ASA Distributor Members Report First Positive Quarter Since 2008

SEPTEMBER 2010 VOL 65, NO. 9

News of Plumbing • Heating • Cooling • Industrial Piping Distribution Northeastern Working hand in hand Supply acquires Standard Supply and Equipment

FRonT RoYal, Va. — on July 26, northeastern Supply opened its 33rd location by acquisition of Standard Supply and Equipment, 501 E main St., Front Royal, Va. Former owner gary hickerson will continue to work with northeastern to help provide a smooth transition and new services and products to cus- (Turn to Acquisiton, page 26.) HARDI and JP Morgan partner on HVAC survey ColumbuS, ohio — haRDi recently completed the second annual mid- season hVaC Distributor Survey in partnership with JP morgan Equity Research. more than 100 haRDi hVaC equipment distributors reported a strong 2010 thus far, driven largely Jason Veal (left) of Tallman Company, a member of Affiliated Distributors, and Anthony Crouch of Crouch & by weather, continued momentum Sons Plumbing were instrumental in getting the Noritz commercial tankless system specified for The Residence from the $1,500 residential tax cred- Inn in Florence, Ala. The high-efficiency, multi-unit condensing tankless solution features an innovative common its and pent-up demand from last venting setup to minimize exterior wall penetrations. The tankless system supplies 130 guest rooms, along with year’s weak replacement sales. the dining and laundry rooms, with never-ending hot water. (See feature on page 42.) (Turn to HVAC survey... page 26.) Small gains but encouraging ASA distributor members report first positive quarter since 2008 ChiCago — The american Supply associ- heating, cooling, and industrial and me- year with a 2.8% improvement, although ation distributor members reported a 2.3% chanical pipe, valve and fitting distributors the month remained 14.1% behind 2008. improvement in revenues during the sec- are still behind last year by 1.4% For the second month in a row, ond quarter 2010 as compared to the same and behind by 15.2% as compared one-third more distributors reported quarter in 2009. Year-to-date the plumbing, to 2008. For the month of June, the improved margins in 2010 as com- wholesalers re- pared to 2009. on a year-to-date ported only the third im- basis, the number of distributors reporting proved month in the last improved margins is equal to the number 18 months over the same reporting reduced margins. interestingly, periods of the previous (Turn to A better year... page 26) See contact information on page 86 Winning combinations. Choose any combination of our thousands of SKU’s and you win. We are the nation’s leading supplier of code-compliant, globally sourced plumbing and PVF products for residential, commercial, and industrial applications. Our quality plumbing and PVF products are priced right and we maintain local stocking and reps to serve you. Simply put, we’re the best in the game.

Global sourcing. National compliance. Local service.

Brewster NY P: 800-431-2082 F: 800-640-2252 Houston TX P: 800-935-5456 F: 800-683-4247 La Palma CA P: 866-532-8306 F: 866-532-8307 Americus GA P: 800-433-7526 F: 800-533-5134 www.matco-norca.com t [email protected] See contact information on page 86 4 • INDUSTRY NEWS •THE WHOLESALER® — SEPTEMBER 2010 TSC’s Litco Supply opens new showroom WaTERbuRY, Conn. — The new litco Supply Company luxury bath Cen- ter showroom in Torrington, Conn., showcases bath, kitchen, tile and stone, serving both retail and trade customers. litco Supply hosted a grand opening event, “a Treasure is among us” for its trade customers on June 24. additional business for both trade and The theme was selected to display to retail customers. customers that they truly are a treas- Even though the economic land- Among the key people involved in the Grand Opening of TSC/Litco Supply’s ure to litco Supply and that the com- scape is soft and some companies are new showroom were (from left) Dawn Corbo, Luxury Bath Center designer and pany hopes the new luxury bath reducing expenses, TSC Distribution showroom manager; Melissa Pressmar, Luxury Bath Center designer; and Center will be a treasure for them. group is forging through this market. Nancy Becker, Luxury Bath Center sales division leader. along with product displays and it understands that focusing energy tours of the impressive luxury bath and dollars into rebuilding its luxury project would not have come to setting that is attractive, functional center, customers enjoyed an exciting bath centers and other key areas of fruition. and draws in the customer based on time with colleagues and employees litco Supply now will better position “Everything is coming together style. along with our new showroom, from litco Supply and Torrington the company in the near future. nicely and now we can provide a pos- we’re offering a clearance corner that Supply. litco Supply is undergoing Jen black of litco Supply has been itive shopping experience for both is available to both retail and trade redesigns of all three of its show- the pioneer in the entire rebirth of the trade and retail customers,” she said. customers.” rooms, ultimately hoping to generate luxury bath Center. Without her, this “Product can now be displayed in a Visit www.torringtonsupply.com.

questions and learn more about the PACE Supply hosts vendor fair specific product lines PaCE offers. SanTa RoSa, CaliF. — on april 29, ideal opportunity for PaCE’s sales This highlighted the importance of PaCE Supply Corp.’s Santa Rosa force, management and the manufac- networking between wholesale dis- branch hosted a commercial vendor turers to promote stocked products tributors, vendors, specifiers and cus- fair with 13 manufacturers who dis- supported locally in Santa Rosa. tomers for building new business and played their products at Santa Rosa’s The event offered business owners for obtaining product specifications largest event center, the hyatt Vineyard of key accounts, local builders and for future projects in targeted areas. Creek hotel & Spa. This provided an engineers the opportunity to ask PaCE Supply Corporation is an employee-owned company that operates 11 wholesale branches throughout northern California, plus a consumer-oriented Premier bath & Pacific Plumbing Kitchen showroom in Santa Rosa. Supply launches F.W. Webb showroom for sponsors NASCAR event bEDFoRD, maSS. — bedford-based radiant products plumbing and heating distributor F.W. Webb is the title sponsor for the SEaTTlE — Pacific Plumbing Supply naSCaR Whelen modified Tour Co. llC has opened a new radiant and event on Sept. 18 at new hampshire hydronic showroom, The Pacific motor Speedway. The race, formerly green Room, at its headquarters in the new hampshire 100, is now Seattle. The company displays and known as the F.W. Webb 100. sells leading edge plumbing products, “We are pleased to have F.W. Webb including water heaters, tankless water as the title sponsor for the naSCaR heaters, boilers, solar plumbing sys- Whelen modified Tour event,” speed- tems, PEX piping and commercial way executive vice president and gen- plumbing products. The showroom is eral manager Jerry gappens said in a one of the first of its kind in the nation. release from the track. “as a new Eng- The space was specifically de- land-based company, F.W. Webb con- signed as a sales and specification tinues to realize the star power of showroom for high efficiency radiant naSCaR in the northeast.” and plumbing products. The 2,100- it’s another step in the growing re- square-foot showroom features a lationship between the track and the will-call counter for radiant cus- company. The company also spon- tomers and a flexible display space that includes a fully ington, alaska and hawaii. Customers are served sors the newly built Frank Webb bath functioning heated floor display. through traditional wholesale plumbing branches, master Center at new hampshire motor Pacific Plumbing Supply, established in 1949, is a distribution and plumbing showrooms. Speedway, which was opened in time wholesale plumbing distributor based in Seattle. The Visit www.pacificplumbing.com or www.pacific- for the June Sprint Cup Series week- family owned company operates 17 branches in Wash- greenroom.com. end at the track. Visit www.fwwebb.com. • Be sure to visit www.thewholesaler.com for web exclusive articles and videos! • See contact information on page 86 6 • •THE WHOLESALER® — SEPTEMBER 2010 IN THIS ISSUE

The Front Page When the Residence Inn of Florence, Ala., needed a new water heating system, and the original specification wasn’t proving a good fit for the small mechanical room, Jason Veal of tallman Company and Anthony Crouch of Crouch & Sons Plumbing came up with an alternative. they recommended and installed a system of Noritz tankless units that is designed to provide all of the hot water the hotel’s guests will need. In the News See contact information on page 86 litco Supply opens luxury bath center...... 4 Sioux Chief encourages young plumbers ...... 12 taco launches online “Neighborhood” ...... 14 Midland Metal marks 30 years ...... 18 Modern restrooms must be more than functional...... 24 RIDGID awards $25k prize package ...... 30 halsey taylor keeps drinking water safe ...... 40 Distributor and contractor set up hotel with state-of- the-art Noritz tankless water heating system...... 42 NAte gets it done in certifying hVAC/R techs ...... 48 Summit examines aspects of green manufacturing ...52 Brauer Supply marks 130 years; moves to new headquarters ...... 58 A-D members tour Noritz factory in kobe ...... 76 emerson Climate technologies: 500 distributors.....80 Product review ...... 66 – 72

Beschloss Beat Aalberts Industries Morris Beschloss interviews Aalberts Industries’ Jan Aalberts, founder and chairman of the Netherlands-based organization. Aalberts discusses the company’s acquisition of Conbraco as part of its strategy to become a PVF powerhouse in the U.S...... 28

Columns RICh SChMItt: Rev up your intellectual hP...... 8 DAN holohAN: Wrong information on the internet and in print? Who’da thunk it? ...... 20 MoRRIS BeSChloSS: Demise of Cap-and-trade to encourage power generation growth ...... 62 teRRy BRoCk: keep it real and prosper ...... 57 PeteR SChoR: you CAN mange your time...... 22

Next Month

See you at the ASA and hARDI Conventions! See contact information on page 86 See contact information on page 86 8 • SMART MANAGEMENT •THE WHOLESALER® — SEPTEMBER 2010 Build intellectual horsepower in your firm

on White, the comedian, has a looking for in people. We also want and just say no. I am somewhat show entitled You Can’t Fix many other performance-related dumbfounded by our industry’s low RStupid. In the show he points qualities (attitude, honesty, work acceptance of pre-employment test- out that a person can change or fix a ethic, etc.) but I think IH is at the very ing. Without objective testing, the lot of things but in spite of any training foundation of what we must look for hiring process often boils down to the and effort, “stupid is forever.” in people. As I talk with owners and person’s job application or resume Ron’s show reminded me that it managers, the need for people with and a short interview by someone in was time to offer my bi-annual sug- high intellectual horsepower (High human resource management (HRM) gestions regarding the ongoing cru- IH) is seldom argued. Yet a surpris- or whoever drew the short straw and BY RICH SCHMITT sade to bring good people into our ingly small number of companies in is the acting HRM person this week. Management specialist industry. Over the years, our industry our industry have a company process (This probably never happens in your has always needed good people, but for measuring an individual’s intel- area, but I have heard stories in which be shaped for your purpose. It is the we especially need the best people in lectual horsepower in a fair and ob- applicants actually lied about their same with people, start with quality this tough economy. jective way. experience, employment history, people and then train them for your Frankly, I don’t like the term “stu- So here are some additional thoughts qualifications, education and grades. company. Testing is not all things in pid” because it sounds demeaning or on people and hiring (This is not the They are betting the prospective em- the hiring process but you must find unkind. Further, as Forrest Gump’s whole story, so if you would like a cou- ployers won’t verify any of the infor- people who have enough IH to suc- mama said, “Stupid is, as stupid ple of additional reprints on this topic, cessfully perform the specific job. does.” We have all seen unproductive e-mail me at [email protected].) I have not seen one Ideally, you are hiring someone who, geniuses because some very smart wholesaler whose procedures you believe, can successfully perform people cannot leverage their smarts Wholesale distribution is a are good enough to protect them at the logical next level job into into superior performance. people-intensive industry from all the dumb things which they might eventually be pro- I like the term “intellectual horse- For years we have said: a Low IH person might try. moted. When you hire a person with power” (IH) to describe the charac- 1. Warehouse space is always inadequate IH, the odds are greatly teristics that we are looking for in available to wholesalers mation. They also know that getting stacked against that person’s success. people. The key word is “horse- 2. Good lines are always available caught just means they are still look- power” since it implies the intellect is to wholesalers ing for a job since there is no federal Create a specification for the being applied to the work to be done. 3. Capital is always available to law against falsifying your resume.) person you want in each job Certainly intellectual horsepower is wholesalers So objective testing may be your This is your shopping list for the per- just one of the characteristics we’re 4. Good people to run the busi- only defense against those rascals son. I like minimum standards plus a ness are always hard to find and who misrepresent themselves. I also list of desired characteristics. The list • Tough economy needs often the single most important fac- recommend drug testing while you is used to evaluate candidates with the the best people tor in the success or failure of a are at it. (Since I am not a labor attor- understanding that a candidate must • Test before hiring wholesale business. ney, you must talk with yours as you meet or exceed every minimum (no • Clean house of low develop any pre-employment screen- exceptions) in order to be hired. Use pre-employment testing ing process.) Here’s my twist on setting the min- performing people The best way to keep Low Intellec- imum standards: They should be es- • High IH people are tual Horsepower (Low IH) people out Eliminating Low IH people in tablished with above-average to harder to manage but of your company is to stop them at your organization is tough superior performance in mind. In worth the effort the gate. Develop a way to identify After Low IH people have infil- other words, to get above-average Low IH people before they are hired trated your company it is always more performance as a company, you must difficult to identify them and to re- always hire people who are better move them. Often, Low IH people than average. Part of the problem will look just like you and me. They have be that, over the years, most compa- families, kids, pets and are often really nies have hired some less than aver- nice people. (As an aside, one obser- age people. So, at the start, some vation that I have made over the years, companies may have to hire some but cannot prove, is that Low IH peo- pretty good people just to get their ple seem to gravitate into politics. team’s overall level up to average. That’s just a hunch but the evidence is pretty strong.) Some talk a really good Do real reference checks game but are slow to learn, slow to As part of the hiring process get change, make more mistakes and input from people who know the ap- don’t think out of the box. plicant. These can be past employers Low IH people are not benign — and personal references. Take time to The cost of accomodating Low IH describe the job and then ask, “We people in your company is far be- just want to find the right person for yond their salary and benefits since this job. If we hire the wrong person, it includes management and HRM it is bad for the company and bad for time along with getting someone to your friend Bob. How do you think fix all the dumb things they do while Bob would do in the job that I de- they are at work. scribed? Where would he excel and where would he struggle?” Start with High IH people Pre-employment screening is the Consider intellectual fundamental technique for building a horsepower over experience team of the best and brightest. In This is one of toughest recommen- building a quality product, you must dations that I make in helping com- start with good raw material that can (Turn to Trade on... page 83.) • Be sure to visit www.thewholesaler.com for web exclusive articles and videos! • See contact information on page 86 10 • INDUSTRY NEWS •THE WHOLESALER® — SEPTEMBER 2010 Gustave A. Larson Company P & E Supply announces sales promotion announces award winners PEWAuKEE, WIS. — Winners of Gus- each of Larson’s four regions were tave A. Larson Company’s annual selected and the winner in each re- Supplier Evaluation were recently an- gion announced at the awards dinner.

P and E owner Paul Kenney with the 2010 Ford pickup that customers can win as part of P&E Supply’s promotion that will end November 18.

SANFORD, MAINE — P&E Supply by Harry Kenney. His vision for the Co., a plumbing, heating, water fil- business was to give local plumbers, tration, and water pumps and irriga- heating companies and homeowners tion supply company, is running a direct access to supplies, fair prices, sales promotion designed not only to and priceless advice and customer PEAQ Sales Winners: Left to right: Scott Larson, president/COO, and Sue Sin- encourage business but also to show service. The same vision and values clair, Sr. VP/CIMO of Larson Co.; David Lindahl, Heatcraft Refrigeration appreciation to its customers and to are being carried on today by Ken- Products; Dan Thompson, Lennox Hearth Products; David Barnson, G&S highlight the importance of their ney’s son Paul. Sales; Keith Rinderknecht, RAC Sales; Andrew Larson, CEO of Larson Co. business. The company has teamed The P&E Supply staff offers pro- with Crown Boilers, Viega North fessional services in radiant and base- nounced. Honored were Advanced Winners were Dan Thompson of America, Mansfield Plumbing Prod- board heat design, showroom Distributor Products, J.B. Industries, Lennox Hearth Products, Great ucts and Legend Valves for the pro- consultation, solar design, well pump Armacell LLC, DuPont Fluoro - Plains region; David Lindahl of Heat- motion. Also making this promotion and water filtration. The staff will also products and Heatcraft Refrigeration craft Refrigeration Products, Great possible was Arundel Ford and Ken- do jobsite surveys to assist in proper Products. All received the 2009 Part- Lakes region; David Barnson of G&S nebunk Savings Insurance Co. sizing, solar and fixture needs. ners in Excellence and Quality Sales, Mountain region and Keith Customers who purchase a re- After 28 years in business, P&E (PEAQ) Award at a dinner on June 22. Rinderknecht, of RAC Sales, North quired amount of products from the Supply has hired their first outside The winners are chosen through an Central region. The criteria used to participating vendors qualify for a sales representative, enabling them to evaluation of data collected through- evaluate the sales personnel include chance to win a 2010 Ford vehicle. provide sales assistance in both York out the year considering various meas- quality of sales calls, product knowl- The promotion began in June and and Cumberland counties in Maine urements of the quality of partnering edge, communication skills and ac- will conclude on November 18. and in eastern New Hampshire. in business. Factors considered in the countability. P&E Supply was founded in 1982 Visit www.pandesupply.com. evaluation process are product quality, Sue Sinclair, senior vice presi- profitability, marketing, sales support, dent/chief inventory management of- electronic commerce capabilities, on- ficer, administers Larson’s PEAQ time deliveries, basic credit terms, program. “Our PEAQ program con- ValvTechnologies increases capacity policies and procedures. tinues to strengthen our partnerships HOuSTON — ValvTechnologies re- and production space for low-pressure At another awards dinner on June with our suppliers, helping us to pro- cently closed on the purchase of a valve assembly, welding and machin- 21, the Larson Company honored the vide better service to our customers,” warehouse on adjacent property for an ing departments. All engineering, de- top supplier salespeople for 2009. she said. undisclosed amount. Since moving to The top three supplier salespeople in Visit www.galarson.com. its current location in Houston in1987, the company has continually ex panded its facilities to keep up with its growth. The new space includes offices and sign and manufacturing occurs at the more than 20,000 square feet of ware- Houston corporate office. house and manufacturing space. With In 2006, an additional 17 acres, this new addition, the total Houston dubbed Railhead, was purchased near manufacturing facilities now owned by the current facility, which now houses ValvTech nologies exceeds 125,000 the ValvTechnologies specialty divi- square feet on over 20 acres of land. sion (VTIS) and a new re search and Employees recently gathered at the development facility with 10,000 new facility for a grand opening and square feet of dedicated space. employee appreciation party. The luau- ValvTechnologies, headquartered themed party was a way to showcase in Houston, Texas, has been in busi- the facility and thank employees for ness since 1987 and employs nearly their hard work over the past year. 500 people worldwide. Corporate of- Between 1992 and 1997, two build- fices are located in the united King- PEAQ Dinner 2009: Left to right: Scott Larson, president/COO and Sue Sin- ings were constructed on the current dom, mainland Europe, China, the clair, Sr. vice president/CIMO of Larson Co.; Alan Shepherd, Armacell LLC; ValvTechnologies land to allow for ex- Middle East and South America. Jeff Cherif, J. B. Industries; Doug Johnston, DuPont Fluoroproducts; Grady panded manufacturing space. In 1999, Manufacturer representatives can be McAdams, Heatcraft Refrigeration Products; Greg Connors, Advanced Dis- the new corporate office was built, found worldwide. tributor Products; Andrew Larson, CEO of Larson Co. featuring two floors of office space Visit www.valv.com. • Be sure to visit www.thewholesaler.com for web exclusive articles and videos! • See contact information on page 86 12 • INDUSTRY NEWS •THE WHOLESALER® — SEPTEMBER 2010

