Originally from Manchester, UK, DSA Sales Engineer Geoff Payne lives in Southern California
and is celebrating his 30th anniversary with DSA this year.
You’ve been with DSA for 30 years. What was your entrée into the medical device industry?
I was hired as a non-medical sales person [before DSA focused exclusively on the medical device industry] so I consider it a miracle! I went to lunch with DSA’s medical sales guy and he told me he was retiring the following day. Within a split second, I saw my whole life turn 180 degrees.
You’re at a cocktail party or backyard BBQ and someone asks what you do. What do you say?
I’ve been there! I tell them I partner with a number of medical companies to offer products, services, materials, and design capabilities. The old term was “manufacturers’ representative.” I think that’s gone by the wayside—we partner with our suppliers. My business card says “sales engineer.” There’s a significant amount of technical background required.
What has been your greatest accomplishment while working with DSA?
My greatest accomplishment has been raising my two children as a single parent while working with DSA to establish long-term partnerships with medical suppliers. I was able to successfully juggle both at the same time.
You’ve cultivated many long-term, mutually beneficial customer relationships over the years. How do you do it?
There’s no secret! I made sure I was there on time, got them the information they needed, and gave them what they wanted. It’s building trust. It’s amazing how word of mouth travels. I would get calls from new engineers who’d been told,“Call Geoff Payne. He’s going to get back to you; he’s going to have product offerings that may be able to assist.” The business just grew. This led to developing a strong relationship with a large OEM.
How has business evolved or transformed during your tenure?
Communication has changed so much. I no longer need to seek out a pay phone to respond to my pager. My trunk is now empty—no more carrying literature around. Digital communication is heaven!
What do you do in your spare time?
I love listening to music. I own over 1,000 record albums and 200 singles. I also have over 200 CDs and as much again on Apple Music. My music ranges from the ‘60s to the late ‘80s.
What was one of the most memorable days of your life?
In 1966, England had gotten to the World Cup final. A friend and I found two tickets for sale in the newspaper. We saw England win 4-2 against West Germany. Then, we drove to the Windsor Jazz and Blues Festival. That night was the first official performance of Cream. It was an emotional 36 hours. It was amazing!
What is your greatest extravagance?
Well, I’m recognized for having many ties. I wore ties every day for many years. David Schnur always wanted us to dress very smart.
How many DSA shirts do you own?
I counted and I have at least 52—one for every week of the year! (In black, royal blue, and French blue.) I wear them 95% of the time because I never know when a customer might need me to stop by, so this way I’m ready for anything.
