AF Supply Corp. offers high efficiency equipment and business efficient procedures

BY RICHARD P. DiTOMA,
contributing writer

Jack Friedman of AF Supply Corp., a plumbing and heating wholesale supply company with nine locations serving the New York-New Jersey metropolitan area, knows that material supply companies owe more to their clientele than just the delivery of materials. Jack says, “I must keep my contractors aware of the latest technological advances.”

To that end, before the 2011 heating season begins, and as a prelude to other programs he intends to present, Jack invited contractors to a local trade show at his Congers, N.Y. location on August 16, 2011. The show presented the latest high efficiency heating technology from Honeywell, Grundfos, Hayden Baseboard Division, U.S. Boiler Company/Burnham, Rheem, New Yorker and Techtanium Indirect Water Heaters.

The show offered: new products; the assistance of manufacturers’ representatives; technical help; my business coaching assistance; food and beverage and buying specials from Jack and AF Supply Corp. to his AF family of contractors that came from across the area. The response of attendees was that the show was outstanding and a good idea.

Bob Dakin, a manufacturer’s representative with Venco Sales/Westchester County Burnham representative, said about the show, “It’s a great opportunity to show support to our distributor. It allows us to spend time face to face with the contractor in a more relaxed setting to discuss product. Industry products and technology are constantly changing. Contractors are eager to keep pace so they can offer home owners the most efficient equipment available.”

One display truck at the show presented U.S Boiler Company/Burnham’s high efficient boiler selection and demonstrated products for every application. The Grundfos “Pumps on Tour” truck exhibited a wide selection of pumps. Rob Morrison of Venco Sales said, “The Grundfos Alpha Circulator is designed to automatically adapt to system demand. Alpha pumps use up to 80% less electricity than fixed speed alternatives. The pump features an ECM motor combined with auto-adapt software to minimize electric consumption, while always providing the proper flow.”

I believe in the education and improvement of the contracting industry so that contractors can afford to deliver excellence to consumers. While trade shows are not new to the industry, some are outstanding; others are not. The ultimate measure of the success of a trade show is based on improvement to the industry through the knowledge attained at the event. I think Jack’s vision of presenting a local trade show that offered technical information, business expertise, camaraderie and food and beverages is a perfect blend for a local trade show, and he should be commended.

Jack is dedicated to the education of his family of contractors. He intends to present other programs on topics such as tankless water heaters, boiler/water heating equipment combinations, tools and various other products, as well as on business education. As far as his August 16, 2011, trade show is concerned, he feels it was a “screaming success.” He hopes that more contractors will take advantage of the educational opportunities he is planning to provide in the future.

One of those is my “Profit-Ability” workshop being held on September 24, 2011, in Congers, N.Y. That date is sponsored by AF Supply Corp. The seminar shows contractors how to identify and calculate their true cost of operation, select a profit margin that will allow them to attain their goals and develop proper profitable selling prices so they can earn the reward they deserve for the delivery of excellence to consumers.

The reason AF Supply Corp. is sponsoring my workshop is easy to understand. Jack knows there is room for improvement regarding the methods contractors employ in the operation of their businesses. These improvements will allow contractors to deliver more value to consumers and improve the contractors’ business results, while giving them the opportunity to pay their creditors in a timely manner and lower everyone’s business stress.

Although contractors move a good deal of money, the overwhelming majority shortchange themselves by the end of a fiscal period. Contractors who have attended my seminars, allowed me to coach them and properly implemented my theories and methods have been able to increase revenue by 30% to 70%. A shortchanging miscalculation of $1 per tech hour can cost a contractor $1,700 per technician annually. On average, contractors minimally shortchange themselves by $30 per tech hour. That adds up to over $50,000 per tech per year.

Jack and AF Supply Corp. are proving that they believe in the delivery of excellence to consumers. They know that requires knowledge. That’s why Jack has decided to do his bit for the cause by educating contractors technically and in sound business protocols. If you believe in the type of opportunities Jack is providing and if you operate in the New York-New Jersey metropolitan area, support his business. He’s helping to support the industry and his family of contractors.

Manufacturers also agree with the importance of education. If they didn’t, they would not spend the money it costs to outfit, maintain and put trucks on the road to demonstrate their product line for trade shows.

As you know, a chain is only as strong as its weakest link. Teamwork is a basic need for success. The owners, administrators and members of the immediate team are not the only participants in a team’s success. Just look at professional sports teams. They need the assistance of vendors outside the immediate team for things like uniforms, gear, arenas, ticket sales, etc.

The same need holds true in the PHC industry. Besides their administrative and technical staff, contractors need manufacturers and suppliers who can provide the materials they require to do their job when they need that material. In this ever-changing technological world, equipment evolves into the next generation’s “new and improved” models, and installation/application requirements may be different from the conventional equipment contractors are used to installing and servicing.

As a person who has successfully coached contractors across the country to deliver excellence to consumers while making their businesses financially strong, I applaud other branches of the PHC industry that jump in to assist contractors in the delivery of excellence. Helping contractors become aware of proper business protocols so they stay on top of their game, know their value to society, identify, calculate and recover the costs they incur serving the public and earn the reward they deserve for the delivery of excellence to consumers is the foundation of a strong business.

Jack put together a perfect blend. He brought in the manufacturers’ representatives for product info. He gathered the contractors to his facility for the show. He had me address business matters. He fed everyone with technical and business knowledge as well as good food in a pleasant atmosphere. That blend makes for a very strong chain to serve the public need.

Through the potential for dialogue provided by the type of local trade show put on by AF Supply Corp., manufacturers have the opportunity to know what to produce. Distributors like AF Supply Corp. will know what to adequately stock. Contractors will know what material is available and will have the opportunity to discover how to sell it above their cost. The ultimate end result is the delivery of excellence and value to consumers. Encourage your local suppliers to put events together that can help you to succeed in your quest to serve your clientele excellently. It will be well worth it to all.

If I can help, give me a call. To speak with me, receive my coaching assistance, arrange to have one of my educational seminars, have me attend an event in your area or to attend the aforementioned September 24, 2011, workshop, give me a call at 845/639-5050. As always, I wish you good health and much wealth.

Correction
In Richard’s July 2011 article on page 24 in the paragraph beginning with the heading “Concern over your numbers,” the last word of the paragraph was inadvertently changed from “technician” to “administrator.” This affected the meaning of the article. Phc News regrets the error.

Richard P. DiToma is a contracting business consultant and active PHC contractor with over 40 years of experience in the PHC industry. To receive more info about his Contracting Business, Coaching, Consultations, Business Books, Seminars with Solutions, Customized Price Guides, Customized Business Forms, contact Richard by phone at 845/639-5050, via email at richardditoma@verizon.net, by FAX at 845/639-6791 or mail to R&G Profit-Ability Inc., P.O. Box 282,West Nyack, NY 10994.