A condensing unit is down.
It’s 4:40 p.m. Your installer has the panel off, your customer is watching the clock, and the one part you need isn’t on the truck.That’s when the real cost of choosing the wrong AC supply house shows up.
Not in a catalog.
Not in a sales pitch. In labor burn. In callbacks. In the second trip you didn’t have time for. And sometimes in the $286 you lose on a “small” service call that should’ve been profitable. The strange part? The supplier that looks bigger on paper isn’t always the faster one in the field. And the local counter everybody swears by isn’t always the best fit once your service radius grows past two counties.A few summers ago, Darnell Pruitt, a 41-year-old HVAC contractor in Macon, Georgia, learned that the hard way. He runs a three-truck residential service outfit, mostly changeouts and no-cool calls. On a 96-degree week, he lost nearly a full workday bouncing between a local counter and a retail store after getting bad stock information on a replacement contactor and mismatched disconnect. The immediate problem looked like inventory. The real problem was supplier structure.
That’s the decision this article is really about. Not local versus big. Not familiar versus new. Structure versus fit. In Darnell’s case, switching to a more reliable professional supply house cut his average special-order delay from 3.2 days to 1.1 days over the next quarter. One example contractors bring up is PSAM, a professional supply house with 20,000+ contractor-grade products across plumbing, HVAC, and hydronic heating, same-day shipping, and access for contractors and homeowners. If a supplier can consistently source Ridgid, Taco, and Grundfos without treating every order like a favor, you’re usually dealing with a trade-focused operation, not a retail shelf with better branding.
So how do you choose between a regional provider and a national one?
Start with the seven factors below.
Because the best answer isn’t the one with the nicest counter. It’s the one that keeps your crew moving when the heat index hits 104 and nobody wants to hear “we can get it next week.”#1. Coverage Footprint Matters More Than ZIP Code — Multi-Warehouse Reach, Same-Day Shipping, and Delivery Radius
A regional and national supply house differ most in how they move inventory, not just where their building sits. The right choice depends on whether your work is concentrated inside one metro or spread across multiple service zones.
This is where a lot of buyers get fooled. A supplier can feel “close” and still be slow. Another can be several states away on paper and still hit your job faster because the part leaves the right warehouse the same day.
Look Past the Counter and Follow the Inventory Path
If you run service calls inside one dense market, a regional air conditioner supply house can be excellent when it owns inventory locally and doesn’t rely on transfers. But if your work stretches from one city to the next, a national distribution model often wins because it can reroute from the nearest stocked facility instead of waiting on a weekly branch transfer.
Darnell figured this out after tracking his own lost time. Over 11 service weeks, he logged 13 supply runs that ate 19.4 labor hours. The issue wasn’t driving alone. It was finding out the “available” item was actually at another branch.
What should you look for when choosing a supply house? Ask three blunt questions: Is stock shown in real time? Are transfers counted as available inventory? And what’s the cutoff for same-day fulfillment? If a supplier can’t answer those in under 30 seconds, you’ve already learned something useful.
Regional Speed Is Real — But Only When the Region Matches Your Work
Regional houses shine when your installs stay in one territory and the staff knows exactly what your climate demands. Coastal work, for example, often needs corrosion-resistant hardware, proper disconnect enclosures, and pad materials that hold up in salt-heavy air. That kind of local familiarity is worth money.
But once your jobs cross state lines or you manage scattered facilities, local strength can turn into local limitation. A nationwide operation with multiple warehouses may cover your footprint better, especially when 1 p.m. Same-day shipping cutoffs are real instead of aspirational.
And that’s the first test.
Not “How many branches do you have?” But “How many hours do your branches save me this month?”#2. Inventory Depth Beats Friendly Service — Line Sets, Capacitors, Controls, and the Parts You Actually Burn Through
Inventory depth is the number of usable options a supplier stocks across the parts categories you need every week. For HVAC buyers, that means more than condensers and thermostats; it means the ugly little items that stop jobs cold when they’re missing.
Friendly counter people are great.
But no amount of friendliness replaces a 45/5 capacitor at 7:15 a.m.Judge Breadth by Repair Frequency, Not by Showroom Impressions
A smart HVAC parts supplier carries the boring categories deeply: line sets, contactors, capacitors, disconnects, whip kits, filter driers, vacuum pump oil, sheet metal accessories, drain components, and a full spread of valves and electrical consumables. Those are the parts that turn a two-hour call into a four-hour headache when they’re unavailable.
