SPRING 2015 Vo l . 8 , N o . 2

BOARD OF DIRECTORS

Chairman Mike Mantis Fasteners Inc. / Southwestern Supply 800.321.0169 President Tina Erpenbach Northern States Supply 800.450.0555 Vice President Treasurer & Secretary Marc Beerman Beerman Precision, Inc. 504.207.6000 Director Steve Bailey Bailey Tools & Supply 502.635.6348 Director Mark Patton Colony Hardware Corp. 203.466.5252 Director Kevin Perz Dynamic Fasteners 800.821.5448

UPCOMING EVENTS

Evergreen Regional Board / Member / ESAC Meeting July 14 – 16 San Diego, CA Board / ESAC Meeting October 13 – 15 Farmers Branch, TX Evergreen Informational Meeting / STAFDA 4 – 6 pm, November 7 Phoenix Convention Center Phoenix, AZ 27th Annual Partnership Conference April 19 – 21, 2016 Sheraton Dallas

P A R T N E R S H I P

C O N F E R E N C E

2 0 1 5

26th Annual Evergreen Conference: Creating A Winning Team

Evergreen Chairman Mike Mantis, Fasteners Inc. / Southwestern Supply (Las Vegas, NV), welcomed nearly 500 industry leaders to the annual conference in April. Held at the Hotel InterContinental Dallas, the 2015 conference marked the 26th anniversary of the Evergreen Marketing Group.

The Evergreen Marketing Group marked its 26th anniversary with the 2015 Partnership Conference in April. Nearly 500 industry decisionmakers attended the Dallas event. In his keynote, “Creating a Winning Team,” Evergreen Chairman Mike Mantis of Fasteners Inc. / Southwestern Supply shared some remarks on the family business and how he found his place in it. “My father started this company in San Diego, CA in 1987 out of the back of a van with only two product lines. Today, we have locations in San Diego, San Francisco and Las Vegas. We employ more than 100 people and occupy over 180,000 square feet of warehouse space. For the past 10 years, our company has been among the top three marketing allowance producers in Evergreen and was recognized as Member of the Year in 2007. “In less than 20 years, our small company transformed from a one-man shop into what

my fellow Board member Kevin Perz calls an ‘Immortal.’ (A lot of you know Kevin has a wry sense of humor.) An Immortal is a company that every supplier wants, every competitor tries to imitate and where every end user is treated like our largest customer. I share this with you not to boast but to clearly illustrate that this kind of success is a purely American tradition—a tradition where hard work, risk and PRVWLPSRUWDQWO\VDFUL¿FHDUHUHZDUGHGZLWK endless possibilities. “Like most of our fellow Evergreen Members, the story of our company was not immune to VDFUL¿FH)URPP\HDUOLHVWPHPRULHVDVDFKLOG until I was a young teenager, my father was always working—gone before I woke up and often home well after dinner. When he opened RXUÀDJVKLSORFDWLRQLQ/DV9HJDVP\EURWKHU my Mom and I were still living in San Diego. He would leave early Monday morning and return late Friday night. (Continued on page 3.)

Evergreen Update / Spring 2015

1

2

Evergreen Update / Spring 2015

C H A I R M A N ’ S

D E S K P A R T N E R S H I P

C O N F E R E N C E

2 0 1 5

T table-top meetings are the cornerstone of The tthe conference. Members and Suppliers from nearly 180 companies meet for three consecutive n days to drive growth and build partnerships. d

Mike Mantis Fasteners Inc. / Southwestern Supply

With another Partnership Conference behind us and my tenure as Chairman in LWV¿QDOGD\V,ZRXOGOLNHWREHJLQP\ODVW column by once again thanking everyone who attended this year’s conference for their participation and thoughtful table-top meetings as well as all of the Evergreen staff for their efforts to make the Partnership Conference run smoothly. Coming back to the hustle and bustle of one’s normal business routine is always challenging after a week at the Evergreen Partnership Conference. Emails and voicemails pile up, problems of all sorts present themselves upon your arrival, and you’ll be sure to have a line waiting for you at your door the moment you step into your RI¿FH:LWKDOORIWKHVHLVVXHVUHTXLULQJ LPPHGLDWHDWWHQWLRQLWLVVRPHWLPHVGLI¿FXOW to process and execute on the countless meetings you had the week before in Dallas. Nonetheless, I would encourage all Members and Suppliers to reach out to each other and follow up on their table-top meetings if they have not done so already. Our ability to win and continue to grow as a group is dependent upon careful UHÀHFWLRQDQGVZLIWH[HFXWLRQRIWKHDFWLRQ items brought up during the table-top meetings. With more than a third of the year already gone, putting these action items into practice before the busy summer season begins is critical to our success.

(Continued from page 1.)

“At the time, I was unable to see the WUHPHQGRXVORYHEHKLQGKLVVDFUL¿FH Instead, I had the feeling that I never really knew who he was. I knew at a young age that I never wanted my career to be in my father’s company. I wanted to be my own man, build my own empire. Nonetheless, my father’s wisdom insisted that I learn every facet of the business—from sweeping ÀRRUVDQGVWRFNLQJVKHOYHVWRSRVWLQJ$5 and AP, to purchasing product and sales. At business dinners, I would stick behind when the wives and kids would leave to listen to my father discuss business and strategy. I couldn’t get enough. And yet I still knew that I wanted to blaze my own path. “It wasn’t until I was in college and had left my teenage years behind me that I became keenly aware of the reasons he made such VDFUL¿FHV+HKDGPLVVHGPXFKRIP\ childhood and early teen years working to make my life better, building a company that could support me and my future family for the rest of my life. This epiphany radically changed the trajectory of my life, and I knew then that I would never let someone else take what was built at the expense of what I could never get back.

“I suspect my story is not much different from other second generation family business people in the room. “The great thing is that I have had the opportunity to work side by side with my father for the last 10 years. I know just who KHLV²¿UPEXWIDLUFRPSDVVLRQDWHDQG generous to a fault, relentless in his pursuit of winning and excellence, and a strategic YLVLRQDU\ZLWKKLVH\HVDOZD\V¿[HGDURXQG the corner. Today, I eat, breathe and sleep Industrial Distribution. It drives me in the mornings and fuels the passion in my veins. “This passion and drive are what propelled me to become deeply involved in Evergreen and its educational courses, industry summits and networking opportunities. As the youngest Board member and Chairman in Evergreen’s history, I feel deeply blessed and honored for the wisdom I have learned from other Board members, Preferred Suppliers and Evergreen staff. I was given (continued on page 23)

(Continued on page 42.)

Evergreen Update / Spring 2015

3

Evergreen Honors J.C. Tiller of Greenlee Textron With George A. Sheatz Award T Evergreen Marketing Group The a awarded J.C. Tiller of Greenlee T Textron its eleventh annual ”George A Sheatz Excellence in Education A. A Award” at the April conference in D Dallas. T Tiller was recognized as the top m manufacturer instructor participating in th group’s 2014 training program. the S Supplier instructors are rated by s students and Evergreen Training C Center staff during each school. T Those instructors who achieve the h highest ratings earn the award, which J.C. Tiller w named after George A. Sheatz, was Greenlee Textron a former tool and fastener distributor who was instrumental in Evergreen’s Training & Education programs for nearly 20 years. “Evergreen’s training programs were inspired by George’s life-long commitment to professional development,” said Kevin Higginbotham, Evergreen CEO. “For nearly over two decades, thousands of tool and fastener distributor sales people were touched by George and his passion for learning. In winning this year’s award Tiller and Greenlee join an elite group of professional trainers in the tool and fastener industry.”

4

Evergreen Update / Spring 2015

Evergreen Recognizes 2014 Member and Supplier of the Year Award Recipients During April Partnership Conference (YHUJUHHQUHFRJQL]HGWKUHHGLVWULEXWRU0HPEHUVDQG¿YH manufacturer partners as 2014 Member or Supplier of the Year at the group’s 26th Annual Partnership Conference in April.

TIER 1 Acme Tools—Grand Forks, ND

The awards were created to recognize the top distributors and manufacturers based on multiple criteria, including contribution to the group, growth, participation and Member and Supplier input. Congratulations!

TIER 2 Darragh Company—Little Rock, AR

From top left, Vice Presidents Paul and Steve Kuhlman accept the 2014 Member of the Year Award—Tier 1 for Acme Tools; Executive Vice President Rich Dunlap accepts the 2014 Member of the Year Award—Tier 2 for

TIER 3 Cook Iron Store Co.—Rochester, NY

Darragh Company; and President Steve Wichtowski and Sales Manager Scott Demar accept the 2014 Member of the Year Award—Tier 3 for Cook Iron Store Company.

TIER 2 Werner Co.

TIER 3 Simpson Strong-Tie

TIER 4 M.K. Morse Company

TIER 5 &HUWL¿HG6DIHW\0DQXIDFWXULQJ

TIER 1 Stanley Black & Decker / CDIY Clockwise from top, Regional Sales Manager Paul Brenneman and President-North America Robert Raff accept the 2014 Supplier of the Year Award— Tier 1 for Stanley Black & Decker / CDIY; Senior Vice President of Sales Jeff Campbell, Regional Manager Tim Millar and Executive Vice President of Sales and Marketing Ed Gericke accept the 2014 Supplier of the Year Award—Tier 2 for Werner Co.; National Sales Manager Mike Clemente accepts the 2014 Supplier of the Year Award—Tier 3 for Simpson Strong-Tie; Philip Metz, Vice President Global Sales, accepts the 2014 Supplier of the Year Award—Tier 4 for M.K. Morse Company; and Account Manager Amy LaRue and Director of Sales Danny Gregory accept the 2014 Supplier of the Year Award—Tier 5 IRU&HUWL¿HG6DIHW\0DQXIDFWXULQJ

Evergreen Update / Spring 2015

5

P A R T N E R S H I P

C O N F E R E N C E

Acme Construction Supply Co. President Jordan Bader (right) congratulates Patrick Delacruz. (Not shown: Jarvis Roanhaus and Paul Sprenkel.)

From left, Darragh Company Executive Vice President/COO Rich Dunlap congratulates John Kelley, Wes Garner and Curtis White.

6

Evergreen Update / Spring 2015

S P R I N G

2 0 1 5

Ryan Gobert (left) and Chad Luckett of Bailey Tools & Supply, Inc. achieved Tool 6SHFLDOLVWFHUWL¿FDWLRQLQ

From left left, Kevin Stephens Stephens, Earl Adams and John Carson IV of Carson’s Nut-Bolt & Tool DFKLHYHG7RRO6SHFLDOLVWFHUWL¿FDWLRQLQ

Ensco Supply President Richard Crifasi accepts the award for Eric Ritchie.

Fort Worth Bolt & Tool COO Terry Earle (center) congratulates Anthony Jessie and Sherry Stepp.

Evergreen Honors Professional Development Recipients at Annual Conference Twenty-seven sales professionals were recognized as Evergreen &HUWL¿HG7RRO6SHFLDOLVWVGXULQJWKHJURXS¶V3DUWQHUVKLS Conference. Fourteen others were recognized for achieving their next 'LDPRQG/HYHO(YHUJUHHQDOVRUHFRJQL]HG¿YHLQGLYLGXDOVDV (YHUJUHHQ&HUWL¿HG2SHUDWLRQV6SHFLDOLVWVDQGDQRWKHUIRXUDV Evergreen Safety Specialists.

Earning their ninth Diamond Level were • Leo Fay, Pro Tool & Supply (Waltham, MA) • John Calhoun, United Tool & Fastener (Houston, TX).

