Claude introduces himself as a man of diverse backgrounds, with both French and American heritage. He brings years of experience in the compressor industry and a broad range of expertise that spans across mechanical engineering, business management, product marketing, operations, and quality control. Over the years, he has worked with two prominent companies in the compressor sector before joining Cubigel, where he aims to make a significant impact in the North American market.
Reflecting on his journey, Claude mentions that his career path has evolved from working closely with engineers and quality teams to dealing more with the executives and decision-makers of companies. This shift has allowed him to make a more substantial impact in the business, bringing a well-rounded set of skills and attributes to his role.
On a personal note, Claude speaks fondly of his family. Having been married for many years, he values the importance of a strong family foundation. His passion for life outside of work helps him maintain a well-rounded and balanced approach to both personal and professional matters.
Keys to Success in Sales
When asked about the key factors that have contributed to his success in sales, Claude highlights several crucial qualities: continuity, perseverance, and patience. He believes that passion for the job and an interest in people are equally important. Over time, his approach to sales has matured, with a greater focus on building relationships with decision-makers rather than solely engaging with technical teams.
Mentorship is another area of pride for Claude. He recounts how mentoring young salespeople has been one of the most rewarding aspects of his career, helping them grow, get promoted, and take on new challenges. For him, guiding and nurturing new talent is as fulfilling as hitting sales targets or launching new products.
The Cubigel Opportunity
Claude’s decision to join Cubigel was driven by his desire to return to the refrigeration compressor industry. Having spent years as a consultant, he saw the potential to contribute to Cubigel’s growth in North America, where the brand is relatively unknown. Claude believes that there is a strong demand for efficient compressors, especially in the U.S. and Canadian markets, due to regulatory standards such as those from the Department of Energy (DOE) and the Environmental Protection Agency (EPA).
Although Cubigel is still in the early stages of market penetration, Claude is optimistic about the brand's future. He recognises the challenges, such as overcoming the reluctance of some customers to adopt a Chinese-branded compressor, but he remains confident that persistence and communication will allow the company to succeed.
Vision for the Future
Looking ahead, Claude envisions a bright future for Cubigel in the North American market. He believes that within three to five years, the company will have established a strong presence, with a corporate entity and a physical location in the U.S. His vision includes the development of a robust sales structure, with new talent, administrative offices, and even a warehouse to support operations.
He is also confident that Cubigel’s ability to consistently improve its products in response to evolving market demands will play a significant role in its success
His approach to building and maintaining strong customer relationships is rooted in perseverance and genuine interest in people. He emphasises the importance of cultivating relationships over time, which often involves helping clients beyond standard business dealings. These relationships, he believes, are essential, especially when companies face difficult times.
In terms of local partnerships, Claude acknowledges that building strong relationships will take time. However, he is optimistic that with persistence and a focus on joint product development, Cubigel will be able to create meaningful partnerships in the future.
Advice for New Sales Professionals
Claude emphasises the importance of patience and persistence. He encourages young salespeople to seek mentorship from more experienced colleagues and to take a holistic approach to understanding business dynamics.
Claude also reflects on his own experience working in various departments throughout his career, from operations to quality control. This breadth of experience, he believes, has been invaluable in shaping his well-rounded approach to sales. For young professionals, learning from different areas of a company can provide a solid foundation for future success.