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SEFA

2014 Annual Spring Conference

The next SEFA Conference will be April 9th-11th at the Embassy Suites Charlotte-Concord Golf Resort & Spa. Be sure to make plans to join us as we areplanning a full schedule of informative andfun events. The event starts with ouropening Reception on April 9th. We’vealready started planning the fun at theOpening Reception, so plan to join us andcome race with us!April 10th will include golf (on site course)and awards dinner. Those not golfing will have the opportunity to enjoy the manylocal attractions. Guests will enjoy being right next to the Charlotte Motor Speedwayand Z-Max Dragway, as well as being near the Concord Mills Mall with AMC Theatersand IMAX, NASCAR Speedpark, Carolinas Aviation Museum and many otherattractions.On April 11th, informative sessions, including a presentation by Ken Coleman authorand radio host, will be held. Ken is the Host of The Ken Coleman Show weekdays from5-7 pm EST on North Georgia's Newstalk Am 550 WDUN and the author of the book,One Question: Life Changing Answers from Today's Leading Voices. Ken has beencalled a “young Charlie Rose” by legendary Duke Basketball Coach Mike Krzyzewskiand talk radio superstar Dave Ramsey has labeled him "one of the best interviewersin the country." These sessions are looked forward to events by attendees. The networkingthroughout the three days is invaluable. SEFA invites all fastener and fastener relatedcompanies interested to book their rooms to allow time to increase the room block ifneeded.Room rates are $149 inclusive of Manager Reception, Ready to Order Breakfast,Internet and Complimentary Parking. Book your reservations now by either:- Calling the hotel direct @ 704 455 8200 and speaking to reservations department.- Calling 1 800 EMBASSY- Going online to http://www.embassysuitesconcord.com/ and entering the Group/Convention Code: SFA.Be sure to check future E-Newsletters for more details.

Whats Inside…

Welcome New Members .....................2SEFA Board of Directors .......................2President's Letter .....................................3Building Loyal Relationships..................3Member News .......................................4Notes of Thanks .....................................4Fastener FYI ............................................4Health Care............................................5Share Your News Request ....................6Fastener Information Directory .............6Members May Submit Additional E-Mails ...............................7Scholarship Applications Available .....7

www.thesefa.com fall 2013

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Welcome SEFA New MembersThe Southeastern Fastener Association is pleased to welcomenew members:Akro-Mils-Akron, OHKDS Imports-Elgin, ILSoutheast Engineered & Custom Components-Suwanee, GAThe Battan Company-Birmingham, AL

Gather where people meet todo great things.Experience the convenientlocation right in the heart ofthe area’s business andrecreation centers. Guests willenjoy being right next to theCharlotte Motor Speedway andZ-Max Dragway, as well asbeing near the Concord MillsMall with AMC Theaters &IMAX and NASCAR Speedpark.

SEFA 2014Conference:Charlotte–Concord GolfResort & Spa

Board of Directors 2013 – 2014PresidentJonathan HodgesSoutheastern Sales & Associates1st Vice PresidentJoe PittmanAmeriBolt Inc.2nd Vice PresidentCarrie Ann KingEdsco Fasteners Inc.ChairmanTony NelsonBirmingham Fastener Inc.DirectorsSteve GauseCole FastenersMichael MusselwhiteHercules Bolt Co.Don NowakFalcon Metal Corp.Gary ToddVertex DistributionSecretary/TreasurerNancy RichExecutive DirectorNancy Rich

As the Thanksgiving Holiday quicklyapproaches, the SEFA Board ofDirectors would like to wish

our members a very Happy Thanksgiving!

