A. O. Smith to Acquire Lochinvar

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Scan with your smart phone and follow us on Twitter! AUGUST 2011 VOL 66, NO. 8

News of Plumbing • Heating • Cooling • Industrial Piping Distribution A. O. Smith to acquire Lochinvar

MIlwaukEE — a. O. Smith Corpora- tion has signed a definitive agreement to acquire lochinvar Corporation of lebanon, tenn., for $418 million and will not assume lochinvar’s existing debt. Privately held lochinvar is a leading manufacturer of high-efficiency boilers used in commercial and residential hydronic heating and hot water applications. a. O. Smith ex- Incorporating pects the acquisition to be accretive our2011-12 (Turn to $418m deal... page 94.) Listingof NIBCO expands Manufacturers’ PEX operations Representatives! Elkhart, Ind. — nIBCO held a rib- Section begins on page 40. bon-cutting ceremony and open house on June 9 to mark the official completion of its iron valve plant expansion and grand opening of its new distribution center at 4747 State highway 151, Blytheville, ark. the event was well attended by a large The Executive Committee of the Association of Independent Manufacturers Representatives are (top row, l-r): Rick Root, Bailey group of customers, city and state Sales & Assoc.; Alan Guidish, CPMR, Preferred Sales; Ken McGregor, CPMR, McGregor & Associates; and Mark Creyer, officials, business leaders and L&R Associates. Across the bottom are: Brian Burke, CMPR, Burke Agency, Inc.; Steve Fleming, CPMR, Reid Pacific Co.; nIBCO executives. and Mike Parham, Pepco Sales. See Mary Jo Martin’s Q&A with incoming AIM/R president Ken McGregor on page 24. (Turn to Gala marks... page 103.) United Pipe & Steel opens Texas facility BY MARY JO MARTIN great opportunity for the future, commod- Editorial director ity pipe master distributor united Pipe & Believing that the texas, Oklahoma, Steel recently opened its seventh distribu- louisiana and arkansas markets represent tion center — this one in Corsicana, texas, just south of dallas. with headquarters and a dC in Ipswitch, Mass., united Pipe also has distribution centers Scan with your in Easton, Pa.; Elyria, Ohio; Franklin, smart phone or Ind.; Burlington, n.C.; and loves Park, visit bit.ly/kWPKfG Ill. this network of dCs allows united to renew your Pipe to ship to wholesalers in 38 states. subscription to this massive 200,000-square-foot facility The Wholesaler! (Turn to New Texas... page 107.) tw08_11_pgs_001_005REVMJ_Layout 1 8/9/11 12:29 PM Page 2

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4 • INDUSTRY NEWS •THE WHOLESALER® — AUGUST 2011 Northeastern Supply expands and relocates

BaltiMore — as northeastern sup- will have access to northeastern’s ply continues to move forward on its 16,000-plus stock sKUs and count- long-term commitment to its cus- less special order products. tomers, the company is opening a smith said, “the new site is only new branch in Pocomoke City, Md., five minutes from the other location, opened a larger location in landover, and traffic is not tough, making for Md., and recently relocated its salis- easier in-and-out than before; our bury, Md., store to a more expansive parking lot here is huge, with a much and more convenient site. larger pipe yard. inside, the inventory the new salisbury site, at 2114 was jammed in the old place; here we Northeastern Supply’s new Salisbury, Md., branch boasts 11,500 square feet and shipley drive, is nearly double in are very organized, spaced out and a 32-foot ceiling height and will stock some 4,000 SKUs. size — 11,500 square feet, with 32- stocked with increased inventory. We foot ceiling height, as opposed to the carry more pipe, more water heaters, the weekend; i will be right there. and Pocomoke staff will include Wil- old location’s 6,804 square feet, with more HVaC products, more duct- when they walk out the door, they son stewart, who has 30-plus years in a ceiling height of 18 feet. work and fittings, commercial cast know i will follow up with them.” plumbing and heating, and who spe- according to salisbury branch iron pipe and fittings — one of the staff includes randy King, an assis- cializes in well and septic, and branch manager steve smith, “the new lo- biggest selections in the area.” tant manager for eight years with an- manager rachel levin, who has eight cation has a better appearance inside ready when needed, smith said he other eight years as an HVaC installer, years experience working for con- and out and has tripled our interior is always available. “We have what and don stafford, who has worked in tractors in plumbing, heating and material storage capacity.” the new you need, and if not, we’ll get it. if my delivery, warehouse maintenance and commercial electrical. site will stock some 4,000 sKUs and customers need me they can call me on counter work for 20 years. Visit www.northeastern.com. Murray Supply hosts Liberty Pumps events Winston-saleM, n. C. — Wholesale plumbing dis- stration of the omnivore Grinder. they placed various tributor Murray supply Company has held a number materials, such as jeans, in the grinder to illustrate the of liberty Pumps events at various branch locations. features of the omnivore Grinder V-slice cutting sys- the Hickory branch held a “lunch and learn” for tem. Customers enjoyed watching the demonstrations employees and customers on april 21, a liberty as they discussed the features of new products in the Pumps Counter day was held at the Winston-salem marketplace with Murray supply sales associates. branch on april 30, the raleigh branch followed with Visit www.murraysupply.com. a Counter day on June 7 and the Charlotte branch hosted a Counter day on June 8. A representative from Snider Inc. demonstrates the representatives from snider inc. brought the liberty Liberty Pumps Omnivore Grinder with V-slice cutting Pumps trailer to showcase a variety of products at the system by feeding it hard-to-handle items such as blue counter days, and they also featured a product demon- jeans, which the pump easily ground up and spit out. BlueVolt, Matco-Norca Panel meets to discuss launch online training counterfeit valves during Valve World Portland, ore. — BlueVolt, a leading provider of online learning manage- HoUston — ids tag tech’s director Counterfeit valve products have among the panel as well as in the au- ment systems for the distribution, man- Ginger restovic and steve Butler of long been a problem for the industry dience that stricter rules and use of ufacturing, construction and service shell’s Projects and technology as a whole and can cause any number technology could help reduce or industries, has partnered with Matco- Group co-chaired a workshop/panel of issues if allowed into service. the solve the problem. norca to launch the Matco-norca Uni- discussion on “Counterfeit Valves – a issues can be as severe as death and now with the ability of new tech- versity online training program. threat to the Valve industry” at the injury, environmental pollution, nologies such as rFid and other as one of the largest independent recent Valve World of the americas down-time at a facility, added costs, methods, it may be possible to stem sourcing companies for valves, faucets 2011 Conference held in the Wood- liability, etc. the panel focused on this tide and mitigate or eliminate the lands June 21-22. issue by allowing for complete trace- the Panel was a diverse group of ability and verification of authenticity highly respected valve industry per- of valves through the supply chain as sonnel representing end users, dis- well as the valve’s complete life tributors, manufacturers, engineering cycle. With new technology and more companies and industry supply chain stringent requirements in place, there experts. also on the panel were: education and awareness of the issue may be a decline in counterfeit valves • Max Casada — Conoco Phillips of counterfeit valves in the supply for the first time in history. and plumbing specialties for the • Bob smith — McJunkin redman chain and what the industry could do readers are invited to visit the blog plumbing, heating and industrial mar- (MrC) to help foster change and prevention. site — the Valve World Counterfeit kets, Matco-norca’s online university • ron Merrick — Fluor solutions were gathered from the au- Valves Blog — and register their is designed for company employees • ionel nechiti — Platform Man- dience and a blog site is being created thoughts and comments on the best and representatives. training partici- agement for industry-wide response and addi- approaches and practices to improve pants will take detailed product infor- • doug Jones — array Products tional suggestions on how to best the industry standards and stop this il- mation courses, such as faucet training, • tom Hannafin — KitZ curb this illegal activity. legal activity: www.valveworld- to ultimately help increase sales. • Michael o’Quinn — isV Valve there was a general consensus counterfeitvalves.blogspot.com. Visit www.BlueVolt.com. • Be sure to visit www.thewholesaler.com for web exclusive articles and videos! • tw08_11_pgs_001_005REVMJ_Layout 1 8/9/11 12:29 PM Page 5

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6 • IN THIS AUGUST ISSUE 2011

The Front Page the Executive committee of the Asso- ciation of independent Manufacturers Representatives graces the cover of this month’s issue, which includes our annual listing of Manufacturers’ Rep- resentatives, a valuable industry resource which begins on page 40. incoming AiM/R president ken Mc- Gregor discusses the association’s direction and focus in a comprehensive interview starting on page 24.

See contact information on page 114 In the News counterfeit valves topic of conference, blog...... 4 F.W. Webb green facility to save big $$$...... 12 Distributor Republic company awards dealers...... 16 Aqua Glass strives for perfection in new product.....32 2011-2012 Listing of Manufacturers’ Reps.....40 Netsuite inventory management in the clouds...... 95 Racing bug bites creatherm...... 102 Mini-splits update already-green school...... 109 Museum takes visitors through bathing history...... 110 Grundfos pump systems meet demand, save energy at sports park...... 111 Product review ...... 104, 105

John Martin Scholzen Products John Martin interviews Bruce Bal- lard, president of family-owned Scholzen Prod- ucts, Utah-based distributor of piping and plumbing products that bases its success on being the source of choice for customers.....100

Columns Rich SchMitt: Effective promotions needn’t break the bank ...... 8 MoRRiS BESchloSS: Manufacturing slows as world economy cools...... 96 PEtER SchoR: Accentuate the positive! ...... 107 tERRy BRock: the human touch goes a long way in business...... 108

Next Month

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8 • SMART MANAGEMENT •THE WHOLESALER® — AUGUST 2011 Summertime, summertime... time to turn up the heat on marketing action had the pleasure of attending the tions on the topics and fielded ques- 1. Each sale is a very simple equa- Southern Wholesalers Associa- tions for a couple hours. The topics tion: Ition (SWA) annual meeting in ranged from his position on the poli- a. Ideally, at the instant that the Hilton Head last month. As in past cies established by his father regard- customer determines that he needs years, I continue to believe that SWA ing how Kohler products are something: provides a valuable program for its marketed (“The apple doesn’t fall far • One of your sales team is stand- BY RICH SCHMITT members. The program included fo- from the tree. I am passionate about ing in front of him ready to write the Management specialist rums wherein wholesalers could dis- many things that my father is.”), to order cuss best practices and other the impact of globalization on the in- • The customer is driving past one first-in-mind with your trade cus- challenges facing hard-good distrib- dustry and country (“Like it or not we of your locations. tomers. Just your company name on utors. The groups were small enough need to participate and innovate.”), to When this happens, your odds of the truck helps but even better in- that everyone had the opportunity to the politics being played within our making the sale are really good but cludes: participate and contribute. I think all federal government (“Our country your odds of this actually happening • What you sell of the participants left with a few has significant problems that neither are very, very low. • Where your locations are “nuggets” and even though the ocean party seems willing to address and I b. Next best is, when your cus- • Your website address was inviting, they were glad that they am concerned.”) I think the group tomer determines that he needs some- • Your phone number invested their time to attend. consensus was: Outstanding! Time thing: To create the best impression, your Additionally, each year SWA tries well spent. • He thinks of you in a positive trucks should always be clean and to include a speaker from the industry Kudos to Terry Shafer, SWA Exec- way well maintained. Your customers will to provide insights from a different utive Vice President, outgoing SWA • He then calls you or drives to one understand that they are not brand point of view. This year, the speaker President, Reggie Hickman (Brock of your locations new but clean and maintained sends was David Kohler, President and McVey), incoming President, Randy Even with great marketing, your the best message. Chief Operating Officer of Kohler Wool (Wool Wholesale Plumbing) odds are not great because so many 5. Learn how each customer likes Co. After providing some perspec- and the SWA board for another great stars must align to get these two to hear from you —Try to communi- tives on the state of our industry and meeting. some insights about Kohler Co., So it’s mid-August and business is Try a driver promotion where your truck drivers David agreed to take questions from one of the following: 1) In the tank, the group. Unlike many executives at 2) So-so, 3) Pretty good, or 4) Better present donuts, some other treat or just your latest David’s level, he placed no restric- than ever. I have a single prescription monthly flier to the office while they make deliveries. for all of these situations: Stay fo- • Stay focused on sales cused on selling! If things aren’t things to occur. Plus you may have cate with your customers in a variety • Sell ’em over and over great, selling is probably your only other wholesalers who are after the of ways but, when possible, focus • Small promotions salvation and if things are great, your same business. your efforts using their preferred com- can net big rewards situation could change in a heartbeat 2. Being the best doesn’t insure munication method. In the customers’ and selling is your best defense. busy season, rifle-shot communica- • “Outside” team that you get the call — Let’s assume It’s time to pull out your selling bag that you really are the best wholesaler tion will still make an impression. means OUTSIDE! of tricks and to start using them. in your market. It is reasonable to as- Snail-mail, fax, e-mail, verbal, per- Some thoughts: sume that some contractors haven’t sonal visits, carrier pigeon or sky- drunk your Kool-Aid. If every con- writer. When you know their tractor had, you would have a market preferences, you will face fewer bar- share of 100%. Some of the contrac- riers in communicating with them. tors may be too dumb to understand When providing anything that a cus- or some may remain unconvinced. tomer must read, remember to use our Either way you have to do everything tried and true formula: Small words, possible to get that first call. big type, pictures and repetition. 3. The “First in mind” wholesaler 6. Speaking of repetition, remem- who gets the call is often the most re- ber and practice the 8x rule of com- cent wholesaler who called that cus- munication: The average person tomer — Contractors, and all of us needs to hear something 8 times be- for that matter, have very short mem- fore it sinks in. That means a cus- ories and attentions spans. So some- tomer doesn’t know you have that times the company that they call is new product and associate you with simply the last wholesaler to visit that product until you have told him them, the last wholesaler to call them, 8 times, preferably 8 different ways, the last wholesaler who sent them an that you have it. e-mail blast, the last wholesaler to 7. Have a little fun or more to the mail them a flier. So you have to con- point some “little fun” — If all your tinuously, constantly, just this side of “fun” activities are huge, expensive, nagging, work to be that last whole- time-consuming productions aimed saler who gets the opportunity. As I at the owners and heavy-hitters, think about it, it may be better to go you’re missing many opportunities. over the nagging line to insure that While owners are critical, they may your customers know you want their represent a small percentage of the business. group who make the buying deci- 4. Your trucks are roving billboards sions for their company. — Your trucks can help you to stay (Turn to Simple... page 108.) • Be sure to visit www.thewholesaler.com for web exclusive articles and videos! • tw08_11_pgs_008_015REVMJ_Layout 1 8/9/11 9:11 AM Page 9

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10 • INDUSTRY NEWS •THE WHOLESALER® — AUGUST 2011

• Did You Forget About My Fea- AIM/R readies for October conference tures and Benefits? • There will also be a panel discussion on enhancing rep relationships ALISO VIejO, CALIF. — The 39th An- • Business Operations Resource Issues’ by Michael Bass. and much more. nual Association of Independent • Sales Skills Other educational sessions will in- The AIM/R Annual Conference Manufacturers/Representatives Con- • Networking. clude: has long been recognized as one of ference, “The Future’s So Bright,” The conference features Alan • Mergers and Conflicts the signature networking events will be held at the Sandestin Resort Beaulieu, senior economist for the In- • The Training Paradigm Shift available to independent manufactur- in Destin, Fla., from October 10-14. stitute of Trend Research presenting • Managing the Manufacturer Re- ers’ representatives and manufactur- Among the key focus areas of this “See the Future before Your Competi- lationship ers. This year, along with the normal year’s conference will be: tion Does,” Larry Oxenham on ‘Asset • Why Are You Always Calling Me networking opportunities, AIM/R • Industry economic Trends Protection’, and ‘Managing Human About Price? will have a Rep Café. This is the ultimate networking op- A. O. Smith donates to Habitat portunity. For a complete conference agenda and additional information on MILWAukee — A. O. Smith Corpora- monetary gifts or in-kind donations Water Products Company, said. AIM/R, visit www.aimr.net. tion has donated 40 natural gas resi- of materials. “Our company has been a long-time AIM/R — with its new tagline dential water heaters to Milwaukee Last year, A. O. Smith donated 30 partner with Habitat, and this is the “The Place Reps Come To Succeed” Habitat for Humanity. water heaters for Milwaukee Habitat fourth consecutive year we have do- — is an association of independent The water heater donation is in for Humanity homes. In addition, the nated products to this worthy organ- manufacturers representatives and conjunction with a three-year, $6.8 company has donated smaller quan- ization. In addition, a number of our manufacturers dedicated to promot- million grant from the u. S. Depart- tities of water heaters for Habitat employees have volunteered with ing the professional sales represen- ment of Housing and urban Develop- projects in Washington and Ozaukee Habitat over the last several years.” tative function in the plumbing, ment to build 100 houses in the City Counties. The first 20 of the Promax® 40-gal- HVAC/R, Kitchen and Bath, water- of Milwaukee. The grant equals ap- “We are pleased to be in a posi- lon water heaters are scheduled for de- works industries. proximately half the cost of building tion to support the good work that livery to Habitat’s Milwaukee offices the homes; Milwaukee Habitat for Habitat for Humanity is doing in the this week; the second shipment of 20 Humanity is required to match the Greater Milwaukee area,” Ajita G. water heaters will arrive in August. Taco enhances iWorx grant dollar-for-dollar with either Rajendra, president of A. O. Smith Visit www.hotwater.com. with open protocol CANSTON, R.I. — iWorx® from Taco electronics Solutions is an affordable, web-based building management, monitoring and control system " designed specifically for high-end residential and light commercial markets. The easy-to-install, simple-to- use solution provides a full suite of ! # control product applications, including boiler controls, heating and air conditioning applications and even products for emerging new technologies such as Btu metering. iWorx’ interface to the NiagaraAX Framework provides simple integration with other building automation systems, allowing easy upgrade of equipment control, addition of new equipment, building HVAC expansion or integration to an existing graphical front-end. It is a flexible, easily-scal- " able means of building control for integrating forced air and hydronic "!! # systems, including geothermal and solar, and for assuring that systems communicate effectively and work smoothly together. The system also performs Btu metering. Paul Banville 860-983-3979 The online iWorx Selection Wizard (www.iworxwizard.com) helps users Ray Perrotti 908-806-8899 create and specify iWorx projects in minutes. It creates a complete submit- tal package that includes wiring and Kerry DeWees 908-806-8899 air flow diagrams. Installation of the touch screen system manager and Jeff Tierney 508-864-1990 components is easy. No software pro- gramming is required, and the system Pat Tierney 508-943-0528 is self-configuring. It’s modular: Add only the controllers you need. Web access permits system monitoring from any web-enabled device or PC. See contact information on page 114 Visit www.taco-hvac.com. • Be sure to visit www.thewholesaler.com for web exclusive articles and videos! • tw08_11_pgs_008_015REVMJ_Layout 1 8/9/11 9:11 AM Page 11

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12 • INDUSTRY NEWS •THE WHOLESALER® — AUGUST 2011

on energy bills. Do- F.W. Webb opens new manico estimates the new complex could ‘green’ facility in SE Conn. save up to $60,000 annually on its fuel- BEDForD, MAss. — F.W. Webb Co.’s veteran, says the firm is excited about related bills because newly constructed “green” facility in its new prospects locally. “There’s of the various energy- Waterford, Conn., covers a nearly going to be a fairly new customer saving measures put 70,000-square-foot parcel off Vaux- base to establish here,” said Doman- in place during its hall street Extension overlooking In- ico. “And there’s plenty of room for construction. The terstate 95. The facility includes a growth. The convenience to (inter- building has an array 43,000-square-foot warehouse, ad- state) 95 is huge, and you can’t beat of solar panels on the ministrative space, a bath center fea- this location.” roof, and one of those turing plumbing-related products for He said the company recently took panels is used for its F.W. Webb Co.’s newly constructed ‘green’ facility in the home, and a supply store specifi- notice of this region’s potential and hot water needs. It Waterford, Conn., was built with energy efficient systems scouted out a site that would be easily also employs a geot- to be more environmentally friendly and could save up The building has an array of accessible — which is why the Water- hermal unit for heat- to $60,000 annually on energy bills. solar panels on the roof, and ford complex is so close to the busy I- ing and cooling. The one of those panels is used 95 and isn’t far from Interstate 395. various instrumentation used to run ing and air conditioning, refrigera- for its hot water needs. The bath center and the counter and monitor the geothermal system is tion, LP gas, instrumentation and space, are geared toward the trade, a in full view in its warehouse, de- pumps, and industrial and biophar- cally catering to the trade. mainstay of F.W. Webb’s business. signed to be used as a teaching tool maceutical piping supplies. This marks F.W. Webb’s first major “We’re big believers in supporting for those contractors who might be F.W. Webb employs about 1,500, footprint in southeastern Connecticut. the trades,” said Domanico. interested in installing such systems. and its 70+ branches throughout New Brian Domanico, the general man- The entire complex was built with The family owned F.W. Webb is England and New York are served by ager of the F.W. Webb complex in energy-efficient systems to be more one of the Norttheast’s largest re- a 408,000-square-foot distribution Waterford and an 18-year company environmentally friendly and to save gional distributors of plumbing, heat- center in Amherst, N.H.

See contact information on page 114

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14 • INDUSTRY NEWS •THE WHOLESALER® — AUGUST 2011 HOLDRITE completes facilities expansion Liberty Pumps ViSta, CaLiF. — as of presstime, hoLDRite®, a leading manufac- holds national turer in the plumbing industry since 1982, was scheduled to have com- sales meeting pleted their facilities expansion proj- BeRgen, n.y. — Liberty Pumps re- ect in mid-July. cently held its national sales meeting “the new locations will allow the at the opryland hotel in nashville, business to better leverage the tenn. the meeting was attended by hoLDRite brand,” said Michelle more than 100 salespeople and in- hubbard, founder and owner of cluded representative agencies from hoLDRite, “while helping us to both the U.S. and Canada. continue to provide superior service the meeting highlighted new prod- throughout north america and in- ucts, provided hands-on training creasing our business square footage by 20%.” the hoLDRite expansion project includes expanding from one build- Diego. operations and Distribution try affiliates in 2011 and beyond.” ing in Southern California, to three will now operate out of two factories For over 29 years, hoLDRite has — one in La Vergne, tenn., and the been a market leader in pipe support second in Las Vegas. and alignment bracket systems. the Chip o’neil, director of business focus of “Converting Makeshift Meth- development for hoLDRite, noted, ods into engineered Solutions” has led new facilities throughout the country. “the business enthusiastically looks to innovative industry product lines, demonstrations and included an the executive team, consisting of forward to implementing our current including PexRite®, LockRite™, Stout awards ceremony recognizing top Sales, Customer Service, Marketing, and future growth plans, as well as Bracket®, Quick Strap®, Quick agencies for their outstanding per- engineering and accounting, will continuing to successfully partner Stand™ and hydroFlame™. formance in 2010. the final day con- move to a new office location in San with various communities and indus- Visit www.holdrite.com. cluded with a social event at the grand ole opry, featuring the Char- lie Daniels Band as the closing act. Visit www.libertypumps.com. West-Fair Winair Co. opens in Conn. Dayton, ohio — WinWholesale inc. has opened West-Fair Winair Co. in Stamford Conn., to serve Westchester County, n.y., and southern Fairfield County in Connecticut with a complete line of hVaCR products. West-Fair Winair Co., like all Win- branded companies, has shared own- ership between the company president, other stockholders and WinWholesale; but all decision making is done at the local level. Wayne Billingham is president of West-Fair Winair and also Shelton Winair in Shelton, Conn. the new company carries a full line of products that include american Standard, hart & Cooley, Fujitsu and other brands. “Wayne Billingham is just an excellent wholesaler who runs a very successful company in Shelton. We know West-Fair Winair Co. will do a great job serving customers in its new york and Connecticut market area,” said Monte Salsman, Win- Wholesale chief operating officer. WinWholesale consists of more than 450 local Win companies in 44 states and more than 70 noland locations, mainly in the Southeast. noland is a wholly-owned subsidiary. See contact information on page 114 Visit www.winwholesale.com • Be sure to visit www.thewholesaler.com for web exclusive articles and videos! • tw08_11_pgs_008_015REVMJ_Layout 1 8/9/11 9:12 AM Page 15

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16 • INDUSTRY NEWS •THE WHOLESALER® — AUGUST 2011 Republic Company presents its 2010 Dealer Awards DAVENPORT, IOWA — Republic Com- ing Heating & Cooling Inc., Inde- pany, a leading wholesale distributor pendence, Iowa; Northern Territory, of electrical, heating, air condition- Prier Brothers Inc., Dyersville, Iowa; ing, hydronics, refrigeration and sign Eastern Territory, Doug’s Heating & support systems, recently presented Air Conditioning, Moline, Ill. 14 dealers with its 2010 Dealer Republic also presented Outstand- Awards during the company’s 95th ing Dealer awards to the following Anniversary Dealer Summit. Each of businesses, based on purchases in fis- the dealers represents the York or cal 2010, participation in Liberties Luxaire brand of equipment from programs, financial responsibility, Johnson Controls, the global leader in technical expertise, brand commit- delivering solutions that increase en- ment and marketing: ergy efficiency in buildings. • Western Territory – Luxaire – Total Maintenance Inc. received Republic Company’s Dealer of the Year Award. Guy Pauley, vice president-me- Small Market — Fiedler Heating & Pictured (from left): Ron Jensen, regional sales manager with Johnson Controls; chanical, made the presentations, not- Cooling, Fairfield, Iowa Rick Cudd, territory manager, Republic Company; Barron Sexon, president, Total ing, “It gives all of us at Republic • Western Territory – York – Small Maintenance; and Doug Widenmann, regional vice president, Johnson Controls. great pleasure to recognize the Market — Dalton Plumbing Heating achievements of this remarkable Cooling Inc., Cedar Falls, Iowa • Eastern Territory – York – Small Inc., Bettendorf, Iowa group of people. All have persevered • Western Territory – York – Large Market — Chamberlin Heating and • Eastern Territory – York – Large in the face of challenging economic Market — Lins Heating & Air Con- Air Conditioning, Muscatine, Iowa Market — Kale Company Heating & times and successfully demonstrated ditioning, Cedar Rapids, Iowa • Eastern Territory – Luxaire – Air Conditioning, Moline, Ill. their commitment to our industry and • Northern Territory – Luxaire – Large Market — Total Maintenance Visit www.republicco.com. the products they represent.” Small Market — S&R Heating, Cooling Awards in four categories were & Plumbing Inc., Luxemburg, Iowa presented: • Northern Territory – York – Worthington Cylinders buys BernzOmatic • Luxaire dealer Total Maintenance Small Market — Splinter Heating & COLuMBuS, OHIO — Worthington In- solder, accessories and related prod- Inc., Bettendorf, Iowa, received the A/C, East Dubuque, Ill. dustries Inc. announced that its Pres- ucts, sold in retail and professional 2010 Dealer of the Year award. • Northern Territory – Luxaire – sure Cylinders segment has purchased plumbing/ HVAC wholesale channels • The Excellence in Marketing Large Market — Carroll’s Plumbing the BernzOmatic business from Irwin with strong brand recognition. award went to York dealer Ingersoll Heating, Lancaster, Wis. Industrial Tool Company, a subsidiary The acquisition of BernzOmatic Plumbing & Heating Inc. of Plat- • Northern Territory – York – of Newell Rubbermaid. The transac- assets increases Worthington’s prod- teville, Wis. Large Market — Ingersoll Plumbing tion was financed with the company’s uct mix, adds new products, such as • Republic recognized one dealer & Heating Inc., Platteville, Wis. revolving credit facility and is ex- solder and accessories, and provides in each of three territories with its • Eastern Territory – Luxaire – pected to be immediately accretive. an entrée into the plumbing whole- Outstanding Growth award — West- Small Market — Dave Stepp Heating BernzOmatic is a manufacturer and sale channel, currently sold under the ern Territory, Independence Plumb- & A/C, LLC, North Liberty, Iowa global marketer of hand-held torches, Lenox brand, as well as international markets. The acquisition also directly supports Worthington Cylinders’ established hand-held torch cylinder Mincron rolls out new offerings at User Meeting business. HOuSTON — Mincron Software Sys- easy importing of Excel.” powers the wholesaler to better auto- BernzOmatic operates two manu- tems held its annual user Meeting Mincron also announced the design mate pricing from the vendor to the facturing facilities, in Medina, N.Y., April 10–13 at the Sawgrass Marriott finalization of its Web and mobile end customer. This management tool and Winston-Salem, N.C., and had in Ponte Vedra Beach, Fla. “We were platform. Drew Green, the chief archi- brings automation to pricing and al- revenues of approximately $100 mil- excited with the attendance,” said tect of this tool, stated that the market lows individualized profiles, where lion in the 2010 calendar year. John MacBride, director of client de- for mobile has changed dramatically many customers have achieved 2% to “This acquisition accelerates our velopment. “We have a lot of new in the last 12 months. There were two 5% gains in margin. The product’s growth in the hand torch business products being released this year that options before the team — modify the uniqueness comes from the user’s with an established retail brand and will help our customers be more effi- existing programs or re-design with a ability to have the software on their gives us access to additional interna- cient and better manage their growth. look to the future. The decision was an system, whereas most companies run tional distribution channels,” said Our customers have the lowest cost easy one. “Our customers are some of the numbers offsite and deliver the re- Worthington Industries chairman and of operation in the industry and are the larger wholesalers in the industry. sults. Schmitt ProfitTools takes the CEO John McConnell. always demanding better efficiencies. They need an infrastructure that will mystery out of the equation and places “We can now offer customers the We feel that we have exceeded these not only allow product and price in- them in the wholesaler’s hands. benefit and opportunity to purchase goals and the turnout shows the ex- quiry but allow them to enter orders on The Mincron user Group confer- Worthington’s hand torch cylinder citement about these solutions. any smart device,” said Green. “We ence offered an array of educational, and the BernzOmatic hand torch and “There was great anticipation need this platform to manage future best practices and networking ses- accessories from the same manufac- around the release of the second ver- goals of more tightly integrating our sions throughout the event. “Net- turer,” said Harry Goussetis, presi- sion of MyHD. This rich window customers to their customers and to working sessions were just one of the dent of Worthington Cylinders. “In client added full integration to MS the vendor, creating an end to end co- highlights of the conference. Having addition to its strong brand, Bernz - Office and onscreen graphing capa- hesive product. Providing these tools the ability to discuss industry issues, Omatic has a history of product inno- bility. The product is designed to will be invaluable to them. We also see obtain ideas and understand the direc- vation. We anticipate enhancing that work in conjunction with a multi-en- deploying these applications through tion other companies have taken with legacy with our manufacturing capa- vironment workbench. Each job App stores.” their software was well worth the bilities and expertise to grow existing function has its own workbench that Rich Schmitt and Mincron an- trip,” said Terry Dotson, president of and new product categories.” allows the optimum in visibility and nounced the completion of integration united Pipe & Supply. Log on to www.worthingtonindus- service for customers. We also added into the PriceOptimizer™ which em- Visit www.mincron.com. tries .com. • Be sure to visit www.thewholesaler.com for web exclusive articles and videos! • tw08_11_pgs_016_023REVMJ_Layout 1 8/9/11 9:13 AM Page 17

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18 • INDUSTRY NEWS •THE WHOLESALER® — AUGUST 2011

for trade professionals. Winnelson and Windustrial provide W.A. Roosevelt Established in 1868, W.A. Roo- sevelt Co. has built a reputation for commercial water heaters 24/7 partners offering knowledgeable customer service to trade professionals and the DAyToN, oHIo – WinWholesale, a hotel, restaurant, hospital or an- industrial and institutional communi- along with its Winnelson and Win- other place that must have hot water with Noritz ties throughout Wisconsin, southeast- dustrial wholesale companies, is 24 hours a day, those users can’t LACRossE, WIs. — W. A. Roosevelt ern Minnesota, northeastern Iowa and providing commercial water heater wait until someone else’s normal Co., a five-location wholesaler of the Upper Peninsula of Michigan. availability 24 hours a day for con- business hours for a replacement. plumbing, electrical, refrigeration The company currently operates tractors in eastern Indiana and from Restaurants need hot water for dish- and HVAC equipment and supplies in warehouse operations in La Crosse, northern Kentucky to Bowling washing and hotel guests expect hot the Upper Midwest, has chosen Madison, New Berlin (Milwaukee), Green, ohio. water for their showers,” Bohannon Noritz America as its exclusive sup- Plover and Rice Lake — all in Wis- Plumbing and mechanical con- said. “Winnelson and Windustrial plier of tankless water heaters. consin. tractors can call 877-94-HoT H2o locations are on-call and ready at Noritz was selected for its demon- Todd Eber, president and owner of (877-944-6842) to have an A.o. any time to provide a commercial strated commitment as an established W.A. Roosevelt, commented on the smith commercial water heater water heater to plumbing and me- brand, offering professional grade, new partnership: ready for pick-up from a Winnelson chanical contractors for installa- high-quality water heating products “We at W.A. Roosevelt are com- or Windustrial location in less than tion.” to plumbing, heating and air-condi- mitted to supporting our customers an hour or be delivered in four hours There are 13 Winnelson and Win- tioning contractors. The Fountain by providing the best products and in- or less, according to Ron Bohannon, dustrial locations from Northern Valley, Calif.-based manufacturer comparable service from our staff. WinWholesale’s eastern region vice Kentucky to Bowling Green, ohio also offers a strong contractor support With the solid reputation that Noritz president. When delivered, the new providing the water heaters. program, which includes resources has for professional service and de- water heater is placed, readied for A.o. smith Corporation is one of on relevant tax credits and product re- pendable tankless water heaters, we connection and the old heater is the world’s leading manufacturers of bates, as well as Noritz University, a knew the company would be a great taken away. The service is available commercial and residential water curriculum of 11 readily available fit for us.” 24 hours a day, seven days a week. heating equipment. residential and commercial water Visit www.Noritz.com. “When a water heater goes out in Visit www.winwholesale.com. heating and boiler training courses

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22 • INDUSTRY NEWS •THE WHOLESALER® — AUGUST 2011 Moen commemorates WaterSense® program’s fifth anniversary NOrth OlMStEd, OhIO — Moen, the and testing methods for its 2010 WaterSense® Manufacturer WaterSense-certified products. Partner of the Year, welcomed U.S. “At Moen, we realize that every- Environmental Protection Agency thing we do has a dramatic impact on administrator lisa P. Jackson to its future generations, and that includes global headquarters on June 17. Mike how we use our precious natural re- Bauer, president of Moen’s U.S. busi- sources, particularly water,” said nesses, facilitated a tour of its facility, Bauer. “On the fifth anniversary of including its design reliability lab, to the WaterSense program, Moen is commemorate the fifth anniversary very pleased to be a partner that not of the WaterSense® program and to only assists consumers and protects highlight the company’s products, these resources but is also committed programs, manufacturing processes to developing stylish, reliable prod- EPA administrator Lisa Jackson takes a closer look at the inner workings of one ucts that save water without sacrific- of Moen’s WaterSense-certified showerheads. “For five years, the EPA’s ing performance.” WaterSense program has Moen saves 50 million gallons of protect our nation’s waters, which is and conserve valuable water resources. empowered consumers to water annually by recycling the water clear not just in the priorities they ex- We’re proud to see companies like it uses at its global headquarters. In press to the EPA and elected officials, Moen leading the way, creating jobs save money and conserve addition, all of the company’s single but also through the products they buy for American workers across the coun- valuable water resources. and multi-family residential lavatory and the decisions they make as con- try at the same time they’re helping We’re proud to see companies faucets, as well as 70 showering sumers,” said Jackson. “For five years, American families save money and models, meet WaterSense criteria. the EPA’s WaterSense program has protect the environment.” like Moen leading the way...” “Americans want to conserve and empowered consumers to save money Visit www.moen.com.

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24 • Reps Speak Out •THE WHOLESALER® — AUGUST 2011 Q&A with Ken McGregor Incoming AIM/R president talks about what lies ahead BY MARY JO MARTIN Editorial director

t’s no secret that I’ve always been incredibly impressed by the AIM/R organization. This group just seems to “get it.” They take education, networking, volunteer leadership and Iconference participation to a whole new level. They’re also extremely innovative in de- signing programs and conference activities that will provide great value to members. AIM/R’s Annual Management Conference is coming up soon — October 10-14 at the SanDestin Resort in Destin, Fla. It promises to be a spectacular event. Ken McGregor, principal of McGregor & Associates in West Jordan, Utah, who will take over the AIM/R presidency at the conference, recently sat down with me to talk about his career, what he hopes to accomplish as AIM/R president, his view of reps’ role in the channel, and some of the changes to this year’s conference.

MJM: Tell us about your back- fiers, designers and engineers. Often, presenting a new product to a distribu- very important. Let’s say a showroom ground in the industry and what en- we conduct lunch and learn programs. tor, we’ll do our best at the street level sells a faucet. If there is any kind of a couraged you to become a rep? If we host them here, we have a captive to pull that product through. problem, the showroom doesn’t have to McGregor: My father was plumbing audience. We’ve got all their attention Demands by manufacturers have deal with it. Instead, they can send the contractor, so it seems like I’ve been in for a set period of time. Our full-service changed. Whereas we used to just send customer to us, and we’ll take care of it the business all my life. As many have kitchen allows us to cater breakfast, in orders, we are now functioning in from there. That’s what develops the done, I worked in back of his shop as a lunch or dinner. Generally, we have many other roles — customer service, trust with the showroom and city kid, and when I was in high school and something going on every week. trainer, order entry, catalog printer, mar- counter people so when they represent college, I worked for a plumbing sup- The response among our customers keter — and many times with same com- and sell our products they know we ply house. After getting my business has been very good. They realize that mission dollars. Our cost breakdowns are back them up. degree at the University of Utah, I was training their people properly is an the same as distributors and manufactur- MJM: The current status of the offered a position by a local rep, and asset, and they don’t typically have ers. We have warehouses, vehicles, in- economy — and especially when it wound up working for him for 18 years time to do it themselves. We have had ventory, employee benefits, etc. comes to the home building and con- before buying the agency. I spent 10 as many as 50 contractors at one time You have to be a good time manager struction market — has affected all years in Denver, and the last 22 in Salt for a water heater training school. to accomplish all of this. One of the channel partners. In particular, can you Lake City. We’ve also been certified as service things we’ve subscribed to for our sales describe the impact it is having on reps, Today, McGregor & Associates is a agents for some of our manufacturers, staff is Telenotes, which has been a big and the strategies that reps are using to combination commission, consignment so we can perform after-sales service. help in streamlining efficiency and pro- successfully navigate these times? and buy sell rep. We have 16 lines — We try to be the go-to person for our ductivity. McGregor: It has decimated our 70% are plumbing, 20% are HVAC and customers. We stock all their service When all is said and done, this is still business. The housing market is down the remaining 10% are well water. Cur- and component parts for all these prod- a relationship business. We have good at least 50% from where it was just a rently, we have10 employees, including ucts, so if a plumber has a problem with strong relationships with our customer few years ago. Seventy percent of our five in outside sales who cover Utah, a faucet or water heater, they can call base and we pride ourselves on cus- business is plumbing, and with no Idaho, Wyoming, southern Oregon and us and one of our people tomer service. We don’t’ have a houses being built, we have to get cre- eastern Nevada. We built a new office will get the part out to recorder on our phones; we have a live ative on how we sell and how we man- and warehouse about five years ago, age our money. As I mentioned earlier, and there is also a smaller office facility our costs are the same as our channel in Boise, Idaho. partners. With the economy down, we MJM: Do you regularly conduct have to be very good managers of our training programs for your customers? them right away so person answering our phone. I believe time and money. Many of our channel McGregor: Training is a huge em- they can immediately in personal contact and the service that partners and fellow reps have been phasis for us. We built this building with service their customers. goes with it. It’s critical that someone forced to do lay offs and cut wages or training in mind. In fact, we incorpo- MJM: How has the role of reps in on our staff is available to help cus- benefits; while some manufacturers rated all the products we represent into the channel changed during your years tomers immediately. have also had to close plants and do lay the building so that they are functioning in business; can you summarize all of MJM: So you feel it is the reps’ role offs. We’ve been very prudent and were the demands you are required to meet? to create demand in their territories? able to maintain our staff, something McGregor: After 39 years in this McGregor: It really is. In the old I’m very grateful for. We analyze and “Running a business today business, I’ve seen a lot of things change. days, wholesalers had sales staff and manage our lines every year so we look with the economy and other When I started out, all you needed was a were experts in their product lines. at what is profitable and what is not, issues is a challenge to sales catalog and an order pad. You’d Reps typically just went out and wrote and sometimes we have to make begin with. This is probably meet with purchasing agent and walk the orders, and serviced the wholesaler changes as to what will work with us. warehouse with them filling out orders. needs. Now we reps have to be better MJM: Besides the economy, what as hard as it’s ever been.” Now it’s a different world. It’s all com- partners with our wholesale customers’ are some of the major challenges today puterized. It can be a challenge to get sales staff, and become part of their for a manufacturers’ rep firm? as they would be in normal use. This al- products into a customer’s location. One sales team, utilizing our product knowl- McGregor: Running a business lows us to bring contractors in and show good thing, however, is that once a prod- edge, and use it to educate and promote today with the economy and other is- them how the products work. These in- uct is in their computer system, it typi- our products. sues is a challenge to begin with. This clude working showers, faucets and cally becomes an automatic MJM: What are some of the key re- is probably as hard as it’s ever been, steam systems. We also showcase our re plenishment. lationship-building tools that you use and we have to be very astute business solid surface wall materials. It’s up to the reps to start the process in your business? people. Manufacturers are still expect- Among those we train are wholesaler of pulling new products through to cre- McGregor: I think our after market ing reps to sell their products. They showroom and counter people, speci- ate demand. So when we’re going to be service and follow through has been (Turn to Reps’ role... page 26.) • Be sure to visit www.thewholesaler.com for web exclusive articles and videos! • tw08_11_pgs_024_031REVMJ_Layout 1 8/9/11 9:16 AM Page 25

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26 • Reps Speak Out •THE WHOLESALER® — AUGUST 2011

of about 50 people and with some of This is a combination group of reps and Reps’ role always changing, but their own activities. These people are manufacturers. Everyone is very candid the future of our business. They’ve got on their likes and dislikes and what we reps always vital to the chain younger ideas and new energy — and can all be doing better. Then those on (Continued from page 24.) AIM/R president, actually came to me its important that they build relation- the committee present what is dis- want the feet on the street. It would be and suggested that I should consider ships with each other that will help cussed to the AIM/R membership. very difficult for a one-man rep agency being on the board. He told me more them in the long term. The education opportunities for reps to get a major line today. We have to about what was involved and I felt it AIM/R also has partnerships with today are tremendous. Any rep that is handle sales, specifications, training, was time for a payback. This industry MANA and MRERF, which is offering warehousing, commercial quotes, order has been very good to me, and I wanted CPMR [Certified Professional Manu- “These people [Leaders entry, etc. And that takes people and to give back. After my first three-year facturers Representative] and CSP of Tomorrow] are the money. We have to do a better job com- term as director, I started going through [Certified Sales Professional] classes. municating this to our manufacturers so the chairs. I was also offered a position These are opportunities that are invalu- future of our business. they truly understand our value. this spring as a director on MANA’s able to today’s rep. Educating oneself They’ve got younger I’ve been a member of AIM/R since board. MANA is the association that is primary; you’re really cheating your- ideas and new energy.” 1998, and they have been such a help, manages AIM/R as well as some other self if you’re not taking advantage of because their educational programs national associations. these programs. I encourage my fellow not a member of AIM/R and not taking give us the opportunity to learn new MJM: What have been some of reps to really consider going through advantage of their offerings — includ- ways to be better businesspeople. AIM/R’s recent major accomplishments the CPMR program. I’ve been pleased ing the Conference —is short changing We’ve come across many techniques when it comes to member benefits? to see that manufacturers are also now themselves. that have helped us improve the way McGregor: One of most high profile recognizing some of these accredita- MJM: What are your goals as pres- we run our business. was the creation of the LOT [Leaders tions. Elkay, Bradford White and ident, and what are some of the key is- MJM: What interested you initially of Tomorrow] group. This has been a American Standard are going to require sues/initiatives being tackled this year? in pursuing a seat on AIM/R’s board? great addition. It’s been four years in the CPMR for principals and the CSP McGregor: One of my goals is to get McGregor: I had learned a lot going process. LOT actually started with a for salespeople. AIM/R to reach out and embrace non- to their conferences and networking. small group of young people who got We also created a Manufacturers Ad- member reps, and to encourage them to The fellowship has been tremendous. together at one of our conferences; now visory Council, hosting these meetings attend the Conference and get involved. Bill Godwin, a fellow rep and former it’s a formal group with a membership during the ASA Convention every year. (Turn to AIM/R Prez, page 28.)

