If you’re in the distribution business, you’re in the business of creating opportunities. Charles “Monty” Clayton is a classic example of that adage. He has played a significant role in shaping the southwest’s fastener industry since the late-80s. Now, Monty is enjoying a third act fueled by the connections he’s embraced along the way. Jason finally caught up with Monty to discuss his legendary career and the art of always putting yourself in a position to say “yes!”
“I love selling nails!” Monty’s earnestness and easy humor belie one of the secrets to his success: fostering authentic reciprocal relationships. ”Yeah, I really was able to carve out a niche really, really well,” he says.
He’s done far more than simply “carve out a niche” for himself since trading his native Utah for Las Vegas. Monty helped fortify the region’s burgeoning construction and industrial supply industries by creating companies that went many extra miles for their clients.
Monty’s origin story begins soon after his high school graduation, when a California-based fastener company tapped him to open a branch in the southwest. Ten years later, Monty’s employers rejected his bid to buy the business. Rather than retreat, he opened Access Fastener & Supply in the same market. Vendors and customers followed. “I built wonderful relationships,” observes Monty. “They were an enormous part of helping me in my journey for sure.”
When White Cap swooped in to syphon off Monty’s market share, they found themselves up against those mighty Clayton connections. “They said, your customers are amazingly loyal to you and your little company. So, we’re gonna make a real good offer,” he grins. That was in 2006. Shortly after, Monty assisted his son with another venture, Desert Fastener & Supply, which they later sold.
Successfully double-dipping in the same market is no easy task! But Monty is modest about his business acumen, preferring to give credit to his hustle ethos instead. “No genius involved here,” he laughs. “I’m blessed to be in a position to make things happen, and it has rewarded my life. I know it rewarded the employees and some of the lives around me.”
MENTIONED IN THIS EPISODE
RECOMMENDED EPISODES
From Humble Beginnings to an Employee Owned Empire with Billy Duren, Threaded Fasteners
Second Acts and the ROI of Networking With Yates Hudson of Phoenix Fastener & Supply
QUOTES
“I knew I could out-hustle my competitors.”
“Always have a side hustle. You know, it’s not only for enjoyment, but you stash a little bit of cash or just flat enjoy it.”
“Probably the one thing that brought all this together was more of fate, or more of luck, or more of blessings. Maybe it’s not that I’m gonna be an entrepreneur, I’m gonna grow this and that. Sometimes, it’s just cast upon you, and you’ve put yourself in positions to say, yes, I can do this.”
“You can make a wonderful life outta selling nails.”
CONNECT WITH JASON
CONNECT WITH MONTY
***
Distribution Talk is produced by The Distribution Team, a consulting services firm dedicated to helping wholesale distribution clients remove barriers to profitability, generate wealth, and achieve personal goals.
This episode was edited by The Creative Impostor Studios
Special thanks to our sponsors for this episode: Profit2, helping distributors charge the right price; and INxSQL Distribution Software, an integrated distribution ERP software designed for the wholesale and distribution industry.
