Pro Staff Casualties in an Imaginary War

This is a story based in fact but for these purposes is fictionalized. I’ll have some advice after story time.

Battle lines have been drawn. A command has been handed down. I have to comply or be banished. It’s not military combat though. It’s not just a bad dream either. This is the life of a pro staffer caught in a bad enlistment in an imaginary war. How the hell did I get here?

Flashback Six Months

A new company has seen my hard work. I've been blogging, making videos, fishing in tournaments and several of the companies I buy products from have reached out to ask me if I‘d be interested in being on their fishing team. I grew up watching my fishing heroes have strong affiliations. This is kind of like that. Right? Sure. Close enough. I accept. Now this new company is asking too. I tell Misty Kayaks that I am also working with Brand 12, Company 14 and JumpUp Lures. I ask if that’s a problem and they say no. Some of them sent me a document that lists some expectations. Some didn't. Whatever. I just want to fish.

Three months into it things are going well. I've shown lots of people my gear I bought at Company 14. I’ve also helped quite a few people discover JumpUp Lures and Brand 12.  Lots of people are buying Misty Kayaks that I’ve recommended.  I’m getting phone calls, emails, messages, comments and tons of inquiries about the blogs and videos I’ve been working on. Life is good.

Back to Present Day

Misty Kayaks has a problem. No one is really sure where it came from (or at least fessing up to it) but it has lead to a demand. Anyone associated with Misty Kayaks must terminate any existing relationships with Company 14. Company 14 sells kayaks but not Misty Kayaks. They don’t make kayaks like Misty but this is somehow a problem. You have friends at both places but this decision has to be made. And quickly.

Regardless of my ability to discern what company can best serve the customer, regardless of my tireless work to help both companies, one of them is demanding a decision be made. One of them is happy for me to be me and promote the sport so many love.

I’m beginning to understand why so many people have given up on company affiliations. These imaginary wars that one company wages while the other is content with being inclusive rather than exclusive is mind numbing and universally cyclical. I can hear the Beastie Boys’ “Sabotage” blaring even though the stereo isn’t even on. Maybe I’ll just quit it all.

How Can You Avoid This?

Stay Unaffiliated

That works for some people but others like the affiliations, love to promote products they are passionate about and don’t miss an opportunity to tell folks about a product or company doing a good job.

Have Very Clear Conversations and Get it In Writing

Your agreement is only good in court if it’s in writing. With signatures. Gentlemen’s agreements are only good as long as both parties keep the original agreement. And both remain gentlemen. Sometimes that doesn’t work out. When conditions change, you might be put in a bad situation. Be prepared.

Analyze the ROI

Return On Investment is something lots of pro staffers fail to calculate. Think about the time you are investing in blogs, videos, boat shows, speaking and tournaments. Think about the money you spend traveling, eating out and preparing for activities that you are not reimbursed for. Add all that up. Now look at your discount that has been realized. (If you bought $100 worth of stuff for $75, your realized discount is $25).If your expenses are greater than your realized discount, your ROI is negative. That means you are losing money to do all this work. For some folks that’s ok because they are that passionate. The only other way to offset negative ROI is by adding additional income from the company. Even then, it will rarely offset the expenses. Still worth it?

More Than Money Benefits

Some companies can offer something other than money or discounts. They can offer you exposure, a platform and mentoring. To really make a name for yourself you have to treat your name as a brand. You have to grow it the right way, you have to be your biggest critic and biggest advocate at the same time. Having a mentor and a developed, proven platform to work from to build you is important. Ask any company you deal with if they offer any such opportunities.

Interview Potential Suitors

You have a lot to offer. Don’t give it away for free. Get what you feel is a fair return for your work. Ask them lots of questions and ask suitors to be specific and then expect it in writing. Ask what the availability to work on projects you are passionate about is. Ask about any conflict of interest companies. Ask what the possibility of advancement is.

Have an Exit Strategy

If everything goes south, make sure you can walk away. Don’t dump hours investing in a company’s success without developing YOUR brand. Everyone has a brand, most just call it character and reputation. When you look back, is your name yours or are you so entrenched people don’t know the real you. If a company asks you to change who you are yet offers nothing for the change, walk away. Scratch that. Run.

Business is Business.

Real friends understand choices have to be made and no one situation fits everyone. Real friends also care more about you than your affiliations. Several of my good fishing friends rep for different companies. It doesn’t matter. It’s about the sport and we each make our own path. Business is business. Real friends understand the choices.

