ASA distributors report sales gain

The American Supply Association’s Pulse sales report shows member distributor respondents enjoyed an average sales growth of 4.4% and a median growth of 6% during the fourth quarter of 2020, while distributor respondents doing business primarily in the industrial pipe, valves and fittings channel continued to report declines.

Total ASA distributor respondents reported a median 1.4% sales growth for the full year 2020 versus 2019. Inventory levels rose 4.9% in the fourth quarter of 2020 compared to the fourth quarter of 2019.

The median three-month average days sales outstanding dropped to 39 days in the fourth quarter. ASA business intelligence partner Industry Insights notes the DSO drop is encouraging, “as earlier in the year there were concerns that receivables were starting to increase.”

More than 71% of respondents reported flat or increasing gross margin percentages for the fourth quarter 2020 versus the same timeframe in 2019. Nearly half of Pulse survey respondents (49%) reported company YTD profit before tax increased compared to last year, while 30% reported a decline.

The Pulse sales reports shows a mixed bag for Q4 staffing levels among respondents with a fairly equal split of 38% reporting having more full-time-equivalent employees compared to a year ago, 25% about the same and 38% reporting their staffing levels have decreased compared to a year ago.

Industrial PVF sector reports declines: ASA members with a primary emphasis in the industrial PVF sector reported an average sales decline of 2.2% and a median decline of 4.4% during Q4 2020. Industrial PVF respondents reported a median sales decline of 8% for the full year vs. 2019.

On the industrial PVF side, inventory levels decreased 3% in the fourth quarter compared to the same time period a year earlier. The median three-month average DSO for industrial PVF respondents was 43 days.

Williams Distributing
announces key promotion

Grand Rapids, Michigan-based distributor Williams Distributing announced the promotion of Jeffrey Beaton to president. He will continue his role as COO while taking on new responsibilities.

“We have been focused on the overall growth and success of Williams Distributing. Jeff’s natural leadership ability and vision will guide us in the continuation of that focus. I wish Jeff congratulations,” said Mike Koster, CEO of Williams Distributing. 

Before starting his career at Williams in 2008, Beaton had more than 20 years of industry experience. He previously owned an HVAC wholesale business, which was incorporated into the Williams family. During his 13 years at Williams Distributing, Beaton has played a vital role in the company’s achievements and growth while navigating many planned and unplanned changes, the company explained. He will continue his leadership and direction in his additional role as president, Williams Distributing added. 

Taco Comfort Solutions announces
employee arrested for embezzlement

After noticing inventory and financial anomalies, Taco Comfort Solutions conducted an internal investigation and uncovered evidence of misappropriation of company assets from its Cranston, Rhode Island manufacturing facility. The company notified the Cranston Police Department, which initiated a criminal investigation.

Taco said the investigation resulted in the arrest of Dario D. Smith on Feb. 16. Detectives conducted a court-authorized search at Smith’s residence, resulting in the seizure of significant company assets, the company added. Smith has been charged with a felony count of embezzlement, and his employment was immediately terminated by the company, Taco said. Taco Comfort Solutions, and its ownership, is fully cooperating with the investigation, which is ongoing, it added.

A. O. Smith announces management changes

A. O. Smith Corp. announced the retirement of Paul Dana, senior vice president — global operations, effective April 1, and Sam Carver, vice president — North American manufacturing, has been named the successor.

“Sam has been a driving force behind the development and launch of the A. O. Smith Operating System across our North America Water Heating business,” said Kevin Wheeler, A. O. Smith chairman, president and CEO. “Additionally, he is a true champion of talent development and believes that investing and developing people can improve overall productivity and provide growth opportunities for our employees within the organization.”

In his new role, Carver will help expand global operations and build on the strong foundation Dana and his team have established, the manufacturer explained. Carver joined A. O. Smith in 2006 as plant manager at the company’s McBee, South Carolina facility, and has served in various roles throughout his tenure. He was promoted to vice president — North American manufacturing in 2011.

Dana’s career with A. O. Smith began in 1998 when he was hired as plant manager for residential water heater operations in Juarez, Mexico and El Paso, Texas. Over the course of his career, he relocated numerous times, and took on greater roles and responsibilities, including vice president — product engineering, president of APCOM and most recently in 2015, when he was named to his current role.

In other company news, A. O. Smith partnered with more than 35 U. S. wholesale manufacturers representative agencies to honor plant employees with a COVID-compliant luncheon. To thank essential workers and show their appreciation for the employees’ dedication during the pandemic, the agencies organized donation efforts to provide boxed lunches to more than 4,500 employees at five plant locations.

