Perhaps Fred Fitch, president/CEO of Fitch Industrial & Welding Supply, Inc. (Lawton, OK), says it best when he says, “The cost of being a member of NWSA, the cost of attending NWSA meetings, is like that MasterCard commercial...priceless!” Fitch explains that the networking opportunities with other distributors and suppliers make membership in NWSA an investment that can't be measured.

I take the time to attend NWSA educational programs because they really are informative. You also get to see people you don't get to see regularly, both competitors and suppliers. Lloyd Robinson, President AWISCO New York Corp. (Maspeth, NY)

Other distributors cite networking, information regarding the latest regulations, and general business information as indispensable reasons that make attendance at NWSA meetings, conventions and training seminars a must. The rule of thumb most attendees follow is this: take home and implement at least one new concept learned as a result of attending an NWSA seminar.

Networking
Sometimes meeting with a group of peers and sharing information makes all the difference in the world to the success of a distributor's business. Lawrence Bailey, president of Bailey Oxygen & Tool Co., Inc. (Bryan, TX), says, “Talking to other distributors about common problems we all face and discussing a variety of solutions that may never have occurred to me is always valuable.”

“Just as a physician or a lawyer should continue to upgrade his skills and knowledge, so should a CEO continue to learn.” This advice from Charles Wright, CEO of Wright Brothers, Inc. (Cincinnati, OH), is made easier with NWSA educational programs and meetings. “NWSA educational programs are a valuable resource, not only with the topics on the agenda, but with the opportunity to network with industry peers.”

NWSA meetings are a great place to network with other distributors and suppliers. Thomas Warden, President Mid-South Welding Supply, Inc. (Meridian, MS)

Brian Dawes, president of James C. Dawes Company, Inc. (Martins Ferry, OH), underscores the valuable contacts he has made over the years with both distributors and with individuals from various government agencies. “If I have a question or a problem, I call someone I met at a meeting or convention who I know will help me. My colleagues become very valuable resources.”

To demonstrate value received as a result of networking at an NWSA meeting, J. David Mahoney, president/CEO of AWESCO (Albany, NY), provides an example. “Prior to attending a meeting, I received a proposal for the purchase of two trucks. While at the meeting, I was talking to a distributor who mentioned another vendor who could sell me the trucks manufactured in the United States, but purchased in Canada, literally saving $4000 a truck. As a result of the competitive pressure, my local vendor reduced his price by $3500 a truck. I saved $7000, without the time or expense of sending people to Canada.” Networking opportunities make cents indeed! Mahoney explains further, “At any given meeting, you could be standing next to a distributor who has a three-million dollar business or a distributor who has a fifty-million dollar business. They each have the same challenges. The guy who owns a fifty-million dollar company just has the same challenges on a larger scale. The larger distributor can learn just as much from the distributor who has the three-million dollar business and vice-versa because people come up with different kinds of ideas and approaches. In today's business environment, networking is crucial.”

NWSA meetings help me to improve my company's operations. So many different subject matters are covered, and if one percent of what you hear is retained, you're ahead of the game. Avery “Whip” Seaman, President Corp Brothers, Inc. (Providence, RI)

“An independent distributor cannot maintain a limitless inventory,” says Thomas Warden, president of Mid-South Welding Supply, Inc. (Meridian, MS), and he notes a specific example of the benefits of networking. “There are times when another distributor has a product which we don't typically carry. By working together, we are able to provide our customer with that product.”

Still other distributors find value in networking with manufacturers and suppliers. Daniel T. Mulhern, president of Welder Services, Inc. (Fort Wayne, IN), comments on the value of contact booths. “We've met hard goods suppliers at the convention that we were not necessarily aware of and, as a result, picked up a new line.”

Lloyd Robinson, president, AWISCO New York Corp. (Maspeth, NY), agrees. “NWSA meetings are opportunities to see the regional managers and upper management who supervise the sales personnel who regularly call on us.” Robinson uses these opportunities to make business contacts that will help him in the future.

