My Journey with the Fluid Sealing Association

Posted on by Charli Matthews

 

When I think back on my journey becoming part of the Fluid Sealing Association, I can’t help but feel the tingly spark of excitement ignite the fire in my belly. Thinking about how far I’ve come often fuels my passion for moving forward. You see, I had been working as an account rep for Pump & Systems magazine, and my initial introduction to the FSA had come about as a result of internal discussions relating to their Sealing Sense articles printed in that publication each quarter. My first real exposure to the association, however, happened when I attended their spring 2011 meeting in Charleston, SC. My drive to attend came from a suggestion from one of my all-time favorite clients, who was at that time the FSA President – Ed Marchese of Proco Products, Inc.

Sitting in the marketing meeting, led by its chair Janet Jessen, I certainly felt out of my element! As we made our way through the agenda however, and even though I kept telling myself “not to talk”, I realized even then that I had something to contribute to the conversation. Following the meeting, I was welcomed by Scott Boyson who told me he knew just who I needed to meet – Ian Baynes. He then invited me to dinner, which apart from being a very pleasant surprise, gave me the opportunity to meet for the first time an amazing group of FSA members: Henri Azibert, Greg Raty, Phil Mahoney, and the lovely Pasha Raty! It was a memorable dinner, and I am still thankful for his kindness and the introduction to these amazing people. I know now… This is the way it is at the FSA.

By the end of the meeting, I had written a whole list of things we could do to help the FSA. Unfortunately, my enthusiasm to engage was not fully shared by my team, so I decided to looked for ways that I could help based on my area of expertise – social media – figuring this was probably the best, safest, and most impactful way to jump into the action.

Step #1 – I contacted Ian Baynes, Vice Chair of Marketing at the time, and asked him what he was doing with the FSA LinkedIn group. This is a great story he tells, but for me, I was just trying to help find a way to better showcase the FSA to the public! Step #2 – I redesigned the format of the LinkedIn Group as a public forum. My first completed “action item” at the FSA, and WOW did it feel good!

Shortly after this, I elected to follow a different and exciting new career path, one that would keep me engaged with the industry, but also one that would enable me to continue to participate as an FSA member. Unfortunately during this transition I missed my first and only FSA meeting; what kept me focused on returning were the words of Ed Marchese “You get out of the association what you put into it” from a speech he made at my first meeting. So… it was my goal to go to the next meeting and get involved!

At my next meeting, and to the group’s surprise, Janet Jessen announced she was changing careers and leaving the marketing chair position. I never would have guessed the next steps in a million years…

Shortly after the meeting and on a business trip to visit Proco Products, Ed asked to meet with me. Thankfully, Mike gave me a heads-up (like one minute) that he was going to ask me to take the Marketing Chair position. Thankfully, I had a moment to prepare my answer without being in a pile of tears saying… WHEN AM I GOING TO HAVE TIME TO DO THAT! Not to mention, I didn’t have any experience as a Chair of anything!

Thankfully, Ed offered to help me, and said that I would have a vice chair to help as well. I contacted the management company to advise them of the change, and as a means of getting me up to speed, they happily sent me the last 5 years of agendas to review. I noticed that “not much change” had happened within the marketing division in quite some time. So I decided my first mission, again based on my area of expertise, was to get the website improved and the social media channels active. Coming from a digital media company, I couldn’t be seen as leading any organization with an out-of-date website. Thankfully, the committee was in agreement. My second “action item” done – boy, was I on a roll!

I’m forever thankful that Ian turned out to be the best vice chair I could’ve asked for! His skills in marketing complimented mine perfectly. We put our heads together and created real change in the marketing committee. This also drove improvement and action across many of the other divisions. As part of the Technical Coordinating Committee [TCC] we helped create both the Branding Guide and a Protocols Manual. I still can’t thank Ian enough for helping with those! Let’s just say “protocols” are not my thing. My third “action item” – ok I’m done, hopefully you are getting the message on how this works!

Together we built a very active marketing committee with many action items to follow. From building a new website and SharePoint intranet, to shooting testimonial videos of FSA members, to engaging governmental bodies on Twitter, our committee was known as an active and “full of energy” group. This was my mission and I am still most proud to see the #FSAinAction! The members of the FSA are some of the most knowledgeable and talented people I have ever met. The list is too long to mention here, but I invite you to come to the FSA’s next meeting in Nashville. I will introduce you to them all!

My most proud moment was when Mike Shorts, the current FSA president, presented me with the FSA Award of Merit. To say I was shocked is an understatement. I was literally speechless. And if you have met me… you know that really is something! It made me feel like the hours I had put in meant something, and it gave me the drive to continue to be active in other groups; continuing my journey by increasing my participation through the Government Affairs and Strategic Planning Committees.

