Texas Aggie taps into wealth of industry knowledge to grow as a rep

Chris Hodge
Fralia Co. & Associates

To gain a better insight into how young professionals in the electronics industry have turned challenges into opportunities and ensured continued growth, The Representor interviewed Chris Hodge, distribution manager and engineer for Fralia Co. & Associates.

Hodge shared how having great teachers and mentors along his journey has helped him develop as a professional.

Please tell us a little bit about yourself, personally and professionally.

I’m from the small town of Orange, Texas, and am a proud Texas A&M Aggie. After graduating in 2014, I moved to Dallas, Texas to begin my journey in this industry. I spent my first couple of years at another rep company before joining Fralia Co. & Associates and moving to the great city of Fort Worth, Texas. I am currently our company’s distribution sales manager and I also cover a sales territory. Outside of work I enjoy hunting, fishing, two-stepping and volunteering at my local church.

How long have you worked in the electronics industry?

I guess you could say I began in the summer of 2013 with my first internship at AWC Inc., an electrical distributor, but I’ve been a manufacturer’s representative for more than seven years now.

What made you choose this industry as your current career path?

I owe a lot of it to the industrial distribution program at Texas A&M University. This industry is one of several that gets
a lot of focus from them. Through that program I interned at a couple of electrical/industrial distributors which was what truly introduced me to the industry. I pursued this industry though because I love getting to see and be a part of the development of new technologies and I thoroughly enjoy the people and the spirit of our industry.

What are some of the main challenges you encountered as you embarked on your career journey?

There is generally a significant age gap between me and the average person in this industry which was a little overwhelming at first. I felt that I had a long way to go and a lot to prove to earn the respect of those who have so much more experience than I did. But I’ve come to see it as more of an opportunity than a drawback. There is a wealth of knowledge for me to tap into and many who are willing and happy to teach. That goes for both co-workers, industry peers and customers.

What are some steps that you have taken to overcome these challenges and to ensure that you can establish and nurture a successful career?

Seeking out mentorship and forming good habits to establish credibility; having good follow-up with customers, never promising something I can’t deliver on, and being willing to be up front if I don’t know something, then following up later with the answer. But mostly I swallowed my pride and asked a lot of questions! Luckily, I’ve had some really great teachers and mentors along the way.

What were some training tools or networking/industry events that you found beneficial to your professional growth?

I would say the ERA Conference, EDS and annual visits to principals have aided a lot in my development as a professional. Getting to visit the manufacturing floors of the companies I represent help paint a better picture of what I can offer at the customer level, and the ERA and EDS conferences are both great for industry network-ing and for understanding the dynamics of the three levels of our industry.

Is there enough new talent entering the electronics industry and what could make this field more attractive to future young professionals?

I’d like to see more, but I think things are starting to head in the right direction. Perhaps our industry could be more active at the college recruitment level. I also feel like companies should try to bring their newer employees to events like EDS and ERA which have really helped me form a bond with our industry.

Where do you see your profession and the industry 10 to 20 years from now?

I believe that the types of products may change or traditional territory border lines may get blurred, but the core of our profession will stay the same – which is to add value for the principals we represent, be innovative in our marketing approach and have strong relationships with our customers at the decision-making level.

Professionally, what keeps you up at night?

Mostly mergers and acquisitions that cause manufacturers to decide to consolidate their rep network. Also, as companies acquire more and more product lines, it increases the chances of causing a conflict on a rep’s line card.