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28 • Reps Speak Out •THE WHOLESALER® — AUGUST 2011

those expenses in such a short period of golf tournament as part of the confer- grams, and being a buy/sell rep. AIM/R time. We wanted to eliminate that con- ence. We’ve also developed a new We’re really promoting getting new (Continued from page 26.) flict. So we decided to move the Con- breakout session called Rep Café. The people to come to our Conference. If a We’re expanding member benefits, ference to October, which eliminates entire conference membership will new conference attendee doesn’t feel education, training, conference agenda, most of the conflicts. In the fall, the break into pre-determined groups by they got their money’s worth, we will communications to members, and meetings are over, we think the econ- size and throw anything on table with refund 100% of their money. We’re changed our mode of operation. In our omy should be picking up even more, any issues they’ve got with manufac- last meeting, we adopted a new motto: and people will be more apt to attend. turers, customers and employees. It will “There are changes going “Where Rep Professionals Come to Another plus is that we were able to ne- be a great opportunity to get a lot of on all the time. There is Succeed.” This is going to be an inte- gotiate great rates for rooms, and the conversation and feedback going. This grated part of our marketing program. airport is just 15 minutes away. is designed to get everyone involved in firmly a place for reps in We want to try to show that we are a MJM: Will manufacturers again have discussing the pros and cons of situa- the marketplace. Our value-added proposition for our cus- a limited presence at the Conference? tions and challenges. The board of di- role has changed tomers and manufacturers. We want to McGregor: For the fourth year, our rectors will monitor the discussions and be out there in the industry regularly associate members have been invited to then provide highlights in an all-group dramatically over the years, promoting what AIM/R is doing to attend the first day and get involved in session at the end of the day. and we have to continue strengthen its members. breakout sessions where we talk about And of course, as in years past, to develop with the market.” MJM: This year, you moved the con- key subjects. Then we all will get to- we’ll have our regular breakout ses- ference from its traditional spring time gether at end of day to present the ideas sions, the Dine Around and the Town now advertising this and it’s part of our frame to the fall. What was behind that shared from these breakout sessions to Hall Meeting. marketing program. If an existing decision, and how has the response the full group. We also host a nice recep- MJM: What would you say to a rep member brings a new member into the been from members? tion at the end of day. This gives them a who may not yet be a member as to the association, they receive a discount on McGregor: We changed it because chance to see how we operate and run benefits you’ve realized? dues for the next year. We believe these we were running into all kinds of con- our conference. The response has really McGregor: The biggest thing we financial incentives will really help flicts in the spring with trade shows and been great; in fact, some have told us have to offer are educational opportu- drive new membership. buying groups, national sales meetings, they want us to be here every year. nities, the tremendous networking, MJM: Can you share some informa- distributor meetings and more. So it MJM: Are there going to be any learning from each other about strate- tion about the management of AIM/R had become tougher for members to be changes to the typical agenda or pro- gies for all facets of operations and run- and where that stands now? able to attend our Conference. Plus it gram structure? ning your business, from taxes to McGregor: The board of directors was a stretch financially having all McGregor: We brought back the insurance plans, commissions pro- itself is one of the strongest boards we’ve had in years. The passion among these guys is unbelievable, and everyone has put forward such great ideas. AIM/R has a new, reengaged relationship with MANA. Doug Bower is our executive director, and he really wants to help us promote and expand our association. There are a number of good ideas on the table, including perhaps running some co-conferences with other groups or partnering with ASA on some things. Anything can happen, but nothing has yet been decided. MJM: Profitability is always a concern for all channel partners. What do you see as necessary to ensure fair profit for all involved? McGregor: First, you have to have an open and honest relationship with your manufacturer principals. If our manufacturers can really understand our businesses and know that we can’t operate on restricted commission structures, we’ve found they are more willing to work with us. MJM: Where do you see our traditional distribution model headed in the near future? Will reps continue to play an important role in the channel? McGregor: There are changes going on all the time. There is firmly a place for reps in the marketplace. Our role has changed dramatically over the years, and we have to continue to develop with the market. The Internet has changed the way business is done dramatically, reps and manufacturers must embrace some of the new Internet tools and marketing opportunities. There is always going to be a demand for the professional out- sourced salesperson. n

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32 • Product Development •THE WHOLESALER® — AUGUST 2011

Exclusive interview also makes it much easier to clean, since the surface doesn’t have the pits and grooves that cause soap scum Aqua Glass launches and mildew to adhere. I’ve been around this industry about 10 years and there can be a lot of innovative new bathing technology puffery that goes on with new product launches. But this is the real deal. BY MARY JO MARTIN easy-to-clean finish. and a product material that makes During my career, I’ve launched Editorial director This new technology allows us to cleaning easier. INNOVEX satisfies products that have had more bells and create more robust bathing system that need for both style and function. It whistles, but none that I’ve been new acrylic material that designs, with more storage options offers spacious, contemporary design, more excited about or believed would is strengthened with and bigger bathing wells. with its rounded corners, generous really change the industry as AINNOVEX™ technology And they’re priced well below cur- shelving and extra interior space. Most INNOVEX. has been developed by Masco Bath rent traditional acrylic systems. gelcoat units don’t offer a lot of shelv- MJM: Could you break down how — a subsidiary of Masco Corporation We believe INNOVEX is a game- ing. Our research shows that users INNOVEX works when installed? — and is now available for a number changing new technology that creates have an average of 14 product bottles Stokely: Its strength comes from of its bathing system designs. Launching with products designed for the Aqua Glass brand name, the new technology is designed to make bathing systems more durable, easier to install, and adds more features and style. The company is touting this material as, perhaps, one of the most impressive material innovations in the bathing industry in 40 years. Described as both a new technology and a new material, INNOVEX is a patent-pending three-layer combination with a thick acrylic surface. The strength of the resulting material makes it resistant to damage, while its lighter weight makes it easy to transport and install. And the highly glossed acrylic finish should make cleaning a breeze. Aqua Glass executives recently invited me to visit their 155,000- square-foot plant in Lapeer, Mich., to see how the sheets of INNOVEX are Among key staff at the Lapeer, Mich., plant are engineer Don King Jr., project manager Mike Schlaud, production manager produced and quality tested. I came Scott Allen, technical services manager Nathan Craner, shipping supervisor Rob Lyman, HR supervisor Kristen Weaver, QA away very impressed by both the fa- technician Lynette Germaine, buyer Katie Alderson, materials manager Steve Husovsky and plant manager Craig Meade. cility and the team working there. It was a pleasure to speak with Aqua a value proposition for all customers: in their bath/shower. We knew we layering, which also gives it a light- Glass president Chris Yankowich; • Plumbers and remodelers receive wanted to provide more shelving weight nature. The first thing that INNOVEX program director Andy durable, light and easier-to-install space, and that it was important to be often comes into people’s heads is Stokely; Garret Miller, manager of products that can save cost and time able to accommodate the very large, that lightweight means cheap or Health Safety & Environmental; on installation. economy-size shampoo bottles, as well weak, but this is certainly not the case Lapeer plant manager Craig Meade; • Wholesalers benefit from the as smaller recesses for soaps and ra- with INNOVEX. It’s a paradigm- and product engineer Nathan Craner. durable material. They want product zors. In the past, you would normally shifting product. This technology is Following are highlights of those to arrive damage free and, in turn, have to purchase higher end acrylic brand new; there is nothing else like conversations. satisfy and serve their customers by products for that type of design. it on the market. MJM: Tell us about INNOVEX™ delivering high-quality products. Stokely: INNOVEX products have With traditional gelcoat finishes, technology and why it is such a INNOVEX technology units are earned a longer warranty with a 10- the finished surface that you see and breakthrough material? more likely than traditional materials year limited residential warranty ver- touch is only the thickness of about Yankowich: INNOVEX is an en- to arrive intact at the warehouse, sus our traditional three-year six sheets of paper. It is brittle and gineered acrylic material. It is thick, showroom or jobsite. The material is warranty. We also provide a three- scratches very easily. It gets its designed to have a higher tolerance year commercial warranty for the new strength from the fiberglass or resins “It’s a paradigm-shifting for rough handling to resist damage INNOVEX products. Before we on the backside. during transit, storage and installa- would put a longer warranty on the INNOVEX allows us to gain much product. This technology is tion. Because the units are level and product it underwent extensive testing more space for the interior bathing brand new; there is nothing lighter in weight, they can easily be and we believe it more than lives up well. The new design process allows stacked for storage, saving whole- to the warranty. It was subjected to an us to design the product back to the else like it on the market.” salers valuable warehouse space. entire battery of testing that even I stud wall which picks up space that Also, the acrylic surface won’t dis- thought was over the top — and I’ve has traditionally been hidden. Be- strong and considerably more durable color if stored outside. seen quite a bit. The longer warranty cause it can be installed direct-to- than traditional gelcoat. It’s also more • Builders have a reputation to up- is there to assure customers that they stud, we can recapture that interior flexible than other materials, which is hold. The attractive and functional are getting a quality product. space on the walls of the unit that go a great benefit for tight installations design options provide style that any The superior material has a deeper, back to the stud and give that to the — and the lighter weight facilitates builder can be proud of. richer gloss. This not only gives it a consumer in the bathing well. We’re easier handling. Consumers love the • Consumers want plenty of storage depth when you look at the finish, but (Turn to New... page 34.) • Be sure to visit www.thewholesaler.com for web exclusive articles and videos! • tw08_11_pgs_032_039REVMJ_Layout 1 8/9/11 9:31 AM Page 33

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34 • Product Development •THE WHOLESALER® — AUGUST 2011

of gelcoat. We interviewed plumbers, could ensure the quality of what we New technology, new product remodelers, wholesalers, builders and produced here. We’ve invested in lab (Continued from page 32.) Bath, a leader in the do-it-yourself consumers. The common thread was equipment and resources that test picking up about 5% more interior bath and shower products. American that the product material was a chal- every batch of our raw materials — space in the unit. While that may not Shower & Bath and Aqua Glass were lenge in several ways to their busi- this is key in controlling the quality sound like a whole lot, when you’re merged in 2009, which led to the for- ness and they wanted an alternative. of the final product. We measure standing in the shower or tub, you mation of Masco Bath. As a full-line Quality issues and pricing also mat- everything we do. In the lab, it has to can really tell. There are several other supplier for customers, Masco Bath tered to them. Masco Bath conducted be right every time between certain installation benefits with INNOVEX: is well positioned to be an innovative more research on this innovation than parameters. • The unit fits in a standard 60” by leader in bathing systems. on any other product in the history of This facility is the first stop in the 32” alcove and arrives in one piece, Today, Masco Bath manufactures the company. process; we produce the sheets of eliminating the need to square indi- and sells products under the Delta, The Innovation team reviewed the INNOVEX and we take great pride in vidual pieces and reducing the time Peerless, American Shower & Bath research acquired by our sales team providing our piece of the pie — a needed to caulk. That, in turn, greatly and Aqua Glass brands. and outside consultants. Our Innova- consistent quality material — to the reduces the chance of leaks and fewer Aqua Glass is our wholesale trade tion team went through many trials rest of the group. seams mean less accumulation of brand and has a long respected her- that took years before coming up with Meade: All of these investments soap scum and mold. itage of quality and value with the the final product. The process that we made during the recession • The fac- traditional wholesale distributor. was in- have positioned us for e v e n

Operating under the Kaizen Lean philosophy of continual improvement, Aqua Glass officials, INNOVEX is a ‘paradigm-shifting’ product that obtains its Glass operates its 155,000-square-foot Lapeer, Mich., plant 24 hours a day over strength by bonding together a three-layer ‘sandwich’ of materials. It remains three shifts, five days a week. Under Kaizen Lean, employees look for ways to very lightweight and easy for distributors and installers to handle, while its high- remove wasted time and effort from the manufacturing process. According to Aqua gloss finish resists buildup of soap scum and mildew.

tory-leveled base doesn’t require a lot Being part of the Masco family has tense and rigorous, but necessary in greater success coming out of the re- of shimming and the material is flex- contributed significantly to the Aqua developing an alternative to tradi- cession. Rather than investing in ible enough to, in most cases, accom- Glass brand. The company has a very tional gelcoat. The Quality team con- buildings or other internal changes, modate slightly out-of-plumb structured R&D process and a great ducted stringent functional tests to we invested in technology that would pockets. culture of innovation, which is lever- help ensure that the material attrib- put us at the forefront. • The smooth polyurethane back- aged across all platforms and brands. utes exceeded what we understood to Here at Masco Bath, we operate ing doesn’t contain fiberglass irri- Masco is infusing resources for con- be the expectations of our customers. under the Kaizen Lean philosophy, tants, which makes for easier tinued innovation into the Aqua Glass The end result is that this new mate- which helps us run more efficiently. handling. brand. Masco Bath is a fully verti- rial delivers what the customers want Lean is a corporate philsophy that • The material is very flexible, so cally integrated manufacturer, which in a material, product, installation and Masco has embraced; it is, quite sim- you can maneuver the corners mak- allows us to create new technologies price point. ply, the endless pursuit of perfection. ing it easier for the unit to be in- by leveraging and combining our MJM: What makes INNOVEX so We don’t waste time, effort, materials stalled. manufacturing processes. strong? or talent. It’s a continual challenge to • The acrylic surface also resists MJM: Describe the process your Meade: With INNOVEX, its do more with less. fracture. R&D department went through in strength comes from sandwiching the The Lapeer plant has three shifts, • Pre-notched flanges are designed coming up with this final solution. layers together. If you think of ply- and runs 24 hours a day, five days a to help direct installation, and screw Yankowich: The innovation team wood, its layers are what provide week. Our philosophy is to engage guides built into the flanges reduce is comprised of Masco R&D, Masco strength. everyone in the plant to take out the risk of cracks and breakage. Product Design and Masco Bath MJM: Describe the process the wasted time and effort. An employee MJM: How does Aqua Glass fit teammates. The purpose of the team Lapeer factory went through in mak- who is not overworked can think into the Masco family, and how does is to develop long-term strategies, ing all of this happen? about the processes and contribute being part of such a large organiza- look at pipelines of products and ma- Craner: Aqua Glass invested in ideas toward improvements. It’s our tion benefit the brand? terials, and then strategically decide new equipment, designed a quality goal to reduce their stress and work- Yankowich: Aqua Glass was how to execute our new product and lab and sourced new raw materials load so they can engage more in the formed in 1969 as a manufacturer of technology launch schedules for this project. While most of the process. houseboats and a year later manufac- Everything we do at Masco Bath new equipment purchased for the line MJM: What do you currently offer tured its first bathtub with a gelcoat begins with the customer. For this was off-the-shelf, we customized with INNOVEX? finish. In 1984 Aqua Glass became a project, the company spent signifi- other items to meet our needs. Stokely: Using a thermoform tech- member of the Masco Corporation cant time and resources conducting Aqua Glass conducted significant nology, Aqua Glass has launched one family of brands. Ten years later, thorough research among our cus- research on the type of testing equip- design family. Thanks to the con- Masco acquired American Shower & tomers to find out what they thought ment we would need, and how we (Turn to Striving... page 36.) • Be sure to visit www.thewholesaler.com for web exclusive articles and videos! • tw08_11_pgs_032_039REVMJ_Layout 1 8/9/11 9:31 AM Page 35

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36 • Product Development •THE WHOLESALER® — AUGUST 2011

for Aqua Glass? Striving for perfection Miller: The GREEN- (Continued from page 34.) some additional national research to GUARD Environmental Insti- sumer research we’ve done, we feel make sure the product we bring forth tute (GEI) is a third party that confident the design will connect in the future will have just as much conducts testing and verifica- with them. value as what we’ve just launched. tion for environmental certifi- INNOVEX is available in five dif- MJM: How does the pricing com- cations. Our INNOVEX ferent units: pare to your other bathing products? product is the first bathing sys- • 60"x32" one-piece tub-shower Stokely: INNOVEX is about 20% tem to obtain GREENGUARD design that fits a standard 60" bypass higher than our gelcoat products but certification by meeting strict bathtub door this product is so superior and offers limits for chemical (Volatile • 60"x36" tub-shower so many benefits that we believe that Organic Compounds (VOCs), • 36" shower higher pricing will not be a deterrent. dust, etc.) emissions that im- • 48" shower Over the years, we’ve found that pact indoor air quality. • 60" shower acrylic is a great showroom product, GEI is part of Underwriters The shower units are all available but is often twice or three times as ex- Laboratory. The Innovex prod- with or without seats. pensive as traditional gelcoat. Be- ucts with the GREENGUARD MJM: I understand that in addition cause of that, acrylic represents a certification are found under to this first unit you are launching, very small marketshare. But with IN- the bathroom fixture category Aqua Glass was awarded GREENGUARD there are several others in the works. NOVEX, we’ve been able to keep the or the link at right. certification for INNOVEX after a very What can you tell us about future pricing way down thanks to internal As any valid third party cer- thorough process that required the product to launches, and when they will roll out? efficiencies and our vertical integra- tification process should be, pass a series of stringent tests. Stokely: Aqua Glass continues to tion, which makes it very affordable. the GREENGUARD certifica- broaden its offering of INNOVEX MJM: I understand this product tion process was very thorough and sessment of the manufacturing with new designs already on the has been certified by GREEN- required our INNOVEX products to process. Next, we provided GEI rep- drawing board. GUARD. What is GREENGUARD pass a series of stringent tests. resentative samples of the IN- We’re in the process of conducting and what does this certification mean First, GEI conducted an on-site as- (Turn to INNOVEX, page 38.)

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38 • Product Development •THE WHOLESALER® — AUGUST 2011

and commercial spaces. sustainability. INNOVEX is the first INNOVEX The entire process took several bathing system to obtain the GREEN- (Continued from page 36.) months with retests periodically to GUARD certification and we antici- NOVEX material for laboratory maintain the certification. pate that informed customers and end analysis to determine the levels of MJM: And what does having that users will gravitate to our INNOVEX VOCs and other chemicals released. certification signal to your customers products for all of the positive attrib- Finally, a full-scale finished prod- and end users? utes mentioned. uct was placed in a dynamic environ- Miller: The certification demon- Yankowich: As a company, we mental chamber and tested by GEI strates our commitment to providing are looking to launch good environ- for emissions according to estab- environmentally preferred products mentally safe, sustainable materials, lished methods. Test results were then for our customers. The INNOVEX and this product launch contributes compared to strict emission limits. process also significantly reduces the to our goal. We were especially pleased to not emissions of VOCs during the man- MJM: Any closing thoughts? only achieve the standard Indoor Air ufacturing. Our Masco Bath facilities Yankowich: INNOVEX is an ex- Quality Certification, but also the have also obtained the ISO 14001 en- citing new game-changing innova- more stringent Children and Schools vironmental certification. tion which is a critical component to Aqua Glass invested in lab equipment Certification. The Children and For our customers, low-emitting our strategy to win. The development that tests every batch of raw materials Schools Certification defines low- products carrying the GREEN- of INNOVEX has been a team effort — a key component in controlling the emitting materials suitable for envi- GUARD Indoor Air Quality® Certifi- all around. The entire team at Masco quality of the final product. Here, ronments where people, particularly cation can contribute to points in the Corporation, Masco Bath and Aqua David Lumsden runs one of the tests. children and sensitive adults, spend Leadership in Energy and Environ- Glass worked tirelessly in bringing extended periods of time. Applicable mental Design (LEED) program of this to market. The entire process — bring this product to market and I installations may include schools, the US Green Building Council. and end result — has exceeded look forward to the results. n daycares, healthcare facilities, homes The green movement of recent years everyone’s expectations. All the has expanded customer and end user teams worked countless hours during For additional information, visit “Our philosophy is knowledge and concern for the envi- development and test phases; also we http://aquaglassinnovex.com. And be ronment. Consumers desire products had the support of our parent com- sure to check out the video interviews to engage everyone in the and materials that are environmentally pany from a financial and encourage- that Mary Jo Martin shot while on plant to take out wasted friendly. The GREEN GUARD certifi- ment standpoint all along the way. I location at the plant in Lapeer, Mich., cation is a highly recognized certifica- really appreciate everything people in the “On the Road” section of time and effort.” tion that represents environmental throughout the organization did to www.thewholesaler.com.

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40 • •THE WHOLESALER® — AUGUST 2011

Table of Contents New England ...... 42 East South Central . . . .74 Connecticut ...... 42 Alabama ...... 74 Maine ...... 42 Kentucky ...... 74 Massachusetts ...... 42 Mississippi ...... 74 New Hampshire ...... 46 West South Central . . .74 Rhode Island ...... 46 Louisiana ...... 74 Middle Atlantic ...... 46 Missouri ...... 79 Maryland ...... 46 Texas ...... 79 New Jersey ...... 46 Mountain ...... 84 New York ...... 50 Arizona ...... 84 Pennsylvania ...... 50 Colorado ...... 84 East North Central . . . .56 Nevada ...... 84 Illinois ...... 56 New Mexico ...... 84 Indiana ...... 58 Utah ...... 86 Michigan ...... 58 Pacific ...... 88 Ohio ...... 62 California ...... 88 Wisconsin ...... 56 Oregon ...... 91 2011-12 Listing of West North Central . . .64 Washington ...... 91 Iowa ...... 64 Canada, Puerto Rico . .91 Kansas ...... 64 Canada, Puerto Rico . . .91 Minnesota ...... 66 Manufacturers’ South Atlantic ...... 68 Florida ...... 68 Manufacturers’ Rep Organizations . .92 Representatives Georgia ...... 72 North Carolina ...... 72 Virginia ...... 72 Representatives’ Advertisers Index New England — 42 Proline Sales Inc...... 56 Marsh & Moore ...... 70 Marshall-Rodeno Cooper New Thermco ...... 48 Associated ...... 84 England Sales ...... 42 Wallace Eannace East South Central — 74 McGregor & Assoc Inc. . . .86 Davenport Associates . . . .42 Associates ...... 52 Marketing Services Group .74 Debsco ...... 42 Tim Morales & Pacific — 88 David Gooding Inc ...... 44 East North Central — 56 Associates Inc...... 74 Delco Sales ...... 88 Walter F. Morris Co...... 44 Biz Sales ...... 62 Sawtooth Sales ...... 91 Pendleton & Bornquist Inc...... 58 West South Central — 74 Spec Sales ...... 88 Associates Inc...... 44 Great Lakes Sales ...... 62 A.H. Deveney ...... 74 Libb Co. Inc...... 56 Hugh M. Cunningham . . . .80 Canada/Puerto Rico — 91 Middle Atlantic — 46 McKinney Agency Inc. . . . .80 Barclay Sales ...... 91 B.J. Terroni Co. Inc...... 52 West North Central — 64 Oslin Nation Co...... 82 Inter American Builders Gray Sales Inc...... 52 AIM/R Upper Midwest . . . .66 Pepco Sales & Marketing .82 Agencies Co. Inc...... 91 Keystone Sales & In-Depth Marketing LLC . .64 Tipton Company ...... 80 Associates ...... 54 Woolf Harris ...... 76 Latchaw Montgomery & South Atlantic — 68 New York Sales Reps . . . .44 GM Sales & Mountain — 84 Output Sales Corp...... 56 Marketing LLC ...... 68 G & S Sales Inc...... 86 tw08_11_pgs_040_047REVMJ_Layout 1 8/9/11 10:02 AM Page 41

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See contact information on page 114 tw08_11_pgs_040_047REVMJ_Layout 1 8/9/11 10:02 AM Page 42

42 • 2011/2012 Manufacturers’ Representatives •THE WHOLESALER® — AUGUST 2011

E.W. Leonard, Inc. Connecticut Principal Contact: Morgan A. Leonard, P.O. NEW ENGLAND Box 371, Moodus, CT, 06469 Cooper New England Sales Phone: 860/873-8691 Fax: 860/873-8693 Principal Contact: Scott Cooper email: [email protected] website: www.ewleonard.com 38 Lancaster Dr Territory: New England Beacon Falls, CT, 06403 Lines: Modine, Myson, Heatlink, Utility, email: [email protected] Superior Radiant, Imperial/Greentek, website: Centrotherm, DHT, Dahl, Champion Pump, www.coopernewenglandsales.com Reco, Bacharach, Powerflo, Topp Indus- Territory: CT, MA, ME, NH, RI, VT tries, Robur, Bonomi, Axeman-Anderson, Lines: National Pipe & Plastics, In- Winters, Ultra-fin, Protech tegrity Fusion Products, GPK Prod- # of outside sales people: 5 # of warehouses: 1 ucts, Indiana Seal, Seymour Industry Orientation: Plumbing, Piping, Valves Industries, Vortens, Canyon Bath, & Fittings, Hydronic Heating, Warm-Air Neptune, Oasis, Basco, Schulte Heating, Ducted Air Conditioning, Refriger- Storage, Sage Hill Designs, Riobel, ation & Sheet Metal Krowne, Jomar, Liberty Pumps, Stanley / Virax, General Tool GET Corp. # of outside sales people: 5 Principal Contact: Gary, 126 South Cherry St, Wallingford, CT, 06492 # of warehouses: 1 Phone: 203/284-0080 Fax: 203/294-9226 Industry Orientation: Plumbing, Piping, email: [email protected] Valves & Fittings, Hydronic Heating website: www.get-corp.com See ad on this page Territory: INTL: Middle East, Africa, Europe, USA: ME, VT, NH, MA, CT, NY, NJ, RI Davenport Associates, Inc. Lines: Aquatec Pumps, Watts Water Products, Principal Contact: Rusco, InSinkErator, HM Digital, KX Technolo- Ryan Davenport, CPMR gies, Graver Industries, Clear Water 367 Washington St., Tech.Ozone, Clack, Purity Plus Products Wallingford, CT, 06492 # of outside sales people: 10 # of warehouses: 3 Phone: 203/265-2389 Fax: 203/269-5941 Industry Orientation: Plumbing email: [email protected] Pendleton Associates, Inc. Territory: CT, MA, ME, NH, RI, VT, Principal Contact: Upstate NY Arthur R. Pendleton Lines: American Standard, Bemis, P.O. Box 657, Manchester, CT Bosch, Bradley, Charlotte, Church, Phone: 860/646-4411 Fax: 860646-1162 Elkay, Fiat, Insinkerator, Jado, Metpar, email: [email protected] Mission Rubber, Myers, Mr. Steam, Territory: CT, MA, RI, NH, ME, VT Porcher, Sterling Water, Stockham Lines: American Plumber Filters, ABS Valve, Tyco Fire Protection Pumps, AK Industries Inc, Camco # of outside sales people: 29 Mfg Company, Cimberio Press Ball # of warehouses: 1 Valves, Cello Copper Fittings, Fast- Industry Orientation: Plumbing, Piping, lock Press Fittings, AB & I Cast Valves & Fittings, Hydronic Heating Iron, Pensotti Boilers, Rectorseal Ddi System Corp, Rheem Mfg Co, Seekonk Mfg Principal Contact: Barbara Jagoe, 75 Glen Co, SJE/Rhombus Tech, Turbomax Road, Suite 204, Sandy Hook, CT, 06482 Inst. Indirect W/H S, Turbonics Inc. Phone: 203/364-1200 Fax: 203/364-1400 # of outside sales people: 4 email: [email protected] # of warehouses: 5 website: www.ddisys.com Industry Orientation: Plumbing, Pip- Territory: United States and Canada ing, Valves & Fittings, Hydronic DEBsco Heating, Warm-Air Heating, Ducted Air Conditioning, Refrigeration & Principal Contact: David E. Berger Sheet Metal Box 307, Cheshire, CT, 06410 See ad on page 42 Phone: 203/272-4144 Fax: 203/272-5828 email: [email protected] Territory: CT, W. MA, VT Maine Lines: Charman Mfg, DEBsco Sales, Elcoma Metal, Prier Products, SOS Dan Davis Sales, Inc. Products, Wal-Rich Corp PO Box 567, Springvale, ME, 04083 # of outside sales people: 2 Phone: 207/324-5511 Fax: 207-324-2217 Industry Orientation: Plumbing, email: [email protected] Piping, Valves & Fittings website: www.dandavissales.com See ad on this page Territory: ME, NH, VT, MA, RI, CT Lines: Amtrol, Caleffi, Charter Plas- tics, Fralo Plastech, Intellidyne Llc, Boyertown Furnace, Aqua Mark Pressure Boosters, Kalas Wire, New Yorker Boiler, Biasi Boilers, Watersoft, S&J Instruments, Rheem/Ruud, S & J Instruments, Apricus, Elster Perfection # of outside sales people: 5 Industry Orientation: Plumbing, Hy- dronic Heating, Warm-Air Heating, Ducted Air Conditioning, Refrigera- tion & Sheet Metal Massachusetts David Gooding, Inc. Principal Contact: George Gooding, 173 Spark Street Brockton, MA, 02302-1620 Phone: 508/894-2000 Fax: 508/894-2001 email: [email protected] website: www.goodingd.com Territory: New England, NY and mid- Atlantic States (ME to VA) Lines: Nibco Inc, Anvil International, Cmc Howell Metal, NY Thermal Inc., Granby Steel Tanks, North American Pipe Corp, Vaughn > tw08_11_pgs_040_047REVMJ_Layout 1 8/9/11 10:02 AM Page 43

See contact information on page 114 tw08_11_pgs_040_047REVMJ_Layout 1 8/9/11 10:02 AM Page 44

44 • 2011/2012 Manufacturers’ Representatives •THE WHOLESALER® — AUGUST 2011

Manufacturing, Navien America Inc, Futura Sales Inc Hansgrohe Inc., Panasonic, Endot Principal Contact: Kenneth Wilensky, NEW ENGLAND Industries, Ideal Coupling, Fernco PO Box 1634, Framingham, MA, 01701 Inc, Aquaglass, Selkirk, Heatfab, Phone: 508/788-9257 Fax: 508/788-9258 email: [email protected] Armstrong Pumps, Centrotherm Territory: MA, NH, VT, RI, VT, ME (All New Eco Systems, Kerr Energy Sys- England) tems, Easyflex, Test Products Inc., Lines: Americh Corp., Bootz, Bow Group, Tigre USA Inc., Specified Fittings Brasstech - Newport Brass - Ginger, Delta Inc., Recor, Western Pottery Faucet Co., Easyheat / Warm Tiles, Fore- # of outside sales people: 22 most Groups, General Wire Spring Co., # of warehouses: 2 Jones Stephens / Comfort Seats / Lt, Industry Orientation: Plumbing, Pip- Mustee, Plastic Trends, Red White Valve Corp., Sign of the Crab, JC Whitlam / ing, Valves & Fittings, Hydronic Plumb-Pro, Xylem Heating, Warm-Air Heating, Ducted # of outside sales people: 5 Air Conditioning, Refrigeration & Industry Orientation: Plumbing, Piping, Valves Sheet Metal & Fittings, Warm-Air Heating, Ducted Air See ad on this page Conditioning, Refrigeration & Sheet Metal Edos Manufacturers Reps Inc. Gourley Company Principal Contact: Robert V Shupe, 80 Felton St., Waltham, MA, 02453 Scan with your Phone: 781/894-9500 Fax: 781/894-2301 email: [email protected] smart phone website: www.gourleyco.com app for more Territory: CT, MA, ME, NH, VT Lines: Hamilton Engineering/Evo, Raypak, information! Reco, Rheem/Ruud, Roberts-Gordon, Suburban, Yazaki Principal Contact: Robert Os # of outside sales people: 6 # of warehouses: 1 PO Box 378, Granby, MA, 01033 Industry Orientation: Hydronic Heating Phone: 413/467-9161 Fax: 413//467-7824 email: [email protected] website: www.edosonline.com J-L Sales Company Territory: CT, RI, MA, NH, VT, NY, ME Principal Contact: Joel Katz, 17 Avery Square, Needham, MA, 02494 Lines: Honeywell, Crown Boiler Co., Phone: 781/444-8622 Fax: 781/444-8722 Noritz, Hydrolevel, Gastite, The of the finest plumbing, heating, waterworks & irrigation products in the industry email: [email protected] Noble Co., Testo, Flexsure Solar, website: www.1800jlsales.com Maax, Houzer, Gerber, Ronbow, Territory: MA, RI, CT, ME, NH, VT, New Smedbo, Centoco, Firomatic, England Act D Mand Lines: Alro Products, RJS Tech, Pond Dam # of outside sales people: 18 Piping, Ltd., Macon Plastic & Pipe Inc., INDUSTRIES SALES # of warehouses: 2 Insul-Seal, Black Swan Mfg. Co., S.I. Part- ners, Dallas Specialty & Mfg. Co., Compo- Industry Orientation: Plumbing, Hy- nent Hardware Group, Mainline Products DGI Shamrock dronic Heating, Warm-Air Heating, Backflow, Thermoplastic Valves Inc, Set- Ducted Air Conditioning, Refrigera- Rite Products, Bwm Company, Drake Spe- 1-800-836-3441 1-888-636-4226 tion & Sheet Metal cialties, Thermafit Industries, Whedon fax 508-894-2005 fax 508-894-2005 Edward B Lingel Company Products, CNC Distribution # of outside sales people: 1 173 Spark Street, Brockton, MA 02302 Principal Contact: Edward Lingel, 16 Prescott Industry Orientation: Plumbing, Piping, Valves St., Suite 230, Wellesley, MA, 02481 & Fittings, Hydronic Heating Phone: 781/235-8044 Fax: 781/237-8999 774 Haunted Lane • Bensalem, PA 19020 email: [email protected] www.GoodingD.com Territory: Me, NH, E. MA, RI, VT K Ross Co Lines: Brass Craft, Geo. Carpenter Hangers, Principal Contact: Kevin Ross, Duc-Pac, Highfield Mfg, Prier, Rectorseal, 29 Main St, Kingston, MA, 02364 Westwood Products Phone: 781/422-2273 Fax: 781/422-0128 # of outside sales people: 2 email: [email protected] Industry Orientation: Plumbing, Hydronic website: www.krossco.com Heating, Warm-Air Heating, Ducted Air Territory: MA, ME, NH, VT, RI, CT Conditioning, Refrigeration & Sheet Metal Lines: Advance Tabco, American Whirlpool, Anchor Architectural, Aquarius Bathware, Comfort Designs Bathware, Elcoma, Emerson-Swan Filtrine, Froet Industries, General Partitions, Principal Contact: Ken Fagan, 300 Pond St., Hamilton Bathware, Hydrotek International, Randolph, MA, 02368 Intersan, Isimet, Ketcham Medicine Cabi- Phone: 781/986-2000 Fax: 781/986-2028 nets, KR Specialties, MAPA Products, email: [email protected] Rockford Separators, The Sure Seal website: www.emersonswan.com # of outside sales people: 3 Territory: CT, MA, RI, VT, NH, ME, Upstate Industry Orientation: Plumbing NY, W. PA Lines: A.O. Smith, Aqua Bath, Brass Craft, Caml Tomlin, Chicago Faucet, Elkay, Flex- Morris Merchants Inc. con, Geofinity, HTP, Insulation Solutions, Principal Contact: 85 SANRICO DRIVE IPS, Little Giant, Modine, Nutech/ Joe McCarthy, CPMR P.O. BOX 657 Lifebreath, Powers, PPP - Precision Plumb- 77 Green St ing Products, Raychem, Smith’s, Superstor, Foxboro, MA, 02035-2865 MANCHESTER, CT Taco, Twin City Hose, Watts Radiant, Watts Phone: 508/203-2010 Fax: 800/888-1942 06045-0657 Waterpex, PTI, Velocity Plus, Wohler email: ENVIRONMENTAL TEL: 860-646-4411 # of outside sales people: 50 # of warehouses: 1 [email protected] SALES PROFESSIONALS FAX: 860-646-1162 Industry Orientation: Plumbing, Piping, Valves website: www.morrismerchants.com & Fittings, Hydronic Heating, Warm-Air Territory: New England States MANUFACTURERS’ Heating, Ducted Air Conditioning, Refriger- Lines: Bock Water Heaters, Kitz Valves, AGENT ation & Sheet Metal 3M Aquapure, 3M Commercial Filtra- LEED tion, Jetglas Water Heaters, IPEX In- dustrial PVF/Acid Waste, Floodmaster ARTHUR R. PENDLETON, Francer Industries, Inc. MARKET DEVELOPMENT Principal Contact: Hal Francer, 44 Wharf St., Valves, Luxpro Thermostats, SOS PRESIDENT East Weymouth, MA, 02189 Products, Springhouse Specialties, Phone: 781/337-2882 Fax: 781/337-8623 Union Brass Faucets, Watco Bath ENERGY EFFICIENCIES email: [email protected] Drains, Woodford Wall Hydrants, NTI Territory: MA, RI, CT, ME, NH, VT Boilers, John Guest Fittings, Eemax THRU DESIGN Lines: Allen Company, Century/Heat Tankless Electric Water Heaters Controller, Clarion Bathware, Crown Indus- # of outside sales people: 8 tries, Cozy/Louisville Tin and Stove, Marco Products, Air Guide Mfg. # of warehouses: 1 Industry Orientation: Plumbing, Pip- # of outside sales people: 2 Covering all New # of warehouses: 1 ing, Valves & Fittings, Hydronic Industry Orientation: Plumbing, Piping, Valves Heating, Warm-Air Heating, Ducted England in Green & Fittings, Hydronic Heating, Warm-Air Air Conditioning, Refrigeration & Heating, Ducted Air Conditioning, Refriger- Sheet Metal ation & Sheet Metal See listing on page 42 See ad on this page > tw08_11_pgs_040_047REVMJ_Layout 1 8/9/11 10:02 AM Page 45

See contact information on page 114 tw08_11_pgs_040_047REVMJ_Layout 1 8/9/11 10:02 AM Page 46

46 • 2011/2012 Manufacturers’ Representatives •THE WHOLESALER® — AUGUST 2011

website: www.theserpacorp.com website: www.greensalesinc.com Territory: New England Territory: MA, CT, RI, ME, NH, VT, Upstate NY EW NGLAND Lines: Fluidmaster Inc., Keeney Mfg., Central Lines: Billco, Brenelle Co., Cameron Distrib- N E Brass, KBI, Mansfield Plumbing Products, uted Valve Group, Erico, Hayward Flow Pioneer Inds, Saniflo, Sioux Chief Mfg., Control Systems, Holyoke Fitting, Keckley Raven Products Inc. Sales Marketing & Service Inc. Tyco Thermal Controls Co., Mercer Rubber, Pasco Specialty & Principal Contact: Les Pelletz, 173 Flanders Principal Contact: David Stearns, 146 Tosca # of outside sales people: 4 Mfg., Resun, Smith-Cooper, Sharpe Valves, Rd., Westborough, MA, 01581-6186 Drive, Stoughton, MA, 02072-1511 # of warehouses: 1 Tylok, Watson Mcdaniel Phone: 508/836-3707 Fax: 508/366-5158 Phone: 781/341-0404 Fax: 781/341-0419 Industry Orientation: Plumbing, Piping, Valves # of outside sales people: 3 email: [email protected] email: & Fittings, Hydronic Heating Industry Orientation: Plumbing, Piping, Valves website: www.ravenproducts.us [email protected] & Fittings Territory: 6 New England States, NY, NJ, PA, Territory: ME, NH, VT, CT, MA and RI FL, Mid Atlantic, NC, SC, MD, VA Lines: LG Residential Ductless Units, Olsen- Urell Inc. Lines: E-Z Header Manifold, Hydro Flex Airco Furnaces, First Company, Haydon Principal Contact: Roger Urell, J&K Sales Associates Connectors, Raven Faucets & Valves, 1/4 Corporation, Triangle Tube, Laars Heating 86 Coolidge Ave., Watertown, MA, 02472 Principal Contact: Karl Grabowski, Turn Valves, Cast Copper Fittings, Header Systems, Maine Tank, Zodiac Pool Heaters Phone: 617/7923-9500 Fax: 617/926-9414 101 A E. Industrial Park Dr., Assembled, Copper Headers, EZ Grip # of outside sales people: 5 email: [email protected] Manchester, NH, 03109 Circulator Flanges, PEX Fittings and Tools, # of warehouses: 1 website: www.urell.com Phone: 603/626-1909 Fax: 603/625-2842 Lead Free ftgs and items Industry Orientation: Plumbing, Hydronic Territory: New England, Upstate NY email: [email protected] # of outside sales people: 5 Heating, Warm-Air Heating, Ducted Air Lines: Apollo, Aquatic, Elkhart Products, website: www.jandkales.com # of warehouses: 1 Conditioning, Refrigeration & Sheet Metal Grohe, Grundfos, Slant/Fin, State Territory: ME, NH, VT, MA, RI, CT, Upstate NY Industry Orientation: Plumbing, Piping, Valves Industries, Takagi, TOTO, Uponor, Ward Lines: Oatey SCS, Spears Manufacturing, & Fittings, Hydronic Heating Sweeney Rogers Geraghty, Inc. Mfg., Zoeller Hubbard Industries, Mill-Rose, Eternal Principal Contact: Kevin Geraghty, Industry Orientation: Plumbing, Piping, Valves Grand Hall Usa, Paw Manufacturing Co, RST Thermal 250 Richmond St., Raynham, MA, 02767 & Fittings, Hydronic Heating, Warm-Air Legend Valve and Fitting, Marathon Baxi Phone: 508/822-3939 Fax: 508/822-0553 Heating, Ducted Air Conditioning, Refriger- Boilers, Turbo-Torch, E Instruments, Scan with your email: [email protected] ation and Sheet Metal Nomaco, M and G Dura Vent website: www.srgipep.com # of outside sales people: 8 smart phone Territory: New England & Upstate NY # of warehouses: 1 Lines: Barnes & Jones, Braeburn Thermo- Industry Orientation: Plumbing, Piping, Valves app for more stats, Danfoss - Control Solutions, Em- & Fittings, Hydronic Heating bassy Industries, Fujitsu Mini Splits, New Hampshire information! Heatrim Baseboard Radiation, Hydrotherm Boilers, Sterling Kom-Pak Baseboard Radi- Anvil International Rhode Island Principal Contact: Richard Trethewey ation, Mars Air Systems, Midco Interna- Principal Contact: Dean Taylor 372 University Ave tional, Petite Baseboard Radiation, Rinnai 110 Corporate Dr, Ste 10, Professional Dynamic Sales Energy Products, Detroit Radiant Re-Ver- Portsmouth, NH, 03801-6822 Westwood, MA, 02090 ber-Ray, Smith Boilers, Spacepak Mini- Principal Contact: Michael Jaffa, Phone: 781/320-9910 Fax: 781/320-9906 Duct Central AC, Sterling Heating Products, Phone: 603/422-8000 Fax: 603/422-8066 P.O. Box 8497, Warwick, RI, 02888 email: [email protected] Suntemp Baseboard Radiation, Tjernlund email: [email protected] Phone: 401/461-0652 Fax: 401/461-0654 website: www.rstthermal.com Systems, Designline Baseboard Radiation website: www.anvilintl.com email: [email protected] Territory: US & International Territory: RI, NH, VT, MA, CT, ME Territory: MA, RI, CT, NH, ME, VT # of outside sales people: 15 Lines: IPS Corporation, Matco-Norca, Lines: Wilo, Unico, Heat-Flo, IBC, # of warehouses: 2 # of outside sales people: 75 Warwick Hanger, Cash Acme, Shook Crete-Heat, Tamas, Axiom, HBX, Industry Orientation: Plumbing, Piping, Valves # of warehouses: 5 & Fittings, Hydronic Heating, Warm-Air Manufactured Products, Duro Crafts, Renewaire, Zonefirst, Heliodyne, Industry Orientation: Plumbing, Federal Process, JB Products, Wal-Rich, Heating, Ducted Air Conditioning, Refriger- Piping, Valves & Fittings NTS, Bard, Drake, AIC, Niles, ation & Sheet Metal Mastercraft, Kozy Kollar, Bruco Radiant Electric Heat Green Sales Inc. # of outside sales people: 3 # of outside sales people: 7 The Serpa Corporation Principal Contact: Brian Green, # of warehouses: 1 # of warehouses: 1 Industry Orientation: Plumbing, Piping, Valves Principal Contact: Gary Serpa, 1504 Provi- 2 Townsend West, Unit 1, & Fittings, Warm-Air Heating, Ducted Air Industry Orientation: Hydronic Heating, dence Hwy., Norwood, MA, 02062 Nashua, NH, 03063 Conditioning, Refrigeration & Sheet Metal Warm-Air Heating, Ducted Air Condi- Phone: 781/769-9988 Fax: 781/769-9985 Phone: 603/880-6123 Fax: 603/880-0962 tioning, Refrigeration & Sheet Metal email: [email protected] email: [email protected] * * * * * * * * * *

Preferred Sales Inc Co., Highland Tank, Flowtronex, Alderon Industries, Axiom, Pennant International, IDDLE TLANTIC Principal Contact: Alan Guidish Future Tools, CTS Fabrication, Cash Acme, M A 1 Industrial Rd Carlon Meter, O.C. Keckley, Burnham Com- Hermitage, PA, 16148 merical, Elasto-Valve, Hayward Manufactur- Industry Orientation: Plumbing, Piping, Valves Phone: 724/981-5500 Fax: 724/981-5560 ing, Columbian Tec Tank, BDK, Kitz, John Maryland & Fittings, Hydronic Heating, Warm-Air email: [email protected] Wood, New Yorker, Tekmar, Danfoss Flo- Heating, Ducted Air Conditioning, Refriger- website: www.preferredsales.com matic, Watson Mcdaniel, General Partitons Cathell Associates Inc. ation & Sheet Metal Territory: MD, NJ, NY, PA # of outside sales people: 30 Principal Contact: Edward K. Cathell, # of warehouses: 2 Dominion Marketing, Inc. Lines: 3M Purification, AK Industries, Industry Orientation: Plumbing, Piping, Valves 6609 York Road, Baltimore, MD, 21212 Aquatic, Backstop, Bradford White, Phone: 410/323-9881 Fax: 410/433-1548 Principal Contact: Tom McKew & Fittings, Hydronic Heating, Warm-Air email: [email protected] 913 Ridgebrook Rd., Ste. 302 Danze, Dura Trac, E.L. Mustee, Heating, Ducted Air Conditioning, Refriger- website: www.cathell.com Sparks, MD, 21152-9457 Gastite/Flexsure, Heritage Plastics, ation & Sheet Metal Territory: MD, DC, VA, DE Phone: 410/472-1788 Fax: 410/472-1789 Houzer, Hydromatic Pump, Lenox, Lines: Dahl Valve, Glue-On-Nozzle, Keeney email: [email protected] Nomaco, Oatey SCS, Raywal, Manufacturing, Maid-O-Mist, Myson, Prier website: www.dominionmarketing.com Territory: MD, DE, DC, VA Red-White Valve, SJE Rhombus, Products, Sioux Chief Manufacturing, Tigre, Uponor/Wirsbo, Vitra New Jersey Sure Seal Lines: Basco, Falcon Stainless, Produits Nep- tune, Oasis Lifestyle, Spears Manufacturing # of outside sales people: 11 # of outside sales people: 3 Company, Zurn Industries LLC # of warehouses: 1 Altherm, Inc. # of warehouses: 1 Industry Orientation: Plumbing, Hydronic # of outside sales people: 4 Industry Orientation: Plumbing, Piping, Principal Contact: Thomas Gallagher, Heating Industry Orientation: Plumbing, Piping, Valves Valves & Fittings, Hydronic Heating 255 Humphrey St., Englewood, NJ, 07631 & Fittings Phone: 201/871-0500 Fax: 201/871-0314 Citation Marketing J.S. Thompson SLS Inc email: [email protected] E.J. Dwyer Co. Principal Contact: J.S. Thompson, 12503 website: www.altherm.com Principal Contact: Ernest N. Soter, Rambling LN, Bowie, MD, 20715-3213 P.O. Box 245, Millersville, MD, 21108 Principal Contact: Ned Dwyer, 10910 Pump Territory: NJ and NY House Rd, Annapolis Jct, MD, 20701-1203 Phone: 301/464-5979 Fax: 301/262-9083 Lines: Bock, Delta Faucet, Phone: 410/987-5115 Fax: 410/987-0946 email: [email protected] email: [email protected] Phone: 240/553-0112 Fax: 240//55-3-01 Fernco, Gastite, Franklin Brass, Mansfield email: [email protected] Territory: DE, MD, DC and VA Plumbing, Spirotherm, Utica Boilers, Territory: MD, WASH DC, N. VA, Lines: Air King, Builders Best, Dust Free, Lines: JB Products, Div. of Federal Process website: www.ejdwyer.com Wayne Combustion Systems, Wayne Water Territory: VA, MD, Washington DC Fluke, Heat Controller, Summitt/ Mortex, Systems, Kaldewei, Blue Angel Pumps, Corp., Central Brass, Greenfield Peco Fasteners, Spectroline, Amprobe Manufacturing, Elcoma Metal Fabricating, Lines: Aquarius Bathware, Bradley Corpora- Pennco, Olsen Heating & Cooling, Vitra Silver-Line Plastics, Primary Steel tion, Blucher Drainage, Chicago Faucets, # of outside sales people: 2 # of outside sales people: 8 Comfort Design Bathware, Chronomite, Industry Orientation: Hydronic Heating, # of warehouses: 1 # of outside sales people: 1 Warm-Air Heating, Ducted Air Conditioning, Industry Orientation: Plumbing Just Sinks, Engineered Brass Co., Miro Industry Orientation: Plumbing, Piping, Valves Industries, Powers, Stern Williams, Watts Refrigeration & Sheet Metal & Fittings Cummins Wagner Co Drainage, Brae Rainwater Harvesting, Fil- Principal Contact: Britt Kirby, 10901 Pump trine Drinking Water, Omni Flow Controls N.H. Yates & Co., Inc. House Rd, Annapolis Jct, MD, 20701-1206 # of outside sales people: 3 Principal Contact: Jon Thomas, DNJ Sales Assoc Phone: 410/792-4230 Fax: 301/490-7156 # of warehouses: 1 117-C Church Lane, Principal Contact: Db 154 Muirfield Ct, Mays email: [email protected] Industry Orientation: Plumbing Cockeysville, MD, 21030 Landing, NJ, 08330 website: www.cummins-wagner.com Phone: 410/667-6300 Fax: 410/667-9201 Phone: 609/407-1244 Fax: 609/407-1244 Territory: MD, VA, DE Harry Eklof & Associates, Inc. email: [email protected] email: [email protected] Lines: Bell & Gossett, Bryan Boiler, Cemline, Principal Contact: Gary Eklof, website: www.nhyates.com Territory: NJ, DE, MD, Eastern PA Domestic Pump, Dianorm, Hoffman 3401 Pennsy Dr., Landover, MD, 20785 Territory: MD, PA, VA, Lines: Scaleblaster Products, Ella’s Walk In Specialty, Kramer Refrigeration, Lochinvar, Phone: 301/772-1700 Fax: 301/772-7347 Lines: Taco Inc., A.O. Smith Commerical Tubs, Real Gear Xtreme Cooling Mcdonnell & Miller, Marley, Lochinvar Tisun email: [email protected] Water Products, Burnham Hydronics, Ther- Towel+cap, Hi-Velocity Systems Chilled Solar, Russell Refrigeration, Recold, website: www.harryeklof.com mal Solutions, Wohler, Van Packer, Stiebel Water, Sun Pure, Flood Master Neptune, Wessels, Mr.PEX, Weksler, Industry Orientation: Plumbing, Piping, Valves Eltron, Hydronic Modules Corp., Miljoco, # of outside sales people: 2 Goulds, Toshiba VFD & Fittings, Hydronic Heating, Warm-Air Thermaflo Engineering, Schott/Kimax, Industry Orientation: Plumbing, Hydronic Heat- # of outside sales people: 10 Heating, Ducted Air Conditioning, Refriger- Flexhose Co., Maxitrol, Holby Valve, Skid- ing, Warm-Air Heating, Ducted Air Condition- # of warehouses: 3 ation & Sheet Metal more, Banres Pumps Co., Deming Pump ing, Refrigeration & Sheet Metal > tw08_11_pgs_040_047REVMJ_Layout 1 8/9/11 10:02 AM Page 47

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48 • 2011/2012 Manufacturers’ Representatives •THE WHOLESALER® — AUGUST 2011

pany, Oatey SCS, Pipeconx, Reed Manu- Territory: Northern NJ, Lower NY facturing, Standard Nipple Works, CMC State, Metropolitan NY City includ- IDDLE TLANTIC Howell Metal, Wolverine Joining Tech., M A Smith’s Environmental Products, Prier ing Long Island and Westchester Lines: Absolutaire, Aerco, Airtherm, Lines: Aqua Bath, Bradford White, Chicago Products, Krowne Metal Corp, Milwaukee Efkay Sales & Associates Electric Tool, John Guest USA Armstrong Pumps, Bootz, Crete- Principal Contact: Curt Schad, 220 White Faucets, Church Seats, Fluidmaster, Heat, Erie, Heat-Fab, Holby, Horse Pike, W. Collingswood, NJ, 08107 Foremost, Insinkerator, Just, Laars, # of outside sales people: 5 email: [email protected] Powers, Stern Williams # of warehouses: 1 Hydrolevel, I.C.E., Laars, Macon, Industry Orientation: Plumbing Mars, Ouellet, Reznor, Selkirk, website: www.efkaysales.com # of outside sales people: 3 Territory: South Jersey, Eastern PA, DE # of warehouses: 1 Slant/Fin, Tekmar, Triangle Tube, Lines: Davey Pumps, Liberty Pumps, AMT Industry Orientation: Plumbing, Hydronic Preferred Sales Inc Unilux, Velocity Plus, Watts Radiant, Pumps, Lavelle, Holyoke, Centoco Heating Principal Contact: Alan Guidish Watts Water PEX, York Shipley # of outside sales people: 2 1 Industrial Rd # of outside sales people: 13 # of warehouses: 1 Nov-Ell Sales Corporation Hermitage, PA, 16148 # of warehouses: 1 Industry Orientation: Plumbing Principal Contact: Joel Zingler, Industry Orientation: Plumbing, Hy- 598 Lafayette Ave., Hawthorne, NJ, 07506 Phone: 724/981-5500 Fax: 724/981-5560 Focus Sales, LLC Phone: 973/636-2900 Fax: 973/636-2929 email: [email protected] dronic Heating, Warm-Air Heating, Principal Contact: Jay Schechter, CPMR email: [email protected] website: www.preferredsales.com Ducted Air Conditioning, Refrigera- 117 Mountain Ave., Middlesex, NJ, 08846 Territory: The 5 Boros of New York, Long Territory: MD, NJ, NY, PA tion & Sheet Metal Phone: 732/302-0091 Fax: 732/302-9501 Island, Westchester, Rockland and Orange Lines: 3m Purification, Ak Industries, See ad on this page email: [email protected] Counties, New Jersey Aquatic, Backstop, Bradford White, website: www.focussales.us Lines: General Wire, Highfield Manufacturing, Danze, Dura Trac, E.L. Mustee, Wiltech Inc. Territory: NJ, Lower NY State Jaclo Industries, William H Harvey Com- Gastite/Flexsure, Heritage Plastics, Houzer, Hydromatic Pump, Lenox, Principal Contact: Gary Kuhn Nomaco, Oatey SCS, Raywal, Red 405a Southgate Ct. White Valve, SJE Rhombus, Tigre, Mickleton, NJ, 08056 Uponor/Wirsbo, Vitra Phone: 856/423-9400 Fax: 856-423-9444 # of outside sales people: 11 email: [email protected] # of warehouses: 1 website: www.wiltechinc.com Industry Orientation: Plumbing, Piping, Territory: E. PA, DE, So. Jersey Valves & Fittings, Hydronic Heating Lines: Bonomi North America, Engi- neered Flexible Products, Flo-Tite Valves & Controls, Max-Seal Inc., Thermco Mercer Rubber Company, Mueller Principal Contact: Philip Giubardo Steam Specialty, Operating & Main- 228 Scoles Ave, Clifton, NJ, 07012 tenance Specialties, Senior Flexon- Phone: 973/777-6700 Fax: 973/777-1540 ics-Pathway HVAC, Weksler Glass email: [email protected] Thermometer Co. website: www.thermcoreps.com # of outside sales people: 2 >

See contact information on page 114 tw08_11_pgs_048_055REVMJ_Layout 1 8/9/11 10:04 AM Page 49

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For information call 866-729-0975 or visit www.aimr.net See contact information on page 114 tw08_11_pgs_048_055REVMJ_Layout 1 8/9/11 10:04 AM Page 50

