How has business been lately? Overall, our business is up slightly—more than 5 percent year to date—particularly due to the addition of a new branch in Gaylord, Mich., a couple of new contracts associated with that branch, and some significant machine orders.

What do you expect for the remainder of the year? Our trending logs show a great deal of improvement over the quarter. Bookings, billings, margins and backlog all recorded considerable gains, and that usually signifies continued growth.

What is the best idea you've implemented in the last six months? Increasing our efforts to provide outsourced services to customers.

What is the biggest issue facing distribution today? Loyalty. From customers to suppliers and even employees, being loyal is paramount to continued growth and maturation of the process of bringing high levels of efficiency to the marketplace.

When interviewing potential employees, what is the best question to ask them? “Why did you leave your former position?” Or, if they're still working there, “Why do you want to leave?”

If you had unlimited resources, what change would you make in your business? I would buy the right equipment and hire the right people to provide additional preventive and/or predictive maintenance assistance.

What is the most misunderstood aspect of your industry? The value we bring to the supply chain. Some customers see us as simply middle men that take orders and fill them. We stress the importance of making certain that the customer is getting what they truly need.

If you could have any other job in the world, what would it be? Golf professional or a pastor—then maybe more of my prayers for a good shot would be heard.

What's your golf handicap? Your favorite course? My handicap is 12. My favorite course is Arcadia Bluffs in northern Michigan, and my favorite resort is Dancing Rabbit in Mississippi.

If you could choose someone, living or dead, to have lunch with, who would it be? The late Andy Anderson, my former mentor and close friend. He was an inspiration to me, and his experience and knowledge of the distribution business was unsurpassed.

Where did you go on your last vacation? Europe, and spent time in London, Paris, Brussels and Monte Carlo. Part of the time was for business attending the EPTDA Board Meetings.

Name a talent you wish you had. I wish I could play the saxophone. When it's played well, it provides music that is so relaxing.

Jeff Pickelman is owner/CEO of Northern Industrial Supply, a power transmission, air compressor and industrial supply distributorship in Saginaw, Mich. Contact Jeff at jeffp@northern-industrial.com, or through the company's Web site, www.northern-industrial.com.