technology with a personal touch

116 Pages·2017·19.45 MB·English

AUGUST
2017
the
WHOLESALER VOL 72,
NO. 8
News of Plumbing, Heating, Cooling and Industrial PVF
TECHNOLOGY WITH
A PERSONAL TOUCH
Jeff Woodard, vice president of operations; Chad Hollabaugh, president; and Casey Hollabaugh, vice
president of corporation for Hollabaugh Brothers & Associates, based in Portland, Ore. and which covers
a swath of the Pacifi c Northwest territory including Oregon, Washington, Idaho and then up to Alaska.
While today's business climate requires operating at top speed, Hollabaugh still takes time to develop
all-important personal relationships and facetime with customers. Story begins on page 32.
Cooney Brothers Cyclists Raise
More Than $10,000 for Cancer Research
PLYMOUTH MEETING, PA. — Thirteen mem- 13 members of Team Cooney rode their
bers of “Team Cooney” comprised of committed distances, with the majority
employees, friends, and family of Cooney biking the full 66 miles to Atlantic City,
Brothers Inc., a value-added distributor of New Jersey, where the ride fi nished on the
pipe, valves and fi ttings, joined some 3,000 boardwalk and beach.
cyclists in the American Cancer Society’s This annual event marked its 45th year in
Bike-A-Thon. The team raised more than 2017. The Bike-A-Thon hosts a variety of
$10,000 for the fi ght against cancer. ways to honor cancer survivors:
Cooney Brothers participated in its (Turn to Cycling for a Cure, page 89.)
14th Bike-A-Thon benefi ting the American
FIND US
Cancer Society. Starting in Philadelphia twitter.com/wholesalermag
at the foot of the Ben Franklin Bridge, all facebook.com/wholesalermag
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Your 2017 - 2018 Listing of Manufacturers’ Representatives Begins on Page 50!
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Matco-Norca’s
Industrial
Products
Matco-Norca’s industrial products are made to industry
specifcations in order to meet all your requirements.
Our extensive inventory makes us your most reliable
source, and our longstanding global partnerships
ensure consistent quality and availability. Choose us
for your demanding industrial applications. When the
going gets tough, the tough go to Matco-Norca.
To learn more about our ful l l ine of Matco-Norca
Industr ial Products visit w w w.matco-norca.com
C A L I F O RN I A • T E XA S • I L L I NO I S • G E O RG I A • N EW YO R K
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NOT YOUR DADDY’S WEBSITE
Welcome to PHCPpros
Your one-stop shop to the professional
plumbing, heating, cooling and piping community is live!
ollectively, for more than 100 dards. Whether you’re a distributor, tions. Our columnists, also known as
years, The Wholesaler, PHC News contractor or engineer, you can eas- industry thought leaders, provide help-
Cand Plumbing Engineer magazines ily navigate to learn about a boiler or ful tips and guidance.
have been the trusted information understand how technology can help Under the Business tab, you’ll fi nd
sources for distributors, contractors make your business more effi cient — up-to-the-minute industry news from
and engineers in the plumbing, heat- it’s all here on one site. mergers and acquisitions to buying
ing, cooling and piping industry. With On the Products tab, you’ll fi nd new groups and association announcements.
a combined total of 162,000 monthly product releases from Bath & Kitchen, If it’s related to the plumbing, heating,
readers, the three brands represent the Fire Protection, HVAC, Hydronics/Radi- cooling and piping business, you’ll fi nd
culmination of the market, the information here.
supplying its industry with Last, but certainly not least,
the information it needs to the Codes & Standards tab
thrive. provides the most up-to-date
For more than a year information on all codes and
now, TMB Publishing has standards that effect the way
been planning and develop- you do business.
ing a vibrant ecosystem In addition to the fi ve
that merges the three main tabs, the Buyers Guide
brands online where you tab will serve as your No. 1
can discover source for a com-
and share in- prehensive direc-
formation on tory of products
one thoughtful, and services. As
comprehensive a reader, you can
platform. We’d sort through to
now like to fi nd exactly what
welcome you you’re looking for.
to PHCPpros As a manufacturer,
— your profes- you can easily list
sional plumbing, your products
heating, cooling within 125
and piping com- categories and
munity. ant, Plumbing, PVF and Tools manufac- reach the industry as a whole.
