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SAVE THE DATE!! NCFA DISTRIBUTOR SOCIAL JULY 8, 2021 Holiday Inn – Strongsville, OH This last year has brought uncertainty for so many!!! With the future finally taking a positive turn in the Covid battle, we are looking forward to bringing back some of our events. We have missed all of our valued members and industry friends, and appreciate your continued support!! Our first event to kick off this unusual year, will be our Distributor Social. There are some key differ-ences to note regarding this event. We typically hold this event mid May, but we just weren’t confi-dent hosting quite so soon, which is why we pushed it out until July 8th. In addition, the other major change is the location. We will be hosting this year’s event at the Holiday Inn in Strongsville, OH. This will work out well, as Solution Industries has also offered to host a tour and lunch earlier in the day for Distributor Social attendees, which is in close proximity to the new venue. It’s hard to imagine with this being our 12th year hosting this event that it needs any explanation at all, but just in case, here it goes. We imagined being able to recreate a networking event similar to what was once held at the Hyatt Hotel after the old Columbus Fastener Show many, many years ago. It turned out, it was exactly what our industry was missing and wanted. We recognized from the start it was important to keep it simple, so the focus for attendees could be on the social and net-working aspect. There are no booths to drag in and set-up and you are not stuck “working” behind a table top all evening. The Distributor Social is exactly what it is…..a networking event with many top distributors and suppliers in our industry all gathered in one room. You are free to roam the entire evening talking to customers, potential customers, vendors, and industry friends. The NCFA knows very well that this event would not be possible without the sponsorship and support from our SUPPLIER COMPANIES. This allows DISTRIBUTORS TO ATTEND FOR FREE. We thank you suppliers for your continued support year after year to make this event a continued success! This event is OPEN TO ALL OF OUR INDUSTRY FRIENDS, NON-MEMBERS INCLUDED! We feel so strongly about the networking benefits you can get out of this event, we did not want to limit to our membership alone. To show our thanks to our loyal supplier members, they do receive a dis-counted price for sponsoring this event. We are hopeful if you are not a member of the NCFA, once you attend this event or one of our many networking events, you will see why so many others have joined and have been with us for so many years. If you are interested in joining the NCFA, please contact the NCFA Office or visit our website www.ncfaonline.com and click on the “Join NCFA” tab. Looking forward to starting off the new year, albeit a little bit later than we had hoped, some normalcy will be nice. For more information regarding the NCFA, please contact the NCFA Office at 440/975-9503, [email protected] or www.ncfaonline.com.

TS: Over the past couple years I have interviewed several distributors, importers and manufacturers. But, I think this is my first interview with someone that supplies the tooling to those companies that are producing the parts. You are kind of the “behind the scenes” supplier but without companies like yours the fastener manufacturers would not be able to produce the parts we all need and expedite impatiently. And you have been doing this now for quite a long time.

How long has Ford Tool and Machining been in business?

Thom: Over 50 years! Since 1969

TS: What type of tooling does Ford Tool supply to the fastener Industry?

Thom: We produce all of the tooling and many of the parts that are used on any cold header or parts formers, including die assemblies, punches, die and punch cases, inserts, knock out pins, extrusion pins. We are also a TORX® and Taptite® licensed tool supplier.

TS: What is the biggest challenge now in supplying your particular product to your customers?

Thom: Our biggest challenge has been similar to everyone in business right now and that has been adapting to operating during the COVID-19 Pandemic.

Specifically, this has meant following CDC and local health department COVID-19 guidelines and developing internal protocols and practices to ensure the safe operation of our manufacturing facilities in a manner that protects our employees.

We have also had to develop contingency plans to make sure that there are not any supply disruptions to our customers. This is particularly important in the automotive industry because of the potential for shutdowns on component or final assembly production lines.

To date, we have been successful in keeping our working environment safe for our employees and we are encouraged by the rollout of a vaccine that will help bring the end of this pandemic.

TS:  So, you supply tooling to many of the domestic manufacturers of fasteners, correct? Who are some of your clients?

Thom: Yes, we do supply tooling and machine parts to many domestic and foreign manufacturers.

Some of our customers include Acument Global Technologies/Fontana Gruppo, Stanley Engineered Fasteners, ITW Global Automotive and ITW Shakeproof Industrial Solutions, Agrati World Fasteners, Vico Products, Nucor Fastener, Elgin Fastener Group, MNP Corporation, Semblex Corporation, and Bulten North America.

TS :  How is business trending for you as you look ahead to 2021?

Thom: 2020 was extremely challenging! Especially in the beginning of the pandemic when many of our customers and all the automakers were shutdown. We have since seen a nice rebound and have experienced a significant increase in business in the fourth quarter of 2020. Barring any COVID-19 pandemic related shutdowns, we expect business to slowly increase every month in 2021 and we are hoping that the economy makes a full recovery by the end of this year.

TS: How is what you do a market indicator for what is happening in the fastener marketplace?

Thom: Typically, the business activity that Ford Tool and Machining experiences would be a leading market indicator of the fastener marketplace. This is because our customers need to purchase tooling before they can manufacture fasteners and create inventory in the supply chain.

TS: Have there been any innovations in fastener tooling that the average fastener person would not know about?

Thom: Yes, there have been many innovations that I would like to share, and I would like to highlight some of the major changes in how tooling is manufactured that benefits our customers.

There have significant advances in CNC Equipment and Robotic Automation that we utilize to produce tooling for our customers, and we have made large capital investments to take advantage of these technical advances and increase our capabilities in these areas.

For example, we have installed a CNC EDM and CNC Machining Cell with robotic parts handling automation that both enables us to increase productivity and hold tighter tolerances on the tooling that we produce. This means the parts that we produce will be of higher quality and our customers will experience better dimensional repeatability and better tool life.

We made this decision because we found that we had many bottlenecks in the die production area where we produce our Taptite® die product line, our Torx® die product line, and other special dies. We assembled a team and devoted a year to identify and test potential solutions to solve this problem. After we finished evaluating tooling quality and repeatability, part finish, and cycles times of various CNC machine tools, we ultimately decided on a clean sheet approach and invested in a production cell that had the best of breed CNC machines that  exceeded our requirements. We also utilize a CAD/CAM system to program the cell and save each part program to ensure that repeat orders will be produced with the same CNC program and customer specifications. Although we have experienced tool makers program and run the machines, utilizing Computed Aided Manufacturing and saving the original program enables to take much of the art out of the toolmaking process and use science to repeat the process on every time a tool is made in the future for product consistency. It also reduces set-up time.

Since successfully implementing this cell, we decided to add more cells with similar CNC and Automation Capabilities in other tooling product lines such as a robotically loaded 5-axis machining center.

TS: Do tooling companies need to have certifications like the manufacturers and distributors? Do you have to be ISO Certified or AS certified for certain manufacturers to be able to use your tooling?

Thom: Many of our customers required tooling manufacturers to be ISO Certified. Ford Tool is ISO 9001:2015 Certified and we obtained our initial certification in 1993.

TS: Where can our readers learn more about Ford Tool and Machining and its tooling capabilities?

Thom: www.fordtool.com

Note from TS:

I have a regular column in Fastener Technology International (FTI) magazine, called 10 Minutes with the Traveling Salesman, which can be read online at www.fastenertech.com. Subscriptions to FTI, print and digital editions, are free-of-charge for fastener manufacturers, distributors and users as well as suppliers to the industry.”

TS: First of all, congratulations on recently being inducted into the National Fastener Hall of Fame.  I know there are multiple reasons why you were considered and ultimately elected into the HOF.  But, I’m going to shoot straight with you coming out of the gate.  My first thoughts when I hear the name John Wachman are Fastener Training Institute and cowboy hat.  And, while you look dapper in that Stetson you wear, I’m not thinking that got you in the HOF – but I’m not sure.