I have grown so much during my 5 years at the organization. The FSA helped me personally and professionally. It helped me understand the importance of correctly sealing pumps, valves, and compressors, which I use, every day in my business. It gave me the opportunity to serve on a Technical Committee where I learned a great deal about standards, regulations, and equipment best practices. I have a great appreciation and respect for these amazing engineers that work hard to educate our industry on the best practices for sealing and containment devices. This helps save energy, leads to safe working conditions, and a cleaner environment.

I would encourage you to get involved. You don’t have to be an engineer – as my story shows. We all have talents to use that will allow this amazing team to build something new and drive positive change into the industries and customers we all serve.

Connecting Business and Life

Posted on by Charli Matthews
Live Happy

One of my favorite sayings is “There is no work-life balance, there is just life!” I say this because I live it everyday. I enjoy my work, but it is more than that. I am blessed to get to work in an industry that shows me daily how my business, the pump industry, is vital to life. From drinking water to manufacturing, none of it would be viable without pumps. Wait a second, let’s not walk past this thought! This is a huge!!! You should stop what you are doing right now and tell all your friends and family about this discovery… Pumps Are Everywhere, they Power our Lives, and are the heart of many process systems. It’s that important! I tell my family constantly how important pump systems are to our lives. I am encouraging my sons and daughter to be engineers so that they can help develop the next and more efficient system… why? Because it’s important to our business, AND it is important to our lives!

A lot of people might think we are just an advertising company; maybe even saying things like, “you want to educate pump users or inform the pump industry; talk to Charli”. But Empowering Pumps is more than that… it’s bigger than advertising a product. It is about being a significant part of our customers and readers stories. The unexpected email from the reliability guy that says you made his day with a solutions or the hometown friend reading a blog that inspires her to act; this energizes me and it energizes my team, making us to want to have a bigger impact. It is all about the connections. It is about networking with your connections in business to better their lives.  It’s about loving them enough to do what you can to help them succeed. And, whenever possible… put a smile on their face during the process!

When I started Empowering Pumps, we focused heavily on educating the industry about social media.  We hosted webinars, wrote blogs, and sat beside them to show them exactly which submit button to click.  We started to teach others how to create a LinkedIn profile; as basic as this may sound today people needed to be shown how to do this.  Now, we need to show them the “why”.  Why are we doing this? What is the purpose of networking through social media? The answer is… it has power!

I have been privileged over the last 5 years to be able to define my company’s culture and set its business goals. My personal goal and that of my business is to keep improving in every area. As a constant reminder to myself I wear bracelets that read, “Anything is Possible” and “Live Happy”.  They are mantra I have lived by every day since I started EP and I work to instill the same passion in my team. I believe you can work hard and accomplish what you put your mind to. I believe we all have different abilities and gifts so we should be realistic in our goals, but if you have a dream – GO FOR IT!

In order for me to live happy, I need to travel. Some people say I travel too much and that it isn’t all work.  The latter is true; I always try to add some time for fun to my work trips… An hour, A day, or once in a while A week.  This may seem selfish to some, but it helps keep my passion alive.  I need to experience new things and have quality time and conversations with my customers. I have many business travelers tell stories about never leaving the conference room or eating dinner in their hotel rooms; never taking the time to see the area they just traveled all day to get to! I urge you… Get out and SEE SOMETHING NEW…. Meet Someone…  Network with a stranger! They may just have the answer to your life’s question! Something you will never know if you stay in your hotel room.


Get out and connect your life with your business and live happy!

FSA Award of Merit

Posted on by Charli Matthews
FSA Merit Award

It takes a lot to leave me speechless. But it happened this past week.

FSA Merit Award
In picture above, left to right: Phil Mahoney [Vice President]/ ME/ Mike Shorts [President]/ Greg Raty [Prior President]

This week I received a Merit Award from the Fluid Sealing Association for my work with the Marketing Committee in establishing, maintaining, and growing the FSA’s social presence in the marketplace. This recognition was completely unnecessary and a complete surprise.

As a digital media addict, I goggled the definition of “Merit.”   Here’s what I found:

Merit

 

My favorite definition of “merit” is the British version, which states, “Making a Good Grade.” This statement reminds me of something my mom would say everyday as I went to school: “MAKE A 100” meant “DO YOUR BEST.” It was never about being perfect but about doing my best and applying my talents.  Then, we can help others.