7KHLQGLYLGXDOVHDUQHGLQLWLDOFHUWL¿FDWLRQE\FRPSOHWLQJDPXOWL year training and education program that included completion of 137.5 hours of continuing education covering Products & Applications and 6HOOLQJ6NLOOV7RDFKLHYHD'LDPRQG/HYHOWKHSURIHVVLRQDOPXVW¿UVW EHFRPHFHUWL¿HGDQGWKHQFRPSOHWHDQRWKHUKRXUVRI professional development as well as have a teaching experience. There are a total of nine Diamond Levels available in the program.

7KHIROORZLQJVDOHVSURIHVVLRQDOVHDUQHGWKHLULQLWLDOFHUWL¿FDWLRQ • Patrick Delacruz$FPH&RQVWUXFWLRQ6XSSO\3RUWODQG25 • Jarvis Roanhaus$FPH&RQVWUXFWLRQ6XSSO\3RUWODQG25 • Paul Sprenkel$FPH&RQVWUXFWLRQ6XSSO\3RUWODQG25 • Trent Doggett, Acme Tools (Grand Forks, ND) • Willie Holm, Acme Tools (Grand Forks, ND) • Mark Thornberg, Acme Tools (Grand Forks, ND) • Mike Vetter, Acme Tools (Grand Forks, ND) • Troy Wingert, Acme Tools (Grand Forks, ND) • Dave Young, Acme Tools (Grand Forks, ND) • Ryan Gobert, Bailey Tools & Supply (Louisville, KY) • Chad Luckett, Bailey Tools & Supply (Louisville, KY) • Earl Adams, Carson’s Nut-Bolt & Tool Co. (Greenvilee, SC) • John Carson IV, Carson’s Nut-Bolt & Tool Co. (Greenville, SC) • Kevin Stephens, Carson’s Nut-Bolt & Tool Co. (Greenville, SC) • Keith Lipkvich, Colony Hardware Corp. (Orange, CT) • Mike Pickel, Colony Hardware Corp. (Orange, CT) • Wes Garner'DUUDJK&RPSDQ\/LWWOH5RFN$5 • John Kelley'DUUDJK&RPSDQ\/LWWOH5RFN$5 • Curtis White'DUUDJK&RPSDQ\/LWWOH5RFN$5 • Eric Ritchie, Ensco Supply (Charlotte, NC) • Anthony Jessie, Fort Worth Bolt & Tool (Fort Worth, TX) • Sherry Stepp, Fort Worth Bolt & Tool (Fort Worth, TX) • David Shively, Jim & Slim’s Tool Supply (Largo, FL) • Dan Gust, Lincoln Contractors Supply (Milwaukee, WI) • Dan Steinbrecher, Lincoln Contractors Supply (Milwaukee, WI) • Keith Turtenwald, Lincoln Contractors Supply (Milwaukee, WI) • Geoff Gilbertson, Northern States Supply (Willmar, MN).

%HFRPLQJDQ(YHUJUHHQ&HUWL¿HG2SHUDWLRQV6SHFLDOLVWUHTXLUHVPRUH than 120 hours of training in areas such as Purchasing, ,QYHQWRU\0DQDJHPHQW+XPDQ5HVRXUFHVDQG2SHUDWLRQV Becoming an Evergreen Safety Specialist requires nearly 100 hours of specialized training in Safety Products & Applications. $FKLHYLQJKHU¿UVW'LDPRQG/HYHOZDV • Paula Myers'DUUDJK&RPSDQ\/LWWOH5RFN$5  Earning their second Diamond Level were • Joe Roeder, Acme Tools (Grand Forks, ND) • Paul Thoman, Acme Tools (Grand Forks, ND) • John Szlenkier)DVWHQHUV,QF0,*UDQG5DSLGV0, • Chris DeBalsi, Pro Tool & Supply (Waltham, MA). Earning their third Diamond Level were • Eric Steinbrecher, Lincoln Contractors Supply (Milwaukee, WI) • Kevin Dobson, Pro Tool & Supply (Waltham, MA) • David Oquinn, United Tool & Fastener (Houston, TX). Earning his fourth Diamond Level was • Gee Bridges3%&,QGXVWULDO6XSSOLHV%DWRQ5RXJH/$  Earning his sixth Diamond Level was • John Becker, Construction Tool Service (Pittsburgh, PA).

Earning his tenth Diamond Level was • Paul H. Connelly, Construction Tool Service (Pittsburgh, PA).

“There are now 240 sales professionals in the tool and fastener industry who have earned the designation as Evergreen FHUWL¿HG´VDLG(YHUJUHHQ&(2Kevin Higginbotham. “Through this program they have demonstrated their commitment to this industry and their own professional development.”

Earning his seventh Diamond Level was • Karl Weber3%&,QGXVWULDO6XSSOLHV%DWRQ5RXJH/$  (Continued on page 35.)

President Jim Burzynski (right), Jim & Slim’s Tool Supply, Inc., congratulates David Shively.

President Norm Knief (second from left) left), Lincoln Contractors Supply Inc., congratulates (from left) Keith Turtenwald, Dan Steinbrecher and Dan Gust.

President Tina Erpenbach (right), Northern States Supply, Inc., congratulates Geoff Gilbertson.

Evergreen Update / Spring 2015

7

Pre-Conference Workshop: Best Practices In Recruiting & Retention With Larry Bienati, PhD

Larry Bienati, PhD

Prior to the beginning of the 2015 Partnership Conference, Evergreen teamed up with long time Evergreen consultant and friend, Larry Bienati, PhD to conduct a day-long workshop IRFXVHGRQ5HFUXLWLQJ 5HWHQWLRQLQ today’s challenging job market. This was an especially timely session, with many Members in the expansion mode and looking for new and innovative ways to attract and retain quality team members.

The workshop touched on ‡%HVWSUDFWLFHVLQVXFFHVVIXO+XPDQ5HVRXUFHV+5   • Learning best practices as it pertains to the eight elements of the typical employee lifecycle in most organizations ‡(QJDJLQJLQSUDFWLFDOUHOHYDQWSUREOHPVROYLQJRIWRSLFDO+5 issues found in the Construction Industry ‡/HDUQLQJKRZVXFFHVVIXO+5SUDFWLFHVFDQOHDGWRLPSURYHG UHYHQXHSUR¿WDELOLW\FXVWRPHUVHUYLFH +HUHDUHVRPHFRPPHQWVIURPWKHDWWHQGHHV “Lots of information! I feel as though the session could have lasted a few days!” “It was great to get perspective from other companies and demographics in the business. I look forward to using all the information I learned in my day-to-day business.” “Excellent course! Should be required for all Members.”

8

Evergreen Update / Spring 2015

Manufacturer of Quality Rope & Cordage Products UÊÊÎÊ-ÌÀ>˜`Ê/܈ÃÌi`Ê ,œ«ià UÊÊ£ÓÊ-ÌÀ>˜`Ê,œ«ià UÊÊ œÕLiÊ À>ˆ`Ê *Տˆ˜}Ê,œ«ià UÊÊ7œÛi˜Ê *œÞiÃÌiÀÊ *Տˆ˜}Ê />«ià UÊÊ À>ˆ`i`Ê œÀ`Ã

ÓÈÈ£Ê7iÃÌʣΙ̅Ê-ÌÀiiÌÊUÊ ÕiÊÏ>˜`]ÊÊÈä{äÈ Çän‡ÎÇLJ£än{ÊUÊ>ÝÊÇän‡ÎÇLJ£ä™{ i“>ˆ\ÊÃ>iÃJiÀˆ˜Àœ«i°Vœ“ÊUÊÜÜÜ°iÀˆ˜Àœ«i°Vœ“

Interview With The Specialist: Keith Lipkvich and Mike Pickel Colony Hardware Corp. (Orange, CT)

contact them. Cendrex turned the quote and drawing of the access door in a day and then had the doors made up and shipped out in time. I took an M.K. Morse online training for their Metal Devil saws and was able to sell a bunch of these units to a couple of small fab shops and then to a couple of bridge jobs and mechanical contractors. Now with a real understanding of why to go with the Metal Devil system instead of the abrasives (which everyone is going with), I was able to make my customers more productive. If I hadn’t done the online training and attended Evergreen classes, I wouldn’t have known there was an alternative to the one or two solutions I’ve always offered my customers.

Colony Hardware Corp. President Michael Weiner congratulates Mike Pickel (left) and Keith Lipkvich (right) at the awards ceremony during the Annual Partnership Conference in April 2015.

Evergreen Update sat down with Keith Lipkvich, Outside Salesman for Colony Hardware in Orange, CT, and Mike Pickel, Assistant Branch Manager for Colony Hardware in New Albany, NY, during the Safety Products & Applications school in March. Keith DQG0LNHHDUQHG&HUWL¿HG7RRO6SHFLDOLVWVWDWXVLQ$SULO Update: &RQJUDWXODWLRQVRQDFKHLYLQJ(YHUJUHHQFHUWL¿FDWLRQ You’ve obviously made professional development a priority. Lipkvich: As an outside salesman in a competitive market, I made a decision to keep learning and staying on top of all the new products and their applications. My customers appreciate the product knowledge I bring to the jobsite, and that has paid off in more sales. I want to be the guy my customers call for a jobsite solution. Because of the Evergreen trainings both online and at the Founders Training Center, I have been that guy. I particularly like WKHWUDLQLQJVDWWKH&HQWHUEHFDXVH,JHWWRLQWHUDFWZLWKRWKHU¿HOG salespeople and learn alternative solutions that I might never have known about. Pickel)RUPHFRPSOHWLQJWKH7RRO6SHFLDOLVWSURJUDPZDV important for a number of reasons, but mainly it was for the level of knowledge and experience I gained. Hearing from all the different vendors about their products and being able to see how they are XVHGLQWKH¿HOGJDYHPHDEHWWHUXQGHUVWDQGLQJDQGPRUH FRQ¿GHQFHWRVHOOWKHP Update: &DQ\RXJLYHXVVRPHVSHFL¿FVRIKRZ(YHUJUHHQ University has helped you make a sale? Lipkvich: There are a few times when I know a sale may not have happened if not for the Evergreen training. The most recent example is when my largest customer called me looking for some very large odd-sized access doors that were going to be impossible to get within the timeframe they needed them. Because Cendrex was on Evergreen University powered by BlueVolt, I knew to

And then there have been times when I’ve attended a Products & Applications class and come away with an alternative vendor who can maybe offer a better discount or, more importantly, have the items in stock. This happened just recently, and now the business is coming my way rather than to the online safety house my customer was buying from before. Pickel7KH(YHUJUHHQ8QLYHUVLW\SRZHUHGE\%OXH9ROWWUDLQLQJLV a great tool because it offers indepth training one class at a time at your own pace. If you need to review or need to look over something it’s always there. Attending classes at the Founders Training Center provides that hands-on experience that I feel is very LPSRUWDQW+DYLQJWKLVKDQGVRQH[SHULHQFHDORQJZLWKVSHFL¿F product knowledge from EU is a great way to talk up products— WKHLUIHDWXUHVDQGWKHLUEHQH¿WV²WRRXUFXVWRPHUV Update: Of the many classes you have attended through Evergreen, which one is your favorite and why? Lipkvich: It’s a toss up between the Kentucky Fall Protection class and the School of Products & Applications in the Construction Industry. Both of these trainings were so useful to me in my day-toGD\¿HOGVDOHVEHFDXVHWKH\ZHUHKDQGVRQDQG,JRWWRVHHWRXFK and use the products I sell all the time but maybe never really used. Again, it’s about becoming a better resource for my customers. Now, I cannot only sell them a better solution (product) but I can show them how to install, take down and inspect, etc. to make their work easier. Pickel,IJack Zenor of Powers Fasteners is teaching the class— that’s my favorite! He can talk about anything and make it interesting!! Update: Do you have any suggestions on how we can make the Evergreen training stronger? Lipkvich: I have truly enjoyed all the trainings I’ve attended since I joined Colony. The hands-on trainings are the most effective for salespeople in our industry, because it’s sort of hard to sell a tool or an anchor point or a fastener, etc. if you don’t know how to use them. I would stick with what works and continue to offer the hands-on as I believe it’s the best way to learn. Pickel,ZRXOGVD\WRNHHSXSWKHJRRGZRUNDQGGRQ¶WFKDQJHD thing. Excellent training facility, excellent classes, excellent people! Excellent job!!

