Columnists - Articles - Page 2 | Supply House Times

From the Editor | Natalie Forster

Advocacy as a business strategy

Court cases, energy standards and state regulations are increasingly influencing what distributors can stock, sell and support.

Natalie Forster

March 10, 2026

Between tariff rulings, state product bans, federal efficiency standards and mounting workforce challenges, the PHCP-PVF channel is operating in an environment where regulatory shifts can alter inventory planning, product availability and pricing strategy almost overnight.

Managing commissions – as the distribution landscape evolves, what are reps doing to track?

As distribution networks grow more complex, commission management requires clearer data, stronger communication and tighter alignment.

Matt Guidish

March 4, 2026

For commission-side reps, what once seemed like a simple process – reps sell product to distributor, manufacturer ships product to distributor, rep gets commission on invoiced product via sales reporting – has, these days, become quite the labyrinth of accounting processes and procedures. The main confusion driver in this labyrinth is often DC-to-branch, branch-to-branch, or DC-to-contractor transfers that flow across state lines or rep territory boundaries.

Marketing Matters | Alicia Branham

Seven signs you’ve outgrown DIY marketing

How to recognize when scrappy, do-it-yourself marketing quietly starts holding a growing business back.

Alicia Branham

February 18, 2026

There are clear warning signs that your business has outgrown DIY marketing. Here are seven ways to know when DIY marketing is no longer serving your business — and may hold it back.

A female manager, along with two warehouse workers, is inspecting the merchandise.

Emerging Leaders

Building credibility: The foundation of emerging leadership

How emerging leaders can earn credibility in a relationship-driven plumbing distribution industry.

Bryce Moore

February 13, 2026

Emerging leaders are motivated but often struggle to understand what senior leaders want before assuming more responsibility. In plumbing distribution, credibility is crucial; senior leaders prioritize those who execute well, communicate clearly, and make sound decisions under pressure.

Kip Miller made his first address as 2026 ASA President at ASA NETWORK 2025 in Ft. Lauderdale, Fl.

ASA President's Letter

PHCP-PVF industry is capable of even more when we move together

The first monthly column from 2026 ASA President, Kip Miller.

Kip Miller President and CEO of Eastern Industrial Supplies

January 14, 2026

It's critically important for all of us to see ourselves as industry stewards. We are an essential industry for the future of our nation. We are necessary even though we might not always see ourselves that way.

Hands, calculator, and various data charts and graphs on a white background.

Marketing Matters | Alicia Branham

New year, new strategies: How to kickstart your marketing goals

Turning ambition into measurable progress.

Alicia Branham

January 6, 2026

A strong marketing strategy is the bridge between where your business stands today and where you want it to go. Whether you’re a manufacturer looking to increase brand visibility, a rep firm aiming to secure more partnerships, or a distributor working to grow market share, success starts with clear, actionable goals and a structured roadmap.

High angle view of two workers shaking hands while working with their colleague in distribution warehouse.

From the Editor | Natalie Forster

The most meaningful progress rarely makes noise

2025 showed that being human — not flashy — is what customers value most.

Natalie Forster

January 2, 2026

In wholesale distribution, progress in 2025 rarely came from one sweeping change. It came from smarter forecasting and more accurate data analysis. From incremental improvements in product data that made online searches less frustrating to onboarding processes that got new hires productive faster than before. None of it flashy, but all of it impactful.

New Year concept wooden blocks with 'GOAL', 'PLAN', 'ACTION', AND '2026' text, checkmarks, and a bullseye icon. The blocks are stacked on top of coins, which are stacked on top of paper cash.

From the Editor | Natalie Forster

Measuring what matters at year-end

Retention starts with asking the right questions.

Natalie Forster

December 23, 2025

The year-end is a time for reflection, and planning for 2026 is already starting. The Gallup Q12 engagement survey measures employees' connection to their workplace through 12 key statements. It highlights aspects such as expectations, tools, valued opinions, and growth opportunities, making it especially valuable in industries where retention depends on clarity, trust, and recognition beyond compensation. The Q12 helps quantify these drivers for better management, which is crucial at year-end.

Dave Poteete on stage speaking his final address as ASA President at the NETWORK conference. A large image of him in the background.

ASA President's Letter

A final note from 2025 ASA President: a reflection on a cornerstone year for ASA

Dave Poteete

December 18, 2025

Looking back at this past year, I want to leave you with a few notes about some of the ASA events I thought were extra special for me and also some other things that make ASA so special as our industry’s only national trade association.

Guest Column | Chris Lollini and Devon Murphy

Break the supply chain bottleneck

How smart dealers and contractors stay profitable when demand never lets up.

Chris Lollini

Devon Murphy

December 8, 2025

You don’t have to wait for the phone to ring. Even when your shelves are turning fast and trucks are rolling nonstop, there’s untapped gold in your existing relationships. Distributors can reach out to accounts that haven’t ordered in a while or offer proactive inventory planning for contractors gearing up for year-end projects.