John: Thanks for the invite to visit with you for “10 Minutes”. My induction into the HOF was surely a surprise to me. The great thing about the fastener business is that is gives everyone the opportunity to succeed. Show up every day, work hard, work smart, learn from your mistakes and anything is possible. Dapper would be installing blind rivets in a “Blue Bird” bus in Georgia in the summertime in a three piece suit. That’s where my first fastener job started as technical services manager for Gesipa.

TS: So, let’s circle back, start from the beginning and make our way through this.  First of all, how long have you been in the fastener industry?  Tell us a little bit about your start in the industry and the landmarks along the way.

John: Gesipa got me hooked on the fastener biz 45 years ago! The sights, sounds and smells of a factory floor where products are made and where real prosperity is created by real people are mesmerizing. Fasteners are used by all types of manufacturing companies. Gesipa was actually engaged in valued-added selling long before the term was used. To add value you must visit a prospect or customer and learn every aspect of their operations and find a way to solve their problems. These site visits were always my best days. I’ve had the privilege to see how cars, planes, boats, tractors, horse trailers and much more are made. I’m proud to think I’ve made contributions to the productivity of these companies and the quality and reliability of their products. My journey has included stints with fastener manufacturers, importers, master resellers and distributors. The other brands I rode for (that’s cowboy talk for companies I worked for) included Gunnebo, Bulten, Cherry/ Textron and Copper State Bolt & Nut. Then there are the fastener people I’ve worked with along the way. I’ll mention a few with apologies for leaving out too many. Dick Mayoh, Leo & Don Coar, Mike McGuire, Bob Lehman, Win Adams, Martin Calfee, Jamie Lawrence, Gene Simpson, Russ Doran and Andy Cohn all helped guide me along the way.

In 1989 Martin Calfee took a chance to move us to Arizona to manage a VMI project I had created at Cherry/Textron to service a major automotive air bag manufacturer. We delivered engineered blind rivets and custom installation tooling to support their factories that ran 24/7 year round to meet growing government mandates for airbags on cars. As the automation became more complex and our supply contract expanded we pioneered what became known as “zero-defect” fasteners supported by Cherry, Semblex and Atlas Engineering(a then private company owned by Paul Perry). One bad part was cause for a reject of the complete lot. The VMI program continued to grow through the 1990s. At that time this may have been the highest volume single source VMI program in the country. This JIT program lasted over 10 years and was very, very profitable for us. I will be forever grateful to Martin for the move and the Calfee family for the great 10 year run.

TS: So that brings us up to what you are doing today.  I think I have only interviewed one other manufacturers rep so far and that was Rick Rudolph.  What more can you share with us about being a manufacturers rep in 2021 – good and bad.

John: I started my rep agency in the spring of 2001. I was at an Unbrako sales meeting in Detroit that fall when the attack of 9/11 occurred. The world stopped for quite a while but I needed to grow my fledging business. I was one of a very few people flying or traveling for quite a while. It was very strange but in retrospect somewhat similar to today’s COVID19. The first three years were awful and expensive, the next two were plain bad but we turned the corner in year 5.

Our business model is straight forward. We represent a very small number of lines and provide great service. Some reps say they sell to distributors. We sell through distributors. The difference means it’s not sold until it is delivered to their end user customer and they are totally satisfied. Our job is to help grow both our principals and the distributors business. This is done through product training and joint sales calls. We proudly represent: AVK Industrial Products, Stelfast, Lindstrom, Elgin Fasteners Group, Goebel, Handles Unlimited, GF&D Systems and BTM Manufacturing

The rep business is raw capitalism. Straight commission; so sell or die! No credit for activity or hard work but just for results. Pay for all your expenses: travel, entertainment, health care and hopefully end up in the black at month’s end. A rep has two masters, the principal that supplies the products and hopefully pays the commissions earned and the customer that buys the products. The trick is to make sure their aspirations and outcomes are aligned. If either is not happy then your life can be hell. Our entire supply chain is under extreme pressure to reduce cost. This is not new but getting worse. This is both bad and good news for the independent rep. The bad news is a principal might be tempted to eliminate the rep for cost savings….short sighted thinking. The good news is independent reps are very cost effective for the principal. Cost effective because most reps are experienced, seasoned professionals who can add value without the high fixed cost of a direct sales force.

TS: And tell us some more about the Desert Distribution team.

John: After a successful 23 year run at Duncan Bolt, Beth VanZandt joined us in 2012. She is obviously a seasoned fastener professional and loved by her customers and our principals. When Beth joined our territory was CA, AZ, NV and NM. In 2014 I convinced Jo Morris to come aboard. Jo worked with me at Copper State Bolt & Nut but agreed I still needed help. Jo is the consummate professional with extraordinary people skills. This addition allowed us to expand our reach to include CO and UT. My bride Monica, we call her Mo, runs the office and handles the business side so we can spend our time with customers. Life is a circle as Monica was the office manager for my rep firm in Michigan when I was with Gesipa. We’re just 20 years in and still looking to grow so if your need a rep agency for engineered fasteners and components covering the Southwest and Rocky Mountains, please let us know.

TS: The Fastener Training Institute, to me, is a crown jewel of our fastener industry.  The training that is offered by FTI is unrivaled and our entire industry is stronger and better served by having this sort of training available.  I know there is story here so walk us through it.  How did the FTI begin and end up where we are today?

John: FTI’s roots were in the Los Angeles Fastener Association, LAFA. Their distributor members agreed that collectively they could better train their employees with product knowledge. The class offering grew over the years. As a LAFA BOD member, Vickie Lester, Executive Manager, asked me to chair their training committee. Thanks Vickie!  I said sure, how much time could that take? When LAFA merged with WAFD the training activities were really starting to grow. The new BOD agreed to launch FTI as a stand-alone registered 501c6 nonprofit. FTI assembled a new BOD consisting of fastener industry professionals with me serving as its first President. I now serve as Managing Director with Desert Distribution managing FTI under contract to the BOD. Beth, Jo and I help produce and manage the ever-growing list of live and web-based classes. The FTI OnLine Learning Library includes over 40 unique classes.

The Industrial Fasteners Institute, IFI, has long been a strong supporter of FTI and our goal and vision. Joe Greenslade and Rob Harris had looked for a partner to expand their reach. Their initial nurturing support is now continued by Dan Walker, IFI Managing Director; Salim Brahimi, Director of Engineering Technology and Laurence Claus, Director of Education & Training.

A review of the history of our training initiatives would not be complete without acknowledging the early and ongoing contributions of Carmen Vertullo, Founder of AIM Testing Laboratory. Carmen worked with us and Joe Greenslade on the early development of our “Certified Fastener Specialist, CFS” program and the follow-on “Fastener Training Week”.

TS: I know you depend upon industry support to keep the FTI growing and thriving.  What can people do to support the FTI?

John: 2019 was a break-out year for FTI and momentum was growing entering 2020. Then…… COVID19 caused us to shut down all live in-person training. We were in a tough spot financially. We scrambled to increase our web-based training and begged for sponsorships. We survived but 2021 will still be a challenge. We’re fighting to resume our full schedule.

Our goal at the outset was to become the primary training platform for the fastener business: to serve the entire supply chain including fastener manufacturers, distributors and end users with high content, affordable product training. FTI needs our community stakeholders to support us through sponsorship, in-person and web-based class attendance and guidance.

TS: You are so intimately connected to the FTI – tell us what we can expect in coming years from the FTI.

John: Our plans are to continue to grow class offerings. We’re launching a major refresh of our Fastener Training Week class later this year and offering 4 sessions in Houston, Cleveland, Chicago and Los Angeles.