50 • 2011/2012 Manufacturers’ Representatives •THE WHOLESALER® — AUGUST 2011

tics, Elster Perfection, Flomatic Valve, Zonefirst, Mars Air Doors, Air Products and Legend Valve, Mission Rubber, Oasis Bath- Controls MIDDLE ATLANTIC ware, Pentair Water, Pioneer Industries, # of outside sales people: 7 Springhouse Specialties, 3M Purification, # of warehouses: 1 Tyco Thermal Controls Industry Orientation: Hydronic Heating, Warm- Industry Orientation: Plumbing, Piping, Valves # of warehouses: 1 # of outside sales people: 4 Air Heating, Ducted Air Conditioning, Re- Industry Orientation: Piping, Valves & & Fittings, Hydronic Heating, Warm-Air Industry Orientation: Plumbing, Piping, Valves frigeration & Sheet Metal Fittings Heating, Ducted Air Conditioning, Refriger- & Fittings, Hydronic Heating ation & Sheet Metal Valad Electric Heating Co Demarco Sales Agency Inc Harbour Sales Ltd. Principal Contact: Arthur Cecchini, 160 Wildey Principal Contact: Clint Goodwin, St Ste 1, Tarrytown, NY, 10591-2915 New York Principal Contact: Craig Sakolish, 131 Bellaire Rd, Massapequa, NY, 11758 Phone: 914/631-4927 Fax: 914/631-4395 258 Old Post Rd., Ballston Spa, NY, 12020 Phone: 516/541-9151 Fax: 516/541-8510 email: [email protected] Advanced Hydronics Phone: 518/884-2925 Fax: 518/884-2779 email: [email protected] Territory: all USA and europe email: [email protected] website: www.harboursales.net website: demarcosales.com # of outside sales people: 4 Territory: Long Island, Metro NY, Lower NY, # of warehouses: 1 Scan with your Territory: Upstate NY Northern Jersey Industry Orientation: Warm-Air Heating, smart phone Lines: American Saw, Cozy Space Heaters, Lines: Field Controls, Hydronic Alternatives, Ducted Air Conditioning, Refrigeration & Triangle Phase III, SOS Products, Ameri- Boyertown Furnace, Lynn Manufacturing, Sheet Metal app for more can Valve, Jones-Stephens Corp., Smith Columbia Boiler, C&S Manufacturing, Triple Cast Iron Boilers, Granby Steel Tanks, S Specialties, Century Brass Wales - Darby, Inc. Beacon Morris, Keeney, Sterling Radiation, information! # of outside sales people: 2 Principal Contact: Brian Darby, 2910 Express Bacharach, American Plumber Industry Orientation: Plumbing, Piping, Valves Dr. S., Islandia, NY, 11749 Principal Contact: Kevin Sossin # of outside sales people: 4 & Fittings, Hydronic Heating, Warm-Air Phone: 631/585-6800 Fax: 631/585-6838 Industry Orientation: Plumbing, Piping, Valves Heating, Ducted Air Conditioning, Refriger- email: [email protected] 124 E. Main St., Suite 201, & Fittings, Hydronic Heating Babylon, NY, 11702 ation & Sheet Metal website: www.walesdarby.com Edwards Platt & Deely Territory: Metropolitan NY/Long Island; North- Phone: 631/532-2700 Fax: 631/532-2701 J.R. Baker Associates Inc. ern NJ; Downstate NY email: [email protected] Principal Contact: R. B. Cruickshank Principal Contact: William Bourke, Lines: AO Smith Water Products, Alyan Pump, Territory: New York City, NJ, Long 368 Wyandanch Ave. 6901 Herman Rd, Syracuse, NY, 13209 Beacon Morris, Flexcon, Flow Design, Fu- Island,& Westchester North Babylon, NY, 11703 Phone: 315/638-2516 Fax: 315/638-1133 jitsu, Hydrotherm, Jaga, Keflex, Lifebreath, Phone: 631/253-0600 Fax: 631//25-3-03 email: [email protected] Lux Products, MG Coupling, Modine Manu- Lines: Peerless Boiler, HTP, Wilo, email: [email protected] Carlin Combustion, Wieland Cop- website: jrbakerassociates.com facturing, Orange-Eco, RAY Boilers, website: www.epdreps.com Territory: Upstate NY ( not including NYC or Spacepak, Speakman, Sterling / Suntemp, per, Ksd Distribution, Hydrolevel, Territory: Metro NY, Long Island, Lower NY Embassy Industries, Westwood Long Island ) Taco, Omegaflex, Triad Boilers, Uponor, State & N. NJ Lines: Bosch Thermotechnology, Buderus, Viessmann, Water Control Corp., Z-Flex, Products, E-Instruments, Rhomar, Lines: Powers, Div. Watts Industries, Ames, Carlin Cumbustion Technology, Cen- Jjm Boiler Works Juniper Industries Div. Watts Industries, Blucher- Div Watts, trotherm Eco. Systems, Crete-Heat (uder- Church Seat Co., Engineered Brass Co., # of outside sales people: 8 # of outside sales people: 10 slab insulation), Danfoss (hydronic comfort # of warehouses: 2 # of warehouses: 1 Div. Just Mfg. Co., Halsey Taylor Co., Amer- controls), Marvair, Rehau, Sterling (steam Industry Orientation: Plumbing, Hydronic Industry Orientation: Plumbing, Pip- ican Water Heater, Just Mfg. Co., Sloan control products), Suburban Manufacturing, Heating, Warm-Air Heating, Ducted Air Valve Co., Willoughby Industries, John Tekmar, Turbonics Inc., Wilo USA Conditioning, Refrigeration & Sheet Metal ing, Valves & Fittings, Hydronic Wood Water Heaters, Watts Brass & Tubu- Heating, Warm-Air Heating, Ducted lar, Watts Drainage Products, Watts Regu- # of outside sales people: 3 Air Conditioning, Refrigeration & lator Co., Zoeller Co., Guardian Industries, # of warehouses: 1 Wallace Eannace Industry Orientation: Piping, Valves & Fittings, Assocs., Inc. Sheet Metal Safe-T-Cover, Orion Fittings, Chicago Hydronic Heating, Warm-Air Heating, Faucet, Towle-Whitney Systems, Febco, ASAP Sales Corp. Ducted Air Conditioning, Refrigeration & State Water Heater, Dormont Mfg. Sheet Metal Scan with your Principal Contact: Bill Artz, # of outside sales people: 11 201 Montrose Road, Westbury, NY, 11590 # of warehouses: 2 smart phone Phone: 516/333-4488 Fax: 516/333-9486 Industry Orientation: Plumbing, Piping, Valves Preferred Sales Inc email: [email protected] & Fittings, Hydronic Heating Principal Contact: Alan Guidish app for more website: www.asapsales.com 1 Industrial Rd information! Territory: Metro NY, L.I., Putman, Dutchess, Flex-Hose Company Orange, Sullivan, and Rockland, Northern Hermitage, PA, 16148 NJ, CT. Phone: 724/981-5500 Fax: 724/981-5560 Principal Contact: Jim Collins Lines: Acorn Aqua, Acorn Engineering, Scan with your email: [email protected] 50 Newtown Rd. Acorn Safety, Aero Mfg, AK Industries, smart phone website: www.preferredsales.com Plainview, NY, 11803 Chronomite, Elmdor, Stoneman, Erico, Territory: MD, NJ, NY, PA Phone: 201/891-9550 Fax: 201/891-4298 Green Turtle, Holdrite, Hydroflame, Lines: 3M Purification, AK Industries, Homestead Valve, Hot Box, CDR, app for more email: [email protected] Aquatic, Backstop, Bradford White, website: www.wea-inc.com La-Co Markel, Merit Brass, Milwaukee information! Danze, Dura Trac, E.L. Mustee, Valve Co., Mission XH, Murdock, Territory: Metro NY, Metro NJ Napac, Neo-Metro, O.C. Keckley Co., Gastite/Flexsure, Heritage Plastics, Lines: Bell & Gossett, Lochinvar, Mc- Phoenix Forging, Potter Roemer, Principal Contact: Patrick Sawyer Houzer, Hydromatic Pump, Lenox, 6801 Crossbow Dr Donnell & Miller, Danfoss, Hoffman Rheem, Simtech Double Containment, Nomaco, Oatey SCS, Raywal, Red Specialties, Domestic Pump, Whitehall Manufacturing, Wilkins, Zurn East Syracuse, NY, 13057-1026 White Valve, SJE Rhombus, Tigre, Phone: 315/437-1611 Fax: 315/437-1903 Goulds Pump, Cemline, Flex-Hose Industries, Aqua-Flush, Chemical Uponor/Wirsbo, Vitra Co., HBX Control Systems, Heat Waste, Drainage, Flo-Thru, Light Com- email: [email protected] # of outside sales people: 11 mercial, Temp-Gard, Zurn On website: www.flexhose.com Link Group Inc., Intellidyne, # of warehouses: 1 Aquatherm Inc., Robur, Econar # of outside sales people: 9 Territory: Continental United States, Industry Orientation: Plumbing, # of warehouses: 1 Canada, Puerto Rico, and Interna- Geosystems, AHI Technologies, Industry Orientation: Plumbing, Piping, Valves Piping, Valves & Fittings, Hydronic Argo (NJ Only), Maid-O-Mist & Fittings, Hydronic Heating tional Department Heating # of outside sales people: 2 # of outside sales people: 25 # of warehouses: 2 Belsky Associates,Inc. Industry Orientation: Piping, Valves & Sherwood Specialties Inc. Fittings Principal Contact: Warren Olson Industry Orientation: Plumbing, Pip- Principal Contact: Bob Belsky, 620 Derby 3349 Monroe Ave. Ste 230 ing, Valves & Fittings, Hydronic Drive East, Oceanside, Ny 11572, NY Rochester, NY, 14618 Phone: 516/678-1655 Fax: 516/678-8632 Fortune and Heating Phone: 585/348-9002 Fax: 585/348-9005 See ad on page 52 email: [email protected] Wright Sales, Inc. email: [email protected] Territory: NYC (5 Boroughs), Long Island, website: www.sherwoodspecialties.com Westchester,County, NY (Rockland, Scan with your Territory: Upstate New York Orange, Dutchess & Putnam Counties) Lines: Snyder Industries, SJE/Rhombus Con- Pennsylvania Lines: Bosch Thermotechnologycorp, Gover- smart phone trols, Jackel, Vuflow Filters, Blue White In- nale Company Inc., Group Thermo Inc., dustries, BMI-Canada, Hartell Div - Milton Associated Marketing, Inc. Hartell Div., Milton Roy Co, Turbonics.Inc., app for more Roy, Canfield Technologies, Electronic Sen- Principal Contact: Frank Fein, CPMR Unitron Products Inc. sor Products, JB Products, Bruco Products, # of outside sales people: 4 information! 11500 Roosevelt Blvd. #G-1, JC Whitlam, Kozy Kollar, Ashland Poly Philadelphia, PA, 19116-3000 # of warehouses: 1 Traps, Napac, Sim/Tech Filters, Base Prod- Industry Orientation: Plumbing, Piping, Valves Principal Contact: Todd Wright ucts, Champion Pumps, Union Brass, Phone: 215/677-6870 Fax: 215/677-1261 & Fittings, Hydronic Heating, Warm-Air PO Box 130 Quick Trench, Nibco PEX email: Heating, Ducted Air Conditioning, Refriger- Greenville, NY, 12083 # of outside sales people: 2 [email protected] ation & Sheet Metal Phone: 518/966-5980 Fax: 518/966-5985 Industry Orientation: Plumbing, Piping, Valves website: C & C Marketing, Inc. email: [email protected] & Fittings, Hydronic Heating www.associatedmarketing.net Territory: Eastern PA, NJ, DE, NY Principal Contact: Martin Klucka, website: Stamberger-Sender Associates Inc. P.O. Box 561, Apalachin, NY, 13732 www.fortuneandwrightsalesinc.com Metro, MD, DC Metro Principal Contact: Chris Stamberger, Lines: Spears Mfg, Cooper B-Line, Phone: 607/625-5540 Fax: 607/625-5568 Territory: Upstate New York 7398 Wyers Point Road, Ovid, NY, 14521 email: [email protected] # of outside sales people: 4 Phone: 607/532-9595 Fax: 607///5-3-2- Watts Brass & Tubular, NDS Inc., Territory: Upstate NY, N. NJ Industry Orientation: Plumbing email: [email protected] Rheem Water Heater, Imcoa Insula- Lines: Dunkirk Boiler (ECR), Plastic website: www.stamberger.com tion, General Wire Spring Co, Mis- Trends, Matco Norca, Cash Acme, Group One Northeast, Inc. Territory: ME, MA, CT, NH, RI, NY, NJ, PA, VT, sion Rubber Products, Anaheim Woodpro Vanity, Imcoa Pipe Insulation, Principal Contact: Rick Manier. OH, MD, DE Utica Boiler(ECR), Heat Link, Pipe Mfg (Wasteking), Napac, Cozy, P.O. Box 424, Cazenovia, NY, 13035 Lines: Diversitech, Best Air Pro, Crown Boil- Chatham Brass Connects, Holyoke, Easy Heat, Argo Phone: 315/655-2339 Fax: 315/655-2558 ers, S&P Fans, Honeywell/Genesis Cable, Controls (ECR), Olsen Furnance email: [email protected] # of outside sales people: 6 ADP, Nordyne, Metal-Fab, Skuttle Manufac- # of warehouses: 1 (ECR), Penco Boiler (ECR) website: www.grouponene.com turing, Tjernlund, UEI Instruments, Re- # of outside sales people: 4 Lines: Baker-Monitor-Campbell, Basco, Cen- newaire, Rinnai, Quietflex, Rfoil/Covertech, Industry Orientation: Plumbing, Pip- # of warehouses: 1 tral Brass, Centriline Cable, Charter Plas- ing, Valves & Fittings, Hydronic > tw08_11_pgs_048_055REVMJ_Layout 1 8/9/11 10:04 AM Page 51

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52 • 2011/2012 Manufacturers’ Representatives •THE WHOLESALER® — AUGUST 2011

Principal Contact: Tim West 4009 Market St., Ste. K, Aston, PA, 19014 Gray Sales Inc 3190 Tucker Rd. Phone: 610/485-2828 Fax: 610/485-7171 IDDLE TLANTIC email: [email protected] Principal Contact: Edmund Cancelosi M A Bensalem, PA, 19020-2892 website: www.cwaassociates.com PO Box 26826 email: [email protected] Territory: Eastern PA, Southern NJ, DE Philadelphia, PA, 19134-6826 Heating, Warm-Air Heating, Ducted website: www.bjterroni.com Lines: Elkay, Toto, McGuire, Schier Products, Phone: 215/739-3355 Fax: 215/739-4592 Air Conditioning, Refrigeration & Territory: E. PA, S. NJ, N. DE Mountain Plumbing, Oasis Lifestyles, Phyl- email: [email protected] Sheet Metal Lines: Flexcon, Ge Energy, Gastite, rich, Sioux Chief, Zoeller, Topp Industries website: www.graysalesinc.com Governale, iWorx, Lochinvar, # of outside sales people: 4 Territory: E.PA, S. NJ , DE , MD, Wash B.J. Terroni Company, Inc. Modine, Skidmore, Smiths, Taco, # of warehouses: 1 Industry Orientation: Plumbing D.C. and VA Tigerflow, Twin City Hose Lines: Basco Shower Enclosures, The Scan with your # of outside sales people: 1 Derbyshire Mack & Morgan, Inc. Swan Corp., Swanstone, Fairmont smart phone # of warehouses: 8 Principal Contact: Robert C. Trader Jr. Designs, Elcoma, Sierra Copper, See ad on this page 4009-D Market St., Aston, PA, 19014 Bootz Industries, California app for more Cope-Wardell-Ammon Assocs., Inc. Phone: 610/497-2600 Fax: 610/497-2603 Faucets, Kingston, Dreamwalls email: [email protected] Color Glass, Lenova, Calavena information! Principal Contact: Mark Ammon, website: www.dmminc.com Territory: E. PA, S. NJ, DE, MD, DC Stone Lines: Ashcroft, Kunkle Valve, # of outside sales people: 4 Marsh/Bellofram, Mcdaniels, Yarway, U.S. # of warehouses: 1 Gauge, Noshok, Inc., Wika Industry Orientation: Plumbing # of outside sales people: 3 See ad on this page # of warehouses: 1 Industry Orientation: Plumbing, Piping, Valves Grothaus Sales & Fittings Scan with your smart phone Visit our website to learn more about us! app for more www.graysalesinc.com information!

M anufacturers’ Representative Principal Contact: Paul Grothaus Covering Eastern Pennsylvania, South- 200 Eagle Rd Ste 30 Wayne, PA, 19087-3115 ern New Jersey, Delaware, Maryland, Phone: 610/293-9221 Fax: 610/293-9252 W ashington D.C. & Virginia email: [email protected] website: www.grothaussales.com 3190 TUCKER RD. Territory: Eastern PA, Southern NJ, Office & Warehouse Distribution Center BENSALEM, PA 19020 DE Lines: Brass Craft Mfg Co., Comfort (215) 639-3600 Toilet Seats, Cresline Plastic Pipe 201-11 E. Venango Street Co., Fernco Inc., Flint & Walling FAX (215) 639-3710 Pumps, J C Whitlam Chemicals, P.O. Box 26826 Jones-Stephens Corp., Keeney Philadelphia, PA 19134-6826 www.bjterroni.com Tubular Brass & Plastic, LT Connec- tions, Roth Water and Septic Tanks, Tel: 215-739-3355 Simmons Well Accessories Fax: 215-739-4592 TERRITORY COVERED: # of outside sales people: 3 Eastern and Central Industry Orientation: Plumbing, Pip- Penna., So. New Jersey, ing, Valves & Fittings Providing Impeccable Customer Halpern - Jacobs No. Delaware Principal Contact: Bob Jacobs Service for over 40 years! 927 Springwood Dr West Chester, PA, 19382-2121 SERVICE: Thirty-one (31) Phone: 610/431-1770 Fax: 610-431-0014 email: [email protected] technically qualified website: www.halpern-jacobs.com Territory: Eastern PA, Southern NJ, DE, MD, salespeople to aid you. VA Lines: Airvector, Dongan, IPRO, Koch Filter Corporation, Lau Industries, Thermo FACILITIES: 36,000 sq/ft Manufacturing, Vimco, Z-Flex office–warehouse area. # of outside sales people: 4 Industry Orientation: Warm-Air Heating, Ducted Air Conditioning, Refrigeration & —REPRESENTING— Sheet Metal J B OConnor Co FLEXCON INDUSTRIES Principal Contact: Bryan OConnor, GE ENERGY PO Box 12927, Pittsburgh, PA, 15241-0927 Phone: 724/745-5300 Fax: 724-745-7420 GASTITE email: [email protected] website: www.jboconnor.com GOVERNALE Territory: Western PA & WV Lines: Aqua Glass, Dormont Mfg., Watts iWORX Brass & Tubular, Blucher, Elkay, Powers, LOCHINVAR CORP. Rinnai, Sloan Valve, Omegaflex Tracpipe, Watts Water Technologies, Watts Drainage, MODINE MFG. CORP. Ames Fire & Water, Brae Rainwater Harvesting Systems, Watts Pure Water SKIDMORE/VENT-RITE # of outside sales people: 5 # of warehouses: 1 SMITH’S Industry Orientation: Plumbing, Piping, Valves ENVIRONMENTAL & Fittings, Hydronic Heating PRODUCTS John Stack Sales Co. Principal Contact: Gary J. Stack 575 Wyoming Ave., Ste. A TACO, INC. Wyoming, PA, 18644 TIGERFLOW Phone: 570/693-3050 Fax: 570/693-2294 email: [email protected] TWIN CITY HOSE website: www.stacksales.com TUNSTALL Territory: PA, NJ, DE, MD, VA, Wash D.C. Lines: Automag Zone Valves, Clarion Stocked throughout our Bathware, Bacharach, Allanson territory and at our Ignition Transformers, Beacon Morris Unit Heaters, Boston Valve, warehouse Williamson/Thermoflo Boilers & See listing on page 50 Furnaces, Lukens Metals, > tw08_11_pgs_048_055REVMJ_Layout 1 8/9/11 10:04 AM Page 53

See contact information on page 114 tw08_11_pgs_048_055REVMJ_Layout 1 8/9/11 10:04 AM Page 54

54 • •THE WHOLESALER® — AUGUST 2011 2011/2012 Manufacturers’Representatives

Principal Contact: Robert Della Sala 441 C. County Line Rd. MIDDLE ATLANTIC Gilbertsville, PA, 19525 Phone: 610/369-1602 Fax: 610/369-1612 Turbonics, Mestek/Argo Hydronic Baseboard, email: [email protected] Maid-O-Mist, Mill Rose, Oem, Caleffi, Thermo- website: www.uskeystonesales.com Dynamics Boiler Co., Triangle Tube, Westwood Lines: Bosch, Boyertown Furnace Company, Products, Kamco/Great Lakes Copper, OCS Buderus, Bradley, Carlin, Creatherm, Cast Iron Radiators, Eastern Foundry, Giant Hydrolevel Company, Hold Rite, Hydro Flame, Water Heaters La-Co, Luxpro, Noble Company, Oasis Inter- # of outside sales people: 5 national, Turbonics, Fantech, Haydon, Heat # of warehouses: 1 Controller, Inc., Wilkins, Zurn PEX Plumbing, Industry Orientation: Plumbing, Piping, Valves & Zurn Plumbing Products Group Fittings, Hydronic Heating, Warm-Air Heating, See ad on this page Ducted Air Conditioning, Refrigeration & Sheet Metal Kivlan Group, Inc. Principal Contact: Brad Kivlan, Keystone Sales & Assocs. P.O. Box 740, Carlisle, PA, 17013 Phone: 717/249-6019 Fax: 717/960-1528 email: [email protected] Scan with your website: www.kivlangroup.com smart phone Territory: PA, MD, DE, S. NJ, VA, OH, WV Lines: Ritchie /Yellow Jacket, Diversitech, Shurtape, app for more Dynatemp International, Lucas Milhaupt, Southwire, Refrigeration Research, Veto Pro Pac, RGF information! Environmental, E. James Belts >

K EYSTONE S ALES & A SSOCIATES The Plumbing, HVAC, Fire Protection, Waterworks Experts 441C County Line Road • Gilbertsville, PA 19525 65 W Street Road, Warminister, PA 18974 1 Bank Street, Ste 103, Rockaway, NJ 07866 Ph 800-220-1025 Fx 610-369-1612 www.uskeystonesales.com

High Efficiency Gas fired Tankless Proven Technology in Temperature, Water Heaters Energy Star Rated Limit/Low Water Cut-off Combinations, Low Water Cut-offs for Steam and Hot Water Boilers, Multi-purpose Tank Level Controls, Condensate Pump Controllers. Fuel Saving FUEL SMART Controls

BOYERTOWN FURNACE COMPANY Residential Oil Fired Warm Air Furnaces. Commercial and Industrial Oil, Gas and Dual Fuel Fired Furnaces. (NJ Only) Pipe Support and Alignment Systems for Professional Plumbing and Hydronic Systems

World Standard in Hydronic Heating. UL Listed Cast in Place Water/Fire Stop Cast Iron Residential and Commercial Boilers. Indirect Water Sleeve System Heaters, Control Systems, Hydronic Components. Complete Solar Heating Packages

Application Specific Thread and Repair Sealants, Soldering Fluxes and Marking Products for the Trades.

Innovative Solutions: Washfountains, Showers, Emergency, Hospital and Security LUXPRO Plumbing Fixtures TMV Controls Solid Surface Lav Systems Over 30 Programmable Digital and Mechanical Thermostats for all Commercial Washroom Accessories HVAC Applications.

Waterproofing and Joint Control Membrane Materials. Heating and Industry’s Technological Leader in Oil Fire Protection System Anti-Freeze Compounds. and Gas, Residential and Commercial Burners, Controls and Ignitors Oasis International OASIS – SUNROC Electric Water Coolers and Drinking Fountains

Labor Saving Preformed Radiant Slab Floor Back Insulation Panels “Toester” Kickspace Heater. Industry’s Leading Hydronic Kickspace Heater. “Kickster” Hydronic Cabinet Heaters. (Excluding PA)

Residential and Commercial WILKINS a ZURN company Booster and Exhaust Fans. Restaurant Application Fans. Back Flow Preventers, Pressure Reducing Valves, Control Valves, Full Residential Bathroom and Kitchen Exhaust Systems and Dryer Pressure Fire Valves, Thermostatic Mixing Valves. Booster Systems. HRV and ERV Systems. Radon Remediation Systems.

ZURN PEX Plumbing z ng Systems. Radiant In- Floor Hydronic Heating Systems and Controls, Snow and Ice Melt Systems. Large Diameter Pex Tubing. Pex-Al-Pex Tubing High Performance Residential and Commercial Hydronic and Steam Baseboard

Plumbing Products Group Specification and Light Commercial Drainage Products. Trench Drain HEAT CONTROLLER, INC. Systems. Commercial Brass Manual and Electronic Flush Valves and Residential and Commercial Split Systems. Rooftop Faucets. Acid Waste Drainage Pipe Systems. Heating and A/C Units. Residential Furnaces, Dehumidifiers, ZURN 2QH SYSTEM A Complete Fixture Specification and Job Room Air Conditioners. Geothermal Heating and A/C. PTAC Site Delivery System. See contact information on page 114 Units. Multi-Zone and Cassette Mini-Split Systems tw08_11_pgs_048_055REVMJ_Layout 1 8/9/11 10:04 AM Page 55

What does C&C stand for? “Commitment & Capabilities.” — Dale Lutz, President

At C&C / Force, we’ve worked hard to earn our position as a worldwide leader in the manufacturing and distribution of premium quality, state-of-the-art valves, ÀWWLQJVDQGDFFHVVRULHV$ORQJWKHZD\ZHҋYHEHHQ recognized for achieving the highest customer VDWLVIDFWLRQUDWLQJV

It all goes back to commitment – the commitment to keep providing cutting-edge products, the most competitive pricing, and hassle-free personal service with TXLFNTXRWHV3OXVRXUYDVWRQVLWHLQYHQWRU\RIIHUVWKH FRQYHQLHQFHRIVDPHGD\VKLSSLQJ$QGDOORIWKLVFRPHV ZLWKWKHDGYDQWDJHRIGHDOLQJZLWKDVLQJOHVRXUFH

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INDUSTRIES The Clear Choice is C&C 713.466.1644 Toll Free - 1.877.996.9911 www.candcvalve.com See contact information on page 114

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56 • 2011/2012 Manufacturers’ Representatives •THE WHOLESALER® — AUGUST 2011

R. Romeo Co., Inc. Beneke, Anaheim Manfacturing, Holdrite, Principal Contact: Rich Romeo, Arizona Showerdoors MIDDLE ATLANTIC 507 E. Pennsylvania Blvd., # of outside sales people: 4 Feasterville, PA, 19053-7849 # of warehouses: 1 Phone: 215/357-5885 Fax: 215/357-6858 Industry Orientation: Plumbing, Piping, Valves # of outside sales people: 6 Safety, Provent Systems, Elmdor Access & Fittings Industry Orientation: Warm-Air Heating, Doors, Whitehall Manufacturing, Decolav email: [email protected] Ducted Air Conditioning, Refrigeration & # of outside sales people: 6 website: www.rromeoco.com Sheet Metal # of warehouses: 1 Territory: E. PA, NJ, DE, MD Industry Orientation: Plumbing, Piping, Valves Lines: Anderson Metals, American Trade Vernon Bitzer Latchaw & Fittings Products, Atlanta Special Products, Associates, Inc. Montgomery&Peck Inc. Brenelle Co., Goss Inc., Kee Safety, Output Sales Corporation Michigan Brass, Maxstraps, Electrotape, Principal Contact: Union Brass, Sos Products, Virginia Scan with your Robert Montgomery Jr. Principal Contact: Abrasives, Virginia Stainless Div., General smart phone PO Box 477 Richard G. Hildebrand Tools & Instruments, Metallics, Pace Malvern, PA, 19355-0477 119 Hunt Valley Road Machinery, Weksler Glass app for more Phone: 610/640-4640 Fax: 610-640-0059 New Kensington, PA, 15068 # of outside sales people: 3 information! email: bobmontgomery.lmpreps Phone: 724/334-5600 Fax: 724/334-9599 # of warehouses: 1 email: [email protected] Industry Orientation: Plumbing, Piping, Valves @verizon.net & Fittings, Warm-Air Heating, Ducted Air Principal Contact: Steve Krumm website: www.lmpreps.com website: www.outputsales.com Conditioning, Refrigeration & Sheet Metal Territory: OH, W. PA, WV, KY, IN 980 Thomas Dr. Territory: PA, NJ, DE, MD, D.C., VA Warminster, PA, 18974 Lines: A.O. Smith Water Systems, Lines: Cambridge-Lee, Cash Acme, Fly- R.D. Bitzer Co., Inc. ing, Haviland Drainage, Huntington Principal Contact: John Bitzer Jr., Phone: 215/443-7500 Fax: 215/443-7573 Black Swan Mfg., Camco Mfg., email: [email protected] Baker/Campbell Mfg., Canplas LLC, Brass, IPEX USA, La-Co Industries, 776 American Dr., Bensalem, PA, 19020 Lee Brass, Peerless Pottery, PHD Phone: 215/604-6600 Fax: 215/604-6601 website: www.vernonbitzer.com Hartell Div., Hydromatic Pentair Territory: E. PA, S. NJ, N. DE Water, Jackel Inc., King Bros. Manufacturing, Rheem/Ruud, Stock- email: [email protected] ham Valves, Trenton Pipe Nipple, website: www.rdbitzer.com Lines: Ames Company, Chatham Industries, Krowne Metal Corp., Territory: E. PA, S. NJ, Upper Two Counties Brass Co., Chicago Faucets, Pipeconx, SJE-Rhombus, Silver- Ward Manufacturing, Welded Tube DE # of outside sales people: 7 Crown Boiler, Dormont Manufac- Line Plastics Corp., Turbotorch, Lines: Bell & Gossett-ITT, Cutler Hammer, turing, Febco, Filtrine Drinking AHI Technologies # of warehouses: 1 Cemline Corp., Domestic Pump-ITT, Industry Orientation: Plumbing, Wessels, Hoffman Specialty-ITT, Mcdonnell Water Products, Gorton Manufac- # of outside sales people: 4 turing, Houzer Sinks, Hot Box # of warehouses: 1 Piping, Valves & Fittings & Miller-ITT, Flex Hose, Danfoss Drives, See ad on this page Watts Radiant, Marley, Viessmann, Pep Enclosures, Myson Heating Prod- Industry Orientation: Plumbing, ucts, Schwank Heaters, Sea Tech Piping, Valves & Fittings Filters, VMC, G&L Pumps See ad on this page Preferred Sales Inc # of outside sales people: 8 Fittings, Style-Rite, Watts ACV Principal Contact: Alan Guidish # of warehouses: 1 Company, Watts Pure Water Prod- Martin & Smith, Inc. Industry Orientation: Plumbing, Hydronic ucts, Watts Regulator Company, 1 Industrial Rd Heating Principal Contact: James P. Hughes, Hermitage, PA, 16148 Watts Water PEX Products 11 Vincent Cir., Warminster, PA Phone: 724/981-5500 Fax: 724/981-5560 Rich-Tomkins Co Inc # of outside sales people: 4 Phone: 215/956-9100 Fax: 215/956-9765 Principal Contact: Stew Chaffee, 235 Bridge- # of warehouses: 1 email: [email protected] email: [email protected] website: www.preferredsales.com water Rd, Aston, PA, 19014-2135 Industry Orientation: Plumbing, website: www.msrep.com Phone: 610/859-6068 Fax: 610/859-6080 Territory: E. PA, S. NJ, DE Territory: MD, NJ, NY, PA Piping, Valves & Fittings, Hydronic email: [email protected] Heating, Warm-Air Heating, Ducted Lines: Acorn Engineering, American Stan- Lines: 3M Purification, AK Industries, website: www.richtomkins.com dard, Crane Plumbing, Fiat Products, Aquatic, Backstop, Bradford White, Air Conditioning, Refrigeration & Territory: E.PA, S.N.J. DE, MD VA Sheet Metal Acorn Aqua, JAD/Porcher, Just Manufactur- Danze, Dura Trac, E.L. Mustee, Lines: Boss Products, Bradford White Water ing, Jay R. Smith Mfg. Co., Charlotte Pipe Gastite/Flexsure, Heritage Plastics, Heaters, Delta Faucet Co., Foremost Bath and Foundry Co., Red White Valve, Mur- Furniture, Jacuzzi, John Guest Fittings, dock, Potter Roemer, Chronomite, Acorn Houzer, Hydromatic Pump, Lenox, Woldoff Sales Nomaco, Oatey SCS, Raywal, Red Liberty Hardware, Song Cast iron Sinks, Principal Contact: Dean Woldoff White Valve, SJE Rhombus, Tigre, Vitra Sanitary Ware, Watco, Whirlpool 535-C Andrews Road, Trevose, PA, 19053 Uponor/Wirsbo, Vitra Corp., Woodford, Alsons, Aqua Glass Phone: 215/953-5080 Fax: 215-953-5084 LATCHAW # of outside sales people: 11 # of outside sales people: seven email: [email protected] # of warehouses: 1 # of warehouses: one Territory: E. PA, NJ, DE, MD, DC MONTGOMERY Industry Orientation: Plumbing, Piping, Valves Lines: Smart Electric, Argo Technology, Briggs Industry Orientation: Plumbing, & Fittings, Hydronic Heating Plumbingware, Comfortstar Ductless & & PECK, INC. Piping, Valves & Fittings, Hydronic Ptac, Comfortstat, Comfortpro Systems, Heating Triumph Sales, Inc. Pennco Boilers, Sayco Faucets, American- Principal Contact: Rich Bruno, Standard Water Heaters, Utica Boilers, Malvern, PA Proline Sales, Inc. 51 Bridge St, Pittsburgh, PA, 15223 Embassy Industries, Olsen Hvac, ECR Principal Contact:Gregory E. McLaren Phone: 412/781-0950 Fax: 412/781-1890 International (800) 220-2126 email: [email protected] 128 Greenwood Ave. Territory: W. PA. & WV # of outside sales people: 6 Fax: (800) 220-7081 Wyncote, PA, 19095 # of warehouses: 1 Lines: Charlotte Pipe, Liberty Pumps, Brass Industry Orientation: Plumbing, Piping, Valves Web: www.LMPREPS.com Phone: 215/517-7543 Fax: 215/517-7546 Craft, Hamilton Bathware, Franke, Amerec, & Fittings, Hydronic Heating, Warm-Air EMail: LMPREPS@ email: [email protected] American Hometec, Florestone, Rec- Heating, Ducted Air Conditioning, Refriger- Territory: Eastern PA, Southern NJ, torseal, Gerber Plumbing Fixtures, Preci- ation & Sheet Metal verizon.net Delaware sion Plumbing Products, Nibco Durapex, Central/Eastern PA Lines: Bemis/Church, Brasstech, Leonard, Willoughby, Clamp All, Haws, * * * * * * * * * * Cello Products, Mr. Steam, Green- New Jersey field Manufacturing, Hydrosystems, Delaware Insinkerator, Legend Valve, Native Trails, Oatey SCS, Ronbow, Spring- Maryland house Specialty, Transolid EAST NORTH CENTRAL Washington D.C. # of outside sales people: 3 Industry Orientation: Plumbing Industry Orientation: Piping, Valves & Fittings Virginia See ad on this page Illinois Anvil International Added Sales Co. Principal Contact: Harold Arrowsmith Principal Contact: Jim Trace, 750 Central Ave. 795 Mittel Dr., Wood Dale, IL, 60191 University Park, IL, 60484-3138 Sales, Inc. Phone: 630/694-1300 Fax: 630/694-9148 Phone: 708/534-1414 Fax: 708/534-5334 email: [email protected] email: [email protected] Manufacturers’ Representatives website: www.addedsales.com website: www.anvilintl.com Territory: IL, IN, WI, N. MI Industry Orientation: Plumbing, Piping, Valves Lines: Blue Angel Pumps, Canfield Solder, & Fittings 128 Greenwood Ave. Easy Heat, Fluidmaster, Grohe Faucets, Wyncote, PA 19095 Imcoa Pipe Insulation, Waste King, Jacuzzi, Bornquist Inc (215) 517-7543 • Fax (215) 517-7546 Oliveri Stainless Sinks, State Industries, Swan Corp., Optiflame Electric Fireplaces, Scan with your Aggressively pursuing Villeroy & Boch, St. Thomas Creations, specification, showroom Takagi Tankless, MK Morse smart phone and shelf business! # of outside sales people: 15 # of warehouses: 1 app for more Covering Eastern Pennsylvania, Industry Orientation: Plumbing information! Southern New Jersey and Delaware Allied Tube & Conduit Principal Contact: Patrick Wallis Principal Contact: Mike Hultgren Greg McLaren, Tom Rocks, Don Stark 16100 Lathrop Ave, Harvey, IL, 60426-6021 and Rashawn Johnson 7050 N Lehigh Ave. Phone: 708/339-1610 Chicago, IL, 60646-1298 email: [email protected] Phone: 773/774-2800 Fax: 773/763-6534 E-mail: website: www.alliedtube-sprinkler.com [email protected] Territory: North America email: [email protected] Web site: www.prolinesalesinc.com # of outside sales people: 6 Territory: N. IL, UPPER IN, E. IA # of warehouses: 3 Lines: ITT Bell & Gossett, > tw08_11_pgs_056_063REVMJ_Layout 1 8/9/11 10:08 AM Page 57

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See contact information on page 114 tw08_11_pgs_056_063REVMJ_Layout 1 8/9/11 10:08 AM Page 58

58 • 2011/2012 Manufacturers’ Representatives •THE WHOLESALER® — AUGUST 2011

Heating, Warm-Air Heating, Ducted Industry Orientation: Plumbing, Piping, Valves Air Conditioning, Refrigeration & & Fittings EAST NORTH CENTRAL Sheet Metal Elkhart Products Corporation R.C. Sales & Service, LLC. Principal Contact: Helen Schrand, ITT Domestic, ITT Hoffman, ITT Mc- Luczak Sales Principal Contact: Michael J. Dore, CPMR 1255 Oak Street, Elkhart, IN, 46514 Donnell & Miller, Bornquist Packag- 2476 Wisconsin Phone: 574/266-2308 Fax: 574/264-4835 ing, Cemline, Danfoss, Danfoss Scan with your Downers Grove, IL, 60515 email: [email protected] Heating, Metraflex, Patterson- Phone: 877/598-1233 Fax: 877/598-1244 website: www.elkhartproducts.com Kelley, Pep Filters, Pure Humidi- smart phone email: [email protected] Territory: All 50 states. fiers, Rinnai, Rittling/Panel Radia- website: www.rcsales.net Lines: Elkhart Products Corporation app for more Territory: IL, IN & WI # of warehouses: 8 tor, Tekmar, Watts Radiant, Weiss Industry Orientation: Plumbing, Piping, Valves Instruments information! Lines: A.O. Smith, Buderus, Taco, Haws, Gastiste, Lawler, Z-Flex, Advance Metal- & Fittings, Hydronic Heating # of outside sales people: 19 pres, Embassy Industries, Electro Indus- # of warehouses: 2 Principal Contact: Eric Luczak tries, Esbe, Creatherm, Fernox, Comfortpro MMI Industry Orientation: Plumbing, 1128 Tower Rd. Principal Contact: Mark Reed # of outside sales people: 5 17225 Westfield Park Rd. Hydronic Heating Schaumburg, IL, 60173 # of warehouses: 1 See ad on this page Phone: 847/781-5100 Fax: 847/781-5300 Industry Orientation: Plumbing, Piping, Valves Westfield, IN, 46074-9537 & Fittings, Hydronic Heating Phone: 317/867-5004 Fax: 317/896-3561 Friedman & Dorrans Sales, Inc. email: [email protected] email: [email protected] Principal Contact:Jim Dorrans/Brian Friedman website: www.luczak.com Repco Associates, Inc. website: www.mmirep.com P.O. Box 540, Glenview, IL, 60025 Territory: N. IL Principal Contact: Brian Mazzocchi, CPMR Territory: IN, KY Phone: 847/459-8412 Fax: 847/459-8437 Lines: Mifab Specification Drainage, 1775 West Armitage Ct. Lines: Canplas, Hydromatic, K-Flex Usa, email: [email protected], Beeco Backflow, AMT Booster Addison, IL, 60101 Myers, Nomaco, Sagehill Designs, Sje [email protected] Pumps, Laars Heating Systems, Phone: 630/932-9900 Fax: 630/932-9911 Rhombus, John Guest, Swanstone, Vitra, website: www.fanddsales.com NTS Solar Products, LSI Rainwater email: [email protected] Woodford, American Plumber, Bradford Territory: N. IL, Lake, Porter & LaPorte Coun- website: www.repcoassociates.com White, Everpure, Masco Bath, Price Pfister, Harvesting Systems, PVI Industries, Watco, Jomar Valve, Union Brass ties IN Wendland Mfg. Co., Newage Cast- Territory: N. IL, Lake and Porter Co., IN Lines: Oatey SCS, Bradford-White, Brass ings Pipe Products, ABS Pumps, Lines: Anaco/Husky, Eemax, Halsey Taylor, # of outside sales people: 4 Craft, Church Seats, Cresline, Mayco, E. L. Hammond Valve, Holdrite, Josam, Mcguire, # of warehouses: 1 Mustee & Sons, Cambridge-Lee, Wm. Har- Elbi Expansion Tanks, Robur Metcraft, Milwaukee Valve, Sloan Valve, Industry Orientation: Plumbing, Piping, Valves vey Co., BMI, Liberty Pumps # of outside sales people: 5 Tyler Pipe & Fittings # of warehouses: 1 # of outside sales people: 5 # of outside sales people: 5 P-M & Associates, Inc. Industry Orientation: Plumbing, Piping, Valves Industry Orientation: Plumbing, # of warehouses: 1 & Fittings Hydronic Heating Industry Orientation: Plumbing Principal Contact: Steve Hullett, 13095 Parkside Dr., Fishers, IN, 46038 G. Miller Company Metropolitan Industries Inc T.J. Higgins Co Inc Phone: 317/849-0641 Fax: 317/849-5271 Principal Contact: Brian Miller, email: [email protected] Principal Contact: John Kochan Jr. Principal Contact: Tom Higgins/Brian Higgins 901 River Lane, Loves Park, IL, 61111 142 Alexandra Way website: www.p-massoc.com Phone: 815/964-5692 Fax: 815/964-5770 37 Forestwood Dr. Carol Stream, IL, 60188-2068 Territory: IN, KY email: [email protected] Romeoville, IL, 60446-1343 Phone: 630/752-9400 Fax 630/752-9423 # of outside sales people: 6 website: www.gmillercompany.com Phone: 815/886-9200 Fax: 815/886-6277 email: [email protected] # of warehouses: 1 Territory: IL, IN, KY, WI, MN, ND, SD, IA, NE, email: [email protected] website: www.tjhiggins.com Industry Orientation: Plumbing, Piping, Valves MO, KS website: www.metropolitanind.com Territory: . IL ,N.W. IN, S.E. WI & Fittings, Hydronic Heating # of outside sales people: 3 Territory: IL Lines: Charlotte Pipe and Foundry, Cerro Industry Orientation: Warm-Air Heating, Lines: Ion Digital Level Control, Ion Flow Products, Mission Rubber, Red White Ducted Air Conditioning, Refrigeration & Valve, EZ-Weld, L.C. Metals Sheet Metal Stormpro Pumps, Ion Genesis, Grundfos, Viessmann Manufactur- # of outside sales people: 5 Michigan # of warehouses: 1 J&M Sales, Inc. ing, American Hometec, Ajax Boiler, Industry Orientation: Plumbing, Piping, Valves Burke Agency, Inc. Principal Contact: John Hubert, New Yorker Boiler, Myers Pump, & Fittings, Warm-Air Heating, Ducted Air Principal Contact: 129 W. 61st St., Westmont, IL, 60559 Topp Industries, Sumpro, Conditioning, Refrigeration & Sheet Metal Brian W. Burke, CPMR Phone: 630/789-8836 Fax: 630/789-8854 Spirotherm, Niles Tank, Navien & Fittings 2605 A Oakley Park Rd. email: [email protected] Tankless Water Heaters Walled Lake, MI, 48390-1680 website: www.jmsales.net # of outside sales people: 25 TMK IPSCO Phone: 248/669-2800 Fax: 248/669-3310 Territory: IL and N.W. IN Principal Contact: Scott Barnes email: [email protected] # of outside sales people: 3 # of warehouses: 1 2650 Warrenville Rd. # of warehouses: 1 Downers Grove, IL 60515-1748 website: www.burkeagency.com Midwest Environmental Products Territory: MI Industry Orientation: Plumbing, Piping, Valves Principal Contact: Bill Sexton, Phone: 630-874-6433 Fax: 630-874-1315 & Fittings, Hydronic Heating 21859 N Wolter Ln, Kildeer, IL, 60047 Industry Orientation: Aluminum, Stainless Lines: Bradford White Water Heaters, Phone: 815/404-0060 Fax: 847/278-5564 Steel, Metal Sheet, Bar, Tube Brass Craft Manufacturing, Char- J&J Sales & Marketing lotte Pipe & Foundry, Church Seats, Principal Contact: Jim Geller, email: [email protected] Territory: IL, IN, WI Delta Faucet Company, Hansgrohe, 19201 Blackhawk Unit 87, Mokena, IL, Ips-Studor-Truebro, Josam 60448 # of outside sales people: 3 Indiana Phone: 815/806-0202 Fax: 815/806-0303 Industry Orientation: Hydronic Heating, Company, Maax-Aker-Collection, Warm-Air Heating, Ducted Air Conditioning, email: [email protected]; website: www.jjsls.com Aspinall Associates Inc. Omegaflex Tracpipe, Raywal, Toto, Territory: IL, IA, WI, IN, MN Refrigeration & Sheet Metal Uponor, Watco Bath Wastes, Lines: Airpel Strainers, Cal-Pipe, Colonial Miller Sales, Inc. Principal Contact: Richard T. Vogt Woodford Manufacturing Valve, Homestead Valves, Lasco Fittings, Principal Contact: Brian Baxter, CPMR 6840 Hillsdale Ct. # of outside sales people: 7 Linc Level Switches, Mueller Steam Spe- 340 S. Lombard Rd., Addison, IL, 60101 Indianapolis, IN, 46250 # of warehouses: 2 cialty, Napac Inc., Pathway Controls, Quad- Phone: 630//45-8-88 Fax: 630//45-8-90 Phone: 317/849-5757 Fax: 317/845-7967 Industry Orientation: Plumbing, rant Valve, Twin City Hose, Warren Controls email: [email protected] email: [email protected] Piping, Valves & Fittings, Hydronic # of outside sales people: 3 Territory: N. IL and N.W. IN website: www.aspinall.com Heating # of warehouses: 1 Lines: Zurn, Wilkins, Watersaver, Guardian, Territory: IN, KY Industry Orientation: Piping, Valves & Fittings Intersan, Stern Williams, Sure Seal Lines: AMT Booster Pumping Sys- Dave Watson Assocs. # of outside sales people: 5 tems, Aqua-Bath, Black Swan, Boss # of warehouses: 1 Principal Contact: Dave Watson, Industry Orientation: Plumbing Products, Bradley Corporation, 1325 W. Beecher Rd., Adrian, MI, 49221 Danfoss Products, Deflecto, Eemax Phone: 517/263-8988 Fax: 517/263-2328 Tankless Heaters, Josam Drainage email: [email protected] Monti & Assoc., Inc. Products, Miro Supports, New Age website: www.davewatson.biz Principal Contact: Gregory Monti Castings, Oasis Coolers, Territory: MI South Bend-Elkhart IN Plumberex, PVI Water Heaters, Lines: Ames, Blucher, Fluidmaster, Dormont, PO Box 866 Watts, Watts Radiant, Spears Mfg. BORNQUIST INC. Arlington Hts, IL, 60006-0866 Ranger Water Treatment, Sloan Valve Co, Stern Williams Products, # of outside sales people: 3 Phone: 847/956-8200 Fax: 847/956-8237 # of warehouses: 1 email: [email protected] T&S Brass Industry Orientation: Plumbing, Piping, Valves BI website: # of outside sales people: 5 & Fittings, Hydronic Heating MANUFACTURERS www.montiandassociates.com # of warehouses: 1 REPRESENTATIVES Industry Orientation: Plumbing, Herder Sales, Inc. Territory: IL, IN, MI, WI, MN, ND, SD, Principal Contact: Todd Herder, MO, KS, IO, CO, OH, NE, Piping, Valves & Fittings, Hydronic 7050 N. LEHIGH AVE. Heating P.O. Box 2573, Kalamazoo, MI, 49003-2573 Lines: Anaconda/Universal, Comfort Phone: 269/679-5200 Fax: 269/679-3600 CHICAGO, IL 60646 Star, Comfort Stat, Dynatemp, Hartell Diversified Sales Group Llc email: [email protected] PHONE: 773/774-2800 Pump, Jason Industrial, J.W. Harris, Principal Contact: J. Kevin O Kane, Territory: MI (excluding Upper Peninsula) Lau Industries, Ma-Line, Marsh P.O. Box 2140, Noblesville, IN, 46061 # of outside sales people: 2 FAX: 773/763-6534 Bellofram, Peerless Of America, Esab, Phone: 317/776-9535 Fax: 317/776-9536 Industry Orientation: Plumbing, Piping, Valves Quietflex, Refrigeration Research, email: [email protected] & Fittings website: www.diversifiedsalesgroup.com Fluid Handling Refrigeration Tech, Ritchie/Yellow HS/Buy Van Assoc., Inc. Jacket, Southwire, Holyoke Brass Fit- Territory: IN Products — Lines: Church Seats, Cresline, Eternal Hybrid Principal Contact: Alan H. Kieninger, Chicago and tings, Easyflex, Tyco/Raychem, UFO Water Heaters, Merrill Mfg, E. L. Mustee, 56 S. Squirrel Rd., Auburn Hills, MI, 48326 # of outside sales people: 5 Oatey SCS, Pipe Conx, Prier Products, Phone: 248/852-7610 Fax: 248/852-6657 East Moline, Illinois # of warehouses: 1 Red White Valves, Scale Blaster, Tile Redi, email: [email protected] website: www.hsbuyvan.com Website: www.bornquist.com Industry Orientation: Plumbing, Pip- Well Mate ing, Valves & Fittings, Hydronic # of outside sales people: 4 Territory: MI, N. OH (Turn to page 62) > tw08_11_pgs_056_063REVMJ_Layout 1 8/9/11 10:08 AM Page 59

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62 • 2011/2012 Manufacturers’ Representatives •THE WHOLESALER® — AUGUST 2011

# of outside sales people: 6 Great Lakes Sales Industry Orientation: Plumbing, Principal Contact: Dave Murman EAST NORTH CENTRAL Piping, Valves & Fittings 350 Westgate Tower See ad on this page 20525 Center Ridge Rd. (Continued from page 58.) Farmington Hills, MI, 48334-3353 Lines: Axiom Industries, Bacharach Inc., Phone: 248/553-4388 Fax: 248/553-4653 Cleveland, OH 44116 Burnham Holdings Inc., Crete-Heat, Electro email: [email protected] Phone: 440/356-9200 Fax: 440/356-2436 Industries Inc., Flexcon, Flex-Weld Inc., website: www.taggartknight.com BWA South email: [email protected] General Filters Inc., Grundfos Pumps Territory: Lower MI, Toledo, OH Principal Contact: Bob Armbruster, Lines: Amtrol, Automag, Camco Mfg., Corp., Gustafson, Honeywell Water Solu- Lines: Amtekco, Anaco/Husky, Chicago 4501 Sutphen Ct., Hilliard, OH, 43026 Central Brass Company, Danfoss tions, Louisville Tin & Stove, Mestek Inc., Faucets, Delany, Eemax, Haws, Intersan, Phone: 614/876-2477 Fax: 614/876-0238 Hydronic Heating, Endot Industries, New Yorker Boiler, Noble Company, North- Isimet/Mapa, J D Gould, Orion Fittings, email: [email protected] Flint & Walling, InSinkErator, ITT ern Heat Pump LTD., Tekmar Control Sys- Powers, Rockford Separators, Stern website: www.bwasouth.com tems, Tjernlund Products Inc., Triangle Territory: OH and KY Laing Thermotech, Neptune Products, Williams, Tyler/Wade Santec Inc., Springhouse Specialty, Tube, Unico Inc., Uponor # of outside sales people: 4 Lines: Aquarius/Praxix, Bootz, Centoco, # of outside sales people: 5 Industry Orientation: Plumbing Charlotte Pipe, Elkay, John Guest, Leonard Stiebel Eltron, Thrush Company # of warehouses: 1 valve, Ideal coupling, Pipe Conx, Stern See ad on this page Industry Orientation: Hydronic Heating Williams, Willoughby, Wilkins, Bobrick, V.E. Sales Gamco, Koala Kare, Zurn Industries J Davis Sales & Assocs., Llc J.W. Sales, Inc. Principal Contact: Thomas H. Van Egmond # of outside sales people: 11 Principal Contact: Jeff Davis, Principal Contact: Bill Fedorinchik, 25200 Jefferson Ave. # of warehouses: 1 5293 Eberly Rd., Atwater, OH, 44201-9783 1570 E. Highwood, Pontiac, MI, 48340 Saint Clair Shores, MI, 48081-2347 Industry Orientation: Plumbing Phone: 330/947-2038 Fax: 330/597-6122 Phone: 248/745-8590 Fax: 248/745-0889 Phone: 586/774-7760 Fax: 586/774-1490 email: [email protected] email: [email protected] email: [email protected] Campbell Equipment Company website: www.jdavissales.com Territory: MI website: www.vesalesinc.com Principal Contact: Terry Campbell, 6941 Mcn- Territory: OH, and counties that surround Lines: Blanco, J&B Products, Noritz, Danfoss, Territory: MI (Lower Peninsula), Toledo, OH erney Rd., Northwood, OH, 43619 Cincinnati in KY Elcoma, Globe, Holdrite, Slant Fin, Bruco Lines: Apollo Valve, Elkhart Products, ABZ Phone: 419/874-5970 Fax: 419/874-4705 Lines: Legend Valve, Legend Hydronics, Products, Laing, Legend, Rectorseal, Valve, Highland Tank, Lasco Fittings, Miro, email: [email protected] Charter Plastics, General Pipe Cleaners, Chicago Fittings, Backstop, Everpure, Murray Clamp, Oil Creek Plastics, Speak- website: www.campbellequipment.com J.C. Whitlam Co., Aqua Mark, Alwaysfresh Hydro Systems man, Watson McDaniel, Safe-T-Cover Territory: OH H20 Lines: Lochinvar, Zurn, Wilkins, Lawler, # of outside sales people: 2 # of outside sales people: 3 # of outside sales people: 3 Industry Orientation: Plumbing, Piping, Valves # of warehouses: 1 # of warehouses: 1 Amtekco, Metcraft, CTS Flange, Intersan, Industry Orientation: Plumbing, Piping, Valves Industry Orientation: Plumbing, Piping, Valves Wessels, General Partition, Haws & Fittings, Hydronic Heating & Fittings, Hydronic Heating & Fittings, Hydronic Heating # of outside sales people: 11 Len Myers & Assoc. # of warehouses: 2 Sales Service Plus, Inc. Industry Orientation: Plumbing, Piping, Valves Principal Contact: Kevin Myers, Principal Contact: Mike Kimmel, & Fittings, Hydronic Heating PO Box 30945, Gahanna, OH, 43230 45606 Mast St., Plymouth, MI, 48170-6007 Ohio Phone: 614/861-6065 Phone: 734/454-7620 Fax: 734/454-7632 CPI Marketing email: [email protected] email: [email protected] Principal Contact: Stan Stewart, website: www.len-myers.com website: www.salesserviceplus.com Biz Sales Box 06461, Columbus, OH, 43206-0461 Territory: OH, KY Territory: MI Principal Contact: Danny Zavelson Phone: 614/777-1626 Fax: 614//77-7-46 Lines: Electro Industries, Northern Heat Lines: American Plumber, Aquatic, Ayrlett, 31360 Solon Road, Ste 31 email: [email protected] Pump, EZ Floor Briggs, CTS, Chemique, Febco, Flint & Solon, OH, 44139 Territory: OH, KY, WV # of outside sales people: 4 Walling, Decolav, Houzer, Hot Box, John Phone: 216/595-2888 Fax: 216/595- 2899 Lines: Ammark Corp., Carlin Combustion # of warehouses: 1 Guest, Mr. Steam, Knox Sales, Lavelle, Technology, Grundfos Pumps Corp., Industry Orientation: Plumbing, Hydronic Nibco pex, Nomaco, PHD Manufacturing, email: [email protected] Hydrolevel Co., Spirotherm Inc., Viessmann Heating Tyco Thermal Controls, Red-White Valve Territory: OH, MI, WV, KY, IN, W. NY, Mfg. Co. Inc. Co., Reed Manufacturing, Sayco Faucets, W. PA # of outside sales people: 3 Topp Industries, Siam Fittings, Smedbo, Lines: Alloy Stainless Products, Whit- # of warehouses: 2 Libb Company, Inc. Thrift Drain Cleaner, Viessmann Manufac- lam, Matco Norca, Keckley Strain- Industry Orientation: Plumbing, Piping, Valves turing, Ward Manufacturing, Welded Tubular ers & Valves, Hailiang USA, Lasco & Fittings, Hydronic Heating Principal Contact: Don Dwyer - Berkeley, Zoeller Pump Company 7860 N. Central Ave. Fluid Distribution, EXL Tube, In- Curnayn Sales # of outside sales people: 7 tegrity Fusion, Bristol Metals, Colo- Lewis Center, OH, 43035 # of warehouses: 1 Principal Contact: Rick Nicoloff, Phone: 740/549-1516 Fax: 740/548-0985 Industry Orientation: Plumbing, Piping, Valves nial Valve, Swepco Tube, Erico, 14210 Foltz Pkwy, Strongsville, OH, 44149 Napac, Vortens, Welding Outlets, email: [email protected] & Fittings Phone: 440/846-1280 Fax: 440//84-6-12 website: www.libbco.com Specified Fittings, Bow Plumbing email: [email protected] Taggart-Knight Group Group, Straub Couplings, Eze Flow website: curnaynsales.com Territory: OH, W. PA, KY, WV Principal Contact: Gary Taggart Tubeline, New World Stainless, Territory: OH, KY, W. PA, WV Lines: Amerec Sauna & Steam, Bemis 32985 Hamilton Ct. #102 Flowline, A-D Technologies Lines: Accor, Bemis, Blanco, BMI, Canplas, Manufacturing Co., Delta Faucet Century Shower Door, Fernox, Gerber, Co., Florestone Products Co., CMC Jackel, Jomar, Millrose, Navien, Howell Metal, InSinkErator, Mans- Seymour/Canpex, Tyler Pipe/Wade, Waste field Plumbing Prod., Neoperl, Roof King Top Blox, AO Smith Water Products, # of outside sales people: 7 Turbotorch, Warwick Hanger, Watco # of warehouses: 1 Industry Orientation: Plumbing, Piping, Valves Manufacturing, Woodford Manufac- & Fittings, Hydronic Heating turing, Zoeller Pump Co., Zurn PEX # of outside sales people: 11 # of warehouses: 1 Industry Orientation: Plumbing, Piping, Valves & Fittings, Hydronic Heating See ad on this page Midwest Spec (Great Lakes Office) Principal Contact: Tim Morrissey 12200 Commissioner Dr. North Jackson, OH, 44451 Phone: 330/538-0406 Fax: 330/538-0410 email: [email protected] website: www.mwspec.com Territory: N. OH, W. PA & WV (GL Region) Lines: ABZ Valves, Acorn, American Standard, Apollo, Anvil, Elkhart, Fiat, Hot Box, Guardian, T&S Brass, Tylok, Watson McDaniel, Weil Mclain # of outside sales people: 7 # of warehouses: 1 Industry Orientation: Plumbing, Pip- ing, Valves & Fittings, Hydronic Heating Midwest Spec (River Valley Office) Principal Contact: Pat Murphy, CPMR 7025 Harrison Ave. Cincinnati, OH, 45247 \Phone: 513/353-9191 Fax: 513/353-1589 email: [email protected] website: www.mwspec.com > tw08_11_pgs_056_063REVMJ_Layout 1 8/9/11 10:08 AM Page 63