PHCPpros will deliver sought-after turers. As we get them, we post them, You’ll fi nd all the above-mentioned
information you need to design, man- so you will always have access to the tabs on the home page along with our
age, sell, and compete — all available in latest products available. Featured articles, which will be home
a new, user- and mobile-friendly web- The Projects tab is home to all proj- to breaking news and exclusive content;
site. Our industry is changing quickly ects from commercial and residential, all of our Columnists, who will provide
and we want to be on the forefront of to remodeling, retrofi t and green build- opinions and insights on issues affecting
that change with you. ing. Here we highlight projects that the industry; a list of upcoming events;
We’ve always brought you up-to-the- involve a new method or product, or action videos and so much more.
minute news you’re unlikely to fi nd perhaps required a little extra imagina- We encourage you to visit and navi-
elsewhere, as well as product releases tion to complete. gate through the entire website and
and in-depth articles on industry trends The How-To tab is divided into three familiarize yourself with the tool that
and processes. Now, it’s available in a sections: design, legal matters and man- will help you be more effi cient and stay
more intuitive and organized site — agement. Here, you’ll have access to ahead of the game.
PHCPpros.com. There are fi ve main everything from answers to common Welcome to PHCPpros — one
tabs for everything: Products, Projects, questions to new ways to be more ef- community with the information
How-To, Business, and Codes & Stan- fi cient and productive in your opera- you need! 2
4 AUGUST 2017 l PHCPpros.com
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Branded
Industrial
PVF Products
•Malleable Iron
Grooved Couplings,
Fittings & Valves
Cast Iron
Ductile Iron
Flanged Fittings
Forged Carbon
Steel Fittings
Merchant Steel
COOPLETS®
Nipples
AWWA Valves
Butterfy Valves
Bronze Fittings
Brass Valves
Lead Free Brass
Fittings & Valves
Stainless Steel Pipe
Valves & Fittings
Sharpe®
Valves & Automation
[phone] • www.smithcooper.com
Los Angeles, CA · Atlanta, GA · Vancouver, WA · Chicago, IL · Houston, TX
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the
WHOLESALER
News of Plumbing, Heating, Cooling and Industrial PVF
ON THE COVER
Portland, Oregon is home to Hollabaugh
Brothers & Associates, which serves the
Pacifi c Northwest territory into Alaska.
While implementing the latest technology,
Hollabaugh knows personal relationships
86 and facetime with customers still are the
100
most important aspects of their business.
Get the story on page 32.
FEATURES
FIRST AD HR
86 Leaders’ Summit
SWA 2017 Conference
96
96 WHAT'S new at Zurn?
100
PVF NEWS
Tom & Steve on PVF
88
OIL ON THE RISE;
GAS IN THE PIPELINE
Tom M. Brown Steve Letko
EDITORIAL
114 SUMMER FUN
SWA Convention, PVF Roundtable,
Holabaugh Brothers & Associates —
Danielle Galian
Editor Danielle recounts a full editorial summer. Editor
COLUMNS
Rich Schmitt & Jen Schmitt
8
SOFTWARE TOOLS
Roger S. Balser
16
DOUBLE AGENTS Rich Schmitt Jen Schmitt
Jason Bader
18
BRING IN THOSE
NEW ACCOUNTS!
Scott Benfi eld
24
e-COMMERCE IN STAGES
Roger Balser Jason Bader
Dion Wilson
28
HIDDEN GEMS
Brian Gardner
109
ROI FROM CRM Brian Gardner Scott Benfi eld Dion Wilson
The views and opinions expressed in this issue’s articles are those of the contributors
and do not necessarily refl ect a position of The Wholesaler or TMB Publishing Inc.
6 AUGUST 2017 l PHCPpros.com
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SMART MANAGEMENT
What’s in it For You?
Take a deeper dive
into all things Epicor.
t the end of May, Rich at- tries, and sales of around $900
tended Epicor Software million. The company has devel-
ACorp.’s Insights user opment groups located in every
conference as Epicor’s guest at major operating region includ-
the Gaylord Opryland Resort in ing the Americas (U.S., Mexico),
Nashville, Tennessee. Epicor deliv- Europe (Russia) and Asia (India,
ers business software solutions China, Australia). BY RICH SCHMITT AND JEN SCHMITT
into the manufacturing, distribu- Epicor brings hundreds of em- Management Specialists
tion, retail and services industries. ployees to Insights — including
It is one of the major software Joe Cowan, president and CEO, the additional role of chief operat- Can we start with the big picture
companies serving our industry and the entire senior management ing offcer. Celia Fleischaker will view of Epicor?
through its distribution software team — so attendees have many assume an expanded role as chief Palsule: When you have a
offerings: Prophet 21, Eclipse and opportunities to ask questions marketing offcer and executive portfolio of products going for-
Epicor ERP. and, most importantly, provide vice president. Himanshu Palsule ward, you have to have a portfolio
The conference provided more feedback to all levels of the Epicor will assume the role of chief prod- strategy. Some portfolio compa-
than 500 sessions ranging from a organization. uct and technology offcer and nies with several products build a
Q&A with General (Ret.) David This year’s Insights was the executive vice president. strategy to move to one product.