Evergreen Update / Spring 2015

9

10

Evergreen Update / Spring 2015

Member Spotlight: “Founded in 1981, Pro Tool & Supply consists of three stocking ORFDWLRQV²:DOWKDPDQG6SULQJ¿HOG0$DVZHOODV&UDQVWRQ5,´VD\V Vice President of Operations Leo Fay. “Pro services the Northeast with quality products, dependable service and a knowledgeable staff. We are committed to building strong relationships within our customer base by understanding our role in their world. By investing in and JURZLQJRXUVWDIILQYHQWRU\DQGUHQWDOÀHHWZHKDYHSURYLGHGDµ3UR¶V Got It’ one-stop shop for our customers. ³(YHUJUHHQPHPEHUVKLSKDVSURYLGHGXVZLWKDWHUUL¿FURXWHWR develop our employees,” continues Fay. “Evergreen’s broad range of training options covering product knowledge along with selling skills DQGWKHFHUWL¿FDWLRQSURJUDPKDYHWUHPHQGRXVO\EHQH¿WHGRXUDELOLW\ to have a staff our customers can depend on and trust. “While professional development is the main focus of our Evergreen membership, networking with Members and Preferred Suppliers provides opportunities and results that most independent distributors cannot comprehend. Table-top meetings at the annual conference allow us to plan for the future and correct problems with Preferred Supplier key personnel. ³2YHUWKH\HDUVWKH3ODQQLQJIRU3UR¿WŒSURJUDPKDVDOORZHGXVWR IRFXVRQVSHFL¿FPDUNHWVRUSURGXFWV:RUNLQJFORVHO\ZLWK3UHIHUUHG Suppliers educates us to be the ‘go to’ person for our customers and HDUQWKHLUEXVLQHVV3ODQQLQJIRU3UR¿WKDVSURYLGHGRSSRUWXQLW\ZLWK products we were not selling and growth with top manufacturers. “Staying on top of your game, honing your skills and seeing results are what we expect from our Evergreen membership, and it works.” Pro has been an Evergreen Member since 1996.

Evergreen Update / Spring 2015

11

12

Evergreen Update / Spring 2015

T R A I N I N G

N E W S E V E R G R E E N

U N I V E R S I T Y

S P R I N G

2 0 1 5

2015 Upcoming S Schedule June 17 – 19. Evergreen / Milwaukee Electric School of Product Knowledge%URRN¿HOG:, June 23 – 26. Evergreen / JET School of Product Knowedge (Smryna, TN) Sept. 2 – 4. Concrete 101 School Sept. 15 – 16. 5HJLRQDO3URGXFWV  Applications (Greer, SC) Sept. 23 – 25. Evergreen / DeWalt School of Product Knowledge (Towson, MD)

Acme Tools (Grand Forks, ND) Vice Presidents Steve and Paul Kuhlman (far left and far right, respectively) congratulate (beginning second from left) Dave Young, Mike Vetter, Mark Thornberg, Troy Wingert and Willie Holm. (Not shown: Trent Doggett). A total of 27 individuals earned GHVLJQDWLRQDVDQ(YHUJUHHQ&HUWL¿HG7RRO6SHFLDOLVWDWWKH$SULOFRQIHUHQFHRWKHUVDFKLHYHGD 'LDPRQG/HYHOIRXUZHUHUHFRJQL]HGDV(YHUJUHHQ6DIHW\6SHFLDOLVWVDQG¿YHPRUHDV(YHUJUHHQ Operations Specialists. Congratulations Class of 2014!

Oct. 5 – 9. Advanced Fall Protection and &RQ¿QHG6SDFH(QWU\(Louisville, KY)

A. W. Meyer Company Jim Kelly Feb 13

Oct. 21 – 23. School of Products & Applications

Acme Construction Supply Ken Ferreira Oct 07* Nord Herup Oct 07* Craig Oglesby Nov 07 Marty Mogensen Dec 07 Ted Terzakos Jan 08 Jeff Wagner Jan 08 Kurt Wagner Jan 08 Jeff Johnson Dec 08** Brian Bongarts Mar 09 Andrew Larsen Mar 09 James Punzel Apr 09 Gary Nuttall Dec 10 5DQG\$SWHG)HE Bruce Harris Feb 14 Tom Holman Feb 14 5LN+XVHULN)HE Greg Nesen Feb 14 -DUYLV5RDQKDXV6HSW Patrick Delacruz Mar 15 Paul Sprenkel Mar 15

Nov. 4 – 6. Evergreen Sales Negotiations and Leadership Nov. 17 – 20. Evergreen / JET School of Product Knowedge (Smryna, TN) Dec. 2 – 4. Advanced Mechanical School All schools are held at the Founders Training Center in Farmers Branch, TX unless otherwise noted. The most current training calendar can be found online at www.evergreen-marketing.com. U P C O M I N G

Regional Products & Applications School Sept. 15 – 16. Morris Marketing Group (Greer, SC) (YHUJUHHQLQYLWHV0HPEHUVWRD5HJLRQDO Products & Applications class where instructors from multiple Preferred Suppliers lead students through classroom and handson training. The September training will be hosted by Evergreen and the Morris Marketing Group in Greer, SC.

Acme Tools Jim Johnson Mar 10 -RH5RHGHU0D\

Brandon Winge Sept 10 Jamie Ackerland Nov 11 Kory Mielitz Oct 12 Scott Peterson Oct 12 Matt Brevik Jan 13 Neil Brown Jan 13 Steven Short Jan 13 Paul Thoman Jan 13** Heidi Becklund Feb 13 Bill Gagnon Feb 13

Allan Harms Feb 13 Steve Bogden Mar 13 Mark Lindlauf Feb 14 Aaron Schmitz Feb 14 Derek Smith Feb 14 Brett Vasey Feb 14 Jared Vogt Feb 14 Tim Fenske Mar 14 Mark Hahn Mar 14 Greg Holder Mar 14 Trent Doggett Nov 14 Willie Holm Nov 14 Dave Young Dec 14 Mike Vetter Jan 15 Troy Wingert Mar 15 Mark Thornberg Mar 15

Barnsco Concrete David Brasher Mar 14 Tim McCoy Jan 14 Beerman Precision Johnny Wheeler Dec 12 Betsy Berry Jan 13 Bernie’s Tool Justin Johns Mar 11 Bernie Haim Mar 12 JD Higginbotham Mar 12 Bluegrass Tool Warehouse 5RE+LFNHUVRQ-DQ Jeff DeMoss Apr 08 Jarrod Combs Sept 10 Michael Hounshell Feb 14

Action Bolt & Tool Keith Barrett Aug 07*** Dan Booth Aug 07*** A-Jax Fasteners & Tools Shawn White May 13 Bailey Tools & Supply Steven Jones Apr 05 Terri Foster Oct 05 5REHUW%DLOH\0DU

.HYLQ5RVH)HE Chris Ballard Dec 08 Steve Bailey Mar 10 Mark Bentley Feb 11 5\DQ*REHUW1RY Chad Luckett Nov 14

C.L. Presser Harry Presser Apr 05 Kevin Murphy Mar 06 California Service Tool Jack Zunich Jan 12 Carson’s Nut-Bolt & Tool Earl Adams Jan 15 John Carson IV Jan 15 Kevin Stephens Jan 15 Colony Supply Kevin Gaudet Sept 05 Mike Hurley Jan 09* Keith Lipkvich Mar 15 Mike Pickel Mar 15 (Continued on page 24.)

Evergreen Update / Spring 2015

13

14

Evergreen Update / Spring 2015

Evergreen University Powered by BlueVolt Featured Supplier: Terri Eshleman, Manager—Group Distribution for JPW Industries (Smyrna, TN), agreed to share with Evergreen UpdateWKHEHQH¿WV JPW Industries realizes from its online training program. Eshleman: Evergreen University powered by BlueVolt allows us to reach many more students with information on our product that is necessary to help them understand and sell it into their particular markets. Not every Member can attend a hands-on class offsite, so BlueVolt makes the information accessible to the student which is invaluable to making them successful. Update: Does your team actively promote the modules to Evergreen distributors when they are making sales calls? Eshleman: Yes, our sales force understands the importance of promoting the training to the membership. They make it a regular part of their discussions with the Members to keep them informed that we are participating in the BlueVolt program as well as when new product modules are loaded for their review. The more a Member knows, the more they will sell. Update: Does JPW foresee continuing to add modules to Evergreen University powered by BlueVolt? If so, what factors determine which product module to launch next?

Eshleman: JPW is actively creating modules that properly train distribution on our product so we will be adding those as quickly as WKH\DUH¿QDODQGUHDG\IRUYLHZLQJ:HW\SLFDOO\RQO\ODXQFK product videos that are applicable to the Evergreen Member base—in other words, those that can directly affect the sales of the Members immediately as well as helping them to sell into new markets and channels. (Continued on page 29.)

BlueVolt Quarterly Drawing Winners Each quarter, Evergreen Members who complete at least three hours of online training using Evergreen University powered by BlueVolt are eligible to win a quarterly prize giveaway. Acme Tools Inside Salesman in Williston, ND, Mike Hanson, was WKHZLQQHURIWKH¿UVWTXDUWHUGUDZLQJ)RUKDYLQJKLVQDPHGUDZQ Mike received a 10-inch Internet-ready Tablet. :LQQHUVRIWKH6$5*(.QLYHVLQFOXGHJames Hilliard and Justin Karnopp, Acme Tools (Fargo, ND); Kirt Stevens, Fasteners Inc. (Saginaw, MI); and Dan Gust, Lincoln Contractors Supply (Milwaukee, WI). Congratulations!

Evergreen Update / Spring 2015

15

2015 Upcoming Training Schedule

Evergreen/Milwaukee Electric Tool School of Product Knowledge -XQH±3XGZLOO7UDLQLQJ&HQWHU%URRN¿HOG:, A valuable training opportunity appropriate for both inside and outside sales staff, this school focuses on hammer drills, rotary hammers, cutoff saws and many more Milwaukee Electric Tool (METCo) products. Taught by METCo corporate training staff and product managers, the class combines classroom and hands-on instruction.

Evergreen/JPW Industries JET/Wilton School June 23 – 26. November 17 –20. Smryna, TN

Evergreen/DeWalt School of Product Knowledge September. 23 – 25 Black & Decker University, Towson, MD.

Evergreen and JPW Industries host a JET/Wilton industrial training course designed to provide sales professionals a basic-to-intermediate level of exposure to hoists, metalworking machinery, air tools, vises, clamps and BASH products. This interactive training combines classroom sessions, activities and hands-on use of machinery to convey terminology, product features and applications, sales opportunities and tips for selecting the right product for your customers. Class size is limited. Evergreen Members are responsible for airfare to and from Nashville, TN. These expenses can be reimbursed through your 2015 Training & Education fund.

