Oct / Nov

2013

Issue FeaturesKlein Tools- Group UpdatesTool TalkChairman’s Column

Big Impact with a Small Footprint

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Q4 is here and we are working hard to have a strong finish in 2013. The economy hasn’t been easy on us this year. There seem to be more requirements and less opportunity for distributors to remain a viable component of the industrial channel. And, it is more critical than ever to be able to define your unique value to your customers and be accountable for results.

NetPlus is also accountable for results. We want to be your strategic partner, working alongside you, supporting your goals and helping you grow your business. NetPlus recently hosted its second annual advisory council meetings with our distributors and suppliers. We conduct these meetings separately, to allow each group to openly discuss industry trends, challenges, opportunities, and ways that NetPlus can help ‘fill in the gaps’ and improve efficiencies for each other. Last year, the advisory groups put forward many initiatives for us, with a primary theme of increased engagement; we carried this through every element of our 2013 strategic plan.

This year’s meetings carried a theme of education and its importance in distribution and manufacturing, both present and future. There is concern about the challenge of introducing a new generation to our industry and hiring people that share our passion for what we do. Education will be at the top of our goals for 2014 and we are excited to work with our distributors and suppliers to provide accessible training for your workforce. Let us know what you need, or how you’d like us to shape this initiative for the future by sharing your ideas at education@netplusalliance.com.

Newest MeMbers• KCCSupplyLLC,of Fredericktown, OH

• RevcoreSupply,of Louisville, KY

the NetPlus exchaNgeP2

Your customers wanted more choices and you wanted more margins, so we creat-ed both! We recognize that different custom-ers require different brushes for their var-ied applications. That’s why we now offer standard, professional and premium lines.

Each distinct tier of brushes is designed to fi t specifi c applica-tions and budgets while still backed by Osborn’s commitment to value and perfor-mance across the line.

Finish. First™.

Superior Solutions

©2013 OsbornINDUSTRIAL SUPPLY ASSOCIATION

Linking Channel Partners

More choices. More margins.

When you start with Osborn, you fi nish fi rst.

For more information, visit: partner.osborn.comEmail: info@osborn.com

800-720-3358 • 216-361-1900

OSB-052_Dist_Ad.indd 1 4/17/13 3:51 PM

Oct / NOv 2013P3

chaIrMaN’s cOluMN

cONteNtsNetPlus Alliance Golf Tournament .........................2Osborn ................................................................2Chairman’s Column .............................................3Protective Industrial Products - PIP ........................4Tool Talk ..............................................................5Hyde Industrial Blades .........................................6Brighton-Best International ...................................6DDI System .........................................................7FeaturedSupplier:KleinTools ...................... 8-9Group Updates ..................................................10Carborundum ....................................................10Wright Tool ........................................................11Walter Meier U: Training Center ..........................12Mayhew: New Products ......................................13Osborn: Big Impact with a Small Footprint ...........14Stanley ..............................................................15ERB Safety ........................................... Back CoverSchrader .............................................. Back Cover

As you have seen from our press releases and blog posts, my daughter, Jennifer Murphy, is now the president

of NetPlus Alliance. I would have to say that this is a direct result of the strategic planning we did over a year ago.

That planning process started us down a road that has seen many exciting changes in the last twelve months. Those changes included:

•Establishing supplier and distributor advisory councils

•Re-launching NetPlusAlliance.com as a vibrant and fact filled website

•Starting a series of regional planning meetings for locally based distributors and suppliers

•Hiring a full time marketing coordinator

•Announcing and planning for our first NetPlus Alliance Annual Meeting

•Moving our entire operating system and CRM to Salesforce.com

•Offering our supplier and distributor partners access to a wide range of business information through their individual portals on Salesforce.com

Most of these initiatives were driven by Jen with the outstanding contributions of the rest of our team, Todd, Shirley, Karl and Zach. So this seemed a logical time for me to step back a bit. But I am not retiring. I enjoy the business too much. I will still be active in the company as CFO and am excited to use the tools we have with Salesforce to evaluate our performance and to find ways to drive greater returns to you, our distributors.

