NetPlus Exchange June-July 2014

June / July

2014

Issue Features

A recent interview on the threat of AmazonSupply with the President of the National Wholesale Association, Dirk Van Dongen, recognized the resilience of the industrial distributor to compete in this new market. However, that distributor must be one to adapt to change, and focus on customer satisfaction to continue to succeed. Van Dongen said, “The distributors who will be in trouble are the ones who don’t recognize that the world is changing, and they have to change with it.”

NetPlus Alliance is your support system as you manage the rapidly changing industrial market. We have over 100 years of combined experience in distribution, wholesale, marketing, and business

management to answer your questions or help you get started. Our business services have experienced consultants that you can talk to about pricing strategies, profitability, and e-commerce.

Our Marketing Manager, Zach Brado, recently hosted a webinar to teach his social media and marketing tricks of the trade. The recorded webinar is available in the NetPlus Toolbox within the Community Portal Info Center, where you can learn some new ways to engage your customers in the “digital age!” NetPlus Alliance is also providing a unique opportunity for our members to refresh and update their company logo. Our designer, who does the great work you see in this newsletter, is offering a special package available only to NetPlus Alliance members. Go to page 13 for more information and make sure to take advantage of this incredible offer.

You are one step ahead of your competition because you are a member of NetPlus Alliance. Access to supplier programs lowers your expenses, and earning a rebate builds your profitability. This summer, consider doing ONE new thing for your business: start a blog, create a Facebook page, update your logo, develop an e-commerce strategy, or consider a new product line from a NetPlus Alliance supplier. If you want to come out of your comfort zone to where the magic happens, we’ve got your back.

- Jennifer Murphy, President

Newest MeMbersProduct Suppliers• Diamond Products• Eagle Pro Industrial Tools

• Knipex Tools• Komelon USA

Distributors• SC Fastening Systems

Chairman’s Column Oil-Dri-P8 P9P3 Distributor PulseP11Tool TalkP5 Upcoming EventsP14

the NetPlus exchaNgeP2

JuNe / July 2014P3

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coNteNtsWilton .................................................................2Chairman’s Column .............................................3Schrader International .........................................4Tool Talk ..............................................................5Louisville Ladder ..................................................6DDI System .........................................................6Custom LeatherCraft............................................7Featured Supplier: Oil-Dri .............................. 8-9Klein Tools ........................................................10Distributor Pulse ................................................11Drillco ...............................................................12Distributor Logo Re-Design .................................13Upcoming Events ...............................................14ERB Safety ........................................................14Bosch ...............................................................15Stanley ................................................. Back CoverHyde .................................................... Back Cover

Last month I attended the annual Industrial Supply Association (ISA) Convention in New Orleans. I always enjoy

attending this convention to catch up with my long-time industry friends and to meet many new ones.

I attended my first convention in Miami Beach in 1970. The convention was then called the Triple Mill Convention because three associations in this industry came together each year:

•National Industrial Distributors Association

•Southern Industrial Distributors Association

•American Supply and Machinery Manufacturers Association

Besides the normal business and education sessions, the manufacturers hosted a day and a half of conference booth sessions. There was no product or literature allowed in the booth – the key word was “conference.” It was an opportunity for senior distributor and manufacturer executives to have frank discussions about their joint business opportunities.

Of course, the times were different; everyone wore a suit, smoking was allowed in the hall, and the luncheon buffet at noon also featured a bar that seemed a hundred yards long, which served mostly Martinis and Manhattans. Another major difference from today’s ISA conventions is that the Triple Mill manufacturers included companies that made pipe, valves and fittings, rubber and belting products, power transmission and bearing products, as well as fluid power hose, fittings and valves.

Despite these differences, the conventions and conferences today still serve the same purpose: getting manufacturers and distributors together to work on growing their business and improving their profit. I still appreciate the ISA Convention for the new relationships and ideas that result because of it, but most of all, to visit with my friends that are still kicking the tires in this great industry.

