Mentors

You often hear successful people talk about the importance of mentors, but for a long time I wondered what that really looks like in practice.

In the Army, it’s straightforward. Leaders don’t reach their rank without proven strategy, experience, and expertise. There are built-in mentors by design. Civilian life — and especially the tool industry — is very different. There’s rarely a clear, direct path to solid guidance. Even if you’re a big supporter of the tool industry, there’s still a lot to learn.

What I’ve learned while transitioning into a completely new field is that mentors and key players can dramatically accelerate closing your knowledge gap. I reached out to several professionals in different roles — sales representatives, account managers, and field representatives. I was struck by how consistent their advice was, even though their expertise varied.

“Mentors” can sometimes sound like just a buzzword, but the truth is that in the tool industry as well as any other profession, most people have no idea about the real processes that occur to make this enterprise successful. Without these key people, sourcing supplies and the lack of product assistance would have killed my business before I even started.

Just like I mentioned in my previous post, I thought I could just go to the big box stores and industry leaders and buy my customer’s supplies, but the margins are just too thin, if any at all. I also assumed becoming a distributor for a major manufacturer would be fairly easy, which it kind of is, but I never realized the exact requirements. For most small businesses, the kind of investment the manufacturers are asking is unattainable. And even if it is within reach, it might not be a risk you’re willing to take without real proof it’s going to work — otherwise you might as well be gambling.

What these lessons do give you, is a clear goal to work toward and a much better understanding of how the industry actually operates. It’s like a good book, it allows you to get years of experience without going through some of the hard lessons.

Most people know the Home Depots, Graingers, DeWalt’s, and Milwaukees of the world. But I don’t think most people know about wholesale distributors like Affiliated Distributors (AD). What they do is leverage their size by bringing together companies in a buying program to reduce overall costs. Most manufacturers and industry giants offer a tier system — maybe Gold, Silver, and Bronze, or Tier I, II, and III. The more you buy, the better pricing you get. These large wholesalers buy in huge quantities at great prices, take a little cut, and then sell to smaller businesses so we can make a profit before the products reach the customer.

If it wasn’t for the solid advice I got from all those people in the industry, it may have taken me months or even years to figure this out. The key takeaway is that proactive networking and cold outreach to people already in the field saves an enormous amount of time, prevents costly missteps, and ultimately protects your wallet.

One point I want to drive home: these relationships aren’t one-way. Always look for ways to add value in return for their time and insight. If you’re switching industries or leveling up in your current one, don’t wait for a mentor to appear — go find them. They are crucial if you want to create success fast.

If there is anything I can do to help you or your company please reach out