ferent trade, technical and leadership Sioux Chief hosts emerging plumbers fields. Sioux Chief congratulates all of PECuLIAR, MO. — On June 23, Sioux top-quality products they install. ship and Skills Conference was again the National Conference attendees as Chief Mfg. Co. Inc. hosted 70 plumb- SkillsuSA is a national organiza- held in Kansas City, Mo., from June well as the champions for each field. ing students and their teachers at their tion serving teachers and students 20-25. More than 15,000 people — Since 1957, Sioux Chief has man- facilities south of Kansas City, Mo. from high school and college who are students, teachers and business part- ufactured innovative plumbing prod- The SkillsuSA participants were able preparing for careers in technical, ners — participated in the week-long ucts. Sioux Chief’s comprehensive to experience first hand the manufac- skilled and service occupations, in- event. More than 5,000 outstanding product line is comprised of seven turing capabilities and innovative cluding plumbing occupations. career and technical education stu- groups: Supply, Drainage, Support, processes that produce many of the The 46th annual National Leader- dents competed hands-on in 91 dif- Testing, Specialties, Tools and Ac- cess. Sioux Chief products are sold to qualified wholesale distributors nationwide. Visit www.siouxchief.com. WinWholesale opens Windustrial brand companies in Pa., N.J.

DAYTON, OHIO — WinWholesale Inc. has opened Windustrial brand companies in Pennsylvania and New Jer- sey to provide contractors with a complete line of pipe, valves, fittings and fire protection equipment. The New Jersey location is the first Win Company in that state. Lehigh Valley Windustrial Co. in Bethlehem, Pa., serves central and eastern Pennsylvania and western New Jersey, while Newark Win - dustrial Co. in New Jersey is focusing on customers in the Newark region. Both companies have local ownership and are part of WinWholesale and the Win Group of Companies, headquartered in Dayton, Ohio. Each new company has counter sales and pickup as well as delivery service. Richard Raidline is president of Lehigh Valley Windustrial and Dean Lucas is president of Newark Windustrial. Lucas, also the president of Newburgh Windustrial Co. in New York, encouraged Raidline, who was a supplier to the Newburgh company, to open a Windustrial company. “Dean has been a successful Win- dustrial president for many years in Newburgh, so we’re delighted that he’s opened a company in Newark to serve that market,” said Monte Sals- man, WinWholesale chief operating officer. “We’re equally pleased that Rich Raidline saw the advantages of WinWholesale’s unique business model that provides a high degree of autonomy and uncapped earning potential and decided it was a great opportunity to own his own business. The model includes the best of both worlds: local ownership and operation backed by WinWholesale’s central support services and strength.” There are 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 of Win Wholesale. See contact information on page 86 Visit www.winwholesale.com. • Be sure to visit www.thewholesaler.com for web exclusive articles and videos! • See contact information on page 86 14 • INDUSTRY NEWS •THE WHOLESALER® — SEPTEMBER 2010

music and hydronic equipment. From Taco’s online Flo-Pro Neighborhood the 80s power ballads to resetting the new Taco iValve, Barba explores it all, with readers chuckling all the appeals to interests across the board while. Visit http://flopro.taco-hvac.com/ CRANSTON, R.I. — Taco’s new online fly fishing gear or titanium driver. and, as we get suggestions and rec- login_reg2.html. FloPro Team Neighborhood is a “The idea came to me at a training ommendations, we jump on the im- unique learning and social environ- session when I saw four contractors, provements. So, just as you’d expect ment where contractors and hydronic previously complete strangers, deep with the building of a neighborhood, professionals come to gather and in conversation about their busi- it’s changing and getting better each day as members offer new ideas.” The Neighborhood permits professionals from all over the world to keep up with other industry professionals, make friends, swap family share notes, ideas, successes and nesses, a discussion that eventually pictures or join one of several recre- challenges. moved to hobbies and other interest- ational groups. It’s an easy way to According to John Barba, Taco’s ing things,” added Barba. “I thought, talk with people who have the same contractor training and trade pro- we need to bottle that energy! That interests, whether picking the right gram manager, and also the gave birth to the Neighborhood.” product for an application, the right Neighbor hood’s unofficial mayor. Only a few months into its con- sized fly, perfecting your swing or The Neighborhood is where contrac- struction phase, the Neighborhood looking for other motorcyclists to tors worldwide can discuss all things has already drawn more than 500 join a good cause. relating to hydronics and home com- members. “It’s teeming with activity The Neighborhood also hosts The FloPro Team newsletter keeps fort, the latest solar thermal technol- and excitement,” Barba said. “People Barba’s FloPro blog, where he art- readers abreast of what’s happening ogy — and even the newest Harley, are chatting back and forth routinely fully blends his two favorite topics: in the Neighborhood.

INTRODUCING THE ACCELERA© 300 HEAT PUMP WATER HEATER: ACCELERATE YOUR SAVINGS!

Energy from nature.

The new Accelera® 300 can extract up to The Accelera’s compressor and fan 80% of its energy requirements from the consume only 1 kWh of electricity to air around it. Heat pumps have been generate the heat equivalent of 3 – 5 kWh. New! around for decades, but a heat pump The efficiency of the unit goes up with water heater is a brand new concept. increasing ambient air temperatures. The Accelera® 300 works like an air This ground breaking efficiency redefines conditioner - but instead of dumping the what a water heater is capable of, and heat outdoors, it puts it into the water. what savings can really mean !

FEDERAL TAX CREDIT: SAVE 30% UP TO $1,500 OF THE TOTAL SYSTEM COST!

ō<($5:$55$17< ō(1(5*<)$&725 SAVE ō*$//216725$*(&$3$&,7< ENERGY ō REDUCES HOT WATER COSTS BY UP TO 80 % WATER MONEY ō COOLS AND DEHUMIDIFIES THE AIR AROUND IT Simply the Best ō LOW STAND-BY LOSSES THROUGH GOOD INSULATION

TOLL FREE 800.582.8423 www.stiebel-eltron-usa.com

See contact information on page 86

• Be sure to visit www.thewholesaler.com for web exclusive articles and videos! • FREEFREE UPUP CASH.CASH. GAINGAIN AA COMPETITIVECOMPETITIVE EDGE.EDGE. MAXIMIZEMAXIMIZE YOURYOUR ROI.ROI.

Everyone promises you great products, great service and a great price. At Legend Valve, it isn’t a promise...... it's a guarantee.

Want to find out how Legend Valve can help you lower your inventory costs and maximize your profits?

Call 1-800-752-2082 and say: Prove It!

Legend Valve & Fitting, Inc. 1-800-752-2082 51245 Filomena Drive www.legendvalve.com

It's all about performanceTM Shelby Township, MI 48315

When you u install a circulator there are always two sides to thet he story: its effect on the environment and its overallov verall cost. With the GrundfosGrund dfos ALPHA™ you can do somethings about both. That’sTh at’s because not only isi s it highly efficient, it is alsoal lso exceptionally reliable, durable and easy to installinsta ll too. So think withw your heart and mind and choose an ALPHA – it t works out better for the climate, for you and forf your customer. poweredby.grundfos.compowereddbyy.grundf.grundffosos.com

VisitVisit grundfos.us/handbookgrundfos.uss//handbook toto orderorder a FREEFREE copycopy ofof thethe GrundfosGrundfos Handbook.Handbook. UseUse PromoPromo Code:Code: ,,

See contact information on page 86 18 • INDUSTRY NEWS •THE WHOLESALER® — SEPTEMBER 2010 Midland Metal marks 30th anniversary KANSAS CITy, MO. — Bill Hodes and decided that the industrial division Many family busi- his son Nick opened Midland Metal’s would be separated from the plumbing, ness owners agree that doors in 1980, selling brass fittings to gas and oil division and sold to Nick’s the most influential the plumbing market. Little did current brother Vince. By that time, Billy had changes in their com- owner and president Billy Hodes, who joined Midland Metal, and Nick was panies are not market was just a boy at the time, know that ready to move on to other ventures. or industry-related, but 30 years later he would be at the helm Though the business was losing money are instead personal in of a company whose product line is between 1999 and 2001, Billy was de- nature. According to From left to right: Midland Metal general manager Jim represented by independent manufac- termined to change its course with a Billy, this is the case Hodes, president Billy Hodes and western regional turers’ reps across the U.S., Canada, new business plan and a self-coined with Midland Metal. sales manager Ben Purcell. Mexico and the Caribbean. “big, hairy, audacious goal.” In 2003, midway Midland Metal’s story symbolizes “In January 2002, I found a willing through implementing his business years of operations experience made American family values and the cus- bank, which allowed me to buy Mid- plan, he joined the executive coach- him the right person for improving tomer loyalty that continuity brings. land Metal from Nick,” Billy ex- ing and business leadership group, the company’s operational focus. “I In its first year, the company earned plained. “My plan for the business Vistage. “Meeting with other busi- had never met Jim before, but he $60,000 in revenue. When Bill’s focused extensively on investing in ness owners in an organized forum ended up being my third cousin. His youngest son Billy joined the busi- technology and personnel so that we helps me process issues,” Billy said. expertise has made all the difference ness in 1999, sales were up to $20 could position ourselves operationally “Other members share their experi- in positioning the company for million. Today, the company supplies fit- and technically for a strong push on ences, and it is a huge help in running growth,” Billy noted. tings, nipples, valves, clamps and the sales side. I planned to do this by Midland Metal. It is one of the best There is an expectation today that plumbing accessories to the oilfield, implementing my new business model investments I’ve ever made.” successful companies should give well water, plumbing and HVAC with specific initiatives to strengthen 2006 brought another company back to the community, and Midland markets. This growth did not come the national sales network and build a milestone in the form of a new em- Metal takes its civic duty seriously. without a few twists, turns and a more efficient sales process.” ployee who happened to share the Sharon Colbert, now in her 12th year long-lost third cousin along the way. It took three years for his plan to family name. The fact that Jim Hodes as accounting manager, takes charge In 1985, Bill Hodes sold his stake in bear fruit, but by 2004 Midland Metal came from one of Midland Metal’s of adopting a family from the Bishop Midland Metal to Nick. In 2000, it was was operating in the black again. competitors and had more than 25 Sullivan Center each holiday season. After getting to know the family, Midland Metal employees contribute gifts, cash donations, gift cards and a special holiday meal. Having only one annual project, however, did not satisfy the staff’s generous spirit. Midland Metal is a proud benefactor of the Halo Foun- dation’s Gulu Girls Home in Uganda, Africa. Gulu is an orphanage for girls whose parents were slain in the war- torn area. With the monthly support of Midland Metal, girls ranging in age from seven to 12 are provided with food, clothing, caring house- mothers and the opportunity to attend school, where they will learn an en- trepreneurial trade. An amazing 90% of the girls go on to attend secondary school and university, while some are trained as ambassadors for the foundation. Now that the planning and strategy portion of his business plan is complete, Billy and his team are rolling up their sleeves in preparation for the next phase — accelerating profitable growth, especially in the West and Central regions of the U.S. With a solid sales infrastructure in place and by adding more product lines Mid- land Metal is primed for organic, con- servative increases in revenue. If Billy has his way, that means reaching the $25-million sales mark as well as achieving his “big, hairy, audacious goal” to be the hallmark in the industry over the next 10 years. And all the while, he is keeping a watchful eye on the up-and-coming third generation for the next Midland Metal owner. • Be sure to visit www.thewholesaler.com for web exclusive articles and videos! • Visit www.MidlandMetal.com. See contact information on page 86 20 • HEATING HELP •THE WHOLESALER® — SEPTEMBER 2010

systems, electrical, plumbing, etc. I have it on good authority Get the dates when these systems were installed. read a lot, which is somewhat re- and cons to everything. Here’s the Ask questions. If you’re not sure, quired when you write for a liv- Good: contact a professional. But be care- Iing, but it’s also my hobby, and • It’s efficient, because the same ful of those who would call them- happy is the man who makes his liv- heater gives you hot water! selves experts. Some will only tell ing by his hobby. • It’s environmentally sound. After you that you’re going to have to re- I have a Kindle and an iPhone with all, it’s only water! place the entire system. These peo- a Kindle app, so I always have a big • Depending on the price of natu- ple are salesmen. library in my pocket, and that’s good ral gas, it’s cheap. Hope this answers at least part of because I spend lots of time on • If you have solid, or newer pipes, your question. Best of luck to you! BY DAN HOLOHAN benches in malls, waiting for The and heating grills, it’s almost mainte- Well, I’m okay if you’re okay. I Wet head Lovely Marianne to finish shopping. nance-free. mean, we have it on good authority. At home, I have a stack of maga- • It’s common among older And don’t think the wackiness Okay, spoiler warning: If you’re zines and paperbacks, and I spend houses, although I have seen newer stops at the Internet. One of my fa- planning on reading this book, don’t nearly every day reading the Internet, houses fitted with these systems. vorite authors is Lee Child. He wrote go any further than this sentence searching for cool stuff about energy, There are others who would swear a series of novels staring a character Still with me? Thanks. heating ’round the world, and all the by these systems. named, Jack Reacher, who is a loner We get nearly the end of the novel people in this wacky business of ours. So we have these things on good and tougher than Superman. He wan- and there’s a point where Reacher It’s not like working, but I do get authority, and I’m sure that the person ders into towns and kills all the bad and the bad guy are down in this weekends off. who asked the question is nodding guys. It’s one of those check-your- cave, 300 feet below ground. They’re I don’t believe everything that I and feeling mighty fine. So far. brain-at-the-door series of novels that down there with a huge tank that’s read, though, and neither should you, But there are two sides to every are irresistible. I can’t put them filled with jet fuel. With me so far? especially these days when all it takes coin, so let’s get back to our authority. down. One blends into the next, like Good. to be an expert is a keyboard and a The Bad: smoke, and when I’m finished with Okay, more bad guys show up top- modem. A lot of the technical stuff • You forget to pay your gas bill, or each, I can’t recall the plot of any of side. They have a truck with a long I’m reading is wrong, but it wears the price of gas is higher than you ex- them. It’s like eating cotton candy — hose. They lower the hose 300 feet beautiful clothes, so people smile at pected, and you can’t make a pay- delicious, and suddenly gone. down to that big tank. Then they turn it and pay attention. ment, thereby getting your gas shut Lee Child’s latest is 61 Hours. A on the pump, which is up there on the For instance, the other day, I stum- off. Your pipes freeze, and then burst, big part of this one takes place in an truck, and proceed to suck the oil bled upon a site called Efficient En- leaving you with thousands of dollars old Victorian house that has steam from the tank. ergy — Top Information about Green in water damage. heat. He tells us so right up front. At this point, I shut off my Kindle and Efficient Energy (sounds like a Steam fills steam pipes, and when Steam heat lends itself well to scary and went out for a long walk. great authority, doesn’t it?). Someone the steam condenses, air takes the stories and I’m willing to go along Even in a perfect vacuum, you asked this question: What in the heck can’t suck a fluid any higher than the is a gas, steam-heating system, ex- I don’t believe everything that I read, though, and neither should you, atmospheric pressure will allow. actly? especially these days when all it takes to be an expert is a keyboard One-psi pressure equals 2.31 feet. That’s a fair question, since most and a modem. A lot of the technical stuff I’m reading is wrong, but it The atmosphere, at sea level, weighs of the people who understand gas, wears beautiful clothes, so people smile at it and pay attention. 14.7 psi. That’s all the push there is, steam-heating systems are currently so how the heck are you going to dead, and so I read the answers. Here place of the steam, along with a bit of with that. It has scared many a con- suck jet fuel up 300 feet? Grrrrrrr. was the first: condensate. I’ve never heard of steam tractor over the years. As I said, don’t believe every- Pick up the phone and call your pipes freezing, but what the heck do I He describes the clicking and the thing you read. n nearest Heating and Cooling Com- know? Let’s hear him out. banging of the pipes, and that made pany. You will get a much faster and • You have older pipes, which have me smile because water hammer is Dan Holohan began his love affair accurate answer than asking for it been under tremendous strain over just what you’d expect in a poorly with heating systems in 1970 by going on here. the years, and have finally led to a maintained steam system. I was to work for a New York-based manu- Isn’t that delicious? That’s what I pipe bursting. thinking about all the research that facturers representative that was call Top Information! That tremendous strain would be, in went into this novel. deeply involved in the steam and hot- But wait, there’s more. This is ad- most cases, about 2-psi pressure, but But then Lee Child started to de- water heating business. He studied vice from another authority: tremendous is relative, I suppose. Ex- scribe the sound of the water coursing hard, prowled many basements and Gas steam heating is exactly what cuse me for interrupting. Please go on. through the pipes. That annoyed me attics with seasoned old-timers, and it sounds like. You have a water tank, • Now, you have water that is well because it sounded like a tidbit he paid close attention to what they had which heats the water using natural above the boiling point flooding your might have picked up on the Efficient to say. Today, Holohan operates the gas. The hot water then travels up the home, causing more than thousands Energy — Top Information about popular website, www.HeatingHelp pipes under extremely high pressure of dollars in horrible damage, and Green and Efficient Energy site. .com. He has written hundreds of to each room, which has a heating the only way to shut it down is to get Water doesn’t course through steam columns for a number of trade maga- grill, or Ol’ Howlin’ Ribcage, as I call the water company to shut off the pipes; it dribbles. It’s condensate. zines, as well as 15 books on subjects them. The hot water and steam then main, which could take a long time, But I love this guy, so I let it slide. ranging from steam and hot water heat the grill, allowing you a nice seeing that they had to stop for coffee Then I got to the point in the story heating, to teaching technicians. His comfortable room in the winter. and donuts. where the water pump on the steam degree is in Sociology, which Holo- Ah, the voice of authority. We Well, there is that. . . system was squealing as it pumped han believes is the perfect preparation should pause here and ponder the sort Your water heating system is out of water through the pipes and that did for a career in heating. Holohan has of steam heating system that would date and no longer as energy efficient it for me. I could no longer concen- taught over 200,000 people at his have water traveling though the pipes as you were told. Check the dates on trate on whose ass Jack Reacher was seminars. He is well known for his at extremely high pressure. Hmmm. the equipment, and know what you’re about to kick. I just stared at my Kin- entertaining, anecdotal style of speak- On the other hand, his description getting yourself into. dle and grumbled. “No pumps on ing. Holohan lives on Long Island of a radiator is something that I have If you really like this house, get a steam systems,” I muttered. with his wife, The Lovely Marianne. never come across before, and I’m certified home appraiser to look over “What’s that?” The Lovely Mari- They have four incredible daughters, liking this guy. Preach on, I say! the house, and supply you with all the anne said. all out in the world and doing won- Is this good? Well, there are pros relevant information, on the heating I just shook my head. derful things. • Be sure to visit www.thewholesaler.com for web exclusive articles and videos! • VARIETY IN SELECTION

