april - the wholesaler

News of Plumbing • Heating • Cooling • Industrial Piping Distribution

APRIL 2010VOL 65, NO. 4

BRooKSHIRe, TexAS — Despite the

challenges of the global economic

downturn, Danish pump manufac-

turer Grundfos Pumps continued its

commitment to the North American

market with the grand opening of the

new Peerless engineered Systems

(PeS) building. The 45,000-square-

foot facility was built outside Hous-

ton in Brookshire, Texas. The build ing

shares land with Grundfos Commer-

(Turn to Grundfos... page 72.)

KITZ acquiresPerrinGmbHHouSToN — KITZ Corporation of

Japan and the parent of KITZ Corpo-

ration of America, has completed the

acquisition of PerrinGmbH.

Founded in 1900 and headquar-

tered in Nidderau, Germany, near

Frankfurt, Perrin manufactures a

wide range of metal seated ball

valves in sizes 1/2" to 24" and Class

150 – 2500 with temperature ranges

from -320°F to +1470°F. Materials of

To offer large stocks of radiant equipment

New LeNox, ILL. — Munch’s Supply Co. Inc.

recently opened a new branch on the north side

of Chicago. Munch Chicago, which is located

at the corner of Addison and Talman at the

Chicago River, is the first

branch that Munch’s Supply

has opened in the city of

Chicago.

The new 55,000-square-foot location is only

1 mile away from the Kennedy expressway.

The branch offers on-site parking and is easily

accessible from any part of the

city. Munch Chicago is a pre-

mier, state-of-the-art distribu-

tion facility that will further the

company’s abilities to provide

its customers with the excel-

lent service that Munch’s is

known for.

“Munch’s Supply is doing

something unheard of in these

current economic conditions

— we are expanding and hiring,” said Robert

Munch Jr., president of Munch’s. “It feels great

to be able to offer our customers a location

close to them that will save them both time and

gas money.”

Munch’s will be hosting a grand opening

vendor day celebration on April 21. The dis-

counts, specials and door prizes offered this

day will make it a “can’t miss” event.

As with Munch’s six other locations

throughout the Chicagoland area, the new

branch is fully stocked and staffed to meet any(Turn to First Windy City... page 72.)

Grundfos opensU.S. EngineeredSystems facility

Munch opens new location in Chicago

(Turn to Perrin, page 72.)

The always-innovative Alan Vinturella from Southland Plumbing Supply in New Orleans believes that diversi-

fying into the lighting market will help the company grow its volume and profitability. Southland’s Lighting Di-

vision launched in December, with a stunning showroom that is adjacent to their Kohler Premier Showroom in

Metairie. Vinturella has been joined in the business by his wife Mona and two of their children, Chad and Loni.

A special section honoring distributors

starts on pg. 20!

Story begins on page 10.

6 • •THE WHOLESALER® — APRIL 2010

See contact information on page 82


IN THIS ISSUE

The Front PageSouthland Plumbing Supply in newOrleans kept its doors open followingthe devastation of hurricane Katrina,proving to be a valuable partner to itscontractors and vendors. in DecemberSouthland opened its latest venture —a stunning lighting Division that willkeep the distributor on the road toprofitability and further growth. thefeature story begins on page 10.

In the News

Granite Group opens new n.h. branch........4

Wayne Pipe & Supply spans a century .......16

ThE WholEsalEr celebrates 65 years

as publisher to the PhCP, PVF

wholesale distribution industry .......20 - 60

Pioneer industries restructures ..................70

Bradford White water heaters get nod from

green restaurant association ...................71

Caroma products now on Autodesk Revit ...74

Product review: Water heating ...........77 – 78

Peter Schor’s K/BiS review.........................82

We present the 9th Annual PVF hall of Fame!

ColumnsRiCh SChMitt: Strategize for the future....................8

MORRiS BESChlOSS: PVF sector to converge

on houston .........................................................65

JOhn MARtin: Finding solid value in

trade associations...............................................68

PEtER SChOR: Getting more bang for your buck

from trade shows; a K/BiS preview....................71

DAn hOlOhAn: Circulator pumps –

a brief history .....................................................73

Editor’s Q&AEemaxMary Jo Martin interviews Eemax

CEO Kevin Ruppelt, vice president-

sales Aaron Siegel and marketing manager

Kevin Dokla to gain insight as to how the

company is finding its stride in the electric

tankless water heating market .......................14

Next Month

8 • •THE WHOLESALER® — APRIL 2010SMART MANAGEMENT

Think strategically to improve your oddsY

ears ago, as people thought about

our industry, it wasn’t considered

flashy, but it was filled with good

people and the odds of success were pretty

good. There were opportunities for all

styles and sizes of companies. If you, as

they used to say, kept your nose clean and

to the grindstone, you could make a darn

good living. When the economy was “rock-

ing and rolling,” some wholesalers thrived,

some wholesalers got by and some limped

along but very few folded. One could at-

tribute this to the brilliant people we have

in our industry or that the industry itself

was a better-than-average bet — that the

odds of success in our industry were better

than average. (Personally, I think we have

the same mix of brilliant and not-so-

brilliant people as other industries.)

While the mix of people has not

changed, I think the industry’s odds have

changed and unfortunately the change has

not been for the better. This is largely due

to the economy and, in some part, that we

have lost our focus. So our challenge is to

get a laser-beam focus on the activities

that improve your odds and continue to

make wholesaling the great bet that it has

been for many, many decades.

In this article, I will share my punch-

list of things that will improve your odds:

Good peopleThis has been our mantra for more

than 25 years and, as they say, “we’re

stickin’ to it.” Good people are the reason

that small independents can prevail when

faced with bigger, better funded regional

and national wholesalers. Often these

small guys cannot match the bigger guys

on any front except people. And, in my

opinion, good people are the trump card

in wholesaling. I don’t mean to imply that

the larger wholesalers don’t have good

people because they absolutely do, but

often big companies don’t seem to value,

encourage and appreciate people who

excel — there is often a push toward con-

formity which can push out the superstars

and stifle the good people. Further,

smaller companies seem more willing to

take the time to find really, really good

people. While the formula is pretty simple

— hire great people — this is only possi-

ble over the long term if you have a

process for identifying, attracting, hiring,

developing, retaining and rewarding great

people. Some tips:

• The “Vacancy Light” is always

“ON” for a great person — If you man-

age a baseball team with a full roster and

Albert Pujols knocks on your door look-

ing for a job, your response had better be,

“Let me show you to your locker.” This

can be a tough-minded process since cost

control may demand that you move out

one or two other employees to create the

necessary budget.

• You need a strict process for eval-

uating every person before you hire

them — This process should include test-

ing (minimally intellect and drug, a phys-

ical if appropriate and possibly

psychological too), extensive reference

checks, in-depth interviews and, ideally,

a probationary period at the start of their

employment. Since most wholesalers pro-

mote from within, it is critical that you

apply a rigorous process to every hire to

ensure they are promotable. (As always,

these activities are subject to a myriad of

legal guidelines and thus must be re-

viewed by your labor attorney.) For a

reprint on hiring, e-mail me at Rich@go-

spi.com

• Leading and coaching good people

is critical in order to ensure that they

perform to their full potential — One of

the stupid tricks that a surprising number

of wholesalers commit is to take bright,

sharp, energetic new-hires and put them

under a terrible supervisor who will take

very little time to beat all the enthusiasm

out of them. In this tough business cli-

mate, good people are even more impor-

tant than they were in the past. And there

are good people available out there.

Solid proceduresGood standard procedures and

processes that drive the everyday activi-

ties in the business can really improve

your odds.

• Have it your way — First, you don’t

want everyone on the team improvising

and “making their job up” to suit their

personal inclinations or opinion of how it

should be done. For all important and

many unimportant tasks there should be

a “company way” for doing it.

• Delegate to the worthy — Delega-

tion is important as you grow. It allows

good managers and leaders to multiply

their skills and extend their reach. The

mistake that many leaders make is extrap-

olating good performance in one area into

skills in another. In many cases, good per-

formance in one area only proves that the

individual can excel in that single area.

Moving that person into another area

must involve training and the develop-

ment of skills in the new area. Plus you

must be willing to pull the plug when it is

not working.

• Written procedures — Good poli-

cies and procedures are not like the stories

handed down from generation to genera-

tion by the tribal elders. That might have

worked in the past when you were willing

to take three years to train a warehouse

person. With the advent of written lan-

guage, we can operate better and more

consistently. A surprising number of com-

panies still have not discovered the magic

of deter mining/ developing a “company

best practice”, writing it down, training

people to use it and then insisting that

everyone use that best practice. If someone

finds a “better way,” the procedure is re-

vised and the whole team gets better.

• Procedures must make sense —

Sadly, when poorly crafted, the systems

and procedures that are intended to make

wholesalers more efficient can instead

suck the life and commitment out of many

of these great people along the way. As an

aside, in a past life, I remember dealing

with a corporate resource accounting per-

son (we affectionately called them the

“corporate pukes”) who was single-hand-

edly causing our division to have inaccu-

rate project accounting. She had directed

everyone to complete their timesheet with

40 hours regardless of the hours worked

because any nonstandard timesheets cre-

ated extra work for her. So all project ac-

counting and planning was thereafter

based upon flawed historical numbers. It

took hours of arguing to get this corporate

prima-donna to do it correctly and then

years to gather the data needed to evaluate

and improve our internal processes.

• Not optional — Always value ideas

to improve procedures but be clear that

until a new procedure is in place the ex-

isting procedure is to be followed.

Get really good at managing your biggest assets

For most wholesalers, these are peo-

ple, inventory and receivables. Since I

covered people above, I will focus on in-

ventory and A/R.

• The goal is to have the right amount

of the right products in your inventory.

1. Consider adding inventory —

Some companies may need to add inven-

tory if their inventory cuts have trashed

service levels and are causing a

“QOH=0” based erosion in sales even as

their market is slowly recovering. This

must be done carefully, but some compa-

nies have cut beyond the fat into muscle,

tendons and bone. (I have heard stories

where companies have entered what, in

aviation, they call the death spiral. Sales

are down so turns are down. To get turns

in line, inventories are cut even more.

These inventory cuts hurt product avail-

ability so sales go down more. (You can’t

sell what you don’t have.) Since sales are

down, turns are down. To get turns in line,

inventories are cut further. I think you get

the picture. When you become known as

the “out house,” it can take a long time to

earn back the customers’ trust.)

2. Spend time now to get your inven-

tory and purchasing people at the top of

their game — Most software vendors

focus their training on using their software

but don’t spend time on the broad basics of

inventory management. This basic inven-

tory training is fundamental to understand-

ing the theory of inventory management. In

some companies, people assume that the

computer is programmed correctly, is con-

figured properly for their company and that

the numbers are absolute. This is not a for-

mula for top-notch inventory management.

(Turn to Get focused... page 73.)

• Be sure to visit www.thewholesaler.com for web exclusive articles and videos! •

BY RICH SCHMITT

Management specialist

Adopt an NBOO [Never be out of] philosophy for thecritical 200-300 products and make it a corporate sin

to ever be out of those products in any location.

Good people are the reason thatsmall independents can prevailwhen faced with bigger, betterfunded regional and national

wholesalers. Often these smallguys cannot match the bigger guyson any front except people. And, inmy opinion, good people are the

trump card in wholesaling.

Building a legacy

New Lighting Divisionsignals even brighterfuture for SouthlandBY MARY JO MARTIN

Editorial director

When Hurricane Katrina deliv-

ered its devastating blow to

New Orleans in 2005, there

were those who thought the city would

never be the same. In some ways, it is not.

But like the mythical Phoenix, a vibrant

New Orleans has re-emerged — a city

with a new energy and enthusiasm, so ev-

ident as the city’s beloved Saints captured

the hearts of the nation on their way to a

Super Bowl victory.

Like so many New Orleanians, Alan

and Mona Vinturella of Southland Plumb-

ing Supply were over the moon with the

Saints’ performance and believe that it is

a great sign of the city’s recovery. Al-

though the population is still significantly

lower than it was prior to Katrina — and

with some areas of the city that have yet

to be rebuilt — those who call New Or-

leans home are devoted to their city and

its future direction.

From the ashes of the storm…Like so many in New Orleans and the

Gulf Coast, Southland Plumbing Supply

was hit hard by Katrina. Just three months

prior to “The Storm” — as locals refer to

it — Southland had opened a new Kohler

Premier Showroom in Metairie, across

the street from their headquarters opera-

tion. The hurricane left a foot and a half

of standing water in the showroom, ruin-

ing virtually everything.

Despite that, the Vinturellas and their

loyal employees who remained behind

barely missed a beat. Although about half

of the company’s 50 employees had fled

the city, those who stayed worked long

hours in difficult conditions to ensure that

Southland was able to serve customers

(Turn to Plumbing... page 12.)

See contact information on page 82• Be sure to visit www.thewholesaler.com for web exclusive articles and videos! •

10 • •THE WHOLESALER® — APRIL 2010A New Niche Market

Southland Plumbing Supply has built a stellar reputation in the New Orleans area for its

reliable service. But the slowdown in construction over the last few years led owner Alan

Vinturella to consider new opportunities. They opened a Lighting Division in December

2009, and its showroom features this stunning Swarovski crystal display.

Plumbing distributor finds gold in lightingduring this very trying time. With no computers, very

little product on hand and only a concrete floor and a

few folding chairs in the showroom, Southland re-

opened for business just days after the hurricane. Each

morning customers lined up for blocks down the street

— many having been there all night — just trying to

get product. Each had their own heart-wrenching story

to tell.

“People would park and sleep overnight with ice

chests because we were operating on a first-come,

first-served basis,” said Alan. “Every one’s nerves were

on edge and we had to try to keep people calm. Their

worlds had just crashed and they were desperate.

“The situation taught us a lot. The relationships we

had built with our vendors and through Omni helped us

tremendously. After The Storm, they all really came

through. Our vendors stepped up and broke tradition on

dating, displays, etc., to get our showroom back up and

running with products and displays in 30 days, rather

than the usual 120. And I am proud to say that we hon-

ored all of our commitments to them down to the letter.”

Business was exceptionally strong during the re-

building push following Katrina, but began to flounder

in 2007 as the recession set in. Once again, Southland

Plumbing Supply emerged from a challenging situation

with an exciting new venture and hope for the future.

“I was starting to consider what possible direction

we should take Southland in, because it was going to

be very important for us to recoup some of the volume

that was lost during the recession,” Alan explained.

“Around the same time, some of our competitors were

going through layoffs and I was fortunate to hire three

very well-respected showroom professionals, all of

whom mentioned an interest in lighting. I had never

thought about getting into lighting, but as we looked

at the numbers and potential margins we knew it was

worth a try. And me being a guy who isn’t going to

just dabble in a venture, I went into this full force —

and with a determination to do it very, very well.”

One step at a timeAlan’s wife, Mona, who has an extensive design

background and is a key asset to the company’s show-

rooms, began looking into other lighting stores around

the city. The more she saw, the more confident she was

that Southland could be extremely successful in this

new product category.

“We felt there was a great opportunity to put in a true

lighting showroom in New Orleans,” she said. “Many

of stores had a gift shop atmosphere and lighting seemed

like more of an afterthought to other aspects of their

business. Then we went to market in Dallas, and seeing

the displays made us realize that lighting was big busi-

ness. It’s a very progressive industry.”

They literally transformed the former warehouse for

the Metairie showroom into a sophisticated lighting

showplace in a matter of months. The Southland

Plumbing Supply Lighting Division officially opened

on December 3.

Mona described the philosophy that Southland has

when it comes to getting their new Lighting Division

off the ground.

“We found that starting out with a simple lightbulb

was a way to get in the door with many commercial

and hospitality customers,” she said. “Our outside

salespeople already have connections built with all the

hotels and casinos in the area, so it’s an easy progres-

sion for them to also market Southland as a lighbulb

supplier. The amount of bulbs used by these customers

is incredible. So if we can get in the door with hotels

like that as their lightbulb supplier, we believe they

will think of us when they need fixture replacements.

We’ve been very pleased at how quickly these cus-

tomers were willing to discuss lighting with us.”

Alan went on to explain what he felt the new Light-

ing Division could bring to Southland’s business. “The

two things that enticed me most were: First, there

seemed to be a natural synergy between plumbing and

lighting, and a great opportunity to sell additional prod-

uct to the customers who come into our plumbing show-

room. And second, there are a finite number of

bathrooms in a house, but the entire interior and exterior

of a home or business needs lighting. And at this stage

of the game, the margins are very compelling, compared

to the eroding margins on the plumbing side.”

Alan also said he is hopeful that Omni’s Luxury

Products Group will look into adding lighting to its

product selection.

Blending established practices with a new endeavor

Southland Plumbing Supply’s flagship location is in

Metairie, La., a suburb of New Orleans, where they have

a 35,000-square-foot headquarters, 6,000-square-foot

Kohler Premier showroom across the street and an ad-

ditional 15,000-square-foot warehouse a short distance

12 • •THE WHOLESALER® — APRIL 2010A New Niche Market

(Continued from page 10.)


In front of the Swarovski crystal display are (front)

Mona Vinturella, Lacey Christina, Loni Vinturella and

(back) Chad Vinturella and Alan Vinturella.

Southland’s plumbing showroom is light and bright in

contrast to its Lighting Division with black walls and

ceilings and dark carpeting that provide a perfect back-

drop for the 500+ light fixtures on display and a

Swarovski display at the entrance.

THE WHOLESALER® — APRIL 2010• • 13A New Niche Marketaway. In addition, in 2003, Southland

opened a showroom on the North Shore (of

Lake Pontchartrain).

“I turned 52 in 2003 — the same age

as my dad was when he founded South-

land —and I looked at my dad’s picture

one day and thought to myself that since

he started this business at 52, I should

also do something profound,” Alan said.

“So I decided that it was time to open a

second showroom.

“Our son Chad had been working in

management with PF Chang’s in Memphis

and we really wanted him to come back

and join us at Southland. I called him and

told him the only way I would open this

new showroom was if he would come back

to run it. Fortunately, Chad agreed, and we

opened our 4,000-square-foot Kohler Pre-

mier Show room on the North Shore that is

supported by 8,000 square feet of ware-

house space. Chad has really taken the

reins with that operation. He’s a natural in

the business and his 10 years in the service

industry has proven very helpful when it

comes to customer service.”

A stark contrastThe Lighting Division is located adja-

cent to the company’s Kohler Premier

Showroom in Metairie, but its appearance

is as different as day and night. The

plumbing showroom is light and bright,

with white walls, light flooring and lot of

white products natural lighting. An arch-

way in the back wall of the plumbing

showroom leads directly into the Lighting

Division. Black walls and ceilings and

dark carpeting provide the perfect back-

drop for the 500+ stunning light fixtures

on display. Spectacular is the first word

that comes to mind — especially when

you cast your eyes upon the Swarovski

display at the entrance. It truly is jewelry

for the home.

Loni Vinturella (Alan and Mona’s

daughter), who joined the business in

2008, has found her niche in the Light-

ing Division. She said that in many

ways, lighting and plumbing are similar

to manage, but there are some distinct

differences.

“We are a Kichler Diamond show-

room,” Loni said. “As part of that agree-

ment, they give us a dollar amount we

need to spend on showroom displays, and

then we select what we want to show,

based on what we think will sell in our

market. Freight is an issue because of the

large scale of special order items.”

In addition to Kichler and Swarovski,

among the other major lines that South-

land’s Lighting Division stocks are WAC,

Epiphany, Mariana, Flambeau, Currey &

Co. and Emerson fans. And they go far

beyond just traditional lighting to include

all types of indoor and outdoor fans,

smoke alarms, exit signs, doorbells, car-

bon monoxide, landscape lighting and

mailboxes.

On the plumbing side, Southland’s

primary vendors are Kohler, Grohe,

Aquatic, Rheem, Moen, Delta, Elkay,

Danze, Gerber, Basco, Dornbracht, Kin-

dred and Julien; they also carry door and

cabinet hardware. The showrooms are

open from 8 to 4 weekdays and half days

on Saturdays.

Southland puts a great emphasis on

marketing and building relationships

among the trade, design community and

consumers. Throughout the years, Alan

has worked very hard to develop strong

relationships with customers through en-

tertaining and special events like BBQs,

crawfish boils, golf tournaments, NBA

Hornets games and hosting local home-

builders association meetings. A favorite

marketing program of Alan’s is the com-

mercials he records for a local radio sta-

tion that are all about LSU Athletics. A

graduate of LSU with a degree in chemi-

cal engineering, Alan is a die-hard Tigers

fan and really enjoys giving his commen-

tary on each week’s game.

“I am totally involved in every aspect

of this business; I like writing every

check and seeing every single invoice and

purchase order that comes through,” Alan

said. “I want Southland to be a snapshot

of Alan Vinturella. I’m very active with

my customers and my door is always

open. I like to write handwritten notes on

statements to our customers. In fact, if

you ask my customers, they’ll usually say

they buy from ‘Alan,’ not ‘Southland.’

There’s not a minute that goes by that I

don’t think about Southland.”

And knowing Alan, Mona and their

children, there is no doubt that Southland

will be well prepared to capitalize on fu-

ture growth opportunities in New Or-

leans. As they shared with me, there are

still parts of the city that need to be re-

built. In addition, the Super Bowl is slated

for New Orleans in 2013, and the down-

town area is expected to boom. In fact,

the Hyatt across from Superdome has

been shuttered since Katrina, but is ex-

pected to be entirely redone in the next

few years.

“I believe that by branching into addi-

tional areas, we are charting a new course

of growth for Southland,” Alan said. “We

(Turn to Southland, page 75.)


Filling a niche

Eemax electric tankless unitssave energy, water and spaceBY MARY JO MARTIN

Editorial director

Whether it’s a minor design change or com-

plete overhaul, homeowners remodel their

kitchens and baths frequently and busi-

nesses renovate restrooms and cafeterias to make them

more efficient. Yet during these renovations, they

sometimes forget to replace one of the single most im-

portant energy and water consuming item – the water

heater. Eemax believes that they have an affordable

solution that is easy to install and provides a better way

to heat water.

Traditional tank style heaters store and heat hot water

constantly – even when there is no demand for it. The

Eemax inventors and engineers believe it’s no longer

acceptable to waste precious valuable resources that the

earth provided us with. Eemax is in the market to save

the earth, one drop of water at a time, and has developed

a full line of “green” water heating products that save

energy, water, money and space. You can achieve ulti-

mate “greenness” by using newer technology like elec-

tric tankless water heaters available from Eemax.

Since 1988, the Eemax product line has been engi-

neered and assembled out of their headquarters in Ox-

ford, Conn. Over the years, Eemax has developed

“green” electric tankless water heaters that are 99%

efficient, even more efficient than other technologies

on the market such as gas tankless water heaters. Due

to product awareness, some of these gas units on the

market today have received Energy Star certification,

yet they do not carry a 99% efficient rating like the

Eemax electric tankless water heaters (ETWH). Their

patented line of “green” ETWH were designed with

highly flexible technology that allows them to work

optimally with varying climates or temperatures of the

groundwater or municipal water supplies.

In addition to residential homes, Eemax ETWH can

be utilized in a wide range of commercial applications

such as offices, stadiums, manufacturing facilities, lab-

oratories, restaurants, hotels, schools, and shopping

malls. To best meet the needs of this wide variety of

applications, Eemax developed the products de-

manded by these segments. Among those products was

a 9.5-kilowatt Flow Control heater for hand-washing

applications. This simple on/off device paved the way

for units with thermostats, adjustable flow and up to

480-volt capacities.

Eemax has seen tremendous growth since its found-

ing, but it all can be traced back to a simple idea. “We

started with a single engineer and a single idea about

how to save energy, water and space,” said president

and CEO Kevin Ruppelt. “By remaining a U.S.-based

company, being customer centric and exceeding ex-

pectations, we’ve been growing ever since.”

Ruppelt, along with vice president-sales and 20-

year Eemax veteran Aaron Siegel and marketing man-

ager Kevin Dokla, recently spoke with editorial

director Mary Jo Martin about the direction Eemax is

taking in product development, marketing and busi-

ness strategies.

MJM: The demand for tankless water heaters has

steadily been climbing in the U.S. Why do you think

tankless technology is finally catching on?

Ruppelt: When people think about tankless water

heaters, they are often referring to gas-fired models. It’s

interesting to note that according to numbers we have

gathered, electric tankless water heaters have actually

outpaced the growth of gas tankless units over the last

few years. People are realizing the benefits of ETWH

— they require no venting, no T&P valve, no drain, no

mixing valves, and can be installed virtually anywhere

due to their small stature. Our heaters are only about a

cubic foot in size, weigh less than 20 pounds and only

require cold water lines and electricity.

MJM: I know you put tremendous effort into R&D

to develop and launch new products. Could you give

us a behind-the-scenes look at what goes into your

product development?

Siegel: Eemax is involved with all types of appli-

cations. If we discover an application we cannot meet,

we immediately deploy our technical team to develop

the needed products. That is how our HomeAdvantage

line was developed. After completing extensive mar-

14 • •THE WHOLESALER® — APRIL 2010Tankless Tech

(Turn to Electric tankless... page 76.)See contact information on page 82• Be sure to visit www.thewholesaler.com for web exclusive articles and videos! •

Kevin Ruppelt Kevin Dokla Aaron Siegel

Eemax water heaters are manufactured in Connecticut

to meticulous standards using top-quality components.

Eemax offers water heaters for most applications, and

designs new products to meet customers’ needs.

“Eemax focuses on the wholesalechannel and does not sell direct

to consumers or to Big Box retailers.Rather, we prefer to partner with the

local experts — wholesalers. We supportour wholesalers by shipping orders within

two to three days of order receipt.”


Spanning a CenturyAt 114 years old...

Wayne Pipe & Supplycontinues to evolveBY MARY JO MARTIN

Editorial director

On the heels of the Industrial Rev-

olution, the U.S. was teaming

with factories, mills and other in-

dustry. It provided the perfect backdrop

for new businesses to spring up that

would supply these facilities. One such

business, Fort Wayne Oil & Supply Com-

pany, founded in 1896 by Mr. Hayne of

the Atlantic Refining Co., is still in busi-

ness today and now known as Wayne

Pipe & Supply.

The company originally sold oils, lubri-

cation and belting for steam engines that

were used in saw mills, feed mills, knitting

mills, electric power plants and pumping

stations. Deliveries by horse and wagon

from Fort Wayne Oil Supply, located in

downtown Fort Wayne, Ind., ensured that

the equipment and machinery in these mills

and plants continued to run smoothly.

The company later moved to a larger

multi-story building to make room for

PVF, plumbing fixtures and equipment

that would help build the booming econ-

omy and industries. But as times changed,

oil and grease were not as widely used in

these facilities, so in 1925 the company

dropped the word “Oil” from its name.

In 1956 they moved to a modern dis-

tribution facility all on one floor — mean-

ing no more lugging product up and down

stairs and freight elevator. The location

was also closer to their growing customer

base of industrial manufacturers like In-

ternational Harvester, General Electric

and the first gasoline pump manufactur-

ers. Wayne Pipe became the largest steel

pipe supplier in Northern Indiana and one

of the first to use overhead cranes to un-

load out of rail cars from the center of

their pipe shop.

One unique piece of trivia regarding

Wayne Pipe is that from the 1970s to early

1990s, they sold more 11/2" unions than

any other U.S. company — thanks to a

supply agreement with the world’s largest

gas pump manufacturer who, unfortu-

nately has since gone out of business.

Modern new facilityRecently, Wayne Pipe moved into a

50,000-square-foot facility in Fort

Wayne. With 46 employees, they cover

approximately a 100-mile radius territory.

The new facility allowed Wayne Pipe to

more than double the size of its Wayne

Kitchen & Bath Works showroom —

2,500 square feet — to include vignettes,

stand-up displays and several working

displays and a shower head/body spray

display. The warehouse, which holds

about $3 million in inventory, uses the

most modern warehouse equipment along

with 16-feet-high bins and 28-foot rack-

ing to make the most of its space. All

product is stored inside to protect it from

the sometimes-inclement Midwest

weather. One thing has remained constant

in the warehouse however — they still

pick pipe with the overhead crane from

the center of the pipe shop.

