Part 2
Steve: So really what you have to sell is you have to convince them that you really want to work there, rather than convincing them that you are a superstar, you can do everything, can walk on water, and so forth.
Fraser: Yeah, exactly. I mean, I could roll in with the best resume on the planet, you know, "Oh, I've got all the qualifications, I've got multiple degrees," this and that, but if I come in here for an interview and I don't look like a team player, then chances are that other person may get the job instead of me. Steve: Now let's look at the forest industry, and you've come to me because, of course, our company has been involved in the forest industry for-well, me personally for over thirty years, and we've had our company for getting on close to twenty. What sorts of things are you interested in knowing about the forest industry?
Fraser: A lot, just how the business works in general, how the sales process works. I've looked at softwood and hardwood suppliers, and the industry itself is just huge in B.C. There's the ability to work in Vancouver, but actually take the knowledge you've gained and move all around B.C. or even into Alberta, is, as far as I'm concerned, a great bonus. If the company wants to move you to Colona, then you move to Colona, or you go to Vernon. The forest industry itself, I've never actually worked in it, or indirectly, but it's just such a strong industry in B.C. It seemed a natural fit.
Steve: Yeah, it is a major industry, and it's all over the province as you say. Our involvement, of course, has mostly been in export. Their relationship building is very important in countries like Japan. But I think the same is true in our North American marketing. Obviously, it's a very price-sensitive-you know, it's a commodity type of business that we're in, at least the end of it that we're in. If you're dealing more with consumers, perhaps in the hardwoods, that kind of thing, then it's probably a different kind of marketing. But our experience has been more in sort of commodity sales, both in North America and export. Relationships are very important. I mean, some of the same kind of interpersonal relationship building that you need to do to get a job are the kinds of things that you need to have in order to be successful in the job. Plus, you need to have some technical knowledge and expertise. And, I guess, the other thing is that you need to become known as someone who can be relied upon. You know, dependability, credibility, hard-working, those are some of the key things. Have you been around to see companies in the forest industry?
Fraser: Yeah, yes I have. I've actually interviewed with hardwood suppliers, building suppliers, companies like Sauder, Canwells, which have a wide variety of products, from hinges and cabinetry, to hardwood floors, to even some softwood. That which has been-you know, the experience there has been definitely worth my while. A couple of the companies weren't actually hiring, but I managed to even just get informational interviews. I even had an interview with Warehouser, and that was just again sort of an informational interview. I think they probably get thousands of applicants to Warehouser, so that one's a hard nut to crack, for sure. But, you know. It continues. [laughter] Steve: So, again, the meeting today is basically-we arranged this, or it was arranged through a mutual friend, and I made it clear that we weren't hiring right now, but I gather you're doing a number of these kinds of interviews. What is the strategy there?
Fraser: The strategy there is, one, you gain knowledge. Regardless of if they're not even hiring, it doesn't matter. You gain that knowledge of the industry, you meet another person. You never know, they might know somebody else, it could be even in an unrelated field or company. You know, if you make a good impression when you do these informational interviews, you never know where that may lead. If you can, just talk to these people and develop that network. Eventually-I mean, it's a numbers game, really, when it comes down to it. I've applied to a lot of companies, and some have been good, and some have been not so good. I have a little bit of a luxury that I can hold off on the jobs that really don't seem that great. That luxury window's getting a little smaller, but you know, that's the way to do it, I think, is to network. Steve: Now, if it weren't the forest industry, I mean, if you were to define the kind of work that you would like to do-obviously you have this background in geography, and you have an interest in the out-of-doors, and you're mobile, you can live in Colona or Prince George, or Edmonton, or whatever. But in terms of the work that you would like to do, which, say, would play to your strengths, what would be that kind of job?
Fraser: I would have to say my experience in customer service has been-you know, I had a great job for five summers as a professional fishing guide-and that has really, I mean, you are fishing, but a lot of the job is relationships and getting your customers back next season. So, I'd spend forty hours a week with certain customers in my boat, and to be able to communicate with your clients is key. I feel I can take those experiences, and others, and put that toward a sales-maybe even a sales/marketing sort of position, entry-level. What I'm really looking for is that company that wants to take me in and start me from the bottom, and sort of learn products. I mean, you're not going to sell products if you don't have an innate understanding about them. You've really got to learn products, you've got to believe in the products, and then you can take that experience and then transfer it over into a certain sales position, and go from there.