CONSTANCY IN SERVICE • Unbeatable Performance • Same Day Shipping • Over 99% Order Accuracy www.webstonevalves.com • Guaranteed for Life Tel: (800) 225-9529

COMMITMENT TO QUALITY AND TECHNOLOGY SINCE 1954 See contact information on page 86 22 • SHOWROOM STYLE •THE WHOLESALER® — SEPTEMBER 2010 Mastering time management for better results ime management is one of the wasters that steal time we could be process your e-mail. Twice per day most important skills you using more productively. Tracking should be sufficient. Avoid the temp- Tshould learn to master. Most daily activities is important, so that tation to check e-mail frequently. Ten people would tell you that there just you can form an accurate picture of years ago we did not have access to isn’t enough time in the day. The re- what you actually accomplish every half of the technology and resources ality of time management is that no day. This is the first step to effective available today. The amount of BY PETER SCHOR matter how organized we are, there time management. knowledge in the world has doubled Showroom specialist are only 24 hours in a day. Time • Write a list of goals you’d like in the last 10 years. And it is said to doesn’t change. All we can actually to achieve — The most important el- be doubling again every 18 months. in our time management vocabulary ement of time management is to have In other words, we are all on an infor- is “no”. a clearly written, well-defined set of mation overload, and we need to • Use your time wisely — Com- “The bad news is goals. Here are the principle elements manage it better. puters, cell phones and palm pilots of effective goal setting: 1) set clear, • Organize your filing system — can certainly help us to better utilize time flies. The good specific goals; 2) have a clear written Whether at work or at home, I sug- our time. Listening to motivational, plan; 3) make a list; 4) set priorities; gest an A-Z filing system. I’m con- inspirational and time management news is that 5) concentrate power (see First vinced that one desk drawer should CDs or tapes is an effective way to Things First, from Steven Covey’s be specifically designed for this sys- stay positive while remaining on the you are the pilot.” book); 6) overcome procrastination tem. This can include items that you cutting edge. The average American and 7) keep your life balanced. can’t decide what to do with. watches 28 hours of television per manage is ourselves and what we do • Prepare a daily list — Before • Quickly process the paper week. The average worker spends 35 with the time that we have. you leave the office each day, prepare work that hits your in box — I minutes per day commuting and gets The No. 1 most profound time a written task list for the next day. apply the acronym “RAFT” to any seven hours of sleep per night. These management tip that increases time your subconscious mind works while piece of paper that crosses my desk: are lost times that could be used to and reduces stress is “you will never, you sleep, and you can add new tasks R = refer it to another person; A = perform a task that needs to be com- ever, ever, ever, get caught up!” Our when you arrive at work in the morn- take action; F = file it; or T = trash it. pleted or to motivate and inspire daily lives are filled with many, many ing. Seventy percent of business and Always remember that procrastina- ourselves. repetitive tasks. These tasks include professional people use a “to-do” list tion is the enemy. One quick reminder: It takes 21 things like showering, getting on a regular basis to administer their • Work at work and do “home” days of repetition to change or de- dressed, eating, grocery shopping, “have-tos”. stuff at home — Keeping work and velop a new habit, such as an im- answering the telephone, driving to • Schedule your time — This will home duties separated helps you to be proved time management skill. work, etc. Get the picture? The goal reduce stress and will make you feel happy and productive and helps cre- Promise yourself and others that you is to not allow yourself to get caught will do it. Start with one time man- up again. I want you to seriously re- Remember that you are not a one-person agement skill; don’t try to change flect on what this means for a few everything all at once. minutes before you move on to the show. Delegation is a useful method of My favorite time management say- next paragraph. Those of you who multiplying time in order to achieve better results. ing is “Life is a journey, not a desti- ponder over this and understand its nation.” Enjoy and have fun on the significance will greatly reduce your in control and organized. One hour of ate a more balanced life. way to better time managing, getting stress levels and increase your time, planning will save 10 hours of just • Keep your desk clean — Who- results and reaching goals. One of my as stress reduces your effectiveness to doing things. ever said, “A clean desk is the sign of favorite quotes, by Michael manage your time. • Use time management tools, a sick mind,” was simply rationaliz- Altschuler is, “The bad news is time whether it is a Day-Timer or a soft- ing his or her own sloppiness and dis- flies. The good news is that you are 15 tips for getting more done in less time ware program — A software pro- organization. you can get more things the pilot.” Keep in mind this saying • Plan each day — Planning your gram such as Outlook, for instance, done with a clean desk. you don’t from a recent study, “78% of workers day can help you feel more in control lets you schedule events easily and waste time looking for things. A re- in America wish they had more time of your life. Write a to-do list, putting can be set to remind you of events in cent study showed that we spend as to smell the roses.” n the most important tasks at the top. advance, making your time manage- much as 30% of our time looking for Keep a schedule of your daily activi- ment easier. things. The saying “Out of sight, out Peter Schor, president of Dynamic ties to minimize conflicts and last • Prevent interruptions — Man- of mind,” really means “When it’s in Results Inc, is a bath/plumbing indus- minute rushes. Taking five minutes aging interruptions allows you to sight, it’s in mind.” try speaker, educator, author, colum- per day, five days per week to im- maintain your focus. Protect your • Identify bad habits — Make a nist and consultant in the many prove one’s job will create 1,200 little time from walk-in visitors or callers list of bad habits that are stealing segments of our industry. For the past improvements to a job over a five- by isolating yourself, if possible. your time, sabotaging and blocking 20 years, he conducted seminars and year period. Close your door. Put up a sign. Work your success. Then work on correct- speaks at numerous conventions. • Find out where you’re wasting in a conference room. Block off time ing those habits, one at a time, sys- Schor has great expertise in the field time — Many of us fall prey to time- on your calendar for priorities. Han- tematically, so that you can eliminate of showrooms and hotel bathrooms dle larger, important projects in the them from your life. Remember, the and has won many industry awards. • You wil NEVER get morning, before you read your e- way to eliminate a bad habit is to re- He also consults manufacturers in “caught up”! mails and before interruptions occur. place it with a better habit. taking their products to market in the • Manage your time; Remember that you are not a one- • Say no — We say “yes” to others areas of sales, marketing and public don’t let it manage you person show. Delegation is a useful because we want to please them. But relations. Schor can be reached at method of multiplying time in order when we can’t deliver, we let others 1302 Longhorn Lane, Lincoln, CA. • Identify and eradicate to achieve better results. If you want down and feel guilty. Both parties 95648, phone 916/408-5346, fax: those bad habits to get something done, give it to a suffer. Recognize that a genuine de- 916/408-5899. e-mail pschor@dy- • Just say “NO!” busy person! sire to please often prevents us from namicresultsinc .com or visit his web • E-mailing — Block off times to saying no. The most powerful word site: www.dynamicresultsonline.com. • Be sure to visit www.thewholesaler.com for web exclusive articles and videos! • See contact information on page 86 See contact informationSee contact on page 86 landﬁ Putting food scraps down a not to mention greenhouse costs and diesel emissions, Starve a landfill. Feed adisposer. insinkerator.com/green. reduce transportation disposer helps reduce gases at the landﬁ ll waste. It also can help To learn more, visit ll. *

© 2010 InSinkErator, InSinkErator® is a division of Emerson Electric Co. All rights reserved. *The mounting collar configuration is a trademark of Emerson Electric Co. T Many pointed to the poor condition of commer-of condition poor the to pointed Many and wateristhebestwaytopreventillness. perts’ repeated messages that washing with soap ex- health and outbreak flu H1N1 year’s last of light in particularly finding, disturbing a is ness cleanli- hand of lack This restroom. public a in lavatory the using after hands their wash not do centage of Americans, including kids and adults, per- July high surprisingly a that in showed also 2010, conducted Corp., Bradley by Survey ple washtheirhands. prise, it can also affect whether – and how – peo- enter- an consumers’of impact impressions can bad experiencetoothersviaword-of-mouth. their of news spread they that said respondents business in the future. One-fourth of disgruntled almost 30% said they while will think twice about visiting business, that intended their pleting that experience they left the facility without com- hurt business, nearly 40% said that as a result of illustrate Tohow a negativefacilities. restroom the experience of can condition the to due room rest- public a in experience unpleasant ticularly par- a having reported population general the of vey about hand washing habits, a whopping 60% sophistication and overall success. management,and organization’stheand levelof cleanliness and safety, the respectability of greaterthe storystaff about a facility – about the building’s ing owners alike. Most agree that restrooms tell a due respect among specifiers, designers and build- Special to T BY JONDOMMISSE in the restroom appearances Keeping up • • does not support microbial growth. moldednatural quartz resist stains, chemicals, scratches and heat and— High-quality and low-maintenance fixtures such as this lavatory made of Be sure to visit visit to sure Be 24 So why are people failing to wash their hands? Washing Hand Healthy annual second The maintenance and design restroom as just But sur- nationwide annual recent a to According • yesteryear – have come a long way, earning when compared with the dingier models of oday’scommercial restrooms especially– Restroom Style Restroom he W www.thewholesaler.com holeSaler for web exclusive articles and videos! and exclusive forarticles web experience toitspatrons. They also help the organization deliver a positive they save labor costs and money in the long run. clean, keep and maintain to easier they are only not – many are fixtures such using of benefits The damage. vandalism common while off tear, warding and wear everyday and ronments envi- high-traffic to up stand to designed tures fix- energy-efficient and attractive durable, for and fixtures that offer the “whole package.” Look a positiveimpressionofbusinessorfacility. and behavior washing hand encourages turn, in rooms are well-designed and stay cleaner, which, rest- that ensure help can they hands, their wash users and staff all that dictate or surfaces room rest- disinfects staff maintenance the well how well-maintained clean, a for environment devoid of also unsightly debris or germs. but ics, aesthet- and décor restroom only not for tations soap dispenserswereemptyorindisrepair.the that was water, with only rinsing or using soap, not for cited reason primary The areas. wash crowded or unclean and supplies, of lack sinks, clogged or non-working of complained survey.2009 original Respondents the with tent cial restrooms – a striking finding that is consis- aua soe r eai tl. p fr durable for Opt tile. ceramic or stone natural warm-colored select cold, and institutional ing encourage hand washing. lit, aesthetically pleasing and accessible can help Designing restrooms that are fully equipped, well- • Some suggestions: products restroom select to is key the of Part While wholesalers and builders cannot control expec- higher have clearly visitors Restroom Eye appeal – appeal Eye Coming clean in the restroom • THE WHOLESALER To keep restrooms from feel- from Torestrooms keep on thesofterside. temperature range, and stay warm the in are. lighting Keep restrooms facility’s see the – safe and – clean how patrons lets it cause be- restroom a of thetics aes- the in role important Good lighting also plays an space. welcoming a ating cre- restroom, the in sories acces- other and color scheme warm the plement earth in tone shades will com- systems lavatory face sur- solid with accessories Coordinating stainless steel restroom. the in cessories ac- other with coordinate that shades earth in tems sys- lavatory solid-surface • • Low maintenance – maintenance Low ® — SEPTEMBER 2010 THE WHOLESALER® — SEPTEMBER 2010• Restroom Style • 25

Specify fixtures that are high quality and help prevent infections. Hands- well-planned restroom design with member and manufacturer of locker and low maintenance. One manufac- free sensor-operated soap dispensers, durable and efficient fixtures not only room products, plumbing fixtures, turer now offers resilient natural motion-activated towel dispensers positively affects facility operating washroom accessories, partitions and molded quartz, as well as durable and automatic hand dryers are all and maintenance costs, it bolsters emergency fixtures, Bradley serves composite materials for sinks and popular choices. public perception of the business and the commercial, industrial, health basins that resist stains, chemicals, Some manufacturers also provide healthy hand washing behavior care, recreation, education and cor- scratches and heat, thereby reducing anti-microbial coatings on door han- among users. n rections markets worldwide. Dom- the likelihood of repairs and need for dles as another option to minimize misse can be reached at Bradley replacements. germs and bacteria. For information on this survey Corp., W142 N9101 Fountain Blvd., Other features that save money and The design and maintenance of contact the author, Jon Dommisse, di- Menomonee Falls, WI 53052-0309. keep restrooms tidier are built-in soap commercial restrooms are critical rector of marketing and product de- For more information, call 800- dispensers that drip right into the factors when it comes to customer velopment for Bradley Corpor ation BRADLEY or visit www.bradley- bowl, and infrared sensors that shut perception – and hand hygiene. A of Menomonee Falls, Wis. A USGBC corp.com. off flow after use. These can also repel vandalism – especially important in schools and heavily used facilities like shopping malls and airports. • Low flow – Low-flow restroom fixtures have already become the standard in commercial and institu- * tional restrooms. Toilets that once used 5 to 7 gallons per flush are now required to use no more than 1.6 gpf.

Many specifiers are also opting for ultra-low-flow toilets and waterless urinals for their facilities. • Photovoltaic cells – Another Presenting The way to maximize savings and envi- ® ® ronmental efficiency is with light-ac- Evolution PRO Series

tivated lavatory systems. Photo voltaic cells integrated into the top of a lava- The world’s most advanced line tory system convert either normal of food waste disposers.

restroom lighting or day lighting into energy that is stored and

MULTIGRIND®

Using MultiGrind technology, the Evolution PRO Series disposers are engineered to quickly grind

even the most challenging foods. Like rib bones, corncobs and celery.

SOUNDSEAL®

Innovative features such as the Anti-Vibration Mount,® SoundLimiter™ insulation and Quiet Collar ® Sink Baffle

– which caps the disposer with a thin barrier of water – make up SoundSeal

technology. The result is up to a 60% Using newer restroom fixtures with reduction in noise.

sustainable features such as hands-free technology helps reduce utility costs ® while being environmentally friendly. Grind more. Hear less. For details on the breakthrough used to power valves and sensors in features and technologies of the Evolution PRO Series, talk to your the hand-washing fixtures. These fix- wholesaler or contact your local tures eliminate the need for batteries ®

InSinkErator representative. You can and electrical hookups. By eliminat- also visit www.insinkerator.com or ing replacement batteries, these prod- call 1-800-558-5700. ucts not only cut operating costs but also help reduce the more than 2 bil-

lion pounds of batteries that are sent to landfills each year.

