October 2018 Member of the Month

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Cross Sales and Engineering Company was founded in November 1954 by Bill Cross, a young salesman and professional engineer with an entrepreneurial spirit. Today, Cross Company is 100% employee owned and every associate has a personal stake in the success of the company. Bill Cross installed a company culture built on honesty, integrity, mutual respect, trust and the highest standards of ethical business conduct. That culture has been a cornerstone of our company and still exists today.

 

On October 1, 2018, we acquired J.A. King, a third generation family business founded in 1939 in Greensboro, North Carolina. They offer precision measurement equipment, calibration, testing, inspection, and quality audit services. This was a perfect strategic fit, and their owner and CEO, John King, will succeed our current CEO, Steve Early when he retires December 31st of 2018.

 

Within Cross Company, expertise of specific industries and technologies is divided into six groups. Cross Hose & Fittings is one of those groups and focuses only on fluid connector products and services. We have 31 associates based in four hose store locations in North Carolina – Asheville, Greensboro, Raleigh, and Winston-Salem.

 

We asked Mary Melton-Hale, President of Cross Hose & Fittings, a few questions:

 

What do you like best or enjoy most about the industry?

It is exciting to work with customers in so many different industries. We see something different and challenging every day. I love to visit customer locations and learn about their businesses and how we can help them be more successful. This might involve helping them manage their inventory with a bin-fill service, train their personnel to build hose assemblies in their shop or improve the routing of hose in their process to reduce failures. Our customers do the coolest things!

 

Where do you see growth, and what does the future look like for the company?

Growth for Cross Hose will come from several areas. One large opportunity is educating current customers about products we offer that they may not know about already, especially those new products we can now access via our IDCO suppliers.

 

Another opportunity is using the MDM Analytics’ Market Prospector Tool to learn about potential new customers in our state. We have recently hired an Inside Sales Associate who focuses solely on reaching out to prospective new customers and following up with current customers who purchase less than their potential with us.

 

We also know that being found by customers who are searching for our products and services is vital, so we create web content to improve our online search results. Cross Company is working to be more diversified, and with J.A. King as our newest group, strives to grow our business through market penetration, rather than just riding the waves of the economy.

 

What makes Cross Hose & Fittings different?

Because we are employee-owned, each associate knows they play a personal role in creating customer satisfaction. We communicate consistently about how we can work as a team to create “wow” experiences for our customers.  When we “wow” them, our customers look forward to interactions with our team and, in turn, source as much from Cross Hose as they possibly can.

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