I am proud of how we are growing and the strong year that we had together. NetPlus Alliance distributors purchased a record $140 million from NetPlus suppliers in 2013 and received the highest rebate distribution ever, an increase of 7.3% over 2012. I know for many members our rebate is a significant percentage of their net income. Our goal is to help you grow your rebate amount every year. Your participation and engagement with NetPlus Alliance is key to that growth. Here are some things that you can do to increase your check in 2014:

•Attend the NetPlus national and regional meetings to establish new, and cultivate existing, relationships with NetPlus suppliers.

•Login to the NetPlus portal to review supplier program benefits and concentrate your purchases to NetPlus suppliers. Keep your profile updated, and add additional staff to your contact list so they understand the value of purchasing from NetPlus suppliers.

•Read and circulate the NetPlus Exchange Newsletter and our bi-monthly e-newsletters, and stay on top of new products, promotions, and supplier-hosted webinars.

One of our core values is “Grow Together.” It’s what our team here at NetPlus focuses on to make sure that we are delivering the highest return and best programs and opportunities to you, our Members.

Grow your rebate, grow your business, and let’s Grow Together!

-by Dan Judge Chairman & CFO


NSF61 certified: UL file #QNVB.MH47830

NSF-61 Certified

LISTED

LISTED

01224364860728496108120132144156168180192204216

CAMERA-READY LOGOTYPE OF THE UL LISTING MARKThese Marks are registered by Underwriters Laboratories Inc.

UL LISTED

ULLISTED

UL LISTED

ULLISTED

UL LISTED

ULLISTED

UL LISTED

ULLISTED

UL

The minimum height of the registered trademark symbol shall be 3/64 ofan inch. When the overall diameter of the UL Mark is less than 3/8 of an inch,the trademark symbol may be omitted if it is not legible to the naked eye.

Please note:Not all of these elements should be used together with the same UL Mark.The word “LISTED” would only be used once — either to the right of or below the UL Mark (as shown).

The font for all letter forms is Helvetica Condensed Black, except forthe trademark symbol , which is Helvetica Condensed Medium.No other fonts are acceptable.

RELATIVE DESIGN & PROPORTIONS OF THE UL LISTING MARK

KEY TO DIMENSIONSUL MarkABCDEFGH

8 units13 units14 units15 units17 units20 units24 units29 units

“LISTED”PQT

34 units56 units

201 units

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30 units35 units59 units85 units87 units

176 units216 units

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Lead-Free Tank ValvesEffective January 4, 2014, Federal Law mandates the wetted surfaceof every pipe, fixture, and fitting sold for or installed in potable water

applications not contain more than 0.25% lead by weight.

Schrader’s NSF61 certified Lead-Free Tank Valves meet all state and federal requirements.

800.288.1804}SchraderInternational.com

tool talk-by Todd Washburn

VP of Supplier Development

If you attended the recent Industrial Supply Association (ISA) convention in New Orleans,

I’m sure you would agree that there was a renewed sense of energy at the show. With the economy heading in a positive direction, we at NetPlus are excited for what the remainder of 2014 can bring. I think we have uncovered more opportunities for growth this year than we have in recent years.

Many of these opportunities relate to the long time relationships that NetPlus Alliance has cultivated over the years. A wise colleague of mine from years past would tell me numerous times, “This is still a relationship business.” Today, relationships are built in any number of ways. It may no longer be so much time spent face to face with a supplier or distributor partner. After all, everyone is doing more with less as a result of the Internet, social media, email, instant messaging, YouTube, etc. I am still a strong proponent of the face time part of distributor-supplier partnerships. I truly believe that the most successful partnerships come from learning more about each other’s business, as well as their life away from work.

I encourage any of our distributor members or supplier partners who may not be engaged with the Industrial Supply Association (ISA), Specialty Tool and Fastener Distributor Association (STAFDA), or any other industry association that fits your business, to get plugged in with one of them. In addition to their annual conventions, each offers so many benefits to distributors that can help strengthen your business, such as training, strategic best practices, networking, and regulatory updates just to name a few.