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Building Loyal Relationships in a Disloyal World

Letter from thePresident

Jonathan Hodges/SoutheasternSales and Associates The fall season brings excitement in theform of tailgating with our favoriteteams, cooler weather to break the dogdays of summer, and of course thedazzling fall colors. There also appearsto be much excitement in the businessmarket as well. With the stock marketat record levels and fears of disasterwaning, we appear poised for a greatend to 2013. I have recently spokenwith several manufactures from a widerange of product categories that aredoing well and some are having a hardtime keeping up with demand. Jeffrey Shafer, former undersecretary ofthe Treasury Department and author ofa new report by McGraw Hill FinancialGlobal Institute about the economiccrisis of the last few years said, “Thelevel of fragility in the system has beenreduced.” Also, the leading economicindicators have been mostly positiveand inflation remains in check.With membership help, the associationis maintaining the momentum andexcitement of the last few years; in thepast year alone we have gained 15 newmembers. The program committee hasalmost completed an exciting programfor the 2014 Spring Conference inCharlotte. Please be on the lookout for“Fastener FYI” and informationaltidbits in coming E-news andnewsletters which have been designedand put together by the EducationalCommittee. Let’s have a strong finish to the yeartogether, and I look forward to seeingmany of you in Las Vegas and everyonein Charlotte in 2014!

Relationship selling is the bedrock forsuccessful selling in the new millennium.However, most salespeople conductthemselves as if they were in a quaintNorman Rockwell painting, buildingrelationships on a smile and a firmhandshake, on friendship, on sharedmutual interests, common background,charisma, personality and frequency ofcontact. This quaint, traditional and oldschool way of thinking is archaic andgrossly ineffective.Not enough sales organizations arequestioning if this style of relationshipselling works anymore. Prospects simplydon’t have the time, inclination, thepatience or the freedom fromaccountability to create surface-levelrelationships anymore.Personality sellers too often get caught inthe vanity trap. They put too muchemphasis on their own charm andpersuasiveness. The focus is on them, nottheir prospect. And what do we knowabout prospects and who they rightfullyonly care about? You guessed it…themselves. Salespeople need to leavetheir magnetic charm in the receptionroom. Sellers who rely solely on theirpersonality are limited to sell to otherswith similar personality traits andinterests. True relationship sellers canconnect to anyone because of theuniversal appeal of always putting theemphasis and focus on the other person.Personality sellers generally glorifythemselves and their solutions and lackempathy and flexibility. They also seek tocontrol the prospect. Relationship sellerslet the prospect feel they are in control byempowering them to make informed andeducated decisions independent of thesalesperson’s own agenda. They honorthe prospect. Unwittingly, whatpersonality sellers work so hard toprevent, they actually create. They areultimately perceived as impersonal anduncaring and their strategy to appeal toprospects to like them is quicklybecoming obsolete and irrelevant.Too often salespeople are so intent onpeople liking them, they end up buildingmeaningless long-term relationships withprospects who are at the wrong level,don’t have authority and can’t make “yes”decisions. Their need for approval and toget people to like them supersedes theirdesire to make a sale. What they don’trealize is that one comes to harmony andconnection with others not throughapproval or a need to please, but through

authenticity. You build respect and long-term relationships when you have thecourage to speak the truth and notsugarcoat everything. Prospectsultimately buy from you because theyrespect you. Personality sellers end upbeing the best player in a game that is nolonger being played.Don’t fall in love with your prospect, fallin love with the process of learning theirbusiness and helping them understandtheir priorities and initiatives. You knowyou are too relationship-oriented to afault when you are unwilling to let go ofunqualified prospects with whom youhave a great relationship. One questionyou should always be asking yourself is, ifI invest in this relationship what will bemy potential return? By the way, yourprospects are constantly askingthemselves the same question.Many personality sellers claim they arerelationship sellers when in fact they arejust professional visitors, goodwillambassadors and glorified order takerswho bring no business substance to therelationship. They go only where they arewelcomed and well received, eventuallysocializing on company time and dime.Companies are now waking up to the factthat there is a deficit of true relationshipsellers in the marketplace to recruit andhire. They are slowly coming to therealization that “the natural,” who theysought out and hired in the past, can nolonger bring the necessary prerequisiteskills to successful selling in thisdemanding and challenging newmarketplace. Too many sellers in themarketplace today are simply emptysuits.Relationship selling is a manner ofbuilding a business relationship onthought- provoking and incisivequestions where the prospect formulatesa belief and an understanding that youhave the best solution without you eventelling them what that solution is.Relationship selling is all about trust,confidence and understanding, and sinceso many products have reached qualityparity you can no longer create trust likeyou could in the past with your productor service offering. You aren’t sellingfeatures and benefits, your value or yoursuperior product or service. You arereally selling the advantage of doingbusiness with you. Prospects are reallybuying your advice, counsel and expertisein their industry and understanding oftheir business and their problems. In truecontinued on page 5

