This week we speak with Maury Burton, Regional Sales Manager at Diversitech. A 13-year veteran, Maury has had a number of different job titles with the company over the years and as a result, knows the ins and outs of both the machines and the industry. He lets us know what he thinks it takes to be successful at his job and where he sees the company going in the next few years.
Q: What is your official job title?
A: I’m the Regional Sales Manager for the Northeastern United States.
Q: What does a typical workday for you entail?
A: I write a lot of emails, make a lot of phone calls, interact with people I know and don’t know. I also have a lot of interaction with the customer service reps here at headquarters, with the engineers and with the assembly group so I can keep an eye on the projects that I have going through.
Q: How long have you worked at Diversitech?
A: 13 years.
Q: What changes have you seen during your time at Diversitech, besides the obvious growth?
A: Many, many things. We have become a seriously major player on the fume extraction and dust collection stage. We have improved the quality of our equipment to the point where it’s almost impossible for a potential customer to turn us down - simply because they are getting such high quality for a very good price.
Q: How has your job changed over the years?
A: I started here as one of four assemblers working with only one toolbox, which is kind of funny to think about. And then for a number of years I was production manager, then quality control manager. I did purchasing for a time, about a year. Then a few years ago a spot became available out in Western Canada as a salesman. So I moved out to Red Deer, Alberta which was really challenging for me as I was separated from home and family for 3 weeks out of every month. And then one day Marvin called me and said, “I need you back here right away.” The production manager was going on leave immediately.
So I drove back to Montreal to fill the role of production manager once again. After the previous production manager returned to work, Marvin made available to me the position of Regional Sales Manager of the Northeastern United States, which I really appreciated. So I’ve worn a lot of hats in my time here.
Q: Which job have you enjoyed the most?
A: Salesman. I really enjoy being a salesman because I have the opportunity to, first and foremost, take care of the health and safety of the workers who benefit from the machines I’m selling. And I really believe that. We have the equipment here that can extend people’s lives. And we’re teaching a new generation, so that when they go out into the workforce they are fully cognizant of the fact that there is equipment out there that’s going to protect their and lungs and their health.
So that’s truly the highlight of my day: when I go to a customer and they tell me they want to take care of their people, all of their own volition, and not just because some regulatory body told them to.
Q: What do you you think are the most valuable qualities or skills you can have as a salesman?
A: Honesty, integrity, and product knowledge. The ability to talk to people in an open and honest way is also important. You have to be able to get your point across in almost any situation. You also need to be sure of what you’re saying. I think that’s one of the benefits of my job here. I believe in our product. I’m not a used car salesman; I don’t have to BS people. Because I know our product does good work. And the money you’re spending on it is going to do good things so I don’t have to lie when I’m promoting it. And I don’t have to make it seem like it’s anything more than it is. It is really good.
And I know that because I’ve built it. So I bring a somewhat different critical eye or experience to the table. I’ve walked in the shoes of these workers and I know what goes into these machines. I feel it’s important to always keep in the back of your mind your humble beginnings.
Q: What do you find most rewarding?
A: The daily interaction with people. Honestly, that is my greatest strength- my ability to be comfortable in all situations and with just about anyone. Rarely do I have a meeting with someone where I don’t feel comfortable.
Q: To what do you attribute Diversitech’s success in recent years?
A: A great team.
Q: What do you hope to see for the future at Diversitech?
A: The future looks bright to me. From where I’m sitting right now, it really does look bright. We here all seem to be going in a particular direction, tugging on the same rope and that rope is success.
It’s been a real pleasure working with everyone here, and especially with marketing. And I’m glad we’ve taken this opportunity to expand ourselves. It’s really important to grow as we have. We have enough good men and women here working in the same direction that we can do really, really good things. I’m looking forward to it.