Sell Like Hell™ Teleconference Series For Inside Sales July 13 – 28. Evergreen is pleased to invite you to sign up your sales team for an exciting three-week teleconference program conducted by David Rubinstein. David recently facilitated a teleconference session for (YHUJUHHQFRYHULQJKLV6HOO/LNH+HOOŒVDOHVWUDLQLQJIRURXWVLGH sales. This is an excellent chance to expose your sales force to high TXDOLW\VDOHVWUDLQLQJZLWKRXWKDYLQJWRSXOOWKHPIURPWKH¿HOG

Regional Products & Applications School September 15 – 16. Morris Marketing Group, Greer, SC. Evergreen invites Members for a regional Products & Applications class where instructors from multiple Preferred Suppliers lead students through classroom and hands-on training. This type of training offers Evergreen Members the opportunity to participate in high quality classroom and hands-on training without having to spend a lot of time RXWRIWKH¿HOG,WDOVRRIIHUVDQRSSRUWXQLW\IRU(YHUJUHHQ0HPEHUVWR grow their professional network within the organization.

New! General Contractor/Concrete School of Product Knowledge September 2 – 4. Founders Training Center. This new School of Product Knowledge covers products needed to prepare a site for a pour, those used during and after the pour and products used not only for slab on grade pours but also wall pours. We will actually excavate a portion of the Training Center’s parking lot and conduct a pour. Students will participate in prepping the site and in hands-on training during post pour applications. We will also discuss concrete repair applications and products. We have many schools where we focus on concrete after it cures. This will be an opportunity to learn about the products and applications leading up to the curing process. 16

Evergreen Update / Spring 2015

Take this opportunity to educate your sales force with the latest power tools, accessories and trends found on the jobsite. Appropriate for both inside and outside sales staff, this training DOORZVHDFKSDUWLFLSDQWWRLQFUHDVHWKHLUFRQ¿GHQFHLQGLVFXVVLRQV with key decision makers on jobsites.

$GYDQFHG)DOO3URWHFWLRQDQG&RQ¿QHG6SDFH(QWU\ October 5 – 9. SafTtek, Louisville, KY. Evergreen teams with SafTtek to host this extensive hands-on training course which provides Members with an in-depth review of $16,DQG26+$UHJXODWLRQVJRYHUQLQJ)DOO3URWHFWLRQDQG&RQ¿QHG 6SDFH(QWU\5HJLVWUDWLRQLVOLPLWHGWRWKH¿UVWUHJLVWUDQWV

School of Products and Applications in the Construction Industry October 21 – 23. Founders Training Center. This popular course covers the core products and applications used in commercial construction and how distributors may effectively sell these products at each phase of the project. Included are sessions on hammers and hammer drills, carbide, power tools and much more. This is an excellent class for someone new to the industry as well as seasoned professionals.

Evergreen Sales Leadership/Negotiations November 4 – 6. Founders Training Center. Popular Evergreen presenters Reggie Carney (LeadStrong, Inc.) and Mitch Harper (Hard Work Pays Off) lead this sales leadership ZRUNVKRSZKLFKLQFOXGHVGLVFXVVLRQWRSLFVVXFKDV,QÀXHQFHDQG &RPPXQLFDWLRQ&RQÀLFW5HVROXWLRQ&RDFKLQJIRU3HUIRUPDQFH Motivating and Facilitating and Six Keys to Effective Negotiations.

Advanced Mechanical School of Product Knowledge December 2 – 4. Founders Training Center. The curriculum for this advanced class covers products used in the fabrication and welding of material, material handling products, hoists and much more. We will also incorporate best practices and round table discussions on the sales process when working with a mechanical contractor.

2 SPEEDS (300/450 RPM)

2 INCHES (Maximum Diameter)

10 AMPS (Power)

750 POUNDS (Force)

GUARANTTEED TOUGH The DWE1622K 2" 2-Speed Magnetic Drill Press

www.DEWALT.com

© 2014 DEWALT. The following are trademarks for one or more DEWALT power tools and accessories. The yellow and black color scheme, the “D” shaped air intake grille, the array pyramids on the handgrip, the kit box configuration, and the array of lozenge-shaped humps on the surface of the tool.

Evergreen Update / Spring 2015

17

ESAC 2014-2015

Evergreen Supplier Advisory Council 2014 – 2015 Chairman .HLWK5LSOH\ Diamond Products Dave Steiner Powers Fasteners Chris Tesmer Newell Rubbermaid Kyle Behringer Surface Shields William Ward JPW Industries Larry Lemer Trimble Navigation, Ltd. Manufacturer Rep Liaisons Mike Cloonan Flaherty Sales Co. 0DWW5HHVH I.S.K. Industries, Inc. Jay Myers J.R. Myers & Associates

B Y

T H E

N U M B E R S

240 The number of sales professionals who have become Evergreen Certified Tool Specialists since the program was established. Of these individuals, 35 have earned one or more Diamond Levels. In addition, 28 individuals have become Evergreen Certified Operations Specialists and 15 have become Evergreen Safety Specialists.

I N D U S T R Y

N E W S

S P R I N G

2 0 1 5

Industry News Member News Dixie Construction Products Open House Dixie Construction hosted its annual Customer Open House April 29-30 and featured a number of Evergreen Preferred Suppliers. The event was held at the company’s Atlanta showroom and main RI¿FHDW+XII5RDG$WODQWD*$

Supplier News

New Supplier ALERT

Capital Safety Acquisition Capital Safety acquired Python Safety, Inc., a Woodstock, GA-based company that provides dropped object prevention solutions for tools and equipment.

ERB New RSM (5%6DIHW\DSSRLQWHG(YLQ-DSXQWLFKDV 5HJLRQDO6DOHV0DQDJHUIRUWKH1RUWK Central territory.

PIP Unveils Executive Changes Protective Industrial Products named Anthony Di Giovanni Vice President of Global Marketing. Sean Weil is now Chief )LQDQFLDO2I¿FHU

Radians Acquires VisionAid 5DGLDQVH[SDQGHGLWV86PDQXIDFWXULQJ with the acquisition of Massachusetts-based VisionAid, a maker of SideShields, portable emergenecy eyewash stations and lens cleaning products.

Rectorseal Acquisition 5HFWRUVHDO&RUSDFTXLUHGVHOHFWDVVHWVDQG the SureSeal brand from SureSeal Manufacturing, a manufacturer and GLVWULEXWRURIZDWHUOHVVÀRRUGUDLQWUDSVHDOV

Franklin International Inc. 2020 Bruck St Columbus, OH 43207 3KRQH)D[ :HESDJHwww.titebond.com .H\&RQWDFWDavid Bartley, National Market Manager—Specialty/Flooring [email protected] &DWHJRU\&KHPLFDOV²$GKHVLYHV (IIHFWLYHGDWH$SULO Shop-Vac Corporation S 5HDFK5RDG  PO Box 3307 P Williamsport, PA 17701 W 3KRQH 3KRQH    )D[ :HESDJHwww.shopvac.com Key Contact – Scott Englander [email protected] &DWHJRU\3RZHU(TXLSPHQW²9DFXXPV (IIHFWLYHGDWH0DUFK Editor’s Note: Opened a new location? Added key employees? Let us know by emailing your key company events to Industry News at [email protected].

Managing Your Relationship With Independent Distribution August 20 —San Francisco, CA; December 9—Dallas, TX, (YHUJUHHQZLOOKRVWLWVRQHGD\0DQXIDFWXUHU5HS:RUNVKRSVWKLV$XJXVWDQG'HFHPEHU The workshop has been held around the country since 2006 and focuses on providing best practices in working with independent distributors. The workshop is facilitated by Jason Bader with Evergreen Members adding their perspective on topics such as communication, joint sales calls, organization and training.

18

Evergreen Update / Spring 2015

NEW

FEATURE

NEW

FEATURE

3 SIDED EASY GRIP LID Continuous ergonomic grip for easy access

ANTISLAM LID Gas strut supported lid to control closing speed *not included on models 36 and 32

RECESSED HANDLES

INDEPENDENT WATCHMAN IV LOCKS

STEEL GAUGE CONSTRUCTION SKIDS

NEW FEATURES,

SAME COST & PERFORMANCE

Product Body: 16 Gauge Product Floor: 14 Gauge Skids: 7 Gauge

NEUW RES

FEAT

NOW STANDARD ON CHEST MODELS 42, 60, 2472, 4830, 4824, 36 & 32 *gas strut not included on models 36 and 32

www.knaack.com

AD558 ©2015 Werner Co. 05/15

Evergreen Update / Spring 2015

19

20

Evergreen Update / Spring 2015

Supplier Spotlight: f “When it comes to ‘delivering information at the speed off sight,’ National Marker’s (NMC) unrivaled quality, dedication and attitude PDNHLWWKHREYLRXVFKRLFHIRUDQ\MRELQWKHVDIHW\LGHQWL¿FDWLRQ space,” says Vice President of Sales Bill Lawrence. “NMC has been serving the safety industry since 1934 as a leading manufacturer and supplier of visual safety communication products, selling everything from signs, tags, labels and tapes (all customizable) to label printers, motivational banners and lockout kits. “Between our state-of-the-art facility (equipped to handle any job) and continuous technical advancements, we are able to meet high quality standards which ensures the longevity and protection of every message,” continues Lawrence. “One of these advancements is Sign 0XVFOHŒ²DOLTXLGODPLQDWHWKDWLVERWKFKHPLFDO89UHVLVWDQWDQG JUDI¿WLVFUDWFKSURRIDQGZKLFKH[WHQGVWKHOLIHRIDQ10&PHVVDJH from years to decades. “NMC is thrilled to be aligned with Evergreen because of the strategy, training and discipline that the Members bring to their businesses,” says Lawrence. “Evergreen Members succeed on purpose. Whenever we meet with an Evergreen Member, the message needs to be tied directly to making them better, whether that is done via knowledge transfer or business growth planning.” 10&LVKHDGTXDUWHUHGLQ1RUWK6PLWK¿HOG5,DQGVHUYHVDZLGH reaching distribution network across the U.S. For more information, please visit their website at www.nationalmarker.com. National Marker joined Evergreen in January 2015.

Service through DEWALT Service vice Centers DEWALT®, GUARANTEED TOUGH® and the yellow and black color scheme are trademarks of the DEWALT® Industrial Tool Co., used under license by Powermate LLC, a licensee of DEWALT® Industrial Tools.

Evergreen Update / Spring 2015

21

The Ladder That’s Changing Jobsites Everywhere

Work Facing Any Direction

NEW

Factory-Installed Casters

375 LB. LOAD CAPACITY

300 LB. LOAD CAPACITY

Podium Platform with Toe Guard

WaistHigh Guard Rail

Work like you’re standing on the ground with a Werner Podium. Built with a large standing platform and extended guardrail, it allows you to work comfortably all day, in every direction. Now available with factory installed casters for maximum mobility.

