2008-10-13T08:53:10Z http://fastenerblog.net/comments/atom.aspx Quick Blogcast tag:fastenerblog.net,2008-10-12:1439672 Chad Conrad http://www.emisupply.com 2008-10-12T14:05:54Z 2008-10-12T14:05:54Z My first job was in 1990 with Fastenal and am I currently VP/Partner of EMI Supply Inc.

2. What is the biggest change you have seen in the industry in the past few years? What trends have you seen in purchasing, sales, management?
The biggest change to me is how the internet has lowered prices, belittled products and nullified good customer service. In addition with email, caller ID and voicemail, it is extremely difficult to form the once cherished customer / supplier relationships. There is little to no loyalty in our industry anymore.

3. What company in the industry do you most respect/admire and why? In other words, in your opinion, what company runs the best operation?
I deal with a silicones repackager that is top notch from A - Z. Not only do they work with us in competitive situations but they forward sales leads on a regular basis and have select distribution which allows for increased margins.

4. What do you see happening in our industry in the upcoming months through 2009? Take into account the cost increases of last year, the influx of Chinese products over the last few years AND the recent increase in import prices. What is your short term outlook?
I agree with Greg and Pete in that tougher times are still to come and that the strong will survive. However, we are in a market that will always have demand irregardless of the economy. Right now the way to survive is to have the will to survive and not be timid in your approach.

5. What does a fastener company need to do to survive and thrive in the next 2 to 5 years? How is that unique to our industry and different from any other industry?
As noted above, not pull back, become timid and allow the slow economy to control what and how you do it. Now is the time to be aggressive and establish your place and presence in the market place.

6. What is the one thing that we most lack in our industry?
Truthfully, I think it's good key personnel with common sense. It seems like the majority of people working in the industry are just time clock pushers waiting around for 5 o'clock. Where have the days gone of giving attentive quality customer service?

Chad Conrad
Vice President
EMI Supply Inc.]]> tag:fastenerblog.net,2008-10-11:1438527 Jim Bannister 2008-10-11T21:15:36Z 2008-10-11T21:15:36Z Times like this call for solidarity and positive action. Maintaining and increasing market share is more important than ever in a down economy.
There is no better place to meet and talk with your industry peers than the National Industrial Fastener Show/West, November 2-4, Mandalay Bay Convention Center, Las Vegas, Nevada.
See complete Show info and on-line registration at www.fastenershows.com.
We hope to see you at the "World's Largest Fastener Expo".
Jim Bannister
General Partner]]> tag:fastenerblog.net,2008-09-30:1408070 Traveling Salesman 2008-09-30T21:41:06Z 2008-09-30T21:41:06Z tag:fastenerblog.net,2008-09-30:1408042 Eric Dudas http://www.fastenersclearinghouse.com 2008-09-30T21:27:29Z 2008-09-30T21:27:29Z
I speak to over 100 North American distributors on the phone, on average, every week, and I make it a habit to gauge their attitudes. Some are owners and some are in the trenches, but the majority of the comments I hear are very positive. Sure, there is caution and anxiety related to the economic conditions swirling around us all, but from coast to coast I receive encouraging reports on a daily basis.

I write this in the immediate aftermath of the 'bailout package' failure and the ensuing tumult in the markets. Things could become shakier before they stabilize. But the forces that have maintained the industry thus far remain in tact, including those that have brought some business back stateside. I'm going to focus on them as we move forward, hopefully to more stable times ahead.

Eric Dudas
Operations Manager
www.fastenersclearinghouse.com
********************************]]> tag:fastenerblog.net,2008-09-29:1405064 Pete Schueler 2008-09-29T23:22:35Z 2008-09-29T23:22:35Z Answer: I started out as a warehouse temporary in 1981 and my last responsibility was as an Inside Sales Manager.

2. What is the biggest change you have seen in the industry in the past few years? What trends have you seen in purchasing, sales, management?
Answer Part 1: The consolidation of companies thru acquisition with the expansion of the multi-national into North America and resultant pursuit of customers who themselves are chasing the ever elusive 'low cost provider'. (Wurth, Bossard, Anixter, Gexpro, Vertex, ILS/Supply Technologies, PSM.)
Answer Part 2: Low Cost Provider, Sales Technology, Lean philosophy.

3. What company in the industry do you most respect/admire and why? In other words, in your opinion, what company runs the best operation?
Answer: McMaster Carr. They have it all, control it expertly, highly professional, stay within their market niche (MRO), and have advanced with technology to create a highly profitable website and support staff with little external advertising or fluff.

4. What do you see happening in our industry in the upcoming months through 2009? Take into account the cost increases of last year, the influx of Chinese products over the last few years AND the recent increase in import prices. What is your short term outlook?
Answer: Hard times ahead, the big fish will survive, and prosper due to their global presence and sophistication, the good niche players mettle will be tested. Investment capital for all is at risk and will slow growth further for the time being, with the advantage to the big fish.

