THE WHOLESALER® — JANUARY 2011•


ASA, Equity Plumbing Group relationship to advance goals


CHICAGO— Realizing that a coordi- nated effort between all industry par- ticipants is needed to advance issues of critical importance to the long- term health of the industry, the Amer- ican Supply Association has entered into a formalized working relationship with the Eq- uity Plumbing Group. “Two vital, long-range


goals have guided ASA’s move to sign agreements with industry buying groups and work more cooperatively,” said ASA executive vice president Mike Adelizzi. “Engaging everyone in the industry to aid in the fight to protect industry interests in Washington, D.C., and the need to elevate the pro- fessionalism of the industry has prompted ASA to develop these closer working relationships. We rec- ognize that buying groups are an im- portant part of the business interests of many of our members. The groups’ strong connections with a broad cross-section of wholesalers and manufacturers can assist in moti- vating owners to take action on im- portant industry issues.” ASA is the logical organization through which the industry can affect change in Washington, D.C. Through the association, wholesalers and man- ufacturers can influence issues such as Card Check, Cap & Trade, LIFO repeal, as well as environmental is- sues such as the W.A.T.E.R. Act, which can have a favorable impact on industry markets. By partnering with the Equity Plumbing Group and other buying groups, ASA is able to coor-


dinate efforts and strengthen the in- dustry’s position on these issues. In addition to advocacy efforts,


the partnerships bring the programs of the ASA Education Foundation to a wider audience, promoting the benefits of an educated industry. “A rising tide raises all boats,” contin- ued Adelizzi. “An em- ployee who understands how his or her role di-


rectly contributes to a company’s profitability finds ways to remain competitive without resorting to cut- ting price every time. Therefore, the


Haws®


more distributors in the PHCP and PVF industry that have well-edu- cated and knowledgeable employ- ees, the stronger the industry will be as a whole. “The Equity Plumbing Group does


a great job providing its members with tremendous purchasing power. ASA does a great job of advocacy, education and benchmarking. Form- ing a working alliance with the Eq- uity Plumbing Group makes good sense,” concluded Adelizzi. Equity joins Affiliated Distributors,


the Embassy Group, Omni and WIT & Co. as the industry groups that have formalized their working rela- tionships with the American Supply Association. For more information, log on to


www.asa.net. to offer evolutionary product partners with Brita® Sparks, Nev. —Haws Corporation®


has signed an exclusive licensing agreement with the Brita LP, a leader in consumer filtration products, to de- velop, distribute, market and sell the evolutionary Brita® tion™


Hydration Sta- for the North American market.


“Our quality and value are known industry-wide,” said Haws president Tom White. “However, because many of today’s consumers demand better tasting water, we needed to take responsibility for the water qual- ity that flows through our products. What better way to assure people of great-tasting water than to offer Brita®


Station™


filtered water from Hydration products? The combination


of Haws’ commercial product know- how — and quality reputation — along with the tremendous appeal of


Jane Allen, wife of Charles S. Allen, Chairman of Sloan Valve Company


OBITUARY


FRANkLIN PARk, ILL. — Jane Allen (nee Connaughton), the beloved wife of Charles S. Allen, Chairman of Sloan Valve Company, passed away suddenly on December 19, 2010. Married for 45 years, she is survived by her husband and sons Charles S. Allen Jr. (Amy), James C. Allen, Graham C. Allen (Brooke), six grandchildren and her two broth- ers, Thomas Connaughton (Leslie) and Steven G. Connaughton (Michaelene). Services will be held at 11 AM on January 15, 2011 at Saints Faith, Hope & Charity Parish, 191 Linden Street, Winnetka, IL


60093, Phone: 847 446-7646. In lieu of flowers, memorials may be made to the Ara Parseghian Medical Re- search Foundation, 5050 Via de la Granja, Tucson, AZ, 85718, www.parseghian.org. For more in- formation, call (520) 577-5106, or e-mail allenfamily@sloanadminis- tration.com. Jane was born on June 4, 1946 in Cincinnati, OH, moved to Wayne, PA and then South Bend, IN. After their marriage, Jane and Chuck moved to Oak Park, IL, where she was active with the Chicago Chapter of the Junior League. Jane then


served as the Chairperson for the an- nual Gold Coast Fashion Award Show, one of the premier events of the Children’s Service Board of Children’s Memorial Hospital. She also served as the President of the Children’s Service Board itself, an auxiliary of Children’s Memorial Hospital, working to further the Hospital’s mission of service to chil- dren and families throughout Chicagoland. Jane actively sup- ported Chuck over the years as he built Sloan Valve Company into one of the most successful, privately- owned businesses in Chicago.


touch-free, hygienic, water dispenser that allows users to enjoy the benefits of healthier*, great-tasting water away-from-home. The Brita®


Hydra-


tion Station™ encourages hydration with its aesthetically appealing de- sign, can help save money when used as an alternative to bottled water and helps encourage sustainability efforts. Visit www.britahydrationstation.com


or www.hawsco.com. * Certified to reduce lead and cysts.


the Brita®


in the marketplace.” The Brita®


brand will be unmistakable Hydration Station™


is a


INDUSTRY NEWS Mary Jo


•95


(Continued from page 98.) computer literate, focused on outcome,


driven by intentions, dedicated to suc- ceeding, past history of success, a con- stant student, willing to learn, adapt and serve. You notice I didn’t mention sales skills. I can teach that. I’d rather have at- titude and brains than selling skills any day. I can teach somebody to sell; I can’t teach them to be smart. • The Internet is not going away any


time soon, and your job is to be present on it. Use every avenue of free social net- working that you can to spread your mes- sage. Look at it as “business social media.” This is the new version of “cold call- ing.” You can find potential customers you never knew existed by searching Linked In for particular job titles in your region. I expose myself to the world in video and print so people will be attracted to me; they’ll be attracted to you, too, if you do the same thing. Consider posting videos of your staff and your customers on your own YouTube channel. You’ll be amazed at the people who will find you. Just al- locate some time; the rest of it is free. • When you communicate with a


prospect or existing customer, you are the brand. You have to be as value driven, in- novative and reliable as the brands and products you represent. you are the vari- able in the equation; everything else is pretty constant. • Develop a work, life, laugh balance.


Give yourself a laugh allowance every- day. Take 30 minutes a day and laugh. Life is too short to take it too seriously. • Your attitude sets the tone in your business. Once you have it, you can train other people to have it. It is the one ele- ment that will make you successful any- where. I prefer not to use the term “positive attitude”; instead I like to use “yes attitude.” It’s more easily visualized and identifiable. Think about it. When something good happens or a team scores, people raise their hands and scream “YES”! • Your success in making sales is a


matter of who you are, what your attitude is, how much you believe in yourself and your product, and how dedicated you are to personal excellence. • • • • • • • • • • • • • • • On a personal note, the new year to me


always means a time of reflection on the past and contemplation for the future. It’s a time to acknowledge those who have made and continue to make a difference in my life. I’m so very grateful for the op- portunities I’ve been given both profes- sionally and personally in this world. So as we kick off 2011, I would like to


extend a sincere thank you to my publisher Tom Brown, who provides such outstand- ing leadership and vision to our staff, and who has always believed in my abilities and encouraged me to reach ever higher. (Turn to 2011, page 96.)


• Be sure to visit www.thewholesaler.com for web exclusive articles and videos! •


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