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FALL 2019

Distributor's Link Magazine Fall 2019 / Vol 42 No4

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in the Fall <strong>2019</strong> issue of<br />

6 DISTRIBUTOR NEWS<br />

8 VALUE ENGINEERING ON EXISTING PARTS<br />

Laurence Claus<br />

10 GRABBING HOLD AND LETTING GO: THE EXPLODING<br />

BOLTS THAT BRING US TO SPACE<br />

Ryan Bradley<br />

12 WHAT FASTENER DISTRIBUTORS NEED TO KNOW ABOUT<br />

WHY CONTROLLED QUENCHING & TEMPERING IS IMPORTANT<br />

Guy Avellon<br />

14 UPCOMING STAFDA CONVENTION AND TRADE SHOW<br />

IN NASHVILLE<br />

Georgia H. Foley, CEO<br />

16 COMPUTER INSIGHTS: OUR INDUSTRY LEADING<br />

SOFTWARE IS JUST THE START...<br />

Dennis Cowhey, President<br />

24 1SHOT STEEL STUD ANCHOR FASTENS DIRECTLY<br />

TO STEEL STUDS<br />

26 FASTENER FAIR USA HEADS TO CHARLOTTE<br />

28 FASTENER SCIENCE: YIELD AND TENSILE STRENGTH<br />

ON THE STRESS-STRAIN CURVE<br />

Rob LaPointe<br />

30 ARE YOUR TECHNICAL SKILLS CURRENT?<br />

Jo Morris<br />

32 INSPIRING TOMORROW’S MANUFACTURING<br />

WORKFORCE THROUGH SUMMER CAMPS<br />

Cindy Day<br />

34 COMPANY REPORTS THAT WRITE THEMSELVES:<br />

WITH ARTIFICIAL INTELLIGENCE, IT’S A SNAP!<br />

Joe Dysart<br />

36 IFI WELCOMES TWO NEW DIVISION MANAGERS<br />

37 SETKO FASTENERS: READY . . . SETKO!<br />

38 KEEP YOUR FASTENER STANDARDS LIBRARY CURRENT<br />

Salim Brahimi<br />

40 DEALING WITH DOORKNOBS AND OTHER<br />

PROBLEMATIC EMPLOYEES<br />

Robert Footlik<br />

44 SQUARE SOCKET RECESS WOBBLE INSPECTION<br />

Larry Borowski<br />

45 3Q: CONTINUING TRADITIONS<br />

46 FASTENER NEWS DESK BEST BOOTH AWARDS<br />

FROM IFE <strong>2019</strong> REVEALED<br />

47 OFFSHORE MILLING: CONTINUAL IMPROVEMENT –<br />

THE OMS DIFFERENCE<br />

48 THE QUALITY MOVEMENT OF 30 YEARS<br />

Jim Truesdell<br />

50 YOUR PRICING IS THE KEY TO UNLOCKING<br />

FASTER GROWTH – PART 2<br />

Nelson Valderrama<br />

54 TEACHING ROBOTS TO INSTALL SCREWS<br />

John Wolz<br />

56 IN SOUTH FLORIDA – PRIME INDUSTRIAL IS A NAME<br />

YOU CAN TRUST<br />

57 KEY BELLEVILLE CELEBRATING OVER 50 YEARS!<br />

58 HOW WIFI HAS HELPED IGNITE THE POWER OF<br />

WOMEN SINCE 2009<br />

60 A PEER IS A FRIEND INDEED<br />

Tim O’Keeffe<br />

64 BRINGING BALANCE TO THE FORCE – PART 2<br />

Jürgen Wenzel<br />

66 MWFA ENJOYS SUMMER FUN EVENTS<br />

Nancy Rich<br />

67 MWFA ANNUAL MIXER PHOTOS<br />

68 PROPER HOLE CONDITIONS FOR BLIND RIVETING<br />

Anthony Di Maio<br />

72 MAC-LEAN FOGG ANNOUNCES NEW JOINT VENTURE<br />

73 INTEGRATED PACKAGING: DELIVERING QUALITY,<br />

CONSISTENCY & EXCELLENT SERVICE<br />

74 WHICH AUSTENITIC STAINLESS-STEEL SPRING PIN<br />

IS BEST FOR DYNAMIC LOADING?<br />

Michael J. Pasko<br />

76 SC FASTENING BECOMES FIRST PREFERRED VENDOR<br />

OF INTERNATIONAL SOAP BOX DERBY<br />

78 BUSINESS VALUATION: THE BENEFIT AND ABILITY<br />

TO OBTAIN SUBSTANTIATED VALUE<br />

Roman Basi<br />

80 IFE <strong>2019</strong> FASTENER PROFESSIONAL AWARD WINNERS<br />

81 IFE <strong>2019</strong> SHOW PHOTOS<br />

82 VOLT FASTENERS ARE EVERYWHERE


84 COME TO NFDA’S <strong>2019</strong> EXECUTIVE SUMMIT<br />

Vickie Lester<br />

86 BRIGHTON-BEST: YOUR ONE-STOP SHOP FOR FASTENERS<br />

IS NOW YOUR CONSTRUCTION SUPPLY CHANNEL<br />

87 BRIGHTON-BEST <strong>2019</strong> COCKTAIL PARTY PHOTOS<br />

89 INTERNATIONAL FASTENERS LAUNCHES NEW WEBSITE<br />

90 NEFDA 31ST ANNUAL GOLF OUTING<br />

Nancy Rich<br />

91 NEFDA GOLF OUTING PHOTOS<br />

92 IFE <strong>2019</strong> WELCOME RECEPTION PHOTOS<br />

96 INTRODUCING INTERCORP’S NEW WHOLESALE WEBSTORE<br />

99 DDI SYSTEM: ADVANCED FUNTIONALITY FOR<br />

DISTRIBUTOR BUSINESS<br />

112 NEFDA NEW BOARD OF DIRECTORS<br />

Nancy Rich<br />

115 EFC INTERNATIONAL: YOUR SOURCE FOR SPECIALTY<br />

ENGINEERED FASTENERS & SOLUTIONS<br />

126 MWFA EXPO & GOLF OUTING SET FOR JUNE 2020<br />

Nancy Rich<br />

128 NCFA SCREW OPEN<br />

Dave Audia<br />

volume 42 // issue #4<br />

129 NCFA SCREW OPEN PHOTOS<br />

134 FASTENER WEB LINKS<br />

141 SUBSCRIPTION FORM<br />

150 ABBOTT-INTERFAST: CELEBRATING AN EMPLOYEE<br />

DOUBLE MILESTONE<br />

156 PAC-WEST & NFDA TABLETOP SHOW AND CONFERENCE<br />

RETURNS TO LONG BEACH<br />

Vickie Lester<br />

168 NCFA’S PERFECT NIGHT AT THE BALLPARK<br />

Marty Nolan<br />

176 SFA’S SUMMER HAS BEEN FILLED WITH HAPPY HOURS<br />

Cari Bailey<br />

182 WIFI <strong>2019</strong> SCHOLARSHIP AND AWARD WINNERS<br />

184 INTERNATIONAL FASTENER EXPO <strong>2019</strong> PRODUCES<br />

ANOTHER HIGH-QUALITY EVENT<br />

199 ADVERTISE IN OUR WINTER 2020 ISSUE


6 THE DISTRIBUTOR’S LINK<br />

Earnest Machine was selected as a winner<br />

in Crain’s Cleveland Business’ Excellence in HR<br />

awards program. The award honors Northeast<br />

Ohio’s top human resources professionals who<br />

are building companies with the best people,<br />

talent, development, and culture.<br />

Judging for this award consisted of an<br />

outside panel of HR professionals who selected<br />

Earnest Machine for excellence in Employee<br />

Experience. The criteria for consideration of this<br />

award included showing how an HR department<br />

overhauled their approach to create a measurable<br />

difference to employee engagement, retention,<br />

or overall business performance.<br />

“One of Earnest Machine’s core values is,<br />

‘we respect one another and our customers,’”<br />

said Director of Talent Acquisition and Culture,<br />

Elise Bastian. “We feel what we give, we get<br />

in return. We don’t consider what we offer<br />

to be benefits – we’re simply treating people<br />

the way they deserve to be treated. This<br />

approach contributes to employee retention,<br />

job satisfaction, and that positively impacts our<br />

company’s bottom line.”<br />

Earnest Machine will be recognized at an<br />

awards event in August and will be profiled in<br />

Crain’s Cleveland Business’ August 5th edition.<br />

“A machine is as only as good as the sum of<br />

its parts,” said Bastian. “At Earnest Machine,<br />

we work together to accomplish a greater goal<br />

-- driving success for our customers.”<br />

Earnest Machine was founded in 1948 and is<br />

a global importer, distributor, and manufacturer<br />

of large diameter and hard-to-find fasteners<br />

for the agriculture, construction equipment,<br />

heavy transportation, and mining industries.<br />

Earnest maintains warehouses, sales offices,<br />

and manufacturing centers in Cleveland, OH,<br />

and Wolverhampton, England, as well as<br />

warehouses in Atlanta, GA, and Indianapolis, IN.<br />

With a distribution performance rate of 99.13%,<br />

Earnest Machine works to get customers the<br />

right part, in the right quantity, on-time, every<br />

time.<br />

For more information contact Earnest Machine<br />

Products at 1250 Linda Street, Suite 301, Rocky<br />

River, OH 44116. Tel: 1-800-327-6378 or visit<br />

them online at www.earnestmachine.com.<br />

* * * * * * * * * * * * * * * * * * * * * * * * *<br />

Rotor Clip Company Inc. is proud to<br />

announce that AFIXX Alliance, a division of<br />

Pacific Warehouse Sales, will now sell Rotor<br />

Clip’s complete product range, giving our<br />

customers express access to high quality,<br />

Made in the USA parts.<br />

Customers have made it clear that they<br />

want quality products delivered on time, in<br />

the volumes they require. They also want their<br />

transactions to be seamless, with quotations<br />

and orders processed in a minimum amount<br />

of time. Rotor Clip has responded with its<br />

Rotor Express program. Through a series of<br />

partnerships throughout the country, Rotor<br />

Clip can now provide customers with small<br />

package quantities of retaining rings that would<br />

otherwise be too costly to process from the<br />

company’s facility. These partners keep product<br />

on the shelf at extremely competitive prices and<br />

can respond to customer requests for product<br />

the same day, in most cases. And they provide<br />

you with the same quality products you would<br />

get when dealing with Rotor Clip direct.<br />

Benefits of the Rotor Express program<br />

include:<br />

¤ Shipment of your order within 24 hours.<br />

¤ Knowledgeable product service.<br />

¤ Certification for any product provided by<br />

Rotor Clip through Rotor Express alliances.<br />

¤ Full engineering support through Rotor Clip.<br />

¤ Visa & MasterCard accepted.<br />

Call Rotor Clip at 1-732-469-7333 with any<br />

quote or order, regardless of the quantity. If<br />

requirements are met, we will happily connect<br />

you to a Rotor Express partner to service your<br />

needs during the same call.


8<br />

THE DISTRIBUTOR’S LINK<br />

Laurence Claus<br />

Laurence Claus is the President of NNi Training and Consulting, Inc. He has 25 years of<br />

experience with a medium sized automotive fastener manufacturer, holding positions<br />

including Vice President of Engineering, General Manager, Director of Quality, Director<br />

of New Business Development and Applications Engineer. In 2012 he formed NNi<br />

offering technical and business training courses as well as technical consulting, expert<br />

witness and consultation work. He can be reached at 847-867-7363 or by email:<br />

Lclaus@NNiTraining.com. You can learn more about NNi at www.NNiTraining.com.<br />

VALUE ENGINEERING ON EXISTING PARTS<br />

In 2008 as “The Great Recession” was wreaking<br />

havoc on the economy, organizations like the fastener<br />

manufacturer I worked for were not just exploring ways<br />

to cut costs but were in full out survival mode. We<br />

were cutting back on everything and leaving no stones<br />

unturned on possible savings. Although this was perhaps<br />

the most difficult stretch of its kind our company had<br />

ever experienced in its approximate seventy-five year<br />

history, it did result in some healthy cutbacks and<br />

institutionalizing some good common sense practices.<br />

One of these practices was a project that I would<br />

spearhead, to assess low margin parts and determine if<br />

we had an opportunity to bring them back to health. I don’t<br />

believe we gave it any fancy name (although I would later be<br />

referred to as the “Dog Catcher”) or any significant fanfare<br />

as organizations sometimes do with such things. We just<br />

rolled up our sleeves, got to work, and ultimately were<br />

successful in salvaging some parts that we might have<br />

otherwise “fired” or continued to lose money on.<br />

I generally found that parts fell into one of three<br />

categories. The first category, and fortunately for us<br />

the most common, were parts that had simply been<br />

entered into our system incorrectly and carried, in some<br />

way inaccurate information which skewed the part cost<br />

and triggered artificial reporting values. These were<br />

easy fixes as we simply had to correct our system. The<br />

second category, parts that were correctly routed but<br />

insufficiently priced, normally as a result of a costly<br />

secondary operation added after quoting, were the least<br />

common of the three categories. This is fortunate, as<br />

these were rarely fixable and could be attributed as a<br />

class as the biggest losers. Finally the third category<br />

consisted of parts that like the previous category had<br />

significant or complicated operations and, thus, a<br />

TECHNICAL ARTICLE<br />

losing cost structure, but could be successfully value<br />

engineered to shift them from losers to winners.<br />

In part two of this “Value Engineering Series”, we will<br />

explore the process one might use in value engineering<br />

existing parts. Although some of the same activities will<br />

apply, the process of value engineering existing parts is<br />

normally different than value engineering new parts.<br />

Advantages<br />

An organization often engages in value engineering<br />

on existing parts because it is threatened or cajoled by<br />

its customer to do so. For example, the customer might<br />

notify the supplier that they feel the price is too high so<br />

that they intend to engage in some sort of resourcing<br />

exercise. Just as intended, this often puts a scare into<br />

the supplier who wants to keep the part because it is<br />

profitable, it is for a key customer they do not want to<br />

disappoint, or any number of other reasons.<br />

It is important to remember that being the incumbent<br />

is a nice advantage. This rarely puts an organization in<br />

a position to tell their customer to pound sand, but it<br />

does shift the leverage position in favor of the supplier.<br />

Companies, like individuals, generally are not highly<br />

motivated to seek change. They realize that their<br />

suppliers, especially if the part is complicated, possess<br />

a level of specific expertise and tribal knowledge that<br />

a new supplier would have to completely repeat on<br />

their own. For this reason, customer organizations are<br />

highly motivated to make a supplier change, even if they<br />

seem to be “singing a different tune”. In addition to the<br />

expertise that would have to be replaced, revalidation<br />

costs and other sunk costs would have to be repeated.<br />

These costs can be high, making the overall business<br />

case to actually make a change a non-starter.<br />

CONTINUED ON PAGE 100


10<br />

THE DISTRIBUTOR’S LINK<br />

GRABBING HOLD AND LETTING GO: THE<br />

EXPLODING BOLTS THAT BRING US TO SPACE<br />

The story of heroic fasteners that will get us to the moon and back<br />

by Ryan Bradley<br />

From the next room, through a thick granite wall,<br />

comes a chug-a-chug-a-chug-a, like an old steam train<br />

closing in. Rounding the corner, I see the source of<br />

the racket: a table, shaking. The long, metal slab jerks<br />

quickly back and forth. On it, in two neat rows, are a<br />

half-dozen rectangular prisms packed with sensors<br />

measuring pressure and motion. Each one holds a<br />

titanium-alloy bolt the size of a grown man’s forearm and<br />

weighing about 10 pounds. As the elaborate assemblage<br />

might hint, these bolts are special.<br />

Eventually, this remarkable hardware will go to<br />

space. The bolts, or ones like them, will hold together<br />

sections of the Orion spacecraft, a new vehicle that,<br />

sometime in the next decade, will carry humans out of<br />

low-Earth orbit for the first time since 1972—initially to<br />

the moon and later on trips to Mars. But before that, the<br />

fasteners must survive a mock version of their journey.<br />

Only worse.<br />

The shaking they’re enduring is merely the beginning,<br />

intended to simulate the violence of a launch. The parts<br />

also brave hammering, baking, and freezing—24 tests<br />

in total. All this before any metal even reaches the<br />

launchpad. The abuse ensures not only that the bolts<br />

will hold together massive space-faring machines, but<br />

that, at the exact right moment, they’ll break neatly<br />

apart. More specifically, they’ll explode, strategically<br />

jettisoning segments of Orion’s rocketry as they do.<br />

The design, manufacture, and most of the testing<br />

of this combustible hardware happens in an old stone<br />

factory in Eastern Connecticut, where engineers have<br />

crammed various items full of pyrotechnic material<br />

for well over a century. The 200-acre campus of<br />

19th-century brownstone, granite, and brick—a look<br />

that’s part factory town, part college—is the home of<br />

the Ensign-Bickford Aerospace & Defense Company (or<br />

EBAD, because what’s a defense contractor without a<br />

vaguely sinister acronym?). EBAD is one of more than<br />

2,000 companies making Orion’s nuts and bolts (and<br />

ceramics, fabrics, and springs) for Lockheed Martin,<br />

NASA’s main contractor on the project.<br />

CONTRIBUTOR ARTICLE CONTINUED ON PAGE 102


12<br />

THE DISTRIBUTOR’S LINK<br />

Guy Avellon<br />

Guy Avellon has been in MRO and Fastener Distribution for over 30 years, in such positions Sales<br />

Engineer, Chief Engineer, Manager of Product Marketing, Product Engineering & Quality and<br />

Director of Quality & Engineering. He founded GT Technical Consultants where he performs failure<br />

analysis, lectures on fastener safety, works for law firms and designs/audits Quality systems. He is a<br />

member of SAE, is Vice Chairman of the ASTM F16 Fastener Committee, Chairman of the F16.01 Test<br />

Methods Committee and received the ASTM Award of Merit in 2005. Guy can be contacted at 847-<br />

477-5057, Email: ExpertBoltGuy@gmail.com or visit www.BoltFailure.com.<br />

WHAT FASTENER DISTRIBUTORS NEED TO KNOW ABOUT WHY<br />

CONTROLLED QUENCHING & TEMPERING IS IMPORTANT<br />

Previously, we have discussed the steel chemistries<br />

of various alloy compositions and their basic relationships<br />

with temperature and carbon content to form the desirable<br />

crystalline structures for the mechanical properties<br />

needed in the finished product. However, the job is not<br />

yet complete without cooling the heated steel.<br />

Grain size is largely dependent upon the steel making<br />

practice and is an important factor in governing the<br />

mechanical properties of the steel. A fine austenite grain<br />

size will generally improve toughness, ductility and fatigue<br />

strength but may reduce hardenability.<br />

Under slow or moderate cooling rates, carbon atoms<br />

are able to diffuse out of an austenitic structure to become<br />

b.c.c. (body-centered-cubic). With a further increase in<br />

cooling rate, insufficient time is allowed for the carbon to<br />

diffuse out of solution but cannot become a b.c.c form<br />

while the carbon is trapped in solution. The resultant<br />

structure is martensite, which is a form of iron in which<br />

some carbon is trapped in a body-centered-tetragonal<br />

structure. This highly distorted lattice structure is the<br />

prime reason for the high hardness of martensite.<br />

The goal of hardening any steel is to produce a<br />

fine grain, fully martensitic microstructure, as it is<br />

much harder than austenite. Martensite is formed upon<br />

cooling. Martensite is formed only from austenite and<br />

almost instantaneously at relatively low temperatures.<br />

The maximum hardness obtainable from a steel in the<br />

martensitic condition is a function of the carbon content<br />

only. The minimum cooling rate (°F or °C per second)<br />

that will avoid the formation of any softer products of<br />

transformation is known as the critical cooling rate.<br />

The critical cooling rate is determined by the chemical<br />

composition of the steel, the Jominy test and the<br />

austenitic grain size. These factors influence how fast<br />

steel must be cooled in order to form only martensite.<br />

CONTRIBUTOR ARTICLE<br />

How the steel cools will determine its properties.<br />

Before heating and quenching any steel, a Jominy<br />

test must be performed to determine its hardenability.<br />

This is where heat lot numbers are important, as each<br />

heat lot will have different alloys and / or different<br />

chemical content per-centages that will affect the end<br />

results. The end-quench hardenability test, or the Jominy<br />

test will determine the hardenability of the steel heat lot.<br />

After heat treating and quenching per standard methods<br />

for that product, hardness readings are taken at 1/16”<br />

intervals from the quenched end at a depth of 0.015”.<br />

Each location on the test piece represents a certain<br />

cooling rate.<br />

For each steel and alloy, there is a cooling guide<br />

called a ‘Time-Temperature-Transformation’ graph, or TTT<br />

for short. It is also known as an Isothermal Transformation<br />

Diagram. This is illustrated below.<br />

CONTINUED ON PAGE 104


14<br />

THE DISTRIBUTOR’S LINK<br />

SPECIALTY TOOLS & FASTENERS DISTRIBUTORS ASSOCIATION<br />

PO Box 44, 500 Elm Grove Rd., Ste. 2I0, Elm Grove, Wl 53122<br />

TEL 1-800-352-2981 FAX 262-784-5059 EMAIL info@stafda.org WEB www.stafda.org<br />

STAFDA CONVENTION & TRADE SHOW<br />

NOVEMBER 10-12, NASHVILLE, TN by Georgia H. Foley, CEO<br />

Nashville…Music City…construction job site. What?<br />

You may have heard of Nashville’s nickname, Music City,<br />

but “construction job site?” From the moment people<br />

exit the airport (undergoing an expansion and renovation)<br />

to the time they get downtown, they will have lost track<br />

counting cranes. In metro Nashville, there are over 170<br />

projects on “Crane Watch” that are either proposed<br />

or underway. Driving (and walking) around downtown<br />

Nashville involves maneuvering around orange barrels<br />

and detoured sidewalks.<br />

Nashville’s strong pipeline of projects is transforming<br />

the city. Two significant downtown projects are Fifth +<br />

Broadway and Nashville Yards. Fifth + Broadway is a<br />

$400 million, 235,000 sf mixed-use project and Nashville<br />

Yards is the 16 acre site that will house Amazon’s<br />

new one million square foot, Operations Center of<br />

Excellence, for their customer fulfillment, transportation,<br />

and supply chain operation. The Paramount, a new 65<br />

story residential tower, will set a record as the tallest<br />

building in the city.<br />

With all this construction activity, Nashville is the<br />

perfect city to host STAFDA’s November 10-12 Annual<br />

MUSIC CITY CENTER, NASHVILLE, TN<br />

Convention & Trade Show. This year marks STAFDA’s fifth<br />

return to Nashville, but the first time downtown. STAFDA’s<br />

previous conventions were held at The Opryland Hotel on<br />

the city’s outskirts, but downtown Nashville is where it’s<br />

at! STAFDA meetings will be at the Music City Center, a<br />

LEED Gold certified facility. Opened in 2013, their 845<br />

solar panels generate power for the building and their<br />

water reclamation program saves enough water annually<br />

to fill an Olympic-sized swimming pool almost five times.<br />

Education is the name of the game at STAFDA’s<br />

Convention. Five workshops will be offered on Sunday,<br />

November 10. Four of those workshops will be concurrent<br />

in the morning featuring relevant topics with outstanding<br />

presenters.<br />

Everyone is focused on how to better integrate<br />

Millennials into their customer base and who better to<br />

offer advice but a Millennial himself. Jeff Butler will<br />

lead a session on how to market to Millennials through<br />

strategic targeted messages. JJ DiGeronimo will focus<br />

on “Women in Business” and how the increasing number<br />

of women in the construction field can make an impact.<br />

SHOW EVENT ARTICLE<br />

CONTINUED ON PAGE 106


INTRODUCTION<br />

Computer Insights has created an ERP system that<br />

helps distributors of fasteners and industrial supplies do<br />

more with less. The system is called The Business Edge.<br />

There are several reasons why selecting the right system<br />

for your business is paramount. Will your existing system<br />

help you manage the realities of future M&A’s or the<br />

increasing challenges of retaining your workforce? Will<br />

it help reduce friction in your supply chain and help<br />

strengthen relationships with strategic partners? Should<br />

the condition of the world economy affect your decision<br />

to invest in a new system? How can The Business Edge<br />

help you?<br />

IN THE BEGINNING<br />

Computer Insights was founded by my father, Denny<br />

Cowhey, in 1981, a month before Microsoft existed. At<br />

the time, everyone and his brother was starting<br />

a computer company. Like so many of the others,<br />

Computer Insights offered computer systems to small<br />

and medium size companies that were designed to take<br />

advantage of new affordable computers. Almost all of<br />

the computer companies founded in this period failed in<br />

the first 90 days. Staying in front of constantly changing<br />

and emerging technology is as much of a challenge<br />

today as it was then.<br />

In 1998 we changed our focus from custom<br />

programming to creating an ERP specifically for<br />

distributors of fasteners and industrial supplies.<br />

While we are very successful at navigating the ever<br />

changing technical world, we attribute our longevity to<br />

the fact that from the start we put our customers first.<br />

More than anything, the mission of Computer Insights


was to help people run their companies more efficiently. Our<br />

driving force has always been the customer experience. “If<br />

you are not happy, we are not happy” has been baked into<br />

our company’s culture from day one. The years have flown by<br />

and we have seen countless changes in hardware, operating<br />

systems and programming languages. The only thing that<br />

has not changed is our focus on listening to customers<br />

and delivering systems they need to run their companies<br />

successfully.<br />

M&A<br />

According to Nate Nead, Principal at Investment Bank,<br />

“Roughly 10 million (or 65% to 75%) of all small companies<br />

will be up for sale in the next 10 years”.<br />

There are three sides to this:<br />

you are buying<br />

a company, you are selling your company, or you are going to<br />

continue business as usual. Choosing the best ERP software<br />

system as your platform is important for each of these<br />

BUYING - We have already seen an increase in M&A activity<br />

among our installed base and prospects. In the past few years<br />

we have helped companies on board new acquisitions into<br />

their existing system. This process is similar to a company<br />

switching from one ERP to another but it comes with extra<br />

challenges. Working closely with our customers we have<br />

developed tools and procedures to<br />

help with the process.


SELLING - It can take up to a full year to prepare your<br />

company for sale. In that time you may be forced to<br />

look at your company in ways that you are not used to.<br />

If you learn that your successful company is not exciting<br />

enough to potential buyers, the process could take<br />

longer. Implementing an ERP system that helps you<br />

reduce costs and increase efficiencies will boost your<br />

valuation. The Business Edge has a proven track record<br />

of helping companies sell more with fewer people.<br />

The ease of getting data out of a system and flexible<br />

financial reporting is another key component to getting<br />

the most from the sale of your company. Motor City<br />

Fastener, a company using The Business Edge, was<br />

acquired and merged with other companies to become<br />

Motor City Industrial in 2017. Joe Stephens, a key person<br />

in the transaction says, “When selling a company,<br />

business intelligence is critical. Ultimately, a buyer needs<br />

to understand your business as it relates to customers,<br />

industries served, and people. The Business Edge<br />

provided our company a robust reporting package that<br />

made communicating our value simple and reliable. Our<br />

potential acquirers were able to see, in great detail, the<br />

composition of our business.”<br />

BUSINESS AS USUAL - If you think “business as usual”<br />

means you won’t be affected by the M&A activity, think<br />

again. It’s not you, it’s them. It is unlikely that none of<br />

your customers or vendors will be bought or sold. As<br />

this happens, relationships and expectations will change<br />

quickly. It will take time and focus to navigate these<br />

changes successfully. You will need a system that makes<br />

it easy to merge customers, vendors and even products.<br />

If you have to spend time searching for pricing, contacts,<br />

history, notes, etc. you will miss opportunities and risk<br />

damaging new relationships.<br />

FINDING (AND KEEPING) GOOD PEOPLE<br />

It has always been hard to find good people; it is<br />

only going to get harder. The importance of being able<br />

to do more with fewer people has never been more<br />

urgent. According to Nicole Martin’s book, The Talent<br />

Emergency, “The Bureau of Labor Statistics studies have<br />

released statistics reporting nearly 26 million workers<br />

will exit the talent pool by 2020. With skill shortages<br />

on the horizon, those that differentiate themselves as<br />

employers of choice will have a competitive advantage<br />

in attracting talent.” Many features in The Business Edge<br />

were designed to make people more efficient. The<br />

system puts all of the information you need, where<br />

you need it, when you need it. The immediate access to<br />

information empowers everyone in your organization.<br />

A system that helps answer every question quickly and<br />

keeps things moving reduces the stress of everyone<br />

involved. Lower stress decreases the likelihood of losing<br />

your best people.<br />

I talked to Terri O’Barski from Hayes Bolt today and she<br />

let me know that, “people used to freak out on days that<br />

a lot of orders came in.” That doesn’t happen any more,<br />

she goes on to say, “Ever since we introduced barcode<br />

scanning for stocking and picking we can handle a much<br />

greater volume of transactions with the same amount of<br />

time. Everyone is calmer these days.”<br />

Doug Tereba from Metal Resource Solutions comments<br />

on bringing in new employees, “As a small company, it is<br />

very important that new employees become productive<br />

as quickly as possible. Whether it is sales or purchasing,<br />

onboarding new employees has been quick and easy<br />

because of how intuitive The Business Edge is.”<br />

I was talking to Kevin Chappell of Ababa Bolt at the<br />

IFE <strong>2019</strong> show. I asked him how things were going<br />

and his response speaks volumes, “I thought business<br />

was down things were so quiet. It turns out, since we<br />

starting using The Business Edge we are getting more<br />

done with less effort.”


THE ECONOMY<br />

No matter if you are bullish or bearish about the years<br />

to come, it is the best time to consider improving your<br />

systems.<br />

GOOD TIMES - It is more difficult to find a consensus<br />

when looking for a year the economy was “good” and it<br />

is complicated further by arguments over what metrics<br />

should be used to define it.<br />

Streamlining your processes and easy access to<br />

information is crucial to growing your company without<br />

losing control. Without a system that can deliver both you<br />

will fail to meet customers expectations.<br />

Jim Law of Ababa Bolt bought The Business Edge in<br />

2016 when he felt the economy was heading in the right<br />

direction. His thoughts on investing in technology in a<br />

strong economy are, “Like too many things in the past,<br />

when the business is robust, and pressure is lessened,<br />

I tend to take a breather from the more hectic days of<br />

coming off of a soft business environment, even though<br />

I now have the extra time for business improvement.<br />

Well, this time, I decided to get off my butt and do some<br />

things that were needed--one being the upgrade of our<br />

software system. We were lucky, we not only “found”<br />

(with much work) a good solution but also as important<br />

the right company--an actual partner that took us not<br />

only through the implementation but also beyond.”<br />

BAD TIMES - Even during “The Great Recession” of<br />

2008, it was a good time to invest in an ERP system.<br />

Joe Stephens of Motor City Industrial recently shared<br />

with me his thoughts on why a down economy is a good<br />

time to buy a new computer system and how going live<br />

with The Business Edge in 2008 helped. “In the midst<br />

of a recession, business leaders must cut expenses. It’s<br />

unfortunate and difficult, but unavoidable. In the midst<br />

of the stress of a declining business, we often lose sight<br />

of how important information is. An economic downturn<br />

makes installing a new operating system unattractive,<br />

but it is usually the most critical time to do it. The business<br />

intelligence necessary to navigate an eroding revenue<br />

model make investing in more robust IT systems a critical<br />

decision. In fact, it may be the most important decision.<br />

Economic downturns are difficult, but even harder if you<br />

don’t have the information you need to make decisions.<br />

MCI made this tough decision, and it allowed us to see<br />

which customer verticals were growing and declining.<br />

This allowed us to shift our strategy toward higher<br />

growth opportunities.”<br />

Andy Bain says American Bolt Corp was not greatly<br />

affected by the recession of 2008 because of their<br />

diverse customer base. He followed that up by stating,<br />

“The Business Edge has allowed American Bolt to<br />

increase the effectiveness and efficiency of our staff. The<br />

technology has allowed us to easily scale with increased<br />

demand and requirements from<br />

our customers.”


STRATEGIC PARTNERSHIPS WITH THE<br />

FASTENER SUPPLY CHAIN NETWORK (FSCN)<br />

It is all about relationships. Everyone is involved: from<br />

our customers to their suppliers, sourcing sites and others<br />

that can help our customers succeed.<br />

SUPPLIERS - We are in our tenth year of being connected<br />

to the well known master distributor: Brighton-Best<br />

International. In that time we have added to our list of<br />

suppliers we are connected with: Kanebridge Corporation,<br />

Stelfast Inc, and XL Screw Corporation. We have plans to<br />

add Metrics and Multistandard Components and Vertex<br />

in 2020. We continue to have open dialogs with other<br />

suppliers and expect to continue to create new relevant<br />

connections. These robust connections allow you to access<br />

live pricing and availability from your suppliers without<br />

leaving The Business Edge. All of the information, no<br />

matter where it is coming from, is presented in the same<br />

look and feel you are used to. Prices and availability are<br />

checked against live data during purchase order entry.<br />

In addition, the suppliers’ package quantities are used<br />

to ensure the quantity you are ordering makes sense.<br />

Time is saved on both sides of the transaction when you<br />

order a quantity that can be delivered at a price that has<br />

been agreed on from a location that has it available to<br />

ship. Electronic submission of your PO’s saves more time<br />

and earns you any web discounts that would apply if you<br />

ordered from the web.<br />

Peggy Hsieh of Brighton-Best International shares,<br />

“Ten years ago, BBI’s relationship with Computer Insights<br />

started with a chance encounter at an industry event<br />

dinner. Although Dennis and I didn’t know each other<br />

well, we trusted each other’s commitment to the<br />

distributors/customers and saw their need to increase<br />

efficiencies in day-to-day transactions. We could not have<br />

known what would come from that meeting, but I could<br />

not be more proud of the impact that the BBI Connection<br />

with Computer Insights had on our mutual customers.”<br />

Simmi Sakhuja of Stelfast, “The core of our business is<br />

based on strong customer relationships and one of the<br />

keys is listening to our customers. When customers asked<br />

us to partner with Dennis, we jumped at the opportunity.<br />

In a short period of time, The Business Edge has helped<br />

grow our business as well as making it easy for our<br />

customers to do business with us. Computer Insights<br />

have been a wonderful partner in this sector.”<br />

SOURCING SITES - Our relationships with popular<br />

inventory sourcing sites can help if you are: looking for<br />

inventory, want of find people to buy from you or both.<br />

Search and upload inventory without ever leaving<br />

The Business Edge. Connections currently include:<br />

FCH, Nationwide, ILS Mart & PartsBase. Chris Bourque<br />

of PartsBase, “Everyone was impressed with the speed<br />

Computer Insights was able to get a connection up and<br />

running with PartsBase. They have been a joy to work<br />

with both on the personal side and the technical side.”<br />

OTHERS - With the use of industry standard tools,<br />

The Business Edge allows outside developers to read,<br />

write and respond to requests all connected to live data.<br />

Some of the third party developers we work with include<br />

but are not limited to: AmericanEagle, Apex Supply<br />

Chain Technologies, Avalara AvaTax, CardConnect,<br />

eCreativeWorks, Intuilize and VendNovation. Mark of<br />

Avalara, “Computer Insights went above and beyond<br />

when they developed their Avalara<br />

AvaTax integration.”


24<br />

THE DISTRIBUTOR’S LINK<br />

1SHOT STEEL STUD ANCHOR<br />

TEL 519-902-7961 EMAIL sales@1shot.ca<br />

WEB www.1shot.ca or www.steelstudanchor.com<br />

1SHOT STEEL STUD ANCHOR FASTENS DIRECTLY TO<br />

STEEL STUDS FOR DIY AND PROFESSIONAL PROJECTS<br />

Better than screws, this innovative<br />

fastener sets new industry standard<br />

for steel-stud fasteners.<br />

Entrepreneur Mark Robbeson has<br />

created a uniquely designed product<br />

that changes the<br />

playing field for building contractors<br />

and homeowner do-it-yourselfers.<br />

The 1SHOT Steel Stud Anchor<br />

is not only a time- and moneysaver<br />

for contractors building tall<br />

skyscrapers, it’s also a quick and<br />

easy way for consumers living in<br />

homes with steel studs to safely<br />

and securely hang pictures, mirrors,<br />

cabinets and other heavy items.<br />

“While I was designing and<br />

building TV studios in Canada, my<br />

friends and clients were also asking<br />

me to do carpentry in their homes<br />

around the city,” Robbeson said.<br />

“Time and time again, I had the<br />

same problem with interior walls—I<br />

had to spend time to open up the<br />

drywall and pack the studs with<br />

wood or add sheets of plywood<br />

to mount cabinets and TVs to the<br />

wall. I came up with the 1SHOT<br />

Steel Stud Anchor to alleviate this<br />

problem.”<br />

High-rise apartment buildings<br />

and offices constructed with steel studs dominate our<br />

skylines, but they also present a unique problem for<br />

owners. Until now, screwing into 25-gauge steel studs<br />

while getting real grab and serious holding power has<br />

been nearly impossible. The newly patented 1SHOT<br />

Steel Stud Anchor is a breakthrough way to eliminate<br />

BUSINESS FOCUS ARTICLE<br />

this hindrance, as they fasten directly to 25-gauge studs,<br />

eliminating the need for solid wood backing. “Why bother<br />

with Bailey boards when all you need to do is find the<br />

stud, send it in and add your fastener,” Robbeson said.<br />

Skyscrapers usually have a block or cement wall<br />

or two, but most walls are framed<br />

with 5-gauge steel studs, which are<br />

thin and usually not very strong.<br />

Conventional screws tend to strip<br />

easily and pull away from the studs,<br />

so additional sheets of wood or<br />

plywood must be inserted in the<br />

walls, which adds an expensive<br />

extra step in the construction<br />

schedule.<br />

With Mark’s new design,<br />

contractors and consumers<br />

can finally fasten directly to the<br />

25-gauge stud when installing<br />

cabinets, hanging flat screen TVs<br />

and attaching heavy entertainment<br />

centers and other furniture. The<br />

1SHOT Steel Stud Anchor works<br />

with all Ikea suspension-rail wallmount<br />

systems, including Sektion<br />

Rail and Besta Rail, without any<br />

modifications.<br />

The 1SHOT Steel Stud<br />

Anchor is an unconventional<br />

fastener that attaches directly and<br />

holds tight to thin steel studs—<br />

which is an impossible feat for regular screws and<br />

fasteners. Available for distribution by commercial<br />

suppliers, including Fastenal in the United States<br />

and Canada, and Orgill and House Hasson for retail<br />

distribution, 1SHOT Steel Stud Anchor is tariff-free and<br />

manufactured in North America.<br />

1SHOT STEEL STUD ANCHOR


26<br />

THE DISTRIBUTOR’S LINK<br />

FASTENER FAIR USA<br />

c/o Reed Exhibitions | 383 Main Avenue, 3rd Floor, Norwalk, CT 06851<br />

TEL 475-266-6185 EMAIL chenning@reedexpo.com WEB www.fastenerfairusa.com<br />

FASTENER FAIR USA HEADS TO CHARLOTTE<br />

CONVENTION CENTER MAY 19-20, 2020<br />

Conference and trade show event to feature best<br />

practices in industrial and supply chain management.<br />

Highlighting facets of fastener engineering alongside<br />

distribution, Fastener Fair USA 2020 will introduce a<br />

3-track pre-show conference program on May 18 as well<br />

as all-new technical sessions on the floor on products<br />

and processes impacting the field.<br />

Two of the May 18 Fastener Fair conference day<br />

tracks are being developed in partnership with the<br />

Fastener Training Institute. These tracks will emphasize<br />

applied technology and new developments in materials;<br />

the third will look at best practices and fresh approaches<br />

to business and supply chain management.<br />

Morning key note speakers and tech talks on the<br />

show floor on May 19 & 20 are also part of the Fastener<br />

Fair USA 2020 event industry education.<br />

“Suppliers and distributors are the eyes and ears of<br />

what’s happening in the industry for their customers” said<br />

Carroll Henning, Fastener Fair USA event director, “By<br />

SHOW EVENT ARTICLE<br />

adding more industry content into the Fastener Fair mix<br />

of outstanding networking and business development,<br />

Charlotte will offer everything fastener professionals<br />

need to build business.”<br />

First-Ever Plant Tour<br />

All three tracks will open with a joint keynote<br />

before breaking into their respective subject matter.<br />

Registrants will be able to move freely between tracks<br />

to hear individual sessions of particular interest for their<br />

business. Show organizers are expecting all three tracks<br />

to again converge for a related plant tour taking place<br />

mid-afternoon. Bus service will be provided to and from<br />

the Convention Center.<br />

May 18 Fastener Fair conference passes include<br />

track sessions, networking lunch, admission to the May<br />

19 & 20 Fastener Fair Expo floor and admission to the<br />

May 19 Fastener Fair Welcome Party at the NASCAR Hall<br />

of Fame.<br />

CONTINUED ON PAGE108


28<br />

THE DISTRIBUTOR’S LINK<br />

Rob LaPointe AIM TESTING LABORATORY<br />

Many of us in the fastener industry get the opportunity<br />

to dive into the technical side of our products, but<br />

probably more of us don’t have the need to. As a result,<br />

we may not have a working knowledge of the basic<br />

science behind fasteners. It’s not that we can’t do our<br />

jobs without this knowledge, but we might be able to do<br />

our jobs better if we knew more about the fundamentals<br />

of our products. In both my academic career as in<br />

my business career, I’ve always been amazed at how<br />

useful basic functional knowledge<br />

is for doing all sorts of things from<br />

problem solving to communicating<br />

solutions to clients and colleagues.<br />

In fact, the more fundamental our<br />

knowledge is, the more useful it is.<br />

Most fasteners are performance<br />

products that require certain<br />

physical characteristics such as<br />

hardness and tensile strength in<br />

order to achieve proper functionally.<br />

Manufacturing, distributing or<br />

selling these pieces of technology<br />

requires us to, at least, be familiar<br />

Rob LaPointe is a noted authority in materials and fastener technology. With extensive experience<br />

in the management and science of materials testing laboratories combined with master’s degrees in<br />

physics and education, he excels at bringing solutions to the client. Working specifically in the fastener<br />

testing industry, he has developed expertise in mechanical, nondestructive, metallurgical and chemical<br />

testing. With a background of 20 years in physics education, Rob is effective at communicating complex<br />

ideas in a simple and understandable manner, communicating well with clients enabling them to make<br />

informed decisions about their products and business. AIM is located at 1920 Cordell Court #101, El<br />

Cajon, CA, 92020. Tel: 909-254-1278, email: sales@aimtestlab.com or online at www.aimtestlab.com<br />