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64 • 2011/2012 Manufacturers’ Representatives •THE WHOLESALER® — AUGUST 2011

Brass, Wm. Harvey Co., Hercules Chemi- & Fittings, Hydronic Heating cal, Impact Technologies, Insinkerator, AST ORTH ENTRAL Liberty Pumps, E. L. Mustee, Oatey SCS, Process & Mechanical E N C Septic Products, Sim/Tech Filters, Systems, Inc. Symmons, Union Brass, Woodford Mfg Principal Contact: William Goglia, President Whitney Flange Accessories Territory: KY & S. OH (River Valley Re- # of outside sales people: 3 1343 E Wisconsin Ave # 114, Pewaukee, gion) # of outside sales people: 5 Industry Orientation: Plumbing WI, 53072 Lines: American Standard, Apollo, # of warehouses: 1 Phone: 262/691-9991 Fax: 262/691-9992 Industry Orientation: Plumbing, Piping, Valves J F L Marketing Inc. email: [email protected] Anvil, Elkhart, Fiat, Guardian, Hot & Fittings Box, Isimet-Mapa, Jay R Smith, Principal Contact: Frank B Longenecker Jr., website: www.pmsireps.com T&S Brass, Watson McDaniel CPMR, 5915 S. Pennsylvania Ave, Territory: WI, MN & MI (Upper Penninsula) Milwaukee, WI, 53221-2412 Lines: Aqua Bath, Bernard Controls, Bonomi, # of outside sales people: 4 Wisconsin Phone: 414/747-8655 Fax: 414/747-8657 USA, Fibergrate Composite Structures, # of warehouses: 1 email: [email protected] Guardian Safety, Matco-Norca, Mueller Industry Orientation: Plumbing, Badgerland Trading Co. website: www.jflmarketing.com Steam Specialty, Plastic Trends, Powers Piping, Valves & Fittings Principal Contact: Robb Hopper, Territory: WI, N. IL, MI (Upper Penninsula), Process Controls, Precision Plumbing 2415 S. 170th St., New Berlin, WI, 53151 MN, ND & SD Products, Schier Products, T&S Brass, Oasis International Phone: 262/827-3177 Fax: 262/827-3176 Lines: Cello Products Inc., Mill Rose, Dormont Tylok International, Willoughby Industries email: [email protected] Manufacturing, General Wire Spring Co., # of outside sales people: 3 Scan with your website: www.badgerlandtrading.com Lavelle Industries, Boshart, Empire Mfg. # of warehouses: 1 Territory: WI and the U.P. of MI # of outside sales people: 3 Industry Orientation: Plumbing, Piping, Valves smart phone Lines: Advance Tabco, American Hometec, # of warehouses: 1 & Fittings Anaheim Mfg, Chicago Faucets, G-O-N, Industry Orientation: Plumbing, Piping, Valves app for more Haws, IPEX, JB Products, Leonard Valve & Fittings Stickler & Associates, Inc. Co., Plumbing Creations, Pro Set, Provent, Principal Contact: Stephen Stickler, CPMR information! Rockford Sanitary Systems Inc., Sioux Midwest Sales & Marketing, Inc. 203 S. Curtis Rd, Milwaukee, WI, 53214 Chief, Sloan Valve, Mission Rubber Principal Contact: Matt Rodamer, Phone: 414/771-0400 Fax: 414/771-3607 Principal Contact: Joyce Foster # of outside sales people: 3 2915 S. 160th St., New Berlin, WI, 53151 email: [email protected] 222 East Campus View Blvd # of warehouses: 1 Phone: 262/797-8220 Fax: 262/797-8505 website: www.sticklerassociates.com Columbus, OH, 43235 Industry Orientation: Plumbing, Piping, Valves email: [email protected] Territory: WI, MI (Upper Penninsula) Phone: 614/861-1350 Fax: 614/322-4557 & Fittings, Hydronic Heating website: www.mwsmrep.com Lines: Bradley Corporation, Charlotte Pipe & Territory: WI, MN, SD, ND, IA, NE, MI (Upper Foundry, Elkay Manufacturing Corp, email: [email protected] Burton-Anderson & Associates Penninsula) Eemax, Halsey-Taylor, Oasis Bath, Orion website: www.oasiscoolers.com Principal Contact: Scott D. Madsen Lines: Air2000, Burnham, Caleffi, Crete-Heat, Fittings, Rheem/Ruud Water Heaters, Delta Territory: All North America and 1803 S. 124th St., New Berlin, WI, 53151 Heat Controller, Luxpro, Mestek, New Faucet, Watts Regulator, Stern-Williams Europe Phone: 262/782-2870 Fax: 262/782-6441 Yorker Boilers, Noble, Quietflex, Raywal, # of outside sales people: 6 # of warehouses: 3 email: [email protected] Steibel Eltron, Simpson Duravent, Triangle # of warehouses: 1 Industry Orientation: Plumbing website: www.burton-anderson.com Tube, Uponor, J.C. Whitlam Manufacturing, Industry Orientation: Plumbing, Piping, Valves Territory: WI, MI (Upper Penninsula) Zonefirst & Fittings, Hydronic Heating Lines: Basco Shower Enclosures, Bemis, # of outside sales people: 5 Rep Source LLC Cherne Ind, Church Seat Div, Dearborn Industry Orientation: Plumbing, Piping, Valves * * * * * * * * * * Principal Contact: Steve Van Straten 107 Cypress St SW Reynoldsburg, OH, 43068-9692 Phone: 740/927-6880 Fax: 740/927-4545 Phone: 913/339-6677 Fax: 913/339-9518 email: [email protected] email: [email protected] website: www.repsourcellc.com WEST NORTH CENTRAL website: www.mackmcclain.com Territory: OH, N. KY, W. PA Territory: IA, NE, KS, MO, S. IL, W KY Lines: A Better Idea/Pipe Ease, Lines: AB&I Foundry, Anaco, Alderon Industries, ABT/Polydrain, American Plumber, Iowa Kansas Ames Company, Armstrong, Babbit, Cimberio, Aqua Glass, Bermad, Bosch, Boss, Cresline, Dormont, General Wire, Erico, In Depth Marketing Hodes & Sutter Inc Febco, Fernco, Gerber, Green Turtle, Bradley, Creative Industries, Principal Contact: Dan Hodes/Steve Sutter Guardian Equipment, InSinkErator, JW Harris, Eemax, Just Mfg., Liberty Pumps, Principal Contact: Jon Richard, CPMR 10614 Summit, Lenexa, KS, 66215 Orion, Powers, Rheem Water Heating, Marlo, Mifab, Moen Commercial, 2812 S. Duff Phone: 913/451-7472 Fax: 913-451-7444 Tracpipe by Omegaflex, Turbo Torch, Watts Oasis/Sunroc, Plumberex, Procep- Ames, IA, 50010 email: [email protected] Water Technologies, Zoeller, Roth Industries, tor/Green Turtle, Raychem/Tyco Phone: 515/232-3338 Fax: 515/232-4008 website: www.hodesandsutter.com Westermann Bolt, Water Saver Faucet Thermal Controls, Schott/Kimax, email: [email protected] Territory: KS, W. MO # of outside sales people: 10 Water Control Corp., Waterless Co. website: www.indepthmkt.com Lines: American Granby, Brass Craft, Cresline, # of warehouses: 13 Territory: IA, NE, KS, MO, Central- E.L. Mustee, Harvey, Holdrite, Josam, Liberty Industry Orientation: Plumbing, Piping, Valves # of outside sales people: 8 Pumps, Noritz, Oatey SCS, Red White, & Fittings, Hydronic Heating # of warehouses: 1 Southern IL Speakman, 3M Purification, Topp Industries Lines: Central Brass, Coral Industries, SBH & Assocs., Inc. Industry Orientation: Plumbing, # of outside sales people: 3 Piping, Valves & Fittings Elkay, Halsey Taylor, Flexcon Indus- # of warehouses: 1 Principal Contact: Pat McGee, tries, JM Eagle, KSD, Oatey, Harvey, Industry Orientation: Plumbing, Piping, Valves PO Box 19146, Lenexa, KS, 66215 Story Equipment Sales, Inc. Praxis Companies-Aquarius Bath- & Fittings, Hydronic Heating Phone: 913/894-4191 Fax: 877/329-1724 Principal Contact: Steven Armstrong, ware, Hamilton Bathware, Comfort email: [email protected] 7710 1st Pl., Ste. G, Johnson & White Sales Territory: KS, MO, IA, NE Oakwood Village, OH, 44146 Designs, Simmons, Symmons, Vitra Lines: Danze Faucets, AKW Aging in place, Phone: 440/786-8883 Fax: 440/786-8885 # of outside sales people: 4 Principal Contact: Dan White, Mountain Plumbing, Fusion Hardware, email: [email protected] # of warehouses: 2 1710 E 123rd Ter., Olathe, KS, 66061 Kaldewei Tubs, Energetic Lighting, Zeta website: www.storyequipment.com Industry Orientation: Plumbing, Phone: 913/390-9808 Fax: 913/390-9813 Water Conditioners, Swordfish UV Prod- Territory: N. OH Piping, Valves & Fittings email: [email protected] ucts, Great Neck Tool Lines: Armstrong Pumps, Holby Valve, website: www.jandwsales.com See ad on this page Territory: KS, W. MO # of outside sales people: 3 Precision Plumbing Products, Sterling Inc., # of warehouses: 1 Steam Specialties, Burnham Boilers, New Lambert Company Inc Lines: Charlotte Pipe, Crane Pumps, Encon Industry Orientation: Plumbing, Piping, Valves Yorker Boilers, Triangle Tube, Creatherm, Principal Contact: Michael Lambert Safety, Endot, IPS Corporation, Irwin Tools, & Fittings Rehau Radiant Systems, Honeywell Water 10338 Mount St Bernard Dr ITP, JMF, Lenox, Marlo, Metcraft, Mission Solutions, Super Radiator Coils, Smith Dubuque, IA, 52003-9465 Rubber, Halsey-Taylor, Provent Systems, Summit Sales, Inc Environmental, Axiom Industries Phone: 563/590-0306 Fax: 563/588-2452 Stern-Williams, Stiebel-Eltron, Union Brass, Principal Contact: Bill Davenport, email: [email protected] Wilkins, Zurn, Zurn PEX, Rinnai 1803 E 123rd Terr, Olathe, KS, 66061 # of outside sales people: 3 Phone: 913/791-9599 Fax: 913/791-9598 # of warehouses: 1 Territory: IA, NE, Central IL # of outside sales people: 4 Industry Orientation: Hydronic Heating Lines: Backstop Expansion Tanks, Sterling # of warehouses: 1 email: [email protected] Gas Products, Westwood Products, Heat Industry Orientation: Plumbing, Piping, Valves Territory: KS, MO & S. IL U.S. Consolidated, Inc. Transfer Products, First Company, Boiler & Fittings Lines: American Plumber, American Water Principal Contact: Todd Salsberry, Buddy, Midwest Tool, Velocity Plus, Badger- Heaters, A.O. Smith Water Heaters, Act D 836 W. Streetsboro St., Hudson, OH, 44236 land Tanks Mack McClain & Associates Mand Pumps, Aqua Glass, Delta Faucet Phone: 330/655-9220 Fax: 330/655-9222 Industry Orientation: Plumbing, Hydronic Principal Contact: Mike McClain, Company, Fairmont Designs, Fluidmaster, email: [email protected] Heating, Warm-Air Heating, Ducted Air 15090 West 116th St., Olathe, KS, 66062 Inc., John Guest, Mr. Steam, > Territory: OH, W. PA, WV Conditioning, Refrigeration & Sheet Metal Lines: Basco, Broan Nutone, Fluidmaster, Grohe America, Maax, Rheem Ruud, Progressive Reps Inc. Steamist, Swan, TOTO, IPS Principal Contact: Gary King, # of outside sales people: 6 7921 Douglas Ave, Des Moines, IA, 50322 Industry Orientation: Plumbing, Piping, Valves Phone: 515/276-0749 Fax: 515/276-4127 & Fittings email: [email protected] website: www.prireps.com Whitney Co Territory: IA, NE Principal Contact: Dave Whitney, Lines: American Water Heaters, PO Box 218, Willston, OH, 43468 Bemis/Church, Crown Bolers, Jones Phone: 419/836-2300 Fax: 419/836-4140 Stephens, Lenova, Lenox, Little Giant email: [email protected] Pumps, Mastercool, Merrill Mfg, New Age, website: www.whitneyrep.com Nibco, State Industries, Takagi, Tjernlund, Territory: OH, MI, IN, W. PA, WV Warm Rain, Watergroup Lines: Ashland Poly Trap, Billco Corp., # of outside sales people: 3 Chicago Wilcox, Crosstech Torch, Dundee Industry Orientation: Plumbing, Warm-Air Mfg., Holyoke Fittings, Jerich Company, Heating, Ducted Air Conditioning, Stevens Pump Company, Wal-Rich Corp., Refrigeration & Sheet Metal tw08_11_pgs_064_071REVMJ_Layout 1 8/9/11 10:10 AM Page 65

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66 • 2011/2012 Manufacturers’ Representatives •THE WHOLESALER® — AUGUST 2011

Cooper B-Line, Norwesco, Berry JL-Sontag, LLC Plastics, Mansfield Plumbing Prod- Principal Contact: Jim Cushman WEST NORTH CENTRAL ucts, Cash Acme, Natural Earth 5500 Lincoln Dr., Ste. 210 # of outside sales people: 4 Edina, MN, 55436 Nibco Manufacturing, Vortens, Watco Principal Contact: Rick Specken # of warehouses: 1 Manufacturing, Woodford Manufacturing Phone: 952/933-7768 Fax: 952/933-1069 14332 21st Ave N #200 Industry Orientation: Plumbing email: [email protected] # of outside sales people: 9 Plymouth, MN, 55447 See AIM/R ad on this page # of warehouses: 1 Territory: MN, ND, SD, IA, WI, NE Industry Orientation: Plumbing email: [email protected] Lines: Airia, Lifebreath, Aspen, See AIM/R ad on this page D.B. Larson And Associates Principal Contact: Dave Larson Atco, Bard, Beacon Morris, 10200 Windsor Lake Lane Beckett, ECR, Flexcon Indus- Minnesota Bongard Corporation Minnetonka, MN, 55305 tries, Grundfos, Honeywell, Phone: 612/868-6275 Fax: 952/544-2262 Hydrolevel, Louisville Tin & Bennerotte Principal Contact: Pete Mayer P.O. Box 640 email: [email protected] Stove, Mission Rubber, Painted Marketing Agency Territory: MN, ND, SD, WI Forest Lake, MN Exp. Tanks, Precision Hydron- Lines: Black Swan, GT Water Products, CMC ics, Silver King, Sterling Phone: 651/982-9802 Fax: 651/982-9506 Howell Metal, Holyoke Fittings, Cash Valve, Scan with your email: [email protected] Smith-Cooper Int. Stainless, Smith-Cooper Hydronics/Residential, smart phone website: www.bongard.com International, Sharpe Valve Spacepak, Tekmar, Universal Territory: MN, ND, SD, WI # of outside sales people: 1 Tech. (leakfreeze) app for more Lines: Elkay Manufacturing Co., Industry Orientation: Plumbing, Piping, Valves # of outside sales people: 4 information! Praxis Companies, Intersan, & Fittings, Warm-Air Heating, Ducted Air # of warehouses: 1 Insinkerator, Jones Stephens, Conditioning, Refrigeration & Sheet Metal Industry Orientation: Plumbing, Hy- dronic Heating, Warm-Air Heating, Ducted Air Conditioning, Refrigera- tion & Sheet Metal See AIM/R ad on this page Michel Sales Agency Scan with your smart phone app for more information!

Principal Contact: Kelly Michel, CPMR 521 Phalen Blvd. St. Paul, MN, 55130 Phone: 651/287-2640 Fax: 651/287-2655 email: [email protected] q Bennerotte Marketing Agency, Inc. q Michel Sales Agency, Inc. website: www.michelsales.com 14332 21st Ave., No. 200 • Plymouth, MN 55447 521 Phalen Blvd. • St. Paul, MN 55130 Territory: MN, ND, SD, WI Upper MI 763-544-8611, FAX: 763-544-7084 651-287-2640, FAX: 651-287-2655 Lines: Bradford White Corp, Buderus, John Bennerotte [email protected] Kelly Michel - [email protected] Webstone, Fantech, Canfield, General Plastics, IPS Corp, Kroy www.bmarep.com www.michelsales.com Pipe, Imcoa, Mueller Industries, Tracpipe, Rehau, Rhomar, Warm q Rakieten Sales, Inc. Rain, Wilo, Packard q Bongard Corp. dba Water Design Group # of outside sales people: 6 13366 Lake Drive • P.O. Box 640 15612 Hwy 7, #240 # of warehouses: 1 Industry Orientation: Plumbing, Forest Lake, MN 55025 Minnetonka, MN 55345 Piping, Valves & Fittings, Hydronic 651-982-9802 FAX: 651-982-9506 952-933-2299 FAX: 952-933-3017 Heating, Warm-Air Heating, Ducted Pete Mayer Doug Hall Air Conditioning, Refrigeration & www.bongard.com www.waterdesigngroup.com Sheet Metal [email protected] See AIM/R ad on this page

q JL-Sontag, LLC q Soderholm & Assoc., Inc. R.G. Higgins & Associates Inc. 7150 143rd Ave. N.W. • Ramsey, MN 55303 Principal Contact: Michael Higgins, 5500 Lincoln Drive • Edina, MN 55436 7805 Beech St. Ne, Fridley, MN, 55432 952-933-7768, FAX: 952-933-1069 763-427-9635, FAX: 763-427-5665 Phone: 763/561-7777 Fax: 763/561-8558 Jim Cushman Chris Soderholm email: [email protected] [email protected] Territory: MN, ND, SD, W. WI [email protected] Lines: Eemax, Lisega Inc., Milwaukee Valve Co., Anvil International, Murdock Inc., Tyler Call us first when looking for quality Pipe Industries, H. O. Trerice, Wade Specifi- representation (We’re the safe bet! cation Products, Westlock Controls, Titan Flow Control Inc., CTS Fabrication, Orion Fittings Inc., Bondstrad FRP, Anvil Gruvlok Div., Buldings and Matters, Husky Cou- plings, Rockford Separators, Hammond Valve Company, Roof Top Blox # of outside sales people: 3 # of warehouses: 1 Industry Orientation: Plumbing, Piping, Valves & Fittings, Hydronic Heating Rep Rite Burk & Associates Principal Contact: Bob Burk, 2369 Waters Drive, Mendota Heights, MN, 55123 Phone: 651/686-0181 Fax: 651/686-0803 email: [email protected] website: www.repriteburk.com Territory: MN, ND, SD, WI, N. IL, U.P. MI Lines: Amtrol Inc, Centennial Plastics, SJE Rhombus, Hydromatic Pumps, Kitz Valves, Flomatic Valve, Arrowhead Brass, Ameri- can Granby Inc, AK Industries, Spirotherm, North Star Water Conditioning, Carson Valve boxes, Everhot PEX Tube, Metropoli- tan Pump, Jung Pump, Starite Sse, Deko- rra, Ultrafin Radiant, Wellmaster Drive Shoes, Flowtech Valve # of outside sales people: 5 # of warehouses: 1 Industry Orientation: Plumbing, Piping, Valves & Fittings, Hydronic Heating (West North Central, Pg. 68) > tw08_11_pgs_064_071REVMJ_Layout 1 8/9/11 10:10 AM Page 67

I rely on T&S Brass because I know they’ll make my customers happy.

I’m demanding, driven and dependable – I won’t use any faucet that isn’t of the

highest standards and quality, delivered on-time and competitively priced.

The great thing about T&S is that they consistently meet and exceed this criteria.

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Carlo Joseph Plumbing Wholesaler V&W Supply Company

For more than 60 years, T&S Brass has been leading the industry with high- quality foodservice and plumbing products. For reliable products and reliable advice, T&S is the best choice. EXPERT TIP

Get free tools to help you increase sales to your education, restaurant and healthcare 1.800.476.4103 . www.tsbrass.com . twitter: @TSBrass customers at www.tsbrass.com

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68 • 2011/2012 Manufacturers’ Representatives •THE WHOLESALER® — AUGUST 2011

website: www.eng-concepts.com Territory: FL OUTH TLANTIC Lines: Sloan, Tyler/Wade/Anaco Husky, Bo- S A brick/Gamco/Koala, Aquabath, Halsey Taylor, Reco, Plumberex, Powers, Ray- EST ORTH 8930 W State Road 84, Davie, FL, 33324 chem, Rockford, John Guest, Chg, T-Drill, W N Florida Phone: 954/472-9416 Fax: 954/472-9875 Guardian, Abt, American Hometec, Stern email: [email protected] Williams, Hadrian, Spurlin Aronoff, Leon Territory: S. FL, Broward City, Dade City, Palm CENTRAL Beach County # of outside sales people: 12 Principal Contact: Leon Aronoff, # of warehouses: 2 7358 Haviland Cir.,Boynton Beach,FL 33437 Lines: American Plbg Parts Master, Dust Industry Orientation: Plumbing Phone: 800/242-8257 Fax: 561/733-1495 Corp, A Brass America, Suncraft Industries, email: [email protected] Vms International, B. Walter Senior Co., (Continued from page 66.) Gene Rich Co., Larson Supply GM Sales & Marketing, Llc Territory: S.E. FL, Central FL, S.W. FL Sales Engineers, Inc. Lines: Adornus Products, Boston Valve, Jerich # of outside sales people: 1 Principal Contact: Jim Gizzie, CPMR Company, Kingston Brass, Niagara Indus- Industry Orientation: Plumbing, Piping, Valves 1750 Nw 15 Ave - Suite 515 Principal Contact: Mike Dungan, CPMR tries, S.O.S. Products & Fittings, Hydronic Heating 12909 Pioneer Trail Pompano Beach, FL, 33069 Eden Prairie, MN, 55347-4109 # of outside sales people: 1 Phone: 954/786-1412 Fax: 954/782-8233 Industry Orientation: Plumbing, Piping, Valves Engineered Concepts Phone: 952/944-0773 Fax: 952/944-1073 & Fittings Principal Contact: Tom Becraft, email: [email protected] email: [email protected] 917 NW 31st Ave, Pompano Beach, FL, 33069 website: www.gmsales.us website: www.salesengineersinc.com B Zaslav Ent 325 Phone: 954/979-8000 Fax: 954/979-5422 Territory: FL, Caribbean Territory: MN, ND, SD , WI Principal Contact: Blair Zaslav, email: [email protected] Lines: Zurn, Wilkins, Indiana Seal, Lines: American Air Filter, Bacharach, Canplas LLC, Cello Products, Broan-Nutone, Construction Solution, Crown Engineering, Dongan Electric, Keckley, Sureseal, Homestead First Company, Gastite, Lenox, Nor- • Specification • Commercial Valve, Golden Anderson GA Indus- dyne, Shurtape, Thermaflex tries, GPK Products, LSP Products, # of outside sales people: 5 • Residential • Shelf Florestone Products, Matco-Norca # of warehouses: 1 # of outside sales people: 5 Industry Orientation: Plumbing, Piping, Valves & Manufacturers’ Reps # of warehouses: 1 Fittings, Hydronic Heating, Warm-Air Heating, Industry Orientation: Plumbing, Ducted Air Conditioning, Refrigeration & Serving the Florida Market Piping, Valves & Fittings, Warm-Air Sheet Metal Heating, Ducted Air Conditioning, Schroeder Sales Company Principal(s) Tim Mulholland and Jim Gizzie Refrigeration & Sheet Metal Principal Contact: Jon Schroeder, Main Sales Office and Warehouse See ad on this page 12901 73rd Ave. N., Maple Grove, MN, 55369 GM Sales & Marketing LLC Harry Raskin Inc Phone: 763/391-6232 Fax: 763/201-7901 1750 NW 15 AVE - SUITE 515 Principal Contact: Samuel Welcovitz, email: [email protected] 20362 Ne 16th Pl, website: www.schroedersalesco.com Pompano Beach, FL 33069 North Miami Beach, FL, 33179 Territory: MN, WI, SD, ND, IL, MI-UP [email protected] www.gmsales.us Phone: 305/653-2270 Fax: 305/651-9966 Lines: 3M, Anglo American Tools, Champion email: [email protected] tel: 954-786-1412 • fax: 954-782-8233 Sheet Metal, Crown Boiler, Dahl Valves, Delta website: www.harryraskin.com > Fan, Freshaire Uv, Governale, Heat Transfer Products, JP Lamborn, Lambro, National Comfort Products, Pro1 Thermostats, Venture Tape, Shoemaker Mfg. # of outside sales people: 3 Industry Orientation: Plumbing, Hydronic Heating, Warm-Air Heating, Ducted Air Conditioning, Refrigeration & Sheet Metal Soderholm & Assocs. Principal Contact: Chris Soderholm 7150 143rd Ave. N.W. Ramsey, MN, 55303 Phone: 763/427-9635 Fax: 763/427-5665 email: [email protected] Territory: MN, ND, SD, WI, MI-UP Lines: A.O.Smith Water Products, Ameri- can Standard Brands, Ames Fire Pro- tection, Blucher, Dormont, Fiat Products, Irwin Tools, Jado/Porcher, Powers Controls, State Water Heaters, Water Control Corp, Watts Drainage, Watts Radiant, Watts Water Technolo- gies, Takagi, State Water Heaters, Grundfos Commercial # of outside sales people: 10 # of warehouses: 1 Industry Orientation: Plumbing, Piping, Valves & Fittings, Hydronic Heating, Sheet Metal See AIM/R ad on page 66 Twin City Hose, Inc. Principal Contact: Michael Lowe, 20615 Commerce Blvd, Rogers, MN, 55374 Phone: 763/428-5100 Fax: 763/428-5111 email: [email protected] website: www.twincityhose.com Industry Orientation: Plumbing, Piping, Valves & Fittings, Hydronic Heating Water Design Group Principal Contact: Doug Hall 15612 Hwy. 7 #240 Minnetonka, MN, 55345 Phone: 952/933-2299 Fax: 952/933-3017 email: [email protected] website: www.waterdesigngroup.com Territory: MN WI ND SD MI-UP Lines: Accor, Arc Accessibility Re- source Center, Blanco, Decolav, Fairmont Designs, Gatco, Jacuzzi, ITT Laing Thermotech, Mountain, Rohl, Sierra Copper, Stone Group Holdings, Thermasol, Toto # of outside sales people: 4 Industry Orientation: Plumbing See AIM/R ad on page 66 See contact information on page 114 * * * * * * * * * tw08_11_pgs_064_071REVMJ_Layout 1 8/9/11 10:10 AM Page 69

See contact information on page 114 tw08_11_pgs_064_071REVMJ_Layout 1 8/9/11 10:10 AM Page 70

70 • 2011/2012 •THE WHOLESALER® — AUGUST 2011 Manufacturers’ Representatives SOUTH ATLANTIC

Territory: FL- Southern Half Pinnacle Sales Group, Inc. Lines: Cesco Brass Ltd., Delany Products, Engineered Brass Co., Falcon Stainless, Principal Contact: Haws Corp., J-tec Products Co., Just Mfg. Ron Avery, CPMR, CSP Co., Michigan Brass, Midland Metal Mfg., P.O. Box 788, Dundee, FL Radiator Specialty, Sparts Tool & Mfg. Co., Phone: 863/353-4313 Fax: 863/439-3897 Stiebel Eltron, Town & Country Plastics, email: Union Brass Mfg. Co. [email protected] # of outside sales people: 2 website: # of warehouses: 1 Industry Orientation: Plumbing www.pinnaclesalesgroup.com Territory: FL, GA, SC, NC, VA, TN, AL, Harry Warren, Inc. MS, LA, AK, Wash. DC, DL, MD, E. Principal Contact: Bob Mycoff PA, Caribbean, PR 1400 N. Orange Blossom Trail Lines: Colonial Bronze, Everpure, Orlando, FL, 32854-7932 Franke, Link-A-Sink, Maax, Mountain Phone: 407/841-9237 Fax: 407/841-9246 Plumbing, Panasonic, Robern, Rohl email: [email protected] website: www.harrywarren.com LLC, Ronbow, Thermasol, Trimout Territory: FL, GA, AL, # of outside sales people: 13 Lines: AB&I Foundry, American Standard # of warehouses: 1 Brands, AO Smith Water Products, AO Industry Orientation: Plumbing Smith Water Systems, Arrowhead Brass, Bradley Corp-Div 10 & 15/22, Champbell Steinmetz & Assoc Inc Mfg, Conine Mfg, Cooper B-Line, Decolav, Principal Contact: Mark Steinmeiz, Dormont, Eemax, Elkay, Gastite, InSinkEra- PO Box 6045, Lakeland, FL, 33807 tor, Fiat, Orion, Lenox, Oatey SCS, Halsey Phone: 863/644-0333 Fax: 863/619-7876 Taylor, Service Wire Co., Snyder Tanks, email: [email protected] Spi, T&S Brass, Taco, Watts Pure Water, website: www.marksteinmetz.com Watts Regulator, Watts Drainage, State Territory: FL Industries, Wal-Rich # of outside sales people: 2 Industry Orientation: Plumbing, Piping, Valves # of outside sales people: 28 & Fittings, Warm-Air Heating, Ducted Air # of warehouses: 3 Industry Orientation: Plumbing, Piping, Valves Conditioning, Refrigeration & Sheet Metal & Fittings Suncoast Sales LLC Marsh & Moore Inc. Principal Contact: Dan Osullivan, Casey Principal Contact: Mark Marsh Brown, Laura Walters, 6306 Benjamin Rd, Ste 614, Tampa, FL, 33634-5168 3380 Agricultural Center Dr. Phone: 813/901-8552 Fax: 813/901-8555 St Augustine, FL, 32092 email: [email protected] Phone: 904/827-8788 Fax: 904/827-8795 website: www.suncoastsalesllc.com email: [email protected] Territory: FL Territory: FL, GA & the Carolinas Lines: Alsons, Basco, Bosch Tankless, Brass- Lines: Eternal Grandhall, Falcon, HTP, craft, Briggs, Delta, Brizo, Peerless, Fair- Integrity Fusion, Josam, Liberty mont Designs, Franke, Hamilton Bathware, Pumps, Macon Plastics, Multifitting, Hydro Systems, Kindred Sinks, Lenox McC Tools, Mission Rubber-, Niag- Tools, Irwin Tools, Liberty Hardware, Franklin Brass, Metal Products, North ara, TSM, Uponor, Water Control American Pipe, Northstar, Watco, Wood- # of outside sales people: 10 ford, Zoeller, Zurn PEX The FBC Systemm Compatible Progra am # of warehouses: 1 # of outside sales people: 12 Industry Orientation: Plumbing, # of warehouses: 2 eliminates the guesswork by identifying Piping, Valves & Fittings Industry Orientation: Plumbing, Piping, Valves See ad on this page & Fittings, Hydronic Heating > products that do go togetherr.*.* Combining products that aren’t meant to be used together can jeopardize the reliability of any piping system due to chemical incompatibility. Only FBC™ Building Solutions provides added peace of mind with a unique program that thoroughly tests ancillary products, such as caulks and thread sealants, to con rm compatibility with FBC piping systems— FlowGuard Gold,® BlazeMaster® and Corzan.® *

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* Since CPVC compounds differ r Use FBC compatible products with other brands of CPVC piping at your own risk.

See contact information on page 114

• Be sure to visit www.thewholesaler.com for web exclusive articles and videos! • tw08_11_pgs_064_071REVMJ_Layout 1 8/9/11 10:11 AM Page 71

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Service Metal Products Co. Service Metal of the Carolinas Serving the Midwest & Western U.S. Serving the Eastern U.S. Toll Free: 800-325-7820 Toll Free: 800-438-6946 Fax: 314-231-1821 www.servicemetal.net Fax: 704-331-0646 See contact information on page 114 ONE CALL GETS IT ALL tw08_11_pgs_072_079REVMJ_Layout 1 8/9/11 10:13 AM Page 72

72 • 2011/2012 Manufacturers’ Representatives •THE WHOLESALER® — AUGUST 2011

Spotswood Assoc Inc Industry Orientation: Plumbing, Piping, Valves Principal Contact: James Sulko, Jr & Fittings, Hydronic Heating SOUTH ATLANTIC 6235 Atlantic Blvd, Norcross, GA, 30071 Phone: 770/447-1227 Fax: 770/263-6899 Ludwig, Smith & Walker, Inc. Principal Contact: Jeffrey L. Smith, The Carr Company # of outside sales people: 7 email: [email protected] website: www.spotswoodassociates.com 218-A E. Tremont Ave., Charlotte, NC, 28203 Principal Contact: Michael Hobbs Industry Orientation: Warm-Air Heating, Phone: 704/342-9690 Fax: 704/342-9693 6000 Park of Commerce Blvd. Ducted Air Conditioning, Refrigeration & Territory: GA, AL, FL-Panhandle, E. TN Lines: Apollo Valves, Zoeller Pump Company, email: [email protected] Boca Raton, FL, 33487 Sheet Metal website: [email protected] Phone: 561/997-0999 Fax: 561/997-2633 Speakman Company, Oasis International, Evans & Associates Josam Company, Hot Box, GPK - Indiana Territory: NC, SC email: [email protected] Lines: Arrow Industries, Bemis, Dormont, Flu- website: www.carrcompany.com Principal Contact: Mark Evans, Seal, Stern Williams, Bosch Pro-Tankless Water Heaters, Tigerflow, Quazite, Enfield, idmaster, J B Products, Jones Stephens, Territory: FL, GA 1650 Redi Rd. Suite 400, Kessler Sales and Distributing, Legend Lines: Advance Tabco, Ceco, Bradford White, Cumming, GA, 30040 Conine Sovent, Amtekco, Aquabath, CDR Systems Valve, Mansfield Plumbing Products, Cash Acme, Fernco, Aeroflex, Eastman, Phone: 678/455-8188 Fax: 678/455-8133 Navien America, Prier Brass, Rectorseal Acorn, Empire, Saniflo, Smith, Mansfield, email: [email protected] # of outside sales people: 6 Corp, Sargent Tools Aquatic, Red White Valveipex, Ideal, website: www.evansinc.biz # of warehouses: 1 Centoco, Lee Brass Territory: GA, AL, FL-Panhandle, E. TN Industry Orientation: Plumbing, Piping, Valves # of outside sales people: 5 & Fittings Industry Orientation: Plumbing, Piping, Valves # of outside sales people: 9 Lines: Babbitt Steam, Cello Products, Chicago & Fittings, Hydronic Heating # of warehouses: 3 Faucets, Cresline Pipe, Dallas Specialty, Industry Orientation: Plumbing, Piping, Valves Homestead Valve, Highland Tank, Keckley, Thermasol Trion & Fittings McGuire, Mifab, PHD Manufacturing, Principal Contact: Mitchell Johnston, Sharpe Valve, Smith Cooper, Willoughby Scan with your 101 Mcneill Rd, Sanford, NC, 27330 # of outside sales people: 4 Phone: 919/777-6248 # of warehouses: 1 smart phone email: [email protected] Georgia Industry Orientation: Plumbing, Piping, Valves & Fittings app for more All Seasons Marketing, Inc. Principal Contact: Conrad Gohlinghorst, Gulf-Atlantic Sales information! Virginia 328 Bell Park Dr., Woodstock, GA, 30188 Principal Contact: William Lewis, Phone: 770/516-8045 Fax: 770/516-8087 2865 Still Meadows Way, Principal Contact: Michael Straw Duhart Co. email: [email protected] Buford, GA, 30519-5272 1671 Woodbow Xing Principal Contact: Bill Dudding, website: www.a-s-m.com Phone: 678/546-6754 Fax: 678//54-6-67 1225 Mall Dr., Richmond, VA, 23235 Territory: AL, FL, GA, TN, NC, SC, LA, MS Dacula, GA, 30019-3279 email: [email protected] Phone: 201/282-5166 Fax: 805/520-1663 Phone: 804/379-0150 Fax: 804/379-9230 Lines: Solar Usage Now/Sun Equinox, Aria Territory: GA, AL, TN, MS, NC, SC, VA, FL- email: [email protected] Nutech Energy Systems, Buderus Boilers, Panhandle email: [email protected] website: www.duhartco.com Davey Pumps, General Regulator, Hartell Lines: Fieldpiece Instruments, Refco AC/R website: www.thermasol.com Territory: VA, WV, D, S. DE, Wash. D.C. Plumbing Pumps, Ladder Hat, Laing Svc Instr., NDL Copper Ftgs & Prods, Dun- Industry Orientation: Plumbing Lines: Arrow/Duratrac, Bemis, Bradford White, Thermothech Itt, Louisville Tin & Stove, das-Jafine Venting, Fabricair-Zip-A-Duct, Valve Products Inc. Carolina Classic, Danco, Gastite/Flexsure, Myson, Sachwin, Triangle Tube, Watts Terralux, Filtration Mfg, Anglo-American John Guest Speedfit, Legend Valve, Mans- Radiant, Wavin Tools, Airo-Flo Ind, Schwank Heaters Principal Contact: Mac Jones, field Plumbing Products, Rockford Separa- # of outside sales people: 5 # of outside sales people: 5 P.O. Box 8943, Atlanta, GA, 31106 tors, Teka USA, Union Brass, United Water # of warehouses: 1 Industry Orientation: Warm-Air Heating, Phone: 678/858-2549 Fax: 404//88-8-36 Products Industry Orientation: Plumbing, Hydronic email: [email protected] Ducted Air Conditioning, Refrigeration & # of outside sales people: 8 Heating Sheet Metal website: www.valveproducts.com Industry Orientation: Plumbing, Piping, Valves Territory: AL, GA, Fl, NC, SC, TN MS, AR & & Fittings Bristow Manufacturers Agents, Inc. Jaykay Sales Company Inc PR Principal Contact: Jim S. Watson Principal Contact: Jay Olliff, Lines: Bonomi Automated Valve Packages, Richmond Marketing, Inc. 1996 Airport Industrial Park Dr. 906 Crabapple Court, Dsi Gate Globe & Check Valves, DFT Con- Principal Contact: Charles Rao, Marietta, GA, 30060 Woodstock, GA, 30188 trol Valves, EVS Severe Service Ball 2533 Mechanicsville Turnpike, Phone: 770/952-3548 Fax: 770/984-1952 Phone: 770/843-1928 Fax: 770/346-8843 Valves, Evs Triple Offset Bf Valves, Hilton Richmond, VA, 23223-2329 email: [email protected] email: [email protected] Knife Gate Valves, Ipex Thermoplastic Pip- Phone: 804/643-7355 Fax: 804/643-7380 website: www.wrbristow.com website: www.jaykaysales.com ing Systems, K-Flo Awwa Butterfly Valves, email: [email protected] Territory: GA Territory: GA, AL, TN, KY Mercer Rubber Expansion Joints, Puretorq Territory: VA, MD, DC Lines: Easy Heat, Inc., JMF Company, JP Lines: Bard Manufacturing, Hardcast, Little Vane Actuators, Tate Andale Strainers, Lamborn. Co., Danco, Metal Fab Inc., Crane Valve Services, Quality Plus Valves # of outside sales people: 4 Giant Pumps, Shurtape-Duct Tape, Quiet- # of warehouses: 1 Peerless Pottery, American Standard Water flex Manufacturing, Renewaire, Hydro-Bal- & Controls, Palmer Wahl Guages and Ther- Industry Orientation: Plumbing, Piping, Valves Heater Corp., Lux Pro, Arrow Ind. Duratrac, ance, Green Industries, Enerco Heaters, mometers & Fittings, Hydronic Heating Accor Technology Vent Ure Aire # of outside sales people: 6 # of outside sales people: 2 # of outside sales people: 3 # of warehouses: 1 Soter-Martin Of Virginia, Inc. # of warehouses: 1 Industry Orientation: Warm-Air Heating, Industry Orientation: Piping, Valves & Fittings Principal Contact: Rick Martin, Industry Orientation: Plumbing, Warm-Air Ducted Air Conditioning, Refrigeration & P. O. Box 15233, Richmond, VA, 23227 Heating, Ducted Air Conditioning, Sheet Metal Phone: 804/550-2164 Fax: 804/550-2054 Refrigeration & Sheet Metal North Carolina email: [email protected] Mechanical Industrial Products website: www.sotermartin.com Dawn Sales Company Principal Contact: Frank Hills, Allison Sales & Marketing, Inc. Lines: American Water Heaters, Ayrlett, Principal Contact: Patti Dawn, 6995 Laurel Oak Dr, Suwanee, GA, 30024 Principal Contact: Randy Allison, Boshart, Elcoma, Endot, Greenfield, J B 902 Andover Glen, Canton, GA, 30115 Phone: 770/595-6226 Fax: 770/888-5185 631 Graves St, Kernersville, NC, 272384 Products, La-Co Markal, ITT/Laing, Phone: 770/704-6707 Fax: 770/704-0671 email: [email protected] Phone: 336/992-6200 Fax: 336/992-6205 Maax/Aker/Collection/Pearl, Ronbow, email: [email protected] Territory: FL, GA, SC, NC, VA, TN, MS, AL email: [email protected] Set-Rite, Stiebel-Eltron, Toto Territory: GA, TN, AL, FL-Panhandle- Lines: Precision Components, Valve & Fitting, website: www.allisonsales.com Tallalhassee Westward # of outside sales people: 5 Tube Forgings, Delta Flange, Schulz USA, Territory: NC, SC # of warehouses: 1 Lines: Lines: Plumbing, Piping, Valves, & Fit- J&M International Valve, Andron Stainless, Lines: Arrow Adhesives, Arrowhead Brass & Industry Orientation: Plumbing, Piping, Valves tings, Representing,, Industrial, Hardware, Maintenance Metals, Ebg Flow Products, Plumbing, ASP-Pace Machinery, Bosch & Fittings, Hydronic Heating Manufacturers with Shelf, Specifcation, Marzolf Company Thermotechnology, Canplas, Crane/Barnes Handicap and Luxury Showroom Products # of outside sales people: 2 Pumps, Dahl Brothers, Mill-Rose Corp., The Joyce Agency HVAC Industry Orientation: Plumbing, Piping, Valves Industry Orientation: Piping, Valves & Fittings Opella, Stone Industries, Wal-Rich Corp. Products Group & Fittings # of outside sales people: 3 # of warehouses: 1 Principal Contact: Ron Jenkins Delta Sales Co. Pulley & Associates, Inc. Industry Orientation: Plumbing, Piping, Valves 8442 Alban Road Principal Contact: Andrew Briggs, Principal Contact: Eddie B. Pulley, & Fittings Springfield, VA, 22150 P.O. Box 409, Tucker, GA, 30085 Lovena Dr., Ste. 200, Marietta, GA, 30067 Phone: 703/866-3111 Phone: 770/934-9960 Fax: 770/934-6865 Phone: 770/425-0706 Fax: 770/428-3934 Lewis Marketing, Inc. email: [email protected] email: [email protected] email: [email protected] Principal Contact: Glenn Thurman, website: www.thejoyceagency.com website: www.ksmdelta.com website: www.epulley.com P.O. Box 5523, Charlotte, NC, 28299 Territory: GA, AL, TN, FL-Panhandle, KY Territory: GA, TN Phone: 704/376-0262 Fax: 704/375-1850 Territory: VA, MD, DC Lines: Alderon Industries, Barnes & Jones, Lines: Delta Faucet Company, Uponor, email: [email protected] Lines: Misubishi Electric HVAC, Barnes Pumps, Beneke, Briggs Industries, Mission Rubber, Alsons, Newport Brass, website: www.lewismarketinginc.com Magic-Pak, Viessmann, Grundfos, Cash Acme, Climastar American Heating SP Products, Charlotte Pipe, Blanco, Territory: NC, SC Watts Radiant, Soler & Palau Systems Llc, Colonial Valves, 3M Purifica- Liberty Hardware, Spurlin Lines: Coleman Cable, Boshart Industries, # of outside sales people: 5 tion - Cuno, Florestone Products Co. Inc., # of outside sales people: 13 Cello Copper Fittings, Central Brass, C & S # of warehouses: 1 Fluidmaster, Grundfos Pumps, J.C. Whitlam Industry Orientation: Plumbing, Piping, Valves Mfg., Dallas Specialties, G and C Enclo- Mfg. Co., Haws Corporation, Ideal, Zilmet, Industry Orientation: Hydronic Heating, & Fittings, Hydronic Heating sures, General Wire Spring, Hammond Warm-Air Heating, Ducted Air Condi- American Hometech, Tyco - Cash Valves, Valves, Honeywell, Comfort Seats, Keeney Honeywell-Automation & Control Solutions RMS Of Georgia, LLC Mfg., Knox Co., LSP, Olympia Faucets, Pio- tioning, Refrigeration & Sheet Metal # of outside sales people: 6 Principal Contact: Ken Ponder, neer Industries, Plastic Trends, Seymour * * * * * * * * * * # of warehouses: 1 610 McFarland 400 Dr, Alpharetta, GA, 30004 Tools, Viega, Llc, Watersoft, Wheeler Mfg. Industry Orientation: Plumbing Phone: 770/777-0597 Fax: 770/777-0599 # of outside sales people: 5 Listing of Representatives email: [email protected] # of warehouses: 1 continues on page 74 E.V. Dunbar Co. website: www.rmsgas.com Principal Contact: Karen Machan Territory: All USA 125 Townpark Dr., Ste. 150 Lines: Choice Refrigerants, Trax Record Kennesaw, GA, 30144 Keeping, Reclamation of Refrigerants, DOT Phone: 770/218-1750 Fax: 770/218-1756 Tank Testing email: [email protected] # of outside sales people: 23 website: www.evdunbarco.com # of warehouses: 1 Territory: TN, NC, SC, MS, AL, GA, FL Industry Orientation: Hydronic Heating, Warm- Lines: Honeywell, Ritchie, Mars, J. W. Harris, Air Heating, Ducted Air Conditioning, Re- Fluke, Amprobe, RGF, Packless frigeration & Sheet Metal tw08_11_pgs_072_079REVMJ_Layout 1 8/9/11 10:13 AM Page 73

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Introducing the House Control 406. Finally you can operate heat pumps and boilers together in hydronic heating applications. Integrated zoning boosts system performance and allows intelligent switchover.

