As Walker-Clay (asi/354530) marks 70 years in business, the Hanson, MA-based distributor with deep industry roots credits much of its success to embracing change.

But President/co-owner Amanda Clay says that’s been an intentional culture shift over the past few years. In fact, she remembers a time when her father, Bill, was skeptical of her using a then-novel technology called email to prospect in her early days of sales.

Walker-Clay (asi/354530) encourages its team members to try new ways of doing things.

“He said I needed to meet with people in person to sell,” says Clay, who has officially co-owned the company with her sister, Heather O’Neill, since late 2022. “I said I was actually able to speak with more people through email. We should always be ready to embrace new technologies. We should be flexible enough to try new things.”

Indeed, Walker-Clay, Counselor’s 2023 Distributor Family Business of the Year, scored well in Counselor’s Best Places employee survey for talent allocation and individual recognition. Abby Burke, national account executive, says the company absolutely encourages team members to try new ways of doing things. “We meet weekly to share strategies and ideas,” she says. “By learning from one another and openly sharing what works, we continuously become more efficient, creative and connected.”

Walker-Clay is also intentional when hiring – it’s important for team members to mesh with the larger group, says Clay. “We want people to be the right fit,” she adds. “We’re slow to hire because we take the time to make sure they do. We don’t want clones, but we do want complementary traits. We foster a positive environment with culture first.”

Part of bringing on new hires, particularly among the sales team, is to let new reps choose the markets they want to pursue – it allows the company to be more diversified and also empowers the team. “We always ask who they want to sell to,” says Clay, “because then they’re more passionate about it.”

Walker-Clay team members attend the Massachusetts Conferences for Women. From left: Kaileen Powers, national accounts and marketing executive; Abby Burke, national account executive; Lycia Ellis, national account executive; Amanda Clay, president/co-owner; and Heather O’Neill, vice president/co-owner.

Working together with people hired intentionally creates a positive, family-like environment, says Burke. “You see it in the way leadership doesn’t just ask how they can support you; they actually follow through,” she says. “We celebrate successes and milestones, both personal and professional, and I believe that culture is a big reason our team is so driven to succeed collectively, not just as individuals.”

Management also makes sure wins are celebrated outside its four walls by investing in industry awards programs. Most recently, for example, Larissa Trox, finance manager, was named Finance Person of the Year at Facilisgroup’s TASA Awards.

Each individual is also trusted to manage their own work-life balance, and the team steps up when people are in need. “When I was out of the office for an extended period due to surgery,” adds Burke, “I never once worried about my clients being taken care of.”

Among the get-togethers Walker-Clay hosts are monthly birthday parties/milestone celebrations, and an annual summer cookout with food trucks that now welcomes about 50 local supplier guests (a number that’s gradually grown over the years). They’ve also gone on field trips to suppliers, like Counselor Top 40 supplier Gemline (asi/56070), about an hour north in Lawrence, MA, and they have plans to fly team members down to visit Top 40 supplier Hit Promotional Products (asi/61125) in Florida.

Most importantly, says Clay, she wants all team members to feel empowered to take ownership of their careers.

“It’s all about treating people like you want to be treated,” says Clay. “I don’t babysit, but I ask them how I can help them achieve the goals they’ve set for themselves. That’s what my dad and grandpa did.”