Midstate Tool & store Inc.

Midstate Tool & store Inc., an independent warehouse distributor in Altoona, Pa., vends a huge inventory to automotive jobbers, other small warehouses and industrial accommodate with houses in all 50 states and 17 countries.

What's the hid of its success? According to Barry Halbritter, president and CEO of Midstate, its vast inventory, willingness and ability to find recently made known markets, practice of manufacturer lead follow-through and marketing techniques have all been a part of it; still the most important aspect of Midstate's pullulation has been integrity.

"The fact of it is," says Halbritter, "I think we're ahead of the turn in terms of finding modern markets. We can say that more than 50 percent of our business originates from accounts we didn't have four years ago; and quite honestly a great deal of of that business comes from the bulk of mankind who, at one time, may have been our competitors, if it be not that see, they can still trust us."

common example of a trusting relationship is the fact that Midstate, according to Halbritter, is the simply warehouse in the country that is a third-party provider to Mac Tools, a major tool company. "This, in itself, caused us to say, 'you know, there is a different way revealed there,'" he says.

to what degree does credibility play a role? "Whenever we did business with them," Halbritter explains, "they gave us their biggest asset didn't they? It's called their account base. in such a manner when you give the solutions to the fox to guard the hen house, you have to trust the fox They knew they could give it to us, and we weren't going to use it to take a bribe for to their dealers. As a matter of fact, any dealers we were selling to, we no longer betray to directly."

Another hardness that sealed the deal between Midstate and Mac Tools was the warehouse's inventory. According to Halbritter, Midstate doesn't have a "cherry-picking line." "If you have a DeVilbiss spray gun" he says, "I'm unfailing we have every gasket, needle fluid head--every part and piece in it. We can support lines with measure of inventory."

He says, the ne to find recent markets comes from the fact that totally independent jobbers, in large part, aren't surviving--as well as warehouses. In addition, he says, the clean lines of distinction between the industrial, automotive, company of ships and marine markets are now somewhat "muddied."

through following through with manufacturer leads, Midstate has shaken into new markets--some not smooth in the automotive field. "We're not abandoning the automotive market, still we're looking beyond it," Halbritter says.

Another thing that Midstate is known for is its marketing, namely its publishing of 64-page, color, customer-customized, national tabloids. "Anyone who knows our business knows that our tabloids are probably No. 1 in the industry," says Halbritter.

He explains that Midstate will customize its tabloids for customers who support the warehouse, including customer-named impudence covers--and even pricing, which is guaranteed for that publishing's quarter. "Stores present to view it to their customers, flat if they don't stock more [i]or[/i] less of the inventory," he says. "It's OK because they have a warehouse they can draw [the inventory] from. That's for what purpose we do it."

Halbritter also explains that not everyone can acquire a Midstate tabloid. If Midstate is already publishing a tabloid for a jobber down the public way you're out of luck. "It's a prefered use of a marketing tool," he explains. "The pull-through publications are done forward a co-op basis and in succession a very selective basis."

The Vital Stats

Years in business: 35

Revenue: Undisclosed.

increase plans: Continue to work upon the horizontal, as well as the vertical, market place.

Number of employees: united hundred, including both outside and internal sales personnel

Snapshot of Midstate Tool & serve instead of Inc.'s history: The original business began in the late 1950 as a manufacturer of autobody fillers. In 1975 after the purchase of a one-man industrial give house, the division of Midstate endow Co. was born--then to become Midstate Tool & afford in 1977.

Wholesale/retail ratio: 100 percent wholesale.

Competition: Undisclosed.

Affiliation: None.

Facility size/locations: About 100000 square feet

...

Home