In the early years of their careers, these young professionals have quickly discovered that the most meaningful shifts in their approach to work didn’t come from processes or playbooks – they came from people.
Whether it’s a customer who becomes a trusted friend, a manager who offers steady mentorship or a team that functions more like family than colleagues, relationships are reshaping how they define value and impact.
Is there a relationship – either internally or with customers – that changed how you approach the job?
Matisyn Schaut: When I first started, I assumed these interactions would be strictly transactional. A simple exchange of products and services. Over the last two and a half years, however, I’ve realized that the most effective work happens when you move beyond the transaction. I have built genuine, lasting friendships with my customers, which has made the work significantly more rewarding. It turns out that when you invest in people, the business results naturally follow.
Melissa Spero: I treat every customer as an individual, not a “client.” I think about one particular customer who started as a formal, 30-minute introductory meeting. Today, she greets me with a hug. That shift didn’t happen because of a sales pitch; it happened because I approached her with humanity and empathy.
That approach is a reflection of our values at Henry Schein. I’ve worked elsewhere, but the environment here is uniquely supportive. The Company understands that being human means we are all learning and growing, and that is exactly what I strive to extend to my customers. My best advice for anyone in this industry is simple: build relationships by leading with your humanity.
Luke Kuna: One of the relationships that has impacted me most has been with my own regional team at Midmark. From the beginning, they’ve always been willing to pick up the phone, answer questions, share ideas and support me whenever I’ve needed help. That level of collaboration changed how I viewed the job very early on.
It’s been especially meaningful to see those relationships extend far beyond work. We spend time together outside the office, support one another personally and professionally, and over time they’ve become much more like family than simply coworkers. That sense of camaraderie and genuine care for one another has had a lasting impact on me and has shaped the type of teammate I want to be for others.
One person in particular who made a huge impact on me was our Maryland representative, Gene Donney, who really took me under his wing during my first six months in the field. We had weekly calls, and every single conversation felt like I walked away learning something valuable – whether it was territory strategy, customer communication or simply how to stay disciplined and focused throughout the day.
One of the biggest things Geno taught me was how important structure and consistency are. He introduced me to a few simple habits and priorities that helped me start each day with clarity and intention rather than feeling reactive or overwhelmed.
More importantly, though, he helped me realize how much creativity exists in this profession. Before starting, I viewed sales as something very transactional. But he showed me that the reps who make the biggest impact are often the ones willing to think differently, solve problems creatively and find unique ways to bring value to their customers and teams.
That mentorship changed the way I approach the job entirely, and it reinforced how important strong culture, collaboration and genuine relationships are in this industry.