WERNERPODIUM.COM

#1 IN LADDERS™ AD540 ©2015 Werner Co. 05/15

22

Evergreen Update / Spring 2015

P A R T N E R S H I P

C O N F E R E N C E

S P R I N G

Creating a Winning Team (continued from page 3) the chance of a lifetime at age 29 to serve on the Board of the most progressive, elite and unmatched cooperative in the Industrial Distribution Channel. With no hesitation, I can say that those in this room are the best of the best, representing the leaders of this industry, and the pioneers that continue to push the boundaries of their success. “No one can say that each Member in this room is the same; we DUHDOOXQLTXHDQGVRDUHRXUVXFFHVVHV%XWZKDWXQL¿HVXVLV our commitment to Evergreen, its core values of strong Member and Preferred Supplier partnerships, dedication to educating a ZLQQLQJWHDPDQGXVHRI3ODQQLQJIRU3UR¿WŒWRLQFUHDVHPDUJLQV and market share. As we begin this year’s conference ‘Creating a :LQQLQJ7HDP¶,UHÀHFWEDFNRQWKHZRUGV,ZURWHLQRXUODVW newsletter. Creating a winning team is not just about the HPSOR\HHVZLWKLQ\RXURZQ¿UP,WLVDERXWWKHVXSSOLHUUHSVWKDW ZRUNLQWKH¿HOGZLWK\RXUVDOHVSHRSOH,W¶VDERXWWKHPDUNHWLQJ DQG¿QDQFHWHDPVLQVLGH\RXU6XSSOLHUSDUWQHUV,W¶VDERXW knowing the decisionmakers on both sides of the fence for any given issue. “Truly great teams are those in which both Suppliers and 0HPEHUVFRPPXQLFDWHUHJXODUO\H[HFXWHHI¿FLHQWO\DQGSURGXFH results. This doesn’t happen overnight and takes commitment, hard work and lots of energy. It requires continual and ongoing education for every single member of your organization and regular feedback to team members to celebrate wins and learn from your losses. ³8QIRUWXQDWHO\ZHDOONQRZWKDWWKLVLVQRWHQRXJK5HJDUGOHVVRI the constant education you provide your current employees, every PDQDJHUDQGH[HFXWLYHLQWKLVURRPNQRZVWKHVLQJOHPRVWGLI¿FXOW problem facing our industry is our ability to recruit and retain top talent. Building this bench strength is critical to surviving the shifting of the working generations. ³5HFRJQL]LQJRXU0HPEHUVQHHGWRUHFUXLWWRSWDOHQWDQGEXLOG true bench strength, Evergreen over the last two years has been aggressively pursuing a platform for which it can procure, foster and place top talent within the Evergreen community. None of us is as strong as all of us. This mantra drove our decision to make recruitment Evergreen’s next big step forward. “Imagine an Evergreen booth at every top Industrial Distribution University job fair, recruiting not for one market but all markets across the U.S. Imagine a portal where prospective applicants FDQJRWR¿QGH[FLWLQJFDUHHUVDFURVVWKHFRXQWU\LQWKH(YHUJUHHQ Member Network—a portal where Members can post job opportunities knowing that only their target audience will be UHDFKHG$VWXGHQWIURP7H[DV$ 08QLYHUVLW\FRXOG¿QGDMRELQ New York City, Atlanta or Las Vegas. ³:HNQRZWKLV(YHUJUHHQ0HPEHUVKDYHVRPXFKPRUHWRRIIHU than the national players, and we must exploit that. Employees have the ability to directly impact the business they work for on a daily basis. The CEO’s and other executives are not far off in an ,YRU\7RZHUEXWUDWKHUUXEELQJHOERZVZLWKHYHU\OHYHORIWKH¿UP )XQHYHQWVOLNH1DVFDU¶V%ULVWRO1LJKW5DFHRUKXQWLQJWULSVWR Cabin Bluff are always on the menu when working in the Independent Channel.

2 0 1 5

2 0 1 4

Five concurrent workshops were offered at this year’s Partnership Conference. Workshop topics included &RQÀLFW5HVROXWLRQ2QOLQH Training, Reducing Operational Costs, Increasing Your Personal Productivity Using Outlook and Member Networking. Top: Reggie Carney of LeadStrong, Inc. led the leadership workshop on ³&RQÀLFW5HVROXWLRQ´ Bottom: John McMichael of John McMichael & Assocs. led the workshop “Increasing Your Personal Productivity 8VLQJ2XWORRN´

“Our ability to recruit and retain top talent is so critical to the fates of each Member in this room, Evergreen can no longer take a back seat in this critical function. I believe this program will be the next giant leap Evergreen takes ahead of every other co-op out there that just provides rebates and volume discounts. “As I wrap up, I wanted to take a few moments to thank the many SHRSOHLQP\OLIHZKRKDYHVRULFKO\LQÀXHQFHGP\SHUVRQDODQG professional path. First, I would like to thank both my Mom and Dad, who are here today, for the deep-seeded sense of compassion and empathy that catalyzed my success. I would like to thank all of the key personnel from my company who have travelled so far to share in this experience. I am truly blessed to ZRUNIRUVXFKD¿QHWHDP,ZDQWWRWKDQNHYHU\%RDUGPHPEHU, have served with for the wisdom they shared and for treating such a young man as their equal. Kevin, Wade, Misty, Mary and Patti, thank you for all of your support these past three years and your VHOÀHVVGHGLFDWLRQWR(YHUJUHHQDQGLWVDGYDQFHPHQW)LQDOO\ I want to thank every Member and Supplier in this room. Thank you for the opportunity to serve you and for the support and kind words so many of you have offered.” )ROORZLQJ0DQWLV(YHUJUHHQ&KLHI([HFXWLYH2I¿FHUKevin Higginbotham addressed the group with the annual “State of Evergreen” recap and 2014 highlights. “Good afternoon. I’d like to join Mike and the rest of the Evergreen Board and staff in welcoming all of you back to Dallas for the 26th Annual Evergreen Partnership Conference. I plan to keep my remarks brief today since we had the opportunity to cover much RIWKH¿QDQFLDOVDQGKLJKOLJKWVLQWKH0HPEHUDQG3UHIHUUHG Supplier meetings held this morning. “That said, I do need to underscore that 2014 was an excellent year for Evergreen. In fact, it was our best year ever, and Q4 2014 was the best quarter in the group’s history. (Continued on page 27.)

Evergreen Update / Spring 2015

23

E V E R G R E E N

U N I V E R S I T Y

Acme Tools Vice Presidents Paul and Steve Kuhlman congratulate Rahn Ford (center) for achieving Evergreen Operations Specialist FHUWL¿FDWLRQ (Continued from page 13.)

Constar Supply Bill Morse Feb 11 Mark Linhoff Feb 11 Construction Tool Service Paul Connelly Jul 04********** John Ocilka Mar 05* John Becker Aug 07****** Marty Mathieu Jun 08 David Albeck Aug 10 Stuart Gelles Jan 11 Kevin Huddleson Feb 12 Cook Iron Store Dana Skinner Apr 04 Ken Page Jul 04 Scott Demar Mar 05 Dennis Blankenberg Dec 08* Darragh Company Todd Carter Jan 10 Leslie Morgan Mar 11* Paula Myers Feb 13* Justin Good Mar 13 John Kelley Oct 14 Wes Garner Jan 15 Curtis White Jan 15 Dixie Construction Products Joe Cobb Apr 04* Chuck Coffman Apr 04 Mike Isaacs Apr 04 Jimmy Stone Apr 04 Jared Crumbley Feb 05 6WHYHQ5RJHUV)HE Zac Drury Mar 05 5RQ6H\PRXU0DU Kevin Maher Jan 06 Tom Dexter Mar 06 Frank Henderson Jan 07 Doug Paul Feb 07 Mike Crow Oct 07 Terry Snyder Jan 08 Jeff Harboldt Jan 09 Kirk Hollis Jan 09 24

Evergreen Update / Spring 2015

S P R I N G

2 0 1 5

From left, Fasteners / Southwestern Supply President Keith Mantis congratulates Justin Legere and Mike Mantis upon receiving their awards for achieving (YHUJUHHQ2SHUDWLRQV6SHFLDOLVWFHUWL¿FDWLRQ

Brian Neal Mar 10 0LNH5REH\0DU Lamoine Dotson Oct 13

Frank’s Supply Bill Powers Mar 10 5D\3D\HQ'HF

Drivekore Jim Meals Dec 06 Steve Bonsell Mar 07 -DPLH5XEE2FW John Cagle Mar 08 5XVV3HDUO)HE

International Tool Barry Barnett Dec 09

Edge Construction Joey George Feb 13 Ensco Supply Wes Smith Feb 07 Neal Thivierge Feb 07 Scott Nicholson Mar 08 Teai Edwards Apr 09 Cindy Dean Oct 09 (ULF5LWFKLH0DU Fasteners, Inc./MI John Szlenkier Feb 08** Scott Battershell Mar 09 Bret Hoekman Mar 09 Billy Meadows Mar 09 Greg Engels Mar 11 Adam Krajicek Oct 12 Jason Haak Feb 13 Chris Schray Mar 13 Brandon Culver Nov 13 Fasteners Inc./Southwestern Supply Alex Chavez Feb 06 Don Gallion Feb 07 Marco Jimenez Feb 13 Fort Worth Bolt & Tool Mike Erickson Feb 07 Ken McLarry Feb 07 Frank Stone Dec 07 Corby Pardue Mar 12 Joey McCrory Jan 13 Chad Adams Feb 14 Anthony Jessie Nov 14 Sherry Stepp Jan 15

Jensen Equipment Chris Moon Feb 06* Jeff Peterson Aug 06*** Jeff Henkel Sept 06** Dave Greer Mar 07 Art Abe Feb 09 Dave Williams Mar 09 Bob Yaeger Mar 09 Jim & Slim’s Tool Supply Kirk Burzynski Aug 08 David Shively Mar 15 Jobsite Supply Pete Molloy Mar 10

Joe Roeder (Acme Tools) accepts his award for achieving Evergreen Safety Specialist status.

John Blackwell Aug 06*** Floyd Gordon Jan 07 Karl Weber Jan 07******* George Bridges Mar 11**** Perry Mill Supply Gary Wegelin Apr 05*** Philipps Brothers Supply Jim Allison Mar 10 John Cronenberger Mar 10 Gordon Soehnlein Mar 10 Pro Tool & Supply Leo Fay Mar 06********* Kevin Dobson Mar 12*** Chris Debalsi Feb 13** Slim’s Power Tools Jayson Sato Jan 07 Wade Sugimoto Jan 08 Mikele Lima Feb 13

Lincoln Contractors Supply Eric Steinbrecher May 10*** M.J. Davies Mar 11 Matthew Burrows Oct 11 Jered Piencikowski Jan 12 James Samuelson Mar 12 Brian Zeinert Mar 12 Marty Schultz Mar 13 Andy Cruz Lillegard Sept 13 Katie Lancelle Oct 13 Dan Gust Mar 15 Dan Steinbrecher Mar 15 Keith Turtenwald Mar 15

Team Tools Kurk Brown Feb 13

Northern States Supply Chris Wharton Mar 05 Jason Bedel Mar 07* Jesse Stegeman Jan 10 Tony Stuhr Jan 13 Tim Stutelberg Apr 13 Geoff Gilbertson Feb 15

Total Tool Supply .HYLQ5RWK$XJ Blake Stahnke Dec 08 Andy Jordan Apr 09 Jeff Jensen Mar 10 Bruce Ostrander Mar 10 Jim Pritschet Mar 10 Jim Howard Feb 11

PBC Industrial Supplies John Mouton Jan 06

Tool Mart / Austin Tool &KXFN5REELQV$XJ Chris Dierschke Jan 07 Chris Brannen Feb 10 Frank Machock Mar 10 Marcus Palermo Feb 14 Tools & Accessories Josh Allen Oct 12 Chris Allen Feb 13

(Continued on page 42.)