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HVAC Systems Multi-Staging Alternative Energy Zoning Snow Melting Setpoint Better Control. Better Systems. See contact information on page 114 tw08_11_pgs_072_079REVMJ_Layout 1 8/9/11 10:13 AM Page 74

74 • 2011/2012 Manufacturers’ Representatives •THE WHOLESALER® — AUGUST 2011

EAST SOUTH CENTRAL Kentucky Kemper Sales & Associates Industry Orientation: Warm-Air Heat- Phone: 205/967-4095 Fax: 205/967-2443 Principal Contact: Gary Kemper, Alabama ing, Ducted Air Conditioning, email: [email protected] 100 Kemper Dr., Nicholasville, KY, 40356 website: www.mccainsales.com Phone: 800/326-5736 Fax: 888/356-9820 Refrigeration & Sheet Metal email: [email protected] Filtration Manufacturing Territory: AL, MS, TN, FL (Panhandle) Joe Spears Company Lines: Rinnai, Gerber Plumbing Fixtures, website: www.kempersales.net Principal Contact: Joe Spears, Lenox Tools, Maax Corporation, Danze, Territory: KY, OH, TN Scan with your 3220 Dundale Rd., Birmingham, AL, 35216 Silverline Plastics, Steamist, ACT Demand # of outside sales people: 4 Phone: 205/979-5893 Fax: 205/979-3429 Pumps, Hydrocare, Radiator Specialty Co. # of warehouses: 1 smart phone email: [email protected] # of outside sales people: 5 Industry Orientation: Plumbing, Piping, Valves Territory: AL, MS, N.W. FL, LA Industry Orientation: Plumbing, Piping, Valves & Fittings, Hydronic Heating app for more Lines: Brasstech/Newport Brass/Ginger, & Fittings Linkasink, Acryline, Cheviot Products, The Marketing Services Group information! S&S Sales Llc Rain Co., Classic Hardware, Keystone Principal Contact: Kevin Thomas Filter Div., Deca Principal Contact: John Doggett Principal Contact: Art Knowles 4509 Valleydale Rd., Ste. 8 537 E. 10th Street, Dept. W # of outside sales people: 3 Bowling Green, KY, 42101 47 J Faris Rd. Industry Orientation: Plumbing, Piping, Valves Birmingham, AL, 35242 Andalusia, AL, 36421-9501 & Fittings Phone: 205/980-0090 Fax: 205/980-0505 Phone: 270/842-4142 Fax: 270/842-4155 Phone: 334/222-7900 Fax: 334/222-4723 email: [email protected] email: [email protected] email: [email protected] McCain Sales Co., Inc. website: www.sandssalesllc.com website: www.msginc.com website: Principal Contact: Eric McCain Territory: AL, FL (Panhandle), MS, TN Territory: IL, IN, KY, TN www.filtrationmanufacturing.com 4908 Cahaba River Rd., Ste. 208, Lines: Artesian Sinks, Briggs/Sayco Indus- Lines: Best Diversified, Bando Belts, Birmingham, AL, 35243 tries, Esco, CMC Howell Metals, J&D Prod- Territory: U.S. and Canada ucts, Kissler & Co, Knox Co, Plastic Trends, New Age Industrial, LDR, Dormont, Premiere Plastics, Reed Tools, Speedway, Mi-T-M Corporation, Diversitech, Stone Tools, Trin to The Trade, U.S. Plas- Steel King Industries, Metzgar tics, Webstone, Greene Industries, Conveyor Co., Parlec, Superclean, Peachtree Metals, Houzer Sinks Sakura, CAPSA # of outside sales people: 3 # of outside sales people: 4 # of warehouses: 1 Industry Orientation: Plumbing, Industry Orientation: Plumbing, Piping, Valves Piping, Valves & Fittings & Fittings See ad on this page Tim Morales & Richardson Sales Associates, Inc. Principal Contact: Jim Richardson, Principal Contact: Timothy J. Morales 718 Burton Ave, Louisville, KY, 40208-1205 4080 Lloyd Station Road Phone: 502/637-1674 Fax: 502/634-0899 Mobile, AL, 36693 email: [email protected] Phone: 251/602-8333 Fax: 251/602-8339 Territory: KY, S. IN Lines: Banner Faucets, Jason International, email: [email protected] Lambro website: www.timmorales.com # of outside sales people: 1 Territory: AL, MS, LA, FL (Panhandle) Industry Orientation: Plumbing # of outside sales people: 7 # of warehouses: 1 Industry Orientation: Plumbing, Piping, Valves & Fittings, Hydronic Heating Mississippi See ad on this page Davis Marketing Group MarketingServicesGroup Elmco/Ford Principal Contact: Jim Davis/Jordan Davis Principal Contact: Tom Ford PO Box 489, Florence, MS, 39073-0489 Phone: 601/845-4415 Fax: 601/845-4476 The Sales Specialists. 5022 Bond St., Phoenix, AZ Phone: 702/871-1966 Fax: 702/871-2686 email: [email protected] We specialize in Sales to Industrial Catalog Houses email: [email protected] Territory: MS, LA website: www.elmcoford.com Lines: Alderon Industries, Allen Company, such as Grainger, McMaster Carr, C&H, etc. Since 1985. Lines: Acorn Engineering, Acorn Aqua, Acorn Bosch, Encon Safety Products, Halsey Tay- Safety, Acorn Vac, C-Ports, Chronomite lor, Hydro-Tech, Little Giant Pump, Mifab, E. L. Mustee & Sons, Orion Fittings, Stern- Call on us to increase your bottom line. Labs, Clamp-All, Elmdor/Stoneman, Lochinvar, Murdock, Potterroemer, Williams, T&S Brass & Bronze Works, Topp Neometro, Barnes, Ppp, Jay R. Smith, JRS Industries, Beeco Backflow Preventers Kevin Thomas, President 270-842-4142 Products, Trerice, Whitehall, Crete Sleeves, # of outside sales people: 3 537 East 10th Street Bowling Green, KY 42101 Superior Pipe # of warehouses: 1 Industry Orientation: Plumbing, Piping, Valves FAX: 270-842-4155 # of outside sales people: 4 & Fittings, Warm-Air Heating, Ducted Air # of warehouses: 1 www.msginc.com Industry Orientation: Plumbing, Piping, Valves Conditioning, Refrigeration & Sheet Metal & Fittings * * * * * * * * * *

Phone: 504/734-0229 Fax: 504/734-3711 Louisiana email: [email protected] Territory: LA, MS A. H. Deveney & Co., Inc. Lines: Anvil International, Aqua Glass, Arma- WEST SOUTH CENTRAL cell, Apollo Valve, Centoco, Charlotte Pipe Principal Contact: Mike Mullen & Foundry, Elkhart, Gerber, Hansgrohe, 6240 Hollyfield Dr. Houzer, Mission Rubber, Oatey SCS, Baton Rouge, LA, 70809 Oasis, Rehau, Rheem/Ruud Water Heaters Phone: 225/753-8960 Fax: 888/329-2431 # of outside sales people: 5 email: [email protected] # of warehouses: 1 website: www.ahdeveney.com Industry Orientation: Plumbing, Piping, Territory: AL, AR, FL (Panhandle), KY, Valves & Fittings LA, MS, TN, WV Billingsley & Associates, Inc. Lines: Advance Tabco, American Principal Contact: Gene Billingsley, Granby, Bemis, Church, Eastman, 2728 Crestview St., Elcoma, Enerco, Eternal, Flomatic, Kenner, LA, 70062-4829 a.h. deveney & co., inc. Gastite, Grundfos, Intersan, Jackel, Phone: 504/602-8100 Fax: 504/602-8106 manufacturers representatives Medi-Tub, Mill-Rose, Milwaukee email: [email protected] Tool, Miro, Norwesco, Plumberex, website: www.billingsley.com Providing Sales & Marketing Expertise Since 1916 Territory: LA, MS, AR Raywal, SPI, Telsco, Thrift, Uponor, Lines: Ames Fluid Control, Seisco Indus- [email protected] Watersoft, Wilo, Zoeller Pump Co. tries, Cozy, Cresline Plastic Pipe, # of outside sales people: 8 Fernco, CDR Systems, Liberty Pumps, # of warehouses: 1 Ebara Pumps, Quantumflo Boosters, Industry Orientation: Plumbing, Omega Flex, Watts Water Technology, 6240 Hollyfield Dr. Piping, Valves & Fittings, Hydronic Rectorseal, Blucher Stainless Drainage, Baton Rouge, LA 70809 Heating Total Piping Solutions, Aqua Tap, Pow- See ad on this page ers Controls, Speakman, Dormont, Tel: 800-338-3639 Quazite, Copperhead Industries Inc. Barbot Woolf Canale Inc. # of outside sales people: 6 Fax: 888-329-2431 Principal Contact: Chuck Barbot, # of warehouses: 1 Website: www.ahdeveney.com 813 South Al Davis, Suite B, Industry Orientation: Plumbing, Piping, Harahan, LA, 70123 Valves & Fittings > tw08_11_pgs_072_079REVMJ_Layout 1 8/9/11 10:14 AM Page 75

ince 1956 the Semployees of Mueller Steam Specialty have been dedicated to the manufacture of high quality products delivered on time and with superior customer service. Our core line of rugged strainers is available in a wide range of types and materials. Whether you require basket strainers, Y strainers, “Tee” type strainers, duplex strainers, or even temporary strainers, Mueller will deliver your order from stock or custom engineer and manufacture it to your requirements. In addition to its strainer line, Mueller offers a full line of check valves, butterfly valves, pump protection and specialty products for a variety of industries and applications. Choose Mueller Steam Specialty for your next project.

www.muellersteam.com A Watts Water Technologies Company

See contact information on page 114 tw08_11_pgs_072_079REVMJ_Layout 1 8/9/11 10:14 AM Page 76

76 • 2011/2012 Manufacturers’ Representatives •THE WHOLESALER® — AUGUST 2011

# of outside sales people: 4 Phone: 636/225-6700 Fax: 636/225-6701 # of warehouses: 1 email: [email protected] EST OUTH ENTRAL Industry Orientation: Plumbing, Piping, Territory: C. & S. IL, E. MS W S C Valves & Fittings, Hydronic Heating Lines: American Plumber, American Saw, Ashland Poly Traps, Cherne, Dearborn Grant & Associates, Inc. Lines: Guardian Equipment Co., Chicago Woolf-Harris, Inc. Brass, Erico, General Wire Spring, Her- Principal Contact: Walter M. Kenning, Faucet Co., Coyne & Delaney Co., Mans- cules Chemical Company, Holdrite, Liberty P. O. Box 23664, field Plumbing Products, Isimet/Mapa Pump, Mission Rubber, Oatey, Seymour New Orleans, LA, 70183 Products, Halsey Taylor, Orion Fittings Scan with your Industries, Raychem, Tigre, Harvey Phone: 504/733-2999 Fax: 504/733-9485 Inc., Willoughby Ind., Turbotorch-Victor, T- Drill, North American Pipe, Noritz, Red- smart phone # of outside sales people: 2 email: [email protected] # of warehouses: 1 website: www.grant-assoc.com White Valve, Sure Seal, Taco, Brimar Pipe app for more Industry Orientation: Plumbing Territory: LA, MS Markers # of outside sales people: 4 # of warehouses: 1 information! JC/Sunshine SLS Inc Industry Orientation: Plumbing, Piping, Principal Contact: Jim, Valves & Fittings Principal Contact: C. Martin Sharpe 301 W 109th Ter, Kansas City, MO, 64114 Omega Marketing Phone: 816/941-9773 Fax: 816/941-9771 210 General Patton Ave. email: [email protected] Principal Contact: John Davenport Mandeville, LA, 70470 website: jcsunshine.com 417 Transcontinental Dr. Phone: 504/733-8733 Fax: 504/733-4980 Territory: MO, KS, NE, IA, S. ILL Metairie, LA, 70001-4451 email: [email protected] Lines: Arrowhead Brass, Champion Irrigation, Phone: 504/456-7916 Fax: 504//88-8-95 Brenelle-Jet Swet, Mjsi Ballcocks, email: [email protected] website: www.woolfharris.com Territory: MS, LA, TN Glentronics, Etco, Forbes Co, Garvin Territory: LA, MS, AR Basketstrainers, Suncraft, Wal-Rich Corp, Lines: Accor Technology Inc., Canplas, Canter- Lines: Delta, Brizo, Peerless, A.O. Smith, State Industries, Brasscraft, American Home Tec Tankless, Debonding SERVING THE MARKETS OF bury Enterprises, J. C. Whitlam, Keystone Systems Tools LOUISIANA, MISSISSIPPI Filters, Matco-Norca, Spears Mfg. Coral Industires, Liberty Pumps, Mr. Steam, Plastic Trends, John Guest, # of outside sales people: 3 # of outside sales people: 2 # of warehouses: 1 AND TENNESSEE Industry Orientation: Plumbing, Piping, Praxis Companies, Vitra, Watco, Industry Orientation: Plumbing, Piping, Valves & Fittings Woodford, Decolav, Zurn PEX Valves & Fittings # of outside sales people: 9 OFFICE AND WAREHOUSE Superior Products, Inc. Principal Contact: Sean Hebert, # of warehouses: 1 SFE/Heinkel Sales, Inc. 210 General Patton Ave. 2911 S. Ruby Ave., Gonzales, LA, 70737 Industry Orientation: Plumbing Principal Contact: Lawrence Haffner Mandeville, LA 70471 Phone: 225/644-9773 Fax: 225/644-9957 See ad on this page 12969 Maurer Industrial Dr. email: [email protected] Saint Louis, MO, 63127-1515 Territory: LA, MS Phone: 314/842-0057 Fax: 314/842-0078 Tel: (504) 733-8733 Lines: Mcguire Mfg., Bradley Corp., Elkay, Kitz Missouri email: [email protected] Valve Corp., Phs Industries, Sloan Valve website: www.heinkelsales.com Fax: (504) 733-4980 Co, Jay R. Smith Mfg. Co., Stern Williams, J&J Sales Reps, Inc. Territory: E. MS, S. IL, W. KY www.woolfharris.com Eemax, Tyco Thermal Controls, Xylem Principal Contact: Michael P. Lee, Lines: Mcguire, Jason Hydrotherapy, Rothen- Group, Roof Top Blox, Truebro 532 Saint Louis Ave., Valley Park, MO, 63088 berger (Turn to page 79.) >

WHOLESALERS: Buy Direct From The Factory

GA Industries designs, manufactures, stocks and sells a wide variety of valves direct to waterworks, industrial and plumbing wholesalers. Our knowledgeable “Distributor Products” customer service staff is ready to take your order and our substantial inventory will ensure your valves arrive on time.

AWWA C504 BUTTERFLY VALVES –3" to 72", Class 150B and 250B, AWWA C508 SWING CHECK VALVES –Lever and spring or lever and weight, NSF-61 certified, epoxy coated ANSI 125 flanged and MJ for “outside the 3" to 30" Class 125 and 250 flanged, single- and double-increasing types, fence” installations with manual or automatic actuation and all accessories many variations and accessories available AWWA C517 ECCENTRIC PLUG VALVES –3" to 24" round port, 24" to 48" RUBBER FLAPPER SWING CHECK VALVES –250 PSI rated ductile iron body, standard and 100% rectangular port area, epoxy coated ANSI Class 125 2" to 24" Class 125 flanged, meets AWWA C508, all options and accessories flanged and MJ for “outside the fence” installations with manual or available automatic actuation and all accessories SILENT CHECK VALVES –1-1/2" to 8" wafer, 2" to 16" Class 125 or 250 AWWA C512 AIR VALVES FOR WATER AND SEWAGE –Air release, air and flanged globe, standard replaceable rubber seat. Also available as flanged vacuum and combination types, 1/2" to 4" NPT, 2" to 16" ANSI Class 125 or 250 foot valves from 2-1/2" to 16". flanged, all 316 stainless steel trim, many variations, options and accessories

GOLDEN-ANDERSON VALVES By GA Industries, LLC 9025 Marshall Road · Cranberry Township, PA 16066 USA Phone: 724-776-1020 · Fax: 724-776-1254 · Email: [email protected] · www.gaindustries.com

A REXNORD Water Management Company

See contact information on page 114 tw08_11_pgs_072_079REVMJ_Layout 1 8/9/11 10:14 AM Page 77

See contact information on page 114 tw08_11_pgs_072_079REVMJ_Layout 1 8/9/11 10:14 AM Page 78

For reliability... buy ® OEM genuine parts from Tapco.

Tapco is the exclusive supplier of American Standard® genuine obsolete parts, made to authentic OEM prints. Tapco stocks the largest, most diversified selection of American Standard® current genuine parts. Tapco acknowledges FAX orders by return FAX, complete with your prices. Tapco P. O. Box 2812 Pittsburgh, PA 15230 412-782-4300

THE WHOLESALER® — AUGUST 2011• 2011/2012 • 79 Manufacturers’ Representatives Lines: A.O. Smith, Acorn, Acorn Aqua, Acrylic Shower Systems, Ajax Boilers, Alderon, Ames, WEST SOUTH CENTRAL Aqua Bath, Armacell, Armstrong Pumps, Brae Rainwater, Camus, Charlotte Pipe and Foundry, # of outside sales people: 4 Cimberio Valves, Corgal, Danfoss, Dormont, # of warehouses: 1 Elkhart, Elmdor, Freezeflow, Greenturtle Tech- Industry Orientation: Plumbing, Hydronic Heating nologies, Griffin Products, Holdrite, Jackel T. G. Rankin Co. Basins, LCMI, Labsafetysystems, Little Giant, Mission Rubber, Moen Commercial, Monarch, Principal Contact: Tom G. Rankin Jr. Murdock, The Noble Company, Orion, Powers, 233 Chesterfield Ind. Blvd. Powerflo Pumps, Preso, Quantumflo, Safe-T- Chesterfield, MO, 63005 Cover, Savard, Takagi, Walrus Pumps, Watts Phone: 636/532-4555 Fax: 636/532-4716 ACV, Watts Brass and Tubular, Watts Blucher, email: [email protected] Watts Drainage, Watts Radiant, Wessels, website: www.tgrankin.com Wolverine Joining, Xerxes Corporation, Young Territory: MO,KY, IL, IA, KS, NE Engineering Lines: Norwesco, Clarus, Jackel Basins and Check # of outside sales people: 10 Valves, Kenco Engineering, Blue Angel Pumps, # of warehouses: 1 Lube Devices, Maxox Gage Glass, Pardee Engi- Industry Orientation: Plumbing neering, Penberthy Tyco, Archon Ind, SJE Rhom- See ad on page 80 bus, Auer Lighting, Scot Pump, ABS Pump Co., Polyok, Ebara Pump Co., A.K. Septic Products, All Hugh M. Cunningham, Inc. — HVAC Bend, Base Products, Cyclops, Myers Pentair Group, Inc. Water, American Manufacturing Co., Mercer, Sny- Principal Contact: Tim Truitt der Ind., Planet Care Eco-Pure, Salcor UV Steriliz- 13755 Benchmark Dr. ers, Thermoquip, Zurn Plumbing Products, Dallas, TX, 75234 Halonim Controls, Collins Instr., Barnes Pumps, Phone: 830/822-7828 Fax: 800/900-0380 Aqua Point, Hydromatic Pump, Goulds, Snyder In- email: [email protected] dustries, Hydromatic Pentair Water, Mainline Valve, website: www.hughcunningham.com Seewater, Flowliner (WAVIN), Simtech Thermoplas- Territory: TX, OK, NM, LA, AR tic pipe, Brimar Safety Markers, Collins Instru- Lines: Air & Water Technology, Armacell, ment, Habonim Valve, Pardee, Aqua Azul UV Armstrong Pumps, Charlotte Pipe and Foundry, # of outside sales people: 8 CPS, CTS, Deflect-O, Elkhart Products, Elmdor # of warehouses: 2 Stoneman, Freezeflow, LCMI, LG Electronics - Industry Orientation: Plumbing Hvac, Palmer Wahl, Pro1 IAQ, Speedclean, W.T. Leonard & Associates Schwank, Tjernlund, Ventamatic Principal Contact: Tom Leonard, # of outside sales people: 10 240 Chesterfield Ind. Blvd., Chesterfield, MO, 63005 # of warehouses: 1 Phone: 636/530-9852 Fax: 636/530-6996 Industry Orientation: Warm-Air Heating, Ducted email: [email protected] Air Conditioning, Refrigeration & Sheet Metal website: www.wtla.com See ad on page 80 Territory: IL, IA, KS, MO, NE Lines: A.O. Smith/State, Advance Tabco, American Standard JT Associates Brands, Aquatic Bath, Brasscraft, Elkhart, Holby, Imcoa, Principal Contact: James T Entrekin, Lasco Fittings, Lawler, Little Giant, Mill-Rose, NDS, 1201 E 15th St Suite 103, Plano, TX, 75074 Northstar, Sanderson, Steamist, Turbo Torch, Zurn PEX Phone: 972/424-0058 Fax: 972//42-4-11 # of outside sales people: 12 email: [email protected] # of warehouses: 2 Territory: N. TX Industry Orientation: Plumbing, Piping, Valves & Fittings, Lines: Brasscraft Manufacturing, Centoco, CS&B Interna- Hydronic Heating tional, Everflux, E-Z Weld, Inc, Fisher Mfg, Hamilton Bathware, Houzer Sinks, IPEX, Naco Industries, Prier Products Inc, Sayco Brass, Speedway, St. Thomas Texas Creations, JB Products # of outside sales people: 2 Armstrong/Weatherly Assoc Industry Orientation: Plumbing, Piping, Valves & Fittings Principal Contact: Harold Armstrong, PO Box 55475, Houston, TX, 77255-5475 Louisiana Group, Inc. Phone: 713/692-5566 Fax: 713/692-6021 Principal Contact: Curtis Wilkinson email: [email protected] 13755 Benchmark Dr. website: www.armstrong-weatherly.com Territory: TX, LA, OK, AR, MS, AL Dallas, TX, 75234 # of outside sales people: 12 email: [email protected] # of warehouses: 2 website: www.louisianagp.com Industry Orientation: Plumbing, Piping, Valves & Fittings Territory: LA Lines: Acrylic Shower Systems, Adjustable Reach Champions Marketing Key, Air & Water Technology, Apricus, Aqua Principal Contact: Hunter Gordon, Bath, Armacell, Armstrong Pumps, Camus, 1169 Ruggles, Grand Prairie, TX, 75050 Phone: 972/602-0200 Fax: 972/602-2040 Corgal, CTS Fabrication, Danfoss, Freezeflow, email: [email protected] Greenturtle Technologies, LCMI, LG HVAC, Lab- website: championsmarketing.net safetysystems, Moen Commercial, The Noble Territory: TX, LA, OK, AR, NM Company, Palmer Wahl, Powerflo Pumps, Pro1 Lines: Altmans, Aquarius, Bootz, Bow, Cello Products, 3M IAQ, Safe-T-Cover, Speedclean, Wessels, Xerxes Purification, Gerber, Hansgrohe, Keeney, Kessler Distri- Corporation, Young Engineering bution, Matco Norca, Rectorseal, Rheem, Schier, Selkirk, # of outside sales people: 3 Sioux Chief, Zoeller # of warehouses: 1 # of outside sales people: 12 Industry Orientation: Plumbing, Piping, Valves & # of warehouses: 1 Industry Orientation: Plumbing, Piping, Valves & Fittings Fittings, Hydronic Heating, Warm-Air Heating, Ducted Air Conditioning, Refrigeration & Sheet Forward Marketing, LLC Metal Principal Contact: Jim Ward, PO Box 26153, Austin, TX, 78755-0153 McKinney Agency, Inc. Phone: 512/791-7934 Fax: 512/346-2978 email: [email protected] Scan with your website: www.forwardmarketing.biz Territory: TX, LA smart phone Lines: Septic Products Inc., Snyder Industries, Wal-Rich Corp., Watergroup/ Novatek, Merrill Manufacturing, Pro Chlor app for more Industry Orientation: Plumbing, Piping, Valves & Fittings information! Hugh M. Cunningham Principal Contact: Dan Townsend Principal Contact: Kevin S. McKinney 13755 Benchmark 1225 E. Crosby Rd., Ste. B21 Dallas, TX 75234 Carrollton, TX, 75006 Phone: 972/852-3477 Fax: 972/888-3838 Phone: 972/242-4164 Fax: 972/242-5115 email: [email protected] email: [email protected] website: www.hughcunningham.com website: www.mckinney-agency.com Territory: TX Territory: TX, OK > See contact information on page 114 tw08_11_pgs_080_087REVMJ_Layout 1 8/9/11 10:16 AM Page 80

80 • 2011/2012 Manufacturers’ Representatives •THE WHOLESALER® — AUGUST 2011

# of outside sales people: 8 Dallas, TX, 75237 # of warehouses: 1 Phone: 214/631-5650 Fax: 214/333-2035 WEST SOUTH CENTRAL Industry Orientation: Plumbing email: [email protected] See ad on this page website: www.onco-tx.com Mena & Associates Territory: TX Principal Contact: Duane Mena, Lines: Bell & Gossett, Hoffman, 802 Dominion Dr., Ste. 100, Katy, TX McDonnell & Miller, AHI Technolo- Phone: 281/579-8228 Fax: 281/579-8286 gies, Laars, Itron, Trerice, Emerson, email: [email protected] Maxitrol, Metraflex, Seewater Territory: S. TX # of outside sales people: 17 Lines: Black Swan Mfg., Hamilton, Bradford # of warehouses: 1 White Corp., Ipex, Webstone, Dallas Industry Orientation: Plumbing, Specialty, Comfort Seats, St. Thomas Hydronic Heating Creations, Charman Mfg., Wilson, Pipeline Seal & Insulator, Accor, Fisher Mfg., Quality See ad on page 82 Culvert, J-B Products Pepco Sales Co. # of outside sales people: 4 Industry Orientation: Plumbing, Piping, Valves & Fittings Scan with your Oklahoma Group, Inc. smart phone Principal Contact: Mark Hendricks app for more 13755 Benchmark Dr. Dallas, TX, 75234 information! email: [email protected] website: [email protected] Principal Contact: Mike Parham Territory: OK 8920 North Royal Ln. Lines: A.O. Smith, Acrylic Shower Irving, TX, 75063 Systems and Solutions, Adjustable Phone: 972/823-8700 Fax: 972/823-8715 Reach Key, Air & Water Technology, email: [email protected] Alderon Industries, Apricus, Aqua website: www.pepcosales.com Bath, Armacell, Armstrong Pumps, Territory: TX, OK, AR, LA, NM Charlotte Pipe and Foundry, Cimberio Lines: American Plumber, Aquaguard, Valves, Corgal, Cps, Danfoss, Deflect- Atco, Ayrlett, Basco, BMI, Bonomi, O, Elkhart, Freezeflow, Greenturtle Boss, CMC Howell Metal, Cooper B- Technologies, Griffin Products, Line, Dahl, Danco, Dryerbox, East- Holdrite, Hydrant Repair Parts, man, Eubank, Everpure, Famco, Hydroflame by Holdrite, Jackel Eco- Fasson, Florestone, General Aire, Systems, LCMI, LG HVAC, Labsafe- Grohe, Honeywell Water Products, tysystems, Mission Rubber, Moen K-Flex, Lux, Metal Products, Multi Commercial, The Noble Company, Fittings, Nomaco, Normac, NSI, Palmer Wahl, Powerflo Pumps, Pro1 OCV Control Valves, Pepco’s Elimi- IAQ, Quantum Flo, Safe-T-Cover, nator Catalog, REMS Tools, Speedclean, Schwank, Takagi Water Samsung/Quietside, Song, State, Heaters, Tjernlund, Ventamatic, Wal- Stockham, Suncraft, Teka, Trim By rus Pumps, Wessels, Wolverine Join- Design, Truaire, Uponor, Vapco, Veto ing, Xerxes Corporation, Young Pro Pac, Vitra, Wilo, Natural Earth, Engineering The Outdoor Greatroom, Classic # of outside sales people: 2 Flame, Pacific Seats, Robern # of warehouses: 1 # of outside sales people: 16 Industry Orientation: Plumbing, Piping, # of warehouses: 2 Valves & Fittings, Hydronic Heating, Industry Orientation: Plumbing, Pip- Warm-Air Heating, Ducted Air Condi- ing, Valves & Fittings, Hydronic tioning, Refrigeration & Sheet Metal Heating, Warm-Air Heating, Ducted Air Conditioning, Refrigeration & Oslin Nation Co Sheet Metal Principal Contact: Mike Barnett See ad on page 82 See listing on page 79. 5510 S Westmoreland Rd. Ste 300 PMI Sales & Marketing Services, Inc. Principal Contact: Robert Zvanut, 8967 Market Street Rd., Houston, TX Phone: 713/674-8735 Fax: 713/672-6000 email: [email protected] website: www.pmireps.com Territory: TX less El Paso Lines: American Standard Brands, Advance Tabco, B- Line, Grundfos, IPS Corp, Victor Turbotorch, Laco Industries, Mueller Indus- tries, Rehau, Spears Evertuff, Tyler Pipe, Wade Drains, Ward Mfg # of outside sales people: 15 # of warehouses: 3 Industry Orientation: Plumbing, Piping, Valves & Fittings, Hydronic Heating Red River Sales LLC Principal Contact: Richard Pecena, PO Box 1107, Katy, TX, 77492-1107 Phone: 281/693-7572 Fax: 713/583-9891 email: [email protected] Territory: TX, OK, AR, TN, MS, NM,CO Lines: Beckett Pumps, DFW Plastics Inc, Champion Tools, Duralast Products, Emer- son, Fluidmaster, Hometech Industries, McKINNEY AGENCY, INC. Lyons Industries, LT Connections, Ultimate 1225 E. Crosby Road Tuff Cage, Youngstown Glove Co. # of outside sales people: 4 Suite B21 Industry Orientation: Plumbing, Piping, Valves & Fittings, Warm-Air Heating, Ducted Air Condi- Carrollton, TX 75006 tioning, Refrigeration & Sheet Metal (800) 783-1205 Sandia Group, Inc. Principal Contact: Ted Parker (972) 242-4164 13755 Benchmark Dr. Dallas, TX, 75234 FAX: (972) 242-5115 email: [email protected] www.mckinney-agency.com website: www.sandiagp.com Territory: NM and El Paso, TX Territory Lines: Acorn Aqua, Acrylic Shower Systems and Solutions, Air & Water tw08_11_pgs_080_087REVMJ_Layout 1 8/9/11 10:16 AM Page 81

See contact information on page 114 tw08_11_pgs_080_087REVMJ_Layout 1 8/9/11 10:18 AM Page 82

82 • 2011/2012 Manufacturers’ Representatives •THE WHOLESALER® — AUGUST 2011

Technology, Ames, Apricus, Aqua Bath, Arm- Phone: 713/225-1086 Fax: 713/223-1002 strong Pumps, Blucher, Brae Rainwater, Camus, email: [email protected] WEST SOUTH CENTRAL Corgal, Cps, Danfoss, Deflect-O, Freezeflow, website: www.tiptoncompany.com Greenturtle Technologies, Griffin Products, Lab- Territory: TX, OK safetysystems, LCMI, LG HVAC, Little Giant, Lines: Anderson Metals, Pipe Conx, Skye Interna- See listing on page 80. Moen Commercial, Mueller Steam, Murdock, tional, Dura Plastics, Terralux Worklights, Palmer Watts Brass and Tubular, Noble Company, Wahl Instrumentation, Harco Fittings, PHD Mfg., Palmer Wahl, Powerflo Pumps, Powers, Preso, Speedway, American Metal Products, Centoco Pro1 IAQ, Quantumflo, Savard Plumbing Com- Seats, C.S. & B. International, Numex Plastics, pany, Schwank, Speedclean, Ventamatic, Walrus Navien Tankless Heaters, Western Pottery, Tigre Pumps, Watts Acv, Watts Brass and Tubular, Fittings, Union Brass, Whirlpool/Kitchen Aid Watts Drainage, Watts Regulator, Watts Space- # of outside sales people: 6 maker, Wessels Company # of warehouses: 1 5-2-1 Compressor Saver Industry Orientation: Plumbing, Piping, Valves & # of outside sales people: 2 Fittings, Hydronic Heating, Warm-Air Heating, # of warehouses: 1 Ducted Air Conditioning, Refrigeration & Sheet Industry Orientation: Plumbing, Piping, Valves Metal & Fittings, Hydronic Heating, Warm-Air Heat- See ad on this page ing, Ducted Air Conditioning, Refrigeration & Toole & Company Sheet Metal Principal Contact: Doug Toole, Southwest Sales, LP PO 21322, Houston, TX, 77226-1322 Principal Contact: Steve Elis, Phone: 713/691-2011 Fax: 713/691-5821 615 E. Hwy. 121, Ste. 300, Coppell, TX, 75019 email: [email protected] Phone: 972/881-8757 Fax: 972/881-2115 website: www.tooleco.com email: [email protected] Territory: TX Territory: TX Lines: Allstone, Aqua Brass, Century Bathworks, Fluid, Lines: ACT Pumps, Aquatic Tubs, Rinnai Tankless, Delta Huntington Brass, Madeli, Link-A-Sink, Medi-Tub, Topex, Faucets, Woodford, Watco, Liberty Hardware, Zurn PEX, Waternity, Whitehaus, Winfield, Grothouse, Conine Sovent, Apricus Solar, Aqua Rex Water Systems, Tracpipe Fry, Josam, Amba, Caroma, Hydro-Massage # of outside sales people: 16 # of outside sales people: 5 # of warehouses: 2 # of warehouses: 1 Industry Orientation: Plumbing Industry Orientation: Plumbing Scan with your Tipton Company * * * * * * * * * * Principal Contact: Ty Tipton smart phone 3301 Commerce Mountain listings Houston, TX, 77003 app for more information! begin on page 84.

See listing on page 80. Building Partnerships for life With salespeople based in DFW, Austin, East TX, Houston, Tulsa and Albuquerque, distribution centers in Irving and Houston, we are en- trenched in the marketplace to service your company’s sales and marketing needs. We’ve been representing quality manufacturers since 1965 so visit www.pepcosales.com for more information on lines we represent, contact information, our Facebook feed and more. 877-PEPCO-99 See contact information on page 114 tw08_11_pgs_080_087REVMJ_Layout 1 8/9/11 10:18 AM Page 83

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HEADQUARTERS Charlotte, NC Fairless Hills, PA Nisku, AB Canada San Diego, CA Santa Fe Springs, CA (855) 202-7473 (866) 431-7473 (780) 955-5510 (858) 279-6102 11680 Bloomﬁ eld Ave Chicago, IL Houston, TX Phoenix, AZ Santa Fe Springs, CA (800) 305-3559 (708) 331-0300 (713) 692-7473 (602) 256-2990 (800) 305-3559 Bakersﬁ eld, CA Denver, CO Las Vegas, NV Pittsburgh, PA Vancouver, WA (661) 835-1213 (303) 288-3033 (702) 251-7473 (866) 431-7473 (360) 737-1848 Broussard, LA Essex, UK McCellan, CA Salt Lake City, UT Wheatland, PA (866) 788-7473 011-44-1279-812981 (916) 640-1859 (801) 973-8200 (866) 431-7473 tw08_11_pgs_080_087REVMJ_Layout 1 8/9/11 10:18 AM Page 84

84 • 2011/2012 Manufacturers’ Representatives •THE WHOLESALER® — AUGUST 2011

Phone: 303/289-4191 Fax: 303/286-9069 Lines: ITT Bell & Gossett, ITT Domestic email: [email protected] Pumps, ITT Hoffman Specialty, ITT OUNTAIN website: www.fanningandassociates.com McDonnell & Miller, PB Heat, ITT Goulds, M Territory: CO; WY; MT; Southwest SD; NE ITT G&L, Vertiflow Pump, Cemline, Weksler (Panhandle) Glass, Camus Hydronics, Kadant-Johnson Lines: Armstrong Pumps, Bemis/Church Seats, Lines: Brasstech/Newport Brass, Canfield Fluid Handling, Minnesota Flexible, Holby Arizona Bradford White Corp., Eemax, Elkay, Technologies, Delta Faucet Company, Valve, Apricus Solar Co, Eaton Cutler- Guardian Equipment, Husky Couplings, Elcoma, Greenturtle, Hydro Systems, IPS Hammer Elmco/Stewart Intersan Mfg., Lawler Valve Co., McGuire, Corp. — all brands, InSinkErator, EL PPP, Sloan Valve Co., T&S Brass, Tyler Pipe/ # of outside sales people: 6 Principal Contact: Ron Stewart, President Mustee, Oliveri/Tasman Sinkware, SJE # of warehouses: 1 3201 W. Virginia Ave., Phoenix, AZ, 85009 Wade Drains, Woodford/Watco Mfg. Rhombus, Stern-Williams, Topp Industries, Industry Orientation: Plumbing, Hydronic Phone: 602/269-0585 Fax: 602/278-2567 # of outside sales people: 7 Vitra, Watts Regulator, Watts Drainage/ Heating email: [email protected] # of warehouses: 3 Blucher, Watts Waterpex, Watts Brass & website: www.elmcostewart.com Industry Orientation: Plumbing Tubular, Watco Manufacturing, Woodford Priest-Zimmerman, Inc. Territory: AZ Manufacturing, Zoeller Pump Company Principal Contact: Don Zimmerman, CPMR Lines: Acorn Engineering, AB&I Foundry, # of outside sales people: 7 5353 Joliet St., Denver, CO, 80239 Chronomite/Omni, Cash Acme Valve, Colorado # of warehouses: 1 Phone: 303/307-1720 Fax: 303/307-1721 Elmdor Stoneman, Symmons Industries, Industry Orientation: Plumbing, Piping, Valves email: [email protected] Plumberex, Acorn Safety, Potter-Roemer, Buche-Carmco Sales, Inc. & Fittings, Hydronic Heating website: www.priestzim.com Shamrock, Scientific Plastics, Jay R. Principal Contact: Jerry Buche, Territory: CO, NE, NM, MT, WY, SD Smith/Aco, Superior Pipe, Whitehall Manu- 6301 E. 49th Ave., IDC Associates Lines: Aquarius, Aquatherm, Armstrong, B- facturing, Acorn Aqua, Liberty Pumps, Commerce City, CO, 80022 Principal Contact: Carl Rehburg, Line, Bradley, CHG, Elkay, HTP, IPEX, Neo-Metro, Acorn Safety, Jomar Group, Phone: 303/934-4969 Fax: 303/934-6131 5717 W. 6th Ave., Mcguire, Multi Fittings, Navien, Old Castle Miljoco, Zero Flush, Husky Anaco email: [email protected] Denver (Lakewood), CO, 80214 Precast, Symmons, Tracpipe, Tyler Pipe # of outside sales people: 4 website: http: //www.buchecarmco.com Phone: 303/232-2664 Fax: 303//23-7-96 Industry Orientation: Plumbing, Piping, Valves # of warehouses: 1 Territory: MT, WY, CO, NM, ID, UT email: [email protected] & Fittings, Hydronic Heating Industry Orientation: Plumbing, Piping, Valves # of outside sales people: 7 website: www.idcassociates.com & Fittings # of warehouses: 1 Territory: CO, WY RKR/GND Sales, LLP Industry Orientation: Plumbing, Hydronic Lines: Ace Boiler, RBI Boilers, Water Heaters, Principal Contact: Greg Dangleis, New Horizon Sales Heating Federal Pump, Lawler Mixing Valves, Smith 4600 Grape St., Denver, CO, 80216 Principal Contact: Larry Mcgahey Cast Iron Boilers, Midco Burners, Pennsyl- Phone: 303/321-7610 Fax: 303/399-9420 3650 E. Lasalle St., Phoenix, AZ, 85040 Contact Sales Co., Inc. vania Blowdown Separator Co., Turbonics- email: [email protected] Phone: 602/437-4795 Fax: 602/437-8991 Principal Contact: B. William Smith Kickspace Heaters, Skidmore, Ajax Boiler Territory: CO, NM, WY, MT, UT, S. ID, El Paso, email: [email protected] 2550 W. 2nd Ave. Unit #100 Inc., Unilux Boiler Corp., Hydrotherm, TX website: www.newhorizonsales.com Denver, CO, 80219-1631 L.E.S. Boiler, Parker Boiler, Turbomax, Cli- Lines: Anderson Metals, Armacell, Cam- Territory: AZ, NM, El Paso TX, S. NV Phone: 303/232-5515 Fax: 303/232-5514 mastar, Ultra-Fin, Niles Steel Tank, Wend- bridge-Lee, Charlotte Pipe & Fittings, Lines: Arrow Adhesives, Applied Engineering, email: [email protected] land Mfg. Co., Eternal Water Heaters, Cherne, Cozy/Louisville Tin & Stove, Charlotte, Ceco, Cello Products, D & T website: www.contactsalescompany.com Security Chimney, Ray Boiler, Fluid Power Cuno/3m, Dearborn Brass, Elkhart Prod- Manufacturing, GT Water Products, Napac Territory: CO, WY, MT, W. NE Energy, Reimers Electric Boilers ucts, Erico/Caddy, Florestone Products, Inc., Lasco, Matco Norca, Plastic Trends, Lines: American Standard, Eemax, Halsey # of outside sales people: 4 Hammond Valve, Harvey, Hercules, Josam, C&S Manufacturing, Pipeconx, TBS Irriga- Taylor, Cresline Pipe, Crane Plumbing, # of warehouses: 1 Lenox/Irwin, Liberty Pumps, Mission Rub- tion Products, Boshart Industries, BWM Leonard Valve, Tyler Pipe, Jado-Porcher, Industry Orientation: Plumbing, Piping, Valves ber, Oatey, Phoenix Forge, Rems, Tyco- Company, George Fischer Rheem Rudd Water Heaters, Rockford & Fittings, Hydronic Heating Thermal, Ward Manufacturing, Wheatland # of outside sales people: 4 Separators, Whirlaway, Zurn PEX Plumbing Tube, Mansfield, Lee Brass, Trenton Pipe # of warehouses: 1 & Radiant Heating, Guardian Equipment, Maples Sales & Service Nipple, United Elchem, Siam Industry Orientation: Plumbing Waste King, Water Saver Faucet Co., Fiat Principal Contact: Grant Maples, III, # of outside sales people: 12 Products, Wade Drainage PO Box 39123, Denver, CO, 80239-0123 # of warehouses: 1 R&G Sales # of outside sales people: 5 Phone: 303/371-1800 Fax: 303/37-1808 Industry Orientation: Plumbing, Piping, Valves Principal Contact: # of warehouses: 1 email: [email protected] & Fittings Terry Foster or Ron Rossello, Industry Orientation: Plumbing, Piping, Valves website: www.maplessales.com 3301 E. Corona, Phoenix, AZ, 85040 & Fittings, Hydronic Heating Territory: CO, WY, MT, NM, El Paso TX TM Sales Inc. Phone: 602/232-2345 Fax: 602/232-0033 Lines: Baker Mfg., Campbell Manufacturing, Principal Contact: Tom Meek, email: [email protected] Dave Grannell & Associates Champion-Arrowhead Mfg., Crown Indus- 5255 Xenon Street, Arvada, CO, 80002 website: www.r-gsales.com Principal Contact: Dave Grannell, tries, Flomatic Valve Corp., Design Water Phone: 303/375-1515 Fax: 303/375-0305 Territory: AZ, Las Vegas, NV PO Box 370352, Denver, CO, 80237 Technology, Laing Thermotech, Monoflex email: [email protected] Lines: Aquatic, Atanta Specialty Products, Phone: 303/300-2944 Fax: 303/300-2941 Products, Nomaco Insulation, Perma Tank website: www.tmsalesinc.com Cole & Co., Falcon Stainless, Fogco, Goss, email: [email protected] Water Systems, Silver Line Plastics, Heat Territory: CO, WY, MT Honeywell, Mansfield, Noritz, Pfister, Territory: CO, WY, Scotts Bluff NE Link Group, Keeney Mfg., Symcom, Water Lines: Fernco, Uponor, Axiom, Swan Corp., Rectorseal, Rehau, Sure Seal, Tracpipe, Lines: Accor Tech, Advance Tabco, Bootz Group/Novatek Grundfos, Myson, Red-White Valve, Takagi, Wilo, Zeta Rod Plumbingware Co., Centoco Mfg. Corp., # of outside sales people: 3 Sioux Chief, Laars Heating System, Grohe # of outside sales people: 3 Dahl Brothers, Eagle Solder, # of warehouses: 1 America, American/State Industries, # of warehouses: 1 Whirlpool/Maytag/Kitchen Aaid, La-Co Industry Orientation: Plumbing, Piping, Valves Spirotherm, Buderus, Triangle Tube, Industry Orientation: Plumbing, Piping, Valves Industries Inc., John Guest, Ayrlett & Fittings, Hydronic Heating Danfoss, Milwaukee Tools, Rectorseal, & Fittings, Hydronic Heating Company, Goss Mfg. Wohler, A.O. Smith # of outside sales people: 1 Marshall-Rodeno # of outside sales people: 8 Southwestern Mechanical Sales # of warehouses: 1 Associated # of warehouses: 1 Principal Contact: Val Galvan, Jr. Industry Orientation: Plumbing, Piping, Valves Industry Orientation: Plumbing, Piping, Valves 1440 W., Gilbert, AZ, 85233 & Fittings, Hydronic Heating & Fittings, Hydronic Heating Phone: 480/813-1313 Fax: 480/813-2800 Scan with your email: [email protected] Fanning & Associates, Inc. smart phone website: www.swmech.com Principal Contact: Mike Murphy, Nevada Territory: AZ, NV 6765 Franklin St., Denver, CO, 80229 app for more Southwest Sales Group, Inc. information! Principal Contact: Keith Hubbard, CPMR, CSP 3828 Kohler Way Principal Contact: Tom Rodeno North Las Vegas, NV, 89032 5700 E. 39th Ave. Phone: 702/646-8800 Fax: 702/646-6734 Denver, CO, 80207 email: [email protected] website: www.swsales-az-nv.com Phone: 303/575-6701 Fax: 303/575-6706 Territory: S. NV, AZ email: [email protected] Lines: Act D Mand, Accor Technologies, website: www.marshallrodeno.com Flexsure Solar, Gastite CSST, Haws, Territory: Rocky Mountain and Heart- Holdrite, Leonard Valve, Oatey SCS, PVI, land Regions, including CO, UT, WY, Pfister Faucets, Rinnai Tankless Heaters, NM, ID, MT, IA and NE Triangle Tube, Uponor PEX Manufacturer’s representative professionally Lines: AB&I, ABZ Valve, Anaco/Husky, # of outside sales people: 6 Anvil International, Apollo Valves, # of warehouses: 1 Industry Orientation: Plumbing, Piping, Valves servicing the plumbing, mechanical, energy, Brasscraft, Chicago Faucets, Church & Fittings, Hydronic Heating Seats, Forum Energy Technologies, industrial and irrigation markets in the Holdrite, Imcoa, Lasco Fittings, Sloan Valve Company, Titan Flow Control, New Mexico Tylok, Watson McDaniel Rocky Mountain and Heartlands regions # of outside sales people: 13 Big Dog Sales, New Mexico # of warehouses: 1 Principal Contact: William Kitchens, for over 30 years. Industry Orientation: Plumbing, 16 El Dorado Rd, Corrales, NM, 87048 Piping, Valves & Fittings Phone: 505/553-3585 Fax: 505/898-7879 email: [email protected] Brian Rodeno See ad on this page Territory: NM, El Paso, TX 5700 E. 39th Ave. McNevin Co. Lines: Pentek Access Boxes, Midland Metal, Principal Contact: Chris Dilg, Ideal (couplings & Clamps), Myers Pumps Denver, CO 80207 14209 E. 35th Pl., Ste. 100, Pro-Bite, Midwest Rake, American Home- Aurora, CO, 80011 tec, Supco International, Bushman (water 303-575-6701 Phone: 303/322-0165 Fax: 303/322-0374 Harvesting), Northtown Company (ww), 303-575-6706 (f) email: [email protected] Froet Drains, Easy Heat, website: www.mcnevinco.com # of outside sales people: 1 800-824-3675 (toll free) Territory: CO, WY Industry Orientation: Plumbing, Piping, Valves & Fittings, Warm-Air Heating, > tw08_11_pgs_080_087REVMJ_Layout 1 8/9/11 10:18 AM Page 85 We bring the industry online & directly to your business

Always dynamic and updated on a consistent, monthly basis, as a visitor to the site you’ll have access to an entire universe of information pertinent to your job! Content includes: • Articles posted online Log on to www.thewholesaler.com • Extensive archives • Daily news blog • RSS Feeds • Industry links • Products and more! tw08_11_pgs_080_087REVMJ_Layout 1 8/9/11 10:19 AM Page 86

86 • 2011/2012 Manufacturers’ Representatives •THE WHOLESALER® — AUGUST 2011

Industry Orientation: Plumbing, Piping, Valves ing, Valves & Fittings, Hydronic & Fittings, Hydronic Heating Heating, Warm-Air Heating, Ducted MOUNTAIN Air Conditioning, Refrigeration & Sheet Metal Ducted Air Conditioning, Refrigeration & Valves & Fittings Utah See ad on this page Sheet Metal Pinnacle Marketing, Inc. CSM Group Intermountain Sales & Marketing Principal Contact: David Horanburg, CPMR Principal Contact: Sam Cayias, Principal Contact: Joseph C. Kennard Cedar Ridge Sales, Inc. P.O. Box 9331, Albuquerque, NM, 87119 3406 South 1400 West, 60 North Cutler Dr., #103 Principal Contact: Patrick Durkin Phone: 505/345-2700 Fax: 505/345-0700 West Valley City, UT, 84119 North Salt Lake, UT, 84054 2659 Pan American Fwy. E. email: [email protected] Phone: 801/302-9967 Fax: 801/302-9968 Phone: 801/936-0228 Fax: 801/936-0227 Albuquerque, NM, 87107 website: www.pinmarketing.net email: [email protected] email: [email protected] Phone: 505/299-6788 Fax: 505/299-7572 Territory: NM, El Paso, TX, Durango, CO, AZ website: www.csm-group.net website: www.intermountainsales.net email: [email protected] Lines: Advanced Products & Systems, Ameri- Territory: UT, ID, WY, S. NV Territory: UT, S. ID, W. WY, E. NV website: www.cedarridgesales.com can Plumber, Easyflex, Fernco, GA Indus- Lines: Aquabqth, Boston Valve, Bootz, GT Territory: NM, El Paso, TX, La Plata County, CO # of outside sales people: 5 tries, Hotbox/Hubbell Power Systems, Water Products, LSP, Mifab, McGuire, # of warehouses: 2 Lines: Advance Tabco, Aquatherm, Arrow Harco Fittings, Hailiang USA, Harris Prod- Moen Commercial, Nuvoh2O, Thrift Market- Industry Orientation: Plumbing, Piping, Valves Head, Centoco, Anaco/Husky, Insinkerator, ucts, JB Products, Legend Valve, North ing, Eastern Fitting and Foundry & Fittings, Hydronic Heating, Warm-Air Jones Stephens, Aquatic, North Star, Goss American Pipe Corporation, Pace Machin- # of outside sales people: 2 Heating, Ducted Air Conditioning, Refriger- Torches, Rheem Water Heaters, Vortens, ery, Pipeline Products, Pfister Faucets, # of warehouses: 1 ation & Sheet Metal Tyler Pipe, Wade, Tyco/Raychem Rehau, Stiebel Eltron, Blanco America, Industry Orientation: Plumbing, Piping, Valves # of outside sales people: 3 Hydromassage Whirlpool & Fittings, Hydronic Heating Mcgregor & Assoc Inc # of warehouses: 1 # of outside sales people: 3 Industry Orientation: Plumbing, Piping, G & S Sales, Inc Principal Contact: Ken McGregor # of warehouses: 1 1578 W 7800 S Principal Contact: William J Godwin West Jordan, UT, 84088-4110 1641 S 700 W. Phone: 801/566-8225 Fax: 801/566-8233 Salt Lake Cty, UT, 84104-1609 email: [email protected] Phone: 801-972-0659 Fax: 801-972-0688 website: www.mcgregor-assoc.com email: [email protected] Territory: UT, ID, . WY, S. OR Territory: UT, S. ID, E. OR, W. WY Lines: American Metal Products, Lines: American Plumber, Bradford American Standard Brands, Arrow- White, General Wire Spring, Grohe, head Brass, Broan/Nutone, Ideal No Hold-Rite, IPS Corp, Viega, Laars, Hub Couplings, Coway USA, Deco Legend Valve, Reed Tools, Spears • 6 Outside Sales Associates Lav, Grand Hall, Falcon Stainless, Mfg., Cresline, Western Pottery, Fernco, Laing Thermotech, Little Wilo, Milwaukee Tools, Backstop/ Giant Pumps, Merrill Mfg., • Salt Lake & Boise Offices Duratrac, Insulation Solutions, Omegaflex, Steamist, Swanstone, Z- Norwesco Tanks Flex, Commercial Enameling, Hon- • Warehouse # of outside sales people: 6 eywell Controls, EWC Controls # of warehouses: 1 # of outside sales people: 6 Industry Orientation: Plumbing, Pip- # of warehouses: 1 Industry Orientation: Plumbing, Hy- dronic Heating, Warm-Air Heating, Ducted Air Conditioning, Refrigera- tion & Sheet Metal See ad on this page R.E. Fitzpatrick Sales, Inc. Principal Contact: Roger Withers, CPMR, P.O. Box 157, West Jordan, UT, 84084 Phone: 801/282-0700 Fax: 801/282-0600 email: [email protected] website: www.fitzpatricksales.com Territory: UT ID (excluding panhandle) WY (5 Counties that border UT & ID) (Mountain)>

6 Outside Sales 4 Inside Sales Salt Lake & Boise Offices 42,000 ft2 warehouse (SLC) Specialists in: • Plumbing • Hydronics • Irrigation • HVAC • PVF Calling on: • Wholesalers • Contractors • Builders • Engineers/Architects 1641 South 700 West Salt Lake City, UT 84104 800-833-3993 Fax: (801) 972-0688 www.gandssales.com

THE MOST “FEET ON THE STREET” IN UTAH AND IDAHO See contact information on page 114 tw08_11_pgs_080_087REVMJ_Layout 1 8/9/11 10:19 AM Page 87 tw08_11_pgs_088_095REVMJ_Layout 1 8/9/11 10:26 AM Page 88

