When young professionals ask me for advice about building a successful career in our industry, I often start by sharing a simple truth: our business isn’t only about moving products through warehouses — it’s about moving people toward their potential. After decades in wholesale distribution, I’ve learned that sustainable success comes from investing in people, fostering genuine connections and maintaining an unwavering commitment to continuous improvement. 

Let me share seven key principles that have guided me throughout my journey, hoping they might help light the way for others.

1. The power of authentic leadership

One of my fundamental beliefs is that leadership isn’t about having all the answers — it’s about asking the right questions and truly listening to the responses. Early in my career, I made the mistake of thinking I needed to project an image of unwavering certainty. However, I quickly learned that authentic leadership means being vulnerable enough to admit what you don’t know and confident enough to learn from those around you. 

I remember a situation where we were implementing a new warehouse management system. Instead of pretending to have all the solutions, I gathered our warehouse team and asked, “What challenges do you face daily that this system needs to address?” Their insights proved invaluable and, more importantly, their involvement in the process created a sense of ownership that drove successful adoption.

2. Cultivate a learning ecosystem

In our industry, stagnation is the enemy of success. I’ve always advocated for creating an environment where continuous learning is not only encouraged but expected. At APR, we’ve developed what I call a “learning ecosystem” — a culture where knowledge flows freely in all directions.

 This means investing in formal training programs, yes, but it also means fostering informal mentorship relationships and creating spaces for peer-to-peer learning. Some of our most innovative solutions have come from cross-functional teams sharing experiences and challenges over lunch breaks, during casual conversations or what I fondly refer to as “hallway time.”

3. Time management with purpose

One question I frequently receive is about time management. My response might surprise some: Instead of focusing solely on managing time, focus on managing energy and attention. I’ve found that the traditional advice about making endless to-do lists and rigidly scheduling every hour can be counterproductive.

 Instead, I advocate for what I call “purpose-driven planning.” Start each week by identifying your most important objectives: those tasks that truly move the needle for your organization and your personal growth. Then, allocate your peak energy hours to these priorities. For me, this means dedicating my mornings to strategic thinking and important conversations, leaving routine tasks for later in the day. 

4. Building resilience through connection

The PHCP industry can be demanding, and stress management is crucial for long-term success. I’ve learned that building resilience isn’t only about developing personal coping mechanisms — it’s about creating strong support networks within and beyond your organization.

 I encourage our team members to build meaningful connections across the industry. Whether it’s through involvement in trade associations, participating in industry events or simply reaching out to colleagues at other companies, these relationships provide professional support and personal friendship that can help weather challenging times.

5. Communication: The bridge to understanding

Clear communication might seem like an obvious priority, but it’s often overlooked in the rush of daily operations. I’ve developed what I call the “three Cs” approach to communication:

Clarity. Be specific and direct in your message;

Context. Help others understand the “why” behind decisions and requests;

Consistency. Maintain regular touchpoints with your team and stakeholders.

 Following leadership author Patrick Lencioni’s best practices, we’ve implemented daily morning stand-up meetings where our leadership team shares information about their day ahead. These focused, informal gatherings have become a cornerstone of our communication strategy, fostering transparency and alignment across all levels of the organization.

6. Embracing technology while maintaining human connection

In today’s digital age, it’s easy to get caught up in the latest technological solutions. While I’m a strong advocate for digital transformation, I always emphasize that technology should enhance, not replace, human relationships. Video calls are convenient, but they shouldn’t completely substitute for in-person meetings. Email is efficient, but it shouldn’t replace all voice conversations. 

7. Looking forward while staying grounded

As I look to the future of our industry, I’m excited about the opportunities ahead. The pace of change is accelerating, but the fundamental principles of success remain constant: focus on people, maintain integrity and never stop learning. 

To those starting their careers, I offer this advice: don’t only focus on climbing the ladder, focus on building bridges. Your technical skills will get you in the door, but your ability to build and maintain relationships will ultimately determine your success. 

Remember that your career is a marathon, not a sprint. Take time to celebrate small victories, learn from setbacks and always maintain perspective. Some of my most valuable lessons came from what initially seemed like failures but turned into opportunities for growth and innovation.

 In closing, I’d encourage everyone to find their own authentic leadership style. The principles I’ve shared have worked for me, but the key is to adapt them to your own personality and circumstances. Stay curious, remain humble and never underestimate the power of genuine connections in building a successful career in our industry. 

Most importantly, remember that true success isn’t only about personal achievement — it’s about lifting others as you climb. When you focus on developing those around you, your own growth naturally follows. 

Scott Weaver, CEO of APR Supply Co., is an inspirational leader and an expert in creating corporate culture. Since 1996, he has been at the helm of APR Supply Co., a fourth-generation, family-owned HVAC and plumbing distribution business, leading APR through continuous innovations, extensive growth and numerous successful acquisitions.