And this award means a lot to me because it represents the work of many people, not just me. As I held the award for a photo, I was overwhelmed with pride when looking at the team gathered in the room.   It’s the same feeling I have when my son catches a line drive. It that feeling of making your entire body smile to the point of tears… even though I hate to let people see me cry. So…I fight that feeling with other thoughts.

There was a room full of people watching this happen to me and I was unable to say anything other than thank you. I wish I had maintained my composure better because there are a number of people that I need to thank for encouraging and supporting me in this journey with FSA.

First, I would like to thank Ed Marchese, President and CEO of Proco Products, who encouraged me to become an active member of FSA. Ed was President of FSA at the first meeting I attended and strongly encouraged me to share my talents with the industry. I remember his talk that day where he stated, “you get out of FSA, what you put into it.” Very true and inspiring words.

Second, Janet Jessen, who was the Chair of the Marketing Committee and VP of Global Marketing, Innovation and Engineering for Garlock Sealing Technologies, at that time, and I was deeply honored to meet her. She has a strong legacy in the industry and I was a little intimidated to be honest. I just kept telling myself…”you just got here…don’t talk…just listen and learn.” True to character, I didn’t stay silent for long.

During that first meeting, I received the assignment to talk with Ian Baynes, Director of Global Marketing with A.W. Chesterton Company, to learn more about a new FSA LinkedIn Group he created, and I started framing thoughts on how to help the Association.

It was during the next meeting I attended that my commitment to the Association grew even more. Not only did Ian deliver a great and inspiring talk to the team, but Janet also informed the Leadership Committee that she would be resigning as head of the Marketing Committee. On a personal level, I was disappointed in Janet’s decision because I was looking forward to working and learning from one of the best minds in the industry.

For the next few months, I continued my work on building a stronger and more consistent social media presence for FSA. A few months later, Greg Raty, FSA President at the time, appointed me to head the Marketing Committee. I was flooded by a wave of emotions. While flattering, there was no way I could follow Janet. In addition, I was in the first year of my own start-up venture, which required a full commitment of my own time. But the belief of Ed, Ian and others in my abilities confirmed my investment in FSA.

So I plunged head first into the FSA…. leveraging my skills and knowledge of digital media to help the FSA grow. I knew that our collective contributions to the industry create a stronger environment for companies to thrive. I wanted to help because I believed in the team, the people and the companies in this industry.

One of the best parts of leading the Marketing Committee was that I was afforded the luxury of gaining access and working with the incredibly brilliant leaders of the FSA. I even found myself attending Technical Committee meetings because I knew that this deeper information would translate into stronger marketing programs because I have stronger insights into the industry and its needs and future direction.

I remember that meeting well because the group was talking about the impeding approval of a new testing standard…that was initiated 10years AGO! I admired the resolve and contributions from people across the industry. It really reinforced the importance and power of industry Associations and their lasting legacies on so many people and companies.

Finally, I want to say a special thanks to Ian Baynes, whom I share this award with, and taught me more in two years about the power of marketing to lead, develop, and encourage others than I have learned in my 10 years in the industry. And, to all the Chairs, Presidents, Vice Presidents, Technical Directors past and present… You should be proud of what you have accomplished, and I share my “good grade” with you!

P.S. I am now Vice Chair of the FSA Membership Committee… So if you want to join the FSA, let me know!

3 Tips for a Productive Tradeshow Booth Interaction

Posted on by Charli Matthews

tradeshow

Participating in pump industry tradeshows presents you with an opportunity to meet individuals with whom you may not have otherwise become connected. Exhibitors can put a great amount of time and effort into preparing for a show, but somehow diminish the amount of leads they can generate while AT the show. I am sharing these tips below to help revitalize unproductive booth behavior so you can improve the quality of your tradeshow interactions.

Have a Plan for Your Time in the Booth.

We have all seen exhibitors sitting in their tradeshow booths looking completely bored out of their minds. If you are exhibiting, have a plan for your time in the booth. Eye contact and a BIG smile is your first connection with a passerby. If you are not trying to make eye contact with the people walking past your booth, you cannot even begin to initiate a conversation. While you are looking at and smiling at EVERY person walking by your booth, SCAN their name tags. Almost everyone that attends tradeshows wears a badge that displays their name, position title, and company they represent. Exhibitors who are scanning the tradeshow participants’ badges while they walk by are more likely to spot the individuals they WANT to speak to; and since those exhibitors are actively making eye contact, they are more likely to get that person into their booth by shouting out a question or offering that individual something from their booth – whether it be a product demonstration, promotional item, or a piece of literature. While exhibitors typically spend most of their time trying to engage people passing by, it is also important that they use social media while at the show to help encourage traffic to their booth.

Use Social Media.