Evergreen Update / Spring 2015

25

DIGITALLY

REACH

ANY JOB ANYWHERE AD539 ©2015 Werner Co. 05/15

26

Evergreen Update / Spring 2015

118-M Knaack DataVault mobile digital plan station provides a highly mobile jobsite connectivity solution, empowering productivity and digital collaboration.

www.knaack.com

P A R T N E R S H I P

C O N F E R E N C E

2 0 1 5

Creating A Winning Team (Continued from page 23.)

“Simultaneously, Evergreen Member Darragh Company sent one of their top guys to walk through installing wall forms. We wrapped up the class with a day-long session on concrete restoration applications lead by Evergreen Preferred Supplier Simpson Strong-Tie. “This class is a prime example of what can be accomplished by working together. We owe a big thanks to Evergreen Preferred Supplier Wacker-Neuson and Luke Sivcik, Steven Tolbert and Darragh Company, and Billy Viars and Simpson Strong-Tie. In addition, Preferred Suppliers Trimble, Mar-Mac and Kraft Tools all played important roles. “These are applications that are best learned by doing, and this was just step one. We will continue to look for ways to expand our training around concrete accessory products.

Evergreen CEO Kevin D. Higginbotham gives the annual “State of (YHUJUHHQ´DWWKHFRQIHUHQFH¶VRSHQLQJ*HQHUDO6HVVLRQDQG/XQFKHRQ KLJKOLJKWLQJDV³WKHEHVW\HDUHYHU´IRUWKHJURXS

“We grew 10.2% in 2014 and have had a compound annual growth rate of 16.7% since 2009. We have more than doubled in the last ¿YH\HDUV “This kind of performance is a direct result of our group’s focus on WKHIXQGDPHQWDOVRIZKDWLWWDNHVWREHVXFFHVVIXOLQWKLVEXVLQHVV • Training our people so they can be the best in the industry. • Developing relationships between distributors and key PDQXIDFWXUHUVWKURXJK3ODQQLQJIRU3UR¿WŒWKLVFRQIHUHQFH and other activities. “We are excited about 2015 and beyond. We’ve recently announced the next phase of our professional development effort focused on Leadership Development, Coaching & Counseling, 'HYHORSLQJ6WURQJHU7HDPVDQG5HFUXLWLQJ 5HWHQWLRQ “There’s a fairly lengthy article about our plans in the Winter 2015 issue of the Evergreen Update Newsletter which each of you received in you conference packet. I encourage you to read the article and give Wade or me a call if you have any comments or questions. ³5HVWDVVXUHGZHZLOOFRQWLQXHWRNHHSRXUIRRWRQWKHSHGDOZLWK our Product & Application classes and Selling Skills programs. However, we felt that as our Members grow and become more complex organizations we needed to do our part to help them make their people successful. “That said, basic product and application knowledge is still key. We will continue to deliver classes at the Founders Training Center and regionally around the country working with some of the leading independent rep agencies. ³/DVW1RYHPEHUZHKHOGRXU¿UVW&RQFUHWHFODVVDWWKH7UDLQLQJ Center. We actually demolished a section of the parking lot and had students set grade using lasers, compact the sub-base, drill and LQVWDOOGRZHOVLQVWDOODQGWLHUHEDUDQGWKHQVSUHDG¿QLVKDQGVWULNH off the concrete when the truck did the pour.

“We will also continue to invest in online training through the Evergreen University powered by BlueVolt. We continue to see growth in the number of class completions and the number of manufacturers getting involved. Online training is an important complement to our live training sessions. “Before I wrap up, let me take a minute to talk about table-top appointment scheduling. The Evergreen Board and Supplier Advisory Council have spent some time talking about how to improve the quality of the meetings. We surveyed Members and Preferred Suppliers and shared some of the results of the survey this morning. (For a more indepth discussion, see page 33.) “I am often asked about how to get the best schedule. My advice is to be focused about what you want to accomplish when you submit your requests. Telling us you “Must Meet” with someone communicates that it is important; telling us that you are “Willing to Meet” communicates that it is not really that important. “The second bit of advice is don’t wait. Where you are in line has a lot to do with your schedule. We opened up requests this year on February 2. By February 6, more than 50 Members and Preferred Suppliers had submitted requests. By the February 18 deadline, 112 companies had submitted. That’s why we sent an email out to all Preferred Suppliers in early January advising everyone to start thinking about who they wanted to meet with. Our goal is to schedule meetings between companies that want to meet with one DQRWKHUQRWWRVLPSO\¿OOXSDVFKHGXOH “Okay. Enough with that. 2015 is a special year for me personally for a couple of reasons. First, in a couple of months—June 19th to be exact —I will celebrate my 20th anniversary with Evergreen. As ,UHÀHFWRQVSHQGLQJWKHEHWWHUSDUWRIP\SURIHVVLRQDOOLIHZLWKWKLV group, I can only say how special it has been for me. I’ve had the pleasure of working with and for some of the sharpest entrepreneurs in the industry. It has been a real joy, and I’m excited about the future. “The second reason 2015 is special is that I will hit the big 6-0 later this year. For some of you that may seem young; for many of you it probably seems old. For me, it’s just another number. Thankfully I am blessed with great health; I still run almost every day, and I have a lot of passion for Evergreen. And, quite frankly, we still have a whole lot of work to do here. Thanks for your time.”

Evergreen Update / Spring 2015

27

Business Member Benefit! Optimize your wireless operations with Sprint

Sprint, BizUnite and Evergreen have teamed up to help you get the latest mobile technology such as leading edge smartphones, tablets and mobile broadband devices. The results of this relationship may be increased profitability, productivity and efficiency.

MEMBER BENEFITS • Monthly wireless service discount for your business acct* • Waived Activation/Upgrade Fees • Special Device Pricing • Free Shipping • 25% accessory Discount • Sprint will give business customers a $150 service credit for each smartphone line switched to Sprint from another carrier*

With your Evergreen membership and the BizUnite Savings Program, you have access to these and many additional, valuable benefits. For more information and to learn about your BizUnite PRQWKO\ZLUHOHVVVHUYLFHGLVFRXQWFRQWDFW Savings Consultant: Jason Long Phone: 1.603.626.2107 Email: [email protected] Corp ID: 1$&53B(9( *Activ. Fee: May require $36/line. Credit approval req. Early Termination Fee (sprint.com/etf): After 14 days, up to $350/line. CL Discount: Avail. for company/org. liable business lines. Tax ID req. to establish acct. Discount subject to change according to the company’s/org.’s agreement with Sprint and is avail. upon request for select monthly svc charges. Discount only applies to Direct Connect Only Plan, Talk 450 and primary line on Talk Share 700; and data svc for Sprint Business Share Plan, Sprint Family Share Pack, Sprint $60 Unlimited Plan and Unlimited, My Way plans. Not avail. with no credit check offers or Mobile Hotspot add-on. CL Port-in Svc Credit: 2IIHUHQGVSRUW-in credit for smartphones and $100 port-in credit for feature phones and Sprint Phone Connect . CL only. Available online, via telesales, in participating Sprint Stores, and direct & indirect business channels. Purchases from other national retailers DUHQRWHOLJLEOHIRUVYFFUHGLW5HTXLUHVSRUW-in from an active number (wireless or landline). Must remain active with Sprint Business for 61 days to receive full svc credit. Excludes tablets, USB modems, netbook/notebook computers and dedicated mobile hotspot devices, upgrades, replacements and ports made between Sprint entities or providers associated with Sprint (i.e. Virgin Mobile USA, Boost Mobile, Sprint Prepaid and Assurance), telephone numbers active on Sprint within the SUHYLRXVGD\V6SULQW'LVFRXQW3URJUDP6HDVRQDO6WDQGE\SODQVDOOSODQVZLWKDQ05&RUOHVV%XVLQHVV)UHHGRPSODQV M2M plans, special Government plans, and select custom pricing plans. May not be combinable with other offers. Port-in Payment Expectations: Svc credit will appear in adjustment summary section at account level. If the svc credit does not appear on the first or second invoice following the 61st day, visit https://www.sprintportcredit.com and click on “Where’s My Service Credit”. Other Terms: Offers and FRYHUDJHQRWDYDLODEOHHYHU\ZKHUHRUIRUDOOSKRQHVQHWZRUNV5HVWULFWLRQVDSSO\ See Sprint.com or store for details. © 2015 Sprint. All rights reserved. Sprint and the logo are trademarks of Sprint. Other marks are the property of their respective owners

28

Evergreen Update / Spring 2015

Evergreen School of Safety Products & Applications E March 11 - 13. Founders Training Center M Members can better support their contractors with the correct equipment to provide a safer environment for their workers. We also spent a half day covering Arc Flash Safety. Thanks to Chad Lingerfelt from Evergreen Member Ensco Supply for FRQGXFWLQJWKLVWUDLQLQJIRUWKHEHQH¿WRIWKHJURXS&KDGKDVRYHU 20 years in the safety community and provided a solid base of LQIRUPDWLRQFRYHULQJDUFÀDVKFORWKLQJHTXLSPHQWDQGUHTXLUHPHQWV for the students to take back to their territories. A new focus area introduced during the March Safety class was Tools at Height Training and the importance of tethering hand tools ZKHQZRUNLQJDWHOHYDWLRQ7KLVKDVEHFRPHDKLJKSUR¿OHSUREOHP in construction with several accidents around the country where tools have fallen multiple stories causing serious injury or even death. Students left the training with ideas from our Preferred Suppliers on how to present solutions to their contractors to help them prevent these needless accidents. It goes without saying that safety is critical on a jobsite. For the past several years, Evergreen has conducted a Product & Applications course focused on many of the safety offerings from select Evergreen Preferred Suppliers. In the March 2015 class, 22 students representing 11 Evergreen distributors participated in classroom and hands-on training covering a multitude of safety equipment.

Thanks to Werner Co., Capital Safety, DeWalt, Ensco Supply, 5DGLDQV&HUWL¿HG6DIHW\(UJRG\QH3URWHFWLYH,QGXVWULDO3URGXFWV and National Marker for making this an outstanding class.

Fall Protection has become such an important aspect when talking about safety that during this class students spent three hours going through harnesses, lanyards, fall clearance requirements, weight restrictions and much more! While three hours of training will not make you an expert, it will provide a foundation in which

“Congrats for adding National Marker; they are a great company.” —Geoffrey Carr, Colony Hardware

(Continued from page 15.) (C

Update: Evergreen and JPW conduct yearly training classes both at the Founders Training Center in Farmers Branch, TX and at JPW University in Smyrna, TN. Since posting modules on Evergreen University powered by BlueVolt, have you seen an increase of baseline product knowledge from those students who have taken your modules? Eshleman: Yes. When students who have participated in %OXH9ROWDWWHQGRXUKDQGVRQFODVVLQ1DVKYLOOHZH¿QGWKH\DUH

+HUHDUHDIHZVWXGHQWFRPPHQWVIURPWKLVWUDLQLQJHYHQW “PIP—very knowledgable rep; Capital Safety—information that can be used daily.”—Jason Kirkby, Jobsite Supply

³([FHOOHQWWUDLQLQJ,W¶VDEHQH¿WWRKDYHDJURXSOLNH(YHUJUHHQWR partner with for professional development.”—Anonymous

better prepared to take in more indepth information. They aren’t starting in the dark with the product category and application. They have a base knowledge that only enhances the hands-on training to the next level. Update: Where do you see online training headed in the future? Eshleman: Hands-on training is something that will always be necessary. As valuable as learning online has become due to time and distance, it truly only serves as an entry-level enhancement or refresher course to hands-on training. Nothing will replace the invaluable knowledge of getting your hands dirty and learning.