TS: OK, now to the hat.  I know you live in Arizona and the sun is a factor.  But, you could have gone with a baseball cap or a fishing hat or any number of other hats.  But the Stetson suits you well and it has become kind of a John Wachman trademark.  Let’s talk some hat.

John: When we moved to Scottsdale in 1989, Mo wanted to take horseback riding lessons. I said sure, how much time could that take? Well, a lesson, one horse bought, then another, a couple of saddles, a truck, a trailer, a house with a barn and (wait for it) cowboy hats! I became quite comfortable wearing them but it took a while to look in a mirror and not laugh. Somewhere along the way I wore a hat to a fastener industry event. Wow, did I get attention! Vickie Lester suggested it could become my brand. Thanks again Vickie!

TS: I agree with Vickie, the hat suits you. Thanks for taking the time to do this interview and, Happy Trails!

Note from TS:

I have a regular column in Fastener Technology International (FTI) magazine, called 10 Minutes with the Traveling Salesman, which can be read online at www.fastenertech.com. Subscriptions to FTI, print and digital editions, are free-of-charge for fastener manufacturers, distributors and users as well as suppliers to the industry.”

TS: Let’s take a minute to clear up some confusion I have with your company.  I need to clarify if I am talking to Jake from ISSCO or Jake from BTM.  Tell me about both companies and what they do.

Jake: Depending on your question, the answer would come from either Jake or possibly both.  Does that help clear up your confusion?  ISSCO is a wholesale fastener distributor servicing accounts throughout Missouri, Kansas, Iowa and Nebraska.  BTM Manufacturing is a domestic manufacturer of threaded and bent wire products, with a focus on per prints items for original equipment manufacturers, industrial suppliers and distribution.

TS:   I believe these are family businesses, correct?  Tell us a little about the history of the companies. 

Jake: Yes, my parents started ISSCO out of the basement of our Independence, MO home in 1974.  ISSCO has been located in Lee’s Summit, MO since 1986.  My father, Joe L. Davis Jr., just recently made the decision to scale back his daily involvement, which means he easily spent over 60 years in the fastener industry.  He even met his wife (My Mom) at Kansas City Nut & Bolt!  BTM, which stands for Belton Tool & Machine, was started back in the early 1960’s and purchased by ISSCO in 2013.  BTM has been an array of different companies (Machine Shop, Fastener Distributor, and Manufacturer) until finally settling as a manufacturer of threaded and bent wire parts.  BTM is still located on a retired air base in south Kansas City and shockingly has an abandoned “war” room within our warehouse, complete with maps.  It is a bit eerie and really cool at the same time.

TS: You have become involved with a number of fastener associations in the last couple years.  Which groups are you involved with now and talk a little about the value you see by being involved with these groups. 

Jake: At the moment, I am the Chairman of the Southwestern Fastener Association and was recently voted in as Secretary of the Mid-West Fastener Association.  In my attempt to introduce BTM to more of the industry, I thought it made perfect sense to join as many of the fastener associations throughout the country, without spreading myself too thin.  Ultimately, I believe the value of each association is the relationships that you are able to form and how you choose to foster those relationships.  Keep in mind, you have to be an active participant or you will be hard pressed to find any value in the associations.  I met others that were serving and it sounded fun and interesting.  This pushed me to want to participate on a more professional level, plus I feel like it goes hand in hand with being in distribution and manufacturing.

TS: You are a distributor and a manufacturer.  First on the manufacturing end – what challenges are in store for us in 2021?  Material, labor shortage, keeping your workplace healthy.  Let’s touch on all those. 

Jake: D – All of the above!  I am optimistic that things will continue to pick-up for our industry in 2021; however, we are being presented with some challenges right out of the gate based on the current logistics and port situation.  BTM has already started receiving price increases in regards to material and plating as we start this New Year.  We are constantly looking for employees that we feel will be committed to our culture of service and quality.  In my opinion, our country has a major problem on our hands in regards to the widening skills gap when it comes to manufacturing and I would love for our industry to play a role in highlighting just how important these manufacturing jobs are to the longevity and success of all our companies.

TS: This is kind of a strange question Jake, but those are the ones I like asking best.  You and I did not know each other until just maybe the last five years.  In that short amount of time your name has popped up everywhere.  You have done a remarkable job of putting BTM and ISSCO on the fastener industry map.  And, I don’t think this was just a fluke, I think you set out to do that?  Am I correct in that observation?

Jake: Man I hope people haven’t gotten sick of me already!

I have certainly been intentional when it comes to introducing BTM to more people and the different regions throughout our great country.  Before the purchase of BTM, my parents and I would travel to the annual fastener show.  Although my Mom was really only interested once it moved to Las Vegas.  I have always enjoyed meeting and talking with our suppliers.  So, I was excited about the opportunity to be an exhibitor and be on that side of the aisle.  It comes back to the relationship and regional association part of our industry.  It would have been much tougher to connect without them holding conferences and shows.  I feel like my network of fastener friends has grown and I truly believe that has benefited BTM, ISSCO, and me personally. 

TS: Which is easier/harder – manufacturing or distribution?

Jake: They both have their challenges, that is for sure.  Ultimately both require us to meet or exceed the expectations of our customer base.  I feel like manufacturing has more of a set lead time due to the manufacturing process, whereas distribution is driven by having inventory and replacing it in a timely fashion.  One of my goals, when we purchased BTM was to add a level of service to what we did on a daily basis.  That’s not to say it was not already happening; however, I wanted to step up our game based on our experience of being a fastener distributor for 46 years.  I like to say that BTM is a service minded manufacturer!

TS: What are a few things about Jake that we do not know that you’re willing to share?

Jake: TS, you know no one likes to talk about themselves!  I am actually somewhat of a shy person until I get to know someone.  Introducing BTM at different associations and shows has actually helped me break out of that a little bit.  I love to reminisce, with my high school, college and industry friends.  I have run 3 half marathons with the most recent one being in October 2019.  During each race, I always questioned what in the hell I am doing!  Also, I do enjoy donating platelets at the Community Blood Center and would encourage everyone to sign-up and donate if they are willing and able.  Finally, one of my best friends was my Mom, and I was grateful to have worked with her until she passed away in July 2000.  Let’s all try and make the most of the time that we have together!

TS: BTM coffee is now a trade show staple.  How’d you come up with that and is there a special blend that you have?

Jake: I happened to be having a conversation with a friend who owned a small coffee shop in Kansas City.  I was explaining the trade show opportunities coming up for BTM and my desire to find something completely different to promote our company.  He suggested coffee, as he had been roasting it in small batches for his own shop.  I was intrigued, so we scheduled a “coffee cupping”, which was basically a taste test.  I had narrowed it down to a couple of choices, so we actually combined them to create our U-Bolt Blend coffee.  It’s been a lot of fun and I truly appreciate the support of the industry and our friends over at Fully Threaded Radio.  The most important part of our U-Bolt Blend coffee is the mission of our local roaster here in Kansas City, which you can find online at Eleos Coffee (www.eleoscoffee.com).  It’s a great partnership and we are looking forward to getting back out there to share our coffee with everyone.

TS: Before we talk about Frank Devito let’s talk a little Solution Industries.  You had some exciting news at the end of 2020 with ISO certification and others.  Update us on what is going on in that area of Solution.

 Frank: Yes.  2020 was a high achievement year for Solution Industries from a quality stand point.  Our Quality Management System received its’ (Aerospace) AS9100D:2016; ISO 9001:2015 accreditation.  The next focus in quality is to get our lab ISO 17025 accredited in various scopes.

TS: I know during Covid you were doing a lot of Zoom meetings with customers trying to update them on your current capabilities and, candidly, where Solution Industries is heading as a company.  Fill us in.  Where is Solution Industries headed in the near future?

