ASA Insights
Oct. 26, 2017

Distributors Resilient in September
American Supply Association
ASA’s Monthly Pulse Report provides a regular snapshot of performance for the PHCP-PVF industry. For the month ending September 30, 2017, wholesaler-distributors reported a median sales increase of 3.7% compared to 2016, although industrial pipe-valve-fitting (PVF) distributors reported a median sales increase of just 0.1%. Calendar year-to-date, all respondents reported median sales growth of 5.7%, and the median increase for the trailing twelve months was 5.9%. Inventories rose 5.0% compared to prior year, and the median three-months average days sales outstanding increased from 43.7 to 44.1 days. Only 44.4% of the respondents reported an increase in gross margin percentages for the month, and company YTD profit before taxes increased for 65.0% of the total sample. The percentage of all respondents having more Full-Time Equivalent employees compared to a year ago increased from 51.8% in August to 55.6% in September. More

In Memoriam: Dominic Sigillo
American Supply Association
Dominic Sigillo, President of Sigillo Supply in San Francisco, passed away on Thursday, October 19th. Dominic was a true friend and a great ambassador on behalf of many industry organizations, including ASA and Western Suppliers Association (WSA). Always willing to lend support and encouragement, Dominic was gracious with his time, knowledge and friendship.More

Make Your Move™
ASA Advisor©
Plan for increasing volume and higher costs over the next three quarters, especially if your business is related to the industrial economy. Additionally, do not straight-line your budget through 2018 and into 2019 because the trends are shifting over the next 18 months. Log in to MY ASA to access ASA’s latest macroeconomic forecast report for the PHCP-PVF industry. More

PHCP-PVF Wholesalers Plan for Y-E Holidays
American Supply Association
This winter, the Christmas and New Year’s Day holidays are on Mondays. ASA’s most recent Monthly Pulse Report sheds some light on how one-in-five PHCP-PVF wholesaler members surveyed across the U.S. plan to observe the year-end holidays.

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Standard for Mechanical Systems Out for Review
American Supply Association
ASHRAE/ASPE/AWWA Standard 191P, Standard for the Efficient Use of Water in Building Mechanical Systems is out for public review and comment. The deadline for submitting comments is November 27, 2017. The ASA Codes and Standards Committee is considering the public review draft so if you would like the Committee to consider any comments you might have please submit your comment by November 10, 2017. More

Boiler Code Week is Upon Us
American Supply Association
Jim Kendzel, ASA Director of Codes and Standards, will be attending the ASME Boiler Code Week being held in Phoenix, AZ. From October 29 – November 3, 2017. If you are attending the meetings please let Jim know by contacting him at jkendzel@asa.net, he would like to meet as many ASA members as possible who will be at the meeting. If your company has any specific subject areas being discussed at the meeting and you would like to have Jim at the meeting(s) covering the subject(s) you have an interest please be sure to let him know. You can access the schedule for the week by clicking here.More

Best Practices in Sales Compensation

Join us on Thursday, November 30th at 10:00AM Central for this free webinar on Best Practices in Sales Compensation brought to you by ASA Women in Industry. Andrew Horvath and Ann Marie Verhamme are Certified Sales Compensation Professionals from Alexander Group, and they will be the presenters for the webinar. There are three main areas they will be covering during the webinar:

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Coaching Conversations

Generally, coaching is defined as “a method and technique that can be used to guide an individual to new learning within defined time frames”. It also serves to hold individuals accountable for their commitments and produce results. This course reviews some of those basic situations and then expands upon them to give you a chance to practice applying the skills in different situations. More

E-Commerce Evolution's Impact on Distributor-Supplier Relations
ASA's Midwest Distributors
ASA’s Midwest Distributors will continue the tradition of hosting the annual Fall Industry Dinner on Monday, November 13th at Ditka’s Restaurant in Oak Brook Terrace, Illinois. Jennifer Engel, Senior Analyst with Source One Management Services, will speak about the evolution of e-commerce and its impact on relations as between distributors and their suppliers. All ASA members as well as channel partners from throughout the Midwest are strongly encouraged to participate. Register now; the deadline is Friday, November 3rd. More

Are You Having Trouble Getting Your Employees to Finish Their Training Courses?
American Supply Association
Check out this new document from ASA University, which provides Best Practices on organizations that provide incentives for their employees to successfully complete Training courses. While one size does not fit all, perhaps iterations of these may begin the discussion at your organization. More

Read the Latest from Morris Beschloss
American Supply Association
This week's news: Weldbend Wins Anti-Dumping Victory for Major US Independents

Want to read more from Beschloss? Click here to go to The Beschloss Perspective for a full archive of past articles.More

The 10 Laws of Sales Success
Entrepreneur
A recent Gallup poll on the honesty and ethical conduct of business professionals found that insurance salespeople and car salespeople ranked at the bottom of the list. Bet you're not surprised to hear this. But did you know that it's not just car salespeople who have a bad reputation? Bill Brooks of the Brooks Group estimates that more than 85% of customers have a negative view of all salespeople.

Want help developing your own training program? Go to ASA-U Advisory Service today for more information.More