Among the major lines that Wayne

Pipe carries now are American Standard,

TOTO and Gerber china and faucets,

along with Delta, Danze and other faucet

lines. They are a full-line distributor of

PVF, plumbing and engineered equip-

ment (pumping systems, regulating air,

steam and various fluids).

Approximately half of their business is

with mechanical contractors, plumbers

and builders, while the other

50% is with industrial manufac-

turers, steel mills and OEMs.

And about 85% of sales are to

the commercial market, with

residential comprising the re-

maining 15%.

Setting themselves apartThe company is shareholder

owned and directed by a board

of industry leaders. Jim Wilson

serves as president, and other

members of the executive man-

agement team include vice

presidents Rick Bada and

Arden Boocher, and treasurer

Janice Foltz.

Over the past few years, con-

struction in the Midwest has

been considerably down, but

(Turn to page 18.)See contact information on page 82• Be sure to visit www.thewholesaler.com for web exclusive articles and videos! •

Mules helped deliver the load in the early 20th century

when Fort Wayne Oil & Supply Company sold oils, lu-

bricants and belting for the steam engines that powered

most of American industry.

18 • •THE WHOLESALER® — APRIL 2010Spanning a CenturyCommunication, training key to114-year-old distributor’s successWayne Pipe’s diversified offering has

helped the business weather the storm.

“Unfortunately, we had to have our first

layoff in our company’s history,” said

Bada. “This downturn in the economy has

affected all phases of business — not just

residential or commercial. Factories are

off also. But thanks to our diversification

over the years, some of the parts of our

business have remained strong. That has

kept us from being as affected by the lack

of construction as we might have been

otherwise.”

It is especially important for compa-

nies like Wayne Pipe to strengthen their

customer relationships strong and em-

power their customers as best they can.

“Training is still one of the most im-

portant assets we can give our customers

and our people,” Bada explained. “In our

new facility we have both small and large

training areas that we can use, depending

on the size of the group. Our customers

have high expectations and can be de-

manding. They are the ones who drive us

to change. Communication is still key in

making sure their needs are taken care of.

We pride ourselves on listening to the

customers, communicating with them and

working to be more efficient in all areas

of their businesses.”

Part of that communication comes

from the personal relationships developed

during the monthly customer appreciation

cookouts Wayne Pipe puts on from spring

through fall. They also host an open

house during the summer, during which

vendors put on a tabletop display of their

wares.

The Wayne Pipe team is exceptionally

proud of the fact that they have remained

an independent wholesaler after 114 years

in business, especially when many of

their counterparts around the country

have been acquired or closed.

“The future for companies like ours is

going to be tough, but there are some very

good groups out there to help independent

distributors,” Bada explained. “We are

very proud to be associated with the best

through our membership in Affiliated

Dis tributors, which gives us a more level

playing field against the large national

firms. The vendors involved are a great

asset to all members and the members

themselves are very informative and

helpful.

“We really have built strong customer

loyalty over the years. I believe our peo-

ple are still the biggest asset we have and

it is our management team’s responsibil-

ity to make sure all of our employees are

on the same page when it comes to our

customers. Our 46 employees have a

combined 750 years of service with this

company, so not only are they highly ex-

perienced, but they are very loyal to

Wayne Pipe. It all boils down to treating

customers right, fairly and with honesty

— and that is from the top on down in our

organization.” n

To learn more, visit www .waynepipe.com.

(Continued from page 16)


In 1956 Wayne opened a single-level facil-

ity, which relieved the burden of hauling

product up and down stairs. Recently they

dedicated a modern warehouse featuring

16-foot-high bins and 28-foot racking.


April 2010

Greetings to our Readers, Advertisers and Loyal Friends,

As The Wholesaler celebrates our 65th anniversary this year, we felt it only appropriate to put the focus back whereit belongs — on the wholesalers who are the backbone of our PHCP/PVF industry. It has been the privilege of The

Wholesaler to cover these stalwart companies over the past 65 years, and so in the Special Section that follows, weprofile 42 wholesaling firms from around the country that have reached that 65-year milestone and beyond.

The Wholesaler has its roots with Scott Periodicals and was a respected name under the direction of longtime publisherEd Scott. As is the case sometimes, after being acquired by Reed-Elsevier, attention to the magazine was neglectedand The Wholesaler lost significant market share. I had been working as an advertising salesman in the industry formany years and had built strong relationships. Many out there encouraged me to form my own venture and they firmlybelieved that The Wholesaler could be a viable publication again.

So, 20 years ago I established TMB Publishing with the purchase of Plumbing Engineer and this November will mark18 years since I acquired The Wholesaler. My story is much the same as many of yours. What started as a leap of faithhas turned into a labor of love. Over the years, I have assembled what I believe to be the best team in the business.Editorially, The Wholesaler is led by editorial director Mary Jo Martin and managing editor Jim Schaible. We are for-tunate to have the expertise of such well-respected monthly columnists as Rich Schmitt, Morris Beschloss, Dan Holo-han, Peter Schor, John Martin, Jason Bader and Terry Brock, along with other industry analysts that providecommentary throughout the year.

In addition, our sales team — comprised of David Schulte, Brad Burnside and Diane Spangler — has built solid rela-tionships with their clients and work diligently each and every day to provide top-level service. You know, it is easyto be successful when times are good, but this team has really proven themselves during the difficult market conditionswe’ve all experienced the last few years.

Through perseverance, the loyalty of our readers and advertisers, and the hard work of everyone on our team, duringthe past 18 years The Wholesaler has grown from holding less than 30% market share to now 65%. Our goals todayremain the same as they always have been: To ensure that The Wholesaler is the most valuable, relevant publicationand information source for all members of the PHCP/PVF distribution channel.

As with so many of our readers, TMB Publishing continues to be a family business, with my daughter Cate Brownserving as vice president-operations and my son-in-law David Schulte the sales manager for The Wholesaler and pub-lisher of PHC News. We continue to believe it is important to remain committed solely on this niche market becausethat is where our strength is, and that is how we can best serve all of you.

And we’re not resting on our laurels. While nothing will ever replace the printed page and the value of a trade publi-cation, we have chosen to enhance The Wholesaler through new methods of communication. We hope that you arefinding increased value through these new offerings, which include Wholesaler Radio, Mary Jo’s “On The Road”video interview segments and her weekly video blog, daily news updates on our website and regular e-newsletters.

On behalf of everyone at The Wholesaler, I congratulate the companies profiled in this Special Section, as well as allof the long-standing wholesalers, manufacturers and rep firms spread from coast to coast. With a nod to our past andour eyes set firmly on the future, we are committed to continue serving all of you for years to come.

Sincerely,

For 113 years, First Supply® has served the Midwest

as a leading distributor of plumbing, HVAC,

builder, waterworks, pump/well & septic and indus-

trial supplies. We focus on maintaining strong inventories

of the very best product lines and provide the services

needed to support our contractor and industrial partners.

First Supply, originally La Crosse Plumbing Supply

Company, started in 1897 in La Crosse, Wis. Three local

tradesmen pooled their resources and began with the dis-

tribution of wrought iron pipe, plumbing supplies, wind-

mills, pumps and gasoline engines. This aggressive young

company covered the upper Midwest and now has 25 lo-

cations in Wisconsin, Minnesota, Iowa and Illinois.

First Supply was the first company to debut the show-

room concept in the 1940s and named it after Gerhard

Poehling, President from 1940–1980. Gerhards® Show-

rooms provide contractors, builders, remodelers and

homeowners with the opportunity to visualize and create

their own unique home environment.

Our fifth-generation family owned tradition extends

to our customers. Long-term relationships with our cus-

tomers allow us to provide service specifically tailored

to their businesses. Whether a professional contractor,

builder or industrial account, a courteous and knowl-

edgeable team is available to answer questions, offer ex-

pertise and provide unique business solutions.

Although the company has grown and changed over the

years, our driving philosophy at First Supply remains the

same — the customer relationship comes first. As we look

forward to another

century of growth,

we ensure our cus-

tomers will receive

creative first-rate

service. We are es-

pecially proud of

the many multi-

generational families that have served First Supply cus-

tomers, creating a very special environment that allows

our customers to thrive and grow their businesses.

First Supply continues to grow and change to meet

the demands of our customers and the industry. We pride

ourselves on being in tune and ahead of industry trends

to fully meet our customers’ new and growing needs. A

significant reason for this is our strong relationships

with our manufacturer partners and their local represen-

tatives, and we owe much of our success to them.

The market for “green” products has exploded in the

past few years and First Supply has taken steps to be sure

it remains in the forefront of this movement. Throughout

the commercial and residential market, engineers, archi-

tects, designers, builders and contractors are asking for

these products, and First Supply is proud to be a leader

in their education, marketing and distribution.

Another innovative initiative is our proprietary e-

commerce website, eSupply™, which is an important

distribution channel for the company. eSupply has been

designed with our customers in mind. It provides more

convenient access to resources, such as inventory avail-

ability, ordering and account status, including increased

flexibility and efficiency.

It’s not all work. Our World of Opportunity™ incen-

tives is an award-winning program that develops and

strengthens our relationships among First Supply, our

manufacturers’ representatives and our customer partners.

First Supply has a long tradition of excellence, but we are

just getting started and congratulate The Wholesaler on 65

years of amazing service to the industry. l

THE WHOLESALER® — APRIL 2010• • 21

division to a new facility in Pottstown, Pa. That relocation

was completed in August 2007. The move allows all di-

visions of Cooney Brothers room to grow and prosper.

Cooney Brothers, Inc. celebrated its 73rd birthday in Jan-

uary 2010.

Cooney Brothers has been managed for the past 18

First Supply – Since 1897

Cooney Brothers, Inc.

Cooney Brothers, Inc., founded by brothers Fran-

cis and James Cooney, began operations in 1937

as a piping and plumbing wholesaler, geared to-

ward the many textile, food manufacturing and other

mills scattered throughout North Philadelphia. As the

business quickly grew, the customer base also expanded

to include railroads, paper mills, mechanical contractors,

colleges and hospitals, and customers from the marine

industry. The geographical coverage territory also grew

rapidly, as Cooney Brothers began servicing customers

in New Jersey, Delaware and points throughout Eastern

Pennsylvania. In the 1970s, Cooney Brothers began de-

veloping an important new base of business within the

fast-growing pharmaceutical industry throughout the

Delaware Valley.

In the mid 1980s, with its distribution business going

strong, Cooney Brothers began blazing a new trail that

would broaden

the company’s

horizons signifi-

cantly. Inspired

by the success of

its in-house metal

hose fabrication

shop, Cooney en-

deavored to develop a manufacturing arm that would

further distinguish the company from its distribution

peers. The Cooney Hose Station product line was intro-

duced in 1983, with the manufacturing operation housed

in the North Philadelphia distribution warehouse.

Around this time, Cooney Brothers further expanded

its manufacturing operations with the introduction of a

fitting, valve and pipe nipple “accessory packaging de-

partment” which custom packages accessory kits for

large Original Equipment Manufacturers. Capabilities

in the packaging department have since been expanded

to include the production of piping sub-assemblies for

the OEM market. As a result of the growth brought

about by these varied endeavors, it became necessary

for the company to move to a larger modern facility in

Plymouth Meeting, Pa. The move was completed in

September 1996.

The Cooney Brothers, Inc. of the 21st Century is a

unique combination of innovative distribution, custom

manufacturing and “jump through hoops service,” all de-

signed to make us an indispensable resource to our ever-

growing customer base. Our range of distributed products

includes: pipe, valves and fittings in all materials of con-

struction; steam specialty products; fluid sealing devices;

institutional plumbing supplies; power and hand tools for

piping and plumbing; a complete selection of piping and

plumbing accessory items; and safety products. Featured

product brands include Spirax Sarco, Apollo Valve, Crane

Valve, Viega ProPress, Trerice, Watts Regulator, Gruvlok,

Dixon Sanitary and Palmetto Packings.

Our manufactured product range includes: hose &

mixing stations and accessories for washdown; flexible

metal hose assemblies, spool pieces, manifolds, headers

and other welded/brazed piping assemblies; pre-pack-

aged accessory kits and sub-assemblies for Original

Equipment Manufacturers.

The latest exciting development in the company’s evo-

lution involved the relocation of our Cooney Manufac-

turing (accessory kit and sub-assembly manufacturing)

In August 2009, the Charles D. Jones

Company celebrated 70 years as an

HVACR industry leader in HVAC

distribution. Founder Charlie Jones began in the service

business in Kansas City in 1939. He was one of a handful

of men around the country at that time who sensed the

need for wholesale distribution of heating supplies, so he

set up shop as a distributor with three employees and a

modest inventory. His hunch was right. Contractors pre-

ferred to buy wholesale from one knowledgeable source.

The system presented important efficiencies, and the busi-

The Charles D. Jones Company

years by third-generation sibling partners Marion, Bill

and Gerry Cooney. The three were taught the business

by their late father, William E. Cooney III, who success-

fully ran the company from 1973 until 1992.

We look to the future with excitement, charged with

energy and optimism gained during our proud past! l

ness grew. In 1972 the company expanded its operations

westward, opening a branch in Denver and soon after ex-

panding throughout Colorado.

The Charles D. Jones Company now

has 16 branch locations — eight are lo-

cated throughout the entire state of Colorado, and eight

throughout the Kansas and Missouri markets. The com-

pany is employee owned with a total of 107 full-time em-

ployees.

Today, The Charles D. Jones Company is a premier,

full-line distributor of HVACR controls, control systems,

equipment and supplies, representing over 300 manufac-

turers with over 10,000 line items. l

Dakota Supply Group

For more than a century, DSG

(Dakota Supply Group) has

grown to become one of the Midwest's leading dis-

tributors, providing innovative solutions, products and

systems to a multitude of industries. Throughout its his-

tory, DSG has pioneered its way with sound business

practices, forward thinking and a commitment to helping

its customers succeed. Today, DSG has more than 350

employees working in 17 locations across North Dakota,

South Dakota and Minnesota.

More Than 100 Years Of The Right ConnectionsDSG got its start as Fargo Plumbing in 1898 and now

serves the plumbing, HVAC, electrical, util-

ity, waterworks, automation, communica-

tion, filtration and metering industries. Over

time, DSG has built its initial plumbing inven-

tory into one of the most comprehensive selections in the

Midwest, with 250 product lines and 25,000 products.

Much of DSG’s success has been due to its ability to

provide customers with the most innovative products

and systems available. To accomplish this, DSG has

made many important acquisitions throughout the years

that have greatly contributed to its product depth and ex-

perienced staff, most of which took place over the last

decade. Its acquisitions include PLAINSCO (1999), J.I.(Celebration continues on page 22.)


Marc’s vision to transition Famous from the manual

company of 10 years ago to a fully integrated ERP sys-

tem, has positioned Famous as the largest regional

wholesaler in our market.

Still family owned and wholesale only, Famous

employs over 650 Associates, has grown to 24

branches, 12 kitchen and bath showrooms, in-

cluding our 350,000-square-foot Central Distri-

bution Center (CDC) and Customer Support

Center, serving customers in OH, PA, and WV.

We have integrated our product groups (35,000

SKUs) into our CDC and run a seamless, warehouse

management operation, 24/7. By restructuring our or-

ganization, we centralized our functional areas, while

empowering Associates to serve customer with a decen-

tralized focus.

Experience how our strategy evolved. Learn about

where Famous was, where we are, and where we are

going by viewing our 12-minute film on www.famous-

supply.com.

Innovative Approaches and Future PlansDespite the economic challenges facing our industry,

Marc persistently seeks the right people to place in the

right seats on the “Famous bus.” Over the past 24

months, Famous has invested in acquiring leaders from

(John Iverson) Company (2001), Barber Electric (2003),

R & N Supply (2005), Wedum Supply (2006), Hydro

Metering Technology (2007) and, most recently, Shelter

Supply in June 2009.

While DSG prides itself on providing complete

plumbing and HVAC solutions, one of the company's

most important milestones had nothing to do with prod-

ucts at all. In 1976, DSG first established its Employee

Stock Ownership Program (ESOP). This important char-

acteristic is a testament to DSG’s desire to develop part-

nerships with each and every one of its customers. After

all, every relationship and transaction at DSG now in-

volves an owner – and that can be a big help in getting

jobs done on time and on budget.

DSG’s steadfast commitment to evolving with the in-

dustries it serves has also played a big role in the com-

pany's growth and stability, and it’s no different in today's

environmentally conscious society. As the push for earth-

friendly solutions continues, DSG has placed itself in the

forefront, giving its customers the edge as the world of

business and construction becomes more and more green.

In fact, DSG has made significant strides in becoming a

source of information for customers interested in LEED

(Leadership in Energy and Environmental Design) certi-

fication and its growing complexities.

Finally, training and learning have always been an

integral part of the DSG way. A strong belief in con-

tinued education has benefitted thousands of cus-

tomers, as well as many of DSG’s own staff. Events

like Basic Business Boot Camp and Success Connec-

tion seminars have become important ways that DSG

helps its customers learn and discuss successful busi-

ness practices and innovative products.

Whether it’s educating DSG employees, seeking out

new products and solutions or making innovative busi-

ness moves, DSG has retained a singular focus — to

help its customers succeed. It does so by providing the

service, the knowledge and all the right connections its

customers need, and it has been doing it that way for

more than 100 years. l

(Continued from Dakota Supply Group, page 21.)

Eastern PA. Supply Co.• Established in 1889 by William H.

and John N. Conyngham (brothers)

and Woodward Leavenworth (business partner), to sup-

ply the booming anthracite mining industry in North-

eastern Pennsylvania.

• Expanded into plumbing & heating products to sup-

ply improvements in housing quality demand; this be-

came the primary focus as the mining industry wound

down and eventually collapsed with the January 1959

Knox Mine Disaster, when miners accidentally breached

the bed of the Susquehanna River and over 10 billion gal-

lons of water flooded the mine network.

Over 120 years in business• Second-generation brothers G.

Guthrie and John N. (III), sons of

William H. Conyngham, became

active in the business in the late

1940s and each remained so for

over 60 years.

• Acquired the Charles B. Scott

Co. of Scranton in 1974; C.B. Scott

was founded in 1878 by a Confed-

erate Civil War Army Private of the

same name, who was a prisoner of

war in the Elmira, N.Y., Union

prison camp. With the addition of C.

B. Scott, electrical goods were

added to the product mix. C.B. Scott

was operated as a separate entity

until 2000 when it was fully merged

into Eastern PA Supply

Co.

• Opened numer-

ous locations from the

1950s onwards; locations now include Wilkes-Barre main

headquarters with showroom (90,000 sq. ft.), Allentown

(10,000 sq. ft.), Stroudsburg with showroom (35,000 sq.

ft.), Athens (10,000 sq. ft.), Berwick (8,000 sq. ft.),

Tunkhannock (8,000 sq. ft.), Montandon (8,000 sq. ft.),

Scranton with showroom (50,000 sq. ft.), White Mills with

showroom (10,000 sq. ft.), and Wilkes-Barre Electrical

branch with showroom (15,000 sq. ft.).

• Current headquarters at 700 Scott Street were occu-

pied in 1974 after the original location on Pennsylvania

Avenue was inundated in the 1972

Hurricane Agnes flood.

• Third-generation brothers Don-

ald (VP-sales and marketing), Mal-

colm (Building Materials Manager),

and George Jr. (President), (all sons

of G. Guthrie Conyngham), became

active in the company in the 1970s

and presently run the business.

• The management team is

rounded out with Reynold Schuler

(VP-operations), Joseph Kerestes

(VP-finance), Gary Jones (Market-

ing Manager), and David Haines

(Inventory Control Manager).

• Eastern PA. Supply Co., also

known as EPSCO, currently serves

contractors, builders, homeowners,

commercial facilities and industrial plants in an 18-

county area of Northeastern Pennsylvania. EPSCO sup-

plies pipe, valves, & fittings/plumbing goods/water

systems/heating equipment/building materials/electrical

goods and industrial mill supplies from 10 locations

containing over 250,000 sq. ft. of sales and warehousing

space and a fleet of over 20 delivery trucks.

• EPSCO is a member of the Affiliated Distributors

(A-D) buying group and has been since C.L. Watt

merged into A-D in 2000.

• EPSCO runs Activant/Eclipse distribution soft-

ware on a state-of-the-art IBM computer. RF barcode

systems are in place at the three larger warehouses, and

all locations are interconnected through a broadband

wide-area-network. Other technologies include sales

order and delivery manifest signature capture, Eclipse

product data warehouse, and robust website with full

online storefront. l

Famous EnterprisesFamous Supply, J.F. Good,

Pittsburgh Plumbing, Heating & Industrial

Our founder, Hyman Blaushild, a Cleveland heat-

ing contractor, was not satisfied with his whole-

salers’ service. In 1933, he founded Famous

Furnace and became a wholesale distributor. His vision

— to expand markets and provide the “Famous for Serv-

ice” customer focus that permeates throughout Famous

today.

In the 1950s, when Jay Blaushild joined Famous, he

established growth initiatives and began an acquisition

strategy to include Branch openings. In the 1950s we

expanded into Plumbing Products; Building Products in

the 1960s, and Industrial / PVF and Manufacturing in

the 1980s.

Marc Blaushild joined the company in 1985. He

began his career in the warehouse and worked in virtu-

ally every other role in the company. Since 1995, he has

led Famous Associates to understand and adapt to

change with a balance of leadership in our five core

competencies (HVAC, Plumbing, Industrial/PVF, Build-

ing Products and Training).

inside and outside our industry. These Associates add a

fresh perspective complimenting an already talented Fa-

mous Family. An enhanced executive team along with

key leaders focusing on unmatched service excel-

lence differentiates Famous from its competition.

Always placing great emphasis on education,

Marc is leading efforts to provide customers

with the latest technology to enhance their

business performance. Highly trained instruc-

tors compliment an innovative curriculum providing

industry professionals a continued educational oppor-

tunity through FAMOUS UNIVERSITY®.

Another investment setting Famous apart is our web-

based order-entry system. This system allows customers

to integrate their specs and order management

parameters with ours to enhance their purchasing expe-

rience. These advancements are critical to our cus-

tomers’ success. Visit www.famous-supply.com for

more information.

As Marc and his leadership team position Famous for

growth, consistency and commitment to our Core Values

are crucial. Family, Trust, Communication, Teamwork

and Continuous Improvement will always be the foun-

dation for Famous’ success. l


(Celebration continues on page 24.)


Long Dakota winters never posed a problem.

Doing

business

since

1889.

Current facility.


The oldest

wholesaler

in New England, F.W. Webb chases its roots back

to 1866 when J. VanNess Stultz formed a small brass

shop in Boston, the year after the Civil War ended. In

1873 he took a partner by the name of Mansur and the

Company became known as Stultz

and Mansur. In 1888 they sold to

Henry McShane of Baltimore. The McShane Company

was famous for its church bells, many of which still

exist today. They operated a large brass foundry and had

branch distribution operations in Washington, Philadel-

phia, New York and Boston. Frank Wooten Webb,

Henry’s brother-in-law, purchased the Boston Branch in

1900 and promptly named it for himself.

The F.W. Webb Mfg. manufactured brass fittings,

faucets and accessories. It also offered china and enam-

eled iron plumbing fixtures under the F.W. Webb label.

Frank died in 1912, and the company ran successfully

under his successors up until the Depression. It was then

sold in 1933 to its current ownership, the Pope family.

There is little resemblance between the F.W. Webb

Company of today and the company of old. The com-

pany today is in some 12 different disciplines with a

highly sophisticated I/T department monitoring it all.

There are several new buildings and additions including

a central pipe facility in Sturbridge, Mass., and a

new 55,000-sq.-ft. headquarters in Bedford,

Mass., featuring the Roger W. Pope Educa-

tional Center. In 2004 F.W. Webb completed

a new Central Distribution Center in

Amherst, N.H., with 408,000 sq. ft. of space. The com-

pany operates in seven states with 73 locations. The

F. W. Webb Company’s commitment to people, facilities

and technology will lead it far into the future.

The F.W. Webb Company is the Northeast?s largest

regional distributor of Plumbing, Heating, Air Condi-

tioning, Refrigeration, LP Gas, Water Systems, Instru-

mentation, Pump, Industrial and Bio-Pharmaceutical

Piping products. Since 1866, the Webb mission has been

to give the customer the finest service with a constant

eye on improvement and innovation. With over 70 lo-

cations, 200+ delivery trucks, a 10-acre Pipe Depot, a

Central Distribution Center, $90+ million in inventory,

Roger W. Pope Training Center and 1200+ employees,

the Webb Company provides a single source dedicated

to enhancing its customers profitability.

The core function of the F.W. Webb Company is dis-

tribution. Webb works on the ÒpushÓ system of replen-

ishment from the 408,000 sq. ft. CDC in Amherst, N.H.

This means that when an item is sold from stock, it is au-

tomatically replaced within two days. It also translates

into 97% fill rates and on-time deliveries.

Innovation and improvement come from many places

at the F.W. Webb Company. Its Information Technology

(IT) department has developed hundreds of programs to

help manufacturers, customers and Webb work together

more productively. In addition, IT has designed a user

friendly website called ÒWebbConnectÓ for on-line or-

dering as well as direct links to key vendors.

Continuous improvement is a focus throughout the

company. After becoming one of the nation?s first

ISO9002 certified distributors in 1991, Webb launched an

in-house quality program called CIP9000. This Continu-

ous Improvement Process effort has generated measure-

ment tools to chart the progress of counter fill rates, accu-

racy and timeliness of deliveries, and provides a structure

to address mistakes and improve processes for better pro-

ductivity and customer satisfaction.

Webb?s diverse sales department has designed several

value added services that save customers time and money.

Whether it?s Vendor Managed Inventory, Integrated

Supply or Dealer?s Choice, reducing cost is the ultimate

goal. F.W. Webb Company has several divisions that re-

pair and service pumps, test and repair relief valves,

construct instrumentation panels, and actuate valves.

Webb is also proud of its 50,000-sq.-ft. state-of-the-art

Pipe Fabrication plant in Canton, Mass., that addresses

the mechanical and fire protection markets?needs.

F.W. Webb also has over 30 Frank Webb?s Bath Cen-

ter locations throughout New England and New York.

From tubs to towel bars, working displays and experi-

enced staff, we have the knowledge to help build your

dream bath or kitchen.

This family owned company has been built on three

basic ideals — the best service, the best products, the best

people. It is our belief that these concepts are still val-

ued. We ÒdelightÓ the customer and believe that Every

Customer Counts. l

F.W. Webb

J.O. Galloup Co.

In the Battle Creek Jour-

nal, November 6, 1886

an article read: “Ollie Gal-

loup has opened a plumbing, steam and gas fitting busi-

ness at 8 E. Main Street. Mr. Galloup is a practical and

experienced workman and favorably known.”

One hundred twenty-three years later, the J.O. Gal-

loup Company lives by that reputation. The company

was family owned for four generations up until 2006

when an existing group of senior managers purchased

it. Today we serve Michigan, Northeastern Indiana and

Northwestern Ohio. The company has evolved from its

plumbing roots to an

industrial pipe,

valve and fitting dis-

tributor; and a repre-

sentative of several

key process instru-

mentation, energy

conservation and

food and beverage

product lines.

Over the years Galloup has

experienced significant growth or-

ganically and through several

acquisitions. Acquisitions in-

clude Smith Instrument, Merlo Steam Equipment and

Steam Economies Company. We were also fortunate to

bring in a significant part of the Bertsch Company a few

years ago.

Our ability to succeed is due to both openness to

change and innovation; and to diversity of products and

services. Today Galloup serves the market with 12 lo-

cations and a staff in excess of 200. We have been ag-

gressively implementing technology in an effort to

optimize customer service and improve efficiency.

Our absolute primary asset is our people. Their intel-

ligence, passion and dedication to a strong work ethic

and the service to customers has allowed us to survive

the most challenging economic times of this generation.

Galloup people have taken us into new markets and in-

dustries, attracted the best products in the industry and

developed service innovations. This diversity has sus-

tained our success.

We not only believe in the value of customer service and

a positive environment for our people, we are committed

to the development and maintenance of strong vendor re-

lationships. We accomplish this by both visiting and enter-

taining our key vendor partners on a regular basis. Our

formal planning sessions are designed to collaborate on is-

sues that are mutually beneficial to our combined success.

We also believe our participation with Delta Group is

strategically important to managing the supply chain and

furthering the success for key manufacturing partners.

