Columnists

Relationships Still Matter in a Digital World

baylesk@bnpmedia.com (Kristen R Bayles) — Mon, 06 Jul 2026 09:57:02 -0400

Technology can help us work faster and smarter. It can improve efficiency, provide insights and streamline countless processes. But, it can’t replace the confidence that comes from knowing the person on the other end of the conversation genuinely cares about your success.

The Marketing Materials Your Sales Team Actually Needs

Fri, 26 Jun 2026 12:16:11 -0400

As companies begin evaluating budgets and planning for the future, many leaders focus on lead generation and brand awareness. While those initiatives are important, it is equally important to examine what happens after a prospect enters the sales funnel.

The View From the New Desk

bellolih@bnpmedia.com (Hannah Belloli-Oster) — Mon, 22 Jun 2026 10:32:25 -0400

In her first editor's note, Hannah Belloli-Oster shares how a carpenter father, a journalism degree, and a few career leaps led her to Supply House Times, and why she's excited to learn alongside the industry she now serves.

Does Buying a Company Make Sense?

Mon, 15 Jun 2026 11:06:59 -0400

Thinking about acquiring another company? Growth can be appealing, but an acquisition may create more challenges than opportunities, especially if you plan to sell your business in the near future. Learn why debt, integration hurdles, operational risks and buyer perceptions can impact your company’s value, and what business owners should consider before making a move.

ASA University MDM Program Drives Critical Leadership Development Principles

Mon, 01 Jun 2026 10:56:42 -0400

Whether you’re focused on building your own leadership capability or thinking about succession planning within your organization, this ASA program is designed to prepare you for what’s next.

Your Sales Team Isn’t Posting and It’s Costing You Millions

Fri, 22 May 2026 12:19:06 -0400

This isn't something to brush off or circle back to when things “slow down.” It’s not a marketing problem sitting neatly in someone else’s department.

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.

How distributors are winning with business intelligence

Wed, 22 Apr 2026 07:00:00 -0400

Strong business intelligence (BI) data has become a competitive necessity for distributors operating in increasingly complex and fast-moving markets.

AI Is Moving Faster Than Your Security Policies

Fri, 17 Apr 2026 07:00:00 -0400

AI is evolving faster than the policies, security systems, and safeguards designed to manage it. The smartest companies won’t ignore AI, they also won’t hand over the keys to their business until the technology proves it can be trusted with them.

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.

From Reporting to Serving

forstern@bnpmedia.com (Natalie Forster) — Fri, 10 Apr 2026 07:00:00 -0400

By the time you’re reading this, I’ll be on my way to ASA’s headquarters to hit the ground running on this new journey. I could not be more excited for the opportunity to work for the association I have been fortunate to partner with and admire throughout my time at BNP Media. I truly believe that ASA helps distributors do their jobs better, and I am thrilled to be joining that mission.

ASA’s LEAD Summit in St. Petersburg spotlights a strategic shift for the next decade

Mon, 23 Mar 2026 07:00:00 -0400

Last month, St. Petersburg again was the site for what is now called ASA’s annual LEAD Strategic Leadership Summit. This year’s LEAD event brought together 85 volunteers to take a look at issues that will affect ASA member companies and their employees now and in the future.

Why conservative branding and hesitant messaging may be limiting distributor growth more than market conditions

Fri, 20 Mar 2026 07:00:00 -0400

Being visible invites judgment. Once your company is seen, it can be critiqued, compared, misunderstood, or challenged. In industries where reputation matters and tradition runs deep, that exposure feels risky.

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.

Advocacy as a business strategy

forstern@bnpmedia.com (Natalie Forster) — Tue, 10 Mar 2026 00:00:00 -0400

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?

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.

Seven signs you’ve outgrown DIY marketing

Wed, 18 Feb 2026 15:00:00 -0500

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.

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.

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

Wed, 14 Jan 2026 00:00:00 -0500

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.

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

Tue, 06 Jan 2026 00:00:00 -0500

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.

The most meaningful progress rarely makes noise

forstern@bnpmedia.com (Natalie Forster) — Fri, 02 Jan 2026 00:00:00 -0500

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.

Measuring what matters at year-end

forstern@bnpmedia.com (Natalie Forster) — Tue, 23 Dec 2025 00:00:00 -0500

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.

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

Thu, 18 Dec 2025 00:00:00 -0500

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.

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).

2026 Predictions: Ten trends supply houses should know

Wed, 03 Dec 2025 03:00:00 -0500

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.

What it really means to ‘be the brand’ in a blue-collar industry

Wed, 03 Dec 2025 00:00:00 -0500

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.

Transforming the PHCP-PVF channel

Mon, 17 Nov 2025 00:00:00 -0500

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.

Train for growth: Why your team is the key to modern marketing success

Fri, 14 Nov 2025 00:00:00 -0500

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.

Beyond the buzzwords: What your shelves reveal about 2025’s product trends

forstern@bnpmedia.com (Natalie Forster) — Wed, 12 Nov 2025 00:00:00 -0500

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.