As the quality of overseas metal pipe and valve imports catches up to those manufactured domestically, there’s been a shift in end user buyer behavior. Companies that once purchased quality metal pipe and valve components manufactured in the U.S. are increasingly turning to cheaper overseas suppliers. Today, pipes and valves imported in the U.S. accounts for 40% of total sales in the country. Now more than ever, PVF distributors are having greater difficulty forecasting sales when end users’ purchase decisions (like in other standardized commodity-based markets) are subject to price fluctuations of supply and demand. This presents an interesting management challenge: How can a PVF distributor generate better sales pipeline for their products while contending with market pressures that often favor low-price options from oversea markets?