University of Innovative Distribution (UID) Recap Message Con’t. from page 1 The University of Innovative Distribution (UID) had a record 605 people at its recent March 6–9 program in downtown Indianapolis at the JW Mar- vice. STAFDA can provide the tools you riott. UID celebrated its 22nd year of offering concentrated education for the need to revitalize your customer service March 2016 distribution supply chain. STAFDA is one of 38 UID association sponsors who skills with several quality audio books in Trade News work in conjunction with Dr. Kathy Newton, chair of the Department of the lending library, such as Four Princi- In This Issue: w Fly-In Details w Meet a STAFDA Director Technology Leadership and Innovation, Purdue University, West Lafayette, pals of Running a Business in Good Times or Bad and Mastering the Art IN, to develop course curriculum and evaluate UID faculty. Forty-three differ- STAFDA’s Atlanta Keynote Speakers Announced ent classes were taught over the four days and instructors represented the of Selling. STAFDA’s publication, Sales “best of the best” in distribution. Attendees created their own class schedule Pro, and the soon available Inside Sales Two football coaching legends will key- two different teams to the playoffs in his and Service Pro, can provide great tips note STAFDA’s General Session during its debut seasons with them. and had time each afternoon to compare notes and meet their peers in “UID President’s for improvement in your sales depart- upcoming November 6-8 Atlanta Conven- Commons.” Message ment. tion & Trade Show: Herm Edwards and In addition to his coaching career, Edwards Jimmy Johnson. They’ll address Win- played nine seasons for the STAFDA awarded 10 scholarships to this year’s UID. The scholarships are de- With the first signed for “rising stars” at STAFDA distributorships where the potential re- I believe a company’s success not only ning in Business…and Life! STAFDA’s Eagles (1977-1986), making a champion- depends on building relationships with quarter of 2016 cipient has had at least one year of experience in the construction/industrial almost behind us General Session is Monday, November ship appearance with them in channel. Each candidate had to write a short essay on why they’d like to at- the customers but with all of the em- 7, at the Georgia World Congress Cen- XV. His 33 career interceptions is one ployees within the organization. Hir- and winter giving tend UID and describe their professional aspirations. A recommendation let- Terry Earle ter. STAFDA’s Opening Party on Sunday, short of the franchise record. He never ing and retaining employees that are a way to spring, it’s ter was also required from the owner/president of the company. At the end Fort Worth Bolt & November 6, will be at the adjacent Col- missed a game. Edwards went on to play “good fit” will be even more important a good time to re- of the first day, UID held a Welcome Happy Hour in the hotel’s sports bar. Tool Co. lege Football Hall of Fame, into which briefly for theLos Angeles Rams and At- going forward this year. fresh our custom- Fort Worth, TX Afterward, STAFDA hosted a dinner for all its members attending UID. Fol- er service skills for Johnson was inducted in May 2012. lanta Falcons before announcing his re- lowing dinner, the 2016 STAFDA/ the upcoming busy months. I feel tirement in 1986. After his playing career UID Scholarship recipients were After doing some research on employee fulfillment and satisfaction, I have decid- we need to keep a clear focus on Herm Edwards is ended, he became a defensive assistant at photographed (L-R): John Low- our customers’ needs and con- currently a pro foot- San Jose State University (1987-1989), ery, Posner Industries, Capitol ed to begin implementing some ideas to improve the overall satisfaction level tinue building and strengthening ball analyst for ESPN then an NFL scout and defensive backs Heights, MD; Bryan Rieckman, our relationships with them. With and known for his coach for the Chiefs (1990-1995). With Lincoln Contractors Supply, here at Fort Worth Bolt & Tool. A study modern technology, our custom- game-day terminol- the (1996-2000), Appleton, WI; Andrew Hartman, from The Wharton School of Business ers are inundated by information ogy, dubbed “Her- Edwards was a defensive backs/assistant Hartman Independent Co., Law- discovered businesses with high levels of employee satisfaction perform better overload. This gives us an op- misms” by fans. Of these, the quote and under . And, in rence, PA; Steve Harris, Contractors & Industrial Supply, Roanoke, VA; portunity to simplify the buying Jonathan Goodwin, Pro Tool and Supply, Waltham, MA; and Corby Rob- than those without. An interesting fact I sound bite, “You play to win the game!” January 2001, despite never having previ- found that was paying more seems like process for them by providing a message Edwards gave during a New ously held a head coaching job, he was bins, Alabama Construction Supply, Birmingham, AL. Scholarship