Mike Miazga 2016-03-04 04:43:33
BLACKMAN SUPPLY ANNOUNCES NEW LAKEWOOD LOCATION Bayport, N.Y.-based Blackman Plumbing Supply recently announced plans to relocate its Lakewood,N. J., branch to a larger, more accessible location. The new building (currently open for business), located at 1001 New Hampshire Ave., in Lakewood, includes a self-service area in the counter/parts department, which was not available at the previous location. The new branch will feature a 7,000-sq.-ft. showroom (slated to open this spring), equipped with full lighting and tile departments, in addition to decorative plumbing products. Blackman originally expanded into New Jersey with the acquisition of the Ridgewood Corp., in 2010. “This easily accessible location, combined with the new beautiful retail showroom will make our Lakewood branch a great success,” said Michael Marovich, regional manager of Blackman’s New Jersey branches. ASA DISTRIBUTOR MEMBERS REPORT CONTINUED SALES GROWTH ASA’s Monthly Pulse Report reveals member wholesaler-distributors reported median sales growth of 5.9% in December 2015 compared to the December 2014 timeframe. For calendar-year-to-date, respondents reported a median sales growth of 4.0%, while inventory rose 1. 8% in December compared to the same time a year ago. The median three-month average days sales outstanding dropped to 42.0 in December. Nearly 46% of participants in the monthly survey reported an increase in gross margin percentages for December 2015 vs. December 2014. Company year-to-date profit before tax increased for 48% of respondents, while 61% of respondents reported having more full-time equivalent employees compared to a year ago. ASA SHOWROOM WORKSHOP AT KBIS TELLS HOW TO ATTRACT INTERIOR DESIGNERS Driving designer business to your kitchen-and-bath showroom requires planning and attention to detail. Getting inside the head of an interior designer and thinking like one also would help boost this part of your business. That was the consensus of four panelists enlisted by the American Supply Association’s Showroom Managers Peer Networking Council for an educational workshop presented Jan. 20 during the Kitchen & Bath Industry Show in Las Vegas. Speaking at the early-morning, wellattended event were Tim Stumm, showroom manager of Morrison Supply’s Expressions Home Gallery in Dallas; Kelly Litton, showroom and territory manager for Delta Faucet’s Dream2O in Chicago’s Merchandise Mart; John Petrie, owner of Mother Hubbard’s Custom Cabinetry in Mechanicsburg, Pa.; and Bruce Graf, owner of Graf Developments in Grand Prairie, Texas. “How do we engage designers in our showroom?” Litton asked. “We think like them! We utilize experts like event planners. We support their causes.” Hosting annual events in your showroom builds anticipation, she noted. They also establish a predictable connection between your company and the design community. Events that offer continuing education units are a good way to build loyalty among designers, Stumm said. Attention to detail during events is important to make sure music as well as food and beverage offerings match designers’ tastes. Attention to detail extends to the showroom space and its staff, he said. The showroom must be inspected daily, both inside and outside. Staff members must dress appropriately to project a professional appearance. They must be well-trained to position themselves as experts on whose advice designers can rely. Staff must follow up after a sale with a same-day email and thank-you note. An area inside the showroom dedicated to designers and their clients will help differentiate your company, Stumm said. The space could be a conference room with a good-sized table where designers can lay out plans and discuss options and pricing. Citing information from the American Society of Interior Designers, Stumm said products specified by U. S. and Canadian designers this year will exceed $68.5 billion, which is a 35% increase from 2010. Of the currently employed 60,824 interior designers, 63% specify kitchen-and-bath faucets and fixtures and 67% specify accessories. Unlike other segments of the construction industry that are having a hard time attracting workers, the number of interior designers has grown by 10,000 since 2012. Employment growth of interior designers is expected to outpace the average for all occupations in the economy through 2022. The number of design firms has increased by 7.5% to 13,257. Another contrast with most of the rest of the construction industry is 90% of designers are women and 10% are men. ASID predicts these top trends for 2016: Integrating technology with interior design; sustainability; blending workplace and residential spaces; and stay-in-place kitchen and bath remodeling projects. Declining trends include: Single-family homes increasing in size and sourcing products from overseas. If you don’t know what your competitive advantage is in attracting designers to your showroom, Stumm suggested asking your customers what they say about you. “What do you brag about?” he asked, as another way to identify your competitive advantage. “What do your current competitors brag about?” —Bob Miodonski HARDI DISTRIBUTORS REPORT DECEMBER REVENUE INCREASE HARDI’s monthly TRENDS report shows average sales for HARDI distributor members increased by 8. 2% in December 2015. The annualized growth for the 12 months through December 2015 was 5.7%. This compares to the 6.1% gain in 2014 and was the second consecutive year of slower growth since a 7.3% figure was reported for calendar 2013. Days sales outstanding for respondents to the TRENDS report is 49.9. “Most of the eastern half of the country was unusually warm in December,” HARDI Market Research and Benchmarking Analyst Brian Loftus said. “The cooler temperatures in the western region was responsible for the boost to sales at the end of the calendar year.” ASA NAMES MARCHESI DIRECTOR OF MEETINGS AND EVENTS The American Supply Association recently announced the hiring of Maria Marchesi as director of meetings and events. With more than 10 years of experience working at a top-tier hotel, an association management company, a prominent medical association and a leading university, Marchesi is well-versed in all aspects of directing and managing ASA’s multifaceted meetings and events operation as well as cultivating and maintaining relationships with members, volunteer leaders and supplier partners, the Itasca, Ill.