A tough sell for new head of state retailers

A new face will be at the helm this summer for the Maryland Retailers Association — and he has his work cut out for him.

Tom Saquella, 65, is retiring after 25 years as president of the industry organization and will be succeeded by Patrick Donoho, vice president for government relations with the International Bottled Water Association based in Virginia.

Donoho, 58, said Tuesday he wanted to “reinvigorate” the association’s membership, which has declined during the recession.

“You have to show the value to the retailers in the state of Maryland, show them the value of coming together for a common goal,” he said. “Going out and getting members excited is part of that whole process.”

According to Saquella, the association’s membership, which is about 600, has declined roughly 20 percent over the last two years. Many of the casualties have been small retailers like jewelers and furniture stores, which have struggled as consumer spending slowed to a crawl last year.

“Although fortunately for us we haven’t lost any of the major chains in terms of dues, so that’s important,” said Saquella. “Our hope for this summer is that things are getting better and there’s a more positive attitude among retailers. So it’s getting back the [members] you’ve lost and then also bringing in the new ones.”

Donoho has more than 30 years of experience in government relations at the federal, state and local levels. He has also spent more than 20 years with a variety of trade associations, 15 of those years in a retail trade.

“Over my career I’ve done everything from meeting planning to member recruitment to lobbying to communications,” he said. “The president’s position provides me an opportunity to combine them all into one job.”

An Annapolis resident, Donoho said he will be making the rounds this summer with legislators in advance of November’s general election.

“The timing for everyone I think is perfect,” he said. “It’s a good opportunity this summer to get to know people, and there’s time to meet the whole new crop of people coming in.”

Some observers say now would also be a good time for the association, one of the most influential in the state, to take stock of what its long-term legislative goals are and coordinate with other business associations.

“Business [associations] have a tendency to respond and react and their goal should be to pre-empt and educate,” said Anirban Basu, CEO of Sage Policy Group Inc. in Baltimore. “The new president should look to help coordinate that discussion so that Maryland businesses can educate policy makers about those things that are beneficial and most harmful.”

Donoho said he thinks the key for bringing Maryland retailers out of the recession lies with broadening the state’s manufacturing base and other businesses like technology.

“Because those create wealth in the economy, and when you get that, consumer spending follows,” he said.

He also noted helping retailers meet the demands of the “new consumer” is one of the bigger challenges.

“I think technology plays a key role in that, and how you integrate technology with retail stores, and how they incorporate that into their business plans,” he said.

Saquella said the association’s members had been notified of his retirement, but Donoho was officially named the successor Tuesday.

“Next to government relations, the next-most important thing for him is getting out to the membership,” said Saquella. “To the degree I can help with that, I will.”

Donoho will assume his duties in mid-June and Saquella is retiring in July.

“It’s been a great run and I’ve enjoyed every minute of it,” Saquella said.