Kevin Freile is a salesperson at Mark Foods, a New York City, U.S.A.-based seafood importer. Before joining the industry, Freile was a political campaign staffer in Vermont and legislative fellow for the U.S. House of Representatives.
SeafoodSource: What are your responsibilities at Mark Foods and what drew you to your current position?
Freile: My official title is sales but in reality, I wear many different hats, which is common practice at Mark Foods. I am in the unique position of being able to work with a group of professionals that I’ve known for most of my life. My father has been in the seafood industry for around 40 years, working with [Mark Foods owner] Barry Markman for more than 20. As a kid, my father took me into the office and I was amazed to see how multifaceted a salesman’s day was. I watched as they loaded trucks in the morning, made sales calls in the afternoon, facilitated deliveries, and ended the day with collection calls. Although Mark Foods is in the business of importing and selling to wholesalers and distributors, salesmen are still involved in almost every aspect of the business. While this ground-up approach made for quite a learning curve when I first joined the business, I can now say that I am a better businessman because of it. Having the opportunity to learn about all factors of the business allows me to speak from experience when describing things like container logistics, inventory upkeep, and our various warehouses to customers. Overall my experience at Mark Foods has taught me that hands-on experience provides for the best education and ultimately the best customer service.
SeafoodSource: How has your background in politics and government helped you in your job?
Freile: In a unique way, I believe my background in politics provides me with a leg up on the typical seafood salesman. The first [reason] being the ability to cold call or conduct a massive customer outreach. I remember one of the first campaigns I ever worked on, and how the staff trained me to make hundreds of calls a day to voters. Those are calls that no one ever wants to receive, but it’s crucial to getting your candidate elected – so you have to do it and you have to contact a lot of people. It got worse when I was fundraising for candidates, because then I was asking strangers for money. At first these calls were terrifying, but after a while it became more comfortable and natural. After a couple of campaigns, it became like second nature. It made my transition into sales really easy. Having no fear on the phone is a huge advantage when you’re trying to sell to a 30- or 40-year veteran fishmonger that doesn’t want to talk to a 25-year-old rookie.
Additionally, the drive and positivity that we need to endure the long campaign has been a huge help. Sometimes trying to get new customers isn’t fun, and can be pretty discouraging. But knowing that it’s better to brush off any disparagement and keep going has been incredibly advantageous. You always forget about a bad phone call when you pick up the phone and try again.
Although most of my background was in campaigns, I also had a couple years of experiences on Capitol Hill. There I was taught the value of professionalism and accurate research ability. When dealing with a constituent or lobbyist, it was always important to make sure that you got the facts straight. It was always better to say “I don’t know,” rather than try to wiggle your way out of it. I hope that I can bring that level of honesty and integrity (yes, even from politics) to my seafood career.
SeafoodSource: How does your status as a millennial impact or influence your approach to your job?
Freile: Millennials are certainly an interesting age group when compared to other generations. Look at my own friend group: Some eat out multiple times each week and others are rather advanced home chefs. It is no surprise that millennials are the largest-growing consumer group the seafood industry has experienced in decades. In addition to increased demand, what also sets these consumers apart is their knowledge of the product and their desire to know even more. Social media platforms such as Tasty, Chef’s Roll, and YouTube allow millennials to educate themselves on where their food comes from and how it’s sourced. As a millennial myself, I am able to predict these questions and ensure Mark Foods provides the proper information to answer them. Understanding the demands of today’s largest consumer group helps me promote our products effectively.
SeafoodSource: What are three surprising things you've learned since joining Mark Foods?
Freile: I’m not sure if the lack of cell phones and technology made the job easier 20 years ago, or if my father just made it look more relaxed, however, I quickly learned that to be an effective in sales you must be on call 24 hours a day. Seafood transactions are complex in that things are always in motion and there are constantly unpredictable factors that may occur. For example, containers may be delayed due to weather, freezer malfunctions, shipments to the wrong location or shipments of the wrong item. I was surprised by how careful one needs to be when fulfilling an order to prevent any such issues, and how prepared one must be for when the unforeseen occurs. Our customers reply on Mark Foods’ high product standards and our guarantee of service. I am reminded every day that we maintain that standard through preparation and diligence.
I’ve also been surprised by the pace at which our industry innovates. In a short time, our suppliers have not only become Marine Stewardship Council-certified, but also carbon neutral, planting more than 200,000 trees a year to offset carbon emissions. Mark Foods keeps abreast of the newest products and industry methods to ensure continually finding new marketable and consumer-friendly solutions to promote our products. Coming from politics where everything changed at a whim, and you never knew if you were winning or losing, it’s surprising to see the ball moving forward and progressing for the better.
SeafoodSource: You were a part of the 2018 National Fisheries Institute class of Future Leaders. When you get together with your classmates, what's the main topic of discussion?
Freile: The National Fisheries Institute really does the industry a huge service by providing the Future Leaders Program. I think it may have been the best educational/professional program that I have participated in, especially as a fishmonger newbie. There was just so much for a newbie to the industry to take out of it, from the plant tours, lectures, and traveling. But I think the most important aspect of the program was the networking. Meeting like-minded young professionals that come from different areas of the industry, and learning about their roles and companies was crucial. At the end of the program days, many of us would unwind and discuss what was latest with our career, company or what issues we were facing. Learning how my classmates dealt with issues was a powerful lesson for me in how to deal with my own current issues or how to prevent future ones.
SeafoodSource: What most concerns you and also most encourages you about the future of the seafood industry?
Freile: One of my biggest concerns is having to compete against water-added and sub-par quality products. When I go out with friends, they usually trust me when it comes to seafood suggestions, but many times I’m not sure where the restaurant may be sourcing from, so there’s always a bit of hesitation. It’s so important to have consumers have a positive experience with seafood, which will drive demand and help us build our business.
But the one aspect that concerns me the most is also the most encouraging. Mark Foods’ premium product line is a reflection, I think, of our commitment to seeking out and maintaining relationships with the world’s best suppliers of sustainable seafood. I think, and hope, that this may be an industrywide movement and that any hesitations will soon be washed away.
SeafoodSource: When you aren't working, what are your interests?
Freile: Because I work in an office in Manhattan, when I’m not working, I’m usually golfing, hunting, or at the beach. I love to be outdoors as much as I can. I especially like golfing and although I’m not the best at it, when I’m with friends it’s always a fun round. When I’m not playing, I’m usually trying to get involved in my community. This year, I was honored to be named the 2019 Rising Star for the New York State Young Republicans, and I’ve been endorsed to run for state treasurer of the committee. I’m also a founding member of the Queens Young Republicans, and I'm a Knight of Columbus volunteer.