Let’s take a look at our new supplier partners so far for 2014:

I’m sure everyone is familiar with Kennedy Manufacturing, but I bet not everyone knows the NEW Kennedy! Kennedy has recently rebranded to a whole new look. Go to the

NetPlus Community Portal to check out the new tool box models and the great distributor and end user promotions going on now through the end of October. Go to www.kennedymfg.com to learn more.

Shark Pressure Washers is your single source for any type of industrial and commercial pressure washer you can think of. A member of Karcher North America, Shark Pressure Washers offers the NetPlus distributor members everything from electric cold water models to 330 gallon dual axle portable models for field use. Check out the details at www.sharkpw.com.

Pferd Canada joined NetPlus Alliance effective January 1, 2014. Pferd USA was one of the very first supplier partners to join NetPlus Alliance in 2002. We’re excited that we were able to develop a program to support our Canadian distributor members. Visit www.pferd.com for more information.

FallTech, an industry leader and manufacturer of a complete line of fall protection equipment, offers our members all the tools they need to sell these products. See their extensive offering of technical information, training services and other resources at www.falltech.com. We’re excited to promote several special program advantages EXCLUSIVELY for NetPlus Alliance distributor members. View the FallTech program on our NetPlus Community portal for more details!

Although some of you may not be familiar with Acme United Corporation, you might recognize the brands Clauss, Camillus, Pac-Kit First Aid, or PhysiciansCare. Clauss is the premier brand of industrial cutlery and shears. The Clauss products cover industries such as food processing, sheet metal fabrication, hardware, and lawn & garden. Camillus has been manufacturing the highest quality knives for outdoorsmen and tactical use since 1876. Pac-Kit is a leader in industrial first aid kits and refills. PhysiciansCare offers innovative first aid kits, emergency preparedness products, and pain relief medications for school, home, office, and construction and industrial settings. Learn more at www.acmeunited.com.

Thank you to those distributors that have been emailing me referrals for new NetPlus supplier programs. Keep them coming, and send your recommendations to me at [email protected].

JuNe / July 2014P5


Call 877-599-4334 | www.ddisys.com | [email protected] | @ddisys

NetPlus Alliance members are choosing DDI’s inform software. Gain the automation, accuracy & flexibility you need to streamline your business. Inform’s industry specific features maximize profitability and help you grow.

• Improve Customer Service

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• Make Faster, Smarter Decisions

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Technology to Fuel Growth

‟The most enjoyable part for me is the purchase order system. With

inform, buying the same item from multiple vendors with dif ferent

part numbers is a snap!”

Sheinberg Tool Co., TXNetPlus Alliance Member

Learn more atwww.ddisys.com

ProTop™: Multifunctional top designed to make the work easier for electrical, utility, heavy construction, and residential jobs.

SHOX™: The cutting edge of impact absorption! Enhanced impact absorption technology that provides better protection against damage.

Da Boot™: Polypropylene copolymer upper boot that provides strength, durability and fiberglass rail surface protection.

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Visit us on facebook, YouTube, twitter

www.LouisvilleLadder.com | 1–800–666–2811

JuNe / July 2014P7


In 1941, Nick Jaffee challenged him-self to figure out a way to soak upspilled oil with a non-slip and non-flammable material. He knew of a min-eral called Fuller’s Earth that was usedto absorb lanolin from sheep’s wool.He took some to a customer to test onthe shop floor. The stuff worked great!On a loan so small it wouldn’t buymodest furniture for your home today,he launched the company Oil-Dri andan industry was born.

Today, Oil-Dri Corporation of Americais an international corporation with

over 800 employees on multiple conti-nents. The company provides innova-tive sorbent solutions across manymarkets with a trusted brand that car-ries a rich history.

Though best known for producing thehigh quality absorbent clay that hasmade it a leader in industrialabsorbent markets, Oil-Dri is also aproud supplier of absorbent pads,mats, rolls, socks and spill kits. Ourfull line of industrial absorbents are thefirst choice of mechanics, plant super-visors, and maintenance supervisors

the world over. They trust us, and youcan too.