recipi- the right information to the right the obvious choice, but it only serves York Jets press conference, became the hired as the Jets’ head coach. ents not shown are Steven Barnett, International Tool Corp., Davie, FL; people and then guiding them a temporary purpose and once that is title of his book, a collection of quotes Jim Georgeoff, Patlin, Inc., East Dundee, IL; CJ Henrich, The New Sioux through the decision-making gone, employees lose interest. I’ve been on “leadership lessons.” Edwards’ energy Edwards has used his NFL experience to City Iron Co., Sioux City, IA; and Florencio Rodriguez, ARCO Contractors process. In most cases, it does not putting together a team to find ways to and enthusiasm best define how he ap- serve as a positive role model. He found- Supply Co., Ft. Worth, TX. matter how great our products motivate our employees to work bet- proached the head coaching position for ed the Herm Edwards Youth Founda- ter because it makes them happy and are or how talented our sales staff Veteran UID faculty included Michael may be, the customer will remem- the (2006-2009) and tion in 1985 as well as the Herm Edwards Marks, Tim Underhill, Steve Mc- not for monetary reasons alone. I will (2001-2005). Edwards is Youth Football Camp. He grew up in be rolling out an employee engage- ber the direct interaction with our Clatchy, Paul and Tom Reilly, Bill one of five coaches in NFL history to take Continued on page 2 ment survey this month in hopes that company, whether it is positive or McCleave, Sam Richter, Bruce Mer- negative. rifield, Mike Workman, and John employee feedback will help us to make Please be sure to visit the members-only section of STAFDA’s website, www.stafda.org, improvements. I‘ll provide an update on Monoky among others. Another long- A bad experience at any point in to get detailed information on the following new members. standing UID faculty member, Steve this in April’s newsletter. the cycle can ruin the relationship, Distributors HVAC Components Boyd, led a workshop on the “Power of whether it’s a problem with a de- Cincinnati Electrical Repair Co. – Elgen Manufacturing – Closter, NJ the Spoken Word.” His course identi- livery, issue paying a bill, trouble Cincinnati, OH Socket Head Cap Screws, Metrics, Dowels, fied bad listening habits while demonstrating how to cultivate active listen- maneuvering a phone system to Fastco Inc. – Tacoma, WA Pins, Hex Keys ing skills. Boyd also covered organizing reach the person needed, or not Xcaliber Industrial LLC – McKinney, TX Fit Fasteners LLC – Glendale Heights, IL and delivering presentations in addition being helped in a professional Nails & Screws: Cladding, Plastic, Concrete, to helping attendees enhance their per- and knowledgeable manner by Associates Coil suasion skills. 1 4 your sales department. There are Adhesives, Sealants, Aerosoles, Foams, Necto Collated Fasteners – Genemuiden, so many opportunities for a break Spray Paints Netherlands UID also showcases new business ex- UID 2017 will be held March 5 – 8 again in down in customer service. But Akkim Sealants & Adhesives – Istanbul, Painting & Concrete Coating Tools perts. First-time presenters included Gail Indianapolis at the JW Marriott. STAFDA will there are those same opportuni- Turkey Nour Trading House Inc. – Waterloo, ON Alofsin, Justin King, and Mike Gardner mail out UID ’17 brochures and distributor ties to improve your customer’s Comet Clutches, Tecumseh Engines, Cleaners & Degreasers (shown here). Gardner’s class, “What is scholarship applications in mid-November. experience by training and em- Injection Molding Premalux LLC – Aurora, OH Your Comptitive Edge?” challenged executives with exercises and interactive This information will also be posted to the powering your whole company to Certified Parts Corp. – Janesville, WI Stainless Steel Fasteners, Alum/Copper/ discussions to close the loop between all company departments. He shared a members-only home page of STAFDA’s provide excellent customer ser-

New Members Nickel/Bronze Fasteners framework on how to give a company its competitive edge to grow business. website, www.stafda.org. Continued on page 4 Star Stainless Screw Co. – Commerce, CA Keynoters Con’t. from page 1 STAFDA’s 4th Annual Congressional Fly-In Details Announced Get to Know Your STAFDA Board Seaside, CA, and remains very committed “Save the Date” postcards were mailed last month for retary of Labor to issue regulations to implement the Order’s require- Member to the Monterey Peninsula. Edwards helps STAFDA’s upcoming June 8-9 Congressional Fly- ments by September 30, 2016. EO 13706 applies to new contracts and Throughout 2016, a different STAFDA promote the Monterey County Special In in Washington D.C. It’s a quick one-day meet- replacements for expiring contracts with the federal government re- Board member will be profiled in every Olympics and educates residents on the ing where members visit legislators on Capitol Hill to sulting from solicitations issued on/after January 1, 2017, or are award- Trade News. Each Director brings a unique importance of athletics for the develop- voice their concerns on issues ranging from the Inter- ed outside the solicitation process on/after January 1, 2017. business perspective to the Board and their net Tax to the Affordable Care Act, energy and natural mentally disabled. varied experiences give STAFDA its rich resources, to labor law. STAFDA works with Advocacy • Legislation has been introduced in the Senate (S. 2238) and House tapestry of diversity. This month features Associates, a Washington D.C.