Frank: Solution Industries has always evolved and will continue to evolve to meet current customer needs, but over the past 7 years I have spent here our evolution has certainly accelerated from years past of just machined parts, hard to find standards and semi-standards, and zinc plated sockets.   That offering is quite different from where we stand today.  With our manufacturing and application partners overseas and domestically we offer a complete part from manufacturing (very inclusive of different materials), coatings (electroplate, mechanical plate, or dip spun), thread lock features (chemical or mechanical), testing (destructive and non-destructive), and customized packing.  We still are a secondary processing machine working through distribution only, but the items we focus on are Non-standard, OEM specific, and Per printed specials.  We absolutely stay away from standards, there is a big box importer in Brighton-Best International (BBI) that does standards very well. 

TS: What about zinc plated sockets?  Are they going away?

 Frank: Solution Industries still inventories zinc plated sockets, just more of a selective range with higher volume usages aimed at meeting higher quality requirements.  We are just not slapping zinc plating (or various coatings) on a socket (or various products), and throwing out buzz words in ads or different media outlets.  Our above mentioned accreditation requires us to continually verify our processes and our supplier processes and products.   Verification may include depending on process; material, heat treat, coatings, thread locking requirements, and certifications.  As an example, we are currently and will continue to test and mitigate Hydrogen Embrittlement from our manufacturers and platers involved in our zinc plated socket products.  Over the past six months we have tested nearly 150 lots in this study.  I’m not aware of any “competitors” doing what we are doing.  But there is a market for both “commercial” and higher quality required electroplated sockets, we chose the latter. 

TS: Please tell me Solution Man isn’t going anywhere.   

 Frank: LOL!!  Solution Man is not going anywhere.  He is permanently tattooed on our owner Mr. Radel’s calf and very visible in various sections of the Solution Industries “Compound”.  Oddly enough I’m not or ever been a comic book or super hero fan, but he works and has a couple of sidekicks to go along with him.

TS: You have an interesting regiment you follow.  A lot of people know of the Frank Devito schedule but share with our readers a little bit about it.

 Frank: LOL!  Sure, I’m very disciplined.  Every day starts with waking up at 1:00am (regardless of what time I go to sleep or even if I go to sleep), reading the Bible, prayer, listening to the preacher, two hour workout session, monitoring or researching global and domestic factors affecting Solution Industries or the Fastener Industry in general, usually a Starbucks run for my wife, and then off to the office.  They say the “early bird gets the worm”, but I get the bird…  LOL!!

TS: Also, health and fitness are a big part of your makeup.  Were you always so conscientious?  

 Frank: Yes and yes.  Still do hundreds and hundreds of push-ups every day, but not quite the 1000 a day I used to do a couple of years ago.  I turned 45 this year and the body isn’t as capable as it used to be.  I have always enjoyed pushing my body to its limits, you’d be surprise what the human body can accomplish.  I was always active in sports as a child and much of my life into my mid 30’s, but when I turned 16 that was the turning point in my life when fitness really became my lifestyle.  I’ve worked out a minimum of 5 days a week ever since the age of 16.  Of course eating properly is a given!

TS: Let’s talk a bit about your career path.  Where else did you work before you landed at Solution Industries?

 Frank: I started at Parts Associates Inc. in Parma, OH packing boxes on the shipping line at 17 years old.  A couple of years later after experiencing job functions in multiple departments I was asked to procure fasteners.  In this role I had the pleasure of first meeting a Fastener Hall of Famer The Traveling Salesman as you called on me many years ago.   I spent a little less than a decade there until the company was sold.  Upon the sale I had an opportunity to join The Porteous Fastener Company.   Within about a year I became the Branch Manager of the Cleveland, OH facility and over time added the Detroit, MI and Perth Amboy, NJ facilities to my umbrella as well.  After 10 years at Porteous the company sold to BBI.  Upon that sale I took advantage of the opportunity to become the General Manager of Solution Industries where I stand today.

 The Lord has truly blessed me with the honor of working at great companies.  The people in these companies provided a fantastic base of fastener and business knowledge that has allowed me to have a career in this industry.

TS: I’d like to have a full discussion sometime about Porteous.  In business school we used to do case studies on companies and I personally feel their is a very interesting case study regarding the Porteous company.  If Barry or Bob Porteous read this blog somewhere and would be interested in talking, I’m offering a personal invite right here and now.  I’m sure there are things you would share and some you wouldn’t care to share.  But give me a few of your thoughts on what happened to Porteous and your time working there.

Frank: I’m assuming  you’re question is in the context of the competition between Porteous and BBI and the eventual sale to BBI.  Well I’m sure everybody has their own perspective, and there was of course other contributing factors, but in my shortened version it just seemed to come down to timing, product mix, and resources. 

In 2008 when Brighton-Best Socket Screw Mfg. sold to Taiwan investors headed by Mr. Shieh material cost overseas were at historic highs, and as a large import master distributor Porteous was procuring material at very high cost.  In the first quarter of 2009 material cost overseas fell to historic lows just as BBI seemed to really start procuring product and push into Porteous’s markets.  BBI had lower cost material and could sell at lower pricing levels and sustain profits while Porteous had higher cost material unable to sustain profits selling at price levels in a declined cost market.  To me this was where BBI really got a stronghold into the market, selling the same quality products at lower price levels.

Throw in product mix.  Porteous was mainly a low carbon product supplier (low price per/lb.) lower value lower profits.  BBI had/has a lock on the socket product market which is a high price per/lb. product line, higher value higher profits so BBI could also off set overall costs in which Porteous could not.

Lastly resources.  BBI just had more resources with the investment behind them.  They could purchase better and sustain longer droughts.  If you add BBI’s online platform for quoting and purchasing, it changed the industry!  Over time BBI just became the stronger company.

But at the end of the day the only real perspectives that matters is Porteous and BBI’s.  I have TREMENDOUS respect for the Porteous brothers and family.  I was truly blessed to be a part of their company.   And I truly admire BBI’s leadership and what they have and will accomplished in this industry.  Jun and Peggy are very intelligent and deserve credit for having a business strategy and executing it.  I wish them and the entire Fastener Industry much success!

TS: OK, let’s circle back around to industry related questions.  You are a member of the North Coast Fastener Association board and Solution is a member of several different fastener associations.  What value do you find in belonging to those groups?

Frank: Building long lasting personal relationships in regional and local markets.  You get the opportunity to interact on a personal level with fastener colleagues in their environment, and you would never get the pleasure of meeting them all at a national show. 

TS: You have been on several panel discussions, including out at Fastener Fair.  You always seemed really well prepared and I’m impressed at how much factual data you bring to support the topics you discuss.  You seem to enjoy doing those, am I correct?

Frank: Thank you!  For the kind words.  I’m so grateful and blessed to be asked to be involved in these discussions.  And to that fact; the event organizers, panel participants, and audience deserve the right to have a well prepared panelist, so I better do my due diligence! 

I really enjoy participating in the panel discussions.  I truly enjoy hearing other panelist perspectives as well.  I love the industry and an educated industry is a better prepared industry for the future.  And if I can help aid in that education process I’m honored. 

TS: Because you have participated in these panel discussions, I know you study the fastener industry.  What changes do you see coming in the industry?  What trends do you see?

 Frank: There are definitely different short and long term trends in certain segments of our industry that do not affect us all equally.  And not to bore your readers more than I already have at this point with my opinions,  I’ll just touch slightly on a few influencing Solution Industries and stay away from the standard answer of “company consolidations.”  A couple of trends that have been looked upon as nice to have or working towards are now requirements, a higher quality management system (not just ISO 9001) and you must be technologically capable to support customers (which our industry has been slow to embrace).   Lastly the concern over the environment more so now than ever.  Heavy dollars from the most valued and wealthiest investment companies in the world have been pouring into the global initiative to reduce environmental impacts.  This has impacted industry markets many of us are selling into and impacting the entire product creation process, from raw materials themselves and how they are produced and processed, the manufacturing and application processes, packaging products, and of course transportation.  This is already spilling into our industry now in certain aspects. 

