Cutting Edge Products Fall 2018

The QUIKRETE® app provides product searches, how-to videos, and a handy
product quantity calculator to help make you and your sales staff more
knowledgeable in just a few clicks. Download it today or visit quikrete.com
to learn more.

FOR MORE INFORMATION CIRCLE 112

PRODUCT SPOTLIGHT

HOUSEWARES & CONSUMABLES

THE ORIGINAL FLOOR MULTI-PURPOSE ADHESIVE
SLIDERS
Simple Bond is a nontoxic, all-purpose adhesive that forms
Protects floors and strong, flexible and water-resistant bonds between nonporous
makes chores and porous materials. It dries clear and can be used for the
like painting or home, crafts and furniture repairs. Simple Bond becomes
cleaning a breeze! tacky within minutes and is fully cured within one hour.
Introduced in 1992,
Magic Sliders are the LHB INDUSTRIES
original discs utilizing 800-552-8252 OR TEARMENDER.COM
a proprietary high-tech FOR MORE INFORMATION CIRCLE 171
polymer coating that all
but eliminates friction. They
easily move heavy objects
with ease. Can be used to
move armoires, appliances,
entertainment centers, chairs, beds, and more. Magic Sliders
are available in a variety of shapes and sizes and can be used
to easily move objects up to 3,200 lbs. over any tile-covered
or carpeted surface.

MAGIC SLIDERS
WWW.MAGICSLIDERS.COM
FOR MORE INFORMATION CIRCLE 170

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ECO-FRIENDLY CLEANER MOISTURE ABSORBER

CleanSmart Daily Surface Cleaner is a product designed for New DampRid MEGA Moisture Absorber attracts and traps
messes in the kitchen and bathroom. The spray is dedicated excess moisture to eliminate musty odors and prevent
to killing germs while reducing the harmful chemicals in moisture damage. The 5-lb. size only needs maintenance
households. The CleanSmart Disinfectant Spray provides twice a year. Use it to winterize vacation homes, boats, RV’s,
quick disinfecting on the go. With smart science and simple in basements and crawl spaces, or anywhere moisture is a
ingredients, CleanSmart products kill organisms like E. coli, problem. The Mega container is essential for flood response
salmonella, RSV, influenza and strep without the use of due to its absorption capacity.
bleach or alcohol.
DAMPRID
SIMPLE SCIENCE WWW.DAMPRID.COM
612-367-4540 OR CLEANSMARTHOME.COM FOR MORE INFORMATION CIRCLE 173
FOR MORE INFORMATION CIRCLE 172

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PRODUCT SPOTLIGHT VENOM PTFE THRED-TAPE

PLUMBING & ELECTRICAL New Venom PTFE Thred-Tape is the
largest PTFE tape roll on the market
NEW at 1,500” long and 2x thicker than
PIVOT PANEL the competition. Its made with 99.9%
& WEDGE pure, virgin PTFE and is safe for use
BOX SAVE on potable water, food applications,
ELECTRICIANS and on oxygen systems. Venom PTFE-
TIME & MONEY Thred Tape is UL Listed and contains no
contaminating dyes, colors, or pigments. Available in 10 or 36
Load Center, LLC piece quantity counter displays. Introductory offer available.
has invented the Inquire for details.
Pivot Panel which
allows the electrician to install a box in the wall in 4-7 FEDERAL PROCESS CORPORATION
minutes with no stress, struggling or damage. This 3-piece 800-846-7325 OR VENOMSEALANT.COM
Pivot Panel will end up being used as a remodel box and FOR MORE INFORMATION CIRCLE 175
in new construction. Another key design, the Wedge Box,
allows the electrician to snap wires into a holding clip PERFECT-FIT TANK LEVERS
and a wedge is inserted to hold the wires in place. Load
Center, LLC expects to license several different designs to These new Fluidmaster® Perfect Fit™ Toilet Tank
load center manufacturers. Levers are easy-to-install, reliable, and designed
LOAD CENTER, LLC to seamlessly integrate into bathroom décor.
785-564-0348 OR [email protected] This line of products simplifies one of the most
FOR MORE INFORMATION CIRCLE 174 important tasks in the home – flushing the toilet.
Perfect Fit levers are simple, yet innovative, and
can adjust to almost any toilet tank with a front,
side, angle or right mounted hole. The new
products feature multiple finishes such as sleek
brushed nickel, chrome, and classic white.