-based association noted. In 2013, Marchesi earned her Certified Meeting Planner (CMP) credential from the Convention Industry Council. The CMP credential is recognized globally as the badge of excellence in the meeting, convention, exhibition and event industry. FERGUSON BUILDS PARTNERSHIP WITH HOMES FOR OUR TROOPS Ferguson recently signed on as a national partner with Homes for Our Troops to support its mission to build mortgage-free, specially-adapted homes nationwide for severely injured veterans. In addition to a monetary contribution, Ferguson will donate product from its inventory of plumbing and lighting products. With the partnership, Ferguson associates will have the opportunity to positively affect the lives of severely injured servicemen and women through local events across the country such as community kickoffs, volunteer days and key ceremonies. MID-CITY SUPPLY’S NELSON RETIRES AFTER 49 YEARS Elkart, Ind.-based Mid-City Supply announced the retirement of Jim Nelson from his position as vice president of administration. Nelson has been with Mid-City Supply since 1966 — an astounding 49 of the company’s 68 years in business. Nelson started with Mid- City Supply in an entry-level role and has since worked his way throughout the company in a variety of positions. During his career, he obtained his master’s degree from Indiana University, South Bend, which afforded him the opportunity to settle into his current position as vice president of administration where he has been for more than two decades. In addition to his main role at Mid-City, Nelson has been the company’s United Way ambassador the last five years. WINSUPPLY NAMES GORDON PRESIDENT Dayton, Ohio-based Winsupply announced Roland Gordon has been named president of the company. Gordon retains his title of chief financial officer until the Winsupply Board of Directors names a successor. Jack Johnston, who was named chief executive officer in September 2015, turns over the daily management of operations at Winsupply and the Win Family of Companies to Gordon. Gordon joined Winsupply in 1999 as a manager with Dapsco Inc. (now Winsupply Group Services) in Reno, Nev. “I decided I would like to spend more of my time on the strategic direction of the company and ways in which we can strengthen the organization,” Johnston said. “I’ll also continue to work with the chairman Rick Schwartz.” “I’m very excited for this opportunity to lead our daily operations,” Gordon said. “Jack has been president for the past five years and really set the example for the kind of leadership that inspires others to work as a team and to support each other. Winsupply has great employees and we’re on a path for future growth and success. I’m very proud to play a key role.” In other Winsupply news, Schwartz recently was elected chairman of the National Association of Wholesaler-Distributors Board of Directors during the association’s Executive Summit in Washington, D. C. Schwartz succeeds Manuel Perez de la Mesa, president and CEO of Pool Corp., headquartered in Covington, La. KBIS RACKS UP 10% ATTENDANCE INCREASE The third and final (for a while) Las Vegas edition of Design & Construction Week lumbered into Sin City Jan. 19-22, jamming a quartet of major industry shows under one roof: the National Kitchen & Bath Association’s Kitchen & Bath Industry Show; the National Association of Home Builders’ International Builders Show; plus the International Window Coverings Expo and the International Surface Event. The mega-happening enticed an estimated 110,000 attendees to view the wares from more than 2,500 exhibitors spread out over 1.2 million sq. ft. Of exhibit hall space. The KBIS segment of the event included 531 exhibitors, while estimates put KBIS 2016 attendance up more than 10% compared to last year’s tally. Observers said this indicated continued positive growth for the kitchen and bath industry. During the 16th annual Crystal Vision Awards Breakfast put on by the Storehouse of World Vision, a humanitarian organization dedicated to tackling the causes of poverty worldwide, Moen was the recipient of the Crystal Vision Partnership Award. President David Lingafelter accepted the trophy on behalf of his company. The Lifetime Achievement Award went to Bob Atkins, former president of Grohe USA. Atkins has worked with the Storehouse of World Vision for more than 20 years and is one of the founders of the annual Crystal Vision Award event. KBIS 2017 takes place Jan. 10-12 in Orlando, Fla., and does not return to Las Vegas until 2019. —Jack Sweet P-M & ASSOCIATES ADDS ZURN TO ITS KENTUCKY REPRESENTATION Indianapolis-based P-M & Associates recently assumed representation of Zurn Industries for the state of Kentucky in a transaction with Shearer Co., which had had represented Zurn for that territory since 1953. P-M & Associates began representing Zurn in 1971 for the state of Indiana and this additional territory strengthens the relationship between the two companies and positions both for continued future growth, the rep firm said. Along with this additional territory, P-M & Associates also welcomed five new associates to the sales team: Jordan Klivansky (customer service representative), Joe Fox (customer service representative), Jason Brewer (outside sales Kentucky and southern Indiana), Don Huckstep (quotations manager Indiana) and Davarna Rainbolt (quotations manager Kentucky). MORRISON SUPPLY AND A. O. SMITH PARTNER FOR CUSTOMER HUNTING TRIP Between May 1 and Oct. 31, 2015, Morrison Supply Co.’s locations in Texarkana, Tyler, Longview, Kilgore and Mt. Pleasant, Texas, and its HVAC location in Shreveport, La., partnered with A. O. Smith for a chance to win a grand prize for a hunting trip of the winner’s choice and an opportunity to win a new Polaris Sportsman 570 ATV. To be considered for a chance to win, clients must have purchased at least one A. O.Smith water heater during the duration of the completion. Winners at each branch were selected based on who purchased the most water heaters during the timeframe. OBITUARY TOM HUNTINGTON WaterFurnace President and CEO Tom Huntington recently died after a battle with cancer, surrounded by family at the Kansas City (Mo.) Hospice House. Huntington is survived by his wife, three children, sister and six grandchildren. Huntington joined WaterFurnace in 2009. The company noted during his tenure WaterFurance grew its core business to represent a wider portfolio of clean, sustainable solutions and was rewarded with market-share gains in both the residential and commercial spaces, and also grew its footprint around the world through strategic acquisitions and a joint venture. WaterFurnace CFO Fred Andriano has been appointed by the company Board of Directors as the interim president and CEO.
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