Mobile distributors find training, tool deals and celebration at MEDCO 2018

Every day MEDCO helps its customers compete in an industry that is continually changing. They take this responsibility seriously. That’s one of the reasons why the organization continues to find ways to add value for its customers by way of smart business analytics, face-to-face collaboration, and innovative promotions. These solutions are helping their customers to succeed as the tool industry evolves. And, many of those customers were on hand for the MEDCO/ACE TOOL/G2S Customer Show.

The seventh annual MEDCO Customer Show took place Thursday, September 20 through Saturday, September 22 at the Pennsylvania Convention Center in Philadelphia.

A major annual event that hosted hundreds of customers and that grew by more than 40 percent from the previous year, according to the MEDCO team, the PBE/Tool and Equipment distributor demonstrated their commitment to training and clinics -- in addition to new products -- at the show. Well-attended MEDCO University training sessions throughout the morning on Friday and Saturday featured topics ranging from pre-post scanning and ADAS in today’s body shops, to diagnostic opportunities for growth, advancements in affordable lifting equipment, the next generation of cordless impacts, the pros and cons of lithium versus sealed lead acid chargers and more. And, the 140 vendors and the hundreds of new products on the show floor gave customers plenty of reason to walk the full show.

“There is no question that diagnostics is key across all channels,” says Keim. This year’s show highlighted that, with new-to-market apps for mechanical end-users and heavy duty end-users, as well as collision offerings such as pre- and post-scan and ADAS solutions.

Other trending solutions represented in training and at vendor booths included new battery technology, cordless tools, and hand and specialty tools.

“We’re big believers in keeping current with industry trends and we regularly get feedback from our customers in every segment of the business so that we can align industry trends with training needs and market opportunities,” says Keim. “The goals for this show were to energize customers, suppliers and the organization around those business opportunities where they can make an impact. We want to educate on how to be effective, and we continue to gain significant feedback from customers on where we can help find solutions to their business efforts.”

Keim says the show continues to serve as a gathering place for a close-knit community, a place where customers and key suppliers alike can meet, face to face, and build out new plans and ideas. “While this show represents an opportunity for our organization to spend time with our customers, I like seeing those customers actually spending some quality time with the suppliers as well,” he says. “On a number of levels, our customers, suppliers and staff look forward to this show as an opportunity to re-connect on both a business and personal level, which creates a great vibe and experience.”

As an organization, Keim notes that MEDCO continues to benefit from becoming part of Essendant four years ago. “Since we combined … we’ve been able to tap into improved processes, and to leverage the expertise of a much larger organization around things like logistics and analytics. This has given us the ability to think about our business in new ways, and to add even greater value to customers.”

One example of this capability can be seen in the customer analytics dashboard which was launched in May, and which gives the sales force insight into trends and allows them to provide recommendations that help customers best capitalize on opportunities. The sales force can review trends with customers, can analyze a business within a specific channel, or provide insights into a specific product category.

Shortly after the Essendant acquisition, MEDCO merged with Nestor Sales (Ace Tool), which helped to expand their distributor footprint as well as broaden their talent base. Keim says they are now in a unique position where they continue to add to their team and resources, and are able to do so with a level of talent and specialized knowledge that helps customers.

Always thinking about new ways to better serve its customer base, MEDCO redeveloped its cataloging strategy about nine months ago, moving away from tabloid-size quarterly flyers into segment-focused 324-page quarterly catalogs that cover the U.S. and Canada. The new catalogs are tailored to each of the company’s customer segments -- Express Lane for mobile distributors, AutoSource for parts stores and all customers involved in the collision repair business, and Heavy Duty Plus to satisfy heavy duty tool and equipment needs. The team also launched Body Tech, a quarterly tools/equipment and consumables publication targeted to collision repair, and continues to offer its Pro Tech publication that delivers new products, promotions and seasonal offerings to mobile tool dealers. According to Keim, these new publications are translating into significant sales increases across all segments.

This year marks the organization’s largest show to date, according to Keim, who notes attendance was up over 40 percent from last year, and attracted many first-time attendees. He attributes this to a continued commitment to inside and outside sales, to outstanding promotional opportunities, and to the relationships that are built with customers and vendors at every level of the organization.

Vice President of Sales Mike Muenzer weighed in on the sales team approach and on the relationships that the sales organization has with customers. “We know our customers very well and we continually gain feedback from them on opportunities they are seeking,” Muenzer says. He adds, “That, combined with our own knowledge of the industry and with our fingers on the pulse of its evolution, allows us to provide exclusive monthly promotions and the most important products and solutions to our customers. These are just some of the things that allow MEDCO customers to have a competitive edge and stay relevant in an increasingly online world.”

Muenzer also commented on the importance of training as vehicles and technologies continue to evolve. “While we always make sure that we provide training at the show, we extend that training philosophy into the day-to-day operations as well,” says Muenzer. He adds, “We provide field training opportunities with our customers, suppliers and sales teams, and even provide a hotline so that specific training can be requested.”

Unique in that the company services both the mobile tool business and the collision/repair business, Keim points out that the broader focus allows MEDCO to satisfy an ever-changing industry and help customers to grow their business. “With our expertise in tools and equipment, as well as collision repair,

we can give customers the opportunity to approach new end users and generate new sales,” Keim says. “Nobody brings the kind of perspective to the mobile business the way that we do, and nobody knows how to better focus on products that have meaning for our customers and their customers.”

MEDCO closed the event with a celebratory party in the Grand Ballroom of the Marriott Philadelphia Downtown that was attended by over 1,000 customers, staff and suppliers. A live 10-piece band had the crowd on their feet for nearly five hours.

Next year MEDCO is moving the Show from Philadelphia to Tampa. The MEDCO/ACE TOOL/G2S Customer Appreciation Show 2019 will be held October 11 and 12 at the Tampa Convention Center.