In the late 1960s, we were one of the few industrial

distributors to experiment with technology. That early

investment in card sorting technology provided Galloup

with a foundation for innovation that today has resulted

in the implementation of electronic commerce with cus-

tomers and vendors, and the automation of warehouses.

Galloup believes that we must share what we have.

To that point, we take an active role, when called upon

by NCWA, ASA and the Delta Group. We also encour-

age our people to get involved with their communities,

whether it is a favorite charity or a service club.

Throughout our 123 years, Galloup has overcome

many challenges and experienced much success. We

look to the future with optimism and hope. l

The Granite Group is both an old company and a

new one. We have a proud tradition in the plumb-

ing and heating wholesale business dating back

to the turn of the last century.

Our roots can be traced to Central Supply Company,

which originated in 1901 in Worcester, Mass., as a dis-

tributor of gas and steam engines and water supplies. P.

Kevin Condron, our current Chairman, purchased Cen-

tral Supply in October of 1971.

Central Supply acquired Rawley Plumbing Supply in

1972 and Goulet Supply in 1980 beginning the com-

pany’s presence in Connecticut and New Hampshire.

During the 80s and 90s Central/Goulet Supply added

new locations in Portsmouth, Laconia and Nashua N.H.,

Portland, Maine, as well as Goulet Pipe, a new business

specializing in pipe, valves and fit-

tings.

In 1998, Central/Goulet merged

with Capitol Plumbing and Heating

Supply of Concord, N.H., to create(Celebration continues on page 26.)

TheGraniteGroup


1886 beginnings; an

early catalog.


The Granite Group. Capitol began as Concord Hardware

and Plumbing Supply in 1935 and had eight locations

throughout New Hampshire and Vermont including a fa-

cility in Concord that now serves as our corporate head-

quarters.

The Granite Group has continued to grow over the

past few years. In October 2001, the company acquired

Jamie Plumbing and Heating Supply, with two locations

in Exeter and South Hampton, N.H. This acquisition co-

incided with our entry into the warm air heating, cooling

and refrigeration markets, which blended well with our

strong history in plumbing and hydronic heating.

In January 2004, County Supply in Lowell, Mass.,

with its outstanding 5,000-square-foot showroom joined

the team. Today there are 13 showrooms operating

under the Ultimate Bath banner. Start-up locations have

also added to our growth, including one in Hooksett

N.H., in May 2002, Leominster Mass., in February

2007, North Haven Conn., in February 2009 and most

recently Lebanon N.H., last month.

In March 2007 the company acquired Shetucket Sup-

ply of eastern Connecticut and Westerly, R.I. This nine-

branch company extends our market to all of the New

England states.

To ensure the best delivery of product to all our loca-

tions, we opened a 165,000-square-foot Central Distri-

bution center in Londonderry, N.H., in 2005. Our CD

delivers daily to all 26 branch locations, allowing us to

offer the largest daily delivery of any supply house in

New England. Today, The Granite Group is ranked as

one of the top 30 plumbing, heating and PVF wholesale

distributors in the U.S.. The company has over 300 em-

ployees throughout its 26 locations serving all of the

New England states and Eastern New York. l

(Continued from Granite Group, page 24.)

Grant Supply Company

Founded in 1933 by Edward C. Lefebvre and

Joseph E. Nastus, this family owned business dis-

tributes their products to plumbing contractors,

municipalities and institutions operating in New Jersey,

New York and the Philadelphia area.

Many of Grant Supply Company’s original customers

from the 1930s are current active accounts being oper-

ated by second- and sometimes third-generation family

members.

After 77 years they are still a family owned and oper-

ated business adhering to the business philosophy of

having an owner always on-hand to oversee our daily

business operations.

William R. Stanbach, who replaced Robert Lefebvre

as President after his retirement in 2008, has been in-

strumental in developing the company’s commercial and

institutional business. Joseph C. Nastus is Vice President

and is responsible for the development of the retail and

redistribution side of the business. The two men have

been partners for more than 30 years.

Although the scope of their business has broadened

over the years to include current large commercial proj-

ects such as the Jets Training Camp and the new Mead-

owlands Stadium, supplying them with commercial

fixtures and piping, Grant Supply Company still serves

many local contractors as it did

when it began in 1933.

Grant Supply has expanded

its operations to include stores

in Madison, and Pleasantville

N.J.

They offer their customers an

exceptional trade counter operation and a beautifully de-

signed Bath and Kitchen showroom that is staffed by

professionally trained Bath and Kitchen Showroom

Sales Consultants in all locations.

Supplying many of the state’s municipalities, boards

of education, and institutions with commercial and in-

dustrial products, Grant Supply Company is an ap-

proved New Jersey State Contract Vendor.

Grant Supply Company’s experienced and well-

trained sales staff, together with its dedication to cus-

tomer service, has enabled us to establish and maintain

long-lasting relationships with our customers. l

Harry Cooper Supply Company

Since 1908, Harry Cooper Supply Company

has provided quality products and services

to customers throughout its trade area. The

company’s founder, Harry Cooper, was born in

England in 1861 and came to the United States

with his parents in 1872. In 1886 Harry and his

brother George bought a plumbing shop in Spring-

field, Mo., where they practiced the plumbing trade for

over 20 years and eventually expanded their plumbing

business into plumbing distribution. In 1907 Harry pur-

chased his brother’s interest and in 1908 the Harry

Cooper Supply Company was established.

In the years that followed, the company expanded to

include branches in Tulsa, Okla.; Salina, Kan.; Pittsburg,

Kan., and, Joplin, Mo. In the mid-1930s, when the Rural

Electric Administration (REA) came into being, Cooper

began carrying electrical materials. In 1978, C. B. Man-

agement Co., Inc. was established to act as a holding

company for the family’s wholesale distribution com-

panies as well as their other business interests. In the

early to mid 1980s the company sold its Tulsa, Salina

and Pittsburg operations providing the capital to buy mi-

nority interests owned by family members

and others who were not involved in the

business. In addition, this allowed the

company to concentrate on providing

the best possible service to a customer

base located generally within a 150-

mile radius of Springfield.

Today, the company’s three facilities in-

clude over 335,000 sq ft of warehouse and of-

fice space on approximately 34 acres. They

operate three showrooms with 10,000 sq ft in Springfield,

5,000 sq ft in Joplin and 3,000 sq ft in Branson. The com-

pany stocks a complete line of plumbing, heating, cooling,

waterworks, refrigeration, municipal and electrical prod-

ucts as well as lighting, appliances and tools. Their prin-

cipal customers are plumbing, heating, electrical and

mechanical contractors; commercial and industrial com-

panies; electrical co-ops; public utility companies and mu-

nicipalities.

Ownership of the company passed from the founder

to his son, J.H.G. Cooper, and then to his sons, Harry

and Jack Cooper, who joined the business in the mid-

1950s and took over the company’s operations in 1977.

After his brother’s death in 1993, Harry continued as

President of the company and Jack’s ownership interest

passed to his son, John T Cooper. John joined the com-

pany in 1990 after graduating from the University of

Colorado and presently serves as Vice President. While

most privately held businesses do not survive to the

fourth generation, Harry Cooper Supply Company has

continued to prosper and grow with each new generation

of family leadership and expects to continue that trend.

The company is a family owned and family oriented

business and has been fortunate to have had knowledge-

able, dedicated employees throughout its history. These

employees, both past and present, have made the com-

pany the leading provider of plumbing, electrical,

HVAC and waterworks products in its trade area. In ad-

dition to Harry and John Cooper, the company’s man-

agement team includes Stephen Reagan, CEO; Butch

Cruzan, General Manager; Ron Hall, Branch Manager

– Joplin; and Jan Stahle, Branch Manager – Branson.

You can visit the company’s website at www.har-

rycooper.com. l

The Gustave A. Larson Company

The Gustave A. Larson Company was founded in

Madison, Wis., in 1936 as a supplier to the refrig-

eration trade. Gus Larson emigrated alone at the

age of 16 from his home in Gothenburg, Sweden, in the

early 1900s. While working as a re-

frigeration mechanic in Chicago, he

saw the need for local refrigeration

parts depots. He founded the Gus-

tave A. Larson Company as a refrig-

eration parts jobber in 1936 at a

small store front in Madison, Wis. As

the company flourished, he quickly

opened up branches throughout the

State of Wisconsin. By the early

1960s, he was operating 20 locations in Illinois, Iowa,

Wisconsin and Florida.

Still family owned and operated today, the Gustave

A. Larson Company has grown to be the Midwest’s

leading wholesale distributor of Heating, Ventilation,

Air Conditioning and Refrigeration (HVACR) equip-

ment, parts and supplies. The company now has 48 lo-

cations serving customers in Illinois, Minnesota,

Wisconsin, Iowa, Indiana, Kansas, Missouri, Michigan,

Nebraska, Colorado, Utah, North Dakota, South Dakota,

Wyoming and Kentucky.

Each of our conveniently located branches carries an(Celebration continues on page 28.)


Harry and

John Cooper.


extensive inventory of equipment and replacement parts

to serve our local customer’s needs. We provide industry

leading customer

service levels sup-

ported with our

$50-million in-

ventory through-

out our network of

distribution cen-

ters and branches. Our state-of-the-art computer system

links all branches on a real-time basis. Combined with

our in-house truck fleet, we replenish inventory to each

branch on an overnight basis. With over 50,000 SKUs

in stock, we can access most HVACR needs, and even

those hard-to-find items.

We are proud to say our 300 team members are our

greatest asset – from our field sales team to our corpo-

rate support team. Our people are the most professional

and service-oriented in the industry, and provide solu-

tions to our customer’s needs with genuine, enthusiastic

service. Our sales teams are focused on helping our cus-

tomers to trouble shoot system issues and answer their

technical questions. Each person on our sales team is re-

quired to have a HVACR technical college degree or the

equivalent industry experience. Our combination of a

friendly, professional, and technically competent team

positions us best to help our customers meet their indi-

vidual job requirements. And our commitment doesn’t

stop there. We are at the forefront when it comes to help-

ing our customers learn about the changing require-

ments of technology in our industry. Each of our

locations offers educational programs throughout the

year, ranging from troubleshooting service issues to

teaching our customers how to improve their selling

skills and profitability.

In 2011 the Gustave A. Larson Company will cele-

brate its 75th year in business. The Larson family attrib-

utes its longevity to staying true to one basic philosophy

which is; “We don’t sell anything – Our customers do.”

As a result, our focus is on helping them maximize their

success. We congratulate The Wholesaler on 65 years

of service to the industry and are proud to celebrate 75

years of wholesale HVACR excellence. l

(Continued from The Gustave A. Larson Co., page 26.)

Washburn-Garfield

Washburn-Garfield, central Massachu-

setts’ most innovative PVF whole-

saler is celebrating its 138th year in

business. The company, located in Worcester, was

founded in 1872 by John E. Washburn and Silas

Garfield. In 1889 the business became a Massachusetts

corporation under the name of the Washburn & Garfield

Manufacturing Company. Beginning as steam fitters,

Washburn & Garfield later became jobbers and whole-

salers of pipe, steam fittings, and tools.

The business remained family-owned and operated

for over a century, with Washburn’s great grandson

Bruce A. King serving as President from 1961 to 1986.

The company was expanded in 1979 with the purchase

of Waites Hardware Company, a central

Massachusetts industrial hardware business

that was founded in 1880. In 1987 Mr. King

sold the businesses internally to then Exec-

utive Vice President Richard F. O’Hearn Jr. In

October of 2008 O’Hearn proudly sold Washburn-

Garfield Corporation and its subsidiary Waites Com-

pany, Inc. to his employees via an employee stock

ownership plan (ESOP). The corner stone of the com-

panies’ success has always been a strong commitment

to its customers, suppliers and employees.

Currently Washburn-Garfield is managed by Daniel

R. Warms, President, and Mark Strzelewicz, Inside

Sales Manager. Waites Company is managed by Larry

A. Bruso, President. David H. Smith serves as CEO &

Treasurer of both companies. The management team

has incredible bench strength,

intimate knowledge of the indus-

trial supply market and over 100

years of collective experience in

distribution.

Together Washburn-Garfield

and Waites have the most expe-

rienced and knowledgeable staff

in the local market; providing

timely and cost effective solutions for our customers’

technical and commercial needs. We have one location

that services New England and beyond. From cus-

tomized assemblies and fabrications to vendor man-

aged inventory to supply contracts utilizing automated

point-of-use dispensing technology, Washburn and

Waites have the experience, knowledge and ability to

provide unique and customized solutions. As we turn

our attention toward the future we will continue to seek

growth through innovative value added services and

the pursuit of new markets. Please visit our websites

for additional information at washburngarfield.com

and waitescompany.com. l

The Past

Longley Supply Company will be cel-

ebrating its 104th birthday this summer. This

multi-branch distributor of Plumbing, HVAC,

and Electrical Products traces its roots back to July 1906

when Henry E. Longley, grandfather of the company’s

current President Emily Longley, packed up his family

in Savannah, Ga., and moved them to Wilmington, N.C.,

where he opened H.E. Longley and Company, a heating

contracting business.

Longley Supply Company Henry Longley’s heating contracting business grew

rapidly, and in

April 1910 he

relocated to a

larger facility in

Wilmington, and broadened his offering to include

plumbing fixtures and supplies. Over the next 36 years

the business continued to grow and evolve, and in 1946

significant changes became the norm. The name of the

company was changed to Longley Supply Company.

The Wilmington operation was moved again, into yet

another and larger facility, and this time included the

company’s first Showroom. The product offering again

was expanded, now to include Electrical Products. And

in November, 1946, the company opened its second lo-

cation, this one in Myrtle Beach, S.C.

Five years later, in 1951, the founder of Longley Sup-

ply Company, H. E. Longley, passed away. The leader-

ship of the company was turned over to a trusted

employee of many years, N.A. McKenzie. McKenzie

was named President of Longley Supply and served in

that capacity from 1951 to 1962. There have been four

Presidents of Longley Supply in its 104-year history,

and only one whose last name was not Longley.

In 1962, after receiving his B.S. Degree in Mechanical

Engineering from North Carolina State University and

serving time as a pilot in the United States Air Force,

Henry E. Longley, Jr., the son of the founder, was named

as the third President of Longley Supply Company. The

same year, in April, the company moved its Wilmington

operation into a new and yet again larger facility. It is

this same building that today houses both the company

Corporate Headquarters and Wilmington Plumbing and

Electrical Branch.

Substantial expansion and growth occurred during the

tenure of Henry E. Longley, Jr. between 1962 and July

2006. Nine additional branch locations were established

along the Southeastern Coast and Eastern parts of North

Carolina; branches in New Bern, Morehead City, Jack-

sonville, Ocean Isle, Lumberton, Raleigh, two in Fayet-

teville, and a second branch in Wilmington.

In July, 2006 Henry Longley Jr. turned over the Pres-

idency and future of Longley Supply to his daughter

Emily Longley. Emily had worked for the company dur-

ing summers while in high school, and after graduating

from the University of North Carolina at Chapel Hill,(Celebration continues on page 30.)


Three generations of Longleys: Emily, Henry Jr.,

and founder Henry Sr.


she came back to work for the company in a full-time

capacity. It was, and is, in her blood! Nineteen months

later, in February 2008, Emily continued with branch

expansion, opening a second facility in Myrtle Beach;

this one a stand-alone HVAC Branch.

Vision for the FutureWhen asked about her vision for Longley Supply

Company going forward, Emily Longley makes no

bones about the fact that she doesn’t have a firmly es-

tablished vision for the future, but rather is in the process

of developing that vision. As she puts it:

“We’re currently in the process of laying the founda-

tion for success for the next 104 years. We’ve been a

good-performing company, now we’re taking the steps

toward becoming a great performing company. I truly

believe that Jim Collins, in his best-selling book Good

to Great, has it right. The successful leaders, those that

made the good to great leap with their companies, didn’t

have preconceived visions. As Collins puts it, and I’m

paraphrasing, the good to great success stories came

from a focused effort to get the right people on the bus,

and then figuring out together where they were going to

drive the bus. At Longley Supply, we’re aggressively

seeking the right people to bring on to our bus.” l

(Continued from Longley Supply Company, page 28.)

Lyon, Conklin & Co.

While many other com-

panies are struggling to

stay afloat in today’s

turbulent economy, Lyon, Conklin & Co., a premier

heating, ventilation and air-conditioning (HVAC)

wholesale distributor, is celebrating a milestone. First

opened in 1860, Maryland-based Lyon, Conklin turns

150 this year. In the face of a Civil War, two world wars,

the Great Depression and the current recession, the com-

pany has flourished growing from a sheet-metal manu-

facturing company to a distributor of the 21st century.

Currently, they provide everything contractors need to

properly air condition homes and buildings.

Celebrating 150 years of excellence

“It’s truly a remark-

able achievement for

any company to reach a

milestone like this,” says

David Brown, Lyon,

Conklin’s general manager. “The fact that we’re still

doing so well after 150 years is a testament to our asso-

ciates, our loyal customers and the strength our com-

pany’s values.” Those values include an unwavering

commitment to providing the best products and cus-

tomer service the market has to offer.

In 150 years, several major events have contributed

to define Lyon, Conklin’s resilience. Time and again,

the company has shown their ability to weather even the

toughest challenges and come out on top.

In 1904, 44 years after the first location opened its

doors in Baltimore, the factory was destroyed in the

Great Baltimore Fire. Within a year, a new factory was

built and operations resumed. From 1917 to 1918, the

company worked almost exclusively on government or-

ders to support the war effort, taxing production capacity

to the limit. However, by 1922 they were back in busi-

ness with output so high they needed to relocate to a

new, larger facility.

The good news continued when, in the late 1970s,

foresight and planning left them well-positioned for the

building boom of the early 80s. With only four branches

in the mid-Atlantic area, sales grew from $18 million to

$45 million in just 10 years.

Lyon, Conklin’s first headquarters, located on Water

Street in downtown Baltimore in 1860, was destroyed in

the Great Baltimore Fire of 1904.

“The Lyon Con-

klin Team is very

proud of their com-

pany and its long

history,” explains

Jerry Allen, former

president of Lyon,

Conklin and re-

cently retired Senior

Vice President of

the HVAC group for

Ferguson. “They are

focused on continuing to be the distributor of choice for

customers and vendors. Their loyalty and dedication to

the Company enabled us to build the best HVAC distri-

bution business in the U.S. It was indeed a privilege for

me to be a part of this great organization."

Earlier this year, Lyon, Conklin was selected as the

new American Standard HVAC distributor throughout

Eastern Pennsylvania and Southern New Jersey. The ter-

ritory expansion is further evidence of Lyon, Conklin’s

successful partnership with the American Standard

Heating & Air Conditioning brand.

Acquired by Ferguson Enterprises in 1995, Lyon,

Conklin currently operates 23 locations throughout

Pennsylvania, Delaware, New Jersey, West Virginia,

Maryland and Virginia. To celebrate the anniversary, the

company will host special events at locations in each of

their markets. l

The original Lyon, Conklin ware-

house c. 1900.

APR Supply Co, a

third-generation wholesaler, can trace its roots

back to 1922. In 1934, Mark Tice began work-

ing for Lebanon Plumbing Supply Co. which was

founded in 1922. Mark Tice purchased a controlling in-

terest in 1947. In 1971, Mark’s son Randy Tice joined

the industry, launching his own controls business in

1975, Environmental Equipment Engineering Co. The

two companies merged in 1982 to form APR Supply Co.

As an industry pioneer in Lebanon, APR Supply Co.

did not have the advantage of learning from other busi-

nesses preceding us. However, we learned quickly from

our business partners the value of a strong work ethic,

and that doing the right thing often comes with a price,

as Darwin wrote, “It is not the strongest of the species

that survives, nor the most intelligent that survives. It is

the one that is the most adaptable to change”.

Faced with “grow or die” circumstances in the early

90s, management made a bold decision to purchase new

enterprise software that was believed to offer a true

competitive advantage. The software turned out to be

“as good as promised” and over the next decade APR

leveraged that advantage to gain market share and im-

prove business fundamentals.

In 1996, APR Supply Co. became one of the first

wholesale distributors in the industry to offer online web

order entry. Customers could access APR’s website to

search real time inventory availability, view purchase

history, and place orders 24/7! That same year, Randy’s

son-in-law Scott Weaver became the President of APR

Supply Co.

APR is proud of its five core values: Customer, Ex-

cellence, Integrity, Respect and Results. Customer pur-

posely comes first! By placing the customer first, APR

APR Supply Co. has been able to achieve the

level of success we enjoy today.

Customers are serviced through

22 branch locations and a central distribution center.

APR’s distribution center allows us to offer next day de-

livery, stock significantly more SKUs and enjoy an

order accuracy rate approaching 99.7%.

APR recognizes that in order to be successful change

is necessary. Management works hard to foster a corpo-

rate culture that embraces change as a competitive ad-

vantage by pioneering technological advancements.

Technologies such as RF guns, EDI, integrated enter-

prise software, GPS tracking, voice over IP phone sys-

tem, document imaging and remote network access are

all examples of why APR is a market leader. Remote

network access through APR’s network server enables

APR employees to access the enterprise software as well

as all files stored on their work PCs anywhere there is

internet access. This allows for servicing a customer

with information, taking a customer’s order, working

from home and communicating with peers from just

about anywhere in the world.

APR’s success comes from not just relationships with

customers, but relationships with vendors as well. APR

was invited to join the Affiliated Distributors buying

group in 2008 , which with $28 billion of collective pur-

chasing power and 450 members is significantly larger

than APR’s previous buying group. The change equates

to better pricing, larger rebates, increased supplier sup-

port and additional value added programs.

APR Supply Co. was recently recognized as the

2009 Business of the Year by the Central Penn Busi-

ness Journal.

The award recognized APR Supply Co. for its re-

silience and ability to grow and prosper during both

strong and weak economic cycles. Scott Weaver, Presi-

dent, identified the nurturing of a corporate culture that

is customer-focused and yet comfortable with continual

change as instrumental to the company’s success.

Always aggressive, Weaver looks to have APR double

in size every five years. He expects that to be accom-

plished through a combination of organic growth as well

as by acquisition and new markets. l



Scott Weaver

and John Tice.

R&R Plumbing

Supply Corpora-

tion was founded

in 1905 in Worcester,

Massachusetts. We are a

privately held, family

corporation run by Jesse

M. Ritz, third generation

president. R&R Plumbing Supply has grown over the

years to offer plumbing supply services and plumbing

supply products far beyond what our name implies. We

stock over 30,000 unique parts representing plumbing

fixtures and sundries, faucets, tools, fittings of all kinds.


George Merrill Cooper of Orland

Park, Illinois founded M. Cooper

Supply Company in 1938. For 60

years, the supply house thrived as a small-

market plumbing distributor in the far southwest

suburbs of Chicago. On September 1, 1998, Dennis

Goode, a 33-year veteran of the industry, purchased M.

Cooper Supply. Along with his sons Greg and Dan, they

took control of this $1-million business and over the

next 11 years grew it into a

multiple-branch

company with

over 80 employ-

ees and just under

$50 million in

revenue.

In 2004 M. Cooper

Supply opened a subsidiary called M. Cooper Cabinet

Company. Initially a fledgling cabinet supplier to new

home and downtown high-rise projects, M. Cooper Cab-

inet experienced substantial growth over the next 5 years.

Despite the economic recession, it was still a busy year for

the company; M. Cooper Cabinet continued to grow and

exceeded over $6 million in revenue in 2009.

In late 2009, M. Cooper Supply acquired a custom

cabinet and office furniture manufacturer called Out of

the Woods, which is based in St. Charles, Illinois. Newly

diversified, M. Cooper Supply can provide additional

services for many other general contracting needs in the

new construction and remodel industry such as banks,

doctors’ offices and hospitals.

Currently, the company operates out of a brand new

state-of-the-art distribution center in Mokena, Illinois.

Having an excellent history of controlling operating ex-

pense and maximizing inventory turns has created a busi-

ness portfolio that will take them to higher levels of sales

and service in the future. With all of these accomplish-

ments and others on the horizon, they have positioned

themselves to be ready and are poised for the future. l


M. Cooper Supply Company

McJunkin Red Man Corporation

tions and expanded over time to cover most of the

United States with a particular focus on downstream op-

erations. Red Man Pipe & Supply Co. was started in

Tulsa, Okla., in 1977 by Delaware Indian Lew Ketchum

to serve Oklahoma basin drilling operations and quickly

expanded to cover much of the Southwest and Rockies.

Midfield Supply ULC, formed in 1986 in Calgary, Al-

berta by the Endersby family, established itself as a pre-

mier provider to the burgeoning Canadian Rockies oil

and gas business. LaBarge Pipe & Steel Company en-

tered the steel pipe distribution industry in 1952 serving

the needs of gas transmission/distribution, petrochemi-

cal, water/wastewater treatment, and energy and con-

struction markets primarily in the U.S. Transmark FCX,

headquartered in Bradford, U.K., started in New

Zealand as a manufacturer of boilers and fans.

With common values of service excellence, safety,

professional management and profitable growth, these

five companies came together rapidly over the past few

years. In 2007, McJunkin Corporation combined with

Red Man Pipe and Supply, which had acquired a major-

ity of Midfield Supply in 2005. The combination formed

MRC, which purchased the remaining share of Midfield

in 2008. In addition, MRC acquired LaBarge Pipe &

Steel in October of 2008 and Transmark FCX Group in

October of 2009.

Today MRC remains privately held and continues to

adhere to the common values of its predecessor com-

panies. MRC employs more than 3,600 people in over

250 locations across 15 countries, supplying PVF prod-

ucts and services to the world’s leading energy and in-

dustrial companies. By efficiently buying, selling and

delivering PVF products to its customers, MRC fulfills

its mission of being the global supplier of choice and

pursues its vision of being the world’s premier distri-

bution company of PVF products and services to the

energy and industrial markets. l

McJunkin Red Man Corporation (MRC) is a

privately-held global distributor headquar-

tered in Houston, Texas, with corporate of-

fices in Tulsa, Oklahoma, Charleston, West Virginia,

Calgary, Alberta, Canada, and Bradford, U.K. MRC is

the largest global distributor of pipe, valves and fittings

and related products and services to the energy indus-

try, based on sales, and serves this industry across each

of the upstream, midstream and downstream and in-

dustrial sectors.

Our proud history spans 89 years and includes several

companies that have come together to form MRC.

McJunkin Corporation, founded in Charleston, W.Va.,

in 1921, originally served Appalachian oilfield opera-

Metropolitan Pipe & Supply Co.

In 1934 Metropolitan Pipe & Supply Co. was

founded at 145 Broadway St. in Cambridge,

Mass. Wes Brown Sr. was a Jenk-

ins salesman who had a great relation-

ship with the contractors he worked with.

So great that the contractors asked Wes

Brown Sr. to start his own supply house and

even funded the effort. For years Met-Pipe

was run from 145 Broadway until the early

60s when the newly funded NASA was looking

for a location in Massachusetts.

The United States government informed Wes Brown

Jr. that they were taking the location for the new location

for NASA. Wes Brown and his cousin Ralph Sprague

explored all over Cambridge and found a great location

down by old train tracks on Binney Street. Shortly after

they found this location John F. Kennedy was assassi-

nated and Lyndon B. Johnson took over as President and

moved NASA to Houston. However, Wes Brown Jr. had

already fallen in love with the Binney Street location

and in 1966 Metropolitan Pipe & Supply Company

moved to 303 Binney Street.

Met-Pipe ran successfully for two decades before Al-

bert Brown Sr. took over Met-Pipe and started to ex-

pand. In 1985 a new warehouse was built

adjacent to the Main Warehouse. It was

aptly named the Kohler warehouse.

Seven years later Central Pipe on Erie

St. in Cambridge was

purchased. For a year

Met-Pipe ran Central Pipe

from Erie St.

In 1993 Central Pipe was

moved to Binney Street and

they built a state-of-the-art

Pipe Shop to cut, thread, groove

and store pipe. In the recent past Metropolitan Pipe

began to lease a building on the end of Fulkerson Street

and has purchased a showroom in Reading, Mass. they

call Metropolitan Bath. For 75 years Metropolitan Pipe

has been heralded for its customer service and its ideal

location. Nearly a third of their business is currently

from over the counter sales. Metropolitan Pipe is located

on five acres of land with six warehouses and an exten-

sive counter area.

