ASA Insights
Jan. 24, 2013

Sales Compensation Got You Scratching Your Head?
American Supply Association
In recent months, it would seem that enough members have contacted ASA with some simple questions about sales compensation in our industry. As a result, the questionnaire for this month's Monthly Pulse Report will include three additional questions on this topic. Specifically, we'll ask three questions: 1. How do companies pay their inside and outside sales people, 2. What is the basic rate of commission, and 3. What were the total gross earnings for the highest, average and lowest inside and outside sales achievers in 2012. As is typical, ASA will begin the data collection for January on the last day of the month, and respondents will have until Feb. 12 to contribute their data. Click here to learn more about this FREE and EXCLUSIVE ASA member benefit.More

ASA University Unveils New Powerhouse Training Program
American Supply Association
The second 3D Commercial Schematic© training package, the Powerhouse, is now available in ASAU Online. The 3D Commercial Schematic© housed within "ASA Hospital" is designed to be a continuous work in progress. The Powerhouse is the second area to be developed for training and showcases commercial pipe, valves, and fittings and their applications within a boiler room. Five lessons drive learning through interactive steam systems, steam boilers, burners and combustion, steam traps and feedwater systems.More

ASA Distributors Sustain Improvements in 2012
American Supply Association
American Supply Association distributor members finished 2012 with an annual 5.6% improvement in revenues as compared to 2011; up 14% as compared to 2010; up 25.6% as compared to 2009 and up 16% as compared to 2008. The plumbing, heating and pipe, valve and fitting distributors were up on a quarterly basis 5.2% vs. fourth quarter 2011; up 12.8% vs. 2010; up 31.9% vs. 2009 and up 32.9% as compared to 2008. Monthly December 2012 per-day revenues grew vs. 2011 by 9.2%; up 13.6% vs. 2010; up 31.7% vs. 2009 and up 31.5% vs. 2008.More

Tamed Inflation Reports Represent a Mixed Blessing for Fragile Economic Recovery
The Desert Sun
With 2012 producer and consumer price inflation hanging in around the 2% mark, early signs indicate that neither of these measuring sticks for pricing at the base level of costs at manufacturing/distribution for the producer level, and for costs to users at the consumption outlets will change little throughout 2013. December inflation results in both producer and consumer price levels of near zero, confirmed this trend.More

An Overlooked Development Opportunity for Your Leaders
Modern Distribution Management
When clients engage us to conduct a search to fill a critical position in their organizations, they have almost always considered internal candidates for the role. Sometimes they just don't have the internal talent needed for the position or they are specifically seeking an "outsider" — someone who is not from their companies and may not even be from their industries. Outsiders are attractive to organizations because they bring a fresh perspective and have a different take on things like corporate culture, strategy and leadership style.More

Manufacturers: Demand Up After Cliff Standoff
Reuters
Top U.S. manufacturers sounded a confident note about their expectations for 2013 on Wednesday as fears of the year-end "fiscal cliff" faded into memory. Textron Inc., whose Cessna unit is the world's biggest maker of corporate jets, laid out an earnings forecast that would represent growth of about 12%, while larger peer United Technologies Corp., which makes Otis elevators, Carrier air conditioners and Sikorsky helicopters among other products, reiterated a projection that its profit would rise about 13%.More

States Hope for Rebound in Construction
The Pew Charitable Trusts
Large-scale projects are helping Idaho's construction industry recover from its lowest numbers since 1995. Job losses in California, Nevada, Arizona and Florida may draw more attention, but other states, including Idaho, also suffered significant construction job losses in the aftermath of the recession. Nationwide, the recession hit construction harder than most other sectors. More

Janet Harrah: US Manufacturing 10th-Largest World Economy
The Cincinnati Enquirer
While stories abound about the demise of U.S. manufacturing, the truth is that manufacturing is still vital to the health of the economy. As noted in the 2012 edition of Facts about Modern Manufacturing, "the U.S. manufacturing sector is so huge that if it were its own country, it would rank as the 10th-largest world economy." The Facts about Modern Manufacturing, produced jointly by The Manufacturing Institute, the Manufacturers Alliance for Productivity and Innovation, and the National Association of Manufacturers, provides key facts and figures that define the state of the U.S. manufacturing industry.More