Along those lines of greater returns I want to remind you again to go to your NetPlus Partner Portal and log in to check the purchase reports that our suppliers have sent to us. We need you to check to be sure that all of your purchases are being reported. Without this important check you might miss out on significant rebates at year-end. Look at the “Verify 2013 Purchases Report” since this shows our entire supplier roster. It is especially important to look for new suppliers that you have added to be sure they are reporting.

We will not be asking you for a year-end report as we have done in the past so it is important for you to check during the year. If you have any discrepancies, please contact Shirley Weiland at shirley.weiland@netplusalliance.com or (716) 438-2014. While you are in the Partner Portal take some extra time to look around at the other reports and business tools we have available.

I also ask for your support at our first Annual Meeting next March. You can go to a link on the NetPlus Alliance website to register or download a paper application to fax or email to the office. In addition to a strong program of business meetings, we have some great events including a free golf tournament for our distributors and a St. Patrick’s Day Party. All of this at an outstanding location, The M Resort in Las Vegas, NV.

-by Dan Judge Chairman & CFO

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PROTECTIVE INDUSTRIAL PRODUCTS, INC. Albany, NY 12205 | 800-262-5755 | www.pipusa.com

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tOOl talk-by Todd Washburn

TheSTAFDAEffect

Relationships. You hear the word over and over throughout our industry. It comes from

different directions and, especially in today’s world, is interpreted in many different ways. With the power of communication and real time information, strong relationships are even more important than ever before.

Maybe I’m a little “old school.” Even though I’m sort of on the edge of the technology curve (the bottom edge I think), I embrace the latest and greatest devices and software. I believe information is a key to a company’s success. It’s being able to capitalize on the technology and easy to access information that makes the difference. With all that being said the face to face, hands on experience that an industry convention like STAFDA delivers can be a difference maker.

I’m always excited to meet with our friends and partners in this industry. STAFDA gives us all a chance to schedule an important meeting with key decision makers within an organization, stop by a supplier’s booth to see what’s new, or seek out a new supplier for an emerging market that your company is expanding into. The time spent at an event like STAFDA allows you to “GET THINGS DONE”. What do I mean by get things done? Here are a couple perfect examples; these are real life situations that many distributors have found themselves in:

Have you ever needed to adjust your inventory levels due to an end user customer’s error, usage data problem or simply a bad buy by a purchasing agent? For some reason the “window” for the return has passed and the distributor’s purchasing team is unable to negotiate the return with the supplier’s customer service team. Attempts to return have failed several times. Finally, this situation is brought to light to a top level product manager at the distributor. The product manager makes a phone call to his

friend and industry partner who is also a high level business development manager. The two have developed a relationship over time while working to build new business and convert product at end user customers. This business relationship got it done. The distributor is relieved of the problem inventory and new business opportunities continue to be developed.

A distributor’s customer is demanding some product samples to evaluate before they approve a brand conversion. This is usually not a big deal, but in this case they need the samples tomorrow and we’re already half way through today. This could create a challenge without a strong relationship with a supplier. Bottom line: The samples arrived because of the relationship between a distributor and a supplier.

For our NetPlus member distributors attending the STAFDA convention in Las Vegas November 11 – 13, I encourage you to continue to cultivate those relationships and find ways to “GET THINGS DONE.” Here is a list of NetPlus supplier partners registered for STAFDA as of September 24:

Abbott Rubber Co., Inc., Aervoe Industries, Airmaster Fan Co., Akro-Mils, Alfa Tools, Ames True Temper, Inc., Apex Tool Group, Robert Bosch Tool Corp., Boss Manufacturing Co., Brighton Best International, CGW, Camel Grinding Wheels/PASCO, CLC/Custom Leathercraft Mfg., Chapin International, Inc., Coilhose Pneumatics, Coleman Cable, Inc., Drillco Cutting Tools, ERB Safety, Electro Tape, Inc., Elk River, Inc., Empire Level Mfg. Corp., Green Bull, C.H. Hanson Co., Indusco Wire Rope & Fittings, Jet/Wilton (Walter Meier), Klein Tools, Inc., Krylon Products Group, Lackmond Products, Inc., Lenox, Liftex Corp., Linzer Products Corp., Louisville Ladder, Inc., MK Diamond Products, Inc., Maryland Brush Co., Inc., Metabo Corp., Midland Metal Mfg. Co., The M.K. Morse Co., Motorola Solutions, Inc., National Marker Company, Osborn, Pacific Laser Systems, Pferd, Inc., Plews & Edelmann, Porteous Fastener Co., Protective Industrial Products, Proto Industrial Tools, Pull’r Holding Co. LLC., Reed Manufacturing Company, Rubbermaid Commercial Products, Seymour Mfg. Co., Inc., Simpson Strong-Tie Anchor Systems, Surface Shields, Inc., TPI Corp., Vega Industries, Inc., Werner Co., Wheeler Mfg., Wright Tool