-based lobbying orga- (H.R. 4535) to prohibit new fossil fuel production leases leases on on federal federal Jimmy Johnson’s name Steve Bailey, owner, Bailey Tools & Safety, nization, to coordinate this event. Since this is an election year, the Fly-In lands and offshore; including coal, oil,oil, andand naturalnatural gas.gas. Dubbed,Dubbed, “Keep is synonymous with Louisville, KY. takes on even more significance! It in the Ground,” the measure would also cancel existing leases in a football. As the architect non-producing status. Should this become law, at risk would be thou- What path brought you to this business and how many of the Dallas Cowboys’ STAFDA Fly-In participants are guaranteed at least three meetings with sands of jobs and billions of dollars in the energy supply chain – manu- years have you been in the industry? consecutive victories in Congressmen, but in 2015, most had six to eight visits. Advocacy Associ- facturing and distribution, construction and equipment, materials and After graduating from college and working three years for a Super Bowls XXVII and ates has a Lobby Day app which attendees use to download their legislative supplies, services and logistics. large corporation in their management training program, I de- XXVIII, former Miami meeting schedule in addition to reviewing key issues. cided to see what else was out there. At that same time, my Dolphins coach, and current member of • In November 2015, the President signed into law a provision that will oldest brother had recently taken over our father’s distribution Fox’s NFL Sunday team, he is a proven To help prepare members for the Fly-In, Advocacy Associates’ Stephanie increase fines issued by the Occupational Safety & Health Adminis- business and was looking for a partner to continue the com- leader and motivator. Vance, a former Congressional Director, will lead a webinar on May 11 tration (OSHA) for the first time since 1990. The provision, part of the pany’s growth. I came on board and we finalized the buyout from 11:00 a.m. – Noon (Eastern) to explain how to take what could be Bipartisan Budget Act, is intended to bring OSHAOSHA finesfines inin lineline withwith of our father. That was 23 years ago. Since then I bought my Johnson served as the Cowboys’ head a daunting experience and turn it into something STAFDA members can inflation in addition to being indexedindexed forfor futurefuture inflation.inflation. TheThe finefine forfor brother out and have continued the aggressive growth path. coach from 1989-1994. He was named relate to: a sales call. The Congressional visits are about sharing personal each serious violation would increase from $7,000 to $12,743 and thethe experiences or frustrations with legislators and Vance will offer ideas on fine for each repeat and willful violation would jump from $70,000$70,000 toto to the job the day the franchise was pur- What are you most passionate about professionally? how to best “sell” a message to get results. She’ll also provide tips on work- $127,438. OSHA will have an implementation plan issued as a finalfinal rulerule chased by his college friend, Jerry Jones. I’m most passionate about the growth and development of my ing with staff members and effective methods for post-meeting follow-up. by July 1, 2016. The new fines take effect August 1,1, 2016.2016. Johnson is one of only five head coaches employees. When I became the sole business owner, I realized in NFL history to lead a team to back- I couldn’t do everything myself and started to teach people Once Fly-In participants arrive in • Crystalline silica impacts many industries, especially construction (RIN to-back Super Bowl wins, and in three of how to become more engaged and make decisions that create Washington D.C. on Wednesday 1218-AB70). Chronic silicosis is an occupational disease resulting from his final four years with the Cowboys, he a better environment for the customer and for the company. evening, June 8, Vance will give long-term exposure. Both industry and worker groups have recognized was named NFL Coach of the Year. Retir- This has created a culture where everyone feels they can make an hour-long refresher session a comprehensive standard for crystalline silica is needed to provide for ing as the Cowboys’ head coach after the a difference and their ideas really do matter. on what to expect on Capitol Hill exposure monitoring, medical surveillance, and