N.H. Yates & Co., a manufacturer’s representative, and a distributor of premier PHVAC and hydronic products in the eastern United States, recently announced that its general manager, Todd Yates, had earned a unique educational distinction. Yates is the first – and only to this point – graduate from a manufacturer’s representative in the history the American Supply Association’s (ASA’s) Masters of Distribution Management (MDM) Certificate Program.

The 12-month-long MDM program is available exclusively to ASA members. It delivers practical distribution mastery along with leadership vision, offering flexibility and affordability to develop strong, action-oriented leaders for over a decade. The uniqueness of Todd’s accomplishment is that most graduates come from the rank of wholesalers and distributors, not manufacturer’s reps. 

Taylor Albano, Vice-President of Education & Training for ASA’s Education Foundation confirmed this first. “We did some double checking on our end, and it appears the honor is all his,” she said.

NH Yates values continuing professional education, with decades of active involvement in the Association of Independent Manufacturers Representatives, Inc. (AIM/R) and other leading industry associations and groups. Yates acquired JR Clendenning; a Philadelphia based agency in 2004.  John Clendenning was an early Certified Professional Manufacturer’s Representative (CPMR) graduate, a former president of AIM/R and was inducted into its Hall of Fame in 2017.  

Yates President, Jon Thomas obtained his CPRM is 2009 and currently serves on the AIM/R board of directors.  Continuing that path for Yates is Commercial Sales Manager, Matt Cornelius, who is entering his final year of the program. “We have a long history of involvement with AIM/R and the CPMR certification is, for the most part, the path the majority of reps take to get deeper into what we do for a living,” Thomas said, adding that he encouraged Todd to pursue the MDM certificate.

“Since the buy-sell, stocking component of our rep agency is quite significant and very much resembles wholesale distribution, we decided it would be a good idea for Todd to participate in the MDM program. We think it will be a very good investment of his time and effort,” he added.

ASA offers an extensive educational platform – exclusively for members – and the MDM is its highest offering. It contextualizes the realities of leadership within the wholesale PHVAC industry and is uniquely tailored to the industry – and its challenges. It features chapters focusing on: Change Management, Leading Effectively, Communication, Managing Conflict, Organizational Effectiveness, Embracing Culture, Strategic Decision-Making, Diversity and Inclusion, Key Financial Metrics, Visionary Thinking, and Succession Planning.

"ASA University has harnessed the wisdom of industry leaders, capturing their lessons, stories, and expertise to shape the foundation of the MDM program,” ASA’s Albano said. “Focused on practical, actionable learning, the program equips graduates to drive immediate impact within their organizations. Congratulations to Todd for exemplifying leadership excellence in our industry and earning his MDM.”