The NetPlus team will be attending the STAFDA show. Please drop me an email to let me know if you are attending.

Todd Washburn Vice President Todd.Washburn@netplusalliance.com 402--504-9289

Oct / NOv 2013P5

the NetPlus exchaNgeP6

1 - 8 0 0 - 2 7 5 - 0 0 5 0w w w . b r i g h t o n B E S T. c o m

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the NetPlus exchaNgeP8

Featured suPPlIer

#1 Choice Among Professional Electrician’sFor more than 156 years, Klein Tools has

manufactured the world’s fi nest hand

tools. Klein offers more than 3,000

tools and accessories, including pliers,

wire strippers, screwdrivers/nut drivers,

fi sh tapes, conduit benders, electrical

testers, and more, all with a dedication to

quality and innovation. Klein Tools is also

committed to American manufacturing,

operating seven plants in the U.S.

w w w . k l e i n t o o l s . c o m

kleIN tOOls

Oct / NOv 2013P9

These days, it can be hard to fi nd companies that make products you can count on.

But that’s exactly what you’ll get from Klein Tools. We don’t just make great products, we make great products that stand up to the demands of the professionals who use them everyday. Because our standards are high as yours, we demand that every one of our hand tools delivers all the performance, durability and precision that you need to get the job done right.

And by using only the highest quality materials, superior workmanship, and keeping our manufacturing as close to home as we can, we’re able uphold those rigorous standards.

Klein isn’t just the name of our company, it’s also our family name, so we have to be proud of everything we make. And since we’re an American company that’s been family-owned and family-run, since 1857, you know you can count on us to be here tomorrow.

So buy a Klein tool and you’ll know what all the professionals know…when you pick up a Klein, it’ll never let you down.

That’s why we’re the #1 choice of Professional Electricians in the US.

w w w . k l e i n t o o l s . c o m

grOuP uPdatesCincinnatiRegionalMeeting

Engagement continues to be top of mind for NetPlus Alliance. We understand that in order to help both

our distributor and supplier members grow their businesses that we need to continue to provide opportunities that strengthen existing relationships and initiate new ones. Our regional meetings have been a successful tool to help that happen.

On September 19th we held our 4th regional meeting in Cincinnati, OH. 11 distributor and 14 supplier companies were in attendance. The meeting was a huge success. Supplier hosted, 20 minute private planning meetings set the stage for this event. We also takes advantage of this time providing portal training, information updates, membership opportunities and guidance.

Distributor attendance has been the biggest obstacle, however all that attend find the day to be invaluable and well worth their short time out of the office. There is no fee for distributors to attend, and there is no limit on how many people they can bring. The distributors reinforced existing supplier relationships, and were educated on new products. For brand new distributors, this was instrumental in giving them a jump start and direction on how to utilize NetPlus to help their business grow.

These meetings were a new endeavor for us in 2013, and we are very pleased to report were well worth the time and effort. Face-to-face, one-on-one meetings are definitely a step in the right direction as we continue to grow together as a buying group, so we want to thank all of you that have participated. Our next meeting will be our AnnualMeetinginLasVegasMarch16–18,2014. Our success is your success, attendance is crucial. We look forward to seeing all of you there!