TS: Lastly, I know your faith is very important to you, probably the most important thing to you.  I have never asked a question about faith but it is so integral to the makeup of Frank Devito I wanted you to feel free to share any thoughts you have.

 Frank: Yes it truly takes precedence in my life.  My faith is not just talk, it is how I live my life!  Thank you for giving me the opportunity to express my thoughts!  I gave my life to our Lord and Savior Jesus Christ 20 years ago and what a WONDERFUL impact it has on my life.  It does not mean life will not have trials and tribulations, but certainly the Grace of God provides peace in all circumstances.   The Lord is well beyond and deserves more than my few lines of commentary, so I would plead for any person reading this to pick up The Bible and discover The Lord for themselves.  I will also add I’m always open for a discussion on the truth of the word of God.  I can always be reached through Solution Industries and you can also email me at [email protected]. Send me a message, leave a phone number and I will absolutely call you back. I’m definitely not the only believer in this industry, and if it is God’s will someday “Faith in Fasteners” will be a thriving organization.

Note from TS:

I have a regular column in Fastener Technology International (FTI) magazine, called 10 Minutes with the Traveling Salesman, which can be read online at www.fastenertech.com. Subscriptions to FTI, print and digital editions, are free-of-charge for fastener manufacturers, distributors and users as well as suppliers to the industry.”

TS: Thank you for taking the time to do this interview with me. I have been wanting to talk with you for a long time and now is an especially good time because you have some exciting news going on with you and Duncan Bolt. But, before we get into that news, let’s get some background information on Andy Cohn.

I’ve know the name, Andy Cohn, for a long time even though you and I have not had the opportunity to really hang out together or spend time together.  So, I thought maybe a good way for us to do that was to do a 10 minute segment with you.  Yet, I do feel like our paths have crossed in many ways.  You went to college at Case Western Reserve in Cleveland, Ohio.  And, I understand you worked for a period of time in Strongsville, Ohio, my home and the current fastener epicenter of Ohio.  Also,  I understand we have both had the extreme pleasure of working with the famous fastener veteran, My. Tom Hipp!  So, let’s just jump in and get this started.

You’re originally from, New York, went to school in Ohio and are best known for running Duncan Bolt located in California.  How did you get out to California and what’s your fastener background?  Let’s talk about how all that developed.

Andy:  I grew up in the fastener business. My dad worked for his dad importing men’s hats in New York City. At one point someone asked him to bring some hardware in (from Italy) and he was off and running.  I remember one summer he had every kid in our neighborhood sorting kegs of hex nuts that were mixed ¼-20 and ¼-28-  I believe we got 15 bucks for sorting a 20,000 pc keg.  

Anyways, if there is one thing I knew in my heart it was that I was not going to get dragged into this business! I had a lot of different plans as I grew up but none of them had anything to do with Bolts or Nuts.

When I graduated from college (in Cleveland no less) I still knew one thing for sure,  NO FASTENERS! ,  I followed a college friend out  to San Francisco looking for a job in the Television business-and still, NO FASTENERS!   It wasn’t until I had been unemployed  for 5 months that  my dad called me one day and said “oh by the way, we have a customer out there who just got a big packaged fastener contract and was hiring packagers at $ 1.00/ hour” , that  finally got my attention.  Bay City Screw and Bolt in San Carlos, CA was my first job in the fastener business  in  1974.  For the first three months I packaged 5/16-18 Hex Jam nuts! So, after a year I was the “kid” who  filled orders but I also got to answer the phone if everyone else was busy.  Back then, half of our customers would take import or domestic on Gr 5 bolts but no one accepted an import Gr 8!  (well Infasco if they had to.)  Everything had to be from  Lake Erie or from the new kids at  Nucor.   By then I was hooked. Money was decent and I was able to move into a swinging singles complex in Burllingame.  Also, I quickly learned that I was not going to make it as a swinging single!

TS:  OK, but that still does not get me to Duncan Bolt.  So, what happened  next?

Andy:  So, two  years go by and one day my dad calls me up again and says “any chance I could interest you in moving to Denver?  We’re going to open a branch there and there’s a job as the Regional Sales Manager! Pays real money!”  So, I moved to Denver and our huge import warehouse (3700  sq. ft.) and it was fun. Selling to “distributors only” was way easier!

TS:  What company are we talking about here?

Andy:  This was Allied International.  So one day a van pulls up to our dock (one dock!) and a young lady hops out and says “ok guys slide those kegs down the ramp carefully”!  Before I know it I’m  engaged to Jeannie Walker of Fasteners, Inc. and trying to decide whether to marry her and move back to NY to continue on with Allied International or accept her dad’s very gracious offer to come work at FASTENERS, INC.

TS:    I was told by mutual friends that  there are a lot of family ties that you have with other members of the fastener industry, so the story about Jeannie makes sense.  Would you mind sharing more about  some of those ties?

Andy: As I think over your question I have 2 thoughts- I never kept business and personal lives separate (most of my friends are in the industry) and I kept marrying young ladies in our industry!  Maybe it was the only way I could get a date!

So after 6 years in Denver at Fasteners Inc Jeannie Walker and I divorced and went our separate ways.

Once again I had a chance in the importing business and I moved back to NY to work at Allied International & Allied Stainless. My dad had sold the business by then and the new owners sort of wanted me around for my memory but they didn’t want me too close so off to Los Angeles I went. Once again I meet a cute girl who is sort of double from the industry.  Virginia Sullivan (her dad was Luke Sullivan of Sullivan Bolt and she was the younger sister of Anne Sullivan also of Sullivan Bolt and also head of the LAFA!)  By the way you mentioned Tom Hipp – when I left the east my new boss had said- I know your going to leave Allied and find a business of your own, just don’t leave us in the lurch when you do. That’s when Tom got promoted to branch manager, and he was great at it. Virginia and I looked for a distributor we could buy while I continued at Allied. At the end of ’88 we found Dave Duncan at Duncan Bolt-Dave was 80 and had just remarried- he wanted to sell the business and live happily ever after with his new bride.   So it was a good fit. Dave was a distributor and an importer. He only brought in the weird sizes that the Heads & Threads of the world wouldn’t bother with   (Heavy Hex Jam Nuts 2” thru 4” and stuff like that)

TS:  Tell me about Duncan Bolt.  You purchased it many years ago but have taken it to another level.  I know you are a Huck distributor but for what else is Duncan Bolt best known for?

Andy:  Well I would like to say we are best known for being a responsible partner who helps OEMS with vendor managed inventory with a technical sales staff that actually still knows something about fasteners.

TS: And now, after all these years, you are selling the company. That is big news! What can you share with me about the sale of Duncan?

Andy: Pre-pandemic, my VP and General Manager Steve Somers asked if he could explore the different options for buying us out and we said yes. Ultimately he and some of our other execs proposed an ESOP as the solution that worked best for all. That tasted right to Virginia and I since it gave us some tax advantages that allowed us to be more reasonable on the price and it felt right since all the employees were getting a piece of the action as well.

TS: So, this is a done deal? Your sale of Duncan Bolt is complete?

Andy: Yes, as of Thursday, December 30.

TS:  Well, congratulations on that all coming together. Sounds like it works out well for you and the employees.

I’m going to come clean with you Andy and share another reason I wanted to interview you. I heard, few years ago,  you hosted a joint NFDA/Pac-West cocktail hour at your house as part of the joint meeting.  I want to be kind to you in this interview to make sure I get invited to the next one!  So, what has been your involvement with fastener associations?