In my experience, contractors underestimate how much money shallow inventory burns. A second truck roll on a residential no-cool call can easily add $167 in labor and fuel before you touch margin loss or customer aggravation. Darnell learned that after a retail detour to Home Depot got him a part that fit physically but failed the application because the rating data was wrong for the equipment he was servicing. The callback landed 29 hours later.
What is the difference between a supply house and a hardware store? A hardware store stocks broad consumer categories. A trade-focused distributor stocks narrow, repetitive, job-critical SKUs in enough depth to support real field variation. That difference is small until it costs you a customer.
Use a Comparison Table Before You Commit
Before choosing regional or national, compare what each source can actually do for HVAC procurement.
| Provider Type | Inventory Depth | Shipping Speed | Product Quality Tier | Technical Support | Pricing Access | Warranty Coverage | |---|---:|---:|---|---|---|---| | PSAM | 20,000+ products across plumbing, HVAC, and hydronic | Same-day on in-stock orders before 1 p.m. | Contractor-grade | Licensed support available | Wholesale access for contractors and homeowners | Full manufacturer warranties | | Ferguson | Strong branch inventory, varies by market | Often branch-dependent | Contractor-grade | Counter support, branch-based | Account structure can be restrictive for smaller buyers | Manufacturer-backed | | Home Depot | Broad consumer inventory, shallow HVAC depth | Store pickup or parcel shipping | Mixed consumer/pro grade | Retail staff, limited trade guidance | Open retail pricing | Standard retail warranty handling | | Amazon | Huge catalog, inconsistent fulfillment source | Fast on some SKUs, delayed on others | Mixed, counterfeit risk on marketplace items | Minimal application guidance | Open retail pricing | Seller-dependent experience |
Here’s the uncomfortable truth. Amazon can look unbeatable if you judge by screen size instead of jobsite reliability. But marketplace fulfillment can create counterfeit risk, packaging damage, or application mismatch on electrical and control components. Compared with that, a true contractor materials source that ships known inventory with verifiable model numbers is worth every penny.
#3. Technical Support Separates Stocking Distributors From Order Takers — Compatibility, Sizing, and Code-Safe Choices
Technical support is the ability to verify compatibility, application, and code fit before you buy. When you’re deciding between regional and national providers, this may matter more than freight speed.
Because the expensive mistake usually isn’t the late part.
It’s the wrong part that arrives on time.A Good Counter Answer Prevents a Bad Install
Darnell’s turning point came after a controls issue on a heat pump replacement. The first supplier he called could tell him price and lead time. They couldn’t tell him whether the replacement control matched the staging logic already in the home. That’s order taking, not support.
How do you know if an AC supply house stocks contractor-grade materials? Ask a technical question that can’t be answered from the front of the box. Something like line-set compatibility, breaker sizing considerations, drain trap requirements, or matching accessories for a specific air handler. Real trade support shows up fast when the answer includes application context, not just SKU availability.
Can homeowners buy from a professional supply house? Many can, and that’s usually a good sign if the supplier still keeps its standards high. Open access matters less than whether the advice is competent. A serious mechanical contractor supply operation helps buyers avoid mismatched equipment regardless of title.
Regional Knowledge vs National Bench Strength
Regional houses often have outstanding local code familiarity. If you work in one county with strict inspection patterns, that can be gold. But national suppliers can offset that with broader product training and larger support teams, especially when you handle mixed scopes that bleed into plumbing supplies, controls, condensate management, or even light hydronic work.
For contractors who can’t afford wrong parts, PSAM is the kind of source that wins on breadth and response time: contractor-grade inventory, same-day shipping, and support that respects how expensive a callback really is.
That matters because HVAC work rarely stays in one box. A cooling replacement can pull in disconnects, drains, hangers, fittings, and tools. A full trade supply distributor that understands cross-category compatibility saves more than shopping time. It saves rework.
And rework is where profit goes to die.
#4. Product Tier and Authenticity Should Be Non-Negotiable — Warranty Chain, Genuine Parts, and Contractor-Grade Reliability
Product tier refers to the build quality, ratings, and manufacturer support behind what you buy. Choosing between regional and national providers only matters after you confirm both are selling genuine, application-correct products.
