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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.

The warehousing industry faces a significant labor issue, accounting for 50% to 70% of total budgets, as noted by a Bostontec study. Manual order picking is a major expense, comprising around half of warehouse operating costs. Factors such as rising hiring costs, a shrinking labor pool, and the demanding nature of the work contribute to this problem. In 2023, the industry reported 4.7 nonfatal injuries and illnesses per 100 full-time workers (BLS).

As 2025 comes to a close, it’s time for me to review my predictions from last year and predict ten more trends for 2026. Just like last year, I will avoid predicting where the stock market will be at the end of 2026; instead, I will stick to identifying trends that supply houses will find important in the upcoming year. My scorecard shows I got 7.25 out of 12 right. With all of that, let's jump in and review my 2025 predictions.

In this space, your brand isn’t your logo — it’s your people. It’s how your reps walk into a meeting. How your project manager answers a callback. How your techs wrap up a jobsite and drive away. It’s what customers and partners say about you when you’re not in the room.

Nearly three in four ASA members say their companies are already experimenting with AI, while 38 percent report they are exploring use cases, while 34 percent are piloting one or more AI tools.

Whether your team needs training on your latest CRM system, new quoting software, or how to confidently represent your company on social media — the principle is the same. People can’t perform at their best without clarity, direction, and alignment. Every process, from managing leads to creating customer-facing content, is only as strong as the training behind it.

According to the American Supply Association’s most recent sales report, industrywide wholesale trade in mid-2025 was up just over six percent year-over-year, while inventories climbed a modest 1.3%. That balance suggests something healthy — not overheated, but steady growth with wholesalers staying disciplined on stock levels. In other words, people are buying smart.

Most learning happens on the job, with 70% from daily work, 20% from peers, and only 10% from formal training. Programs not integrated into operations often fail, and nearly half of managers see a lack of leadership development, especially at the branch level where theory must link to daily execution.

These updated courses offer a modern, mobile-friendly interface, engaging live-action videos that clarify complex concepts, scenario-based assessments for real-world application, impactful 3D imagery for technical training, concise summaries for practical reference, and hands-on activities to reinforce learning.

Ensure your dealers account for adequate margins to offer competitive wages and maintain a skilled workforce. In the competitive HVAC repair market, paying well attracts quality employees who generate more business. Ultimately, investing in a pay raise may be more cost-effective than losing a valuable employee to a competitor.