There’s a history of success between MC Tool & Safety and Ergodyne, so it comes as no surprise that these two companies would work toward new goals together. They’re embarking on a conversion journey together to benefit not only their two businesses, but the end users who rely on MC Tool & Safety for the products they need to get the job done.
Growth is, after all, at the forefront of all we do together at NetPlus. But growth doesn’t happen by accident. Plenty of effort goes into identifying an opportunity for growth within your business, selecting the right partner to work alongside, and putting a Growth Plus plan into action to hold yourselves accountable for the results.
Whether you’re increasing your volume of business with an established partner, expanding your business to include a new category or manufacturer, or converting your purchases to a supplier within the group, the NetPlus team wants to see you succeed.
IDENTIFYING AN OPPORTUNITY
MC Tool & Safety is a smaller family business in Minnesota, that has been a NetPlus member since 2005, the early days of NetPlus as a buying group. Over the years, they have steadily built up business within the group, committing to growth and genuine engagement with NetPlus suppliers and peers. They were steady Platinum level members for 10 years before reaching Diamond status in 2024.
MC Tool & Safety President Erika Scherman serves as an active NetPlus liaison. One of her customers in Minneapolis came to her last year in need of gloves, a purchase Scherman previously would have made with a non-NetPlus supplier. But she is always on the lookout for quality products she can source within the NetPlus community.
FINDING THE RIGHT PARTNER
A NetPlus partner since 2015, Ergodyne is a safety equipment supplier with a growing relationship with MC Tool & Safety since 2018 — the same year Scherman joined the family business with her dad at the helm. MC Tool & Safety and Ergodyne have the benefit of being neighbors, located in Blaine and St. Paul, MN, respectively. There’s about a 15-minute drive between the two, just outside of Minneapolis. That proximity has been a huge bonus, allowing for quick turnaround times and easy communication.
But their most recent success started a long way from home in San Antonio, TX., during an appointment at the 2024 NetPlus Annual Meeting. With a solid foundation already built, Scherman knew she could depend on a frank and productive conversation with the Ergodyne team to find a solution for her customer. She wanted to bring more purchases within the group, and this was a perfect next target.
While homing in on exactly what her customer was looking for, Scherman gave Ergodyne a chance to win their business.
“We actually started with one style of glove for this customer, and they came back and said it wasn’t quite what they were looking for,” said Ergodyne’s Channel Account Manager Terri Kerg. “So Erika really listened to what they had to say. We offered a different style of glove, a different model, and that was a winner.”
After sharing samples of the glove with the customer, Ergodyne and MC Tool & Safety were able to ensure the product met the customer’s needs for hand protection.
“We were able to offer a very competitive price which led to cost savings for the customer plus a little extra margin,” said NetPlus liaison and Senior Director of Regional Distribution and Buying Groups Mike Bazal.
Working together, the MC Tool & Safety and Ergodyne teams landed on gloves that fit all the customer’s needs and met their approval. With the right fit confirmed, they began the conversion.
PUTTING A PLAN IN ACTION
Having completed several successful Growth Plus plans together since the start of their partnership, they put their plan into writing.
“If you have it written down and you have specific goals, you have something to go back to,” Scherman said. Seeing goal totals, Logging progress, and working collaboratively toward milestones keeps the momentum going.
“Erika gave us the opportunity,” Bazal said. “We got her a glove that satisfied the need of the customer, and I think by the end of 2025, we’re going to see a lot of really nice sales of this one glove. But we’ve got this glove in with this customer, so now what’s next?”
To ensure the long-term success of their plans, MC Tool & Safety has an Ergodyne merchandising display in their showroom. With plans to expand their showroom space, Scherman and her team will be able to feature these new gloves and so much more.
“Over the years, we’ve probably had a 50% success rate with new products, but you can’t have any success if you don’t try,” Scherman said.
Both the MC Tool & Safety team and their customers find Ergodyne’s approach to end-user satisfaction incredibly helpful. Scherman said she was grateful for their willingness to work with smaller distributors and values their friendly and effective communication and sales relationship. The businesses are able to be candid with one another to find the best solutions for customers.
LOOKING AHEAD
This venture with Ergodyne is just one of several Growth Plus plans MC Tool & Safety is tackling this year. Scherman and her team have their eyes on continued growth in several areas, taking an ambitious approach to 2025.
“She’s constantly looking at ways to convert and align with NetPlus suppliers,” Bazal praised Scherman. That’s one of the reasons they’re such a good fit for each other. “We are constantly coming out with new stuff, and that’s beneficial if you’re a distributor that embraces new products and wants to be first to market to get that new product in the hand of your customer.”
GROWING YOUR WAY
This approach to building business has proven to be effective for NetPlus members across the board. There were 430+ Growth Plus plans in 2024 alone.
If you’re not already taking full advantage of Growth Plus planning, now is your opportunity to dive in and experience the growth for yourself. Here are some easy steps to drive your own growth this year.
- Target NetPlus suppliers to build business with.
- Identify common goals and complete the Growth Plus worksheet.
- Select growth activities that best suit your combined goals.
- Grow business, add new business, brand conversion, etc.
- Log your plan in the NetPlus Portal to document your progress.
- Your company’s liaison or the supplier liaison can do this.
- Receiving party must accept the Growth Plus plan.
- If you initiate the plan, the supplier liaison must accept and vice versa.
- This activates the plan so you can begin checking off activities.
- Supplier marks the plan complete when you have reached your goal.
- This step is critical — and satisfying — to measure success.
- Start a new plan!