FLUIDMASTER
949-728-2000 OR FLUIDMASTER.COM
FOR MORE INFORMATION CIRCLE 176

Engage™ with

A handshower
that’s a snap to use.

The innovative magnetic docking system
allows the handshower to be easily
released and snapped back into place.

For more information, contact EA Langenfeld at 800-621-7337.
moen.com/magnetix

Available at:

Vendor # 68740 Vendor # 6312 Vendor # 6645 Vendor # 87718 ©2016 Moen Incorporated. All rights reserved.

54 CUTTINGEDGE Products Fall 2018 FOR MORE INFORMATION CIRCLE 131

THE RIGHT PARTS.
THE RIGHT PRODUCT.
THE RIGHT CHOICE.

FLUIDMASTER® PRO SERIES PRODUCTS

“We have never had a failure with
Fluidmaster products. Check out this line
and you too will switch to Fluidmaster – which
are safer to install, saving money and time, and
you will have a better overall experience.“

“I really believe in these products…
always have.”

David Ortiz, Owner of Ortiz Plumbing

FLUIDMASTERPRO.COM

FOR MORE INFORMATION CIRCLE 134

PRODUCT SPOTLIGHT

PLUMBING & ELECTRICAL

GARBAGE DISPOSALS VENOM PIPE THREAD
SEALANT
From innovative faucets to kitchen sinks, you can depend
on Moen’s thoughtful designs. You can expect the same New Venom Pipe Thread
performance under the sink with our portfolio of garbage Sealant is white, soft-setting,
disposals. Built for superior performance, they feature a non-toxic, PTFE paste
VORTEX permanent magnet motor to finely grind food waste sealant made in USA. With
and help reduce jamming. The pre-installed power cord higher temperature/pressure
and Universal Xpress Mount system simplify installation. ranges than the competition,
Professional home replacement service is included in each Venom remains brushable
model’s limited in-home warranty, guaranteeing help is there to -50° F. Its lower solvent
when you need it. content means low odor.
MOEN Use on pipe threads, pump
800-289-6636 OR MOEN.COM assemblies, joints, fittings
FOR MORE INFORMATION CIRCLE 177 and more. Available in cases
or counter displays (¼ pint,
CHROME TOP SINKSHROOM ½ pint and 1 pint). CSA, NSF
and UL approved. Introductory
Designed to prevent hair and other debris from clogging your offer available. Inquire for details.
bathroom sink drain, SinkShroom fits into standard 1.25”
drains. No longer will you need to worry about dirty standing FEDERAL PROCESS CORPORATION
water piling up as you brush your teeth – SinkShroom 800-846-7325 OR VENOMSEALANT.COM
ensures drains remain open for water to continuously flow. FOR MORE INFORMATION CIRCLE 179
SinkShroom is available in 6 colors along with a new Chrome
Top version that seamlessly blends into existing hardware. TOILET TANK REPAIR
JUKA INNOVATIONS CORPORATION KIT FOR PLUMBERS
630-393-0986 OR TUBSHROOM.COM
FOR MORE INFORMATION CIRCLE 178 Fluidmaster introduces
the PRO45K – the
complete kit for a total
overhaul of toilet tank
components. Created for
the professional plumber,
the PRO45K includes a
PRO45 fill valve, 2” flush
valve, flexible flapper,
solid brass bolts, stainless
steel washers, gasket
and a PRO61 tank lever.
Fluidmaster’s PRO45 fill
valve is quiet and powerful
and is engineered for
reliability and durability.
The entire kit contains all
necessary components
for a quick installation
and eliminates the hassle
of needing to purchase additional parts. Plumbers are able
to replace outdated, inefficient, and noisy fill valves with one
complete Fluidmaster Pro Series kit.Designed specifically for
the plumbing trade, plumbers can confidently know that their
customers will not find the same kit in local big box stores.
The PRO45K is code approved and features quality, durable
components that fix and upgrade their customer’s toilet,
making it quiet and efficient.

