ASA Insights
Nov. 02, 2017

Family Businesses Raise Concerns over Enforcement Rules in Tax Reform
American Supply Association
As talk of tax reform heats up, discussion around passive and active income, and wages vs. profits and how Pass-Thru entities will be treated has increased. Words such as “guardrail” are being used by opponents of tax reform to ensure that businesses aren’t shielding too much of the income and receiving the benefit of lower rates. The concern is that by instituting one-size-fits all rules it could unfairly punish those such as inactive owners. As our letter states, “a general test should be devised that takes an owner’s investment in employees and capital into account when distinguishing an owner’s wages from profits. The higher an owner’s level of investment in workers and capital, the more profits they should be able to claim. Such a rule would inevitably produce a rough justice result, but it is infinitely more equitable than a fixed ratio or other rules that ignore the actual attributes of the affected business.”More

Cross Currents Ahead for Corporate Profits
ASA Advisor©
There are some cross currents ahead for corporate profits. The tightening labor market will put upward pressure on wages across industries affecting corporate profits negatively. Businesses will need to focus on retaining their productive employees as hiring new employees will be more expensive than keeping existing ones. At the same time, increases in health insurance costs will divert cash flow and corporate profitability. Ensure that you have a plan to raise prices or improve productivity to mitigate the labor inflation. While there may be some positive effects on after-tax corporate profits from the proposed tax reform plan, the trend for pre-tax profits will face headwinds. Don’t count on Washington to fix the pre-tax issues; you’ll have to do so yourself. Log in to MY ASA to access ASA’s latest macroeconomic forecast report for the PHCP-PVF industry.More

Senate Committee Approves NLRB General Counsel Nominee
SESCO Management Consultants
A critical National Labor Relations Board (NLRB) nomination was approved by the Senate’s Committee on Health, Education, Labor and Pensions (HELP Committee). Management-side labor attorney Peter Robb’s nomination to be the NLRB’s next General Counsel has been long-anticipated by those interested in seeing changes in the NLRB’s doctrinal jurisprudence. The General Counsel decides which unfair labor practice cases the NLRB should pursue, and which issues to prioritize. The term of current General Counsel Richard Griffin, Jr., a Democrat appointed by President Obama, expires on November 3. More

Time to Check Your Pulse
American Supply Association
Each month, ASA partners with Industry Insights and ITR Economics to compile data from wholesaler members that provides a snapshot on industry performance as well as how it relates to the broader economy. The value of this report is directly related to the number of wholesaler firms that contribute data each month - the greater the number of respondents, the more comprehensive and useful is the report and accompanying analysis. The participation deadline for wholesaler members to submit data for the October report is November 10th. Learn more about this FREE and EXCLUSIVE benefit that ASA members frequently use when making key decisions.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:


Sales is A Performance. Is Your Team Ready?

Looking for training for your sales team? Check out these four Selling Essentials courses: Selling Essentials: Understanding the Sales Cycle, Selling Essentials: Developing Clients for Life, Selling Essentials: Opening the Conversation, and Selling Essentials: Prospecting and Managing Territory. These courses provide a series of in-depth learning experiences aimed at transforming your sales force into true professionals who are prepped and ready for any challenge.More

Setting Apart Traditional Distributors from E-Commerce Giants
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 share insights about the threats posed by e-commerce giants, like and, as well as discuss the differences and strengths that set apart traditional wholesaler-distributors. 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

Registration is Now Open!
University of Innovative Distribution
The University of Innovative Distribution is a concentrated educational program focused on the unique needs of the wholesale distribution industry. 2018 marks the 25th year that UID has been serving the supply chain. Known worldwide for excellence in education, UID is sponsored by the leading distribution professional associations, in cooperation with the Department of Technology Leadership and Innovation of Purdue University. Working together, these groups take great pride in providing a superior learning experience. REGISTER NOWMore

Read the Latest from Morris Beschloss
American Supply Association
This week's news: Why U.S. WTI Oil May Become Globally Dominant?

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

6 Ways to Make Your Business More Efficient
A business is like an airplane: It has to work all the time. Well-oiled or finely tuned, the business must work and keep working for both owners and consumers alike. Unfortunately, inefficiency is a reality. It comes in a variety of flavors that can cost businesses up to 30 percent of their revenue each year. Few have fought inefficiency as well as Sergey Petrossov, CEO of Jetsmarter.

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

Truck Driver Shortage Could Hit All-Time High This Year
Heavy Duty Trucking
There could be a 50,000-driver shortfall in the trucking industry by the end of the year, according to Bob Costello, chief economist for the American Trucking Association (ATA). An uptick in freight volumes after a "freight recession" in 2016 is tightening the labor market. According to the first in-depth examination of the driver shortage since 2015, ATA projects the shortage to reach 50,000 by the end of 2017, and if current trends hold, the shortage could grow to more than 174,000 by 2026. More