FASTENER SCIENCE: YIELD AND TENSILE<br />

STRENGTH ON THE STRESS-STRAIN CURVE<br />

with the physical properties of our products. We<br />

shouldn’t limit ourselves to merely being familiar<br />

with terms like hardness or tensile strength, but we<br />

should actually know a bit about these fundamental<br />

properties. I’m talking about the “nitty gritty” geeky<br />

stuff that makes our eyes glaze over, causing us to<br />

daydream about lunch or puppies or what we’re going<br />

to do after work. Geeky stuff is really not so bad. It can<br />

be very interesting to see the subtle beauty beyond the<br />

surface.<br />

Yes, there is an abundance of fascinating physics<br />

and materials science that are part of the design and<br />

material selection processes that engineers use to<br />

determine the appropriate product for an application.<br />

Fasteners are not only about form and fit, but also about<br />

function and performance. Even though many of us will<br />

FIGURE 1 - ANATOMY OF A STRESS-STRAIN CURVE<br />

never get into the hard-core details of performance and<br />

fewer of us will actually conduct performance testing<br />

on our products, we do see and use performance<br />

specifications that provide the working limits to the<br />

products we make or sell such as SAE J429, and<br />

we should all have a basic working knowledge about<br />

properties such as yield and tensile strength.<br />

TECHNICAL ARTICLE<br />

CONTINUED ON PAGE 110


30<br />

THE DISTRIBUTOR’S LINK<br />

Jo Morris Marketing Director, Fastener Training Institute ®<br />

FASTENER TRAINING INSTITUTE ®<br />

5318 East 2nd Street #325, Long Beach, CA 90803<br />

TEL 562-473-5373 FAX 661-449-3232<br />

EMAIL info@fastenertraining.org WEB www.fastenertraining.org<br />

ARE YOUR TECHNICAL SKILLS CURRENT?<br />

If you were given the choice of airline pilots for your<br />

next flight, would you choose the person who was current<br />

with their aviation training requirements or the one who<br />

wasn’t? What if the flight from the unskilled pilot was<br />

free; would you take it? Most of us would choose skill<br />

for a price vs. unskilled for free.<br />

Technical training and job-related skills are invaluable<br />

and should be recognized not as a one-time endeavor but<br />

a path for continuous learning. Especially in the fastener<br />

industry, the need for technical competence increases<br />

as new hires and young professionals join the industry.<br />

The advantage with technical training is that the skills<br />

you are learning can be defined and measured. For the<br />

fastener industry, the most noteworthy measurement of<br />

technical aptitude is the Certified Fastener Specialist<br />

designation.<br />

Developed in 1998, the Certified Fastener Specialist<br />

advanced technical training program, with 1,400+ alumni,<br />

is now attainable through FTI’s Fastener Training Week.<br />

December Fastener Training Week<br />

The next opportunity for this accelerated training<br />

is December 2-6 in La Mirada, California. Rather than<br />

seven separate one-day courses, Fastener Training<br />

Week offers five intensive days of education and plant<br />

tours. The week features learning labs, interactive<br />

exercises and quizzes to reinforce learning taught by<br />

industry experts Carmen Vertullo (AIM Testing Lab),<br />

Salim Brahimi (Director of Engineering & Technology at<br />

the Industrial Fasteners Institute), and Laurence Claus<br />

(NNi Training & Consulting).<br />

The training includes a full day of off-site plant<br />

tours including B & B Specialties, The Lab, R & D<br />

Fasteners and ND Industries. Attendees are encouraged<br />

to have at least two years’ experience in fastener sales,<br />

TECHNICAL ARTICLE<br />

purchasing, manufacturing or quality assurance or have<br />

completed FTI’s Product Training Program. Fastener<br />

Training Week enrollment is open to fastener distributors,<br />

manufacturers, end-users and original equipment<br />

manufacturers. After completing this invaluable industry<br />

training in a small group environment and passing a final<br />

exam, attendees are eligible for the Certified Fastener<br />

Specialist (CFS) designation.<br />

Training Grant Opportunity<br />

Always instrumental in the production and success of<br />

Fastener Training Week, Dan Walker, Managing Director<br />

at the Industrial Fasteners Institute, has graciously<br />

offered 5 grants to the December Fastener Training<br />

Week for IFI members. The IFI represents the interests of<br />

North American manufacturers of mechanical fasteners<br />

and formed parts. They are committed to providing<br />

technical education and support to their members. Grant<br />

allocations for Fastener Training Week can be obtained<br />

by requesting an application from Barb Grachanin, at<br />

bgrachanin@indfast.org. Other scholarship opportunities<br />

are available through the NFDA and Pac-West Fastener<br />

Associations.<br />

2020 Training Opportunities<br />

The Fastener Training Institute will hold seven fullday<br />

training sessions for Certified Fastener Specialist in<br />

2020:<br />

¤ Fastener Manufacturing Plant Tour<br />

¤ Fastener Secondary Processes Plant Tour<br />

¤ Fastener Specifications & Terminology<br />

¤ Understanding the Bolted Joint<br />

¤ Dimensional & Material Specifications<br />

¤ Fastener Quality Assurance<br />

¤ Fastener Testing<br />

CONTINUED ON PAGE 112


32<br />

THE DISTRIBUTOR’S LINK<br />

NUTS, BOLTS & THINGAMAJIGS<br />

2135 Point Blvd., Elgin, IL 60123<br />

TEL 1-888-394-4362 EMAIL info@nutsandboltsfoundation.org WEB www.nutsandboltsfoundation.org<br />

INSPIRING TOMORROW’S MANUFACTURING<br />

WORKFORCE THROUGH SUMMER CAMPS by Cindy Day<br />

Industry studies continue to sound the warning that<br />

the manufacturing industry will be faced with a skilled<br />

worker shortage that will only get worse over the next<br />

decade. According to reports, by 2025, up to 2 million<br />

manufacturing jobs will remain unfilled.i Manufacturing<br />

employers, community colleges, and trade schools have<br />

responded to the crisis by resurrecting apprenticeship<br />

programs, developing skilled training curricula, and<br />

creating career pathways through industry credentials.<br />

While these efforts are helping to attract students to the<br />

field, they are simply not enough to combat a negative<br />

public perception, and senior year of high school may be<br />

too late to change a student’s career direction.<br />

Nuts, Bolts & Thingamajigs® (NBT), the foundation of<br />

the Fabricators & Manufacturers Association, Int’l. (FMA),<br />

has found an effective way to reach young people at a<br />

more impressionable age through summer manufacturing<br />

camps. Hosted by community or trade colleges and<br />

technical high schools, the camps introduce students<br />

ages 12-16 to the exciting world of advanced technology<br />

and manufacturing. The one or two-week camps offer<br />

CORE TECH - FORT MYERS TECHNICAL COLLEGE<br />

BUSINESS FOCUS ARTICLE<br />

TOOLIN’ IT SUMMER MANUFACTURING CAMP<br />

MORAINE PARK TECHNICAL COLLEGE<br />

students an opportunity to design and build a take-home<br />

project that they make with their own hands. NBT provides<br />

schools with grant funding, materials, and key resources<br />

needed to host a successful manufacturing camp.<br />

In addition to the financial support, NBT provides<br />

a camp curriculum guide, developed in coordination<br />

with the National Association for Community College<br />

Entrepreneurship (NACCE), along with a camp safety<br />

manual. The five-section curriculum introduces<br />

entrepreneurship concepts to encourage learning about<br />

the business side of manufacturing. In addition, each<br />

camper also receives a 365-day license for SolidWorks<br />

CAD software and a customized T-shirt with the name of<br />

the camp and supporting sponsor logos.<br />

The program has grown significantly, and this<br />

summer, NBT supported 130 grant-funded and affiliated<br />

manufacturing camps across the country serving nearly<br />

2,500 students and their families. Plans are in progress<br />

to expand the NBT camp program across the U.S. with a<br />

goal to host a camp in all 50 states.<br />

CONTINUED ON PAGE 114


34<br />

THE DISTRIBUTOR’S LINK<br />

Joe Dysart<br />

Joe Dysart is an Internet speaker and business consultant based in Thousand Oaks,<br />

California. A journalist for 20 years, his articles have appeared in more than 40<br />

publications, including The New York Times and The Financial Times of London.<br />

During the past decade, his work has focused exclusively on ecommerce.<br />

Telephone: 631-256-6602; web: www.joedysart.com; email: joe@joedysart.com.<br />

Fastener distributors looking to auto-generate<br />

written reports from their databases now have a raft of<br />

choices available, thanks to the emergence of artificial<br />

intelligence generated writing software.<br />

Essentially, these AI-generated<br />

writing solutions can drill-down<br />

into company databases and autoproduce<br />

easy-to-understand, written<br />

reports -- unearthing insights about<br />

trends and company performance<br />

that might otherwise may never be<br />

noticed.<br />

COMPANY REPORTS THAT WRITE THEMSELVES:<br />

WITH ARTIFICIAL INTELLIGENCE, IT’S A SNAP<br />

“Anytime a business can<br />

automate administrative and<br />

mundane tasks, it’s useful to the<br />

enterprise, reduces human error,<br />

and boosts productivity,” says Brian<br />

Everett, senior partner, MindShare<br />

Strategies, a marketing firm.<br />

In a phrase, any data report your<br />

fastener distributorship currently<br />

produces – or may be looking to<br />

produce in coming years – can be<br />

enhanced with AI-generated writing.<br />

Fortunately, a number of new<br />

toolmakers offering this tech – also<br />

referred to as Natural Language<br />

Processing, or NLG -- have emerged<br />

during the past few years to help fastener distributors<br />

and other businesses unearth company insights trapped<br />

in database columns and tables.<br />

More recently, many of the same AI toolmakers<br />

A NUMBER OF ARTIFICIAL INTELLIGENCE FIRMS<br />

OFFER TOOLS THAT AUTO-GENERATE TEXT<br />

REPORTS FROM COMPANY DATABASES.<br />

ARTIFICIAL INTELLIGENCE IS REVOLUTIONIZING<br />

THE WAY FASTENER DISTRIBUTORS GLEAN<br />

INSIGHTS FROM COMPANY DATABASES.<br />

are also ensuring that their AI-generated writing<br />

solutions integrate tightly with commonly used business<br />

intelligence software, such as Microsoft Excel, Microsoft<br />

Power BI, Microstrategy, Qlik, Spotfire SAP and Tableau.<br />

The result:<br />

By blending<br />

AI-generated writing with already<br />

existing business intelligence<br />

software, fastener distributors<br />

can auto-generate rich, colorful<br />

visualizations of their data –<br />

accompanied by easy-to-understand<br />

text descriptions of what they’re<br />

viewing.<br />

“NLG-driven, multi-dimensional<br />

narratives are the breakthrough<br />

that (data-generated) visuals were<br />

years ago,” says Sharon Daniels,<br />

CEO, Arria, an AI-generated writing<br />

toolmaker.<br />

“The Big Data problem<br />

was partially addressed with the<br />

evolution of business intelligence<br />

dashboards,” she says. “But while<br />

visuals paint a picture, they’re not<br />

the complete picture.<br />

“With the addition of NLG,<br />

business intelligence dashboards<br />

are transformed,” Daniels says.<br />

“The ability to access key information in near realtime,<br />

communicated as if written by the company’s top<br />

analyst, without bias—at an NLG writing-speed -- is truly<br />

astonishing.<br />

CONTRIBUTOR ARTICLE<br />

CONTINUED ON PAGE 116


36<br />

THE DISTRIBUTOR’S LINK<br />

INDUSTRIAL FASTENERS INSTITUTE<br />

6363 Oak Tree Boulevard, Independence, OH 44131<br />

TEL 216-241-1482 FAX 216-241-5901 EMAIL info@indfast.org WEB www.indfast.org<br />

O’BRIEN AND MEADE STEP DOWN AS IFI<br />

WELCOMES TWO NEW DIVISION MANAGERS<br />

The Industrial Fasteners Institute (IFI) is pleased<br />

to announce the appointment of both Porter McLean<br />

as IFI’s Division III: Automotive Industry Fastener Group<br />

manager, and Mike Mowins as IFI’s Division II: Aerospace<br />

Products Division manager.<br />

PORTER MCLEAN<br />

IFI DIVISION III<br />

MANAGER<br />

MIKE MOWINS<br />

IFI DIVISION II<br />

MANAGER<br />

Porter McLean has more than 40 years of fastener<br />

industry expertise and has served in various industry<br />

roles, most recently with ATF, Inc. during which time he<br />

held several positions within the IFI, including Chairman<br />

in 2006-07. He also served for 5 years as the Managing<br />

Director of the Global Fastener Alliance (GFA). McLean<br />

takes over Division III from John O’Brien, who aptly<br />

served as the Division III Manager for over a decade.<br />

Mike Mowins has been an active participant in IFI<br />

for over 25 years, having served on the IFI Board and as<br />

Chair of the Associate Supplier Division in the past. He<br />

recently retired from The Phillips Screw Company after<br />

31 years, and brings with him decades of aerospace<br />

fastener knowledge that will greatly benefit IFI Division<br />

II members. Mowins takes the reins as Division II<br />

Manager from Patrick Meade, who faithfully served the<br />

division for over 10 years in that role.<br />

“We are very fortunate to have been associated with<br />

both John O’Brien and Pat Meade”, says Dan Walker,<br />

IFI’s Managing Director. “Both John and Pat served the<br />

industry so well, and their contributions have helped<br />

grow the IFI membership and keep the focus on the most<br />

important matters for their respective divisions. Their<br />

efforts will continue to benefit the IFI for years to come.”<br />

He added, “The addition of both Porter McLean and<br />

Mike Mowins represents yet another windfall for IFI, as<br />

they will have new ideas and bring their individual talents<br />

to their divisions for the benefit of the membership. We<br />

are extremely fortunate the timing was right for them<br />

both to come aboard.”<br />

Porter McLean can be reached at pmclean@indfast.<br />

org, and Mike Mowins at mmowins@indfast.org.<br />

The Industrial Fasteners Institute is a trade<br />

association of the leading North American fastener<br />

manufacturers and suppliers of materials, machinery,<br />

equipment and engineered services. Founded in 1931,<br />

IFI members combine their resources to seek solutions<br />

that advance fastener application engineering and<br />

education for their members and the industry. Visit<br />

www.indfast.org to learn more about the many benefits<br />

of membership in the IFI.<br />

TECHNICAL ARTICLE<br />

INDUSTRIAL FASTENERS INSTITUTE


The name “Setko” will sound familiar<br />

if you have been in the fastener industry for<br />

some time. Setko, a family owned business,<br />

continues to stand firm in its belief of strong<br />

customer service and long-lasting relationships.<br />

At Setko, we offer our customers more than<br />

great pricing. Setko builds relationships that<br />

customers can count on, quality they can trust,<br />

and a personal commitment to each company<br />

no matter how small or large.<br />

Today, Setko Fasteners continues its legacy by<br />

opening their doors to all companies looking to expand<br />

and develop strong customer / supplier relationships.<br />

Whether it’s domestically manufactured or imported socket<br />

product, hard to find semi-standards, or items that require<br />

secondary operations such as plating, patching or drilling -<br />

Setko Fasteners will provide the finished product and save<br />

you valuable time and money!<br />

Setko already stocks Hex Socket Set Screws with<br />

BUSINESS FOCUS ARTICLE<br />

SETKO FASTENERS<br />

READY . . . SETKO!<br />

THE DISTRIBUTOR’S LINK 37<br />

300 N Klick Street, Unit A, Hampshire, IL 60140 TEL 630-800-6377<br />

EMAIL Sales@SetkoFasteners.com WEB www.SetkoFasteners.com<br />

every point style in Alloy and Stainless, Metric<br />

and Standard sizes. In addition, Setko has a<br />

full line of Socket Head, Button and Flat Head<br />

Cap Screws, Plain and Zinc Plated.<br />

Setko Fasteners is adding new product every<br />

day! We are expanding our lines to include<br />

more Socket Shoulder Bolts, Square Head<br />

Set Screws, Short and Long Arm Hex Keys,<br />

Torx Keys and Dowel Pins! Setko continues<br />

to offer Mill Shipments and Blanket Orders<br />

with releases over a full year to support each customer’s<br />

monthly requirements.<br />

Setko works directly with each customer to fulfill their<br />

requirements by analyzing yearly usage and processing<br />

parts accordingly. This reduces costs and ensures product<br />

is available when needed. Setko is happy to visit your office<br />

to discuss options on how to increase inventory turns,<br />

reduce overall costs and improve on-time delivery! Please<br />

contact Setko Fasteners - your full service supplier.<br />

SETKO FASTENERS


38<br />

THE DISTRIBUTOR’S LINK<br />

Salim Brahimi Director of Engineering Technology<br />

INDUSTRIAL FASTENERS INSTITUTE<br />

6363 Oak Tree Boulevard, Independence, OH 44131<br />

TEL 216-241-1482 FAX 216-241-5901<br />

EMAIL sbrahimi@indfast.org WEB www.indfast.org<br />

KEEP YOUR FASTENER STANDARDS LIBRARY CURRENT<br />

If you are in the business of making, selling, buying<br />

or using fasteners, you must always have access to<br />

the latest revisions of the technical standards and<br />

data governing these products. Your customers and<br />

quality auditors expect you to keep your library of<br />

standards current. Ignorance is no excuse!<br />

Not infrequently, I speak to people in the industry who<br />

tell me, sometimes sheepishly, “yeah, I have this ‘older’<br />

IFI sitting on my book shelf. I don’t know which edition,<br />

but it’s so beat up because I use it so often. It’s a great<br />

book! Do you think I should get the latest one?”<br />

My response to this well intended inquiry is always,<br />

“You should know that none of the standards in your book<br />

is current. They have all been revised! So yes, definitely;<br />

you should get the latest edition of the IFI Book!”<br />

Books of Fastener Standards have been published by<br />

the Industrial Fasteners Institute since IFI published the<br />

first edition in 1941. The “IFI Book” is considered a “BIBLE”<br />

for the fastener industry as an authoritative reference for<br />

fastener specifications and technical data. BUT, did you<br />

know that nearly half of the 91 standards included in the<br />

9th Edition were revised between publications of the 9th<br />

Edition (2014) and the 2018 Edition (aka 10th Edition)!<br />

There were also two significant new standards (i.e., that<br />

did not exist at the time of the 9th Edition publication)<br />

that were included in the 2018 Edition. Now, not to sound<br />

too alarmist, but you should also know since publication<br />

of the 2018 Edition one year ago, already 9 of the 92<br />

standards included in the book have been revised, one<br />

of them, ASTM A370 has been revised three times!<br />

Some revisions are minor, or simply re-approval of the<br />

existing standard, but a few revisions are significant.<br />

For example, ASTM F3125/F3125M-2015a the material<br />

standard governing structural bolts (included in the 2018<br />

IFI Edition), has since been revised by ASTM Committee<br />

F16 on Fasteners to ASTM F3125/F3125M-2018, and<br />

another revision is already in the works. The ASTM F16<br />

committee made several significant modifications and<br />

clarifications, notably in relation to coatings and the<br />

requirement for rotational capacity testing. If you are<br />

in the structural bolting business and you do not have<br />

access to the latest revision of this standard, you are not<br />

only putting yourself at a serious disadvantage, but you<br />

also risk costly remediation resulting from unintended<br />

non-compliance.<br />

There is a good reason why standards (ASTM, ASME,<br />

SAE, ISO, IFI) are updated and revised on a continuous<br />

basis. These consensus standards are living documents.<br />

They provide a technical blueprint for producers, sellers,<br />

buyers and users of fasteners. To be effective, the<br />

standards must reflect the “state of the art” as it is<br />

today, not as it was in the past. Consensus standards<br />

organizations, in this case, ASTM, ASME and SAE, require<br />

that their technical committees systematically review their<br />

standards every five years, and to make revisions when<br />

necessary.<br />

TECHNICAL ARTICLE<br />

CONTINUED ON PAGE 118


40<br />

THE DISTRIBUTOR’S LINK<br />

Robert Footlik<br />

Robert B. Footlik, PE is a retired Professional Industrial Engineer. With over 50 years’<br />

experience as a Warehouse and Logistics Consultant to a wide variety of clients including<br />

Fastener Distributors, Bob has a wealth of valuable information for our industry and he is<br />

willing to share it. While Footlik & Associates is now closed, his expertise is still available<br />

to his friends and our readers. For friendly advice, a second opinion or just to start a<br />

conversation, he can be reached at robert@footlik.net.<br />

DEALING WITH DOORKNOBS AND<br />

OTHER PROBLEMATIC EMPLOYEES<br />

Did you ever contemplate a doorknob? It’s a simple<br />

device invented anonymously long ago to solve a single<br />

need with little thought or instruction required by the<br />

user. No one asks much of a doorknob and it does a<br />

single task quite well.<br />

But there are also<br />

human doorknobs, people<br />

who provide a single task<br />

relatively well as long as<br />

you don’t ask too much of<br />

them. Every day you interact<br />

with both the inanimate<br />

and human variety, usually<br />

without conscious thought<br />

of their role. All are useful, but any flesh and blood<br />

doorknobs in your warehouse can sink even the best<br />

managed company.<br />

Identifying a Doorknob<br />

This is a simple task once you know where and how<br />

to look. The doorknobs in your operation will usually<br />

identify themselves. They accept every task without<br />

questioning the “how” or “why,” refuse to accept<br />

responsibility for their actions, push decision making<br />

onto others and act without thinking. That’s at best. At<br />

worst, they cut corners to the point of antagonizing your<br />

customers and jeopardizing your reputation, lie to cover<br />

up, blame other employees unjustly, and consciously<br />

or unconsciously act against the best interests of their<br />

coworkers and employer.<br />

For example, the sloppy employee who complains<br />

about insect infestation while ignoring sanitation issues<br />

leaving food scraps all over the breakroom counter and<br />

CONTRIBUTOR ARTICLE<br />

floor is expecting a solution from others without initiating<br />

preventative measures himself. Without a cleanup and a<br />

sugar bowl cover the ants will soon be back and then he<br />

can blame the “lousy exterminator.”<br />

Similarly the manager<br />

who calls the landlord to<br />

complain about a power<br />

outage without looking out<br />

the window and checking with<br />

neighbors is clearly expecting<br />

others to solve his problems.<br />

He can then blame them for<br />

things that are out of their<br />

control. With this strategy<br />

any loss of productivity will be attributed to anyone and<br />

everyone dishonestly.<br />

Many doorknobs will automatically lie in the most<br />

absurd manner to conceal their own deficiencies or<br />

failures. Often this is done without any consideration of<br />

the documentation that refutes their falsehoods. A good<br />

example is the manager who failed to check the outside<br />

doors when locking up, denies the validity of police<br />

alarm reports when a door blew open and finally figures<br />

out that the door is still unlocked four months after the<br />

incident.<br />

Undoubtedly you have personally encountered<br />

doorknobs who blame “company policy” for their own<br />

lack of common sense. Ever have a merchant deny<br />

your child or grandchild the use of a washroom because<br />

“the facilities are for customers only”…without regard<br />

to future customers? Or the usher who refuses entry<br />

without trusting that you really do have a ticket that your<br />

friend is waving five rows away?<br />

CONTINUED ON PAGE 120


42<br />

THE DISTRIBUTOR’S LINK<br />

EFC International provides safe and high<br />

quality swing couplings for hydraulic, pneumatic,<br />

vacuum, gas, chemical fluid and water applications.<br />

The swing couplings are manufactured with the<br />

latest technologies to provide production methods<br />

that achieve efficiency, increase plant safety,<br />

improve productivity and save costs for industrial<br />

connections.<br />

¤ Increased safety - Safety<br />

features allow for safe<br />

connections and disconnection<br />

without pressure, kickback,<br />

or fear of hose whip typically<br />

experienced in standard<br />

coupling use. Pressure is always<br />

automatically off during the<br />

coupling process.<br />

¤ Easy to use - Designed to<br />

replace most standard couplings<br />

including ‘standard industrial interchange’. Quick<br />

connection and disconnection is simple without<br />

line pressure or air loss in the system. The<br />

coupling swings easily into locked position.<br />

¤ Saves energy and money - Check valves<br />

restrict airflow resulting in pressure drop and<br />

increased compressor energy consumption.<br />

When using compressed air operated equipment<br />

in conjunction with swing couplings, the result<br />

will always be a method of operation which is<br />

more efficient with low energy and consumption,<br />

making it very economical.<br />

¤ Compact and Eco-design<br />

¤ Excellent Seal - Even small leaks can lead<br />

to big losses and they can also cause serious<br />

accidents. It has been shown that in the case of<br />

compressed air, leaking couplings account for an<br />

energy loss of 8-15%.<br />

EFC is an ISO 9001:2015 certified supplier of<br />

specialty engineered metal and plastic components<br />

for production and MRO. EFC provides a high level<br />

of engineering support and technical product<br />

expertise to customers globally serving the<br />

automotive, industrial and distribution markets.<br />

For more information contact EFC International<br />

at 1940 Craigshire Road, St. Louis MO 63146.<br />

Tel: 314-434-2888 or visit the website at<br />

www.efc-intl.com.


44<br />

THE DISTRIBUTOR’S LINK<br />

Larry Borowski President<br />

GREENSLADE & COMPANY INC.<br />

2234 Wenneca Avenue, Fort Worth, TX 76102<br />

TEL 817-870-8888 FAX 817-870-9199<br />

EMAIL sales1@greensladeandcompany.com<br />

WEB www.greensladeandcompany.com<br />

SQUARE SOCKET RECESS WOBBLE INSPECTION<br />

A Brief History of the Square Recess<br />

The square socket recess was developed in the early<br />

part of the 1900’s by the P.L. Robertson Screw Company<br />

of Canada and for many years was the dominant recess<br />

design in Canada. Years later, the square recess was<br />

adopted heavily in the United States in the furniture and<br />

recreational vehicle industries.<br />

The square recess and its variations (combination<br />

with cruciform recesses and/or slots) has since been<br />

adopted in a variety of additional industries largely<br />

because the square socket recess provides a very stable<br />

fit between the driver bit and the screw recess. This<br />

stability between the driver bit and screw recess is a<br />

great benefit in driving screws which drill or pierce their<br />

own holes in mating parts. This is mostly due to the<br />

slight taper of the recess walls. Types of fasteners that<br />

benefit from this design include self drilling screws, self<br />

piercing screws, wood screws, and similar products. The<br />

successful performance of this fastener drive system<br />

is largely dependant on the tight fit between the driver<br />

bit and the screw recess. The benefits of this design<br />

are lost if excessive wobble is present at the system<br />

interface of the driver to the recess. The quality of this<br />

aspect of the recess can be effectively inspected by use<br />

of the wobble gaging system. The wobble gaging point is<br />

also slightly tapered to mimic the form of the recess to<br />

better evaluate its performance.<br />

TECHNICAL ARTICLE<br />

Square Recesses Are Covered By ASME<br />

Standards As Type III Recesses<br />

Due to the broadening use of the square socket<br />

recess in the United States, the American Society of<br />

Mechanical Engineers (ASME) gave it the designation<br />

of Type III recess. ASME first incorporated the recess<br />

design in its B18.6.5M, Metric Tapping Screw Standard,<br />

and B18.6.7M, Metric Machine Screw Standard.<br />

Unfortunately, these standards did not provide limits for<br />

acceptable wobble in these recesses.<br />

CONTINUED ON PAGE 122


3Q INC.<br />

CONTINUING TRADITIONS AT 3Q INC.<br />

THE DISTRIBUTOR’S LINK 45<br />

1707 Quincy Avenue, Unit #159, Naperville, IL 60540<br />

TEL 630-405-8492 FAX 630-839-0990 EMAIL sales@3q-inc.com WEB www.3q-inc.com<br />

3Q, Inc. was started to support fastener distribution<br />

with programs to enhance inventory management during the<br />

financial crisis of 2008. The tradition continues<br />

over 10 years later with products and<br />

services unlike any other company in<br />

the fastener industry. Our goal is to<br />

provide a single part number solution<br />

with inventory programs to improve<br />

customer service and profitability.<br />

3Q, Inc. provides products that<br />

require secondary processes as a<br />

complete single part number. It allows<br />

for our customers to reduce risk, loss and<br />

cost. We continue to expand our value added services.<br />

Our business has expanded with customized polybagging,<br />

kitting, and assembly solutions. Our ability to work closely<br />

with our customers at all levels of an organization provides<br />

the needed information to succeed in solving complicated<br />

business issues. As goals change from inventory reduction<br />

to cost cutting or combination of goals, we never give up<br />

in trying to help our customers to be the best they can for<br />

their end user customers.<br />

Our unique relationship with fastener<br />

manufacturers extends beyond<br />

the standard buy - sell purchasing<br />

agreements. 3Q, Inc. has invested<br />

ownership in our sources. We understand<br />

the structure and management of global<br />

fastener supply chain. 3Q, Inc. has the long term<br />

relationships that have earned the respect of our<br />

supply base and customers.<br />

Every 3Q, Inc. employee works with integrity, respect<br />

and quality along with continuous improvement of our<br />

ISO9001-2015 quality management system. Why not<br />

contact us today and see how we can help your company<br />

break out of the old and try something new.<br />

BUSINESS FOCUS ARTICLE<br />

3Q INC


46<br />

THE DISTRIBUTOR’S LINK<br />

FASTENER NEWS DESK<br />

TOLL-FREE 1-877-427-2739 FAX 330-270-5804 TWITTER @FastenerNews<br />

EMAIL info@fastenernewsdesk.com WEB www.fastenernewsdesk.com<br />

FASTENER NEWS DESK BEST BOOTH AWARDS<br />

FROM IFE <strong>2019</strong> REVEALED<br />

This year marks the sixth anniversary of the<br />

Fastener News Desk Best Booth Awards.<br />

The Best Booth Awards recognize International<br />

Fastener Expo exhibitors for their booth design,<br />

creativity and branding. The awards are a way to honor<br />

and reward those exhibitors whose time, energy and<br />

efforts go into creating their displays that will inspire<br />

and wow the attendees. We’re always impressed with<br />

the many ways companies in our industry attract traffic<br />

to their booths on the show floor. Many companies<br />

have casual sitting areas to encourage clients to spend<br />

more time in the booth. The creativity and social media<br />

leading up to this year’s expo was excellent. Several of<br />

the award winners ran well executed campaigns for their<br />

exhibit, booth theme and participation instructions.<br />

These companies utilized both email and social media<br />

campaigns to create hype before the event began…and<br />

after too!!!!<br />

Fastener News Desk is very excited to announce<br />

the <strong>2019</strong> Best Booth Award Winners!<br />

the <strong>2019</strong> Best Booth Award winner!!!<br />

AFIXX | Crossroad had a great booth location and<br />

their racing theme was a big hit. Participants had the<br />

opportunity to race cars on a replica racetrack. The winner<br />

of the <strong>2019</strong> CrossFixx Grand Prixx is Rob Reynolds from<br />

INxSQL Distribution software.<br />

The VIP Champion was awarded a Mario Andretti<br />

Race Experience.<br />

This year’s Best Booth Award Winner is<br />

AFIXX | Crossroad Distributor Source!<br />

This team was Ready, Set, and Go all the way to Vegas!<br />

The AFIXX | Crossroad team crossed the finish line<br />

in FIRST PLACE this year! Their team put together a fastpaced<br />

race right down to the checkered flag. Everything<br />

about their experience was ALL THAT and then some.<br />

Interactive, fun and engaged employees made this booth<br />

BUSINESS FOCUS ARTICLE<br />

CONTINUED ON PAGE 124


OFFSHORE MILLING SERVICES INC.<br />

THE DISTRIBUTOR’S LINK 47<br />

8968 SW Joe Court, Tigard, OR 97223 TEL 503-244-1516<br />

EMAIL info@offshoremilling.com WEB www.offshoremilling.com<br />

CONTINUAL IMPROVEMENT - THE OMS DIFFERENCE<br />

Offshore Milling Services, Inc. (OMS) has been<br />

continuously adding to the specialty items that are offered<br />

to Distributors, directly from overseas. As you know, getting<br />

the right price to win an order, combined with reliable<br />

quality, on difficult items is a specialty.<br />

OMS finds the right suppliers, and properly qualifies<br />

suppliers, accurately purchases, seamlessly imports, and<br />

meets all the government requirements - avoiding extra<br />

expenses and problems for you. Any issues that might<br />

arise with a factory are handled by OMS.<br />

OMS has continuously improved and upgraded a<br />

custom piece of quoting software to give customers the<br />

most competitive pricing.<br />

Custom quoting software has been developed that<br />

precisely calculates all the fixed and variable costs of<br />

importing products. It distributes the costs appropriately<br />

across any number of items. It doesn’t matter if there<br />

BUSINESS FOCUS ARTICLE<br />

is only one item in the quote or 50 items. The software<br />

will make all the appropriate adjustments. This software<br />

is a much more sophisticated approach than using a<br />

spreadsheet method. All the variables are included and<br />

distributed. This allows them to completely offer the lowest<br />

pricing with confidence. This will help you to win orders.<br />

It is the OMS mission to partner with you and help win<br />

new long-term happy customers. OMS strives to make the<br />

job look easy, but it really isn’t.<br />

Often it is asked, what is a minimum order? That<br />

is difficult to answer as many orders arrive via Ocean<br />

Shipment, and many orders arrive through Air Shipment<br />

(miniatures). This is part of the skill and optimization<br />

required during the quoting.<br />

OMS offers free quotes and will do their best for you.<br />

Please consider partnering with OMS to increase your new<br />

orders, and new customers.<br />

OFFSHORE MILLING SERVICES


48<br />

THE DISTRIBUTOR’S LINK<br />

Jim Truesdell<br />

James Truesdell is President of Brauer Supply Company, a distributor of specialty<br />

fasteners, insulation, air filtration, and air conditioning with headquarters in St. Louis.<br />

Mr. Truesdell is adjunct professor at Saint Louis University and Webster University.<br />

An attorney and frequently published writer, he is the author of “Total Quality<br />

Management: Reports From the Front Lines”.<br />

THE QUALITY MOVEMENT OVER 30 YEARS<br />

Management fads arise every few years and give birth<br />

to buzz words and the appearance of consultants basing<br />

their programs on the latest best-selling management<br />

books. Some of these ideas have a short shelf-life. Some<br />

are incorporated into business school curriculums. A few<br />

continue to develop and become far more systematic and<br />

“scientific” in their application to functioning businesses.<br />

Some give rise to software programs to track their<br />

implementation.<br />

An example of a new method<br />

of management which has grown<br />

over time is the concept of Total<br />

Quality Management, based on<br />

the theories of W Edwards Deming,<br />

adopted widely in Japan in the<br />

1960’s and 1970’s, exported<br />

to the United States, and then<br />

eventually codified into a system<br />

of metrics and documentation<br />

which has become a worldwide measurement of quality<br />

control recognized in international business under the ISO<br />

(International Organization for Standardization) program.<br />

Fastener and hardware distributors are increasingly<br />

being asked by their large manufacturer customers<br />

to provide evidence they are compliant and, in fact,<br />

registered under the ISO 2015 standard. It is an<br />

undertaking that is doable, but one that requires a good<br />

deal of commitment from the distributor.<br />

In the 1970’s United States businesses, particularly<br />

in the auto industry, were experiencing problems of substandard<br />

quality products, particularly in relation to the<br />

products coming into our domestic marketplace from<br />

Japan. As that country recovered from the destruction of<br />

World War II it built new plants and established workforces<br />

and facilities that matched up strongly against a US<br />

CONTRIBUTOR ARTICLE<br />

industry that had largely operated without competition<br />

as the rest of the world recovered from the desolation of<br />

the War. There were ready markets for American goods<br />

with rising prices that could be used to cover costs from<br />

workforces overstaffed with middle managers and plants<br />

where union work rules were allowed to impede logic<br />

and efficient operations. Consumers began to prefer<br />

products made in Japan. Literature of the period began<br />

to refer to the 21st Century as<br />

the “Japanese Century”. There<br />

was a feeling that Japanese<br />

domination of the Pacific rim<br />

was inevitable. China was still<br />

emerging from the bizarre years<br />

of Mao’s cultural revolution and it<br />

was hard to perceive that country<br />

as a threat to the booming<br />

capitalist economies. Of course,<br />

things would change as Japan<br />

encountered banking crises and stagnation and Deng<br />

Tsia Ping turned China toward free markets. But that was<br />

still to come.<br />

Deming had found little enthusiasm or interest in<br />

his native America for his philosophy of focusing on<br />

continuous improvement, zero defects, and obsessive<br />

concentration on meeting customer needs. The<br />

Japanese, however, embraced his ideas and he became<br />

a celebrated management guru in that country. When<br />

these principles began to give Japanese products a<br />

quality edge American companies started to investigate<br />

their applicability to manufacturing and distribution in<br />

the US markets. The 1990’s saw widespread adoption<br />

of the techniques here. Built into this was the beginning<br />

of metrics and documentation that was evolving into the<br />

TQM (Total Quality Management) discipline.<br />

CONTINUED ON PAGE 126


50<br />

THE DISTRIBUTOR’S LINK<br />

Nelson Valderrama<br />

Nelson Valderrama is the CEO of Intuilize, a software Service platform that specializes<br />

in helping mid-sized distributors transform data into profits. With more than 22 years’<br />

experience as P&L manager executive for major PE firms and industrial distributors.<br />

Nelson has dedicated his career to help business uncover hidden competitive advantages<br />

and unleash the power of data in the new Digital Economy. For more information<br />

contact by email nelson@intuilize.com or visit www.intuilize.com<br />

YOUR PRICING IS THE KEY TO UNLOCKING<br />

FASTER GROWTH - PART 2<br />

In my last article, I talked about the massive<br />

opportunity facing industrial distributors who understand<br />

the upside of focusing on their pricing as a growth lever.<br />

Far too many distributors are getting tied up only with<br />

pushing volume, while in fact, the numbers actually<br />

suggest that optimizing pricing can produce 3-4 times<br />

greater profit growth than volume adjustments alone.<br />

In this issue, I want to dive into some simple<br />

frameworks that will help you better categorize your current<br />

organizational practices, and find simple opportunities<br />

hidden in the data you already have.<br />

Which Club do You Belong To?<br />

Depending on your passion around margin and<br />

pricing, your company might fall into any of the following<br />

buckets:<br />

The Inertia<br />

Companies that belong to this group firmly believe<br />

that the way they have been doing things for years (some<br />

for decades) is the way to do business. Pricing is a magic<br />

recipe for them, built on best costs, a target GM%, and<br />

a tribal guideline that their sales people need to apply. If<br />

at month end the GM% is better or higher than expected,<br />

they believe it has to do with the tough negotiation they<br />

had with a vendor a couple of months ago or maybe they<br />

are selling parts with greater GM% which reinforces their<br />

idea that their business model is working.<br />

Some individuals contributors (the curious ones)<br />

might have their own report or excel files to keep track<br />

of things, but companies that belong to the Inertial club<br />

almost always fail to backup their intuition/experience<br />

with data. Bottom line, this club wants the ball to keep<br />

rolling without tinkering or toying with anything too<br />

complex.<br />

CONTRIBUTOR ARTICLE<br />

The Play-Hards<br />

The sales teams for the companies that belong<br />

to this club are hard workers, have great individual<br />

contributors that have decent account penetration,<br />

and have conversations that revolve around increasing<br />

volume and/or finding new opportunities.<br />

This group’s pricing philosophy is based on the<br />

same principles as the Inertia team, but the difference<br />

is that the owner and/or the finance/ops guys are<br />

somehow monitoring the GM% at the customer level and<br />

manually trying to spot anomalies. These teams can<br />

spend hours lost in multiple excel reports before they<br />

wonder if there is a better way to do this, but they are<br />

so busy working hard, they do not have time to explore<br />

new solutions.<br />

The Work-Smarts<br />

In this camp we have companies where the owner<br />

and/or GM is a visionary that protects the current<br />

business but invests time to collaborate with her/his<br />

team to expand their business. The companies that<br />

belong to this club have developed (or are working) to<br />

have in their ERP pricing built-in, so every line quoted<br />

has the best price coming from the aggregation/iteration<br />

of decades of commercial intelligence from the most<br />

experienced salespersons.<br />

For these teams there are no surprises at the end<br />

of the month. They know how they made money and<br />

more importantly, when people leave or retire from<br />

these companies, the owners don’t have to freak out<br />

because the tribal knowledge is gone — instead they<br />

can confidently ove forward knowing the data lives in<br />

their systems for anyone to use. As I said, these GMs or<br />

owners are visionaries.<br />

CONTINUED ON PAGE 130


52<br />

THE DISTRIBUTOR’S LINK<br />

National Threaded<br />

Fasteners (NTF), the<br />

leading distributor of flange<br />

fastening products, is excited<br />

to welcome Brian Yeary as our<br />

new Director of Sales. Brian is<br />

a veteran sales professional<br />

with more than two decades<br />

of sales experience, and<br />

multiple sales awards over<br />

that period of time. Brian’s<br />

strong ability to develop and<br />

maintain long-term customer<br />

relationships is one of the key<br />

aspects of his professional<br />

profile which made him so<br />

attractive to NTF.<br />

Brian brings a proven record<br />

of results to NTF and will<br />

provide our customers with<br />

an even better purchasing<br />

experience. His areas of<br />

expertise include technology,<br />

customer relations, and B2B<br />

outside sales.<br />

Brian attended the<br />

University of Toledo, where he<br />

earned a B.S. degree. Brian<br />

is also deeply committed to<br />

youth/travel baseball, where<br />

he has been a coach for the<br />

past 15 years.<br />

NTF is a stocking importer<br />

and master distributor of a<br />

variety of Flange Screws,<br />

Flange Nuts, Plow Bolts,<br />

Carriage Bolts, and Hardened<br />

Flatwashers in bulk and<br />

package quantities. F o r<br />

more information contact<br />

National Threaded Fasteners<br />

at 3705 Lane Road, Perry,<br />

OH 44081. Tel: 440-350-<br />

1430, Fax: 440-350-1676,<br />

Email: sales@flangescrews.<br />

com or visit them online at<br />

www.flangescrews.com.