• Hands-free fixtures – Besides reducing waste, infrared fixtures provide the added benefit of reducing germs. To be sure, Americans are

© 2010 InSinkErator, InSinkErator® is a division of Emerson Electric Co. sensitive to hygiene and wary of All rights reserved. *The mounting collar configuration touching objects that have been han- is a trademark of Emerson Electric Co.

dled by scores of other patrons. Hands-free faucets in public facilities can encourage more hand-washing – See contact information on page 86 • Be sure to visit www.thewholesaler.com for web exclusive articles and videos! • 26 • INDUSTRY NEWS •THE WHOLESALER® — SEPTEMBER 2010

Wood, for instance, recommended West chester- Davis & Warshaw based Miro Art Inc., whose decorative painting skills are represented at the White House, while marks 85 years architect Stephen Wang suggested metal fabrica- tor LMC Corp. or Paterson, N. J., which helped repair the Statue of Liberty’s torch. with new guide “I’m looking back over these past eight decades. It was clear that the growth and success NEW YOrk — Davis & Warshaw, a metro-New we’ve experienced as a company have been York kitchen and bath distributor, asked more made possible thanks to the support of our than 30 of its architect and design clients to clients,” said Davis & Warshaw president and rifle through their rolodexes and scan the CEO David Finkel. “Guide 85 is our anniversary smart phones for the names of their most gift to them and to anyone who wants to have this trusted suppliers, from craftspeople specializ- helpful design directory on hand.” ing in leather work and custom hardware to Davis & Warshaw’s commitment to the envi- decorative painters, and even movers. Their ronment, embodied by a “Practically Green” phi- suggestions — 85 in all — are featured in losophy that guides all of its practices, is also Guide 85, an indispensable publication profil- evident in Guide 85. It was printed just over 200 ing top “go to” trade resources. miles from New York City, in Hanover, Pa., with The handy, pocket-size booklet was created to soy ink on 80% recycled, 60% post consumer coincide with Davis & Warshaw’s 85th anniver- waste, elemental chlorine-free paper, using re- sary. Tony Chi, Alexa Hampton and Thom Filicia newable energy sources. were among the design industry talents who Copies of Guide 85 are available free of shared their coveted contact information for mar- charge at each of the company’s seven show- ble magicians and security geniuses, fireplace rooms in Man hattan, Queens, Long Island and specialists and embroidery experts. Inson Dubois Westchester. Visit www.dwny.com. A better year shaping up for ASA distributors (Continued from ASA, page 1.) the industry as it appears to be rebuilding its bal- the larger distributors flattened out in revenue ance sheet. For the second consecutive year, dis- improvements, but the distributors with $10 to tributors overwhelmingly have reduced head $15 million of revenue are growing at a signifi- count, which will help productivity and the in- cantly faster pace on a percentage of revenue dustry income statement. basis than all other PHCP distributors on both the All of this points to a continued, albeit slow monthly, year-to-date and 2-year YTD compara- recovery for the PHCP industry with about two tive numbers. thirds of the distributors reporting improved Inventories continue to be reduced. Another profitability as compared to 2009, when 83% of 2.3% reduction has been achieved as compared the members reported reduced profitability. to 2009 and a 9.3% reduction as compared to For a full report containing statistical evalua- 2008. Account receivable days sales outstanding tion by regions of the country, market segments has also improved for the distributors as 1.3 days and distributor size, contact Chris Murin at has been taken out since 2009. These two facts [email protected] or 312/464-0090 ext. 204. should be providing a strong cash flow boost to Visit www.asa.net. HVAC survey a collaboration of HARDI, JP Morgan (Continued from HARDI, page 1.) pulling through some demand. Concerns about a still-sluggish commercial re- The survey goes into detail on residential end covery, continued lack of consumer and commer- market demand, commercial end market de- cial credit, and price pressures mand, inventory levels, raw weigh down otherwise gener- material and OEM price pres- ally optimistic outlooks for sures, government policy 2010. Interestingly, while more than 90% of re- measures and energy efficiency/environ - spondents considered the residential tax credits mental/air quality factors. The results of this an- positive for business, over half shared concerns nual joint survey are proprietary benefits to that a failure to extend the tax credits beyond this HArDI member companies and clients of JP year could have a negative effect on 2011 by Morgan’s Equity research Group.

See contact information Acquisition have seen and am convinced that Northeastern on page 86 Supply’s people know rural plumbing and will (Continued from Northeastern, page 1.) provide service to our customers. They are famil- tomers. His stepfather, kirk Stratton, started the iar with the needs of customers west of Blue family company in 1953 and Gary assumed own- ridge, and I am comfortable that they will take ership in 1992. care of the relationships we have built here for “I needed to make sure my customers would more than half a century.” have the experts they needed to help them, be- Twenty-year Standard Supply veteran Diane cause rural plumbing is vastly different from city Pence will remain on board, along with John water,” noted Hickerson. “rural plumbing deals ramey, who has been in the industry since 1979 with private wells, gray water, septic tanks and and is now the branch manager. disposal systems with no municipal sewering. I Visit www.northeastern.com. • Be sure to visit www.thewholesaler.com for web exclusive articles and videos! • See contact information on page 86 28 • Beschloss Beat •THE WHOLESALER® — SEPTEMBER 2010 Q&A with Jan Aalberts Aalberts Industries’ Conbraco acquisition achieves major U.S. PVF status

BY MORRIS R. BESCHLOSS and initiation into flow control by ac- tempt to provide our legion of inter- which we are active. We do that with PVF and economic analyst emeritus quiring Denmark-based Broen, a ested observers with Aalberts Indus- local management who will jointly maker of, amongst others, tries’ U.S.-oriented take care of that. hen Dutch entrepreneur building installations and growth plans and its inter- Beschloss: Although the U.S. is Jan Aalberts formed Mifa controls. By then Aalberts esting timing, at a time of just climbing out of a grinding reces- W(an aluminum precision Industries’ total annual both general and PVF- sion that impacted every aspect of the extrusion company) in Venlo, Nether- revenues had shot well over the $100- oriented concern over future develop- industrial PVF sector, the major com- lands in 1975, little did he realize that million mark. Broen in itself estab- ments in the U.S. ponents comprising PVF look strong he would eventually preside over a lished a couple of daughter Beschloss: What first motivated for the future. Is this inherent oppor- multi-billion-dollar empire com- companies e.g. in Poland and Russia. you to enter the American market, tunity influential in increasing your prised of international industrial serv- By utilizing and growing this base in and when did this decision occur? stake in the American PVF arena? ices and flow control. Eastern Europe, the rapidly expand- Aalberts: In the 60s/early 70s, I Aalberts: Yes, certainly, this is Today, Aalberts Industries employs ing industrial conglomerate had visited the U.S. regularly for business done through our wide product portfo- 11,500 people in more than 140 com- lio and introduction of new products. panies, operating in 20 countries. Al- “My thoughts are that we definitely will grow in the U.S. Beschloss: With renewable energy though overall revenues slid in 2009, First of all organically, with the development of new products such as solar, geothermal and wind due to the worldwide recession, Aal- heavily favored by the U.S. govern- berts Industries has been firmly back and secondly we will always look for suitable acquisitions...” ment, do you envision this sub-sector raised total annual sales in 1997 to purposes. At that time I realized the to provide new impetus to end-use well over $300 million. great potential of the American mar- opportunities? Aalberts Industries’ initial foray ket. Aalberts: We definitely see oppor- into the U.S. came in 1998, with the Beschloss: With your obvious suc- tunities in the solar market, where in industrial services establishment of cess in developing a growing base in Europe on this particular technology Ionic Technologies, Greenville, S.C. all of europe, was your desire to be- we have a reasonably good position By then, the company’s annual rev- come a global factor instrumental in and we do see future possibilities. enues had passed $350 million. taking initial positions in the vast Beschloss: The American Admin- This was followed by further U.S. U.S. pipe-valve-fittings sector? istration is heavily committed to ex- flow control expansion with the 1999 Aalberts: During the creation of ports, and calls for doubling this takeover of Taprite-Fassco, San An- our Flow Control activities it was our $1.3-trillion sector in five years. Do tonio, Texas. This was celebrated by vision to certainly expand this busi- you see this as a plus for Aalbert’s In- a leap over $400 million by the fast- ness in the U.S., however, only after dustries’ manufacturing commit- growing international combination of business in Europe was at a high ments, now and in the future? flow control and industrial services. level. Aalberts: Of course. We already The new millennium featured Aal- Beschloss: Although Conbraco, have been exporting out of the U.S. berts Industries’ acquisition of York- elkhart Brass Products and lasco to quite a number of areas in the shire Fittings, Great Britain, making Fittings are already a formidable world and through the worldwide Jan Aalberts, chairman and Aalberts Industries Europe’s biggest foothold, do you have plans to make network of Aalberts Industries export founder, Aalberts Industries. fittings producer. additional acquisitions at a time that will increase, which we expect to be By acquiring Henco Industries the PVF sector is taking a breather in successful. n on the comeback trail currently. The power generation, oil production and financial analysts expect a total rev- “We already have been exporting intense natural gas development. It’s Morris R. Beschloss, a 54-year enue level of more than $2 billion in out of the U.S. to quite also a time when the commercial veteran of the pipe, valve and fitting 2010. a number of areas in the world market is in the dumps, and future op- industry, is PVF and economic ana- In developing his 1981 long-term and through the worldwide portunities may be available. What lyst emeritus for The WholeSAleR. growth plan by creating his empire’s are your thoughts? foundation stone, Aalberts Indus tries network of Aalberts Industries...” Aalberts: My thoughts are that we B.V., the pan-European industrialist (leading plastic system specialist, indefinitely will grow in the U.S. First became committed to international cluding multilayer tubes) in Bel gium of all organically, with the develop- industrial services, and flow control in 2008, this international industrial ment of new products and secondly as his two main growth spearheads. concern exceeded the $2-billion an- we will always look for suitable ac- This decision was codified with the nual revenue mark, while strengthen- quisitions that are expected in the public issuance of stock on the Am - ing its international underpinning. coming years in the whole market sterdam stock exchange in 1987, Aal- The current super expansion of its segment we are active in. berts Industries generated about $30 U.S. beachhead of Elkhart Products Beschloss: Although your elkhart million annual revenues. and Lasco Fittings has laid the Brass Products and lasco Fittings Four years later, Aalberts Indus- groundwork for the major breakout subsidiaries have obviously been suc- tries took its first step into the Flow of Aalberts Industries’ Conbraco pur- cessfully managed under your own- Control arena with the acquisition of chase, adding at least $200 million of ership, are you planning a unified VSH in Hilversum, Netherlands. At annual sales to its expansion into the strategy under the overall Aalberts that time, ongoing revenues had al- U.S. PVF market. Industries’ umbrella? ready tripled. The following exclusive interview Aalberts: It is necessary to have Aalbert Industries’ website demon- The year 1993 featured Aalberts with chairman and Aalberts Indus- one approach and one face in the strates the company’s wide range of Industries’ international expansion, tries’ founder, Jan Aalberts, will at- U.S. market for the segments in industrial activities. • Be sure to visit www.thewholesaler.com for web exclusive articles and videos! • See contact information on page 86 30 • INDUSTRY NEWS •THE WHOLESALER® — SEPTEMBER 2010

pany,” said Grogan. “Instead of try- RIDGIDConnect sweepstakes ing to keep track of dVds, VHS tapes, digital pictures and videos winner receives $25,000 prize package about sewer inspections and commercial projects, being digital will allow eLyrIa, oHIo — rIdGId® has an- • dVdPak monitor with oLed Pat Grogan is the owner of Pat the us to get organized on rIdGIdCon- nounced the grand prize winner of its display Plumber, a plumbing and drain clean- nect and to put a portal on our web- rIdGIdConnect™ Sweepstakes • rIdGId rP-210 press tool with ing company that services the site that our customers can access at promotion. Pat Grogan, a topeka, ProPress® Jaws topeka, Kan., area. Pat the Plumber any time.” Kan., resident, and owner of Pat the • olympus® Stylus provides same-day Visit www.rIdGIdConnect.com Plumber, received a prize package tough digital camera service and extended or www.callpattheplumber.com. valued at more than $25,000. • flip® UltraHd scheduling for cus- the prize package included the video camera tomer convenience. Its following: • GlobalSat bluetooth GPS receiver plumbers are highly trained in the JMF offers V.I.P. • Subscription to rIdGIdConnect • SeeSnake® interconnect cable newest technologies from tankless online business tool for one year • Various articles of rIdGId gear. water heaters to easywater water contractor group • rIdGId Lt1000 laptop inter- the contest, which ran from feb- conditioning systems. the company Bettendorf, Iowa — JMf now of- face ruary 1 through June 30, 2010, was has received an ‘a’ rating from the fers V.I.P. membership to its cus- • rIdGId Mini-SeeSnake® Plus created to promote rIdGIdConnect, Better Business Bureau, and was tomers. Membership includes JMf’s inspection system a subscription-based, online business voted “Best of topeka Plumber.” the monthly newsletter and monthly pro- • dell® ruggedized Xfr laptop tool designed for service profession- company is a member of nexStar, an motions. the newsletters include in- computer with rIdGId software als and contractors who create or use organization for better business prac- dustry news, pricing updates, • Seektech® Sr-20 locator and digital information. It was open to tices. promotions, company news, new St-305 transmitter professional contractors throughout “this rIdGId prize package is al- product information and more. • microreel pipe inspection system north america. Grogan was ran- lowing me to jump right into the dig- It’s simple and free to become a • microeXPLorer® inspection domly chosen out of several thousand ital world, and it will create a lot of V.I.P. Just go to www.jmfcompany. camera entries. additional opportunities for my com- com to sign up today.

See contact information on page 86 • Be sure to visit www.thewholesaler.com for web exclusive articles and videos! • See contact information on page 86 For over fifty years, Weldbend Corporation has been “ and flanges. But for one month, the month of October, Weldbend will be going “ order Weldbend receives in the month of October, a donation will be made which will benefit the American Cancer Society “Making Strides Against Breast Cancer support of the American Cancer Society’s efforts to eradicate this devastating disease which has touched so many of us in a personal way.

TEL: (708) 594-1700 F

The Weldbend Corporation is an American Manufacturer of Butt Weld Carbon Steel Fittings and Flanges. The Weldbend Plant is located in Chicago, Illinois and on the internet at www.weldbend.com has been “The Green Company” for both fittings a October, Weldbend will be going “pink”. For every o ober, a donation will be made which will benefit the A gainst Breast Cancer”. We invite you to join us in our s radicate this devastating disease which has touched so m

