CHICAGO — The American Supply Association (ASA) recently offered its new pilot course to several of its regions. The newly released “Essentials of Profitable PHCP Distribution” brought together over 180 principals, executives, branch managers, trainers, and new employees to take part in the workshops. Each full-day pilot was co-sponsored by the ASA region and the Karl E. Neupert Endowment Fund of the ASA Education Foundation.

“For years wholesalers have been asking for a tool to teach employees about margin vs. markup, the importance of gross profit, and the need to take personal responsibility for helping control operating expenses,” said Paul Martin, executive vice president of the ASA Education Foundation. “While that tool is now available, we needed to take one extra step and present our industry with a model for effective teaching.”

The model is being provided by Dr. Kathryne Newton of Purdue University’s Industrial Distribution program. Dr. Newton led the workshops through a mix of program lectures, case studies, and program exercises. According to ASA, reaction to the pilot program has been positive.