Management

Are You Paying for the Sale or the Consequences?

Mon, 02 Nov 2026 00:00:00 -0500

If you have been in this business long enough, you have seen a sale that looked great on the day it was booked and became a problem everyone else had to carry.

College Graduates Could Be the Skilled Trades’ Next Talent Pipeline

Mon, 02 Nov 2026 00:00:00 -0500

High school students have long been told that the clearest path to a rewarding career is to head to college and graduate with a four-year degree. While higher education still matters to many graduates, today’s labor market is challenging the idea that there is only one path.

How To Lead the Next Generation of Skilled Tradespeople

Mon, 02 Nov 2026 00:00:00 -0500

Evin Jarrett doesn’t wait to talk up the skilled trades with high schoolers. No, he’s got fourth-graders soldering pipe inside his classroom at Mayfair Elementary, Philadelphia’s second-largest elementary school.

The Dispatch Disconnect: How Poor Communication Drives Techs Away

Mon, 02 Nov 2026 00:00:00 -0500

When home service contractors talk about technician retention, the conversation usually centers on pay, benefits, training and opportunities for advancement.

Tangible and Intangible Costs = Your True Operational Business Expenses

Mon, 02 Nov 2026 00:00:00 -0500

Before setting profitable selling prices, you must identify and calculate all the tangible and intangible expenses required to operate your business.

Succession Planning: The Conversation Nobody Wants to Have

Mon, 02 Nov 2026 00:00:00 -0500

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

My Mantra: People Matter!

Mon, 02 Nov 2026 00:00:00 -0500

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?”

The Worst Sales Rep I Ever Rode With

Mon, 02 Nov 2026 00:00:00 -0500

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

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

Mon, 02 Nov 2026 00:00:00 -0500

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.

Negative, Ghost Rider

Mon, 02 Nov 2026 00:00:00 -0500

“Negative, Ghost Rider, the pattern is full.” You may recognize this famous line from “Top Gun,” starring Tom Cruise as Navy pilot Pete “Maverick” Mitchell.

Building a Company Culture Your Team Can Rely On

Thu, 01 Oct 2026 00:00:00 -0400

When plumbing contractors talk about company culture, the conversation often turns to the things employees enjoy, such as company cookouts, team outings, bonuses or the occasional free lunch.

10 Steps for Sound Business Plans and Successful Results

Thu, 01 Oct 2026 00:00:00 -0400

The NFL season is up and running. Those of us who enjoy watching football get to sit back in our easy chairs at home or join other enthusiasts at the local pub to view the games.

Margin Maximization

Thu, 01 Oct 2026 00:00:00 -0400

Margin pressure in distribution is nothing new, but prices are being pushed down by intense competition and price transparency, while costs are being driven up by soaring operational, supply chain and labor costs.

From Mentors to Allies: Why PHC Wholesale Needs Active Support for Women

Thu, 01 Oct 2026 00:00:00 -0400

The PHC wholesale industry — like many skilled trades and their supply chains — has long been dominated by men.

Driving Business Success with People-Centered Leadership

Thu, 01 Oct 2026 00:00:00 -0400

In this industry, results are earned on the front lines: deliveries, customer relationships, safety and service all depend on people.

Why CRM Success Depends on Cross-Functional Communication and Clarity

Thu, 01 Oct 2026 00:00:00 -0400

CRM is meant to create efficiency. However, when every department uses it in their own way (or not at all), it has the opposite effect.

A Framework for Thriving in the Long Run, Part 1

Thu, 01 Oct 2026 00:00:00 -0400

If you have been following our reinvention-based series of columns here in The Wholesaler, I have surely been trying to drive home the point that the competitive landscape could not be more different than what it was only a short time ago.

‘Figure it Out Yourself’ Training May Cost More Than You Think

Tue, 01 Sep 2026 00:00:00 -0400

Years ago, in my plumbing company’s infancy, I got a call from an unhappy customer. One of my technicians had handled a routine service call differently than I would have.

Q&A with Incoming PHCC President Ken Smith

Tue, 01 Sep 2026 00:00:00 -0400

Ken Smith, RPG Plumbing Services, Virginia Beach, Virginia, will become president of PHCC-National Association at CONNECT 2026, Oct. 19-22, in Milwaukee.

Let Consumers Know You Exist

Tue, 01 Sep 2026 00:00:00 -0400

There is an age-old question that every business owner has to contemplate: Should I grow my business?

The Questions Your Customers Ask Before They Call

Tue, 01 Sep 2026 00:00:00 -0400

In 2011, I moved to North Carolina, unaware of the ticking time bomb hidden behind my walls. Like many transplants, I knew very little about the unique quirks of local homes and infrastructure.

When Temporary Pricing Stops Being Temporary

Tue, 01 Sep 2026 00:00:00 -0400

In October, a contractor walked into a supply branch holding a competitor’s quote.

The Lessons That Still Guide Me Today

Tue, 01 Sep 2026 00:00:00 -0400

Terms that I see everywhere today are influencer and thought leader. I do not purport to be one, but in reflecting on my long industry career, I certainly benefited from many of them.

More Than a Paycheck: What the Next Generation Actually Wants from the Trades

Tue, 01 Sep 2026 00:00:00 -0400

In the trades, most owners learn a simple lesson early: Good work gets rewarded with more work. You start out in the field. You solve problems. Customers trust you.

The Four Agreements: A Blueprint for Safety on the Jobsite

Tue, 01 Sep 2026 00:00:00 -0400

Upon entering my office at work, you’ll see a placard with the following succinct statements: Be impeccable with your word. Don’t take anything personally. Don’t make assumptions. Always do your best.

What the Numbers Know That You Don’t: The Case for Benchmarking

Mon, 03 Aug 2026 00:00:00 -0400

Most rep principals can tell you their commission income to the dollar. Far fewer can tell you whether their revenue per employee, collection cycle or operating margin is ahead of the pack or quietly falling behind.

AI in Your Business

Mon, 03 Aug 2026 00:00:00 -0400

The use of Artificial Intelligence is no longer an option. It isn’t an experimental technology.

The Platsky Way

Mon, 03 Aug 2026 00:00:00 -0400

Ninety years in, the Platsky Company story isn’t defined by a milestone. It’s defined by the people who built its reputation—one delivery, one handshake and one commitment at a time.

Why Some Contractors Show Up in AI Answers And Others Don’t

Mon, 03 Aug 2026 00:00:00 -0400

My house has a living room with a vaulted ceiling and a loft area above it. That means in summer, the temperatures can get a little uneve So out of curiosity, I asked ChatGPT a simple question

How Standard Operating Procedures Save Time and Avoid Costly Mistakes

Mon, 03 Aug 2026 00:00:00 -0400

Most of the plumbing contractors I know got into the business because they love the trade itself. They enjoy working with their hands. They are passionate about problem-solving. They like making a difference in the lives of their customers.