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July 28, 2016

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Prepare for Rising Demand in 2017
ASA Advisor©
Do not lose sight of the big picture this year despite weakness in the industrial economy. The U.S. economy is going to expand in 2017. Take preemptive measures in order to realize your full growth potential. Carefully consider labor and capital reductions this year, and be wary of capacity constraints which may hinder your process as demand rises. In that same vein, consider the operational lead times on new hires and equipment in order to stay ahead of the business cycle. This may mean making costly decisions before activity begins to pick up, which can be a difficult pill to swallow. Convey confidence to your management teams in order to facilitate timely strategic decisions.

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California Energy Commission Amends Appliance Regulations
American Supply Association
On July 19, 2016, Hugo Aguilar, ASA Director of Codes & Standards, participated in a webinar with the California Energy Commission (CEC), which dealt with the overview of the Title 20 certification program Modernized Appliance Efficiency Database System (MAEDbS). The webinar was mainly focused on how to submit the appliance data and how to determine if a certain appliance is certified through the CEC. Title 20 applies to new appliances, if they are sold or offered for sale in California for final retail sale outside the state and those designed and sold exclusively for use in recreational vehicles, or other mobile equipment. Unless otherwise specified, each provision applies only to units manufactured on or after the effective date of the provision.
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ASA Staff Visits Local Member MIFAB
American Supply Association
This week, ASA and ASA Education Foundation staff had an opportunity to visit the offices and tour the manufacturing facility of ASA Silver Level Supplier Partner MIFAB in Chicago. The ASA and ASAEF team met with MIFAB President Michael Whiteside, Hugh Hornsby, VP of Marketing and Sales, Ronald Vlk, COO and Christian Kaley, Sales and Marketing Coordinator. The staff was given the grand tour of the facility as well as shown how the company has developed and become what it is today.
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Don't Be Left Behind: Ensure Your Firm is Prepared for 2017
American Supply Association

Brian Beaulieu
How can you obtain enough credible and actionable information about economic factors impacting the PHCP-PVF industry to navigate the next 18 months? REGISTER NOW for NETWORK2016. Brian Beaulieu of ITR Economics™, one of the country’s most informed economists, will provide his 2017 Economic Forecast as part of a great lineup of speakers, education sessions and networking events September 28-30 at the Waldorf Astoria in New York. Firms who REGISTER NOW can save $100 per company attendee by acting prior to the August 29 discount cutoff date.

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Selling Essentials: Prospecting and Managing Territory
Ask any sales professional about prospecting and most will tell you it's their least favorite thing to do. From figuring out how to develop a territory to finding qualified leads and making cold calls, it's enough to cause even the most seasoned people to cringe. Some even point fingers claiming it's not within the realm of their responsibility. But prospecting is the vital first step in the sales cycle, and the key to success is preparation, practice, and confidence. Selling Essentials: Prospecting and Managing Territory gives salespeople at all levels the know-how to tackle prospecting, maintain a healthy pipeline, and grow their business. This course is packed with helpful tools, including qualifying checklists, practice exercises, strategies, and more. LEARN MORE


“It is an incredible opportunity to meet and network with other key players in the industry. It also enables us to find out what is going on in the PHCP & PVF industry regarding economics, government, mergers and our future.”Domenic Messina, Peabody Supply Division, Hajoca Corp.