FAX: (708) 458-0106

cturer of Butt Weld Carbon Steel Fittings and Flanges. T nois and on the internet at www.weldbend.com 34 • MARTIN’S CORNER •THE WHOLESALER® — SEPTEMBER 2010 The new normal What it is and how to survive in it ack on May 21, I attended the will). I felt it was going to be no differ- be a part of it. Blessed to be in such a annual meeting of the West- ent when I got to California. Wrong! great economic location to “sell into,” Bern Supplier’s Association, a Making friends has always come easy and cursed to be charged to be all regional association of the ASA. This for me, and though the West Coast was things to all people on both sides of the is the Northern California group, and no different, growing the business was fence. Did it pretty well and still made BY JOHN MARTIN one of the best regional associations a lot tougher to do. I could not count lots of friends — enough friends to get PVF industry veteran functioning today. the number of times that I heard, elected to that Board of Directors for a I believe I mentioned in my June “John, I have grown to think a lot of couple of terms. The reason for telling change in your relationships with “Corner” that I would be attending you Pal, but at the end of the day, we you all the above story on how I got to your distributors, manufacturers and and serving on a discussion panel compete also. I can only give you so the board back in those days was to tell customers that have occurred in the with Kip Wixson of AB&I Foundry, much of my spend!” you that it was, indeed, worth the ef- past two years? and Dr. Mike Workman from Work- Well, that was not in my plan, so I fort. Experiencing how a regional ASA Audience — It was well recog- man Associates. Not only was I im- had to figure another way. I decided arm functioned — independent in so nized that the most significant change pressed with the attendance and the that I wanted to make our membership many ways, yet with strings attached was that the wholesaler is acting more energy flow in the group, I was so within WSA more meaningful, so I to the mother ship in Chicago gave me as a lender to the end user/customers. pleased to hear the determination worked to get invited to fill a seat on the passion that I still have for the na- Why? Financing is increasingly un- from most folks that they were going the Board of Directors! Yes, after one tional association and its continued available to them and the wholesaler to come out of this economic “super- year, I took the invitation to the top, survival with the regional structure. has to step up with his key customer fall” in better shape than when it and became the next director on that Back to the WSA Regional Meet- base more than ever. Historically, started. Been a heck of a wake-up board — a board of wholesalers. Be- ing. It is pretty well known by most of manufacturers have not had to play call, but nevertheless, they all appear fore the national chains of today be- the industry that while some regions that role to the wholesalers, but they to have been “awakened!” came so visible across the country, this have closed up or have been swal- also are having to, shall we say, find First let me tell you that getting into association was packed with big time lowed up by others the past few years, that adjustment as well with their key Silverado (Napa) brought back a ton of large regional independents and very others have prospered, some have accounts in some areas. Wholesalers great memories, going back to the very strong local independents as well. struggled, and a couple have stayed are not going to carry large/huge in- first time I was ever there for a WSA Companies like Slakey Brothers, just about the same — just rocking ventories any longer, and they will meeting. That was about 1980-81. I Western Nevada, P.E. O’Hare Co., along. Yes, economic times have rely on vendors of choice to carry that was 37 years old and had just taken Dalzell Supply, Keenan Supply, Cal- changed a lot of things in most indus- cost burden on their shoulders. Have over everything that Anvil had in Den- Steam, etc., etc. I could go on and on, tries, and ours is no exception. I’m it on time, every time. To verbalize ver and West (ITT Grinnell at the time) but my memory is slipping a bit on afraid we all have to “fess up” to the this a bit more, Mr. Wixson gave the — meaning all of the supply sales some names. There were also T.W. reality that the changes that have been example of the Titanic. Yes Sir, when branches of the company. At that time Smith, Ashby Plumbing, Plumbers forced upon us by a ton of outside it was designed, built and even we belonged to the WSA as a whole- Supply, Moran Supply, Steam & forces ranging market over-build to launched, it was assumed to be un- saler to the trade and a manufacturer Plumbing, General Plumbing — again, world events to political and greed is- sinkable indeed, but then it did sink! that wanted to sell commodity product I could go on and on, but no real need sues is indeed “The New Normal!” This quickly created a “new normal” to other wholesalers! Believe me, we to. You get the picture. Northern Cali- Times won’t ever be the same in gen- for ship design and construction. were all pretty good in those days at fornia was a mecca for doing great eral, but we can survive by pulling to- When it comes to our industry, our carrying water on both shoulders (sell- business in those days — and I was gether and making adjustments in how high-flying times are over for some- ing on both sides of the street if you blessed and cursed at the same time to we think and act/re-act to situations time, so this processing of a new nor- and opportunities. To this point, the mal is absolutely not optional! Mr. WSA Region of the ASA has done just Workman indicated that he felt this that, it appears to me! As I stated, a ton “lender-borrower” relationship will of old memories. As I walked into the continue to be re-defined. He believes Silverado Lobby to check in for the (and we agree) that the wholesaler can convention and my room, I saw a lot expect to become more of a lender- of friendly and familiar faces, people partner with their contractor cus- that I’ve known since the early 1980s tomers. It is generally recognized that and that I have continued to do busi- the contractor-type customers have a ness with. Being back on their turf in much-reduced back log of work, the role of a “guest” was a great feel- which in turn reduces the ability to bor- ing. It was a feeling of change, know row or even borrow from the next job what I mean? The change was recog- to pay for the current work load. This nized both in our personal appear- also means that there are fewer job- ances, and in industry survival. They pricing protection offers being used. are a smaller group by far, but the de- Pre-liens will be harder to get, increas- termination within the group to “pro- ing greater financial risks, etc., etc. A ceed” was never more present. The “thinning of the herd” is inevitable. structure of the meeting from front to There is still a shake out in the econ- back was not so “fancy” and top shelf omy of companies that will not make as in the past, but the drinks and food it through the recession is the general and welcome atmosphere was right on feeling. There will be fewer players re- target for the times and for the event. maining in the distribution channel, In an earlier column, I mentioned pulling together for a positive common the four key questions we were going cause is a key effort for the new normal to address in a panel at this meeting. with this region’s efforts. Here, I will share with you the audi- • What will contribute to the ence response: biggest change that will occur in our See contact information on page 86 • What is the most significant (Turn to Martin’s Corner, page 36.) • Be sure to visit www.thewholesaler.com for web exclusive articles and videos! • See contact information on page 86 36 • MARTIN’S CORNER •THE WHOLESALER® — SEPTEMBER 2010

(Continued from page 34.) convinced if this theme of a “new normal” can business over the next five years (excluding gov- be successfully carried across the country — ernment influence or lack of same)! right into the ASA Convention coming up in Oc- Audience — It was noted from Mr. Workman tober — together we can make a difference! that the more agile wholesalers starting to Speaking of the ASA Convention, are you reg- work/partner with the contractors and assisting istered yet? I confirm that our company certainly them in purchasing and planning jobs will be a believes in supporting the industry that supports huge change over the next five years. Currently us. Yes, these regions need help and support, and it appears that most wholesalers will do or offer so does ASA. If we collective don’t give enough to do most anything to make the sale and the con- support, then they can never be what they want and tractors know that. They are concerned with their desire to be — a leading voice for you and our in- P&L as well they should be, but as long as this dustry. We are a bronze sponsor and fully attending is the “normal,” then survival rates will continue VMD member for Chicago, and urge you all to be to decrease! It was added to this opinion by yours there and support. From a manufacturer’s point of truly that the contractors (going forward) must view — one who actually produces its major prod- have a fundamental change in their perception uct lines here in the U.S. — take a look at what the and expectations of the wholesaler and manufac- word “Domestic” could mean today. turer. Neither the wholesaler nor the manufac- • Question — What is domestic? turer can afford to be as anticipatory about Substantially all USA! 51.0% USA! inventory builds as in the past. The new normal Substantial transformation for Tariff classifi- must include market-driven manufacturing phi- cation! All or virtually all for marketing and ad- losophy — a turn to “mass-customization” in- vertizing! stead of mass-production. This requires working partnerships, period! Substantial transformation for the A.R.R.A • What is the most innovative thing that you The “domestic” issue I bring up above is most have seen happen to your business over the past likely another Martin’s Corner for another day, but five years? it is very important as you get invited to bid or par- Audience — Not a lot of solid input here that ticipate in federal money work, or recovery act all could or would agree on. Innovation is tough work, that you understand what it is all about. It is in our business. Webster says to innovate means: best to assume nothing and communicate with your “To make changes or alterations, to bring in new contractor customers. Can you understand why a ideas and methods.” That is a tough order, my manufacturer producing in this country has grave friends, in this business. I will tell you that more concern about being sure that wholesalers and con- and more wholesalers are involved in electronic tractors/end-users alike have a clear understanding commerce than ever before, and that is indeed a of what is done where, who does what, and etc., change in methods. I will also tell you that larger, etc., etc? This is a major reason today that producers more sophisticated, contractors are looking for must support and be at association meetings of their

ways to cash in on savings via quarterly and even customers. It gives them valuable time face to face annual pricing contracts., help and support in to discuss issues like Buy America v/s Buy Amer- managing their inventories as well. This applies ican v/s A.R.R.A. v/s the special Pennsylvania Act to bin stocks as well as projects. Don’t take that that is in play in that state regarding iron and steel. lightly! Call me anytime to discuss. Let’s face it, the folks that communicate well to- • What is perceived to be the hardest thing gether are going to do business together. The “New about our channel to change, but if we could, it Normal” has to be part of those discussions; let’s would have the greatest impact on long term pull together and go to market together! profitability for everyone in the chain? While I hope you are all having a fun and safe Audience — Here’s the deal: Recognizing summer, remember to be safe and know that the that the new normal for the industry will be far industry needs you. Call me anytime. Take care leaner management and inventories, it will be ex- and God Bless! See ya next time. n tremely incumbent on both wholesalers and manufacturers to understand far better their Born Johnney E Martin in Venus, Texas, in customers’ needs so they can be timely and effi- 1944, he is one of nine children raised 100% on ciently met. Mr. Wixson indicated that whole- a cotton and grain farm that his father share- salers’ current or newfound knowledge of cropped. After high school, Martin went into the customers’ needs must be communicated to the Army and then Reserves. From there he joined manufacturing community they use to ensure what was then Grinnell Co. in 1968 and has timely production and delivery of material been with them every day of his life since then Bottle Filling Station needed. By way of supporting Mr. Wixson, the through four different owners, now Anvil Inter - writer added, “Wholesalers indeed must be far national, A Unit Of Mueller Water Products. He more invested in knowing and partnering with currently serves as vice president of national ac- A their manufacturers of choice. During the last count sales for the Anvil Mechanical Unit. Hold- few years, wholesalers in general have become ing various sales and management positions for GREEN more the ‘buyers’ for their customers, than ‘sell- the company over the years, Martin has received ers’ of chosen manufacturer/partners products.” numerous industry and association awards and Solution. Finally Mr. Workman added: “The time to has been involved with industry education foun- change one’s ‘selling philosophy’ is when one is dation boards, and the Board of Directors of out of inventory! Recessions force businesses to do both ASA and MCAA. Martin currently resides business differently — innovation is not only en- in Castle Rock, Colo., with his wife Kathy of 27 couraged, it becomes necessary to survive. While years; they have a daughter Kayla who is 25 a return to traditional customer loyalty is desired, years old. He is committed to staying involved Learn more at halseytaylor.com such loyalty sometimes inhibits innovation. in the plumbing and PVF industry (which he After attending the WSA Convention, I’m loves) for many years to come. See contact information on page 86 • Be sure to visit www.thewholesaler.com for web exclusive articles and videos! •

See contact information on page 86

See contact information on page 86 40 • INDUSTRY NEWS •THE WHOLESALER® — SEPTEMBER 2010 some of the industry’s most signifi- Sanitary Fountain, but the commitment cant advancements. to providing safe, clean drinking water For example, after learning about is as strong as ever. Continuing to pro- Safe, clean water since 1912 the lack of sanitary drinking water in vide an extensive offering of innova- OAk BROOk, Ill. — Halsey Taylor is shortly after their arrival as a result of overcrowded army camps during tive drinking fountains and water well-known in the industry as one of typhoid fever, which he contracted World War I, Taylor developed the coolers designed to meet the ever- Amer ica’s first manufacturers of from a contaminated water supply. changing demands of today’s market- water coolers and drinking fountains, After his father’s death, Halsey’s place, from a GreenSpec-listed water but few are aware of the rich history mother moved the family back to cooler to the highly advanced new that shaped Halsey Taylor into the Ohio. Years later, while working as a revolutionary Double Bubbler™, HYDROBOOST Bottle Filling Sta- successful company it is today. Ap- plant superintendent for a car manu- which remains one of the industry’s tion, Halsey Taylor takes great pride in proaching its 100-year anniversary in facturer, Taylor witnessed multiple most important innovations to this its rich heritage and looks forward to a 2012, Halsey Taylor reflects on its cases of dysentery that spread day. Unlike previous models that re- future of further growth. long history of inspiring experiences, through the workforce as a result of quired users to place their mouths on Visit www.halseytaylor.com. events and innovations. unhealthy drinking water. Inspired by or near the fountain, the Double Bub- these personal experiences, Taylor bler projects two separate streams Catalysts for change made it his mission to design a sani- that converge to form an abundant Born in 1877, Halsey Taylor moved tary method of providing safe drink- pyramid of water at the apex of the with his parents from Missouri to Ohio ing water in public places. stream for a fuller, more satisfying when he was just a Upon developing and patenting his drink of healthy water. baby. Upon the invention, which he named the Puri- The Double Bubbler was the first opening of the tan® Sanitary Fountain, Taylor of a multitude of innovations that Oklahoma Terri- founded The Halsey W. Taylor Com- helped establish Halsey Taylor as a tory, his family pany in September of 1912. Operat- drinking fountain and water cooler of headed to the un- ing out of its original headquarters in choice for nearly a century. developed West in Warren, Ohio, the company’s first 10 the early 1890s. years were dedicated solely to manu- Continuing the tradition today At left, an early Halsey Taylor ice- His father, Alfred facturing the Puritan fountain, which Halsey Taylor has come a long way chilled water cooler; at right, the Taylor, died Halsey Taylor Taylor continued to enhance with since the introduction of the Puritan HYDROBOOST bottle filling station.

See contact information on page 86 • Be sure to visit www.thewholesaler.com for web exclusive articles and videos! • CS Weld Fittings & Flanges Crane® & Stockham® CS Valves

FS Fittings & Outlets Crane & Fortune® CI Valves

CI Flanged Fittings & Flanges Crane Bronze Valves

MI Pipe Fittings Smith® Forged Steel Valves

Merchant Steel Fittings Fortune® Ball Valves & Couplings

Duo-Chek® Valves Pipe Nipples

Center Line® Butterfly Valves Bolt Paks

Flowseal® High Performance Titan® Y-Strainers Butterfly Valves

The Best Products, The Best Service...

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 86 ONE CALL GETS IT ALL 42 • Tankless to the Rescue •THE WHOLESALER® — SEPTEMBER 2010 Wholesaler helps get commercial condensing tankless system selected for hotel project

FlORENCE, AlA. — Jason Veal, a was absolutely the right move: “It salesperson for Tallman Company was a positive experience for every- here, was instrumental recently in one involved.” recommending a dramatically different type of hot water system than Impossible predicament what had originally been specified for The original specification for the a local 130-room hotel project. Tall- Florence Residence Inn by Marriott man Company is a wholesale distrib- called for a pair of 750-gallon, utor of plumbing and heating supplies 750,000-Btu-per-hour boilers, each At The Residence Inn in Florence, Ala., the tankless water heating and common based in Florence. measuring roughly five feet by 12 venting solutions proved so effective that the hotel owner anticipates going with Veal joined forces with contractor feet. The mechanical room where this approach on future hotel projects. customer Anthony Crouch of Crouch they were to be installed could ac- & Sons Plumbing llC to convince commodate both pieces of equip- ods. These wall hung units would and the laundry room. Each has a ownership of The Residence Inn to ment, but with just a few inches of also leave much more room for thermal efficiency of 93% and a fir- switch from the specified pair of clearance between each unit and the service work. Furthermore, if one ing range of 11,000 Btuh to 199,900 large gas boilers to a multiple-unit surrounding walls. unit had to be shut down, the others Btuh. The latter calculates into an ag- tankless water heating system be- “We told the hotel owner that we would still operate as usual. Guests gregate maximum input of nearly 3.4 cause they believed what was speci- could make it work — barely,” re - would see no interruption fied simply wouldn’t work in this calls Veal, who works as a full-time in service. application. outside salesperson for Tallman. “But While the modularity of By doing so, the pair spared the fa- if one unit ever needed servicing, tankless technology met the customer’s baseline need for “Sometimes there are readily available hot water, opportunities to work with an Veal and Crouch also owner to get things changed. stressed that the hotel would both would need to be pulled from realize significant energy ... We just had to do something the space, because there simply was- savings. The tankless water different because the n’t enough room to work. That, in heater system only heats original spec wouldn’t work.” turn, would mean the entire hotel water when responding to a would have to go without hot water specific demand. Instead of cility potentially major maintenance until maintenance was finished.” using 1.5 million Btu to keep problems — and a legion of unhappy To no one’s surprise, hotel owner 1,500 gallons of water at a hotel guests — while also enabling Giri Yadla immediately dismissed the specified temperature the owner to cut his ongoing fuel notion of going without hot water for 24/7/365 — as with the orig- costs substantially. In addition, the in- any length of time and asked if there inal spec — the tankless novative venting system recom- were any practical alternatives. Veal units would work in se- mended by the water heater immediately saw a fit for tankless be- quence, firing one by one as manufacturer, Noritz America, made cause of its space-saving benefits and needed, to meet present re- sense not only from an engineering recommended the Noritz system, quirements. Once those re- perspective, but also helped preserve which Tallman distributes. As Veal quirements were met, the the appearance of the hotel property. and Crouch explained to Yadla, a units turn down or off, mini- looking back on the project after multi-unit system would be required mizing energy consumption. its completion last spring, Veal has to meet all of the hotel’s hot-water Yadla very much liked Jason Veal of the Tallman Company: “I’ve been no doubt that the switch to tankless needs, especially during peak peri- what he heard, both in terms a big fan of tankless technology for a number of of space savings and fuel years, and I felt it was the right choice for this savings, so the specification customer.” was changed and tankless was approved for the application. million Btuh with a turndown ratio of “We decided to go with a tankless 309 to 1, allowing the system to com- unit because it is more efficient and a fortably handle both peak and light great energy-saver,” Yadla com- demand periods with maximum effi- mented recently. ciency and minimal cost. Hotel general manager Timothy “We expect each water heater to Pritchett added: “Using a tankless be delivering 4.6 gallons of hot water heating system saves money. water per minute in the winter, as- The new system will ensure that our suming a ground-water temperature visitors will always have hot water.” of 50°F; and roughly 6.8 gpm in the summer, based on 65°F ground Maximizing efficiency, minimizing cost water,” said Tim Gill, Noritz South- The new system involves 17 east regional commercial sales man- Noritz NCC199-SV condensing gas- ager, who worked with contractor In the mechanical room are Giri Yadla (left), director of new construction & fa- fired tankless water heaters: 12 sup- Crouch and Noritz rep Tim Morales cilities management at The Residence Inn by Marriott; and Timothy Pritchett, ply the 130 guest rooms; the of Tim Morales & Assoc iates on the general manager of the Florence, Ala., Residence Inn. remaining five handle the dining area (Turn to ‘Dramatically... page 44.) • Be sure to visit www.thewholesaler.com for web exclusive articles and videos! • FROM HERE, SHARKS EVOLVED INTO 440 SPECIES OVER 415 MILLION YEARS.

Fossil tooth from Leonodus, earliest known shark.

FROM HERE, SHARKBITE® EVOLVED INTO 580 SPECIES IN UNDER 6 YEARS.

First SharkBite push- t tting, 1/2" coupling.

Only the ttest survive and thrive. And the push- t ttings and PEX tubing, and a wide ttest ttings. at’s why SharkBite push- t range of valves with integral SharkBite connectors. ttings have quickly evolved from our rst 1/2" Speed, depth and dominance. coupling to the industry’s only Total Rough-In It all makes SharkBite Solution.™ With a fast-growing full line of 1/4" to 1" the natural selection.

