In some ways, small distributors are similar to the original 13 colonies, according to STAFDA President Sean Baird.

“They are independent, strong willed and protective of their companies,” Baird told STAFDA members gathered in Nashville. “They tend to look at others as primary rivals with mistrust or suspicion.”

During the American Revolutionary War, England had enormous military strength and organizational advantages over the colonies, making an insurrection ill-advised. Still, the 13 colonies found a way to win, explained Baird, who is president of  Hampton Roads Fastener & Construction Supply.

“The reality is no distributor can go it alone during times of disruption. If we don’t join forces, at least in terms of learning from each other, establishing common industry goals and using political and economic influence, then we’re setting ourselves up for a losing battle.”

Unless they band together, distributors will be consumed by larger, well-capitalized corporations that will “take over the industry,” Baird warned.

Baird pointed to the words of John Hancock after signing the Declaration of Independence: “We must all hang together.” To which Benjamin Franklin famously replied: “Yes, we must indeed all hang together, or most assuredly we shall all hang separately.”

“We can all hang together and fight for our place in our industry, or, we can go it alone and hang separately,” Baird noted. “Let’s choose wisely.”

Early in his career, Baird worked in the warehouse for B-K Products, the U.S. division of Swedish fastener manufacturer Bülten-Kanthal.

Several years later, he earned a mechanical engineering degree from Old Dominion University. Eventually he purchased Hampton Roads Nut & Bolt, which was founded by his father in 1993.

He pointed to a quote by another famous American, Mark Twain, who said “It’s not the size of the dog in the fight but the size of the fight in the dog.”

“The distributor needs to have a lot of fight in them in order to be successful,” Baird stated.

He advised using your strengths to your advantage while working to minimize your weaknesses.

“Find our niche and stay within those boundaries. Do not try to be all things to all people all the time.”

Baird suggested developing key business indicators and monitoring them closely.

“Don’t wait too long to make adjustments,” he stated. Web: STAFDA.org