“A New Job, A Satisfied Reader”
The Business of Furniture - 09/28/16 Edition
Stephen Says Column

Dear Stephen,

I read with great interest a couple of months back when someone wrote you about the difficulty that people over 50 have finding job. The questioner said he felt invisible to hiring managers, and I feel like I have experienced this first hand. I would never, ever think of writing in a question to "Dear Abby" or "Ann Landers," let alone you, but I read the question, and it struck a chord with me. I took your answer to heart, and I am happy to report that, as an almost 61 year-young woman, I have just landed a job as an A&D rep with a major manufacturer. It took some time, but when I listened to your advice about not focusing on my age so much, I was able to relax more in interviews, and I think my attitude became less defensive when interviewing with managers or HR people almost half my age. I also tried some of the simple (more shallow, if you don't mind my saying) tips, like whitening my teeth and getting a professional makeover. It was fun, and it worked. New look, new attitude and now a new job! Thank you, BOF, and thank you, Stephen!
 

---

Dear Grateful ,

Well, you are welcome, and thanks for reading! I'm not one to toot my own horn, but so much of this space is filled with tough stories, and I wanted all my readers to know that some people are making it work. I was recently at an industry event and someone asked me the average age of the person we place. Keep in mind the Viscusi Group is a boutique search practice. We recruit partners for global major A&D firms and studio heads in that same industry, as well as placing everything from CEOs to showroom managers in residential and contracts interiors, furniture and floorcovering. The majority of our thousands of placements each year are "sales reps" throughout the world. Now, knowing all of that, I'll let you in on an industry secret: The average age of a sales rep that The Viscusi Group places in North America is between 45 and 55 years old — far older than most people imagine. And one week last month we even placed five sales reps that were all over 60.
 

Older workers just want to be valued for the knowledge and experience they have acquired along with the customers that may want to follow them to a new job.

As you may recall, I explained in the column that the above reader references (it appeared in the June 22 edition of BOF) that our industry was aging workers out, and that most hiring managers at dealers and contract manufacturers seem to a want a "quick fix" in a sales rep. Which is to say, they are looking for someone with existing clients they can bring with them, and that generally comes with a more mature worker. Is this a good trend? Well, that depends on what age you are. A company looking to hire does not necessarily need a recruiter to find either of these groups. Young people will respond to the excitement and buzz you create in your online presentations and self-promotions, older workers just want to be valued for the knowledge and experience they have acquired along with the customers that may want to follow them to a new job.

On the other hand, if you are a furniture manufacturer investing millions in marketing and new product development and brand creation, there is a sexiness factor to consider. Are the Genslers of the world going to specify Knoll-, Herman Miller- or Steelcase-designed products because of an individual relationship? Or, do they care more about the iconic brand created? Which is it? What fits their design, I assume, but who knows. Another interesting question for major manufacturers to think about: Who controls your sales? Well-designed products, or the sales people and their relationships with the people that help sell it? And what role does price play? We only learn this when the music stops playing in musical chairs, and sales reps all scramble to find a place. For now, I think there's enough room for everyone. You just need to know how to market yourself.

Last, but not least I am glad you spoke about your image. And, no, I don't mind at all that you called it the shallow stuff — just remember, shallow or not, it works. Whiter teeth, a makeover (for men that can mean a new haircut), dropping a few pounds, it all helps. Especially for those of you over 50, image and confidence matter. Looking better often helps your confidence, and it shows up in your attitude in an interview. People still hire on chemistry — whether you're 18 or 80 — and I am so happy to see that every day!

Stephen