It’s great to talk to you today Julie. Let’s start by going over how long you’ve been with the company and how it came about that you started with Walsworth?

Sure, I started in 1995, which makes this my 30^th year with Walsworth. When I was looking for a job, I wasn’t seeking a career in yearbooks. It wasn’t on my radar at all.  But when I met Jim Pinney and George Kurten at my interview with Walsworth, I got excited at the possibility of entering a new industry with people I could respect.

What was your background and had you worked in sales?

Most of my previous experience was in business management. The most relatable role was as a business consultant and trainer for a firm in Dallas. We worked with physicians and medical practices helping doctors and practices to run efficient offices and reach their goals.

When you started with Walsworth, what role did you have?

I started as an administrative assistant to Jim Pinney and soon got involved with several departments and cross-functional projects.  I was in K.C. for a little less than five years and then took on a sales territory in Austin and San Antonio, Texas.

How quickly were you able to move into sales management?

As a sales rep I had the goal of getting into settlement and becoming a Million Dollar Club rep.  I was a sales rep for five years and always had the goal of moving into sales management. Shortly after achieving both of these goals I accepted the position of sales manager of the Southwest area. 

Walk us through, day-to-day, what the job is for a yearbook sales manager?

Our one responsibility is to help our sales rep become successful and grow for themselves and for Walsworth.  This includes coaching them in the sales process, learning the service model and everything about the sales rep position.  

Coaching the rep on handling challenging situations and difficult people and issues is also part of the day to day.  My favorite thing about being a manager is the idea of helping a rep to reach their goals and increase their confidence.  Providing encouragement and inspiring a rep to step out of their comfort zone and try new things is extremely rewarding.

In your 30 years here, I imagine you’ve witnessed a lot of change and evolution with schools, with students. How would you characterize where yearbook is now compared to when you started?

The first thing that comes to my mind is how our team at Walsworth is always working to improve and try new things.  I really enjoy being a part of teams studying our process and find new ways to do things better, especially with utilizing new technology. So even though the fundamentals stay the same, there is always something new to learn and incorporate into the market.

There was a time about 10 years ago where people felt that the printed book would be replaced with digital options. I feel we have weathered this storm. And we discovered during Covid, printed yearbooks are as important as ever. 

Others we’ve talked to have said that with everything students and parents went through during COVID, yearbook interest increased.

Yes, and I think in the beginning of the aftermath, a big part of it was that I’m not sure people were as drawn to social media as a way to preserve their memories as they thought they would be. People realize there’s something special about the book, about the paper and permanence of the actual yearbook. After COVID, people just craved the connection and the tradition they were robbed of during that time.

Specifically with Walsworth, what makes the company as successful as it has been?

We’re not the biggest, but we’re the best at what we do. I really do believe that. And I think it’s our size that helps us be flexible. 

Having worked with other companies, that’s really not the way most companies approach their business model; we’re unique. Others make decisions at the top, but Walsworth really does try to make decisions with all levels of our company voices included. Our top leadership is good at taking feedback and acting upon it.

Looking toward the future, what would you pinpoint as the keys for the company to continue to be successful?

I think it will be important to continue to be innovative with our use of technology.  But most importantly, I think we must continue listening to the customers and being responsive to what they want. Revenue is important of course, but we’ve been able to be profitable by doing the right thing for the people we serve. That includes the customer and it also includes our employees.

Can you tell us a bit about life outside of work? Where you’re originally from?

I’m originally from Texas. Both my husband, Donald, and I grew up in the Dallas-Fort Worth area. Once we moved here for the territory, we have stayed and lived in the Austin area for over 25 years. 

How long have you guys been married?

40 years – we met in high school and were high school sweethearts.

We have four children and 15 grandchildren, and they all live in the Austin area.

Wow, so I’m sure holidays are fun.

Fun and loud, yes they are.  And if you ask me about hobbies, it’s hard to have any real hobbies when you have that many grandkids and are trying to be present. Most all of our kids are involved in something, from band to football to baseball to cheerleading and drama, you name it. There’s something going on constantly.   We have a master schedule to keep our grandkid’s activities organized so we don’t miss anything important to them.

So the kids and grandkids are a full-time hobby?

Yes, that and keeping our large family connected.  That is really important to me.  We do family dinners monthly and take a beach vacation every year together on South Padre Island.  Everyone is committed to making these times a priority, so I feel grateful for that.

What’s a fun or interesting thing about you that most people might not know?

I love art, sketching and painting.  I don’t do as much of it as I’d like to, but it is a fun passion.  I also love gardening and growing indoor plants.  I have a plant from my mother that she had on her porch, and I transplanted some to mine. One day I will make a pot for each of my kid’s homes too.

Do you have a favorite book?

I love all kinds of books.  I don’t know that I have a favorite one. There are too many to choose just one.

Do you read a lot for fun?

Since I travel, I keep my kindle loaded with multiple books.  But at home, I enjoy reading and have stacks of books in every room.

Do you have a favorite movie or TV show?

I love anything Hallmark.  There is never a bad time to watch a Hallmark mystery or a Christmas show.  I can’t get enough of them and watching them over and over.

Do you have a favorite food?

Probably Mexican, and being here in Texas, we have a lot of choices.

Oh, is there a specific dish?

Well, my family loves my enchiladas. Making enchiladas and tamales is something my family looks forward to. To keep my weight down, I now like fajitas. 

Do you have a favorite vacation?

As I shared, our family goes to Padre Island every year. We get all the kids and grandkids together and sometimes it even includes cousins and other extended family. Our trips to Padre are memorable. Everybody looks forward to them. So far, we rent a big house, we’re all in the same house and we cook dinners together and go to the beach together. Soon we will be outgrowing one house and have to move to two.  That’s our tradition and our happy place.

If you had a personalized coffee mug, what would it say?

Be generous!  I think that is good advice for us all to be generous whether that is with our time listening, or with our resources if someone needs help, or our love when someone needs to be cared for.

Do you have a particular favorite memory from your career, or an accomplishment that you’re most proud of?

I’m most proud of the team we’ve built in my area and breaking sales goals together and the commitment they have to each other.

My reps are all good people wanting the same thing – to do good work and stay committed to growing for themselves and for Walsworth. I am extremely proud of how they show up for each other and always willing to help.  They want to collaborate and share ideas and even team sell.  I am proud that they have bought into this philosophy because I really feel that it works and makes us stronger.