Wholesale & Distribution International - Spring 2016 - 53


DURABLE

ABEL INDUSTRIES INC.

www.abelsupply.com / Projected 2016 revenue: $14 million / HQ: Dumfries, Va. / Employees: 40 / Specialty: Janitorial cleaning chemicals, equipment and supplies /
Peter Homan, president and founder: "We go the extra mile to satisfy our customers, and that's why we're still here after 45 years."

Extra Step
Abel Industries works hard to distribute janitorial cleaning chemicals, equipment
and supplies in northern Viriginia better than anyone else. BY RUSS GAGER

C

elebrating 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.
Abel Industries also has the capability
to ship anywhere within the continental
United States. To compete effectively,
Homan says that Abel Industries offers
on-time deliveries and superior customer service. "We make sure when we
make a delivery, it meets or exceeds their
expectations," Homan says. "We go the
extra mile to satisfy our customers, and
that's why we're still here after 45 years."
Next-day deliveries can be made by the
company's delivery fleet to most counties in northern Virginia, southern Maryland and to Washington, D.C.
In addition to distributing the major
brands of chemicals and cleaning supplies, Abel Industries also offers its own
private-label products. "You need to

Abel Industries' salespeople and managers all possess an
extensive knowledge base about the equipment it distributes.

have something with your own name on
it," Homan insists. "We do a lot of floor
demonstrations and training. If you want
to be successful, you have to demonstrate
the product and inform your customers
on the proper use and application." That
level of customer service is hard to come
by nowadays, he maintains.

EQUIPMENT AND REPAIR
Abel Industries distributes floor care
equipment including scrubbers, vacuum
cleaners, shampooers, sweepers, burnishers and spotters. To be successful in

equipment sales, salespeople and managers must know this equipment inside
and out. "A salesman breaking into this
business, if he's assiduous enough, he can
make a nice living," Homan notes. But it
takes a few years of training and experience before he or she will have the knowledge base to be a top producer.
"I have a couple of key people that work
with equipment - an equipment manager,
and then I actually have two sales managers that sell and work with the individual
salespeople - they break down the different equipment lines and concentrate on
Spring 2016 www.wdimagazine.com

