Wholesale & Distribution International - Spring 2017 - 38
AMERICAN PIPE & SUPPLY
www.americanpipe.com / Annual revenue: $52 million / HQ: Birmingham, Ala. / Employees: 85 / Specialty: Distributor of pipes and plumbing supplies/
John Howe, CEO: "The company has experienced significant growth and our Nashville-area customers benefit from this new expanded location and services."
Forty-year-old American Pipe & Supply grows in size
and plans to open a new branch. BY KAT ZEMAN
American Pipe & Supply anticipates revenue growth
of 25 percent each year.
usiness doesn't get bet-
ter by chance. It gets better by
change. That's how John Howe
sees it. In the past four years, since taking on the role of CEO at American Pipe
& Supply, he's made changes that have
helped increase sales revenue at the company by 60 percent.
American Pipe - a Birmingham, Ala.based wholesale distributor of pipes,
valves, fittings, plumbing supplies, fire
sprinkler materials and underground
utility products - anticipates to grow in
38 www.wdimagazine.com Spring 2017
revenue by another 25 percent each year.
"We grew 24 percent last year and the industry was flat," Howe says.
Changes made under Howe's leadership include a shift in sales structure and
a modification to responsibilities within
the company's sales department. "We
restructured how we track sales activity
and what we expect out of our salespeople," he says.
Howe credits the company's executive
vice president, Harry Hays, a 40-year industry veteran, for helping to utilize the
new system. The restructuring also included promoting Chris Cochran to director of sales.
Prior to American Pipe, Howe worked
at Staples Inc. for 13 years as its vice president of supply chain for the southeast
region. On arriving at American Pipe, he
made a number of key changes in leadership, such as hiring a new director of operations and CFO.
Brant Watts, former executive vice
president and CFO for 16 years at Birmingham, Ala.-based Jemison Metals,