Andy:   I have always believed that there is a lot of power in associations- easier for suppliers harder for distributors because you have to be willing to accept that you can learn from your competition and still stay sharp and try to be the best distributor in town.  But it takes a certain personality- some distributors are just not going to share.  The year your referring to, there was a joint meeting here in LA and we had just moved into this big old house in Long Beach with a great backyard so we offered to host the opening night party –  a good time was had by all – the joke in California has always been show distributors from Boston or Chicago our weather and you will end up with 10 more competitors. There is some truth to this I believe. But mostly we can still scare them off talking about how high the taxes are here (and its TRUE!!)

TS:  When we started first talking, California was just starting to open back up after months of shut downs due to Covid-19.  Now it looks like you could shut down again.  How has that whole situation affected your business?

Andy:  Scary- today they just tightened the rules back up again!  I would say the pandemic has hurt our business by 30% and most people I talk to are in the same range- depends on what your customers do.  But how long will this go on?   WHEN ARE YOU READING THIS?  ARE WE DONE YET?

TS:  Irrespective of the Covid-19 situation, what do you see on the horizon for the fastener industry?  What changes do you see coming?  What things will affect our industry? 

Andy:  As long as somebody is still making something here in the U.S. I think we will continue to see more consolidation.  Fastenal and the like will continue to grow and specialty distributors will continue to provide “boutique” services and thrive. When I think of  the fastener business I still think about my dad sitting in my grandfather’s office on West 39^th St.  in New York and having a hat customer ask if they knew anything about bolts and could they possibly get him some. How you reply to that question is still the essence of what we do.

Regarding Covid and looking at 2021, the pandemic makes our role harder and yet the need for custom services and customer service is still there. Bolts are not expensive, but NO BOLTS or the wrong bolts are very expensive!

TS:  So, will you no longer be involved with Duncan Bolt?  Are you a retired man?  And will the fastener industry see Andy Cohn at any industry related events down the road?

Andy: Retired? Yes. Will you seem me down the road? If I can’t learn golf I’ll have to do something.

TS: You are an accountant by trade.  How the heck did you get yourself so deep into the fastener industry in what seems like a short amount of time?  You have served as president of MWFA and been on the FIC board for years.  How did all this happen to the company accountant?

Bob: Well, it really does all stem back to being an Accountant.  I started with Abbott-Interfast as Controller 29 years ago when there were 3 generations of Binders (owners) alive and working daily in the business.  My office was right smack in the middle of them and of course they all had different needs so I quickly learned to adapt. I really dove into the numbers in my first few years and apparently my accounting skills impressed them enough to promote me into the meat and potatoes of the business – namely Purchasing and Manufacturing. I started attending local trade shows, seminars and industry events. I took my first fastener class with the MWFA in ‘95, was impressed and just kept going (that is also where I first met my good friend Rich Cavoto who taught the Metric portion of the class). After attending MWFA events and shows for many years, I decided I should give back to the industry, so I ran for the BOD in 2005 and have been involved ever since. In 2014 the MWFA needed to replace its representative to the Fastener Industry Coalition (FIC) and I volunteered.  Again, met more great folks who also volunteered for the FIC.  In 2018 the Fastener Training Institute asked me to join their board as well. Ditto! I have met a lot of great people in our industry and have made many close friends since making the switch, I guess I never realized how restricted I was just sitting in a room keeping score.

TS: Let’s talk about Abbott-Interfast. My early industry memory was that Abbott was a supplier of nylon insert locknuts with the yellow ring.  Back in the days of the Columbus Fastener Show, there was about 5 players that all had different colored nylon inserts and Abbott’s was yellow.  But, as I have learned, that is a small part of what Abbott does.  Fill me in on the other business units.

Bob: When I started with Abbott-Interfast there were over 20 different companies to “account” for monthly ranging from fasteners to a restaurant. The Binders were very diverse in their business ventures. Over the years we scaled down to core fastener business units.  In addition to Abbott, we have a knob division – OEP LLC and a deck screw company – Titan Metal Werks, which sells branded High Performance (SplitStop™) and private labeled deck screws for wood and composite boards.  Abbott also started and still maintains The Nationwide Fastener Directory™, although nowadays the listings are on our website which also features our popular but now virtually printed 2 volume book. Our manufacturing company, Abbott Metal Werks, makes locknuts, precision screw machined products, CNC parts and assemblies. Abbott sources from all over the world and backs it up with domestic manufacturing, whether it be our own shops or local manufacturers. Over the years, Abbott has secured many patents and we continue to innovate but since most of our business is OEM direct, the industry doesn’t always hear about it.

TS: Part of your company belongs in the STAFDA market, part of it belongs in Aerospace, part at the OEM and part at the distributor marketplace.  That is some really good diversification.  Did that just develop that way or was that diversification intentional?

Bob: Abbott-Interfast has always been diverse. The goal was and still is, to some extent, to not have many customers or industries greater than 3% of our business.  Of course, these days, we welcome rapid growth when one of our customers take off. That philosophy has been key to our 73 year survival and success as a small manufacturer competing in a country where so much product is now outsourced internationally. Historically, our business has not jumped quickly with the rest of the market, but also doesn’t drop when things slow.  Steady slow growth has been our formula.    

TS: You are also a manufacturer.  What products do you manufacture at Abbott-Interfast?

Bob: We do make some fasteners, but we really focus on precision parts to prints, aka specials. We also manufacture knobs, many standard, both metal and plastic, but again focus on the specials. Assemblies are a big part of OEM work, and we manufacture many of them in our own shops. We welcome tough parts, it’s our wheelhouse and it helps us learn. Every special has its own quality and inspection requirements, manufacturing method and of course unique application.  And as we know, they rarely come with perfect instructions, each one has its own story.

TS: During 2020, I’d be remiss if I did not ask how COVID-19 has affected your business.  How has it affected you guys and what have you learned?

Bob: Well the first thing we learned is that we weren’t prepared to immediately shift into working from home.  There was some portability, but employees had to use their home computers and that had security issues.  We quickly adjusted, didn’t hesitate, made the IT investment and geared up for transition.  Our work schedules were changed, we spread out those remaining in the office, added air purifiers, self-temperature checking stations, disposable gloves, etc. We discovered pretty quickly which of our industries were or were not fail-safe from Covid, either brought in extra inventory early or delayed product not manufactured yet. Finally, we called all of our major accounts regularly and kept a weekly log of customer plant closings, openings and expedited or delayed shipments.  The file was accessible by all departments and it helped us prioritize.  Communication was key, talking with customers and staff.  There was also a rapid learning curve to balance holding inventory for customers, letting your A/R age and keeping current with suppliers, all while still making payroll, rent, etc. and while we had been through downturns in the past, this was totally new and came out of nowhere.

TS: What is next for Abbott Interfast?  What do the next 5-10 year look like?

