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After 32+years of service at Lebanon, PA-based APR Supply, Terry Ludwig, VP of Plumbing and PVF – has decided to retire.

Still young enough at 55 to truly enjoy the blessing of a relaxed and fruitful retirement, Ludwig’s bucket list isn’t deep. There’ll surely be lots of reading, time with his family, tennis, and golf. If plans involve travel, he’ll probably aim for iconic golf courses (Saint Andrews, Scottland is on the list), or grand slam tennis competitions. And, he’ll likely be hand-in-hand with Kristy, his wife of 22 years.

He and Kristy have three daughters: Emily (25), Ellyse (21), and Stella (18). Mom and Dad are immensely proud of their daughters, all of whom have very bright futures. There’s a lot to be said about the value of a stable family and the genuine love of two devoted parents.

Ludwig’s legacy

Among those he’ll separate from through his retirement are several long-valued mentors, and those he’s had the opportunity to mentor. Few professionals I’ve known can refer to a legacy as richly endowed with good relationships.

Ludwig – rarely seen without a smile or signature vest, and apparently never visibly flustered – has been a fixture at APR Supply since 1991.

APR Supply’s President and CEO, Scott Weaver, says that “Terry has left his mark at APR. Having worked in most areas of the company, he developed lasting relationships with customers, manufacturers and teammates alike. We’ll miss him! He is truly one of the “good guys”. Not only is he a terrific leader, but is an even better person.

Soon after earning a BA in psychology at Wake Forest University, Ludwig spoke with a great friend of his father’s, Ken Hess. As it turned out, Hess worked at APR, and encouraged him to come aboard, if only for a season or two.

Eager to have an encounter with a real job, and paycheck, Ludwig found much more than he anticipated at APR. He progressed steadily there, advancing from inside sales to become their warehouse manager. He then served for several years as director of purchasing, then moved to the position of director of sales and marketing. In ’15, Ludwig achieved the title of EVP, sales and purchasing.

After 3+ decades at APR, Terry Ludwig looks forward to some form of retirement. “Not sure what it’ll be yet, though it’s time to find out,” he said.

But, if you know Ludwig, that quick summation sidesteps a reference to the most important facet of his professional experience: relationship-building. That’s his real forte – and one that others take note of quickly.

Jeff Thompson, APR’s VP of dealer products, called on APR as a manufacturer’s rep for five years prior to joining the organization 24 years ago. “Terry and I have been friends since the day we met,” said Thompson.

“Terry’s as genuine as they come,” assured Thompson. “He’s quick to discover what makes people tick. Personal and professional interests, talents and skills, likes and dislikes . . . all are unwrapped as if by some supernatural power. Not only that, but he recalls those details later. He’s also one of those rare people who can meet a room full of people and remember their names".

Ludwig’s practice is to lock eyes with each person he meets. He then repeats their name, listens well and is very observant. This is where real relationships begin.

“He’s also quick to achieve ‘sympatico’ with others,” added Thompson. “He zeroes in a person’s wavelength. Knowing his background, I’d say that skill stems from his family, and the psychology degree. I’ve seen it at work so many times – routinely applied to enhance a relationship, and to delve deeper into what a customer or a supplier truly wants and needs".

Ryan Kiscaden first stepped into the industry with APR, ultimately working for Ludwig. Now the manager of sales enablement for Watts Water Technologies, Kiscaden said that Ludwig left a great impression on him. “I can’t imagine my own professional growth without his influence,” said Kiscaden.

“Terry always arrived by 6:30 am and – from the moment he was at APR – he was on,” added Kiscaden. “There was no such thing as an off-day for him. When you had his attention, you had all of him, heart, mind and steroidal energy. It’s all about artful, substantive, positive team-building and improvement. That’s his specialty. He’s a great chef in the kitchen, but his masterpiece is the relationship. He excels at making others successful".

“For me, Terry’s been a mentor and a true friend,” said Teri Rogers, APR’s VP of marketing. “There’s no one that cares more about people than Terry. He always sees the good in others, even in challenging situations. His ability to connect with people on a personal level is remarkable; he also takes the time to get to know people, their strengths, their aspirations and their unique qualities.

One of the best examples of this is interviewing with Terry. As Terry says, “Yes, I want to know what the person has done and what they can do, but first and foremost I want to know who they are and who they want to be".

“His leadership style is one of empowerment and encouragement,” she added. “He has a knack for identifying people's strengths and helping them grow both personally and professionally. He's always willing to lend an ear, offer guidance, and provide support whenever needed".

“For me, Terry’s always been a friend first, and a mentor – both personally and professionally,” said Rob Ness, APR’s regional branch manager leader. “He’s made a profound impact in my life, and has always been in my corner".

Mentors

Every good leaders embodies a blend of external influences. For Terry Ludwig, several sources rose to the top.

