Are You Attending STAFDA in Nashville This Week?

Are you attending the STAFDA Show in Nashville this week? If so, check out our exclusive

Insider’s Guide to Nashville and use this guide to help you get around the “Music City”  during your free time.

• Want to know where the locals like to eat barbecue and hot chicken? We have the insider information from our friends in Nashville.

• Need tips on nightlife and sightseeing? It’s not just honkey-tonk and saloons. It’s a great place to check out one of the countless live music venues. We made a list of shouldn’t-miss recommendations.

• Have you ever driven in Nashville? We have you covered with taxi and limo services.

See you downtown at the Music City Center…or at one of the great places in our guide!

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Are You Attending STAFDA In Phoenix This Week?


Are you in Phoenix attending this month’s STAFDA trade show? If so, check out our exclusive Insider’s Guide to Phoenix and use this guide to help you get around the Valley of the Sun during your free time.

– Want to know where the locals like to eat and drink? We have the insider information from our friends in Phoenix.

– Need tips on nightlife and sightseeing? We made a list of shouldn’t-miss recommendations.

– Have you ever driven in Phoenix? We have you covered with taxi and limo services.

See you at the Phoenix Convention Center…or at one of the great places in the guide!

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Are Field Salesmen Dead?

I recently read an article in Industrial Distribution Magazine by Justin Roff-Marsh that basically said that the industrial distributor field salesman, as we know it, is DOA.

I don’t know what planet he was born on, but it wasn’t this one! If he was, he would realize that to survive against the big national brands, they must have a unique selling proposition and a strong brand promise.

Granted, if you’re a general line house, your survival rate isn’t good. But most distributors today focus on either a market (Electrical, Plumbing, Construction, etc.) or in specific disciplines like power transmission, cutting tools or industrial hose and fittings. They become experts in that field and customers depend on them for not only product, but advice. This is how they can compete with the Biggies like Grainger and Fastenal.

Speaking of the big boys, who’s going to tell them to stop opening more brick and mortar stores and by all means don’t hire any salesmen!

If this guy did his homework, he’d know that in these models, a lot of their customers come to them. I bet he’d be surprised if he were to walk into a STAFDA, electrical or plumbing wholesaler between 6:30 and 9 any morning, that he’d have a pretty good chance of being run over by customers picking up stuff. And they’re not just picking up an order, they’re talking with counter people on how to solve a particular problem. What’s that worth?

Granted, the role of field salesman has changed over the years, and I don’t expect anyone makes cold calls anymore. But the seasoned field salesman is worth his weight in gold. He’s aware of his surroundings as he walks through a plant or construction site identifying opportunities for new sales. You can’t do that on a phone call or an email.

Years ago, I was making a sales call with a salesman who was called into a customer who was having some production problems with cutting tools. I was amazed as this salesman walked onto the shop floor and walked directly to the CNC machine that they were having trouble with (without even being told ) by just listening to the sound of the machine. He suggested a few adjustments to the feeds and speeds and the problem was solved. The point is, they don’t teach that in college or anywhere else. It comes from experience.

I guess the point I’m trying to make is people still like to buy from other people. If you have value and can help them do their job better, you can bet they’ll make time for you. Look at independent buying groups like Affiliated Distributors or NetPlus Alliance. Each year, they post strong sales growth despite the growing competition. I’ll bet field salesman come into that equation somewhere.

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STAFDA Show Recap

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I just returned from the STAFDA show which was held in Charlotte, NC. It was the biggest one in some years.

The show, for the most part, was upbeat, and the economic forecast for the next few years looks promising for the construction market.

I talked to several manufacturers and they seemed happy, for the most part, on the turnout for the trade show. The last day didn’t set any records, but most trade shows don’t.

In talking with several distributors and a few buying groups that were there, they confirmed that they were having great growth in 2014 and expect it to continue into 2015.

It was nice to go to a distributor/manufacturer meeting where both sides were positive. Hopefully the crystal ball will be right.

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2013 STAFDA Recap

stafda

Just returned from the 2013 STAFDA Show in Las Vegas. According to STAFDA, attendance was up to around 4,900 participants.

The show for the most part was upbeat, and the economic forecast for the next few years looks promising for the construction market.

I talked to several manufacturers and they seemed happy for the most part on the turnout for the trade show. The last day didn’t set any records, but most trade shows don’t.

In talking with several distributors and a few buying groups that were there, they confirmed that they were having great growth in 2013 and expect it to continue into 2014.

It was nice to go to a distributor/manufacturer meeting where both sides were positive. Hopefully the crystal ball will be right.

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