3/23/2009
PERSPECTIVE – Gilchrist: Value From Participation

Robbie Gilchrist of Capital Marketing followed a speaker on galvanizing at the Southeastern Fastener Association meeting and cited several points he as a fastener veteran learned during the preceding session.

Such educational sessions are one of the values of association participation, Gilchrist said. “If you learned one thing today the meeting was worthwhile.”

Salespeople learning about many products is important because “salespeople sell what they are comfortable with,” Gilchrist explained.

SEFA and other groups offer libraries of fastener information. Association materials “should be mandatory reading for employees.”

Today, association websites, such as the American Galvanizers Association, can provide vital information, Gilchrist added.

Larger trade organizations such as the Specialty Tools & Fasteners Distributors Association can draw top speakers.

Smaller associations are more quaint and promote more personal one-on-one opportunities, Gilchrist explained.

“Almost everybody buys from each other here,” Gilchrist noted. “Distributors buy from distributors. Suppliers buy from distributors and distributors buy from suppliers.”

At large trade shows there is only time for “glad handing and chatting for 30 seconds,” Gilchrist finds. SEFA and other regional associations allow “time to talk and learn how a potential customer does business.”

Networking during association meetings can “better round out your ability to do business,” Gilchrist suggested.

Gilchrist noted the absence of larger and publicly held corporations from fastener association membership lists. Their employees are in a different mode from the frequently private owned fastener association members. “Their job is just a job. They are pushing numbers and pushing papers, not looking for relationships to grow the business.”

Gilchrist has been to Fastenal’s trade show where he said participants just stop at each booth to get their tickets checked off so they qualify for an evening to Universal Studios. “They miss the real true purpose of participating,” Gilchrist said.

Gilchrist founded Capital Fasteners Inc. in 1985 with help from people he met through association activities.

His membership in the National Fastener Distributors Association led to participating in an informal group of six non-competing distributors meeting to exchange business results and ideas.

How many associations should you belong to?” Gilchrist asked. He answered his question by noting he was once a member of the National Dump Truck Association. “I picked up customers selling dump bodies to truck makers” and contacts led to selling fasteners to hospital bed makers from another association.

Finally, Gilchrist cited a personal reason for participating in associations: In 1986 Steve Gruenhut of Brighton-Best called him and asked to have dinner during the next SEFA meeting. “I have a nice girl I think you should meet,” Gruenhut told Gilchrist. Within five months Gilchrist and Gina Ray, the woman he met, decided to get married.

Related Links:

• SEFA