Jack Feiter is the VP and Director of Sales at T.F. Kinnealey Co., Inc., a food distributor founded in 1939. He manages 18 salespeople covering Massachusetts, Rhode Island, New York, Maine, and New Hampshire. The company's target customers include universities, hotels, and clubs. As a seasonal business, summer generates Cape Cod sales while fall and winter bring customers from Boston and Providence.

1. Jack Feiter
by: Jake Feiter
T.F. Kinnealey Co., Inc.
VP, Director of Sales
Kinnealey’s - Distributing high end,
quality food.

2. Business startup and role in business
• Founded in 1939 in Faneuil Hall, Boston, MA
• VP, Director of Sales
• Manages 18 people
• Manages inside and outside sales
department, trains staff, and creates marketing
promotions.
• Inside sales people – Responsible for processing
orders and assisting sales reps that are on the road.
• Outside sales people – Cover territory in
Massachusetts, Rhode Island, New
York, Maine, and New Hampshire.

3. Type of Human, Natural, and capital
investments
• Works mainly with human investments. It is a huge
investment to bring on a new sales person. It takes
approximately two years for a sales person to create
a territory that is profitable.

4. Fixed and Variable costs
• All of the payroll and healthcare are fixed expenses
because sales people work off salary pay.
• Transportation, products, and shipping expenses are
variable costs.

5. Expectations of employees
• Reliability, consistency, and quality customer service
for inside sales reps.
• Outside sales reps must be profit driven, customer
focused, and reliable.

6. Target audience
• Independent restaurants, hotels, clubs, universities,
and retail stores.
• Examples:
• Harvard University
• Boston College
• The Mandarin Oriental Hotel
• The Eastern Yacht Club in Marblehead, MA
• Attracts businesses by providing quality products
and services.

7. How to expand market share
• Generating new customers, expanding into new
territories, and online marketing.

8. Seasonal Nature in business
• Business consists of two seasons: Cape Cod, the
Islands, Newport, RI and the Maine coast are
primarily summer sales generated. Metro Boston
and Providence generate fall and winter sales.

9. Impact company has faced because the
bad economy
• The average customer order sizes and profitability
per delivery have decreased.
• Had to create additional market share to offset the
financial challenges.

10. Role of local, state, and government
• Not aware of any local and state regulations.
• Government – The manufacturing facility is
overseen by the USDA and there is an inspector
onsite at all business hours.

11. What can government do to help grow
business
• Lower Taxes

12. Personal Rewards
• Salary, benefits, challenges, and freedom of not
always being behind a desk.

13. Words of wisdom
• Stay in college, get an education, and do what you
love.