During the past year Kevin Brown has taken over as

the president to begin the fourth generation operating

Metropolitan Pipe. The fifth generation is also involved

in the business. Over the years Metropolitan Pipe has

specialized in the commercial industry working with

colleges, hospitals and hotels. They have a special divi-

sion that works solely on these types of institutions.

Metropolitan Pipe has many employees who have been

working for decades and three employees have been

there for over 30 years. Metropolitan Pipe has a long 75-

year history and more stories than 500 words allow, but

the biggest story of all is that through five generations

of family, Metropolitan Pipe has still set itself up for 75

more affluent years. l

R&R Plumbing Supply Corp.


Dennis Goode (center)

with sons Greg and Dan.

An early M. Cooper Supply facility (above)

and the company’s current building.


MRC is privately held and employsmore than 3,600 around the globe.


We also offer hydronic heating equipment by Burn-

ham, Hydrotherm, Sterling, Modine

and Beacon-Morris in both gas &

oil, residential and commercial. Our

product offerings are used in every-

thing from small residential remod-

eling jobs to large schools, hospitals

and university construction projects.

Our people, however, are our best

resource. R&R Plumbing Supply

hires only the best industry profes-

sionals with an average industry experience of over

18 years. Our people can help and partner with cus-

tomers through most any project.

Click on our tabs and try our serv-

ices.

R&R Plumbing Supply Technology and Amenities

R&R Plumbing Supply Corp. be-

lieves that keeping up with technol-

ogy will help us serve you better

and will take our company into our

next century of supplying the needs

of our customers.

Our new state-of-the-art building is equipped with

the latest in inventory control and distribution logis-

tics equipment. You will find our warehouse and

showroom meticulously clean, warm and dry, offering

respite from the extreme hot or cold conditions many

of our customers must work in.

Our Plumbing Supply Sourcing andPlumbing Supply Inventory Capabilities

We do many commercial quotations and now main-

tain a current and accurate Bid List.

With our massive plumbing supply inventory, top-notch

customer service and outstanding delivery and value, no

order is too difficult for us! Our people are the best! Try

us today and we look forward to serving you! l

(Continued from R&R Plumbing Supply Co., page 34.)

Munch’s Supply

Munch’s Supply is

a fourth-generation family business operating

seven branches in the Northern Illinois,

Southern Wisconsin and NW Indiana markets. We dis-

tribute from over 40,000 square feet of warehouse space

and have more than 45 trucks supplying area contrac-

tors.

Our business began back in 1956 in Mokena, Ill.

Willard Munch was having difficulty finding electri-

cal supplies in the area. He grew tired of traveling to

Chicago for supplies, and figured it would help him and

his electrical contractor friends if there was a local

source for supplies. He wanted a place that provided

good service and kept a good stock of merchandise. Be-

cause of this, Munch’s Supply Co. Inc. was born.

As the business grew, so did the need for room. In

1968 the business was relocated to Joliet, Ill. In the early

1970s, a decision was made to add HVAC products to

the offering, which today is our primary business focus.

Our first branch was opened in Morris, Ill., in 1972.

The expansion continued in the 80s, with branch open-

ings in Alsip, Ill., and Hillside, Ill. In 1987, Munch’s

Supply became the first Ameri-

can Standard Heating and Air

Conditioning distributor in the

country. In the early 90s, branches were added in Aurora

and Wheeling, Ill., and in 1996, the headquarters moved

from Joliet to New Lenox, Ill., into a custom-built, state-

of- the-art facility.

Most recently Munch’s has been growing faster than

many industry companies. “Munch’s Supply is doing

something unheard of in these current economic condi-

tions; we are expanding and hiring,” said Robert Munch,

Jr., president of Munch’s.

At the beginning of 2010 Munch’s acquired the Rock-

ford and Southern Wisconsin American Standard Heat-

ing and Air Conditioning territory. The acquisition of

this new territory is further evidence of Munch’s suc-

cessful and historic partnership with the American Stan-

dard Heating & Air Conditioning brand.

In addition to this new territory, Munch’s opened their

7th branch on March 1, 2010. Munch Chicago is located

at the corner of Addison and Talman, approximately 1.5

miles west of Wrigley field.

“At Munch’s Supply, we are committed to the suc-

cess of the independent HVAC contractor. We demon-

strate that commitment every day by giving them the

convenient locations needed to operate efficiently and

the tools they need to make their business a success.

This new Chicago facility is just another concrete ex-

ample of this commitment,” said Robert Munch Jr.

“Munch’s Supply strives to earn business through our

service, by having quality merchandise in stock at com-

petitive prices, and by remaining easy to do business

with. Our customers have always been and will always

be the most valuable aspect of our company.” l

The Munch family (l-r): Bob Munch Jr., Bob Munch Sr.,

Bill Munch, Judy Munch, and Vicki Munch-Strunk.

National Sales Company

NSC (also known as National Sales

Company) is the type of company

that is the backbone of small busi-

ness America. Our headquarters in St. Louis, Mo., is

housed in a large non-descript brick building that a ma-

jority of people living in St Louis would drive by with-

out a passing glance. But, ask any pipe fitter, plumber,

HVAC technician or maintenance professional and they

will tell you a different story. A

story of commitment to service

and passion for the industry of

pipe, valves, and fittings.

During the wave of post WWII

patriotism, John and Joe Nabbe-

feld founded NSC in 1945 and

used red, white and blue in their

logo and the name “National” not because they had lo-

cations nationwide, but in tribute to their country. Their

initial commitment to the construction and service trades

still rings true as we transition from second-generation

ownership of John’s daughter Nancy and husband and

current chairman Michael Jersa, to their daughter Su-

sanne and her husband and current president Lenny

Knese. The commitment is simple; partner with key

manufacturers, keep deep inventories of hard-to-find

(and not-so-hard-to-find) materials, hire great people,

treat them like family and

focus on helping our cus-

tomers be more profitable.

This simple formula has

been the key to our recent

expansion from basic commercial PVF to full line com-

mercial plumbing, industrial PVF and HVAC.

Currently, NSC utilizes over 100,000 square feet of

warehouse in two locations to distribute to St. Louis,

Illinois Metro East and the surrounding area. Our head-

quarters and main warehouse is

located close to downtown St.

Louis and our HVAC center is in

O’Fallon, Mo. These locations

embrace Lean manufacturing

methods, and the latest technol-

ogy in RF scanner picking and in-

ventory management. Our

operations rival anyone in our industry and helps drive

our goal of keeping customers working in the field and

not waiting for material. While some companies in our

industry boast about supplying material in days, we

measure success in terms of hours delivering material

just in time. However, supplying material is not enough

— we care about the quality of our material and are

committed to storing product indoors and buying from

the best vendors in our industry. Our membership in the

Affiliated Distributors marketing group has aided in this

and has allowed us to be very ag-

gressive in supplying some of the

largest projects in our area.

At NSC, we are poised for fu-

ture growth by living out our Mis-

sion everyday:

The Mission of NSC is to be the

leading provider of PVF, Com-

mercial Plumbing, and HVAC

products to the construction,

maintenance and service professionals in the regions we

serve. We will accomplish this by:

• Remaining true to our commitment to service

• Promoting quality in everything we do

• Respecting our employees, vendors and customers

• Being focused, aggressive and determined to com-

pete.

Stop by and see us at 4201 Duncan Avenue, St. Louis,

Missouri. l

John and Joe Nabbefeld founded NSC in 1945;

here is one of their early locations, circa 1970.

Founded in 1945, Northeastern Supply, Inc. began

in a group of converted “row houses” in down-

town Baltimore, Maryland and subsequently, a

satellite branch was opened in Elkton, Maryland. As the

company grew, it hired John H. Cook III in 1964 to run

their Elkton location. He was branch manager until

1971, when he then purchased Northeastern Supply, Inc.

and has since now retired. His son, Steve Cook, has been

serving as president of the company since 1987. Upon

graduating from college, Steve started the technology

focus of Northeastern with the implementation of its

Northeastern Supply, Inc.

Northeastern Supply’s Elkton, Md., branch when John H.

Cook III purchased it in 1971.



and heating business and expanded its industrial base,

serving the basic metals, chemical, and automotive in-

dustries.

Following the death of William Irwin in 1974, James

Irwin bought out his family and became the sole owner

of Ohio Pipe.

In 1982, a division called North Coast Instruments

was formed with three major product lines:Jamesbury,

Bailey Controls and Limitorque electric actuators. The


first computer system for inventory control and billing.

Currently, Northeastern Supply has 300 employees

serving throughout 32 locations in Maryland, Pennsyl-

vania, Delaware, Virginia and West Virginia. It is con-

sidered to be one of the Mid-Atlantic’s fastest-growing

Plumbing, HVAC and Water Systems businesses.

To help fuel the growth of Northeastern, the company

opened a state-of-the-art central distribution center in

2001, which distributes thousands of products by bar-

code, to all of its branch locations. The distribution cen-

ter is key to supporting the high fill rates and access to

specialty products that Northeastern has become known

for. With over 140 vehicles making deliveries on a daily

basis, Northeastern is able to offer same day delivery to

their customers from its 32 locations. It also offers free

onsite storage trailers for customers looking for a secure

storage room on site that protects their supplies from

damage, theft and weather. And when it comes to after

hours emergencies, Northeastern employs a professional

service to take customer calls and route them to the clos-

est Northeastern associate. No matter the hour or the

day, Northeastern can support its customers with unpar-

alleled service.

To date, Northeastern Supply has 28 specialists on

staff for technical support and solutions. These special-

ists are called upon daily to assist customers and fellow

sales associates in areas that include Bath and Kitchen

Studio Design, Basco Shower Doors, Builder Sales De-

velopment, Commercial Plumbing, HVAC, Hydronic,

Radiant, Steam and Solar, Faucet Parts, Lighting, Pump

& Sewer, Water Conditioning, Water Heaters, Commer-

cial Electric Water Heaters and Water Systems.

As a customer-driven company, Northeastern contin-

ually strives to be the best in understanding its cus-

tomers’ needs. As a result of trying to stay in lock-step

with its customers, Northeastern has developed a “Cus-

tomer Touch Program” which provides customers with

various entertainment venues. The commitment to

building customer relationships and understanding the

future needs of its customer base is a cornerstone of the

growth of the company. Commemorating its 17th

straight season of NASCAR sponsorship, Northeastern

invites their customers to NASCAR Nationwide Races,

in which hundreds of customers are privileged to a hos-

pitality party that includes autograph sessions by

NASCAR drivers, an opportunity to meet their current

driver (Jason Leffler) and his team, a cookout and tickets

into the race. All of the Northeastern “Touch” events are

sponsored by the many vendors that they have chosen

to grow with Northeastern over the past 65 years.

As Steve Cook, the president of Northeastern ex-

plains, “We are a young-thinking, aggressive company,

constantly striving to do it better. We live and breathe

our mission statement.”

For more information on Northeastern Supply, you

may visit www.northeastern.com. l

Neuco

Experience counts at Neuco! From our original

roots selling hay, coal and grain in 1907 to the

distribution of HVACR controls since 1963, our

consistent presence in the heating industry for over a

century has enabled us to remain a dependable source

for customers. We have attentively evolved our business

focus as the industry progressed and continually under-

stood the importance of meeting customer demands.

Located just outside of Chicago, Neuco distributes to

wholesalers nationwide replacement parts from all of

the major HVACR controls manufacturers and many

popular OEM lines. Our research has shown that cus-

tomers rave about our tremendous inventory, reliable

technical support, unmatched cross-reference database

and innovative website.

Inventory at Neuco ranges from the ordinary to the

(Continued from Northeastern Supply, page 34.)

Northeastern Supply’s State-of-the-Art Central Distribu-

tion Center after it opened in 2001.

Ohio Pipe and Supply

Ohio Pipe and Supply was formed in the fall of

1914 by James William Irwin in Cleveland,

Ohio. The company began primarily as a well

supply house servicing the growing oil, gas and water

well drillers. During the Great Depression, Irwin ex-

changed supplies for interests in gas wells in the greater

Cleveland area. In the 40s he had accumulated owner-

ship of over 50 gas wells and operated a fleet of service

vehicles.

In 1929, J. William Irwin graduated from Dartmouth

College and entered the business. Ohio Pipe prospered

during the 40s and under William Irwin entered into the

plumbing and heating business. In the mid-50s, Irwin

formed Aluminum Greenhouse Inc. and began manufac-

turing residential and commercial greenhouses.

In the late 50s and 60s, Ohio Pipe expanded into the

industrial pipe, valve and fitting business. A major line,

Jamesbury, was acquired just as the ball valve became

accepted and Ohio Pipe was one of the first distributor-

ships in the U.S.

In 1965, James W. Irwin graduated from Wharton and

entered the business. The company exited the plumbing

Limitorque actuator business took off and soon became

the primary product line with the addition of field serv-

ice, repair and manufacturing of parts no longer supplied

by Limitorque.

North Coast Instruments eventually became a separate

company and was sold in the fall of 2008.

Today, Ohio Pipe and Supply continues to service the

industrial pipe, valve and fitting business in Northern

Ohio. Products include carbon, stainless and plastic

products as well as featuring a pipe fabrication shop and

valve actuation facilities. The company will be celebrat-

ing its 100th anniversary in 2015. l

hard-to-find. You name it, we either have the product on

their shelves, can obtain it faster than many manufac-

turers, or can offer an alternative product in the event a

request is obsolete.

The Neuco Sales Team exceeds customer expecta-

tions on a regular basis with their experience and empa-

thy towards common scenarios often encountered by

customers. Add to that Neuco’s remarkable database of

cross-referencing built over the course of several

decades, and Neuco succeeds as a respected, powerful

resource.

Neuco’s website at www.neucoinc.com functions as

an equally impressive counterpart to our Sales Team. It’s

the complete package with real-time inventory and ac-

cess to a vast amount of resources that wholesalers are

welcome to rely on if desired.

From all of us at Neuco, Happy 65th Anniversary to

The Wholesaler! l

Refrigeration Sales Corp.Celebrating 65 Years as Ohio’s WholeServer

Refrigeration Sales Corporation

(RSC) is a WholeService supplier

of heating, air conditioning and re-

frigeration equipment, products and services to

contractors and residential and commercial dealers in

Ohio, Western Pennsylvania, and portions of West Vir-

ginia and Michigan. Refrigeration Sales Corporation has

taken pride in delivering the highest-quality products

and best value to their customers.

Warren Wightman Farr Sr.

established Refrigeration

Sales Corporation in

1945, although the com-

pany has been in the in-

dustry since 1921, first as

an appliance retailer then mov-

ing into service and repair before evolving to the whole-

sale distribution business in 1945, the capacity in which

they have WholeServed the industry for 65 years.

Today, with their corporate headquarters and distri-

bution service center in Valley View, Ohio, RSC also

has branches conveniently located in Akron, Canton,

Cleveland, Columbus, Elyria, Mansfield, Mentor, San-

dusky, Toledo, Valley View and Youngstown, Ohio,

and Pittsburgh, Pa.

Refrigeration Sales Corporation’s mission every day

is to create world-class comfort, dependability and effi-(Celebration continues on page 40.)

Early truck fleet.

Christmas 1947.

Counter

men, 1936..


Neuco’s large inventory, tech support and greatcross references are popular with customers.


ciency by WholeServing the very highest-quality envi-

ronmental control systems and services.

Refrigeration Sales Corporation is so much more than

just a wholesaler. They are a WholeServer, a concept

they created to showcase what they will do for their cus-

tomers that sets them apart from all the rest. As a Whole-

Server, RSC is committed to:

• Service Speed – They respect the customer’s time

and will attend to their needs immediately.

• Expertise – They will provide customers with the

very best technical assistance and training.

• Relationships – They will always be there for cus-

tomers and will always strive to exceed their expecta-

tions with personalized service excellence. RSC truly

cares about their customers’ business and it shows!

Refrigeration Sales Corporation stocks an ex-

tensive inventory of HVAC/R products including

air conditioners, furnaces, digital control systems,

ice machines, coolers, and chillers; plus replace-

ment parts, tools, and chemicals. RSC is an au-

thorized distributor of exceptional brands,

including Bryant, Carrier, Heil, LG, Manitowoc,

Payne, and Reznor. RSC is also the only distrib-

utor in the U.S. that represents both Copeland

Prime Source and Carlyle compressors. Whatever

the customers’ need, they can count on RSC to

have it in stock or get it to them immediately.

Refrigeration Sales Corporation recognizes the

value of providing top-notch training to the customers

with whom they do business. RSC offers skills and tech-

nology training courses including application, installa-

tion and service at their central training center in Valley

View, and their Columbus, Akron, Canton, Toledo, and

Pittsburgh branches. They have installed multiple train-

ing stations in their training labs to provide unique,

hands-on, practical experience. RSC is proud of their

solid reputation for service and training excellence,

which is second-to-none.

The employees at RSC are the driving force that

makes the company standout. Their knowledgeable staff

has a thorough understanding of the HVAC/R business,

based on decades of practical experience. Customer sat-

isfaction is their goal. Emergency service and support

is available anytime by calling

800-882-7800 in Northern Ohio or

800-225-7389 in Central Ohio.

After hours, on-call staff will re-

spond to a call within 20 minutes.

RSC values and respects the cus-

tomers’ time as they seek to earn their loyalty.

All RSC branches have delivery vehicles, and same-

day delivery for emergencies is available. Their goal

every day is to make sure their customers have exactly

what they need, when they need it.

In addition to receiving excellent customer service

from their sales representatives, RSC customers may

order by phone, fax, walk-in, or via their website at

www.rsc2go.com or www.bno2go.com. l

Robertson HeatingSupply Co.

Robertson Heating Sup-

ply Co. (Alliance,

Ohio), a member of The

Wholesaler’s Top 100 wholesalers

in North America, appreciates this opportunity to par-

ticipate in The Wholesaler magazine’s 65th anniversary

edition. We congratulate your company and say thank

you for the valuable services that you have provided our

fine industry over the years!

Robertson Heating Supply Co. is a family owned com-

pany that was founded by John Robertson in the small city

of Alliance, Ohio (24,000) from a single small location

with three people. Alliance remains the

corporate headquarters location, and

today includes an expansive office

and distribution center covering over

287,000 sq. ft. Today the company of

over 235 employees is led by President

Scott Robertson, third-generation grand-

son of the late John Robertson. Robertson’s has grown into

one of the premier independent plumbing, heating and

kitchen cabinet distributors in the Midwest.

Current markets being served are Ohio, Western

Pennsylvania, West Virginia and Michigan with 28

branch locations and five Kitchen and Bath Gallery

showrooms. The company’s mission statement: To be

an innovative team of professionals, built on integrity

with customers and employees while providing “Value

Added Services That Satisfy” at a fair profit.

Our mission statement provides one an insight into

what drives this vibrant company. The company prides

itself on their valued employees; one out of four em-

ployees are members of the “20-Year Club” which re-

flects on the quality and strength of the business. Long

valued relationships and partnerships with both cus-

tomers and suppliers are treasured and worked on by all.

If you would like to learn more about what Robertson

Heating Supply Co. has to offer, please feel free to visit

our website, www.rhs1.com, or contact David Roberts

at 330-821-9180, ext. 195. l

(Continued from Refrigeration Sales Corp, page 38.)

Warren Wightman Farr Sr. in the

1940s; and below, Warren Farr III.

J. E. Sawyer & Co.

JE. Sawyer & Co., Inc. was

founded in 1883 in Glens Falls, N.Y., by Joseph

Edward Sawyer. In those days Glens Falls was a

village of about 5,000 people. Some of the chief indus-

tries of the times were saw mills, paper mills, shirt fac-

tories and marble quarries. Horses played a very

important role for logging, farmers, transportation,

pleasure and sport so selling carriage hardware, horse

shoes, saddles and industrial supplies were the mainstay

of products carried.

As the years passed, the Village of Glens Falls became

the City of Glens Falls. Several businesses came to town

from around the world to support the paper mill indus-

try. Sawyers started moving into other product lines as

the horse was replaced by the automobile. Power tools,

large motorized equipment along with plumbing, heat-

ing and hot water tanks, we also had a large steel and

pipe business.

Sales grew at a steady pace and employees were

added to service the expanding growth of the North

Country; as the area grew so did Sawyers. Outside sales-

men were added to call on plumbers, home builders,

well drillers and industrial/government accounts. Our

salesmen and delivery trucks covered from Albany north

into Vermont and New Hampshire. In those years

Sawyers was one of a few wholesalers to supply the

small hardware store owners throughout Vermont and

New Hampshire with truck delivery.

In 1992 the company made a giant step forward. The

company owned by the Sawyer Family for 109 years

was sold to the employees of Sawyers. We were now an

ESOP, Employee Stock Ownership Plan Company. Now

the future of Sawyers was in the hands of its loyal, long-

time employees.

The core values of

Sawyers have not changed,

but we are a bit more ag-

gressive when it comes to selling state-of-the-art, cut-

ting-edge products for an ever-changing world.

Education and training of both customers and employ-

ees has played a large role in our success over the years.

We have learned the secret of longevity is sell good

products and stand behind every sale, have great em-

ployee/owner team, and keep your pencil sharpened at

all times and you will make it. Our valued staff of 32 all

work under one roof at our 100,000 + sq. ft. location in

heart of downtown Glens Falls, New York, just down

the road from The Queen of Lakes, Lake George. l

Our first building

in Glens Falls, 1883.

Our building today in Glens Falls.

Salesmen and truck fleet, 1953.



within a few months, Smardan-

Hatcher Co. was born. After

Charlie’s unfortunate death in

1951, the Smardan Brothers took over

sole ownership of the company.

In 1949 Sam Benton, Billy Smardan’s son-in-law, en-

tered the business. In 1960, he became a shareholder by

buying the Santa Barbara branch and in 10 years would

own the entire company. Under his direction, Smardan

Supply’s original branch was moved from the old garage

into a 2-acre facility in Gardena, Calif. As branches in

Fountain Valley, Burbank, San Luis Obispo and South

El Monte were added over the years, more family mem-

bers were drawn to the family business. Randy Benton,

Sam’s son, and Rick Leoff, his son in

law, joined Smardan in the 1970s, and

presently serve as CEO and President,

respectively. Twenty-five years later,

in the late 1990s, Rick’s two sons,

Brandon and Justin, followed in their

grandfather’s and father’s footsteps

and began their careers at Smardan

Gardena. 2008 saw AJ Benton,

Randy’s only son, doing the same. Even at their young

age, the fourth-generation family members have already

begun to play an integral element in the company’s cur-

rent and future success. And, at 83 years young, Sam

Benton maintains a very active role as Chairman, still

working six days a week at the Gardena location.

Though recent economic downturn has taken a signif-

icant toll on the industry nationwide, Smardan Supply


Smardan Supply, opened

March 1, 1930 in the midst of the

Great Depression, is proudly entering its 80th year

in business in Southern California. Founded by brothers

Bill and Sam Smardan, the company currently operates as

a 4th-generation family business, and is one of the oldest

independent plumbing wholesalers in the region.

Beginning in what was a defunct automobile garage

in Los Angeles, the brothers’ first employee was a driver

named Bill Weelo, who, as a sign of the times, took part

of his wages by sleeping at Bill Smardan’s home. The

company continued to grow, and, in 1948, the manager

of the Grabler Malleable Co., Charlie Hatcher, solicited

Bill and Sam to open a branch in Santa Barbara. And,

has been able to expand their business within its many

communities. Smardan’s longevity in the extremely

competitive Southern California market can be attrib-

uted to two principals that Sam Benton has refined from

his 60 years in the business: exceptional customer serv-

ice and a large, diverse inventory.

As Smardan Supply has evolved over the years, so has

its customer base. Their clientele in-

cludes plumbing, mechanical and

HVAC contractors, as well as munic-

ipalities, school districts and other in-

stuitional customers. Key vendors

include Nibco, AB&I, Rheem, Amer-

ican Standard, Toto, Sloan, American

Water Heater and Chicago Faucet.

Smardan is also a member of Affili-

ated Distributors, a prestigious buying and marketing

group for independent distributors.

The company’s management team, consisting of Dan

Contreras in Santa Barbara/San Luis Obispo, Ron Glick-

man in Gardena, Dave Omatsu in Burbank and Ruben

Trinidad in South El Monte, along with their knowl-

edgeable and dedicated employees, has helped make

Smardan Supply the success it is today. l

Smardan Supply

Smarden’s first home, an old automobile garage.

Lower left, an early group picture;

below, the current facility.

Southern Pipe & Supply Co. Inc.

In 1901, a 20-year-old Russ-

ian named Louis Davidson

boarded a ship bound for America, guided by his

dream of a bright future in a foreign land. Davidson set-

tled in Meridian, Mississippi, where

he founded the company that would

become Southern Pipe & Supply.

Today, 72 years and four generations

later, Southern Pipe is led by Davdi-

son’s great-grandson, CEO and Pres-

ident Jay Davidson. Jay’s father,

Marty Davidson, the third generation of the family,

serves as Chairman of the Board.

One of the nation's largest privately held, independent

wholesalers of plumbing, HVAC, industrial, mechani-

cal, and water and sewer materials, Southern Pipe &

Supply distributes top-quality, brand-name products

throughout the Southeastern United States.

Still headquartered in Meridian, Mississippi, Southern

Pipe operates 95 branches in Alabama, Arkansas,

Florida, Georgia, Louisiana, Mississippi and Tennessee.

Plumbers, HVAC contractors, builders, general contrac-

tors, and water and sewer utility contractors all rely on

Southern Pipe to meet their plumbing, HVAC, piping

and underground needs. The company handles jobs of

every size and description, from projects as small as in-

dividual kitchens and baths to jobs as large as the Nissan

North America plant, LSU’s Tiger Stadium, the Hard

Rock Hotel and Casino, and the U.S. Embassies in India

and Africa.

In 2003, Southern Pipe introduced its first Southern

Bath & Kitchen designer

showroom, a concept in up-

scale bath and kitchen design

matched by no other com-

pany in the South. The

Southern Bath & Kitchen showrooms feature the latest in

premium cabinetry, countertops, faucets, sinks, tubs, and

appliances from the world’s leading

manufacturers, all showcased in an el-

egant atmosphere that’s the antithesis

of the “big box,” do-it-yourself ap-

proach. In the competitive bath and

kitchen design market, Southern Bath

& Kitchen has earned a reputation as

the company that makes dream homes real.

Southern Pipe’s corporate culture–and ultimately, the

company’s success–is rooted in relationships. The com-

pany makes decisions based not

only on what’s best for the bottom

line, but also on what’s genuinely

best for its vendors, its customers,

and its employees. In 2007, South-

ern Pipe was named the Best Large

Company to Work for in Mississippi

by the Mississippi Business Journal.

Southern Pipe’s history is one of

innovation in business, high performance in the industry

and phenomenal growth. But the company’s strongest

traits are integrity, commitment and trust – solid values

that make Southern Pipe a superior distributor, partner

and employer. Add a 70-plus-year track record of un-

matched product knowledge and outstanding customer

service, and it’s easy to understand why Southern Pipe

& Supply Company is one of the South’s most dominant

wholesale distributors. l

Chairman of the Board Marty Davidson at age 8. Lower

left: Southern Pipe’s central warehouse and home office.

Trumbull IndustriesCelebrating 88 years

Trumbull Industries started as an area plumbing

supplier in Warren, Ohio, and has grown into a

nationally recognized and respected wholesale

distributor employing hundreds of people, through 6

convenient branch distribution centers. A centrally lo-

cated 400,000-sq.-ft. master distribution center ware-

house supports the branches and our customers needs

with millions in inventory.

Constant innovations in

warehousing, delivery and

technology keeps Trumbull at the forefront in today’s

fast-paced, competitive business environment.

The family owned independent company was founded

in 1922 by Sam Miller as Trumbull Plumbing Supply, a

wholesaler distributor to area plumbing and heating con-

tractors and well drillers. The company soon became

known for its prompt service, technical advice and the

personal interest it took in dealing with customers — an

attitude that continues to permeate all aspects of the

business today.

The second generation of Millers, Milt and Dave, joined

the business in 1946. They added kitchen cabinets, com-(Celebration continues on page 47.)