For Mike Kearns, treasurer of Industrial Welding Supply (Baton Rouge, LA), NWSA regional meetings “provide an opportunity to have direct contact with our manufacturers.” Kearns also looks forward to learning about “innovative business practices.”

The number one reason for attending NWSA meetings? Mistakes are costly! This is our livelihood. We must be the best at what we do, not only for the well-being of our company, but for the well-being of our customers. Fred Fitch, President/CEO Fitch Industrial & Welding Supply, Inc. (Lawton, OK)

Charles Trump, secretary at Northern Gases and Supplies, Inc. (Pierceton, IN), points to yet another advantage of meeting vendors at NWSA meetings. Trump says, “I attend meetings to discover what's on the cutting-edge of the welding supply industry, to find out who's doing what, and to see what's working in different parts of the country. My interest in attending training sessions indicates to the supplier that I am aggressively pursuing more knowledge to become a better business person.”

Meeting Attendance Enhances the Bottom Line
For Fred Fitch, president/CEO of Fitch Industrial & Welding Supply, Inc. (Lawton, OK), a finance presentation at a Spring Management Conference helped him to increase his gross profit margins from 34% to 40% within 15 months. He notes, “In order to enhance profitability, most companies increase prices. Instead, the speaker suggested changes to the product mix that would impact profitability. We followed his advice and saw a marked improvement.” Fitch points out that the benchmark for success today is much higher than it was several years ago. “Insurance costs alone have doubled and in some cases have tripled this past year. We must be on the lookout for ways to decrease our costs and stay ahead of the game. A lot of very good ideas are available at NWSA conventions, conferences and meetings.”

If you want to be the best at what you do, you must make an investment. Whether it's embracing new computer systems or investigating Internet access, NWSA has something for everyone. J. David Mahoney President/CEO AWESCO (Albany, NY)

Sometimes a simple action can have a measurable impact on a distributor's bottom line. After attending an NWSA meeting, Melvin Gay, vice president of operations at Holston Gases, Inc. (Knoxville, TN), was able to reduce overtime and operational costs. He says, “We looked at how many times we moved a cylinder before it got to the customer and what steps we could take to reduce that cylinder movement before delivery to the customer's site. What I learned at that meeting had a tremendous, positive impact on the company.”

Linda Standley, CEO, Ill-Mo Products Co. (Jacksonville, IL), remembers a particularly valuable presentation on financial issues. She explains, “We received information which helped us to determine how much growth could be funded internally. It was not information that we would typically have access to, unless we were taking an MBA finance course.”

For David Weigel, president of Oxygen Service Company (St. Paul, MN), NWSA finance seminars always have the greatest take-home value. “Information is conveyed in plain terms, easily understood by those of us who are not financial wizards.” In addition to financial information, Weigel attends educational programs to pick up additional technical information and to add to his base of knowledge about the business of the welding industry. “Seminars offered by manufacturers and suppliers are helpful, but they are not as focused on my specific needs. NWSA seminars are always focused on what we as distributors need to know.”

In the late 70s when I first joined NWSA, I attended meetings to learn how to sell more product. Today I am more interested in compliance with various governmental regulations. NWSA meetings help me to stay updated and informed. Lawrence Bailey, President Bailey Oxygen & Tool Co., Inc. (Bryan, TX)

Bob Garner, president, Oz Arc/Gas Equipment & Supply Inc. (Cape Girardeau, MO), attended a five-day managerial course hosted in New Jersey. A number of topics were discussed, including finance, purchasing practices, asset management, inventory control and sales. He says, “We've been able to increase our inventory turnover, resulting in improved cash flow and our ability to take advantage of the terms offered by vendors.”

Ideas to Share
John Butler II, president of Butler Gas Products Co. (McKees Rocks, PA), believes there is a benefit to sending several company representatives to NWSA meetings. “If I return from a meeting with a bunch of new ideas, as president of the company, I must spend time selling my employees on a new concept. If I send a mix of salespeople, purchasing people and vice presidents, the new ideas are theirs, and change is easier to implement.”