FLUIDMASTER
949-728-2207 OR WWW.FLUIDMASTER.COM
FOR MORE INFORMATION CIRCLE 180

56 CUTTINGEDGE Products Fall 2018

SPOTLIGHT

ON BUSINESS

Doesn’t Happen Only to the Other Guy:

Why YOU Too Must Be “Inbound”
(and Six Steps for Making the Shift)

Are you still running your business like it’s 1989? Most
leaders know (in theory) that buying and selling have
changed forever, yet their own mindset and corporate
structure are decades out of date. The authors of the new
book Inbound Organization offer six steps to help you start

adapting to your customers’ new reality.

Everybody wants to grow but nobody wants to change. and subjecting them to other poor service practices,” he
It’s as true for companies as it is for people. Despite the adds. “They’re still treating employees badly—apparently
fact that customers have changed everything about the blind to the fact that this poisons the customer experience.
way they buy—and have an endless array of sellers at It’s as though they’ve missed the last couple of decades.”
their fingertips—too many organizations treat them like all
parties are in a (pre-Internet) time warp. This is not just Pre-Internet, sellers controlled the information buyers
short-sighted; it’s self-destructive. And it points to a massive needed to make a decision. Buyers had to rely completely
collective blind spot that keeps leaders from seeing the on what sellers said about their products to evaluate their
disruptive forces flying up behind them. options. Now the balance of power has shifted. Customers
just go online, do research, and compare your product (and its
“In a world where buyers now hold all the power, it price) to the products (and prices) of your competitors. And if
makes no sense for companies to behave as though they still they have a bad experience, an hour later the story is on Yelp.
do,” says Dan Tyre, coauthor along with Todd Hockenberry
of Inbound Organization: How to Build and Strengthen Your We all know this, of course. In theory. But for many
Company’s Future Using Inbound Principles (Wiley, 2018, companies, this knowledge hasn’t affected how they reach
ISBN: 978-1-119-48245-1, $25.00). “Yet so many continue to and interact with their customers. Perhaps these companies
talk to customers the old, interruptive way. underestimate how much has changed, or they believe they
are somehow an exception.
“They’’’re still spamming customers with emails and
unwanted calls, putting them through voicemail purgatory, The point is clear: The old “outbound” approach
will not—cannot—serve you long-term. You must fix

Fall 2018 CUTTINGEDGE Products 57

IN THE U.S. By a factor of 3 to 1, B2B buyers say

97% of consumers now that gathering information online on
their own is superior to interacting with
use online media when
researching products and a sales representative.
services in their local market.
59% of B2B buyers explicitly
93% of all B2B
indicate that they do not
purchases start with an want to interact with a sales
Internet search. representative as their primary

source of research.

84% of buyers engage in 74% of sales go to

online information consumption the first company that
and education. was helpful.

any misalignment between buyer expectations and 1 ASSESS YOUR CURRENT CAPABILITIES AND BUILD
your own corporate structure, mindset, and the culture YOUR MSPOT. The book provides an assessment to
you’re creating. You must deliberately build an inbound help you quickly identify strengths and
organization—one that has the people, culture, and weaknesses inside your organization in relation
strategies in place to succeed in the age of buyer control.
You must build strong relationships with employees, to Inbound Principles. After you’ve taken it,
prospects, buyers, and partners and intentionally design
a personalized experience to help customers reach their you’ll be ready to start addressing gaps and areas for
goals.
improvement. One tool that works well is an MSPOT. This
“Once you’ve changed the way you think, and everyone
understands their new role, you’ll experience a massive shift format defines the mission, strategy, plays, omissions, and
in your culture,” says Hockenberry. “It will manifest in every
aspect of your customer interaction. Your new inbound performance targets in one chart so leaders can structure
approach will be expressed everywhere—in the content
on your website, in how your sales team interacts with and distribute it throughout the organization.
prospects, and in how your service people connect with
customers. “ “HubSpot developed this format as a simple way to take