Final Thoughts

Companies that put tight restrictions on their team are not interested in you growing as much as they are in growing themselves. Find a company that is interested in you the person, the whole package and not just your promotional abilities. Sometimes circumstances change, a company starts a one sided, imaginary war that most people are unaware is even happening and there is fall out. It’s unfortunate but it happens. In those times, you need to have a clear picture of what you want, what your plans are and the best path to get there. Blaze your trail. Some companies will walk with you but none will do it for you. Find a partner, not a boss.

Insider Look at Pro Staff Inquiries

As a pro staff director I field emails, messages and texts all day about people wanting to be on the HOOK 1 Crew or Team. I also get plenty of inquiries about how to get on a pro staff.When considering anyone for a position I do a few things. Hopefully knowing this upfront will help you in your future forays into the pro staff realm.

Duck Dynasty and Freedom of Speech

Photo Courtesy of benswann.com

It's been all over the news. Phil Robertson from Duck Dynasty said some things that his employer, A&E, suspended him for. I have seen lots of takes from both sides that have seemingly polarized the country. The right, the left and in between have exhaustively argued over what he said. Some have even pointed to other parts of the interview that have been glanced over that touch on subjects like race. I don't know Phil and I am not going to support or decry what he said. What I do want to talk about is another lesson that up and comers in kayak fishing (and other sports) can learn from this example.

All week people have questioned why Phil doesn't have the right to say what he wants. In actuality he does but the First Amendment only protects him so far. When you are talking about individual liberties, Phil can talk about all of the things he wants with whomever he wants. When you are talking about an employee, whether exempt, non-exempt or contracted, of a company, most have had to agree to abide by a code of conduct and/or sign a contract. Employment can be ended based on a breach of said contract. In most cases, it is loosely termed as anything that could bring bad light upon the employing entity  and left at that. Lots of wiggle room. They also generally have a clause that says doing so can lead up to and/or include termination. A&E is most likely acting on that. I am not saying it is right or wrong but what I am saying is that this is a company looking out for its image as it deems needed, to stay in the good graces of what it perceives is its viewing demographic.

That's lots of contract and employment jargon so let's use another example.

If Bob Jones works at WalMart as a cashier, would WalMart allow him to keep his job if they have a recorded conversation of him, while at work, using derogatory terms towards customers who dressed a certain way, in front of the actual customers dressed that way? Fill in your own stereotypes for that scenario.While you can say what you want as a representative of you, you cannot do so while acting as a representative of the company you work for and expect no recourse, especially when it becomes public. When agreeing to do Duck Dynasty, Phil stopped being just Phil. Celebrity demands a different set of rules for those who pay you. You are now representing that entire company. Why do you think all of those companies dropped Tiger Woods? He can sleep with whomever he pleases legally but with Woods as the face of those companies, some of them chose to disassociate with him. It may seem they are not the same but in actuality they are. An action or statement happened that made the companies nervous and/or displeased as to how it would affect their image.

Herein lies the lesson: If you are on a Pro Staff, work for an outdoor company, get promotional items, money or other benefits from being associated with a company, be careful what you say and do. Whether it is truth, fiction or somewhere in between, whether it is a one time thing that happened because you had a few too many at the bar or just an off the cuff comment where you ostracize a lifestyle, it can bite you.

What you say in your homes, amongst your family and friends is one thing but understand that if that becomes public or happens in public, you might risk losing relationships with companies if they feel differently than you or it causes their association with you to shine a bad light upon their name. And the bad light thing is purely a company decision.

As you seek to advance your numbers of commercial partners, understand it tightens the reins on what rights you choose to exercise, at least if you plan to stay employed with those companies.

Be purposeful with your speech. You never know who is listening. 

Want to Be Sponsored? Think About This...

A topic that comes up all the time with fishermen is sponsors. Some people are for it, some people against it and others are curious. These are my thoughts on the subject. Love them, hate them, add to them or don't. It's all ok because we are talking fishing. This is one of the most frequent things I am asked about so here is my take on getting "sponsored".

We've seen it since we were little. The Bill Dances and Roland Martins of the world in tons of commercials, patch heavy shirts and boats with only the best of the best on board. My thoughts seeing that growing up were of envy. I would love to have all that. Then someone told me they don't pay for any of it. As an early teen I guess that stuck in my brain. It seemed like the ticket was to be sponsored. Lots of free stuff and go fishing all the time, who wouldn't like that?

Lots of guys are good at fishing. It's a science and once you practice it enough, you become more and more consistent. Luck plays into it but in any trail you have very consistent performers. Everyone knows who they are. Lots of those guys, if they want it, are sponsored. But here comes a curveball. Sponsored is a bit of a misnomer. It's like saying bring me a Kleenex. Kleenex is a particular type of facial tissue. Sponsored is a particular type of vendor agreement. In the world of product lines, manufacturers and vendors there are many tiers of involvement with anglers.