54<br />

THE DISTRIBUTOR’S LINK<br />

GLOBALFASTENERNEWS.COM<br />

by JOHN WOLZ EDITOR<br />

editor@globalfastenernews.com<br />

TEACHING ROBOTS TO INSTALL SCREWS<br />

FIN MEDIA SPOTLIGHT<br />

So far, humans outperform machines in tightening and<br />

loosening screws, but an MIT Technology Review article<br />

declares the “future of manufacturing and recycling may<br />

depend on changing that.”<br />

“In the pantheon of technologies that make our modern<br />

society possible, one of the most under-appreciated and<br />

neglected is the threaded fastener, more commonly known<br />

as the screw,” the article by Emerging Technology from the<br />

arXiv declared. “This technology emerged at the dawn of<br />

the industrial era, when it became possible to make metal<br />

gadgets like these on a large scale.”<br />

“The process of screwing and unscrewing is still one<br />

in which humans outperform machines,” the “How to<br />

Teach a Robot to Screw” article notes. “Robotic devices<br />

have difficulty locating screws and their sockets and then<br />

manipulating screws and screwdrivers effectively.”<br />

So Dima Mironov and a team at the Skolkovo Institute<br />

of Science & Technology in Moscow sought to use haptics<br />

– the study of the sense of touch – to understand how<br />

humans install screws and then build robots that use<br />

the same technique. The SIST work has “uncovered a<br />

fundamental law of screwing (and unscrewing) that is<br />

beginning to make this possible.”<br />

Humans use two types of force to drive a screw or<br />

release it.<br />

“They first apply a pressure or axial force to push the<br />

screw into its socket,” the article explained. “They also<br />

apply a turning force, or torque, to turn the screw. The<br />

required torque depends on friction between the screw and<br />

the socket material, and this also depends on the state of<br />

the thread.”<br />

A key problem in installing screws is avoiding camouts,<br />

in which the screwdriver loses its grip on the screw<br />

head and slips. So SIST built a device to measure both the<br />

axial force and the torque to resolutions of less than 0.1<br />

newtons in the axial direction and 0.003 newton-meters of<br />

torque.<br />

SIST then had 10 people repeatedly drive a small<br />

BUSINESS FOCUS ARTICLE<br />

screw—the kind used in smartphone assembly—into a<br />

three-millimeter socket and then measured the forces<br />

involved.<br />

“It turns out that for successful screwing and<br />

unscrewing, humans apply an axial force that is proportional<br />

to the torque,” the MIT article reported. “During screwing,<br />

this force reaches a maximum at the end of the drive; this<br />

pattern reverses during unscrewing.”<br />

“There is also a periodicity to these forces that comes<br />

from humans changing their grip as they turn their hands<br />

and re-engage with the screw.”<br />

So the SIST team looked at the maximum force<br />

exerted during each turn.<br />

“This is how they found the universal pattern of<br />

screwing and unscrewing forces that can successfully drive<br />

home a screw or remove it,” the MIT article reported.<br />

The team also found that the required force depends<br />

on the type of screw head: screws with a Phillips head<br />

require significantly more axial force to avoid cam-outs than<br />

screws with a hex head. So given the same axial force, hex<br />

heads are less likely to slip than Phillips heads.<br />

SIST programmed a robot to recreate the same pattern<br />

of forces and measured the forces as the robot worked.<br />

When the robot detected a cam-out, it increased the axial<br />

force and continued.<br />

Mironov declared the robot performed well.<br />

“The results of the robotic unscrewing agree with the<br />

results of the human experiments and demonstrate the<br />

universality of the conditions of the successful unscrewing.”<br />

The SIST researchers are part of a team building<br />

robots that can take apart electronic items such as<br />

smartphones for recycling. The project is called “RecyBot”<br />

and the goal is “to create a high-speed intelligent robotic<br />

system for dismantling electronics.”<br />

GFN Note: Articles in FIN’s Media Spotlight are<br />

excerpts from publications or broadcasts that show<br />

the fastener industry what the public is reading or<br />

hearing about fasteners or fastener companies.<br />

GLOBALFASTENERNEWS.COM


THE DISTRIBUTOR’S LINK 55


56<br />

THE DISTRIBUTOR’S LINK<br />

PRIME INDUSTRIAL FASTENERS<br />

4235 NW 37th Ct, Miami, FL 33142<br />

TEL 305-400-8210 EMAIL primeindustrialsupply.mia@gmail.com<br />

IN SOUTH FLORIDA – PRIME INDUSTRIAL<br />

IS A NAME YOU CAN TRUST<br />

Prime Industrial Fasteners is based in South Florida.<br />

They are a full-line distributor and exporter of fasteners<br />

and other general industrial supplies, servicing the<br />

construction, glass & glazing, general contractor, OEM,<br />

MRO, marine, and trucking industries. Prime Industrial is<br />

a fairly new company, but the owner has over 20 years of<br />

distribution experience. The result is that Prime Industrial<br />

has the understanding and capability to provide the right<br />

product at the right price across multiple markets.<br />

Erika Reyes, President & CEO, explains, “Our<br />

mission is to progressively redefine the service standard<br />

of distributing fasteners and general industrial products<br />

by exceeding customer expectations, fulfilling ongoing<br />

market demands, and introducing innovative solutions<br />

that deliver exceptional service and equal value for our<br />

customers, suppliers and employees.”<br />

Three Keys To Success<br />

¤ CUSTOMER FOCUSED – At Prime Industrial they<br />

do not simply provide customer service – they live to<br />

service their customers, by providing the services and<br />

products they need, when they need them, wherever they<br />

need them.<br />

¤ SOLUTION FOCUSED – At Prime Industrial they<br />

understand that their customers operate in extremely<br />

competitive environments, and they provide them with<br />

the experience, resources and capabilities needed to<br />

meet those challenges, on a daily basis, with innovative,<br />

value-based solutions.<br />

¤ PARTNERSHIP FOCUSED – At Prime Industrial<br />

they understand that if their customers succeed, they<br />

succeed. Their focus is not to sell you, but to provide<br />

you with the service and expertise you need to get<br />

the job done effectively and efficiently, every step of<br />

the process. At Prime Industrial, they welcome the<br />

challenges that come with assisting their customers in<br />

improving their business and responding to their everchanging<br />

industrial product needs.<br />

Why Prime Industrial?<br />

Choosing a business partner is all about trust.<br />

Building that trust with customers is their number<br />

one priority. With an extensive range of products in<br />

stock, dependable same-day delivery, and a friendly,<br />

knowledgeable staff at your service, you will not find a<br />

better partner than Prime Industrial for all your fasteners<br />

and general industrial product needs. Whether it be a<br />

small or large project, a one-time purchase or a product<br />

you need on a daily basis, Prime Industrial is ready for<br />

you, when you need them.<br />

BUSINESS FOCUS ARTICLE<br />

CONTINUED ON PAGE 140


KEY BELLEVILLES INC.<br />

KEY BELLEVILLES CELEBRATING OVER 50 YEARS!<br />

Key Bellevilles Inc. was founded in 1967 and is<br />

dedicated to provide unmatched products and services<br />

to our customers. Located in Leechburg, Pennsylvania<br />

(25 miles northeast of Pittsburgh) Key Bellevilles Inc.<br />

Headquarters stretches over 200 acres. At this site, Key<br />

Bellevilles operates a manufacturing facility with over<br />

87,000 square feet of state of the art equipment and<br />

technology.<br />

Our mission is to manufacture and distribute<br />

quality belleville disc springs. Belleville disc springs<br />

are referred to by many names including some of the<br />

following; bellevilles, belleville disc springs, belleville<br />

springs,belleville washers, conical springs, conical disc<br />

springs, cupped springs, disc springs, and disk springs.<br />

Belleville washers are used in thousands of applications<br />

related to aerospace, construction, drilling, refineries,<br />

power plants, etc..<br />

Key Bellevilles is different from other manufacturers<br />

BUSINESS FOCUS ARTICLE<br />

THE DISTRIBUTOR’S LINK 57<br />

100 Key Lane, Leechburg, PA 15656 TEL 1-800-245-3600<br />

EMAIL sales@keybellevilles.com WEB www.keybellevilles.com<br />

in that we only make one product: Belleville Disc<br />

Springs. We are experts on the design and manufacture<br />

of belleville springs.<br />

Key Bellevilles provides the following advantages<br />

over our competitors:<br />

¤ Largest finished inventory in the world – no waiting<br />

on a production schedule<br />

¤ Largest raw inventory in the world – no waiting on<br />

materials<br />

¤ Quick delivery – majority of orders ship out same<br />

or next business day<br />

¤ 24 hour emergency service support<br />

¤ Personalized design support provided by our<br />

engineering staff<br />

¤ Custom built proprietary design software including<br />

Excel-based applications to help you in your design<br />

¤ We are the largest manufacturer of belleville<br />

springs also known as belleville washers in the world!<br />

KEY BELLEVILLES<br />

KEY BELLEVILLES, INC.<br />

We are the largest Disc Spring Manufacturer!<br />

• Complete size range from .236” to 36” O.D. & 3” Thick<br />

• Largest Raw Material and Finished Inventory in the World<br />

• We manufacture Metric Parts to DIN Specs<br />

• Complete Line of Stainless and Inconel Parts<br />

• 10,000 Different Sizes in Stock<br />

Call toll free from anywhere in the U.S. and Canada at:<br />

Phone: 1-800-245-3600 • Fax: 1-800-847-1672<br />

Key Bellevilles, Inc.<br />

100 Key Lane • Leechburg, PA 15656-9531 U.S.A.<br />

Phone: 724-295-5111 • Fax: 724-295-2570<br />

www.keybellevilles.com • e-mail: sales@keybellevilles.com<br />

Visit Our Website<br />

or Call for a FREE<br />

Engineering CD


58<br />

THE DISTRIBUTOR’S LINK<br />

WOMEN IN THE FASTENER INDUSTRY<br />

PO Box 242, Northvale, NJ 07647<br />

EMAIL events@fastenerwomen.com WEB www.fastenerwomen.com<br />

HOW WIFI HAS HELPED IGNITE THE<br />

POWER OF WOMEN SINCE 2009<br />

In celebration of our 10 year anniversary at #IFE<strong>2019</strong>,<br />

we are taking a look at some of the ways the organization<br />

has shown its commitment to women.<br />

As a member, you are given our exclusive pink lanyard<br />

and WIFI pin at the tradeshow. It allows your WIFI sisters<br />

to quickly identify you as a member. The joy of finding<br />

your sister at a show is special, and it makes networking<br />

and bonding easier. WIFI have had several members<br />

tell us that it makes people more approachable<br />

because they have something in common.<br />

A topic to discuss with someone they<br />

have never met before, and a way<br />

to introduce themselves and their<br />

company. To volunteer at any of our<br />

tradeshows, please email: events@<br />

fastenerwomen.com<br />

To help with funding, WIFI<br />

introduced WIFI wearables sold at the<br />

IFE tradeshow and website. Our first<br />

inaugural T-shirt was a huge success. This<br />

year we have WIFI sister socks and men’s WIFI<br />

brother Tee shirts and two new designs for<br />

the women’s shirt on sale. Socks are 2 for<br />

$20 or 1 for $12 and T-shirts are $25/ea. All proceeds<br />

go towards our scholarships.<br />

Every year since 2009, Women in the Fastener<br />

Industry has brought focus to the diversity in the fastener<br />

industry. In keeping with the organization’s mission,<br />

WIFI creates opportunities to celebrate, share, sustain,<br />

and grow the careers for all our many hundreds of<br />

participants.<br />

This year WIFI celebrated their 10 years starting with<br />

the IFE golfing outing giving the first 25 women Ironclad<br />

Gloves, Pink Tees and Pink golf balls. Next, we were<br />

present at the WINA/WIFI glow party at the IFE welcome<br />

ASSOCIATION ARTICLE<br />

reception. Day 1 of the show was Bingo which women<br />

received a pink tuff chix glove, WIFI socks and a pink<br />

snap bracelet after you met all of our sponsors. That<br />

afternoon, WIFI continued the celebration with the Olander<br />

Pink Champagne bar and finished Day 2 with the Eurolink<br />

FSS pink buffet candy bar.<br />

Working together with volunteers at our booth,<br />

we are able to mentor new members, advance our<br />

industry and learn about the unique expression we<br />

bring to the industry. Through the fastener<br />

trade and table top shows, WIFI has<br />

stimulated interest and activity in the<br />

association. In our ten years, the<br />

focus of the organization has grown<br />

to reflect the ever increasing number<br />

of women that call the Fastener<br />

Industry home, and evolved to<br />

create further opportunities for<br />

expression on a year-round<br />

basis. This growth has led to<br />

the potential of sustainability<br />

that is not dependent on the<br />

fastener shows alone.<br />

CONTINUED ON PAGE 142


THE DISTRIBUTOR’S LINK 59


60<br />

THE DISTRIBUTOR’S LINK<br />

A PEER IS A FRIEND INDEED<br />

by Timothy O’Keeffe<br />

Ever thought about joining a peer<br />

group? This year marks my 11th<br />

year in the Fastener Advisory Board<br />

(FAB). The FAB peer group started<br />

with the National Fastener Distributors<br />

Association (NFDA) about 30 years<br />

ago. Though the NFDA stimulated the<br />

development of many non-competitive<br />

peer networks, this is the only group<br />

that still remains. Ron Stanley,<br />

President/CEO of Empire Bolt and<br />

Screw, in Spokane, WA; and Don<br />

Nowak, Retired, former owner of<br />

Falcon Fastening systems in Charlotte,<br />

NC, were inaugural members.<br />

Over the years the FAB Group<br />

has had a profound influence on me, both personally<br />

and professionally, and I have learned a lot from my<br />

experience. In the current iteration of the group, I am<br />

fortunate to have gained a better understanding of the<br />

business development process from our distributor<br />

members: Giovanni Cespedes, President of Falcon<br />

Metal Corp., in the Southeast; Nick Ruetz, President<br />

of All Integrated Solutions (AIS), a division of MSC<br />

Industrial Supply Co. (MSC), in the Upper Midwest;<br />

and Doug Ruggles, CEO/co-owner of Martin Inc., in the<br />

Southeast. Falcon is an intimate family business and<br />

OEM fastener distributor largely focused on VMI. Martin<br />

provides custom-tailored solutions in OEM VMI, MRO,<br />

Safety, Cutting Tools, and Integrated Supply, and is now<br />

a third-generation entrepreneurial family enterprise. AIS,<br />

now a public company as part of MSC, provides OEMs<br />

with VMI solutions while supporting their customers from<br />

hole preparation to final assembly through advanced<br />

assembly solutions. Thanks to their willingness to share<br />

BUSINESS FOCUS ARTICLE<br />

both successes and lessons learned, I am able to tailor<br />

the market orientation of my own company, G.L. Huyett,<br />

to support business development for distributors.<br />

I am also learning more about manufacturing.<br />

We are a smaller, hybrid business with what can be<br />

characterized as a conventional machine shop. Fellow<br />

FAB member Adam Pratt, President of Sherex Fastening<br />

Solutions, runs a high-tech manufacturing operation<br />

with a global engineering and design footprint, along<br />

with a local shop in Akron, OH, that makes MIL-SPEC<br />

and gap-fill parts. Matt Goldberg, Founder and CEO of<br />

AMPG, in Indianapolis, IN, has one of the most amazing<br />

virtual manufacturing businesses that I have seen along<br />

with the ability to produce thousands of iterations of<br />

standard fasteners in an array of exotic and conventional<br />

materials, at low shop rates, delivered in just days. Every<br />

time the FAB Group meets, I gain exposure to new or<br />

better manufacturing processes and efficiencies that I<br />

can integrate into my own operation.<br />

CONTINUED ON PAGE 142


62<br />

THE DISTRIBUTOR’S LINK<br />

1Shot Steel Stud Anchors are excited to<br />

announce to the Fastener Industry that they<br />

have recently partnered with Lee James and the<br />

Pyramid Technical Group based in Jackson, TN.<br />

The World’s first Steel Stud Anchor to the<br />

U.S. market was introduced in January, with large<br />

inventories in Jacksonville, FL and Chino, CA, as<br />

well as our now five Representative Partners (we<br />

will be adding additional Representatives over<br />

the coming months).<br />

1Shot markets and sells their 1Shot Steel<br />

Stud Anchors through and to the Fastener<br />

Industry Distributors only, and do not sell direct<br />

to contractors or installers<br />

Lee James, President of Pyramid Technical<br />

Group can be reached at 630-392-4015 or<br />

pyramidtechnicalsales@gmail.com. Their products<br />

are also listed at www.usfastenersources.com.<br />

For more information, contact 1Shot Steel Stud<br />

Anchors by Tel: 519-902-7961, email: sales@1shot.<br />

ca or visit them online at www.1shot.ca.<br />

Sherex Fastening Solutions, global leader<br />

in engineered fasteners, tooling, and automation<br />

is excited to announce the opening of its UK office,<br />

Sherex’s first office in Europe. The office, located<br />

in Burnley, England, responds to the demands of<br />

current customers and will help further expand<br />

Sherex’s world-class fastening solutions into the<br />

European and Middle Eastern markets.<br />

“The UK facility will provide design and technical<br />

support and be our sales and distribution center<br />

for the UK and Europe, where we will continue<br />

to work even more closely with our long-term<br />

partner Dejond in Belgium,” said Michael Carbine,<br />

Managing Director, Sherex. “We are thrilled to<br />

further expand our global footprint.”<br />

In addition to its new UK office, Sherex has<br />

four established facilities in North America and<br />

Taiwan, including manufacturing capabilities in<br />

the United States and Taiwan.<br />

In 2004, the company had only one office<br />

located in Western New York.<br />

“We’re proud of our growth,” said Adam Pratt,<br />

President, Sherex. “By having offices in the UK,<br />

United States, and Mexico, and manufacturing in<br />

Taiwan and Akron, Ohio, we’re globally positioned<br />

to quickly react to our customer requirements for<br />

global support.”<br />

Sherex Fastening Solutions is a leading<br />

manufacturer of fasteners for thin sheet material<br />

applications in steel, aluminum, and composite<br />

materials. Sherex manufactures rivet nuts, clinch<br />

nuts, inserts for composite, stud and nut plates,<br />

and through the acquisition of Disc-Lock®, wedgelocking<br />

washers and nuts. Sherex has two strategic<br />

production facilities: Sherex Taiwan, located in<br />

Chungli, Taiwan, is certified to IATF 16949:2016,<br />

ISO 14001 and has an ISO 17025 accredited<br />

lab, and Sherex Akron, located in Akron, Ohio, is<br />

certified to ISO 9001:2015 and AS 9100. Sherex<br />

has grown to 200 employees and services a<br />

wide-range of industries, including automotive,<br />

general manufacturing, energy, agricultural, and<br />

aerospace.<br />

For additional information on any of the Sherex<br />

brand fasteners, tools, and automation please<br />

contact Sherex at 1-866-474-3739 or visit our<br />

website at www.sherex.com.


THE DISTRIBUTOR’S LINK 63


64<br />

THE DISTRIBUTOR’S LINK<br />

ROTOR CLIP COMPANY INC.<br />

187 Davidson Avenue, Somerset, NJ 08873<br />

TEL 1-800-557-6867 FAX 732-469-7898 EMAIL info@rotorclip.com WEB www.rotorclip.com<br />

BRINGING BALANCE TO THE FORCE - PART 2<br />

by Jürgen Wenzel, Global Marketing Manager<br />

Retaining Ring Solutions to Reduce Noise,<br />

Vibration and Harshness for Applications with High<br />

RPMs and Balancing Needs.<br />

Bringing balance to forces is not just a fictional<br />

desire in a galaxy far, far away, but a real life challenge<br />

when it comes to developing machinery and equipment<br />

dealing with high rotational speeds (RPMs). Everything<br />

from electric motors, transmissions, and axles to pumps,<br />

turbines, fans, drive shafts, and generators are all<br />

examples of applications that need to run as smooth as<br />

possible in order to be efficient, safe and long-lasting.<br />

Retaining rings are often used in these types of high RPM<br />

applications to fix bearings on shafts or in bores.<br />

Rotor Clip is a global leader and expert in the<br />

production of retaining rings and has assisted design<br />

engineers for over 60 years with retaining ring solutions<br />

that achieved their ultimate design goals, including the<br />

reduction of noise, vibration, and harshness.<br />

There are several distinct retaining ring solutions that<br />

counter the negative effects of high rotational speeds<br />

such as centrifugal forces and unbalance, as well as<br />

unwanted axial endplay to reduce overall NVH in an<br />

application.<br />

Axial Endplay<br />

One frequent problem that contributes to NVH during<br />

high rotational speeds is axial endplay as a result of<br />

accumulated tolerances. Axial endplay can lead to parts<br />

fitting too loosely in the assembly, causing unwanted<br />

noise, vibration, and wear on parts of the assembly.<br />

Rotor Clip offers two distinct types of retaining rings that<br />

are designed for endplay take up. These are bowed style<br />

retaining rings and beveled retaining rings.<br />

Each ring type employs a unique geometry that<br />

addresses unacceptable endplay in its own way.<br />

Bowed rings do not lie in a single plane perpendicular<br />

to the assembly center-line. Their bowed construction lets<br />

them act like a flat spring, offering dynamic endplay take<br />

up. By flattening or rebounding they press the retained<br />

part into place. Such rings are generally used for smaller<br />

applications; standard diameters range from 0.11 in. to<br />

1.75 in. Rotor Clip makes bowed ring varieties like: BHO,<br />

BSH, BE, and EL.<br />

Beveled rings, on the<br />

other hand, are planar<br />

but feature a 15º bevel.<br />

This allows them to act<br />

like a wedge between the<br />

retained part and the ring<br />

groove wall, rigidly taking<br />

up endplay space. These<br />

are usually used in larger<br />

applications that require<br />

standard sizes between<br />

1 and 10 in. in diameter. Since the function of a beveled<br />

ring is based on the ring’s radial spring force, an external<br />

beveled ring is therefore highly sensitive to RPMs. This<br />

force is countered by high RPMs, such that external<br />

beveled retaining rings installed on rotating shafts lose<br />

their end play capability<br />

rather quickly. However,<br />

this is not a concern with<br />

internal beveled retaining<br />

rings, since the centrifugal<br />

forces push the ring<br />

deeper into the groove.<br />

Look for Rotor Clip’s VHO<br />

and VSH series.<br />

Centrifugal Forces<br />

Design engineers have to account for centrifugal<br />

forces when choosing retaining rings to retain parts on<br />

shafts that rotate at high speeds. These forces can<br />

become so strong that they unseat the retaining ring<br />

from its groove, at which point the ring loses its retaining<br />

function, leading to application failure.<br />

TECHNICAL ARTICLE CONTINUED ON PAGE 144


66<br />

THE DISTRIBUTOR’S LINK<br />

MID-WEST FASTENER ASSOCIATION<br />

PO Box 5, Lake Zurich, IL 60047<br />

TOLL-FREE 1-800-753-8338 TEL 847-438-8338 EMAIL mwfa@ameritech.com WEB www.mwfa.net<br />

MWFA ENJOYS SUMMER FUN EVENTS<br />

by Nancy Rich<br />

Schaumburg Boomers Get-Together<br />

The MWFA held a summer event at Schaumburg<br />

Boomers Stadium on July 24th bringing together over<br />

100 attendees.<br />

Fastener personnel and their families came together<br />

for a fun evening enjoying the game, buffet dinner and<br />

beverages.<br />

Thank you to our Boomers Games Sponsors<br />

¤ Star Stainless Screw<br />

¤ XL Screw Corporation<br />

Thank you to our Mixer Sponsors<br />

Gold Level<br />

¤ XL Screw Corporation<br />

¤ Preferred Fasteners<br />

Silver Level<br />

¤ Tramec Continental-Aero<br />

¤ Star Stainless Screw<br />

¤ Alper Services LLC<br />

Annual August Mixer<br />

On August 22nd, MWFA invited the fastener industry<br />

to enjoy their annual August Mixer at Real Time Sports<br />

in Elk Grove, IL. All attendees received complimentary<br />

drink tickets and appetizers throughout the evening.<br />

Several companies were gracious enough to donate<br />

raffle prizes.<br />

Thank you to those Donating Raffle Prizes<br />

¤ Abbott-Interfast Corporation<br />

¤ Alper Services LLC<br />

¤ Avante Imports<br />

¤ Delta Secondary<br />

¤ Glen Brin Family<br />

¤ Metal Resources<br />

¤ Metric & Multistandard Components<br />

¤ XL Screw Corporation<br />

ASSOCIATION ARTICLE<br />

MID-WEST FASTENER ASSOCIATION


MWFA ANNUAL MIXER<br />

ELK GROVE, IL - AUGUST 22, <strong>2019</strong>


68<br />

THE DISTRIBUTOR’S LINK<br />

Anthony Di Maio<br />

Anthony E. Di Maio attended Wentworth Institute and Northeastern University. In 1962 he<br />

started working with Blind Fasteners as Vice-President of Engineering & Manufacturing for two<br />

blind rivet manufacturers. He has been Chairman of the Technical Committee of the Industrial<br />

Fasteners Institute (IFI) and is still involved in the writing of IFI specifications. In 1991, he<br />

started ADM Engineering and is working with Fastener Manufacturers developing new fasteners<br />

and special machinery. He can be reached at ADM Engineering, 6 Hermon Ave., Haverhill, MA<br />

01832; phone and fax 978-521-0277; e-mail: tdimaio@verizon.net.<br />

PROPER HOLE CONDITIONS FOR BLIND RIVETING<br />

Work piece hole conditions can affect the<br />

performance of a blind rivet. Many times a blind rivet<br />

user will contact me that they are having a problem with<br />

their blind rivets setting properly. In many cases, it is<br />

not the blind that is causing their problem, but instead<br />

it is the condition of the hole in their work piece that is<br />

causing the problem. The following are some of the hole<br />

conditions that will give a blind rivet user a problem.<br />

Hole Burrs<br />

This condition occurs when drilling a hole with a dull<br />

drill and pushing the drill through the work piece rather<br />

than having the drill cut the material. A sharp drill should<br />

always be used when drill a hole for a blind rivet. A dull<br />

drill will cause a circular burr to be formed around the<br />

diameter of the hole. This condition can be created in a<br />

work piece made of any type of metal. A worn or dull hole<br />

punch will also leave a burr around the diameter of the<br />

hole to be riveted. In most cases, the burr is on the blind<br />

rivet upset side of the work piece because the drilling<br />

operation is usually performed from the operator side.<br />

Burr<br />

Break<br />

Away<br />

Upset Side<br />

tensile strength, the burr cuts into the blind rivet barrel<br />

upset. If the blind rivet body is made of aluminum and<br />

the work piece is made of steel, stainless steel or hard<br />

aluminum, the burr will cut away a portion or the entire<br />

barrel upset created by the mandrel head when setting<br />

the blind rivet. When a part of, or the entire upset is cut<br />

away when setting the blind rivet, this greatly reduces<br />

the tensile strength of the set blind rivet. To achieve the<br />

tensile strength of the set blind rivet, there must be no<br />

burr on the hole either on the upset side or the flange<br />

side of the work piece. The upset side burr will cut the<br />

blind rivet barrel upset and on the flange side it will cut<br />

the flange of the set blind rivet.<br />

Hole Diameter<br />

The diameter of the hole to be riveted is also<br />

important relative to the tensile strength and clamp load<br />

of the set blind rivet. All blind rivet manufacturers list the<br />

recommended minimum and maximum hole diameters<br />

for all sizes of blind rivets they produce. The minimum<br />

is not the problem. If the hole diameter is too small<br />

the body of the blind rivet will not entire the hole. The<br />

oversized hole is the problem for more than one reason.<br />

Flange Side<br />

FIGURE 1 FIGURE 2<br />

When the blind rivet is inserted into the hole of the<br />

work piece and set, the mandrel head upsets the barrel<br />

of the blind rivet body and forms the barrel against the<br />

burr. As the mandrel is being pulled to it’s maximum<br />

CONTRIBUTOR ARTICLE<br />

When a blind rivet is set in an oversized hole, the<br />

mandrel head will pass through the barrel of the blind<br />

rivet body. The mandrel will continue down the blind rivet<br />

body until it teaches the flange of the blind rivet body.<br />

CONTINUED ON PAGE 146


70<br />

THE DISTRIBUTOR’S LINK<br />

The Metropolitan Fastener Distributors<br />

Association (MFDA) annouces new members<br />

and their upcoming event.<br />

MFDA Welcomes New Member<br />

Fastener Solution - Garfield, NJ<br />

MFDA <strong>2019</strong> Calendar<br />

Join MFDA for Their <strong>2019</strong> Events<br />

December 5th Toys for Tots Holiday Party<br />

Al Di La Ristorante<br />

Rutherford, NJ<br />

For more information contact the MFDA, PO<br />

Box 72, Lake Zurich, IL 60047. Tel: 201-254-<br />

7784, Fax: 847-516-6728, Email: admin@mfda.<br />

us or visit them online at www.mfda.us.<br />

As we get closer to the dawn of a new decade,<br />

Product Components Corporation (PCC) – a<br />

woman-owned, family supplier of plastic fasteners<br />

for 57 years – prides itself on holding true to<br />

founder Joe Saks’ pioneering principles from<br />

1962: No customer or order is too big or too<br />

small.<br />

Joe Saks opened the<br />

doors to PCC in 1962 in<br />

Mt. Vernon, New York. His<br />

daughter, Susan, took over<br />

in 1978 and moved the<br />

company to the East Bay<br />

Area of Northern California<br />

in the late 1980s. In <strong>2019</strong>, PCC is delighted to<br />

welcome aboard Joe’s grandson, Scott Lenz – who<br />

comes full circle at PCC, having gone into the New<br />

York office with his grandfather when he was only<br />

6 years old! His duties back then were mainly<br />

drawing pictures for the employees and keeping<br />

them entertained, but he has since graduated to<br />

Marketing Manager – overseeing PCC’s internet<br />

presence, in addition to other infrastructural tasks.<br />

PCC continues to offer the largest selection<br />

of custom molded, stamped and machined<br />

plastic fasteners in a variety of materials — at<br />

competitive prices with unparalleled customer<br />

service. Screws, nuts, bolts, washers, spacers,<br />

threaded rod, custom parts to print and so much<br />

more: in Nylon, Acetal, PTFE, PVC and many other<br />

types of plastics. PCC welcomes orders as low as<br />

$25 in the U.S. and Canada, and as low as $50<br />

for all other countries.<br />

Whether it’s Joe, Susan or Scott – or anyone<br />

from PCC’s dedicated staff – the passion remains<br />

to provide guaranteed Quality Assured plastic<br />

fasteners to many major industries (including<br />

aircraft, automotive, food, marine, medical,<br />

military) as well as the DIY weekend warrior.<br />

Because again, every customer and order are<br />

important – no matter how big or small.<br />

Product Components Corporation: entering its<br />

7th decade of historic service!<br />

For more information, contact PCC toll free at 800-<br />

336-0406. Email: sales@product-components.com<br />

or visit www.product-components.com. Also look for<br />

us on Twitter (@ProdComCorp) and Facebook!


72<br />

THE DISTRIBUTOR’S LINK<br />

MACLEAN-FOGG COMPANY<br />

1000 Allanson Rd, Mundelein, IL 60060<br />

TEL 847-566-0010 WEB www.macleanfoggcs.com<br />

MACLEAN-FOGG COMPONENT SOLUTIONS<br />

ANNOUNCE NEW JOINT VENTURE<br />

Duncan MacLean, President and CEO of MacLean-<br />

Fogg announced the joint venture formation of Aluform USA<br />

between Richard Bergner Verbindungstechnik GmbH & Co.<br />

KG (RIBE®) of Schwabach, Germany and MacLean-Fogg<br />

Component Solutions (MFCS) of Mundelein, Illinois, USA.<br />

The RIBE-Aluform® product is the market leader in the<br />

automotive industry for high strength aluminum bolt, screw<br />

and stud fasteners for lightweight, corrosion-sensitive<br />

automotive applications. Aluform USA combines RIBE®<br />

and MFCS strengths to bring the Aluform product line to the<br />

North American marketplace, with application engineering,<br />

customer support and manufacturing in the USA.<br />

Duncan MacLean said, “RIBE® is a terrific, innovative<br />

fastener company. The RIBE-Aluform® product line<br />

sets the global standard for high-strength automotive<br />

aluminum fasteners. Vehicle lightweighting will continue<br />

to be a major industry trend as OEMs work to improve<br />

fuel economy and battery range. We’re excited to further<br />

help our North American customers in their lightweight<br />

efforts by including Aluform high-strength aluminum bolts<br />

in our range of leading fastener solutions.”<br />

Frank Bergner, Managing Partner of RIBE® said,<br />

“MacLean-Fogg has been well-known for 94 years<br />

as a leader in innovative fasteners and high-quality<br />

manufacturing. MacLean-Fogg’s excellent manufacturing<br />

capabilities, application engineering and high customer<br />

service makes them an ideal partner to support and grow<br />

Aluform in North America.”<br />

Aluform USA LLC will be headquartered within the<br />

existing MacLean Maynard division of MFCS located<br />

at 50855 E. Russell Schmidt Blvd., Chesterfield, MI<br />

48051. For inquiries, call 586-949-0471 or mfcs@<br />

macleanfogg.com.<br />

About Richard Bergner Verbindungstechnik GmbH<br />

& Co. KG (RIBE®)<br />

RIBE® Verbindungstechnik (www.ribe.de/en/<br />

verbindungstechnik) offers lightweight construction,<br />

new materials and material combination solutions with<br />

secure, comprehensive systems integrated into the<br />

fastening element itself or as an automated fastening<br />

system. RIBE® interlinks product development and<br />

engineering, which guarantees rational, sustainable<br />

production for the entire product portfolio. RIBE® highstrength<br />

aluminum screws, RIBE–Aluform®, RIFIXX®<br />

functional modules, maximum strength steel screws,<br />

complete sheet metal joining systems, including<br />

RIFAST®, and an extensive selection of special coldformed<br />

parts have been tried and tested in the field a<br />

million times over. These developments have helped<br />

establish RIBE® as a technology leader in the global<br />

market.<br />

About MacLean-Fogg Component Solutions<br />

MacLean-Fogg Component Solutions (MFCS),<br />

headquartered in Mundelein, IL www.macleanfoggcs.<br />

com, one of two primary businesses of MacLean-Fogg,<br />

is a leading manufacturer of fastener components,<br />

engineered components and engineered plastics for<br />

automotive, heavy truck and other diverse industries. Core<br />

MFCS products include locknuts, decorative automotive<br />

wheel fasteners, high temperature fasteners, Hatebur<br />

process hot forgings, cold formed products, machined<br />

products, functional engineered plastic and suspension<br />

products. MFCS is comprised of multiple production<br />

locations in the USA and Germany and customer support<br />

locations worldwide.<br />

BUSINESS FOCUS ARTICLE<br />

MACLEAN-FOGG


THE DISTRIBUTOR’S LINK 73<br />

INTEGRATED PACKAGING & FASTENER INC.<br />

1678 Carmen Dr, Elk Grove Village, IL 60007 TEL 1-800-807-5510<br />

EMAIL sales@integratedpack.com WEB www.integratedpack.com<br />

DELIVERING QUALITY, CONSISTENCY & EXCELLENT CUSTOMER SERVICE<br />

Established in 2001, IPF was created to meet<br />

a growing niche in the kitting business. Since then<br />

we have grown from a single kitveyor and a couple of<br />

automated bowls to over 25 automated machines,<br />

warehousing and even distribution capabilities. Not<br />

only does Integrated Packaging and Fastener have the<br />

capability to do automated count, but we can also do<br />

hand and weight scale count for your kitting needs. No<br />

matter how big or small or delicate your kitting items<br />

may be, our packing technicians will work on getting your<br />

kitting project completed right the first time.<br />

With thousands of different bags in stock we are<br />

sure to meet your needs, whether you may need specific<br />

color, mil thickness, white face or even biodegradable<br />

bags, we have you covered! We also have ability to<br />

print directly on your bag, whether you would like your<br />

BUSINESS FOCUS ARTICLE<br />

part number, barcode, or even your logo, we are able to<br />

accommodate your needs. We are even able to offer you<br />

custom printed bags as well.<br />

With our continuous 16 hour operating days (two<br />

shifts) not only does Integrated Packaging and Fastener<br />

has the most competitive lead times, but we understand<br />

that sometimes you need that expedited order as soon<br />

as possible, we offer break-in fees, drop shipments, and<br />

even can deliver within a 15 mile radius of our location,<br />

at no additional cost.<br />

From the beginning quoting stages of your kitting<br />

project to the time your kits are shipped out of our<br />

facility, each and every one of our employees will ensure<br />

that we live up to our motto - “Quality goes in before the<br />

bags go out.”<br />

Coming this fall! Our new home in Itasca, IL.<br />

INTEGRATED PACKAGING & FASTENER


74<br />

THE DISTRIBUTOR’S LINK<br />

SPIROL INTERNATIONAL CORP.<br />

30 Rock Avenue, Danielson, CT 06239<br />

TEL 1-860-774-8571 FAX 1-860-774-2048 EMAIL info@spirol.com WEB www.spirol.com<br />

WHICH AUSTENITIC STAINLESS STEEL SPRING PIN IS<br />

BEST FOR DYNAMIC LOADING? by Michael J. Pasko, Application Engineer<br />

Austenitic nickel stainless steel Spring Pins are<br />

typically manufactured from grade SAE 302/304 (18-8<br />

(1.4310)). Chemical and physical properties of both<br />

grades overlap such that mills may produce a single<br />

material capable of certification to either specification.<br />

Austenitic stainless steel is most frequently selected<br />

for its inherent corrosion resistance. While this material<br />

possesses the spring characteristics required for proper<br />

function of a Spring Pin, it does work harden if subjected<br />

to sufficient loading. Austenitic stainless steel is an<br />

excellent material in many, but not all, applications.<br />

Austenitic stainless steel is generally not the best<br />

solution for applications where the pin will be subject<br />

to dynamic loading at high frequency. Though mills<br />

use work hardening to achieve high yield strength, it is<br />

critical to understand this is a continuous process. As<br />

yield strength increases, ductility decreases. In dynamic<br />

applications, vibration, impact, and movement will<br />

continue work hardening the pin at a rate commensurate<br />

with severity and frequency. Excessive work hardening<br />

of austenitic stainless steel can lead to fatigue failure<br />

evident as cracking or loss of retention. Both Coiled<br />

and Slotted Spring Pins will function properly under the<br />

right conditions, though the Coiled Pins’ superior design<br />

provides improved endurance.<br />

All Spring Pins are designed with a pre-installed<br />

diameter larger than the recommended hole. Slotted<br />

Spring Pins are manufactured with a gap that allows<br />

compression of the pin during installation. This differs<br />

from Coiled Spring Pins that are designed with a seam.<br />

Once installed, a Spring Pin is held in tension and this<br />

provides retention. A Spring Pin may also maintain<br />

desired fit and function by dampening vibration and<br />

shock which prevents damage<br />

and/or deformation of the host<br />

hole. A Slotted Pin can only flex<br />

along its spine 180°opposite the<br />

gap, much like opening and closing<br />

a book. This focuses all stress in<br />

one location (see Figure 2) leading<br />

to rapid fatigue and potential<br />

cracking (see Figure 3). Similarly,<br />

once the metal has lost ductility, it<br />

can no longer recover to maintain<br />

tension within the hole.<br />

FIGURE 1: SLOTTED<br />

PIN AND COILED PIN<br />

FIGURE 2: HIGH STRESS AREA<br />

OF A SLOTTED PIN<br />

FIGURE 3: A SLOTTED PIN CAN ONLY FLEX ALONG ITS SPINE 180°<br />

OPPOSITE THE GAP, MUCH LIKE OPENING AND CLOSING A BOOK.<br />

TECHNICAL ARTICLE CONTINUED ON PAGE 148


THE DISTRIBUTOR’S LINK 75<br />

The Olander Family of<br />

Companies is thrilled to<br />

announce the expansion of<br />

our sales teams. To further<br />

enhance our commitment to<br />

customer service, we have<br />

welcomed new Business<br />

Development Managers into<br />

the Olander Family. We are<br />

now able to provide added<br />

service and accessibility<br />

in the Sacramento, Los<br />

Angeles, and Washington<br />

State regions, as well in<br />

Silicon Valley, where our<br />

BDMs continue to deliver<br />

personalized solutions for<br />

our customers. Whether<br />

looking for Vendor Managed<br />

Inventory, individualized<br />

solutions and services, or a<br />

fastener one-stop-shop, we<br />

can provide a knowledgeable<br />

trusted BDM who is<br />

accessible to our customers<br />

right where you are. And<br />

Olander continues to stay<br />

steadfast in our legendary<br />

service standards.<br />

Olander has been<br />

helping companies hold it<br />

together since 1962. We<br />

offer the broad selection of<br />

specialty fasteners, easy<br />

ordering process, real-time<br />

inventory information, VMI,<br />

kitting services, and speedy<br />

deliveries you deserve.<br />

The Olander Company,<br />

Inc. is a full-line distributor of<br />

standard and metric fasteners,<br />

including commercial and<br />

specialty fasteners, precision<br />

hardware, electromechanical<br />

components, tools, adhesives,<br />

and wire management<br />

products.<br />

We started in the Silicon Valley<br />

in 1962. Today, we have customers<br />

in more than 45 countries.<br />

Companies in the semiconductor,<br />

medical device, aerospace,<br />

telecommunications, alternative<br />

energy, and robotics industries can<br />

find what they’re looking for within<br />

our in-house inventory of more than<br />

65,000 items in stock. The list<br />

includes a broad inventory of Heli-<br />

Coil products, such as Nitronic 60<br />

inserts.<br />

Our relentless focus on serving<br />

customers stems from our<br />

founder’s service to country. Philip<br />

Olander was a World War II hero<br />

who served as an Engineer in the<br />

United States Army Air Corps. Once<br />

he returned home to California, Phil<br />

was inspired to create a business<br />

that solved many of the problems<br />

and frustrations he had faced as<br />

an engineer and aircraft mechanic.<br />

He especially wanted to address<br />

the challenges and delays that<br />

often came with trying to order and<br />

obtain fasteners and other parts<br />

for maintenance and repairs.<br />

Phil’s inventory management<br />

theory and commitment to taking<br />

care of people have propelled The<br />

Olander Company to its status as<br />

a global distributor of precision<br />

hardware. Since 2016, Phil’s<br />

granddaughter Anna L. Olander has<br />

led the company.<br />

For more information contact<br />

The Olander Company, Inc. at 144<br />

Commercial Street, Sunnyvale,<br />

CA 94086. Tel: 408-735-1850,<br />

Email: rfq@olander.com or visit the<br />

“new and improved” website at<br />

www.olander.com.


