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ISD is THE professional network for world class sealing technology Distributors and Manufacturers, dedicated to significantly improving member performance by sharing best practices, ideas, technologies and knowledge in a social and interactive environment.

Super Bowl, Chinese New Year, and Mardi Gras all back-to-back this week – I hope at least one of these is taking your mind off the oil and gas market and/or the national election process!  The ISD office has lots of positive things for you to focus on instead – browse through these updates and if nothing catches your eye, let us know because if that’s the case, we’re obviously missing the boat!

In this issue:

Spring Tech event update

(there’s still time to register!) April 4-5, Clearwater, FL

We are continuing to add GREAT sessions to the Spring Tech event hosted by Hercules.  Here’s a quick run-down and we expect to add even more: Analyzing Seal Failures (Hercules), Rubber 101 (Precision Associates), Decoding Rubber Classifications and Certifications (Precision Associates), Ducting & Elastomeric Expansion Joints (Holz), Dynamic Sealing (Eclipse Engineering), Common Problems Affecting Mechanical Seal Performance (SEPCO), Radial Shaft Seal Basics (ESP), Packing (SEPCO), The Extrusion Process (Elastoproxy), Transforming an Extruded Profile into a Gasket (Elastoproxy), and more to come… This is a great opportunity to spend time with the experts, be exposed to lots of different sealing technologies – AND spend time networking with your peers.  Sessions will run all day Monday (9:00am – 5:00pm), and Tuesday morning until noon, ending in time for those who are attending both this and the GFA Expo in Orlando to drive over to that event, which begins Tuesday evening. Tuition: $245 per person; $195 for additional attendees from the same company.  Includes all sessions, lunches, and dinner on Monday.

Sessions will be held at: 

1016 N. Belcher Road, Clearwater, FL  33765
Sleeping rooms have been arranged at the Fairfield Inn & Suites Clearwater, 3070 Gulf To Bay Blvd, Clearwater, FL 33759, (727) 724-6223; room block registration link below.

(make sure you ask for the International Sealing Distribution group special rate – they may not recognize “ISD”.)

Book your group rate for International Sealing Distributors 

GFA Gasketing & Converting Expo reminder

April 5-7, Orlando

Registrations are now open for the upcoming Gasketing & Converting expo scheduled for April 5-7 in Orlando, Florida.  Here is the link to register: 

This is a great opportunity to touch base with a number of suppliers and distributors in this business, and ISD members get a discount.  Check out the attached brochure, which includes the number to call for making hotel reservations directly (the event has moved from the Hilton Orlando, to the Rosen Shingle Creek, Orlando.) 

  • February 26 for event registration
  • January 15 for reserving exhibit space
  • February 26 for hotel reservations

University of Innovative Distribution

Registration deadline Feb 19 and classes are going quickly!

The Early bird registration deadline has passed, but that doesn’t mean you need to miss out on this outstanding opportunity for training!  Classes are still available, although filling rapidly.

“First time attending this year 2015.  WOW! Fantastic speakers, relevant information, excellent accommodations and service.  Could not have asked for a better managed event.”

Register now for the educational spring event of 2016 being held March 6-9 at the JW Marriott Indianapolis Hotel in Indianapolis, Indiana. 

*NEW* Profit Survey and Report

with The Profit Planning Group (Al Bates)

ISD has partnered with Al Bates and his Profit Planning Group in the past, and is doing so again in 2016.  Dr. Bates will join us in a free webinar Friday, February 19 at 11:00 Eastern to discuss how participating in the program can help improve your business performance.  He will be explaining the ins and outs of the survey, and the resultant report you will get, using the attached handout, and will answer any questions.  Don’t miss out on this unique opportunity to leverage Al’s extensive insights – not only regarding what drives profits for industrial distribution companies generally, but the ISD world in particular.

The 2016 ISD PROFIT Survey provides two key sets of numbers that you can’t get anywhere else:
  1. Performance Guidelines: The industry-overview report provides detailed information on what influences profitability performance in the industry. It emphasizes the key performance metrics such as sales size and gross margin. It identifies very clearly where firms should focus their attention.
  2. Performance Comparisons: This confidential, personalized report evaluates your firm’s results relative to firms of similar size and similar operating characteristics. It lays out a road map for profit improvement.  Many firms take this report to the bank to discuss loans and lines of credit.
You ALSO get access to Profit Toolkit Online, an Excel spreadsheet designed to help you plan critical financial improvements for your firm.

Members who have participated in the past have found this to be a huge value to their business.

