-end fine art lamp manufacturer in Miami Lakes, Florida. Each time I called, I connected with the purchasing agent, who wouldn’t give me the time of day. I knew I needed to speak with someone else at the company who would be willing to talk.

Another day came, and I decided to try to call again. I didn’t know that luck was on my side that fateful day. When my call was answered, it wasn’t the purchasing agent’s voice this time. It was the voice of someone who sounded very familiar. I said, “Where do I know you from? What’s your name?” He answered, “Jimmy,” I knew Jimmy from an account I used to work with at Graybar! We had a fantastic relationship.

I explained to Jimmy that I had been trying to get into the plant and meet the team in person for quite some time. Jimmy introduced me to a bunch of people and opened every door I needed to open without hesitation. His willingness to help me because of our great relationship has benefitted me with this customer throughout the years.

I knew only of the Miami Lakes plant initially, but I soon learned they had three or four others in different locations. Jimmy also connected me with key people at each of those locations. Gaining such traction with a new customer early on in my career with R.S. Hughes really was an answered prayer.

Over the following eight months, my three reps and I started calling the plants to discuss specific needs and solutions. We ended up converting them and gaining plenty of new business. One part of the business we gained was for belts. That took several months to test while we demonstrated the cost benefits of our solution to the team—and we still have that business today.

Around the same time we were ramping up our business with this customer, I became very good friends with the lead engineer. Every single year, he would call me to help them with an application—many times, it involved working with Loctite. Over two decades later, I still have that business with Loctite, as well as this customer’s belt and abrasive business.

So many people have come and gone over the years, but there is still a core group of guys who I’ve worked with since the beginning.

Working With the Best

R.S. Hughes is truly the best company I’ve ever worked for because I’ve always felt enabled and seen. Sometimes, I think back to my time at Graybar and how different my experience was there. Leaders didn’t care to get to know your name or anything about your life or your family. It was an impersonal experience.

At R.S. Hughes, it was a 180-degree change. Leaders who built this company, like Pete Biocini and Bob McCollum, all greeted me by my name. They knew about my family and they cared. Mike Page, in particular, is the most beautiful person I know. He changed my life, and I appreciate him so much. Mike trusted me from the beginning, which is one of the reasons our division has been so successful.

I’m honored to have worked with company legends and talented coworkers and customers. I couldn’t imagine a better place to have built my career than with R.S. Hughes!