Wholesale & Distribution International - Spring 2016 - 43


JOHNSON & WHITE SALES CO.

MANUFACTURER'S REPRESENTATIVES

www.jandwsales.com / Revenue: More than $20 million / HQ: Olathe, Kan. / Employees: 13 / Specialty: Plumbing and industrial products /
Rusty Johnson, president and co-founder:"We have knowledgeable people who have been in the industry for many years."

From the Ground Up
Johnson & White Sales Co. grew from humble origins to become a dominant
manufacturer's representative firm in Kansas and western Missouri. BY JIM HARRIS

F

or Johnson & White Sales

Co., the secret to standing out
from its competitors is straightforward. "I believe it comes back to service and knowledge of our employees,
and that goes for everyone from inside
sales to quotations and even to the warehouse," says Rusty Johnson, president
and co-founder of the Olathe, Kan.-based
manufacturer's representative. "We have
knowledgeable people who have been in
the industry for many years."
Johnson's business experience extends back to 1972, when he began working for a wholesale plumbing company,
initially loading trucks with products at
night while attending college during the
day. He eventually moved into inside and
outside sales roles at the wholesaler until
1985, when he joined a manufacturer's
representative that handled a range of
plumbing products.
In 1990, Johnson's employer stopped
representing products made by Charlotte
Pipe and Foundry Company, a manufacturer of pipe and fittings used in drain,
waste and vent applications. Charlotte
Pipe and Foundry soon approached Johnson about the possibility of representing
their products on his own, prompting
him and an associate to start their own
company that year.
Johnson & White added additional
lines in the ensuing months, with one
major acquisition, Zurn Industries, coming on board in October 1990. This new
business led the company to open a warehouse from which it offered drains and

Johnson and White Owner Rusty Johnson (right) says the
company's future is secure in the hands of his son, Dustin.

Spring 2016 www.wdimagazine.com

43


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Table of Contents for the Digital Edition of Wholesale & Distribution International - Spring 2016

Contents
Wholesale & Distribution International - Spring 2016 - Cover1
Wholesale & Distribution International - Spring 2016 - Cover2
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Wholesale & Distribution International - Spring 2016 - Cover3
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