The wholesale distribution industry has many career path options. For those interested in leadership and management, The Granite Group (TGG) created a powerful pipeline for future leaders through its Sales & Management Trainee Program. This immersive program provides hands-on experience across core business areas, including sales, logistics, design, showroom operations, and more.

For Brittini Demers, the program was more than a foot in the door — it was a career-defining journey that helped her discover her strengths, build vital skills and rise through the ranks.

Each trainee is tasked with completing several cross-functional job rotations over 18-plus months: inside/counter sales, heating/HVAC design, warehouse management, distribution/logistics, showroom sales and support, and business efficiency support.

The program’s goal is for a trainee to be ready to take on a sales or management role at TGG  when the program is complete.

Demer’s role is director of the distributor’s Growth Team, which was created to help manage all aspects of new branch construction tied to the company’s recent rapid expansion. In the case of acquisitions, the Growth Team also helps smoothly integrate an acquired supply house into TGG’s way of doing business.

We sat down with Demers to hear more about the program and how it has helped her along her career path. 

The Wholesaler: What motivated you to join TGG’s Sales & Management Training Program? How did you learn about it?

Brittini Demers: Most of my career before TGG was spent in the power sports industry, but I realized that if you worked in the industry that was also your favorite hobby, you lost time for the hobby itself. Plus, my growth potential was limited. 

When my partner shared an email from TGG’s senior vice president of HR (at the time), announcing a new sales and management trainee program, it became the perfect opportunity to learn new skills and grow my career. 

The Wholesaler: Can you describe your experience rotating through different departments? Which areas stood out to you the most, and why?

Demers: I started learning about our products and inventory at the warehouse in Concord, New Hampshire. This way, I saw the full scope of everything TGG offered. From there, I worked at the parts counter, where I learned about our customers. Next, I moved to inside sales, helping take orders and source products. I met many of our Central Services team members in purchasing and leadership there. 

After inside sales, I moved to the Hooksett, New Hampshire branch and returned to the warehouse. I was one of the first team members to go through the Sales & Management Training Program, so I likely moved around a bit more than team members do now. That fit me well, given I enjoyed being active rather than staying behind a desk. 

Once in Hooksett, I started our first-ever second shift to improve efficiencies. Eventually, after several role changes in that location, I joined the Growth Team and was mentored by Ken Charles, who helped me become the director I am now. 

Of all my positions, the most valuable was branch and systems operations manager, which taught me how important it was to make life easier for our team members so they, in turn, could make our customers’ experiences even better. It also showed the challenges someone new to this industry encountered in learning everything TGG offers. 

To rectify that, I changed how we inventory and store products, clarified where things go, how to find them and what they are. I became highly committed to understanding what made our products the best, and how we efficiently communicated that to our customers. 

The Wholesaler: What were some of the most valuable skills and insights you gained from the program? How have they helped you in your current role?

Demers: The ability to network was key. I was exposed to such vital details while working alongside other departments, particularly as I got to know our Central Services team, located above our Concord branch. Learning how to understand each role and meeting the team members who filled those roles helped me solve problems faster for myself, my team, and our customers. 

I also used this skill to meet with our suppliers and brought in new displays and products for our customers to interact with. With my current role, this skill is invaluable. Every new branch requires me to meet with new suppliers, contractors and team members, build relationships with each one, and work together to complete their tasks. 

I also believe the ability to talk directly with others helped me become a team player. By learning different aspects of the business, I am well-positioned to respond to whatever comes up, and I will never tell anyone, “That’s not my job.” I ask questions, find a way to help, and set a goal of delivering a great customer experience. 

The Wholesaler: How did the Sales & Management Training Program challenge or push you out of your comfort zone? What personal or professional growth did you experience?

Demers: This program pushes you to do roles that you wouldn’t usually choose for yourself. I never would’ve chosen to do a sales role before this. However, because I was put in that position, I learned how to talk with customers and help them understand their needs. If I wasn’t sure what they were looking for, I now have the confidence to ask for help to ensure the customer receives the full benefits of our outstanding team. This program leveled up my professionalism and ability to work under pressure. 

The Wholesaler: What advice would you give to someone considering this program? Why do you think it’s a great opportunity for young professionals or career changers?

Demers: It doesn’t hurt to try something new! It allows you to try out different positions, learn and find exactly what’s best suited for your skills and preferences. Once you land in the spot that fits, you’ll also see what other positions need from you to function at an optimal pace. It all combines to make you a better team player.