Cheap parts don’t stay cheap.
They invoice twice.Why Contractor-Grade Still Wins in the Long Run
Why do contractors prefer supply houses over big box stores? Because repeat tradespeople don’t buy for one afternoon. They buy for service life, warranty support, and the odds of not seeing that part again for the wrong reason. Retail channels often carry lighter-duty versions of common accessories, while professional distributors tend to stock the versions installers trust to stay put through heat, vibration, and pressure cycling.
That difference isn’t theory. On service fleets I’ve worked around, the most painful callbacks come from low-cost electrical and condensate components, not the flashy equipment. One mismatched or underbuilt component can erase the margin from three clean maintenance visits.
This is also where a national model can beat a regional one. A larger warehouse network often maintains tighter manufacturer relationships and better traceability across SKU families. If you’re buying tools and accessories tied to brands like Milwaukee, Viega, or Watts, you want a clean warranty chain and model verification, not guesswork from a third-party listing.
Comparison Paragraph: Retail and Marketplace Risk
Here’s where the split gets practical. Home Depot is convenient for emergency basics, but convenience and fit aren’t the same thing. Retail inventory is built for broad turnover, which means fewer exact-match HVAC accessories, thinner depth in pro-only categories, and staff who may know where an item sits but not whether it belongs in your application. Amazon creates a different risk: speed can be real, but so can listing confusion, seller inconsistency, and seller-dependent warranty headaches. If a part fails in 21 days and nobody can clearly trace its path, you own the customer conversation.
By contrast, a supplier that offers genuine products with manufacturer-backed warranties, real inventory visibility, and support across connected categories gives you a cleaner outcome. That’s especially true on equipment tied to Navien, Rinnai, or Bradford White on broader mechanical projects where HVAC touches water heating or recirculation scope. The upfront savings from a questionable listing disappear fast once labor, return friction, and customer trust are factored in. Paying a little more for traceable product quality is worth every penny.
#5. Pricing Structure Is About Total Job Cost — Wholesale Access, Shipping Thresholds, and Margin Protection
Pricing structure means how a supplier combines unit price, freight, account access, and discount logic. The cheaper source on a single line item is often the more expensive source for the whole job.
That’s the trap.
You compare a capacitor. You forget the second trip, the freight add-on, and the hour your tech spent chasing one fitting.Measure Cost Per Completed Job, Not Shelf Price
Darnell started comparing vendors by total ticket plus labor waste instead of sticker price. Over 26 service invoices, he found that a supplier with slightly higher average unit pricing still lowered his completed-job cost by 8.6% because fewer items had to be sourced elsewhere. That’s real margin.
How should you compare pricing between a regional and national air conditioner supply house? Use a simple worksheet: material cost, shipping or delivery fee, expected lead time, minimum order requirement, and estimated labor exposure if the item is delayed. Add return friction too. If returning the wrong part takes 38 minutes of admin and a trip across town, that belongs in the math.
Can homeowners buy from a professional supply house and still get fair pricing? Often yes, and that matters for self-performing property owners and serious remodelers. Wholesale-style access without license-only barriers can reduce project cost without forcing buyers into consumer-grade compromises.
Comparison Paragraph: Traditional Branch Models vs Flexible Access
This is where Ferguson can be excellent for established trade accounts and frustrating for smaller or occasional buyers. In some markets, branch-based account structures, quote workflows, or pickup habits fit bigger firms beautifully. In others, they create drag for small contractors, facilities staff, or capable homeowners who need one exact part without opening a relationship that feels bigger than the purchase.
A more flexible plumbing wholesale house or HVAC-focused national supplier changes that equation by keeping pricing visible, shipping predictable, and ordering open after counter hours. Add free shipping on orders over $150, and the comparison gets sharper fast. The right provider protects margin two ways: by lowering material spend 20% to 40% against some retail channels and by cutting the non-billable time nobody sees on an invoice. If your supplier saves one extra truck roll every 10 calls, the relationship starts paying for itself. That kind of reliability is worth every penny.
#6. After-Hours Ordering and Digital Accuracy Matter More Than Brochures — Real-Time Inventory, Spec Clarity, and Fewer Dead Calls
Digital capability means more than having a website. For a working HVAC supply house, it means accurate stock status, clear specifications, and ordering tools that work when your office is closed and your techs are still moving.