You’ll know you’ve delivered a great customer experience complex organizational, operational, and financial goals and
when their reviews, comments, shares, and user-generated
content show that you have. Delighted customers share make them accessible to everyone,” says Tyre. “When you’re
their stories. So do not-so-delighted customers. It’s these
stories that drive customers to buy—or not. Your success is asking people to make a huge change, you absolutely must
determined not by what you say your brand is, but by what
others say their experience with your brand was. reduce uncertainty, deliver clarity, and drive alignment. The

So how do you become inbound? It all starts with a mind MSPOT helps you do that.”
shift on the part of your leadership team. You must follow
these six steps: 2 GET CLEAR ON YOUR MISSION. Don’t skimp on this
step. It’s vital. While many companies have
vague, generic, or buzzword-ridden missions,
inbound organizations are very clear on the why

of their business. A clear and inspiring mission

does two things, says Hockenberry. One, it helps recruit the

right employees who have the proper values, attitudes, and

interest in working toward that purpose. And two, it helps

buyers decide to choose you out of the endless options they

could choose instead.

58 CUTTINGEDGE Products Fall 2018

“A modern buyer values a relationship with a company that data they need to be successful. It binds everyone together
shares her values, without sacrificing any quality or utility,” he to function as one unit in pursuit of the organization’s
says. “Buyers increasingly look to buy from companies that mission.
match their personal beliefs and that contribute to a mission
that lines up with those beliefs. Millennials say they are 60 An inbound operating system serves as an early warning
percent more likely to buy from socially conscious companies.” system for potential problems or bottlenecks. When teams
are meeting their goals, leaders don’t need to spend much
3 BUILD A CULTURE THAT REFLECTS INBOUND VALUES. time inspecting their progress. The operating system
Culture influences all business functions from the identifies potential issues, so leaders can get a pulse on how
first touch, through customer acquisition to teams are progressing and help keep them in alignment with
customer service, and impacts buyers’ the organizational mission and strategies.

expectations and goals. As the connected world “An inbound operating system is unique to each business,
but there are a few consistent components,” explains
evolves, culture has taken on a more important role, because Hockenberry. “These include open communication tools,
employee feedback mechanisms, regularly scheduled and
a quality culture creates employee loyalty and loyal structured interactions, a culture code, and a regular review
of the mission and goals.”
employees generate more value for customers. In their

research, the authors identified seven key attributes that are

critical to creating an inbound culture:

1. Trust, Transparency, and 5. Good Judgment 6 FIND INBOUND PEOPLE. As companies grow, culture
changes. Hiring people who naturally embody
Accountability 6. Inbound Operating System and your core values makes it easy to continue to
scale. It is a challenge to retrain experienced
2. Putting People First Culture Code

3. Teams and Teamwork 7. Inbound People

4. Inbound Decision Making workers if they don’t naturally embrace the

“A negative company culture can be expensive, inefficient, company’s values. You don’t want to find people who fit the

and hard to mask from the outside world,” says Tyre. culture; you want to find people who add to it. And this

“To practice inbound with your clients, you need to doesn’t happen quickly. If creating an inbound culture is a

build an inbound culture. An inbound culture creates an priority, recruiting is the single biggest time investment

extraordinary employee experience.” required to build it.

“Smart companies share their inbound culture as the

4 ADOPT INBOUND DECISION MAKING. Inbound most important attribute of the job responsibilities,” notes
organizations solve problems with an emphasis
on enterprise value (EV), which means acting in Tyre. “They tout a culture that supports the opportunity
the best interest of the company as a whole and
for meaningful work, a positive environment, open

communications, individual and team growth, and

accepting decisions that help the company opportunities to develop and advance. They also build a

mission, even if it makes your job harder. EV means solving process to attract, engage, and hire top candidates and

for the long-term success of the organization so it delivers promote their inbound culture as a prime attraction,

value to customers. The authors offer the following example: sometimes years before someone becomes an active

Let’s say you are a direct sales rep working on a target candidate in the recruiting funnel.”

account and you are forecasting a deal close date by the end of Of course these six steps only scratch the surface of what

the quarter. In the final weeks before signing the contract, the it means to be an inbound organization. But they do create

prospect decides that they would like to have a partner do some the foundation that allows the rest of it to happen.