88 • 2011/2012 Manufacturers’ Representatives •THE WHOLESALER® — AUGUST 2011

Territory: N. CA, W. NV email: [email protected] Lines: Hydro Systems, Brasstech, Blanco Territory: S. CA., S. NV ACIFIC America, EWS Inc., Linkasink, Newport, Lines: American Metal Products, Aquatic/ P Ginger, Motiv, Smith Cooper International, Lasco Bathware, Bootz Steelware, Cham- Stiebel Eletron, Deco Lav, Comfortpro pion Evaporative Coolers, Fluidmaster, Systems, Miro Systems Mansfield Plumbing, Price Pfister, Rinnai California # of outside sales people: 5 Products, Rocky Mountain Colby Pipe # of warehouses: 1 Company, Tracpipe/Omegaflex Csst, Up- Action Sales Industry Orientation: Plumbing, Piping, onor, ACT D Mand Recirculator Systems, Principal Contact: Doug Logsdon Valves & Fittings Mainline Backwater Valves, Swan Corp. 15650 Vineyard Blvd. Suite A-133 # of outside sales people: 19 Morgan Hill, CA, 95037 Elmco & Associates # of warehouses: 1 Website: www.specsales.com Phone: 408/779-6773 Fax: 408/779-1264 Principal Contact: Kirk Kleinen CPMR, Industry Orientation: Plumbing, Piping, E-mail: [email protected] email: [email protected] 8336 Valdez, Sacramento, CA, 95828 Valves & Fittings, Hydronic Heating Territory: N. CA, N. NV Phone: 916/383-0110 Fax: 916//38-0181 Lines: American Plumber, Gastite, John email: [email protected] Osborne Companies, Inc. A Quality Manufacturers Representative Guest, Legend Valve, LSP Products, website: www.elmcoassoc.com Principal Contact: John Osborne Servicing Southern California Rothenberger, Saniflo, Schier Products, Territory: N. CA, N. NV 6672 Patterson Pass Rd. Seachrome, Seisco, Zurn Industries Lines: Acorn Engineering, Acorn Safety, Livermore, CA, 94550-9563 Since 1966 # of outside sales people: 6 Acorn Vac, Anvil International, Jomar, Phone: 925/449-1700 Fax: 925/449-1796 # of warehouses: 1 Aqua, Chronomite, Clamp-All, Rehau, email: [email protected] • Centrally located distribution Industry Orientation: Plumbing, Piping, Elmdor/Stoneman, Jay R. Smith, Marlo, website: www.osborneco-inc.com Valves & Fittings, Hydronic Heating Metropolitan, Murdock, Potter Roemer, Territory: N. CA N.W. NV • Outside Sales Powers, PPP, Roof Top Blox, Whitehall Lines: Amtrol, Bosch, Caleffi, Crown Boiler, Carrhill Company • Customer Service # of outside sales people: 9 Everflux, Fortis Faucets, Grundfos Pumps, Principal Contact: Phil Harrigan, Ed Calvosa # of warehouses: 2 Homestead Valves, Lochinvar, GEA • Inside Sales/Quotation 7271 E. Slauson Ave. Industry Orientation: Plumbing, Piping, Heatexchangers, Mepco Products, Paco City of Commerce, CA, 90040 Valves & Fittings, Hydronic Heating Pumps, Pfister Faucets, Sensus Meters, • Warehouse Phone: 323/724-6087 Fax: 323/724-6553 Trac Pipe, Uponor email: [email protected] Elmco/Duddy # of outside sales people: 11 website: www.carrhill.com Principal Contact: Tom Duddy, # of warehouses: 1 Engineer/Architect/Contractor Territory: CA, HI, NV, S. NV, S. CA P.O. Box 3787, City of Industry, CA, 91744 Industry Orientation: Plumbing, Piping, Wholesalers/Builders Lines: A.Y. McDonald, Arrowhead Brass & Phone: 626/333-9942 Fax: 626/855-4811 Valves & Fittings, Hydronic Heating Plumbing, Central Plastics, Church Seats, email: [email protected] Fernco, Florestone Products, General Wire website: www.elmcoduddy.com Repcor CA P-909-594-7088 Spring, JB Products, KBI, Nomaco, Perfec- Territory: S. CA Principal Contact: Dean Cummings F-909-594-2798 tion Corp., Rack-Strap Inc., Stockham, Lines: Acorn Engineering, Acorn Aqua, Acorn 2455 Mercantile Dr. Wolverine Joining Technologies, Z-Flex Safety, Acorn Vac, Apollo Valve, Rancho Cordova, CA, 95742 # of outside sales people: 5 Chronomite Labs, Clamp-All, Corgal Water Phone: 916/386-2233 Fax: 916/386-2232 # of warehouses: 1 Tanks, Crete Sleeve, Elmdor/Stoneman, email: [email protected] Industry Orientation: Plumbing, Piping, Emerson VFDS, Flexcon Industries, website: www.repcor1.com Valves & Fittings Flex-Hose, Griswold Water Systems, Jay R. Territory: N. CA, N. NV Smith, JRS Products, Lochinvar Corp., Lines: American Standard, Watts, Navien Delco Sales Murdock Fountains, Orion Fittings, Potter- Tankless, Febco, Ames, Armacell, Prinsco Roemer, Powers Controls, PPP, Quantum- Pipe, Nuvo H2O, Metlund On Demand, Principal Contact: Steve Klapp flo, Reco USA, Roof Top Blox, Duravent, E.A.Gray Nipples, Norwesco Tanks, Orion 1930 Raymer Ave. Skidmore, Superior Pipe, Taco, Tower Tech, Acid Waste, Mueller Strainers, Blucher Fullerton, CA, 92833 Watson McDaniel, Weiss Instruments Drains, NDS Phone: 714/888-2444 # of outside sales people: 15 # of outside sales people: 11 Fax: 714/888-2448 # of warehouses: 2 # of warehouses: 2 email: [email protected] Industry Orientation: Plumbing, Piping, Industry Orientation: Plumbing, Piping, website: www.delcosales.com Valves & Fittings, Hydronic Heating Valves & Fittings, Hydronic Heating, Territory: S. CA, S. NV and HI Warm-Air Heating, Ducted Air Conditioning, GPW Sales Refrigeration & Sheet Metal Lines: AB&I Foundry, Anaco Principal Contact: Richard Ponce, Couplings, B-Line, Bemis, CTS 2252 Shady Oaks Road, Ridenour Group Flange, Eemax, Fiat Products, Glendora, CA, 91741 Principal Contact: Laurie Ridenour, Frank Pattern, Gastite, Imcoa, Phone: 626/857-0767 384-A Clinton St, Costa Mesa, CA, 92626 Insinkerator, Just Manufactur- email: [email protected] Phone: 714/708-0078 Fax: 714/708-0077 ing, Liberty Pumps, Merit Brass, website: www.gpwsales.com email: [email protected] Metcraft Industries, Multi Fit- Territory: S. CA, AZ, S. NV website: www. ridenourgroup.com tings, Plumberex, Sloan Valve, Lines: Navien America, Centrotherm Eco Territory: S. CA, S. NV, AZ, HI Trim To The Trade, Turbo-Torch, Systems, Rheem PEX Products, Solar Lines: Keuco, Miroir Brot, GMS Products Usage Now, Webstone # of outside sales people: 4 Watts Water Technologies # of outside sales people: 4 # of warehouses: Yes # of outside sales people: 10 Industry Orientation: Plumbing, Piping, Industry Orientation: Plumbing # of warehouses: 2 Valves & Fittings, Hydronic Heating Industry Orientation: Plumbing Signature Sales See ad on this page Harcro Sales, Ltd. Principal Contact: Sig Schmalhofer, Principal Contact: Brendan Cross, 9182 Stellar Ct., Corona, CA, 92883 DSC/Pacific 1945 Alpine Way, Hayward, CA, 94545 Phone: 951/549-1000 Fax: 951/549-0015 Principal Contact: Lee Davis, Phone: 510/786-2480 Fax: 510/786-0246 email: [email protected] 2179 Stone Ave #17, email: [email protected] website: www.signaturesalesinc.com San Jose, CA, 95125 website: www.harcrosales.com Territory: S. CA, S. NV Phone: 408/626-7892 Fax: 408/626-7894 Territory: N. CA, N. NV Lines: Aqua-Pure, Bradford White, Cash email: [email protected] Lines: Eemax, Eternal Water Heater, General Acme, Firefighter, Highland Tank, Laars, website: www.dscpacific.com Pipe Cleaners, Little Giant Pump, Lucas Laing, Niagara, Pioneer/Olympia/Central, Milhaupt, Metal Products Co, Pipe Conx, Red-White Valve, Rothenberger, Speak- Reed Mfg., Simpson Duravent (Fas-n- man, Steamist, Trim By Design Seal), Turbotorch # of outside sales people: 13 # of warehouses: 2 MOUNTAIN # of outside sales people: 3 Industry Orientation: Plumbing, Piping, # of warehouses: 1 Valves & Fittings, Hydronic Heating (Continued from page 86.) Systems, Linesets, Lux Products, Rehau, Industry Orientation: Plumbing, Warm-Air Lines: American Water Heaters, A.O. Smith, NOFP, PHP, Quietside/Samsung, Ther- Heating, Ducted Air Conditioning, Refriger- Specification Sales AquaGlass, Bemis, CTS Fabrication, molec, Tundra ation & Sheet Metal Principal Contact: Guardian Equipment, InSinkErator, Met- # of outside sales people: 3 craft, Pasco Specialty & Mfg., Powers Con- # of warehouses: 1 Howard C. Fletcher Co. David Hutchins, CPMR trols, Sloan Valve, State Water Heaters, Industry Orientation: Plumbing, Piping, Valves Principal Contact: Doug Winchester 1295 E. Acacia St. Plumberex, Turbotorch, Watersaver Faucet, & Fittings, Hydronic Heating, Warm-Air 25671 Commercentre Dr. Ontario, CA, 91761-4583 Watts Regulator, Watts Brass & Tubular, Heating, Ducted Air Conditioning, Refriger- Lake Forest, CA, 92630 Phone: 909/594-7088 Fax: 909/594-2498 Watts Drainage Products, Watts WaterPEX, ation & Sheet Metal Phone: 949/660-0200 Fax: 949/660-9072 email: [email protected] Wolverine Joining Tech., Barnes Pumps email: [email protected] The Lovell Company website: www.hcfletcher.com Territory: S. CA # of outside sales people: 6 Lines: Advance Tabco, AMTC, Bosch, # of warehouses: 1 Principal Contact: Dave Lovell CPMR, Territory: CA, AZ, HI, NV Industry Orientation: Plumbing, Piping, Valves 1970 Alexander St, Salt Lake City, UT, 84119 Lines: Canplas, Danze, Elkhart Products, GT Water Products, Haws, Intersan, & Fittings, Hydronic Heating Phone: 801/975-7053 Fax: 801/975-7056 Erico, Gerber, Houzer Sinks, Husky JG Speedfit, Jomar, Keeney, Lawler, email: [email protected] Couplings, Irwin Tool, Lenox Tools, Rems, Mifab, Raychem, Spears, Sunroc, Rocky Mountain website: www.lovellcompany.com A.O. Smith Water Heaters, Takagi, Jacuzzi T&S Brass Integrated Solutions, Inc. Territory: UT, S. ID, W. WY # of outside sales people: 13 # of outside sales people: 9 Principal Contact: Darren Foster, Lines: B-Line, Bradley, Eemax, Elkay, Halsey # of warehouses: 1 # of warehouses: 2 14832 S. Concorde Park Dr. #C, Taylor, Jacuzzi, Mustee, Pfister, Rheem, Industry Orientation: Plumbing, Piping, Industry Orientation: Plumbing, Bluffdale, UT, 84065 T&S Brass, Toto, Tyler-Wade, Uponor, Valves & Fittings, Hydronic Heating Phone: 801/576-1353 Fax: 800/391-4974 Keeney Piping, Valves & Fittings, Hydronic email: [email protected] # of outside sales people: 5 Keyline Sales, Inc. Heating, Warm-Air Heating, Ducted website: www.rmishvac.com # of warehouses: 2 Principal Contact: Richard R. Banner, CPMR Air Conditioning, Refrigeration & Territory: UT, S. ID,W. WY Industry Orientation: Plumbing, Piping, Valves 9768 Firestone Blvd. Sheet Metal Lines: AIC, Boiler Buddy, Centrotherm, Cim- & Fittings, Hydronic Heating Downey, CA, 90241-5510 See ad on this page > berio, Ecobee, First Co., HTP, Hi Velocity * * * * * * * * * * Phone: 562/904-3910 Fax: 562/904-3911 (Listings continue on pg 91.) tw08_11_pgs_088_095REVMJ_Layout 1 8/9/11 10:26 AM Page 89

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Pinnacle Marketing, Inc. Principal Contact: George R. Marable, PACIFIC 11427 N.E. 21st St., Bellevue, WA, 98004 Phone: 425/451-2017 Fax: 425/451-2018 (Continued from pg 88.) Industry Orientation: Plumbing, Piping, email: [email protected] email: [email protected] Valves & Fittings website: www.pinnaclenw.com Thomas Ramos & Co. website: www.baileysales.com Territory: WA, OR, ID, AK, HI Principal Contact: Thomas Ramos, Territory: WA, OR, N. ID, AK Lines: Danze, Insinkerator, Decolav, Dura 290 Nichols Dr., Santa Cruz, CA, 95060 Lines: Aquatic, Arrow Head, Brass Craft, Supreme, 6 Square, Aqua Products, Phone: 831/429-9506 Fax: 831/426-1988 Oregon Chicago, Clamp-All, Haws, Heatlines, American Metal email: [email protected] Reid Pacific Co. Heatlink, IPS, Karp, King Electric, # of outside sales people: 4 website: thomasramos.com Lenox-Irwin, Leonard Valve, Mans- # of warehouses: 1 Territory: N. CA, N. NV Principal Contact: Matt Reid, CPMR, Industry Orientation: Plumbing Lines: Americh, Bravura, Herbeau, Kueco, 1104 N.W 15th Ave., Portland, OR, 97209 field, Mifab, Noble, Nomaco, PHD, Red ACO Channel Drains, Crystal Ventilation, Phone: 503/228-6255 Fax: 503/228-7942 White, Rohl, Rooftop Blox, Triangle Sawtooth Sales Valsans Accessories, Century Bathworks, email: [email protected] Tube, Ward-Wardflex, Wasteking, Terra Aqua, Amba/Jeeves Towel warmers, website: reidpacific.com Water Soft, Wilo, Z-Flex Principal Contact: Gary Water Decor, Aptations/Kimball & Young Territory: OR, WA, AK, N. ID # of outside sales people: 10 3213 West Wheeler St., Ste 184, mirrors, Zuma Baths, Blu Bathworks, Inox Lines: Bradley Corp., Fluidmaster Inc., Price # of warehouses: 1 Seattle, WA, 98199 Pfister, Noritz, Rehau, Jones Stephens, # of outside sales people: 3 Industry Orientation: Plumbing, Phone: 206/281-8283 Fax: 206/270-9137 Industry Orientation: Plumbing Tracpipe, Peerless Boilers, UEI Test Equip- email: [email protected] ment, Cascadian Fixtures, JB Products, Piping, Valves & Fittings, Hydronic CHG Hardware, Oasis, Genovia, Apricus Heating Territory: AK, ID, MT, N. CA, OR, UT, W&R Industrial Products Inc WA, Alberta & B.C. Canada Principal Contact: Wally Pruett, # of outside sales people: 5 Baxter-Rutherford Inc Lines: Top Knobs, Acorn Manufactur- 1870 Arnold Industrial Pl, # of warehouses: 1 Principal Contact: Robert Norwood, Concord, CA, 94520-5341 Industry Orientation: Plumbing, Piping, ing, California Faucets, Bravura, Valves & Fittings, Hydronic Heating PO Box 24324, Seattle, WA, 98124-0324 Cheviot, Smedbo, Inox by Unison, Phone: 925/602-9700 Fax: 925//60-2-97 Phone: 206/762-4888 Fax: 206/767-4386 email: [email protected] email: [email protected] Classic Grills, AHI, website: www.wnrind.com website: www.baxter-rutherford.com Foundations/Brocar Territory: N. CA, NV (except Clark County) Washington Territory: WA, OR, ID, W. MT, AK # of outside sales people: 3 Lines: CSS Pre-Insulated Calcium Silicate Lines: ABZ Valves & Controls, Anvil, Billco # of warehouses: 1 Pipe Shields, Georg Fischer -Fuseal, Con- Bailey Sales & Associates Corp., CTS Fabrication, Gruvlok, Home- Industry Orientation: Plumbing, tain-It, Halsey Taylor, Lawler, Speakman, stead Valve, Keckley Company, Kitz Valves, Advance Tabco, Rada by Armstrong, Super Principal Contact: Rick Root Piping, Valves & Fittings 12303 E Marginal Way S Kraissl Company, Lee Brass, Pannext See ad on this page Pipe, Superstrut by Thomas & Betts Fittings Corp., Thermacor, Vulcan Treaded # of outside sales people: 2 Seattle, WA, 98168 Products, Trenton Nipple, Wheatland Tube Western States Sales, Inc. # of warehouses: 1 Phone: 206/903-5375 Company Principal Contact: Jim Anderson # of outside sales people: 6 # of warehouses: 2 8009 S. 224th St., Bldg. E Industry Orientation: Piping, Valves & Fittings Kent, WA, 98032 Phone: 253/893-1695 Fax: 253/893-7588 Davis Sales email: Principal Contact: Scott Davis, [email protected] 625 W. Scott Ave., Woodland, WA, 98674 website: Phone: 360/225-9408 Fax: 360/225-9458 email: [email protected] www.westernstatessales.com website: www.davissales.com Territory: AK, OR, WA, MT, N. ID Territory: OR, WA, ID, AK Lines: Bemis, Bradford White, Lines: Plastic Trends, Norwesco, Rocky OateySCS, InSinkErator, Aqua Mountain Colby Pipe, Royal Pipe Systems, Glass, Multi Fittings, Oliveri Sinks, Dahl Brothers Valve, Gripper Gasket Co., Raychem, Cash Valve, Cash Acme, Cambridge Brass, Copperhead Industries, Amba Towel Warmers, Centennial Wolverine Joining Tech., Church Seats, Plastics, Danze, Cantex Holyoke Brass, Plumberex Specialties # of outside sales people: 9 # of outside sales people: 4 # of warehouses: 1 # of warehouses: 1 Industry Orientation: Plumbing, Piping, Industry Orientation: Plumbing Valves & Fittings * * * * * * * * * * CANADA, PUERTO RICO website: www.themorgangroup.ca Canada Territory: Ontario # of outside sales people: 7 # of warehouses: 1 Barclay Sales Ltd Industry Orientation: Plumbing, Piping, Valves & Fittings, Hydronic Heating Scan with your smart phone Puerto Rico app for more Inter American Builders information! Principal Contact: Lester A. Toro Jr. Box 1988 Principal Contact: Jeff Blair Carolina, PR, 00984 Phone: 604/945-1010 Fax: 604/945- Phone: 787/752-0200 Fax: 787/757-0210 3030 email: [email protected] website: www.barclaysales.com Territory: Puerto Rico, US Virgin Territory: British Columbia, Alberta Islands, Dominican Republic Lines: American Saw, Lenox, Apollo Lines: Acorn Engineering Company, Valves, Bow Plastics, Mironlin, Flu- American Specialties Inc. (Global Par- idmaster, Bootz, Bemis, Schwartz titions) ASI Storage Solutions, Accu- Chemicals, Fleurco, ECR Interna- rate, Apco Valve & Primer Corp, tional, Mustee, Noritz, Saniflo, Ther- Bradford White Corporation, Charlotte masol, Unasco, Zone First, Afa Sink Pipe & Foundry, De Zurik Water Con- Ware, Wade Drains, Bow, Aprilarie, trols, East Jordan Iron Works, Echo Fernco, Waste King Process Instrumentation, E.L. Mustee # of outside sales people: 9 & Sons, Inc., Elkhart Products Corp., # of warehouses: 3 Fernco Plumb Quick, Franklin Elec- Industry Orientation: Plumbing, Pip- tric, G.T. Water Products, Griffin Pipe, ing, Valves & Fittings, Hydronic Halsey Taylor, Highland Tank, In- Heating, Warm-Air Heating, Ducted SinkErator, Kessler Supply (Wieland Air Conditioning, Refrigeration & Copper), Mansfield Plumbing Prod- Sheet Metal ucts, Milwaukee Valve, National Diver- See ad on this page sified Sales, Neptune (division of The Morgan Group Elkay), Oatey Manufacturing, Robar, Principal Contact: Brian M. Morgan, CPMR O.C. Keckly Co., PHD Manufacturing, 7181 Woodbine Ave., Ste. 231 Potter Roemer, Prier Products, Ross Markham, L3R 1A3 Valve, Sure Seal, The Beneke Corpo- Phone: 905/477-9332 Fax: 905/470-9513 ration, Ultra Fiber Glass Sales Organiazation Listings begin on page 92. email: [email protected] See ad on this page tw08_11_pgs_088_095REVMJ_Layout 1 8/9/11 10:31 AM Page 92

92 • 2011/2012 Manufacturers’ Representatives •THE WHOLESALER® — AUGUST 2011

MANUFACTURERS’ SALES ORGANIZATIONS WALLED LAKE, MI 48390 MARK SNIDER, DANA JONES, DAVID WESTERN STATES SALES 248-669-2800 FAX #248-669-3310 HAWTHORNE, BERNADETTE ZIELINSKI, 5687 S.E. INTERNATIONAL WAY BRIAN BURKE, RICK HIGGINBOTHAM, BRAD PITTMAN, JAMIE ROBERTS, SUITE G, MILWAUKIE, OR 97222 MONIKA MERTA, BRETT YOUNG, PHILLIP AYERS, ADAM VARNADORE, OREGON #503-659-0853 CHRISTY SMITH, TOM ZIMMERMAN ALAN GARNER, RANDY KING, BOBBY FAX #503-659-3638 BURKE AGENCY BRANCH OFFICE RAILEY, JASON CANNON, BRANDON FRED RUSH, GIB SECKER, ALAN BURKE AGENCY, INC. PAYNE, DAVID LOFLIN CHANDLER,DAVID DAHLQUIST, GAR- American 8593 BYRON COMMERCE DR. S.W. RICK DAHLQUIST, VALERIE HETTMAN, BYRON CENTER, MI 49315 ARKANSAS AMY SECKER, RANDY SECKER, RON WaterHeaters #616-878-7300 FAX #616-583-1239 WIGGS, HAUN, & BOHAN WILLIAMS 500TennesseeWaltzParkway JOHN BURKE, SCOTT DECKROW, 7013 WESTBELT DRIVE AshlandCity,TN37015 HENRY BURKE NASHVILLE, TN 37209 8009 S. 224TH STREET—BLDG E 800-999-9515 #615-350-8334 FAX #615-350-8559 KENT, WA 98032 BURL HAUN, JEFF BOHAN, LARRY WIGGS, #253-893-1695 FAX # 253-893-7588 www.americanwaterheater.com NEW YORK EXCLUDING NEW YORK CITY, LONG ISLAND AND THE COUNTIES OF KEVIN PULLEY, CHRIS LASSITER, ANDY JIM ANDERSON, BEN RUSH, RICK GILES, ROCKLAND AND WESTCHESTER OVERBY, JODY VAUGHN, BRANDON DAN DAILEY, BEN RUSH, ALAN NORTHEAST SALES ASSOC., INC. CARDWELL, BILL ETHERIDGE CHANDLER, TIM HAYES 515 PACKETT’S LANDING FAIRPORT, NY 14450 ALABAMA AND FLORIDA PANHANDLE COLORADO, WYOMING, & #585-223-5982 FAX # 585-425-2459 BANKS & HEAD AGENCY EASTERN MONTANA M. TOUSIGNANT-PHONE/FAX #518-511-2128 710 WILMER AVENUE BUCHE-CARMCO SALES, INC. AL WHITNEY-PHONE #607-868-3221 ANNISTON, AL 36201 6301 E. 49TH AVENUE AL WHITNEY-FAX #607-868-3933 #256-235-9000 FAX #256-235-2000 COMMERCE CITY, CO 80022 BOB PHILLIPS-PHONE #716-474-4885 RICHARD BANKS, ANDY HEAD, JAMES #303-934-4969 FAX #303-934-6131 PHONE/FAX #716-634-6486 HARKINS TERRY KINDSFATHER, ED DAVIS, RICHARD WISOTZKE, AL WHITNEY, BOB PJ WALTERS, PETER BUCHE, JAMES PHILLIPS, MIKE TOUSIGNANT, JEFF HILLS, FLORIDA EXCLUDING THE PANHANDLE CLAXTON, JERRY BUCHE, MIKE JORS, PETE COSTANZO, SHERYL SABIN CARR COMPANY SUSAN BUCHE, TREVOR WATTERS, 6000 PARK OF COMMERCE BLVD. TIM GALLARDO NEW YORK CITY, LONG ISLAND, AND BOCA RATON, FL 33487 WESTCHESTER COUNTY, NEW YORK # 561-997-0999 FAX # 561-997-2633 TERRITORY: MID-WEST STATES: DELLON SALES COMPANY LARRY HOBBS, MICHAEL HOBBS, BILL MICHIGAN, THE COUNTIES OF LAKE, 5 ALBERTSON AVE FEHRS, RANDY SIMMEN, TOM MURPHY, PORTER, & LA PORTE, INDIANA, ALBERTSON NY 11507 ANDY ANDERSON, ANDREA JONES, ILLINOIS, IOWA, WISCONSIN, MIN- #516-625-2626 FAX #516-625-3030 ROMMEL DAMIANI, JIM SMITH, LEON NESOTA, MISSOURI, NORTH DAKOTA, JOE KNOTT, SCOT DELLON, BRENT BRAKE, HOLMES SOUTH DAKOTA, NEBRASKA, & TEXAS RICHARD NEAR, DAVID DELLON EXCLUDING THE EL PASO AREA TENNESSEE REGIONAL SALES MANAGER: BradfordWhite MASSACHUSETTS, VERMONT, RHODE WIGGS, HAUN, & BOHAN FRANK SMRZLEY ISLAND, MAINE, NEW HAMPSHIRE & 7013 WESTBELT DRIVE Corporation CONNECTICUT NASHVILLE, TN 37209 NORTHERN ILLINOIS & THE COUNTIES OF 725TalamoreDrive A.K.R. ASSOC., INC. #615-350-8334 FAX #615-350-8559 LAKE, PORTER, & LA PORTE INDIANA 596 NORTH MOUNTAIN RD #423-637-8990 FAX FOR B. HAUN FRIEDMAN & DORRANS SALES, INC. Ambler,PA19002-1873 NEWINGTON, CT 06111 BURL HAUN, JEFF BOHAN, LARRY WIGGS, 714 SOUTH MILWAUKEE AVE. 215.641.9400 #860-882-0213 FAX #800-783-1664 KEVIN PULLEY, CHRIS LASSITER, ANDY WHEELING, IL 60090 800.523.2931 STEVE AREL, MATT D’AMINCO, PAUL OVERBY, JODY VAUGHN, BRANDON P.O. BOX 540 MOSHER, PAUL ANDERSON, PAMELA CARDWELL, BILL ETHERIDGE, ANGELA GLENVIEW, IL 60025 Fax:215.641-1612 ERISMAN, SCOTT GRONDIN, RICH MASHBURN, TOBI GUESS |#847-459-8412 FAX #847-459-8437 TESSIER, DOUG SCHWAB, DORI DALY, JIM DORRANS, RICH WARGO, JERRY TERRITORY: NORTHEAST ELY TITLEY, MATT WARNKE TERRITORY: NORTHWEST STATES: UTAH, FRIEDMAN, BRIAN FRIEDMAN, DEBBIE STATES: WESTERN PENNSYLVANIA, OHIO, IDAHO, WASHINGTON, OREGON, MENDRALLA, DONNA SWANSON KENTUCKY, NEW YORK, RHODE ISLAND, TERRITORY: SOUTHEAST MONTANA, ALASKA, NORTHERN CONNECTICUT, MAINE, MASSACHUSETTS, STATES: GEORGIA, MISSISSIPPI, CALIFORNIA, NORTHERN NEVADA, WISCONSIN, THE UPPER PENINSULA OF VERMONT, NEW HAMPSHIRE LOUISIANA, NORTH CAROLINA, SOUTH COLORADO AND WYOMING MICHIGAN, MINNESOTA, NORTH AND MICHIGAN. CAROLINA, ARKANSAS, FLORIDA, REGIONAL SALES MANAGER: DAKOTA, SOUTH DAKOTA REGIONAL SALES MANAGER: TENNESSEE, AND ALABAMA CHRIS CATANIA MICHEL SALES AGENCY THOMAS SETTEFRATI REGIONAL SALES MANAGER: 521 PHALEN BLVD MATT KOZAK UTAH & SOUTHERN IDAHO ST. PAUL, MN 55101 WESTERN PENNSYLVANIA G & S SALES, INC. #651-287-2640 FAX #651-287-2655 CONROY-STARR & ASSOC., INC. GEORGIA 1641 SOUTH 700 WEST KELLY MICHEL, BETSY PETERS, MATT 119 13TH STREET PREFERRED SALES ASSOC., INC. SALT LAKE CITY, UT 84104-1614 MICHEL, HAROLD BRUNER, RICK PITTSBURGH, PA 15215 2321 HWY 411 NE #801-972-0659 FAX #801-972-0688 MICHEL, RICK GENRICH, DEAN PARKER #412-782-3357 FAX # 412-782-3387 CARTERSVILLE, GA 30121 BILL GODWIN, BRET BEASLEY, TIARA GARY CONROY, JOE STARR, JOANN #770-475-3006 FAX #770-475-8388 ROBINSON, HATA PURIRI, ZAC BEVAN, WESTERN MISSOURI & KANSAS HUTCHINSON TODD BRANCH, RICHARD FLOURNOY, CLAY SMITH, CADE COTE, KAYLEEN C.K. DORMAN & CO., INC. OHIO & THE COUNTIES OF BOONE, DOUG BRAIG, MATT FLOURNOY, SCOTT WINBERG, TOM KUNTZ, DAN LOWE, 1127 W. 8TH STREET KENTON, & CAMPBELL KENTUCKY RICHARDS, TYSON WHITLEY, SCOTT KATHY GODWIN KANSAS CITY, MO 64101 PREFERRED SALES, INC. GRAVLEY, BRANDON SUMMEY, ALEX #816-421-5989 FAX #816-842-3562 ONE INDUSTRIAL DRIVE FINCH, TABITHA HALL NORTH CALIFORNIA & NORTH NEVADA #800-821-2382 HERMITAGE, PA 16148 REP WEST INC. PAT ENDERSON, STEVE BLOUSTINE, TOM #724-981-5500 FAX # 724-981-5560 MISSISSIPPI & LOUISIANA 8320 LUZON AVE.—THE DEPOT PARK ALSOP, JENNIFER ROUGHTON, BRIAN PETE LEWNES, TOM POOLE, BILL CURRY, PARKS, PEYTON SACRAMENTO, CA 95828 DEMARR, CLAY COONES RANDALL ETTER, ALAN GUIDISH, P. O. BOX 45161 #916-386-7500 FAX #916-386-7506 HARVEY MUNITZ, MARK O’CONNELL, BATON ROUGE, LA 70895-4161 JEFF ALKIRE, TOM ALKIRE, RON MONK, IOWA & NEBRASKA PAM CART, SUSAN KRAUS, KEN DAVIS, #225-218-9813 FAX # 225-218-9815 JOHN ALKIRE, JIM PETERS, JEFF MID-AMERICA SALES GROUP, INC. NATINA HOAK, JENNY FALVEY, ROB FRANK PARKS, LISA PARKS, PERRY ALKIRE JR., ERNIE NUSSER, TOM 11107 N.W. 51ST PLACE SIEBERT, MICHELLE LEWNES, LISA PEYTON, GERARD VERRET, MARY BLEVINS, RICHARD THOMAS, ROBIN GRIMES, IA 50111 RUNYAN, BOB RESEL, NICK BRISCOE, KENNEDY, BOB SASSER THOMAS, DOMINIQUE VIDALES, JOSE #515-986-9446 FAX #515-986-3552 JOHN C WILLIAMS ROMO, STEVE GARDIOL, CESAR TIM SCHULTZ, MIKE GILLESPIE, FRANK NORTH CAROLINA & SOUTH CAROLINA SANCHEZ, ANGELINA ARRIETTA, JUAN LEOPOLD , DIANA HINCH, BOYD RYDAL, MICHIGAN, EXCLUDING THE SNIDER, INC. CARLOS SANCHEZ MIKE MENGWASSER, TANYA CLUM, UPPER PENINSULA PO BOX 7567 NANCY SCRIBNER, MIKE BOYD BURKE AGENCY, INC. CHARLOTTE, NC 28241-7567 WASHINGTON, OREGON, WESTERN 2605-A OAKLEY PARK RD. #704-588-0915 FAX #704-588-0954 MONTANA, NORTH IDAHO, & ALASKA MID-AMERICA BRANCH OFFICE tw08_11_pgs_088_095REVMJ_Layout 1 8/9/11 10:32 AM Page 93

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MANUFACTURERS’ SALES ORGANIZATIONS

MID-AMERICA SALES GROUP, INC. OKLAHOMA MASSACHUSETTES & NEW ENGLAND 1809 N. 145TH AVE. LOCKE SUPPLY COMPANY J-L Sales Company: Joel Katz OMAHA, NE 68154| P.O. BOX 26128 17 Avery Square Needham, MA 02494 #402-493-4105 FAX #402-493-3793 OKLAHOMA CITY, OK 73126 #781-444-8622 Fax: #781-444-8722 DENNIS SPOMER |#405-631-9701 FAX #405-631-0585 MINNESOTA & WISCONSIN EASTERN MISSOURI & SOUTHERN ILLINOIS TERRITORY: MID-ATLANTIC STATES: Professional Rep Service SPECIALITY SALES AND SERVICE EASTERN PA, NEW JERSEY, 13055 Riverdale Drive Suite 500 Coon Rapids, MN 55448 615-A SPIRIT OF ST. LOUIS BLVD. DELAWARE, KENTUCKY, INDIANA VIR- #612-304-3372 Fax: #763-323-0046 CHESTERFIELD, MO 63005 GINIA, WEST VIRGINIA, MARYLAND #636-530-1992 FAX #636-530-1993 AND WASHINGTON, DC DISTRICT NEW MEXICO & EL PASO MIKE SANFORD, GLENDA SANFORD, SALES MANAGER: BOB MCKENNEY 1. Foster Sales: Allissa Ruddick BARRY MEYER, CRAIG CANATSEY, BILL 2915 Girard Blvd Albuquerque, NM 87107 VAUGHN, RENEE VAUGHN, HEATHER SOUTHERN NEW JERSEY, DELAWARE, #505-888-7533 Fax: #505-884-1834 [email protected] HEDRICK, REX BRONSING, AND EASTERN PENNSYLVANIA 2. Foster Sales: Mary Masterman TODD MORGAN RICH-TOMKINS CO., INC. 902 West Hadley Las Cruces, NM 88005 235 BRIDGEWATER ROAD #575-888-7533 Fax: #575-523-7066 NEW MEXICO & EL PASO, TEXAS ASTON, PA 19014 [email protected] BUCHE-CARMCO SALES, INC. #610-859-3552 FAX #610-859-6080 6301 EAST 49TH AVENUE BILL BRADSHAW, KEN HOLLOWAY, BOB SOUTHERN NEW YORK & NEW JERSEY COMMERCE CITY, CO 80022 ADAMS, STEW CHAFFEE, TODD Platsky Company: Lauren Albert 298 Montrose Road Westbury, NY 11590 #303-934-4969 FAX #303-934-6131 ALEXANDER, JEFF PHILLIPS, ALAN #516-333-9292 Fax: #516-333-9446 nara- TERRY KINDSFATHER, ED DAVIS, TIM COHEN, GARY BRAKE, CHARLES [email protected] GALLARDO, PETER BUCHE, JAMES SMITH, DON MURPHY, CLAXTON, JERRY BUCHE, MIKE JORS, LAUREN HOLLOWAY, KEVIN BRACE OKLAHOMA & ARKANSAS SUSAN BUCHE, TREVOR WATTERS, Cowan Sales -Randy Cowan 17200 Chenal Parkway Suite #300-194 PJ WALTERS VIRGINIA AND WEST VIRGINIA DALLAS SPECIALTY DUHART COMPANY Little Rock, AR 72223 & MFG. CO. #918-698-6960 Fax: #817-512-4594 ARIZONA 1225 MALL DRIVE 1161 Ruggles Grand Prairie, TX 75050 [email protected] SOUTHWESTERN RICHMOND, VA 23235-4737 Toll Free (800) 222-5644 Metro (972) 641-8444 MECHANICAL SALES CO. #804-379-0150 FAX #804-379-9230 www.dallasspecialty.com WESTERN PENNSYLVANIA & 1440 W. SAN PEDRO ST. BILL DUDDING, AL CARPENTER, WEST VIRGINIA GILBERT, AZ 85233 JIM DUDDING, SHELLY KAHLER, ROGER Don Schwartzel Company NORTH TEXAS #480-813-1313 FAX #480-813-2800 WOODY, TIM YEAGLE, CHRIS WHITE, 492 Blockhouse Run Road Dallas Specialty & Mfg.Co.: David Mercer, New Brighton, PA 15066 JIM FARNEY, VAL GALVAN, ALEX SUZI BELLAMY, RON FOWLER, CRAIG Factory Sales, VP #724-846-1640 Fax: #724-846-1009 JARAMILLO, HOLLY BURNS, TROY CARPENTER, JUDI WILLIAMS 1161 Ruggles Grand Prairie, TX 75050 [email protected] ALEXANDER, CAROL GEASLAND, #972-641-8444 Fax: #972-641-8488 [email protected] KATHY SHREEVE, JOHN WILSON, MARYLAND & WASHINGTON D.C. UTAH & IDAHO RANDY ORNELIS, SUSAN BASEHORE DUHART COMPANY NorthStar Sales Inc. SOUTH TEXAS 1225 MALL DRIVE 68 West Center Street Midvale, UT 9173 1. Mena & Associates: Carroll Vassar #801-244-8174 Fax: #801-568-1320 SOUTH CALIFORNIA & SOUTH NEVADA RICHMOND, VA 23235-4737 802 Dominion Drive Suite 100 SIGNATURE SALES INC. #804-379-0150 FAX #804-379-9230 Katy, TX 77450 9182 STELLAR COURT BILL DUDDING, AL CARPENTER, #281-579-8228 Fax: #281-579-8286 CORONA, CA 92883 JIM DUDDING, SHELLY KAHLER, ROGER [email protected] 2. Mena & Associates: John Tischler #951-549-1000 FAX #951-549-0015 WOODY, CHRIS WHITE, SUZI BELLAMY, 1407 Gracy Drive Austin, TX 78758 SIG SCHMALHOFER, RON BRAD- RON FOWLER, BONNIE WOODY, CRAIG #512-426-1803 Fax: #713-468-8707 FORD, TIM SAMUT, BEV SCHMAL- CARPENTER, C.B. FARNSWORTH, [email protected] HOFER, ARRON SANDERS, CHRIS JUDI WILLIAMS BENNETT, MARK MARTINEZ, PATRI- NORTH & SOUTH CAROLINA MIFAB Lewis Marketing Rep Service: Eddy CIA, FLORES, RUSS LONG, KENTUCKY (EXCLUDING THE COUNTIES 1511 Ameron Drive Charlotte, NC 28299 MIFAB SHARON LONG, ED LUNA, OF BOONE, KENTON, & CAMPBELL), & #704-376-0262 Fax: #704-375-1850 1321 West 119th Street JONATHON BRADFORD, LINDA INDIANA (EXCLUDING THE COUNTIES [email protected] BRADFORD, NICK SCHMALHOFER, OF LAKE, PORTER & LA PORTE) Chicago, IL 60643 ANDREA DOUGLAS, JEREMY MANUFACTURERS MARKETING, INC. NORTHERN CALIFORNIA CRANE, ROB SITTON, SHARON 17225 WESTFIELD PARK RD. 1. Capri Sales, Inc.: Joel 800/465-2736 DISS, TREY BEASLEY, LANCE WESTFIELD, IN 46074 4929 43rd Street Bldg 347 Bay C www.mifab.com McClean, CA 95652 STEWART, DANNY RODRIGUEZ, #317-867-5004 FAX #317-896-3561 #800) 543-6566 Fax: #9146-640-0240 RYAN PARKER, KATIE HUBACH TONY TITUS, JOHN PONTIUS, MARK REED, DAN CUMMINS, WAYNE SOUTHERN CALIFORNIA HAWAII STEPHENSON 2. DOT Sales Company L.N. SALES, INC. 14575 Valencia Ave Fontana, CA 92335 P.O. BOX 22535 NORTHERN NEW JERSEY AND #858-759-1749 Fax: #909-428-4196 HONOLULU, HI 96823 ROCKLAND COUNTY NEW YORK [email protected] #808-531-6124 FAX #808-945-7442 FOCUS SALES, LLC LYLE NAKAMURA 117 MOUNTAIN AVENUE FLORIDA MIDDLESEX, NJ 08846 The Grace Compamy: Porter McNeil SOUTH TEXAS EXCLUDING EL PASO #732-302-0091 FAX #732-302-9501 585 S Ronald Regan Blvd Suite 121 MENA & ASSOC. JAY SCHECHTER, AL PUCCIO, JUDITH Longwood, FL 32750 #407-339-8007 Fax: #407-339-8576 802 DOMINION DR. SUITE 100 ROOPNARINE KATY, TX 77450 GEORGIA & ALABAMA #281-579-8228 FAX #281-579-8286 Evans & Associates Inc.: Mark Evans DUANE MENA, SUZY MENA, 1650 Redi Road Cummings, GA 30040 JOHN TISCHLER, CARROLL VASSAR, #678-455-8118 Fax: #678-455-8133 TERESSA BAKER BrassCraft® [email protected] ILLINOIS NORTH TEXAS Sobyra Zeman Sales Inc.: Jim Zeman MC KINNEY AGENCY 7324 Winthrop Way Unit 1 1225 EAST CROSBY B-21 BRASSCRAFT Downers Grove, IL CARROLLTON, TX 75006 39600 Orchard Hill Place #630-963-0574 Fax: #630-307-3200 #972-242-4164 FAX 972-242-5115 KEVIN MC KINNEY, MARTY PARKHILL, Novi, MI 48375-5331 LOUISIANA & MISSISSIPPI More Manufacturers’ RP Associates, Inc: Keith Sales Organizations LARRY MC KINNEY, SHERRI MC KINNEY, 248-305-6000 #3 Knox Road Jefferson, LA 70121 MIKE PAUL, JOHN SNYDER, #504-833-9947 Fax: #504-831-7331 on page 94. MERV WARRICK FAX: 248-305-6011 [email protected] tw08_11_pgs_088_095REVMJ_Layout 1 8/9/11 10:32 AM Page 94

94 • 2011/2012 Manufacturers’ Representatives •THE WHOLESALER® — AUGUST 2011

Lombard, IL 60148 Florida: Suncoast Sales, 630-261-1166. 5250 Eagle Trail Drive, Suite B, MANUFACTURERS’ SALES ORGANIZATIONS Tampa FL 33634 Southern Region Texas: 813-901-8552. Champions Marketing Confederate Sales, North Carolina: 10315 Woodridge Drive, Houston, TX Michigan: Sales Service Plus, 8205 Brooknell Terrace 77070, 281-351-1009, 45606 Mast Street Zoeller Pump Charlotte, NC 28270 Fax: 281-351-1125. Plymouth, MI 48170. 704-3641372. 734-454-7620. Northern Region Texas: Pennsylvania: Cope-Wardell-Ammon Champions Marketing Missouri: Specialty Sales & Service, Company Assoc., Inc. 3649 Conflans, #146, Irving, TX Twin Oaks Center 615 A Spirit of St. Louis Blvd., ZOELLER PUMP 75061-6349. 972-313-1688, Chesterfield, MO 63005. 4009 Market Street, Ste. K, Fax: 972-313-1492. COMPANY Aston, PA 19014. 636-530-1992. 610-485-2828. Southwestern Region Texas: Hawaii: Starr & Co., Inc., 3649 Cane Run Road Champions Marketing 680 Kakoi Street Alabama, Arkansas, Louisana, 27435 Autumn Glen, Boerne, TX Louisville, KY 40211-1961 Tennessee, Mississippi, Honolulu, HI 96819 78006. 210-213-3232, 808-839-3002. West Virginia, Kentucky: Fax: 830-755-5017. 800-928-7867 A.H. Deveney 8867 High Land Road, #128 Massachusetts: Urell, Inc., 502-778-2731 Oregon: Hollabaugh Bros. Box 321 Baton Rouge, LA 70808. 3028 SE 17th Avenue, Box 42529 225/753-8960. 86 Coolidge Avenue (02172), Fax: 502-774-3624 (97242), Portland, OR 97202 Watertown, MA 02272-0321. 503-238-0313; New York: Edwards Platt & Deely, 617-923-9500. ZOELLER PUMP COMPANY 368 Wyandanch Avenue Seattle: 206-467-0346. Virginia Marketing, North Babylon, NY 11703 Minnesota: J.M.K. Sales Virginia, Maryland: Nebraska: Wm. D. Anderson (WDA), 631-253-0600. PO Box 29 5621 South 85th Circle 7933 Woodpark Blvd. Woodbury, MN 55125. Virginia Beach, VA 23458 Omaha, NE 68127 Colorado: Fanning & Associates, 757-428-2060 402-592-8155. 6765 Franklin Street 651-731-3609. Denver, CO 80229 California: Westmark Enterprises, Utah: Armour Sales Co. Ohio: The Libb Company 303-289-4191. 7860 N. Central Drive 13450 Imperial Hwy. 2719 Lemel Cir. #3 Santa Fe Springs, CA 90670. Salt Lake City, UT 84115 Ohio: Ralph C. Frey Lewis Center, OH 43035. 801-487-1355. 9263 Ravenna Road, #A-10 740-549-1516. 562-921-6770. Twinsburg, OH 44087 Northeast Sales Kansas: Wretman Company, Ohio: Bickart-Felton Associates, Inc., 330-425-2555. New York: 10515 Reading Road 515 Packett’s Landing 220 North Mahaffie Olathe, KS 66061 Cincinnati, OH 45241 Georgia: Spotswood Associates, Inc., FairPort, NY 11450. 513-792-1221, Fax: 513-792-1223. 6235 Atlantic Blvd. 800-709-6372, Fax: 585-425-2459. 913-764-9441. Norcross, GA 30071-1308 W W Sales Company, California: Budco Sales, Inc. 770-447-1227. Indiana: P-M & Associates, Inc., New Mexico: 3549-B Haven Ave. 13095 Parkside Drive 2832 Vassar Dr. NE Menlo Park, CA 94025. Illinois: Hart, Milligan & Travers, Inc., Fishers, IN 46038 Albuquerque, NM 87107. 650-216-9522. 325 Eisenhower Lane North 317-849-0641. 505-878-0636.

brand in China.” water applications, and A. O. Smith cur- INDUSTRY NEWS Rajendra went on to say, “Lochinvar rently sells very few hydronic heating represents an excellent fit because of systems. Given its leading technology their complementary products and com- position and presence in this segment, $418m deal brings mitment to product engineering and Lochinvar will serve as the foundation technology leadership. And, they share for A. O. Smith’s global residential and Lochinvar into A.O. Smith family our commitment to the highest levels of commercial boiler platform. product quality and customer satisfac- • Value creation and synergy opportuni- (Continued from A.O. Smith, cover.) var’s shareholders could earn up to an tion. The Lochinvar plant and technical ties — A. O. Smith expects annual syn- to earnings per share in the amount of additional $35 million if certain revenue facility in Lebanon, Tenn., are best-in- ergies from purchasing economies and approximately $.10 in the fourth quar- objectives are achieved by November class operations, and we are excited potential global expansion opportuni- ter of 2011, excluding one-time pur- 2012. A.O. Smith expects to achieve ap- about the future for this campus. Lochin- ties to be $10 to $15 million in the next chase accounting charges and proximately $10 to $15 million of an- var has built a strong team internally and few years. professional fees related to the acquisi- nual synergies over the next few years a strong group of sales representatives. • Financing and financial targets — tion, and in the range of $.40 to $.50 per from purchasing economies and poten- We are enthused about their becoming Management expects to fund the $418 share in 2012. The transaction is ex- tial global expansion opportunities. part of the A. O. Smith team.” million purchase price with a combina- pected to close in the third quarter of “The addition of Lochinvar expands William L. Vallett Jr., CEO and pres- tion of cash and debt, which it expects 2011, subject to customary closing con- our product offering and gives us ac- ident of Lochinvar, commented, “We to borrow under its $425 million re- ditions and regulatory review. cess to proven high-efficiency boiler are extremely excited about the poten- volving credit facility. A. O. Smith be- “This acquisition fits squarely within technology,” noted Ajita G. Rajendra, tial benefits of combining with such a lieves the transaction will achieve our stated strategy to expand our core president of A. O. Smith Water Prod- logical partner like A. O. Smith and the management’s financial targets by de- product offering with new technolo- ucts Company. “The $1.1-billion North future prospects for our employees, livering full-year earnings accretion of gies, which emphasize high-efficiency American boiler industry is in the midst customers and suppliers.” $.40 to $.50 per share in 2012 and a re- products that can be applied globally,” of a transition to the new high-effi- Highlights of the transaction include: turn in excess of the company’s cost of said Paul W. Jones, chairman and CEO. ciency condensing technology, which • Access to higher growth, energy capital in the first year after completing “This is a significant first step in grow- we believe is growing several times efficient technology and product line the acquisition. ing our diversified global water heating faster than GDP. We expect high-effi- expansion — Pro forma A. O. Smith sales Lochinvar’s product offerings are platform and the beginning of the rede- ciency boiler products to continue to in 2010 increase 12% to approximately highly complementary to A. O. ployment of the proceeds from the sale grow at an accelerated rate for the fore- $1.7 billion, based on Lochinvar’s sales Smith’s and include: residential and of our Electrical Products Company.” seeable future. of approximately $180 million. Lochin- commercial high-efficiency condens- For the 12 months ended June 30, “We also believe there are significant var’s sales have grown at a rate of 8% ing and non-condensing boilers, resi- 2011, Lochinvar recorded sales of ap- growth opportunities in regions outside for the last five years, and A. O. Smith’s dential and commercial water heaters, proximately $200 million and adjusted of North America — especially in management believes that this growth indirect water heaters, storage tanks, EBITDA of approximately $45 million. China — for Lochinvar’s higher-effi- rate will continue for the foreseeable fu- solar thermal commercial water The purchase price represents an ad- ciency boilers, as more commercial ture. In the last year, approximately two- heaters, and commercial and residen- justed multiple of 7.5 times EBITDA customers seek ways to save energy thirds of Lochinvar’s residential and tial pool and spa heaters. Lochinvar’s when taking into account the estimated and reduce operating costs. This oppor- commercial boiler revenues have come manufacturing and product engineer- $80 million of tax benefits that A. O. tunity becomes even more compelling from its well known lines of high-effi- ing operations are located in Ten- Smith will receive as a result of treating when we couple Lochinvar’s leading ciency, condensing products. In addi- nessee. The purchase also includes the transaction as a purchase of assets technology with A. O. Smith’s many tion, the North American commercial Lochinvar Ltd., the company’s United for tax purposes. In addition to the fixed years of experience, strong water heater boiler industry is currently split between Kingdom-based subsidiary. purchase price, privately held Lochin- manufacturing platform and prominent hydronic heating applications and hot Visit www.hotwater.com. tw08_11_pgs_088_095REVMJ_Layout 1 8/9/11 12:05 PM Page 95

THE WHOLESALER® — AUGUST 2011• INDUSTRY NEWS • 95 NetSuite expands cloud-based inventory management

san Mateo, calIf. — netsuite Inc. erational demand plan. Businesses businesses need to run lean in the inventory replenishment plan and has extended its cloud-based busi- can use sales forecasts to build an in- current economy. But, only one in creating the necessary purchase or- ness management suite with new de- ventory plan and augment the plan five companies has adopted a de- ders and work orders to meet antici- mand planning features. Designed to with special predictions, such as mand planning solution (source: pated demand, freeing up enable wholesalers, manufacturers, marketing input on new product Gartner, “Business case for Demand stakeholders to focus on more strate- retailers and distributors to achieve launches. alternatively, inventory Planning,” March 18, 2011). ac- gic activities. best-in-class inventory management plans can be built using statistical cording to the Gartner study, intelli- “with netsuite’s latest addition of practices, netsuite Demand Plan- gent, integrated demand planning new Demand Planning capabilities, ning enables companies to forecast can increase inventory availability netsuite serves notice that our lead- peaks and troughs in demand and up to 30%, reduce obsolescence by ing cloud eRP solution continues to minimize capital tied up in inven- up to 15% and boost gross margins evolve at a pace that leaves rivals tory. up to 5%. behind and is able to pass innova- netsuite’s new demand planning netsuite Demand Planning en- tions swiftly to our customers auto- bridges the gap between the front of- ables companies to matically,” said Jim McGeever, fice and back office, allowing com- • Improve inventory forecast ac- netsuite coo. “the power of net- panies to tightly align sales forecasts curacy by automatically building in- suite Demand Planning is in tightly with inventory replenishment plans. ventory forecasts from real time integrating historical and sales fore- this supports businesses with mini- forecasting models such as linear re- data, reducing demand planning cast data, together with inventory mizing excess inventory, eliminating gression, moving averages and sea- cycle time, lowering risk of error and replenishment processes. an in- stock outs and improving customer sonal averages, based on historical and operationalizing the demand tegrated business management suite satisfaction. combined with the ease sales data. as part of a fully inte- planning process. across front and back office provides of deployment of cloud computing grated supply chain, these projec- • Reduce excess inventory or risk the critical foundation for this kind and integrated business suite, net- tions can be automatically delivered of stock outs by ensuring that the of tight collaboration and orchestra- suite puts the power of completely to upstream providers, ensuring that right amount of inventory is kept on tion, and, when combined with ad- integrated demand planning into the the entire flow from raw materials to hand to effectively meet demand vanced demand planning, businesses hands of companies of all sizes and end customer is managed with min- rather than having to tie up unneces- gain flexibility, innovation and a geographical locations. imal disruption and optimal inven- sary capital in inventory. competitive advantage that’s hard netsuite Demand Planning pro- tory levels at each step in the chain. • Minimize manual restock for competitors to match.” vides flexibility for building an op- In today’s competitive world, processes by automating the actual Visit www.netsuite.com.