Trumbull’s Youngstown branch.



plete kitchen packages and HVAC product lines to the

mix and spearheaded the first phase of a long-range ex-

pansion plan that continues today and began the devel-

opment of a marketing concept that would liberate

Trumbull from the seasonal “boom and bust” market in-

herent to the PHC industry. Their sons, Ken, Murray,

Sam H. and Sam M., now head the company, which logs

over $100 million in annual sales. Trumbull attributes

54% of its sales to plumbing products and 10% to PVF,

while municipal materials is 26%, industrial 4% and cab-

inetry accounts for 6%.

To take advantage of the quick growth of the DIY

market, Trumbull formed the Master Distribution Center

(MDC) Division in 1981. Today, it sells and delivers

products nationwide through its Just In Time program,

meeting the service and delivery requirements of the

DIY and wholesale distribution markets.

Trumbull has a redistribution program that services

other wholesalers and building material dealers with

products from American Standard, Jacuzzi, Sterling

Plumbing, Elkay and Delta, among others. 1985

marked the beginning of Trumbull’s private label

products with steady growth over the latest quarter

century playing an important role in the company’s

success. Its first private-label products were sold

through the Municipal Materials Division, followed

closely by Trumbull’s private label of Samson brand

bath and kitchen products; Royal Sheffield, high-end

bath and kitchen products.

When speaking of what makes Trumbull work, the

Millers are quick to point to Trumbull’s team of knowl-

edgeable, customer-oriented people at the heart of the

business. We strive to maintain high inventory levels,

on time deliveries, continually

investing in new technology

and to uphold our reputation

for quality and dependable

service to customers, whole-

salers and vendors. l


Trumbull’s master distribution

warehouse and a showroom.

(Continued from Trumbull Industries, page 42.)

Utica Plumbing

In 1933, Elix Kravitz

opened Utica Plumbing

as a means to provide

gainful employment to his

children Lillian and Oscar.

A licensed plumber,

Kravitz believed in the

business and math prowess

of his kids and lent them

just enough help to get them started. In addition to the

retail side, Utica also grew its business with nipple

manufacturing.

Throughout the next 75-plus years, Utica Avenue

Plumbing Supply remained a family business. Today,

the fourth-generation descendants of Elix Kravitz con-

tinue to operate the establishment. Located in the heart

of Brooklyn, New York, Utica stands on the same

block it did upon its founding. Though the neighbor-

hood has changed many times over, the exceptional

customer service that has kept Utica going for decades

continues today.

Utica’s business has greatly transformed over the

years, naturally adapting to new trends in plumbing and

heating, while supplying a growing bath and kitchen

designer market. Today, Utica’s business model is split

between counter traffic from local plumbers and con-

tractors seeking piping, fittings, valves and tools and

remodeling designers hoping to create dream kitchens

and bathrooms for their clients.

Local heating and plumbing pros turn to Utica for

Slant/Fin baseboard heating, Crown Boilers, State

water heaters, Taco pumps, Honeywell controls and

Ridgid tools. The story of Utica’s fixture wholesale

business is not as organic.

In March of 2004, Utica Avenue Plumbing Supply,

looking to expand the growing designer market, took

a chance on a new high-end fixture line. Six years

later, Utica is proud to be the largest stocking distrib-

utor of Danze on the East Coast. Every item in Danze’s

catalog can be found in Utica’s warehouse. Thanks to

the success of the Danze line, Utica has grown its de-

signer offering to include many more in demand

brands, most recently

Hansgrohe and Axor.

Despite the current

economic downturn,

Utica continues to expand

in both product offerings

and staff. In addition to

the above-mentioned

lines, Utica proudly dis-

tributes Gerber, Moen,

ShowHouse, Delta, Hou -

zer, MAAX, Advanta by MAAX, Kindred, Aco,

InSinkErator, Franke, Church, Motiv, Ginger and Fusion.

Utica’s lean and efficient staff continues to deliver

the exceptional customer service upon which its repu-

tation is built. Our knowledgeable staff helps balance

the frenetic flow of incoming and outgoing material

while answering customer questions and pricing job

quotes. Local deliveries are available to the greater

New York metropolitan market. Drop shipping is

available to pretty much anywhere shippers can reach.

Ours Today, Yours Tomorrow, Same Day Shipping.

That’s the new guarantee helping perpetuate the busi-

ness for over 75 years and counting. Josh and Eric

Brandner, the current executives, know this is possible

thanks to exemplary service and an evolving product

line. In keeping with the times, Utica is proud to turn

new customers and prospects to their revamped web-

site, www.uticaps.com. Utica keeps current on the lat-

est technology available to operate a robust and

efficient operation and remains dedicated to customer

service. So give us a call or a click, we look forward

to working with you! l

Utica expanded into high-end fixtures in 2004.

VAMAC, Inc.

The Virginia Machinery & Well Company, Inc.

(VAMAC, Inc.) was founded in 1915 by

Charles F. Cole. Cole owned the company and

served as Chairman of the Board until his death in

1973, at the age of 94. Julian G. Perry joined the com-

pany in 1923, was named President in 1954, and later

acquired the company. He served as Chairman of the(Celebration continues on page 48.)

Over 100 full-time and part-time associates make up

the VAMAC Team. We plan for a bright and prosperous

future, focusing on continuous expansion to new loca-

tions in Virginia and beyond, the betterment of opera-

tional efficiencies, and a continuous increase in qualified,

service-oriented personnel to better serve our valued cus-

tomers. VAMAC is a proud supplier of Myers, Charlotte

Pipe, State, TOTO, Moen and many more. l


Board until his death in 1987. His son, Kenneth M.

Perry, joined the company in 1955, was named Presi-

dent/CEO in 1973, and now serves as Chairman of the

Board. Kenneth Perry’s son, Christopher M. Perry,

joined the company in 1977, was named

President/COO in 1991, and serves as the

President/CEO since 1998.

The company headquarters originally was

located at 1319 East Main Street in Richmond,

Virginia. The company originally was estab-

lished as a commercial and industrial water-

well drilling and water supply contractor, and

a distributor for pumps, piping and well

supplies. By the early 1930s the company expanded into

wholesale plumbing and heating distribution. Eljer

Plumbingware, Chase Brass & Copper Company, F. E.

Myers Pump Co. and Pierce-Boiler Company were

some of the company’s first vendors. In the 1960s, the

Virginia Machinery & Well Company, Inc. began to ab-

breviate its name to VAMAC, Inc., and it officially

changed its name in 1970.

In 1965, the company expanded with the opening of its

first satellite branch office in South Hill, Virginia. In

1967, a disastrous fire broke out at 1319 East Main Street

and completely destroyed the building, which housed the

showroom, company offices, city counter and its inven-

tory. However, thanks to the support of its loyal customers

and even some of its competitors, operations never

ceased, and business continued. Within the year, a site

was chosen, new facilities were built, and the new com-

pany headquarters of VAMAC, Inc. was opened for busi-

ness at 4201 Jacque Street in Richmond, Virginia.

As business increased, VAMAC, Inc. expanded across

the Mid-Atlantic region. These include South Hill (1965),

Henrico and Richmond Showroom (1967), Fredericks-

burg (1972), Petersburg (1983), Chesterfield (1984), Nor-

folk (1986), Woodbridge (1991), Manassas (1991),

Warrenton (1991), Hanover (1997), Suffolk (1999), Lees-

burg (2001), Charlottesville (2004). Lynchburg (2005),

Hertford (2006), Culpeper (2007) and Winchester (2008).

VAMAC, Inc joined the WIT Plumbing Wholesale

Buying Group in 1988. The WIT Buying Group consists

of over 90 independent plumbing wholesalers and works

to optimize our competitive opportunities in the national

plumbing, water well, septic and heating product markets.



(Continued from VAMAC, page 47.)

Above, the VAMAC Penguin; upper right: Ken, Corbin

and Chris Perry; right: a 1960s city counter;

and below: a curent facility, one of 18.


Wholesale Supply Group, Inc., in business for

over 68 years, is one of the largest wholesale

and retail suppliers of quality plumbing,

electrical and HVAC products in the southeastern United

States. They have 33 branches located in Tennessee,

Georgia, Alabama, North Carolina, Kentucky and Vir-

ginia. Their corporate office is located in Cleveland,

Tenn., as well as their central distribution facility.

Whether your project is commercial, residential, indus-

trial or just a homeowner, their staff is ready to provide

you with the top notch service that you deserve.

Some of the quality plumbing products they carry in-

clude: Kohler, Mansfield, Delta, Grohe, Aqua Glass,

American Water Heaters, Takagi tankless heaters, GE

appliances and Milwaukee. Some of their major electri-

cal lines include Square D, General Electric, Nutone,

Bussman, Philips, Lithonia, Progress, Quorum, Kichler

and FMI fireplaces. Some of the major HVAC products

include: Luxaire, Source 1, G.E. Zoneline, Samsung,

Honeywell, Atco, Certainteed, U.S. Aire, Precisionaire

and Greenville Metal.

Wholesale Supply’s President and CEO is Lloyd D.

Rogers. Mr. Rogers has been with the company for over

50 years. Other officers include: Jeff Rogers, Executive

VP; Reggie Bishop, VP of Finance and Administration;

Gary Millaway, VP of Inventory Control; Larry Brack-

ett, VP of Operations; Troy Weathers, VP of Distribu-

tion, and Allen Nix, VP of HVAC. The key to the growth

of the company has been the 250+ dedicated employ-

ees.

Mr. Rogers comments, “We’ve got a lot of good peo-

ple who have been around for a lot of years. We’re like

a big family. Wholesale Supply Group is extremely

committed to making a difference in the local commu-

nities that we do business. We feel very fortunate to be

in each local community and want to impact the com-

munity in a positive way. Service, extensive inventory,

and competitive prices are key things our customers ex-

pect from us. We are very proud of our customer base.”

Several of the charities that the company has sup-

ported include: Make a Wish, Ronald McDonald House,

Habitat for Humanity, and local schools and colleges.

They have also donated many smoke detectors to their

local fire departments. l


Wholesale Supply Group, Inc.

Celebrating 75 Years of Success

There is simply no substi-

tute for experience, and

for 75 years Allied Supply has been a leader in

the wholesale distribution of heating, ventilat-

ing, air conditioning, refrigeration, indoor air

quality and industrial supplies and equipment.

While the world has changed over the years, the

secret to the company’s success remains the

same today, as it was when John L. Homan began in 1935,

— be the best in the business of serving the customer.

John, with two partners, founded the company in Day-

ton, Ohio. An employee at Frigidaire, he had the foresight

to recognize the opportunities in the field of refrigeration

and cooling. The original company was comprised of two

divisions: service and parts.

John sold his stake in the serv-

ice division and named his

emerging company Allied Parts

Company. In 1948 the name

was changed to Allied Supply Company.

In 1945, the Lima branch was opened. Over

the years additional branches were established

in Mansfield, Toledo and Cincinnati. The ter-

ritory served by Allied Supply also expanded

to include Ohio, Southern Michigan, Northern

Kentucky and Eastern Indiana.

As the branches increased and the territory expanded,

so did the diversity of the product lines. In refrigeration

the major lines included Emerson Climate Technologies,

Bohn and Mueller. The Johnson, Honeywell and Belimo

Allied Supply



brands comprised the Control group. The Service Parts

division featured Sporlan, Honeywell, Emerson Climate

and Nu-Calgon. Camfil Farr is the major line for Air Fil-

tration while Mitsubishi is the major brand serving Mini

Splits and VRFZ technology.

Since its founding, the company has been led by

members of the Homan family. Today, Tom Homan,

grandson of the founder, leads Allied Supply. “We have

always been and continue today to be a family business.

That feeling of family extends to the entire staff, not just

management,” said Homan.

Homan attributes the company’s continued growth, now

at $19 million annually, to a highly trained and knowl-

edgeable staff, engineering expertise, after-hours service,

timely delivery and, most importantly, personal attention.

“We listen to the needs of our customers,” continued

Homan, “and translate that need to our manufacturers.

That way we have the products when they’re needed.”

With 12,000 items from 150 manufacturers, the com-

pany continues to receive industry recognition for sales

and service. Most importantly to Homan, however, is the

continued dedication to the founding principles established

75 years ago. “To serve the communities in which we live

and to exceed our customer’s expectations while enjoying

the benefits of a family business – that truly is the foun-

dation of Allied Supply Company,” he said. l


Cayce Mill SupplyCayce Mill celebrates its 91st year in 2010

Cayce Mill Supply was founded in

1919 by Clinton Cayce, a Christian

County farmer. The

product mix included pipe and

fittings, roofing material, sawmill and grain milling sup-

plies, farm machinery and supplies. Thus the name

Cayce Mill Supply.

Over the years Cayce Mill’s product line card has

changed to plumbing, electrical, heating and cooling,

lighting and kitchen cabinets. Changing with the times

is something Cayce Mill has done well. With three lo-

cations and approximately 65 employees, Cayce Mill

serves Western Kentucky, Southern Indiana and North-

west Tennessee.

Cayce Mill moved into its new location in 2006. The

new facility provided some much-needed growing pain

relief with a 170,000-square-foot warehouse, 8,000-

square-foot showroom and 10,000 square feet of corpo-

rate offices. Keeping most of its inventory in the main

location, it runs daily transfers to their stores in Owens-

boro and Russellville, Kentucky. The Design Center at

Cayce Mill is a beautiful showroom displaying the latest

in plumbing, lighting and cabinetry. With a sales force

of designers and lighting experts it is enjoyable experi-

ence for anyone who enters.

As Cayce Mill Supply enters its

91st year, the Cayce family is as active as

ever in the day-to-day operations. Breck

Cayce currently serves as President, while

his sons B.J. and Bart actively

serve roles in sales and purchas-

ing. Breck’s sons represent the fifth generation of the

Cayce family involved in the business. It’s the family

atmosphere that has help Cayce Mill Supply strive for

so many years, and Breck himself is the first to recog-

nize that it’s not just the Cayce’s who deserve the credit

for Cayce Mill’s success — but all those who worked

behind Cayce Mill’s doors in the past and present. l

(Continued from Allied Supply, page 50.)


Cayce Mill Supply began in 1919 and has based itsstrength upon its ability to change with the times. Itmoved into this 170,000-sq-ft facility in 2006.


Chicago Tube and Iron Company, founded in

1914 by Herbert Haigh, has just completed its

95th year of consecutive profitability. Currently

headed by third generation Robert Haigh, CEO and

Chairman of the Board, and

Donald McNeeley, President

and COO, the closely held

company consists of

1,000,000 square feet of ware-

house and fabricating capac-

ity. A part of Chicago’s

southwest side for 90 years,

CTI relocated its corporate headquarters, Chicago Divi-

sion, and Engineered Products Division to Romeoville,

Illinois, in 2005.

In total, Chicago Tube consists of 10 facilities strate-

gically located across the Midwest and North Carolina.

The seven distribution centers are located in Illinois

(Romeoville and Quad Cities), Iowa (Des Moines), Wis-

consin (Fond du Lac), Minnesota (St. Paul and Duluth),

and Indiana (Indianapolis). The Romeoville facility

boasts the company’s tube laser cutting capabilities, and

a production cutting facility in Owatonna, Minnesota,

further augments the cutting capabilities in each of the

distribution locations. Chicago Tube distributes a wide

variety of products: tubing, bar, pipe, valves and fittings

in carbon steel, stainless steel, and aluminum. The com-

pany also provides such value-added services as cutting,

threading, beveling, welding, kitting, VMI—in short,

numerous other services its customers require. The com-

pany’s Engineered Products Division (Romeoville) and

CTI Power Division (Locust, North Carolina) offer code

welding, field inspection and measurements, bending,

and re-engineering services

for design improvements.

CTI attributes its success to

an ongoing conservative fiscal

policy and diversification of

product lines, value added

services and sophisticated fab-

rication. This diversification

has enabled the company to participate in a wide variety

of markets: commercial construction, defense, agricul-

ture, petrochemical, athletic equipment, boilers, power

generation, and more.

Over the past five years alone, CTI has invested $50

million in plant, property and equipment, including five

tube lasers and new facilities in Wisconsin and North

Carolina. All of these investments have been made with

an eye to increasing market share in those “sweet spots”

that permit CTI to flourish amidst some much larger

competitors. Every move the company makes is done in

an effort to further CTI’s mantra: consistent reliable cus-

tomer service. In addition, the aforementioned was fi-

nanced with internal operating cash flow and absent

debt.


Congrats on the 65th Anniversaryof The Wholesaler Magazine!

Founded in 1898 and celebrating one

hundred ten years in business, D.H.

Adams Company, Inc. is a leading whole-

sale distributor of plumbing, heating, air

conditioning and sheet metal supplies.

Led by President John McManus, D.H.

Adams Company, Inc. operates branch lo-

cations in Worcester and Leominster,

Massachusetts and is a diverse and capa-

ble full service supply house catering to

our customers in the central Massachu-

setts area.

For more information on D.H. Adams

Company, Inc. please visit our web site at

www.dhadams.net. l

Chicago Tube and Iron Company

Chicago Tube and Iron also credits its success to its

high-caliber 500 employees. CTI’s nine-plus years of

average tenure speak to a culture of being in it for the

long haul. Chicago Tube is a company in which an em-

ployee can turn initiative into career advancement. Ed-

ucation is important—sales and warehouse employees

alike attend monthly training sessions. All employees

are encouraged to participate in the company’s tuition

reimbursement program. Great effort is expended to

make sure that the right person fills each seat on the bus.

It is the actions of these disciplined, dedicated individ-

uals that have propelled the company into new markets

and expanded its presence in those traditionally pene-

trated throughout its history. l

Chicago Tube and Iron’s 500 employees pay close atten-

tion to quality in all phases of its operations.

D.H. AdamsCompany, Inc.

D.H. Adams supplies ENERGY STAR

products that customers can apply toward

obtaining Federal energy tax credits.


Today, the company runs two By Ash-

ley Petry For Custom Publications Home-

Style showrooms, one in downtown

Indianapolis and one near Fishers. Re-

designed in 2006, the showrooms feature

the latest in kitchen and bath design and

technology from manufacturers such as

Villeroy & Boch and Toto. “Kitchens and

baths have really become the focal point

of a home — both from a

lifestyle perspective and from

a design perspective,” said

John Strong, owner and presi-

dent. “Our showrooms have

tried to address those

changes.” In addition, Econ-

omy Plumbing Supply offers

sessions with trained design

consultants who can help

homeowners choose the best

options for kitchen and bath

projects. And, the company still carries a

full range of professional-grade plumbing

supplies, from water heaters to pipe fit-

tings. With two showrooms and more than

25 employees, Economy Plumbing Sup-

ply is a thriving business. But at its heart,

the company remains a family affair.

Strong is the third-generation owner of the

business, which was founded by Herbert

E. Strong Sr. in 1932 and later owned by

John’s father, Herbert Strong Jr. In addi-

tion, John’s wife and

sister both work for the

company. “We’re a

small, family-oriented

business, and that’s

how we try to treat our

customers,” Strong

said. An evolving busi-

ness Economy Plumb-

ing Supply always has

been in the Strong fam-

ily, but other things

have changed. The company was founded

at 311 N. Alabama St., Indianapolis,

where it opened one of the nation’s first

consumer showrooms in 1939. The com-

pany continued to grow and expand, and

eventually the office was bursting at the

seams. By 1975, Economy Plumbing Sup-

ply occupied 305-311 N. Alabama St. and

had added parking and warehousing

space. Finally, in 1984, the company relo-

cated to its current downtown location,

625 N. Capitol Ave. The remodeled

60,000-square-foot facility brought all of

the company’s operations under one roof,

including warehousing, offices, the

plumbing and repair parts counter, and the

consumer showroom. The new facility

also featured self-serve aisles of plumbing

supplies, a retailing innovation that gained

the company attention from the trade

press, and again in 1995 when it opened a

10,000-square-foot suburban showroom

near Fishers. Originally called Economy

Kitchen & Bath, the Fishers showroom

later was renamed HomeStyle. Both

showrooms were heavily renovated in

2006, and they continue to feature the best


Now celebrating its 85th

anniversary, Davis & Warshow has played an in-

tegral, if behind-the-scenes, role in the gradual

evolution of New York City into what is arguably the most

spectacular metropolis in the world. The area’s largest

dealer of upscale bath and kitchen fixtures and fittings was

founded in 1925 in a modest rented storefront on Broome

St. by Bernard Davis and Louis Warshow, who hoped to

bring something new to the market by way of exceptional

service. Now headquartered in Maspeth, Queens, where

D&W’s 250,000-square-foot flagship warehouse is lo-

cated, the company has since grown to a total of seven

showroom locations and nearly 300 employees.

D&W has supplied an array of city landmarks, includ-

ing the Empire State Building, the Chrysler Building, Yan-

kee Stadium, the Mo MA, Peter Cooper Village and the

Time Warner Center.

With its reputation as a leading supplier well estab-

lished, the company began to turn its attention to the real

estate boom that transformed downtown Manhattan over

the last decade. As neighborhoods like the East Village

and the Lower East Side began to dramatically change

shape, becoming home to an entirely new class of luxury

hotels and apartment buildings, Davis & Warshow rec-

ognized a perfect point-in-time opportunity to capture

the atten-

tion of the

builders,

architects and designers responsible for

this remarkable real estate renaissance.

Creating a SoHo outpost at 96

Spring Street (at Mercer) in 2007 sig-

naled Davis & Warshow’s own evolution, while expand-

ing its customer base further south. In 2009, renovations

at the company’s 58th Street A&D Building location re-

sulted in a spectacular, state-of-the-art showroom com-

plete with the country’s first Kohler Premier concept

showroom.

Davis & Warshow’s reputation for exceptional service

is well deserved. Salespeople pay close attention to client

orders, and aren’t afraid to jump in to make corrections.

If the company receives an order specifying product that

Davis & Warshow believes is inappropriate, the salesper-

son will recommend an alternative that he or she feels is

better suited given the parameters of the project. The

Davis & Warshow team goes as far as to help clients write

the actual specs for a job if need be, to make sure that the

project complies with all aspects of New York’s complex

building codes. In fact, a number of its on-staff design

consultants are LEED-certified.

That trademark level of personal attention is de

rigueur at all Davis & Warshow locations. As evidenced

by Davis & Warshow’s growth over the decades, this

commitment—coupled with its ability to find creative

ways to raise the bar for the entire building industry—

is a sure recipe for success. l


Davis & Warshow

This striking entrance welcomes customers into Davis & Warshow’s 58th Street

showroom, one of seven showroom locations.

Economy Plumbing Supply


Three generations of Strongs: Herbert Sr., Herbert Jr. and John.

Economy Plumbing Supply opened in the depths

of the Great Depression.

When Economy Plumbing Supply

opened its doors in 1932, it faced nu-

merous challenges — including the staggering

financial pressures of the Great Depression. But the com-

pany weathered that storm, and many others, to become

Indianapolis’

premier kitchen

and bath sup-

plier. It was one

of the first plumbing supply companies in the nation to

open a consumer showroom, serving the needs of both

plumbing professionals and do-it-yourself homeowners.

accessories from Kohler, Sterling, Moen, Grohe, Cal-

ifornia Faucet, Elkay, Bertch and Woodpro along

with many other manufacturers.

Owned by T.J. Hunt since 1994, Danbury

Plumbing & HVAC Supply has a staff of 23 em-

ployees between the wholesale and showroom lo-

cations. Our service area encompasses all of

Fairfield County as well as parts of Litchfield and

New Haven Counties in Connecticut and Westchester

and Putnam Counties in New York.

Our company’s goal has remained constant through-

out the years – to be recognized as the industry leader

for plumbing, heating and air conditioning products and

services in the Danbury area. To achieve this goal re-

quires a mutual relationship of trust and respect with our

customers as well as with our local community and en-

vironment. At Danbury Plumbing & HVAC Supply Co.,

we work hard every day to earn that trust and respect.

While we continually evolve to meet the ever-changing

needs of our industry, we remain committed to our rich

history of providing quality products, superior service and

innovative technical support and training. We are as com-

mitted to our community as we are to our loyal customers.

We have been an active supporter and leader of the

Greater Danbury Chamber of Commerce for many years

as well as sponsoring many worthwhile causes and char-

itable organizations. Our expansion into “green” products

and services continues to grow every year.

As we celebrate our 100th anniversary, we offer con-

gratulations to The Wholesaler for their 65 years of ded-

icated service to our industry. l


and most innovative kitchen and bath manufacturers and

designers. The secret to success After more than 75

years, the Strong family members are small-business ex-

perts. But running a business, they say, ultimately is

about the old-fashioned values of customer service and

employee satisfaction.

“It’s all about taking care of your customers and tak-

ing care of your staff,” Strong said. As Economy Plumb-

ing Supply approaches its centennial, it will continue to

change its product mix and showroom designs to meet

the changing needs of consumers and plumbing profes-

sionals. But some things — like the value of customer

relationships — are destined to stay the same. l

Danbury Plumbing & HVAC Supply

is Western Connecticut’s oldest

wholesale/retail plumbing and heating

supply house. In 1910, Mortimer Schofield first opened

the doors of Danbury Plumbing Supply in a small ware-

house on Delay Street in Danbury, Conn.

Our wholesale division is now located at 28 Finance Dr.

in Danbury. The warehouse is open Monday through Fri-

day from 6:00 a.m. until 4:30 p.m. and Saturday from 7:00

a.m. until 12:00 p.m., and is home to our trade counter,

sales and business offices, and our Degrees of Comfort

heating and cooling showroom. Our staff is trained in heat-

ing, cooling and radiant design, sales and service. We

stock boilers from Buderus and Peerless, HVAC equip-

ment from Nordyne and First Company, water heaters

from Bradford White and Triangle Tube, and PEX tubing

from Stadler/Viega. We also carry a full line of plumbing

and heating pipe, valves, fittings and tools.

In 1976 Danbury Plumbing Supply opened the Cre-

ative Bath — the area’s first kitchen and bathroom

showroom open to the public. Over the years, the Cre-

ative Bath has grown and expanded until finally in 2004

the showroom moved into a 6,000-square-foot storefront

located at 317 Federal Road in Brookfield, Conn. Open

seven days a week, The Creative Bath, a premier Kohler

showroom, displays sinks, tubs, faucets, vanities, and


(Continued from Economy Plumbing Supply, page 56.)

The current location with 66,000 sq. ft. of

warehouse, offices, counters and a

showroom.


Danbury Plumbing Supply

contractors sell product, Coburn

opened a small showroom in the

Beaumont office. The show-

room concept spread to all

branch locations.

By the end of the 50s, Arthur Maloney became Pres-

ident of Coburn Supply Co., Inc. and Albert Coburn be-

came the Chairman. During the 60s, Coburn developed

a plan for growth which resulted in six store openings.

Coburn’s was one of the first companies in the industry

to purchase a computer. In the 1970s, the company

opened seven new stores.

Founder and Chairman of Coburn Supply, Inc., Albert

J. Coburn passed away in 1976. Arthur Maloney, who

had been president of Coburn Supply Inc., was ap-

pointed president of the company.

Coburn’s experienced strong growth throughout the

70s and into the early part of the 80s and nine new loca-

tions were opened.

Coburn’s president Arthur Maloney passed away in

1984 – the same year the company celebrated its 50th

Anniversary. Arthur’s brother, James Maloney, accepted

the job as president, and later, chairman of the board.

Consolidated purchasing gave the company more

competitive terms. The larger branches were designated

as product centers and served as distribution hubs. This

set the stage for the Distribution Centers that are in op-

eration today – Eunice, La.; Eunice-Pipe, La.; Jackson,


Coburn Supply Company was

founded in 1934 in Beaumont,

Texas, by Albert J. Coburn, a New

Orleans native who saw opportunity and went after it

with nerve, imagination and persuasiveness.

Nicknamed “Tiny” in spite of his 6'5" stature, Albert

began his career as a plumbing and heating contractor,

following the installation of municipal water systems

along Highway 90.

In 1936, Albert Coburn’s nephew, Arthur J. Maloney,

moved from New Orleans to Beaumont to work for

Coburn Supply.

In the 1930s, Coburn Supply Company opened a sec-

ond store in Lafayette, La. When World War II broke

out, the Lafayette store closed. Meanwhile, business in

Southeast Texas was booming and the home office in

Beaumont needed more space. Seizing the opportunity

to turn a negative into a positive, Coburn dismantled the

Lafayette store piece by piece, shipped the materials via

rail car, and built a new store in Beaumont.