Bob: Our #1 priority is continued growth with additional machining capabilities, we recently bought another CNC machine with additional ones planned.  Online marketing and/or digital marketplace is also going to be our focus for next 5 years. Things are changing so fast, not sure about 10 years from now, except that maybe I will pass the torch by then. While I am not yet eligible for Social Security benefits, I am getting up there in age 😉

TS: On a personal note, you get some good natured teasing about being Mr. GQ.  In your defense, you do take care of yourself and dress professionally which sometimes in our industry stands out.  Not everyone wears a suit to the Vega show!  So first, let’s talk about your training regiment because that is important to you.  You’ve done Tough Mudder races and are diligent about taking care of yourself 

Bob: Yes, always felt that it’s better to be overdressed rather than the opposite. Eric Dudas first tagged me with the name on a podcast and it stuck, but it’s OK, I take it as a compliment. We have plenty of others in our industry, who like to dress for success, so I am definitely not alone. I was fortunate as a young man to start my career with Florsheim Shoes, and as an employee, was able to buy Royal Imperial wing tips for just $20. At the same time, my Mom worked for Hart Schaffner Marx so purchasing a 3 piece suit for $60 was a regular occurrence.  So I was a bit spoiled and it became normal to always wear a suit and nice shoes to work which I did so every day up until about 10 years ago when Business Casual became a thing and then fully integrated itself into the business world.  I can talk about fitness for hours, but my workout is not rocket science, just mix it up.  I’ve always been fortunate to stay active and lean but like many, I got away from it, especially after having kids. Then, at age 43, picking up a 2 year old daily was killing my back so I started back to the gym and swimming again.  I discovered Triathlons, Mud races, various different Obstacle races and fell in love with the physical challenges. The diverse training necessary to complete them, without dying on the course, has kept me in shape and feeling young.  Also, I had to keep up with my 3 growing boys/men. I’ve done many races, with my boys too, and still enjoy doing them. My bride and I regularly bike together, I am really slow at running, but swimming has always been my “go-to” for stress relief and I still swim 2-3 days a week. In 2007 I swam from Alcatraz to the beach at Crissy Field near the Golden Gate Bridge – my claim to fame and a lifelong goal. I would love to get an Industry Tough Mudder Team together for those of you interested, when they allow races again.  I think it would be a lot of fun. 

TS: You also are a die hard Chicago White Sox fan.  I had the opportunity to attend a Sox game with you once and was surprised to learn that pretty much your front yard as a kid was Comisky Park.

Bob: Yes, I grew up right between Chinatown and Comisky, a very short walk to the park. We really couldn’t afford tickets but a friend and I got to know the Players Parking Lot attendant pretty well. We used to sweep the parking lot for him regularly and he would let us in free after the 7^th inning stretch, so I attended a lot of 2 ½ inning Sox games. Growing up a Sox fan in my neighborhood also meant disliking the Cubs, a trait which I passed on to my kids.

TS: I love that. First, it is important that we raise our children the right way. And getting into games with a couple innings left – that’s awesome! You are a true fan. Ok, changing the topic here – how many watches do you own?

Bob: Best guess, somewhere between 25-30, including a few running & workout watches. It’s a Baer family male trait, my Dad was the same way, and my two brothers both have way more than me.  When you’re dressed, a nice watch is as important as your shoes. Now I wear an Apple watch frequently for its functionality and convenience and definitely miss wearing my nice ones regularly. As a gadget guy, it’s a tough trade off. 

TS: Lastly, what trends do you see in the fastener industry?  Where are we headed with consolidation, innovation and all of the above?

Wow, that’s always a tough question. Acquisitions never seems to rest, so it’s a safe bet they will continue.  But many baby boomers retired or are retiring and therefore selling out, so over the next 10 years I think consolidation may slow.  Technology seems to consistently move at light speed and almost every large fastener company now has a web presence and E-commerce on their own website.  Automated unmanned warehouses I think will be a phase in the future. I really do hate predictions, despite being a numbers person, so I will just make one – AI is growing so rapidly in the background and when it surfaces mainstream, things will change even faster than we can imagine.

I did the first “10 Minute Interview” in January of 2019. Since then, there have been 25 of them and I’m including a list of them below. I want to thank each of the people who took the time and effort to make those happen. I enjoy doing them and I like to try to ask a few questions that fall outside the normal industry based interviews. Additionally, it enables me to not have to come up with content every few weeks as used to be the case in the early days of this site. I may try to do a little bit more personal posting in 2021 than I have lately, as long as the ideas and topics come to me naturally and are not “work”. One last thing…I’d like to tip my hat to Brian Musker and Eric Dudas of Fully Threaded Radio who do such a magnificent job interviewing industry members on their podcasts. Sometimes our guest lists overlap and I really enjoy hearing the voices of the people they interview. And they have been supportive of my media, which I appreciate, and as you can see below Brian is one of the people I have interviewed. There is room for different vehicles on this long, dusty road and I enjoy sharing the lanes with these two gentlemen. Their podcast website is www.fullythreaded.com and www.fastenersclearinghouse.com is their sourcing network site.

I have several new interviews in the works and you will see a few of them as we turn the page and enter 2021. I look forward to posting those but more so I look forward to seeing you all in person at industry events. And, please let me know if there is anyone out there you think would make a good interview candidate. I have a bunch of ideas but would welcome other people’s ideas.

And a special thanks to Mike McNulty of Fastener Technology International who posts many of these interviews on his website and in his magazine. You can find their content at http://www.fastenertech.com. Printing these interviews was all Mike’s idea and I thank him for being creative and reaching out with the idea.

Rudor (Dori) Tech – Asphalt Anchors www.asphaltanchors.com/

Marc Strandquist – Optimas optimas.com/

Rob Lemann – Fairwind Fasteners fairwindfasteners.com/

Charlie Kerr – Kerr Lakeside kerrlakeside.com/

Peggy Hsieh – Brighton Best International www.brightonbest.com/

Rich Cavoto – Metric & Multistandard www.metricmcc.com/

Morgan Wilson – International Fastener Expo www.fastenershows.com/

Phil Matten – Director, BIAFD www.linkedin.com/in/philmatten/?originalSubdomain=uk

Deepak Arneja – Mohindra Fasteners mohindra.asia/mfl/index.html

Fanty Fan – China Fastener Magazine www.chinafastener.com/Magazine/

Javie Gomez – Fuerza Industrial fuerzaindustrial.com

Scott Hinckley – Cable Ties Unlimited www.cabletiesunlimited.com/

Jason Wagner & Ilian Dimitrov – Richard Manno & Co. www.richardmanno.com/

Tim O’Keeffe – G.L. Huyett www.huyett.com/

Allan Weitzman – Jay-Cee Sales rivetsinstock.com/

Larry Kelly – Buckeye Fasteners www.buckeyefasteners.com/

Mark Robbeson – 1Shot Steel Anchors 1shot.ca

Kristen Holub – Wodin Inc. www.wodin.com/

Nancy Rich – Midwest Fastener Association www.mwfa.net/

Rick Rudolph – Rudolph & Associates rickrudolphassociates.com/

Carroll Henning – Fastener Fair USA www.fastenerfairusa.com/en-us.html

Brian Musker – FCH Sourcing Network www.fastenerfairusa.com/en-us.html

John Radel – Solution Industries www.solutionind.com/

Mike McGuire – Worldwide Fastener Resources www.worldwidefastenersources.com/

Rosa Hearn – Brighton Best International www.brightonbest.com/

TS: Asphalt Anchors? There definitely is a need for them and it’s kind of funny that there haven’t already been products to deal with anchoring in asphalt. How did you get involved with anchoring in asphalt? There must be a story here.

Dori: In 2004 my company Designated Parking developed a self-powered parking barrier. When it came time to field test, we discovered that most of the applications would require installation of the barriers on asphalt. As we were not able to find reliable anchors for asphalt, we developed our own. Within 5 years sales of the anchors exceeded sales of the barriers.

TS: Where are people using your products?

Dori: There have been hundreds of applications, and we learn of new ones every week. The most popular are for mounting bike racks, outdoor furniture, sheds, tents, carports, sign posts, fences, ramps, speed bumps and bollards. The highest volume applications are for flood control, road delineators and to arrest airplanes from overrunning landing runways.

TS: Your product makes a lot of sense for certain applications. What are the limitations for the product? Where should you not use these anchors?

Dori: The limitations of anchoring to asphalt is the asphalt’s tendency to yield to long term stress. Our anchors are great for resisting relatively short bursts of forces, such as wind, impact and mild collisions. We discourage use of the anchors for any structure that is inherently unstable and thus applies a continuous pull on the anchors. In the case of tents, we recommend de-rating the anchors to 20% of their pull resistance when anchoring straps that are supporting the structure from collapse.