5. What does a fastener company need to do to survive and thrive in the next 2 to 5 years? How is that unique to our industry and different from any other industry?
Answer Part 1: If you are not fiscally fit get you house in order - and fast; if you are, stay true to yourself, focus on expenditures, keep your customers satisfied and share your expertise.
Answer Part 2: It is not unique, the economic pressures of the day will bear down on everything as we already have felt, seen, and read about.

6. What is the one thing that we most lack in our industry?
Answer: A really good (centralized and industry supported) job-board! The training and availability of technical information is getting better in recent years, but the Industry could use a common, well organized, and self serving 'Job Bank' to help fund it's own future and keep the human side of the knowledge base fresh and competitive within our Industry.]]> tag:fastenerblog.net,2008-09-29:1402750 Greg Wiener http://www.quickscrews.com 2008-09-29T10:29:25Z 2008-09-29T10:10:06Z
The market is like a pie, currently the entire pie is split into many slices of different sizes, the question is can you get a hold of someone else's slice?

In slower times everyone is trying to get a hold of the other guy's slice, so companies and employees (especially salesperson's) have to prove themselves before they can be considered a viable alternative.

Growth is entirely possible during an economic slowdown, only the strongest will survive. We will continue to see consolidation in the industry as the bigger companies continue to purchase growth instead of creating it. It is left to the rest of us to create our growth or become stagnent or worse, extinct.

Greg Wiener
CEO
Quickscrews International Corp.]]> tag:fastenerblog.net,2008-09-29:1402738 Traveling Salesman 2008-09-29T10:03:56Z 2008-09-29T10:03:56Z tag:fastenerblog.net,2008-09-29:1402694 Greg Wiener http://www.quickscrews.com 2008-09-29T09:42:40Z 2008-09-29T09:42:40Z
My first job in the fastener industry was as an outside salesman for a nail and staple company.
My current position is CEO/Owner of Quickscrews International Corp.

2. What is the biggest change you have seen in the industry in the past few years? What trends have you seen in purchasing, sales, management?

The biggest change within the industry is the use of technology. This expanded use including the Internet requires companies to be more fluid and have the ability to flex and change within the times and current structure. The trends are clearly towards consolidation both in terms of large and small company buyouts, as well as the move for companies to consolidate their vendors and suppliers.

3. What company in the industry do you most respect/admire and why? In other words, in your opinion, what company runs the best operation?

Star Stainless. This company has the common sense to know its market, stay within its parameters and never lose sight of its specific goals. Bob Golden is a very talented and bright guy whose employees believe in his strategy and vision.

4. What do you see happening in our industry in the upcoming months through 2009? Take into account the cost increases of last year, the influx of Chinese products over the last few years AND the recent increase in import prices. What is your short term outlook?

Continued slowness followed by more slowness and then more consolidation. The strong will survive, but the weak will fail. We will begin to see many weaker companies fall by the wayside due to economic times. The overseas cost increases will begin to slow as the market slows. Prices will drop leaving some companies with very high inventory costs that they will need to offer at a discount to get out of their inventory.

5. What does a fastener company need to do to survive and thrive in the next 2 to 5 years? How is that unique to our industry and different from any other industry?

The same as always provide quality service and product with on time competitive price and delivery. I suggest companies getting out into the filed more with their sales and sales management players. The customers will want more face to face interaction as they become concerned about their suppliers ability to survive in this down times. Probably not so different than most other industries. Get rid of excess and waste, continue to control overhead costs and work twice as hard to keep the sales you have while trying to grow at a modest pace.

6 What is the one thing that we most lack in our industry?

Transparency. There is still too much distrust between Manufacturer/Importer and distributor. We must continue to break down those barriers so we can gain models of efficiencies that enable a more successful venture into the marketplace for all.

Gregory M. Wiener
CEO
Quickscrews International Corp.]]> tag:fastenerblog.net,2008-09-26:1394772 Daniel Rivalin http://www.securifab.com 2008-09-26T01:30:56Z 2008-09-26T01:30:56Z
It is very tough to go on the standard business.
From my point of view, only service, that is very short delivery based on local production can make it to sell to distributors, probably with high difficulties to Europe (transportation time would be similar to those from Asia ! and how to compete with italian, spain, standard parts producers ?)
Organisation :
it means : you must be able to get material within days & tooling as well - for tooling, the combination of short delivery time, very competitive price & high quality in Taiwan can be of real help combined with local purchase in your area. This is what I was doing in my production plant (I was earlier a small fastener producer for automotive parts)
- the environnment must be very suitable too : heat treatment & plating within miles of your workshop

good luck !

Daniel]]> tag:fastenerblog.net,2008-09-25:1393900 Traveling Salesman 2008-09-25T18:35:38Z 2008-09-25T18:35:38Z
Traveling Salesman]]>