76<br />

THE DISTRIBUTOR’S LINK<br />

SC FASTENING SYSTEMS<br />

8531 S Fwy Dr, Macedonia, OH 44056<br />

TEL 330-468-3300 EMAIL info@scfastening.com WEB www.scfastening.com<br />

SC FASTENING SYSTEMS BECOMES FIRST PREFERRED<br />

VENDOR OF INTERNATIONAL SOAP BOX DERBY<br />

SC Fastening Systems, LLC, a distributor of hardware<br />

and industrial supplies, has signed a five-year agreement<br />

with The International Soap Box Derby to become the<br />

Derby’s very first Preferred Vendor.<br />

SC Fastening has been a part of the Derby’s supply<br />

chain since 1999 by packaging fasteners and other<br />

hardware kits used to assemble and modify race cars<br />

that are entered from throughout the United States and<br />

several foreign countries. The Derby’s new Preferred<br />

Vendor Program supports the Derby in its supply chain<br />

process, in which the vendor maintains inventory levels<br />

in stock, assists at key times throughout the cyclicalbusiness<br />

year, and creates a partnership that will be<br />

beneficial for all parties.<br />

“The Soap Box Derby has been a great customer of<br />

ours since our company was established 20 years ago<br />

and we are pleased to be taking our partnership to a new<br />

level,” said Chuck Domonkos, CEO of SC Fastening. “We<br />

enjoy competing in the annual Corporate Derby Challenge<br />

and find it rewarding to support The Derby and their youth<br />

initiatives.”<br />

In addition, SC Fastening has committed to become<br />

the Presenting Sponsor of the Derby’s new Build N Battle<br />

Event. This one-day competition will be held at Derby<br />

Downs on October 4, <strong>2019</strong>. Companies will compete by<br />

building their own cars on-site from a very simple car kit<br />

BUSINESS FOCUS ARTICLE<br />

they will receive. After the cars are built, there will be a<br />

race for the title.<br />

“We appreciate SC Fastening’s forward thinking and<br />

contribution to the Soap Box Derby. This step takes<br />

that partnership to a higher level, which is a very exciting<br />

opportunity for us,” said Mark Gerberich, president and<br />

chief executive officer of the Soap Box Derby. “SC<br />

Fastening has been a good long-time partner, and this<br />

new agreement solidifies our relationship as we work to<br />

promote each other in the community.”<br />

The International Soap Box Derby® dates to 1934. It<br />

is a non-profit youth education and leadership development<br />

organization whose mission is to build knowledge and<br />

character, and to create meaningful experiences through<br />

fair and honest racing competitions, STEM curriculums,<br />

and other community-focused activities.<br />

SC Fastening Systems is celebrating their 20th<br />

Anniversary in providing a wide range of quality products<br />

and value-added services including fasteners, abrasives,<br />

concrete anchors, cutting tools, safety supplies, janitorial,<br />

electrical, welding, inventory management solutions,<br />

kitting and assembly, and custom and modified parts.<br />

SC FASTENING SYSTEMS


THE DISTRIBUTOR’S LINK 77


78<br />

THE DISTRIBUTOR’S LINK<br />

Roman Basi<br />

Roman Basi is the President of The Center for Financial, Legal & Tax Planning, Inc.<br />

Roman graduated from Milliken University obtaining a Bachelor’s of Science Degree<br />

with a minor in Psychology. He earned an MBA from Southern Illinois University with<br />

an emphasis in Accounting and recevied his JD degree from Southern Illinois University.<br />

Roman is a licensed attorney in Illinois, Missouri and Florida and is in high demand for<br />

his expertise in financial, legal and tax matters. His areas of expertise include mergers<br />

and acquisitions, contracts, real estate law, tax and estate planning.<br />

BUSINESS VALUATION: THE BENEFIT AND<br />

ABILITY TO OBTAIN SUBSTANTIATED VALUE<br />

You’ve invested your life, money, time and effort<br />

into your business. Countless hours have been spent<br />

operating, maintaining and adjusting the business to stay<br />

competitive, profitable, and valuable. But this begs the<br />

question, how much is my business actually worth? Plenty<br />

of owners could arbitrarily claim a value based on their<br />

income and assets, but how many have sat down and had<br />

an independent business valuation? Knowing the value<br />

of your business is necessary for a number of reasons.<br />

Reasons this article will examine, such as the benefits<br />

of knowing your business’s true value, how true value<br />

is established, and the importance of substantiating,<br />

defending and explaining such value to those in question.<br />

Whether buying or selling your business (M&A),<br />

business succession planning, estate planning, employee<br />

stock options (ESOP), business loans, even divorce, a<br />

proper valuation is vital in regard to proper planning,<br />

execution, and structure of the transaction. A business<br />

valuation is more than just a number arrived at through<br />

various methods used to calculate value. In many cases,<br />

the value number arrived at is of secondary value to the<br />

actual methodology used in the calculation. For example,<br />

two shareholders enter into a Buy/Sell Agreement (an<br />

agreement necessary for all businesses with two or<br />

more shareholders) and a shareholder looks to exit the<br />

business or passes away unexpectedly. What value of<br />

the business is the shareholder or the shareholder’s<br />

CONTRIBUTOR ARTICLE<br />

estate owed? Moreover, how do we calculate a number<br />

that is ever-changing as business values increase or<br />

decrease on a weekly, monthly, and yearly basis. The<br />

answer is the valuation methodology proposed and<br />

agreed upon by the shareholders in the executed Buy/<br />

Sell Agreement. The Buy/Sell Agreement will provide<br />

a valuation methodology that will be calculated at the<br />

time of the shareholder’s exit, thus avoiding a battle of<br />

various methodologies leading to different values more<br />

beneficial to one party over the other.<br />

How do we know what methodology arrives at the<br />

true value? The true value of your business will reflect<br />

the value a willing buyer would agree to pay in an arm’s<br />

length transaction. Or, as the IRS states true value is the<br />

fair market value or the price at which the property would<br />

change hands between a willing buyer and a willing<br />

seller, when the former is not under any compulsion to<br />

buy and the latter is not under any compulsion to sell,<br />

with both parties having reasonable knowledge of the<br />

relevant facts.” Rev. Rul. 59-60. Hence, the key to a<br />

credible valuation is obtaining and substantiating the<br />

value at which the asset or stock will change hands<br />

between a willing buyer and seller absent compulsion.<br />

To properly do so, the business will need to employ<br />

an unbiased qualified appraiser with experience and<br />

training in both the area of valuations and the industry<br />

in question.<br />

CONTINUED ON PAGE 146


80<br />

THE DISTRIBUTOR’S LINK<br />

INTERNATIONAL FASTENER EXPO<br />

TEL 323-817-2226 FAX 310-481-1909 EMAIL morgan.wilson@emeraldexpo.com<br />

WEB www.fastenershows.com<br />

IFE <strong>2019</strong> FASTENER PROFESSIONAL AWARD<br />

WINNERS ANNOUNCED<br />

International Fastener Expo (IFE) has announced the<br />

recipients of the <strong>2019</strong> Hall of Fame and Young Fastener<br />

Professional of the Year Awards, which annually honor<br />

professionals who have made significant contributions<br />

to the fastener industry. The awards ceremony took<br />

place during the IFE convention on September 18 at the<br />

Mandalay Bay Convention Center.<br />

Ed McIlhon, Assembled Products, Inc. (API), and<br />

Martin “Marty” Nolan, R.L. English Co., were inducted<br />

into the <strong>2019</strong> Hall of Fame, and Baron Yarborough,<br />

Spring Bolt and Nut Manufacturing, was selected as the<br />

<strong>2019</strong> Young Fastener Professional of the Year. The Hall<br />

of Fame and Young Fastener Professional of the Year<br />

Awards recognize those who have made lasting inputs<br />

to the fastener industry on a national or global scale,<br />

and leaders, 40 years old or younger, who already have<br />

an unimpeachable record of integrity and respect in the<br />

industry, respectively.<br />

McIlhon got his start in the industry at his father’s<br />

Iowa Industrial Products (IIP), where he served as<br />

president, developing IIP into a $60 million company in<br />

1998. IIP was sold to Bossard International in 1999,<br />

and McIlhon served as president until 2005 when he<br />

SHOW EVENT ARTICLE<br />

purchased their kitting and<br />

bundling unit and created<br />

API, a key supplier to John<br />

Deere. McIlhon has played an<br />

integral role in negotiating the<br />

Fastener Quality Act, serving<br />

as co-chairman of the Public<br />

Law Task Force and testifying<br />

before Congress on behalf of the industry.<br />

Nolan has been a<br />

manufacturer’s representative<br />

with R.L. English Co. in<br />

Cleveland, Ohio for 34 years.<br />

He is currently the vice<br />

president of the North Coast<br />

Fastener Association (NCFA),<br />

previously serving as president for four years where he<br />

was instrumental in the development of many initiatives,<br />

including the NCFA annual Distributor Social. He also<br />

served as chairman on the Fastener Industry Coalition<br />

(FIC), and has tirelessly promoted the fastener industry<br />

through www.fastenerblog.net and social media.<br />

CONTINUED ON PAGE 152


INTERNATIONAL FASTENER EXPO<br />

MANDALAY BAY, LAS VEGAS - SEPTEMBER 17-19, <strong>2019</strong><br />

more photos on page 98


82<br />

THE DISTRIBUTOR’S LINK<br />

VOLT INDUSTRIAL PLASTICS<br />

700 Hwy 202 West, Yellville AK 72687<br />

TEL 800-844-8024 EMAIL service@voltplastics.com WEB www.voltplastics.com<br />

VOLT FASTENERS ARE EVERYWHERE<br />

Over the past several years, Volt Industrial Plastics<br />

and our fasteners have been incorporated and are utilized<br />

in many items that you probably use every day. Whether<br />

you realize it or not, you are probably using one of our<br />

fasteners right now, OR are using an item that utilizes one<br />

right now.<br />

Everything from computers, beds, furniture, vehicles,<br />

and more benefit from the technology our engineers have<br />

built into the thousands of fasteners that are used all over<br />

the world. We tend to forget all the little pieces that hold<br />

together a computer or a piece of furniture… but here at<br />

Volt Industrial Plastics, we’re here to remind you that our<br />

plastic fasteners are used everywhere! No matter where<br />

you need it, what color, or what material you want them<br />

in, we have them available for you.. And if not? We will<br />

custom make it to your specifications.<br />

Our plastic fasteners can be used in so many different<br />

applications, we’ve really heard it all, but there are some<br />

common uses out there you may find interesting.<br />

it comes to electronic and other components used in<br />

cars and trucks. Assembly lines are full of plastic parts,<br />

all used in a specific, unique way to make everything<br />

work better. Plastic not only creates the cost savings<br />

and lighter parts that manufacturers are looking for, but<br />

it also is non-corrosive and very versatile. This is ideal for<br />

engines and that is why our plastic fasteners are being<br />

used more and more in place of metal versions.<br />

Cars<br />

Believe it or not, plastic has major advantages when<br />

Computers<br />

Powered by the circuit boards, we are able to use<br />

our computers every day to accomplish tasks and learn<br />

things much easier than ever before. Circuit boards need<br />

to be perfectly spaced out and have all of the little parts<br />

attached inside so that we can do all the amazing things<br />

we do. That’s where our fasteners come in! We have<br />

parts and pieces designed to snap things into place,<br />

space things out, and protect the electronic components.<br />

Plastic is a great choice for these fasteners because<br />

they can provide electrical insulation, unlike those made<br />

from metal.<br />

BUSINESS FOCUS ARTICLE CONTINUED ON PAGE 152


THE DISTRIBUTOR’S LINK 83


84<br />

THE DISTRIBUTOR’S LINK<br />

NATIONAL FASTENER DISTRIBUTORS ASSOCIATION<br />

3020 Old Ranch Parkway #300, Seal Beach CA 90740<br />

TEL 562-799-5509 FAX 562-684-0695 EMAIL nfda@nfda-fasteners.org WEB www.nfda-fasteners.org<br />

COME TO NFDA’S <strong>2019</strong> EXECUTIVE SUMMIT<br />

by Vickie Lester<br />

Save the dates, November 3-5, <strong>2019</strong>, for NFDA’s<br />

Executive Summit at the Ritz-Carlton Beach Resort in<br />

Naples, Florida.<br />

The hallmark of the NFDA executive summit is peerto-peer<br />

learning. When members share their successes<br />

and challenges with other members, everyone benefits.<br />

Here’s What We Have In Store For You<br />

¤ Import/Export Compliance: What You Don’t Know<br />

Can Hurt You<br />

In today’s continuously evolving trade environment,<br />

staying on top of compliance changes is paramount.<br />

Danielle Riggs from WINA, will provide valuable insight<br />

regarding the trade compliance landscape and its trends<br />

and challenges. Topics will include:<br />

- Developing, setting, and implementing policies and<br />

procedures for suppliers and employees<br />

- Proper record-keeping practices<br />

- Potential pitfalls and how to avoid them<br />

- Government resources and Trusted Trader programs<br />

Danielle Riggs is director of international trade<br />

compliance with Wurth Industry North America.<br />

¤ What’s New and What’s Next for Fastener<br />

Supply?<br />

- What’s going on in the fastener market?<br />

- What are the most pressing challenges in the<br />

fastener industry?<br />

- What do we need to know to be successful?<br />

Presenters Tim Roberto Jr. and Simmi Sakhuja will<br />

bring us up to date with what’s new with stainless steel<br />

and carbon fasteners, along with what we can expect from<br />

our suppliers in the future.<br />

Tim Roberto Jr. is president of Star Stainless Screw.<br />

Simmi Sakhuja is vice president of integration and<br />

strategy at LindFast Solutions Group.<br />

ASSOCIATION ARTICLE<br />

¤ Voice of the Customer<br />

Our businesses exist and thrive based on our ability<br />

to directly or indirectly support the consumer of fasteners.<br />

As the chief procurement officer for several global OEMs,<br />

Greg Sachs will share his expertise in terms of what<br />

makes a best-in-class supplier, industry trends and<br />

strategic objectives that matter, and engagement of the<br />

entire value stream to eliminate waste, drive cost downs,<br />

and work toward supply chain optimization.<br />

Greg Sachs is the chief procurement officer for<br />

Resideo Technologies, an independent, publicly traded<br />

spinoff business of Honeywell’s Home and Distribution<br />

segments. At Resideo, Greg is responsible for overseeing<br />

the procurement of direct materials, indirect spend and<br />

project-based spend. His global sourcing organization<br />

consists of more than 350 employees located in the<br />

Americas, EMEAI, and Asia.<br />

¤ Selling Your Business: Are You Ready?<br />

This dynamic program will take you through the<br />

steps of deciding to sell your business, preparing for the<br />

sale, pre-closing activities, and post-closing transition<br />

details. This interactive presentation and discussion will<br />

be led by fastener industry veteran Marc Strandquist.<br />

Marc Strandquist has dedicated more than 30 years<br />

to the fastener industry and has direct experience with<br />

multiple acquisitions in our industry.<br />

CONTINED ON PAGE 154


86<br />

THE DISTRIBUTOR’S LINK<br />

BRIGHTON-BEST INTERNATIONAL<br />

USA Headquarters, 5855 Obispo Avenue, Long Beach, CA 90805<br />

TEL 562-808-8000 FAX 562-808-8137 EMAIL sales@brightonbest.com WEB www.brightonbest.com<br />

YOUR ONE-STOP SHOP FOR FASTENERS IS<br />

NOW YOUR CONSTRUCTION SUPPLY CHANNEL<br />

Brighton-Best International was, is and always<br />

will be your One Stop Shop for Fasteners … but they<br />

have aren’t stopping there. Along with the largest and<br />

most diverse fastener inventory in the world, they now<br />

carry a complete line of tools, industrial products and<br />

consumables and safety gloves.<br />

The award-winning Proferred brand line of products,<br />

from Brighton-Best International, includes hand tools,<br />

drywall screws, cutting tools, abrasives & rivets. BBI<br />

understands the importance of high quality hand tools<br />

at industry competitive prices. The Proferred brand<br />

includes a complete line of hand tools manufactured in<br />

Taiwan that carry a lifetime guarantee, winning the Pro<br />

Tool Innovation Award 3 years in a row for hand tool and<br />

drywall screw innovation, and now includes Proferred<br />

Safety Supplies and consumables such as gloves, cable<br />

ties, tape & glue.<br />

With trained sales team members, aggressive<br />

and competitive pricing, and 20+ national warehouses<br />

stocked with ample inventory for next day service to all<br />

major population centers; Brighton-Best provides you<br />

with growth opportunity and new revenue channels with<br />

minimal capital investment.<br />

Brighton President, Jun Xu says: “There is no, stay the<br />

course, road to prosperity. As we move forward we will be<br />

defined by the opportunities we bring to our distributors and<br />

our ability to strengthen our distribution channel.”<br />

The company is certainly staying the course with<br />

that philosophy!<br />

Brighton Best International (Canada), Inc. is<br />

comprised of three locations, Vancouver, Toronto and<br />

Montreal. In the last decade, BBI Canada’s warehousing<br />

footprint went from 100,000 sq.ft. total to 175,000<br />

sq. ft. across Canada. Now, however, <strong>2019</strong> is poised<br />

to be the biggest year yet for the Canadian team,<br />

posting the highest sales records and expanding to over<br />

410,000 sq.ft. total across Canada! Montreal growing<br />

from 50,000 sq.ft. to 154,000 sq.ft., Toronto doubling<br />

their size from 80,000 sq.ft. to 163,000 sq. ft., and<br />

Vancouver currently reviewing potential new sites.<br />

At the end of 2017, they added the leader in high<br />

performance hand safety to their family of products, Ironclad<br />

Performance Wear. And at the start of this year, they<br />

launched Ironclad’s new touchscreen line of gloves. The<br />

Command Series incorporates cutting-edge nanoparticle<br />

technology to create highly durable touchscreen work<br />

gloves. Unlike common coated touchscreen fabrics,<br />

which lose conductivity easily, the abrasion resistant<br />

synthetic leather is infused with conductive carbon ions.<br />

The result is permanent conductivity throughout the<br />

synthetic leather – with touchscreen capability that will not<br />

wear out for the life of the gloves and is more conductive<br />

than the human finger.<br />

The new Command Series has already won three<br />

awards this year:<br />

The Touchscreen Impact Hi-Viz (IEX-HZI) glove won<br />

the OH&S <strong>2019</strong> New Product of the Year Award & the<br />

<strong>2019</strong> Pro Tool Innovation Award.<br />

BUSINESS FOCUS ARTICLE CONTINUED ON PAGE 154


BRIGHTON-BEST INTERNATIONAL COCKTAIL PARTY<br />

MANDALAY BAY, LAS VEGAS - SEPTEMBER 18, <strong>2019</strong>


88<br />

THE DISTRIBUTOR’S LINK<br />

General Fasteners Company (GFC), a fullservice<br />

distributor of fasteners and assembly<br />

components for manufacturers, is pleased to<br />

announce the appointment of Ian Clarke as<br />

President of General Fasteners Company and<br />

General Fasteners de México.<br />

Ian comes to GFC with over 35 years of success<br />

in the fastener distribution and manufacturing<br />

industries.<br />

His impressive credentials align with GFC’s<br />

Board of Directors’ objective of creating a<br />

culture of growth based<br />

on superior customer<br />

service and operational<br />

excellence.<br />

“We are very excited to<br />

have someone with Ian’s<br />

impressive background<br />

join the GFC team,”<br />

said John Kovatch, Vice<br />

President of Sales and<br />

Marketing at General<br />

Fasteners. “We look<br />

forward to the influence of his proven leadership<br />

to help guide us successfully into the future.”<br />

Ian Clarke’s past positions include President<br />

and CEO at Optimas OE Solutions, Executive Vice<br />

President at Anixter Fasteners, and Managing<br />

Director at Caparo Atlas Fastenings in the UK.<br />

General Fasteners Company (GFC) is a privately<br />

owned full-service distributor of fasteners and<br />

assembly components for manufacturers. For over<br />

65 years, GFC has provided exceptional products,<br />

ISO-certified quality assurance, A2LA-accredited<br />

engineering and inventory management solutions.<br />

Customers are serviced in the automotive, heavy<br />

truck, industrial, medical and military markets.<br />

GFC’s Corporate Office is located in Livonia,<br />

Michigan, Engineering & Testing Center in<br />

Madison Heights, Michigan and twelve regional<br />

Distribution Centers are throughout the United<br />

States and Mexico.<br />

For more information, contact General Fasteners<br />

Company at 37584 Amrhein Road, Livonia, MI<br />

48150. Tel: 1-800-945-2658, Fax: 734-452-2257,<br />

Email: gfsales@genfast.com or visit them online at<br />

www.genfast.com.


INTERNATIONAL FASTENERS, INC.<br />

NEW WEBSITE LAUNCHED!<br />

THE DISTRIBUTOR’S LINK 89<br />

Tampa . Charlotte . Chicago . Dallas . Los Angeles . Philadelphia<br />

TEL 1-888-241-0203 FAX 1-888-241-2096 EMAIL sales@daggerz.com WEB www.daggerz.com<br />

To click or not to click, that is the question... No<br />

really, that is the question these days. Do you ever<br />

wonder if you should have learned to type better when<br />

you were in school? One of the great aspects of doing<br />

business with International Fasteners, Inc. has always<br />

been the people. A live voice answers the phone when<br />

you call. A full sales staff both on the road and in the<br />

office are always ready to help with any customers’<br />

needs. Even the executive management team boasts<br />

over 120 years of combined experience in the fastener<br />

industry, all with a background in direct sales.<br />

So, how does a company like International Fasteners,<br />

Inc. continue to evolve and meet the ever-changing<br />

needs of their distributor customer base? They develop<br />

and launch a new website with mobile app integration<br />

BUSINESS FOCUS ARTICLE<br />

designed to give customers who are signed in a more<br />

intuitive experience. Distributor salespeople can pull<br />

up submittals on their mobile phones and smart pads.<br />

Purchasing people can utilize the shopping experience<br />

through request quote or order functions. Also, the<br />

search engine and similar items functions bring a next<br />

generation to website value. While anyone can access<br />

some of the functionality, only approved distributors have<br />

access to all of the features the website offers. If you<br />

haven’t signed up for a log in yet, there is no better time<br />

to take advantage of all of the features offered at www.<br />

daggerz.com.<br />

And, just in case you don’t want to click, give them a<br />

call at (888) 241-0203 and make International Fasteners,<br />

Inc. your choice today. Someone is ready to help you!<br />

INTERNATIONAL FASTENERS, INC.


90<br />

THE DISTRIBUTOR’S LINK<br />

NEW ENGLAND FASTENER DISTRIBUTORS ASSOCIATION<br />

PO Box 151, Lake Zurich, IL 60047<br />

TEL 847-370-9022 FAX 847-516-6728 EMAIL nancy@nefda.com WEB www.nefda.com<br />

31ST ANNUAL GOLF OUTING A CHALLENGE...<br />

BUT A FUN ONE!! by Nancy Rich<br />

Perhaps because it was June 13th, but it wasn’t a<br />

Friday, the skies thought it would be a good joke to dump<br />

rain for the whole day on Oak Ridge Golf Club. The day<br />

started chilly and rainy and continued that way but the<br />

NEFDA spirit prevailed-we won’t be stopped from having<br />

a good day. Over 70 golfers enjoyed lunch together and<br />

then moved on to the day of golf. Despite the weather,<br />

they enjoyed the day sharing the fun of the challenges in<br />

the rain and had fun on the course creating new memories<br />

of another great NEFDA Golf Outing.<br />

After golf the golfers, along with others joining us<br />

for dinner, appreciated getting indoors where they could<br />

visit more with fastener friends. After Cocktail hour and<br />

dinner, golf awards, raffle prizes, and scholarships were<br />

awarded. We congratulate the scholarship recipients who<br />

received their awards at the Golf Outing dinner. (See list<br />

in this newsletter).<br />

We appreciate everyone’s support in making this<br />

another great outing and look forward to another fun golf<br />

day October 3rd when we host our Fall Fling (more info in<br />

this newsletter).<br />

Congratulations First Place Teams<br />

1st Gross 61<br />

TJ Welch, Tim Cleary, Dave Daddona, Steve Daddona<br />

1st Net 48<br />

Rob White, Pat King, Mike Kerma<br />

Thank You Event Sponsors<br />

All Tech Specialty Fasteners<br />

Arnold Supply Inc.<br />

Atlantic Fasteners<br />

BBI<br />

North East Fasteners<br />

Beacon Fasteners<br />

Rick Rudolph<br />

Callahan Inc.<br />

R.W. Rundle Associates Inc.<br />

Delta Secondary<br />

Screws Industries<br />

Distribution One<br />

Sems and Specials<br />

Electronic Fasteners Smith Associates<br />

Fall River Mfg.<br />

Solution Industries<br />

Kanebridge Corp.<br />

Specialty Bolt<br />

Eurolink FSS, LLC<br />

Spirol International<br />

Lehigh-Armstrong Inc. Star Stainless<br />

Lindstrom/Stelfast Superior Washer<br />

McCormick Assoc. Inc. Tower Fasteners<br />

Metric & Multistandard XL Screw Corp.<br />

Moynihan Sales<br />

Yellow Woods<br />

ND Industries<br />

Zago Mfg.<br />

NEFCO Corp.<br />

Thank you to Joel Koppe (Metric & Multistandard) and<br />

Larry Ward (Distribution One) for chairing this event and<br />

Dan Bielefield as our MC!<br />

ASSOCIATION ARTICLE<br />

NEW ENGLAND FASTENER DISTRIBUTORS ASSOCIATION


NEFDA 31st ANNUAL GOLF OUTING<br />

OAK RIDGE COUNTRY CLUB - JUNE 13, <strong>2019</strong>


INTERNATIONAL FASTENER EXPO WELCOME RECEPTION<br />

MANDALAY BAY, LAS VEGAS - SEPTEMBER 17, <strong>2019</strong><br />

more photos on page 143


THE DISTRIBUTOR’S LINK 93


94<br />

THE DISTRIBUTOR’S LINK<br />

The Southeastern Fastener<br />

Association (SEFA) Board<br />

of Directors are excited to<br />

announce that in 2020 we<br />

will be doing a joint meeting<br />

with Southwestern Fastener<br />

Association and Pac-West<br />

Fastener Association in San<br />

Antonio TX.<br />

The meeting will be held<br />

October 21-24 at the Hilton<br />

Palacio Del Rio.<br />

SEFA Welcomes New Members<br />

Brynolf Manufacturing, Inc.<br />

- Rockford, IL<br />

Threadline Products Inc.<br />

- Charlotte, NC<br />

SEFA 2020 Upcoming Events<br />

May 18 - Social Event -<br />

Charlotte, NC<br />

October 21- 24<br />

SEFA/Pac-West/SFA Joint<br />

Conference<br />

Hilton Palacio Del Rio, San<br />

Antonio, TX<br />

For more information, contact<br />

the Southeastern Fastener<br />

Association at PO Box 448, Elba,<br />

AL 36323. Tel: 847-370-9022,<br />

Fax: 847-516-6728, Email:<br />

sefa@thesefa.com or visit them<br />

online at www.thesefa.com.


96<br />

THE DISTRIBUTOR’S LINK<br />

INTERCORP<br />

641 North Poplar Street, Orange CA 92868<br />

TEL 1-800-762-2004 FAX 714-744-4672 EMAIL info@intercorpusa.com WEB www.intercorpusa.com<br />

INTRODUCING INTERCORP’S NEW<br />

WHOLESALE WEBSTORE<br />

It’s 6:30 PM. You’ve got a pile of quotes and orders<br />

you need to get out and your vendors are gone for the<br />

day. You need pricing, you need availability, you need to<br />

place orders, and you need to do it now!<br />

That’s not too much to ask, right? Good News! All of<br />

these needs are now value-added services available to<br />

you within Intercorp’s New Wholesale Webstore.<br />

The webstore can provide you the pricing and<br />

ordering capabilities you need in seconds, and a whole<br />

lot more, 24/7.<br />

The webstore is fully integrated with Intercorp’s ERP<br />

software, allowing our distributors the following benefits:<br />

¤ View live wholesale pricing on all Strong-Point<br />

products and ITW CCNA products<br />

¤ Full e-commerce capabilities for placing orders<br />

on your account<br />

¤ View pending orders<br />

¤ View open invoices<br />

¤ View order history, including all transactions<br />

prior to using the webstore<br />

INTERCORP’S WEBSTORE - PENDING ORDERS<br />

INTERCORP’S WEBSTORE - OPEN INVOICES<br />

¤ Order status and tracking capabilities<br />

¤ Create wish lists<br />

¤ Download technical documentation including<br />

submittals<br />

Our webstore is an efficient e-commerce experience<br />

with its perceptive search and query process, lightning<br />

fast response time, and quick check-out process. The<br />

interface is simple, yet extremely powerful. As a valued<br />

distributor, you will be impressed by how much faster<br />

you can get real-time wholesale pricing via the webstore<br />

compared to placing a phone call or typing an e-mail.<br />

Intercorp’s intuitive webstore was created to give<br />

our distributors the tools to research, order and ship<br />

the fasteners they need within seconds of logging in.<br />

Providing them an advantage over their competition by<br />

allowing access to information you normally wouldn’t<br />

have easy access to.<br />

BUSINESS FOCUS ARTICLE<br />

CONTINUED ON PAGE 97


THE DISTRIBUTOR’S LINK 97<br />

INTERCORP. INTRODUCING INTERCORP’S NEW WHOLESALE WEBSTORE from page 96<br />

INTERCORP’S WEBSTORE - PRODUCTS<br />

INTERCORP’S WEBSTORE - PURCHASE HISTORY<br />

By using our webstore our distributors get pricing,<br />

availability, technical documentation, and merchandise<br />

faster than ever before!<br />

Quick, informative and intuitive. Our webstore design<br />

accomplishes this by:<br />

¤ Avoiding visual clutter<br />

¤ Simplified menus<br />

¤ Wish list creation for certain customers and<br />

projects<br />

¤ Access to our knowledgeable staff when you<br />

need personal interaction<br />

Perhaps Intercorp’s greatest advantage for distributors<br />

is our 30 years of servicing the fastener industry. We’ve<br />

built our reputation on quality and service over those years,<br />

and the design of our webstore placed those attributes<br />

at the forefront and is solely focused on your needs as a<br />

distributor.<br />

In today’s competitive marketplace, distributors need<br />

real-time product information and better sales support to be<br />

at their best. Our webstore provides that solution to help<br />

distributors boost sales, enact marketing effectiveness,<br />

and assist in operational efficiencies. Our webstore is a<br />

system that combines extensive product data and support<br />

for critical sales processes. It’s built to deliver compelling<br />

benefits you’ll find irreplaceable!<br />

If you’re already an Intercorp Strong-Point distributor,<br />

contact your Sales Representative so we can get you set up<br />

and running with our value-added webstore. This is a private<br />

webstore and not available to anyone other than Intercorp’s<br />

exclusive distributors of our Strong-Point products. If you’re<br />

not familiar with Intercorp and would like to experience the<br />

quality of our products and the outstanding services we<br />

provide, give us a call (800-762-2004) or email us at (info@<br />

intercorpusa.com). Once you become part of our family, you<br />

can have access to this amazing webstore tool as well.<br />

INTERCORP


INTERNATIONAL FASTENER EXPO<br />

MANDALAY BAY, LAS VEGAS - SEPTEMBER 17-19, <strong>2019</strong><br />

more photos on page 111


DDI SYSTEM<br />

75 Glen Road, Suite 204, Sandy Hook, CT 06482<br />

TEL 1-877-599-4334 FAX 203-364-1400 EMAIL info@ddisystem.com WEB www.ddisystem.com<br />

THE DISTRIBUTOR’S LINK 99<br />

ADVANCED FUNCTIONALITY FOR DISTRIBUTOR BUSINESSES<br />

DDI System, an ERP software leader for wholesale<br />

distributors, announced the release of Inform ERP<br />

Software, Version 20. DDI’s modern-day solution for<br />

wholesale distributors drives operational excellence<br />

with customer intelligent tools that help distributors win<br />

amidst digital disruption.<br />

Inform ERP Version 20 provides distributors with<br />

more user-friendly features and control over business<br />

than ever before. The recent release delivers a new,<br />

modern interface complete with customizable toolbar<br />

icons, dashboard tiles and more. In addition, the<br />

proposal creator tool gives showroom distributors an<br />

easy way to design custom price quotes and sales<br />

orders complete with images and descriptions on-the-fly.<br />

With more than 100 improvements and new features,<br />

Inform Version 20 offers powerful features include<br />

adding attachments for sales order revisions, Spawned<br />

Stock Transfers, Full Sales Order Import, and cash<br />

receipts posting by invoice.<br />

BUSINESS FOCUS ARTICLE<br />

Earlier this year, DDI also announced the release<br />

of Inform eCommerce Pro, making the combination of<br />

Inform ERP Software and eCommerce Pro the most<br />

advanced, streamlined commerce technology workflow<br />

in the market. Inform eCommerce Pro’s flexible platform<br />

ties directly into Inform, supporting a leading-edge<br />

experience for both B2B and B2C retail shoppers.<br />

The latest advancement gives distributors full control<br />

over the look, content, and functionality of business<br />

webstores. Direct connectivity with Inform ERP provides<br />

real-time, customer-specific pricing and branch-level<br />

inventory. live order, invoice, and sales history inquiries<br />

provide a reliable self-service experience on any device.<br />

DDI will host a live webinar on October 24th at 1<br />

PM EDT to showcase Inform’s Version 20 features and<br />

the all-new Inform eCommerce Pro. To register, please<br />

visit www.ddisystem.com/webinar. You may also swing<br />

by Booth #T13 during the STAFDA Annual Convention &<br />

Trade Show.<br />

DDI SYSTEM


100<br />

THE DISTRIBUTOR’S LINK<br />

LAURENCE CLAUS VALUE ENGINEERING ON EXISTING PARTS from page 8<br />

In the same way that leverage is on the incumbent’s<br />

side, so is experience. Every part, even the simplest and<br />

most standard has a “history”. The organization that<br />

possesses this history is always ahead of the pack from<br />

those that do not possess it. Proactive organizations<br />

use this knowledge to their advantage and seek a<br />

way to analyze data they have available to focus them<br />

towards a solution. This can be a long set of possible<br />

inputs including inspection history, past quality spills,<br />

special manufacturing tricks or know-how, and any other<br />

knowledge or experience that is unique to a particular<br />

part. In addition to having data available, organizations<br />

often maintain a lesson’s learned library, which can<br />

contain specific problems and their remedies. This<br />

information is invaluable in really understanding each<br />

part.<br />

Knowledge is on the incumbent’s side as well.<br />

Proactive companies that maintain lessons learned<br />

databases are usually evolving their activities into<br />

leaner and more efficient practices. More simply put,<br />

the incumbent supplier knows what is right to do and<br />

what is not. Reviewing this evolution may lead to old<br />

cost analysis data being updated which will help put<br />

things into better perspective and allow the supplier to<br />

provide their customer with a better price without ever<br />

really lifting a finger to invest in a great deal of value<br />

engineering. This doesn’t mean that they haven’t done<br />

any work or value engineering, just that it has been<br />

“banked” and now they can take full advantage of it.<br />

Disadvantages<br />

Value engineering on existing parts, however, is not<br />

without its disadvantages. Foremost is the tendency<br />

of the customer to simply say no to your suggestions.<br />

This may be because validation costs are too high, they<br />

don’t have the resources necessary to invest in old work<br />

items, or they are simply too lazy. I have experienced<br />

many occasions where we thought we had an excellent<br />

idea (and probably did) that the customer would gladly<br />

embrace only to have it go down in flames because the<br />

customer wouldn’t consider it. When value engineering<br />

existing parts, this hurdle can often be quite high, even if<br />

the customer is the one asking for the value engineering<br />

or advertises great benefits for suppliers to bring cost<br />

savings ideas to them.<br />

In some cases a value engineering idea goes down in<br />

flames because there is little or no incentive to advance<br />

it. By the time a product matures, most organizations<br />

have turned their attention to their new products. This<br />

leads to a general malaise in expending resources on<br />

further improving old projects or an unwillingness to<br />

provide the supplier credit with their ideas on these old<br />

projects. Additionally, programs that are nearing the end<br />

of their lives provide little incentive for anyone to invest<br />

much time in.<br />

Finally, as parts mature the potential of finding cost<br />

savings through value engineering becomes exponentially<br />

more difficult. In other words, after all the low hanging<br />

fruit has been picked, which usually happens on the front<br />

end of a project, it is simply much harder to continue<br />

value engineering on the part.<br />

Case Study 1<br />

Value engineering can be triggered by any number of<br />

events. Often it is driven by commercial forces trying to<br />

extract a means of achieving a lower priced part. Another<br />

common trigger, and the reason for the value engineering<br />

activity in this first case study, is a quality problem.<br />

In this example, a simple Socket Truss Head screw<br />

had an occasional crack at one of the hex recess corners<br />

(See Figure 1). From a manufacturing perspective, this is<br />

a frequent occurrence with this type of recess because<br />

of the concentration of residual forming stress at the<br />

sharp corner interfaces. Although these cracks were<br />

almost always acceptable within industry standards,<br />

this customer perceived them as a more serious threat<br />

to the quality perception of their product, and would not<br />

accept them. This would trigger a tedious and expensive<br />

sort of product which resulted in problems for both the<br />

supplier and the customer. Needless to say, it was in<br />

both companies’ best interests to reach a solution to<br />

this problem.<br />

FIGURE 1: NOTICE SMALL FORGING CRACK IN LOWER RIGHT<br />

CORNER AT THE 5 O’CLOCK POSITION<br />

CONTINUED ON PAGE 158


102<br />

THE DISTRIBUTOR’S LINK<br />

RYAN BRADLEY GRABBING HOLD AND LETTING GO: THE EXPLODING BOLTS THAT BRING US TO SPACE from page 10<br />

EBAD’s components are a bit player in this space<br />

epic, but the firm’s mission-critical role gives it an outsize<br />

gravitational pull. Of the 5.5 million pounds of rocketry<br />

(collectively known as NASA’s Space Launch System)<br />

and other equipment that will hurtle Orion out of the<br />

atmosphere, only 20,500—less than 0.38 percent—will<br />

come back to Earth. “The last thing we want to do is take<br />

all the stuff at launch to the moon and back,” explains<br />

Carolyn Overmyer, Lockheed’s deputy manager for the<br />

Orion crew capsule (where the astronauts ride). “We<br />

don’t need the blast system at the moon. So where does<br />

it go? It separates. It’s a ‘sep event.’” In plain English:<br />

Stuff falls off.<br />

TOP: A 19TH-CENTURY MILL ON THE EBAD CAMPUS ONCE POWERED THE SHOP.<br />

BOTTOM: AN INDUSTRIAL OVEN BROILS PARTS TO TEST THEIR METTLE.<br />

The exploding bolts are the catalyst in that process,<br />

“central to our mission,” Overmyer says.<br />

There are eight separations in a complete Orion<br />

journey to the moon and back. One of the first occurs<br />

three minutes after launch: The bolts split alongside<br />

explosive-powder-​laced zippering fissures called frangible<br />

joints to discard the loads that get Orion off the<br />

ground. Three nearly-two-story panels, called fairings, that<br />

protected the craft from the heat of liftoff simply drop. “A<br />

15-foot-tall coffee can goes boom! and just flies away,”<br />

Overmyer says, recalling the first time she watched the<br />

panels split from the craft during a test flight. “I know it<br />

sounds silly to say it, but I found it very, very beautiful.”<br />

As the mission progresses, more systems become<br />

irrelevant and break off. The final thing to go is the<br />

service module, a trash-can-shaped pod that houses all<br />

the liquids and gases for the mission; it holds on to the<br />

Orion capsule throughout the 1.3-million-​mile journey on<br />

the strength of four fasteners made for this exact task.<br />

When the crew- carrying vessel begins its dive back to<br />

Earth, the fasteners split and release the pod, which then<br />

burns up.<br />

Preparing these bolts for their pivotal moment—their<br />

perfect failure—presents as a kind of Zen koan. How to<br />

fully test a thing that works exactly once? How do you<br />

design something that, in order to do its job, must fail?<br />

Part of the answer is revealed in the threaded<br />

fasteners, called release and retention bolts, shaking<br />

and rattling on the table. Of all the variations of hardware<br />

EBAD builds for Orion, these must suffer the most intense<br />

torture, both here on Earth and in space. “We beat the<br />

hell out of ’em,” says Steve Thurston, EBAD’s manager<br />

of test services, as he watches the heroic fixtures rumble<br />

angrily against the table’s motion. Thurston turns and<br />

walks toward a quieter spot and says softly, almost<br />

solemnly: “It’s really not fair to the parts. But that’s the<br />

point—to find their limits, to push the envelope.”<br />

Outside, a morning rain gives way to the bright-green<br />

beginning of a fall day. A river, which once powered<br />

EBAD’s works, winds through the campus; a family of<br />

otters has taken up residence. It’s hard to square the<br />

setting with what goes on behind the aged stone walls:<br />

space-age bolts getting stretched (and mashed and<br />

bashed and rattled) to their limits.<br />

CONTINUED ON PAGE 160


THE DISTRIBUTOR’S LINK 103


104<br />

THE DISTRIBUTOR’S LINK<br />

GUY AVELLON WHAT FASTENER DISTRIBUTORS NEED TO KNOW ABOUT WHY CONTROLLED QUENCHING & TEMPERING IS IMPORTANT from page 12<br />

The bottom axis of the graph is the logarithmic<br />

time in seconds. It becomes apparent that the cooling<br />

rate must be very fast once the steel cools to 1333°F<br />

(723°C) to go from austenite to martensite. Misjudge<br />

the time and the structure becomes something else.<br />

The cooling path chosen determines the structure and<br />

properties of the steel.<br />

The combination of heat treating and quenching<br />

refines the structure of the steel to enhance its physical<br />

characteristics. During the quench, the cap screw’s<br />

temperature may be brought from above the upper<br />

transformation temperature to 600°F (316°C) in 2<br />

seconds.<br />

The SAE J429 and several ASTM product standards<br />

specify oil quenching on special alloys, such as; A354<br />

BD and SAE Grade 8 cap screws, as well as A449<br />

cap screws ¼” through ¾” diameters. The SAE J429<br />

permits water quench on grades 5 and 5.2. Larger<br />

diameter A449 fasteners may be quenched in water.<br />

The choice of the quenching liquid is determined by the<br />

amount of heat which must be dissipated, a function of<br />

the cap screw’s cross-sectional area of diameter, and<br />

the steel to be quenched.<br />

Oil quenchants have been the preferred medium<br />

for controlled and rapid cooling rates. However, other<br />

quench media have been used and proven effective;<br />

such as molten salt, soluble oil-water mixture, polymer<br />

solutions, water brine and caustic soda solutions. To<br />

achieve specific results, it is desirable to obtain the<br />

greatest quench severity that can be used without<br />

subjecting the steel to cracking, distortion or excessive<br />

stresses that cannot be overcome by subsequent<br />

tempering. Due to the high heat of the steel, the<br />

quenching media must be controlled to provide optimum<br />

results on a continual basis.<br />

After quenching, the tensile strength and hardness<br />

of the cap screw often exceeds optimum levels. The<br />

SAE J429 specifies a microstructure of approximately<br />

90% martensite prior to tempering. The ‘as quenched’<br />

hardnesses are also taken to confirm core hardness.<br />

Since the hardnesses are high enough to produce a<br />

brittle material, the cap screws must be ‘softened’ from<br />

an additional heat-treating process called tempering.<br />

Tempering<br />

Tempering is required to relieve the internal stresses<br />

that are built up during the initial heat treat hardening<br />

process. Tempering is similar to the annealing process<br />

carried out on the raw steel wire prior to bolt-making<br />

procedures. The formation of martensitic steel is<br />

extremely hard and very brittle, which also leaves high<br />

residual stresses in the steel. Therefore, hardening is<br />

almost always followed by tempering or drawing, which<br />

consists of heating the steel to some temperature below<br />

the lower critical temperature.<br />

Tempering takes the super hardened martensitic<br />

structure and makes the cap screw less brittle, more<br />

ductile and improves its toughness by transforming<br />

the martensite partially into ferrite and cementite. This<br />

treatment also increases the steel’s shock resistance,<br />

and lowers the tensile strength to desirable levels.<br />

It is this combination of heat treating, quenching<br />

and tempering that imparts a cap screw with its final<br />

physical specifications of hardness, proof load, yield<br />

strength and tensile strength. Steel that has a fully<br />

martensitic structure before tempering will produce the<br />

highest yield strength, the highest ductility, the highest<br />

fatigue strength and the greatest toughness.<br />

Some high strength specialty bolts begin life with<br />

a steel differing in composition from standard ASTM,<br />

ISO or SAE recommended chemical compositions.<br />

The basic difference is during the tempering process.<br />

Unless enhanced alloys are used and special care is<br />

taken with the heat-treating process, cap screws with<br />

higher than standard specification tensile strength<br />

and hardness are also more brittle. Regardless of the<br />

steel choice, it is the heat treatment that determines<br />

the fastener’s final characteristics with a 90-100%<br />

martensitic structure.<br />

The hardness of tempered martensite allows it to<br />

be very suitable for tool steels, since the resistance<br />

to abrasion and deformation is important in such<br />

applications. It is a common component in machine<br />

parts and forging dies. Tempered steels containing<br />

silicon are used to make springs and other parts that<br />

can be twisted without permanent deformation.<br />

By the addition of varying amounts of chromium,<br />

manganese and nickel to martensitic steels, very strong<br />

and corrosion resistant stainless steel products are<br />

produced in the 400 series; surgical instruments, cutlery,<br />

ball bearings, valves, pumps and heat exchangers.<br />

Heating, cooling and tempering is a critical art form.<br />

GUY AVELLON


THE DISTRIBUTOR’S LINK 105<br />

1Shot Steel Stud<br />

Anchors are We are<br />

proud to announce to the<br />

industry our newest Stocking<br />

Representative Partnership<br />

with Brett Cooper and his<br />

Fastool Warehouse Team<br />

based out of Atlanta, Georgia.<br />

Brett and his Team will<br />

stock and represent our<br />

1Shot Steel Stud Anchor<br />

product in the following<br />

States: North Carolina, South<br />

Carolina, Georgia, Alabama<br />

and, the Florida Panhandle.<br />

1Shot are also proud<br />

Associate Members with<br />

STAFDA, and will exhibit<br />

at their coming November<br />

Convention and Trade Show<br />

introducing their product to<br />

the Fastener Industry!<br />

Brett Cooper of Fastool<br />

Warehouse, Inc, can be<br />

reached at 770-447-<br />

6964 or brett.cooper@<br />

fastoolwarehouse.com. Their<br />

products are also listed at<br />

www.usfastenersources.com.<br />

For more information,<br />

contact 1Shot Steel Stud<br />

Anchors by Tel: 519-902-<br />

7961, email: sales@1shot.<br />

ca or visit them online at<br />

www.1shot.ca.


