The pipe, valves and fittings industry is a close-knit community — it relies upon each other to create, build and grow business, communities and industries. Driven by those who innovate, motivate and elevate others, they create long-lasting partnerships that keep the industry moving forward. Each year, The Wholesaler magazine recognizes individuals through our PVF Hall of Fame, whose contributions have shaped the PVF industry by inspiring others, mentoring future generations and exemplifying the values of integrity, leadership and service.
This year’s inductee represents the very best of our community — a trailblazer whose work not only built companies but also strengthened an entire industry. His story reminds us that legacy is measured not in milestones but in impact. For taking care of community and being a true partner in ensuring one has all the tools needed for success — in product knowledge and an “I’ve got you” attitude — we are honored to induct Michael Blair, vice president of national accounts, United Pipe & Steel, as The Wholesaler magazine’s 2025 PVF Hall of Fame inductee.
Few people embody the heart and soul of PVF as much as Blair. Over the course of his decades-long career, he has not only shaped the success of United Pipe & Steel, where he has spent more than 25 years, he has also left an indelible mark on the industry as a whole. His approach to customer relationships, vast knowledge of the industry and unwavering drive for customer satisfaction have set him apart as a true leader and mentor. And he is one hell of a beautiful soul.
It’s in his blood
Michael Blair grew up in Swanzey, New Hampshire, a suburb of Keene. He is very proud of the small town that he called home — an idealic place where families are ingrained in the small-town attitude of neighbors helping neighbors. Blair’s grandfather, Richard I. (Ivan) known as Ivan, was an electrician “and an electronics whiz, an inventor ahead of his time, and deeply respected within the community.
Blair’s father — Richard Blair Jr., known as Dick — followed in Richard Blair Sr.’s footsteps. “He was a hardworking, mechanically gifted man who would go on to become a master electrician. He started working at Keene Electric & Plumbing Supply, a small hardware, plumbing, heating and electrical store in downtown Keene,” recalls Michael Blair.
Growing up, when Michael Blair wasn’t playing basketball, baseball, etc., he joined his father on jobs. He recalls: “Dad took on all kinds of work — electrical, plumbing and heating — and even built five houses. I grew up alongside him, crawling through tight spaces at age 12, helping on moonlighting jobs.” He learned his craft working side by side with his father, and also “officially” worked at Keene Electric & Plumbing Supply, sweeping floors and stocking inventory.
“Between sports, school politics and everything else I had going on, I stayed busy, Michael Blair says. “However, what stands out most to me, and something I shared during my dad’s eulogy, is how he always seemed to be working, yet, somehow, he never missed a single one of my games. He was an incredible mentor and the most influential person in my life, without question.”
He smiles as he talks about how much he learned working side by side with his father, learning the tricks of the trade, as well as using the skills passed down from generation to generation. “The hands-on experience shaped me“ he notes. “Mechanical aptitude runs deep in our family — my brother has it, my uncle ran large electrical commercial jobs, even my nephew in advertising carries that same spark. It’s rare and special to see that kind of talent passed down, and I’m proud to be part of it.”
The next steps
Michael Blair would attend college, where he would meet his soon-to-be bride, Kathleen, who was studying to be a physical therapy assistant. He graduated with a degree in accounting, as he had an absolute love of numbers and was a whiz at computing. Wanting to move to a large city such as Boston or Worcester, they decided that whoever got a job first is where they would reside. Low and behold, Kathleen found a job in a small town just outside of Keene, so they moved back to his hometown to start their life together.
Blair found a job at a local CPA firm but quickly realized that crunching numbers and spreadsheets wasn’t for him. He spoke with his father, who was then managing Keene Electric and Plumbing: “I needed to do something with my mechanical aptitude.” However, while Blair’s father was a minority partner in the company, there was a strict policy of no family members as employees.
“My mother, who was an incredible force, stepped in and with a little nudging, I soon found myself working at Keene Electric and Plumbing,” Blair smiles . The year was 1978 and, right out of the gate, he would soar.
Blair started out in counter sales, helping customers, working the warehouse, unloading trucks and learning every inch of inventory the company had. He explains: “I didn’t just clock in; I embraced it. I wanted to understand every control, every product — plumbing, heating, electrical, HVAC — so I could genuinely help our customers, whether they were homeowners, contractors, plumbers or electricians.
He also worked alongside and learned from Charlie Blanchard, another minority owner in the company, whose specialty was the plumbing and heating side. “I learned how to design heating systems through him,” Blair recalls. He absorbed all he could from both Blanchard and his father, understanding that knowledge would be indispensable to the customers of Keene Electric and Plumbing.
“I made it my mission to become a resource they could trust. If someone needed an artesian well pump, I’d ask the right questions — depth, distance, gallons per minute, recovery rate — and then size the pump, assemble the entire package and have it ready when they needed it. I learned from everyone — our customers, the tradespeople and especially my dad. Looking back, I wouldn’t change a thing,” Blair says, smiling.
