A recent Industrial Distribution survey of 1,000 distributor owners from across the country shows that only about half are members of trade associations. Why aren't those numbers higher?

Many of the respondents said they didn't feel the need to join an association. They cited two primary reasons for not joining: the cost and the belief that "they wouldn't get enough out of it."

We can't speak to the first reason, but certainly can for the latter. ID editors attend some 15 conventions a year and we can attest to the fact that, in most cases, distributor attendees learn something that will help them run their companies more efficiently. These comments don't come from ID, but have been made to us by convention attendees themselves.

Associations are a valuable resource for an industrial distributor.

For example, some distributor associations have established certification programs in product, as well as sales, training. Others have developed standards for product groups, while still others have produced valuable product training materials.

In addition, a group of trade associations joined together several years ago to establish the University of Industrial Distribution, a three-day program that includes seminars and workshops aimed at sales and management personnel from distributor and manufacturer firms. Hundreds of distributors have attended these programs.

The speakers at the trade associations' annual conventions have improved markedly over the years. They offer specific tips to help improve distributor operations. And the networking done at these conventions can't be overlooked — whether that means meeting new manufacturers to learn about product lines or talking to peers from across the U.S., Canada and overseas.

Distributors who join these associations also can take advantage of discounts on programs and services, and often have the opportunity to meet one-on-one with association consultants.

While we're strong proponents of distributor trade associations, these groups need to promote themselves better. They should be more effectively marketing the benefits of association membership and working to develop better programs — either through their own efforts or in conjunction with other associations in the distribution channel.

For the most part, trade associations have proved their value. It's up to distributors to take advantage of the services they offer.