Within the industrial distribution industry, it’s not uncommon to hear someone say, “I’ve been working with them for 20… maybe 30 years.” That kind of longevity isn’t unusual—it’s the foundation this industry is built on. Many IDCO members and suppliers have worked side by side for decades, building relationships rooted in trust, consistency, and shared experience. And that experience matters.

But like any strong industry, change is happening. Long-tenured professionals are beginning to retire, and a new generation is stepping in. The companies that will continue to lead aren’t choosing between experience and new ideas—they’re bringing both together. That’s exactly what Flexaust is doing.

At Flexaust, this transition is intentional. The company is investing in a younger sales team while pairing them with experienced professionals who understand the industry at its core. The goal isn’t to replace what’s worked, but to carry it forward in a way that fits how business is done today.

As President and CEO of Flexaust, Mike Harvey shared, “It has been invigorating. The ideas coming from the younger folks are opening our minds to better, more efficient ways of doing things. While I hope these folks are learning from us old timers, I am certain we are learning from them.” That exchange is what makes the transition work—both sides learning, both pushing the business forward.

That approach shows up in how Flexaust develops its team. New sales representatives go through a structured 6–12-month training program covering products, applications, distributor needs, and real-world selling scenarios. It’s designed to build confidence and credibility—grounded in experience but built for today.

For long-time partners, the foundation remains the same. The relationships, reliability, and commitment to the distribution channel haven’t changed. What has evolved is how the team shows up—more intentional partnership, stronger communication, and better tools to support distributors.

As Lucas Harvey, Regional Sales Manager at Flexaust, explained, “It’s not about replacing what works but enhancing it. That balance allows us to evolve thoughtfully while staying true to what’s made Flexaust successful.”

That balance is already being felt across the network.

“Flexaust has a team culture similar to a strong sports franchise,” said Alex McGill, President of McGill Hose and Coupling. “The professional sales culture and winning attitude that has earned them their stripes for many years is being carried out by the next generation of Flexaust Hosers. I’m proud to help customers with Flexaust products and the Flexaust team.”

“Abbott Rubber has a decades-long relationship with the team at Flexaust,” said Terry Weiner, President of Abbott Rubber. “Many things stand out, especially strong personal relationships with their sales and leadership. They continue to impress us with practical solutions, new product introductions, and a commitment to the distribution channel.”

From a broader industry view, the focus on developing the next generation is just as clear.

“The leadership team at Flexaust is best in class,” said Rob Lyons, Co-CEO, TIPCO Technologies. “They have done an exceptional job transferring knowledge to a young core while creating meaningful career growth opportunities. As a channel partner, we see that same energy reflected in our teams and our growth.”

Today, the competitive landscape looks different. It’s not just about product—it’s about earning time and attention. Responsiveness, relevance, and the ability to support distributors in real ways matter more than ever. As Mike Harvey noted, the next generation is pushing Flexaust to adopt technologies that strengthen the company.

Lucas adds, “The experience on our team gives us direction and understanding of the industry, while the next generation brings curiosity and a willingness to push boundaries.”

At its core, this isn’t about moving away from what has worked—it’s about protecting it. The relationships built over decades don’t disappear; they are carried forward and strengthened by the next generation.

The industry will continue to evolve, as it always has. But what stands out about Flexaust is how they’re approaching that evolution—with respect for where they’ve been and confidence in where they’re going. As Lucas Harvey put it, while strategies and tools may change, integrity, consistency, and relationships remain constant. And that’s what ensures those long-standing partnerships continue, no matter the generation.