From Numbers to Negotiations: UW-Whitewater Accounting Student, Jack Dummer, Excels in National Sales Competition

Written by Gracie Weston | Photos courtesy of Gracie Weston and Courtney Jentz

The University of Wisconsin-Whitewater College of Business and Economics is proud to announce that senior accounting major Jack Dummer has achieved an impressive 8th place nationally in the Fastenal National Invitational Sales Competition, hosted by West Virginia University. This annual competition, now in its second year, began with 580 students from 34 universities and culminated in a high-stakes final round featuring 14 elite competitors, one from each of Fastenal’s geographic divisions. 

Representing UW-Whitewater and the Institute for Sales Excellence, Jack’s achievement highlights his dedication and skill, as well as the quality of the university’s sales education program. Jack is an active leader on campus, serving as sales team captain and Vice President of Marketing for Pi Sigma Epsilon - Beta Gamma. 

Competition Overview 

The Fastenal Invitational is a premier sales tournament, challenging participants through three rigorous rounds designed to test their sales acumen, adaptability, and professionalism. 

Round 1: In-Person Elevator Pitch 

Jack’s journey in the competition began on October 1 at UW-Whitewater, where he competed in a 90-second in-person elevator pitch event. Facing a field of 583 students from 34 universities, Jack competed alongside 12 other UWW students. Ultimately, he and his teammates, Noah Bulgrin and Garrett Dobbertin, advanced in the first round, with Jack and Noah moving forward to represent UW-Whitewater in the competition’s next stage. 

 Round 2: Virtual Warm Call 

From October 21-24, competitors engaged in a 20-minute simulated “warm call” scenario, a realistic sales scenario designed to test skills in pitching and handling client communications. Jack emerged as the sole winner from the Wisconsin-Minnesota region to advance to the national finals.  

Round 3: National Finals 

On November 15, Jack joined the top 14 competitors in a live, 30-minute sales presentation hosted via Microsoft Teams. With weeks of intense preparation under the mentorship of Dave  

Martin, a UWW sales instructor, Jack showcased his skills and achieved 8th place overall in the nation. 

 Reflecting on his experience, Jack said, “The Fastenal National Sales Invitational has been an incredible experience so far. The first and second rounds were exciting as I was able to compete against some really talented sales students. The aspect of this competition that I have enjoyed the most is its emphasis on being conversational. Sales is truly just having a conversation with someone. Yes, they can be uncomfortable at times, but if you actively engage and seek to fully understand the buyer's situation, it can be really rewarding. I am grateful for the opportunity to compete in this competition and for the people who have helped me prepare." 

Sales instructor and mentor, Dave Martin, said, “It is always a thrill to work with our incredible students, and see the growth they go through in every event. Congratulations to the UWW Institute for Sales Excellence, PSE, AMA, and Jack Dummer!”  

Congratulations to Jack Dummer for his outstanding achievement, and best wishes for continued success! 

About the College of Business and Economics 

The University of Wisconsin-Whitewater College of Business and Economics (CoBE) is the largest business college in Wisconsin, offering a wide range of programs and co-curricular activities designed to prepare students for professional success. CoBE is ranked among the top 2% of business schools worldwide, holding both AACSB and AACSB Accounting Accreditation. 

 For more information about CoBE, visit https://www.uww.edu/cobe or email cobe@uww.edu.