GrowSales&RebateswithinourPortal

Autumn is the time to implement a plan to grow your fourth quarter sales. The NetPlus Portal can help you to do just that. Check out the portal report: Co-opFundsfromNetPlusSuppliers. Many of our suppliers offer co-

op funds to help distributors market their products to customers. Remember that most suppliers require advance approval, and proof of performance afterward. In many cases, the supplier will match your marketing investment, up to the pre-determined eligible amount. Often, co-op funds are based on your prior year purchases from that supplier, so the best candidates are your strongest suppliers.

This is doubly good news; growing with your best suppliers can help us to meet growthtargets which have a very strong impact on your year-end rebate! Some of our leading suppliers offer growth rebates which can double your rebate, once the growth targets are met. In addition, we have several suppliers who offer individualgrowthrebates for our members. Eligibility is based on individual performance, and the full individual rebate goes to the distributor along with their group rebate.

Check the NetPlus Toolbox in the portal for lists of suppliers offering group and individual growth programs.

SAND MORE PARTS PER BELT!Finish the work in less time, increase productivity and show your customer savings with Carborundum Abrasives premium ceramic alumina abrasive belts

Up to 30% to 50% improved performance over conventional belts.

Available 24-80 grit for heavy stock removal.

NARROW BELTS | WIDE BELTS | SECTIONAL BELTS

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the NetPlus exchaNgeP10

Oct / NOv 2013P11

WE CALL IT THE 98/36 RULE.

It’s pretty simple, really. You want your products when you want your products. And by ful-filling 98% of orders within 36 hours or less, Wright Tool is able to deliver the goods on time, every time. This means you don’t have to carry excess inventory on your shelves, enabling you to focus your attention on servicing demanding clients and getting better margins.

We back up our partners with a large factory stock and the fast-est, most reliable shipment re-cord in the industry. This enables us to move more quickly and give more personalized attention to every customer’s order. No matter what your job demands, Wright Tool is the trusted partner that will be there for you when you need us.

But you might want to call it the keep-overhead-low rule.

wrighttool.com

the NetPlus exchaNgeP12

This 6,000 square foot facility located near the LaVergne, Tennessee Headquarters will open its doors on October 1st 2013. In addition to the state of the art classroom, the facility will be equipped with a large Metalworking Shop and Woodworking Shop.

The initial focus will be on Metalworking Machinery Training. JET offers an in depth three day session that covers Machinery Basics and Terminology, Machinery Selling Tips and Qualifying Questions. Walter Meier believes that hands-on engagement is incredibly impactful and machinery trainings will be heavily interactive with a hands-on approach. Students will operate the machinery and learn through completion of a project that they can take home at the end of the session.

The Training Center will also be equipped to provide training on JET Lifting Systems, JET Air Tools and Wilton Work Holding Equipment. Walter Meier will continue to expand their training offerings at the Tech Center in 2014.

For those distributors who may not be able to

travel for training due to time and resources, Walter Meier has developed the perfect alternative. Walter Meier Online University (WMU) creates a virtual classroom setting that allows your employees the freedom and flexibility to log on and learn. WMU will offer online interactive product training courses. The goal is to make training fun and the narrated trainings include videos, music and images that increase the impact of learning. Dancing in your seat while completing training is highly recommended! Walter Meier is in the final testing stages of this new site and we want to thank the select NetPlus members that were asked to participate in this testing project. Walter Meier Online University will be opening up to distribution in 2014.

This fall Walter Meier is excited to announce the opening of its new Training Center.

TRAINING IS A KEY INITIATIVE FOR WALTER MEIER AND THEY HAVE BEEN INVESTING HEAVILY IN BUILDING A STRONG TRAINING PROGRAM TO SUPPORT DISTRIBUTION.

Exclusive NetPlus Training Events will be scheduled at the Training Center for 2014 and more information regarding hands on training and Walter Meier

University will be out to you soon. STAY TUNED FOR MORE DETAILS.

Oct / NOv 2013P13

New Products

MAYHEW STEEL PRODUCTS, INC. • 199 Industrial Blvd. • Turners Falls, MA 01376 U.S.A.800.872.0037 • 413.863.4860 • Fax: 413.863.8464 • www.mayhew.com

call us or ask your representative for details!