In 1997, the company was sold to another local New England wholesaler. Blair stayed on for nearly four years, but the new company’s culture and mission didn’t align with him. “I missed the autonomy of running my own store,” he says. That independence included making executive decisions to serve customers quickly — especially when it came to shipping or sourcing products.
At the time, the new company was building up its PVF division. When a customer urgently needed a product the company couldn’t supply right away, Blair turned to United Pipe & Steel, a master distributor of PVF pipe, to obtain it faster. This move went against company protocol.
While placing the order, Blair informed his contact at United Pipe & Steel that it would likely be his last — he was bypassing internal channels and was aware of the consequences. Still, his priority was the customer. He explains: “I told my counterpart at United Pipe & Steel that I would be called out again for placing the order, and they were probably going to terminate me. So, I asked if she would let David Cohen (then owner of United Pipe & Steel) know — and that I would be looking for a job.”
She passed along the message, and shortly after, Cohen called and offered Blair a job in outside sales. Blair began his PVF career with United Pipe & Steel on Aug.7, 2000.
Excelling in PVF
Blair’s journey in PVF started from a place of deep understanding. He wasn’t another salesperson; he was someone who had walked in his customers’ shoes. His early career in wholesale distribution gave him firsthand experience with the challenges and opportunities that wholesalers face, positioning him as a valuable asset.
“When I started with United Pipe, we were a 15-person company doing $12 million in sales,” Blair recalls. “David Cohen told me, ‘Michael, go out and be yourself, and the rest will take care of itself.’”
Blair set out on his sales territory, which included Maine, New Hampshire, Vermont, parts of upstate New York and a slice of Massachusetts’ North Shore. He was given a list of customers and told to “go knock on doors,” and he did. In places such as Bangor, Maine, and northern Vermont, customers were shocked to see a rep twice in one year — it turns out not everyone made regular calls.
“One wholesaler even told me, ‘We’ll know you’re serious when you show up in January.,’” he recalls. “So, I did — January, February and March — proving my commitment.” His background gave him a unique advantage: “I understood what these folks needed. I’d say, ‘I’ve walked in your shoes. I know your inventory headaches. Let me help.’”
His ability to connect with individuals not only on a professional level but also a personal one, and understanding that he was not selling but solving customer headaches and challenges, resonated.
“While we were selling steel pipe and copper tubing, we would soon add PVC to the line,” recalls Blair. During customer visits, he would see PVC in the yard, and knowing the customer had purchased directly from the mill, Blair would ask for the opportunity to supply the company with one pallet of the product. He knew that being a solutions-based partner, he wanted the opportunity to supply all their needs. And, with United Pipe’s motto of “Service, competitive pricing and timely delivery,” he could make it happen.
“It would be a win, because the month after, it’s going to be two pallets, or three pallets, or quarter of a truck, and soon we were selling a lot of plastic pipe,” Blair says.
This approach, along with an unwavering commitment to having face time with customers, solidified Blair’s reputation in the industry as a reliable source, a knowledgeable industry partner and an unwavering commitment to customer satisfaction.
Blair recalls when Greg Leidner, now CEO of United Pipe & Steel, started with the company; on his second week, he went on the road with Blair. While in upstate New York, they encountered a snowstorm that dumped 30 inches of snow.
Blair explains: “I said to Greg, ‘Let’s go,’ and, in amazement, he said, ‘We’re gonna hit the road?!’ We left, and only made three sales calls that day. They were all impactful because nobody could do anything because of all the snow. So, we had all the time in the world to visit and make friends — and give people that comfort level, the sincerity, the confidence that we can help them with price, delivery and service.” In true United Pipe fashion — this represented the company’s motto to a tee.
Blair quickly built strong, lasting relationships with his customers. He knew from experience what made a great sales representative: the ability to listen, understand a customer’s needs and provide solutions rather than only products. He mirrored the approach of the best reps he had encountered earlier in his career, ensuring that his customers felt heard, valued and supported.
“I have learned so many lessons from Michael throughout the 2-plus decades I’ve known him,” Leidner says. “One of the most important, though, I learned very early on. He taught me that even though we sell a commodity pipe product, it’s the relationships that matter most. Companies don’t do business with companies — people do business with people. Michael invests a great deal of himself in the relationships he has. He is authentic, humble and fun.
“Of course, he is extraordinarily knowledgeable about our products and our business, but I think it’s his force of personality that draws customers to him. He is also one of the best internal leaders within our organization, teaching us all every day. His impact can’t be overstated.”
The power of customer relationships
Blair understood from the beginning that the PVF business is not only about transactions, it’s about relationships. The strongest customer bonds are forged through trust, consistency and an unwavering commitment to service. He made sure that his customers knew they could rely on him not only for products but for industry insights, competitive pricing and strategic support.
“What did I like about certain reps who called on me when I was on the other side of the counter? And what didn’t I like?” he says. “I thought about that every time I walked into a customer’s business. I wanted to be the guy people could depend on, the rep who helped customers win bids, increased their efficiency and, ultimately, grew their businesses.
His approach went beyond offering competitive pricing. He was proactive in identifying opportunities for his customers they might not have even seen themselves. From ordering a multitude of pipe options through United Pipe, he would also develop into an industry consultant, offering advice on market trends procurement strategies and inventory management.
