SPOTLIGHT ON FOUNDERS

Established in 2005, NSHN Co-founders Antonio Lugo and Freddie Torres give insight into their vision of NSHN and where they see the organization in the future.

Why did you decide to start the National Hispanic Sales Network (NHSN)?  

Antonio Lugo -

As I was searching for opportunities to advance my own career development, I recognized that few resources existed for mid- to senior level sales & marketing professionals, more specifically especially for Latinos.  It was time that Latino sales and marketing professionals be recognized and supported for their contributions to an exciting industry that literally depends on the Latino community for success – it’s evident in the census numbers alone.  

In the mid-90s as I began my career in commercial banking with an MBA, I saw very few Latinos invited to participate in the credit training program because we may not have had the finance degree from the best schools or we didn’t know the right people.  But the reality was, I became successful in commercial banking because of my selling and relationship building skills -- my ability to build a solid book of business contacts, manage and deepen client relationships.  I found myself selling to a world that I never knew about, nor with which I had nor had any past relationships.  Unlike some of my colleagues, whose fathers had already sold multiple businesses and had huge contacts. 

Because of this, a major goal of NHSN is to foster career development and expand our networks beyond that of just our inner circles of friends and family, and get access to the corporations and decision-makers to enhance our business opportunities. NHSN also seeks to build mentoring relationships with young professionals that wish to consider careers in sales and marketing. 

How did you start NHSN?

Freddie Torres -

Antonio and I met through networking events in Chicago.  We begin discussing our career dreams and plans, we recognized a need for a membership organization for Latino sales and marketing professionals to expand our networks and foster opportunities.

We started attending National Sales Network (NSN) events for African Americans in sales, and their organization was a great model for us to get our organization started.  The NHSN founding group also began to work with Smith Bucklin, a for-profit consulting firm for non-profit organizations.  Smith Bucklin recognized the uniqueness of NHSN, and through a pro bono arrangement we developed an action plan and they helped us to launch in November of 2005. We leveraged our personal contacts over our limited financial resources to attract over 125 Latino professionals and four corporate event sponsors to the very first NHSN event.

What makes NHSN different as an organization from the others?

Antonio -

The difference has been the people.  The main purpose of the organization is to provide opportunities for professional advancement and enhancement. Many of us are mid-career, business minded professionals, who are juggling the demands of our jobs and our families.  We weren’t looking for a social networking organization, but rather a business networking organization.  Through events and word of mouth, NHSN has attracted Latino sales trainers, corporate marketing professionals, recruiters and other high level contributors to their respective organizations.   These are the kind of people that we wanted to attract -- leaders that capitalize on given opportunities and meet the demands and needs of this market.

Many of us may have worked in an Anglo-dominated environment, and now, we’re finding a new generation of leaders and professionals within our own community. Many of our parents did not understand nor consider a sales career as a viable option. They were new to this country and they struggled to adapt and even speak the language.  Today, we live in a different world where it’s special to be Latino and bilingual.

When you attend NHSN events, it’s amazing to see how people continue conversing and exchanging way past the closing hour.   As I said, the difference really has been the people.

Where is NHSN now with almost 2 years of history?

Freddie -

NHSN has grown its network to over 3,000 professionals with a 6-member national board.  We now have a Midwest Regional Board with the anchor chapter based in Chicago and in 2007 NHSN launched a Northeast Regional Board in New York. We have outside legal, CPA, technology, and business advisors.  Because we’re volunteers, we will continue to utilize advisors in the best, most effective and efficient way possible, and our members expect and deserve it.  NHSN has partnered with over 20 corporations which have supported over 15 events, particularly centered on professional development, leadership, career opportunities, sales training, and networking.   It has been a lot of fun. 

What is the value to becoming a member?

Freddie -

NHSN allows members to identify and network with other Latinos in their industry or outside their market in some cases.   Whether it is mentoring, seeking to do business, or networking with a potential employer, NHSN offers a community exchange of “like-minded” professionals. 

Secondly, the NHSN Career Center is huge system that we’re very lucky to have. It’s a sophisticated electronic system that allows for very targeted and meaningful exchange among users.  Access to member information is only accessible by other registered members.  It has proved to be a great way to connect, reach out, seek new business or employment, or search for potential employees.

Thirdly, we believe in a learning environment.  Through discounted fees to events, members can take advantage of meeting and networking with high level sales and marketing professionals.  We often hear that people love coming to our events because the speakers, many of which are Latinos that come to share something unique.   

What are your future plans?

Antonio -

NHSN is presently seeking to develop regional teams nationally.  We’ve been lucky to find tremendous talent in the Northeast region and we’re currently exploring opportunities in Florida, Texas, and California.  We also seek to better meet the needs of our #1 customers –- our professional members and our corporate partners.  We plan to use our website and technology to communicate and to develop value-added services that make sense to our members and corporate sponsors, as well as to professional recruiters.  

Finally, we hope that we can continue to find people and organizations that appreciate our mission and share our vision.  We are very grateful for all the support that we have received from members, partners and sponsors.  We definitely cannot do this alone!