The term fortitudine vincimus graces the auto signature of Barney Kister, which translates as “by endurance we conquer.” The senior vice president of strategic relations at Supplies Network (and one of its founding partners) learned over the years that anything truly worthwhile takes a long time to develop.
In a 42-year career, Kister has proven this adage time and again. Supplies Network is a household name within the industry, and this 2019 ENX Magazine Difference Maker has been instrumental in developing its reputation, from the development of the firm’s managed print services program to his ongoing role in developing cutting-edge offerings in concert with manufacturers and other partners.
Speaking of concerts, Kister nearly found himself on a different stage. Early in his work life, he managed a warehouse and drove trucks for a small dealership owned by Tom Fleming. But the world of rock and roll beckoned, and he took to the road for a couple of years as a bass player with a band called, cranking out hard rock sounds reminiscent of Aerosmith, Hotel California-era Eagles and Kansas.
New Kid in Town?
Kister returned to Fleming and asked for a job. Fleming agreed, requesting that Kister at least stick around for a year before returning to the group. While Kister wasn’t destined to follow the path of Fleetwood Mac, his duo with Fleming ushered in what would become Supplies Network.
In fact, Fleming has made a significant impact on not only the career of Kister, but was critical in shaping his thinking as well. “Years ago, he once told me that showing up is 90 percent of winning,” Kister noted. “At the time I thought it just meant being in the office. But I later learned that showing up is about the passion you bring to the business, that you attack every day as if the life of the business was to be determined by your actions in the moment. That’s not to say that strategic planning is not critical, but strategy is just a bunch of words without execution.”
Kister embraces being a straight-shooter and believes that telling the truth makes it “a lot easier to remember your story.” Side by side with Fleming and the Supplies Network team, they have enjoyed a number of big wins, all of which have a long history of relationship development behind the sale.
“Tom always says that your reputation is all the things you have done for the past 10-15 years,” Kister added.
The Long Run
Moving forward, Kister will continue to leverage new and existing partnerships to create new avenues for sales. Working closely with the younger members of the organization will offer opportunities for Kister to share his insight and wealth of experience, while at the same time allowing them to forge their own paths.
“We have to truly listen to the younger team members, be open to their ideas and offer them the wisdom of experience when they decide to take a path that is ripe with unavoidable risk, but still be willing to let them find their own way,” he noted.
Kister and his wife of 25 years, Gina Lee, have six grown children between them as well as six granddaughters. They enjoy hiking in the Southwest, particularly in Sedona and the Grand Canyon.
For more than 20 years, the Kisters have been avid boaters and enjoy cruising the Florida Keys and the Bahamas. Unfortunately, their motor yacht was in the direct path of Hurricane Dorian, so they will be taking a break from the waters for a little while.
“Those I work and partner with have known me to be on conference calls from the back of the boat, in sight of beaches and palm trees,” Kister added.