At J. W. Goodliffe & Son, Inc. (Linden, NJ), President Robert J. Goodliffe acknowledges that while he has benefited from regulatory updates, he has also reaped the benefits of seminars discussing the latest trends and practices concerning technology. “One particular speaker discussed integration of high-speed Internet with a telephone system. It was a pragmatic approach, a very down-to-earth, practical look at what has been done in our industry. The speaker addressed the problems my peers have had, and offered suggestions on how to avoid those problems.”

Larger companies have employees who are paid to keep their employer informed. By attending NWSA meetings, I am able to gain information that is impossible for me to access anywhere else. As an independent, I don't have the luxury of time to waste, so attending meetings saves me time, money and effort. Scott Bell, President American Gases Corp. (Gurnee, IL)

Gary Gray, vice president, Weldinghouse, Inc. (Corpus Christi, TX), has found value in a variety of topics including the Internet and inventory control practices. “Being an early adopter often provides a competitive advantage, and I look to NWSA for much of this information.”

AWESCO's J. David Mahoney thinks it's important for his Albany, New York company to stay ahead of the curve. He attends NWSA meetings in order to learn of the latest changes that will impact our industry, and to learn what he must do to embrace those changes. He mentions a seminar which discussed today's sales force and what it will look like tomorrow. “Many distributors have historically placed an emphasis on their outside sales force.” As a result of attending the seminar, Mahoney has built a team approach. He says, “Each inside customer service rep is teamed with an outside sales rep, so our customers have a point of contact right at the end of the telephone. The customer knows who that contact is, as opposed to calling into a counter and speaking to anybody who answers the phone.”

Thomas Stevens, president of Buffalo Welding Supply (Tonawanda, NY), also found value in a seminar discussing sales and sales management. He says, “I heard a variety of approaches, which opened my eyes to different ways of doing things. This was a real benefit of attending an NWSA meeting.”

Rodney Moore, vice president, Paramount Supply Co. (Amarillo, TX), learns a lot from the various speakers, especially those like himself. “I am motivated after hearing other distributors speak.”

NWSA educational programs are fairly concentrated, and the information is pretty concise. You can learn what you need to know in a fairly short period of time. Robert J. Goodliffe, President J. W. Goodliffe & Son, Inc. (Linden, NJ)

John Colgan, general manager of Williams Welding Alloy (Pittsburgh, PA), learned how to better manage traffic at trade shows as a result of attending an NWSA meeting. He says, “I've been going to trade shows for 30 years. After attending the NWSA program, I learned how to better identify real prospects and also how to help non-prospects move on.”

After listening to a speaker discuss Human Resource issues, Keith M. Redding, president, Medical Gases, Inc. (Westbury, NY), found immediate value. He says, “We implemented changes to our Human Resources policy the next morning. Rules governing personnel issues change, and we must stay aware of those changes.” Redding also points to the regulation changes from the FDA and the federal government. “These change almost weekly. NWSA meetings are informative and current. There is no other way to keep up with this information.”

At Corp Brothers, Inc. (Providence, RI), Whip Seaman, president, has been implementing information gathered at NWSA meetings for years. “NWSA meetings help me to improve my company's operations. The issues discussed are basic business topics that we need to be aware of every day.” Seaman cites an example: “Years ago I heard a speaker discuss inventory management. I was so impressed that I sent my dad and a purchasing agent to the University of Wisconsin for an additional one-week training program, taught by the speaker. Installing the new inventory management system took seven months.” Seaman tries to implement most of what he learns at various meetings and stores the rest in the back of his mind, to be used at a later date.

I always try to pick one idea gained at a meeting and then implement it. This way, attendance at a meeting pays for itself. John Butler II, President Butler Gas Products Co. (McKees Rocks, PA)

Robert England, president of Precision Oxygen and Supply, LLC (Austin, TX), enjoys the seminars that discuss the business issues he faces daily. He says, “In order to remain competitive, we need to know about the latest information concerning safety, computers and insurance. As a small distributor, I have access to a wealth of information about regulations, marketing and personnel issues.”