106<br />

THE DISTRIBUTOR’S LINK<br />

STAFDA STAFDA CONVENTION & TRADE SHOW - NOVEMBER 10-12, NASHVILLE, TN from page 14<br />

Futurist Peter Leyden will address Artificial Intelligence,<br />

blockchain technologies, and other emerging trends that<br />

will weave together the big picture of our time. Employee<br />

Engagement is a hot topic and former Sports Illustrated<br />

editor, Don Yaeger, will provide suggestions on how to<br />

create ‘feel-it-moments’ so people learn to serve other<br />

people, and not causes.<br />

STAFDA’s Economist, Alan Beaulieu, will speak<br />

for two hours Sunday afternoon and provide his annual<br />

update along with insight into the global economy for<br />

2020 and beyond.<br />

College students with distribution or supply chain<br />

majors have been invited to participate in our Speed<br />

Interviewing Session Sunday afternoon where STAFDA<br />

members can interview Generation Z as potential hires.<br />

The college students and STAFDA members, 35 years and<br />

younger, may participate in our NextGen Luncheon where<br />

they can put down their smartphones and network face-toface<br />

with their peers. We’ll also have a panel of STAFDA<br />

members to field their questions.<br />

Sunday concludes with our<br />

Opening Party. It will be a private<br />

event at the Musician’s Hall of<br />

Fame followed by a concert with<br />

country stars, Big & Rich.<br />

Monday morning’s General<br />

Session, November 11, includes two State of the Industry<br />

talks – one from a distributor’s perspective and another<br />

from a manufacturer. STAFDA President, Sean Baird,<br />

Hampton Roads Fastener & Construction Supply, Hampton<br />

Roads, VA, will address distributor concerns and Glenn<br />

Knowlton, Vice President Sales & Marketing, Norton/<br />

Saint Gobain Abrasives North America, Worcester, MA, will<br />

share today’s manufacturing vision.<br />

Former U.S. Navy Seal and<br />

Air Force Tactical Control Party<br />

Veteran turned ultramarathoner,<br />

David Goggins, will follow<br />

Knowlton as STAFDA’s keynote<br />

speaker. Goggins has a huge,<br />

almost cult-like following on<br />

Instagram. He’ll focus on the ‘accountability mirror’ and<br />

how to be mentally tough before fielding questions from<br />

the audience.<br />

The Trade Show runs for six hours following the<br />

General Session. It’s a buying show and distributors will<br />

have 700 booths to visit, seeing the newest products to<br />

hit the market as well as take advantage of show-only<br />

specials. There are over 35 different product categories<br />

represented at the Show, covering everything from<br />

power tools to hand tools, safety products to abrasives,<br />

threaded fasteners to nails/staples, and everything<br />

in between. STAFDA makes it a one-stop shopping<br />

experience for its members.<br />

At this writing, the Trade Show is 85% sold and a<br />

sellout is expected. Overall attendance is running 8%<br />

ahead of STAFDA’s 2018 Phoenix Convention.<br />

The Trade Show will run for another 5.5 hours on<br />

Tuesday, November 12. Two targeted workshops will<br />

precede the Trade Show. Jeff Butler makes a return<br />

appearance to address incorporating NextGen employees<br />

into upper management or as potential business<br />

successors. Former industry exec turned consultant, J<br />

Schneider, will empower smaller distributors with his<br />

session, “Smaller Equals Stronger: Double Down on<br />

your Strategic Advantages.” In today’s world of Amazon<br />

and mega national distributors, smaller independents<br />

can oftentimes feel they’re losing business traction.<br />

This session will remind them of the advantages they<br />

possess over their giant competitors.<br />

Not a STAFDA member? The Convention & Trade<br />

Show is for members-only so please visit www.stafda.org to<br />

review membership applications and STAFDA’s services/<br />

benefits.<br />

Nashville is an easy destination to get to and with so<br />

much being offered at the STAFDA Convention in one of<br />

America’s “hottest” cities, there is no reason not to join<br />

and attend!<br />

SPECIALTY TOOLS & FASTENERS DISTRIBUTORS ASSOCIATION


108<br />

THE DISTRIBUTOR’S LINK<br />

FASTENER FAIR FASTENER FAIR USA HEADS TO CHARLOTTE CONVENTION CENTER MAY 19-20, 2020 from page 26<br />

Networking at NASCAR Hall of Fame<br />

Fastener Fair USA participants will also have a<br />

chance to network, entertain VIPs and look under-thehood<br />

of some of stock racing’s greatest engineering<br />

achievements, drivers and crew teams during the May<br />

19 Welcome Party at the NASCAR Hall of Fame.<br />

inaugural show in Cleveland. More than 270 exhibitors<br />

from 15 countries connected with customers in the<br />

aerospace, automotive, civil engineering, construction,<br />

energy, and machinery and other industries.<br />

“There was something for everyone in the industry<br />

in these two days at Fastener Fair USA,” said Baron<br />

Yarborough of Spring Bolt and Nut Manufacturing and<br />

Young Fastener Professionals chairman.<br />

“We saw a lot of our customers that we wouldn’t<br />

normally get to see because we’re in a different city…<br />

and that’s a great thing,” said Ken Kovach of Ken<br />

Forging.<br />

Visit www.FastenerFairUSA.com for the most up-todate<br />

information on Fastener Fair USA.<br />

For more information about Fastener Fair USA, to<br />

submit a conference abstract or to exhibit, contact Carroll<br />

at chenning@reedexpo.com.<br />

Charlotte – Manufacturing Central<br />

Charlotte is at the heart of thriving automotive,<br />

aerospace and industrial centers. North Carolina is<br />

home to 33 of the top 100 global OEM auto part<br />

suppliers, and more than 290 automotive manufacturing<br />

establishments, employing 464,000 in an industry that<br />

grew 25 percent over the past five years.<br />

Boeing, Honda, and BMW are a few of the companies<br />

with manufacturing facilities in the region. The southeast<br />

is also home to more than 300 furniture manufacturing<br />

firms, as well as the famed High Point Market – North<br />

America’s most important furnishing marketplace.<br />

Fastener Fair USA<br />

Close to 2,200 fastener professionals participated in<br />

Fastener Fair USA <strong>2019</strong> in Detroit, surpassing the 2018<br />

FASTENER FAIR USA


THE DISTRIBUTOR’S LINK 109


110<br />

THE DISTRIBUTOR’S LINK<br />

ROB LaPOINTE FASTENER SCIENCE - YIELD AND TENSILE STRENGTH ON THE STRESS-STRAIN CURVE from page 28<br />

Tensile testing reveals critical information about<br />

the strength and character of the material when it is<br />

stretched or pulled on simultaneously from both ends.<br />

Tensile has the same meaning as tension. When metal<br />

is placed in tension, it responds by stretching. This<br />

may be surprising if we think of metal as secure and<br />

unmoving, but it is really quite stretchy. Some metals,<br />

such as 300 series stainless steels, are stretchier<br />

than others. The stretchiness of metal is typically what<br />

makes fasteners work well at holding things together<br />

tightly. When stretched, metal acts like a spring. It<br />

wants to return to its original length and exerts a force<br />

(called a restoring force) to return to the original shape.<br />

It is this restoring force that provides the clamp-load to<br />

the joint. Just like springs, if we stretch the metal too<br />

much, it loses its ability to return to its original shape.<br />

Maybe you’ve had a metal “Slinky” spring that has lost<br />

its ability to return to a nice uniform coil? It is indeed a<br />

sad day when your Slinky has reached its elastic limit<br />

and will no longer return to its original shape. Fasteners<br />

also, have an elastic limit which is called the yield point<br />

(Figure 1).<br />

FIGURE 2 - STRESS-STRAIN CURVE FOR ALLOY STEEL.<br />

If we graph a tensile test (Figures 2,4 & 6), we<br />

see three distinct regions where the metal responds<br />

differently to an applied tension or force. The three<br />

regions are the elastic phase (Figure 2 green), the yield<br />

point (Figure 2 red) and the plastic phase (Figure 2<br />

blue). These three features are part of a graph called a<br />

stress-strain curve. The stress is the force or tension<br />

that is applied to the fastener and the strain is the<br />

amount of stretch or extension that is measured as a<br />

result of the stress. In Figure 2, stress (force or tension)<br />

is being graphed on the vertical axis with the range of<br />

the graph showing 0 pounds of force (lbf) on the bottom<br />

and 30,000 pounds of force (lbf) on the top. The strain<br />

(stretch or extension) is being graphed on the horizontal<br />

axis with the range of the graph showing 0 percent of<br />

the gauge length on the left and 1.20 percent of the<br />

gauge length on the right. The gauge length is that<br />

portion of the fastener over which the stretch is being<br />

measured. In the case of Figure 2, the gauge length<br />

is 2 inches. For example, we measured the fastener<br />

to stretch 1.00 % of 2 inches or 0.02 inches during<br />

this test as a result of applying approximately 26,000<br />

pounds of force.<br />

The area marked with a green circle is the elastic<br />

phase of the stress-strain curve. This is where the metal<br />

is acting like a spring being stretched within its elastic<br />

limit. If we were to stop pulling on the fastener anywhere<br />

in this region, it would return to its original shape. Appling<br />

a force or load to the fastener within its elastic range,<br />

0 – 20,000 lbf in this example, is the working range<br />

for this fastener’s material type and size. This range of<br />

force provides us with a dynamic clamp-load where the<br />

fastener acts like a spring and can respond to increases<br />

or decreases in load caused by the application. A typical<br />

median setpoint for clamp-load is about 60-70 % of<br />

the yield point. During the elastic phase, the amount<br />

of stretch is proportional to the amount of force, so we<br />

have a straight-line relationship.<br />

Yield occurs when the metal reaches its elastic limit.<br />

This region is circled in red on Figure 2. At this amount<br />

of force, the material begins to deform structurally.<br />

The bonds that hold the atoms and molecules in the<br />

metal together begin to rupture and reform in different<br />

configurations. The yield point is where the metal will<br />

not return to its original shape and after which it is<br />

permanently deformed. The graph (Figure 2) shows that<br />

the stress-strain relationship changes sharply at this<br />

point with the amount of stretch increasing faster than<br />

the amount of added force.<br />

CONTINUED ON PAGE 162


INTERNATIONAL FASTENER EXPO<br />

MANDALAY BAY, LAS VEGAS - SEPTEMBER 17-19, <strong>2019</strong><br />

more photos on page 125


112<br />

THE DISTRIBUTOR’S LINK<br />

JO MORRIS ARE YOUR TECHNICAL SKILLS CURRENT? from page 30<br />

Classes do not need to be taken in sequence. If a<br />

class is missed it can be made up the following year.<br />

Like Fastener Training Week, upon completion of all<br />

seven seminars and passing the final exam, attendees<br />

are eligible for the Certified Fastener Specialist (CFS)<br />

designation.<br />

What Our Students Have to Say About<br />

Certified Fastener Specialist Seminars<br />

¤ Great seminar! Looking forward to the next one.<br />

¤ This one (Fastener Testing) was great, mostly<br />

because of the volume of information and things to<br />

see, plus the fact that everyone there really seemed<br />

interested in doing a good job of helping us understand.<br />

¤ We had a great time learning. When it is fun and<br />

interesting, we learn more and will remember longer.<br />

¤ What did I like best? Small class size, the<br />

instructors’ attentiveness to questions and the<br />

instructional material.<br />

¤ Speakers are very down-to-earth and take their<br />

time to answer any questions. Lots of info in the binder.<br />

Online Learning Library<br />

Also new in 2020 is an expanded Online Learning<br />

Library featuring over 35 training videos. FTI’s webinar<br />

series provides a great introduction to any of the Certified<br />

Fastener Specialist sessions. Reference materials and<br />

quizzes are included with each video rental, when<br />

available.<br />

FTI thanks their <strong>2019</strong> Sustaining Sponsor, Wurth<br />

Industries of North America.<br />

For detailed descriptions of classes, webinars and<br />

the Online Learning Library, visit www.FastenerTraining.<br />

org. Email Jo Morris at JoM@FastenerTraining.com to be<br />

added to the newsletter and stay updated on training<br />

opportunities.<br />

JO MORRIS | FASTENER TRAINING INSTITUTE<br />

NEW ENGLAND FASTENER DISTRIBUTORS ASSOCIATION<br />

PO Box 151, Lake Zurich, IL 60047 TEL 847-370-9022 TEL 847-516-6728 TEL nancy@nefda.com TEL www.nefda.com<br />

NEFDA’S <strong>2019</strong>/2020 BOARD OF DIRECTORS by Nancy Rich<br />

The NEFDA annouces their <strong>2019</strong>/20 Board of<br />

Directors:<br />

PRESIDENT<br />

Michael Lentini - Spirol International<br />

CHAIRMAN<br />

Dan Bielefield - Smith Associates Inc.<br />

VICE PRESIDENT<br />

Morgan Rudolph - Rick Rudolph Associates<br />

TREASURER<br />

Lisa Breton - D.B. Roberts<br />

SECRETARY & EXECUTIVE DIRECTOR<br />

Nancy Rich<br />

DIRECTORS<br />

Jason Bourque - Bolt Depot<br />

Matt Callahan - Callahan Inc.<br />

ASSOCIATION ARTICLE<br />

Katie Donahue - Arnold Supply Inc.<br />

David Dragon - Atlantic Fasteners<br />

Frank Hand - Fall River Manufacturing<br />

Andrew Potter - Vertex Distribution<br />

Robert White - Soule, Blake & Wechsler Inc.<br />

Dave Courture - D.B. Roberts<br />

Matt Roberts - W.J. Roberts Inc.<br />

Upcoming Events in <strong>2019</strong><br />

December 4th - Holiday Bowling Party<br />

High Rollers Bowling, Foxwoods Resort & Casino<br />

Mashantucket, CT<br />

NEFDA New Members<br />

Beacon Fasteners & Components, Inc. - Wheeling, IL<br />

Bolt Depot - Higham, MA<br />

NEW ENGLAND FASTENER DISTRIBUTORS ASSOCIATION


International industrial fastener and electronic<br />

hardware provider Tower Fasteners is proud to<br />

announce it has recently achieved AS9100 Rev.D<br />

quality certification. A current standard benefiting<br />

aviation, space and defense industries, AS9100<br />

assures production meets quality requirements<br />

of the Department of Defense (DOD), NASA and<br />

the FAA. “AS9100 will open up new opportunities<br />

for Tower to grow our business and give us<br />

a competitive advantage by building a culture<br />

of being best in class. Our team has been<br />

empowered and has embraced the process<br />

through support, accountability, and hands-on<br />

involvement.” said Mark Shannon, Vice President<br />

of Sales & Marketing at Tower Fasteners.<br />

Founded in 1967, Tower Fasteners is a leader<br />

in the field of fastener distribution and “C”<br />

class commodity inventory management systems.<br />

Tower’s corporate headquarters is located in<br />

Holtsville, New York and operates additional<br />

distribution centers in New England, Pennsylvania,<br />

New Jersey, North Carolina, Mexico, and Texas.<br />

The company employs more than 100 people in<br />

eight U.S. states.<br />

In 2018, Tower Fasteners opened its first<br />

European distribution center in Dublin, Ireland.<br />

Tower Fasteners EU Ltd is located less than thirty<br />

minutes outside of Dublin’s city center and will<br />

serves Tower’s European headquarters. Tower adds<br />

their new AS9100 certification to their current roster<br />

of previously earned certifications which includes<br />

ISO 9001:2015 as well as RoHS Compliance. Tower<br />

promotes the fact that their quality management<br />

systems and various certifications ensures that<br />

their customers continue to receive the highest<br />

quality parts and service levels that the fastener<br />

industry has to offer.<br />

“Tower Fasteners is committed to providing<br />

world class products and services along with<br />

outstanding quality.” added Mr. Shannon. “Every<br />

team member is committed to Tower Fasteners’<br />

quality management system and understands that<br />

they play an integral part in maintaining them.”<br />

For more information, contact Tower Fasteners<br />

at 1690 North Ocean Avenue, Holtsville, NY 11742.<br />

Tel: 1-800-688-6937, Email: info@towerfast.com or<br />

visit them online at www.towerfast.com.<br />

THE DISTRIBUTOR’S LINK 113


114<br />

THE DISTRIBUTOR’S LINK<br />

NUTS, BOLTS & THINGAMAJIGS INSPIRING TOMORROW’S MANUFACTURING WORKFORCE THROUGH SUMMER CAMPS from page 32<br />

Making an Impact Close to Home<br />

One of the highlights of the NBT camp experience<br />

is the opportunity for schools to improve the feed of<br />

students into STEM classes in their local high school<br />

which, in theory, will increase enrollment in collegelevel<br />

technical programs. In addition, as the target<br />

audience is middle-school students who aren’t yet<br />

driving themselves, NBT summer camps have the unique<br />

advantage of connecting with parents. By keeping family<br />

members informed and engaged on camp activities,<br />

the host school can change parents’ perceptions about<br />

manufacturing and influence discussions with their child<br />

about career choices.<br />

Another benefit of hosting manufacturing camps<br />

is the ability to build and strengthen relationships with<br />

community employers. Many schools develop training<br />

programs based on the needs of the local manufacturing<br />

base, so it is in a company’s best interest to participate<br />

in a potential feeder system of future employees. A<br />

company might provide sponsorships or offer a tour<br />

of their plant, so students can get an inside look at a<br />

modern facility and learn about products made in their<br />

community. Some employers are invited to visit camps<br />

to speak about the variety and earning potential of<br />

manufacturing careers and available jobs within their<br />

company.<br />

GADGET SUMMER PROGRAM AT DALEY COLLEGE<br />

RICHARD J. DALEY COLLEGE<br />

Many camp directors have reported that hosting<br />

manufacturing camps has enhanced their school’s<br />

potential to seek and obtain funding from other sources.<br />

Marcia Arndt, Associate Dean of Manufacturing at<br />

Moraine Park Technical College in West Bend, Wis., said<br />

“the relationships we have with employers because of<br />

the camp have aided in donations to the manufacturing<br />

programs and foundation at the college.”<br />

Through pre- and post-camp surveys and evaluations,<br />

NBT has demonstrated that the camp programs have<br />

been successful in influencing students’ opinions of<br />

manufacturing and, perhaps more importantly, their<br />

parents’ views, thereby making a greater impact on future<br />

career paths. As a parent of twin campers said, “Thank<br />

you for sharing your enthusiasm and wisdom with my son<br />

and daughter over the last three years. They have left<br />

[the camps] feeling empowered to follow in an advanced<br />

technology field with anticipation for the future.”<br />

Solving the skilled worker shortage will not happen<br />

overnight. While NBT continues to work with our industry<br />

partners to promote manufacturing as a viable and<br />

fulfilling career choice, summer manufacturing camps are<br />

reaching students at the right age to motivate them to<br />

pursue the degrees and skills training that manufacturers<br />

need now. To learn more and support NBT’s mission<br />

to inspire the next generation of manufacturers, visit<br />

nbtfoundation.org/camps.<br />

IGNITE YOUR FUTURE IN WELDING - NORTHWEST LOUISIANA<br />

TECHNICAL COLLEGE - MANSFIELD CAMPUS<br />

NUTS, BOLTS & THINGAMAJIGS


EFC INTERNATIONAL<br />

1940 Craigshire Road, St. Louis, MO 63146<br />

TEL 1-800-888-3326 EMAIL info@efc-intl.com WEB www.efc-intl.com<br />

THE DISTRIBUTOR’S LINK 115<br />

YOUR SOURCE FOR SPECIALTY ENGINEERED FASTENERS & SOLUTIONS<br />

EFC International is a premier ISO 9001:2015<br />

certified provider for specialty engineered fasteners<br />

and solutions. EFC’s supplier partnerships with World-<br />

Class manufacturers, including A Raymond, ITW, Sherex,<br />

Semblex, Oetiker, Heyco, Atlas, IFE, Universal Metal<br />

Products, PSM, Norma, Breeze, Spirol, and AVK, ensure<br />

our customers worry free design and assembly.<br />

EFC recently implemented Power BI, linked to their<br />

SAP and CRM systems. Power BI provides our team with<br />

a powerful business analytics tool. This implementation is<br />

one key step in Redefining the World of Distribution, which<br />

includes embracing advanced technology. Other steps<br />

recently taken are EFC’s Autocapture Portal designed<br />

in house for warehouse automation and our improved<br />

design and navigation of the website at www.efc-intl.com.<br />

With our global expansion the portal provides consistent,<br />

reliable image capture of completed order condition of<br />

outbound pallets, proof of heat treated stamp for customs<br />

clearance on export deliveries, quick reference shipment<br />

documentation and time savings for warehouse staff.<br />

The website provides easy access to the Encyclopedia of<br />

Engineered Products, a comprehensive on-line engineering<br />

guide for specialty fasteners, case studies for the<br />

automotive and industrial markets and a blog section.<br />

Our growing global presence and investment in<br />

key strategic markets shows a strong commitment<br />

to surpassing the expectations of customers and<br />

suppliers. With a physical presence in the USA, Canada,<br />

Mexico, China, South Korea, and Germany, we are<br />

forming strategic alliances around the globe that<br />

lead to personalized support, superior products, cost<br />

efficiencies and global expertise. Delivering a high level<br />

of engineering support and technical expertise comes<br />

natural to the EFC team with years of experience in<br />

designing fastening components to the automotive,<br />

industrial and distribution markets<br />

BUSINESS FOCUS ARTICLE<br />

EFC INTERNATIONAL


116<br />

THE DISTRIBUTOR’S LINK<br />

JOE DYSART COMPANY REPORTS THAT WRITE THEMSELVES: WITH ARTIFICIAL INTELLIGENCE, IT’S A SNAP from page 34<br />

“It’s what users are demanding: complete information,<br />

faster conclusions and better decision-making.”<br />

Adds Ann Schnena, a senior product manager at<br />

Narrative Science, another AI-generated writing toolmaker:<br />

“Instead of forcing people to learn how to analyze<br />

spreadsheets or explore dashboards, data storytelling<br />

uses simple, easy-to-understand language and one-click<br />

collaboration features to ensure that everyone in your<br />

company actually understands data, all the time.<br />

“With ‘data storytelling,’ your team can read a<br />

personalized story that tells them what they need to know<br />

about their business -- tailored specifically to their needs,<br />

automatically.<br />

“Data storytelling technology is intelligent,” Schnena<br />

says. “It naturally articulates the most important and<br />

interesting information to each employee, every day. And<br />

it allows them to share that<br />

information with each other.”<br />

That added insight<br />

from easy-to-understand<br />

prose makes a business<br />

intelligence system more<br />

accessible to more people,<br />

given that not everyone is<br />

comfortable making business<br />

decisions based on graphics<br />

alone, Schnena syas.<br />

Moreover, by customizing<br />

the kind of text reports that<br />

are generated, fastener<br />

distributor users and others<br />

are able to zero-in on just<br />

the kind of information and<br />

just the kinds of insights they’re looking for – instead of<br />

wading through torrents of data.<br />

Plus, having an automated report writer in-house also<br />

offers businesses the opportunity to generate reports<br />

more reports, more often. For example: Why be satisfied<br />

with a performance report each month, when you can<br />

auto-produce a performance report each week – or even<br />

each day?<br />

Some seasoned users of AI-generated business<br />

reports even program those systems to offer an updated<br />

report every time a staffer opens up a copy of the<br />

company’s business intelligence software on their PC.<br />

One caveat: Fastener distributors looking to bring<br />

BY BLENDING AI-GENERATED WRITING WITH ALREADY<br />

EXISTING BUSINESS INTELLIGENCE SOFTWARE, FASTENER<br />

DISTRIBUTORS CAN AUTO-GENERATE RICH, COLORFUL<br />

VISUALIZATIONS FROM THEIR DATABASES -- ACCOMPANIED<br />

BY EASY-TO-UNDERSTAND TEXT DESCRIPTIONS.<br />

AI-generated writing tools in-house should know upfront<br />

that that their ability to fully optimize their use of AI report<br />

generating tools will need some ramp-up time.<br />

“People must invest a significant amount of time and<br />

resources to set up and perfect NLG Software on the front<br />

end,” says Mindshare’s Everett.<br />

Plus, “After reports and articles are generated,<br />

people still need to review and tweak the text to ensure it<br />

makes sense and is error-free.”<br />

One of the best ways to shop for AI-generated writing<br />

software is to check-out market leaders in the space and<br />

then scout around for other solutions that go for less,<br />

have fewer bells-and-whistles – but may be just fine for the<br />

reports you want.<br />

Currently, the top three players in AI-generated writing<br />

are Automated Insights, Narrative Science and Arria,<br />

according to a market research<br />

report released last year<br />

by highly respected market<br />

research firm Forrester.<br />

These three AI-generated<br />

writing toolmakers offer<br />

solutions that demonstrate<br />

the greatest ability to autogenerate<br />

richly worded text<br />

from data, according to<br />

Forrester.<br />

The top three also offer the<br />

most customization, in terms<br />

of the kinds of reports that<br />

can be generated, as well as<br />

the number of writing styles<br />

that cn be used to generate<br />

the reports.<br />

The three market leaders also offer solutions in<br />

more languages than other market players, according to<br />

Forrester.<br />

The second tier – strong performers – are two business<br />

intelligence software makers that added AI-generated<br />

writing to their existing offerings: SAP and Salesforce,<br />

according to Forrester.<br />

And on the third tier are ‘contenders’ AX Semantics,<br />

Yseop, IBM and Marlabs.<br />

(A free copy of the Forrester report – normally $1,295<br />

– is available at a link on Yseop’s Web site: www.resources.<br />

yseop.com/NLG-Market-Guide).<br />

CONTINUED ON PAGE 164


118<br />

THE DISTRIBUTOR’S LINK<br />

SALIM BRAHIMI KEEP YOUR FASTENER STANDARDS LIBRARY CURRENT from page 38<br />

Sometimes, there are no changes required, in which<br />

case the committee simply reapproves the standard.<br />

In such a case, the designation of the standard is<br />

changed to the current year, but it also references the<br />

original approval. For example, the designation, ASTM<br />

F1940-07a(<strong>2019</strong>) means that the 2007a revision of<br />

the standard was reapproved verbatim (i.e., without any<br />

modification) in <strong>2019</strong>.<br />

Often, however, the technical committees do revise<br />

the standards, either upon the systematic 5-year review<br />

period, or before the 5-years are up, to reflect changes<br />

in technical requirements in our continually evolving<br />

industry. From time to time, an entirely new standard<br />

specification is published that did not previously exist.<br />

These revisions are brought about by changing market<br />

conditions and evolving needs resulting from introduction<br />

of new products, improvements in manufacturing<br />

capabilities, or simply rewriting the way the requirements<br />

are specified in the standard to clarify and eliminate gray<br />

areas of interpretation that occur in practice.<br />

IFI Online Book of Fastener Standards<br />

standards. Certainly, the Book would not be acceptable<br />

to an auditor who assesses your “document control”<br />

procedures within your accredited quality system.<br />

To address this problem while adding other useful<br />

capabilities, a new format of the Book called the IFI<br />

Online Book of Fastener Standards was launched at<br />

the same time as the publication of the hardcover.<br />

The IFI Online Book of Fastener Standards is an online<br />

library that provides access to the same 92 standards<br />

available in the hardcover Book. The online platform is<br />

a convenient an essential “one-stop” collection that is<br />

always current, making it the perfect source of the latest<br />

standards for an auditable quality management system.<br />

As soon as a new revision to a standard is released, the<br />

Online Book is updated within days.<br />

The IFI Online Book of Fastener Standards is offered<br />

in packages of one, 5 or 10 user packages, starting at<br />

$575 per year for one user. The pricing is such that the<br />

per-user prices is significantly reduced from one user<br />

license to 5 and 10 user licenses. By this approach,<br />

IFI is encouraging customers to purchase the number<br />

of licenses that reflect the number of users within a<br />

customer location. Additional locations (e.g., divisions of<br />

the same company) may purchase their licenses at 50%<br />

of the cost of the first location.<br />

IFI Technology Connection<br />

Where am I going with all this? Well, the 2018<br />

Edition IFI Book of Fastener Standards is available in<br />

the traditional hardcover format. For all the reasons I<br />

indicated above, the Book begins to become obsolete<br />

the moment it is printed. It is like a perishable fruit with<br />

a “best before” date. Now, that does not mean you can’t<br />

use it. If you know which standards are being revised and<br />

you keep on top of the changes, you can keep the book<br />

for years. Eventually, it will become a useful source of<br />

historical standards. I keep all the old IFI Books in my<br />

personal library for that exact reason. But you will not be<br />

able to use the book as a reliable source of the latest<br />

The indispensable companion product to the IFI Online<br />

Book of Standards is the IFI Technology Connection (ITC).<br />

The IFI Technology Connection is an online database that<br />

compiles technical data for any inch or metric fastener.<br />

All the data in inch (ASTM, ASME, SAE, IFI) and Metric<br />

(ISO) standards has been integrated in the IFI Technology<br />

Connection (ITC).<br />

CONTINUED ON PAGE 119


THE DISTRIBUTOR’S LINK 119<br />

SALIM BRAHIMI KEEP YOUR FASTENER STANDARDS LIBRARY CURRENT from page 118<br />

Like the Online Book of Standards, the IFI Technology library of standards current. Correcting errors resulting<br />

Connection is always kept current and as the standards from unintended non-compliance can be both expensive<br />

from which the data are taken are revised, the ITC is also and damaging to your business. IFI offers a valuable<br />

revised. The ITC is the product of years of development new tool to address this problem. The IFI Online Book<br />

and is unique in the world. It offers the most value and of Fastener Standards is a convenient an essential<br />

incredible time savings in terms of definitive access to “one-stop” collection that is always current, making it<br />

data for inch and metric fasteners.<br />

the perfect source of the latest standards. Along with<br />

The ITC database is available for an annual subscription the IFI Technology Connection (ITC), IFI offers the most<br />

fee of $1,000 per year for one user. Multiple user advanced digital tools to access the latest fastener<br />

packages are also available. There is a 30-day free trial specifications and technical data.<br />

available with the purchase of the IFI 2018 Edition at the IFI 2018 Book of Fastener Standards (Hardcover and<br />

following link. Try it, you will see what I mean.<br />

Online) and the IFI Technology Connection are available<br />

In summary, the take away from this article is for purchase at the IFI webstore at www.indfast.org/<br />

standards are living documents that are continually shop/<br />

evolving. Your customers and quality auditors expect you If you have any questions or would like a live demo of<br />

to stay on top of changing standards and to keep your these tools, please contact the author.<br />

SALIM BRAHIMI | INDUSTRIAL FASTENERS INSTITUTE


120<br />

THE DISTRIBUTOR’S LINK<br />

ROBERT FOOTLIK DEALING WITH DOORKNOBS AND OTHER PROBLEMATIC EMPLOYEES from page 40<br />

It’s bad enough encountering the human doorknobs<br />

on someone else’s payroll, but when these individuals<br />

are acting as your company representative the results<br />

can be devastating. And in positions of authority and<br />

responsibility the doorknobs encourage and .empower<br />

others to aspire to similar stupidity. Make one a manager<br />

at your peril.<br />

Providing Temptation<br />

One Distributor hired an Industrial Engineer to<br />

determine why productivity and profits were declining. In an<br />

interview to determine employee duties and responsibilities<br />

the Owner noted most of the warehouse staff are long time<br />

employees and that she took a personal interest in their<br />

well-being, insuring that their families were doing OK and<br />

that their lives were fairly stable.<br />

The majority responded positively to this maternal<br />

concern, but she noted that a young man who was single<br />

and had a drug abuse problem was a difficult case. The<br />

company provided access to a rehabilitation program<br />

which he attended sporadically and with little enthusiasm.<br />

While he always clocked in on time (or even early) his<br />

other work habits were sloppy and often sullen, especially<br />

after lunch.<br />

Later in the conversation she mentioned that the<br />

questionable individual opened up in the morning at least<br />

30 minutes to an hour before anyone else arrived. He<br />

started the coffee, shuffled trucks, loaded last minute<br />

orders and did other odd jobs…completely alone and<br />

without supervision.<br />

Any guess where the profits were going? A surprise<br />

early morning visit caught the addict loading his pickup<br />

truck with company materials that would be “fenced” after<br />

work. Getting this individual safely out of the company<br />

was contested by the Union until they were shown the<br />

evidence, police report and confession. The fact that not<br />

even one co-worker would support the Union certainly<br />

provided a return on the investment that the business<br />

Owner made in caring about those who care about the<br />

business.<br />

There is also a moral lesson. Management has an<br />

ethical responsibility to avoid putting temptation in front<br />

of the weak. Scheduling a problematic employee to work<br />

in a position of trust makes no sense.<br />

And, by the way, this same problem exists on steroids<br />

in any company without a comprehensive pre-employment<br />

drug testing program at least as good as their neighbors<br />

in the industrial park.<br />

Ignoring Patterns of False Alarms<br />

Not long after an employee was justifiably fired for<br />

poor work and a bad attitude one Distributor experienced<br />

a “false alarm” at around 11:00 PM on a Saturday night.<br />

The Manager drove to the building and met with the police<br />

who had already checked the outside doors. Together they<br />

entered the premises, turned off the alarm and walked the<br />

dark building to insure that there was no intrusion.<br />

Over the next month the alarm went off every<br />

Saturday at about the same time. Inspections by the<br />

alarm system company did not provide any indication of<br />

a malfunction and the Police investigation failed to reveal<br />

any evidence of tampering. The doors were always locked<br />

and everything was secure. Without any evidence of a<br />

specific problem everyone was baffled and the Manager<br />

was unhappy about being roused from his home for all the<br />

false alarms.<br />

After seven weeks, in the interests of preserving<br />

his marriage the Manager deliberately did not turn on<br />

the alarm. That was the night the building burned to the<br />

ground.<br />

The disgruntled former employee…who still had a<br />

purloined key…visited a local bar on Saturday nights and<br />

after an abundance of drinks went to his former place<br />

of employment and used his key to try to get in. Lacking<br />

the alarm code inevitably the system would go off and<br />

he would hastily pull the self- locking door closed and<br />

disappear before the police arrived, until the seventh<br />

Saturday.<br />

Without the alarm to deter him and with full knowledge<br />

of what would burn best he set a path of multiple fires<br />

that started slowly to provide time for his escape then<br />

rapidly accelerated out of control. By the time the Fire<br />

Department arrived all they could do was pour water on<br />

the adjacent structures and neighborhood.<br />

He probably would have escaped justice completely<br />

if he hadn’t returned to the bar and bragged about his<br />

adventure and revenge.<br />

In an age where terminated employees return with<br />

an arsenal, firing anyone is problematic. No matter how<br />

legally justified with solid evidence there is a rising<br />

risk that a deranged individual will come back with a<br />

vengeance.<br />

CONTINUED ON PAGE 166


122<br />

THE DISTRIBUTOR’S LINK<br />

LARRY BOROWSKI SQUARE SOCKET RECESS WOBBLE INSPECTION from page 44<br />

In the recently consolidated and re-published ASME<br />

B18.6.3, (Inch Machine Screw Standard) does specify<br />

limits for square recess wobble. The limits are below:<br />

ASME B18.6.3 Provides Wobble Gaging Guidance<br />

The excerpt below from the Mandatory Appendix IV<br />

in ASME B18.6.3 provides the following information of<br />

recess wobble gaging.<br />

Wobble gaging provides a means for determining the<br />

compatibility of recesses in the heads of screws with<br />

companion screw drivers, and will indicate the point<br />

where deviations in the recess contours affect satisfactory<br />

driver en¬gagement. Recesses that exhibit excessive<br />

wobble characteristics will result in poor screw driveability<br />

because of driver camout prior to at¬taining normal torque<br />

level. damage to recesses, accelerated driver wear, or a<br />

combination thereof.<br />

The allowable total wobble gaging limits for the various<br />

types of recesses were predicated originally on the gaging<br />

of plain finish (unplated or un¬coated) screws. However,<br />

subsequent experi¬ence has shown these limits to be<br />

suitable for the gaging of screws having coating thickness<br />

up to and including 0.0003 in. on significant sur-faces.<br />

Screws having heavier coatings, which fail to meet the<br />

wobble gaging requirements, must be stripped of finish<br />

and gaged for accep¬tance or rejection in the plain<br />

condition.<br />

Wobble gaging fixtures as illustrated above and<br />

appropriate recess master plug gages with handles and<br />

position indicators for the respective recess types, are<br />

available through the punch and gage suppliers.<br />

How The Gaging Works<br />

The screw to be gaged shall be placed into the screw<br />

holding chuck and oriented such that one side of the<br />

square is paral¬lel to the upright back plate. The screw<br />

shall be positioned and the chuck shall be tightened<br />

sufficiently to prevent any tilting of the screw in the chuck<br />

when taking wobble readings.<br />

The position gage pointer and handle shall be<br />

positioned in the slot of the degree scale and the<br />

“business end” (square end) of the plug gage inserted<br />

into the screw recess. It is essential that registry between<br />

the cross lines of the pointer and side of the square<br />

plug end be main¬tained. To correct any misalignment,<br />

the chuck position lock screw is loosened, the chuck is<br />

rotated until registry is obtained, and the chuck raised<br />

or lowered until the gage pointer is flush with the top of<br />

the degree scale. The chuck position lock screw is then<br />

tightened and the readings taken. The gage handle, with<br />

down¬ward pressure applied, is moved from side to side<br />

until resistance is encountered and the to¬tal reading<br />

between points of travel of the gage pointer is recorded.<br />

Because the wobble plug only checks the fit right to left<br />

(half of the recess), the screw must be checked again in<br />

an orientation 90 degrees from the first position. Simply<br />

loosen the chuck locking screw and rotate the screw/<br />

gaging assembly 90 degrees and lock it back down.<br />

Perform the wobble test again. The allowable angular<br />

wobble limits shall not exceed the tabu¬lated values<br />

above in either orientation. Cross lines on the gage<br />

pointer should be rechecked with flats of the square<br />

to make certain cross lines and flats are registered on<br />

identical radials.<br />

Excessive Wobble Between The Driver<br />

Bit And Screw Recess Are Detrimental To<br />

Performance<br />

The square socket recess is a well performing<br />

fastener drive system provided the screw’s recesses<br />

are manufactured properly. The only way to assure end<br />

users of square socket recess (Type III) fastener’s quality<br />

is to inspect both the recess penetration depth and the<br />

recess wobble. The only way to inspect square socket<br />

recess wobble limits is to use the appropriate inspection<br />

technique with the appropriate wobble inspection plugs<br />

and fixtures.<br />

LARRY BOROWSKI | GREENSLADE & COMPANY INC


THE DISTRIBUTOR’S LINK 123<br />

OBITUARY<br />

Michael Mezzacappa<br />

March 1929 – July <strong>2019</strong><br />

It is with great sadness that<br />

we inform you of the passing of<br />

Mickey Mezzacappa. He was<br />

90 years young and passed<br />

following complications from<br />

the stroke. Mickey has been<br />

in the industry for 72 years,<br />

and that’s a long time! In fact,<br />

he was working up until the<br />

time of his stroke and was<br />

one of the oldest historians in<br />

the business.<br />

He started at Keystone Nut<br />

and Bolt on Church Street, New<br />

York City back in 1946. Prior<br />

to imports they were one of<br />

the largest screw companies<br />

east of Detroit. After leaving<br />

Keystone - Mickey, along with<br />

Ray Nacht, Ruby Engelson<br />

and Shelley Ackerman went<br />

into business together and<br />

incorporated under the name<br />

of Spiral Screw Corp. in 1963.<br />

The business underwent<br />

some changes and they all<br />

parted ways amicably.<br />

Then in 2000 Mickey and<br />

Ray hooked up once again, this<br />

time as Ray Nacht Fastener<br />

Sales. Ray is President and<br />

Mickey was in sales. Mickey<br />

and Ray spoke every day if<br />

not 2-3 times per day – still<br />

maintaining their 72 year<br />

friendship. He was elated to<br />

be named as godfather to Ray<br />

and Marcia’s daughter Jade.<br />

Mickey was proud to have<br />

been involved in the inception<br />

of the MFDA, was a Charter<br />

Member and served as<br />

President from 1980-1982.<br />

It is a great loss for the<br />

entire Mezzaacappa and<br />

Nacht families.


124<br />

THE DISTRIBUTOR’S LINK<br />

FASTENER NEWS DESK BEST BOOTH AWARDS FROM IFE <strong>2019</strong> REVEALED from page 46<br />

Best Giveaway is awarded to FCH Sourcing<br />

Network & the Fastener Training Institute!<br />

The scholarship provided by FCH & FTI gives for a<br />

lifetime.<br />

The award ceremonies at Sessions Corners begin<br />

with the FCH Sourcing Network and Fastener Training<br />

Institute Scholarship Award Announcement.<br />

Congratulations to the winner Richard Rengers of<br />

WürthTimberline on his award for the 6th Annual FTR/<br />

FTI Scholarship! In today’s ever changing business<br />

environment it is critical to always be improving job skills<br />

and credentials in the career path.<br />

Best Group Award Winner is Women in the<br />

Fastener Industry!<br />

Celebrating 10 Years!<br />

The Women in the Fastener Industry 10-year<br />

anniversary celebration was buzzing the entire show.<br />

The ladies brought out the bubbly this year and shared<br />

with everyone. Their booth is always well staffed with<br />

members, volunteers and some really cool merchandise.<br />

WIFI hosted a glow party at the Welcome Reception and<br />

had plenty of pink inspired WIFI goodies to go around.<br />

They partnered with many companies that helped the<br />

WIFI sisters to make the event even sweeter this year.<br />

They undeniably deserve the best group award. Thank you<br />

to all the members for all they contribute to mentoring,<br />

networking and educating women in our industry.<br />

CONTINUED ON PAGE 174


INTERNATIONAL FASTENER EXPO<br />

MANDALAY BAY, LAS VEGAS - SEPTEMBER 17-19, <strong>2019</strong><br />

more photos on page 155


126<br />

THE DISTRIBUTOR’S LINK<br />

JIM TRUESDELL THE QUALITY MOVEMENT OVER 30 YEARS from page 48<br />

As cadres of consultants, quality managers,<br />

professional associations and academic programs<br />

proliferated, the program became more and more<br />

systematic and employed extensive documentation,<br />

testing, and validation. The Malcom Baldridge Quality<br />

Award became a standard of recognition for those who<br />

had achieved effective compliance with TQM. With this<br />

the idea of a recognized certification and outside audits<br />

took hold. As the new century dawned the International<br />

Standards Organization (ISO) we know today began to<br />

be a requisite of doing business worldwide. Programs<br />

of Quality and documented procedures were developed<br />

and theretofore hodgepodge activities which had often<br />

been self-designed and self-implemented morphed into<br />

a standard set of criteria on which the system is based<br />

today. More and more, companies began demanding that<br />

their suppliers of material and services should either<br />

be compliant or registered with a third party auditing<br />

and registration agency, as evidence of possessing a<br />

functioning quality system.<br />

To the small business selling in industrial markets,<br />

the ISO qualification has a strong cache in appealing to<br />

the big companies to which that smaller operation might<br />

be selling. These big target customers are frequently in<br />

the automotive, aeronautics or international corporations<br />

who must provide their customers assurances that all<br />

products coming through their supply chain have been<br />

produced and supplied with attention to quality and detail.<br />

For the distributor and reseller this would mean that their<br />

own manufacturer-suppliers must be surveyed to insure<br />

they also have quality systems in place. It becomes a<br />

pyramiding process with layer after layer of assurances<br />

sought in writing.<br />

Is this all a lot of sound and fury signifying nothing?<br />

On the surface it may seem to be so. But the reality is<br />

that the process forces the hard questions to be asked<br />

and answered. It compels companies to go beyond<br />

“seat of the pants” management. It makes companies<br />

accept responsibility for the assurances they make and,<br />

ultimately in this litigious age, to pinpoint where the ball<br />

has been dropped if something goes wrong.<br />

The company which has such a system in place,<br />

and which can show its compliance by outside audits or<br />

certification agencies, does indeed have something extra<br />

to offer in the race to garner market share---and to remain<br />

a player in an age of rapid change!<br />

JIM TRUESDELL<br />

MID-WEST FASTENER ASSOCIATION<br />

PO Box 5, Lake Zurich, IL 60047 TOLL-FREE 1-800-753-8338 TEL 847-438-8338 EMAIL mwfa@ameritech.com WEB www.mwfa.net<br />

FASTENER EXPO & GOLF OUTING - JUNE 16/17, 2020 by Nancy Rich<br />

The Mid-West Fastener Association will host their<br />

39th Annual Table Top Show on June 16th, 2020.<br />

Fastener suppliers are invited to showcase their products<br />

and/or services at this one-day show. The MWFA hosts a<br />

Table Top Show in even years, allowing suppliers a very<br />

economical way to showcase as they do at other shows<br />

but at a more economical fee and in the heart of the<br />

fastener industry. The fastener industry has the luxury of<br />

being able to showcase their product in a booth or Table<br />

Top environment. The MWFA appeals to all exhibitors by<br />

offering each every other year.<br />

The show will be held at Belvedere Banquets in Elk<br />

Grove, IL. The popular Fastener Bash will follow the close<br />

of the show where exhibitors and attendees can enjoy<br />

after show camaraderie, drinks and food.<br />

The following day the 68th Annual Golf Outing will be<br />

ASSOCIATION ARTICLE<br />

at the Eaglewood Resort and Spa just minutes from the<br />

Belvedere. 7:00 a.m. and noon shot gun start times<br />

will be available.<br />

MWFA Welcomes New Members<br />

Coventya Inc - Brooklyn Heights, OH<br />

National Bolt & Nut - Bloomington, IL<br />

Rockford Fasteners Inc. - Rockford, IL<br />

S.W. Anderson - Downers Grove, IL<br />

Wyandotte Industries - Wyandotte, MI<br />

MWFA Upcoming Events<br />

November 7 Scholarship and Elections Meeting<br />

Belvedere Banquets, Elk Grove, IL<br />

December 12 Holiday Party<br />

Medinah Banquets, Addison, IL<br />

MID-WEST FASTENER ASSOCIATION


128<br />

THE DISTRIBUTOR’S LINK<br />

NORTH COAST FASTENER ASSOCIATION<br />

7737 Ellington Place, Mentor, OH 44060<br />

TEL 440-975-9503 FAX 440-350-1676 EMAIL lgraham@ncfaonline.com WEB www.ncfaonline.com<br />