Evergreen Update / Spring 2015

29

Build a Stronger Business with Spectra Precision Products

Green Beam

THE GO-TO CEILING LASER New LT58 Universal Interior Laser „

Small, Compact & Simple

„

Easy to use, easy to mount and easy to store

„

Automatic self-leveling assures accuracy and fast setup

„

Lithium-ion battery saves money and provides long battery life

The New Spectra Precision LT58 Universal Interior Laser provides an ultra-bright green horizontal laser beam that is ideal for acoustic ceiling installations. The green beam is intersected by two vertical red laser planes spaced 90 degrees apart providing reference for interior layout tasks including wall layout and installation, point transfer, finish carpentry, tile layout and horizontal and vertical alignment. The universal mounting accessory works with all types of ceiling tracks, including shadow tracks and can also be mounted to various tripods, columns and studs. A tough housing is designed to withstand the rigors of the professional construction environment. This rugged tool is specified to withstand a 3 foot drop test. Spectra Precision provides a full line of interior lasers including rotating lasers, point and line lasers and laser distance meters.

Complete System in a Case

30

Evergreen Update / Spring 2015

www.spectralasers.com

26th Annual Partnership Conference Opening Night Reception: Frontiers of Flight Museum, Dallas, TX— April 14, 2015

Evergreen Update / Spring 2015

31

32

Evergreen Update / Spring 2015

Evergreen Takes Steps to Improve the Quality of Conference Table-Top Meetings During Evergreen Board and Supplier Advisory Council meetings last year, the subject of improving the quality of table-top sessions during the annual Partnership Conference received considerable debate.

“The scheduling process has evolved over the years,” he said. “Our goal is to put meetings together with Preferred Suppliers and 0HPEHUVZKRWUXO\ZDQWWRPHHW:HGRQ¶WMXVWZDQWWR¿OOXSD dance card.”

Both distributors and manufacturers felt that the group should take VWHSVWR¿QGZD\VWRKHOSERWK0HPEHUVDQG3UHIHUUHG6XSSOLHUV do a better job of preparing for these important meetings.

Higginbotham noted that the most important information Members want Preferred Supplier to bring to a table-top session includes • Decision maker for their market • Information on new products/programs for the year • Ideas for new promotions • Ideas on ways to improve margins • Best practices from other markets • Sales update (prior year and current year)

“It was clear to both the Board and ESAC that the level of preparedness for the table-top sessions varied greatly,” said Kevin Higginbotham, Evergreen CEO. “Everyone could cite examples of folks who showed up very well prepared, and then there were others who were less focused. ³:HIHOWWKDWWKHEHVW¿UVWVWHSZDVWRVXUYH\ERWK0HPEHUVDQG Preferred Suppliers about their expectations for the meetings and then to share the consensus view of those expectations with everyone at the 2015 conference,” said Higginbotham. Higginbotham worked with the Evergreen Board and ESAC to craft surveys that would help them develop best practices for the tabletop session. The surveys were sent out in late November, and the results were compiled and shared during the 2015 Partnership Conference. “It was clear that there were disconnects between the Members and Preferred Suppliers,” said Higginbotham. “However, there were also a lot of areas where there was common ground regarding the expectations of what constituted a quality table-top meeting.

He noted that Preferred Suppliers had similar views. Preferred Suppliers indicated that they wanted to identify areas of opportunity, meet with ownership to build a relationship, learn about their business, resolve problems and tell Members about new products. “Members, in particular, want the Preferred Suppliers to have some knowledge about their business and their key customer base to determine whether a meeting is even warranted,” said Higginbotham. “One clear best practice that came out of this exercise is the need for both sides to do some pre-work in advance of the conference.” (Continued on page 36.)

“We wanted to focus on the positive and use the survey results to highlight the best practices,” he said. “We also felt that by talking openly about the survey results during the Member and Preferred Supplier meetings at the conference as well as the General Session ZRXOGJLYHVXI¿FLHQWZHLJKWWRWKHVXEMHFW´ Higginbotham noted that the group used the exercise as an opportunity to discuss how table-top appointment schedules are created and what each party needs to do to obtain the best possible schedule of appointments.

Scheduling priority is given to Members and Preferred Suppliers ZKRERWKLQGLFDWHWKH\³0XVW0HHW´ZLWKRQHDQRWKHU7KHGDWH of receipt of requests is used to determine which set of requests JHWVFKHGXOHG¿UVWVHFRQGWKLUGHWF

Evergreen Update / Spring 2015

33

34

Evergreen Update / Spring 2015

Recipients (Continued from page 7.) (YHUJUHHQ&HUWL¿HG7RRO6SHFLDOLVWVHDUQWKHULJKWWRZHDUD championship-style gold ring or a handsome, custom-made gold watch. Following initial recognition, sales professionals build toward the Diamond Levels by taking additional classes and workshops. 'LDPRQG/HYHOVRIFHUWL¿FDWLRQUHTXLUHWKHVDOHVSURIHVVLRQDOWR complete an additional 52.5 hours of professional development programs, take Evergreen-developed online training modules and have a “teaching experience.” The teaching experience is designed to drive the training HIIRUWGHHSHULQWRWKHGLVWULEXWRU¶VRUJDQL]DWLRQE\UHTXLULQJWKH&HUWL¿HG Tool Specialist to share what they know with others. Each higher level of FHUWL¿FDWLRQLVPDUNHGZLWKDGLDPRQGSODFHGRQWKHULQJRUZDWFKIDFH

MADE IN THE

USA

The group launched a companion recognition program for sales professionals in the specialty area of Safety Products & Applications several years ago. The following individuals earned designation in 2014 as Evergreen Safety Specialists by completing a rigorous set of courses UHODWHGWRVDIHW\SURGXFWV UV^^P[O

• Tom Holman,$FPH&RQVWUXFWLRQ6XSSO\3RUWODQG25 • Joe Roeder, Acme Tools (Grand Forks, ND) • Aaron Schmitz, Acme Tools (Grand Forks, ND) • Jim Johnson, United Tool & Fastener (Houston, TX). (YHUJUHHQDOVRODXQFKHGDFHUWL¿FDWLRQSURFHVVIRUHPSOR\HHVLQWKH RSHUDWLRQVVLGHRIDGLVWULEXWRU¶VEXVLQHVV2SHUDWLRQVFHUWL¿FDWLRQ requires 120 hours of professional development. Earning operations FHUWL¿FDWLRQWKLV\HDULQFOXGHG

advanced formula!

TM

Scan QR to view more masking tapes!

TM

i tape with

8 8 8 - 8 9 8 -78 3 4 w w w. i t a p e . c o m | i n f o @ i t a p e . c o m

• Rahn Ford, Acme Tools (Grand Forks, ND) • John Kelley'DUUDJK&RPSDQ\/LWWOH5RFN$5 • Justin Legere, Fasteners Inc./Southwestern Supply (Las Vegas, NV) • Mike Mantis, Fasteners Inc./Southwestern Supply (Las Vegas, NV) • Matthew Gelles, The NEFCO Corp. (East Hartford, CT) Congratulations!

REA CH REACH THE TOP SALES PROS IN THE INDUSTRY!

3ULQWDGYHUWLVHPHQWVLQWKH(YHUJUHHQ 8SGDWH newsletter DUHDJUHDWZD\WRJHW \RXUSURGXFWPHVVDJHLQWKHKDQGVRI SHRSOHZKRFDQGULYHVDOHV

201 Newsletter Submission Deadlines: Winter issue²February 1 Spring issue—May 1 Summer issue—August 1 Fall issue—2FWRber 1

&RQWDFWWKH(YHUJUHHQ2IILFHIRUGHWDLOVDQGUDWHV 800-859-8733 [email protected]

Evergreen Update / Spring 2015

35

Evergreen School of Products & Applications E February 25 - 27. Founders Training Center F Evergreen’s bedrock training event—the School of Products & Applications—focuses on the core products of our industry, such as lasers, power tools, carbide, anchoring and accessories. We’ve held this class many times through the years, but no two are ever the same. Evergreen Preferred Suppliers are always creating new and PRUHHI¿FLHQWWRROVLQWKHVHFDWHJRULHVDQGHDFKFODVVLV¿OOHGZLWK new students who bring their own perspectives to the training. Ideal for those folks who are new to the industry, the two-day school features extensive hands-on experience. Students are using the tools and accessories at the same time Supplier instructors are talking about who uses the product, how it’s used, where it’s used DQGKRZWRVHOOLW6HDVRQHGYHWHUDQVFDQEHQH¿WIURPDWWHQGLQJWKLV course to catch up on the latest product innovations and selling tips! We had 15 Evergreen distributors represented in the February 2015 class along with 14 Evergreen Preferred Suppliers. Here are a few VWXGHQWFRPPHQWVIURPWKHWUDLQLQJ “I loved the training and stations that were setup! I can’t wait to come back to another class!”–Bobby Bowling, Bailey Tools & Supply “The hands-on experiences are great for those who haven’t seen or XVHGFHUWDLQWRROVRUPDWHULDOVLQWKH¿HOG´²Mike Duncan, Tool & Anchor Supply µ7KLVZDVP\¿UVWH[SHULHQFHKHUHDQGLWZDVDZHVRPH/HDYLQJ here today knowing a lot more that I did before I came. Coming back in May, and I can’t wait.”—Scott Freeman, Bailey Tools & Supply

36

Evergreen Update / Spring 2015

Table-Top Meetings (Continued from page 33.) Schedules are published about three to four weeks prior to the conference to give both sides time to do some research. “We encourage both Members and Preferred Suppliers to send an email to each of their scheduled meetings and ask ‘Why do you want to meet?’ This let’s both sides prepare in advance for what’s going to be discussed, and that makes for a productive meeting.” Higginbotham noted that several Preferred Suppliers commented that it was helpful if a Member provided them feedback on their SHUIRUPDQFH,QIRUPDWLRQOLNHLQYHQWRU\WXUQV*052,VDOHV meeting performance and the like helps them to become better partners. How each Member’s branch ranks the supplier compared to others is also helpful. “There were a number of great ideas that came out of the surveys,” said Higginbotham. “For example, one Preferred Supplier suggested that each side communicate the three questions they want answered during the meeting to each other in advance. “Something as simple as that can make a huge difference in the quality of the meeting.”

NEW

FROM

MORSE Morse 811 UNIVERSAL Portable Band Saw Blade

Morse

METAL DEVIL

Morse

®

Cordless Metal Cutting Circular Saw Blades (Fits Hilti Cordless Saws)

ADVANCED EDGE POWER Recip Blades

Morse CARBIDE TIPPED

Hole Cutters

Evergreen Update / Spring 2015

37

BRUTE®

FILL IT UP! 2-Shelf Utility Carts

Ergonomically designed push handle. High density structural resin construction with molded-in storage compartments, holsters, hook notches and fittings. Easy access bottom shelf.

Utility Carts Part No.

Description

Load Capacity

FG450088BLA FG450088BEIG FG452088BLA FG450089BLA FG450089BEIG FG452089BLA

2-Shelf Utility Cart, Small 2-Shelf Utility Cart, Small 2-Shelf Utility Cart, Large 2-Shelf Utility Cart, Small 2-Shelf Utility Cart, Small 2-Shelf Utility Cart, Large

1500 lbs. 1500 lbs. 1500 lbs. 1500 lbs. 1500 lbs. 1500 lbs.

32 Gallon BRUTE® Round Container FG263200/GRAY All plastic, professional grade construction resists dents and will not rust, chip or peel. Strong, snap-on lids available for stable stacking.