Some common agreements include field staff, pro staff, team member, ambassador, Pro, sponsored and many others. The terms have different meanings for each manufacturer if they even have multiple labels. To be on a staff might include angler benefits of 10% - 50% off, free gear, free hats, free stickers, free boats and all the way up to a check that arrives at your door monthly or yearly. So how many guys score that ever sweet, get a check and a bunch of free stuff type deal? Very, very , few. Think of it like this. Think of how many people have ever played quarterback on every level of football. Now think of how many guys get to start at quarterback for a Super Bowl winning team. That's an approximate snapshot of your odds here.

So, if it is so elusive, why does it seem that guys who don't win every tournament keep getting agreements with companies? Curveball number two. Marketing and advertising play a big part in a company's willingness to work with an angler. Well, I'll wear my jersey with their logo and tell everyone at the ramp they should use Dr. X's Magic Reels and Baits; isn't that enough? Frankly, not for most companies.

If you are working with a company, they need a good return on investment. Here's another analogy. If I want to open an online shoe shop and I have set aside $1,000 to put up a billboard, where do I want to put it? Do I want to locate it on South Highway 70 just three miles north Blackwell, TX? Probably not. Would I put it on Southbound I-45 in Houston just north of Nasa Road? Very likely. Do you know why? Exposure. To be a good return on a companies investment, you need to be able to talk to lots of people in lots of different platforms, places and settings. Slinging baits on the ramp won't do much, especially for larger companies. Have you ever thought about why lots of full time guides on Lake Fork have big name sponsors? One reason is because of the exposure number. Not only are these guides meeting 600+ new people per year, they are also speaking at various events, fishing in tournaments, have a website, a Facebook page, make videos that lots of people watch and are in the public eye. That can generate a lot of buzz.

Buzz is nice but it's not the only ingredient needed. You also have to be a salesman. Until Facebook likes and positive reviews on websites start generating dollars, actual sales and free tv time are among the only ways a company can recoup its investments. At 10% off, it won't take much. At the "here's a check and a boat" level, it's going to be a little harder. If you can speak positively about your manufacturers, not disparage the competition, present yourself and your company with a positive attitude and outlook and sell why Dr. X's Magic Reels are the best you've ever used in a way that people can understand, you can be successful.Just keep in mind, it may not be at the KVD level.

Every company I have dealt with is interested in the deliverables. Not what they deliver to you but what you can deliver to them. A wise man (and company owner) once told me that big companies get thousands of requests per year to be "sponsored". Most of them are asking for free stuff because they won their local bass club's Angler of the Year. These letters and emails find the round file pretty fast.

So what can you do? If you really want to have a relationship with a company, what can you do?

1. Start with a product you already use. Start small. Soft bait companies, small apparel companies etc. You need to be able to speak to why you love their product and you should already be telling people about why they should use it too. Don't do it expecting to get a pro deal. Do it because you can't help yourself. You are a much better sales person when you can describe in great detail the features you like and also add feedback about changes you would like to see or additional offerings. I love Hag's Tornado Baits.Anyone who has fished with me knows this. If I had one bait and only one bait to fish with the rest of my life it would be an F4 Tornado in Watermelon Chartreuse. It has won me money, it catches fish on the toughest of days out there and I ALWAYS have a bunch with me on the water. Tommy and Barbie Hagler saw the passion I had for their baits and called me. I was ecstatic to be able to represent Hag's. Still am. My car and kayak always smell like garlic because of it.

2. Have a gameplan in writing. Talk is cheap. Lots of people can talk a good game but knowing what you are wanting to do, promote, how, and your expected results will speak volumes to your potential partners. What is your three year and five year plan? If you don't know, spend some more time on the game plan.

3. Represent. When you put on a jersey, a hat, hold Dr. X's Magic Reels ready to show the world how far it will cast, you are an extension of that company. If you act like a fool, get in a cursing match with a hot head who wants to challenge you or look like a slob, the company mirrors that too. No company wants to be those things.

4. Be patient. Lots of the bigger companies want you to have an established track record with other companies before considering you. It doesn't happen over night. At least not for us normal folks. The important thing is to keep fishing and find products you are passionate about. You might start at the ground floor but believe me, the sky is the limit. The only fuel is your passion.


If you want stickers or a jersey, buy one. If you want to help a company you are passionate about to grow their business, get to work and make it happen.


Do you have some additional thoughts? Leave a comment here or on the Facebook page.