Wholesaler 08 01 2018 E Edition Page 1

News of Plumbing, Heating, Cooling and Industrial PVF Federal Corp., a manufacturers' representative company located in Oklahoma, celebrates its 100th anniversary. The family business was started by a man who promised, "we sell results." A century later and the tradition continues. The story starts on page 48. Pictured is the Oklahoma City management team (from left to right) of Grant Flurry, Mike Haigh, Alan Loeffler, and Darrin Ray. Photo courtesy of Dan Frisch. Saniflo Takes 'Early Adopters' to Paris Company flew more than 60 PHCP industry members to France for a factory tour and sightseeing. AUGUST 2018 VOL 73, NO. 8 C hristopher Velonis well re- members the day more than a decade ago when one of his salesmen - a rookie, no less - asked him to sign off on a credit ap- plication for a company that made something called an "up flush toilet." To Velonis, profit center manager, Peabody Sales & Service, the toilet looked more like an appliance. And he didn't sell appliances. He sold fixtures. The salesman wanted to buy three to test the market. One was already sold, but Velonis figured the company wouldn't break even until a contractor bought the second one, which meant there wouldn't be a profit until the third one went out the door. Times were tight for the whole- saler at the time, which operates eight New England locations from its base in North Andover, Massachu- setts, and Velonis didn't think the two purchased for stock would ever sell. "I fully expected to take a loss," Velonis says. "I agreed to do it, however, because my father always said, 'Don't invest in inventory. In- vest in people.'" Today, Kip Brown, that newly hired salesman Velonis chose to invest in, still works for him, and Peabody has since sold thousands of Saniflo's macerating toilets, plus the supply house now stocks every one of the company's SKUs, which have grown to include 15 different products for the U.S. market. (Turn to ... page 62) FIND US twitter.com/wholesalermag facebook.com/wholesalermag YOUR 2018 - 2019 LISTING OF MANUFACTURERS' REPRESENTATIVES BEGINS ON PAGE 84! CELEBRATING A CENTURY OF SERVICE BY STEVE SMITH

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