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<br /> October 2012<br /> D i s t r i b u t i o n B u s i n e s s®<br /> THE MANAGEMENT MAGAZINE OF WHOLESALE DISTRIBUTION SINCE 1999<br /> Keeping Alive<br /> the Values of Success<br /> G.W. Berkheimer Co.<br /> ALSO IN THIS ISSUE<br /> THYBAR CORP.<br /> MASTERS OF<br /> THE ROOFTOP<br /> ZAIN HASEEB &<br /> MICHELLE MCGOWAN<br /> CAN YOU PASS THE<br /> MARKETING QUIZ?<br /> STEVE COSCIA<br /> THE SECRETS<br /> OF SUPPLY HOUSE<br /> PERSONALITIES<br /> FRANK HURTTE<br /> FALLACIES OF<br /> CUSTOMER MANAGEMENT<br /> SYSTEMSDistribution<br /> s i n e s s<br /> THE MANAGEMENT MAGAZINE OF WHOLESALE DISTRIBUTION SINCE 1999<br /> Keeping Alive<br /> the Values of Success<br /> ,*AH??*<br /> '^JV fi^l<br /> G.W. Berkheimer Co.<br /> THYBAR CORP.<br /> MASTERS OF<br /> THE ROOFTOP<br /> ZAIN HASEEB &<br /> MICHELLE McGOWAN<br /> CAN YOU PASS THE<br /> MARKETING QUIZ?<br /> STEVE COSCIA<br<a title="HVACR, October 2012 page 1" href="http://viewer.zmags.com/publication/073ac268?page=1"> </a> <a title="HVACR, October 2012 page 2" href="http://viewer.zmags.com/publication/073ac268?page=2"> Zoning Clicks with Zoning Clicks with Most Homeow</a> <a title="HVACR, October 2012 page 3" href="http://viewer.zmags.com/publication/073ac268?page=3"> Jobseekers, win a free trip to </a> <a title="HVACR, October 2012 page 4" href="http://viewer.zmags.com/publication/073ac268?page=4"> CONTENTS Page 8 </a> <a title="HVACR, October 2012 page 5" href="http://viewer.zmags.com/publication/073ac268?page=5"> EDITOR'S PAGE | By Tom Peric´ Listen, Lea</a> <a title="HVACR, October 2012 page 6" href="http://viewer.zmags.com/publication/073ac268?page=6"> NEWS Superior Radiant Products Offers Choices in</a> <a title="HVACR, October 2012 page 7" href="http://viewer.zmags.com/publication/073ac268?page=7"> exhaust fan is reduced regardless of the laborato</a> <a title="HVACR, October 2012 page 8" href="http://viewer.zmags.com/publication/073ac268?page=8"> CURRENT INDUSTRY STATS Industry Updates NATE C</a> <a title="HVACR, October 2012 page 9" href="http://viewer.zmags.com/publication/073ac268?page=9"> How are you making a difference? </a> <a title="HVACR, October 2012 page 10" href="http://viewer.zmags.com/publication/073ac268?page=10"> WHOLESALER'S SPOTLIGHT | By Michael Maynard Co</a> <a title="HVACR, October 2012 page 11" href="http://viewer.zmags.com/publication/073ac268?page=11"> ing beyond their traditional market area. “We've </a> <a title="HVACR, October 2012 page 12" href="http://viewer.zmags.com/publication/073ac268?page=12"> WHOLESALER'S SPOTLIGHT Left to</a> <a title="HVACR, October 2012 page 13" href="http://viewer.zmags.com/publication/073ac268?page=13"> to visit with customers to help them work out sol</a> <a title="HVACR, October 2012 page 14" href="http://viewer.zmags.com/publication/073ac268?page=14"> WHOLESALER'S SPOTLIGHT baskets has helped to b</a> <a title="HVACR, October 2012 page 15" href="http://viewer.zmags.com/publication/073ac268?page=15"> GI POCKET STOVE u ld Bi l Co e ing on 42 y</a> <a title="HVACR, October 2012 page 16" href="http://viewer.zmags.com/publication/073ac268?page=16"> MANUFACTURER'S SPOTLIGHT | By Michael Maynard </a> <a title="HVACR, October 2012 page 17" href="http://viewer.zmags.com/publication/073ac268?page=17"> in all 50 states, and five facilities across the </a> <a title="HVACR, October 2012 page 18" href="http://viewer.zmags.com/publication/073ac268?page=18"> MANUFACTURER'S SPOTLIGHT recognized the signif</a> <a title="HVACR, October 2012 page 19" href="http://viewer.zmags.com/publication/073ac268?page=19"> GIVE ME A TOPIC. I'LL GIVE YOU A TIP. YJU's top t</a> <a title="HVACR, October 2012 page 20" href="http://viewer.zmags.com/publication/073ac268?page=20"> GOVERNMENT AFFAIRS | By Jon Melchi What's Your</a> <a title="HVACR, October 2012 page 21" href="http://viewer.zmags.com/publication/073ac268?page=21"> all of which included distributors. They ranged f</a> <a title="HVACR, October 2012 page 22" href="http://viewer.zmags.com/publication/073ac268?page=22"> MARKETING | By Zain Haseeb & Michelle McGowan </a> <a title="HVACR, October 2012 page 23" href="http://viewer.zmags.com/publication/073ac268?page=23"> 9) We actively communicate with our cu</a> <a title="HVACR, October 2012 page 24" href="http://viewer.zmags.com/publication/073ac268?page=24"> MANAGEMENT | By Frank Hurtte The Dog Ate My Cu</a> <a title="HVACR, October 2012 page 25" href="http://viewer.zmags.com/publication/073ac268?page=25"> To illustrate how bad this really is, I'll tak</a> <a title="HVACR, October 2012 page 26" href="http://viewer.zmags.com/publication/073ac268?page=26"> 2" PVC Venting 1/2" Gas Line </a> <a title="HVACR, October 2012 page 27" href="http://viewer.zmags.com/publication/073ac268?page=27"> WHAT CAN WE SAY? WOMEN LOVE US. RELIABLE</a> <a title="HVACR, October 2012 page 28" href="http://viewer.zmags.com/publication/073ac268?page=28"> SALES | By Tom Piscitelli The Importance of th</a> <a title="HVACR, October 2012 page 29" href="http://viewer.zmags.com/publication/073ac268?page=29"> LIKE A BANK: WE CAN LOAN YOU MONEY. UNLIKE A BANK</a> <a title="HVACR, October 2012 page 30" href="http://viewer.zmags.com/publication/073ac268?page=30"> COSCIA AT THE COUNTER | By Steve Coscia The</a> <a title="HVACR, October 2012 page 31" href="http://viewer.zmags.com/publication/073ac268?page=31"> gardless of the behavioral style. 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