53


http://www.wdimagazine.com

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
Wholesale & Distribution International - Spring 2016 - 1
Wholesale & Distribution International - Spring 2016 - Contents
Wholesale & Distribution International - Spring 2016 - 3
Wholesale & Distribution International - Spring 2016 - 4
Wholesale & Distribution International - Spring 2016 - 5
Wholesale & Distribution International - Spring 2016 - 6
Wholesale & Distribution International - Spring 2016 - 7
Wholesale & Distribution International - Spring 2016 - 8
Wholesale & Distribution International - Spring 2016 - 9
Wholesale & Distribution International - Spring 2016 - 10
Wholesale & Distribution International - Spring 2016 - 11
Wholesale & Distribution International - Spring 2016 - 12
Wholesale & Distribution International - Spring 2016 - 13
Wholesale & Distribution International - Spring 2016 - 14
Wholesale & Distribution International - Spring 2016 - 15
Wholesale & Distribution International - Spring 2016 - 16
Wholesale & Distribution International - Spring 2016 - 17
Wholesale & Distribution International - Spring 2016 - 18
Wholesale & Distribution International - Spring 2016 - 19
Wholesale & Distribution International - Spring 2016 - 20
Wholesale & Distribution International - Spring 2016 - 21
Wholesale & Distribution International - Spring 2016 - 22
Wholesale & Distribution International - Spring 2016 - 23
Wholesale & Distribution International - Spring 2016 - 24
Wholesale & Distribution International - Spring 2016 - 25
Wholesale & Distribution International - Spring 2016 - 26
Wholesale & Distribution International - Spring 2016 - 27
Wholesale & Distribution International - Spring 2016 - 28
Wholesale & Distribution International - Spring 2016 - 29
Wholesale & Distribution International - Spring 2016 - 30
Wholesale & Distribution International - Spring 2016 - 31
Wholesale & Distribution International - Spring 2016 - 32
Wholesale & Distribution International - Spring 2016 - 33
Wholesale & Distribution International - Spring 2016 - 34
Wholesale & Distribution International - Spring 2016 - 35
Wholesale & Distribution International - Spring 2016 - 36
Wholesale & Distribution International - Spring 2016 - 37
Wholesale & Distribution International - Spring 2016 - 38
Wholesale & Distribution International - Spring 2016 - 39
Wholesale & Distribution International - Spring 2016 - 40
Wholesale & Distribution International - Spring 2016 - 41
Wholesale & Distribution International - Spring 2016 - 42
Wholesale & Distribution International - Spring 2016 - 43
Wholesale & Distribution International - Spring 2016 - 44
Wholesale & Distribution International - Spring 2016 - 45
Wholesale & Distribution International - Spring 2016 - 46
Wholesale & Distribution International - Spring 2016 - 47
Wholesale & Distribution International - Spring 2016 - 48
Wholesale & Distribution International - Spring 2016 - 49
Wholesale & Distribution International - Spring 2016 - 50
Wholesale & Distribution International - Spring 2016 - 51
Wholesale & Distribution International - Spring 2016 - 52
Wholesale & Distribution International - Spring 2016 - 53
Wholesale & Distribution International - Spring 2016 - 54
Wholesale & Distribution International - Spring 2016 - 55
Wholesale & Distribution International - Spring 2016 - 56
Wholesale & Distribution International - Spring 2016 - 57
Wholesale & Distribution International - Spring 2016 - 58
Wholesale & Distribution International - Spring 2016 - 59
Wholesale & Distribution International - Spring 2016 - 60
Wholesale & Distribution International - Spring 2016 - 61
Wholesale & Distribution International - Spring 2016 - 62
Wholesale & Distribution International - Spring 2016 - 63
Wholesale & Distribution International - Spring 2016 - 64
Wholesale & Distribution International - Spring 2016 - 65
Wholesale & Distribution International - Spring 2016 - 66
Wholesale & Distribution International - Spring 2016 - 67
Wholesale & Distribution International - Spring 2016 - 68
Wholesale & Distribution International - Spring 2016 - 69
Wholesale & Distribution International - Spring 2016 - 70
Wholesale & Distribution International - Spring 2016 - 71
Wholesale & Distribution International - Spring 2016 - 72
Wholesale & Distribution International - Spring 2016 - 73
Wholesale & Distribution International - Spring 2016 - 74
Wholesale & Distribution International - Spring 2016 - 75
Wholesale & Distribution International - Spring 2016 - 76
Wholesale & Distribution International - Spring 2016 - 77
Wholesale & Distribution International - Spring 2016 - 78
Wholesale & Distribution International - Spring 2016 - 79
Wholesale & Distribution International - Spring 2016 - 80
Wholesale & Distribution International - Spring 2016 - 81
Wholesale & Distribution International - Spring 2016 - 82
Wholesale & Distribution International - Spring 2016 - 83
Wholesale & Distribution International - Spring 2016 - 84
Wholesale & Distribution International - Spring 2016 - 85
Wholesale & Distribution International - Spring 2016 - 86
Wholesale & Distribution International - Spring 2016 - 87
Wholesale & Distribution International - Spring 2016 - 88
Wholesale & Distribution International - Spring 2016 - 89
Wholesale & Distribution International - Spring 2016 - 90
Wholesale & Distribution International - Spring 2016 - 91
Wholesale & Distribution International - Spring 2016 - 92
Wholesale & Distribution International - Spring 2016 - 93
Wholesale & Distribution International - Spring 2016 - 94
Wholesale & Distribution International - Spring 2016 - 95
Wholesale & Distribution International - Spring 2016 - 96
Wholesale & Distribution International - Spring 2016 - 97
Wholesale & Distribution International - Spring 2016 - 98
Wholesale & Distribution International - Spring 2016 - 99
Wholesale & Distribution International - Spring 2016 - 100
Wholesale & Distribution International - Spring 2016 - 101
Wholesale & Distribution International - Spring 2016 - 102
Wholesale & Distribution International - Spring 2016 - 103
Wholesale & Distribution International - Spring 2016 - 104
Wholesale & Distribution International - Spring 2016 - Cover3
Wholesale & Distribution International - Spring 2016 - Cover4
http://www.nxtbook.com/nxtbooks/knighthouse/wdi_2016fall
http://www.nxtbook.com/nxtbooks/knighthouse/wdi_2016summer
http://www.nxtbook.com/nxtbooks/phoenix/wdi_2016spring
http://www.nxtbook.com/nxtbooks/phoenix/wdi_2016winter
http://www.nxtbook.com/nxtbooks/phoenix/wdi_2015fall
http://www.nxtbook.com/nxtbooks/phoenix/wdi_2015summer
http://www.nxtbook.com/nxtbooks/phoenix/wdi_2015spring2
http://www.nxtbook.com/nxtbooks/phoenix/wdi_2015spring
http://www.nxtbook.com/nxtbooks/phoenix/wdi_2014winter
http://www.nxtbook.com/nxtbooks/phoenix/wdi_2014fall
http://www.nxtbook.com/nxtbooks/phoenix/wdi_2014summer
http://www.nxtbook.com/nxtbooks/phoenix/wdi_2014spring
http://www.nxtbookMEDIA.com