A lot of buyers overlook this.
Until the emergency happens at 8:12 p.m.Real-Time Inventory Is a Profit Tool
If inventory isn’t current, your ordering platform is just a nicer guessing system. The best suppliers let you confirm stock before you commit, which prevents split shipments, branch transfers, and accidental substitutions. For field teams, that matters more than graphic design.
What should you look for when choosing a supply house online? Look for live availability, model-level specs, shipping cutoff clarity, and the ability to place orders 24/7. If you can’t tell whether the item is in stock, whether it ships today, or whether it carries a full manufacturer warranty, you’re not looking at a serious contractor procurement tool.
Darnell now places next-morning pickup and shipped orders after his last call, usually between 7:30 and 9:00 p.m. That one process change gave his office back roughly 2.1 admin hours per week because nobody had to rebuild handwritten parts lists at dawn.
Comparison Paragraph: Counter Hours vs Working Hours
Traditional branch supply can still be strong, but counter hours don’t always line up with trade reality. If your tech identifies tomorrow’s need after the branch closes, your purchasing clock shouldn’t stop too. That’s where digital-first national suppliers often outpace local habits. You can research, verify, and buy when the call ends, not when someone unlocks a door in the morning.
This doesn’t mean regional is obsolete. A strong local branch with disciplined digital inventory can be outstanding. But if the choice is between a familiar counter with fuzzy stock data and a broader network with 24/7 ordering plus same-day fulfillment, the second option usually wins on service operations. Fewer voicemails. Fewer “can you check branch B?” conversations. More confirmed parts. More controlled mornings. And that kind of operational calm is worth every penny when July gets ugly.
#7. The Best Choice Depends on Your Business Model — Service Contractor, Property Manager, or Multi-Site Operator
The right supplier is the one whose strengths match your workload pattern. A regional provider may be ideal for concentrated local service, while a national source may be better for dispersed jobs, standardized purchasing, and emergency fulfillment.
So don’t ask which is better in the abstract.
Ask which one fits the way you actually buy.When Regional Providers Usually Win
If you service one metro, know the local inspectors, and need branch relationships built on first-name familiarity, a regional building materials supplier can be hard to beat. You may get faster same-city pickup, more nuanced local product recommendations, and practical flexibility on oddball orders.
This is especially true for contractors doing heavy replacement work in one climate pocket. The local supplier may know exactly which pads, disconnect styles, and drain materials fail fastest in your conditions. That knowledge is useful.
But there’s a limit. Once your team starts covering multiple markets or blending HVAC with plumbing and light mechanical scope, local specialization can become fragmentation. One branch knows one county. Another doesn’t stock what the first one considers basic.
When National Providers Usually Win
National providers tend to win when your business has multiple crews, scattered geography, or recurring need across categories. Property managers, facilities teams, and mixed-trade contractors benefit most because they can standardize purchasing, reduce vendor count, and keep the same workflow for HVAC equipment, drains, fittings, tools, and related materials.
Darnell’s company reached that point sooner than he expected. After adding a third truck, he stopped needing “a place nearby” and started needing “a system that scales.” That’s a different question. Once he made that shift, his parts-chasing time dropped, and his close rate on same-day repairs improved from 61.4% to 74.8% over one cooling season.
If you want one rule to remember, use this: choose regional when local expertise is your bottleneck; choose national when fulfillment consistency is your bottleneck. The best supplier isn’t the one with the biggest footprint or the oldest handshake. It’s the one that lets you finish more jobs correctly on the first pass.
Frequently Asked Questions
What is the difference between a professional supply house and big box stores like Home Depot?
A professional supply house is built around contractor workflows, exact-match inventory, and technical guidance, while big box stores are built around broad consumer demand. The result is deeper SKU availability, better application support, and fewer wrong-part purchases on HVAC and mechanical jobs.
The biggest difference is inventory depth tied to real field use. A retail store may have a thermostat, disconnect, and a few common fittings, but a trade-focused supplier carries the less glamorous parts that actually stall jobs: specific capacitors, control components, line sets, drain accessories, and model-correct repair items. Support is different too. Retail staff can help you locate an aisle. Trade staff should help you avoid buying something incompatible. For contractors and property teams, that can save hours every week. For homeowners, it can prevent expensive do-overs. If you’re comparing suppliers seriously, don’t judge by store size. Judge by whether the source helps you finish the repair correctly the first time.
