My business is about two things: catching fish and building relationships. If you can do either successfully, you can make a living. If you can do both, you‘re sure to prosper.
Building relationships is important in any business. We all know that. But there are times when a relationship can prove to be quite special, and that is what I’d like to share here.
From The Beginning
I met T.J. Stallings at my first dealer show in the late 1970s. It was at the Tupperware Auditorium in Kissimmee, Florida, and T.J. was working a booth near me. I remember him making a point of introducing himself, and I’ll never forget that encounter. Although cordial, he was very direct. It felt like he was sizing me up from the start — not so much for my fishing skills, but more about the kind of person I was.
Much later, after we got to know each other better, it became clear that T.J. didn’t care for some of the so called “pros.” No matter what or how much they had won, to gain his respect, they had to demonstrate consistent good character. That resonated with me.
As I moved steadily through the ranks to higher levels of competition, T.J.’s career also advanced. He worked as a manufacturers’ rep, then eventually took a corporate sales position with Blakemore Lure Company. During that time, he built a strong reputation as an expert crappie fisherman, and was often featured in articles by some of the country’s most prolific outdoor writers.
T.J. was a writer, too, and a prominent member of several outdoor writer organizations. Through these connections, he made lots of friends in the media.
T. J.’s pedigree runs deep. I recall going to his dad’s shop as a kid. It was called Tim’s Tackle Box and it was the biggest in Orlando. T.J.’s brother, Ron, too, works in the industry — also with TTI-Blakemore. Fishing is in their blood.
Whenever we ran into each other, we always spent a few minutes getting caught up. T.J. was never too busy for that, and he always seemed genuinely interested in my pursuits. Most of our encounters were at ICAST and other trade shows, like Big Rock Sports and Pitman Creek — shows targeted specifically to retailers.
T.J. was a master at developing relationships with retailers. He was selfless and always trying to help. Dealers recognize that. The industry is full of people who are only in it for themselves, and they’re easy to spot.
Coming Full Circle
For the past couple of years, my oldest son, Daniel, has been working on the fringe of the fishing industry as he completes his education. A Communications/Marketing Major at the University of Central Florida (UCF), Daniel got his feet wet by interning with Derema Corporation — a top-level sales group for marine manufacturers.
He did well there.
Shortly after, he took a part-time job with our local tackle shop in Gainesville, Florida — Gary’s Tackle Box — where he learned the retail side of the business. Again, he performed well, quickly working his way to an assistant manager’s position.
Last summer, during ICAST, I introduced Daniel to the heads of several rep firms whose brands I also represent. The plan was to find him placement when he graduated from UCF. Tim Hunter & Associates — the same group that represents Hildebrandt and TTI- Blakemore (T.J.’s company) — hired Daniel on the spot, to work part-time at regional dealer shows. And it was through Tim Hunter’s group that T.J. got to know Daniel.
Apparently, he liked what he saw. In January, during the Big Rock Sports East show in Raleigh, North Carolina, T.J. got him an interview with Don Coffee Company — the national sales representatives for Shimano and Costa … the very brands I’ve worked with throughout my career.
The interview went well, Daniel accepted a job offer and he now has a bright future in the fishing industry. All with a helping hand from our friend T.J. As Daniel’s dad, I couldn’t be prouder … or more appreciative.
I wanted to thank T.J. in person for his help and guidance — for me and my son — but now that won’t happen. T.J. died unexpectedly on January 31, before I had the chance.
If you knew T.J., I’m certain you benefitted from his friendship. If you didn’t, you missed a great person, a true professional and a thoughtful friend.
Thank you, T.J.