Partnerships and relationships do matter!
BY JOHN MARTIN
PVF industry veteran
When I was told this was going to happen, I felt compelled to dedicate “Martin’s Corner” this month not only to my great friend Ken Grothe and all the associates at Paramount Supply, but also to the concept and idea of having someone and their company tagged with that phrase “Hall of Fame!” You know I have found over the past 10 months or so of writing my article around independent companies in the industry that some people (owners) just don’t want to or would rather not talk about their company in any detail.
I do have some mixed emotions about that, as it seems to hold back the pride and the passion that can be shown by the company and its people for a service to the industry job that has been very well done for years. This is what I see in Paramount Supply. The track record of its key branch managers runs from three years to 47 years each.
WOW! Why does someone stay as long as 47 years with a company, yet someone as young as three years managing comes to such a solidly placed company to find their spot in the industry? Why? It’s the reputation of the company and the owners/management of same, that’s why!
Ken said it all, I think, when he stated that the company’s philosophy (led by his involvement) to educate, empower and execute is a very key reason for the length of service of a lot of his people, and the end result success of the company as a whole.
So, Ken, congratulations, friend! You guys have come a long way and with your next generation coming on strong right at your side, it appears to me that Paramount will be around a very long time! Take PRIDE in that title of “HALL OF FAME,” as you can bet we are all PROUD for you. Don’t look back; just keep “truckin’ on”!
Partnerships, relationships
I want to talk to you for just a little bit about partnerships and relationships in this industry of ours. As stated above, there are plenty of good companies out there like Paramount that prosper due to having solid relationships and partnerships with vendors and customers alike. In some cases, vendors can have a great relationship with end users, but the distributor that he wants to use for a project has no partnership going for them with that end user.
The reverse can happen also. I believe that well over half of the volume done by a class “A” vendor in any market is done relative to how much relationship building he has been doing in that market over the years. Even in today’s world you have to be competitive, BUT it is still not the low bidder in many cases that gets the order. It’s the guys (vendor and distributor) that have the better relationship that wins in the long run — the end user or contractor knows he can count on him, day in and day out. Why is that?
It’s his attitude and thoughts about good solid customer service. Look back at the Paramount Supply example. The vision and insight that Mr. Hagen had in the very early days of startup made him determined to keep the customer or potential customer king! When that 12-inch cast steel valve went down in one of the facilities of Boise Cascade they needed one and they needed it now.
The old institutional houses that served the area couldn’t get it to him until the next scheduled daily delivery to the area the next day, so John drove all night and delivered the valve right to their door for replacement early that morning! Well, that impressed them, and he (Paramount) became their distributor of choice. Why? Because he cared, he listened to the customer, and he made a difference between his company and the competition. He was already at the end of the philosophy of educate, empower and execute! He made it happen.
Relationships and partnerships must always be two-way streets, and should always be flexing and changing with the times and the needs. If you cast something in concrete to cover a very long time period, it becomes tough at times to stay on track and honor the commitments in today’s world.
There are written and unwritten understandings in relationship and partnership contracts that I do, and you just have to know or feel the need to know it is time to declare a flex or a favor to carry on the program or the offer for any number of reasons.
You know, I was just reviewing the complete list of all inductees (both manufacturers and distributors) and there is a total of 42 companies listed. Of those 24 are wholesale distributors and 18 are manufacturers. All of these have happened between the years 2002 through 2010. With the induction of Paramount for this year, we will have a total of 25 and 18, respectively, or 43 in total.
Considering all that went on in the 1990s and the 2000s, we have lost only two distributors to M&A. That is great! Basically, to the ones remaining, this is to the credit of good strong management, and a good solid following of their customer base. Together, their relationships and partnerships have stood the test of time and attending the dance together. You can count on them.
Remember, it takes just as long to be rude and short-minded with people every day, as it does to be nice and thoughtful with them. People need each other in personal life or business. It’s in our DNA, and you just can’t get a way from it. Smile, enjoy and SELL something!
Next month I will be back in full swing with another independent distributor interview. Until then, be careful, enjoy the spring weather, and give thanks that we are still in this great country for all of us to help make it better. See ya later. Blessings to you all. See ya next time in the “Corner.”
—John
Born Johnney E Martin in Venus, Texas in 1944, he is one of nine children raised 100% on a cotton and grain farm that his father share-cropped. After high school, Martin went into the Army and then Reserves. From there he joined what was then Grinnell Co. in 1968 and has been with them every day of his life since then through four different owners, now Anvil International, A Unit Of Mueller Water Products. He currently serves as vice president of national account sales for the Anvil Mechanical Unit. Holding various sales and management positions for the company over the years, Martin has received numerous industry and association awards and has been involved with industry education foundation boards, and the Board of Directors of both asa and mcaa. Martin currently resides in Castle Rock, Colo., with his wife Kathy of 27 years; they have a daughter Kayla who is 25 years old. He is committed to staying involved in the plumbing and pvf industry (which he loves) for many years to come.