“A few weeks ago, an employee reported that a valve valued at $200 was unaccounted for, and very likely lost. His counter salesperson, who'd been taking the 'Essentials' course, said, 'Do you realize that we have to make $10,000 in additional sales to make up for the profit lost because of that loss? We need to find that valve!' With this realization in mind, the employees redoubled their efforts and found the lost valve. This is typical of the reaction to the program that we've been getting from our team.” --Colin Perry, Rampart Plumbing & Heating Supply, Colorado Springs, CO

“I want you to know that I was dreading Saturday beforehand, thinking I'd be bored to tears, but I REALLY enjoyed it! If half of us use just one or two tips that she (the instructor) gave out, we could do a lot of good for the company. Also, I want you to know that I appreciate the expense and trouble you went to for this event. Like I told everyone at my table at lunchtime, any company that goes to this much effort HAS to be concerned for its employees. Thanks again.” -- Kim Miller, Electrical and Lighting Product Manager, Modern Supply Co., Knoxville, TN (in an email to the company president Dottie Ramsey)

The “Essentials of Profitable PHCP Distribution” course has been offered across the country as a one-day seminar. The book, which is 10 chapters long, comes complete with quizzes, industry glossary and tips for applying the lessons learned. An instructor's guide is also available for companies that want to be sure ALL of their employees understand the business of wholesale distribution.

More one-day seminars, featuring Dr. Kathryne Newton of Purdue University, will be offered in 2004. For more information about “Essentials,” or to see where the next class will be held, visit www.asaef.org.