I enjoyed reading Dan Holohan's article in Supply House Times (December 2002, page 66) regarding KeySpan. Although utilities in western New York have not started marketing campaigns like KeySpan's, it is only a matter of time.
As wholesalers we need to support the manufacturers that support us and show those that choose to sell direct there is value in the wholesale part of the supply chain. Hopefully the winner of the KeySpan contract will learn that partnering with wholesalers and the small qualified contractor will continue to be the successful way to market in the heating industry.
Erb Co. Inc.
I just read Dan Holohan's column in the December issue of Supply House Times and what he described is the tip of the iceburg. You can include all of the major fixture and faucet manufacturers that sell to Home Depot and Lowe's direct, bypassing the wholesale house. Next we have the wholesale house selling direct to the public, bypassing the place where I stand in line, the plumbing contractor/retailer.
Charles W. Jorgensen
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Bensenville, IL 60106