Guest Columnists

Your Best Sales Rep Just Retired. Now What?

Wed, 03 Jun 2026 16:32:44 -0400

The PHCP-PVF supply chain is facing a generational shift in its sales workforce. Retirements are outpacing new hires, and the institutional knowledge that veteran sellers carry is not the kind that fits neatly into an onboarding document.

Why Good Businesses Sell for Less Than They Should

Wed, 06 May 2026 07:00:00 -0400

Understanding how buyers view a business can help explain why valuations sometimes fall short of expectations.

AI at work: Hide or thrive?

Wed, 29 Apr 2026 07:00:00 -0400

By learning to use AI wisely in our daily work, prioritizing ethical use, and nurturing essential human skills, we’ll not only get more done and spark innovation, but ultimately build a more effective and rewarding future for ourselves and our organizations.

When Rebates Help, and When They Hurt: The Hidden Tradeoffs for Distributors

Wed, 15 Apr 2026 07:00:00 -0400

The mechanics of rebates are not simple: Each manufacturer has its own playbook. Rules, tiers, exclusions, and volume triggers differ. On top of that, distributors add their own complexity.

Blending knowledge and advancements: How to successfully adopt new HVAC technologies.

Wed, 18 Mar 2026 09:00:00 -0400

Advancements are constantly rolling out to the PHCP and HVAC industries, and even the most seasoned professionals are fascinated by the way they help us do our jobs more efficiently while keeping our customers more comfortable.

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

Wed, 04 Mar 2026 07:00:00 -0500

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.

Building credibility: The foundation of emerging leadership

Fri, 13 Feb 2026 00:00:00 -0500

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.

Break the supply chain bottleneck

chris@reputationigniter.com (Chris Lollini) — Mon, 08 Dec 2025 00:00:00 -0500

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.

Rethinking warehouse design for labor savings and optimization

Fri, 05 Dec 2025 00:00:00 -0500

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).

Why your leadership training fails: The disconnect on the front line

Mon, 03 Nov 2025 00:00:00 -0500

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.

Five PHVAC business pitfalls: How distributors can help contractors overcome them

Mon, 20 Oct 2025 00:00:00 -0400

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.

Winsupply opens doors to LOT/T for exclusive tour ahead of conference

Wed, 24 Sep 2025 00:00:00 -0400

The tour will provide a peek behind the curtain of the stocking efficiencies and abilities of Winsupply, and insight into opportunities to grow with them. After the tour, key people from Winsupply will present on their unique approach and entrepreneurial spirit, which enables local Winsupply companies to be successful in their respective markets.

Top 5 reasons to attend the DPHA Annual Conference

Mon, 11 Aug 2025 00:00:00 -0400

Consolidation has reshaped the landscape, with independent showrooms and manufacturers being acquired by larger entities, and mega-shows growing so vast that our niche risks being overshadowed. Amid this shift, the DPHA Annual Conference and Product Showcase, being held October 16–19, 2025, at the Hyatt Regency in Houston, stands out as the only focused, intimate, and authentic venue dedicated entirely to our industry.

Championing water safety, accessibility and sustainability

Tue, 05 Aug 2025 00:00:00 -0400

Our trip was focused on promoting policy solutions that address these growing concerns—ensuring that every community, regardless of geography or income, has access to safe and sustainable water. We also were there supporting the trades who install and service this critical infrastructure as well as the manufacturers and wholesale distributors that keep the supply chain full.

Why a phased approach delivers better CRM outcomes

brian.gardner@salesprocess360.com (Brian Gardner) — Thu, 03 Jul 2025 00:00:00 -0400

Without a dedicated point person—the CEO for CRM—guiding the project from planning to post-launch, it can quickly go off track. Additionally, following a clear roadmap that breaks goals into manageable segments is essential.

The power of AI: Empowering the next generation

Mon, 19 May 2025 00:00:00 -0400

What is the next great tool that will shape the future of our industry? The answer is artificial intelligence.

AIM/R’s LOT/T evolution: Celebrating small beginnings

Fri, 21 Feb 2025 00:00:00 -0500

LOT/T – Leaders of Tomorrow… Today – is a group within AIM/R launching a column with Supply House Times to tackle challenges for emerging leaders in plumbing, HVAC, and irrigation. We spoke to founders about the group’s history and evolution from its original name, “LOT.”

