Hall of Fame: Ken Daniel

Photos by: Emma Highfill | Rose Wheat Photography & Grace Place

As founder of Midway Wholesale of Topeka, Ken Daniel grew a business from a one-man selling operation to a multi-million-dollar business that employs 162 people. And as an entrepreneur and community leader, he has led the way in creating a voice for small business in Topeka.

Ken’s childhood was a little different than most. By the time he was in fifth grade, he had lived in more than 150 different places across the United States. With a father who worked in the oil industry as a surveyor and seismologist, Ken moved from site to site, often spending just a few weeks in each location. They finally settled for good in Oklahoma when his father took a job as a salesman.

“I learned the basics of sales from watching my dad,” Ken said.

“I learned that the most important thing was connecting with customers and treating them honestly and with respect.”

SEIZING OPPORTUNITY

One week after graduating from the University of Central Oklahoma with a business degree, Ken heard about a possible manufacturer’s representative business for sale in Topeka. Knowing he wanted to be his own boss and build a business, he moved to Topeka to give it a try. Ken didn’t have any money to buy the business outright, so he paid a percentage of his sales over time. His hard work paid off. Sales increased and the business began to grow. However, just when things seemed to be going in the right direction, the company he represented decided to change territory allocations, effectively “firing” him in the process.

“I didn’t let that discourage me,” Ken said. “I saw it as a challenge. I knew I had a viable business, so I just went out and found replacement suppliers and kept continuing to grow.”

Midway Wholesale transitioned into a commercial roofing supplier, and the journey to success was underway.

RECOGNIZING POSSIBILITIES

After six years growing the business, Ken knew he needed to hire another salesperson if he wanted to continue that growth. However, one of the hardest things to find as a business owner is a really good salesperson. Sometimes that means looking in the most unconventional places. For Ken, that meant a Mennonite farm.

“I had been dealing with this man for a while, and I just knew he was honest, hardworking and eager,” Ken said. “It didn’t seem logical at the time, but it was a good fit.”

That was a turning point in the business. With more manpower, sales took off and the business grew in scope and reach.

Another turning point came when Ken admitted to himself that he needed to give up some control of the business to really take it to the next level. While Midway Wholesale of Topeka had seen significant growth over its last 20 years, it couldn’t cross the next hurdle without making some changes. Growth requires risk, and Ken never shied away from risk. Ken turned over operational control to two trusted employees and growth skyrocketed under their leadership.

“It is hard to let someone else run things,” Ken said. “But when I saw what those two hot shots could do, I knew it was the right decision.”

BUILDING BRIDGES

As an entrepreneur, Ken knew first-hand how difficult it can be for a small business to have a voice in the community. He found a group of small business owners in Wichita that had formed a coalition to help solve common issues. Wanting to bring that same type of collaboration to Topeka, Ken formed the Topeka Independent Business Association more than a decade ago. TIBA has worked to create a better business climate for small, locally owned businesses to help them grow and thrive.

“I knew Topeka needed this type of organization,” Ken said. “I wanted small businesses where I live to have a voice in the larger business community. We took a bunch of small voices and made them a bigger one.”

REAPING REWARDS

Creating a successful business, being part of a thriving community and making a difference to those around him are all rewarding to Ken, but his favorite part of being a business owner is being able to say he was chairman and CEO of his own business. Now that he has stepped away from the business, he is still deciding what the future looks like.

“I haven’t figured out yet what I want to do long term,” Ken said. “Right now, I am just enjoying spending time with my wife of 51 years and my daughter and twin granddaughters.”