When you have a plan for your time in the booth, determine how many minutes every hour you want to spend using social media while at the show. Read Kerry O’Malley’s article “Using Social Media to Drive Engagement at Trade Shows”. Use social media while exhibiting at the tradeshow, but be careful to not spend every minute of your booth time looking face down at your smart phone. Make sure any reps manning your booth are not frequently zoned into their laptops. That is a great way to let potential business relationships walk right past you. Try to determine the best times during the show to use social media so you can balance your online activity with your face-to-face engagements.

Get That Lead!

Do not be afraid to ask for a person’s business card. If you spent valuable time and energy getting that person into your booth, discussing their business, and learning about areas where both your companies can collaborate, take that last step to generate the lead. Ask if you can send that person your newsletter; or better yet, invite them to sign up for your newsletter right there at your booth. Set up a laptop just for tradeshow participants where they can quickly and easily add themselves to your mailing list. Connect with every new person you meet at the show using LinkedIn. Connecting on LinkedIn gives you the added benefit of not only keeping in contact with that person as they move to different companies, but also increasing your potential to build more bridges with their existing connections. If you ask a person for their business card, and they explain that they are not quite the right person for your company to communicate with, ask them for the name of the person who can help to build the bridge between your companies. The point is to keep the conversation going after the tradeshow has concluded.

These tips may seem simple, but the truth is…sometimes the simplest acts are the hardest to perform! If you have additional tips for improving your time in the booth, I’d love to hear your stories!

4 Years… A Business Owner

Posted on by Charli Matthews
Connected_Charm

As of a few days ago, I have been a business owner for four years! This makes me an expert right? (Well, at least an expert in managing stressful situations!) All joking aside, I have learned a few things I would like to share with you. When I look back on the past four years of business ownership, I see each year as a stage or fulfillment of a mission. Follow me on this flashback…

Year 1 – Designing and Planning – Learning While Doing

Year 2 – Survival – How to Manage Cash Flow

Year 3 – Process – Perfecting What We Do

Year 4 – Growth – New Opportunities

Whether you are a start-up or purchasing an established business, Job 1 is designing and planning what your company will BE: its reason for existing and the business exchange that will occur between you and your customers. Perhaps more importantly, how will it make money to sustain itself and grow? Although you have to start somewhere, this “plan” must by dynamic. Markets change, customers change, needs change – YOU change. You must be able to adapt the plan to take advantage of opportunities. I really enjoy this aspect of being a business owner. I like to constantly look at improving so this fits my style perfectly.

We all know that one doesn’t start a business knowing everything and having all the answers. Many answers come from living and learning. One of my struggles was understanding the cash flow process. Everyone has their own way of paying their debts and it may not always line up with yours. Everyone doesn’t take credit. Small companies are more vulnerable when payments aren’t made on time, as agreed. And if, as a business owner, you are also your company’s accountant, money issues can make for difficult conversations with the customers you’ve come to like and appreciate. You must learn your customers’ accounting policies and if at all possible, adapt. Always keep in mind, there are emotions attached to being paid late.

The next stage we experienced was perfecting everything we do well in order to work more efficiently and seamlessly. I was approached several times by others who wanted to purchase my company. As a responsible business person, I had to take these offers seriously and consider them. It wasn’t enough for ME to understand what we do. I had to be able to articulate it in writing and justify any value I might attach to my business. This is a great distraction when you are supposed to be focused on daily activities and growth strategies; but it forced me to go through this stage sooner rather than later.

Determining your company’s Value Proposition for customers and potential investors is not as easy as it sounds. Even very large corporations struggle with this aspect of marketing. Regardless, I needed to know what benefits EP brought to our customers. I am lucky I had a meeting with Susan Fant! She asked me what it is we do that is better and faster than anyone else. This was easier for me to think about… I can connect and share news better and faster than most. So we explained our Value Proposition simply: Connect. Inform. Educate. Once you’ve figured out the process and know exactly what you can offer efficiently and seamlessly, you’re poised to grow.

I found planning for growth to be challenging, especially since we cover so many markets and products. I now look to grow with strong relationships and reciprocal partnerships. My customers have always been most important to me and I credit them with my success, both in my corporate career and with my business. They direct my growth. I listen to their needs and try to support them. I look for ways to use my connections and platforms to grow for them.

We have a unique brand and are thankful we have been able to partner with so many media companies, associations, trade show organizers, pump trainers, end users, and consultants. Our most recent growth idea was partnering with Pump Engineer to bring you Pump Summit Americas in June 2016. This event will be a beautiful display by our partners and customers. I hope you can attend!

If you have a similar story, I’d love to hear from you! We can all learn from each other!