TS: What is your biggest challenge in getting people familiar with this product?

Dori: We find 2 obstacles to wide acceptance:
(A) Most people do not know that there is a valid and economical solution to anchoring directly in asphalt. Most architects, engineers and contractors are taught that the only reliable solution is to replace patches of asphalt with concrete.
(B) Many contractors use expansion anchors in asphalt. These anchors, that are so effective in concrete, are guaranteed to fail within hours or days in asphalt, because asphalt flows under pressure. That give “Anchoring in Asphalt” a bad name.

TS: Tell me more about your background. What else have you been involved with before your venture into asphalt anchoring?

Dori: I am an electrical engineer by education and training. I started 4 ventures before Asphalt Anchors. All were essentially electronic in nature, such as DPC mentioned earlier (parking barriers). Others were supplying General Motors with car burglar alarms, and a manufacturer of advanced hotel guest room controls (now a Honeywell group).

TS: Do you have any new products coming?

Dori: We recently introduced a powerful anchor that is rated for 5,000lbs. pull in 3” asphalt. That is approaching the capabilities of some concrete anchors in concrete. We are expanding our product offering to be a one-stop supplier for related products, such as low-temperature epoxy adhesive to bind our anchors to asphalt.

TS: Has Covid hurt your business at all?

Dori: To the extent that some customers shut down permanently or temporarily, we found a new source of revenue from the Covid-related demand for tents and sheds for medical testing and restaurants. All told we feel fortunate to have our business actually grow in 2020.

TS: Is there anything else you would you like to share with our readers about your product?

Dori: How do we get the trade organizations, trade schools and engineering schools informed about anchoring in asphalt? How do we get specified into projects? If your readers can help me with that it would be a big help.

For more information on Asphalt Anchor products visit https://www.asphaltanchors.com/

TS: To start, congratulations on your recent promotion to CEO of Optimas.  I read where you will oversee the planning and execution of the company’s strategic plan for both the Americas and International operations.  So, you leave Wurth and it feels like a week or two later you are knee deep right back into this great fastener industry.  I know it was longer than that but you really did not take a lot of time off. So, how did the Optimas opportunity come about?

Marc: The old fashioned way by word of mouth. They had a need and two people were talking and my name came up as a good candidate. Optimas owners American Industrial Partners reached out and it was love at first sight. 

TS: You were at Wurth for many years and had a similar position with them.  You are in very rare company to have been CEO of two of the largest fastener distributors in the country.  That’s not so much a question as it is a comment but can you share your thoughts on this experience?

Marc: Until you asked that question I had not thought of this situation that way. But yes I am unaware of anyone who has run two separate large companies of this size in the fastener industry. I know of a couple who ran big fastener companies and went to bigger companies outside of fasteners but not within the industry.  I think my ability to do this was my good fortune of working at some excellent companies with great people who worked together as a team. 

TS: Just for those who are not familiar with Marc Standquist, give us a short history of your fastener career.  Where you started, what jobs you have had.  I think the first time I spoke with you was when you were with Dokka.  But please, share with us the career path one takes to be CEO of Optimas.

Marc: I started as a sales trainee at fastener manufacturer Rockford Products in 1986. Came out of the training program as an inside sales person. From there became a traveling salesman with a geographic territory then became a Key Account sales guy and ended at Rockford Products as the Ford sales guy. Then off to RB&W as a sales manager and ended there as Director of Sales. Then I went to General Fasteners and handled the 30 branches outside of Michigan. Important for me as this presented me the opportunity to get distribution operations experience. Then I became a plant manager of a fastener manufacturer called Reliant Fastener. This got me my manufacturing operations experience. From there I became the President of GenFast Canada’s largest automotive fastener manufacturer. This also exposed me to doing international business. Then I joined the Wirth Group in 2001 and went from a President of a single company to EVP overseeing a dozen companies in five countries. Was there until June of 2019. Working for Wurth was my greatest and most fulfilling experience of my career. Great culture and great people. 
One thing of note is the companies I worked for during this time. Everyone one of them an Iconic name in the industry. All of them with rich histories. It was an honor working for such industry legends. 
With this new position my challenge is to take this excellent group of people and through culture, innovation and best in class products and services develop Optimas into an iconic name in the industry. 

TS: I had no idea of several of those positions. I’m fascinated by your work history. Absolutely, those are a lot of great companies and a lot of great steps along the journey. Moving on…The entire distribution model has changed a lot and yet in some ways it stays the same.  There is more private equity in the industry.  How has that affected the marketplace?

Marc: The private equity interest in the fastener industry has been around for a long time. P.E. sees how fragmented we are and recognizes the opportunity to build a platform based on multiple acquisitions. I don’t see a big change other then more activity with the availability of cheap money. 

TS: You have been in the industry a long time and seen a lot of changes.  But I almost feel like the rate of change has accelerated the most in the last 5-10 years.  Consolidations on both the distributor and supply side.  What are some the biggest changes you have seen in recent years?  How has technology affected it and have we only seen the beginnings of those changes? 

Marc: I think the explosion of vending machines led by Fastenal is a surprising change. Now everyone is doing it. Next would be the technology upgrade for JIT programs and the development of RFID. 
I think we are just starting the innovation evolution. I believe the Covid virus will see even more improvements as people race to find marketable solutions. 

TS: What changes do you anticipate in the next 5-10 years?

Marc: More automation, stronger ties between distribution and manufacturing. If companies are smart, a much more focused approach with their employees. Employee retention will become a strategic issue for all. 

TS: A few years back you were the President of the NFDA.  Talk a little bit about national and regional fastener associations.  Why have you been involved and how have they been of value to you?  

Marc: Well first off I put a lot of value on belonging to NFDA , they offer a lot of services that really help the smaller companies. Also the opportunity to network with other people in the industry has lots of value. I was never one of those people who hated the competition and was bitter. We all are just trying to make a living and good honest competition is healthy. I always felt they will take some of my customers and I will do the same. Nothing personal.  For me the value is when we have an annual meeting that includes suppliers. To meet so many of them in one place reduces my travel needs. 

TS: I have heard you a few times on Fully Threaded Radio and I know you are an avid fisherman.  In addition to fasteners and fishing, how else does Marc Strandquist spend his time? 

Marc: I like to hunt as well.  But for right now my focus is work and positioning Optimas to be the selection of choice for our customers. That actually is great fun for me. I love it. 

TS: You have moved around a bit in the industry and had success at many different companies.  So, let me ask, do people buy from people?

Marc: There is no question relationships are important. Especially relationships based on trust. 

TS: Some people who have worked for a long time get asked things like “how long are you going to keep doing this?”  And often the answer is something like “till I stop having fun”.  Do you just enjoy the work you do or do you still have something to prove to people or even to your self? 

Marc:  I am genuinely having a ball doing what I do. I don’t want to sound arrogant but I don’t think I have anything left to prove. I have traveled the world and been blessed with being presented opportunities that I was able to take advantage of. I did my best for every company I worked for. So for me the reward is taking on a challenge and successfully solving the problem. 

TS: Have you got any particular life philosophy you live by that guides you from day to day, either a business philosophy or a personal one?

Marc: I think there are several beliefs I have that make up my core philosophy: 1) do what you say you are going to do.  2) do not under estimate the power of being a mentor and or role model.  3) be open, honest and speak with great candor.  4) hire talented people and then be smart enough to get out of their way.  5) never be afraid to make a decision.  6) push authority down to the lowest level. Avoid having corporate make all decisions. Empower your people. 

Note from TS:

I have a regular column in Fastener Technology International (FTI) magazine, called 10 Minutes with the Traveling Salesman, which can be read online at www.fastenertech.com. Subscriptions to FTI, print and digital editions, are free-of-charge for fastener manufacturers, distributors and users as well as suppliers to the industry.”