A second Lafayette store was opened in 1946 and in

1947 a store was opened in Lake Charles, La. As a grow-

ing company, the importance of central purchasing be-

came apparent. In 1953, a Service Office was created in

Beaumont to provide purchasing, credit management, ad-

vertising and disbursements. In an effort to help plumbing

Miss.; and Jasper, Texas.

In 1990 Coburn’s became a founding member of Em-

bassy Group, Ltd., which quickly became one of the

largest and most respected wholesale buying groups in

the industry. By the end of the 1990s, Coburn Supply

Company had opened six more stores.

In 2003, James Maloney, chairman of Coburn Supply

Company, Inc., passed away. In this decade, the third gen-

eration of Albert’s “Boys” took leadership responsibilities.

Don Maloney, Albert Coburn’s great nephew and James

Maloney’s son, and AJ Maloney, also a great nephew to

Albert and Arthur J. Maloney’s son, took over leadership.

The 2000s saw the greatest expansion to date for Coburn

Supply Company with the opening of 22 new stores

throughout Texas, Louisiana, Mississippi and Tennessee.

As we look back on 75 years of history, we are thank-

ful for the talent, loyalty and commitment of the

Coburn’s family. We consider each employee to be a

member of the Coburn’s family. l

Coburn Supply Company

Our sincere thanksto all the distributors who

helped celebrate our 65thanniversary with us!



ON THE PVF PULSE

The convergence of the pipe-valve-

fittings sector will reach its apex

in Houston at the H.E.S.S. Club on

May 18.

For the first time ever, the quarter-an-

nual PVF Roundtable will host the gov-

erning council of the ASA’s Industrial

Piping Division, which will be holding its

own periodic meeting in Houston the fol-

lowing day. Another salient feature of this

event will be the annual induction cere-

mony of The Wholesaler’s PVF Hall of

Fame. This year’s inductee is Eastern In-

dustrial Supplies Inc. (EISI), which has liter-

ally exploded its business in a substantial

segment of the Southeast, where this

multi-branch group has become a fast-

growing factor in pipe-valve-fittings.

This grand gathering also presents me

the opportunity of generating my analysis

of current PVF trends forecast for the

U.S. economy in general. This summa-

tion was aptly named “The Beschloss

Moment” by PVF Roundtable president

Ron Merrick.

With the general U.S. economy still re-

gaining its footing, mid-May is a superb

time to focus on current happenings, as

well as the growing role of PVF in this

turbulent era. It would behoove everyone

in the PVF sector to notify Roundtable

executive director Danny Westbrook of

their intention to attend. Please visit

www.PVF.org to register.

If February record attendance is any

indication, look for “standing room only”

to be filled in short order.

Houston University professor debunks Obama energy initiatives

Before a record, rapt audience of over

225 in Houston at the February gathering

of the PVF Roundtable, economics pro-

fessor Michael J. Economides debunked

the Obama energy objectives as farcical.

He commented sarcastically on the

President’s call for a return to nuclear de-

velopment, which his Administration had

recently rejected along with coal, oil and

even natural gas in favor of solar, wind and

geo thermal power. This is despite the fact

that overwhelming evidence shows those

Admin istration-rejected re sources provide

87% of needs for transportation, power

generation, and an increasing amount of

derivatives, such as plastics and chemicals.

Economides noted this proportion won’t

change during the next 50 years.

He stressed that China, India, Brazil

and other developing nations are not pro-

fessing the “fallacious global warming

theories” propounded by Western Europe

and the current U.S. Administration. In

fact, he feared such predisposition will in-

denture the U.S. even further into depend-

ence on foreign oil, and castigated the

Environmental Protection Agency for its

arbitrary antagonism toward fossil fuels,(Turn to Job market... page 66.)


BY MORRIS R. BESCHLOSS

PVF and economic analyst emeritus

America’s small businesssector...is still reducing its

inventory positions despite anupward thrust in sales throughoutmost sectors in December. Much

of the continued inventoryshrinkage has been driven by the

fear of illiquidity, as smallbusinesses continue to face

concerns with credit availabilityand slow demand growth.

Pipe-valve-fitting sector togather in Houston on May 18


66 • •THE WHOLESALER® — APRIL 2010ON THE PVF PULSEJob market must recover beforedemand spurs business growthand hydrocarbons generally.

With the breakthrough of shale frack-

ing for natural gas, due to the unlimited

availability of this resource in the U.S.

and Canada, Economides called for a

much greater exploitation of this resource

for power generation, as well as eventual

conversion for transportation usage, if an

infrastructure for that resource can even-

tually be built.

He also accused Russia of using oil

and natural gas to reignite its imperialism

over its former satellites and even West-

ern Europe, which is heavily dependent

on Russia for fossil fuels. Russia, in turn,

is totally dependent on these natural re-

sources for its financial liquidity.

Economides’ prediction is that the

price per barrel of oil for 2010, now near

$80, will be close to $100. He also cau-

tioned that any outbreak of hostilities

with Iran could double that price, if and

when such an altercation takes place.

Small business sector continues paringinventories as jobless claims stagnate

Most recent statistics validate the con-

clusion that the bulk of America’s small

business sector, which employs 65% of

the overall U.S. worker potential, is still

reducing its inventory positions despite

an upward thrust in sales throughout

most sectors in December. This is sup-

ported by an inventory to sales ratio of

1.12, well below December 2008’s 1.32,

and even last November’s 1.14. A ratio

of 1.12, for instance, means that it would

take 1.12 months to clear the shelves of

existing inventory.

This is the lowest point reached since

mid-year 2008, when the worldwide busi-

ness boom had reached the highest point

in recent history. Much of the continued

inventory shrinkage has been driven by

the fear of illiquidity, as small businesses

continue to face concerns with credit

availability and slow demand growth.

Despite the more propitious outlook in

stemming the Obama Admin istration’s

perceived anti-business initiatives, busi-

ness in general continues to concentrate

on maximum productivity. Generally

speaking, based on my continued com-

munications contacts, the industrial man-

ufacturing and distribution sectors are

becoming more incensed at the growth of

the national debt and the runaway deficit,

with little to show for it.

The historical evidences of expanded

demand, job creation and innovative op-

portunities are conspicuous by their ab-

sence. “The lack of understanding by the

Federal Government as to what makes

business tick has taken its expenditures

into areas of non-productivity,” according

to many influential business decision

makers.

At this stage, it looks as if demand

must first assert itself before the produc-

tive sectors will extend risk capital for fu-

ture growth.

To stay up to date with my twice-daily

blogging, be sure to log on to my hyper-

link at www.theworldreport.org and then

click on ‘Morrie’s page,” announced in

the middle of the World Report website.

Your recommendation for my blog, as

well as the individual columns will be

much appreciated. n

Morris R. Beschloss, a 54-year veteran

of the pipe, valve and fitting industry, is

PVF and economic analyst emeritus for

The WholesaleR.



Economides’ prediction is that the price per barrel of oil for 2010, now near $80, will be close to $100. He also cautioned that any outbreak of hostilities with Iran could

double that price, if and when such an altercation takes place.

Industry associations

What’s the value? Why go there?T

hanks for checking in again readers. It’s a good

feeling to have all you folks coming back to the

“Corner” to see what is on my mind each

month! I have really truly enjoyed getting to address

a few issues with you that I care about. Just like in my

house here in Colorado, I never have the final — and

I mean final — word on hardly anything, but I do get

to state my opinions on issues that have an effect on

our family stability in everyday life. Being able to state

my opinions here in the “Corner” on issues that have

an effect on our industry stability is a pure pleasure!

Having said the above, I want to go right into an

issue that has been burning in the depths of work life

and thoughts for many moons (that’s cowboy for “a

long time!”) — industry associations.

American Supply AssociationAnyone reading The Wholesaler should certainly

be familiar with the American Supply Association.

ASA was officially founded in December 1969 via the

merger of two existing groups at the time (Central

Supply Assoc iation, founded in 1894, and American

Institute of Supply Assoc iation, founded in 1940). The

historical membership of CSA stretched from Penn-

sylvania to the Rockies, and from the Canadian border

to Tennessee. They had quite a void on the map for

representation, and hooking up with a group like AI

sure seemed like a good idea.

The merger was not easy to orchestrate. During

early talks in the fall of 1964, the groups decided there

was just no way, but in 1967, two new leaders came

on the scene — Robert Taylor of Taylor Engineering

from Detroit was made president of CSA, and Glen

Turbeville of Morrison Supply Co. in Fort Worth,

Texas, became president of AI. Both had a high degree

of prestige, were members of their own group associ-

ations, had well served the industry, and had a high de-

gree of positive thoughts about a single organization

to serve the industry. Their vision for a national asso-

ciation and the need for unification never wavered.

ASA started with a base of approximately 1,100

member companies (along with all their branches). This

number made the new association the second-largest as-

sociation of wholesalers in the nation — second only to

the auto parts jobbers at that time. This truly was the first

national organization for plumbing, heating, cooling and

piping wholesalers in our country.

Now fast forward to recent history and current

times. WOW! What a difference. With the growth of

the economy, the great never-ending positive attitude

of the U.S. business folks, and the advent of roll ups,

mergers and buy outs causing huge changes in most

every aspect of our industry, everyone could see hav-

ing associations ran with a “business as usual” kind of

attitude going by the wayside. To that point, the whole-

sale distributor (all classes) membership within ASA

today has fallen to 253 member companies.

What did they see 40-plus years ago that we as an

industry can/ should

try to ignite again, or

is it a lost cause? I

don’t believe it is. I

would be the first to

agree (as a manufac-

turer), that when two

or more wholesalers

are assembled to-

gether, we should be

there to look for op-

portunities to service

or be part of an indus-

try function. Having

said that, in today’s

world, there are so

many one-on-one

meetings available to us today via the buying groups

and other association meetings, that it becomes a real

thought process as to “how many” we can support.

Today’s economic hassle we are in makes it even

tougher to justify expense dollars for meetings that

may be seen by some as “redundant” and with no

meaning. If any of you feel that way, I’d ask only that

you step back and think it over for a moment. Not for

me or about me, but about your company and yourself.

Do I have my ASA hat on right now? Yes, but I also

wear my heart on my sleeve when it comes to breaking

tradition, giving back/paying back, industry support,

expectations and being involved at all levels possible.

These issues should concern you no matter if you are

a manufacturer or a wholesaler. I know there is dupli-

cation today in the work and agenda of the mar -

keting/buying groups v/s that of the ASA. I also am

comfortable in my belief that ASA as a national asso-

ciation does more good — daily good — at the polit-

ical level and the efforts at our industry education (just

to name a couple) than any independent manufacturer

or wholesaler could or can ever do. That’s not being

critical; it is just being truthful. Please look at the fol-

lowing facts as I have had explained to me. Did you

know the following:

• Political support — This past year, ASA alone

was responsible for having gotten the W.A.T.E.R. Act

sponsored in the House and Senate. Then the coalition

was formed with all the other partners! If I read the

current ASA annual dues chart correctly, it says a $1-

million single independent wholesaler pays annual

dues in the amount of $625.00. A $50-million whole-

saler pays an annual dues total of $3,100.00.

It is my opinion that any wholesaler fitting into any

range of related dues on this matrix based on size, etc.

would get their dues back in spades with new sales of

water efficient/water saving products as a result of

stimulus that comes by the way of rebates from this

legislation, know what I mean?

• Education commitment — If you are an individ-

ual or a company (wholesaler or manufacturer) that

gave from the start and/or ongoing to this Education

Foundation, I thank you, and I know you have seen

benefits from your investment. From learning mod-

ules, to essentials on Profitable Warehousing, to on

line training, to turn-key packages of education needs

to fit your needs, to really great 3-D visuals solutions,

to packaged product training, to an overview of

Wholesale Distribution, you can get it all from ASA.

So here is my summary on this association called

ASA: To me their effort has always been to support

the industry manufacturer and the wholesale distribu-

tion channel (even before it was called that). You see,

I subscribe to the fact that if belonging to an associa-

68 • •THE WHOLESALER® — APRIL 2010MARTIN’SCORNER


BY JOHN MARTIN

PVF industry veteran

ASA started with a base of approximately1,100 member companies [along withall their branches]. This number madethe new association the second-largest

association of wholesalers in the nation —second only to the auto parts jobbers at

that time. This truly was the first nationalorganization for plumbing, heating, cooling

and piping wholesalers in our country.

THE WHOLESALER® — APRIL 2010• • 69MARTIN’S CORNERtion was good for you (your company)

and the industry in the “old days,” it

should still be good for your company

today. They have progressed, they have

had to address shrinking membership

(which means shrinking dues revenue,

etc.) due to large and strong independent

wholesalers (one by one) becoming part

of the larger national chain companies.

These firms don’t go away, they just stop

paying dues and are included at the cor-

porate national structure. No ax to grind

here, just stating fact. Having to deal with

that is a real bummer, winding down if

you will with structure instead of building

staff, yet having to produce an agenda to

suit all. Not easy!

If you are not a supporting member or

if you are only a member and wondering

if you should be or not, pick up the phone

and call the ASA office in Chicago (312-

464-0090) and ask for Mike Adelizzi. Tell

him “Martin’s Corner” sent ya! He will

blow you away with true confidence in

what the ASA Board has charged him to

do — and he is good at it. He believes in

the future of the association and is driving

changes in actions and thinking to carry

on what Mr. Turbeville and Mr. Taylor

started some 40+ years ago. The industry

needs you and ASA needs you.

Mechanical Contractors Association of AmericaFrom the union contractor point of

view — a substantial portion of all full-

range wholesaler’s customer base volume

— they look to the MCAA (Mech anical

Contractors Association of America) as

their sustaining “front office” if you will,

in all governing matters across the U.S.

reference union contract labor, education,

training and national representation. As

an association, they have been active for

this market segment some 115-plus years.

I have been deeply involved in MCAA a

long time for our company, and continue

to be impressed at how the mem bership sup-

ports this association.

While these are contractors, and their

needs may be different and deeper into

industry segments than the typical

wholesaler, their desire and need to be a

part of the group are the same as a

wholesaler’s are with ASA. Things like

being able to read the monthly alerts on

the latest in industry events, getting of-

fered the best in education and training,

being treated as equals in meeting round-

tables, etc., and having another chance

to see leading industry manufacturers

along with competitors in a product/ed-

ucation setting are really great. Drawing

from $10-million plus endowment edu-

cation funds is really something. Having

a voice that speaks for all size companies

in Washington is priceless!

I may be the last guy left out there that

thinks like this, but if I was setting up a

company today of any kind, I’d make a

super-human effort to budget into my cost

of doing business the dues structure

needed for all national associations that

can have a positive affect on my business.

Then, I’d get involved to be sure I get

what I am paying for. You can and will

get more out of them than you put into

them if you get involved. It is easy to

complain about cost or structure from the

sideline. Getting involved and lending a

helping hand is very gratifying and pro-

duces good results — no matter how

many buying groups you belong to.

Plumbing, Heating, Cooling Contractors Association

The PHCC (The Plumbing, Heating,

Cooling Contractors Association) —

mostly non-union contractors — has been

around and active since 1883! Their story

is like that of the MCAA (in my honest

opinion) from a “reason for being” point

of view. Their membership base has

strong needs for structure, education and

meaningful get together meetings to learn

from industry and one another. That

means manufacturers and contractors as

well. Their membership is some 3,600

open shop with some union contractors as

well. Their goals and priorities for 2010

cover three key areas:

• They will work with state and local

chapters, their education foundation, their

service groups to expand and diversify

education and training programs to new

markets and emerging technologies.

• They will work with Wash ington to

promote job creation, push the impor-

tance of the field impact their members

can have on water and energy efficiency,

and support continued lic ensing protec-

tion and education laws.

• Continued work in the service and

(Turn to Trade associations... page 70.)


If I was setting up acompany today of any kind,

I’d...budget into my cost of doing business the dues

structure needed for allnational associations

that can have a positive affect on my business.

70 • •THE WHOLESALER® — APRIL 2010MARTIN’S CORNERTrade associations: Your priceless resourcerepair sector to ensure quality and quan-

tity in their membership.

I’ve keyed today on ASA, MCAA and

PHCC because they relate so closely to

each others’ success in the plumbing and

mechanical markets, and they are the

ones I have had the longest and most suc-

cessful working relationship with. Some-

times I say to myself, “I get it. Why don’t

they?” At any given moment, they can be

a wholesale distributor that does not sup-

port ASA or just sometimes supports

them, or a contractor that doesn’t support

or use MCAA or PHCC like I think they

should. Why is that? Hold on, here I go

again believing in my opinion as I stated

earlier. Please remember that everyone is

entitled to an opinion when stated hon-

estly after a review of the available facts.

So note the following:

• The member wholesalers and all as-

sociated members of ASA have many

things in common, but a key “common

ground issue” is that a major part of their

customer base is the membership of

MCAA & PHCC.

• Now, wouldn’t ya know most manu-

facturers (commodity pro ducers for sure)

channel to all the contractors in MCAA

& PHCC through the wholesale distribu-

tor — meaning we all need each other to

simply get along and keep the supply

chain healthy.

• All three have very large and dynamic

Education Foundations. I was personally

involved in the grass roots efforts of the

start up work and “sweat equity” that was

put into the Karl Neupert Endowment

Fund (ASA), and the Mechanical Con-

tracting Education & Research Foundation

(MCERF) — both founded with $10 mil-

lion as the base fund. The Education Foun-

dation of the PHCC is just as solid and

focused on industry needs and grew to a

$10-million base fund as well. The key

point here is that these are funds raised at

the time by industry associations with your

interests in mind.

• Times have changed, but the founda-

tions’ intent and focus have not changed

over the years. They belong to us — all

of us, and are to be used to advance our

business culture, our people, and our mar-

ket place savvy, know what I mean?

So in summary, I’d like to say that at the

end of the day my friends, I can not fault

anyone for business decisions that are

made from the heart and for whatever you

believe is the best for your companies.

In addition, I believe strongly that we

all have a duty and an obligation to the

folks we work for first of all to support

and grow market share! I also believe

strongly that being in our industry is spe-

cial, and being part of our industry’s lead-

ing and legendary association groups is

simply a must. Paying dues to “be a part

of” is normal. Paying dues in good times

and bad times is important as far as I’m

concerned. Full participation and atten-

dance to shows and conventions is a call

shot from year to year depending on con-

ditions.

Even for me, there is a point where I

have to pull back with my recommenda-

tions so as not to give our management

reason to think that I’m totally nuts —

and when I think it is a good idea to say

enough is enough for now! We did not cut

our booth space or our commitment to

support the show, but we did cut the num-

ber of registrations, extra sponsorships,

etc., and were there with three less peo-

ple. lots of work, in deed, but the key cus-

tomer visits and dinners we had were

worth the trip. We took the same action

for this year’s MCAA convention in San

Francisco. We’ve done the same at all

buying group meetings, and other associ-

ations — but we have not changed our

membership support.

So, if this all sounded like an open

commercial for the ASA, MCAA or the

PHCC, it was! If you think I was or am

promoting membership in all of them,

you’d be right! The market will turn, the

need for up-to-date, state-of-the-art edu-

cation and electronic industry efforts will

once again take center stage — along

with just plain good ol’ management

practices and people management sys-

tems being needed. The national whole-

sale companies are no more exempt from

the need for formal training/education to

stay up to speed on market needs and

product specifications than the independ-

ent. People really make the difference at

the end of the day, don’t ya think? The

people rule applies to all companies, man-

ufacturers and associations.



Please, as I close, give some fresh

thought to your current position with your

important industry associations today. I’d

be glad to discuss any of them with you

and talk one on one with you if you’d

like. I’m a phone call away.

Finally, I want to say Happy Birthday

to The Wholesaler! Turning 65 is a mile-

stone and something to be proud of for

sure! Tom, to you and all the folks work-

ing at and supporting this magazine, I say

great industry work. Keep it up as we all

turn the corner together!

That’s it for now...see ya next time. n

Born Johnney e Martin in Venus,

Texas in 1944, he is one of nine children

raised 100% on a cotton and grain farm

that his father share-cropped. after high

school, Martin went into the army and

then Reserves. From there he joined what

was then Grinnell Co. in 1968 and has

been with them every day of his life since

then through four different owners, now

anvil Inter national, a Unit of Mueller

Water Products. he currently serves as

vice president of national account sales

for the anvil Mechanical Unit. holding

various sales and management positions

for the company over the years, Martin

has received numerous industry and as-

sociation awards and has been involved

with industry education foundation

boards, and the Board of Directors of

both asa and MCaa. Martin currently

resides in Castle Rock, Colo., with his

wife Kathy of 27 years; they have a

daughter Kayla who is 25 years old. he

is committed to staying involved in the

plumbing and PVF industry (which he

loves) for many years to come.

COMMERCE, CAlIF. — Pioneer Industries

Inc., which provides quality products to

the plumbing industry, has completed re-

structuring its company. In a move to

offer more value-engineered products and

customer service coverage, Pioneer has

spun off its highly popular kitchen and

bath fixtures for the residential builder

market to its recently established

Olympia Faucets Inc. headquartered in

Antioch, Tenn.

Under the Pioneer and Estate by Pio-

neer brand names, Pioneer Industries will

offer more decorative kitchen and bath fix-

tures with new proprietary designs, all-

brass construction, PVD finishes, and

ceramic disc technology allowing the com-

pany to grow its showroom business.

In anticipation of the restructure and the

many new and improved products, all man-

ufacturing was changed to comply with the

new lead-free regulations in California and

Vermont. All products under all Pioneer

companies and brands have been shipping

lead-free since the end of 2009.

Pioneer Industries Inc. has been provid-

ing quality products to the plumbing in-

dustry for nearly 30 years. Pioneer

Industries designs and manufactures dec-

orative kitchen and bath fixtures under its

Pioneer and Estate by Pioneer brands. The

Olympia Faucets subsidiary offers value-

engineered kitchen and bath fixtures.

Commercial-grade plumbing fixtures and

fittings are sold through its Central Brass

division in Brecksville, Ohio.

Visit www.pioneerind.com or www

.olympiafaucets.com or call 800/338-

9468.

Pioneer Industries completesrestructuring of company

MISSISSAUGA, ONT. — American Stan-

dard Brands Canada has relocated its

head office and consolidated major prod-

uct lines into one state-of-the-art 400,000-

square-foot distribution center.

The new corporate headquarters are lo-

cated at 5900 Avebury Ave. in Missis-

sauga. The main phone number is

905/949-4800; all phone numbers for all

departments remain the same. All exten-

sions remain the same but now include

the prefix #152, e.g.: Ext.#234 is now

Ext.#152234. In addition, all fax numbers

remain the same.

Visit www.americanstandard.com.

Am Std Canada moves to new HQ/Distribution Center

In addition, I believe strongly that we all have a duty andan obligation to the folks we work for first of all to supportand grow market share! I also believe strongly that being in

our industry is special, and being part of our industry’sleading and legendary association groups is simply a must.

THE WHOLESALER® — APRIL 2010• • 71SHOWROOM STYLENavigating K/BIS 2010

A deeper look at gettingbetter show resultsT

here is no doubt that 2010 is a

challenging year for all of us in the

showroom industry. It will con-

tinue to require more focus, creativity and

going back to the basics of what works in

our showrooms.

Slim pickin’s require smart choicesThe Kitchen and Bath Industry Show

(www.kbis.com) April 16-18 in Chicago

is expected to draw about 30,000 people.

Show hours are Friday and Saturday,

10:00 am to 5:00 pm; and Sunday 10:00

am to 3:00 pm. About 500 exhibitors will

be housed in 300,000 square feet of ex-

hibit space in two halls.

Educational Venue at K/BIS 2010The Opening Ceremony will be held

April 16 from 8:15 a.m. – 9:30 a.m. and

is called “Disregard All Previous Instruc-

tions.” Author/consultant Sergio Zyman

will discuss “How today requires a com-

pletely new set of rules, competitive fac-

tors and unique propositions. Previous

practices or instructions are obsolete in

today’s marketplace and economy.” I read

the first 30 pages on my Kindle and it will

be a good event!

The educational venue operated by the

NKBA at K/BIS has always been held for

the K & B dealers excluding the

bath/plumbing and decorative hardware

dealers and distributors. Due to losing DPH

manufacturers and decreased attendee mar-

ket share, the exceptional efforts of Ken

Rohl, Hall of Famer, from Rohl llC, has

sponsored two great programs for product-

selling showrooms this years. On April 15

from 8:00 a.m. – 2:30 p.m., a pre-show

seminar called “Decorative Plumb ing: A

Systems Approach” will be hosted by Paul

Greenspan, who comes from 25 years of

decorative plumbing showroom experi-

ence. On April 16 from 12:00 p.m.–1:45

p.m., there will be a “Trends and Insights”

program hosted by Robert Tietze from The

Portland Group, who owns SPlASH and

four SPRITZO showroom locations in

New England. Their showroom mantra is:

“Use our showrooms like they were your

own! let our partnership save you money

and make you money!”

David Kohler, president and COO of

Kohler Company, will give a “State of the

Industry” address on April 17 from

12:15p.m. – 1:45 p.m. Called “The Road

Ahead for the Industry”, it surely will

have some steak n’sizzle!

Other NKBA programs, paid by man-

ufacturer sponsors, will have subjects that

should hold your interest such as green,

lighting, air quality, design trends, and

others that you should check out.

The NKBA Book Store is a great place

to find visual books that are exceptional

for your showroom. These books help

visitors determine the look and products

that they desire. The “Best of K/BIS

2010” Product Showcases is always a fun

place to see new products. Who will re-

place the crown of “The Best of Baths”

award for 2009, which was Quick Drain

USA (www.quickdrainusa.com). The

New ZOW Pavilion will showcase Euro-

pean products and design trends.

LUXE Home at The Merchandise MartOn the first floor of The Mer chandise

Mart is 110,000 square feet of kitchen, bath

and building products.

Magazines and associations have

booths at K/BIS 2010 and are of great

value! This Mart is a visual extravaganza

of 40 showrooms including Kohler,

Urban Arch aeology, Hastings, TOTO

USA, and a myriad of decorative show-

rooms for both bath, plumbing, kitchen

and much more! On April 16th is one of

the best kept secrets, with a giant celebra-

tion of Open House showrooms. If you

want to get great showroom merchandis-

ing ideas and see many of your lines dis-

played elegantly, take a quick cab ride to

The Merchandise Mart.

Trade and consumer magazinesOne of the greatest perks of K/BIS are

that the magazines and free subscriptions

are included in the “business to business

category.” Most of the magazines are not

assigned a booth until the middle of April

or at show time. I would suggest going on

www.kbis.com and clicking on “Ex hibitor

list” and then “Publi cations–Business to

Business” and “Publications–Consumer.”

last year I counted more than 21 magazine

booths. If you come to their booth with a

typed list of your other showrooms, you can

subscribe as a group. The “business to busi-

ness” magazines are free to anyone attend-

ing K/BIS who has been pre-qualified.

Make sure that you stop by the TMB Pub-

lications Booth; where The Wholesaler,

PhC News and Plumbing engineer maga-

zines are located! Also, make sure that you

register your staff to get The Wholesaler

magazine with my monthly showroom col-

umn. Did you know there are kiosks of free

industry magazines outside the show floor?

International ReceptionAttention Manufacturers: There are

many industry people from all over the

world at K/BIS 2010 looking for new lines.

A few years ago when the U.S. Chamber

of Commerce was involved in K/BIS, there

were bulletin boards from every continent

with “looking For lines” and “lines

Available.” I told my manufacturer clients

to have pre-printed 3” x 5” index cards with

all of your information, if you are looking

for global representation. Then you can

post them on each continent that you have

interest in. If you are really serious about

this subject, I’ve been involved “globally”

for many years, quietly, and have detailed

information on exceptional bath/ plumbing

and kitchen representation (reps, buy/sell

stocking, and distribution channels),

around the world!

China Manufacturers – Update for 2010There are much larger number of man-

ufacturers coming from China this year

along with newer American companies im-

porting products from China under Ameri-

can names. The Chinese manufacturers are

now interspersed throughout the show.

look for manufacturers from China that

have the “ISO Quality Certi fication.” There

are exceptional finds at K/BIS 2010.