K/BIS ranks high in annual while serving as a scouting ground america president Russ wheeler, for merchants and distributors to “our participation in the exhibit at identify new trends and talent. this MoDa allows us to connect with our trade show trends report strategic direction is not lost on kBIs clients at a higher level. while we Hackettstown, n.J. —the national cess of kBIs to proper internal plan- exhibitors. pride ourselves on delivering top of kitchen & Bath association’s annual ning and the strategic branding of both “the kitchen & Bath Industry the line products, we feel that it is kitchen & Bath Industry show en- the nkBa and kBIs. “Upholding show is always a great opportunity equally important to develop and nur- joys elite trade show company, ac- communication and increasing inter- for us to showcase our latest product cording to the recent exhibit survey action within key segments has kept innovations to customers and design Inc. trade show trends report. the kBIs successful in reaching decision professionals,” said lenora campos, annual report recognized k/BIs in makers, even amidst lower attendance PhD, spokesperson for toto Usa 2010 for hosting a high volume of rates. we continue to uphold the com- Inc. “nothing can replace the oppor- qualified decision makers with im- mitment to making kBIs an event tai- tunity to meet face-to-face with cus- mediate purchase intent, which was lored to the industry’s interests and tomers, specifiers and key media, as the predominant characteristic of all needs and always look to add engag- well as to give them personalized leading trade shows. ing components to keep the show tours of our new product introduc- exhibit survey Inc.’s examination compelling,” said alderman. tions and highlights from our full-line of buying influences and total buying kBIs has established itself as the bath collections.” plans differentiated kBIs from many ideal locale for kitchen and bath pro- for more information, log on to ture our relationships with the a&D other shows. the report identifies fessionals to showcase their work, www.nkba.org or www.kbis.com. community. throughout our history, success points in trade shows that we have successfully done so through have adapted to the new economic various programs and platforms, both climate and ranks them based on their Hansgrohe/Axor believes in interactive programs at home and abroad. pre- and post-show performance. alPHaRettta, Ga. — Hansgrohe and Most recently, Hansgrohe and axor “now we are able to offer even eighty-nine percent of kBIs atten- its designer brand axor have lived up partnered with the Museum of Design more educational and training pro- dees ranked as “net buying influ- to their role as an industry leader in atlanta (MoDa) to present water- grams at our revamped aquademie. encers,” meaning that they had the more ways than one. far beyond prod- Dream: the art of Bathroom Design, our international initiatives such as capacity to make final purchasing de- ucts, the company continues to create a four-part exhibit that explores the aquatektur and the Hansgrohe water cisions and carried influence in their programs and services that enable evolution of the bath from early 19th- symposium have been extremely respective brands. additionally, them to interact with and engage the century europe to today’s global mar- successful and enabled us to interact kBIs ranked above average in total global design world. through educa- ket. for Hansgrohe and axor, this with opinion leaders and experts in net buying plans grossed from a trade tional forums in their alpharetta-based latest endeavor is a great opportunity water conservation, architecture and show, with 60% of attendees plan- aquademie and international initia- to support the local community and design. this fall, we are expanding ning to purchase product within 12 tives such as the Hansgrohe water celebrate the company’s rich 110-year our services even further with the months of the show. symposium in schiltach, Germany, water story. It is a further testament to grand opening of axor’s first design nkBa president David alderman Hansgrohe/axor is able to share their their continued commitment to their showroom in new York city.” acknowledges exhibit survey Inc.’s passion for water and collaborate with a&D clients and customers. Visit www.hansgrohe-usa.com or findings and credits the continued suc- like-minded professionals. according to Hansgrohe north www.facebook.com/axor.design. • Be sure to visit www.thewholesaler.com for web exclusive articles and videos! • tw08_11_pgs_096_099REVMJ_Layout 1 8/9/11 12:22 PM Page 96

96 • ON THE PVF PULSE •THE WHOLESALER® — AUGUST 2011 ‘Just-in-time’ economy cools torrid manufacturing sector

ith several of the Federal September 2008 financial crash. columns, the shift to “Back to Amer- Reserve’s regional sectors Although the energy-dominant ica” has been quantified by “just-in- Windicating pullback from Southwest region’s surge continues time” inventory policies, which are the red-hot momentum of a revived unabated, constant strife over Envi- best supported by indigenous manu- manufacturing base during a five- ronmental Protection Agency regula- facturers and their distribution affili- BY MORRIS BESCHLOSS month surge through mid-May, I’ve tions is impeding the major thrust that ates that allow immediate shipments PVF and economic analyst emeritus determined several reasons for this oil and natural gas shale “fracking” to requite spot demands. Imports, on reversal of expansion: could bring to the general industrial the other hand, require lengthy lead Johnson, Google, Oracle and Procter • The catastrophic impact of economy. times, and are becoming increasingly & Gamble profess major benefits to Japan’s earthquake/tsunami. This has costly, due to galloping overseas the fiscal budget, job creation and not only played havoc with the pro- ‘Back to America’ movement labor and transportation costs. Hard- stateside expansion, the 2005 results fusion of components on which many continues to gain momentum to-get items are especially difficult to prove otherwise. American-based manufacturers had While the “Back to America” get in a timely fashion when relying While the 2005 effect, which pro- become dependent, but it impacted movement by business and industry on overseas sourcing. vided tax reduction from 35% to U.S. exports into the Japanese do- — which began to be noticed late last Even such Fortune 500 companies 5.25%, resulted in the repatriation of mestic economy, which has con- year — seems to continue to gain as General Electric and NCR, in such more than $300 billion of foreign disparate locations as Louisville, Ky., earnings, less than 10% of the $16 While the “Back to America” movement and Portland, Maine, are announcing billion increased tax generated ac- domestic plant reopenings. crued to new hires or the multi-na- by business and industry — which began Such comments as shrinking cost tionals’ stateside expansion. margin differences between ostensi- Much of the additional after-tax to be noticed late last year — seems to bly comparable domestic and im- revenues available were used for ported products and the need for stock buybacks and dividends. In continue to gain momentum, the major impetus certified quality standards are being fact, subsequent years’ tax collections heard with greater frequency. from the corporate giants’ tax repatri- for the manufacturing sector seemed to Although this directional change ation involvement indicated a sharp in bringing goods and services back increase in foreign earnings invested emanate from last summer’s deep sea to the U.S. is as yet a trickle, it abroad. This was climaxed by a drilling disaster in the Gulf of Mexico. seems to have arrested the runaway record $320-billion capital expendi- trend to overseas dependence. For ture in foreign countries in 2010. stricted the most since Tokyo’s momentum, the major impetus for the multi-nationals, however, the com- This was more than triple the recovery after World War II. manufacturing sector seemed to em- mitment to global manufacturing amount spent in the post-repatriation • Much of the inventory buildup anate from last summer’s deep sea and licensing is expanding as the de- year of 2006. Even without the bar- generated by distributors and retailers drilling disaster in the Gulf of Mex- veloping nations’ domestic market gain tax rate, the years following since earlier this year has perceptibly ico. development is growing faster than have indicated substantially higher slowed. A “just-in-time” position to Although there had been previous service customers has become uni- malfunctions relating to various as- As previously revealed in these columns, the shift versal among distributors, who are pects of energy production and pro- becoming increasingly concerned cessing, the determination of the to “Back to America” has been quantified by about a general economic slowd own that originating source of the problem has is expected to become more rampant not been disclosed. “just-in-time” inventory policies, which are best in quarters three and four. The Gulf catastrophe was all-en- • The surprising rebound of inter- compassing in the ongoing and grow- supported by indigenous manufacturers and national U.S. exports is cooling in ing setbacks emanating therefrom. It tandem with a reduction of the fre- didn’t take long for global energy their distribution affiliates that allow immediate netic activity that reflected overseas major BP to be tarred with the brush growth, especially in China, India of guilt for the varied consequences. shipments to requite spot demands. and other rebounding Southeast These affected tourism, fishing and a Asian quadrant nations. wide array of economic reverses that that of the U.S., and they require full foreign earnings repatriation than ex- • Growing concern over the solu- have still not been adjudicated and channels of distribution availability isted in the five years preceding tion of the U.S. debt-deficit and in- brought to a halt. and on-the-spot deliveries. 2005. Even the financial crash year of creasing government policies This incident set in motion vari- 2008 generated $150 billion of return considered restrictive by business. ous defense mechanisms by manu- U.S. corporate foreign tax to the U.S. by foreign multi-national This belief has introduced a new facturers, reacting to distributors’ repatriation benefits disputed earnings accumulation. This was wave of pessimism, with increasing and end-users’ requests to supply Despite mounting efforts by Amer- more than double the 2004 year high. numbers believing a double-dip re- certification of product origin and ica’s major multi-nationals and their Although it may not be coinciden- cession is in the cards; I don’t believe its components. As these concerns lobbyists to convince the federal gov- tal that both 2005 and 2012 preceded this will happen. and demands for such certification ernment to declare another “dis- contentious elections, it’s fantasy to • The recent dip in retail sales, have multiplied, it has become read- counted tax repatriation holiday,” in expect that this one-shot boost to the after a 10-month stretch of increases. ily apparent that the overwhelming 2012, similar to that of 2005, the eco- U.S. Treasury will be more than a rel- Also, the virtual disappearance of res- verification of these demands is nomic benefits touted are not valid, atively small, temporary expedient. idential and light commercial con- most often attained from American- according to the National Bureau of Multi-nationals have primarily com- struction, which had for decades based companies and the facilities Economic Research. mitted to accelerating expansion in formed the core of U.S. gross domes- for which they are responsible. While such multi-billion-dollar growth markets overseas. tic product growth prior to the mid- As previously revealed in these U.S. giants as Pfizer, Johnson & (Turn to entrepreneurial page 98.) • Be sure to visit www.thewholesaler.com for web exclusive articles and videos! • tw08_11_pgs_096_099REVMJ_Layout 1 8/9/11 12:22 PM Page 97

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98 • ON THE PVF PULSE •THE WHOLESALER® — AUGUST 2011 Entrepreneurial spirit responsible for overwhelming dominant economic core

(Continued from page 96.) past year, the manufacturing person- faceted demographic changes ever (national emergency) steps have been These corporate super giants have nel employment today represents an impacting any of the world’s histori- taken to reorganize the American sys- increased their holdings offshore to all-time low as a percentage of total cal governmental entities. tem to conform to a system that bor- more than $1.5 trillion, which would manufacturing payrolls at 9%. This The exceptionalism and creative ders on enforced wealth likely generate $50 billion if a new compares to the 1950 peak, when a entrepreneurial spirit unleashed by redistribution. tax holiday were to be declared in similar statistic pegged manufactur- this commitment to a multi-century Although generally supported by 2012. Starting in 2013, the normal ing jobs at 31%. old legal structure, has also been re- the nation’s largest publicly held cor- repatriation of future profits would be Factors totally divorced from gov- sponsible for the overwhelming dom- porations, who have received exemp- less in subsequent years. The non- ernment policies and expenditures in- inant economic core, which has tions from the congressionally partisan Congressional Joint Com- clude the following major aspects: reflected a 67% consumer participa- approved universal health dictum, the mittee on Taxation has estimated the • The awesome demand for Amer- tion, never before experienced by any independent businesses — who em- prospective special program’s cost at ploy two-thirds of the U.S.’s fully- $79 billion in lost revenues over the As I first revealed in my mid-December 2010 employed — have become the target following decade. of these extra-constitutional circum- With independent businesses that columns, distributors were building inventories stances and are suffering the most operate almost exclusively within the from them. confines of America’s 50 states sad- at a time that such investments were subject to Unfortunately, this has resulted in dled with the major responsibility of further employee reduction and a providing additional employment to year-end “floor taxes” and took a watch-and-wait downgrade in expansion. While the American workers, a periodic tax multi-faceted conglomerates continue holiday for the industry conglomer- attitude as the new year unfolded. to ship facilities and job potential ates would not produce the job bo- abroad and to sequester their profits nanza promised. Additional revenues ican construction machinery, mili- of the world’s 190 nations, large or in low-tax foreign nations, most inde- into the government till are not the tary and commercial aircraft, small. pendent businesses don’t enjoy such answer, but business-friendly govern- automotive products, industrial sup- Only currently has this governmen- a luxury. ment policies are. plies, armaments and agricultural tal structure balanced between the Consequently, a downgrade in hir- goods from developing nations, es- legislature, executive and judicial, ing and restricting expansion expen- Manufacturing comeback pecially Southeast Asia, Brazil, come under mortal danger. The ditures by private companies has produces few new jobs Eastern Europe and Africa. White house has originated a bevy of become the regressive result of gov- Although the administration is • The weaker dollar has facilitated czars that have circumvented legisla- ernment initiatives. n seizing upon the one bright spot in exports, but U.S. manufacturing qual- tive, and even judicial, restraints, by the dark employment firmament — ity, brand name preference and prod- implementing federal regulations that Morris R. Beschloss, a 55-year vet- manufacturing — as a boon to its re- uct guarantees have combined to have not been tempered by either the eran of the pipe, valve and fitting in- election potential, this sector’s mod- reverse years of manufacturing’s legislative or judicial process. dustry, is PVF and economic analyst erate growth is totally detached from downward trend. Under the aegis of a force majeure emeritus for The Wholesaler. any federal policies introduced dur- • The acceleration of import labor ing the past 21/2 years. and transportation costs, size of ship- As i first revealed in my mid-De- ment and lead time, as well as waning ASA members realize gains in revenues in May cember 2010 columns, distributors confidence in some foreign goods, were building inventories at a time exacerbated by frequency of mal- ChiCAgO — Momentum is growing a small 3.9% over 2008. Continued that such investments were subject to functions, especially in the vast and across the board for American Supply optimistic feelings in the industry and year-end “floor taxes” and took a growing energy sector. Association members as they are re- ongoing concerns of both inflation watch-and-wait attitude as the new With perception now favoring porting increasing growth and are fi- and shortages have driven ASA mem- year unfolded. The reason for this re- “Made in USA” at the highest point nally getting back to 2008 revenue bers to one of the largest monthly in- versal of previous shrinkage, which it has seen in years, the return of man- levels. May 2011 produced another ventory rebuilds in many years. This had plagued manufacturing since ufacturing to the home base has very strong overall 9.2% improve- marks the 8th consecutive month of reaching a peak in the 1950s, was a begun, but is still yet a trickle. ment in per day revenues as com- increases after 20 consecutive months sudden awakening of new orders pared to the same month in 2010; up of declining inventories. from industrial end users, retailers, Constitutional orthodoxy holds 14.2% as compared to 2009 and On a year‐over‐year basis, inven- contractors and, most of all, ex- key to stable U.S. exceptionalism down a mere 1.8% as compared to tory grew at a 9.6% rate in May vs. porters. it is probably unknown to most that 2008. Plumbing, heating and PVF 2010; up 6.6% as compared to 2009 As previously explained, there was the U.S. constitution is the only writ- distributors are up 6.1 % YTD and and down 3.7% as compared to 2008. also universal anticipation that com- ten code of governmental behavior 5.9% on a rolling 12‐month basis. Days sales outstanding stands at 48.1 modities across the board such as still in effect after more than 230 These revenue growths are balanced days at the end of May 2011. This is copper, scrap, steel, rare metals, and years. No other global constitutional well, based upon both geographic lo- a reversal of the recent improvement even lumber and cotton were starting document even comes close. cation and size of distributor. The trend and is higher than 2010 by 1.0 to generate significant price in- What’s even more remarkable is only exception to this revenue diver- day and still a 1.1 day improvement creases. The distributors awakening that only 27 amendments have been sity is the California market, which is over 2009. And, very importantly, to these factors figured that buying in appended, as the original colonies lagging the other geographic areas on distributors are overwhelmingly re- at lower prices would substantially grew from 13 disparate states with a a rolling 12‐month basis. On a porting an improved bottom line as outweigh the bill for increased year- population of three million to 50 monthly and year‐to‐date basis, Cal- compared to 2010. end inventory taxes. states and territories numbering over ifornia is comparable. For a full report, which contains Although the manufacturing pro- 100 times that many today. What’s The industrial PVF sector was par- breakdown by regions of the country, duction index has risen 13% since the more astounding is that this incredi- ticular strong during May, reporting market segment and by distributor March 2009 lows, and manufacturing bly effective document has retained an 18.7% increase in per day rev- size, contact Chris Murin at jobs have increased 158,000 in the its invincibility despite the multi- enues, up 26.3% over 2009 and down [email protected]. • Be sure to visit www.thewholesaler.com for web exclusive articles and videos! • tw08_11_pgs_096_099REVMJ_Layout 1 8/9/11 12:22 PM Page 99

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100 • MARTIN’S CORNER •THE WHOLESALER® — AUGUST 2011 An incredible journey — Behind the scenes look into Scholzen Products

ello everyone! I’m glad you born the son of German immigrants the fear of a transfer. He did not want stopped by Martin’s Corner on March 17, 1894 in Racine, Wis. to even think about leaving Southern Honce again to see if I’m in — His family was just one of many Utah. Taking a leap of faith, he de- and if I have anything credible to tell other German families that chose to cided to go into a business for himself. you about! It is really good to have settle in the Wisconsin area upon It is amazing, but he started to raise you in the “Corner” for a bit of entry to America back in those days. chickens, turkeys and rabbits to sell to catchin’ up on things! I have to admit Henry served as a cook for the U. S. the big restaurants in the Los Angeles BY JOHN MARTIN that after taking a month off from the Army during World War I, and after- area. On his return trips over land from PVF industry veteran norm to be able to write to you totally wards decided to go West. But unlike California, he would freight in con- about wine in the month of June…… many others, he came as an employee struction supplies for Southern Utah Jack had to leave school to help out …then sort of rest up during July, is of the dining car and hotel depart- contractors in the area. As the eco- with the business. Henry finally recov- just about to bring me to the conclu- ment of the Union Pacific Railroad. nomic conditions changed, he decided ered, but all of the stress from that plus sion that I need to work — like all the Prior to being transferred to Southern to branch out into other products. the long hard hours he had lived in the time. Now, to be clear (for Anvil In- Utah to actually manage the Union Knowing how the Union Pacific business finally caught up with him, Railroad processed their business and he passed away July 18, 1951. Scholzen’s management team includes (back row) Bruce Ballard, David thoughts for the future, he and Mary This indeed left Jack with the total re- Scholzen, Mike Harris, Nancy Harris, Nick Scholzen, (front row) Kelly had the vision to see that the govern- sponsibility of the business at age 26! Ashcroft and Keith Scholzen. ment would not spend vast amounts of Fast forward a bit more, and you money on future park facilities with- find that Jack married Thelma Olds; out the positive knowledge that roads they have six children who are carry- would indeed be built to connect those ing on the family business. Jack parks together. passed away on September 19th, With that thought firmly in mind, 1987, leaving the family business to they sat down and put together a busi- those six children. They are Nick, ness plan. They started to contact busi- Nancy, David, Keith, Linda and Mary ness contractors, and builders to see Lu. They were all taught and are very what their next plans were. Their work proud to possess their father’s in- really paid off. When road contractors, tegrity! It is apparent to me that the tunnel builders and other construction noble character imprint and accom- activities started moving into Southern plishments that were left behind by Utah and Northern Arizona, they were Jack and certainly his father Henry on ripe and ready! They sold everything the face of Southern Utah will stand from blasting powder to groceries and through this current generation and meat for the construction mess halls. many more. BIG BUSINESS! Let’s talk about Hurricane (pro- ternational and for the sake of our Pacific’s facilities at the Utah Na- From spring every year until the nounced Hurra-can), Utah for a few president Tom Fish), it is very true that tional Parks (Grand Canyon North road conditions stopped them for win- minutes before we move on to my in- I do work all the time, so what I mean Rim, Bryce, and Zion) Henry was ter, Henry and Mary loaded their truck terview with the current management is taking off from my side job at The over the Union Pacific dining car di- in Salt Lake City with general con- of Scholzen Products. I’m gonna Wholesaler for a couple months (okay vision from Ogden, Utah, to Holly- struction supplies and food for the wager that the bulk of you good in- Mr. Fish!). Writing about wine is a wood, Calif., with offices in both of construction camps. The big accounts dustry folk reading this article have pleasure, so I’d never get tired of that; these cities. He was a pioneer to the for them were the contractors on the no idea of where Hurricane is located in fact after finishing this article on a present-day Zion National Park Zion National Park Tunnel and High- on the State of Utah map. (That’s unique family-owned and- operated Lodge, having actually set up a mess way. In 1930, when the tunnel was okay, as I really did not know either completed, they began selling contrac- until I started this.) Located down It really does look like the Scholzen success model tor supplies and equipment from a near the Nevada/Utah border, it is small warehouse in Hurricane, Utah. very close to the Utah city of St. has been totally built around that one word Although the company was known as George of I–15 toward Las Vegas! — and that word is “DIVERSITY!” Scholzen Produce Company from (Now, you must think you know why 1928-1936, Scholzen Products Com- I found it!) Anyway, the Hurricane wholesaler, I will once again have a bit hall three full years before the 1925 pany was in reality born right after Valley sat vacant through the 1800s, of a wine tip of the month for ya to construction of the lodge. During that 1930 when the tunnel project was but was opened to farming in 1904 think about. Anyway, it is great to be time, he asked a lady named Mary completed, and they actually moved when water was brought to the valley. back again, so let’s get to it! Sanders of Hurricane, Utah, if she into that Hurricane warehouse. It took 11 years to build that canal to I am so pleased to bring the story of would help manage the dining hall at That, my friends, is how Hurricane, get the water there, but those that Scholzen Products to the industry in Zion. From that very day, she became Utah, became the headquarters of helped in the project were given land this issue of The Wholesaler! The his long-time constant companion Scholzen Products, and remains so in now fertile valley. The city was story of this founding family, and how and partner, and they were married in until this day. named after the world’s longest fault and why the company got started is so 1924. Their only child Jack was born As Jack grew older, he made selling that runs along the city’s eastern rim worthwhile sharing with you! It is in Hollywood, Calif., the following trips with his dad. He would fill orders (bet you did not know that either), very unique in my opinion — not that year. Even as a child, Jack found him- and learned how to figure pricing even and did not get actual power and it is much different than that of other self involved in the business adven- before learning how to read! He also water until 1917! Another little- worthy companies, but the circum- tures, and was driving trucks for his acquired his father’s business ability, known fact is that The Hurricane stances and the timing of it becoming father and the businesses at the ripe and his sincere feeling of civic duty State Bank, which opened for busi- what it is today is really interesting. old age of 14! and responsibility. Fast forward a bit. ness in 1920, was heralded as one of This incredible journey begins with In 1928, Henry quit working for the When Jack was 15 years old, his dad the safest banks in the country during a gentleman named Henry Scholzen, railroad and all their companies due to Henry had a terrible auto accident. the Great Depression! There are al- • Be sure to visit www.thewholesaler.com for web exclusive articles and videos! • tw08_11_pgs_100_103REVMJ-2_Layout 1 8/9/11 11:14 AM Page 101

THE WHOLESALER® — AUGUST 2011• MARTIN’S CORNER • 101

most 15,000 people living in the Hur- ricane area today. So, I have told you all I know or Wine Tip of the Month! found out about from the historical Why swirl? And how to use the nose! point of view when it comes to a wholesale distribution house that not You have all seen it done, many of you have actually done it, but I would wager that the bulk of you reading this only is 83 years old, but has been in issue of The Wholesaler and “Martin’s Corner” do not know exactly why you are doing it! Come on, you know it is the same founding family right up to true! Is it for show, or is there a real reason for the ritual? today via fourth-generation manage- First, let’s talk about food just for a moment. Ever notice how some people smell of and/or push their food around ment! Isn’t that great? So I invite all on the plate before they eat it? Why is that practice looked upon with distain while swirling wine in a glass then of you to read on for my interview sticking your nose in it is viewed with a smile and a nod of approval? What are we missing here, you might ask? with the Scholzen management team. Smelling or pushing food around before you eat it could be construed as an insult to the cook, but swirling wine serves Martin: Good morning gentlemen, a much more noble purpose. It mixes air with the wine. This in turn releases the aromas and sniffing those aromas it is great to meet you all and have might just tell you something about the wine, but it will not tell you everything. Is it dry, sweet or just plain fruity? If this time to not only review and con- you think it is fruity, could your nose be playing tricks on you? So to find out, here is what you do: Take another sniff, firm all the wonderful history associ- then take a sip. Yep! It really is sweet, no doubt about that. Now, HOLD YOUR NOSE, and take another sip. If the ated with your family up to the wine still tastes sweet, then for sure, the wine is indeed sweet. If you can’t taste the sweetness, then your nose was ac- present-day business of Scholzen tually smelling the fruit aroma and translating them as a sweet taste. You see, the nose and mouth smell through nasal Products here in Hurricane, but to and retronasal passages in the back of the throat. YOU TASTE WITH YOUR TONGUE! The nose can smell fruit also see and hear first-hand about aromas and tell the taste buds sweet when, in fact, the wine may be dry, the opposite of sweet! Scholzen Products and how you have Use what I have given you for a month, and I’ll pick up on this for you in the September issue…………Until then, actually thrived for the last 83 years! be safe, drink well, and always know your limit! I’d like to start with president Bruce Ballard, and ask you to please give areas. We cover the customer base in segment of our business. He works categories and between residential the readers a snapshot of the com- our area with two locations in Hurri- out of the branch in St. George where and commercial? pany today? cane and St. George, Utah. We em- Jeff Turek is the branch manager. He Ballard: I sure will, but one of our Ballard: Thanks John, but before I ploy 65 very dedicated and loyal has a total of some 17 years in the best qualities here is how diversified start, I want to give a big thanks to people. Most are making this a life- business, and we are very proud to we really are as a total company. If you from the family and employees time career. Of this head count, seven have him on the Scholzen family there is a need, we try to fill it, no of our company for that great histor- are dedicated outside sales and 12 are team. After beginning his career with matter what traditional category it ical account of our family’s arrival in dedicated to inside sales. As a com- an independent, then going through may fall into. Our ability to source the U.S., and what has evolved since pany we have chosen not to have a that crazy acquisition period a few any need our customer has is one of then. We really appreciate it. First of dedicated vice president of sales. years back, he became an employee the prime reasons for our growth and all, I am president here at Scholzen What works better for us is to have a of one of the big box Products. For the record, I also take market segment specialist for each of guys in the territory. on the responsibility of purchasing all our divisions, and they make the final Didn’t take long for us our steel product needs, and I am still call on that piece of our business. to “find him,” and the the prime contact in reference to any One of the benefits of working for a rest is history as they steel or welding need or issue in the family owned business, which is ac- say. He is very impor- company. I have been employed here tually operated by the family, is that tant to the commercial for 31 years, and it has been a very you are not just an employee; you be- segment of our busi- good time. Being part of the family come a member of the family. I’ll list ness, and we expect and a company officer has given me for you in no particular order the bal- great things from that the opportunity over the years with ance of the working officers and fam- area as we go forward all other family members involved to ily management in the company through his leadership. really work together with each other today. They are: Martin: What a and our employees for the good of the • Nancy Harris, who is treasurer great lineup of people An archival photo of Scholzen’s steel house. company and its legacy. Scholzen and the keeper of all of our credit ap- to take care of the Products Company’s active sales ter- plications and the processing of them. business! I do know Casey through success over the years. Scholzen is ritory covers from southern Nevada She is also very handy answering the the UPA buying group structure that the dominant supply house that serv- to Northern Utah typically along the phones around here! you are a member of, but this is my ices this area. Between PVF and I-15 corridor and the surrounding • David Scholzen is vice president first time to meet him also. Seems like plumbing, I’d say that 25.0% is PVF and branch manager of our Hurricane a very dedicated man who really does related, and 45.0% is plumbing, with branch. know the business. He was telling me the balance being all others. • Keith Scholzen is secretary and earlier this morning that it sure was Martin: Since I have had the man- travels an outside sales territory for us. a good feeling to be back with a agement tour of your warehouse and • Nick Scholzen is our finance strong independent in a market place grounds, I’d sure say you are correct manager and is responsible for all of that believes in taking care of a cus- on being able to supply anything a our accounts payable. Nick is a good tomer with service and inventory! customer would want. A very nice op- guy for any vendor to know! Ballard: Yes, I feel we have a great eration indeed. I mentioned earlier • Kelly Ashcroft is one of our di- team across the top level of manage- that I had knowledge of Scholzen rectors also, and is responsible for all ment here at Scholzens, and in my being part of one of the industry buy- of our fencing sales and activity. opinion, it continues through middle ing groups which is UPA in Sanford, One last thing John, allow me to tell management and throughout the entire Fla. Would you comment on how you a little bit about Casey Carnell, company to the truck delivery folks. Scholzen has been able to use this the man who got you involved and re- We are proud of the entire group. group function and their chosen ven- ally wanted to see that this interview Martin: As well you should be! dors to help grow your business? on our company take place. Casey, as Sounds like a dedicated lineup of Ballard: Sure. Relating to UPA for you know is our commercial plumb- quality folks. I can tell that I am the company is part of the charge we ing sales manager, and he was going to totally enjoy this story! Next have given Casey, and it seems to be Casey Carnell, Scholzen Products’ brought on board to do just that — Bruce, could you share with us how working extremely well. Being commercial plumbing sales manager. help us build the commercial sales your sales are divided among product (Turn to Scholzen... page 102.) • Be sure to visit www.thewholesaler.com for web exclusive articles and videos! • tw08_11_pgs_100_103REVMJ-2_Layout 1 8/9/11 11:15 AM Page 102

102 • MARTIN’S CORNER •THE WHOLESALER® — AUGUST 2011

your company? many markets at one time. street looking for possibly the next Scholzen Products Ballard: We of course are very Martin: So, you have had to make game changing idea, but even with all (Continued from page 101.) proud of all of the projects that we little focus change because of the in- that, we take care of whatever the aligned with the UPA buying group have participated in. However, one of place diversification that has been current market is everyday, and when has indeed been all positive from my the most recent projects we partici- historically built into your service you treat customers in an honest and point of view. The Corp brothers are pated in that has made a huge impact system, is that correct? Does the cur- fair way, they tend to come back. We very industry oriented and good to in our market was the new $159-mil- rent market conditions and what you love that “next visit” from a new ac- work with. In fact, we have been lion St. George City Airport. It defi- see down the pike have you planning count! Feels really good. working with them in the positive ef- nitely has kept our trucks and our to do anything different? Martin: Thanks Bruce, for that fort to continue to improve our profit purchasing agents very busy trying to Ballard: You know, we really do clarification. Next, I’d like to ask how margins, as well as developing a pri- keep up with the demand. vate label program for some prod- Martin: How good is that? Most Just a small portion of Scholzen’s extensive pipe yard. ucts. It is essential to be part of a houses even in the large cities don’t buying group in today’s economic have new airports to deal with, so world to help and support what you congrats on that job! Now sir, with have to do sometimes to be able to reference to the business climate compete with the big box stores. around here for the past couple years Martin: You seemed to really like and forward, have you had to change that question my friend, and I’ll tell the focus of your business or do any- you that I really liked your answer! thing differently? Could you also de- My company (Anvil International) scribe the market conditions in your does business with most groups out area currently, and have you or do there today, and UPA is certainly you see an improvement going on among that grouping. I can tell you now or when? that I agree on your comment about Ballard: I’m pleased to answer this Bill Corp, Doug Corp and Roy Ja- question John. One of the many good watch our markets very closely for have your customers’ expectations cobs, their resident expert in valves things about Scholzens is that because signs of change even in good times. changed over the years, and how has and product in general. I’d say he is of being so diversified we have not We don’t panic and start to think that Scholzens adapted to those changing a pretty darn good sales guy for them been affected by the downturn in the times are bad or have been bad, so we needs/wants? also. They all are friends of mine, market like the big box wholesalers. have to make big changes in what or Ballard: Our customer base over good customers and have been in the We are not solely dependent upon who we are. No sir, we simply strive the years has been very loyal, and that industry a long time. Good choice for plumbing or waterworks to survive. to keep a closer relationship with our sense of family that we impart to our you to be sure! This is and always will be a sense of key vendors and talk to them about employees translates over to our cus- Now, are there any special or pride for us. As I mentioned before, change and new products for new tomer base. When you buy from major projects in your area that we like the fact that we can source emerging markets possibly. We are Scholzens you buy from family. We you have been involved with that anything for any of our customers, at attending more trade shows and try- make it a point to not just sell to a are a particular source of pride for any time. It allows us to operate in ing to keep a keen eye out there in the customer, we want them to be a part

also makes him an ideal fit with the In fact, Sam Schmidt agrees and be- LET’S GO RACING Creatherm organization whose cus- lieves that Cunningham has the tomers get a lot done on the job site tenacity, confidence and talent to but also like to have a good time. have quite a career as a driver. Creatherm launches IndyCar sponsorship “Wade is quite the character, very Being affiliated with Sam Schmidt BY MARY JO MARTIN funny and entertaining, but when it Motorsports is also a very rewarding Editorial director IndyCar Series helps Creatherm dis- comes to racing he is all business,” opportunity for Creatherm. Schmidt tinguish itself from our competitors Cobb explained. “We were proud to is a former IRL driver who had reatherm is shifting its market- by using racing to entertain new and sponsor him as a ing into high gear with a new existing customers in a technology- highly decorated CIzod IndyCar sponsorship pro- driven sport that reinforces the speed driver, having already gram. The building products supplier and ease with which our products in- won a Karting world is sponsoring the #99 car owned by stall. The track is also a great place for championship and an Sam Schmidt Motorsports and driven our partners to bring clients and create Indy Lights Champi- by Wade Cunningham at key races new business-to-business opportuni- onship to name a few. this season. I was a guest of Creatherm ties with wholesalers in our various He is also the only during their debut race on June 11 at target markets.” three-time winner of Texas Motor Speedway — and the Naturally, it was very exciting for the Freedom 100 race thrilling experience made it easy to see the Creatherm team to see their logo at Indianapolis.” what an impression events like this on the #99 car for the first time. “Hav- “It’s a great feeling can make on Creatherm’s customers. ing been around the sport for many for us to see all of Creatherm, based in Indianapolis, years, I must say that seeing just a logo Wade’s friends, fam- has been involved with IndyCar racing on a car is one thing. However, seeing ily and supporters as for the past few years in the IndyLights the entire car decked out in your livery he works to get our series as a personal sponsor for a few is quite another,” Cobb described. “We company message of the drivers, including Cunningham. were really excited by how sharp the out. We wanted to So when the opportunity arose to sup- car looked when it rolled off the trans- give Wade a jump- port the New Zealand-reared rookie in porter in Texas last month and by the start to reach for his his effort to run in the IndyCar Series, exposure holding the provisional pole dreams while show- Creatherm’s executives decided it was built for our brand through most of ing the rest of the sean ideal time to take their sponsorship qualifying. It was nice to see our in- ries, other potential to the next level. vestment pay off.” sponsors and the fans According to vice president-sales As a driver, Cunningham’s outgoing how talented he is at and marketing Cameron Cobb, “The and warm — but driven — personality racing,” Cobb added. • Be sure to visit www.thewholesaler.com for web exclusive articles and videos! • tw08_11_pgs_100_103REVMJ-2_Layout 1 8/9/11 11:15 AM Page 103

THE WHOLESALER® — AUGUST 2011• MARTIN’S CORNER • 103

of our lives. We want to know about ership philosophy at Scholzens, such tionships with our vendors as a huge for the month of August! n their family, because we are in the as accessibility to customers and em- advantage over our competition. business of building relationships. ployees, and hands-on activity by the Martin: You know Bruce, it really Starting in our industry in 1968 at Coming to Scholzens’ counter is like owners? does look like the Scholzen success Anvil International (formally Grinnell coming to your local barber shop. Ballard: I can do that John. model has been totally built around Company) Martin has been with them Where a lot of wholesalers make their Scholzen Products Company is a that one word — and that word is “DI- over this 43-year span of his life mistake is they send out their sales- family owned business, and we pride VERSITY!” It certainly has worked for through five different owners! Cur- men for strictly sales, and then get ourselves with the fact that we work mad when the salesmen come back hand in hand everyday with our cus- empty handed. You have to build that tomers, and employees. At any given relationship and trust level first, then time any customer, or employee can the rest will fall into place. walk into any one of our offices and Martin: Absolute wonderful re- sit and talk. One of the things that sponse! Thanks for that! Just a cou- makes us unique as a company, is our ple more I promise. Do you have any strong work ethic. special events/activities that you Martin: Last question I promise — sponsor to help build customer loy- with so many sources of competition in alty and relationships? the marketplace, how does Scholzens Ballard: We do many activities to attempt to differentiate itself? build relationships with our cus- Ballard: Again, for us it all falls tomers. It is not uncommon to see our back to our diversity. The more items salesmen out riding 4-wheelers, or on that you can provide for a customer fishing trips, or skeet shooting with the more you become their first point our customers. Two times a year we of contact. Most of the big box stores Scholzen’s customers need parts when they walk up to the counter, so the company have a breakfast and lunch for our have turned into nothing more than uses its inventory levels and relationships with vendors as ‘a huge advantage customer just to say thank you. We catalog stores, and rely heavily upon over our competition.’ also hold continued education meet- their distribution centers to provide ings with our reps, and invite our cus- them with product. As a family owned your company, and you have every rently serving as VP-National Account tomers to participate, so we are not business we cannot rely upon a distri- right to be proud of the success we Sales for Anvil’s mechanical products just order takers — we learn hand in bution point, because we are the dis- have identified. You guys have been division, he has worked in every phase hand with our customers. The more tribution center. Our purchasing great, and from me and all the man- of the company from warehouse to we learn as a company, the better pre- agents do a very good job of keeping agement staff from The Wholesaler, sales (inside and outside) to branch pared we are to service our customer us in material, and that helps us stay thanks, and we really appreciate the management in the 1970s-1980s. He base. Our knowledge base is unri- ahead of the game. When a customer time you have given us to put this to- served as regional VP for their West valed, and a real source of pride comes to your counter they need the gether for the pleasure of all our indus- Coast units, and since about 1990 in within our company. parts now, not two days from now. We try readers. Good selling! this national role with contacts and Martin: Can you describe the lead- use our inventory levels and our rela- Well that’s it folks…….I sure hope customers/vendors coast to coast. you all have enjoyed this true story Currently also, he is responsible for emerged as a star after just a few coming right at ya from Southern Anvil as their lead person at ASA & seasons in the late 1990s. Sadly, Utah! Thanks again for dropping into MCAA, and identified as Anvil in all on January 6, 2000, Schmidt and “Martin’s Corner” just to see what’s the wholesale industry buying/market- his team were in Orlando, prac- goin’ on! Don’t forget, as you read ing groups. John can be reached any- ticing at the Walt Disney World through this issue, please finish up by time at [email protected] or his Speedway. As his car exited turn checking out my interesting wine tip cell phone at 303-588-9806. two, it hit the wall with a tremendous impact. He was airlifted to a Gala opening for new NIBCO iron-valve plant nearby hospital, where was diag- nosed as a quadriplegic, the result NIBCO company officials were joined of a severe injury to his spinal by elected official dignitaries for the cord at the C-3/C-4 levels and ribbon-cutting ceremony marking the was on a respirator for 5 weeks. grand opening of the company’s new Even with these devastating in- iron valve distribution center at its juries, Schmidt realized he was Blytheville, Ark., plant. From left: one of the lucky ones. His strong NIBCO president and COO Steve personal faith — and trust that Malm; Arkansas State Rep. Tommy God had a purpose for his life after that reduce installation labor and im- Baker; NIBCO chairman and CEO the injury — along with loving sup- prove thermal performance. The in- Rex Martin; NIBCO vice chairman and CPO Alice A. Martin; Arkansas State port from his family, friends and the terlocking panels help reduce labor Representative David Burnett; Mayor of Blytheville James Sanders; and NIBCO entire motorsports community helped costs and improve installation effi- plant manager Danny Quick. him rally and push on. Today, ciencies by allowing for precise tube Schmidt uses his platform in motor- layout that eliminates the need to tie, (Continued from NIBCO, cover.) NIBCO broke ground on its sports to raise awareness — and clip, staple or screw the PEX tubing Attendees toured the 281,500- 50,225-square-foot expansion in funding — for spinal cord research to the substrate. n square-foot iron valve manufactur- March 2010, allowing the company through The Sam Schmidt Paralysis Visit online at www.creatherm.com, ing facility and new distribution to maximize its manufacturing Foundation. www.samschmidtmotorsports.com or center to learn more about the com- processes, while freeing up 100,000 Creatherm™ is a leading provider wwww.wadecunningham.com. And pany’s best practices, including lean square feet to accommodate its new of innovative energy efficient radiant see Mary Jo Martin’s video inter- manufacturing, and its commitment distribution center. This NIBCO fa- floor panels for residential, commer- views with Cobb, Schmitt, Cunning- to safety, quality and service. After cility manufactures ductile and cast cial and municipal building projects. ham and trainer Jim Leo from Texas the ribbon-cutting ceremony, guests iron gate, globe, check and butterfly The company designs, produces, Motor Speedway in the “On the were treated to a Southern barbecue valves for the commercial, industrial markets and sells proprietary prod- Road” section of www.thewhole lunch, immediately followed by a and fire protection markets. ucts throughout the U.S. and Canada saler.com. hospitality reception. Visit www.nibco.com. • Be sure to visit www.thewholesaler.com for web exclusive articles and videos! • tw08_11_pgs_104_106REVMJ_Layout 1 8/9/11 11:55 AM Page 104

104 • PRODUCT NEWS •THE WHOLESALER® — AUGUST 2011

Bathroom faucets and fittings The Waveland™ Collection, a new line of low-flow, WaterSense-labeled faucets and fittings, includes low-lead faucets, Roman tub fillers, and tub and shower fittings, offering water at 1.5 gpm. Equipped with low-lead waterways and ceramic disc cartridges, Waveland faucets are available in 2 handle, 4" center- set and wide-spread center options that can fit hole pat- Seated safety shower terns as small as 4". Tub and The 60"x30"x37" acrylic Seated shower fittings have solid eCAM pipeline inspection systems Safety Shower™meets the needs of brass lever handles and fit eCAM systems are compact, easy to the elderly and disabled. Features on Gerber’s standard ce- use and made from high-quality, highly durable and luxurious cast ramic pressure balance valve or its PLUS ™ tub and shower valves. Roman durable components. Inspect sewer acrylic construction; wide, contoured, tub fillers have solid brass handles, ceramic disc cartridges and an elegant and drain lines, septic tanks, service full-sized seating area with recessed high arc spout. Gerber Plumbing Fixtures LLC. laterals, chimneys, HVAC ducts and front to make standing or sitting easy; www.gerberonline.com more. The “ace” and “pro” systems an accessory ledge for personal items feature color cameras, LCD monitors and a built-in armrest; and a low 3" and rugged powder-coated steel con- threshold and a built-in wraparound Universal connector struction. Electric Eel. grab bar. Available in left or right hand The IS-4 stainless steel universal connector www.electriceel.com configurations. American Standard. for high pressure and super heat steam lines www.americanstandard.com enables quick and easy access to replace Portable eyewash station steam traps in critical process applications Model #S0P50 portable gravity-fed Health care restroom products without disturbing existing piping. Has integral eyewash station requires no plumb- The SafeCare series was designed strainer; rated for Class 900 service up to 1245 psig at ing and can be with input from behavioral health 900°F (86 bar at 482°C). Corrosion resistant and compat- wall-mounted professionals to per- ible with 4-bolt connector steam traps. 3-year warranty or placed on a fect the products’ against defective materials and workmanship. Armstrong International. flat surface. functionality, safety www.armstronginternational.com Highly visible and style. Wall show- yellow, UV- ers feature conical E-Z clean toilet seat hinge p r o t e c t e d showerheads, con- Designed specifically to meet the needs of house- polyethylene toured handles or keepers in the healthcare and hospitality industries, tank has no hemispherical push the JUST•LIFT® hinge enables the toilet seat to be m o v i n g buttons to minimize pulled straight up from the open position. The p a r t s . ligature points. Other lifted seat creates a 1.5" gap between the seat and E y e w a s h products include the bowl that enables easier and more thorough clean- heads provide a mini- SafeCare lavatory ing. After cleaning, the seat is just pushed down, mum of 0.4 gpm flow rate for 15 made from resilient making the hinge flush with the bowl. This system minutes and include a yellow eye- Terreon® solid surface has been teamed up with the STA-TITE® Com- wash pull strap for ease of activation. material and has in- mercial Fastening System™ for faster installation Tank has a wide fill opening with frared activation that speeds and no more labor-intensive retightening threaded cap and an identification/op- uses only 0.5 gpm. All of loose seats. Bemis Manufacturing Co. eration label. Concentrated water pre- plumbing is fully enclosed www.bemismfg.com servative supplied with each eyewash with a stainless steel trap cover. Other station maintains water solution up to washroom accessories available. Basket strainers Silicone grease 6 months. Acorn Safety. Bradley Corporation. GF-PP SB (Glass Filled Polypropy- Specially formulated for the profes- www.acornsafety.com www.bradleycorp.com lene) SB Series basket strainers are sional plumber, Plumbers Silicone available in sizes 1/2" to 4", with true Grease lubricates and prevents corro- High efficiency urinals Welded steel nipples union threaded sion on valve stems, faucets, ballcock The Architec is the first urinal to re- Schedule 40 assorted black and gal- or flanged end linkages ceive WaterSense approval. Designed vanized standard welded steel nipples connections. Ves- and other by Prof. Frank Huster, it is a success- are available in sizes 1/2", 3/4" and 1". sels feature a p l a c e s ful combination of form, function and These runs go up to 6" pressure rating w h e r e technological innovation. Features an lengths and of 150 psi and w a t e r - electronic con- m e e t service temper- p r o o f trol system that or ex- ature of 240°F. grease is combines sensor c e e d Ideal for more needed. It technology with all appli- robust chemical provides intelligent flush- cable ASTM and ANSI service and abra- high heat ing. Can be set standards. Available assortments in- sive applications. Op- resistance of -40°F to +400°F for use at one of 3 pro- clude 60 and 66 pieces. 66-piece nip- tions: Duplex configurations for higher in a broad range of applications and grams, including ple assortments come in both packs flow rates, stainless steel, Monel®, Ti- is petroleum-free and VOC-free. Can an “eco” pro- and slanted cardboard trays with han- tanium and Hastelloy® strainer baskets, be applied to both rubber and syn- gram, depending dles. Assortments contain 6 of each stainless steel baskets with mesh liner thetic O-rings. Available at plumbing on installation length from 1/8" through 6" pipe diam- and pressure differential gauges. wholesalers nationwide through environment and eters. Matco-Norca. Hayward Flow Control. OateySCS. Hercules. volume. Duravit. www.matco-norca.com www.haywardflowcontrol.com www.herchem.com www.duravit.us • Be sure to visit www.thewholesaler.com for web exclusive articles and videos! • tw08_11_pgs_104_106REVMJ_Layout 1 8/9/11 11:56 AM Page 105

THE WHOLESALER® — AUGUST 2011• PRODUCT NEWS • 105

Offset pipe clamp facilitates professional installations The new Main Block™ 11/2" offset pipe clamp is designed with 3-axis holding power and rigidly secures 3/4" to 1" CTS water main inlets, ap- pliance and fixture stub outs, water heater and softener loops. The two- piece pipe clamp is a non-corrosive and 100% compatible with copper, PEX, PVC and CPVC. It installs quickly and is packaged with all installation hardware. Creates a solid Water efficient toilet connection that ensures a uniform, Flame-free press system Thanks to its 3" hybrid flush valve, professional look every time and Vic-Press is an ANSI Schedule 10S the U.S.-made Alto 1.28 flushes 600 does away with makeshift installations. Sioux Chief. pipe sized press-to-connect system grams. The new toilet comes in three www.siouxchief.com designed for off-the-shelf ASTM A- configurations — ADA, elongated 312 Schedule 10S stainless steel pipe. and round front. It features jet and hy- It joins pipe in a matter of seconds. draulic enhancements that virtually Lead-free thermostatic faucets Has a life cycle of up to 3 times the eliminate clogs, is compliant with LavSafe commercial, industrial and residential faucets feature an internal ther- end-load performance, up to 2 times WaterSense™ and meets Buy Amer- mostatic valve. Key components are above sink level the bend-load performance, up to a ica and ARRA requirements. for easy access; no need for a separate tempering valve 52% increase in available flow and up Mansfield Plumbing. below the point of use, so there are fewer parts and to a 23% reduction in pressure drop www.mansfieldplumbing.com fewer potential leak points. Available in 2 contem- per 100 linear feet of pipe. Available porary models, standard and gooseneck; both meet for 1/2" to 2" type 304/304L and type Tape measure for pipe ASSE 1070, have ADA-compliant handles and are 316/316L pipe. Has pressure toler- The Pipe Friendly™ tape measure fea- certified to be lead free in accordance with ances up to 500 psi and is ANSI/NSF tures a patented end piece with a built- NSF/ANSI 61 plus Annex G. Low flow models are available 61 certified for potable water up to in J-shaped hook, which significantly between .5 and 1.5 gpm. Watts Water Technologies. 180°F. Victaulic. www.lavsafe.com www.victaulic.com

Macerating toilet Termination vent screen The Ascent II macerating toilet system features a 1.28-gpf high- The PVC Termination Vent Screen efficiency toilet for a macerating system. RazorCut™ technol- easily installs ogy allows improved maceration of waste and a removable in the hub of service panel provides quick access to the cutter area a PVC fit- without disconnecting the plumbing. Other features ting. This include ISTTM solid state switching, a built-in n e w , alarm, LED lights with external touchpad for alarm p a t e n t silence and manual override. Available in round pending improves the ability of the tape meas- front and elongated; have improved flush performance p r o d u c t ure to hook its blade onto the edge of and carry the WaterSense™ mark. Both models feature p r e v e n t s a thin object. Great for measuring insulated tanks to eliminate sweating. Liberty Pumps. leaves, debris pipes, conduit, paneling, siding, sheet www.libertypumps.com and wildlife from metal and much more. Tekforce. entering PVC exhaust www.pipefriendlytapemeasure.com View-only inspection camera vent piping. The PVC Termination The 1.2-lb micro CA-100 inspection Vent Screen is available in 2", 3" and Vandal-resistant fountains camera has a 3.5" display and 1-hand 4" sizes. Also available with stainless VersaCoolerII water coolers have 14 controls that make steel screen. Raven Products. gauge stainless steel heavy-duty gal- detecting and di- www.ravenproducts.us vanized frames, with galvanized steel agnosing prob- screens to pre- lems easy. Showerheads vent objects Image rotation The Anystream® Alexandria product from being in- f u n ctio n family includes a fixed, hand-held serted into allows the showerhead and three unique combi- ventilation image to be nation showerheads that are also panels or into the positioned available as WaterSense® certified underside of units. for the best Faucet adapters 2.0-gpm fixtures. Feature the A 1-piece, low- readability in Adapter kits make ordering replace- A n y s t r e a m flow, chrome-plated any tight situa- ment parts easy. Each contains 17 360º™ spray solid construction tion. Has 4 adjustable LEDs in a wa- adapters to solve almost any thread technology, al- bubbler is keyed into place to prevent terproof 3/4" anodized aluminum issue found in the field. Washer Kit lowing them to destruction. Available in 2 models, camera head on a flexible 3-ft cable. has an assortment of regular and jun- achieve a 360º with and without filtration and refrig- Attachments include the Hook Tip ior size washers, to replace that miss- rotation to the eration. Components are lead-free; all that allows users to pick up, tug, or ing washer on the go. Shower spray adjusting mech- units are ADA compliant when prop- pull small objects within reach of the Solution Kit features 2 different prod- anism (handle or face- erly installed. Can be equipped with cable, a Magnetic Tip that can pick ucts in 3 different flow rates for plate). User can make incremental the Oasis Green Filter® system to de- up metal objects and a Mirror Tip, shower retrofit; the Water Saving Aer- adjustments to the spray of the show- crease contaminants and reduce taste which lets users look around corners. ator kit contains a wide selection of erhead through an infinite number of and odor. Oasis International. RIDGID. water-saving products. NEOPERL. sprays. Speakman Company. www.oasiscoolers.com www.RIDGID.com www.neoperl.com www.speakmancompany.com • Be sure to visit www.thewholesaler.com for web exclusive articles and videos! • tw08_11_pgs_104_106REVMJ_Layout 1 8/9/11 11:56 AM Page 106