NCFA SCREW OPEN by Dave Audia, President<br />

The <strong>2019</strong> NCFA Screw Open returned to Valleaire<br />

Golf Club on Thursday, September 5th and the event was<br />

once again a great success. The weather was picture<br />

perfect, the refreshments were ice cold, and the Winking<br />

Lizard provided a delicious lunch and dinner for the 76<br />

golfers that spent an afternoon helping to raise money<br />

for the NCFA Scholarship Program.<br />

This year the team from American Ring won the<br />

scramble format event by shooting an impressive 54<br />

which was 18 under par - they earned a cash prize of<br />

$200 for their efforts. There was a tie for 2nd place<br />

between the teams from Buckeye Fasteners and G.L.<br />

Huyett – both finished with a round of 59 which was 13<br />

under par.<br />

All golfers enjoyed various skill shot competitions for<br />

cash prizes throughout the round as well. Chris Berner<br />

from American Ring took home $100 for the “straightest<br />

drive” on Hole 2. The other 2 shots became a family<br />

affair of sorts as brothers Steve and Mike Delis each<br />

took home $100 for winning the Closest to Pin and<br />

Longest Drive.<br />

A special shout out this year to our very own beer<br />

cart girls – Tabitha Herbst from Burlington Graphic<br />

Systems, Gia Ehret from Beacon Fasteners, and Kim<br />

Arnold & Krista Osborne from Brighton Best. They kept<br />

the teams well hydrated throughout the event.<br />

At the end of the scramble all golfers and nongolfers<br />

were then invited to the pavilion for a delicious<br />

barbecue dinner grilled up by the Winking Lizard and to<br />

help finish off the keg of beer.<br />

ASSOCIATION ARTICLE<br />

The NCFA would like to thank all of our sponsors<br />

this year who were once again acknowledged with signs<br />

throughout the course– we truly would not be able to do<br />

this without all of you. And of course a big thanks to all<br />

who participated in this event.<br />

All proceeds will benefit the NCFA scholarship<br />

program so we again say, Thanks to all!<br />

Mark Your Calendars -<br />

NCFA Upcoming Event<br />

December 12 - NCFA Holiday Bash<br />

Forest City Shuffleboard - Cleveland, OH 6:30PM<br />

NORTH COAST FASTENER ASSOCIATION


THE DISTRIBUTOR’S LINK 129<br />

NCFA <strong>2019</strong> SCREW OPEN - VALLEAIRE GOLF CLUB<br />

HINCKLEY, OH - SEPTEMBER 5, <strong>2019</strong>


130<br />

THE DISTRIBUTOR’S LINK<br />

NELSON VALDERRAMA YOUR PRICING IS THE KEY TO UNLOCKING FASTER GROWTH - PART 2 from page 50<br />

You Get What You Measure…<br />

By the time you read this article we will at the end of<br />

Q3 and starting Q4 of <strong>2019</strong>. With the current dynamics<br />

in the market you play in, with the geopolitical context<br />

we are living (including tariffs), and your sales growth<br />

initiatives, ask yourself:<br />

¤ Do you really know what is driving monthly sales<br />

changes from period to period?<br />

¤ Is there anyone (sales, finance, operations) within<br />

your company that can explain the sales changes<br />

you are experiencing?<br />

If you do not have a reporting system, business<br />

intelligence, or analytics in place, you might receive<br />

answers like:<br />

¤ We have a mix issue; we are selling items of<br />

lower price…<br />

¤ Demand is soft, our customers are buying from<br />

us but buying less volume…<br />

¤ It is a very competitive market right now, we’re<br />

losing some orders due to pricing but our best<br />

sales guy rescued some big orders lately…<br />

¤ Our bookings are strong but shipments are down<br />

because our vendors’ delivery is weak or we did not<br />

have the stock to fill…<br />

Changes in sales from month-to-month, year-toyear,<br />

or any other time period should not be a mystery,<br />

but oftentimes it is just that. I meet with companies all<br />

the time that go to great lengths to develop an annual,<br />

calendared sales budget but when the actual results flow<br />

in monthly, they’re at a loss to explain what is happening<br />

from that budget, and I hear:<br />

¤ Sales are higher but we know for a fact there have<br />

been no sales price increases…<br />

¤ Sales of the XYZ widget are through the roof, but<br />

profits just aren’t there…<br />

¤ Our GM% is under pressure every month but we<br />

have no clue which items and/or customers are<br />

the biggest offenders…<br />

It’s Time to Resolve the Mysteries<br />

in Your Business<br />

With the desktop you have in your office (which has<br />

1,300 times more processing power than the computer<br />

that landed Apollo 11 on the Moon) and some formulas<br />

of Sales Variance Analysis (SVA) in a simple spreadsheet<br />

(Excel or Google Sheet), you will be able to resolve the<br />

mystery so you can discuss profitability in simple terms<br />

with your team.<br />

The idea of SVA is to compare your sales in two time<br />

periods (let’s say the past period is the first semester<br />

2108 vs. the current period which is the first semester<br />

<strong>2019</strong>) to calculate the variance (difference) but most<br />

importantly, to have visibility of what is causing that<br />

variance.<br />

Let’s start with basic math. For example: if your<br />

sales were $25M in first semester 2018 and $26.75M<br />

in first semester <strong>2019</strong>, your sales grew 7% and the<br />

variance was $1.75M ($26.75M - $25M). Somehow we<br />

know in the industrial distribution that something drove<br />

the $1.75M, it could be pricing, volume or mix.<br />

Every month, authorized users of Intuilize (an ERP<br />

plug in) have visibility of the main drivers that cause the<br />

sales variance in a given period as follows:<br />

Let’s see how three companies respond to an SVA<br />

of $1.75MM depending on which club they belong to<br />

from our breakdown above.<br />

CONTINUED ON PAGE 170


The Agrati Group, a global manufacturer<br />

of fasteners for automotive companies, has<br />

completed an investment of $4 million in<br />

industrial machinery and equipment at the<br />

Airport Industrial Park facility in Tiffin, according<br />

to a news release from Tiffin-Seneca Economic<br />

Partnership.<br />

The project has been ongoing this year, and<br />

the release said the company is considering<br />

additional investment next year. Agrati employs<br />

66 people locally.<br />

This year, the release said Agrati has been<br />

working with National Machinery to purchase<br />

a new Formax cold former to expand capacity.<br />

The company also worked with Arnold Machine<br />

Inc. of Tiffin to purchase custom assembly<br />

machinery.<br />

In 2018, the release said Agrati invested $1.6<br />

million in industrial machinery, equipment and<br />

renovations to its facility in addition to adding<br />

10 jobs. Last year, the company produced more<br />

than 177 million fasteners and shipped 10,000<br />

orders globally. Fiat Chrysler Automobiles and<br />

General Motors are Agrati Tiffin’s top two<br />

customers.<br />

The Tiffin plant, previously Jacobson<br />

Manufacturing, was acquired by the Agrati Group<br />

in 2016. It is now one of 12 Agrati production<br />

facilities worldwide. Two are in Ohio. The facility<br />

primarily focuses on cold forming, tapping<br />

and thread rolling auto and truck wheel nuts<br />

as well as a variety of tubular products and<br />

highly engineered safety restraint components<br />

produced through automated welding and<br />

assembly. The facility was last expanded in<br />

2013 with the addition of a 40,000-square-foot<br />

building.<br />

“Agrati is very committed to its operations in<br />

Tiffin and plans to continue to grow and invest<br />

here in the coming years,” said Agrati Plant<br />

Manager Casey Poignon in the release.<br />

For more information contact the Agrati Group<br />

at Tel: +39-0362-980.1. Fax: Fax: +39-0362-<br />

910944, Email: info@agrati.com or visit them<br />

online at www.agrati.com.<br />

THE DISTRIBUTOR’S LINK 131


THE FUTURE<br />

If you think in terms of five year plans, ten year plans,<br />

or if you like to fly by the seat of your pants; we’re all<br />

heading into the unknown. Some of your plans will<br />

work out, and some will fail for a wide variety of reasons.<br />

What will not change is the human experience, and the<br />

importance of relationships.<br />

Economies will rise and fall. Companies will come<br />

and go. Technology will never stop changing. It is<br />

our relationships that define us as individuals and as<br />

organizations.<br />

Computer Insights continues to push the envelope on<br />

the technology front. We started as agile developers, long<br />

before the term was coined. Many or our projects start<br />

on beta versions of emerging tools. Leveraging features<br />

from a combination of industry standard and proprietary<br />

tools we are able to offer the most user friendly interface<br />

available today. From our contemporary use of tabs to<br />

unique screen components no one else comes close.<br />

Changing what you see on your screen is as simple as<br />

checking boxes and dragging and dropping things.<br />

Five years from now, many of the tools we use will be<br />

obsolete or drastically different than they are today. We<br />

would be naive to think any differently and are ready to<br />

embrace the changes.<br />

Linda of Accurate Manufactured Products, “I love all of<br />

the information on one screen and the fact that I get to<br />

see more when I use a bigger higher resolution screen!”<br />

Our goals are the same as they were since the<br />

beginning. Do our best to listen to what people want and<br />

consistently over deliver.<br />

MORE COMMENTS FROM PEOPLE WE WORK WITH:<br />

Bob Baer of Abbott Interfast, “One of the best things<br />

that can happen in business is when your suppliers also<br />

become your friends and one relationship does not affect<br />

the other. Over the last 20 years we have spent a lot of<br />

time with Denny, Diane & Dennis at industry events,<br />

social events and got to know the Computer Insights<br />

Team on a more personal level.”<br />

Jim Hegedus or Unlimited Supplies, “Computer Insights<br />

has become like family. Mostly good times with a few<br />

rocky ones. They are always there to help us on our journey,<br />

and we have prospered greatly with their support.”<br />

Bill Browning of Allied Inventory Systems, “I found<br />

Computer Insights over 20 years ago when we needed<br />

software to take us into the next century. Choosing them<br />

was tantamount to choosing a marriage partner. Looking<br />

back, it was the single most important decision we made.”<br />

CONCLUSION<br />

If you are a distributor of fasteners and industrial<br />

supplies and want to do more with less, fill out our<br />

short survey to find out if The Business Edge by<br />

Computer Insights is right for you. Complete the<br />

survey at www.ci-inc.com/survey.


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140<br />

THE DISTRIBUTOR’S LINK<br />

PRIME INDUSTRIAL FASTENERS IN SOUTH FLORIDA - PRIME INDUSTRIAL IS A NAME YOU CAN TRUST from page 56<br />

What can Prime Industrial Do For Me?<br />

Prime Industrial is ready to work hand in hand with<br />

your business to help you find ways to cut costs, become<br />

more efficient and create a safer work environment,<br />

through their expertise and wide range of products. They<br />

want to partner with you in making your business more<br />

profitable. The Business Edge TM<br />

State of the Art Technology -<br />

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In late 2017, the company decided to amplify<br />

their customer service process, and they decided to<br />

install The Business Edge TM , from Computer Insights, Inc.<br />

Now they can provide true world-class service to their<br />

customers. Erika said, “Now our customers are ‘blown<br />

away’ by our service. Any time they call with a question<br />

about any aspect of our relationship, they get instant<br />

answers. Our customers tell us that we are the easiest<br />

vendor that they have to work with. The Business Edge TM<br />

has truly helped us achieve our goal of having the edge<br />

over all the other distributors out there.”<br />

Your Prime Solution For All Your Fastener Needs<br />

Prime Industrial has an extensive range of fasteners<br />

in various grades, finishes and material. In addition, they<br />

carry industrial tools, accessories and supplies.<br />

Product Lines<br />

¤ Bolts, Nuts, Washers<br />

¤ Self-Tapping Screws<br />

¤ Self-Drilling Screws<br />

¤ Sockets<br />

¤ Machine Screws<br />

¤ Drywall Screws<br />

¤ Expansions and Anchors<br />

¤ Threaded Rod and Strut<br />

¤ Pins and Loads<br />

¤ Power Tools<br />

¤ Drill Bits, Drive Bits<br />

¤ Abrasives, Cutting Wheels and Tools<br />

¤ Adhesives and Sealants<br />

¤ Safety Wear<br />

...and many more<br />

Serving Southeast Florida<br />

Their primary service area includes, Miami-Dade,<br />

Broward, Monroe and Palm Beach County. In Southeast<br />

Florida, Prime Industrial is the supplier that can do it all.<br />

More Information<br />

Prime Industrial Fasteners can be reached<br />

at 4235 N.W. 37th Ct., Miami, FL 33142. Contact<br />

Sales by telephone at 305-400-8210 or eMail:<br />

primeindustrialsupply.mia@gmail.com.<br />

Computer Insights, Inc. can be reached at 108 3rd<br />

Street, Unit 4, Bloomingdale, IL 60108. Contact Jim<br />

Dyskie by telephone at 1-800-893-4007 Ext. 211, eMail<br />

sales@ ci-inc.com or online at www.ci-inc.com.<br />

PRIME INDUSTRIAL


THE DISTRIBUTOR’S LINK 141


142<br />

THE DISTRIBUTOR’S LINK<br />

WIFI HOW WIFI HAS HELPED IGNITE THE POWER OF WOMEN SINCE 2009 from page 58<br />

We would like to encourage all women to be part<br />

of the WIFI board. WIFI is seeking a few more active<br />

participants to be part of the Board, a director will be<br />

responsible for supporting financial sustainability, forging<br />

new directions for the next decade and extending the<br />

reach and impact that WIFI has in celebrating, preserving<br />

and enhancing the many diverse focused opportunities in<br />

our industry.<br />

Persons interested in learning more about the work<br />

of the board and the organization can find more materials<br />

at: www.fastenerwomen.com or send email to: president@<br />

fastenerwomen.com<br />

Established in 2009, WIFI is a not-for-profit organization<br />

of women in manufacturing, distribution and secondary<br />

processing. Women in the Fastener Industry offers<br />

unique opportunities for women to easily and effectively<br />

contribute to our organization through volunteerism,<br />

networking and collaboration. We encourage women to<br />

speak up and stand out to advance their personal growth<br />

and career goals. Active participation in our respective<br />

committees has given our members a competitive edge in<br />

their professional lives. Please support the future of WIFI<br />

by either becoming a member or a sponsor in our mission.<br />

We thank you all for the support our sponsors have given<br />

us throughout the years. Without you, WIFI would not be<br />

where it is today. For more information on sponsorship<br />

please email chairwoman@fastenerwomen.com<br />

Through this story and the year-in-review, we hope you<br />

will gain insight into the organization’s current operations<br />

and future potential. Let’s Network, Educate and<br />

Connect. Join WIFI today!<br />

WOMEN IN THE FASTENER INDUSTRY<br />

FAB GROUP - A PEER IS A FRIEND INDEED from page 60<br />

Effective peer review necessitates trust and<br />

vulnerability. This can be an adjustment in that today’s<br />

culture tends to be influenced by social media, where<br />

having friends, being liked, and portraying a certain image<br />

are highly valued. In a peer group, you have to learn to<br />

be humble and honest – first and foremost with yourself.<br />

On sharing your inner secrets, weaknesses, and errors in<br />

judgement, your peers need to be helpful, supportive, and<br />

forthright. If you can be honest with yourself and others,<br />

are willing to listen and apply feedback, and accept hard<br />

truths and change when necessary, the value of a peer<br />

group is further enriched.<br />

FAB Group has given me a number of unique<br />

experiences.Several years ago, I attended a New York<br />

Yankees game in the new Yankee Stadium for a meeting<br />

hosted by then member Mark Shannon, Vice President<br />

of Sales & Marketing, of Tower Fasteners Co. We spent<br />

time before the game at a bar across the street. Nowak<br />

ordered his signature “fuzzy navel” and gave the bartender<br />

a $20 bill. Leaving for the game, Novak asked for his<br />

change and the bartender looked at him stoically and<br />

noted that there was no change. To this day, we laugh with<br />

him about “The Most Expensive Fuzzy Navel in The World.”<br />

The journey of the entrepreneur can be a lonely one<br />

and the fastener industry is geographically dispersed. I<br />

have found that my peers in the FAB Group are trusted<br />

coaches and mentors, and I look forward to the emotional<br />

and intellectual support they provide. Today I count<br />

former members as friends and confidants. I am a better<br />

manager from the experience, and, hopefully, a better<br />

person too.<br />

We are interested in adding a distributor member to<br />

the FAB Group. If you are interested, please reach out to<br />

me at tokeeffe@huyett.com. I recommend peer experience<br />

to my colleagues in the industry and encourage you to<br />

forge these relationships accordingly.<br />

FASTENER ADVISORY BOARD


INTERNATIONAL FASTENER EXPO WELCOME RECEPTION<br />

MANDALAY BAY, LAS VEGAS - SEPTEMBER 17, <strong>2019</strong>


144<br />

THE DISTRIBUTOR’S LINK<br />

ROTORCLIP BRINGING BALANCE TO THE FORCE - PART 2 from page 64<br />

Rotor Clip offers three retaining ring solutions that<br />

are designed to operate at different levels of rotational<br />

speeds and withstand the associated centrifugal forces.<br />

These are heavy duty rings, interlocking LC type rings,<br />

and spiral retaining rings with locking feature.<br />

Heavy Duty Rings,<br />

like the SHR (left) is an<br />

extra thick version of a<br />

regular SH retaining ring<br />

for shafts. The increased<br />

material thickness gives<br />

this ring additional<br />

gripping power and is as<br />

such, stronger and can<br />

withstand greater RPMs.<br />

An additional benefit of the increased thickness is the<br />

increased thrust load capacity when compared to its<br />

standard counterpart.<br />

LC type rings: The LC ring is produced in two<br />

identical halves. The ends interlock into the groove<br />

on the shaft and, once assembled, are dynamically<br />

balanced. As a result, they are particularly effective at<br />

retaining assemblies with high rotational speeds. This<br />

ring is installed in a radial direction and can be used in<br />

applications where an axial installation is not possible.<br />

The third option, for very high rotational speeds, are<br />

spiral retaining rings with locking feature: Standard Multiturn,<br />

spiral-wound<br />

retaining rings<br />

consist of two or<br />

more turns of flat<br />

wire material with<br />

rounded edges.<br />

The material is<br />

coiled on edge to<br />

provide a gapless<br />

ring with 360º of retention and groove contact. Spiral<br />

rings offer space savings in a radial direction since<br />

there are no assembly lugs as with tapered retaining<br />

rings. The addition of a locking tab to the standard<br />

style prevents the ring from “opening up” during high<br />

RPMs and unseating from groove on shaft. Theoretically,<br />

these rings cannot dislodge from the groove due to the<br />

centrifugal forces caused by high RPMs. Check out Rotor<br />

Clip’s DCR series.<br />

Rotational Unbalance<br />

Applications with high rotational speeds can also be<br />

subject to rotating unbalance, which is the result of the<br />

uneven distribution of mass around the axis of rotation.<br />

Unbalance causes a wobbling movement of the rotating<br />

assembly, leading to excessive vibration, noise, and wear<br />

on parts such as bearings and gears. The end results are<br />

often reduced machine life, increased maintenance, and<br />

an unsafe work environment for the end user. One way<br />

that design engineers can reduce unbalance is to include<br />

as many pre-balanced components in their designs of<br />

rotating assemblies as possible. This way little to no<br />

counterbalancing will be necessary for the final assembly.<br />

Rotor Clip has retaining ring options that aide in the<br />

overall balance of rotating assemblies.<br />

One option is the previously mentioned LC type<br />

retaining ring. Since these rings are produced in two<br />

identical, interlocking halves, they become a dynamically<br />

balanced part once both halves are fit together. The<br />

added benefit of this two part ring is that it can be<br />

installed radially when axial space is limited. LC rings are<br />

part of the standard line and fit shafts from .469 inches<br />

to 3.375 inches in diameter.<br />

The other option is the balanced version of<br />

aforementioned spiral retaining ring with locking feature.<br />

The axially installed, balanced spiral retaining ring with<br />

locking feature combines a balanced geometry with the<br />

ability to withstand high RPMs. This ring offers both a<br />

higher degree of RPM resistance and a better balance<br />

when compared to LC type rings or standard spiral<br />

retaining rings. The ring receives its high degree of<br />

balance by punching out calculated areas of the material<br />

section, allowing it to spin on a shaft without adding<br />

additional wobble to the assembly.<br />

Manufactures today face many challenges when<br />

building machines and equipment that are supposed<br />

to run as smooth as possible in order to be efficient,<br />

safe and long-lasting. Design engineers are constantly<br />

pushing the limits of feasible designs to maintain an<br />

edge in the race for higher efficiency and durability. The<br />

same is true for Rotor Clip. Not only do we offer several<br />

different, standard and custom retaining ring options<br />

to reduce NVH or increase overall assembly balance,<br />

but we continuously explore new opportunities through<br />

research, process innovation, and process optimization<br />

to provide design engineers with solutions to maintain<br />

that edge today and in the future.<br />

ROTOR CLIP COMPANY INC.


146<br />

THE DISTRIBUTOR’S LINK<br />

ANTHONY Di MAIO PROPER HOLE CONDITIONS FOR BLIND RIVETING from page 68<br />

At this point the mandrel will break at the perdetermined<br />

position under the head of the mandrel,<br />

and a portion of the mandrel that remains in the rivet<br />

body , will protrude outside of the flange of the set blind<br />

rivet exposing where the mandrel broke. This is most<br />

dangerous for personnel and the end user of the product.<br />

This mandrel projection can easily cut a hand. This set<br />

blind rivet has a reduced tensile value because there is<br />

not a properly formed upset of the blind rivet body. Also,<br />

this set blind rivet has a low clamp load at the riveted<br />

joint because the mandrel head came to rest on the<br />

flange of the set blind rivet body and this is where the<br />

tensile strength of the mandrel was exerted. Normally,<br />

the mandrel tensile would be exerted at the barrel upset<br />

and against the work piece to be riveted and this is where<br />

clamp load is generated.<br />

Oversized Holes Used For Hole Line Up<br />

I am sometime asked ”What can be done to the<br />

recommended hole dimensions when holes do not line up<br />

with each other.<br />

FIGURE 3<br />

The hole nearest the operator or the flange side of the<br />

hole can be oversized in diameter as long as the flange is<br />

larger than the diameter of the hole. The hole on the blind<br />

rivet upset side must be in accordance to the manufacturers<br />

specifications. The blind rivet body and mandrel head will<br />

give a good upset because the hole diameter is correct on<br />

the upset side of the work piece. This system can be used<br />

when the shear requirements of the riveted joint is low. The<br />

hole being oversized on the flange side, the blind rivet body<br />

is not in contact with the wall of the oversized hole. The only<br />

resistance in shear on the flange side is the pressure of the<br />

flange against the work piece.<br />

Blind rivets that are set properly offer a good riveted<br />

assembly, strong and vibration proof. Vibration can loosen<br />

other fasteners, but a set blind rivet is not affected by<br />

vibration.<br />

ANTHONY Di MAIO<br />

ROMAN BASI BUSINESS VALUATION: THE BENEFIT AND ABILITY TO OBTAIN SUBSTANTIATED VALUE from page 78<br />

Moreover, the qualified appraiser must understand be sought, negotiation may ensue and the transaction<br />

and employ the various valuation methods, the discount may be jeopardized.<br />

and premium variables, while weighting the result Outside of an M&A perspective, an ESOP requires<br />

accordingly. Finally, the qualified appraiser must be able the qualified appraiser to understand future implications<br />

to communicate, articulate and ultimately defend the of the employed valuation methodology. The valuation<br />

value calculation.<br />

methodology must not only encompass components of<br />

The calculated value is only as strong as the the business that drive value, but provide a fair level of<br />

qualified appraiser’s ability to defend it. From an M&A value to new shareholders while protecting the majority<br />

standpoint, the value put forth to potential purchasers shareholders. From a business succession planning<br />

will undoubtedly be reviewed, scrutinized, and potentially standpoint, the valuation methodology should be tailored<br />

challenged to reduce the buyer’s purchase price. The to best meet the needs of the successor, whether the<br />

buyer’s due diligence team will comb through the needs be tax minimization, payout terms, or level of<br />

business’s internal financials to substantiate the value. However, the valuation method and transfer of<br />

numbers in the seller’s most recent financial statements. assets or stock must be valid under IRS rules pertaining<br />

The buyer’s due diligence team will then use their own to related party transfers. The examples above highlight<br />

valuation methodology calculation to arrive at their the necessity of not only the valuation itself, but<br />

proscribed value. If the seller’s value is inflated or the necessity in obtaining a qualified appraiser who<br />

cannot be substantiated, a purchase price reduction may calculates, substantiates, and defends the value.<br />

ROMAN BASI


Engineered fastener and components<br />

distributor, EFC International, continues to<br />

“Redefine the World of Distribution”, exhibited<br />

in part by the company’s recent implementation<br />

of Power BI (from Microsoft). Power BI is linked<br />

to their internal SAP operating system and CRM<br />

software.<br />

EFC has been at the leading edge of the<br />

industrial distribution industry, embracing and<br />

implementing advanced innovative technology<br />

and digital transformation. Matt Dudenhoeffer,<br />

CEO, stated “EFC’s implementation of Power<br />

BI provides our team with a powerful business<br />

analytics tool that delivers real-time interactive<br />

dashboards customized to our business<br />

strategy and performance metrics. Our SAP<br />

and CRM systems are incredibly versatile in<br />

enabling customized reports for our suppliers<br />

and customers, and now we can take that<br />

a step further with interactive visualizations<br />

through a simple interface.”<br />

Power BI is just one of the advanced systems<br />

that differentiates EFC. EFC was one of the<br />

first distributors in their market to implement<br />

SAP in 2000. “We were ahead of our largest<br />

customers and suppliers, many of whom have<br />

subsequently converted to SAP in recent years.<br />

Our organization across the globe is integrated<br />

and running on these systems”, said VP of<br />

Operations, Tom Mansholt.<br />

EFC International is an ISO 9001:2015<br />

certified, global provider of engineered<br />

fasteners including plastic injection molded<br />

parts, spring steel stamped fasteners, hose<br />

clamps, panel fasteners, routing components<br />

and a vast breadth of other components. A<br />

proven market leader in assembly innovation,<br />

EFC offers the most comprehensive line of<br />

components for the automotive, industrial and<br />

distribution markets.<br />

For more information contact EFC International<br />

at 1940 Craigshire Road, St. Louis, MO 63146.<br />

Tel: 314-434-2888 or visit the website at<br />

www.efc-intl.com.<br />

THE DISTRIBUTOR’S LINK 147


148<br />

THE DISTRIBUTOR’S LINK<br />

SPIROL WHICH AUSTENITIC STAINLESS STEEL SPRING PIN IS BEST FOR DYNAMIC LOADING? from page 74<br />

As compared to Slotted Spring Pins, Coiled Spring<br />

Pins distribute compressive stress throughout the crosssection<br />

by virtue of its helicoidal form; stress is not<br />

concentrated in a single part of the pin as is the case<br />

with Slotted Pins. As load is applied, the innermost coil<br />

is free to travel as demonstrated by Figure 4. Movement<br />

occurs in the Coiled Pin’s ØID as it is effectively locked<br />

at the outer seam. This approach differs dramatically<br />

when compared to a Slotted Pin that can compress<br />

only a small amount before butting of the gap occurs.<br />

Once a Slotted Pin butts at the gap, no further spring<br />

compression is possible.<br />

over a minimum 270 degrees of its circumference. The<br />

only gap occurs adjacent to the tucked seam which is<br />

necessary to ensure the seam does not interact with<br />

the hole wall which may lead to skiving or shaving of<br />

the material. This area is referred to as the comma area<br />

(Figure 8).<br />

FIGURE 5: SLOTTED PIN INSTALLED IN A NOMINAL<br />

RECOMMENDED HOLE. NOTICE THE GAP IS<br />

VIRTUALLY CLOSED ALONG THE INSIDE DIAMETER OF THE PIN.<br />

FIGURE 4: FLEXIBILITY UNDER LOAD OF A COILED PIN<br />

The following photographs demonstrate<br />

fundamental differences in design.<br />

In Figure 5 is a Slotted Pin installed in the nominal<br />

recommended hole. Minimal gap remains yet movement<br />

is still possible. This may serve to delay work hardening<br />

and fatigue - though it will still occur. In this example,<br />

once the Slotted Pin is fully compressed under load the<br />

seam butts and it will function as a solid tube. This can<br />

damage the hole.<br />

In Figure 6, the Slotted Pin is installed in an<br />

oversized hole. In this instance there is greater potential<br />

for movement since the gap is wider and fatigue can<br />

occur more rapidly.<br />

Figure 7 depicts the same diameter Coiled Pin<br />

installed in the same nominal recommend hole as<br />

shown in Figure 5. The Coiled Pin’s superior roundness<br />

is immediately apparent. Rather than the Slotted Pin’s<br />

typical ‘tear drop’ shape, the Coiled Pin maintains contact<br />

FIGURE 6: SLOTTED PIN INSTALLED IN A OVERSIZED HOLE.<br />

FIGURE 7: COILED PIN INSTALLED IN A NOMINAL<br />

RECOMMENDED HOLE.<br />

CONTINUED ON PAGE 149


THE DISTRIBUTOR’S LINK 149<br />

SPIROL WHICH AUSTENITIC STAINLESS STEEL SPRING PIN IS BEST FOR DYNAMIC LOADING? from page 148<br />

COMMA AREA<br />

270˚ CONTACT<br />

FIGURE 8: COMMA AREA<br />

BEVELED EDGE<br />

OF SEAM<br />

In summation, austenitic stainless steel may be<br />

the most cost effective, ideal material for use in some<br />

applications although it does have limitations that must<br />

be considered in design. Work hardening is of primary<br />

concern, though a range of other issues must also be<br />

considered. Galvanic corrosion/material compatibility,<br />

ability to resist specific corrosive agents/environments,<br />

reflectivity, magnetism, and other concerns are less<br />

general and more application specific. Coiled Pins are<br />

designed to provide optimal performance under the<br />

widest possible range of conditions. The benefits of<br />

Coiled Pins as compared to Slotted Pins apply across<br />

all materials and duties though it may be most evident<br />

in product manufactured of austenitic stainless steel. If<br />

this material is required, designers must be aware that<br />

fatigue is always a potential issue if the pin is subject<br />

to dynamic loading. A Coiled Pin will provide superior<br />

fatigue life when installed per the recommended design<br />

guidelines.<br />

SPIROL INTERNATIONAL CORP.


150<br />

THE DISTRIBUTOR’S LINK<br />

ABBOTT-INTERFAST CORP.<br />

190 Abbott Drive, Wheeling, IL 60090<br />

TEL 1-800-877-0789 FAX 847-459-4076 EMAIL sales@aicfast.com WEB www.aicfast.com<br />

ABBOTT-INTERFAST: CELEBRATING<br />

AN EMPLOYEE DOUBLE MILSTONE<br />

It’s a rare occasion to celebrate an employee who<br />

has worked for your company for 50 years but having<br />

two of them is truly unique, extraordinary and hard to<br />

image these days. In August of 1969, when all the rage<br />

was about landing on the moon, both Fred Vosecky and<br />

James Bubis were focusing<br />

on their new careers. Fred<br />

at Abbott-Screw & Mfg<br />

in Chicago and Jim at<br />

Continental Screw Machine<br />

Products in Rosemont.<br />

Fred started out in<br />

Sales on Clark Street in<br />

Chicago at a time when<br />

standards were king in the<br />

industry. Selling back then<br />

was more about making<br />

contact via phone sales and<br />

calling customers advising<br />

them of what specials there<br />

were that week. It was not unusual to send out faxes<br />

with “lists” of parts we needed to move based on what<br />

we had in inventory and not necessarily what customers<br />

requested. A far cry from today’s world. Abbott was also<br />

a stocking distributor of Yellow Nylon insert locknuts and<br />

Fred became the company expert for locknut Sales to<br />

Distributors, a role he still occupies today. As Distributor<br />

Sales Manager for Abbott Interfast, Fred still focuses on<br />

selling our USA manufactured MS Nuts. Along the way,<br />

he had two children, moved his family to Wheeling when<br />

the company moved, worked all the local and national<br />

trade shows and was instrumental in growing and<br />

LEFT TO RIGHT: BOB BAER, FRED VOSECKY,<br />

JAMES BUBIS AND JEFF BINDER<br />

maintaining The Nationwide Fastener Directory.<br />

When Jim was 10, he had a choice to go with his<br />

mom who visited the beauty shop every Saturday or his<br />

Dad who would work the machine shop (Continental<br />

Screw Machine). It was an easy choice and he would hang<br />

around his Dads office but<br />

eventually wander around<br />

the shop. He learned the ins<br />

and out of manufacturing<br />

screw machine parts. By<br />

the time he hit high school,<br />

he was working summers<br />

in the shop and eventually<br />

started full time as an<br />

operator. In 1958, Martin<br />

Binder bought the company<br />

from his dad and in 1979<br />

the company was moved<br />

with Abbott Interfast under<br />

one roof in Wheeling, Il.<br />

Jim was a crucial part of the construction project for our<br />

current building and eventually took over running the<br />

machine shop. Today he is Vice President of Abbott Metal<br />

Werks, one of Abbotts manufacturing divisions. With the<br />

manufacturing machine world constantly changing, Jim<br />

was instrumental in helping Abbott break into modern<br />

manufacturing with the purchase of CNC machines.<br />

On August 14th, we celebrated their joint Golden<br />

Anniversary with a party in the office. Owners Beth &<br />

Jeff Binder both attended this special event where staff<br />

enjoyed dinner catered by Portillos, a famous local<br />

Chicago eatery.<br />

BUSINESS FOCUS ARTICLE<br />

CONTINUED ON PAGE 151


THE DISTRIBUTOR’S LINK 151<br />

ABBOTT INTERFAST CELEBRATING AN EMPLOYEE DOUBLE MILESTONE from page 150<br />

-,<br />

two gentlemen have done something unique in business<br />

today, namely working at one company for 50 years, what<br />

an achievement!” Jim thanked everyone for working as a<br />

family for so many years and stated he planned on going<br />

out “toes up and at room temperature.” Fred mentioned<br />

a few historic events from 1969 when gas was .35 cents<br />

a gallon. We appreciate their many years of service<br />

and dedication. Both gentlemen were presented with<br />

commemorative plaque and a monetary gift.<br />

Founded in 1948, Abbott-Interfast LLC is a privately<br />

Jeff Binder mentioned in his speech that he was 4 held company supplying screw machined products,<br />

years old when Jim and Fred started and like Jim, he assemblies, fasteners, through its OEP, Inc. division,<br />

used to come to the shop with his dad Richard. Fred plastic knobs, and through its BAI, Publishing division<br />

always kept him busy. In memory of his grandfather, the printing and distribution of The Nationwide Directory.<br />

Martin R Binder, founder of Abbott Interfast, Jeff wore We are a USA company located in Wheeling, Illinois with<br />

the same sports jacket Martin wore at Fred’s 30th customers throughout the Americas and around the<br />

anniversary party.<br />

world. We maintain a 5 acre, 100,000 sq. ft. facility,<br />

Bob Baer, Abbott’s President, commented, “These manufacturing and stocking thousands of parts.<br />

ABBOTT-INTERFAST CORP.


152<br />

THE DISTRIBUTOR’S LINK<br />

IFE IFE <strong>2019</strong> FASTENER PROFESSIONAL AWARD WINNERS ANNOUNCED from page 80<br />

Yarborough is a thirdgeneration<br />

fastener professional<br />

holding a BBA degree in<br />

management from Texas<br />

Wesleyan University. In 2014,<br />

Yarborough started a handson<br />

training program at Spring<br />

Bolt and Nut Manufacturing,<br />

and currently is director of sales<br />

where he leads the sales force,<br />

new business development, and marketing functions.<br />

He remains active as chairman of the Young Fastener<br />

Professionals, previously serving as president, and as a<br />

member of the Board of Directors at the Southwestern<br />

Fastener Association.<br />

The awards are administered by the FIC, and award<br />

recipients will be honored with a commemorative plaque at<br />

the IFE Awards Ceremony on Wednesday, Sept. 18 at the<br />

Sessions Corner on the show floor.<br />

About International Fastener Expo<br />

The International Fastener Expo (IFE) is the largest<br />

and most diverse gathering of fastener and industrial<br />

professionals in North America. Founded in 1981 it<br />

serves all reaches of the supply chain, from manufacturer<br />

to distributor to OEMs, and features nearly 70 product<br />

categories. With over 850 vendors and more than 5,000<br />

attendees from 30+ nations, the International Fastener<br />

Expo delivers industry-leading content and facilitates vital<br />

industry connections at their annual three-day show in Las<br />

Vegas, NV.<br />

About Emerald Expositions<br />

International Fastener Expo is owned and operated<br />

by Emerald Expositions, a leading operator of business-tobusiness<br />

trade shows in the United States. The company<br />

currently operates more than 55 trade shows, as well as<br />

numerous other face-to-face events. In 2018, Emerald’s<br />

events connected over 500,000 global attendees and<br />

exhibitors and occupied more than 6.9 million NSF of<br />

exhibition space. Emerald Expositions has been recognized<br />

with many awards and accolades that reflect its industry<br />

leadership as well as the importance of its shows to the<br />

exhibitors and attendees it serves.<br />

INTERNATIONAL FASTENER EXPO<br />

VOLT INDUSTRIAL PLASTICS VOLT FASTENERS ARE EVERYWHERE from page 82<br />

Appliances<br />

Yes! Appliances are full of plastic components -<br />

just like cars and trucks. Screws, bolts, and rivets are<br />

commonly used during assembly for many products<br />

like your dishwasher, refrigerator, or laundry machines.<br />

Not only that but with all the appliances becoming so<br />

advanced, there is likely a circuit board in there too!<br />

Furniture<br />

A growing trend these days is buying furniture that<br />

you put together at home. They not only make the<br />

furniture more sturdy, but make everything lighter and<br />

more easily to ship or transport. Some types of our<br />

fasteners used in furniture may include the pegs holding<br />

the shelves on your bookshelf up - or the screws and<br />

studs used to screw it all together! They are especially<br />

useful when trying to cover all the holes and screws<br />

drilled into your furniture because you can color match<br />

any plastic caps to insert in the holes for a nice smooth<br />

finishing surface.<br />

Volt Has The Fastener You Need<br />

Volt fasteners can be used in all kinds of applications.<br />

Some you may have never even thought of! At Volt<br />

Industrial Plastics, we have the technology and expertise<br />

to provide you with the perfect part for your need. We<br />

have the ability to make fasteners more or less durable,<br />

flexible, temperature resistant or UV resistant. Visit our<br />

site to learn more about our capabilities and all the<br />

different parts and pieces we offer!<br />

VOLT INDUSTRIAL PLASTICS


154<br />

THE DISTRIBUTOR’S LINK<br />

NFDA COME TO NFDA’S <strong>2019</strong> EXECUTIVE SUMMIT from page 84<br />

Social Events For The <strong>2019</strong> Executive Summit<br />

¤ Welcome Reception - The Sunday evening<br />

Welcome Reception is an opportunity to get reacquainted<br />

with your fastener colleagues in a relaxed environment.<br />

We’ll provide plenty of food; you probably won’t need<br />

dinner reservations.<br />

At this event we’ll also honor NFDA’s <strong>2019</strong> Fastener<br />

Professional of the Year, Kevin Queenin (Specialty Bolt &<br />

Screw, Agawam, Massachusetts).<br />

¤ The Flotilla - A sort-of-tradition at many NFDA<br />

meetings, the Flotilla is an afternoon poolside gathering<br />

of attendees. Relationship building can take place by the<br />

pool as well as over a cup of coffee, right?<br />

¤ Sunset Cruise - We’ll end our stay in Naples<br />

enjoying the sunset, food, cocktails, and entertainment<br />

while sailing Naples Bay and the Gulf of Mexico. Please<br />

thank our generous friends at Distributor’s Link Magazine<br />

and Aluminum Fastener Supply for hosting this event.<br />

For more information about the <strong>2019</strong> Executive Summit<br />

and to register online visit www.nfda-fastener.org.<br />

Looking Ahead to 2020<br />

NFDA will again partner with the Pacific-West Fastener<br />

Association for our 2020 Spring Conference and Tabletop<br />

Show, March 4-6, at the Westin Hotel in downtown Long<br />

Beach, California.<br />

Last held in 2017, the tabletop show featured more<br />

than 80 exhibitors and more than 300 attendees. You can<br />

apply now to be an exhibitor by visiting www.nfda-fastener.<br />

org or www.pac-west.org .<br />

Also on tap for 2020 is NFDA’s very popular Executive<br />

Sales Planning Sessions (ESPS)®, June 23-25, at the<br />

Embassy Suites by Hilton Downtown, Minneapolis, MN.<br />

By popular demand we have extended the appointment<br />

schedule by half a day to give you even more value.<br />

For more information about NFDA and its activities,<br />

visit www.nfda-fastener.org or contact Vickie Lester, CAE,<br />

vlester@nfda-fastener.org, 562-799-5519.<br />

NATIONAL FASTENER DISTRIBUTORS ASSOCIATION<br />

BRIGHTON-BEST YOUR ONE STOP SHOP FOR FASTENERS IS NOW YOUR CONSTRUCTION SUPPLY CHANNEL from page 86<br />

The Command Knit A4 Nitrile (KKC4FN) glove won<br />

the <strong>2019</strong> Pro Tool Innovation Award for the Cut Resistant<br />

Gloves.<br />

Ironclad has created over 100+ task specific, highquality<br />

PPE gloves covering cut, impact, cold, heat,<br />

water, abrasion, grip, and dexterity, some in partnership<br />

with the likes of companies such as Vibram and DuPont;<br />

winning the <strong>2019</strong> Edison Award for the innovation of their<br />

Oil Based Mud glove in the their KONG line and most<br />

recently the <strong>2019</strong> DuPont Kevlar® Innovation Award for<br />

their Heatworx Heavy Duty glove.<br />

Of course, BBI’s successful growth is not only<br />

because of the quality of the products they sell, but in the<br />

leadership that fosters the customer service they provide.<br />

Joey Bolic, Regional Manager of the Ontario branch,<br />

says, “We always strive to uphold high standards of<br />

conduct and team synergy, borne from the guidance of our<br />

owners Jun Xu and Peggy Hsieh. Jun and Peggy always<br />

encourage growth, not only as managers, employees,<br />

branches, etc., but as people as well. We have embraced<br />

the culture of never becoming complacent, always asking<br />

questions, and always looking beyond what is current to<br />

embrace change and the future. We are very proud of<br />

our BBI Teams and will always continue to work at being<br />

the best we can be! We pride ourselves on our greatest<br />

asset…our people.”<br />

A great example of that is BBI encouraging employees<br />

to continue to grow through education such as partnering<br />

with WIFI to give scholarships, most recently to BBI-<br />

Cleveland Krista Osborne who won the Edith Cameron<br />

Scholarship courtesy of Women in the Fastener Industry<br />

Association (WIFI). And Sarah Evans, of BBI-Chicago,<br />

who won the Ann Bisgyer Wolz Scholarship. Sarah will<br />

receive tuition monies to be used at the Fastener Training<br />

Institute for in class training to become a certified training<br />

specialist.<br />

BRIGHTON-BEST INTERNATIONAL


INTERNATIONAL FASTENER EXPO<br />

MANDALAY BAY, LAS VEGAS - SEPTEMBER 17-19, <strong>2019</strong><br />

more photos on page 175


156<br />

THE DISTRIBUTOR’S LINK<br />

PACIFIC-WEST FASTENER ASSOCIATION<br />

3020 Old Ranch Parkway #300, Seal Beach CA 90740<br />

TEL 562-799-5509 FAX 562-684-0695 EMAIL info@pac-west.org WEB www.pac-west.org<br />

