Sticky Business 

“Fans are sticky business, make your customers happy and they will stick with you,” quips Jeff Jost, the newest member of AirPro’s outside sales force. Jeff recently sat down with AirPro to tell us about what motivates him to sell industrial fans, sharing some of his trade secrets and what pitfalls to avoid as a salesperson.  

Jeff’s foray into the industrial fan industry resulted from unexpected circumstances, largely influenced by the aftermath of 9/11. Before 9/11, Jeff worked as an airline pilot, a profession deeply rooted in structure and precision. A post-9/11 airline furlough forced him to seek new opportunities, and the industrial fan industry seemed to choose him. The independence this field offered Jeff brought a refreshing change from the rigid environment of aviation. Jeff agrees that his background in aeronautics proved advantageous, as understanding air density and pressure changes remains crucial for both wing performance and fan blade efficiency. 

Finding a Niche

G.R. Stevenson, the company where Jeff found his niche, has a rich history dating back to the 1940s. Initially focused on industrial products for the power industry, G.R. Stevenson has evolved over the decades. Jeff now serves as the fourth principal, succeeding a predecessor with extensive experience in the fan industry from his tenure at Westinghouse. Jeff explains “I knew quickly that I liked the thrill of closing the sale and the freedom and independence that comes with being a rep.” 

Pollution control is the primary focus at G.R. Stevenson, but as Jeff says, “That comes in many flavors.” Jeff serves the power sector, dust collection, pulp and paper, pharmaceuticals, technology, and any other industrial manufacturers or OEMs requiring industrial fans. His service area includes the six New England states (MA, RI, CT, ME, NH, VT). Despite the prohibitive cost of living in this region Jeff states, “I strive to work smarter through innovation and technology, connecting with more customers and maintaining strong relationships.” 

Challenges & Rewards for Fan Reps

Jeff agrees that representing manufacturers presents unique challenges, stating that “A rep must accept that not all efforts lead to sales, resulting in emotional highs and lows.” Jeff also explains that acting as the middleman often necessitates difficult conversations with customers, many of whom, ironically, become friends over time. 

“The most rewarding aspect of selling industrial fans involves solving problems,” says Jeff. Assisting customers in finding the best fan solutions for their systems provides immense satisfaction. What does Jeff like most about selling fans? “I relish the challenge of visiting sites where equipment fails to function as designed, diagnosing issues, and implementing fixes. Despite their apparent simplicity, fans in process systems are complex machines.”

The Perks of AirPro 

Jeff asserts that partnering with AirPro delivers immense benefits: “AirPro excels in responsiveness, provides qualified answers, and executes on time. Their can-do attitude aligns perfectly with any salesperson’s needs.” Jeff’s overall business philosophy focuses on creating lasting relationships with customers by exceeding their expectations and offering innovative solutions. Jeff notes that, “by protecting and supporting my customers, they rely on my services.” For new reps entering this business, Jeff’s advice remains simple: do not hesitate to pick up the phone and call qualified leads. Often, these leads eagerly engage in conversation.  

AirPro Rep Training

When asked about his rep training experience with AirPro this past June, Jeff states, “My rep training experience with AirPro offered highly informative and technical sessions. We delved into real-world applications and utilized software to find the best fan solutions. However, I would be lying if I said the trip to Old Faithful and Yellowstone and the rodeo weren’t the highlights of the trip.  It’s also an invaluable experience to spend time with other reps; good things happen when collaboration takes place.” When Jeff isn’t selling AirPro fans he enjoys hiking, skiing, staying fit, and spending time with family. 

AirPro Rep Highlights and Connections 

G.R. Stevenson. is part of the established field of AirPro Reps across the country. To learn more, check out https://grstevensonco.com/ follow the G.R. Stevenson LinkedIn page, and connect with Jeff on LinkedIn.  

Contact us to connect with your local rep. Our team is available to discuss your fan application, provide technical expertise, and even visit your plant to inspect existing equipment for retrofit/repair recommendations.