“Paul has proven to be an invaluable resource to the organization with his vast knowledge of our business, global experience and his passion to make things better,” Wheeler said. “We thank Paul for his dedication, dynamic leadership and unwavering commitment to his team and our organization.”

In less than two months, the group, led by Steve Kidwell, president and CEO at ROI Marketing in Millersville, Maryland, raised roughly $60,000.

“A. O. Smith plant employees have dedicated their efforts to supporting our businesses throughout the pandemic. Nationwide, my colleagues and I felt a deep need to show our gratitude,” Kidwell stated. “In a normal year, reps and contractors from across the country visit the A. O. Smith facilities to meet employees and see product production first-hand. That sense of community is core to our industry, and this is a first step to get it back.

“While many businesses saw massive delays due to COVID, the A. O. Smith team kept things moving, so our customers could continue to serve theirs.”

Employees were honored at plant locations in Ashland City, Johnson City and Knoxville, Tennessee; McBee, South Carolina; and Juarez, Mexico. In addition to the boxed lunches, banners were hung in the employees’ honor stating, “Not every hero wears a cape.”

LPG announces scholarship winner

The Luxury Products Group luxury kitchen and bath buying and marketing group announced Sofia Sargeant of Hopkinsville, Kentucky, is the winner of its 2021 scholarship.

Sargeant works on the e-commerce team at Hopkinsville-based Cayce Mill Supply, along with her mother, Laura. Sargeant is currently working on a new web store for Cacye Mill. She is a freshman at Murray State University, an Alpha Gamma Delta Sorority member and is studying business. Her extensive resume includes volunteer efforts and a solid academic record.

A member of LPG and the IMARK Plumbing buying group, Cayce Mill Supply has been in business for more than 100 years. “Sofia’s work ethic, leadership traits and community service combine to make her an outstanding future representative of our industry,” Cayce Mill President Bart Cayce said.

LPG Executive Director Jeff MacDowell added: “I am thrilled to be able to have Sofia win this scholarship. She has the right attitude and passion for learning. While we had several people apply for the scholarship, we were particularly impressed with Sofia and her accomplishments.  David Hawkins has done an excellent job of setting up this scholarship for LPG, and we expect to continue growing the award year over year. There is nothing more rewarding than helping those who are trying to make the most of their educational experience, and LPG is committed to the families within the group, whether it be a supplier or member.” 

AIM/R announces new educational platform

The Association of Independent Manufacturers’ Representatives new AIM/R on Tap educational and networking opportunities run virtually the third Thursday of each month at Noon (Eastern)/11 a.m. (Central).

Immediate upcoming sessions include: PPP and Tax Laws for Businesses (April 15), Diversity in the Workplace (May 20), PPP Loan and Tax Update (June 17), Marketing for a Rep Agency — Rebranding — Part 1 (July 15) and Marketing for a Rep Agency — Digital Marketing Part 2 (Aug. 18). Jeff Blair, president of Barclay Sales, will host the July 15 marketing session, while Jeff Davis, CPMR, vice president of sales at DSC Pacific, and Charlie Parham, CPMR, CEO of Pepco Sales & Marketing, will host the Aug. 19 session.

For more information and registration details, visit the AIM/R website at www.aimr.net.

Obituary: Helmut Wagner

REHAU mourns the loss of company founder and honorary president Helmut Wagner, who died at the age of 95 in Switzerland. REHAU noted the news of the death of the popular founding father, who was highly committed to the end, has moved company employees around the globe.

“The great sympathy for the passing of our father comes from many regions of the world. We are very touched by this as a family,” said Jobst Wagner, president of the REHAU supervisory board. “It shows the great the legacy that Helmut Wagner has left behind as one of the pioneers of modern industry, a courageous creator and unwavering visionary. We will honor the memory of Helmut Wagner by resolutely continuing his impressive work. His entrepreneurial spirit will continue to guide us.”

Helmut Wagner

Wagner helped shape the world of plastics since 1948, and has thus given important stimuli to an entire industry, REHAU explained. His founding of the company in the city of Rehau, Upper Franconia, Germany, marked the beginning of polymer product manufacturing and the success story of a family-owned company that is still strongly characterized by the pioneering spirit of its founder, the company added.

After five decades of successful development, Wagner handed over the management of the corporation to his sons in 2000. Jobst Wagner became chairman of the supervisory board and Dr. Veit Wagner became vice chairman. The third generation is already active in shaping the family business, REHAU explained. In 2015, Rehau city council paid a special tribute to the founder of REHAU with Helmut Wagner appointed the first honorary citizen since the end of the World War II.