One particularly memorable example of Blair’s dedication was when he secured 17 truckloads of PVC pipe for a customer, a feat achieved at a time when supply chain volatility was wreaking havoc on the industry. This wasn’t only a sale — it was a carefully orchestrated operation involving purchasing, logistics and operations, all aligned to meet the customer’s urgent needs. His ability to navigate complex logistics and ensure seamless execution underscored his deep commitment to service.
Expanding opportunities and mentorships
United Pipe was growing and flourishing, and after helping grow sales in New England, Blair was asked to replicate that success in the Mid-Atlantic and work alongside the other outside reps. He would hit the road with them, helping them replicate the tremendous growth and success the company had achieved in the Northeast — and mentor the reps along the way.
By 2004–2005, the company was looking to expand further, and Blair was asked to help open a new distribution center in Ohio. “He would work with team members in the region to replicate the growth out east. “My role was to build relationships, mentor our sales team and show customers the value of master distribution — how they didn’t always have to rely on mill-direct and could count on us for inventory, speed and service,” he explains.
United Pipe & Steel was flourishing, due in part to its well-trained and motivated team who would learn the nuances of customer service, pricing strategy and market analysis from Blair. They would also learn from Blair’s knack for finding new markets and customers to support United Pipe’s growing categories of inventory, which has made the company a pioneer in master distribution.
“I’ve been lucky to have great mentors throughout my career, such as my father, David Cohen and Greg Leidner,” he reflects. “It’s my responsibility to pass that knowledge on. This industry is built on relationships, and if we don’t teach the next generation how to foster those, we risk losing what makes it special.”
In doing so, Blair has helped grow the master distributor into what is now: the largest master distributor of standard pipe products in the United States. With 12 locations nationwide, each distribution center carries all the company’s products, with copper tube and domestic steel stored indoors.
Blair also helped develop and spur his company’s growth in the many different segments under the PVF umbrella: waterworks, utility, HVCR, building supply and even electrical distribution. The different segments all intertwined, propelling Blair’s drive to excel in the overall PVFC (Pipe, Valves, Fittings, & Conduit) distribution.
The company has many competitive advantages, including breaking bundles, and takes advantage of low weight minimums while mixing and matching products, including copper tube, PVC pipe, threaded rod, strut and all other products it carries. It’s “Buy what you need, when you need it” philosophy is coupled with its own fleet of trucks that customers can take advantage of routine “milk run” delivery routes for service once or twice per week, or whenever and wherever needed.
A life of dedication
Blair has spent more than 25 years with United Pipe and has traveled to the lower 48 states, spending three weeks out of every month on the road for many years. His love of customers is only exceeded by his love for his family he and Kathleen created: Jennifer, Alexis, and twins Cameron and Kelsey.
“I worked 16-hour days, eating late, sometimes sleeping a few hours before doing it all over again,” he says. “My wife and children sacrificed a lot. However, I always told them — work hard, and you can play harder. You have to put in the effort to build something meaningful.” They did, building a beautiful and loving family.
Tragedy struck when he lost son Cameron Blair in 2015 — an incredibly kind, and loving young man who embodied the same gift as his father of always helping others. Despite the immense pain, Blair remained dedicated to his work while also ensuring that his son’s legacy lived on. United Pipe & Steel established the Cameron M. Blair Scholarship Award, which provides financial assistance to employees’ children who demonstrate the same values of kindness and integrity that Cameron embodied.
Then, in early 2025, another devastating loss: daughter Alexis Blair passed away after a long battle with chronic Lyme disease. The grief has been overwhelming, but Blair continues to push forward, finding solace in his work, his family and the relationships he has built over a lifetime.
“Everyone has a story, and everyone has struggles,” he says. “However, we have to keep moving, keep helping others and find ways to make an impact despite our pain.”
One hell of a guy
Blair’s career is more than a series of sales and customer interactions. It is a testament to what is possible when one dedicates oneself fully to an industry and its people. His legacy is one of mentorship, unwavering customer commitment and a drive to elevate the wholesale distribution sector.
Through his hard work and dedication to not only business but in people, Blair has helped shape master distribution in ways that have changed how the industry operates, bringing efficiency and service to new levels. From pioneering service models that major competitors eventually adopted to building United Pipe & Steel from a small operation into a powerhouse, his influence is undeniable.
“I may just be a piece of the puzzle, but I know that the work I’ve done has contributed to something much larger than myself,” he says. “United Pipe will continue to grow, and the relationships I’ve built will last. That’s the best legacy I could ask for.”
Despite his success, Blair remains humble; he insists that he is simply doing what he loves — helping others succeed. “Seeing a customer grow, seeing a mentee succeed, knowing that I’ve been able to help in some way — that’s my reward,” he notes.
The Wholesaler magazine is honored to induct Michael Blair into the 2025 PVF Hall of Fame. His story is not only one of professional success but of personal resilience, an unwavering commitment to service and a lifetime of meaningful relationships. Cheers to you, Michael!
