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The Wholesaler

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November 2026

Volume: 80
Edition: 11

Built on a belief in its people, Lehman Pipe & Supply celebrates 80 years of growth, from one storefront to six locations, with more ahead. Pictured on the cover is an 80th anniversary logo, designed by Lehman Pipe & Supply Team member, Ron Stauffer. Read about the road traveled, and how the company is champions its team.

Articles

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Feature

80 Years of Paying it Forward

Built different since 1946, Lehman Pipe and Supply marks eight decades the way it has always done business — by betting on its people.
Ruth Mitchell

In 1940, Julian Lehman was working at his family’s company and engaged to a young woman named Betty when he was promised a $100 raise by a specific date. 


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Feature

2026 Water Heater Report

Thirteen manufacturers weigh in on product development, installation challenges and what’s next for regulations.
Steve Smith

Ask manufacturers what’s shaping their water heating products and the same words keep coming up: efficiency, flexibility, simplify, easier, serviceable, feedback.


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Feature

Generation PHCP Class of 2026

Meet the emerging leaders helping to shape the future of plumbing, heating, cooling and piping.
Pamela Accetta Smith and Nicole Hamel

For our eighth annual young professional feature, PHCPPros is proud to highlight 14 outstanding individuals age 40 and under who are making their mark across the PHCP community. 


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Feature

Lead Into the New Frontier

HARDI board chair Lauren Roberts talks leadership, member value and the road ahead.
Ruth Mitchell

Every December, the HVACR distribution channel converges in one place to take stock of the year behind it and plot the year ahead.


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Feature

Diversification Drives WD Industrial Group’s Evolution

Company leaders credit its success to strong people, carefully chosen product lines, diversification and a disciplined approach to expansion.

The history of WD Industrial Group in Manitoba, Canada, is slightly different from that of most rep firms. 


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Feature

Pressure in Distribution: What Strong Leaders Do Before Burnout Sets In

Poor structure can make everyday business pressure harder to manage — especially when leaders fail to delegate, communicate clearly and train their teams to handle recurring pressure.

A new employee is trying to figure out how to log into the company training portal again, someone got a splinter from a pallet, a driver called out sick, and three trucks backed up to your dock to be unloaded at the same time, one with an appointment and two without.


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Columns

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PVF & Sales Perspective

My Mantra: People Matter!

By focusing on the people behind every company and consistently delivering value, salespeople can build lasting trust, remain relevant and create future business opportunities.
Ernie Coutermarsh

People do matter, even more so now in the age of artificial intelligence (AI). My family is acutely aware of this, and they often have asked, “Why do you talk to people?” 


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Distribution Strategy

The Worst Sales Rep I Ever Rode With

Poor habits can limit sales potential even when customers are tolerant. Strong sales performance depends on rigorous, structured coaching: ride-alongs, data-driven planning, preparation, follow-up and accountability.
Ian Heller

About 25 years ago, I rode with a sales rep in the Midwest who worked for an industrial distributor.


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PVF Market Overview

Energy Volatility Tightens the PVF Market

Rising energy and transportation costs are tightening PVF supply, extending lead times and forcing buyers to plan further ahead.
Stephen Letko

Diesel fuel is a major source of inflationary pressure throughout the PVF supply chain. 


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The Next Chapter

Succession Planning: The Conversation Nobody Wants to Have

Whether you’re passing the business to family, selling it to your management team or working with a PE firm, the sooner you start planning, the better.

Two supply house owners are in a similar situation but end up with different outcomes.


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