Wholesale & Distribution International - Spring 2016 - 26


MANUFACTURER'S REPRESENTATIVES

CLARK AND ASSOCIATES

www.teamclark.com / HQ: Anaheim, Calif. / Employees: 28 / Specialty: Industrial, construction and distribution manufacturer's representative /
Gary Clark, president: "We're very protective of our culture."

Team Training

Team Clark is expanding by double digits as it represents a variety of industrial
and construction products from its new offices and training facility. BY RUSS GAGER

Clark's comprehensive product offering allows it to
serve a range of distributors and end-users.

J

ust as slow and steady wins

the race, hard work and integrity
have served Clark and Associates
well during its 30-year history. Founded by President Gary Clark and his father in 1985, Clark attributes the company's longevity to hard work and values.
"We run our business by our value principles," he stresses. "That includes our integrity, hard work and our dedication to our
employees and customers. We have a reputation for success and winning."
Indeed, while other companies are consolidating, Clark and Associates - referred
to as "Team Clark" - is prospering with
double-digit growth. Clark cites the ability
26 www.wdimagazine.com Spring 2016

of his company's inside and outside marketing teams to work together as one of
its competitive advantages. "We've added
an entire inside sales department, which
consists of three salespeople and two marketing communications people," he says.
Another competitive advantage is the synergy among the variety of industries that
the company serves.
Those include distributors serving the
MRO, metalworking, construction, safety
and welding industries. "Those are our core
businesses - that's the heart," Clark says.
End user industries the company serves
(through distribution) include manufacturing, construction, energy, aerospace,

electronics, utilities, petrochemical, maintenance, mining, agriculture, food processing, biomedical, power generation, food
processing, transportation, shipbuilding
and forestry.
Clark and Associates only represents
products sold through distributors. "The
common denominator in our business is
the distributor," Clark explains. "Each distributor we have carries at least a subset
of our products. Some are more focused
on manufacturing, construction or safety
products. We have bundles of products that
go to these parts distributors, and some of
the larger ones carry many or all of the categories. So that gives us unique access to a
variety of distributors and end-users."
That synergy enables Clark's salespeople
to obtain extra business with practically
every sales call. "We can sell more than one
thing to the same customer on the same
sales call," Clark points out. "We have that
relationship with the key distributor and
end-user that we built up over 30 years, so
we have unique market knowledge." That
expertise can lead to repeat business from
customers. "We bank on that," Clark adds.
"The crux of our business is to build a following of repeat customers, both with distributors and end-users."

CRM SOFTWARE
Clark adds that his company has a technological advantage in the industry. "Our
technology is ahead of most of our competitors," he maintains. The company has been
using customer relationship management
[CRM] software for 20 years. "Having a


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Table of Contents for the Digital Edition of Wholesale & Distribution International - Spring 2016

Contents
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