PAC-WEST AND NFDA TABLETOP SHOW AND<br />

CONFERENCE RETURNS TO LONG BEACH by Vickie Lester<br />

Join us March 4-6, 2020 at the Westin Hotel in Long<br />

Beach, California for the return of the Pac-West and NFDA<br />

Joint Tabletop Show and Conference.<br />

We now are accepting applications for tabletop<br />

exhibits, with previous exhibitors and members granted<br />

first priority. Space is limited, so sign up soon.<br />

Information can be found at www.pac-west.org or www.<br />

nfda-fastener.org<br />

We are working on the educational content for<br />

the conference, and we can confirm that economist<br />

Chris Thornberg (Beacon Economics, Santa Monica,<br />

California) will return with relevant data to help us plan our<br />

businesses for the future.<br />

Come to the California Wine Country for Pac-<br />

West’s Fall Conference<br />

What could be better than networking with fastener<br />

industry professionals in the heart of California wine<br />

country? Join us October 24-26, <strong>2019</strong> at the Doubletree<br />

by Hilton Sonoma Wine Country, Rohnert Park, California<br />

Jason Bader with The Distribution Team will be on<br />

deck for two great programs.<br />

¤ Gross Sales is for Vanity, Profit is for Sanity<br />

¤ Analyzing Customer Profitability<br />

Also featured at the Pac-West <strong>2019</strong> fall conference<br />

will be Bob Seredich with the Southwest Institute for<br />

Emotional Intelligence. A favorite Pac-West speaker, Bobi<br />

has a very timely program for us:<br />

¤ The Five Secret to Highly Effective Teams<br />

Visit www.pac-west.org for more details and to register<br />

online.<br />

Technology Webinars<br />

Pac-West has partnered with WTC IT Services to<br />

produce a series of technology webinars. The next one is<br />

ASSOCIATION ARTICLE<br />

scheduled for November 20, <strong>2019</strong> at 11:00 am Pacific<br />

Time on:<br />

¤ Fine Tuning Network Infrastructure for<br />

Improved Performance and Efficiencies<br />

There is a very specific way of getting the best<br />

performance out of your network. Start with a review of<br />

the basics; you’ll be surprised that it’s not all technical,<br />

but logical. You’ll learn how to build a list of all your<br />

hardware devices connected to your network. Plus you’ll<br />

get some insight into what IoT (Internet of Things) means<br />

for distribution.<br />

This webinar is free for Pac-West members and very<br />

affordable for nonmembers. Plus, Pac-West members can<br />

view all past webinars on the members-only portion of<br />

www.pac-west.org.<br />

Farewell and Welcome<br />

Jeannine Christensen, Pac-West’s director of<br />

meetings and events, retired at the end of September.<br />

We truly are going to miss her! You’ll get a chance<br />

to congratulate Jeannine at the October 24-26 Fall<br />

Conference in Sonoma.<br />

Jamie Adams has joined the Pac-West team to make<br />

sure that the association’s meetings and events continue<br />

to run smoothly. Many of you know Jamie from her many<br />

years working for Porteous Fastener Company and most<br />

recently for her marketing company Nutty to Design.<br />

Welcome Jamie!<br />

Looking Ahead<br />

We are excited to partner with the Southwestern<br />

Fastener Association and the Southeastern Fastener<br />

Association for our 2020 Fall Conference, October 21-24,<br />

at the Hilton Palacio Del Rio on the Riverwalk in San<br />

Antonio, Texas.<br />

PACIFIC-WEST FASTENER ASSOCIATION


158<br />

THE DISTRIBUTOR’S LINK<br />

LAURENCE CLAUS VALUE ENGINEERING ON EXISTING PARTS from page 100<br />

As a result, many attempts including some radical<br />

changes were proposed and implemented. The process<br />

started off with the easy to implement ideas like changing<br />

tool vendors and switching material from coarse to fine<br />

grain (fine grain steel enhances formability) and then<br />

quickly graduated to more expensive and time consuming<br />

fixes. In the end the supplier attempted added heat to<br />

the wire to enhance formability, moved it to at least two<br />

different machine types including a four-die multiple blow<br />

parts former, and changed tool designs (and thus all new<br />

tools) several times.<br />

In addition to all of these potential fixes, a proposal,<br />

which I believe would have supplied a permanent corrective<br />

action, was made. The proposed solution was to replace<br />

the Hex Socket recess with a Torx® recess. Not only<br />

would this have eliminated the occasional crack but would<br />

have actually provided a better driving recess.<br />

This is one of those “sad” stories because the<br />

problem was never completely eliminated. Some of the<br />

changes proved to decrease the incidence of the cracks,<br />

but none ever fully eliminated it. Eventually the customer<br />

would tire of the lack of tangible results and would, for a<br />

time, seek other vendors.<br />

Regarding the suggested change to a Torx® recess,<br />

the customer returned a quick answer “no” on that score.<br />

This was likely partially cultural and partially laziness. This<br />

customer was a US based entity of a foreign company,<br />

whose country culture is steeped in shame to admitting<br />

to failure. Additionally, because the changes required<br />

approval from the home office, the US office was either<br />

too lazy or too scared to push the matter up the ladder.<br />

As a result the easy answer was “no” and a probable<br />

permanent fix to this problem was never even given a<br />

chance.<br />

Two valuable lessons emerge from this case study.<br />

First, even with an excellent idea in hand (in this case the<br />

Torx® replacement solution) value engineering projects<br />

need a strong champion at both supplier and customer.<br />

It is the only way that the strong inertial forces resisting<br />

change to existing parts will be overcome and become<br />

a win for both organizations. Secondly, the threshold of<br />

pain caused by the problem was formidably unbalanced.<br />

Although the customer might occasionally feel a little pain<br />

because part supply was either delayed or potentially<br />

delayed due to sorting, the supplier bore the brunt of the<br />

pain. The number of man hours and dollars spent changing<br />

tools and machines and sorting parts was enormous. If<br />

the “pain” had been more balanced or landed the other<br />

way, there, very likely, would have been greater interest to<br />

consider all possible improvement ideas.<br />

Case Study 2<br />

In this case study the part in question received a<br />

groove in about the middle of its body (see Figure 2) which<br />

was used to retain it (so it didn’t fall out) into a plastic<br />

coupler. The traditional method of placing such a groove<br />

was to utilize a secondary machining operation. Such<br />

secondary operations are time consuming and expensive.<br />

FIGURE 2: RETENTION GROOVE<br />

Due to the expense of the secondary operation the<br />

customer invited the supplier to provide cost savings<br />

ideas. I am not privy to what the supplier was offered in<br />

return to do so, perhaps a portion of the savings or just an<br />

opportunity to be a valued supplier, but clearly there was<br />

incentive to work together.<br />

In this case the supplier proposed replacing the<br />

machined groove with a rolled groove. The rolling process<br />

utilizes the same equipment as is used to roll threads. A<br />

rolling operation may run several hundred parts a minute<br />

while a machining operation on a part like this one could<br />

yield between two and three parts a minute. As such, the<br />

rolled groove provides a significant cost saving, yielding<br />

the customer an approximate 20% lower price. The<br />

supplier also won because the improved process efficiency<br />

eliminated a bottleneck and significantly increased the<br />

part margin.<br />

We can also learn some valuable lessons from this<br />

case study. First, a mutual win-win scenario is possible<br />

and the absolute best outcome when achieved. The<br />

customer realized a significant price decrease resulting in<br />

a large annual savings and the supplier improved the part<br />

margin and eliminated a production bottleneck.<br />

CONTINUED ON PAGE 159


THE DISTRIBUTOR’S LINK 159<br />

LAURENCE CLAUS VALUE ENGINEERING ON EXISTING PARTS from page 158<br />

Secondly, when value engineering existing parts<br />

we learn to take a hard look at parts that have<br />

slow processes. Replacing a slow process with a fast<br />

one almost always provides a good value engineering<br />

solution.<br />

Tips for Value Engineering Existing Products<br />

¤ Review quality logs, inspection logs, and sorting<br />

fall-out. Identify parts that exhibit consistent problems<br />

and then engage in value engineering and continuous<br />

improvement activities that would eliminate these<br />

problems. Parts with chronic quality issues make some<br />

of the best choices for value engineering existing parts.<br />

¤ Identify parts where a mutual win-win can occur.<br />

This will help keep both sides motivated to do what it<br />

takes to find a solution. Examples of good projects that<br />

would return a win-win solution include parts with chronic<br />

quality issues, parts that are consistently late or hard to<br />

keep up with, and low margin “losers”. Although it might<br />

seem like this last example does not present a big “win”<br />

for the customer, it does, as firing a customer part is<br />

as traumatic to the customer as to the organization that<br />

feels compelled to do it.<br />

¤ Engage in discussion with the customer and find<br />

out where their biggest areas of pain reside.<br />

¤ Conduct tear down studies of the products that<br />

your products are used in. This can be a remarkable<br />

learning experience and you would be surprised at<br />

how many opportunities might become evident. Many<br />

organizations may not feel they have the bandwidth or<br />

expertise to do this. They may be correct on that score,<br />

but there are consultants capable of doing this as well as<br />

companies dedicated to only doing this sort of activity.<br />

Summary<br />

Value Engineering existing parts has many advantages<br />

and when successful can be extremely beneficial to both<br />

parties. Every manufacturer and distributor should evolve<br />

their capability on providing value engineering activities<br />

to their customers. Done well, it is a surefire way of not<br />

only improving your margins but also cementing stronger<br />

and closer relationships with your customers.<br />

LAURENCE CLAUS


160<br />

THE DISTRIBUTOR’S LINK<br />

RYAN BRADLEY GRABBING HOLD AND LETTING GO: THE EXPLODING BOLTS THAT BRING US TO SPACE from page 102<br />

NASA doesn’t call these propellants “explosives.”<br />

Instead, they’re pyrotechnical systems, or pyro, in which<br />

so-called separation bolts are a central part. An electronic<br />

switch called an actuator delivers a charge to a threaded<br />

incendiary cord that leads to the fastener. The event is<br />

over in a fraction of a millisecond—about one-​millionth of<br />

a blink of a human eye.<br />

ENTERING AN EBAD TEST LAB.<br />

Simsbury, Connecticut, has been home to EBAD<br />

since well before the Civil War. Back then, there were<br />

iron and copper mines and granite quarries throughout<br />

the region, which meant a lot of digging and an awful<br />

lot of booms. The methods were crude: Dig a hole, fill it<br />

with gunpowder, plug it except for a small space to run a<br />

fuse (usually string or cloth), light, run. Men died by the<br />

hundreds, often because things blew when they weren’t<br />

supposed to—mostly too soon.<br />

In 1831, these techniques began to change—​become<br />

more refined, predictable, safe. In the city of Cornwall in<br />

Old England, where there was even more mining than<br />

in New England, an inventor named William Bickford<br />

patented the first safety fuse. Bickford packed gunpowder<br />

into a hollow jute rope, which then fizzled at a predictable<br />

clip of roughly 30 seconds per foot. In 1839, he partnered<br />

with a Connecticut mining company to manufacture and<br />

sell his burners stateside. Ralph Hart Ensign joined on in<br />

1870. His heirs would later expand the firm’s explosives<br />

business beyond fuses, developing products such as a<br />

banker’s bag that smoked when a crook tampered with it.<br />

Dave Novotney, head of business development,<br />

quickly walks me through this century-plus of history as he<br />

winds up to a crucial point. He pushes back from his desk<br />

and lays it out: “We blow things up here. We are very good<br />

at it. We’ve been doing it for a long, long time.” But the<br />

key, even in Bickford’s day, is timing. Timing was—and<br />

still is—everything.<br />

For no one is this truer than the astronauts inside<br />

a small hunk of metal hurtling through space at 20,000<br />

miles an hour. Which is why, almost paradoxically, in<br />

missions with humans, there’s explosive powder planted<br />

in dozens of spots throughout the craft. It does what you<br />

want it to do when you need it to.<br />

A VIBRATING TABLE RATTLES TEST HARDWARES’ CAGES.<br />

The space agency has relied on this type of fast action,<br />

also common in ejector seats and weapons deployment,<br />

from its beginnings. The Mercury missions of the late<br />

1950s and early 1960s experimented with pyro, though<br />

not always with stellar results; an escape-hatch misfire<br />

at splashdown during the Mercury 4 flight flooded the<br />

capsule and nearly drowned an astronaut. NASA got better<br />

at controlling booms by the Gemini program of the mid-<br />

’60s, which added new structures such as pyrotechnically<br />

deployed landing gear. By the Apollo missions of the late<br />

’60s and early ’70s, 210 bits of explosive tech took on 24<br />

mechanical functions—from separating the lunar lander<br />

to releasing parachutes for descent—on the crafts that<br />

first brought humans to the moon. EBAD provided pyro for<br />

many of these small-but-mighty ignitions.<br />

The explosions, however, took a backseat during<br />

the shuttle program. The space planes relied more<br />

on motorized, reusable systems—ones that dock and<br />

undock attachments, including spacewalking astronauts.<br />

Motors, however, aren’t perfect, Stu McClung, a NASA<br />

engineer who works on Orion’s pyro and spent nearly<br />

two decades on the shuttle, later explains to me. They’re<br />

several seconds slower than pyro, can be pounds heavier,<br />

and worst, they can also break down. So he still favors<br />

detonations as a failsafe. “If something ever went wrong,<br />

we could just fracture it, and head on home.”<br />

CONTINUED ON PAGE 172


THE DISTRIBUTOR’S LINK 161<br />

EFC International’s<br />

offering of the BCT Rivet<br />

nut is a best practice<br />

light-weighting solution<br />

for attaching carbon fiber<br />

and composite panels in<br />

automotive. The rivet nuts<br />

are manufactured by BBA<br />

with BCT® (Bulge Control<br />

Technology).<br />

BCT Rivet Nuts are<br />

ultra-high strength and<br />

engineered to prevent<br />

cracking or delamination of<br />

carbon fiber panels. The<br />

patented design enables an<br />

engineered yield point on<br />

the body of the rivet nut<br />

ensuring the bulge formation<br />

always begins beyond the<br />

panel and is drawn back<br />

on the panel. BCT rivet<br />

nuts can be placed near the<br />

edge of the panel without<br />

fear of inducing a crack in<br />

the panel.<br />

The installation process<br />

of BCT rivet nuts can be<br />

fully process-monitored and<br />

controlled. They can be<br />

installed into areas that offer<br />

limited rear side clearance.<br />

An M6 rivet nut needs only<br />

8mm of rear side clearance<br />

prior to installation and<br />

only 5mm after installation.<br />

This is perfect for use in<br />

thinner version of sandwich<br />

(composite) materials,<br />

avoiding the need for a<br />

through hole. The bulge of<br />

the BCT product is strong<br />

enough to form by pushing<br />

away any material in the<br />

sandwich material.<br />

Additionally, producing BCT® rivet nuts from aluminum for use in<br />

aluminum and magnesium, weight is reduced dramatically.<br />

EFC International is a leading global supplier of specialty engineered<br />

metal, plastic, cold-formed, spring steel stampings, electrical and<br />

assembled component parts to the OEM and Distribution market<br />

places serviced from locations in North America, Europe and Asia.<br />

EFC is committed to supporting business partners with innovation,<br />

value-added products and incomparable services.<br />

For more information contact EFC International at 1940 Craigshire<br />

Road, St. Louis MO 63146. Tel: 314-434-2888 or visit the website at<br />

www.efc-intl.com.


162<br />

THE DISTRIBUTOR’S LINK<br />

ROB LaPOINTE FASTENER SCIENCE - YIELD AND TENSILE STRENGTH ON THE STRESS-STRAIN CURVE from page 110<br />

FIGURE 3 - TTY BOLTS ARE USED ON CYLINDER HEAD INSTALLATION.<br />

This is why the line curves to the right in the graph.<br />

After the onset of yield, the stress-strain relationship<br />

in this material stabilizes and we, once again, have<br />

a proportional relationship between stretch and force<br />

(blue circle in Figure 2). However, it is no longer acting<br />

like a spring and will not return to its original shape. It’s<br />

interesting to note that some applications of fasteners<br />

require the fastener to be tightened beyond the yield<br />

point. In high-frequency cyclical loading applications<br />

like an automotive engine cylinder head, torque-toyield<br />

(TTY) fasteners provide a clamp-load higher than<br />

the applied load of the combustion chamber. Having<br />

a higher clamp-load than the applied force reduces<br />

the amount of strain caused by the applied force and<br />

increases the fastener’s fatigue life. This enables the<br />

fastener to last longer than the expected life of the<br />

engine.<br />

Yields strength is often reported as yield strength at<br />

0.2 % offset. The 0.2 % offset method is used because<br />

the yield point (the force value where the stress-strain<br />

relationship becomes non-linear) is sometimes hard<br />

to determine. To provide a standardized yield point, a<br />

line is constructed (line nm in Figure 5) parallel to the<br />

stress-strain line (line Ao in Figure 5). This line is moved<br />

to the right on the graph a distance equal to 0.2 % of<br />

the gauge length of the specimen being tested. The<br />

point where this line intersects the stress-strain curve<br />

(point r in Figure 5) has a stress and strain coordinate.<br />

The stress coordinate (R in Figure 5) is reported as the<br />

yield strength.<br />

Ultimate tensile strength is the largest force (load)<br />

that the fastener can exert before it brakes. Ultimate<br />

tensile is achieved well in advance of the point where<br />

the fastener fails. Figures 1 and 4 show that ultimate<br />

tensile is reached when the force changes from<br />

increasing to decreasing (the highest point on the<br />

graph). Continuing to tighten or load a fastener beyond<br />

the point of ultimate tensile will result in additional<br />

stretch with decreasing force or clamp-load.<br />

FIGURE 4 - STRESS-STRAIN CURVE FOR STAINLESS STEEL.<br />

FIGURE 5 - YIELD STRENGTH (0.2 % OFFSET) FROM ASTM A370-19<br />

CONTINUED ON PAGE 163


THE DISTRIBUTOR’S LINK 163<br />

ROB LaPOINTE FASTENER SCIENCE - YIELD AND TENSILE STRENGTH ON THE STRESS-STRAIN CURVE from page 162<br />

FIGURE 6 - STRESS-STRAIN CURVE FOR HIGH-STRENGTH MATERIAL<br />

Softer (ductile) materials can stretch significantly<br />

beyond the point of ultimate tensile as shown in Figure<br />

4. In other words, the ductile fastener can still clamp<br />

a joint if tightened beyond ultimate tensile, however it<br />

will not be able to provide the clamp-load it could have<br />

provided before it reached ultimate tensile. What’s<br />

more is that the fastener has lost the springy qualities<br />

it had before reaching the yield point and can no<br />

longer adequately respond to changes in load caused<br />

by application variables. Harder (brittle) materials will<br />

not stretch significantly beyond ultimate tensile before<br />

failure occurs as seen in Figure 6. For all fasteners<br />

except those specifically designed to be used beyond<br />

their yield point, applications should have a clamp-load<br />

that is well under the ultimate tensile force to ensure<br />

that optimal performance is achieved.<br />

We’ve only touched on a few of the aspects of yield<br />

and tensile strength in this article, but hopefully brought<br />

you to a deeper understanding of yield and tensile<br />

strength and how to read a stress-strain curve.<br />

Look for more articles on Fastener Science in future<br />

editions of LINK magazine.<br />

ROB LaPOINTE / AIM TESTING LABORATORY


164<br />

THE DISTRIBUTOR’S LINK<br />

JOE DYSART COMPANY REPORTS THAT WRITE THEMSELVES: WITH ARTIFICIAL INTELLIGENCE, IT’S A SNAP from page 116<br />

Gartner Group, another highly respected market<br />

research firm, came up with a similar list of key players<br />

in their AI-generated writing in a report (www.gartner.com/<br />

en/documents/3942031) released in June <strong>2019</strong>: Arria,<br />

Automated Insights, AX Semantics and Yseop.<br />

No matter what solution ultimately appeals to you,<br />

the features to look for in any solution you choose should<br />

include:<br />

¤ Custom Analysis: Currently, scores of AI-generated<br />

writing toolmakers have the ability to transform data into<br />

simple text. But fewer offer the ability to manipulate that<br />

capability to unearth the specific insights you need to run<br />

your business.<br />

The best offer the greatest flexibility for unearthing<br />

those insights – as well as<br />

blending those insights with a<br />

business intelligence program you<br />

already use.<br />

¤ Individuation: The best<br />

AI-generated writing solutions<br />

also enable you to easily produce<br />

reports with highly specific analysis<br />

requests, which can be tailored to<br />

the needs of a specific individual<br />

in your fastener distributorship.<br />

¤ Real-Time Updating:<br />

Many AI-generated writing<br />

solutions offer users the option to<br />

have a pre-defined report request<br />

continuously updated with realtime<br />

data. That’s especially handy<br />

if you’re monitoring critical data that is streaming into your<br />

fastener distributorship, non-stop.<br />

In fact, the very best of AI-generated tool -- when<br />

integrated with a traditional business intelligence<br />

solution -- will instantly update both the AI text and the<br />

accompanying chart, graph or other infographic – every<br />

time data changes.<br />

¤ Custom Language Style: Currently, basic<br />

AI-generated text has a reputation for being a bit plain-anddry.<br />

Less commonly known is that the best of these tools<br />

offer you the ability to stylize the language the program uses.<br />

So if you want more than just plain-and-dry, you can<br />

bring in a highly creative copy writer to tweak the language<br />

your AI-generated writing solution uses. That should<br />

guarantee that your resulting reports are much more<br />

engaging stylistically.<br />

ANY DATA REPORT YOUR FASTENER<br />

DISTRIBUTORSHIP CURRENTLY PRODUCES – OR<br />

MAY BE LOOKING TO PRODUCE IN COMING YEARS –<br />

CAN BE ENHANCED WITH AI-GENERATED WRITING.<br />

¤ Ability to Port to Text-Chat Bots and Voice-<br />

Chat Bots: While not every fastener distributorship is<br />

currently using chatbots to communicate with customers<br />

– or to foster communication among employees -- you may<br />

want to verify that your AI-generated writing system can be<br />

interfaced easily with a chatbot or similar messaging tool.<br />

As chatbot technology matures, for example, a<br />

chatbot backed by an AI-generated writing system will<br />

most likely be able to easily carry-on a conversation with a<br />

customer in a very natural, intelligent, creative and wideranging<br />

manner.<br />

Ditto for chatbots that your employees may want to<br />

start using for querying your database for easy answers to<br />

insights buried there.<br />

Such AI-powered chatbots<br />

would be a welcome change from<br />

conventional chatbots, which often<br />

come off as robot-like and are<br />

often flummoxed for responses to<br />

seemingly easy questions.<br />

Overall, given the great value<br />

AI-generated writing does -- and will<br />

-- offer fastener distributors, look<br />

for a number of new AI-generated<br />

writing providers to emerge during<br />

the next few years thatwill offer<br />

ever more powerful and ever more<br />

versatile systems.<br />

Such solutions will come in the<br />

form of stand-alone solutions like<br />

Automated Insights and Arria NLG.<br />

And others will emerge as add-on tools to comprehensive<br />

business software suites like SAP and Salesforce.<br />

Essentially: Even if you’re not in the market for<br />

AI-generated writing right now, you’re going to want to<br />

track this tech closely in coming years, given that it’s<br />

poised to dramatically alter the way fastener distributors<br />

do business.<br />

Says Pooja Parthasarathy, senior product manager,<br />

Narrative Science: Data reports auto-created with<br />

AI-generated writing make insight and decision-making at<br />

a company much easier because “everyone knows the<br />

same story.<br />

“There’s no interpretation and there’s no element of<br />

guesswork or (alternative) perspective that goes into to<br />

it. Everyone is looking at -- and understanding -- the same<br />

story. Together.”<br />

JOE DYSART


Würth Industry North America (WINA)<br />

announces that it has acquired Fasco Fastener, a<br />

strong brand and 40 year distributor of stainless<br />

steel, silicon bronze, and brass fasteners to<br />

the wholesale, OEM and large retailer trade.<br />

The purchase will better serve the needs of<br />

Würth Industry’s customers in the recreational<br />

marine market, as well as the solar and general<br />

manufacturing market.<br />

The acquisition of Fasco complements Würth<br />

Industry’s strength in the marine market from<br />

Marine Fasteners, the premier distributor of<br />

stainless steel fasteners for marine OEMs.<br />

Fasco Fastener, together with Marine Fasteners,<br />

will provide expanded services to customers<br />

across the US, Mexico, Canada, and Brazil.<br />

“Würth Industry has strong growth targets,<br />

both organically and through key acquisitions.<br />

This investment represents an important strategic<br />

opportunity to offer better supply chain solutions<br />

and cost savings for manufacturers across North<br />

America,” said Dan Hill, chief executive officer for<br />

Würth Industry North America.<br />

“Fasco Fastener adds to our capacity and<br />

geographic presence to better service our<br />

customers,” said Keith Brantley, managing<br />

director of Marine Fasteners, headquartered in<br />

Sanford, Fl. “Fasco complements our overall<br />

stainless steel, brass, and silicone bronze<br />

fastener offering so we both can now provide<br />

a larger product selection to the marine, solar,<br />

and the general manufacturing industry.”<br />

“We are excited to partner with Würth<br />

because it not only maintains Fasco’s history<br />

of outstanding quality and excellent service, but<br />

also enhances our offering to our customers.<br />

The Fasco brand name will continue as a<br />

division of Marine Fasteners, and our customers<br />

will continue to receive the same high quality<br />

packaging that they are used to. The acquisition<br />

will be good for both our customers and<br />

employees, and we are proud to be part of the<br />

Würth family,” said Scott Miller, past president<br />

and co-owner of Fasco Fastener.<br />

For more information on Würth Industry of<br />

North America and the Würth Group, please visit<br />

the website www.wurthindustry.com.<br />

THE DISTRIBUTOR’S LINK 165


166<br />

THE DISTRIBUTOR’S LINK<br />

ROBERT FOOTLIK DEALING WITH DOORKNOBS AND OTHER PROBLEMATIC EMPLOYEES from page 120<br />

And In The News Almost Everyday<br />

Almost every week there are alarming reports of<br />

heavily armed individuals storming workplaces and public<br />

spaces to avenge some perceived slight or abuse and<br />

all too often their interviewed neighbors and coworkers<br />

revealed signs or acts that if interpreted correctly might<br />

have identified an at risk employee. Unfortunately in an<br />

age of political correctness such observations are viewed<br />

as “profiling.” And yet, there are careers and lives that<br />

could have been saved.<br />

Any astute manager when reviewing new hires looks<br />

beyond the quantitative reports from the Human Relations<br />

department and whenever possible does some informal<br />

background checking. This could be as simple as looking<br />

in the applicant’s car to assess their personal hygiene and<br />

work habits, or “networking” with former employers who<br />

might say what is politically correct in a manner that sets<br />

off alarm bells in your own mind. The end result is a “gut<br />

reaction” to the new employee that might be misapplied,<br />

but probably will be confirmed during the first 30 days of<br />

employment.<br />

Even when constrained by HR and hiring practices it<br />

is almost always possible to get the problematic employee<br />

out of the company with minimal risk. The key to doing this<br />

is fair and complete documentation of the initial period. If<br />

there is anything that goes wrong, any infraction of safety<br />

rules (that should have been thoroughly understood)<br />

or disputes with other employees noting the time and<br />

circumstances is vital to making a case for dismissal.<br />

Often overlooked is the converse technique of also noting<br />

exemplary initiative, courtesy or trustworthy behavior. And<br />

this is what makes everything work.<br />

Consider Two Simple Examples<br />

As you are walking through the warehouse you note<br />

a newly hired staff member throwing trash on the floor in<br />

an active aisle. This creates a potential tripping hazard<br />

and makes your operation look sloppy. Calling this to their<br />

attention and using it as an opportunity for some timely<br />

retraining can become a positive interaction and a “bonding”<br />

experience. The incident should also be noted electronically<br />

and/or on a paper file to build a case for termination if the<br />

infraction is repeated. This means that the employee’s<br />

response should also be noted as a follow up.<br />

In the second case you see a new hire picking<br />

up debris from the floor and throwing it away properly.<br />

Investing just as heavily in reinforcement of their<br />

“exemplary behavior” is one of the best ways to<br />

build a motivated, loyal and happy workforce. Positive<br />

“disciplinary” documenting is just as important when it<br />

comes to evaluating a new hire before the 30 day period<br />

expires. Even a “Doorknob” responds well to a little oil<br />

and polish now and then.<br />

The real downside of problematic workers is keeping<br />

them around because of misplaced loyalty, family<br />

connection or ignorance of changes in personality,<br />

environment, marital status, drug abuse, etc. For the<br />

astute manager staying aware of team dynamics and<br />

individual behavior is a key component of morale and<br />

productivity. Anyone new who upsets the group balance<br />

should either be reoriented or terminated in a way that is<br />

legal, ethical and as gentle as possible. You want them<br />

out, chances are your team wants them gone, but there<br />

is often room to do this without aggravating an already<br />

contentious situation.<br />

Surprisingly there may be support from unexpected<br />

allies. Even in a union shop a business agent who trusts<br />

you and senses that the new hire might be a pain for the<br />

shop steward and appeal process can expedite the firing<br />

and share the blame. Similarly, a trainer who has done<br />

their job properly can honestly back your decision with a<br />

sincere evaluation. None of this will help with a paranoid<br />

psychopath, but for most people at least a bad situation<br />

can lead to a better outcome for their future. And doing<br />

this during the first 30 days reduces everyone’s pain.<br />

While doorknobs, druggies and would be arsonists<br />

are just the most egregious problematic employees<br />

there are many others who should not have been hired,<br />

should never work unsupervised and most importantly<br />

never carried beyond a trial period. Some people really<br />

do respond well to caring and nurturing management.<br />

Often they can become the most loyal team members.<br />

But the individuals who disqualify themselves should be<br />

gone preferably sooner than later.<br />

ROBERT FOOTLIK


168<br />

THE DISTRIBUTOR’S LINK<br />

NORTH COAST FASTENER ASSOCIATION<br />

7737 Ellington Place, Mentor, OH 44060<br />

TEL 440-975-9503 FAX 440-350-1676 EMAIL lgraham@ncfaonline.com WEB www.ncfaonline.com<br />

The NCFA Annual “Night at the Ballpark” was once<br />

again a great success with over 75 people attending the<br />

Cleveland Indians vs. Detroit Tigers game at Progressive<br />

Field in downtown Cleveland.The NCFA was not a very<br />

hospitable host to our friends from Detroit, as the<br />

Indians defeated the Tigers by a score of 6-3. We<br />

appreciate everyone who came out to the ballpark and<br />

especially appreciate those good baseball fans who<br />

traveled down from Detroit to take in the game.Plans are<br />

already being made for 2020 and we seem to be zeroing<br />

in on a game with the Chicago White Sox but we will keep<br />

you posted.We always enjoy when our neighbors from<br />

Detroit and Chicago can join us for a night of baseball<br />

but anyone from any city is welcome to attend.The Night<br />

at the Ballpark is always a good time and a relaxing midsummer<br />

event.<br />

PERFECT NIGHT FOR NCFA’S ANNUAL<br />

NIGHT AT THE BALLPARK! by Marty Nolan, Vice-President<br />

ASSOCIATION ARTICLE<br />

NORTH COAST FASTENER ASSOCIATION


Innovative Components Inc. is proud to<br />

unveil a completely redesigned website at a new<br />

domain www.innovative-components.com.<br />

The website is expected to provide users<br />

a clean, uncluttered design that incorporates<br />

improved functionality and enhanced content.<br />

Additionally, the use of vibrant, bold, colorful<br />

imagery truly draws the user in and provides an<br />

extensive look into Innovative’s capabilities.<br />

Website visitors will find the website to not<br />

only be attractive but to also be user friendly with<br />

it’s mobile-responsiveness and easy-to-navigate<br />

design. Together with improved design features,<br />

Innovative has also shared the details of the very<br />

successful special needs transitional program as<br />

well as of the apprentice program.<br />

Innovative’s design team set out on a mission<br />

to modernize how they represent the company<br />

as the leading manufacturer of plastic knobs in<br />

North America. Mission accomplished.<br />

For 26 years, Innovative Components, Inc.,<br />

an Essentra Components Company, has been<br />

the leading manufacturer of Plastic Clamping<br />

Knobs, Quick Release Pins, Wire Rope Lanyards<br />

& Thread Detective®<br />

Innovative Components capabilities also<br />

include Design & Engineering, Custom Injection<br />

Molding, Soft Touch Over Molding, Tool Design,<br />

Mold Making, CNC Machining, Light Assembly,<br />

Bagging, Pad Printing, Laser Etching, Kitting, 3D<br />

Printing, 3D CAD, and Secondary Operations.<br />

Innovative Components, Inc. has pioneered<br />

the creative use of “Green” materials and<br />

technologies in its manufacturing processes.<br />

Innovative Components of Schaumburg, IL and<br />

its sister company Componentes Innovadores in<br />

Cartago, Costa Rica comprise one of the largest<br />

manufacturers of plastic knobs, handles, quick<br />

release pins and latches in the world.<br />

Please visit www.innovative–components.<br />

com and share your thoughts on Innovative’s<br />

Facebook, Twitter, or LinkedIn accounts.<br />

For more information, contact Innovative<br />

Components Inc. at 1050 National Parkway,<br />

Schaumburg, IL 60173. Tel: 847-885-9050,<br />

Fax: 847-885-9005, Email: Sales@knobsource.com<br />

or online at www.innovative–components.com.<br />

THE DISTRIBUTOR’S LINK 169


170<br />

THE DISTRIBUTOR’S LINK<br />

NELSON VALDERRAMA YOUR PRICING IS THE KEY TO UNLOCKING FASTER GROWTH - PART 2 from page 130<br />

If your company belongs to the Inertia Club…<br />

Everyone in your team will be doing “high-fives” and<br />

celebrating for an amazing first semester. The 7% growth<br />

will reinforce the belief that you are terrific negotiators<br />

with vendors and that your great relationships with<br />

customers matter more than ever before. You feel<br />

that your sales are hitting on all six-cylinders and your<br />

business model is good.<br />

The Work-Hard team…<br />

Will look into their top customers and vendors, review<br />

bookings, GM% and sales trends. The owner/finance guy<br />

might dig into the main variances by customer which will<br />

take them a couple of weeks to generate/calculate and<br />

— if time permits — they will provide some comments<br />

to the team. Best performing individuals will be rewarded<br />

and the rest of the team feels that their team/company<br />

is doing good because they are growing 7% and there<br />

were no major changes in the top customers.<br />

The Work-Smart team…<br />

Know that before celebrating the $1.75M variance,<br />

they want to understand what is driving the number. By<br />

using an SVA report (such as the one below), in minutes<br />

they will spot out that initiatives around pricing are<br />

bringing $2M and the activities captured by the outside<br />

sales team in the CRM are bringing new business of<br />

$750K — but they might have a major issue on volume<br />

due the negative $1MM they see (which means that they<br />

are selling less quantity of pieces overall).<br />

In the next staff meeting, the sales leader will have<br />

key takeaways about the new/lost business; the ops<br />

and sales teams will present to the GM the root cause<br />

of the lost volume ($1MM); and most importantly, they<br />

will spell-out potential ways to mitigate risk going forward<br />

and explore options to get that business back. Based on<br />

the detailed analysis of the SVA by product commodity<br />

and customer segment, the VP of finance will share with<br />

the team the successes as well as where they need to<br />

work closely to keep the momentum.<br />

The owners and GM of Work-Smart companies<br />

appreciate how everyone at her/his company work hard<br />

but know that the true potential to ensure viability in the<br />

long run of their business is playing smart and hard by:<br />

¤ Measuring success (or failures) of pricing initiatives<br />

by isolating the impact of price changes at the<br />

customer level. This provides true visibility into the<br />

success of your price increase implementation.<br />

¤ Spotting out opportunities to gauge cost changes,<br />

evaluate their magnitude, and pass them on to<br />

your customers<br />

¤ Quantify the impact of initiatives in your business<br />

like new product launches (mix), new customer<br />

acquisition (mix), customer account penetration<br />

(mix) vs. pure volume and pricing changes.<br />

So, which club do you want to belong to?<br />

As a business leader, you’re always driving to make<br />

your company more profitable. We live in a world that<br />

is automated, evolving, and connected in ways we’ve<br />

never imagined. Doing things the same way we did<br />

30, 20, even 5-10 years ago will simply not keep you<br />

competitive.<br />

The blueprint is there for you, and your pricing is<br />

at the heart of the biggest opportunity on your plate<br />

for <strong>2019</strong>. If you are a business leader in the industrial<br />

distribution sector, now might be time to start letting<br />

your data do the driving for you!<br />

NELSON VALDERRAMA


172<br />

THE DISTRIBUTOR’S LINK<br />

RYAN BRADLEY GRABBING HOLD AND LETTING GO: THE EXPLODING BOLTS THAT BRING US TO SPACE from page 160<br />

Today, electric action is increasingly in demand for<br />

satellites and unmanned systems, such as the James<br />

Webb telescope and the OSIRIS-REx asteroid sampler,<br />

which have solar arrays that need to gently unfurl. “The<br />

good news is pyro systems act really quick,” Novotney<br />

quips. “The bad news is they act really quick.” Also sad<br />

for our lug- headed friends: SpaceX founder Elon Musk,<br />

whose ethos centers on reusability, is not a fan of the<br />

bang.<br />

EBAD had very little kit on the shuttle, and years ago,<br />

Novotney noticed most space business was moving away<br />

from pyro altogether. Orion, though, is a throwback to the<br />

pre-shuttle era—a time reliant on controlled detonation—<br />

and a chance for the company to leverage its explosive<br />

bona fides. So Novotney bid, eager to catch a once-in-ageneration<br />

craft before it flew by.<br />

Now he and a team of engineers are somewhat<br />

obsessed with the trial and error of bolt- making. The end<br />

result of their work occasionally winds up in Novotney’s<br />

office, in a yellow bucket deep with shards of spent<br />

fasteners he likes to show off to visitors. Peering down<br />

at this refuse, it looks more like discarded lengths of<br />

filled-in pipe than hyperengineered and endlessly tested<br />

exploding space stuff. Their task is dead simple yet takes<br />

years to perfect: Stay together, break apart, help deliver<br />

the crew back to Earth. “It’s not like you can suddenly<br />

change your mind and send Bruce Willis out on a rescue<br />

mission,” Novotney says. “You’re coming home, and<br />

that’s it.”<br />

EBAD has been alternately making and breaking<br />

Orion hardware since 2009. When it began, Lockheed<br />

delivered reams of documents with specs, first a few<br />

hundred pages, then several thousand more. Still, EBAD<br />

wasn’t starting from scratch. The company established<br />

a Space Ordnance Division to make specialized fuses in<br />

1965, and a handful of other companies—even NASA—<br />

had been crafting separation bolts since the ‘50s. So,<br />

the broad strokes were, by the early aughts, already out<br />

there.<br />

To perfect a bolt that also must, when called upon,<br />

be decidedly unboltlike, EBAD engineers spend an outsize<br />

amount of time worrying the hardware’s weakest point:<br />

the fracture plane, the epicenter of the eventual break.<br />

Lockheed’s Overmyer likens it to folded paper: “When you<br />

bend it, you make the crease really strong so it breaks<br />

at that line,” she explains. If the hardware was going to<br />

split too soon, like during launch, it’d happen here. On<br />

a bolt, the plane is a razor-thin notch circumnavigating<br />

the titanium surface, about two-thirds from one end.<br />

In EBAD’s early testing days for Orion, the designers<br />

fiddled with the placement, the depth. Most important,<br />

they carefully paired it with the internal structures and<br />

explosives that would ensure a clean break at the right<br />

time, every time.<br />

As they work on their refinements, the rules keep<br />

changing. Halfway through development—after more than<br />

a dozen bolt iterations and a couple of vehicle tests—<br />

NASA determined the Orion service module needed to<br />

go on a serious diet to make room for the systems that<br />

would support human life for its eventual two-year trip to<br />

the Red Planet and back. About 3,000 pounds had to<br />

disappear from the then-49,000-pound vehicle.<br />

A CROSS-SECTIONED BOLT, PRE-EXPLOSION.<br />

CONTINUED ON PAGE 178


THE DISTRIBUTOR’S LINK 173


174<br />

THE DISTRIBUTOR’S LINK<br />

FASTENER NEWS DESK BEST BOOTH AWARDS FROM IFE <strong>2019</strong> REVEALED from page 124<br />

Best Customer Experience Goes To...<br />

Kanebridge Corporation!<br />

Kanebridge has Klass!<br />

The team at Kanebridge takes care of you for the<br />

entire show. On the show floor their employees are<br />

top notch. Kanebridge hosts a delish luncheon for<br />

distributors that is always a treat after the morning rush.<br />

It always feels like you’re with one big family. Many<br />

thanks to Bob and all the employees that make it so<br />

memorable each and every year. It’s not over yet, though,<br />

then comes the cocktail hour at EyeCandy Lounge. We<br />

really appreciate their hospitality and generosity. Their<br />

new booth displays their commitment to the customer.<br />

It’s a reflection of their entire business Kulture! We love<br />

their new booth! Ready for today’s buyer with a focus on<br />

products, technology and customer experience.<br />

Best Creativity Award Goes To...<br />

Solution Industries!<br />

Solution Man wants to see the world with you!<br />

Solution Industries is always so creative with their<br />

Solution Man theme and comic series. Their booth is<br />

sharp and stands out on the show floor. Attendees of<br />

the International Fastener Expo were encouraged to pick<br />

up their own flat Solution Man and enter a best photo<br />

contest for prizes. Another great example of interacting<br />

before, during and after the event.<br />

Where in the world is Solution Man?<br />

CONTINUED ON PAGE 180


INTERNATIONAL FASTENER EXPO<br />

MANDALAY BAY, LAS VEGAS - SEPTEMBER 17-19, <strong>2019</strong><br />

more photos on page 183


176<br />

THE DISTRIBUTOR’S LINK<br />

SOUTHWESTERN FASTENER ASSOCIATION<br />

292 Sugarberry Circle, Houston, TX 77024<br />

TEL 713-952-5472 FAX 713-952-7488 EMAIL swfa@swbell.net WEB www.southwesternfastener.org<br />

THE SFA’S SUMMER HAS BEEN FILLED<br />

WITH HAPPY HOURS by Cari Bailey<br />

The Southwestern Fastener Association has been busy<br />

bringing our members, new members, and potential new<br />

members together for an incredible summer of networking,<br />

fun, and friend-ship. The first SFA Pop Up Happy Hour took<br />

place in Arlington, TX at Texas Live! Sports and Social on<br />

July 9, <strong>2019</strong>. It was well attended, and we cannot thank our<br />

fantastic sponsors enough for providing great food and free<br />

drinks for our attendees. The first Pop Up Happy Hour was<br />

sponsored by Interstate<br />

Threaded Products and<br />

Nucor Fastener Division.<br />

The SFA’s second<br />

Pop Up Happy Hour, on<br />

July 18, <strong>2019</strong>, coincided<br />

JAKE DAVIS, ELIZABETH YARBER,<br />

ALAN LINDAHL, GLORIA MEDINA,<br />

CORY LEWIS<br />

ASSOCIATION ARTICLE<br />

with SFA member Nelson<br />

Valderrama of Intuilize<br />

cohosting a free webinar<br />

about tariffs. Nelson Valderrama attended the Pop-Up Happy<br />

Hour at Texas Live! Arena to continue discussions with<br />

attendees about tariffs and other pertinent fastener industry<br />

information. It was a great night with so much fantastic<br />

conversation and networking that it was a late night as<br />

well. Another huge thank you to our sponsors for the Pop-<br />

Up Happy Hour on July 18, BTM Manufacturing, Infasco,<br />

Interstate Threaded Products, and Nucor Fastener.<br />

As we moved into August, the SFA Pop Up Happy Hours<br />

moved to Houston, TX. Our first Houston Pop Up Happy<br />

Hour occurred at Next Door Bar and the food and drinks<br />

were sponsored by Spring Bolt and Nut Manufacturing,<br />

Interstate Threaded<br />

Product, and Nucor<br />

Steel. Even though<br />

the road work outside<br />

made it a tough venue<br />

to get to, we had a<br />

DON CARR, SHAWN MATJAZIC great turn out with fun<br />

conversation and lots of<br />

new faces.<br />

Our second Pop Up<br />

Happy Hour in Houston<br />

took place at The<br />

YardHouse in CityCentre.<br />

The SFA crowded the<br />

bar and we were again<br />

grate-ful to get to spend<br />

time with new people and<br />

welcome new members<br />

into the association. Our<br />

fantastic sponsors were<br />

again Spring Bolt and Nut<br />

Manufacturing, Interstate<br />

Threaded Products, and<br />

Nucor Fasteners.<br />

The Pop-Up Happy<br />

Hours over the summer<br />

were so successful, that the SFA along with North Coast<br />

Fastener Association, National Fastener Distributors Association,<br />

Mid-West Fastener Association, and New England<br />

Fastener Distributors Association brought the Pop-Up Happy<br />

Hour to the IFE in Las Vegas. We all enjoyed it so much, that<br />

there is already discussion about doing it again next year.<br />

Our Pop-Up Happy<br />

Hour Grand Finale of<br />

<strong>2019</strong> will take place in<br />

Oklahoma City, OK at<br />

Toby Keith’s I Love This<br />

Bar & Grill. The Pop-Up<br />

Happy Hour is open to<br />

anyone in the fastener<br />

industry, you do not have<br />

to be a member of the<br />

SFA to join in the fun.<br />

TONY GROSS, TRIESHA GROSS,<br />

AND NEAL GORDON AT TEXAS LIVE!<br />

CAROLINA ROA, BARON<br />

YARBOROUGH, JOSHUA MAYES,<br />

JOSE SOLIS<br />

LAURA VATH, CARI BAILEY<br />

VICKIE LESTER<br />

SOUTHWESTERN FASTENER ASSOCIATION


THE DISTRIBUTOR’S LINK 177<br />

PennEngineering ® a global leader in the<br />

fastening industry, has been awarded ISO<br />

14001:2015 (Environmental Management<br />

System) certification for their global headquarters<br />

in Danboro, Pennsylvania.<br />

This is the fifth PennEngineering facility to<br />

achieve this accreditation, which reflects the<br />

company’s ongoing commitment to environmental<br />

responsibility and the advancement of<br />

sustainability practices.<br />

The ISO 14001:2015 certification recognizes<br />

that PennEngineering has successfully<br />

implemented an environmental management<br />

system (EMS) that adheres to key elements<br />

within ISO 14001 and meets required standards<br />

for conserving natural resources, minimizing<br />

waste, and reducing the company’s environmental<br />

footprint both locally and globally.<br />

This certification applies to the design and<br />

manufacture of their self-clinching fasteners,<br />

threaded inserts, and other threaded and<br />

unthreaded fasteners that fall under the PEM®,<br />

microPEM®, PROFIL® and Atlas® brands that<br />

are manufactured in Danboro, Pennsylvania. The<br />

company’s wide range of fastening solutions<br />

are used worldwide by top automotive brands<br />

and leading brands in the consumer electronics,<br />

industrial, and electric vehicle markets.<br />

“Being good stewards of global sustainability<br />

is a rising priority not only for our organization<br />

but for our customers around the world. Our<br />

latest ISO certification ensures our partners<br />

that we’re committed to taking the lead in<br />

improving our environmental impact today and<br />

as we look to the future,” shared Matthew Miller,<br />

PennEngineering’s Director of Environmental,<br />

Health & Safety for North America.<br />

Obtaining ISO 14001 certification was the<br />

result of a far-reaching two-year commitment on<br />

the part of multiple PennEngineering Danboro<br />

divisions including facilities, operations, and<br />

supply chain. Through comprehensive internal<br />

reviews of their sustainability practices, the<br />

company achieved all compliance obligations at<br />

the federal, state, and local level. Annual audits<br />

by the international registrar, NSF-IR, will measure<br />

PennEngineering’s ongoing efforts for improved<br />

environmental performance.<br />

Since 1942, PennEngineering has enjoyed a<br />

sustained reputation as the global front-runner<br />

in the fastening industry. The company’s leading<br />

brand, PEM®, is considered the premier product<br />

in the thin sheet fastening industry, while 7<br />

other respected brands support our expansive<br />

capabilities: microPEM® fasteners; Haeger®<br />

hardware insertion machines; PROFIL® specialty<br />

fasteners; ATLAS® brand rivet nuts; PennAuto<br />

high-strength fastener solutions; SI® brand inserts<br />

and Heyco® molded and stamped products.<br />

Penn Engineering’s steadfast commitment<br />

to engineering expertise and global innovation<br />

ensures that we continue to grow our portfolio<br />

with technologies and solutions that allow our<br />

customers to not only keep pace with marketplace<br />

challenges – but exceed them.<br />

For more information, contact PennEngineering<br />

at 5190 Old Easton Road, Danboro, PA 18916-1000<br />

USA. Tel: +1-215-766-8853, email: info@pemnet.com<br />

or visit them online at www.pemnet.com.