What’s new and hotDue to the date of the K/BIS 2010 Show

and a slower pace in new bath and plumb-

ing products, I will be writing about this

subject in the May, June and July monthly

columns of The Wholesaler. Don’t forget

to review the New Product Showcase in

this month’s magazine to see some very in-

teresting and innovative products. I am sure

you remember the “Fish N’ Flush” Fish

Tank Toilet Tank showcased some years

ago. This year, we got The “WOW Toilet”

(Booth S-4464), a clear universal reusable

poster design toilet tank that fits most two-

piece toilets. There are a wide variety of

posters that can be ordered and it is ideal

for commercial, restaurants and other ap-

plications. This product comes complete

with a certified dual flush system for water

savings as well. You will have to read the

June 2010 edition of The Wholesaler to

find out what was “really hot” at K/BIS

2010 and “what was not”! n

Peter schor, president of Dynamic Re-

sults Inc, is a bath/plumbing industry

speaker, educator, author, columnist and

consultant in the many segments of our in-

dustry. For the past 20 years, he conducted

seminars and speaks at numerous conven-

tions. schor has great expertise in the field

of showrooms and hotel bathrooms and

has won many industry awards. he also

consults manufacturers in taking their

products to market in the areas of sales,

marketing and public relations. schor can

be reached at 1302 longhorn lane, lin-

coln, Ca. 95648, phone 916/408-5346,

fax: 916/408-5899. e-mail pschor@dy-

namicresultsinc.com or visit his website:

www.dynamicresultsonline.com.


BY PETER SCHOR

Showroom specialist

The “WoW Toilet” has a clear, universal, reusable poster design toilet tank that fits most

two-piece toilets and is just the thing for commercial, restaurant or institutional applica-

tions. a wide variety of posters are available for most whims.

Green Restaurant Assn endorses Bradford White water heatersAMBlER, PA. – Bradford White® has

earned the endorsement of the Green

Restaurant Association for both the Ultra-

Efficient eF Series® of commercial water

heaters and Energy-Saving line of Ever-

Hot® tankless water Heaters. The eF Se-

ries utilizes exclusive designs and

technologies for unsurpassed efficiency,

installation flexibility and quiet operation.

These products have thermal efficiencies

as high as 99.1%. The new EverHot® tan-

kless water heaters offer energy effi-

ciency in a compact but powerful

package. The water is heated on demand

at flow rates up to 9.4 gallons per minute.

The Green Restaurant Association en-

dorses products that exemplify environ-

mental leadership in their category and

meet the GRA Product Endorsement

Standards. GRA’s environmental consult-

ants work hand in hand with manufactur-

ers to assess their products and give them

GRA’s endorsement stamp of approval.

Since 1990, the GRA has been helping

restaurants cut energy, water and waste

costs. The GRA has been instrumental in

helping restaurants realize that environ-

mental responsibility can equal fiscal

gain. Some Certified Green Restaurants®

save thousands of dollars each year, and

through the help of GRA consultants, are

able to access rebates, incentives and

other money saving programs.

Bradford White is a full line manufac-

turer of residential, commercial and in-

dustrial products for water heating, space

heating, combination heating and storage

applications.

Visit www.bradfordwhite.com.

First Windy City facility for Munch’s Supply

72 • •THE WHOLESALER® — APRIL 2010INDUSTRY NEWS

(Continued from Munch, page 1.)

customer’s needs. “At Munch’s Supply,

we are committed to the success of the in-

dependent HVAC contractor. We demon-

strate that commitment every day by

giving them the convenient locations

needed to operate efficiently and the tools

they need to make their business a suc-

cess. This new Chicago facility is just an-

other concrete example of this commit-

ment,” said Munch. “Many contractors

are struggling to compete with big box

appliance retailers who are venturing into

the HVAC industry. These retailers repre-

sent the biggest threat to today’s inde-

pendent contractor. We stand on the side

of the contractor and are resolved to fight

this new threat.”

Munch Chicago will offer one of the

largest stocks of radiant equipment and

supplies in Chicago. “We carry several

different brands of boilers ranging from

extremely cost effective to super-efficient

and environmentally friendly systems. If

you need pumps, we have over 2,000

pumps in stock. Our stock is unbeatable,”

said Munch.

Munch Chicago also has a large on-

site education center. This will allow

the company to offer hands-on training

by the leaders of our industry on the

most cutting edge and energy efficient

products.

The Chicago branch can be reached di-

rectly by phone at 773/ 360-5959 or by

fax at 773/248-0131.


Munch Chicago’s new 55,000-square-foot location has a large on-site education center

and one of the city’s largest stocks of radiant equipment and supplies.

Grundfos solidifies commitmentto U.S. market with Texas facility

(Continued from Grundfos, page 1.)

cial Building Services (formally PACO

Pumps), and will be home to the PES di-

vision of Peerless Pump Company.

“With the acquisition of PACO Pumps

in 2006, Peerless Pumps in 2007 and the

most recent acquisition of Yeomans

Chicago Corporation in 2008, we bought

these businesses as a sign of our commit-

ment to the North America market and

now, the Grundfos North American busi-

ness has grown both organically and

through these acquisitions, by a factor of

three,” Jes Munk Hansen, managing di-

rector of North America for Grundfos,

told team members and VIPs at the grand

opening. “We also made a commitment to

investing in the businesses we acquire; in-

vestments in people, machinery and the

buildings. I am proud to see the most re-

cent of these investments, this wonderful

new building. I am pleased to stand here

amongst you with the excellent examples

of the highly engineered systems that are

made here.”

The PES facility will continue its focus

upon the design and manufacture of pre-

packaged fire pump systems. “A near

50% gain in square footage will definitely

aid in our growth ambitions,” said Arron

Phillips, PES general manager. “Our

proximity to the Grundfos facility will not

only support with our integration activi-

ties, but allow us to take full advantage of

the synergy that exists within our prod-

ucts and our talented group of employees.

And Andrew Warrington, president of

Peerless, added, “It says a great deal about

Grundfos, Peerless and our people that we

can move a facility nearly 30 miles and re-

tain virtually every employee.”

The nearly $4-million facility will be

home to 32 highly skilled workers includ-

ing engineers, machinists, welders and

electrical professionals.

Visit www.grundfos.us and www

.peerlesspump.com.

Perrin(Continued from KITZ, page 1.)

construction include WCB, titanium,

hastelloy, and various stainless and other

special alloys.

KITZ intends to expand Perrin’s sales

and marketing globally not only in its tra-

ditional HPI markets but also in other

markets currently served by Perrin includ-

ing the iron, steel, aluminum and cement

industries, power plants, offshore plat-

forms, and LNG.

KITZ Corp. of America will be respon-

sible for sales and marketing of Perrin

products throughout North and South

America.

“It says a great dealabout Grundfos, Peerlessand our people, that wecan move a facility nearly

30 miles and retainvirtually every employee.”

THE WHOLESALER® — APRIL 2010• •73

SMART MANAGEMENT


3. Most wholesalers only use a small

percentage of the inventory manage-

ment tools in their computer system —

Admittedly, in some instances this is

proper but, in most situations wholesalers

can do a better job using some of the

analysis, inventory management and pur-

chasing tools that they already license.

As I consult with wholesalers, very

few of the inventory and purchasing sys-

tems’ settings have been changed signifi-

cantly since the system was first installed.

While it is statistically possible that the

system was configured perfectly upon in-

stallation, it is more likely that no one has

reviewed the settings since installation.

Possibly because they do not understand

how the system works and how to get it

tuned up to run well. Getting your inven-

tory management system “dialed-in” can

allow you to run with leaner inventory

and less manpower.

4. Adopt an NBOO (Never be out of)

philosophy for the critical 200-300

products and make it a corporate sin to

ever be out of those products in any lo-

cation — Never ever. This is one of the

key components in proving to your cus-

tomers that you really know how to run a

supply house. Many of the computer sys-

tems in our industry have the ability to

denote these special products and to add

safety stock to prevent the horrible disas-

ter of running out of the basics like PVC

cement or 40-gallon water heaters.

• Go after your money. That’s the

money that you lent to your customers so

they could complete their jobs but didn’t

pay you after they collected for those jobs.

1. Many wholesalers treat the good

honorable customers the same as the

scoundrels — Be respectful of the honor-

able guys because they are your future —

Be stern with the guys who need a wake-

up call because some of them are your fu-

ture. Play hardball with the bad guys to get

your money and convince them to be part

of another wholesaler’s future.

2. Face-to-face meetings are an im-

portant part of good credit management

— I am not the fan of the “call-the-

customer-to-the-principals-office” style

credit managers. They make the customer

come in and grovel over their past-due ac-

count. These are expedient but often leave

a bitter taste in the customer’s mouth.

(Note: I think you even treat the scoundrels

with respect when there is a choice.)

3. The best meetings involve visits to

your customers’ shops — Both to get

commitments and also take the opportu-

nity to see, first-hand, how the shops look.

These have the side benefit of treating the

customer with respect. And while you

may be upset with the customer, in the end

you may want them to remain a customer

for the long term. The idea is to, when

possible, have the customer wanting to

continue buying from you even though

you may ultimately decide to end the re-

lationship.

4. While this may sound old-fash-

ioned, I do not think the e-mail-only

credit managers that have become the

norm in wholesaling are the best — I

do think e-mail confirmations and com-

munications are great, but they are not the

substitute for customer phone calls, office

meetings and shop visits.

5. The very best credit managers de-

velop a relationship wherein they can

coach the customers — The goal it to

help them adopt better practices and to

become better business risks.

• Take the opportunity to get better

credit agreements in place. I know your

customers like the old one where you fi-

nance their business, have no say in how it

is run, sell them product at low margins and

end up holding the bag if there are prob-

lems. I used to say that no banker would

offer those terms, but as we have all come

to know, there were a whole bunch of stu-

pid bankers who did much dumber things.

One last thought — As I write this, I

am attending the P21 World Wide User

Group meeting in Washington. (Thanks to

Don Preston and the WWUG team for a

great meeting.) Their guest speaker was

Colonel Oliver North who provided the

following disappointing information:

While the unemployment rate for our

country is just under 10%, the unemploy-

ment rate for returning military personnel

is around 25%. These are volunteer men

and women who have spent more time in

combat situations than any other group in

the history of our military. That our coun-

try seems to reject them as they return

from service is appalling. So as your com-

pany recovers and begins to hire, please

consider these men and women for your

team. While you may not need the spe-

cific skill they used in the military, their

organizational skills, work ethic and lead-

ership experience do translate very di-

rectly into the needs of our industry.

As I said at the start, the odds have cer-

tainly changed in our industry and that

means success is no longer as assured.

There are things you can do to improve

your odds so pick a couple from the list

above or a couple from your own list and

get going. n


Get focused, form a solidstrategy and stick with it

Rich Schmitt is president of SchmittConsulting Group Inc., a manage-ment consulting firm focused on im-proving the profitability ofdistribution and manufacturingclients.www.go-scg.com

Rich is also the co-owner of SchmittProfitTools Inc. (SPI), a business pro-ducing print, CD-ROM, web andpalm-based catalogs as well as pric-ing management and analysis soft-ware for wholesalers.www.go-spi.com

We have this grand tradition of

heating here in the U.S. of A.

that goes back to the days when

heating was new and people didn’t use

pumps to move hot water because, well,

they had not yet been invented. We used

gravity instead, and gravity is wonderful

because it is so dependable. Heavy things,

such as cold water, sink, so when the hot

water rose from the boiler, it would shove

the cold water that was inside the radiators

out of the way, and before long, we had a

lovely circulation set up — hot water ris-

ing, cold water sinking, and continuous cir-

culation to warm the people. Nice.

To make this happen, we needed to

have pipes of a large size because friction

is the enemy of flowing water, so those

old systems had hefty pipes into which

you could yodel, should the spirit so

move you. The big pipes on the supply

side matched the big pipes on the return

side, and all of this made for a lot of

work, a lot of money and a lot of water.

The pumps finally arrived, and at

about the same time as the Great Depres-

sion. People realized they could make the

water move faster (thereby saving money

on coal) if they used a pump, so onto the

systems the pumps went, and the place

they seemed to work best was on the re-

turn side of the system piping, down there

where the water was coolest. Don’t want

to be burning up that new pump with red-

hot boiler water. So down at the bottom

they went, and down there they stayed.

And these were big pumps, with packing

glands that dribbled water into drains, and

manly motors that sucked up oil and elec-

tricity like beer at a ballgame.

The 1970s showed up, and with the

new decade came small pumps that ran

on high speed and needed no oil because

the system water lubricated the bearings.

We loved these little pumps because they

got the job done well and they cost much

less than their big, beefy, old uncles. They

needed no drains and they were as quiet

as can be, and when we changed them

out, we placed them in the same spot as

the old beasts — down at the bottom of

the piping, even though water tempera-

ture was no longer a factor.

And that led to some interesting prob-

lems because of the greater pressure dif-

ferential of the new pumps. Radiators that

never had a problem before suddenly

began to bind with air, and pipes that

were once quiet were now gurgling. Air

was causing all of this, but where was it

coming from?

It took a while to figure out, but we fi-

nally got it through our thick skulls that it

was the location of the pump that was

giving us grief. We were all pumping to-

ward the compression tank, and not away

from it, and that was allowing the pump’s

now-greater differential pressure to play

with the dissolved air in the water. Here’s

what it’s all about.

Consider the closed-loop, hot-water

heating system. We fill the pipes, boiler

and radiators with cold water, leaving no

space at all, other than the space inside

the compression tank, on the other side of

the bladder. That bladder gives the water

a place to expand when we heat it. We

need the tank because we can’t compress

water; we can only compress air. Now

when we fill any system, we use a defi-

nite amount of water, so let’s take a case

where we fill a certain system using pre-

cisely 40 quarts of water.

Okay, here’s the question: When the

pump first starts, does it shove any water

into the compression-tank?

If you say yes, I’m going to have to ask

you where it got the water that it’s shov-

ing. And if you tell me the pump got the

water from inside the pipes, I’m going to

have to ask you what took the place of the

water that used to be in the pipe, but is

now supposedly inside the tank. If you

tell me that air has taken the place of the

now-missing water inside the pipe, we’re

both going to have to wonder from

whence the air came. Keep in mind that

this is a closed system.

Truth is, it’s impossible, within a closed

system, for the pump to add water to the

tank, and since it can’t do that, it can’t

change the pressure inside the tank (be-

cause of Boyle’s Law). Nor can the pump

remove any water from the tank because

there’s simply no place to put it. The pipes

and the radiators are already completely

full, and we can’t compress water.

A pump in a closed system can neither

add nor remove a drop of water from the

compression tank, and since it can’t do

this, it can’t affect the pressure inside the

tank. Old Boyle’s Law at work here.

That’s why we call the tank “the point of

no pressure change.” Whatever pressure

you use to maintain the system in a filled

and operating condition, that pressure will

be a constant at the point where the tank

is, and in the pipe that connects the take

to the distribution system.

Now a centrifugal pump in a closed

system is nothing more than a differen-

HEATING HELP

Whither thepumps?BY DAN

HOLOHAN

Wet head

(Turn to Holohan, page 74.)

We do have our share ofknuckleheads [who] persist inpiping the pumps on the returnside so that they pump right atthe compression tank, in spiteof the air problems this causes.


tial-pressure machine. It must produce a

difference in pressure across itself, but it

doesn’t particularly care how it does this.

It can raise the pressure on its discharge,

or lower the pressure at its suction, or

split the difference between the two; it re-

ally doesn’t care. However, since the

compression tank is the one point in the

system where the pressure can never

change, when we pump away from the

tank, we will add the pump’s differential

pressure to the system’s fill pressure. This

is splendid because Henry’s Law kicks in

to help us get rid of the air that comes

from the heated water (Henry’s Law

states that gases dissolve in liquids in di-

rect proportion to pressure). We use the

pump’s differential pressure to pulverize

the air bubbles and move them out of the

radiators and pipes and into the air vent

on start-up. Whoosh! They’re gone.

But pipe the pump on the return side,

pumping directly toward the compression

tank’s point of no pressure change, and

the opposite happens. The pump can’t

raise its discharge pressure because the

tank is the point of no pressure change, so

the pump creates its differential pressure

by lowering the pressure at its suction

side. Once again, Henry’s Law kicks in,

but not in a nice way this time. Henry

lowers the pressure on the water, releas-

ing all the dissolved gases, and turning

tiny bubbles into balloons, and all in an

instant. Suddenly the pipes are noisy and

the radiators are bound with air.

And this is what we lived with for

years in the U.S. of A. Nowadays, smart

installers know to pipe pumps on the sup-

ply side of the boiler, pumping away from

the compression tank. However, we do

have our share of knuckleheads, and these

proud people persist in piping the pumps

on the return side so that they pump right

at the compression tank, in spite of the air

problems this causes. And do you know

why they do this? It’s because this is the

way their grandfathers did it. And they

will try anything new — as long as he

tried it first. n

Dan Holohan began his love affair with

heating systems in 1970 by going to work

for a New York-based manufacturers rep-

resentative that was deeply involved in the

steam and hot-water heating business. He

studied hard, prowled many basements and

attics with seasoned old-timers, and paid

close attention to what they had to say.

Today, Holohan operates the popular web-

site, www.HeatingHelp.com. He has writ-

ten hundreds of columns for a number of

trade magazines, as well as 15 books on

subjects ranging from steam and hot water

heating, to teaching technicians. His de-

gree is in Sociology, which Holohan be-

lieves is the perfect preparation for a

career in heating. Holohan has taught over

200,000 people at his seminars. He is well

known for his entertaining, anecdotal style

of speaking. Holohan lives on Long Island

with his wife, The Lovely Marianne. They

have four incredible daughters, all out in

the world and doing wonderful things.



Circulator pumps: More than meets the eye

Caroma products available for Autodesk RevitHILLSBORO, ORE. – Caroma has intro-

duced a new section of the website with

AutoDesk Revit files available (.RFA) for

all Caroma products.

Revit is a building information mod-

eling tool enabling architects to design

and document projects, visualize the ap-

pearance, and simulate real-world per-

formance. Architects can review the

specifications of Caroma products and

place them in a project to ensure the pa-

rameters meet the project requirement

and the design is appropriate. Revit also

makes it easy to try several products in

a project by simply removing one prod-

uct and replacing it with another prod-

uct. The entire project can be updated at

one time.

“As much of the architectural world

turns to using Revit as the modeling sys-

tem of choice, Caroma is aiding this tran-

sition,” explained John Karas, Caroma

product manager. “Caroma provides ar-

chitects with comprehensive Revit models

of their fixtures so they can easily be

added to entire building models. This

helps architects gain a more comprehen-

sive graphical and functional understand-

ing of all the elements of their project.”

Visit www.caromausa.com.

HEATING HELP

THE WHOLESALER® — APRIL 2010• •75

Southland(Continued from page 13.)

continue to try our best to increase our

market penetration and deal with the

competitive pricing situation that has be-

come the norm these days. I’m confident

we can weather this downturn. I’ve seen

four or five cycles during my years in

business, and I know it’s going to cycle

back again. With my family backing me

up and taking an active part in the busi-

ness, and having the same dreams and

ideals that I have, I’m confident in the

future of the company.” n

To learn more, visit www.southland-

plumbingsupply.com.

John Vinturella founded Southland

Plumbing Supply in 1967 at the un-

likely age of 52. A plumber by trade, he

had a difficult time early on getting lines

to support him. Many of the factories

and some of his local competition were

skeptical if he was truly dedicated to

being a plumbing wholesaler, or still a

plumber just trying to buy at wholesale

prices. Initially, many of his purchases

were made from friendly competitors.

“At the time, my dad was one of the

more successful plumbers in town and

had two partners,” Alan Vinturella said.

“I think in the back of his head he felt

like the opportunity was much better for

his three sons in the wholesale business.

I think he believed if he could get a busi-

ness going it would be something that he

could hand down to his children.”

When Alan joined the business in

1972, the company had five employees

and operated out of a 2,000-square-foot

building. Kilgore was their first fixture

line and Price Pfister was Southland’s

first faucet vendor. Alan’s younger

brother, Gary, came into the business full

time in 1974, and his older brother John

joined them in 1975, although neither is

in the business anymore.

Alan graduated from LSU with a de-

gree in chemical engineering, and during

his senior year had already accepted a

job with Monsanto in Pensacola, Fla.

“Over the Easter holiday that year, my

father offered me a job,” Alan noted. “I

was all set to go to Monsanto. They had

offered me a great starting salary and I

knew there would be numerous oppor-

tunities for future growth. But my dad

was very persuasive, so I asked Mon-

santo to give me six months to decide if

I wanted to sell toilets for a living. I’m

still here, so needless to say, the six

months came and went, and I decided to

build this business with my dad.”

Shortly after Alan came on board,

Southland was named a Kohler distrib-

utor, and they moved into a 10,000-

square-foot facility that included a

Kohler showroom.

“We took an 800-square-foot storage

room on the second floor of a dilapi-

dated old roller skating rink and turned

that into our showroom,” Alan laughed.

“You had to take your life into your

hands by climbing an iron staircase on

the outside of the building to get to the

showroom. We had a couple of tubs and

toilets and maybe all of $10,000 in fix-

tures on display. That building served as

our headquarters and showroom until

1979 when we moved to our current fa-

cility in Metairie.”

Mona Vinturella — who grew up next

door to Alan and has been married to

him since 1973 — holds a design degree

from LSU and had her own interior de-

sign business. In recent years, she has

become indispensable at Southland, not

only with the showroom but throughout

the company. Her calm presence and in-

sightful ideas have earned her great re-

spect from all the employees, and high

praise from her husband.

They are now joined by two of their

three children in the business — the

third is a student at the College of

Charleston, and although Robb may be

interested in a career at Southland in the

future, Alan and Mona believe it is im-

portant for him to gain experience else-

where first.

Chad Vinturella had been in the restau-

rant industry for about 10 years and was

starting to consider some other options

when his father called in 2003 and sug-

gested he might want to come back and

join Southland. “It was perfect timing,”

Chad said. “I only had to think about it for

20 minutes. I never thought Southland

would be my future; I had spent summers

working in the warehouse during school

and hated it. But I’m so glad that I chose

to come back because it really does feel

like the right fit for me.”

Loni Vinturella joined Southland in

2008. She had previously worked for

Enterprise and came with a good re-

sume. But when her parents sensed that

she wasn’t enjoying her career, they felt

the time was right to find the right posi-

tion for her at Southland and have her

join them in the business as well.

“It’s been wonderful to have our chil-

dren join us here at the business,” Mona

noted. “I want them to be part of South-

land and its future — and to be happy

here. I want to protect them from the pit-

falls of the family business. We’re all here

for one reason and that is to keep this

company running, be profitable and work

together with all of our employees.”

Alan agreed: “It’s very rewarding to

have our children come back to the com-

pany. Prior to Chad coming to work

here, I had no exit strategy because I

would just do everything myself. There

was literally no doubt in my mind that if

something happened to me there would

be no more Southland. I was the only

point of contact with our factories and

the bank; I had never trained anybody to

do that part of the business.

“Now that Mona has gotten so in-

volved and with Chad and Loni here it’s

much more of a comfortable feeling.

However, our children realize they are

employees, they are not owners. We are

all a team; there is no entitlement here. I

can now sense that there is a legacy and

a future here without me. Now I am con-

fident that Southland will prosper long

into the future.” n


It all started with a dream…

FOUNTAIN VALLEY, CALIF. — Noritz

Americax Corporation has partnered up

with Energy Star to offer a nationwide re-

bate of up to $400, according to Yoshi

Asano, Noritz America senior marketing

manager.

The Energy Star Appliance Rebate is a

program that offers homeowners the abil-

ity to earn additional savings of $150 to

$400 (dollar amount determined on the

state in which they live in), by simply re-

placing and recycling their old tank water

heater after purchasing a Noritz Energy

Star-rated model.

“With the existing Stimulus Tax Cred-

its that can amount to $1,500 on the pur-

chase of a new Noritz unit, the Energy

Star Rebate only adds to the savings when

you recycle your old water heater,” said

Asano. “In total, consumers can save up-

wards of $2,000 in addition to cutting

their energy bills by up to 40%. We are

proud to partner with Energy Star on this

important rebate.”

The federal tax credit for tankless

water heaters was modified as of Febru-

ary 17 by the Stimulus Package. The tax

credit is now 30% of the price of the

equipment by itself (it was formerly a flat

$300) and 30% of the total installation

costs, and is available to consumers

through the end of 2010.

Call 877/986-6748 or visit

www.noritz.com.

Noritz models qualifyfor Energy Star rebate

Steam goes greenwith Holohan’s new book

INDUSTRY NEWS

LONG ISLAND, N.Y. — Dan Holohan’s

new book, Greening Steam: How to

Bring 19th-Century Heating Systems into

the 21st Century (and save lots of green!),

is helping heating professionals and

homeowners save energy — and money.

According to Holohan, author and presi-

dent of HeatingHelp.com, “When it

comes to saving money on heating, old

steam systems are delicious low-hanging

fruit. There is so much you can do to

make them better, and most of what you

do won?t cost a fortune.”

There are many steam systems in serv-

ice today, and they’ll be around for some

time to come. It’s not that easy (or inex-

pensive) to rip out a steam system and

start anew, and that’s why so many of

them are still around. Holohan’s book

walks you through your old steam heating

system and shows you how to get the

most out of it without putting a lot of

money into it. It’s an entertaining and in-

formative book that will have you looking

at steam heating in a whole new light.

You’ll be amazed at how small changes

can make a big difference when it comes

to efficiency and savings. Read this book

and start greening your steam heating sys-

tem (and your wallet) today!

Readers have given this book a consis-

tent five out of five stars in reviews on

HeatingHelp.com. Daniel G. of Abilene

Inc. says the book “is packed with all of

the information any heating professional

or steam heat homeowner will ever need

to get a steam system operating at peak

efficiency.” After applying knowledge

gained from Greening Steam to a recent

job, Bob L. of Guardian Heating said,

“We have been in business for 57 years

and I guarantee you we as a company

were never prouder of a job.”?

To purchase the book for just $30 a

copy, visit www.heatinghelp.com or call

800/853-8882.

Refrigerant Services Inc.acquired by Polar TechnologyNASHVILLE, TENN. — Polar Technology,

known as the “Refrigerant Authority,” has

purchased Missouri-based Refrigerant

Services Inc. RSI provides recovery serv-

ices in a specialized section of the indus-

try, tailored toward large industrial

refrigeration accounts, such as chemical

plants and process cooling facilities. The

acquisition is seen as a strategic comple-

ment to Polar Technology’s strength as a

refrigerant sales and reclamation and re-

cycling company.

Polar has one of the largest refrigerant

recovery cylinder exchange programs in

the industry. In addition, Polar markets a

complete line of virgin and recertified re-

frigerants, refrigerant and oil analysis

programs, provides recovery and rental

services as well as conducts oil and sol-

vent reclamation.

“Polar made this investment as we

strive to grow our business and enter the

field of direct refrigerant recovery sup-

port,” said Ted Atwood, president/

founder of Polar Technology. “We feel

that this purchase will not only broaden

our customer base and focus our re-

sources, but will further allow us to

broaden our environmental stewardship

programs, of which we are extremely

proud.”

Refrigerant Services has been instru-

mental in developing a special sector of

the industry, large industrial refrigeration

accounts. They have developed an exclu-

sive position in this area, due to the chal-

lenges and technical expertise required to

perform such work. The specialized tech-

nology will now be transferred to Polar

Technology’s new facility in California.

Polar Technology will continue to support

the needs and requirements of the Refrig-

erant Services customers. Shannon Arthur

will remain involved as the account man-

ager for Refrigerant Services clients.

Visit www.refrigerantauthority.com.



ket research, we discovered a void within

the residential market segment and set

about developing this new line that in-

cludes stainless steel features and digital

temperature controls.

HomeAdvantage products adjust the

power applied to their heating modules to

maximize energy savings by sensing inlet

water temperature and flow rate. In addi-

tion, these units make it easy to adjust your

exact comfort setting with a finger-tip con-

trol pad and temperature LED display. Se-

lectable operating range can be set from

100°F to 140°F. The HomeAdvantage

product line features simple installation

with “quick connect” water fittings without

soldering. To match today’s appliance

trend, the units come standard in a modern

stainless steel enclosure.

MJM: Has Eemax rolled out any

other new products recently?