We invite you to take advantage of ourentire family of absorbent products tohelp grow your distributorship. Theoffering includes top quality granularabsorbents as well as a complete lineof oil-only, haz-mat and universalsynthetic absorbents includ-ing pads, rolls, socks, spillkits and more. Oil-Dri offersproduct training and market-ing materials to support yoursales efforts and increase your

bottom line.If you are looking for one source tosupply all of your spill control needs,look no further. We look forward tosupplying all of your sorbent needs.

absorbent products

Trusted Since

1941

To become an Oil-Dri distributor, call 800-645-3747.

This is Oil-Dri.

Don’t confuse the two.Oil-Dri Corporation of America isbest known for producing the highquality absorbent clay that hasmade it a leader in industrialabsorbent markets since 1941. Oil-Dri is also a proud supplier ofabsorbent pads, mats, rolls, socksand spill kits. If you are looking forone source to supply all of your spillcontrol needs, look no further. Wewon’t try to tempt you with silly hats,bobbleheads and t-shirts that you’llnever wear. Our business is industrial absorbents, end of story.

This is a pig.

Premium products & solutions ------ for spill protection, ------

containment and clean up.

NetPlus Feature Supplier ad_Layout 1 5/12/14 9:35 AM Page 1

In 1941, Nick Jaffee challenged himself to figure out a way to soak up spilled oil with a non-slip and non-flammable material. He knew of a mineral called Fuller’s Earth that was used to absorb lanolin from sheep’s wool. He took some to a customer to test on the shop floor. The stuff worked great! On a loan so small it wouldn’t buy modest furniture for your home today, he launched the company Oil-Dri and an industry was born.

Today, Oil-Dri Corporation of American is an international corporation with over 800 employees on multiple continents. The company provides innovative sorbent solutions across many markets with a trusted brand that carries a rich history.

Though best known for producing the high quality absorbent clay that has made it a leader in industrial absorbent markets, Oil-Dri is also a proud supplier of absorbent pads, mats, rolls, socks and spill kits. Our full line of industrial absorbents are the first choice of mechanics, plant supervisors, and maintenance supervisors the world over. They trust us, and you can too.

We invite you to take advantage of our entire family of absorbent products to help grow your distributorship. The offering includes top qual-ity granular absorbents as well as a complete line of oil-only, haz-mat and universal synthetic absorbents including pads, rolls, socks, spill kits and more. Oil-Dri offers product training and








absorbent products

Trusted Since

1941


This is Oil-Dri.


This is a pig.











absorbent products

Trusted Since

1941


This is Oil-Dri.


This is a pig.



NetPlus Feature Supplier ad_Layout 1 5/12/14 9:35 AM Page 1Featured suPPlIer








absorbent products

Trusted Since

1941


This is Oil-Dri.


This is a pig.











absorbent products

Trusted Since

1941


This is Oil-Dri.


This is a pig.




JuNe / July 2014P9








absorbent products

Trusted Since

1941


This is Oil-Dri.


This is a pig.











absorbent products

Trusted Since

1941


This is Oil-Dri.


This is a pig.




marketing materials to support your sales efforts and increase your bottom line.If you are looking for one source to supply all of your spill control needs, look no further. We look forward to supplying all of your sorbent needs.








absorbent products

Trusted Since

1941


This is Oil-Dri.


This is a pig.




oIl-drI

dIstrIbutor Pulse

-by Paul Byrnes

VP of Distributor Development

Engagement = Rewards = Rebate

There is an age-old saying, “You get out of things what you put into them.” Like most things in life, if we know someone and work with those we share a goal with, things tend to be achieved at a greater rate than if we simply let nature take its course.

The NetPlus Team has been working to build engagement between our distributor and supplier members. We are now starting to see this engagement campaign drive new momentum and produce positive results. NetPlus continues to deliver opportunities to increase the interaction by hosting Regional and National meetings where distributors and suppliers target who they want to engage and grow with. Over the past 14 months, 211 NetPlus distributors have attended one of these events to meet with the NetPlus suppliers. I estimate a little over 3,000 planning meetings have actually been held between our distributors and suppliers over the past 14 months at these meetings. NetPlus Alliance also continues to support and attend ISA and STAFDA conventions to meet with existing and potential distributors and suppliers. Additionally, we have increased our individual interaction by making personal visits and conducting business reviews at our distributors’ locations to deepen relationships and explore growth opportunities together.

