At ISA 25, I had the opportunity to meet with a number of Industrial leaders involved in ISA programs. I was struck by the enthusiasm from members of the Industrial Supply Association’s Emerging Leaders Channel Certification Program (ELCC) and thought it would be great to start interviewing channel leaders involved in the program.
Kayla Jane McLaughlin from Surpless, Dunn & Co. a leading industrial manufacturer representative firm was kind enough to answer some questions and grant some insight about what she is taking away from ELCC.
I wanted to share some background on Surpless, Dunn & Co. which was founded in 1889 and is based in Wood Dale, IL in suburban Chicagoland. They for the past 136 years (that is some impressive tenure) have been serving the industrial market as a leading manufacturer rep firm. Their primary coverage area is the traditional 13 midwestern states, Arkansas, Kentucky, Tennessee and Western Pennsylvania. Those 16 plus states are home to a very large industrial base.
Kayla Jane McLaughlin shared her answers as follows:
Q1. How has the ELCC program helped you become a better industrial channel leader?
Working in this industry is just as much a full-time job as it is for the next guy – which means finding time for further education is a challenge in and of itself – but finding specific industry education is near impossible. ELCC provided a foundation that was very doable for a full-time role, served immense value through all engagement, yet still allowed for an individual approach that worked for all members of the industry (manufacturer rep, manufacturer, distributor, and ISA partners).
Although the content is important, there’s value simply in being around industry people – whether that be the book club or at Fall Summit or in the course. Catching up with fellow manufacturers or distributors means you’re hearing stories about what is going on in the industry from their point-of-view. You also hearing how they solve specific challenges, or maybe someone is filling you in with news that you didn’t previously know – that affects your business.
Q2. How has ELCC helped your relationships with your channel partners?
Let’s not deny that it’s OK to have fun, it’s OK to have friends in the industry, and it’s OK to become close friends with these people. Human connection is a necessary part of life, and what a great opportunity to continue to develop social circles through work instead of “outside of work.”
Creating and growing friendships through the time spent in ELCC results in a happier employer that wants to stay in the industry longer – and you can’t put a price on investing in employees’ happiness.
Now on a more professional note – There’s something about “any two people on Earth are six or fewer social connections apart.” During ELCC, you create the type of both personal and professional relationship, where you’re comfortable reaching out for an introduction to someone else, or negotiating, or looking for a solution to a problem. There’s much less cold-calling. It’s easier to start a conversation with a starting point such as ELCC. You are immediately better-connected to understands the needs the distributors, manufacturers, services, and end users, that your business depends on. When one distributor wins, distribution wins. When one manufacturer wins, manufacturing wins. I believe strong connections create more wins.
Key Takeaways
I found this interview enlightening as it affirms that the human connection foundation the industrial channel business was founded on back when Surpless, Dunn & Co. first started in 1889…still matters. Kayla’s comments on the human connection aspect of the ELCC program is crucial in my opinion. Those relationships still matter in this business….and professional development is an ongoing journey.
Programs like the ISA ELCC Program give small and large industrial companies the opportunity to learn ideas outside their own company echo chamber, and it helps with associate growth and helping you keep talented associates.
As always, we appreciate your comments and feedback. jgunderson@channelmkt.com
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