Increased competition in the hardware space is the biggest challenge facing Gordon Flesch Co. The company’s primary business for the past 60 years has been selling printers, copiers, fax machines and other business equipment, but the competitive nature of the market is creating more price pressure than ever before. The answer, according to Patrick Flesch, vice president of sales for the western region, is not simply better and more efficient machines, but more complete service.

By treating the customer as a partner, Golden State Lumber retains the philosophy on which the company was built back in 1954. With products such as lumber, hardware, doors, windows, fencing and insulation, Golden State Lumber services a range of customers from the everyday handyman to the big developer, but its main focus is on the professional builder. 

“They care about the quality of product that’s going into their projects, but one of the biggest things they’re looking for is service,” CEO Jessica Scerri says. “We’re always looking at how we can provide better service and value to customers. It’s all about knowing our customers, what they need and being able to give them that service. For them, it’s about how can we service them to make sure we’re saving them money.”

Fortiline Waterworks has grown rapidly over the past 19 years and attributes its success to maintaining a relationship-based culture it developed from the beginning. “We started with one branch and six employees in 1997 and we have maintained a family and small company culture through today,” says co-founder and CEO Tim Tysinger. “In the early years you run very entrepreneurial, and as we have grown, we have maintained that spirit while becoming operationally sophisticated.”

The Concord, N.C.-based company, whose vision is to be the preferred and most trusted resource for utility infrastructure product solutions, was founded to offer contractors and municipalities a better source for their underground utility supplies. Fortiline distributes underground utility products for installation in both the public and private sectors. 

DDI System doesn’t approach ERP software from an abstract perspective – it was founded with a strong understanding of the day-to-day ins and outs of the distribution world. That understanding is key to the success of the company’s Inform ERP platform. President Adam Waller is the source of much of 

that understanding, having learned distribution while working for his grandfather’s distribution company, which continues to serve the plumbing and HVAC market to this day.

Waller started writing software for the company in the 1980s, and in 1994 he founded DDI System to provide distributors with effective ERP software solutions. 

Founded in 1997, Constar Supply offers a wide range of products for construction and industrial needs. The company sells everything a construction team could need, from lumber to hydraulics to masonry and even office supplies, with a special expertise in concrete. 

Constar Supply says all the products are backed by competitive prices and a sales force that has more than 20 years of experience in the industry. This experience lends itself to offering customers special attention in terms of safety supplies, precast and tilt-up construction, timber connections, trend drains and decorative concrete. Locally and privately owned by Bill Morse, the company says it prides itself on giving quality, personal attention to every customer.

Celebrating its 45th anniversary in northern Virginia, Abel Industries Inc. is enjoying the economic stability of the region in its sales of janitorial cleaning chemicals, equipment and supplies. “We do warehousing, merchandising and training, and we sell to a variety of customers in Washington, D.C.,” President and founder Peter Homan says.  

Homan calls northern Virginia a “growing market.” He says that six of the 10 counties in the region have the highest standard of living and gross income in the United States. Abel Industries distributes to three major metropolitan areas – the Washington, D.C., Baltimore and Richmond, Va., metropolitan areas – within approximately 100 miles of its headquarters in Dumfries, Va., 30 miles south of Washington, D.C.

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