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Member News

EFC International Launches RedesignedWebsite-St. Louis, Missouri - August 26,2013. EFC International is pleased toannounce the launch of their newlyredesigned website, www.efc-intl.com,which offers quick and easy access toEFC’s complete range of engineeredcomponents and solutions. Created withthe user experience in mind, the websitehas been designed using the latesttechnology so the site is compatible withtoday’s browsers and mobile devices. Customers, partners, and other visitorswill find what they’re looking for withgreater ease through enhanced searchcapabilities. The design and layout withextensive production information andnew graphics was built to make thesearch and buying experience easy.Customers will benefit from richer, onlinecontent that is easier to navigate throughEFC’s encyclopedia and share with othersthe latest in product innovations andengineered solutions. Douglas Adams, CEO, states “Ourmarketing and technical teams have beenhard at work making back-end and front-end site improvements to provide moreinteractive content and an improved userexperience, and we are very excited tolaunch new features that will serve ourcustomers better and deliver measurableadvantages."In addition to a refreshed design,www.efc-intl.com features include:• Enhanced Encyclopedia, EFC’s exclusiveonline engineering guide• Improved search capabilities• Market segments and features• Engineered solutions available fordownload• Better graphics and product images• Ecommerce product line additions andreduced minimums• Unparalleled product information• Designated distributor sectionThe Northern Wire division of ElginFastener Group (EFG) celebrated its 40thanniversary on Monday, August 26, witha program held at the Merrill, WI plant.Among the attendees were NorthernWire employees and customers; EFGcorporate officers; state and localofficials; and Wisconsin Governor ScottWalker, who recognized the company as“an excellent example of Wisconsin’s

manufacturing strength.” Acquired byEFG in June 2012, Northern Wire beganoperations as a manufacturer of wear-rods for snowmobile skis and has growninto one of the leading, privately heldwire forming companies in the UnitedStates, serving industrial markets rangingfrom lawn and garden, agriculturalmachinery, and recreational vehicles, tolandscaping equipment and construction.Northern Wire also offers machining,cold heading, and welding, in addition tooperating its own plating facility. ContactNorthern Wire at P.O. Box 545, Merrill, WI 54452-0545, online atwww.northernwire.com, by email atinfo@northernwire.com, or by phone at715-536-9551.Falcon Metal Corp. announces theirparticipation in National ManufacturingDay-October 4th with a series of eventthroughout the day including “AmericanMade Movie, Ice Cream Reception tobenefit USO-NC, Hiring our Heroes CareerFair, Lunch and Learn, and more. There isno charge to attend or participate.Anyone employed by, serve or who isinterested in our community'smanufacturing sector is cordially invited!All events will take place at The Employers Association, 3020 WestArrowood Road-Charlotte, NC 28273704-522-8011.For full details visit their website atwww.falconmetal.comSouth Holland Metal Finishing(www.shmf.com) announces thecompletion of their expansion adding120,000# per day capacity in ZincElectroplating, increased capacity in ZincNickel and Cadmium. South Holland’sincreased capacity allows for continuedbetter lead times keeping up withincreased industry demands. In additionto expansion of the plating facility, they have invested in 5 Accu-Vision,automated 3-Camara sorting/packagingunits, to better service customer needs.For further information, contact BrianChristianson at brian@shmf.com.