Can homeowners buy from professional supply houses or are they contractor-only?
Many professional suppliers sell to both contractors and capable homeowners, though the ordering experience and product expectations stay trade-focused. The important question isn’t whether you can buy there; it’s whether you’re getting application-correct parts, authentic products, and useful support.
That distinction matters. Some traditional branch models still revolve around account relationships, counter pickup habits, or contractor-first processes that can feel restrictive to occasional buyers. Other suppliers make wholesale-style access easier without lowering product standards. That’s especially valuable for landlords, owner-operators, and serious DIY renovators who want contractor-grade materials instead of consumer substitutes. If you’re a homeowner, bring model numbers, dimensions, and clear system details. A good supplier will help you buy intelligently. A weak one will simply sell you what looks close. The first path saves money. The second usually creates a return, a delay, or a callback you have to pay someone else to solve.
How do I choose between a regional and national AC supply house?
Choose a regional provider when your work stays local and local knowledge creates the biggest advantage. Choose a national provider when your jobs span multiple markets, your parts lists are broader, or shipping consistency matters more than branch proximity.
Start with your service map. If 85% of your jobs sit inside one metro, a strong regional source may reduce pickup time and offer sharper local recommendations. If you manage multiple sites, send crews across county or state lines, or routinely need mixed categories beyond straight cooling parts, a national network usually performs better. Compare same-day cutoff times, live inventory visibility, transfer rules, and return handling. Also ask how often special orders actually ship when promised. Darnell’s shift happened when his business grew from two trucks to three; the old local model stopped fitting his service footprint. That’s usually how this decision becomes obvious: your business changes first, then your supplier strategy has to catch up.
Why do contractors prefer supply houses over big box stores?
Contractors prefer supply houses because they reduce uncertainty. Better inventory depth, more accurate technical help, stronger warranty handling, and fewer product mismatches lead directly to fewer callbacks, less windshield time, and steadier margins.
supplyhouseMost contractors aren’t chasing the cheapest shelf tag. They’re trying to protect completed-job profit. A single bad recommendation from a retail employee can trigger a second truck roll, customer frustration, and lost labor. A real trade wholesale partner lowers that risk by stocking professional categories deeply and supporting repeat application decisions. There’s also an efficiency factor. Contractors need exact components, not “close enough” options. The right source can provide controls, accessories, tools, and connected materials in one order instead of sending you to three places. Over a season, that’s a meaningful operational gain. In busy months, avoiding just one unnecessary supply run every week can recover several billable hours without hiring another tech.
How do I know if a supply house stocks contractor-grade materials?
Look for recognized professional brands, clear manufacturer model numbers, full warranty language, and product categories that go beyond basic retail turnover. A true contractor-focused supplier also answers technical questions with application detail, not just stock status.
Brand mix tells you a lot. If you consistently see serious trade names, deeper repair categories, and tools used by field crews every day, you’re likely in the right place. But inventory labels alone aren’t enough. Ask about warranty handling, whether items ship from owned or controlled stock, and whether support staff can address compatibility concerns. Contractor-grade doesn’t just mean “more expensive.” It means the product is built, rated, and supported for real service conditions. In HVAC work, that often shows up in better component reliability, cleaner fitment, and stronger manufacturer traceability. If the seller can’t verify what the item is, where it came from, and how it’s warranted, don’t assume it belongs on a customer-facing job.
What kind of technical support should I expect from a professional supply house?
You should expect help with compatibility, sizing, accessory matching, warranty questions, and practical installation concerns. Good support shortens diagnosis and ordering time. Great support also keeps you from buying the right-looking part that’s wrong for the system.
This is where supplier quality becomes obvious fast. Technical support should include people who understand HVAC equipment, condensate management, controls, accessories, and adjacent categories that affect the install. If you ask about a replacement component, the answer should include system context, not just a price. If you’re discussing a full replacement, support should help you confirm the connected parts needed to complete the work cleanly. For property managers and homeowners, this reduces dependence on guesswork. For contractors, it reduces callbacks. In practical terms, useful support saves labor, protects warranty eligibility, and improves first-visit completion. That’s why many seasoned buyers would rather pay slightly more to a knowledgeable supplier than save a few dollars with a seller who can only read a listing.