Siegel: Eemax has begun producing

heaters for safety shower applications

used in production applications. With tra-

ditional water heaters, the water for safety

showers is constantly heated, even though

they’re only used in emergencies. You

can take our product and place it next to

the safety equipment, so when you need

water at a precise temperature in an un-

likely event of an emergency, it turns on

and heats the water instantly, instead of

heating the water all the time with a tra-

ditional tank style heater. The Eemax unit

used in this application will create

tremendous energy and cost savings.

MJM: Could you please share what

you think are the most significant benefits

and capabilities of the Eemax ETWH?

Ruppelt: We’re all familiar with the

process. When in need of hot water,

faucets usually have to be turned on and

run for quite some time before warming

up – with valuable water and energy

going down the drain. Estimates show

20% of the country’s hot water goes down

the drain unused.

Eemax wants to revolutionize the water

heater industry with products that heat

water instantly. Our ETWH save users

more than just water and energy — they

save our customers money. The unique

thing about our product is that they are

able to be located close to the point of use.

So instead of having a tank-style water

heater in the basement or utility room,

customers can put ours close to where the

hot water is used – showers, bathtubs,

vanities, washing machines, dishwashers,

and kitchen sinks. With our ETWH at the

point of use, water can be heated at a des-

ignated location or they will boost hot

water until it arrives from and existing tra-

ditional water tank heater.

MJM: So how exactly do your ETWH

work?

Ruppelt: Water is heated directly with-

out the use of a traditional storage tank that

is commonly found in the basement or util-

ity rooms. Traditional storage tank water

heaters will run and reheat water even

when not in use – costing users money and

consuming energy. At the same time, water

temperature is lost while sitting and trav-

eling through the pipes.

With the Eemax line, when a hot water

tap is turned on, cold water travels

through a pipe into the unit. An electric

element heats the water immediately with

minimal wait time to the desired temper-

ature. As a result, the Eemax ETWH de-

livers a constant supply of hot water

while being “green” at the same time. You

never run out of hot water.

MJM: How important are your rela-

tionships with wholesalers?

Dokla: Eemax focuses on the whole-

sale channel and does not sell direct to

consumers or to Big Box retailers. Rather,

we prefer to partner with the local experts

— wholesalers. We support our whole-

salers by shipping order within two to

three days of order receipt. We have just

launched a new marketing campaign to

assist our wholesalers get the word out on

Eemax ETWH models. We’ve developed

a turn-key program utilizing Personalized

URLs where Eemax manages all of the

creative and delivery; all the wholesaler

has to do is say “yes” and the program is

launched. It’s that simple.

MJM: Do you use factory salespeople

or have independent manufacturers’

reps?

Siegel: Eemax utilizes both a direct

sales team and manufacturers’ reps. The

direct sales team focuses on the larger cus-

tomers and provides support to the manu-

facturers’ reps. We use manufacturers’ reps

because of their local knowledge of the in-

dustry and customers. They know where

the jobs are! Also, we have a vibrant export

business where we ship products to 30

counties outside the U.S., thus creating

green collar jobs within the U.S.

MJM: What steps are you taking to

achieve Energy Star certification and

educate the public on your high effi-

ciency levels?

Dokla: While Eemax heaters are one

of the most efficient ways to heat water –

99% efficient – they’re not widely known

yet. And while we’ve seen sales grow for

a number of years, we must continue to

keep working on getting the word out.

Our products are currently not Energy

Star certified, primarily because the

heaters are not well-known. Once people

realize the advantages of such heaters

they wonder why they are not Energy Star

certified. But our team is dedicated to ed-

ucating the public on the benefits of

ETWH. Our partners are motivated and

dedicated to selling and marketing our

products. Our products are available at

plumbing wholesalers across the nation,

so we have excellent distribution and cus-

tomers who have experienced growth by

selling our products.

We are also putting our competitive

spirit aside to join forces with competitors

to educate potential customers on the

heaters’ value. The Coalition of Efficient

Electric Tankless Water Heaters is work-

ing with the Environmental Protection

Agency, U.S. Department of Energy, non-

government organizations, and the Air-

Conditioning, Heating and Refrigeration

Institute to spread the word. The goal of

the Coalition is to convey the savings po-

tential of ETWH. Eemax believes the

Coalition will help the company’s prod-

ucts receive Energy Star certification.

The Coalition was formed by well-

known industry-leading companies. Its

leadership team consists of our very own

Kevin Ruppelt, Coalition chairman and

Salo Zelermyer, Coalition director and

associate with Bracewell & Guiliani.

The Coalition is represented by

Bracewell & Guiliani, a highly success-

ful Washington, D.C., firm with out-

standing credentials and expertise in the

energy industry.

MJM: Can you share any information

going forward on your strategic long-range

planning? What are the key focus areas of

the plan?

Ruppelt: Despite the recession,

Eemax has experienced growth in recent

years, and has a strategic plan to keep

growing the company. Our goal is to

triple the company’s size.

In addition to developing new innova-

tive products, Eemax’s growth was bol-

stered by an investment in September

2008 from Riverside Company, a private

equity company. Riverside invests in

strong companies primed to excel, with a

plan that will leave them substantially

larger and more profitable. With Eemax,

Riverside saw an opportunity to invest in

a company with great products and great

people. From that investment, we are

reinvesting in our company. We’re invest-

ing in new products, new leadership, as-

sembly lines automation, and enhanced

sales and marketing techniques. n

For additional information, visit www

.eemaxinc.com.

Electric tankless waterheaters a growing market


Our partners are motivated and dedicated to selling and marketingour products. Our products are available at plumbing wholesalers

across the nation, so we have excellent distribution and customers who have experienced growth by selling our products.

Tankless Tech

THE WHOLESALER® — APRIL 2010• •77WATER HEATING


Electric hybridThe VOLTEX™ Hy-

brid electric water

heater integrates a

new heat pump tech-

nology that makes it

more than twice as

efficient as a stan-

dard electric water

heater. Rated at 2.3

EF, it’s the only elec-

tric water heater that

is ENERGY STAR

rated and eligible for

a federal tax credit

up to $1,500. One of

four new families of

residential water

heaters. A.O. Smith.

www.aosmith.com

On demand domestic hot waterThe new ODW is available in 4 capacities

from 99,000 Btuh to 199,000 Btuh, for

performance and effi-

ciency plus the com-

fort of on-demand

domestic water. Users

will never run out of

hot water again. Ben-

efits include energy

savings and space

savings because all of

the units are wall

hung. With revolu-

tionary S line Heat exchangers, units can

reach efficiency levels over 92%, which

qualify for the 30% federal tax rebate. Be-

cause this unit is condensing, it can be

vented with schedule 40 PVC. Quietside.

www.quietside.com

Hybrid water heatersThe Condensing Hybrid improves the technological advance-

ments of the original hybrid water heater but in a smaller, more

efficient and every bit as powerful unit. Patented full-flow de-

sign and stainless steel heat exchanger with a built-in 2-gal re-

serve. Can be wall mounted or floor standing with water

connections on unit’s top. Vented with 2" or 3" PVC up to 100

ft. Eternal Hybrid Water Heaters.

www.eternalwaterheater.com

New tankless technologyAs a leader in tankless water heating technology, this manu-

facturer popularized the combination of tankless technology

and safe, reliable concentric venting in North America. They

now introduce a new line of Concentric Venting with a

polypropylene (PP) inner pipe exclusively for their ultra-effi-

cient condensing products. The condensing PP concentric vent-

ing offers superior safety and a more cost effective choice for

venting condensing appliances. Rinnai.

www.rinnai.us.

Electric tankless water heatersThe HomeAdvantage Series is a full line

of whole house electric tankless water

heaters with thermostatic control. With

“Quick-Connect” fittings, these space-

saving devices are

easy to install, ac-

tivate instantly

and deliver an

endless supply

of hot water to

any point of use.

HomeAdvantage products are 99% en-

ergy efficient – an ideal eco-conscious so-

lution for new construction and green

home renovations. Made in the USA,

lead-free and feature stainless-steel con-

struction. Eemax.

www.eemax.com

New tankless lineEverHot® tankless water heaters offer en-

ergy efficiency in a

compact but powerful

package, with flow

rates up to 9.4 gpm. 6

models available (3

interior and 3 exte-

rior) in natural or LP

gas with maximum

input ranges of

150,000 – 199,900

Btuh. Can be con-

verted from residen-

tial to commercial. Control

monitors and displays 17 diagnostic

codes for trouble-shooting. Small foot-

print, wall mounting. Bradford White.

www.bradfordwhite.com


Extended Release Corrosion ControlThis complete treatment solution defends against scale and corrosion. Each Poly Guard

System contains 1 refillable cartridge with 24 oz of extended release crystals that will

treat 30,000 gal of water or up to 6 months. Also in-

cludes a clear 10" filter housing with a pressure release

button, housing wrench and filter replacement reminder

sticker. Crystals prevent hard water scale, corrosion and

iron build-up in water systems, equipment and appli-

ances by forming a protective coating on metal and

plastic surfaces. Also prevent hard water build-up and

iron staining by holding hard water minerals in solution

before they can cause discoloration on appliances and

plumbing fixtures. Pro Products LLC.

www.proproducts.com


WATER HEATING

Prevent hard water scalingThe Heater Treater was specifically de-

veloped for the protection of tankless

water heaters from the effects of hard

water scaling. The

blending of a time-

tested water treat-

ment process with

current housing and

filter technology

created a simple,

economical, reliable

and environmen-

tally friendly way to extend the life of

tankless water heater installation in hard

water areas. Falsken Water Systems.

www.theHeaterTreater.com

On-demand electric heatersThe next-generation Tempra® and new

Tempra® Plus models are now available.

Enhancements include: output to 140°,

upgraded heavy-duty electronics, single

flow sensor, easy access hinged cover,

larger inlet filter screen. Tempra® Plus

models have a digital display for °F or °C

readout and Advanced Flow Control™ to

automatically adjust flow rate to maintain

set point temperature. Further, the Tem-

pra® series is now an ideal backup for

solar thermal systems. Stiebel Eltron.

www.stiebel-eltron-USA.com

Condensing combi boilerThe Condensing Combination wall hung

boiler was launched in response to the

rapidly growing demand for a tankless

unit that fulfills a

combination of heat-

ing applications. It

features the manufac-

turer’s proven con-

densing technology

and uses Sch 40, 3"

PVC venting, which

lowers the cost of in-

stallation and simpli-

fies the process. The

stainless-steel condensing heat exchanger

and premixed burner make this product

unique; the integrated primary and sec-

ondary stainless steel heat exchanger that

prevents corrosion and ensures a longer

lifespan. Its outdoor sensor can automat-

ically regulate the heating temperature ac-

cording to changes in the temperature

outdoors. Navien America.

www.navienamerica.com

Commercial tanklessThis system is the most precise and en-

ergy efficient method of heating water for

any commercial

applications. The

NC380 is ASME

certified with

max flow rate of

13.2 gpm, it is

equipped with a

durable commer-

cial grade heat

exchanger, a full

m o d u l a t i n g

burner, and housed in a heavy duty stain-

less steel casing. Up to 24 units can be

linked on a single intelligent modular sys-

tem providing 316 gpm with a superior

545:1 turndown ratio. Noritz.

www.Noritz.com/commercial

80 • •THE WHOLESALER® — APRIL 2010CLASSIFIED ADSEMPLOYMENT

EMPLOYMENT

REPS WANTED

REPS WANTEDManufacturer is seeking professionalrepresentation in several US territories.Products include solar storage tanks,indirect water heaters, hot water stor-age tanks, and other hydronic, solar,and water heating products. Please faxresumé and line card to 508-422-9881or email:

[email protected]

SALES REP WANTEDFor Greater Los Angeles Area

(Other territories haveopenings as well)

As a leading master whls. dist., we’reseeking an energetic ind. or co. to serveas an exclusive sales rep. Position in-volves calling on wtr dists, health depts.,contractors, and related sources. Appli-cants must have background in back-flow, plbg, HVAC, or related sales exp.Please email resumé /line card to:

[email protected] FAX to 619 440-9581

PROFESSIONAL SERVICES

WANT TO BUY

WANTED TO BUYContractors! Wholesalers!

Sell us your surplus or overstock plumb-ing materials. Black, Galv., PVC, Groove,No-Hub, Copper, Brass, Weld Flg's & Fit-tings, Valves, SS316 & 304, etc.

Excess Plumbing, [email protected]

Ph. 602-252-1280 •Fax. 602-252-1668

Get more BANG for youradvertising buck with adisplay advertisement in

TheWholesaler!

See opposite for yournearest advertising sales

representative!

Reps! Be sure to call847-564-1127 to be included in the Listing of Manufacturers’

Reps, appearing in the August issue of The Wholesaler!

POWER ON DEMAND

INSIDE SALES POSITIONMaster Distributor of Pipe Fittings andValves looking for an experienced InsideSales Person.

This position will be responsible for thedevelopment and expansion of our prod-ucts lines within the PVF, Fire and Wa-terworks markets located in the UnitedStates and Canada. All resumés will beheld in strict confidence.

Please send to [email protected].

OUTSIDE SALES REPRESENTATIVE – PLUMBING INDUSTRY

Wholesale plumbing distributor is look-ing for an aggressive, self-confident, andresults oriented outside sales represen-tative to call on contractors in the North-ern Illinois and Southern Chicago Illinoisterritories. Will maintain current ac-counts and penetrate new markets. Theideal candidate must have at least 5years proven plumbing industry outsidesales experience.

We offer a competitive salary, excellentbenefits package and company car.

Qualified candidates may send their re-sume via e- mail to:[email protected]

Visit our web-site:www.auburnsupply.com

Auburn Supply Company3850 W. 167th StreetMarkham, IL 60428Fax: 708-596-0981

EOE

AREA SALES MANAGERBonney Forge Corporation, an Interna-tional Manufacturer in the PVF Market-place, is looking for an energetic AreaSales Manager with knowledge of theWest Coast Region. Re sponsibilities in-clude experience in the Chemical andOil Industry, calling on distributors,E&C’s and end users. Previous salesexperience and excellent interpersonalskills a must. Advanced PC abilities es-sential. Forecasting territorial responsi-bilities required. Bachelor’s Degreepreferred. Unlimited potential for moti-vated professionals, great compensa-tion, and full benefits packagecompliments this exceptional career op-portunity. Bonney Forge supports Affir-mative Action and is an EqualOpportunity Employer.

Apply in confidence to:Bonney Forge Corporation

P.O. Box 330Mount Union, PA 17066

or email to:[email protected]

ITEMS WANTEDWANTED: Alan Silver Kardex Cabinets,Kardex pockets,sales & receipt slips.Look in your basement. I know it's there.Please contact:North Shore PS, 188-07 Northern

Blvd. Flushing, NY11358718-463-4000

[email protected]. Michael T.

REPS WANTEDWe are looking for aggresive sales Repsfor a well established product. It servesthe plumbing, HVAC, roofing and elec-trical industry. We pay top commissions.Please visit our website for more prod-uct information. Our website is:

www.quickpipeblock.com

MANUFACTURERS REPS WANTEDNational Fitting & Valve Company look-ing for PVF, Plumbing & WaterworksReps In various states. Reply to:[email protected] /800-807-2215

REPS WANTEDManufacturer of quality test plugs & testcaps for over 30 years is seeking repre-sentation. High commission paid.

Please fax resumé to:626-792-0956

NEWS

NEWINGTON, CONN. — An industry veteran

in the New England market, James “Jimmy

D.” D’Entremont Jr. passed away suddenly

on Tuesday, February 16 at the age of 59.

Jimmy worked for AKR Associates

Inc. for the past seven years. Previous to

that, he spent 20 years at Eljer and several

years prior to that at Riverside Pipe and

Supply Company.

Jimmy was a pillar of his community

and parish. He was a gentleman with a

big heart, a great sense of humor, and an

avid Boston sports fan. He is survived by

his two children; James H. D’Entremont

III and Katie Lee D’Entremont of Mel-

rose, Mass.

Contributions can be made to the

D’Entremont Family Fund, in care of

Melrose Cooperative Bank, 638 Main

Street, Melrose, MA 02176

OBITUARYJames D’Entremont Jr.,

industry veteran

THE WHOLESALER® — APRIL 2010• •81CLASSIFIED ADS

The Wholesaler® (publication number USPS 351-650 ISSN 0032-1680) is a trademark of TMB Publications, Inc. TheWholesaler® is published monthly by TMB Publications, Inc., 1838 Techny Ct. Northbrook, IL 60062; tel. 847/564-1127;fax 847/564-1264. Copyright 2010 by TMB Publications, Inc. All rights reserved under the United States, Internationaland Pan-American Copyright Conventions. No part of this publication may be reproduced, stored or transmitted inany form or by any means, mechanical, photocopying, electronic recording or otherwise, without the prior written per-mission of TMB Publications, Inc. The Wholesaler® is delivered free of charge to qualified subscribers in the U.S. andCanada. Others: U.S., U.S. Poss. and Canada, $100/yr.; two-year annual subscription rate U.S. and Canada, $155;other countries, $200/yr. or $300 for two year (U.S. funds) plus $20 surface postage. Single copies, $15.Second class postage paid at Northbrook, IL and additional mailing offices.• POSTMASTER: Send address changes to The Wholesaler, Creative Data Services, 519 E. Briarcliff Road,Bolingbrook, IL 60440. [email protected]• Publications mail agreement No. 41499518: Return undeliverable Canadian adresses to PO Box 503, RPO WestBeaver Creek, Richmond Hill ON L4B 4R6

PublisherTom M. Brown Jr.Administrative AssistantSadie Bechtold

Editorial DirectorMary Jo MartinProduction ManagerCate C. Brown

Managing Editor

James Schaible

Associate Editor

John Mesenbrink

PVF, Industry and

Economic Analyst Emeritus

Morris R. Beschloss

Midwest, Southeast, E. Canada

David Schulte1838 Techny CourtNorthbrook, IL 60062847/564-1127Fax: 847/[email protected]

Sales Offices

West, Texas

Diane SpanglerP.O. Box 9802Fountain Valley, CA 92728714/839-6700Fax:714/[email protected]

East (Indiana; W. Mich.)

Brad Burnside1838 Techny CourtNorthbrook, IL 60062847/564-1127Fax: 847/[email protected]

Editorial Offices: 1838 Techny Court, Northbrook, IL 60062Phone: 847/564-1127, Fax: 847/564-1264, e-mail: [email protected]

Direct subscription inquiries to: Cynthia Lewis, Creative Data Services; 519 E. Briarcliff Road, Bolingbrook, IL 60440; [email protected];

Phone: 630-739-0900 ext 203, Fax: 630-739-7648

www.thewholesaler.com

TMB Publications, Inc.Tom M. Brown Jr., President

Classified ad salesSadie Bechtold: 847-564-1127

SUPPLIERS

Classified advertisement rates begin at $140 per column inchfor a single insertion. Call Sadie Bechtold

at 847-564-1127 to place your classified today!

JUST FAUCETSAS SEEN ON “WILD CHICAGO”

• ALL BRANDS • TOILET TANK LIDS

BACK TO THE 1920’s—BRING SAMPLE PARTS—• FAUCET PARTS • TOILET PARTS •

VISIT OUR SHOWROOMMon - Fri: 9:00-5:00 • Saturday: 9:30-3:00Showroom: 1-847-255-0421 • 1-800-331-0421

Fax:1-847-255-7850540 S. Arthur Ave.

Arlington Heights, IL 60005www.justfaucets.com

email: [email protected]

+ +

Watch for our 9th annual

PVF Hall of Fame

next month!

82 • •THE WHOLESALER® — APRIL 2010PETER SCHOR’S K/BIS PRODUCT PICKS

A.Y. McDonald . . . . . . . . . . . . . .10www.aymcdonald.com

Acorn . . . . . . . . . . . . . . . . . . . . .58www.acorneng.com

Activant Solutions . . . . . . . . . . .16www.activant.com

American Standard . . . . . . . . . . .19www.americanstandard.com

Anderson Metals . . . . . . . . . . . . . .6www.andersonmetals.com

BackStop . . . . . . . . . . . . . . . . . . .51www.000.com

Bootz Industries . . . . . . . . . . . . .48www.bootz.com

Bradford White . . . . . . . . . . . . . .55www.bradfordwhite.com

Bradley Corporation . . . . . . . . . .15www.bradleycorp.com

BrassCraft . . . . . . . . . . . . . . . . . .53www.brasscraft.com

C & C Valve . . . . . . . . . . . . . . . .17www.candcvalve.com

Coaire Corp . . . . . . . . . . . . . . . .50www.000.com

Core Pipe . . . . . . . . . . . . . . . . . . .9www.corepipe.com

DDI Systems . . . . . . . . . . . . . . . .65www.ddisys.com

Distribution Point . . . . . . . . . . . . .2www.thedistributionpoint.com

Dormont . . . . . . . . . . . . . . . . . . .72www.dormont.com

Eemax . . . . . . . . . . . . . . . . . . . . .60www.eemaxinc.com

Equity Plumbing . . . . . . . . . . . . .56www.equityplumbing.net

Eternal Hybrid Water Heater . . .49www.eternalwaterheater.com

FloodMaster . . . . . . . . . . . . . . . .70www.floodmaster.com

Forgings, Flanges and Fittings . .63www.onestoppvf.com

Fujitsu . . . . . . . . . . . . . . . . . . . . .39www.fujitsugeneral.com

General Pipe Cleaners, a div of General Wire Spring . . .11, 54

www.gerberonline.comGlobal Stainless Supply . . . . . . .62

www.onestoppvf.comHalsey Taylor . . . . . . . . . . . . . . .68

www.halseytaylor.comHeatinghelp.com . . . . . . . . . . . . .78

www.heatinghelp.comHouzer . . . . . . . . . . . . . . . . . . . . .4

www.houzersink.com

Insinkerator . . . . . . . . . . . . . .12, 13www.insinkerator.com

JMF . . . . . . . . . . . . . . . . . . . . . . .14www.jmfcompany.com

Kissler . . . . . . . . . . . . . . . . . . . . .35www.kissler.com

Legend Valve . . . . . . . . . . . . . . .23www.legendvalve.com

Liberty Pumps . . . . . . . . . . . . . .41www.libertypumps.com

Marathon Boiler . . . . . . . . . . . . .69www.wallhungboilers.com

Matco-Norca . . . . . . . . . . . . . . . . .3ww.matco-norca.com

Navien . . . . . . . . . . . . . . . . . .25, 57www.navienamerica.com

Neoperl . . . . . . . . . . . . . . . . . . . . .6www.neoperl.com

Niagara Conservation . . . . . .44, 45www.niagaraconservation.com

Noritz . . . . . . . . . . . . . . . . . . . . .43www.noritz.com

North American Safty Valve . . . .27www.nasvi.com

Quietside . . . . . . . . . . . . . . . . . . .74www.quietside.com

Rheem . . . . . . . . . . . . . . . . . . . . .29www.rheem.comRinnai . . . . . . . . . . . . . . . . . . . . .79

www.rinnai.usSaniflo . . . . . . . . . . . . . . . . . . . . .18

www.saniflo.com

Service Metal Products . . . . . . . .37www.servicemetal.net

Smith Cooper International . . . . .5www.smithcooper.com

Smith, A.O. . . . . . . . . . .cover wrapwww.hotwater.com

Stiebel Eltron . . . . . . . . . . . . . . .77www.stiebel-eltron-usa.com

T & S Brass . . . . . . . . . . . . . . . . .61ww.tsbrass.com

Ta Chen . . . . . . . . . . . . . . . . . . . .84www.tachen.com

Tapco . . . . . . . . . . . .46, 47, 64, 83www.tapcogenuinepartscenter.com

Val-Fit, Inc. . . . . . . . . . . . . . . . . .66www.valfit.com

W.O.I. . . . . . . . . . . . . . . . . . . . . .67www.woihouston.com

Walworth . . . . . . . . . . . . . . . . . .52www.twcwalworth.com

Ward Mfg. Inc. . . . . . . . . . . . . . .31www.wardmfg.com

Warren Alloy . . . . . . . . . . . . . . . . .7www.warrenalloy.com

Watts Water Technology . . . . . . .76www.watts.com

Weldbend . . . . . . . . . . . . . . .32, 33www.weldbend.com

Worthington Cylinders . . . . . . . .59www.000.com

Advertisers Index

American Standard Tropic CollectionChic, smaller fixture shapes and contem-

porary furniture with playful, casual de-

tails come together in the Tropic

Collection. Rattan pattern details in the

richly finished wood cabinets and clean

contemporary lines in the round and oval

sinks combine to create a versatile new

bath collection. “The Tropic collection

provides the opportunity to mentally es-

cape the day-to-day every American

needs occasionally,” says Gray Uhl, de-

sign director for American Standard.

www.americanstandard.com

Aquatic-Ava BathThe Ava Bath offers an unprecedented

ease of access; a roomy, benchless,

bathing well system; and a patent-pend-

ing, quick drain system. “We listened to

what our customers wanted and, inspired

by that, we leveraged the companies 65

years of experience to create an excep-

tional product and experience for every-

one, including people who have the

greatest needs for easily accessible hy-

drotherapy,” said Gary Anderson, presi-

dent of Aquatics.

www.aquaticbath.com

Body Glove-3000The Body Glove filter systems have been developed to replace an

aging Everpure water filter line, of which the distributor was a master

distributor for over 30 years. The Body Glove filter system is manu-

factured by 3M and offers 50% more flow and up to 0.2-micron water

filtration through a patent-engineered carbon-block technology. The

Body Glove genuine recyclable filter cartridge contrasts those systems

with fused aluminum and plastic compositions, which cannot be fea-

sibly recycled. Water Inc.

www.waterinc.com

Cascade Faucets Studio CollectionLa Torre Brand is one of the few in the USA that has the “ECO

Cartridge” in many single control faucet series. The faucets from

the Studio Collection hold in position when you lift the lever

to the middle position allowing users to save 20%-40%

of the water flow/consumption. The ECO cartridge oper-

ates like the concept of a dual flush system in Toilet Tech-

nology. The product has all North American code approvals and the

factory is green: “Environmental Management System Certified (ISO

14001:2004)” and “Quality Management System Certified (ISO

9001:2000).” Cascade Faucets.

www.cascadefaucets.com

Copper sinksIntroducing two sink designs in a rectangular shape to fit

the standard rectangular cut-out that has gained popularity

in the past few years. Designed with a crescent-style basin

and are available a traditional copper basin style as well as

a variety of mosaic patterned sinks. The sink pictured fea-

tures a white mother of pearl mosaic design complemented

by a satin nickel finish. More than 51 products, shapes and

finishes will be introduced at K/BIS by Linkasink.

www.linkasink.com

Sydney Smart back outletThe Sydney Smart back outlet high efficiency toilet is one of

the first back outlet dual flush toilets to be WaterSense labeled.

Features Caroma Smart™ technology, delivering the ultimate

combination of design, water savings and performance. The

Sydney Smart back outlet is dual flush, using 1.28 gallons of

water per flush (gpf) for solid waste and 0.8 gpf for liquid waste

and toilet paper. This averages less than 0.9 gpf, which can save

the average family of four more than 5000 gallons annually

when replacing a 1.6-gpf toilet and nearly 19,000 gallons per

year compared to a 3.5-gpf toilet. Caroma.

www.caromausa.com

Clean lines shower drainManufacturer was winner of the BEST Bath Product

of K/BIS 2009. Low profile linear shower drain is

clean and unintrusive — the outdated round center

shower drain is no longer needed! The lowest-profile

bathroom and shower linear drain in the world. Easy

to clean and has a very high flow rate. Ease of instal-

lation keeps this shower drain in demand by home

builders and contractors as well as by discerning

homeowners. Quick Drain USA.

www.QuickDrainUSA.com

Recessed caddyThe leading manufacturer of innovative patented shower

pans and other products, just released the Redi Niche

soap and shampoo recessed caddy that can be installed

and tiled the same day. Tile, marble, granite or stone of

your choice can be applied directly to the Redi Niche

surface. The Redi Niche is the market’s best water in-

trusion solution which provides an upscale design. The

Redi Niche is easy to install, saves time and money,

100% leak proof and mold free. Tile Redi®.

www.tileredi.com

(Viewpoint will return next month.)

april - the wholesaler

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