Notes of Thanks

Dear SEFA,Thank you so much for selecting me as the recipient of the Me WebbScholarship. I look forward to beginningthis next step in my education as I entercollege in the fall. It is an honor to havebeen selected for this scholarship.Sincerely,

Asleigh Pittman

Thank you so much for selecting me forthe $1,000 Gilchrist FoundationScholarship from the SoutheasternFastener Association. I am planning onusing the scholarship money to assistme in attending Florida State University,beginning August 2013.Thank you again for the scholarship. I plan to continue working hard tosucceed at the college level, and thisscholarship will assist me in achievingthat goal.Sincerely,

Matthew Mullane

Fastener FYI

Sharing of Educational InfoThe Philips/Square combination drivewas invented for the purpose ofinstalling screws with a square drive bitwhich has superior driving abilities.The Phillips drive was combined so thatonce out in the field, the screws couldbe uninstalled with a Phillips bit whichwas much more common in themarketplace. The combo drive was notdesigned to be installed with a Phillipsbit as is often thought.Fastener FYI’s are intended to assist those new inthe industry as well as reinforce info the veteransmay not encounter regularly. Fastener FYI is basedon data which the SEFA believes to be reliable andis based on recommended facts per industrystandards.

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The new health care law – called the Affordable Care Act – is changingthe way some Americans will get health coverage. Key changes in2014 that will impact you and your family:You’ll have more ways to get coverage. You have always been able toshop for health plans from an insurance company or insurance agent.But in 2014, there will be a new way to buy health insurance online:health insurance exchanges. Beginning in October, you’ll be able tocompare and enroll in insurance plans available in your area usingan online exchange. You can compare your insurance options basedon price, benefits, quality, and other features that may be importantto you, in plain language that makes sense. And, you may be able toget a new kind of tax credit that lowers your monthly premium.The Medicaid program will be expanded in some states to allow morepeople to qualify for the program.You’ll be required to purchase health insurance if you don’t alreadyhave it – and depending on your income, you may get help paying for it.Right NowKids have more options for insurance Health coverage is available forall kids, even those with medical conditions.Young adults can now stay on their parent’s health plan up to age 26.Most limits to keeping your young adult son or daughter on yourcoverage have been removed, meaning they don’t have to be a full-time student, live with you, be disabled or be a tax dependent.Your insurance has some new features. Prevention now comes withno out-of-pocket costs. Insurance plans will now cover a long list ofpreventive health services for your family, including mammogramsand cholesterol screenings. In most cases you won’t have to pay a co-pay, coinsurance or deductible.There are fewer limits on health care benefits. Your health plan won’tlimit the dollar amount it will pay for coverage of essential healthbenefits within a year or over the lifetime of your plan.Those with Medicare Part D will get a 50 percent discount on name-brand prescription drugs and a 21 percent discount on genericprescription drugs. Over the next few years, those discounts willcontinue to go up, reducing gaps in pharmacy benefits.Down the RoadMost people will be able to get insurance coverage, even someonewith a pre-existing condition. Today, people who have a healthcondition (an illness or pregnancy) or who are at higher than averagerisk of needing medical care may have difficulty getting insurance,may pay more for insurance, or get coverage that excludes theircondition. In 2014, you’ll be able to get insurance that includescoverage of your preexisting health condition without paying morebecause of it.Health plans will include more benefits considered essential to goodhealth. Beginning in 2014, most insurance plans you can choose

Snapshot on the NewHealth Care Law relationship selling, people don’t buy from companies butfrom individuals. Trust shifts from product and companyto the people who are selling.Ironically, prospects will buy inferior products andservice from salespeople they trust more often than theywill buy superior products and services from salespeoplethey don’t trust. Prospects don’t have the time, patienceor inclination to be an expert in every purchase theymake. They rely on salespeople to demonstrate theirexpertise through their understanding of the prospect’sbusiness.Learning your prospect’s business allows you to createvalue. However, you don’t create value with your productor services. Creating value and building a strongrelationship requires you to be neutral and take a non-selling posture. Actual information is lost when we loseobjectivity by emotionally responding (positively ornegatively) about what we are hearing. By being in themoment we honor and empower our prospects. Asdifficult as it may sound, we need to be empty ofexpectations. Building long-term relationships comesfrom first serving and then selling. Most salespeoplemistakenly first sell and then try to serve and build trustthrough their deliverables. So often, they never get to thetrust and serve part because the trust wasn’t establishedinitially.Effective relationship sellers seek to build relationshipsto get annuity business instead of short-termtransactional business. Transactional selling is veryexpensive and raises your cost of sales. Relationshipsellers always have their focus on long-term customerretention and development. Taking a long-termperspective, they are willing to make an investment in therelationship instead of just getting a quick hit or one nightstand. Sustainable relationships happen when bothparties view one another as equals. It is always morefulfilling and fruitful to establish relationships withprospects whom you trust and respect than withsomeone you don’t respect, or you place too muchemphasis solely on them and place them on a highpedestal.Relationship selling, unlike personality selling, willultimately be more fulfilling, will be more profitable long-term and will minimize sales burnout. By creatingenriching experiences and connections throughknowledge-based questions you will learn whichrelationships to pursue and which relationships todeemphasize. Richard Farrell is President ofTangent Knowledge Systems, he isthe author of Selling has Nothing to