VKDUNELWHSURFRP See contact information on page 86 44 • Tankless to the Rescue •THE WHOLESALER® — SEPTEMBER 2010 ‘Dramatically different’ water heating system: Tankless setup advised by distributor salesman

(Continued from page 42.) the common areas and work spaces. design of the system. “The pressure through each mani- While the limitations of the me- fold is maintained at a preset level by chanical room created the opening for a modulating fan that is directed by a tankless on this project, its space con- controller,” Gill explains. “The con- straints generated its own set of chal- troller, in turn, monitors exhaust pres- lenges for the design and installation sure through a sensor located at the team. Fitting 17 24-inch x 18-inch, end of the manifold run.” tankless water heaters into the 12- foot x 18-foot area was certainly Installation: Finessing the space doable with a bit of judicious space The most prominent element of From left: Jason Veal of the Tallman Co.; Giri Yadla, director of new construction management. But these are gas-fired each venting system is the massive & facilities management for Residence Inn by Marriott; Timothy Pritchett, gen- units, so they require venting to the manifold pipe itself, measuring a eral manager of the Florence, Ala., Residence Inn by Marriott; and Anthony Crouch of Crouch & Sons Plumbing LLC in Florence.

12-unit line from the manifold and equipping it with its own 4-inch di- The new system involves 17 rect vent. Thus, the final through-the- Noritz NCC199-SV condensing wall tally came in at three terminations. As Veal notes, three gas-fired tankless water punch-outs look a whole lot better to heaters: 12 supply the 130 hotel management than 17. And so does the overall footprint guest rooms; the remaining of the entire tankless installation, as five handle the dining area compared with what might have and the laundry room. Each been with the original boiler tandem. The tankless and common venting has a thermal efficiency of solutions proved so effective on this 93% and a firing range of project, the hotel owner anticipates going with this approach on future 11,000 Btuh to 199,900 hotel projects. Btuh... with an aggregate Installer Anthony Crouch (left) with Jason Veal, who describes the 17-unit tan- While acknowledging that it may kless installation at the Florence Residence Inn as “a positive experience for be unusual for a wholesaler to change maximum input of nearly 3.4 everyone involved.” a spec, Veal added, “Some times there million Btuh with a turndown are opportunities to work with an ratio of 309 to 1, the system outdoors. In simple one- and two-unit hefty 10 inches in diameter. Given owner to get things changed. But in installations, each water heater typi- the dimensions of the surrounding this situation, we just had to do some- comfortably handles both peak cally has its own through-the-wall vent. space, including nine-foot ceilings thing different because the original and light demand periods. But, as Crouch and Gill both noted, and a 4-foot x 6-foot louvered fan for spec wouldn’t work.” hotel ownership was understandably importing makeup air from outdoors, At the time the Residence less than thrilled by the idea of 17 the Crouch installation team found it- Inn job came up for bid, Veal separate vents protruding through the self coping with some fairly tight an- had just joined Tallman after exterior wall of its new facility. gles. four years with another dis- Once again, the team delivered an “The ceiling height was the most tributor. Understandably, he innovative, alternative solution, one serious hurdle,” said Gill. “First, you’vegot was looking to make a big the 10-inch PVC manifold and the two- splash with his new em- [Veal and Crouch] spared foot-long water heater, plus an addi- ployer. “We really wanted the facility potentially major tional couple of feet of required this job, of course, but we clearances. Beneath the water heaters also felt obliged to do what maintenance problems — and are the hot water, cold water and gas was best for the project and a legion of unhappy hotel lines. Somehow, Anthony managed the owner by finding a work- to fit all those elements into the available alternative to the boil- guests — while also enabling able space, but another foot or two of ers,” he said. “I’ve been a big the owner to cut his ongoing ceiling height would have made fan of tankless technology fuel costs substantially. things much easier.” for a number of years, and I Indeed, the installers literally ran felt it was the right choice for that Noritz recently unveiled specifi- out of space on one of the units sup- this customer.” n cally for commercial installs: a fan- plying the guest rooms. “A 10-by-4 assisted, common vent system, PVC wye is a pretty big fitting,” Veal Installer Anthony Crouch ad- whose components are made by Ex- explained. “When you try to get 12 of justs one of the hot water hausto Inc. The Residence Inn project those on a single manifold run plus a thermostats in the Residence uses two such manifolds: one to re- 10-inch PVC elbow, the spacing gets Inn installation. Each of the move all of the emissions from the pretty tight.” tankless units will deliver 4.6 units servicing the guest rooms; the So the installers compromised, re- gallons of hot water per minute in the winter, assuming a ground-water temper- second for the five units supplying moving the last water heater in the ature of 50°F; and roughly 6.8 gpm in the summer, based on 65°F ground water. • Be sure to visit www.thewholesaler.com for web exclusive articles and videos! • See contact information on page 86

90248 T 877.980.3283 G

Houston, TX - Corporate Richmond, VA Indianapolis, IN Atlanta, GA Los Angeles, CA - NEW! 8900 Railwood Dr. 4111 Carolina Ave. 3333 North Pagosa Ct. 255 Racetrack Road 17006 South Figueroa St. Suite A (GSS) - Suite B (FFF) Bldg. A Indianapolis, IN 46226 Suite 20 Gardena, CA 90248 Houston, TX 77078 Richmond, VA 23222 Toll Free: 866.584.7802 McDonough, GA 30253 Toll Free: 800.421.2219 GSS Toll Free: 877.980.3283 Toll Free: 866.394.1419 Fax: 317.898.0502 Toll Free: 888.305.7002 Fax: 310.516.2107 GSS Fax: 713.980.5099 Fax: 804.228.8905 Fax: 770.305.7788 FFF Toll Free: 800.231.0176 FFF Fax: 713.695.4016 See contact information on page 86 48 • Workforce Upgrades •THE WHOLESALER® — SEPTEMBER 2010

Gaining consumer confidence cation. Contractors who have NATE- certified technicians require less service and support. This means your HVACR certification matters technical service and support staff can spend more time proactively BY KATHY CORR heating, ventilation, air-conditioning president of HVAC Distributors Inc., training contractors and less time re- Special to The WholeSaler and refrigeration technicians. When “We find that NATE-certified techni- actively fixing problems that could technicians are NATE certified, they cians have fewer problems during in- have been avoided. ou may be asking yourselves: perform better, have higher customer stallations and servicing our brands of Education and testing strengthens why should it matter to me if satisfaction and sell more high-ef- equipment. Specifically, they are distributors’ relationships with their Ya HVACR technician is certi- ficiency systems. This in turn better able to find and resolve current customers. Not only is it ap- fied or not? The quick answer is that allows them to be more suc- problems, and when they do preciated, but contractors view it as a it’s good for business. Promoting cessful, which means you find issues their questions value added when distributors pro- North Amer ican Technician Excel- can sell more and collect are very thorough and vide testing and training. In fact, lence (NATE) certification can help sooner. In addition, certifi- thought out , which allows about one in every three tests was ad- reduce the number of defective units cation can help reduce war- our technical service peo- ministered by a wholesaler/distribu- returned. For example, by some esti- ranty costs. Con tractors ple to assist them much tor in 2009. mates, more than 30% of heating and using NATE-certified techni- more effectively. If all in- Chris Baker, president and COO of cooling units returned as “defective” cians experience 28.4% less war- stallers and service technicians Virginia Air Distributors, agreed. by wholesalers/distributors are actu- ranty expenses and have 12.9% less were NATE certified, we would have “Virginia Air prides itself on being ally manufactured correctly. However, call backs, according to Service significantly fewer warranty issues.” the value added services leader in our they were not installed or serviced Roundtable (NATE Impact Study, Another costly expense to a market. Our professional contractor properly that they failed to perform as 2006). As a result, your organization HVACR distributor is their technical customers look to us as a one stop designed. This means wasted dollars can spend less time processing war- service and support staff. During very shop including all their technical and on an already tight budget. ranties and instead focus on other hot and very cold months, these de- business training needs. In this re- NATE is the nation’s largest non- profit-making activities. partments can get very hectic. This is spect, we have long promoted and of- profit certification organization for According to Dave McIlwaine, another benefit to supporting certifi- (Turn to NATE... page 50.)

THE LAARS ® MASCOT ® II STAR QUALITY, POWER AND PERFORMANCE! The Mascot II is a stylish, intelligently designed, combination boiler & water heater from Laars Heating Systems. Its 95% plus efficiency lowers operating costs and the “zero clearance installation" allows it to fit just about anywhere. Homeowners love the quiet, dependable, and energy saving operation of the Mascot II. This wall-hung, compact powerhouse has ample output for both home heating and a continuous supply of domestic hot water. Contractors appreciate the Mascot II for its service-friendly design and fully packaged system components that allow faster install times compared to other units on the market. Included components can save contractors hundreds of dollars in material and labor costs and help to reduce installation errors. The Laars Mascot II, Simple - Quiet - Reliable - Green, exactly what you've been looking for! More information at www.laars.com/MascotII

See contact information on page 86

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

&RQWDFW& &%HFDXVHZHVWDQGIRUTXDOLW\ LQHYHU\WKLQJZHGR

INDUSTRIES The Clear Choice is C&C 713.466.1644 Toll Free - 1.877.996.9911 www.candcvalve.com See contact information on page 86 50 • Workforce Upgrades •THE WHOLESALER® — SEPTEMBER 2010

to be. it’s relatively easy to help train NATE-certified technicians: and educate contractors through your wholesaling or distribution business. Simply ‘good for business’ you can offer training courses that you create, or use training materials (Continued from page 48.) (hARdi) supports nAte and nAte provided by manufacturers. Know - fered nAte testing. We offer testing, because the certification ledge Areas of technician expertise preparatory testing to help our con- helps improve the level of know - (KAte) is available for all nAte tractors pass the test and hope one ledge, education and service within tests. each KAte breaks down the day that all our customers will be the industry as a whole. relevant knowledge elements into nAte certified.” Although training and educating skills, tasks, and items technicians heating, Air conditioning & Re- contractors seems intimidating and should know. these elements must be frigeration distributors inter national like a big undertaking, it doesn’t have covered in training, because techni-

NATE’s website outlines the certification process and guides employers in obtaining certification for techs.

cians will be tested on this information. For more information, visit www.natex.org.

Kathy Corr is director of strategic relationships at NATE. She can be reached at 877-420-NATE. A.O. Smith- sponsored golfer notches second win

AshlAnd City, tenn. — tommy “two Gloves” Gainey, a former A. O. smith employee who is now sponsored by the water heater manufacturer, notched his second tour win of the season at the Chiquita Classic

at tPC River’s Bend in Cincinnati. Gainey finished with a 62 on satur- day, a course record. By the third round, his 54-hole score of 24 under matched the tour record. Gainey shot a 69 on sunday to finish out the tournament. his final score equaled the second-lowest sub- par finish in tour history. his overall performance at the Chiquita Classic pushed him to the no. 1 spot on the money list. the 25 leading money winners at the end of the year will earn PGA tour cards for 2011. south Carolina native Gainey starred on the Golf Channel’s Big Break II and was asked back to compete on Big Break VII: The Reunion at Reunion, where he walked away with the winner’s trophy. in december 2008, Gainey earned his PGA tour card when he finished tied for 19th at the PGA Q-school. See contact information on page 86 Visit www.hotwater.com. • Be sure to visit www.thewholesaler.com for web exclusive articles and videos! • Stronger. Warmer. Cleaner.

UltraCAST™ tubs are formed steel. Quieter. Thickest in the industry, but lighter to handle and install. More rigidity protects from transit damage.

UltraCAST™ is porcelain enamel, reinforced with high performance polymer fire-coated to steel, for a glossier, easy cleaning, chip-resistant surface that retains water heat longer.

UltraCAST™ tubs have a new solid, injection-molded, insulative backing for sound-deadening during showers.

Find out more about UltraCAST,™ the value alternative from Briggs.

UltraCAST ™ Premium Bathtub

® 800-888-4458 BriggsUltraCAST.com

See contact information on page 86 52 • INDUSTRY NEWS •THE WHOLESALER® — SEPTEMBER 2010

dividuals will provide day-to-day sup- Green Manufacturing Summit examines port both to industrial customers and to the company’s extensive network of energy efficiency, sustainability trends trained representatives and distributors. In addition, each location will MENOMONEE FAllS, WIS. — Manu - director of the Wisconsin Sustainable featured experts from FOE, Frito lay, have a showroom for display of our facturers from the Milwaukee area Business Council and adjunct faculty Serigraph, Mil waukee Journal-Sen- flagship line of Gold Series cartridge were invited to attend a business member of UW-Madison’s School of tinel and Pieper Power. With a combi- dust collectors, a warehouse for local forum focused on cost-saving green Business. nation of presentations, case studies, stocking and delivery of replacement technologies at the 3rd Annual Green Educational breakout sessions pro- guidelines for increasing energy effi- filters and parts and a meeting facility Manufacturing Summit held August vided insight into topics such as “De- ciency and interactive Q&A, the panel for technical seminars on a range of 31, at the Schlitz Audubon Nature signing for Disassembly,” “Sustainable informed, instructed and inspired at- dust collection topics.” Center in Bayside, Wis. Trends in Packaging” and “Green- tendees looking for strategies to reduce Visit www.farrapc.com. The free, half-day event was pre- house Gas Challenges.” energy usage and operating costs. sented by Bradley Corp. of A panel discussion, “Driving En- Visit www.focusonenergy.com or Menomonee Falls in partnership with ergy Efficiency for Manu facturers,” www.bradleycorp.com. OBITUARY Focus on Energy and media sponsor the Milwaukee Journal-Sentinel. local Milton Miller, business and community leaders and Camfil Farr APC opens five offices former Trumbull other green experts discussed sustain- JONESBORO, ARK. — Camfil Farr Air Industries executive able best practices. They also spot- Pollution Control has opened five re- lighted proven cost- and re source-saving gional sales and service offices across lIBERTY TOWNSHIP, OHIO — Milton strategies geared toward small- and the country for enhanced support of Miller, 88, passed away on July 20 at mid-size local manufacturers. High- customers nationwide. The new of- his home, surrounded by his family. lights included a presentation of the top fices are in los Angeles, Calif.; lin- “Milt” served in the U.S. Army 20 sustainability trends for manufac- coln, Neb.; Charlotte, N.C.; Dayton, a regional manager, a sales engineer from 1942 to 1946. He was honor- turers with an emphasis on how green Ohio; and Dallas, Texas. and a service technician,” said John ably discharged as a Master Sergeant manufacturing can impact ROI by “The new offices are structured as Dauber, North American sales man- on Jan. 17, 1946, from the 142nd Tom Eggert, the founder and executive multi-staffed facilities, each one with ager for Camfil Farr APC. “These in- Ordnance Company, serving both in Europe and in the Pacific. He returned to civilian life to join his father Sam and his brother David in a family business, now known as Trumbull Industries Inc. There, as vice president in 1950 and then as president in 1955, Miller led the company’s growth from its local origins as a plumbing supply house to a regional operation that also included municipal materials, cabinets, industrial and piping supplies. He was active in many industry associations and was one of the founders of Tri-State Distributors Assn., which eventually became NCWA. Miller also was a founder of a computer services firm and a financial services company, both pioneer- ing efforts in the industry. His first marriage, to laura Zoldan, lasted 52 years and ended with her death in 1994. He is survived by his wife Bobbie, his brother David, three children, eight grandchildren, 10 great- grandchildren, three stepchildren and 10 step-granchildren. Miller was a member of Temple El Emeth and served as president of Squaw Creek Country Club. He loved playing both golf and tennis and heartily enjoyed a robust cama- raderie on the course and court with his many friends. His love of life and exceptionally warm smile touched many people. The family requests that anyone considering making a contribution in Miller’s name consider either Temple El Emeth, 3970 logan Way, Youngstown, OH 44505 or St. Jude Children’s Research Hospital, 501 St. See contact information on page 86 Jude Place, Memphis, TN 38105. • Be sure to visit www.thewholesaler.com for web exclusive articles and videos! • See contact information on page 86 54 • INDUSTRY NEWS •THE WHOLESALER® — SEPTEMBER 2010

Through June 22, more than 2,400 Grundfos ‘Pumps on Tour’ visits Windy City people at 29 different stops had visited OlATHE, KAN. — The Grundfos well as a dozen Chicago-area whole- To cap off the day, Grundfos pro- the 1,200-square-foot vehicle for “Pumps on Tour,” a fully equipped, sale-distribution firms. vided free tickets to the scheduled hands-on training by Grundfos staff mobile educational center for profes- Attendees toured the vehicle, en- White Sox baseball game against the and the chance to experience first- sionals in the residential, commercial joyed a Chicago-style Italian beef visiting Atlanta Braves that evening, hand an array of new pump products. and industrial pumping industry, vis- lunch and participated in games and but not before hosting attendees to an The experience includes sessions in- ited Chicago on June 22, setting up on activities, all courtesy of Grundfos all-you-can-eat buffet in the patio area, side the truck’s mini-theater for view- the city’s South Side at U.S. Cellular Pumps. Throughout the afternoon, located just behind right center field ing training videos and presentations, Field, home of the Chicago White Sox. Grundfos personnel conducted fence within U.S. Cellular Field. as well as a series of interactive work- The event welcomed representatives hourly drawings, awarding attendees The Chicago event was one of 48 ing displays of residential, commercial from about 75 local mechanical con- with an assortment of valuable elec- that the “Pumps on Tour” vehicle will and industrial pump solutions. Among tracting and industrial companies as tronics prizes. host in 27 different states during 2010. the items showcased: • The AlPHA™, an energy-opti- mized, 115-volt circulator featuring a permanent magnet motor design that is designed to cut power consumption by a minimum of 50%. The AlPHA’s newest innovation is a terminal box for conduit connection applications. To make electrical connections, installers now have the option of using: either the AlPHA plug with line cord, which requires no wiring and offers one of the easiest hookups available in the pump industry; or the replaceable terminal box that uses Grundfos’s standard pushpin power terminal connections. • Thinking Buildings Universe (www.ThinkingBuildings.com), a new online resource offering mechanical contractors and engineers a complete range of information and tools on commercial pumps to help make their building projects come together more smoothly. • The award-winning Multi-Stage CR-H, the ideal solution for ANSI pump users seeking improved efficiency and increased longevity for their existing pumps. In July and August, Pumps on Tour visited the Dakotas, Nebraska and Kansas. During late August and Sep- tember it will make 16 stops in Ari- zona, California, Colorado, Idaho, Nevada, New Mexico, Oregon, Utah and Washington. Visit www.grundfos.us. To register for a particular tour date, visit www.pumpsontour.com/register.

