Over the last 18 months, COVID-19, rising materials costs and disrupted supply chains have dramatically impacted the PHCP/PVF industry. Manufacturers, distributors, contractors, retailers, homeowners and business owners have all felt the crunch of higher prices and empty shelves.

Unfortunately, there are no simple solutions. None of these issues are going to disappear overnight. In fact, pent-up demand for new construction, home improvement and business remodeling projects is spiking as the economy reopens. That means frustrating shortages and delays are likely to continue even as existing supply bottlenecks clear up.

Adding to the economic uncertainty, big-box home improvement retailers have ramped up their aggressive competition for the business of plumbing and HVAC professionals. The two biggest players in the market are investing heavily in distribution facilities and other supply infrastructure, as well as new services and programs for professional contractors. As independent distributors deal with continuing supply interruptions, the large stores are strategically investing in efforts to expand their advantage.

The American Supply Association and Bradford White Corp. recognize the steep challenges facing the industry. We’re facing them, too, and our best bet for shared success is working together. A major shared priority is helping PHCP/PVF professionals distinguish themselves from national chains. When suppliers have the right tools to build meaningful relationships, they’re in position to do more than just deliver products. They can become valued, essential partners and serve the overall business needs of their customers.

By supporting customers with reliable product information, training opportunities, rebate offers and insight on local regulations and economic developments, suppliers can demonstrate the added value of relationships. In recent months, we’ve shared information on ASA programs and how to maximize your value to customers.

ASA and Bradford White will soon deliver a webinar concerning the encroachment of big-box retailers on the traditional supply industry. This webinar will be an opportunity for ASA members to hear about the issue directly from wholesalers and contractors, and learn techniques and strategies for continuing to grow your business in the face of the big-box challenge.

Adaptation, flexibility and relationships will continue to be key elements for success in this industry. As we emerge from the shadow of the coronavirus pandemic, the competitive landscape will continue to evolve.

While the big players pursue efficiency, small and medium-sized suppliers will discover opportunities to stand apart by providing true lasting value to their customers.