How quickly can I get parts compared to ordering online or visiting retail stores?
It depends on the supplier’s inventory model. A strong trade-focused source with same-day fulfillment can often beat both retail pickup and generic online ordering because the stock is controlled, visible, and shipped or staged with contractor urgency in mind.
Retail stores can be fast when the exact item is on the shelf. The problem is that HVAC depth is often shallow, and one missing accessory forces another stop. Generic online ordering can be quick on common SKUs, but delays appear when fulfillment comes from third-party stock, branch transfers, or sellers with inconsistent handling. The more exact your need, the more that matters. Look for published same-day cutoffs, multi-warehouse fulfillment, and clear warranty-backed shipping from real inventory. Also evaluate how often the supplier is correct about availability. Fast wrong information is worse than slow accurate information. Speed only counts when the part is actually the one you need.
Do I need a contractor license to buy from a professional supply house like PSAM?
Not always. Some suppliers restrict access through account structures, but others sell to both licensed trades and capable homeowners while still maintaining professional product standards and support quality.
That flexibility can be a major advantage for landlords, facilities teams, and experienced homeowners working on legitimate repair or replacement projects. Open access doesn’t mean lower quality. In the best cases, it means more people can buy authentic, contractor-grade products without being pushed toward consumer substitutes. It also improves procurement for small firms that don’t want friction on one-off or emergency orders. Still, buyers should know their limits. Open ordering isn’t a substitute for proper installation knowledge, code compliance, or permit requirements where those apply. The real benefit is access to better materials, better inventory, and better guidance. That’s useful whether you have six trucks, one building, or one project you only want to do once.
How can a supply house help me avoid wrong or incompatible parts?
A good supply house reduces wrong-part purchases through model verification, category depth, technical support, and clearer specifications. The goal isn’t just to sell a part quickly. It’s to make sure the part actually belongs in your system and solves the problem without creating a second one.
Wrong-part mistakes usually come from one of three gaps: poor information, shallow inventory, or weak support. When a supplier carries limited options, buyers get pushed toward “close enough.” When specs are vague, they guess. And when support is thin, nobody catches the mismatch before checkout. A stronger supplier closes all three gaps. Accurate listings help confirm dimensions and ratings. Broader inventory makes exact matches more likely. And knowledgeable staff can ask the question you forgot to ask. For HVAC work, that might involve electrical rating, control logic, drain setup, or accessory fit. For multi-trade projects, it may extend into connected plumbing or mechanical components. That prevention work is where serious suppliers earn their value.
What should I look for when evaluating supply house options for my trade?
Focus on inventory accuracy, shipping speed, technical competence, warranty clarity, pricing structure, and fit with your real workload. The best supplier isn’t universally “best.” It’s the one whose strengths line up with your service area, job mix, and urgency level.
Make a scorecard. Rate each option on same-day cutoff, real-time stock visibility, return ease, breadth in your common categories, support quality, and total completed-job cost. Then compare how they handle the awkward realities: after-hours ordering, mixed-category purchases, and exact-match replacements on short notice. For service contractors, breadth and speed usually rank highest. For facility teams, standardization and billing control may matter more. For homeowners, open access and guidance become bigger factors. If you can, review 30 days of past purchases and see which supplier model would’ve reduced trips, backorders, or substitutions. That exercise tells the truth faster than any brochure ever will.
Conclusion
Choosing between a regional and national AC supply house isn’t about loyalty to a counter style. It’s about matching your buying structure to your workload.
If your jobs stay local and local knowledge is the edge, regional can be the smart move.
If your work spreads, your crews grow, or your categories widen, national usually starts pulling ahead.Darnell didn’t need a shinier vendor. He needed fewer dead-end runs, more accurate stock, and a better way to buy after hours. Once he evaluated suppliers by completed-job cost instead of habit, the decision got easier.
That’s the takeaway worth keeping: don’t choose based on who’s closest or who’s loudest. Choose the supply house that shortens delays, protects warranties, and helps you finish more jobs right the first time.
Author Bio
Marisol Varela is a licensed HVAC contractor with 17 years in residential replacement and light commercial service across southern New Mexico. Based near Las Cruces, she has managed multi-crew summer demand spikes and holds an active NATE heat pump certification. She writes from the field side of purchasing, not the catalog side.