OBITUARY Jack Muir, former W.T. Andrew exec FARMINGTON HIllS, MICH. — John A. (Jack) Muir, age 86, passed away on July 13. A veteran of the Canadian Navy, Muir served in this industry as vice president-operations for the W. T. Andrew Company. He was a hard working man, always ready to help family and friends. Muir is survived by Christine, his wife of 64 years, two sisters, three children, four grandchildren and six great-grandchildren. A memorial service was See contact information on page 86 held on July 16 in livonia, Mich. • Be sure to visit www.thewholesaler.com for web exclusive articles and videos! • See contact information on page 86 See contact information on page 86 THE WHOLESALER® — SEPTEMBER 2010• TECHNOLOGY • 57 Be real and grow TODAY your business oday we are overwhelmed with fake. We see fake Rolex watches, fake Mont Blanc Tpens and even fake body parts (we won’t go there right now!). Yikes! In business it is almost at an epidemic level. We see way too many people touting the hype of their business and very little substance. I’ve seen too many Internet marketers whose “free teleseminar” is only about how much money they are supposed to have made with BY TERRY BROCK some “new technique.” If all they do is talk about Technology/marketing specialist how much money they made — or about their really cool lifestyle — I don‘t know about you, but Here are some steps that can help build your for me the “hype alert” warning sounds and red business and you stand out from the fake and the lights flash. hype on the Net: Yes, this is frustrating, but I see a lot of good • Be reachable — This means using your real in it. Yep! I really do. I think it gives the honest name and being real. You’ll attract more cus- Internet marketers a chance to separate them- tomers. Yes, you’ll also get some pesky, bother- selves from the sleazy and fake marketers. When some types, but it is worth it to connect with you share honest-to-goodness great ideas with serious, real people. It is worth some spam in order people — as many good marketers do — to let customers connect with you. So many com- prospective clients want to get involved with panies hide behind their Net presence and refuse you. Yes, it’s nice to hear about someone’s suc- to connect with others. Okay, let them do that. I cessful lifestyle. However, there has to be sub- just hope they are my competitors. People today stance backing up that information, or it is like a want to be with people. We see right through the house of cards. silly little games of using some goofy fake name. Today, people want real, not fake. Today, we • Be real on social networks — This means need more substance and usable ideas than ever. being a human being, not just a sales machine, You grow your business by being real with always talking about selling. Reach people at a prospects. This is what relationship marketing is human level first and business will come natu- about — being real and offering serious value. rally. This is the way to build solid, long-term Twitter is a good example of the contrast. Many business vs. the transaction of a sale today and people on Twitter are offering genuinely helpful nothing tomorrow. information. I’ve enjoyed the many benefits of • Avoid the fake — Watch out for the way- watching the flow of “tweets” as they come across too-hypey Internet marketers who promise the my screen. There are, unfortunately, many people world both online and offline. Hot Tip: Here’s who don’t use their real names and try to hide be- the way you can find out if they are real. It’s a hind a bunch of hype. The marketplace will even- simple test but works very well. Can you connect tually sort these out, as it always does. with a real, live human being? Anyone can send It is important today to be real vs. hiding behind an e-mail or an autoresponder. The genuine, real a fake Internet identity. Be real with customers and people connect with others at a personal level. let them know how you can help them. This means Before you buy from someone, make the attempt not only helping when you have problems deliv- to talk with a live, real human being. If you can’t, ering what you promised (obvious) but, even more, then you might want to move along to someone being real initially in what you can offer them to else. If you can’t connect with a real human solve their problems. Education is the key here and being, welcome those red flags and beeping the Internet is ideal for that. Use your blog to write alarms going off in your “hype detector” and stay articles about key industry topics. Use audio to cre- away from them. ate honest talks with customers about issues going The answer, of course, is for serious relationship on in their businesses (Interviews work great marketers to connect in many ways to people. Use here!). Use video to illustrate solutions on how to the social networking tools properly. Use e-mail to solve problems and how your customers can gen- stay in touch and provide serious value to others. erate more business. Design your website and blog to provide value in One of the reasons that we’ve seen serious busi- a way that helps customers solve their problems. ness interest in social networks like Facebook and And don’t forget the importance of a real, live LinkedIn is that people use their real identities. It phone call and/or personal visit to key customers is a people-to-people connection, more than just now and then. This is what makes serious relation- signing up for a bunch of spam e-mail. The mar- ship marketing work and what positions you far ketplace has demonstrated that it wants real human ahead of those who embrace the fake. n connections vs. fake connections. Terry Brock is an international marketing • Substance always trumps hype coach and columnist who helps businesses market • Don’t assume a fake Internet ID more effectively, leveraging technology. He can be • Let customers reach you! reached at 407/363-0505, by e-mail at terry@ter- • Connect on a personal level rybrock.com or through his website, www.terry- • Use social networking wisely brock.com. Join the Twitter adventure with Terry through his Twitter address: TerryBrock. • Be sure to visit www.thewholesaler.com for web exclusive articles and videos! • See contact information on page 86 58 • INDUSTRY NEWS •THE WHOLESALER® — SEPTEMBER 2010

on a single Brauer Supply begins 130th level with high cube space, allow- year with new headquarters ing us to store more material and to do it ST. LOuIS — Brauer Supply Com- into the Kansas City market with a in a way that is con- pany, a family-owned and managed full-service facility, which opened ducive to accuracy and wholesaler founded here in 1881, has there last fall. quick service.” opened its new headquarters and dis- “Our new St. Louis service center Vice president Bob The Brauer staff is shown here in 1884 in front of tribution center at 1218 South Vande- is conveniently located next to Inter- Brauer, who spearheaded the the company’s second location. A.G. Brauer is the venter in St. Louis. Brauer will states 64 and 44, making it easy for building and moving proj- third man from the right. service its 12 Midwest location from our customers to get here and allow- ect, sees this as one more the new site with its lines of HVAC, ing our fleet of delivery vehicles to step in the company’s expansion pro- branches. The new facility contains thermal insulation, air filtration and quickly access our customers’ shops gram, allowing for rapid inventory nearly 100,000 square feet of ware- fastener products. The new facility and jobsites,” said company president replenishment and support services house and office space and also pro- follows on the heels of Brauer’s entry Jim Truesdell. “This large facility is for Brauer’s growing network of vides specialized customer counter and reception areas for HVAC and

Left: August G. Brauer, founder and ADVANCED CELTIC SALES, INC. NEXT ASSOCIATES HYDRONICS INDUSTRIES Gerry O’ Hanlon David Vaccari president from 1881-1932, and at Kevin Sossin 16 Elin Place 124 E. Main St., STE 201 right, Oscar P. Brauer, son of the 124 E. Main St., STE 201 Glen Head, NY 11545 Baylon, NY 11702 founder and second president. Babylon, NY 11702 Phone: 516-676-6464 • Fax 516-676-0658 Phone 631-532-2700 • Fax 631-532-2701 Phone 631-532-2700 • Fax 631-532-2701 thermal insulation customers. DAMAR SALES CO., INC. ALCO SALES David L. Goldberg PLATSKY COMPANY, INC. In this age of acquisitions and con- Al Lipsky 81 Montgomery Ave Jan Aranoff, Glenn Stern solidations, Brauer Supply is becom- 19 Curtis Place Scarsdale, NY 10583 298 Montrose Road ing increasingly unique as it has been Lynbrook, NY 11563 Phone 800-464-1256 • Fax 914-725-5113 Westbury, NY 11590 continuously owned and managed by Phone 516-887-3888 • Fax 516-593-5569 Phone 516-333-9292 • Fax 516-333-9446 direct lineal descendants of the DELLON SALES CO., INC. ALTHERM INC. founder. Truesdell and Brauer are Scott Dellon RATHE ASSOCIATES INC. Tom Gallagher 5 Albertson Avenue part of the family management team, 255 Humphrey Street Don Rathe Albertson, NY 11507 1650 New Highway which includes vice president of op- Englewood, NJ 07631 Phone 516-625-2626 • Fax 516-625-3030 Phone 201-871-4400 • Fax 201-871-0314 Farmingdale, NY 11735 Phone 631-822-1200 • Fax 631-822-1400 Brauer management has ARNOLD KAUFMAN F&S SALES CORP. been committed to the Arnold Kaufman Fred Kravitz, Sandy Kravitz 61-20 Grand Central Pkwy 235 Lincoln Place ROTHENBERG ASSOCIATES success of its contractor Forest Hills, NY 11375 Brooklyn, NY 11217 Randy Rothenberg Phone 718-760-3908 • Fax 718-271-7128 Phone 718-783-4022 • Fax 718-789-3695 104 Rushmore Street and industrial maintenance Westbury, NY 11590 ASAP SALES J.R. ASSOCIATES Phone 516-334-3688 • Fax 516-334-3218 customers. Many of these Bill Artz Jack Rosenberg, CPD customers have grown their 298 Montrose Road 267 Sea Cliff Ave. #4 WALLACE EANNACE Westbury, NY 11590 Sea Cliff, NY 11579 business in tandem with Phone 516-333-4488 • Fax 516-333-9446 Phone 516-248-7800 • Fax 516-248-7870 ASSOCIATES, INC. Ray Schiele Brauer over the decades. BARON SALES ,LLC JADCO SALES, INC. 50 Newton Road Dean Baron Barry Newman Plainview, NY 11803 erations Bill D. Brauer and chairman 39 Lee Road 1075 Quentin Place Phone 516-454-9300 • Fax 516-454-9307 William H. Brauer, who is still an ac- Ridgefield, CT 06877 Woodmere, N.Y. 11598 tive advisor at age 84. Phone 203-894-1022 • Fax 203-894-9341 Phone 516-374-5799 • Fax 516-295-0358 WALSH SALES ASSOCIATES Brauer Supply was founded in BELSKY ASSOCIATES, INC. KORNSTEIN, MARTIN L., INC. Richard P. Walsh 1881 by August G. Brauer, great- Bob Belsky Phillip & Edward Kornstein 80 Allen Blvd. grandfather of the current managers, 620 Derby Drive East 142 Mineola Avenue Farmingdale, NY 11530 who was succeeded as president by Oceanside, NY 11572 Roslyn Heights, NY 11577 Phone 631-420-7400 • Fax 631-420-7415 his son Oscar Brauer and then by Phone 516-678-1655 • Fax 516-678-8632 Phone 516-621-2165 • Fax 516-621-7629 William H. Brauer, the current chair- BUGLER SALES CORP METRO FILTER SALES, INC. WOODS & JAYE SALES CO. man. Son-in-law Truesdell is only the Jim Bugler John Menard Steve Jaye fourth president in the company’s 2620 Willard Ave. 520 White Plains Rd. 33-09 37 Avenue 130-year history. Long Island City, NY 11101 Baldwin, NY 11510 Tarrytown, NY 10591 In light of its long history, Brauer Phone 516-223-3868 • Fax 516-868-6998 Phone 914-591-1337 • Fax 914-591-3031 Phone 718-786-8260 • Fax 718-786-5393 Supply is able to attract some of the most talented salespeople and management in its respective product in- New York Factory Representatives Know What New York Customers Need! dustries. This means that the company is able to deliver top-flight customer service and product appli- See contact information on page 86 (Turn to After 130 years... page 60.) • Be sure to visit www.thewholesaler.com for web exclusive articles and videos! • See contact information on page 86 60 • INDUSTRY NEWS •THE WHOLESALER® — SEPTEMBER 2010

pany has listened closely to its cus- After 130 years, Brauer continues to flourish tomers to determine the kinds and (Continued from page 60.) Knauf, Certainteed, Armacell and Over the years Brauer expanded, quantities of stock need in the area, cation assistance, as well as to keep IIG. Filtration products are provided with additional locations in Missouri, as well as delivery needs. its locations efficiently stocked and from quality manufacturers such as as well as locations in Illinois and Call 800/392-8776 or visit ready to meet customer needs. It also Clarcor, Koch, Smith, Everpure and Kansas. In each instance, the com- www.brauersupply.com. means Brauer is able to attract estab- Harmsco. Specialty fastener brands lished lines of product to represent. include Pop Rivets, Parker Kalon and In the HVAC area, Brauer provides Sherex, among many others. Heil and Arcoaire equipment and ac- One of the things that has allowed cessories, as well as Continental Reg- Brauer Supply to flourish while com- isters, Selkirk Metalbest B-Vent, petitors fell by the wayside over the Heating and Cooling Products (pipe years has been its personal relation- and fittings) and White-Rodgers con- ships with its customers. Brauer man- trols. Ther mal insulation is provided agement has been committed to the by such well-known companies as success of its contractor and industrial maintenance customers. Many of these customers have grown their business in tandem with Brauer over the decades. Brauer has actively supported local contractor organizations and causes, as well as playing a leading role Brauer’s new headquarters and distribution in national distributor organ- Brauer family members currently active in the business include: (seated, from center at 1218 South Vandeventer in St. Louis will izations such as HARDI, left) president James L. Truesdell and chairman William H. Brauer and (standing service the company’s 12 Midwest locations. MICA and NAFA. from left) VP Robert G. Brauer and VP William D. Brauer.