of the services associated with the installation. As the partner “The companies that recognize and adopt inbound will

gets involved in the deal, they realize that it is in the prospect’s be able to deliver amazing customer experiences,” says

best interest to delay the sale. Solving for EV means that the Hockenberry. “These companies will create differentiation, in

direct rep works with the partner in the best interest of the some cases an insurmountable advantage, and establish first

customer, which is in the best interest of the company. Even if it mover advantage in many, if not all, industries and market

took the salesperson longer to close the deal and she made less segments. The organizations that understand these ideas now

commission, she does it because that decision solves for EV. have the best chance to be the winners in the future.”

5 CREATE AN INBOUND OPERATING SYSTEM. An ABOUT THE AUTHORS:
inbound operating system provides tools to Dan Tyre and Todd Hockenberry are coauthors of Inbound Organization:
support non-hierarchical communication, How to Build and Strengthen Your Company’s Future Using Inbound
provides employee feedback, and gives teams the Principles (Wiley, 2018, ISBN: 978-1-119-48245-1, $25.00).

Fall 2018 CUTTINGEDGE Products 59

SPOTLIGHT

ON BUSINESS

FOUR FACTORS TO

MOTIVATE

YOUR EMPLOYEES DAILY

W hile a healthy paycheck contributes to deeper connection for employees to their work, their
employee satisfaction, money won’t keep coworkers, or to the mission and vision of the organization.
the best employees if other more important
CREATE CHALLENGING WORK. High performers – those
aspects of their employment are not met, according to one upon whom great companies are built – thrive
in a workplace ecosystem that includes positive
of the nation’s principal authorities on leadership science. challenge. “Leaders need to realize the benefit isn’t
simply from the challenge – it is in the recognition
“If the workplace environment doesn’t fit with the and celebration that comes with successfully crossing the
finish line,” Rheem says. “The key point is for leaders to
conditions where the brain can thrive, they probably won’t set goals that are within reach, and to recognize the victory
before rushing into the next challenge.”
hold on to their best employees for long,” says Don Rheem,
GIVE EMPLOYEES AUTHORITY TO INNOVATE & TAKE RISKS.
author of Thrive By Design: The Neuroscience that Drives A hierarchical workplace predicated on fear and
distrust stifles innovation and focuses employees
High-Performance Cultures and CEO of E3 Solutions on daily job survival rather than on performance
excellence. A workplace grounded in trust and
(www.e3solutions.com). “Money satisfies, but it has very employee empowerment, however, sets the stage for
individuals to take risks and make mistakes without the fear
little impact on daily behavior. Far more impactful are of a punitive response. Innovation and risk-taking may not
motivate every employee, but the sense that management
things that money can’t buy; things a responsive employer respects and has confidence in employees supports a
healthier culture where high performers love to stretch and
should be providing every day.” challenge themselves.
“Employers who support these workplace conditions will
Rheem says companies that follow his science-based give employees more reasons to feel wanted, trusted, and
supported,” Rheem says. “This, in turn, will positively impact
approach show a 30% increase in engagement in just one employee engagement, retention, and company morale.”

year and a 75% increase in high-performing staff in just 4 ABOUT DON RHEEM
Don Rheem, one of the nation’s principle authorities on leadership
years. He suggests four places where employers and leaders science, uses empirically validated research to consult with leaders
at all levels within an organization. He is a former science advisor to
in a company should focus their efforts: Congress and the Secretary of the U.S. Department of Health and
Human Services.
ENCOURAGE TRUSTED RELATIONSHIPS. Employees thrive
in a work culture that promotes trust and caring for
each other, just as early humans learned that survival
in a dangerous world was far more likely in clan or
tribe than it was in isolation. “Since today most people
spend a majority of their waking hours at work, employers
that promote a pro-social workplace can reap hardwired
metabolic benefits,” Rheem says. “This will outpace pay for
performance and other monetary rewards in the long run.”