worker training. The ‘93 season, Johnson joined Fox Sports to as well as engage attendees on American Society for Testing and Materials has published standards What is your greatest accomplishment in this industry? serve as an analyst on the fledgling pre- what issues are impacting their for addressing the hazards of crystalline silica. TheThe Building Construc- Serving on the Board of Directors of the Evergreen Marketing game show, and remained with the show businesses. Afterward, STAFDA tion Trades Department of the AFL-CIO has also developed a recom- Group. Improving the education available to distributors and for its first two seasons. Fox NFL Sunday has a group dinner at a popular mended comprehensive program standard. OSHA is currently devel- strengthening the relationship with suppliers is the key to the quickly established itself as a fan favorite, eatery near Capitol Hill, the Dub- oping a Notice of Proposed Rulemaking (NPRM). success of independent distribution. Being a member of their a position it has enjoyed each year since, liner. A favorite hang-out with Board has allowed me to directly impact this. winning 16 Emmy Awards in eight years, Congressmen from both sides of • In July 2015, the Environmental Protection Agency (EPA) and De- including four for Best Studio Show. the aisle, there are always recognizable politicians at nearby tables. partment of Transportation’s (DOT) National Highway Traffic What part of this business do you enjoy the most? Safety Administration (NHTSA) jointly proposed a regulation for Setting goals and making strategic plans with my team and Johnson signed a four-year contract to During Thursday morning’s breakfast, June 9, Chad Moutray, chief econo- medium- and heavy-duty vehicles designed to improve fuel efficiency then coaching them along as we meet and exceed them. Many become the head coach and general mist with the National Association of Manufacturers (NAM), will share and cut carbon pollution (RIN 2060–AS16; RIN 2127–AL52). The pro- are met and achieved but we learn from the ones that are not. manager of the Miami Dolphins in 1996, his insight on the mid-year economy and important legislation impact- posed vehicle and engine performance standards would cover model ing all businesses, not just manufacturers. His remarks are presented in an years 2021-2027, and apply to semi-trucks, large pickup trucks and ending his role on Fox NFL Sunday. He What is the current focus of your business? informal setting to encourage audience interaction. Afterward, members vans, and all types and sizes succeeded the legendary be- Currently I am dedicated to coaching everyone in the company leave for their legislative appointments. of buses and work trucks. coming only the third head coach in Dol- to become more customer focused. Sometimes people not di- This regulation would help phins history. After four seasons, Johnson rectly involved with the customer can lose focus on why we are The Hyatt Regency on Capitol Hill will host STAFDA’s Fly-In. Registra- achieve up to 24% lower retired in 2000 with an 80-64 regular sea- all working so hard and that’s to ultimately take care of a cus- tion materials will be available from the members-only section of STAFDA’s CO2 emissions and fuel con- son record and 9-4 postseason mark. tomer’s need. Customer engagement and sales will improve website on April 8. In addition, a Fly-In brochure will be mailed shortly. sumption. The agencies re- when everyone is working on this common goal. Construction 2 port the proposed standards Before his NFL career, Johnson completed safety is also a focus as we continue to saturate our customers 3 Issues Impacting STAFDA members include… will be cost effective for five seasons as head coach of theUniver - with safety training, consulting, and risk management services. consumers and businesses, sity of Miami, compiling a 52-9 record, • In September 2015, President Barack Obama signed Executive Or- delivering favorable pay- What is your favorite way to spend time when not work- two Orange Bowl titles, two No. 2 finish- der 13706, Establishing Paid Sick Leave for Federal Contractors. This back periods for truck own- ing? es, and a National Championship in 1987. requires certain employers contracting with the federal government to ers; and the buyer of a new Spending time at the lake with my wife and kids. He was the first person in football history provide employees with up to seven days of paid sick leave annually, long-haul truck in 2027 would recoup the investment in fuel-efficient to serve as the head coach for a Super including family care and absences resulting from domestic violence, technology in less than two years through fuel savings. Bowl champion and a national collegiate sexual assault, and stalking. The Executive Order (EO) directs the Sec- champion. Be sure to check out STAFDA’s free webinar series. A schedule and registration information can be found in the members-only section of www.stafda.org. Click on the Education tab.