“My father and mother coached me well,” said Ludwig. “Dad was a school teacher and baseball coach. Mom gave of herself consistently, and with immense love. Both provided humble influence and solid grounding. It’s likely that my solid home foundation turned me into the optimist that I am. I want to believe in the best of people".

Others who provided valuable coaching include Ken Hess. He’s one of his Dad’s best friends, and an early leader at APR. “Ken is the nicest guy on everyone’s list who knows him,” stated Ludwig.

Roger North is a leadership consultant and now a close friend of Ludwig’s. “Roger’s all about leadership, and he’s the finest example of it,” added Ludwig. “He knows a thing or two about fine-tuning management skills, and exemplifies selflessness".

Scott Weaver taught him all about his own mantra: surround yourself with people who’ll help you grow.

And, Kristy: “Oh, the sacrifices she’s made!  She knows instinctively so many things I don’t truly understand, such as intentional parenting,“ he added. “I wouldn’t be who I am without her presence, guidance and help".

Ludwigisms

Ludwig has a repertoire of quips and witticisms, often laced with humor. Let’s call ‘em Ludwigisms.

“They can occasionally get me in trouble,” he said, laughing. “I lean on them for levity, or they just pop out situationally".

“People tend to take themselves too seriously,” he continued. “So I find myself pointing that out from time to time".

The typically impromptu-spilled expressions, often with a splash of humor, include:

• “Time kills all deals” points to the importance of promptly sealing the sale.
• “Don’t show up and throw-up” urges sales professionals to bring value to the customer in every interaction.
• “Don’t ever burn a bridge".
• The Way of the Shepherd – a book given to him by North – is expressed when considering the responsibility of leadership, guiding others.
• “You can sheer a sheep 100 times, but you can only skin ‘em once". The explanation, should Ludwig be asked for one: You can take what you need (i.e., the skin) to the discomfort of another, or you can work together (sheering) to mutual benefit.
• “All beer is good, just some better than others". Ludwig loves piney IPAs. But he’s never one to disparage another’s choice. Now, do as Ludwig might: apply this Ludwigism universally to people, sports, management style, products or brands.
• “The illusion of control” is a favorite of Kiscaden’s. Rather than reveal its broad use, I’ll let you tap your own imagination about Ludwig’s application of this one.
• And, at home, here’s one from the kids. My girls run into the house and up the stairs, saying, “I’m going to change". His reply: “Don’t change, I love you just the way you are".

“I’ve always been a people-person; human behavior fascinates me. I suppose that’s how I ended up with a psychology degree long ago. I found – something as a surprise, I suppose – that my strengths could be applied in a business setting quite successfully,” said Ludwig.

Joe Kuklis, who owns Foundation One Trading Company, a manufacturer’s rep firm, couldn’t agree more. “Terry’s always got just the right thing to say in any situation, even – no especially – when things are tough. For instance, knowing how to respond to a tough customer’s rant, or something like that. In such an instance, you want Terry on your side".

“If there’s a high-stress situation, or one that’s chaotic, Terry’s the guy who’s cool, calm and collected,” added Kuklis. “He exudes sincerity, clarity and understanding. He becomes the solution".

Intentional strides

Roger North, founder and CEO of The North Group, a leadership development consultancy firm based in Lancaster, affirms that. “Terry began his leadership role of APR’s sales team of six in 2008. There are more than 30 professionals on the team today, a testament to Terry’s success".

As a market leader, APR’s success is driven by their commitment to grow, change with the times and live out their core values – customer, excellence, accountability, and results. In the last 20 years, the company has doubled in size every five years.

North began his involvement with APR about two decades ago and was quick to develop a friendship with Ludwig. “True to Terry’s character, I always found that – while searching for answers to a challenge, or to improve some facet of APR’s business – Terry was always asking the most insightful questions. And, in a characteristically understated way, he intuitively grasps the complexities of human nature. Terrys casual, comfortable in any setting, and doesn’t fluster. He’s also funny. He lacks ego, but not confidence".

“I guess I’m what most would call a straight shooter,” said Ludwig. “While politics is part of our world today, I prefer to be honest and act with integrity. My gain doesn’t have to be someone else’s loss".

Ludwig’s solid home setting as a kid and early nurturing led to involvement in team sports. “It was pretty close to a fixation. Dad was a coach; both parents were encouragers. So, from when I could first walk, I was playing baseball [second baseman] and basketball [point guard]. In soccer, I was always the assist guy".

Team success. Team encourager. Team leader. By now it all sounds pretty familiar, doesn’t it? Well, to APR’s credit, they gave Terry Ludwig the perfect proving grounds. He quickly acquired some great mentors, and mentored many others in return – always giving back. He became a senior leader there, and contributed to their resounding success, and growth. But most of all, he gave abundantly of himself to the good cause. We could all learn a thing or two from Terry.

Now it’s time to wish him well as he prepares to enjoy some down time with the family, while sporting or traveling.

Ahhh, the good life. He’s earned it!