•THE WHOLESALER® — AUGUST 2011 106 • Cover Story New Texas facility to enhance United Pipe & Steel’s market (Continued from cover.) quantities more frequently. This has in Corsicana is located just off I-45, enormous appeal, especially during providing easy shipping and receiv- the current economic climate. ing access. “Wholesalers are looking for ways The Corsicana facility stocks: to improve their cash flow, increase Copper Tube turns and reduce the amount of capi- • L, M, K, ACR and K-Oxy tal tied up in inventory. Rather than straight lengths ‘timing’ their purchases and trying to • K-Coils gamble on the commodities market, • Refrigeration Coils we offer them a way to smooth prof- Plastic Pipe itability, and generate more consistent United Pipe & Steel’s Cosicana facility stocks a wide range of pipe such as copper • SH40 PVC returns, which is very important to tube, plastic pipe, domestic steel pipe and electrical pipe supplies. • Foam Core our customers.” • SH80 PVC As at its other locations, the new Having our own fleet means we con- still one of the company’s best and • SH80 CPVC Corsicana facility will be served by trol our own destiny. Too many times most effective marketing tools. • S&D United Pipe’s own fleet of trucks and with outside carriers, commitments “Wholesalers around the country • SDR drivers. The company remains com- are not kept. And in our world, that’s tend to know one another – whether Domestic Steel Pipe (up to 8") mitted to maintaining its own fleet for exceptionally damaging. Our ability through organizations such as ASA or • A53 Grade A Type F T&C a number of reasons. to put product in our customers’ yards buying group meetings,” Leidner • A53 Grade B ERW “First and foremost, our drivers are in a timely fashion is what builds the commented. “When we’re talking • A106B Seamless trust between our customers • Fusion Bond and us. And this business is all • S10, S40 and S80 about two things – relation- • Black and Galvanized ships and trust.” Electrical A number of United Pipe’s • PVC Conduit well-respected veterans have • Metal Conduit spent a good deal of time get- • Strut ting the Texas operation up • Threaded Rod. and running, and Leidner is United’s general manager Greg confident their efforts will Leidner noted, “We think about our pay off. business as measured in generations. “Eric Foley, our director of Gerald Slattery, director of steel pipe sales, with And in the long term, the Texas, operations, was instrumental David Cohen, company founder. Oklahoma, Louisiana and Arkansas in site selection, staffing and markets represent a sizable opportu- setting up the operation,” Leidner with prospective customers, one nity. We understand that wholesalers said. “And our national sales man- thing we try to do is find a wholesaler in these markets — as in every mar- Greg Leidner: ‘Our drivers are the ager Michael Blair, a name familiar we both know in common and we ket in which we sell — are going heart and soul of our organization.’ to many of your readers, has person- recommend they call their peers for ally been spending the majority of his references on our business model, in- “...We offer them a way the heart and soul of our organiza- time in Texas over the past six tegrity, product quality and service. to smooth profitability tion,” Leidner said. “They, in many months, preparing for our launch and This is by far the most effective mar- cases, are the face of United Pipe & then leading the sales efforts follow- keting tool we have at our disposal.” and generate more consistent Steel to our customers. Second, han- ing our opening. Gerald Slattery, our United Pipe & Steel continues to returns, which is very dling pipe – especially copper tube – director of steel pipe sales, has also be led by a team-oriented and collab- important to our customers.” is not easy. Our drivers typically been evangelizing United Pipe & orative philosophy — something that make between six and eight stops Steel with his fair share of Texas cus- has served the company well since through challenging economic times. each day – and there is considerable tomers. David Cohen founded the company Our business model enables whole- room for damaged product if the “In addition, we hired a Texas- 31 years ago. And their Vision State- salers to lower their risk exposure to load/unload process is not handled by based outside salesperson – industry ment embraces that philosophy: “We volatile commodities and increase professionals experienced in handling veteran Mike Feemster who brings a are United with our Employees. We their cash flow by buying smaller pipe. Lastly is the issue of control. host of local knowledge to our team are United with our Customers. We — and an inside salesperson — Au- are United with our Vendors. We are drey Donovan. And our entire outside United Pipe & Steel.” n sales team has spent considerable For more information, visit time meeting wholesalers in Texas, www.united-pipe.com. Louisiana, Arkansas and Oklahoma. Marcy Harriss, Jeff Fainberg, Bill Day, Brian Garrety, John Zahnke, Joe Mabee and Joe VanHeirseele have all been visiting prospective new customers to educate them on the benefits of our business model, which allows wholesalers to buy smaller quantities more frequently.” According to Leidner, United Pipe believes that word-of-mouth recom- United founder David Cohen with Michael Blair, Greg Leidner and Allison Leidner. mendations among wholesalers is driver Matthew Skrabut. • Be sure to visit www.thewholesaler.com for web exclusive articles and videos! • tw08_11_pgs_107_111REVMJ_Layout 1 8/9/11 11:56 AM Page 107

THE WHOLESALER® — AUGUST 2011• SHOWROOM STYLE • 107

Meeting the challenge factual information extracted from the most successful showrooms in the USA and Canada – both plumbing of today’s economy! wholesaler and DPH types. For some of you may think I am a “horse ass”, please don’t let this get in your way made a dramatic change forever. It Albert Einstein: “Let’s not pretend from going back in The Wholesaler took around the 100th monkey doing that things will change if we keep magazine showroom articles on their something different for everyone to doing the same things. A crisis can be web site, creating better results for embrace the change. There are a real blessing to any person, to any you and you showroom. BY PETER SCHOR “pages upon pages” on the internet nation. For all crises bring progress. • Read, listen or watch something Showroom specialist about this phenomenon, which is Creativity is born from anguish, just positive, inspirational, motivational, what is really about what is needed like the day is born from the dark educational or spiritual every day. hope you, your families and to bring about “social change.” You night. It’s in the crises that inventive- Rent a sport movie that is uplifting friends celebrated the 4th of July can find this short story and worth- ness is born, as well as discoveries and inspiring. Some of my favorites Iwatching parades and fireworks, while reading at www.wowzone. and big strategies.” are: Facing The Giants (football), my and enjoying barbecues and summer com/monkey.html. Here are some things that I recom- all-time favorite; The Final Season weather! Most of all, I am hoping that mend to you: (baseball) staring Sean Astin, of the you were in gratitude for the freedom Current economic climate – • Avoid negative media, such as Rudy movie fame. It even has a web that we all have in this great country meeting the challenge! news — TV, newspapers, and radio site www.finalseason.com; The Ex- of ours, and give blessings to our Many places that you go, people especially when you first wake up press (The Ernie Davis Story); Re- brave military and their families, here are talking about how tough things and before you go to bed. If you member The Titans (Denzel and abroad. are in the economy, and the media watch TV news or read the newspa- Washington); The Blind Side (Sandra My wife and I and many other peo- continues to blast us on a daily basis per, one-half hour a day will keep you Bullock) and many others. ple sponsored and served up a “Pizza, regarding unemployment, foreclo- well informed. • Have an attitude of gratitude. Salad and All the Fixings” for a July sures, big name businesses that are • Avoid negative gossip and stories Stay focused on everything you 4th celebration for 310+ spouses and closing their doors; and any informa- of gloom and doom with fellow should be grateful for. children (over 700 people) and their tion they can put together to let us workers, family and friends. They be- • Look for solutions! Rather than families at Travis Air Force Base, know how bad things are out there. come negative toxic to your attitude identifying the problems, write down Calif. There were also over 125 vol- The big question is, “what are you and ability to think clearly. Don’t your solutions. Set a time frame unteers participating in the event, which to accomplish the, who came to be of “most sincerest The best part of giving back to our troops and • Goals — Set short term, interme- and genuine service.” Many busi- diate, and long term. Zig Ziglar said, nesses stepped forward and donated their families is to inspire other people to “Obstacles are things we see when much-needed goods and money. we take our eyes off our goals”. Work The best part of giving back to our take leadership in their communities to support smarter. troops and their families is to inspire • Embrace change — Learn how other people to take leadership in our troops and their families, who take to embrace. Some of you and your their communities to support our companies over the 25 years in show- troops and their families, who take such a big toll back home. I think that room education, want to make me such a big toll back home. I think wrong, so you are right, so you do not that collectively we all should care collectively we all should care about our troops have to change! Most of the things I about our troops and their families advocated about showrooms in the — regardless of our political views. and their families — regardless of our political views. late 80s, 90s, and in 2000 forward It was my personal “BEST” July 4th have happened. All of what I was try- holiday! going to do about it?” condemn, criticize or complain. Look ing to do is have you position your- There is a story I was told by You can jump on the doom and for solutions! self to capitalize on it before it Steven Covey, author of The Seven gloom bandwagon and say “Woe is • Identify the resources you will happened and be the leaders most of Habits of Highly Effective People me” and do nothing or you can make need to help overcome the obstacles you are! and numerous other profound books, a choice to do something about it. you face. Many resources do not cost • Think, talk and act like a winner! some 20 some years ago. The story This isn’t the first time we have faced money. I.E: Go back to The Whole- We are in a great industry! n called, “The Hundredth Monkey,” this situation, and it probably won’t saler magazine (www.thewhole- was told at his five-day Leadership be the last. Do you honestly believe saler.com) archives and source out Peter Schor, president of Dynamic School that I attended. It is a story that supporting the negative frame of the many showroom articles with nu- Results Inc., is a bath/plumbing in- recounting what scientists did in mind thinking, that things are going merous great tips that cost little or no dustry speaker, educator, author, 1952 on the remote Island of to get better? money. In my showroom column, columnist and consultant in the many Koshima, Japan. There were mon- Think success! Take positive ac- January 2008, there were 33 things segments of our industry. For the past keys were living on the island that tion. There are people and companies listed that you can do to make things 20 years, he conducted seminars and • out there that have chosen not to par- better in your showroom. The #2 tip speaks at numerous conventions. Lessons from monkeys ticipate in the recession. They are was having an “Outcall Service.” Schor has great expertise in the field • Negative mindset thinking and acting like winners. Create an outcall service charging a of showrooms and hotel bathrooms yields negative results They are focused on — and talking few per hour to come go to con- and has won many industry awards. • Think like a winner about — success rather than failure sumers homes to determine what will He also consults manufacturers in and be winner or survival. They are focused on fit in their applications. The cost is re- taking their products to market in the • Find resources to help making things happen rather than fundable against the purchase of the areas of sales, marketing and public waiting for things to happen to them. goods by the consumer or through relations. Schor can be reached at face obstacles They are planning for success and your recommended trade resources. 1302 Longhorn Lane, Lincoln, CA • Focus on solutions they are executing the plan. Use your showroom trade partners to 95648, phone 916/408-5346, fax • Change is normal; In these days of really hard work, participate in this service. 916/408-5899, e-mail pschor@dy- not to be feared uncertainty and crisis, it’s good to re- • Since 2004, I have been writing namicresultsinc.com or visit www.dy- member the following words from showroom columns based on proven namicresultsonline.com. • Be sure to visit www.thewholesaler.com for web exclusive articles and videos! • tw08_11_pgs_107_111REVMJ_Layout 1 8/9/11 11:56 AM Page 108

108 • TECHNOLOGY TODAY •THE WHOLESALER® — AUGUST 2011 In business, we’re all still human

ocial media such as Twitter, Doing this helps to build trust. This is rants and other matters that are impor- Facebook, Linkedin and other basic advice from Sales 101 that tant in the human condition, we are Stools are changing the way busi- we’ve heard many times, and it still better able to address business issues. ness is done. This is not because of applies today. Yes, Simon Sinek is right: We need their technology. But, how can you adapt this princi- to focus on commonalities first. It has Yes, the technology of these and ple for your business in today’s social to be genuine; this is where the win- other tools is pretty amazing. The abil- media? It means that you have to be ners leave the losers in the dust. Your ity to connect with, say, all your more “social” than “media.” Don’t prospects can tell whether you are BY TERRY L. BROCK friends who like baseball in Center- think of broadcasting a bunch of infor- being real or fake. They can see Technology/marketing specialist ville on Thursdays provides a sense of mation to others about how great you through any baloney you throw at community. Yes, we’ve had that for are (We really don’t care — really!). them. centuries, but now we have a way to Don’t talk about you; focus instead on In social media and social network- ately. Hey, success takes time! But, by do it faster, easier and in a cost-effec- areas of interest to clients. ing, provide value first. Help others continually showing that you are trust- tive way. Even better, we can have that I recently had a business luncheon with their needs. Provide value outside worthy and dependable, you’ll get fa- community worldwide at very low or with several new clients. I was expect- your circle of expertise. Suggest a vorable attention. When someone is in no cost. ing that we would talk about the ap- good dentist, a good real estate agent, the market for your products or serv- Courtney Boyd Meyers recently proach we’d take on certain aspects of a good restaurant, etc. that would be ices, they will think of you and your wrote an article for the blog TNW en- the deal, how to better serve our target of interest to them. company. titled, “Why the Human is a Social market; you know, basic business. Building trust with people is vital for Build trust. It is what social media Animal.” It was a report from the 99% About 99% of the conversation, how- any business. This is a key principle I and social networking are all about, Conference, where Simon Sinek ever, was about sports and the experi- talk about in my coaching program on- today — and for the rest of our spoke about why we want to be to- ences that some people had at various line at www.terrybrock.com/yoursuc- lives. n gether: People are social animals and restaurants around town. Hey, we’re cess. If you don’t reach a given level of want to be around others. all human! This is of far more interest trust, no business can be done. The Terry Brock is an international mar- We like to be with those who are to most people than the nitty-gritty of greater the level of trust, the more busi- keting coach and professional speaker like us and who we trust. This is a business. ness can be done and the richer and who helps businesses generate prof- bedrock principle of Sales 101. Find This is no big news to successful more meaningful life you’ll have. itable results. He can be reached by e- something you have in common with business leaders. Yes, we have to pro- So, here’s your assignment: Think mail at [email protected] or prospects and focus on that. It is the duce in business, but successful busi- of ways you can add serious, real through his website at www.terry- beginning of building trust. Pay more nesspeople know that you have to value for others, asking them what brock.com. Join the Twitter adventure attention to them, listen to them and reach the person emotionally — as a they need and then helping them. Use with Terry through his Twitter address: their needs first, and then blend your human being — first and foremost. By the tools of social media and be a re- TerryBrock. Join Terry’s Facebook Fan proposal into how your products and getting to know each other as human source that people trust. No, this won’t Page at www.facebook.com/Speaker services can solve their problems. beings, talking about sports, restau- win over 100% of the people immedi- TerryBrock.

day” for this week. Wholesalers who order,” may not be the best use of an have regular events like “hot dog outside guy’s time. “The customers Simple promotions cost Thursdays” may find, over time, that are too busy to talk to me”, is an ex- they attract a mixed crowd of profes- cuse I hear all the time. Customers are little but make big gains sional contractors, semi-pro contrac- certainly too busy to shoot the bull but tors(who are not there to buy, only to will often value a well-planned, effi- (Continued from page 8.) talking about circular skid marks in eat) and vagrants who are there to eat cient sales call that provides valuable Try doing small things to brighten front of the customer’s shop. Try a and to solicit donations or jobs from information or helps the customer up a technician’s day or to make them driver promotion where your truck contractors. Your good customers solve problems. Your marketing team feel special. The idea is to encourage drivers present donuts, some other may avoid those Thursdays altogether will need to be especially thoughtful them to visit your store on a regular treat or just your latest monthly flier since the parking lot is so clogged as the provide the materials for these basis. to the office while they make deliver- with non-customers. condensed sales calls. • Do cool stuff — Get a freezer full ies. (Obviously, you cannot have him 9. Say thanks to your customers – I know you and your team are prob- of Fudgesicles, buy a 5-gallon bucket giving away stuff that has rotted or Very few wholesalers say thanks to ably very busy but pick a couple ideas of ice cream or have the local ice gone stale in this truck’s cab while he their customers…ever. Years ago or create a couple ideas of your own cream truck stop by on a hot after- makes his rounds.) Drivers often see every cash register at every K-Mart to amp-up your selling by a notch or noon the customer in his shop more than store had a sticker that said, “TYF- two in August while your competition • The dog days of summer — Have anyone else in your company and SAK.” It reminded every checker to is sitting on the porch napping. n a simple hot-dog on a bun and some while he is there, he could ask if there complete each sale with, “Thank you condiments and maybe some chips… is anything else that they need. He can for shopping at K-Mart.” It was kind Rich Schmitt is president of Schmitt without the full spread of side dishes. then get a salesperson to initiate a call of a joke and sometimes offered up Consulting Group Inc., a manage- One of our local car dealerships has a or can take the order on the spot. (If with little, if any, sincerity but it was ment consulting firm focused on im- always much better than the way most proving the profitability of very simple, hot dog and can of soda you’re thinking that your drivers distribution and manufacturing promo that attracts a lot of people. aren’t sharp enough to do more, con- retail transactions ended at other clients. Consider whether a steak dinner every sider hiring better drivers. The side stores, “Here’s your change, who’s www.go-scg.com 3 months creates more ongoing good benefit of smarter drivers is that they next.” will than a hot dog every week. are promotable if they ever want to 10. Keep your outside team outside. Rich is also the co-owner of Schmitt There is a phrase: the lazy days of ProfitTools Inc. (SPI), a business pro- • Create a simple frequent buyer grow within your company.) ducing print, CD-ROM, web and program — Give away a pizza or 8. Surprise them with fun — Have summer. It’s hot and not much fun palm-based catalogs as well as pric- happy-meal coupon after 5 or 10 in- fun on a random basis to train cus- making the rounds but you cannot let ing management and analysis soft- voices. tomers to visit your store every day them relax. Sitting in the cool office ware for wholesalers. • Driver donuts — No, I’m not hoping that today will be the “fun so they can “babysit an important www.go-spi.com • Be sure to visit www.thewholesaler.com for web exclusive articles and videos! • tw08_11_pgs_107_111REVMJ_Layout 1 8/9/11 11:56 AM Page 109

THE WHOLESALER® — AUGUST 2011• INDUSTRY NEWS • 109

Maintenance dept. helps K–12 school gravity drain condensate lines, Leese also used a DY16 vented Y-fitting by continue sustainability pursuit Airtec Products, as recommended by Fujitsu. The entire building can be con- SAnDY SPRInG, MD. — Some fication from Fujitsu. The pump activates automatically trolled and monitored by a Fujitsu schools only teach sustainability, but The chosen alternative uses the Fu- once evaporator condensate levels building controller that can be ac- Sandy Spring Friends School jitsu Halcyon Hybrid Flex Inverter rise. The pump also includes an inte- cessed by True and Leese's desktop (SSFS) practiced what it teaches (HFI) series heat pumps and environ- gral overflow safety cutoff. "Some computers. The building controller when executing a major HVAC mentally-friendly refrigerant R- people install a mini-split system and will be interfaced with the school's retrofit that promises long-term en- 410A. The choice also allows the overlook a condensate pump, which campus-wide Johnson Controls, Mil- ergy savings, sustainability and en- two-story, 9,000-square-foot former can create an evaporator condensate waukee, wis., FX-Series building au- vironmental preservation. dormitory to be heated and cooled pan overflow situation that leads to tomation system. The 50-year-old private, Sandy economically in zones with the indi- property damage," said Leese. The Fujitsu system also has its own Spring, Md.-based k–12 school be- vidual heat pumps when needed. Be- In other applications, Leese redundancy where two evaporators came a sustainable HVAC role model sides spot cooling/heating only mounted Aspen's white Series, a 7” from separate condensers service when it converted a conventional occupied spaces, 17-SeeR (seasonal x 4” x 2” combination pump and each classroom. If one condenser boiler/chiller/air handler system to a energy efficiency ratio) heat pumps reservoir designed to match and at- needs servicing, the other condenser greener multi-zone heat pump system regulate compressor speed for opti- tach to the wall directly under the can still provide cooling for its re- by Fujitsu General America, sup- mum energy usage. evaporator casing. One such applica- spective classroom. ported with mini-split installation ac- The 11 outdoor condensers and 10 tion is the building's basement level Based on the success of the wal- cessories by Airtec Products. The branch boxes, which supply 33 evap- computer room's evaporator, which brooke Breiling HVAC retrofit and HVAC retrofit of the 10-classroom orators in classrooms, were a concern requires condensate pumping up to the replacement, installation and op- walbrooke Breiling building was in- because of aesthetics, ground area ground level because there are no erational money it has saved SSFS, a stalled in-house with textbook aes- space and potential damage from de- floor drains. Part of Leese's monthly similar multi-zone strategy will be thetics, efficacy and little disturbance bris and lawn maintenance workers. maintenance checklist will include considered when retiring other older to the 180 lower-grade students. Leese mounted the 11 condensers on condensate pump filter monitoring as conventional building HVAC sys- The energy-efficiency choice par- individual wBB-series wall- well as evaporator air filter checks. tems. allels the 570-student school's other mounted, powder-coated steel brack- To prevent vapor lock on multiple Visit www.airtecproducts.com. environmental programs, such as ets, designed and manufactured planting more than 100 trees on its specifically by Airtec Products to ad- and components not featured in the 140-acre campus, composting dining just to all major brands of mini-split Johnson Controls good/better/best option. room biodegradables, creating a condensers, up to 500-lbs. The wBB- introduces rebate “Being able to easily search and three-acre organic vegetable farm Series brackets are less expensive, and incentive finder gather all of the rebates available for a that supplies student dining and in- lighter, and easier to install and pro- potential model or system gives the stalling a 2009 HVAC control system tect the condensers, versus the alter- dealer a great advantage in the sales and ductwork insulation retrofit that native concrete pads, according to MILwAukee — Johnson Controls has process. At the same time, consumers reduced campus electricity usage by Leese. "I've installed mini-splits con- equipped its York, Luxaire and Cole- have the ability to search dealer web- 24 percent (more than 500,000- ventionally on concrete pads before, man HVAC distributors and dealers sites for rebates and incentives, which kwh). The school was named one of but hanging them on a wall is much with a new tool — the GreenOhm helps drive sales to the dealer.” 40 Green Schools of the world by easier, more aesthetic and great pro- Rebate and Incentive Finder. De- The web page also links consumers The earth Day network in 2010. tection against weed whackers, snow signed to help identify rebates and in- to an energy savings calculator, provid- The same environmental con- and landscape debris," said Leese. centives on HVAC components and ing homeowners with a more complete sciousness applied to remedying wal- Aesthetics also came into play with systems, the new tool is also readily savings picture that includes energy brooke's antiquated boiler, chiller and hiding and protecting lineset runs available at no additional cost to Lib- savings associated with the equipment air handler system, which had sur- from the condensers to ceiling areas erties dealers who participate in the as well as the available rebates and in- passed its expected lifecycle and re- and again once the linesets drop Liberties website program. centives. quired expensive periodical repairs. down into the classroom evaporators. “The GreenOhm Rebate and Incen- “Our aim is to create easy-to-use Laura Miyoshi, SSFS's director of Leese used Airtec Products' SlimDuct tive Finder gives these dealers the op- tools and interfaces that help take the operations, had two alternatives. lineset ducting made of uV and portunity to highlight a complexity out of the rebate and incen- Most building owners would most weather-resistant, extruded PVC with good/better/best product offering on tive process, ultimately saving con- likely replace the entire system with injection-molded fittings. Airtec their websites and show the rebates sumers and companies money,” said another boiler/chiller at an estimated Products' wall sleeves helped pro- and incentives tied to these products by Andrew Taitz, chairman of $125,000 to $150,000. Another alter- mote a tight weatherproof and insect ZIP code,” explained Brenda keith, GreenOhm.com. “The program with native, suggested by local wholesaler, seal as the linesets enter the building. Johnson Controls unitary Products Johnson Controls is especially excit- R.e. Michel Company Inc., while aesthetics are important, marketing project manager. According ing, because it represents the first time Rockville, Md., was installing a Leese also took important steps to to keith, the tool enables dealers to that a manufacturer has provided all of multi-zone, mini-split system by Fu- protect the building from potential customize their web pages to show their eligible dealers with a powerful jitsu. moisture and mold problems by out- their selected good/better/best offering tool that historically was reserved for The multi-zone system solution fitting interior wall evaporators with for models, based on their distributors’ the corporate websites of much larger was considerably less expensive and Aspen condensate pumps. Leese used stocked models or to choose to default companies.” less intrusive to the students because Aspen's Lime Series, which is a com- to a selection made by the distributor. Less than a month after the program SSFS's maintenance staff installed it bination pump/reservoir in a monbloc “The freedom to create their own launched, Lee Guthman, president and in-house at a savings of tens of thou- design that fits neatly and unnoticed good/better/best options gives dealers founder of GreenOhm, had traced al- sands of dollars. SSFS's director of inside the lineset ducting elbow in- the opportunity to feature systems that most 10,000 rebate searches by the facilities Robert True and Delbert cluded with the pump near the evap- they are promoting or systems that are public, which translates to 30,000 Leese, facility HVAC engineer, an orator. The lineset cover snaps onto tied to a local rebate,” said keith. The combinations of good/better/best com- ePA Section-608 certified service its wall-mounted receptacle for easy GreenOhm tool also allows both dis- ponents. In addition, consumers have tech with over 47 years of HVAC ex- accessibility while concealing the tributors and dealers to search for re- downloaded hundreds of rebate and in- perience, installed the system with lineset, drain hose, pump and other bates and incentives, again by zip centive forms. both online and onsite training certi- components. codes, associated with other systems Visit www.yorkhvacdealer.com, • Be sure to visit www.thewholesaler.com for web exclusive articles and videos! • tw08_11_pgs_107_111REVMJ_Layout 1 8/9/11 11:56 AM Page 110

110 • INDUSTRY NEWS •THE WHOLESALER® — AUGUST 2011

backup to an offsite location. Epicor survey finds gaps in distributors’ “Ideally, the backups should be happening in real time to ensure zero protection of critical business data data loss,” explained Heulitt. “Offsite backups are necessary in case your building and its contents are damaged YARDLEY, PA. — According to a re- able for failover to a standby system, nuity; the results indicated that for the due to catastrophic events, rendering cent survey conducted by Epicor and the vast majority (87%) did not 50% of distributors that had experi- your onsite backup useless. In some Software Corporation (recently com- have a formal crisis management enced a disruption, hardware failure cases, we have found that alerts for bined with Activant Solutions Inc.), plan in place. Most also did not regu- was actually the no.1 cause of data failed backups end up going to an in- many wholesale distributors do not larly test a data restore from onsite or loss, followed by user error. active e-mail (e.g., to the address of have comprehensive safeguards in offsite backups or regularly review Heulitt observes, “It’s important to an employee who is no longer with place to protect their business data in and test their universal power supply note that today, e-commerce is just as the company). Of course, that doesn’t the event of a disruption to their En- (UPS) requirements to avoid the risk vital as the traditional ERP system. do anyone any good. Best practice is terprise Resource Planning (ERP) of a power shutdown. Having a business continuity plan to to send the alert to a group e-mail.” system. According to Dan Heulitt, director keep your Internet/global presence Epicor’s Automated Backup Solu- “Business continuity should be a of technical services-wholesale dis- functioning could be as simple as tion for data storage is currently of- very serious concern for distributors,” tribution for Epicor, “no matter what having a redundant Internet connec- fered to Eclipse™ and Prophet 21® noted Kevin Roach, executive vice industry you support or what market- tion. And no matter what data reten- ERP platform customers. Heulitt president and general manager- place you cater to, consistently serv- tion policy is in place, or what your commented: “The goal of the solu- wholesale distribution for Epicor. icing your customers in a timely and e-commerce strategy is, testing has to tion is that a customer experiencing a “Data loss is a cash flow killer. Re- professional manner is the no. 1 rule be done quarterly, with results being catastrophic outage could fail over to search has shown that on average, that you never break. Rule no. 2 is shared with everyone in the com- our Tier 2 data center in less than an every hour that your system is down ‘It’s all about the data.’ The best con- pany.” hour and be able to access a dataset costs your company $80,000-plus in tinuity plans prepare for an unex- On the positive side, over 90% of anywhere, from last night’s copy to lost sales and productivity. The real- pected outage, because history the distributors surveyed did have a real time. They could then run in our ity is that we’ve seen distributors suggests it’s not if, but when, your consistent data archive strategy, and data center, leveraging over 50 years without a data backup plan or warm company will experience a data loss. the majority employed daily business of IT experience, while they found a failover solution go out of business, Therefore, it is vitally important for a data backups, redundant hardware new temporary facility, purchased because they’re unable to get back on company to have two data retention and dedicated power outlets in their and configured new hardware and their feet after something as common policies in place; Onsite for level 1 server rooms and monitoring soft- took other steps to restore their busi- as a hardware failure.” data corruption and quick-recovery ware to provide notification of poten- ness.” Over 60% of distributors who com- outages and Offsite for level 2 or un- tial network or hardware issues. To complete the Epicor survey and pleted the Epicor survey to obtain a expected prolonged, catastrophic out- However, the survey also sug- obtain a free Business Continuity personalized Business Continuity ages.” gested that as many as one-third of Scorecard for your company, go to Scorecard for their company did not Contrary to popular belief, the sur- distributors do not conduct offsite as www.efm.activant.com/se.ashx?s=01 have a redundant Internet connection vey found that natural disasters were well as onsite backups of their data- 529BC942477DA3. or an offsite copy of their data avail- not the main threat to business conti- base, and only half are doing a daily Visit www.epicor.com/distribution. Atlanta museum pays tribute to bathroom design

ATLAnTA — WaterDream: The Art of bath was regarded as the latest rooms that expressed a spectrum of designed by Philippe Starck in the Bathroom Design, a thought-provok- achievement of cultural modernity. moods, emotions and expressions, SLS hotel in Beverly Hills, where the ing new exhibit exploring the history The graphic timeline demonstrates rather than being just a rational and bath’s lavish and magical landscape of the bath, debuted at the Museum important milestones in the process utilitarian spaces. looks like it has been pulled from a of Design Atlanta (MODA) on June by which bathrooms became luxuri- Another gallery in WaterDream scene in a movie, the modern bath- 26 and will run until September 24. ous interior spaces created jointly by will be drenched in natural light and rooms aboard the Florida-based Laz- Organized by Bangert Verlag, an engineers and designers, from porce- will showcase the visionary contribu- zara Yachts, and the more traditional award-winning, international design lain bowls and pitchers in the late tions to bathroom design made by ones in the stately Queen Mary II exhibition curator and sponsored by nineteenth century, to the mass mar- world-renowned designers Patricia ocean liner. Axor, the exhibition is a four-part, vi- keting of colorfully designed bath- Urquiola of Milan and Jean-Marie The exhibition is sponsored by sual journey that explores the evolu- room products in the 1970s, to the Massaud and Rowan and Erwan Hansgrohe and its designer brand, tion of the bath from early creation of today’s cutting-edge mod- Bouroullec of France. Axor. Many of the objects on display 19th-century Europe to today’s ern shower technologies that maxi- This gallery will demonstrate how, are on loan from the Water-Bath-De- global market. mize water experience and minimize in 2005, the Axor brand charged sign Museum at Hansgrohe head- Upon entering, visitors will imme- environmental impact. these European designers with the quarters in Schiltach, Germany. diately be greeted by the sights and Past and present meet as visitors task of turning the bathroom into a According to Hansgrohe USA sounds of water. Soft silhouettes that learn how Philippe Starck, in collab- space for being closer to nature and president Russ Wheeler, “We are gently move along the perimeter of oration with manufacturers Axor, Du- more mindful of its gifts. The section honored to partner with MODA to the gallery reception area create an ravit and Hoesch, revolutionized the will culminate with an interactive ex- bring this exhibition to life. Hans- artistic illusion of the experience of bathroom in the early nineties, when perience and will offer visitors a grohe is passionate about water and showering. he transformed a small obscure room blank canvas for creativity, where deeply committed to supporting the The historical journey through the into a relaxing retreat drenched in they can write or draw and share their design and art community. Our Hans- evolution of modern bathrooms be- natural light, warm materials and un- personal water dreams. grohe roots date back to 1901. We begins in Victorian England and the compromising modernity. He gained The journey comes to a conclusion lieve that it is important to remember French Belle Epoque era, the period inspiration from the simplicity of a in a gallery showcasing modern bath- history, as it often repeats itself and in which bathroom design and indus- 19th-ccentury German plumbing room culture and design. Images, continues to shape the future. Water- trial production combined efforts to workshop, with its iron water pumps, products, and projections of contem- Dream: The Art of ABthroom Design create luxurious, state-of-the-art tech- buckets, and beaten nails. Starck’s porary bathroom designs will give may be a moment in time, but the re- nology. In this era of technological approach signaled a turning point in visitors the opportunity to escape into ality is the water dream never really advancement and transformation, the bathroom design in his creation of the fantasy bathrooms, such as those ends — only evolves.” • Be sure to visit www.thewholesaler.com for web exclusive articles and videos! • tw08_11_pgs_107_111REVMJ_Layout 1 8/9/11 11:57 AM Page 111

THE WHOLESALER® — AUGUST 2011• INDUSTRY NEWS • 111 Grundfos furnishes energy-saving pump system for sporting park KANSAS CiTy, KAN. — When soccer sure that sufficient water pressure is fans and concert goers enter the new, available for all stadium water fix- state-of-the-art LiVeSTroNg tures, a “worst case” flow capacity of Sporting Park for their events, one as- 1,200 gpm is required. The grundfos pect of the park that will not be on boosterpaQ Hydro MPC, consisting their minds is whether or not the of three vertical multi-stage Cr plumbing is working properly. Nor pumps, is designed to handle this type of volume, while maintaining constant pressure. if there is no flow demand, the system is will it worry Michelle Land of U.S. designed to switch off automatically. engineering Company. Land is the When demand is again required, the senior project manager for the me- system automatically switches on, chanical engineering firm that in- providing the necessary flow. stalled grundfos pumps in the new To ensure that the system could sports facility. She knows that the handle the volume capacity in the grundfos boosterpaQ system will new stadium, a “superflush” was per- single-stage end-suction pump, ingly, the nickel didn’t fall over or ensure that the park will run formed to simulate the simultaneous which require on-site adjustments to slide off the pump. smoothly, as well as achieve energy flushing of hundreds of fixtures. The minimize vibration. The grundfos The LiVeSTroNg Sporting Park and space savings, all while requiring grundfos system passed with flying multi-stage pump, however, requires officially opened on June 7 with a low maintenance. colors. “We were all very impressed no adjustments, because the pump is special ceremony, followed by the The 342,000-plus square-foot sta- with the performance of the system,” virtually vibration-free, as shown by home opener for the Sporting KC dium seats over 18,000 fans for soc- said Land. the nickel test. The test works by soccer club on June 9. rest assured, cer games and more than 25,000 for The boosterpaQ also passed an- placing a nickel on top of the pump with the grundfos boosterpaQ sys- concerts. The highest flow demand other challenge, the “nickel test,” — on its edge — while the pump is tem in place, the plumbing will be of will occur at intermission, such as which is related to vibration. Typical running at full speed to see whether no concern to the event attendees. halftime during a soccer game. To en- installations for stadiums consist of a the nickel moves or falls. Not surpris- Visit www.grundfos.us.

Caroma participates in design show seven CiPH home builds as a way of giving back to their local communi- LoS ANgeLeS – For the second year, friendly dream home. ties. get involved and be a part of Caroma® was a proud sponsor of the The team tapped Caroma to supply helping build sustainable Habitat Modern Living Showhouse, a one-of- high-efficiency bathroom products for families and helping to improve our a-kind green designer home set un- the home’s interior, including Car- Canadian communities.” veiled by style and sustainability oma’s brisbane above counter sink, CiPH’s HFH Week will take place company ecofabulous at this year’s and coordinating brisbane 270 round September 18–24, when CiPH mem- dwell on design show. Front Plus, high-efficiency toilet. bers from across Canada hold various The West Coast’s largest annual Considering that this year’s home was fundraising events in support of local event of its kind, dwell on design about innovation and incorporates a was auctioned off by ebay giving HFH Affiliates in their communities. was held at the Los Angeles Conven- modern palette, Caroma’s cutting- Works with the proceeds going to For more information, contact Nancy tion Center June 24–26. This three- edge and design-forward brisbane global green USA. barden at [email protected]. day exposition of design industry collection was a natural fit. Visit www.ecofabulous.com or Since 1994, the Canadian institute leaders and manufactur- As in years prior, the showhome www.caromausa.com. of Plumbing & Heating members ers’ products and have contributed more than $6.3 mil- services, also in- lion in products and cash to Habitat cluded presentations, CIPH starts eighth Habitat home build for Humanity Canada and helped panels and keynote more than1,000 Habitat families speakers who were ToroNTo, oNT. —June 29 marked early december. move into simple, decent, affordable scheduled throughout the official sod turning of the 8th “We are very pleased that this homes across Canada. the weekend. CiPH Habitat for Humanity home CiPH home will be built in the b.C. Visit www.ciph.com. each year, build. over 250 delegates, compan- region this year and will be com- dwell on de- ions and guests from across pleted with a modern hot KSD expands with sign partners Canada and the U.S. who water heating system. A very with ecofab- were attending CiPH’s 79th deserving family will have a Kansas City location ulous to de- annual business conference new house to call a home for Woodbridge, N.J. — KSd is pleased sign and in Victoria, b.C., gathered at Christmas 2011,” said dyck. to announce the opening of its ninth decorate a pre- the build site in the Saanich CiPH Charity Committee regional distribution center located in built constructed area of b.C. for the ceremony. chair John Hammill (Moen) added, “i Kansas City, Mo. The facility was home that epito- Under the leadership of CiPH would encourage all local CiPH b.C. scheduled to open on or about July 1. mizes aspirational, b.C. region president Andrew dyck region members to get involved in The 85,000-square-foot facility lo- sustainable living. This year, founder (barclay Sales) and Paul Stevenson this very rewarding build project. by cated at 6530 Winner road in Kansas Zem Joaquin teamed up with leading (emco—Victoria), members from volunteering your time and talent, City will enhance KSd’s ability to architect Jonathan davis of piece- the CiPH b.C. region, will partici- you are helping a family realize the service wholesalers in the Midwest Homes®, and sustainable prefab pate in build days throughout the dream of owning their own home. market and through the rocky Moun- builder, onebuild, to create a modern summer and fall, with a final key Hundreds of CiPH volunteers have tains. dweller’s 550-square-foot eco- dedication ceremony planned for contributed their time to the past Visit www.ksdusa.com. • Be sure to visit www.thewholesaler.com for web exclusive articles and videos! • tw08_11_pgs_112_116REVMJ_Layout 1 8/9/11 9:58 AM Page 112

112 • CLASSIFIED ADS •THE WHOLESALER® — AUGUST 2011 EMPLOYMENT OPPORTUNITIES

NATIONAL SALES MANAGER SALES REPS WANTED JMF Company, a leading national sup- United Pipe & Steel Corp., founded in 1980, plier of high quality plumbing products, is a distributor of steel, copper & plastic pipe is seeking a National Sales Manager. to the plumbing and electrical wholesale in- Select candidates must possess the dustries. We have six regional warehouses ability to effectively manage manufac- serving over 35 states. We are currently seek- turer’s reps and major accounts. Only ing enthusiastic top sales candidates for two positions in our Sales Department to sup- qualified candidates need to apply. port our expansion. Please submit resumé and salary re- Outside Sales Representative – New England Region quirements in confidence to: • Knows New England PVF / P&H wholesalers. JMF Company c/o Human Re- • Has significant experience selling commodity products. sources • Travel throughout the New England Region up to 95% of the time. PO Box 868, Bettendorf IA 52722 • Possesses a strong work ethic and a charismatic personality. • A self-starter who can work independently. Inside Sales Representative – Ipswich, MA Sales Office Responsible for selling pipe products to an assigned geographical region. Universal Specialties, Inc. • Make outbound phone calls to customers; initiate cold calls for new accounts; The industry Leader in Quality • respond to inbound inquiries. Plumbing Specialty Products OUTSIDE SALES REP • Works with the outside sales team. • Generate new and repeat sales by providing product and technical information Seeking Dynamic Independent Outside SALES MANAGER HVAC Sales Agents for Western US Territories in a timely manner. Process orders, prepare correspondence, and fulfill Red-White Valve Corporation is seeking customer needs to ensure customer satisfaction. Ideal Canidate: an experienced Sales Manager to focus • Has Significant Experience selling on HVAC Sales. The candidate should Interested candidates please send cover letter, resumé, and salary history to: commodity Products have a minimum of 10 years sales expe- Ruben Klein ([email protected]), CFO/Director of Human Resources. • Knows the Insitutional market rience calling on major wholesalers and Visit www.united-pipe.com to learn more about United Pipe & Steel Corp. (Hospitals,Schools, Govt.) contractors in the HVAC market. Re- • Possesses A Strong Work Ethic and sponsibilities will be marketing HVAC Charismatic Personality sales in the US. Will work with existing • Self Starter who can network of representatives and regional POWER ON DEMAND Work Independently managers with emphasis on selling bal- • Universal Specialties is known in the ancing valves, ball valves, actuation and Industry for Paying High Commissions other HVAC related products. Approxi- and Distributing quality products. mately 40% travel. Prefer location in Interested candidates please send cover major metropolitan area. Undergraduate letter, resumé and salary history to: degree required. [email protected] Please send resumé to: Attn: V.P Sales [email protected]

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Allison Park, PA 15101 412/486-8189 • [email protected] www.georgespilka.com tw08_11_pgs_112_116REVMJ_Layout 1 8/9/11 9:58 AM Page 113

THE WHOLESALER® — AUGUST 2011• CLASSIFIED ADS • 113 SUPPLIERS

BUYING HVAC/R EQUIPMENT

WANT TO BUY

WANTED TO BUY Contractors! Wholesalers! Sell us your surplus or overstock plumbing materials. Black, Galv., PVC, Groove, No-Hub, Copper, Brass, Weld Flg's & Fit- tings, Valves, SS316 & 304, etc. Excess Plumbing, Inc. [email protected] Ph. 602-252-1280 • Fax. 602-252-1668 Get more BANG for REPS WANTED your advertising buck with a display LOOKING FOR advertisement in INDEPENDENT REP! Master Distributor of Pipe Fittings and The Wholesaler! Valves looking for an Waterworks/PVF See this page for Rep Firm in various State/Provinces. your nearest Please send to [email protected]. advertising sales representative! Managing Editor James Schaible Prepress Coordinator www.thewholesaler.com Mark Bruno Publisher Editorial Director PVF, Industry and Tom M. Brown Jr. Mary Jo Martin Administrative Assistant Production Manager Economic Analyst Emeritus Sadie Bechtold Cate C. Brown Morris R. Beschloss Editorial Offices: 2165 Shermer Road., Suite A, Northbrook, IL 60062 Phone: 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 Sales Offices Midwest, Southeast, E. Canada East (Indiana; W. Mich.) West, Texas David Schulte Brad Burnside Diane Spangler 2165 Shermer Road, Suite A 2165 Shermer Road, Suite A P.O. Box 9802 Northbrook, IL 60062 Northbrook, IL 60062 Fountain Valley, CA 92728 847/564-1127 847/564-1127 714/839-6700 Fax: 847/564-1264 Fax: 847/564-1264 Fax:714/839-6777 [email protected] [email protected] [email protected] Classified ad sales TMB Publications, Inc. Sadie Bechtold: 847-564-1127 Tom M. Brown Jr., President

The Wholesaler® (publication number USPS 351-650 ISSN 0032-1680) is a trademark of TMB Publications, Inc. The Wholesaler® is published monthly by TMB Publications, Inc., 2165 Shermer Rd., Suite A, Northbrook, IL 60062; tel. 847/564-1127; fax 847/564-1264. Copyright 2011 by TMB Publications, Inc. All rights reserved under the United States, International and Pan-American Copyright Conventions. No part of this publication may be reproduced, stored or trans- mitted in any form or by any means, mechanical, photocopying, electronic recording or otherwise, without the prior written permission of TMB Publications, Inc. The Wholesaler® is delivered free of charge to qualified subscribers in the U.S. and Canada. 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. Periodical postage paid at Northbrook, IL and additional mailing offices. • POSTMASTER: Send address changes to The Wholesaler, Creative Data Services, 440 Quadrangle Dr., Suite E., Bolingbrook, IL 60440. [email protected] • Publications mail agreement No. 41499518: Return undeliverable Canadian adresses to PO Box 503, RPO West Beaver Creek, Richmond Hill ON L4B 4R6 tw08_11_pgs_112_116REVMJ_Layout 1 8/10/11 12:33 PM Page 114

114 • VIEWPOINT •THE WHOLESALER® — AUGUST 2011 Innovation, providing value continue to be at core of SWA

BY MARY JO MARTIN which are still very much needed in this industry and others. A new direction Editorial director is underway. Social media is here. You need to start really thinking about how social media will impact your business. It is not going to run its course — ith a theme of “Success By Choice, Not rather it is going to help direct where your business is going and generate in- By Chance,” the Southern Wholesalers terest in your company. Each of you is an expert in your own right, and social WAssociation focused on building better media gives you the ability to share that expertise and generate relationships.” businesses and partnerships at its recent Annual Con- McDonough went on to share some interesting facts about the tremendous vention on Hilton Head Island. numbers of people that are using the Internet in a variety of ways: Brock McVay’s Reggie Hickman, this year’s SWA • 107 trillion — number of e-mails sent on the Internet in 2010 president praised his fellow wholesalers and supply • 600 million — active Facebook users chain partners for taking time from their businesses • 1 Facebook fan equals 20 visits to your website to take part in the convention: “By being here you • 46% of Facebook users say they would recommend a product on the site are taking a very important step. You are participating. If you aren’t partici- • 126 million — number of blogs on the Internet pating, you won’t be able to take advantage of al the tools SWA has to offer. • 2 billion — number of videos streamed every day on YouTube. Using the tools SWA offers, you will gain an advantage over your competition. “You need to start thinking about how you are going to integrate videos and Don’t leave your company’s future to chance; make it successful by choosing YouTube into your business,” McDonough noted. “YouTube has made it so to participate in all that SWA has to offer. Challenge your company to be suc- basic that you don’t need highly polished videos to have an effective presence — you cessful by choice, not by chance.” just need to provide content that is relevant and important to your customers. I had a chance to speak with SWA executive director Terry Shafer, who was “Social media is a strategy-driven exercise. You have to determine what extremely pleased with the increased attendance of wholesalers, manufactur- you want your presence to do for you and your company. Use keywords and ers, reps and guests. He credits the unique registration structure that SWA has build content based on the message you want to share. Set your objectives implemented for keeping interest — and attendance — in the convention high. and then be steadfast. It’s like tending a garden. You have to put effort into it, The group really encourages family participation, so they have set a flat rate Work it. Measure it. Commit yourself to it. “ registration fee that includes spouses and children, all of whom are welcome One of the most-talked presentations I’ve seen in recent memory was that to participate in convention activities. They also work with the hotel on chil- of David Kohler, president and COO of Kohler Co., whose knowledge of the dren’s programs so the parents can enjoy some adult time. global economy, issues affecting business today, and where we may be headed Another successful strategy that SWA implemented this year provided a were incredibly impressive. Stay tuned for the September issue of The Whole- great incentive for members to recruit new attendees. Any member who suc- saler for comprehensive coverage of Kohler’s speech and follow-up Q&A cessfully encouraged another wholesaler, manufacturer or rep who had been session, along with a photo montage from the Convention. And please check absent for three or more years to give the event another try, qualified both par- our website’s “On the Road” section for videos from a special Roast and Trib- ties for free convention registration. ute held during the Closing Dinner and Reception, honoring popular industry The hotel itself, the Hilton Head Marriott Resort & Spa, had a rather open, veteran Jim Whiteherse, who recently retired from BrassCraft. There were a central lobby lounge and a fabulous pool area that provided ideal social and lot of laughs, as well as genuine appreciation for this true gentleman and his networking opportunities. long-time dedication to this industry. n And of course, there were a number of great sessions that were full of valuable take-home information. One was a presentation on Social Networking Mary Jo Martin is editorial director of The WholeSaler. She can be reached by Todd McDonough of the Mad Dog Group. “We’re in a sea change here,” at 972/315-9803, [email protected], on Facebook at www.facebook. he said. “Traditional media is dying if not dead — except for trade magazines, com/maryjomartintx or through Twitter at @maryjomartin.

Metropolitan Industries...... 14 Tapco...... 78, 79, 90 Advertisers Index www.metropolitanind.com www.tapcogenuinepartscenter.com Midland Metals...... 65 tekmar ...... 73 www.midlandmetal.com AIM/R...... 49 Forgings, Flanges & Fittings ...... 30 www.tekmarcontrols.com www.aimr.net www.onestoppvf.com Mueller...... 75 Anderson Metals...... 6 Franklin Electric ...... 57 Titan Flow...... 48 www.andersonmetals.com www.muellersteam.com www.franklin-electric.com/lg Navien...... 53, 89 www.titanfci.com Arrowhead Brass ...... 38 GA Industries...... 76 United Pipe ...... 13 www.arrowheadbrass.com www.navienamerica.com www.gaindustries.com www.united-pipe.com A.Y. McDonald...... 26 Gastite...... 81 Noritz ...... IBC www.aymcdonald.com www.gastite.com www.noritz.com Val-Fit...... 99 Backstop ...... 51 General Pipe Cleaners, a div. of OmegaFlex...... 39 www.valfit.com www.backstop.net General Wire Spring...... IFC, 86 www.tracpipe.com Walworth...... 22 Bosch Tankless ...... 15 PVFShare.com...... 10 www.drainbrain.com www.walworthvalves.com www.bosch.us Global Stainless Supply...... 31 www.pvfshare.com Boshart...... 6 www.onestoppvf.com Rheem...... 12, 37 Ward Mfg...... 68 www.boshart.com Grinnell...... 41 www.rheem.com www.wardmfg.com Bradford White ...... 33 www.grinnell.com www.bradfordwhite.com S.O.S...... 23 Warren Alloy...... 7 Bradley...... 82 JMF...... 54 www.sos-prod.com www.warrenalloy.com www.bradleycorp.com www.jmfcompany.com Saniflo...... 36 Kelly Pipe ...... 83 Webstone...... 25 BrassCraft ...... 35 www.saniflo.com www.webstonevalves.com www.brasscraft.com www.kellypipe.com Service Metal Products...... 71 C & C Industries ...... 55 Legend Valve ...... 11 www.servicemetal.net Weldbend ...... 20, 21, 60, 61 www.candcvalve.com www.legendvalve.com Sioux Chief ...... 69 www.weldbend.com CBM Sales...... 63 LG Electronics...... 17 www.siouxchief.com Westbrook...... 43 www.cbmsales.com www.lghvac.com Liberty Pumps...... 29 Smith Cooper...... 5 www.westbrookmfg.com CD Sales ...... 87 www.smithcooper.com www.centraldistributionsales.com www.libertypumps.com J.C. Whitlam ...... 47 Clearwater...... 28 Lubrizol...... 19, 70 Stiebel Eltron ...... 18 www.jcwhitlam.com www.stiebel-eltron-usa.com www.scaleblaster.com www.flowguardgold.com WOI ...... 97 Core Pipe ...... 9 Marathon...... 45 T & S Brass...... 67 www.corepipe.com www.wallhungboilers.com www.tsbrass.com www.woihouston.com Easyflex ...... 59 Matco Norca ...... 3 Ta Chen...... BC Your Other Warehouse...... 27 www.easyflexusa.com www.matco-norca.com www.tachen.com www.yourotherwarehouse.com tw08_11_pgs_112_116REVMJ_Layout 1 8/9/11 9:58 AM Page 115

See contact information on page 114 tw08_11_pgs_112_116REVMJ_Layout 1 8/9/11 9:58 AM Page 116

See contact information on page 114