Sometimes the information that is shared at a meeting is very simple, which makes it that much more valuable. Duell Stone, president of Oxygen Service Company, Inc. (Macon, GA), remembers a speaker who discussed change. Stone says, “I've copied the notes and handouts from a presentation that talked about the difficulty people have in accepting change. Change can be hard for all of us to accept, yet it is a fact of doing business and can be good for an organization.”

The Latest in Regulatory Issues
NWSA meetings always include a discussion of federal and state compliance issues. In an ever-changing industry, it's hard to survive without this wealth of knowledge.

Ignorance of current regulations can result in costly fines. I wear 42 different hats and can't keep track of everything. Regional meetings are an asset for a small company that does not have a full time employee responsible for monitoring the different regulations. Brian Dawes, President James C. Dawes Company, Inc. (Martins Ferry, OH)

Citing a zone meeting as an example of staying informed about issues that are important to his company, Scott Bell, president of American Gases Corp. (Gurnee, IL), says, “The rules change every year. Reading a 3,000 page document describing a particular set of regulations is similar to reading a book on new tax laws. I can attend a meeting and hear the highlights that specifically apply to my business.”

Mike Massinople, president of Mabscott Supply Company (Beckley, WV), attends meetings for one simple reason: he wants to run a better business. Attendance at NWSA training sessions have helped him to remain in compliance with all regulations impacting his business and his employees. He says, “Our company does substantial medical pumping, and we are required to comply with many DOT and OSHA regulations. In addition to learning about them, we are able to rub shoulders with a variety of distributors, learning something from each of them.”

Dennis Berger, president, Berger Farm & Welding Supply, Inc. (Plymouth, IN), attends NWSA programs for information. “I learn about current changes to regulations that impact my company, as well as NWSA's response to those changes.” Berger notes that a meeting which focused on truck inspection end-reports was particularly helpful.

Sometimes we're so wrapped up in our work that we can't see the forest for the trees. Attending NWSA educational seminars puts things into focus and helps us become better managers. John Colgan, General Manager Williams Welding Alloy (Pittsburgh, PA)

“If you don't attend NWSA meetings, you have no idea what you're missing,” says Theodore Day, president of Betterway Industrial Gases, Inc. (Hudson, NH). “Information sharing is important in our industry, and it's easy to miss the boat. As a small distributor, I find it helpful to network with other distributors and vendors.” Day is adamant when he says that NWSA programs help him to operate his business more profitably. “Allow yourself the time to learn. There are a lot of hot topics out there.”

Be There
Many of these “hot topics” are being discussed in forums, seminars, regional meetings, conferences and the annual convention. Melvin Gay of Holston Gases, Inc. has this advice: “Participate. Ask questions. Listen and learn. We have a responsibility as a company to our employees, to our customers, and to our community. NWSA educational programs help us to meet those responsibilities.”

So what are you waiting for? Turn to the calendar on page 67 and check out upcoming educational programs. Go to www.nwsa.com. for more specifics. Sign up now for the 2002 Annual Convention at the Walt Disney World Swan and Dolphin Hotel from September 22 to 25, 2002. You can't afford to miss it.

NWSA educational programs are a good source for information about safety and compliance issues. The programs are varied, the information is good, and they offer an opportunity to network with other distributors and vendors. Linda Standley, CEO Ill-Mo Products Co. (Jacksonville, IL)

NWSA meetings provide an opportunity to stay in contact with other distributors, as well as to develop and maintain relationships with manufacturers. Gary Gray, Vice President Weldinghouse, Inc. (Corpus Christi, TX)

Seminars offered by manufacturers and suppliers are not as focused on the needs of our specific companies. NWSA seminars are focused on what we as distributors need to know. David Weigel, President Oxygen Service Company (St. Paul, MN)

I enjoy networking with other distributors and learning from them. NWSA meetings also provide an opportunity to learn about the latest new products offered by manufacturers. Rodney Moore, Vice President Paramount Supply Co. (Amarillo, TX)

I go to meetings for information, especially to learn about current changes in regulations that impact my company and NWSA's response to those changes. Dennis Berger, President Berger Farm & Welding Supply, Inc. (Plymouth, IN)