do with Selling. He trains and speaksaround the world and has authoredmany articles on his unique non-selling sales posture. EMail: rfarrell@tangentknowledge.com Web: http://www.tangentknowledge.com

Loyal Relationships (con’t)

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Order Your Fastener InformationDirectory Now

Need a Basic Fastener Tool? This directory is a great tool for basics on many facets of the fastener industry.The Fastener Information Directory is Available in Multiple Formats.

Format Cost Quantity TotalPrinted Book: $39.00 x ___________ = ______________Flash drive: $35.00 x ___________ = ______________Order a Bundle (both formats) and deduct 10% discountSub Total ______________Shipping charge per order $7.50

Total Due ______________Company _______________________________________________________________________________Contact _________________________________________________________________________________Address _________________________________________________________________________________City, State, Zip __________________________________________________________________________Phone:__________________________________ Fax:___________________________________________Check Enclosed ___________________ Bill credit card: MC n Visa n AmerExp nCard No. _________________________________________________________________________________Exp. Date ______________________ Signature _____________________________________________Please make checks payable to: Southeastern Fastener AssociationP. O. Box 473, Lake Zurich, IL 60047Fax 847-516-6728 E-Mail: sefa@thesefa.com

Linked inJoin the SEFA Linkedin group,so we can discuss upcoming

conference, educationprograms etc.!

Share YourNews-RequestInfoMembers, be sure to submit your newsof promotions, new products lines,hires, locations etc. so we can be sure topass it on to your fellow SEFA members.Send your news to sefa@thesefa.comand we’ll be sure the word gets out!! Is there a subject you’d like to learnmore about? Send your requests tosefa@thesefa.com and we’ll tap into ourresources to present information to the membership via a newsletter ore-letter. Have thoughts for upcoming springmeeting? Would you like to see SEFAadd a new program? Drop a note toNancy at sefa@thesefa.com and we’llbe happy to explore your ideas!

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Health Care (con’t)from—whether you buy on an exchange, use an agent or go directly to the insurancecompany of your choice – will include many benefits that are meant to make sure basichealth concerns are covered. The new law defines these as essential health benefits.Essential health benefits include such things as:• Emergency services• Hospitalization• Maternity and newborn care• Mental health/substance abuse• Prescription drugs• Rehabilitative services and devices• Laboratory services• Preventive/wellness services & chronic disease managementThe information provided in this article is based on current information, should not be considered comprehensiveand should not be relied upon for benefit decisions. It should not be considered legal or tax advice. Provided bya Division of Health Care Service Corporation, a Mutual Legal Reserve Company, an Independent Licensee of theBlue Cross and Blue Shield Association.

Members MaySubmit AdditionalE-MailsIf you have additional personnel,besides the primary SEFA contact,whom you’d like to receive our E-Newsletters, please submit them tosefa@thesefa.com. We want to besure to reach all who are interested in SEFA News.

ScholarshipApplicationAvailable OnlineDeadline-March 1, 2014This year, due to the generosity of ourmembers, the SEFA was able to award$3,000 in scholarships in addition tothe Annual Gilchrest FoundationScholarship. Funds for this programare received through membershipdonations and our conferenceproceeds. All donations are appreciated andwelcome at any time. To submit adonation, checks may be mailed toSEFA P.O. Box 473, Lake Zurich, IL60047- please note scholarshipdonation.Eligible applicants are employees ofany member company, as well asspouses and children of employees.For rules or to apply, downloadapplication at www.thesefa.comunder Scholarship.

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