BRUTE® Cans

Work Smarter. Tilt Trucks

Part No. FG263200GRAY FG264360GRAY FG263100GRAY FG264560GRAY FG265400GRAY

Other Colors Available!

Description 32 Gallon Container 44 Gallon Container 32 Gallon Lid Vented 44 Gallon Lid Vented 55 Gallon Lid

Easy to handle and maneuver through commercial doorways and onto elevators. Constant force design allows for controlled dumping by one person. Smooth surface is easy to clean and resists pitting and corroding.

Roto Molded Tilt Trucks Part No. FG131500BLA FG130500BLA FG131400BLA FG130400BLA

Structural Foam Tilt Trucks Part No. FG9T1300BLA FG9T1400BLA FG101100BLA FG101300BLA FG9T1500BLA FG9T1600BLA

38

Description SF Utility Tilt Truck SF Standard Duty Tilt Truck SF Utility Tilt Truck SF Standard Duty Tilt Truck SF Tilt Truck SF Tilt Truck

Evergreen Update / Spring 2015

Load Cp. 450 lbs. 850 lbs. 600 lbs. 1000 lbs. 1250 lbs. 2100 lbs.

Volume Cp. 1/2 Yard 1/2 Yard 3/4 Yard 3/4 Yard 1 Yard 1 Yard

Description Standard Tilt Truck Standard Tilt Truck Utility Tilt Truck Utility Tilt Truck

Load Cp. 1250 lbs. 850 lbs. 850 lbs. 450 lbs.

Volume Cp. 1 Yard 1/2 Yard 1 Yard 1/2 Yard

26th Annual Partnership Conference Product Showcase +RWHO,QWHU&RQWLQHQWDO'DOODV7;²$SULO

Evergreen hosts a Product Showcase during the annual Partnership Conference on odd-numbered years. This year Evergreen Members were able to visit over 50 Preferred Supplier booths featuring an array of products. The showcase also allows Members to meet with Preferred Suppliers who were not part of their table-top meeting schedules.

Evergreen Update / Spring 2015

39

Meet ESAC:

J Myers is the President Jay R RI-50\HUV $VVRFLDWHV a leading manufacturer rep a agency serving industrial a and construction markets iin Northern California and N Northern Nevada.

Ultimate 6XPS3XPS 9DFXXP

Jay Myers J.R. Myers & Associates

Advertiser Index

This index is published as a courtesy to our readers. No responsibility is assumed for errors or omissions.

Company Apex Tool/JOBOX Bizunite/Sprint Chicago Pneumatic DeWalt Diamond Products (5%    (ULQ5RSH   Freud G-Strut Generac Intertape ITW Construction Products NA JPW Industries Klein Tools Louisville Ladder MK Morse Milwaukee Electric Mi-T-M 1HZHOO5XEEHUPDLG  1LO¿VN    Powermate (Generac) Powers 5DGLDQV   5HHG    Simpson Strong-Tie Stabila TPI Trimble United Abrasives Wacker Neuson Werner

page 43 28 11 17 6     12 20 4 35 32 41 33 14 37 10 15     21 2     34 8 36 30 35 25 19, 22, 26

&ROOHFWDQG GLVFKDUJHQHDUO\ RQHJDOORQ RIZDWHUSHU VHFRQG “Choose the right tool for the job.” It’s the contractor’s creed. For extreme ZDWHUFROOHFWLRQçRRGUHVWRUDWLRQFRPSDQLHVDEDWHPHQWFRQWUDFWRUVæUH GHSDUWPHQWVDQGPXQLFLSDOLWLHVUHO\RQWKH$77,;$()ORRG6XFNHU. 7KH$77,;)ORRG6XFNHUVHSDUDWHVVROLGVZKLOHOLTXLGVDUHVLPXOWDQHRXVO\ GLVFKDUJHGWKURXJKDILUHKRVH7KHSRZHUIXOGLVFKDUJHSXPSH[SHOVZDWHU XSWRIHHWYHUWLFDOO\DQGIHHWKRUL]RQWDOO\,WFDQEHRSHUDWHGLQWKUHH PRGHVÖYDFXXPRQO\SXPSRQO\RUYDFXXPDQGSXPS :KHUHRUGLQDU\VXPSSXPSVOHDYHXSWR LQFKHVRIOLTXLGRQWKHJURXQGWKH )ORRG6XFNHUFRPSOHWHO\UHPRYHVOLTXLGV OHDYLQJDGU\VXUIDFHEHKLQG

Learn more online at

1LOæVN$/729DFXXPVFRP 1LOæVN,QF,QGXVWULDO9DFXXP'LYLVLRQ•NILFISK

40

Evergreen Update / Spring 2015

•TXHVWLRQV#QLOæVNFRP

Evergreen Update / Spring 2015

41

C H A I R M A N ’ S

D E S K

E V E R G R E E N

U N I V E R S I T Y

S P R I N G

2 0 1 5

(Continued from page 3.)

As the summer starts to heat up (and it started early this year in Las Vegas), I look forward to our Summer Board and Member meeting in San Diego, CA. I would like to invite all Members to come get plugged into what’s going on at Evergreen and enjoy sunny San Diego July 14th through the 16th. The Board considers the entire event an educational activity for the Members so you are able to use your training and education funds to pay for out-of-pocket travel expenses. As I said in my General Session remarks at this year’s Partnership Conference, it has been a pleasure and deep honor to serve as Evergreen’s Chairman of the Board this past year. I feel truly blessed to be asked to stay on the Board for an additional year to serve during the Board’s transition. I will continue to push the boundaries of Evergreen’s success with my eyes ever-focused on the group’s next leap forward. God Bless and Have a Wonderful Summer!! Mike Mantis Fasteners/Southwestern Supply Las Vegas, NV

Subscribe Today— It’s Free!

Executive Vice President Rich Dunlap (Darragh Company) congratulates John Kelley for achieving Evergreen Operations 6SHFLDOLVWFHUWL¿FDWLRQ (Continued from page 24.)

Josh Nordhues Apr 11 Clint Amos Sept 11 Ben Owens Mar 12 Chris Koniar Jan an 13 Ken Sipprell Feb eb 13 Chris Edwards Nov 13 United Supply y Kevin Carson Feb 11 United Tool & Fastener Fast stten s ener nerr John Calhoun Marr 6********* 6*********** ***** Brian Yezierski Mar Ma ar 06 06 Jason Cavender er Sept Sep e t 06*** 06**** Marty Antholzner er Dec Dec 06 6 Don Bynum Jun n 06 06 Dave Selby Jun n 06 6 Bill Mhoon Feb b 07 Jim Johnson Feb eb 11 1 Jared McCullough ugh Feb eb 11 11 David Oquinn Mar 12*** * ** Whitton Supply ly Tim Violett Feb b 06 Jon Elliott Mar 06 Mitch Elliott Mar 08 Jerry Williams Mar 08 Andy Austin Mar 10 Keith Davis Mar 10 2SHUDWLRQV&HUWL¿FDWLRQ Class of 2008 0LNH5HHGEnsco Supply Class of 2009 Stuart Gelles, Construction Tool Supply Jeff Jensen, Jensen Equipment David Oquinn, United Tool & Fastener

42

Evergreen Update / Spring 2015

President David Gelles (The NEFCO) congratulates Mattt Gelles (right) for EHFRPLQJFHUWL¿HGDVDQ(YHUJUHHQ Operations Specialist at the April Conference.

Class of 2010 $OOHQ5DXOHUVRQ A-Jax Fasteners & Tools 7RP5LFNHUV Fasteners Inc./MI Kirk Burzynski, Slim’s Jim m & Sli S Sl lim im s Tool im’s Too ol Supply Su upp plyy Norm N No orm Knief, Kni n ef, eff, Lincoln Li inc n ol o n Contractors Cont ntr tract ctor tor ors Supply Supply Su Supp pply pp ly Eric Er icc Steinbrecher, Ste tein in nbrecher, br Lincoln Li Linc inc n oln Contractors Supply Supp ply ly Keith Keit Ke itith h Turtenwald, Turt Tu rtten e wald, Lincoln Contractors Co ontra ra act c orrs Supply Leo Pro Supply L eo Fay, y,, Pr P ro o Tool To ool ol & S upplyy Class Cl C las ass ss of of 2011 20 01 11 11 Pete Pe P ete te Molloy, Mollo oy, Jobsite Jo obs b itte Supply Su Supp upp pply ly ly Tina Erpenbach, T Ti ina na E na rpen rp en nba b ch ch, Northern Nort No rthe rt rthe hern hern n States Sta tattes tes Supply S pp Su pply lyy Chris C hris Wharton, Wh har artton ton, Northern Nort No rthern States Supply rt Brandon B Br Bran rando d n Weber, Webe We ber, be r PBC PB C Industrial In ndu dustrial Supplies Sup ppl plie iess ie 5DQG2NHPXUD 5 5D Q 2NH QG N PX XUD UD Slim’s S Sl im m’ss Power Pow owe er Tools er Too ols John Jo ohn Calhoun, Cal a ho houn un,, un United Tool Too ol & Fastener Fast Fa stener st Class of 2013 -RH5RHGHUAcme Tools 5\DQ&URXG\ Fasteners/SW Supply Class of 2014 5DKQ)RUGAcme Tools John Kelley, Darragh Company Justin Legere, Fasteners/SW Supply Mike Mantis, Fasteners/SW Supply Matthew Gelles, The NEFCO Corp.

Safety Specialist Class of 2010 Jeff Johnson, Acme Construction Supply Mike Hurley, y, Colony Hardware Hardw Corp. Jonathan Capps, Cap Ensco Supply Class Clas Cl as a ss of 2011 Neal al Thivierge, Thi h vierge Ensco Ensc En sco o Supply Supply Kirk K Ki rkk Burzynski, Bur urzy zyynsk Slim’s Jim Ji m & Sl Slim im’s Tool T Supply Trevor Osborn, Tr rev e or O sborn Jobsite Jo obsite Supply Supply Su Sup Class Cl C Clas las ass off 2012 2012 David Da avi v d Oquinn, Oq quinn United Tool Un Tool & Fastener Class Cl C as ss of of 2013 Adam Ad Adam am Krajicek, Krajicek Fasteners F Fa asteners Inc./MI Inc Tim T im Waddell, Jobsite Supply Eric Steinbrecher, Steinbrec Contractors Supply Lincoln Contra John Calhoun, United Tool & Fastener Class of 2014 Tom Holman, Acme Construction Supply -RH5RHGHUAcme Tools Aaron Schmitz, Acme Tools Jim Johnson, United Tool & Fastener *Denotes Diamond Level

2 1/2" thick doors — a full 3/4" thicker than comparable cabinets.

JOBOX® outperformed comparable cabinets by over 100% in an independent burn test.

Bright white interior for maximum visibility.

Hi-Viz safety and warning labels provide constant best practices reminders.

Adjustable shelving funnels material spills into a 2" deep leak-proof sump.

Front access to leveling screws

Introducing the new EZ Level Bolster System. ™

The first of its kind in the industry, the EZ Level Bolster System eliminates having to tip the cabinet to access the leveling screws. Now, cabinet leveling is safe and simple.

See the video at Safety.Jobox.com

FLAMMABLE LIQUID STORAGE

Evergreen Update / Spring 2015

43

Evergreen Marketing Group 3552 Garden Brook Drive Farmers Branch, Texas 75234 800-859-8733 toll free 972-242-1411 fax www.evergreen-marketing.com

Thank You 2015 Conference Sponsors!