H. Petraeus, to product announce- frst user meeting since Epicor As with past years, this was a If you were starting from zero,
ments and product roadmaps, to was purchased by KKR & Co. L.P.,
education/training sessions on a global investment company, in Things are changing quickly in the world,
how to use existing/new features what was rumored to be a $3.3 so it is important to remember that the
in their packages and, just for fun, billion deal that closed in Septem-
a concert by the country western ber of 2016. While the acquisition species that have evolved the most were
singer Kelly Clarkson. More than resulted in some changes at the not the strongest or the fastest but the
4,000 users attended the four-day top, four of the senior manage- ones that were most adaptable.
meeting. ment team will continue with
The meeting also included a similar or expanded roles. Joe well-executed meeting. Kudos you could consider that. If you
massive solutions pavilion where Cowan will continue as president to the Epicor team in putting it have a legacy of 20,000 customers,
the Epicor team and partners gave and CEO. Cowan was brought together. it’s very hard to move to a single
attendees a hands-on opportunity into Epicor by the previous owner, I had the opportunity to spend product. Other companies have
to review and test products. Apax Partners, with the mission some one-on-one time with tried that approach and failed.
As a reminder, Epicor has ap- of grooming the company for sale. three members of the product We defned the few areas where
proximately 3,800 employees, Kathy Crusco will remain the chief management team: Himanshu we want to win, and are putting
20,000 customers in 150+ coun- fnancial offcer and will assume Palsule, EVP and chief product the best product in each market to
and technology offcer; Lee An win. So in manufacturing, that’s Epi-
Schommer, SVP of global product cor ERP and iScala; for distribution,
management; and Mark Jensen, di- that’s Prophet 21 and Eclipse; for
rector product management, Dis- retail, that’s Eagle. We are migrat-
tribution. Due to space limits, I ing the customers in these sectors
am providing some excerpts from to those products. To get scale,
my time with Himanshu. we will have common software
services that go across the sec-
Schmitt: For those readers who tors. For document management,
have not met you, tell me a little we bought DocStar that will inte-
about yourself and how you got here. grate with everything. For busi-
Palsule: I have been in the ness intelligence we have Epicor
software industry for 30 years, 28 Data Analytics that will work with
years of which have been in ERP, everything and we are partnering
accounting, manufacturing, distri- with Avalara for tax; it will integrate
bution and retail type software. with everything. I call them the
Before coming to Epicor 1 1/2 pillars and the planks. The sector-
years ago, I was CTO for Sage, the specifc products are the pillars,
ERP and CRM software company. and the shared services are the
planks that go across the sectors.
Schmitt: As I talked to read-
ers prior to coming to Nashville and Schmitt: So distribution will be
asked them what they would like to one of your go-forward targets?
know, most of the questions seemed Palsule: Let’s start with our
to center around the future of Epicor investment profle. When we build
on a “big picture” level, and then our investment profle, we start by
what the outlook for its ERP package looking at markets and whitespace.
and its company is on a “micro” level. Distribution is absolutely our
8 AUGUST 2017 l PHCPpros.com
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General Plumbing Opens
First New York City Location
Edison, n.J. — General Plumbing GPS offers.
Supply has opened a new branch This 14,000-square-foot loca-
in Staten Island, New York. This is tion will allow GPS to get into
GPS’s 16th location and frst in Staten Island and New York busi-
New York City, and frst outside of ness, and serve the up-and-coming,
New Jersey. vibrant Staten Island community
Like all other GPS locations, the undergoing extensive remodeling
Staten Island branch will stock and new construction work.
the full line of plumbing, heating,
HVAC and industrial supplies that Visit www.generalplumbingsupply.net General Plumbing Supply’s Staten Island location is its 16th, and frst in NYC.