“ISD’s Distributor Profit Report has been a key management tool for us at Gallagher Seals for the last 10 years.  Overall, we want to know how our company’s health is doing and where we need to focus in order to improve things. Sure, we have other data to use in running the company, but why should we limit ourselves when we can leverage an expert snapshot and evaluation of OUR industry along with how we stack up?  This has been a huge value to us, and a key benefit to belonging to ISD.”
John Kates, CFO
Gallagher Seals

Participation in the program will be $149 per company (the ISD office will bill you after the survey is complete).  The survey will be due back to The Profit Planning Group by April 1; reports will be available by the end of April.

To participate in the free webinar February 19, Register Here.


New business partner added: W5 Templates

Welcome new business partner W5 Templates!  W5Templates (W5T) is an Excel based product + cloud service/ mobile app designed to help easily track, manage and control client, prospect and project information.  Click here for additional information, including a free trial! 

Quick look at the economy

The U.S. is the best house in the global neighborhood. U.S. economic growth in the third quarter rose 2.0% on an annualized basis providing further evidence of a sustainable recovery. The Federal Reserve concurred, and in December they raised the Federal Reserve Target Rate by 0.25%. The amount of the increase is somewhat immaterial, but the meaning is substantial. Markets reacted very favorably to the economic growth confirmation, and the S&P 500 increased 1.5% on announcement day, a completely opposite reaction to the 2013 “Taper Tantrum” that resulted from then Fed Chairman Bernanke’s comment that he was merely thinking of ending quantitative easing. The U.S. positon in the recovery cycle is well ahead of other regions whose central banks’ policies continue to keep interest rates low and markets flush with liquidity. To be clear, this doesn’t necessarily mean there are no investment opportunities in non-U.S. markets. On the contrary, various European and Asian economic data are encouraging and provide a reasonable basis for selective investment opportunities.


Sales tip: handling price objections

Money is always a better conversation to have with customers than price. Price is a product feature like the height, weight, color, packaging option, lead time, etc. Money is a broader topic. Money is more about the total financial impact you have on the customer’s business.

How many ways can your solution provide a positive financial impact on the customer?  Read on for the full article… 

More from the Hydraulic Institute 

  • Department of Energy Releases Two Final Rulings on Testing & Energy Conservation for Pumps
  • Hydraulic Institute Unveils Industry Partner Program in 2016
  • HI Offers Guide to Optimize your Pumping System. Guidebook now 25% Off
Click here to view their latest newsletter

Member-to-member news 

Precision Associates will demonstrate a new advanced polymer treatment called Z-APT™ at the MDM West Show in Anaheim, CA Feb 9-11.  Z -APT is a permanent modification of a rubber component’s surface at a molecular level that does not change the physical properties of the material.  This is a proprietary process that can be used on almost all materials although some polymer types will see greater results than others.  

Read more....

American Biltrite is pleased to announce the availability of AB-362 Commercial Nitrile, a new domestic cost saving solution featuring enhanced oil resistance, higher tensile strength, and better compression set values. Orders can be sent in for processing immediately for shipping March 1st.  Technical data sheet attached; promotional launch pricing is available until June 1.  For additional information, please contact Tracey Lancaster (


Continuing their rebranding efforts from 2015, Thermodyn Global Sealing has beefed up their sales staff for the coming year. Throughout the last year, the Houston-based company has been undergoing a metamorphism with its parent company Thermodyn Corporation formally taking over the day-to-day managing of the business. Thermodyn opened in 1979 in Toledo, Ohio and has a long reputation for being an original Viton distributor and its custom made expansion joints. They opened Global Sealing in Houston in 1999 to service the growing needs of the energy industry in the southwest. Now branded Thermodyn Global Sealing, the company continues to be a leader in serving the oil and gas industry’s commercial gasket material needs, carrying a full line of elastomeric materials for quick delivery in their 55,000 square foot facility.


Owner Resource Group, LLC (“ORG”) announced today it has acquired GC Services, LP (“GC Services”), one of the oldest and largest accounts receivable management companies in the United States.


The Austin-based ORG partnered with the management of GC Services to buy the Houston-based accounts receivable management company, which was founded in 1957 by Jerold B. Katz and grew from a one-man operation to an established industry leader.

Read more..

Tribute  - provides industry leading enterprise-wide distribution management software for the fluid power industry. Our innovative product helps distributors increase profits along with their customer service levels and is all backed by our award-winning real time support. We've been ISD members for over 20 years and our software company is more focused on your industry and dedicated to your success. 1-800-TRIBUTE. 
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