2PC Dominator HD Scraper Set#60025

#60027

• Heavy Duty Steel for the toughest scraping applications

• Patented Dominator® handle with metal end cap for striking

• Designed for heavy duty applications with wider blade widths

• Won’t bend under extreme load

• Includes 2” blade x 14.5” Long x 1/2” steel and 3” blade x 17” Long x 5/8” steel

• Lifetime warranty

• 20-1/2” Overall Length

• Extra length gives the user access to previously unreachable areas.

• Hooks formed to fit into tight areas, allowing access over, around and be-hind wiring, hoses and other obstacles

• Includes C-Hook, Complex Hook, 90 Degree Hook and Cotter Pin Puller

• Lifetime warranty

4PC Dominator X-Long Hook Set

the NetPlus exchaNgeP14

bIg IMPact wIth a sMall FOOtPrINt

Flexsweep™BroomDisplayProvidesBigImpactwithSmallFootprint

Osborn, a leading supplier of surface treatment and finish

solutions, offers a high-impact display for its line of high-quality maintenance brooms with the Flexsweep™ attachment. The display has a small footprint and features signage in three languages, English, Spanish and French, that identify this virtually unbreakable broom.

VirtuallyUnbreakableBroomsFlexsweep broom connectors are made of advanced technology polymer to flex on impact and absorb repetitive shock. The Flexsweep-equipped brooms have more features than standard brooms and are ideal for rugged use, providing extended brush life and improved performance.“Contractors and industrial end users needed a broom with Flexsweep, one that is virtually indestructible and can be assembled without using tools,” said Jeff Naymik, marketing manager at Osborn.

Osborn brooms offer the right fill for every application with a range of broom fills that include natural horsehair, multiple types of styrene, tampico, tampico/wire mix and natural palmyra. All Osborn brooms are available in coarse, medium and fine sweeping grades with kiln-dried, lacquered hardwood blocks in lengths ranging from 14- to 36-inches.

SilentSalesmanThe Flexsweep point-of-purchase display acts as a “silent salesman” for distributors, selling brooms in a smaller footprint. The display is prepackaged and fully assembled with 12 Osborn gold styrene brooms with the Flexsweep assembly. With the footprint requiring only a 24-inch square space, the compact display is refillable and features a coated bottom to provide a long service life in any store. Osborn offers a two-broom, refill package for mixing fill types in the displayed brooms.

AboutOsbornIn 2012, Osborn celebrated its 125th year in business. The company got its start making horse and butcher block brushes in Cleveland, Ohio in 1887 and has grown into an international supplier of surface treatment solutions and finishing tools. Osborn’s product offerings grew through several line expansions and additions from the few original product designs that John J. Osborn purchased when founding Osborn. Early in the company’s history, it began to make brushes for use in the foundry industry and for street cleaning. As national and industry needs changed, so did the company’s products.Osborn grew within Northeast Ohio as well as establishing operations nationally, then internationally. Osborn serves diverse groups of customers and industries in more than 120 countries with operations in 15 countries.

Today, Osborn carries more than 10,000 standard products and more than 100,000 customized solutions in several categories, including welding, metal fabrication, automotive and maintenance as well as LoadRunners® idler rollers. Osborn produces a full line of metal finishing brushes, maintenance brushes and brooms as well as sealants, lubricants, coatings and cleaners. This variety of products serves customers in the following markets: metal processing, manufacturing, pipeline/energy, welding, construction, maintenance and many others.

As Osborn’s new tagline, “Osborn. Finish. First.” communicates, the company extends its goals of exceptional performance into distributor programs and support, helping distributors finish first with their customers who choose Osborn products. For more information, visit partner.osborn.com.

Osborn 1100 Resource Drive, Suite 1 Brooklyn Heights, Ohio 44131 800-720-3358

SCAN FOR MORE NEW PRODUCTS

© 2013 STANLEY Tools

STANLEY® FATMAX® TAPE RULEIt’s innovation you can measure. The new STANLEY FatMax 25' Tape Rule is the fi rst auto-locking tape with 11' blade standout. The auto-lock mechanism holds the blade secure until you are ready to release it, and a detachable framing hook is ready to grab studs when you need it. When it comes to increasing your productivity, let FatMax give you a hand.

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Oct / NOv 2013P15

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