The Power of Relationships
Relationships. You hear the word over and over throughout our industry. It comes from different directions and, especially in today’s world, is interpreted in many different ways. With the power of communication and real time information, strong relationships are even more important than ever before.
Maybe I’m a little “old school”. Even though I’m sort of on the edge of the technology curve (the bottom edge I think), I embrace the latest and greatest devices and software. I believe information is a key to a company’s success. It’s being able to capitalize on the technology and easy to access information that makes the difference. With all that being said the face to face, hands on experience that an industry convention like STAFDA delivers can be a difference maker.
I’m always excited to meet with our friends and partners in this industry. STAFDA gives us all a chance to schedule an important meeting with key decision makers within an organization, stop by a supplier’s booth to see what’s new, or seek out a new supplier for an emerging market that your company is expanding into. The time spent at an event like STAFDA allows you to “GET THINGS DONE.” What do I mean by get things done? Here are a couple perfect examples; these are real life situations that many distributors have found themselves in:
Have you ever needed to adjust your inventory levels due to an end user customer’s error, usage data problem or simply a bad buy by a purchasing agent? For some reason the “window” for the return has passed and the distributor’s purchasing team is unable to negotiate the return with the supplier’s customer service team. Attempts to return have failed several times. Finally, this situation is brought to light to a top level product manager at the distributor. The product manager makes a phone call to his friend and industry partner who is also a high level business development manager. The two have developed a relationship over time while working to build new business and convert product at end user customers. This business relationship got it done. The distributor is relieved of the problem inventory and new business opportunities continue to be developed.
A distributor’s customer is demanding some product samples to evaluate before they approve a brand conversion. This is usually not a big deal, but in this case they need the samples tomorrow and we’re already half way through today. This could create a challenge without a strong relationship with a supplier. Bottom line: The samples arrived because of the relationship between a distributor and a supplier.
For our NetPlus member distributors attending the STAFDA convention in Las Vegas November 11 – 13, I encourage you to continue to cultivate those relationships and find ways to “GET THINGS DONE.” Here is a list of NetPlus supplier partners registered for STAFDA as of September 24:
Abbott Rubber Co., Inc., Aervoe Industries, Airmaster Fan Co., Akro-Mils, Alfa Tools, Ames True Temper, Inc., Apex Tool Group, Robert Bosch Tool Corp., Boss Manufacturing Co., Brighton Best International, CGW, Camel Grinding Wheels/PASCO, CLC/Custom Leathercraft Mfg., Chapin International, Inc., Coilhose Pneumatics, Coleman Cable, Inc., Drillco Cutting Tools, ERB Safety, Electro Tape, Inc., Elk River, Inc., Empire Level Mfg. Corp., Green Bull, C.H. Hanson Co., Indusco Wire Rope & Fittings, Jet/Wilton (Walter Meier), Klein Tools, Inc., Krylon Products Group, Lackmond Products, Inc., Lenox, Liftex Corp., Linzer Products Corp., Louisville Ladder, Inc., MK Diamond Products, Inc., Maryland Brush Co., Inc., Metabo Corp., Midland Metal Mfg. Co., The M.K. Morse Co., Motorola Solutions, Inc., National Marker Company, Osborn, Pacific Laser Systems, Pferd, Inc., Plews & Edelmann, Porteous Fastener Co., Protective Industrial Products, Proto Industrial Tools, Pull’r Holding Co. LLC., Reed Manufacturing Company, Rubbermaid Commercial Products, Seymour Mfg. Co., Inc., Simpson Strong-Tie Anchor Systems, Surface Shields, Inc., TPI Corp., Vega Industries, Inc., Werner Co., Wheeler Mfg., Wright Tool Co.
The NetPlus team will be attending the STAFDA show. Please drop me an email to let me know if you are attending.
*The photo at the top of the page shows Todd Washburn (Right) with Mike Kay (Left) of Kleem Inc.