The Community Portal, added just last year, is a great resource for targeting growth with suppliers. You have access to the suppliers by product category, the special advantages they provide to NetPlus distributors, and the contact information for the person that manages the NetPlus relationship. NetPlus suppliers provide the distributor members with exclusive deals on

the front end or buy side of the relationship as well as the rebate side of the relationship. As you would expect, the responsibility for results matches the advantages provided. Our supply partners continue to be excited by the engagement of the NetPlus distributors and continue to work to target growth with them to reach their goals. Recently, we have been able to update several supplier programs with enhanced benefits based on this engagement and its results. The enhanced 2014 Apex Tool Group deal is a great example of this. Simply said, NetPlus Alliance suppliers want to strategically plan growth with you!I would ask you to validate my above commentary by asking yourself a few questions. First, sort your suppliers by value. Sorting from top to bottom as best you can, identify those that you have solid business, growth, loyalty, and a growing market share with. Next, sort through those same suppliers to understand whom you have a high level, a casual level, or a low level of engagement with. My bet is that your best performing suppliers align with those you have the most engagement with. There are always exceptions but I think this will confirm that engagement equals good stuff.So what are the results of the engagement formula? Increased engagement drives relationships that deliver sales growth above industry averages, market share, loyalty and mind share with our supply partners, increased profitably, greater rebates and potentially improved deals based on our performance. That looks and feels like very positive momentum to me.

What is the next step? I would suggest strategically targeting three suppliers to increase your engagement with for the balance of 2014.

Email me at [email protected] and let me know which three NetPlus suppliers you plan to target this year, and I look forward to seeing you while I’m out on the road, or at a regional or association event in the near future!

JuNe / July 2014P11

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JuNe / July 2014P13

c o m p o s i n g t h e vi s

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e s t . 2007

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CHECK OUT OUR WEBSITE TO SEE OUR WORK!

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EXPIRES 12.31.14

the NetPlus exchaNgeP 14

BEREADYERB Safety offers a full line of first aid kits which exceed ANSI Z308.1 requirements. Kits range in size for different size work environments.

ERB Safety | 1 Safety Way | Woodstock, GA 30188 | 800.800.6522 | www.e-erb.com

Custom logo printing available on most kits.Call 855.621.9100 for details.

NetPlus May Ad-2a FINAL.indd 1 5/9/14 3:44 PM

*FREE FOR DISTRIBUTORS TO ATTEND2014 regIoNal MeetINgs

2015 NetPlus allIaNce aNNual MeetINg saVe the dateApril 12 - 14 | The M Resort, Las Vegas

October 1 - 2, 2014 | East Longmeadow, MA 2-Day New England Regional Meeting Train at Lenox Tools’ Facility and Meet with NetPlus Suppliers October 1, 2014 • Afternoon Training Session with Irwin, Lenox & Rubbermaid • Tour of Facility • Complimentary Dinner & Overnight Stay - Courtesy of NetPlus & Lenox October 2, 2014 • Table top meetings with approximately 12 NetPlus Suppliers • Breakfast and Lunch provided • Meeting ends at 4:00 PM

November, 2014 | Rosemont, IL • Table top meetings with approximately 12 NetPlus Suppliers • Breakfast and Lunch provided • Meeting ends at 4:00 PM

Contact the NetPlus office at (716) 438-2014

to register

JuNe / July 2014P15

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Seize the opportunity! Hyde machine blades and hand knives are a great way to grow top line sales and boost bottom line profits.

Less end-user competition Less inventory commitment Earn better margins

We deliver true value … to you and to your customers!

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NetPlus Exchange June-July 2014

Documents

Transcript of NetPlus Exchange June-July 2014