178<br />

THE DISTRIBUTOR’S LINK<br />

RYAN BRADLEY GRABBING HOLD AND LETTING GO: THE EXPLODING BOLTS THAT BRING US TO SPACE from page 172<br />

For EBAD that meant fewer, burlier bolts. Instead of<br />

six fasteners that would need to last nearly the entire<br />

journey, they’d have four, which saves about 25 pounds.<br />

“This caused some headaches,” says Sean Keon, an<br />

EBAD engineer who oversees design. They made the bolt<br />

all over again, adding some girth and about a quarter-inch<br />

of length. The tweaks allowed each to hold more than<br />

100,000 tons, so Orion could lose two without concern.<br />

A PLATFORM FOR HAMMER STRIKES<br />

Another way to monitor the success of an explosive<br />

space bolt is to watch it blow. This happens so fast that<br />

observing the boom is terribly underwhelming. There’s<br />

almost nothing to see. Like magic. Only it’s not.<br />

The only way to really “see” the explosions is in<br />

slow- motion video running at a fraction of the rate human<br />

eyes can naturally glimpse—at least 100,000 frames<br />

per second. And even then, plenty remains hidden,<br />

including the electrical charge that sets off a series of tiny<br />

detonations that ultimately ignites an organic propellant<br />

inside a pressure cartridge. The propellant generates<br />

enough energy to drive two internal pistons. The pair then<br />

slam against one another with enough force to cause the<br />

all-important fracture plane to finally, perfectly, once and<br />

for all, fail. From the outside, it looks like the bolt is pulling<br />

itself apart.<br />

Spacecrafts have redundancies everywhere, including<br />

inside the bolts. There are two pressure cartridges, next<br />

to each other. If the primary one doesn’t fire, the electric<br />

charge continues on, tapping and igniting the second. If<br />

both fire at the same time, which sometimes happens,<br />

the shell can still contain the force.<br />

The team machines the bolts according to exact<br />

specs; if their measurements are off by more than<br />

1⁄1,000 inch, they’re no good. But the real trick to building<br />

these Herculean fasteners isn’t building them. It’s test<br />

after test after test. In addition to the shaker table, all<br />

the parts run through trials that simulate versions of the<br />

mission’s extremes. EBAD freezes them down to minus<br />

100 degrees and heats them to 210 degrees, which<br />

ensures their fuses won’t spontaneously ignite midflight<br />

under the sun’s glare. To prove the bolts can hold tight<br />

through the shock wave of rocket ignition, they suffer<br />

three 6,000‐G whacks from Thor-worthy steel hammers.<br />

Throughout the process, engineers check and recheck<br />

the bolts. They remeasure them to make sure their forms<br />

haven’t yielded under pressure. X-rays ensure that all of<br />

their internal parts are present—and in the right place—<br />

and a fluorescent dye highlights cracks as tiny as 0.03<br />

inches long. Once EBAD is satisfied, some nine fasteners<br />

from each manufacturing batch head to Lockheed and<br />

NASA, which put the pieces through more abusive paces.<br />

If any of the hardware has a bad test or a fissure, EBAD<br />

pulls the whole lot, and the process starts all over again.<br />

A SENSOR-LADEN BOX TRACKS A BOLT’S PROGRESS<br />

But the job isn’t finished once you pull off the<br />

explosion. The break itself can cause problems, because,<br />

in space, debris is a killer. A tiny fragment of bolt, hurtling<br />

around Orion at thousands of miles per hour, could<br />

easily smash a solar panel or pierce an important piece<br />

of electronics, ending the mission. This is why, when<br />

the fasteners nestle among their testing sensors and<br />

ultimately snap in two, there is a little baggie dangling<br />

underneath to capture debris.<br />

CONTINUED ON PAGE 179


THE DISTRIBUTOR’S LINK 179<br />

IFI <strong>2019</strong> IFI SOARING EAGLE AWARDS: RECIPIENTS ANNOUNCED IN SAN ANTONIO, TX from page 178<br />

Lockheed analyzes the refuse to ensure there are<br />

no pieces large enough to cause problems. They review<br />

the slo-mo tape too, checking the velocity of anything<br />

shooting away from the fracture and the craft.<br />

Being certain about where broken parts wind up is<br />

doubly important for the most heroic bolts, the ones<br />

that secure the crew capsule to its trash-can-shaped life<br />

support until the mission’s near-final moments. Pieces<br />

of that hardware must stay on the craft, and contribute<br />

to another vital feature. After the bolts split, the shards<br />

remaining on the capsule melt slightly and become<br />

part of the heat shield, throwing off excess heat and<br />

helping protect the astronauts during the 4,000-degree<br />

push back into Earth’s atmosphere. As they melt, they<br />

take the heat with them—like chunks of ice sitting on<br />

blacktop on a hot day.<br />

As Keon and a group of EBAD engineers describe<br />

these final throes, I catch them staring at the conferenceroom<br />

wall behind me. Tucked near the ceiling is a rolledup<br />

projector screen. Test flights are the only real chance<br />

for the bolts to prove their mettle, so when they happen,<br />

EBAD staff huddle in this room to watch. Right now,<br />

NASA is inching toward two big events: a four-minute<br />

ride will practice an emergency landing this spring; and,<br />

in 2020, Exploration Mission 1 will whip an unmanned<br />

capsule around the moon and back home.<br />

The last time they piled into this room was in 2014,<br />

when Exploration Flight Test 1 circled Orion around Earth<br />

twice before splashing down. The unnamed mission<br />

was a trial for critical systems such as the heat shield,<br />

parachutes, computers, and, of most concern for EBAD,<br />

all those separations. That mid-December afternoon, the<br />

team ordered pizza, and waited into the night to see how<br />

their bolts fared. They paced and sweated, then let out<br />

cheers and long-tired sighs. The cele bration, though, was<br />

tempered by the work—the testing, the refining—they’d<br />

return to the next morning. “The mission’s not over,”<br />

Keon says.<br />

Used with Permission of Popular Science Copyright <strong>2019</strong>. All rights reserved.<br />

RYAN BRADLEY


180<br />

THE DISTRIBUTOR’S LINK<br />

FASTENER NEWS DESK BEST BOOTH AWARDS FROM IFE <strong>2019</strong> REVEALED from page 174<br />

Best New Product for this year belongs to<br />

the Puco Puller!<br />

You need this clever device in your toolbox.<br />

It is always exciting when we get a new tool to play<br />

with. The PuCo Puller removes concrete wedge anchors<br />

with no mess. Saves time and money. Little to no<br />

damage to your concrete, holes are easily patched up.<br />

No more extracting or grinding down the bolt.<br />

The PuCo Puller removes concrete wedge anchors<br />

leaving you with a smooth surface to work with.<br />

Best International Booth is GOFAST!<br />

Standout display and show etiquette from the<br />

ladies at GoFast.<br />

This year’s Best International Booth goes to GoFast<br />

from Taiwan. Their friendly staff and very colorful booth<br />

caught our eye. You were greeted with ALOHA written in<br />

golden colored balloons and flower leis. The staff wore<br />

theme inspired glasses. All highlighting the rainbow of<br />

nuts and bolts. They made sure to connect with people<br />

and certainly stood out among the international booths,<br />

so bravo GoFast!<br />

A big thank you to all the exhibitors at this<br />

year’s International Fastener Expo - we enjoyed<br />

judging your displays and look forward to seeing<br />

what you bring to next year’s event!<br />

FASTENER NEWS DESK


THE DISTRIBUTOR’S LINK 181


182<br />

THE DISTRIBUTOR’S LINK<br />

WOMEN IN THE FASTENER INDUSTRY<br />

PO Box 242, Northvale, NJ 07647<br />

EMAIL events@fastenerwomen.com WEB www.fastenerwomen.com<br />

WIFI <strong>2019</strong> SCHOLARSHIP<br />

AND AWARD WINNERS<br />

Edith Cameron Scholarship<br />

Krista Osborne, Brighton<br />

Best International, is the<br />

winner of the Edith Cameron<br />

Scholarship. She receives travel<br />

and hotel accommodations to<br />

attend International Fastener<br />

Expo (IFE) in Las Vegas, Sept.<br />

17-19, <strong>2019</strong>. The Edith<br />

Cameron Scholarship provides the opportunity for a WIFI<br />

member, who may otherwise be unable to attend, to<br />

experience the Expo held on Wed and Thurs, Sept. 18-19.<br />

Ann Bisgyer Wolz Scholarship<br />

Sarah Evans, Brighton<br />

Best International, is this year’s<br />

winner of the Ann Bisgyer Wolz<br />

Scholarship. Sarah will receive<br />

tuition monies to be used at<br />

the Fastener Training Institute<br />

for in class training to become<br />

a certified training specialist.<br />

Joanne Goodman Sherman Scholarship<br />

Jeana Sanders, Dan-Loc<br />

Group, is this year’s winner of<br />

the Joanne Goodman Sherman<br />

Scholarship.<br />

THORS online<br />

fastener training will give Jeana<br />

the opportunity to take online<br />

classes of her choice pertinent<br />

to her industry.<br />

WIFI would also like to congratulate this year’s<br />

award receipts:<br />

<strong>2019</strong> Woman of the Year<br />

Simmi Sakhuja from Stelfast (LindFast Corp.)<br />

Woman of the Year is an award that recognizes exemplary<br />

leadership and success in the fastener industry. The<br />

recipient will have a long and distinguished record of<br />

advocacy for the professional advancement of women.<br />

<strong>2019</strong> Woman in Business<br />

Tracey Lumia from Distributor’s Link Magazine<br />

Woman in Business is defined as a champion and advocate<br />

who contributes and supports her own organization by<br />

sharing knowledge, ideas, insights and strength. She is a<br />

woman who is dedicated to empowering more women to<br />

achieve full potential in all aspects of life.<br />

<strong>2019</strong> Man-Up Award<br />

John Wolz from Global Fastener News<br />

John Radel from Solution Industries<br />

Man-Up can be awarded to an individual male or a company<br />

that has demonstrated a commitment to supporting<br />

women and the WIFI organization. The recipient is a<br />

partner that provides tools and resources that empower<br />

the women in their organization or industry.<br />

Simmi, Tracey, and John Wolz all supported WIFI from<br />

the beginning. These outstanding individuals were the<br />

first to help build this growing organization. They believed<br />

in the organization and set the foundation on what WIFI<br />

is today. John Radel helped bring WIFI brothers into the<br />

organization and established a movement of working<br />

together regardless of gender.<br />

ASSOCIATION ARTICLE<br />

WOMEN IN THE FASTENER INDUSTRY


INTERNATIONAL FASTENER EXPO<br />

MANDALAY BAY, LAS VEGAS - SEPTEMBER 17-19, <strong>2019</strong><br />

more photos on page 185


184<br />

THE DISTRIBUTOR’S LINK<br />

INTERNATIONAL FASTENER EXPO<br />

TEL 323-817-2226 FAX 310-481-1909 EMAIL morgan.wilson@emeraldexpo.com<br />

WEB www.fastenershows.com<br />

INTERNATIONAL FASTENER EXPO <strong>2019</strong><br />

PRODUCES ANOTHER HIGH-QUALITY EVENT<br />

The International Fastener Expo (IFE) <strong>2019</strong> has<br />

announced more than 5,000 professionals in the fastener,<br />

machinery and tooling, and industrial-related industries<br />

attended the show on Sept. 17-19 at the Mandalay<br />

Bay Convention Center, Bayside D & E, in Las Vegas,<br />

Nevada, resulting in an increase in qualified buyers per<br />

exhibitor. Show organizers noted an increase in exhibiting<br />

companies, particularly in the North American segment,<br />

with over 59 new exhibitors, bringing the total number of<br />

exhibitors to over 650. Noteworthy companies included<br />

Mag Instrument, Inc., Midsun Specialty Products, Attica<br />

Automation, Inc., and others. This year’s agenda debuted<br />

the Golf Tournament, featured a packed education<br />

conference, and touted higher attendance at the annual<br />

Welcome Reception.<br />

IFE <strong>2019</strong> was kicked off by Tuesday morning’s<br />

inaugural Golf Tournament, where more than 100 players<br />

and 26 teams teed up at the award-winning Bali Hai Golf<br />

Club for networking, good times, and friendly competition.<br />

IFE announced the winners of the tournament with a score<br />

of 55 (-16) – Bob Baer, Jason Bertone, John Gaudette,<br />

Rich Cavoto. Second and Third Place, Longest Drive, and<br />

Closest to the Pin were also awarded.<br />

A two-and-a-half-day conference agenda of 12 sessions<br />

and two full-day workshops also began on Tuesday<br />

morning with insights on new fastener innovations and<br />

solutions to finding skilled workers. Richard Wortman<br />

of Grunfeld, Desiderio, Lebowitz, Silverman & Klestadt<br />

(GDLSK), closed the day with a session on the current<br />

administration’s trade policy, including how to strategize<br />

around the tariffs impacting importers.<br />

With more than 900 arriving at the Daylight Beach Club<br />

on Tuesday night, IFE <strong>2019</strong> announced that this year’s<br />

annual Welcome Reception had at-capacity attendance.<br />

Golf Tournament winners were honored at the event, with<br />

an open bar, light appetizers and a live DJ rounding out<br />

the entertainment.<br />

SHOW EVENT ARTICLE<br />

ED MCILHON AND FAMILY<br />

“As the largest gathering in the fastener industry, we<br />

are proud to create an event that more and more of the<br />

industry’s finest can’t wait to attend,” said Morgan Wilson,<br />

business development manager, International Fastener<br />

Expo. “We are motivated by creating a space for our<br />

customers to learn, network, and have fun. What better<br />

place to do that than at the International Fastener Expo?”<br />

As the perfect ending to both nights, more than openbar<br />

capacity showed up for more after-hour networking at<br />

the ‘Nightcap’ at the Eyecandy Sound Lounge.<br />

On Wednesday, favorites included a highly-attended<br />

overview on aerospace fasteners, and how they differ<br />

from industrial fasteners, as well as, the annual Fastener<br />

Professional Award Ceremony. At the standing-room-only<br />

event, attendees were treated to speeches by the award<br />

winners – Edward McIlhon, Assembled Products, Inc.<br />

(API), and Martin “Marty” Nolan, R.L. English Co., who<br />

were inducted into the <strong>2019</strong> Hall of Fame, and Baron<br />

Wayne Yarborough, Spring Bolt and Nut Manufacturing,<br />

who was recognized as the Young Fastener Professional<br />

of the Year.<br />

The 2020 International Fastener Expo will take place<br />

on Sept. 28-30, 2020, at the Mandalay Bay in Las Vegas,<br />

NV. For show and registration email updates, visit www.<br />

fastenershows.com/attendees/register-to-attend.<br />

INTERNATIONAL FASTENER EXPO


INTERNATIONAL FASTENER EXPO<br />

MANDALAY BAY, LAS VEGAS - SEPTEMBER 17-19, <strong>2019</strong>


INTERNATIONAL FASTENER EXPO<br />

MANDALAY BAY, LAS VEGAS - SEPTEMBER 17-19, <strong>2019</strong>


INTERNATIONAL FASTENER EXPO<br />

MANDALAY BAY, LAS VEGAS - SEPTEMBER 17-19, <strong>2019</strong>


INTERNATIONAL FASTENER EXPO<br />

MANDALAY BAY, LAS VEGAS - SEPTEMBER 17-19, <strong>2019</strong>


INTERNATIONAL FASTENER EXPO<br />

MANDALAY BAY, LAS VEGAS - SEPTEMBER 17-19, <strong>2019</strong>


INTERNATIONAL FASTENER EXPO<br />

MANDALAY BAY, LAS VEGAS - SEPTEMBER 17-19, <strong>2019</strong><br />

more photos on page 192


INTERNATIONAL FASTENER EXPO<br />

MANDALAY BAY, LAS VEGAS - SEPTEMBER 17-19, <strong>2019</strong>


advertisers index<br />

#<br />

3Q, INC. 45<br />

Flat washers, pull-tight sheet metal screws,<br />

cold formed-special fasteners, direct mill<br />

shipments (screws, nuts, bolts, stampings),<br />

stock and release programs.<br />

Tel (630) 405-8492<br />

Fax (630) 839-0990<br />

A<br />

ACS MANUFACTURING, INC 83<br />

Formed spring steel fasteners<br />

Tel (888) NUTS-R-US<br />

Fax (847) 695-6336<br />

ADVANCED POLY-PACKAGING 169<br />

Quality baggers, parts counters, scales, bags and<br />

conveyors for affordable fastener packaging.<br />

Tel (330) 785-4000<br />

Fax (330) 785-4010<br />

AIM TESTING LABORATORY 163<br />

Highly competent and comprehensive fastener<br />

training, consulting and testing company. Our<br />

expertise sets us apart from the rest.<br />

Tel (909) 254-1278<br />

AJAX WIRE SPECIALTY CO., INC. 88<br />

Wire spring manufacturer. Short and long<br />

runs, all sizes, all lengths.<br />

Tel (855) 966-AJAX (2529)<br />

Fax (516) 935-2334<br />

ALBANY STEEL & BRASS 53<br />

Specialty Tapping Screws - Swageform<br />

Tel (312) 733-1900<br />

Fax (312) 733-9887<br />

ALFA TOOLS ® 94<br />

For over 40 years, Alfa Tools has partnered<br />

with Fastener Distributors to supply cutting<br />

tools, threading tools, fastener driving tools,<br />

and abrasives made in the USA.<br />

Tel (800) 253-2532<br />

ALL AMERICAN WASHER WERKS 147<br />

Quality producers of washers and stampings<br />

Tel (847) 566-9091<br />

Fax (847) 566-8381<br />

ALLOY & STAINLESS FASTENERS 42, 62<br />

Supplies special metal fasteners in over 150<br />

material grades and over 25 coatings and platings.<br />

ASF utilizes over 250 machines with a 10,000 ton<br />

inventory with emergency 24-7 on call service.<br />

Tel (713) 466-3031<br />

Fax (713) 466-9591<br />

ALPHA-GRAINGER MFG. CO. 25<br />

Electronic hardware, captive screws,<br />

shoulder screws, spacers & standoffs<br />

Tel (508) 520-4005<br />

Fax (508) 520-4185<br />

ALUMINUM FASTENER SUPPLY 121, 139<br />

The only exclusive aluminum fastener<br />

supplier of made in the USA products. 6,500<br />

line items in stock with same day shipping.<br />

It’s what we do.<br />

Tel (800) 526-0341<br />

Fax (239) 643-5795<br />

AMERICAN BELLEVILLE 93<br />

Belleville Washers, Belleville Springs,<br />

Disc Springs, Flange Washers, precisionmachined<br />

custom components. Contract<br />

manufacturing services – stamping, CNC<br />

lathe and mill machining, grinding, heat<br />

treating.<br />

Tel (440) 721-8350<br />

Fax (440) 266-0704<br />

AMERICAN IMPERIAL SCREW CORP. 133<br />

Push on hats, push on bolt retainers,<br />

locknuts, self-treading locknuts and<br />

washers, regular washer locknuts, push-on<br />

retainer fasteners and wing nuts, adhesives<br />

and metal anchors.<br />

Tel (800) 431-2391<br />

Fax (845) 354-4377<br />

AMPG 31, 153<br />

Domestic manufacturer of shoulder screws,<br />

button head sex bolts, flat head sex bolts,<br />

prairie bolts, non-standard flat washers, and<br />

machined specialties from stock. Print to<br />

part in 7 days.<br />

Tel (317) 472-9000<br />

Fax (317) 472-9010<br />

B<br />

BAR STOCK SPECIALTIES, INC. 88, 147<br />

Metal bar processing; drawing, peeling,<br />

grinding and cutting. Long length stainless<br />

bar up to 60 foot.<br />

Tel (713) 849-0055<br />

Fax (713) 466-3583<br />

BAY SUPPLY 3<br />

Fastener & Tooling Super Warehouse. Top<br />

brands at bottom prices. Ship to over 200<br />

countries.<br />

Tel (516) 294-4100<br />

Fax (516) 294-3448<br />

BIG RED FASTENERS, INC. 107<br />

Now stocking Xylan and Clear Cad B7<br />

studs and nuts. Your full-service stocking<br />

distributor of all bolts, nuts, studs, washers,<br />

machine screws, tapping and self-drilling<br />

screws. USA Products. We are on the<br />

Williams Pipeline AML.<br />

Tel (918) 251-7291<br />

Fax (918) 251-7311<br />

BRADLEY GROUP OF COMPANIES 117<br />

Preapplied Adhesives and Sealants.<br />

Loctite Dri-Loc, 3M Scotchgrip, Nylon<br />

Patch, Tec-Flon Thread-Masking, Plastisol,<br />

Head Identification Marking, and Casting<br />

Imprenation.Authorized Coating Partner for<br />

Precote® USA.<br />

Tel (800) 201-7381<br />

BRIGHTON-BEST INTERNATIONAL<br />

OUTSIDE BACK COVER<br />

Socket & square head set screws, hex keys,<br />

L-Nine products, Grade 8 hex head, shoulder<br />

bolts, pipe plugs, dowel springs, nuts &<br />

metrics, hand tools and full stainless line.<br />

Tel (800) 275-0050<br />

BRIKKSEN STAINLESS 71<br />

Master distributor of inch and metric<br />

stainless fasteners. Competitive pricing.<br />

24hr turnaround.<br />

Tel (800) 962-1614<br />

Fax (321) 233-8665<br />

C<br />

CAVALIER INDUSTRIAL SPECIALTIES 113<br />

Manufacture acorn, dome, flat and radius<br />

cap styles – small and large diameters.<br />

Custom fasteners. Our manufacturing<br />

processes include forging, turning, milling,<br />

drilling, slotting, broaching, grinding, and roll<br />

threading. Emergency 24-7 service.<br />

Tel (713) 983-0055<br />

Fax (713) 983-0058<br />

CHICAGO HARDWARE & FIXTURE CO. 93<br />

Mfrs of Wire Rope and Chain Fittings, Industrial<br />

and Marine Hardware and Allied Products<br />

Tel (847) 455-6609<br />

Fax (847) 455-0012<br />

COMPUTER INSIGHTS<br />

FRONT COVER, 16, 19<br />

Offering “The Business Edge,” a complete<br />

integrated system for fastener distributors<br />

Tel (800) 539-1233<br />

Fax (630) 893-4030


advertisers index<br />

C<br />

COPPER STATE BOLT & NUT 2<br />

Domestic manufacturer of structural bolts.<br />

Standard and metric sizes available. 45<br />

years of quality products – made in the USA.<br />

Tel (800) 528-4255<br />

Fax (602) 272-3316<br />

D<br />

DARLING BOLT 79<br />

Large and special hex cap screws & socket<br />

products in additional to 12-point flange screws<br />

Tel (800) 882-0747<br />

Fax (586) 757-1555<br />

DELTA SECONDARY 127<br />

Cut off & chamfer, cut threading, cross<br />

drilling, tapping, turning, milling, slotting,<br />

grooving.<br />

Tel (630) 766-1180<br />

Fax (630) 766-1285<br />

DDI SYSTEM 99<br />

The Inform ERP Software is a modern,<br />

end-to-end business solution trusted by<br />

over 1100 Industrial, Safety and Fastener<br />

distributors throughout North America.<br />

Inform gives distributors the tools to achieve<br />

operational excellence with industry-specific<br />

workflows, embedded CRM, connected<br />

eCommerce, powerful business analytics,<br />

advanced demand forecasting and more.<br />

Tel (877)-599-4334<br />

DISTRIBUTION ONE 51<br />

ERP Software for Fastener Distributors<br />

capable of running the entire operation,<br />

efficiently & profitably.<br />

Tel (856) 380-0629<br />

Fax (856) 222-0061<br />

DISTRIBUTOR’S LINK 199<br />

Tel (800) 356-1639<br />

Fax (239) 643-5220<br />

E<br />

EFC INTERNATIONAL 115<br />

Global provider of specialty engineered<br />

component parts including clamps, panel<br />

fasteners, specialty nuts and more! A proven<br />

market leader in assembly innovation, Offers<br />

the most comprehensive line of specialty<br />

metal, plastic and electrical components<br />

Tel (314) 434-2888<br />

Fax (314) 434-2902<br />

ELGIN FASTENER GROUP (EFG) INSERT<br />

By providing the perfect fit between a<br />

fastener and its mate, we help you grow<br />

your business faster than ever before with<br />

our just-in-time operation, consistent quality,<br />

and streamlined ordering process.<br />

Tel (812) 689-8990<br />

E & T FASTENERS, INC 69<br />

Molded, machined, and stamped plastic<br />

fasteners - uts, bolts, washers - Kynar, Teflon,<br />

PVC, Nylon, and Polypropylene. Low minimums.<br />

Tel (704) 933-5774<br />

E-Z LOK 105<br />

Thread inserts for metal, wood and plastic<br />

Tel (800) 234-5613<br />

Fax (310) 353-4444<br />

F<br />

<strong>FALL</strong> RIVER MFG CO., INC. 23<br />

Manufacturers of Stainless steel & nonferrous<br />

fasteners<br />

Tel (800) 275-6991<br />

Fax (508) 675-8770<br />

FASCOMP ELECTRONIC HARDWARE 157<br />

Male-female standoffs, female standoffs,<br />

male-male standoffs, spacers, shoulder<br />

screws, captive screws, thumbscrews, swage<br />

standoffs and spacers, handles and ferrules<br />

Tel (407) 226-2112<br />

Fax (407) 226-3370<br />

FASTAR, INC. 52<br />

Coiled and Slotted spring pins, dowel pins,<br />

cotter pins, taper pins, grooved and special pins<br />

Tel (845) 369-7990<br />

Fax (845) 369-7989<br />

FASTENER FAIR USA 27<br />

May 18-20, 2020 – Charlotte Convention<br />

Center, Charlotte, NC. For all the industry in<br />

the heart of manufacturing.<br />

www.fastenerfairusa.com<br />

FASTENER WEBSITE LINKS 134<br />

FASTENER NEWS DESK 113<br />

FCH SOURCING NETWORK 165<br />

FORD FASTENERS, INC. 15<br />

410 stainless steel screws, sheet metal,<br />

self-drillers, thread cutters, self-piercing,<br />

EPDM sealing washers.<br />

Tel (800) 272-3673<br />

Fax (201) 487-1919<br />

G<br />

GF&D SYSTEMS 123<br />

Your ‘one-stop’ supplier for grease fittings<br />

and accessories. Couplers and hose whips,<br />

grease fitting caps, grease guns, custom<br />

designed fittings, assortments, private<br />

labeling and custom kitting.<br />

Tel (800) 360-1318<br />

Fax (262) 789-8640<br />

GLOBALFASTENERNEWS.COM 173<br />

GOEBEL FASTENERS, INC. 7<br />

Innovative fastener solutions: blind rivets,<br />

self-tapping/drilling screws, toggles,<br />

strapping, wing seals, tools & safety<br />

equipment and insulation accessories.<br />

Tel (713) 393-7007<br />

GRAPHIKA CREATIVE 193<br />

Creative marketing solutions tailored for<br />

the Fastener Industry. Supplier of design<br />

and finished materials for web, digital,<br />

email marketing, exhibitions, point of sale<br />

and corporate branding. Graphika - your<br />

off-site, in-house comprehensive marketing<br />

department.<br />

info@graphikacreative.com<br />

Tel (224) 489-9533<br />

H<br />

HANGER BOLT & STUD CO. 29<br />

USA Hanger bolts, studs, dowel screws, pins.<br />

Tel (800) 537-7925<br />

Fax (800) 994-2658<br />

HANSON RIVET & SUPPLY CO. 149<br />

Rivets, threaded inserts, riveting tools,<br />

riveting machines, washers<br />

Tel (866) 61-RIVET (617-4838)<br />

Fax (323) 221-5300<br />

I<br />

ICS FLANGE 41<br />

Stocks flange bolts and nuts in Grade 5, 8,<br />

8.8 and 10.9 in steel and stainless in any<br />

finish.<br />

Tel (800) 231-0360<br />

Fax (800) 586-2461<br />

INDUSTRIAL FASTENERS INSTITUTE ® 119<br />

2018 Edition IFI Book of Fastener Standards<br />

is now available in hard cover and NEW<br />

online format. www.indfast.org/shop<br />

Tel (216) 241-1482


advertisers index<br />

I<br />

INDUSTRIAL RIVET & FASTENER CO. 95<br />

One name, one number, one source for<br />

rivets and RivetKing FreeSet Series.<br />

Tel (800) BUY-RIVET<br />

Fax (201) 750-1050<br />

INTEGRATED PACKAGING 73<br />

Parts are electronically counted, heat-sealed in<br />

our poly-bags, and labeled with identification<br />

information on every bag. Each machine<br />

is equipped with accurate optical counting<br />

mechanisms and printers for SKU numbers.<br />

Tel (847) 439-5730<br />

Fax (847) 640-8529<br />

INTERCORP 1<br />

Premium self-drilling, drywall, needle-point,<br />

pole gripper, stainless steel, outdoor,<br />

concrete, cement board, woodworking and<br />

special application.<br />

Tel (800) 762-2004<br />

Fax (714) 744-4672<br />

ISC – INTERCONTINENTAL SALES 77<br />

Fastener and Building Related Products.<br />

Same day shipping, free private labeling, no<br />

minimums<br />

Tel (800) 741-4278<br />

Fax (800) 892-0983<br />

INTERFAST GROUP 109<br />

Distributor/importer of drywall, deck, selfdrilling<br />

and self-piercing screws.<br />

Tel (800) 605-1233<br />

Fax (909) 930-2183<br />

INTERNATIONAL FASTENERS, INC. 89<br />

Daggerz quality construction fasteners.<br />

Self-drill, drywall, deck, wood, concrete, clip,<br />

needle point screws, post frame screws,<br />

aluminum industry screws, EDPM bonded<br />

washers, bits & threaded rod.<br />

Tel (888) 241-0203<br />

Fax (888) 241-2096<br />

INTUILIZE 151<br />

Free webinar. You will learn three essential<br />

analytics techniques to help you discover<br />

areas of immediate opportunity to protect<br />

your margins and increase pricing<br />

performance. www.intuilize.com/webinar<br />

Tel (310) 408-0027<br />

INxSQL 85<br />

Providing distribution ERP solutions designed<br />

for fastener distributors. Quality software,<br />

affordable price, industry leading support.<br />

Tel (877) 446-9775<br />

J<br />

JOHAN SMIT FASTENERS HOLLAND 165<br />

Manufacturer and supplier of steel nuts in<br />

the petrochemical, steel construction and<br />

energy market. www.johsmit.com<br />

Tel +31(0)786230088<br />

K<br />

KEN FORGING 21<br />

Domestic manufacturer of eyebolts, nut<br />

eyebolts, rod ends, turnbuckles & fittings, eye<br />

nuts, pad eyes, D-rings, c-clamps & screws,<br />

swivel hoist ring. Custom forgings up to 250 lbs.<br />

Tel (888) 536-3674<br />

Fax (440) 992-0360<br />

KEY BELLEVILLES, INC. 57<br />

Key Belleville disc springs - designed for your<br />

application. The best technology and materials<br />

providing the greatest possible economy.<br />

Tel (800) 245-3600<br />

Fax (800) 847-1672<br />

KINTER ® 167<br />

X-mas tree clips, binder posts and screws,<br />

binder rings, steel barrel bolts and screws,<br />

wall anchors.<br />

Tel (800) 323-2389<br />

Fax (847) 623-0105<br />

L<br />

LELAND INDUSTRIES INC 159<br />

Domestic manufacturer of bolts, nuts,<br />

screws in carbon or stainless. Custom<br />

threading and specials. Wire bending,<br />

threading to 4”. Bolts to 6” x 3/4” dia,<br />

U-Bolts and Anchors.<br />

Tel (800) 263-3393<br />

Fax (416) 291-0305<br />

LOK-MOR, INC. 65<br />

American-made locknuts at competitive prices.<br />

Tel (800) 843-7230<br />

Fax (817) 453-2923<br />

M<br />

MAR-BRO MANUFACTURING 35<br />

Domestic manufacturer of standards,<br />

specials, MS and NAS fasteners.<br />

Specializing in A286, 12 pt flange and hex<br />

flange fasteners.<br />

Tel (602) 278-8197<br />

Fax (602) 269-1235<br />

MEHTA TRADING INTERNATIONAL 177<br />

The complete MILL stainless fastener source.<br />

Tel (972) 642-1012<br />

Fax (972) 642-1244<br />

METRIC & MULTISTANDARD 13<br />

Providing quality metric industrial products<br />

and exceptional customer service since 1963<br />

Tel (800) 431-2792<br />

Fax (914) 769-5049<br />

MW INDUSTRIES, INC – TEXAS 43<br />

Washers, special fasteners and metal<br />

stamping for 35 years. ISO 9001:2008 cert.<br />

Tel (800) 875-3510<br />

Fax (281) 233-0449<br />

N<br />

ND INDUSTRIES<br />

INSIDE FRONT COVER, 39<br />

Self-locking and self-sealing fastener processing,<br />

fastener inspection & sorting, chemical blending,<br />

bottling, and A2LA Lab testing.<br />

Tel (248) 655-2503<br />

NORTH EAST FASTENERS (NEF) 11<br />

AS9100 certified, supplying IFI, ANSI, MS, NAS,<br />

NASM, AN, DIN, JIS, JCIS high quality fasteners<br />

for commercial, military and aerospace.<br />

Tel (860) 589-3242<br />

Fax (860) 589-6969<br />

O<br />

OFFSHORE MILLING SERVICES, INC. 47<br />

One-Stop for factory-direct fasteners, High<br />

quality, great service, on time delivery.<br />

Tel (503) 244-1516<br />

Fax (503) 452-9855<br />

OSSCO BOLT & SCREW CO., INC. 63<br />

Distributor of nuts - full range<br />

Tel (800) 367-2688<br />

Fax (401) 461-6970<br />

P<br />

PINNACLE CAPITAL CORP 181<br />

Business Sales/Divestitures; Acquisitions<br />

and Acquisition Searches - since 1993.<br />

Tel (212) 267-8200<br />

PIVOT POINT 61<br />

Pins - clevis, cotter pins, quick release,<br />

locking - wire rope lanyards, stock and<br />

specials and award winning inventions<br />

Tel (800) 222-2231<br />

Fax (920) 349-3253


advertisers index<br />

P<br />

PRODUCT COMPONENTS CORP. 70<br />

Machined and molded fasteners in many<br />

types of plastics including Nylon, PTFE, Acetal,<br />

PVC, Polypropylene, Polycarbonate and more!<br />

Woman-owned and operated; specializing<br />

in excellent customer service, competitive<br />

pricing, quick delivery and small minimums.<br />

Tel (925) 228-8930<br />

Fax (925) 228-8933<br />

R<br />

RAF ELECTRONIC HARDWARE 129<br />

Domestic standoffs, spacers, male-females,<br />

swage, male-male and modified parts. NAS<br />

fasteners.<br />

Tel (203) 888-2133<br />

Fax (203) 888-9860<br />

W.J. ROBERTS CO. 55<br />

Spacers and standoffs. Hex and rounds<br />

3/16 to 5/8 diameter. Standoffs in brass,<br />

aluminum, steel and stainless steel.<br />

Tel (781) 233-8176<br />

Fax (781) 231-1456<br />

ROTOR CLIP ® INSIDE BACK COVER<br />

Manufacturers of retaining rings, spiral rings,<br />

snap rings, wave springs and hose clamps.<br />

Tel (732) 469-7333<br />

Fax (732) 469-7898<br />

R&R ENGINEERING CO. 161<br />

Bent bolts, wire forms. Quality<br />

craftsmanship.<br />

Tel (800) 979-1921<br />

Fax (800) 345-9583<br />

S<br />

SCREW & SUPPLY CO. INC 131<br />

Tamper-resistant security screws made in USA.<br />

Tel (800) 223-1316<br />

Fax (631) 567-3057<br />

SETKO FASTENERS 37<br />

Domestic manufactured and imported<br />

socket products. Standards or specials. Mill<br />

shipments and blanket orders to ensure<br />

stock. Zinc plated sockets, nylon patches,<br />

drilling, etc. Ready . . . Setko!<br />

Tel (630) 800-6377<br />

Fax (630) 345-3062<br />

SHEAR-LOC PRODUCTS 42<br />

The original instant thumbscrews. The<br />

ultimate socket head cap screw accessory<br />

Tel (800) 775-5668<br />

Fax (949) 768-8705<br />

SOLUTION INDUSTRIES 103<br />

Zinc plated socket products, hard to find items,<br />

specials from print or sample, semi-standards.<br />

Secondary processes. Blanket orders.<br />

Tel (866) 297-8656<br />

Fax (440) 816-9501<br />

SPIROL 75<br />

Coiled and Slotted Spring Pins, Solid Pins, Disc<br />

Springs, Alignment Dowels and Bushings, Spacers,<br />

Compression Limiters, Threaded Inserts and Shims.<br />

Tel (800) 321-4679<br />

SRC SPECIAL RIVETS CORP. 181<br />

Blind Rivets. Company Rep: Tony DiMaio.<br />

Tel & Fax (978) 521-0277<br />

STAR STAINLESS SCREW CO. 49<br />

Stainless fasteners - Inch, metric, standards,<br />

non-standards, import, domestic.<br />

Tel (630) 595-3440<br />

Fax (630) 595-3533<br />

SUPERIOR WASHER & GASKET CORP. 33<br />

The single source supplier for all you washer<br />

and gasket needs. Made in the USA.<br />

Tel (631) 273-8282<br />

Fax (631) 273-8088<br />

SWD INC. 103<br />

Specializes in Black Oxide, Passivation,<br />

Phosphating, Dip Spin Coatings, Fastener<br />

Sorting and Packaging. Licensed applicator of<br />

Doerken, Magni and Yuken Organic Coatings.<br />

Tel (630) 543-3003<br />

Fax (630) 543-3028<br />

T<br />

TAMPER-PRUF SCREW, INC 101<br />

Leader in Security Screws for over 40 years.<br />

Tel (562) 531-9340<br />

Fax (562) 531-2464<br />

TORTOISE FASTENER CO. 59<br />

Specialty source for slow moving hex heads.<br />

Stainless, brass, silicon bronze, aluminum,<br />

nickel-copper and alloy 20 hex heads.<br />

Tel (800) 691-8894<br />

Fax (303) 371-0877<br />

TUTTLE MANUFACTURING 197<br />

Anchors, bent bolt specials, spade bolts,<br />

acme threaded bars<br />

Tel (847) 381-7713<br />

U<br />

UC COMPONENTS 141<br />

Vented, coated, plated and polished screws.<br />

RediVac® clean-packaged screws and<br />

O-rings. Custom products and prototypes.<br />

Tel (408) 782-1929<br />

UMETA OF AMERICA 59<br />

Supplier of OEM quality grease fittings and<br />

guns<br />

Tel (800) 595-5747<br />

Fax (704) 799-1923<br />

UNICORP 63<br />

Manufacturer of American Standard and<br />

Metric Precision Electronic Hardware,<br />

fasteners and handles since 1971.<br />

Tel (973) 674-1700<br />

V<br />

VIRGINIA FASTENERS 173<br />

Specializing in HDG timber, hex, carriage,<br />

lag bolts, tie rods, nuts and washers.<br />

Tel (800) 368-3430<br />

Fax (757) 436-1460<br />

VOLT INDUSTRIAL PLASTICS, INC. 9<br />

American-made plastic fasteners, all types &<br />

quantities, custom molding since 1992.<br />

Tel (800) 844-8024<br />

Fax (870) 453-8707<br />

W<br />

WESTERN WIRE PRODUCTS 171<br />

Cotter pins, custom wire forms, spring pins,<br />

d-rings, s-hooks, hitch pin clips, hog rings,<br />

key rings, and lock washers. Made in the<br />

USA.<br />

Tel (800) 325-3770<br />

Fax (636) 305-1119<br />

WILLIE WASHER MFG. 195<br />

Special washers, stampings & prototypes.<br />

Tel (847) 956-1344<br />

Fax (847) 956-7943<br />

WINZER CORPORATION 145<br />

Winzer is actively seeking distributors<br />

to be part of our franchise program. Let<br />

our 40 years of experience in the MRO<br />

industry work for you! Contact us today for a<br />

confidential discussion.<br />

Paul – confidential@winzerusa.com<br />

X<br />

XL SCREW CORPORATION 83<br />

Importer of standard fasteners including<br />

hex cap screws, bolts, nuts, locknuts, thread<br />

forming screws, sheet metal screws, selfdrilling<br />

screws, machine screws, washers<br />

and anchors, metrics and mill shipments.<br />

Tel (847) 383-2300<br />

Fax (847) 383-2345

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