HELP EMPLOYEES FIND MEANING & PURPOSE. In the past,
the security of a job was enough to make employees
show up for work every day. But today, it is not
unusual for an employee to change jobs many times
during a career. If an employer wants to maintain
higher retention levels, they should strive to provide a

60 CUTTINGEDGE Products Fall 2018

WHOLESALE EVENTS

2018 CALENDAR Bostwick-Braun Fall NOVEMBER
Dealer Market, September
AUGUST 20-22, 2018; Toledo, OH North American Wholesale
Lumber Association
Ace Hardware Fall Blish-Mize Fall Market, Traders Market, November
Convention, August 16-18, September 21-22, 2018; 7-9, 2018; Chicago, IL
2018; Chicago, IL Overland Park, KS
Distribution America/PRO
Orgill Fall Market, August True Value Fall Reunion, Group Executive Planning
23-25, 2018; Las Vegas, NV. September 28-30, 2018; Conference, November
Denver, CO 14-16, 2018; Tucson, AZ
SEPTEMBER
OCTOBER
The Hardware
Conference, September Wallace Hardware
7-9, 2018; Marco Island, FL. Company, Inc. Fall Dealer
Market, October 10-12,
Horizon Distribution, Inc. 2018; Pigeon Forge, TN.
HDI Annual Conference
& Trade Show EXPO, Do it Best Corp. Fall
September 7-9, 2018; Market, October 12-15,
Yakima, WA. 2018; Indianapolis, IN

Jensen Marketplace 2018, Taiwan Hardware Show,
September 13-14, 2018, October 17-19, 2018;
Portland OR. Taichung, Taiwan

Monroe Hardware Fall House-Hasson Hardware
Market, September 14-16, Fall Dealer Market,
2018; Myrtle Beach, SC October 25-27, 2018;
Sevierville, TN
HDW Fall Market,
September 14-16, 2018; STAFDA Convention,
Shreveport, LA October 28-30, 2018;
Phoenix, AZ
Home Hardware Fall
Market, September 15-18,
2018; St. Jacobs, Ontario

2019 SPRING CALENDAR

JANUARY FEBRUARY MAY

Atlanta International Orgill Spring Market, National Hardware
Gift & Home Furnishings February 21-23, 2019; Show, May 8-10, Las
Market, January 8-15, 2019, Vegas Convention Center,
Orange County Convention Las Vegas, NV
AmericaMart, Atlanta, GA
Center, Orlando, FL Do it Best Corp. Spring
Market, May 17-20, 2019;
United Hardware Spring True Value Spring Indiana Convention Center,
Buying Market, January Reunion, February 21-24, Indianapolis, IN
11-13, 2019; Minneapolis 2019; Kay Bailey Hutchison
Convention Center, Convention Center,
Minneapolis, MN Dallas, TX

MARCH

Ace Hardware Corp.
Spring Convention, March
26-28, 2019; Orange County

Convention Center,

Orlando, FL

Fall 2018 CUTTINGEDGE Products 61

ADVERTISERS’

INDEX

Advertiser Page # Inquiry # Advertiser Page # Inquiry #
Brave / Great Northern Equipment 25 114 LightHouse for the Blind 52–53 129, 130
California Air Tools 46 127 MOEN
Cofair Products, Inc. 49 110 Motorola 54 131
Core Distribution / X-tend+Climb 125 Mr.LongArm, Inc. 43, 47 126, 128
DAP 40–41 132 O’Berry Enterprises, Inc.
Dosko / Great Northen Equipment 63 115 Old Masters  2 101
Federal Process Corp. 25 103 Pavestone 48 109
Fluidmaster 4 134 Quikrete 34–35 121
Griller’s Gold 55 104 Red Devil 50 111
Iron Clad 6–7 119 Sloggers 51 112
Iron Oak / Great Northen Equipment 29 116 Spindigger / US Post 37 124
JRCO / Great Northen Equipment 25 117 Sterling International / Rescue 8–9 105
K-CO Products 25 106 Stihl 23 113
Kellogg’s 13 108 Sunnyside Corp. 31 120
Keystone / Redbrand 21 133 TJM Innovations 27 118
Kwik-Hang 64 122 Watcher Total Protection 38–39 123
45 16–17 107
3 102

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