Schmitt: What is the “Amazon Effect” that move from product A to product B. We own
SMART MANAGEMENT you mentioned? the responsibility and the experience to make
Palsule: This relates to the user experience. their migration successful.
sweet spot. That is what our focus is, it has When I talk about Amazon, distributors think
been and will continue to be. Especially with I am saying they need to worry about compet- Schmitt: I know we talked a lot about Prophet
the changes going on in the market, the disrup- ing directly with Amazon. They do, but they 21 since you are in the process of this major re-
tion that is happening, the digitalization…we feel also need to be concerned about the Amazon lease. What is the plan for Eclipse?
there is more need than ever for a vendor like Effect, what competitors are doing, what cus- Palsule: Eclipse is on a similar journey with
Epicor to step up and help distributors solve tomers are expecting, how fast is delivery, how a different trajectory for a different market and
their problems. much do you know about your customer, what from a different starting point regarding the
is your reach. For Epicor, that means we need technology. We want to create that same user
Schmitt: Those are a lot of changes. What to do faster releases than the 18-month cycle experience. The last release of Eclipse had a
would you say to wholesalers who don’t want to from the past. The best way to deliver that is new user interface. We want to get to API. We
change? the cloud version of Prophet 21, which is part want to move it to the cloud.
Palsule: I would say, if you don’t like change, of this release. As part of the user experience
you are really going to dislike irrelevance. we are moving to the browser interface. We Schmitt: Any last comments?
know the browser is going to be the future, Palsule: Things are changing quickly in the
Schmitt: Talk about the challenges facing your but we asked ourselves, “Are the customers world, so it is important to remember that the
distribution users. species that have evolved the most
Palsule: Markets started to were not the strongest or the fast-
The pressure in the market for labor and
change a few years ago, especially in est but the ones that were most
the distribution sector. The pres- resources, the impact of globalization, mobility adaptable. We at Epicor are work-
sure in the market for labor and and the cloud illustrate that the rate at which ing to build software that will allow
resources, the impact of globaliza- our users to adapt to the coming
markets are changing. I call it the “Amazon Effect.”
tion, mobility and the cloud illustrate changes.
that the rate at which markets are Things are moving faster for distributors
changing. I call it the “Amazon Ef- than ever before and the distributor’s Schmitt: Thanks again to my Epi-
fect.” things are moving faster for cor hosts for inviting The Wholesaler to
customers are expecting more from them.
distributors than ever before and their meeting.
the distributor’s customers are ex- Jen: I have a fnal comment as
pecting more from them. The distributors in ready for all the innovations we are putting out well: I think the API strategy is a huge step
turn are coming to Epicor and asking for help or will we be leaving them behind?” Leaving since it opens up a wholesaler’s access their
addressing these changes. loyal users behind is the worst thing you can ERP’s data and business logic. If the Prophet 21
do; so with Prophet 21 2017 we are offering a or Eclipse doesn’t provide the exact functional-
Schmitt: So what direction does that take browser and a desktop client. Then when the ity the wholesaler needs, she now has options
Epicor? customers are ready, we will move to 100 per- that do not require expensive customization of
Palsule: When all these factors started cent browser. Instead of just implementing fea- the ERP code. If the wholesaler needs to re-
converging, we realized it was time for a major ture requests we are working to “future-proof” spond to a customer’s needs, she can build the
change at our end. We started with Prophet the distributor’s business. functionality herself or work with third party
21. While it’s a great product, simply adding solutions providers. As a third-party solution
incremental features isn’t the way we are going Schmitt: More to an ERP specifc level, what provider who integrates with the Prophet 21
to satisfy these distributors in the long term. are the plans? and Eclipse packages for ecommerce it will
Features might get them past their current Palsule: When you have a portfolio of help us to provide even more powerful and
month-end or urgent issue they have, but not products, you frst decide what are the best functional tools to wholesalers. 2
position them for signifcant changes in the products to solve the needs of an evolv-
market. So we decided to open up the product ing market and you invest in those products. Rich Schmitt is Executive Vice President and Jen
using an API strategy. With that strategy, we You must also support existing customers Schmitt is Vice President/General Manager of Schmitt
are saying that the last mile may not be us. It who have been loyal to you for many years. ProfTools Inc. (SPI), a marketing frm that provides web
could be a partner, it could be a third party, it Prophet 21 and Eclipse are clearly beneft- & mobile storefronts, content creation, and print catalog
could be the Epicor professional services team, ing from a lot of investment. We are working software and services to distribution and manufactur-
or it could be the distributor’s internal infor- with users of other packages to: a) Keep their ing clients. Rich is also President of Schmitt Consult-
mation technology team. We need to open our businesses running; and b) give them a clear ing Group Inc., a management consulting frm focused
product enough to enable the changes that are path to migrating to the Prophet 21 or Eclipse on pricing, consulting seminars, and proft improve-
needed to support the distributor’s business products. Migrations are about working with ment. Visit their company website at www.go-spi.
com. Rich and Jen can be reached directly at