Loyalty is never lost: What is your value add for the customer?

dyates@consultyates.com (Dave Yates) — Thu, 03 Oct 2024 00:00:00 -0400

Price vs. value was always a key in every customer relationship I had during my 48-year career. Once I established trust, and folks knew I had their best interest at heart, price became secondary.

Recognizing the next generation of PHCP-PVF innovators

Mon, 08 Apr 2024 00:00:00 -0400

Industry veteran and Publisher, Dan Ashenden reflects on the importance of giving back and highlights the Next Gen All Stars Awards. Recognize a young leader under 40 making a difference. Nominate them today!

Marshall Jones: Don't trust big decisions to just any network

Tue, 06 Dec 2022 00:00:00 -0500

Over the last year we’ve dug into the value you can receive from developing peer networks in your personal and professional life. A network of peers is a fantastic source of ideas and feedback and an amazing tool for exploring challenges and opportunities. Your counterparts have lived in your shoes and share the same daily struggles you do. You have these groups all around you and whether you realize it or not you’re probably a member of quite a few.

Women in Industry: Mentorship continues to be vital for PHCP-PVF industry

Mon, 07 Nov 2022 00:00:00 -0500

“Mentorship” is a buzzword that we hear often in the world of work. Companies want to create programs. Employees want mentors. But mentorship is not one size fits all. In this article, we’ll discuss what mentorship is (and isn’t), share our mentorship stories, and offer some tips on how to maximize your experience as a mentor.

Marshall Jones: You are not alone

Thu, 08 Sep 2022 00:00:00 -0400

It is a great feeling to experience a member who began an exploration uncertain in a course of action gain the belief that their solution will benefit their company.

What AIM/R has learned while tapped in to AIM/R on Tap

Thu, 07 Jul 2022 00:00:00 -0400

This content will always be “buy reps for reps” and complement other key initiatives coming together to strengthen our AIM/R Rep Network.

Dirk Beveridge: Human energy shines bright at Univeristy of Innovative Distribution 2022

dirk@unleashwd.com (Dirk Beveridge) — Tue, 07 Jun 2022 00:00:00 -0400

Companies, leaders and employees who are not routinely energized are at risk of burnout, fatigue and complacency.

Women in leadership: A game-changing advantage

Fri, 13 May 2022 00:00:00 -0400

Starting with the “seemingly innate,” research has shown that many of the characteristics that make women strong leaders are empathy, encouragement and shared vision.

Charlie Parham: Build a better rep firm for the future

cparham@pepcosales.com (Charlie Parham) — Tue, 10 May 2022 00:00:00 -0400

I am excited to begin a column for Supply House Times writing as a voice for manufacturer’s reps. I see this column as an opportunity to serve and build up our industry. I believe it is important for manufacturers' reps to strive to be better business people with healthy, robust companies, acting as first-class stewards of the products we represent.

Alicia Branham: Are you running on all cylinders?

Fri, 11 Mar 2022 00:00:00 -0500

In the here and now, end-users want and need more information than ever. Although the information has changed — it is now slick, lean and coming at warp-speed — one thing remains the same: It is still being delivered to people’s doorsteps. It is being delivered to LinkedIn, Instagram, Twitter and Facebook, because most consumers have moved to this neighborhood: Social media.

Marshall Jones: The importance of creating a peer network

Wed, 09 Feb 2022 00:00:00 -0500

Throughout 2022, the focus of this column will be on strengthening your network. Don’t worry, this isn’t about cybersecurity, and you won’t need an information technology degree to make the most of these articles. We are not talking about that kind of system. Instead, we’re going to cover the basic nuts and bolts of building strong networks of people within your company and with outsiders.

Emerging Leaders: 2022 is the year to start

Thu, 06 Jan 2022 00:00:00 -0500

Within the American Supply Association, the Emerging Leaders division offers up-and-coming professionals in the industry the ability to network with their peers from around the country as well as educational benefits to help them grow in their careers. Considered the leaders of tomorrow, it is paramount to the success of the industry that this group grow and continue to cultivate the skills learned from participating in Emerging Leaders.

Women in industry: Creating a culture of caring

Wed, 08 Dec 2021 00:00:00 -0500

Culture seems to be all the rage in the corporate world today, or maybe that’s just because I read a lot about it, and because we really focus on it being real. At Eastern, we have a healthy desire to have a positive impact on the lives of people we come in contact with. One of the ways we foster this is through our 28 Fundamentals, or as we call it, The Eastern Way.