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Support Training Excellence
American Supply Association
Karl E. Neupert Endowment Fund donors and ASA University participants are identified as people who recognize the value of training and education. One of the greatest competitive advantages a company can have in this industry is a knowledgeable and attentive workforce, which is a key component to your profitability. Supporters are eligible to receive a 25% discount on eligible ASA University courses lasting until the gross amount spent is equal to that of your pledge to the Karl E. Neupert Endowment Fund. Supporters may take advantage of this valuable discount when a signed pledge form is received. Pledge Your Support.
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How Distributors Unintentionally Commoditize Their Solution
Industrial Distribution
When you pursue the same opportunities as every other distributor, you’re commoditizing your solution. Distributors fail to grasp the competitive nature of these opportunities. A half-dozen other companies are bidding on the same order, the same way. It turns into a bidding war that nobody wins. These high-volume, low-margin opportunities are commodity opportunities. Organizations exhaust their resources pursuing opportunities they never should have pursued. What if you focused resources on finding and solving problems versus pursuing commodity opportunities?
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Do You Know What's Happening in Washington and How it Affects You?
American Supply Association
Join us on Tuesday, August 23rd at 10:00am Central for this free webinar on Updates from Washington brought to you by ASA Women In Industry. With so much uncertainty in the future of the economy and the leadership in D.C., it is now more important than ever to stay informed and prepare for the days ahead. Join Dan Hilton, ASA Director of Government Affairs, as he provides a Preview of the 2016 General Election Landscape and the Battle for the White House, Highlights of Key Senate and House Match-ups, A Review of Key Regulatory Changes Taking Effect in the President's Final Term, and an Update on Outstanding Issues Congress Must Still Tackle This Year. REGISTER NOW
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Stop Trying to Differentiate to Unleash Your Financial Performance
American Supply Association
Too often when distributors are looking for that edge, that competitive advantage our first reaction is to focus on “differentiation.” In fact, my research shows that many distributors attach their definition of innovation to their company’s ability to differentiate itself in the marketplace. It’s important to rethink this. When differentiation is your focus, understand that you are focused on two entities: your own company and your competitors. What’s missing in this equation? Well, the customer is missing. Click here for discounted UnleashWD registration information for ASA members.
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Read the Latest from Morris Beschloss on USA Today
American Supply Association
This week's news: Why are big banks tightening loans in the United States? (The Desert Sun)

Want to read more from Beschloss? Click here to go to USA Today for a full archive of past articles.

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How the Best Places to Work are Nailing Employee Engagement
Research shows 4 out of 10 workers are disengaged globally. In the U.S., the situation is worse. According to the latest State of the American Workplace Report, 70 percent of U.S. workers don’t like their job, creating an environment where many workers are emotionally disconnected from their workplace and less productive than engaged counterparts.

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

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How Warehouses Can Avoid the Contract Trap
By Ken Ackerman
Until a few decades ago, agreements between logistics service providers and their customers were seldom governed by any long-term agreement. The International Warehouse Logistics Association developed a standard contract early in the last century and has revised that agreement to comply with the growth of electronic communication. In more recent years, agreements have been developed that are longer term with more detailed language about performance.
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Cast Iron Soil Pipe and Fittings

AB&I Foundry manufacturers cast iron soil pipe and fittings for storm and sanitary DWV plumbing systems. A US business built on RELIABILITY since 1906 and products with unsurpassed performance and durability. Integrity and Reliability – That’s the AB&I way. Visit AB&I or call (800) GOT-IRON. Free Catalog.
Over 50 Years of Excellence

Wheeler Manufacturing was established in 1957 with the invention of the chain type snap cutter for cast iron and clay tile pipes. It was a revolutionary tool which has since been adopted worldwide. Wheeler became part of the Rex Industries family. Rex Industries produces the highest quality and largest variety of pipe threading machines in the world.
BrassCraft’s Push Connect Products

BrassCraft’s Push Connect products allow you to connect appliances and fixtures with ease and confidence. Compatible with PEX, copper and CPVC, BrassCraft’s technology requires no special tools, soldering or gluing for a watertight seal.

BrassCraft’s product line features ¼ turn stops, one-piece supply lines, and water heater connectors.

ASA Insights
To contribute news, please contact ASA's Bill Erfort, 630.467.0000, ext. 212.

Colby Horton, Vice President of Publishing, 469.420.2601
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Bianca Gibson, Executive Editor, 469.420.2611   

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