See contact information on page 86 • Be sure to visit www.thewholesaler.com for web exclusive articles and videos! • See contact information on page 86 62 • ON THE PVF PULSE •THE WHOLESALER® — SEPTEMBER 2010 Cap-and-trade’s demise encourages expansion of power generation hile some may bemoan the for to facilitate badly-needed expan- With Brazil ready to exploit the huge death knell of the Admin- sion capabilities. deep sea oil finds off its coast in the Wistration’s energy bill (cap- Ironically, some House members, last few years, some rigs have al- and-trade), passed by the House last such as Mary Bono Mack (R-Calif.) ready been pulled from the Gulf and year, new life may now be infused in voted for the House-passed cap-and- transported to the Brazilian develop- the long-awaited expansion of Amer- trade bill, fearing that an Administra- ment areas. BY MORRIS R. BESCHLOSS ica’s laggard power generating facili- tion-backed EPA might run amok, Even if the hurdles to future PVF and economic analyst emeritus ties, natural gas development, and going even further than this misbe- drilling can be overcome in the Gulf, even onshore oil exploration, as found gotten energy bill. it’s doubtful that timely replacement selves “outgunned” competitively. in the Bakken belt (North and South Longer-term developments in this rigs can be made available. While high employment and lack Dakota, Montana). arena will have to await the results of Latest reports indicate that onshore of the latest equipment made an in- With extreme climate control meas- mid-term elections, and the subse- drilling is rapidly picking up speed, creasing number of companies non- ures voiding the use of coal, and pos- quent attempts by the White House to both in the U.S. and Canada, as re- competitive, industrial labor unions sibly natural gas, the nation’s utilities impose its strictures on sorely-needed bounding demand creates rig short- began to crumble, and were forced were loath to invest in the develop- traditional energy expansion. Renew- ages the world over. With to negotiate more flexibly as foreign ment of new power generating enti- able energy will not get the job done. substantially higher prices for oil competition became more fierce. ties, afraid of what might come out of forecast for 2011, a rig shortage is al- The final chapter in this diminution Congress and the White House. New drilling moratorium could most sure to develop. Expect a of employee importance came at the Not knowing what this bill would scuttle long-term Gulf activity widening trade deficit in oil next end of a 15-year global business allow resource-wise, a major inhibi- The catastrophic oil spill in the Gulf year, as U.S. demand picks up and boom that culminated with the tion in such initiatives was the lack of of Mexico may scuttle deep sea domestic production sinks further. fourth quarter 2008 financial crash. willingness by financial institutions drilling activity for a longer time pe- This not only reduced worldwide de- to provide the substantial loans that riod than previously anticipated. With U.S. business profitability mand for goods and services, but would be required by utility compa- a new November 30 government increasingly dependent on productivity greatly shrank the size of most busi- nies to initiate new projects. These moratorium replacing the one struck Since time immemorial, the via- ness enterprises. had been put in mothballs, awaiting down by a federal court, it could be bility of businesses in general, and These events have resulted in the Congress’ verdict. months before drilling in the Western American firms in particular, were current antipathy toward rehiring; and The death of cap-and-trade for the Gulf would be resumed. This could re- primarily judged by the number of the newfound profitability composed foreseeable future may also give a duce overall drilling in the U.S. by two employees that made up their of lower costs even in a world market green light to the long-awaited million barrels a day annualized, mak- workforce. that has left little margin for price in- pipeline to facilitate oil from the ing America even more dependent on This achieved the two-fold result of creases. This new scenario calls for Canadian tar sands conversion to be foreign oil to accommodate the 18.5 absorbing the excess U.S. population productivity, the new measure of shipped to Texas refineries. The million barrels a day required by generated in the late 19th and most of today’s profitable business success. building of Canada’s part of this America’s transportation sector, power the 20th century; and forced success- transmission entity has been well un- generation, and conversion to chemi- ful business establishments to grow Ethanol — alive, well and growing derway, stretching from Canada’s Al- cals, plastics and other derivatives. and diversify, by adding new products To paraphrase Mark Twain’s fa- berta Province to the U.S. border. A possibility of deep sea drilling be- or generating additional markets. mous remark about his erroneous This delay had resulted in Cana - coming permanently constrained As late as the 1970s, the number of obituary, “The news of my passing is dian oil sands producers such as Syn- would reduce American production to personnel employed reflected the premature, ill-timed and utterly lack- crude and SunCorp to shift much of approximately four million barrels a dominance of particular manufacturing in veracity.” their production to China, which had day, the lowest U.S. production level ing, distribution, contracting or retail This assessment could well be already helped to finance a rail line since the Great Depression. Although outlets. But this changed rather cited regarding the current status of and port facilities in Canada’s British applauded by environmentalists, quickly in the fourth quarter of the that highly controversial gasoline Columbia province. Florida and California alike, due to 20th century, as high technology blend — ethanol. When first im- Major coal mining corporations their fear of further coastal pollution, arose from the creativity of Silicon posed on the transportation industry such as Peabody Coal and Patriot tens of thousands of workers in Valley, and other hot beds of devel- by Congress, in reputed collusion Coal followed suit, finding ready and Louisiana and Texas would likely join opmental knowhow. This brought to with the nation’s giant agribusi- willing buyers in Southeast Asia. the unemployment lines in that case. the fore a whole new range of ideas nesses about five years ago, it was However, before implacable oppo- Under such circumstances, obvi- that led to the birth of Microsoft, projected as the magic elixir that nents of the climate control advocacy ously not thought through by the Intel, Oracle, etc., eventually leading would greatly reduce America’s 20 become too ecstatic, this may now Obama Administration, future deep to an industrial revolution, not even million barrel-a-day of oil use — unleash the Obama Ad ministration’s sea drilling in the Gulf and off Amer- foreseen as late as the early 1980s. much of which has been dependent Environmental Pro tection Agency to ican shores could become perma- While the shop floor saw auto- on foreign imports. use extreme measures to throttle the nently extinct. Drilling rigs are not mated equipment, and a whole new As the premier example of corn- economically viable resources that only prohibitively costly in price, but range of sophisticated tooling, the based bio-fuels, ethanol gave a huge the U.S. energy developers would opt cost as much as $500,000 a day on a back-office embraced a rapidly accel- shot in the arm to agriculture in gen- lease basis. While the Obama Admin- erating dynamic of computerization. eral, and the growth of corn in partic- • Canada/U.S. pipeline istration is taking credit for protecting Although the recessions of the early ular. To make sure the U.S. energy a possibility. the Mexican Gulf rim from further 1980s and 1990s resulted in substan- industry got the message, Congress • Deep-sea drilling to be horrific spills, no provision is being tial temporary employee layoffs, mandated that 36 billion gallons of curtailed indefinitely? made for replacement oil production, these were reversed as some busi- this renewable fuel must be used an- such as initiating drilling in the nesses staged strong comebacks in nually for transport by 2022. • U.S. manufacturing Alaskan National Wildlife Preserve both decades. However, as the inten- Despite the many critics of this not yet bullish on hiring (ANWR). sity of modern technology multiplied, heavily-subsidized and tariff-pro- • Ethanol not dead And the rig owners are not letting some businesses that didn’t get on the tected gasoline additive, corn-based their expensive equipment sit idle. modernizing bandwagon found them- (Turn to Productivity... page 64.) • Be sure to visit www.thewholesaler.com for web exclusive articles and videos! • See contact information on page 86 64 • ON THE PVF PULSE •THE WHOLESALER® — SEPTEMBER 2010

pared for a new “ethanol” propaganda To get the financial and economic Productivity the new paradigm shift blitz to be unleashed on the American news on my daily blog, please log on public. You can be sure that the Gulf to www.theworldreport.org, then click as U.S. businesses seek viability of Mexico oil spill will be front and the link to “Morrie’s Page” at my- (Continued from page 62.) ing for additional subsidies to the al- center in this campaign. desert.com. Please recommend the ethanol now seems well-established, ready sizable amounts per gallon pro- Keep in mind that corn ethanol blog if you find it informative. n representing 7% of America’s yearly vided by the federal government (i.e. subsidies have benefited by $17 bil- fuel supply since its relatively recent taxpayers). lion in tax credits since their five- Morris R. Beschloss, a 54-year inception. The environmental Pro - With governmental subsidies and year-old inception. This year, it will veteran of the pipe, valve and fitting tection Agency has chimed in with its sugar cane-based import tariffs sched- cost an annual high of $5.4 billion. I industry, is PVF and economic ana- support by claiming that ethanol uled to expire in December, be pre- rest my case. lyst emeritus for The WhoLesALeR. emits 20% less greenhouse gas than standard gasoline. The U.S. Agri - culture Department has also lent its Bradford White sponsors NFL charity golf classic support by claiming that ethanol AMBLeR, PA. — Bradford White was across the country. The tour generates plants have become much more effi- the presenting sponsor of the 2010 nearly $2 million per year for local cient in the last year. NFL Alumni Philadelphia Chapter and national charities. Although the use of the corn-based Charity Golf Classic and donated The Philadelphia Chapter event at blend is close to reaching the top $25,000 to the Philadelphia chapter. Running Deer Golf Club in Pitts- limit of 10% usage per gallon in the The net proceeds from the tourna- grove, N.J., saw Bengals assistant near future — due to fear of engine ment are donated to various local coach Paul Guenther’s fivesome beat corrosion — such next generation youth charities. out a field of 24 other teams cap- biofuels as cellulose and algae are not Since the first charity event in tained by retired and current NFL Bruce Carnevale, Bradford White yet ready for prime time. 1979, the NFL Alumni’s Charity Golf players that included Hall of Famer vice president-sales & marketing, This has provided ethanol lobby- Tour has grown into a major fundrais- Tommy McDonald, Ron Jaworski, presents Ron Jaworski with a check ists with the incentive to move the ing vehicle. Approximately 33 tour- Mike Quick, Beasley Reece, Joe Pis- for $25,000 for the NFL Alumni corn-based ceiling to 15%, while ask- naments are held annually in cities arcik, Joe Thomas and Jon Runyan. Philadelphia Chapter.

See contact information on page 86

• Be sure to visit www.thewholesaler.com for web exclusive articles and videos! • See contact information on page 86 66 • PRODUCT NEWS •THE WHOLESALER® — SEPTEMBER 2010

Electronic faucet works in two modes Available for deck-mount applications, ChekPoint® eC-3106 electronic faucet offers the ability to switch from sensor to manual operation. It converts by simply rotating the HVAC repair tape top cap of the faucet until it locks into everSeal Roof Repair Tape bonds in- the desired mode. In sensor mode, it can stantly to all common roof materials help qualify towards points for LeeD certification. for long-lasting, watertight repairs easy to install, is AC/DC capable, features adjustable and can be used for a wide variety of Copper fitting brushes temperature control, and comes with a 1-year war- HVAC applications, such as repairing For use in cleaning-scoring plumbing ranty. T&S Brass. interior or exterior ductwork and applications, these copper fitting www.tsbrass.com plenum. Based on advanced synthetic brushes are made of heavy gauge .25 adhesive polymer, product is not mm carbon steel wire and trimmed so butyl or asphalt and adheres to most the tip of the wire does the scoring. construction materials. In addition, it Brushes are available for diameter is resistant to chemicals and UV ra- sizes ranging from 1/2" up to 2", come Solar water heating system diation. OMG Roofing Products. with both straight and crimped bristles Cirrex™ is the latest advancement in solar thermal www.olyfast.com and have a twist wire open-loop handle water heating and is one of the greenest solutions for easy hanging. Matco-Norca. available to homeowners today. This all-in-one Integrated comfort system www.matco-norca.com solar thermal water heating system simplifies An integrated HVAC and water heat- specification and installation. System offers a ing system powered by tankless tech- Commercial water heaters high-volume tank, allowing users to capture even nology offers home heating and hot SmartPlate water-to-water heaters more solar energy. With an energy Factor of 2.5, helps reduce system energy costs. the system is energy Star-qualified and tax credit Utilize innovative brazed eligible. A.O. Smith. plate and plate and www.hotwater.com frame designs u n i q u e l y suited for Compact video inspection system use with high- Two lightweight systems combine camera, reel and monitor in efficiency con- all-in-one package. A 5.6" LCD color monitor is pro- d e n s i n g tected by a padded case and mounted on a rugged flex- water from a single source; combine boilers, ible gooseneck that swivels to give the best viewing with cooling equipment for complete eliminat- angle. Full size Gen-eye POD™ features a self- home comfort. The first system of its ing the leveling camera and 200 ft of Gel-Rod® for trou- kind to be designed, built and war- need for storage ble-shooting 3"-10" drain lines. MINI-POD™ ranted by a single manufacturer. Hot tanks and blending valves. Supports carries 125 ft or 175 ft of push rod. The color water is circulated through the hy- up to 90 gpm domestic loads at a mini-camera is small enough to troubleshoot dronic air handler to provide warmth 100°F rise. Fully packaged, instanta- 2"-4" lines. A video out connection allows and is then re-circulated back to the neous heaters incorporate real-time recording on an external device. General Pipe Cleaners. tankless water heater to ensure that load tracking and responsive controls www.drainbrain.com. no water is wasted. Rheem. to maintain accurate hot water tem- www.rheem.com peratures under diversified load pat- terns common in commercial and Geothermal air handlers Heating system controllers institutional applications. AERCO. Tranquility Air Handler Series of- ULTRAVAC controllers modulate the www.aerco.com fered in 26, 38, 49 and 64 MBH sizes. burners of the CORAYVAC® low-in- Fully convertible to upflow, down- tensity, high efficiency condensing Smart energy thermostat flow, horizontal right and left down- infrared heating systems. Run a The programmable Se5000 smart en- flow; ideal for remote applications s t a n d - ergy series provides 7-day program- such as crawl spaces or attics. Con- alone pro- ming, multi-stage p r i e t a r y heat/cool compati- program; bility with ad- with the j u s t a b l e addition of temperature the BAC- differen- net® Con- tial for trol, the each stage, Toilet seat redesign system can a u t o m a t i c A stylish redesign of a popular plastic communi- changeover and soft toilet seat is now available with the densate overflow protection, 230v- cate with touch control buttons. Features an in- traditional top-close hinge. Premium 115v compatibility, bi-directional third party home energy display coupled with a version incorporates the STA-TITe® thermal expansion valve, control building management systems. Can residential thermostat, providing di- Seat Fastening System™, Whisper• transformer with circuit breaker pro- be seamlessly integrated into a sin- rect HVAC load control by utility Close® with easy• Clean & Change™ tection, large removable access pan- gle-controls solution shared between companies serving Smart Grid cus- and DuraGuard® antimicrobial agent els and dehumidification mode for multiple mechanical systems in the tomers. ICM Controls. integrated into the seat. Bemis. high latent cooling. ClimateMaster. building. Roberts-Gordon. www.icmcontrols.com www.bemismfg.com www.climatemaster.com. www.rg-inc.com • Be sure to visit www.thewholesaler.com for web exclusive articles and videos! • See contact information on page 86 68 • PRODUCT NEWS •THE WHOLESALER® — SEPTEMBER 2010

Pipe thread sealant Blue Monster™ Stay-Soft, a PTFe- enriched pipe thread sealant specially formulated for the fire protection in- Dry pipe accelerator Toilet bowl protector saves finish dustry, is compatible for use with The VIZOR electronic Dry Pipe Ac- T-BowlShield safeguards the toilet bowl and siphon tube when using standard FlowGuard Gold®, BlazeMaster® and celerator is a self-contained, riser- auger. Flexible, tapered nose cone nestles in standard toilets, effectively bridg- Corzan® pipe and fittings in harsh en- mounted, quick-opening device that ing the throat of the toilet and allowing a scratch-free passage of the auger vironments. Does not harden; allows reduces the time required to operate into the blocked area. 2-piece design comes with instructions for assembly pre-fab application weeks before sys- a dry pipe system with the activation and use. Rugged, reusable and simple to use. Patent pending. TBowlShield. tem assembly; disassembly years of one or more automatic sprinklers. www.t-bowlshield.com after assembly. Grit-free, lead-free, All essential components are located non-toxic, adheres to oily threads and inside its enclosure, making it easy to provides for easy clean up. install, set and maintain. Advanced Whole-house clean-air solution Clean-Fit Products, a division of microprocessor technology enables emerson 4"media air cleaners, a smart and af- The Mill-Rose Company. accelerator to monitor and control dry fordable solution to filter air throughout the home, www.cleanfit.com systems cleanly. TYCO. are a premium upgrade over standard furnace fil- www.tyco-fire.com ter. Standard MeRV 8 filters capture allergens up Flex inverter heat pumps to 20 times more efficiently than ordinary fiber- The 4-ton, 15.5 SeeR Halcyon HFI Thermostatic faucets glass filters. Simplified installation with factory- hybrid flex inverter systems, a cross The LavSafe™ series of commercial punched screw and drill access holes already in b e t w e e n and residential thermostatic faucets place in the 20-gauge galvanized steel cabinet. VRF (vari- feature an Snap-on ABS plastic door for easy filter replaceable refrig- internal ment without tools; slim profile for easy stocking; erant flow) paraffin thermostat available in four standard sizes; optional MeRV and multi- t h a t 11 filters. White-Rodgers. zone tech- con- www.White-Rodgers.com. n o l o g y , trols offers 7, 9, t e m - Cast-iron roof drains 12, 18 and 24,000 perature New, versatile 20" large-capacity roof drains are Btu wall-mount units; and pressure. No available with 10" and 12" no-hub connections. 9, 12 and 18,000 Btu need to install a sep- While 15" models are used in most standard cassette units; and 9, 12, 18 and arate thermostatic valve. Tem- roof drainage applications, 20" models are ideal 24,000 Btu concealed ceiling units. pering is inches from the user, where for large capacity or high-volume applications. Op- All units can connect to a single, 4- it is most effective. Quick, simple in- tions that can be ordered to customize the drain are ton outdoor unit for as many as 8 sep- stallation and maintenance; key com- an under-deck clamp, sump receiver and 2" cast iron ex- arate zones. ponents are accessible above sink, ternal water dam for overflow applications. Sioux Chief. Fujitsu General America. including the adjustable high-temper- www.siouxchief.com www.fujitsugeneral.com ature limit stop. Fewer components, fewer potential leak points. Watts. Unique valve assembly Combo roll groovers www.LavSafe.com A step-saving innovation called the Purge & Fill is a Combo roll groovers feature a new unique 7-in-1 valve assembly that allows the user model RGCOMBO812 for larger Easy rings to simultaneously drain, flush and refill any hy- pipe. Forms standard Leader in wax rings since 1960 intro- dronic system. This eliminates 6 leak paths and rolled grooves duces easy Rings, a high quality, saves nearly an hour of labor. Webstone. in 8" - 12" lower cost professional wax ring with www.webstonevalves.com s t e e l , a special blend of material. Stock No. stainless s t e e l , and alu- m i n u m Large-dia. grooved system pipe up Patented Advanced Groove System (AGS) to 0.188” line allows for faster and easier installation wall thick- of large-diameter piping systems. In- ness. Saves time cludes rigid and flexible couplings with and money by allowing a complete AGS technology for pipe sizes up to change in minutes from power to 60" in diameter for HVAC, mining, manual operation. Compact, portable, eASYRING are packed 48 each per water and wastewater and industrial economical. Two wrenches included master carton. eASYHORN rings applications. Saves several hours over – one for power grooving and an an- with plastic flange are packed 24 each welding; delivers pressure ratings up to 350 gled one for manual grooving. per master carton. SOS Products. psi. Victaulic. Reed Manufacturing Company. www.sos-prod.com www.victaulic.com www.reedmfgco.com • Be sure to visit www.thewholesaler.com for web exclusive articles and videos! • When you purchase a Little Giant Pit+Plus® Jr. from Franklin Electric, you are getting an industry proven product, trusted by professionals. The Pit+Plus Jr. ® sewageWhen basin you featurespurchase a acompact Little Giant basin, Pit+Plus ideal Jr.for from shallow Franklin installations. Electric, Theyou are 24” xgetting 24” basin an industryhas a 44 proven gallon capacityproduct, trustedand increases by professionals. pump life The by Pit+Plus Jr. decreasingsewage pump basin featurescycles. Pit+Plus a compact Jr. is ideal basin, for ideal residential, for shallow as well installations. as light The commercial24” x 24” and basin industrial has a 44 applicatons. gallon capacity Little andGiant increases brand products pump life will by DOZD\VEHWKHUHSURYLGLQJH[SHULHQFHGVROXWLRQVLQWKHÀHOGdecreasing pump cycles. Pit+Plus Jr. is ideal for residential, as well as light commercial and industrial applicatons. Little Giant brand products will DOZD\VEHWKHUHSURYLGLQJH[SHULHQFHGVROXWLRQVLQWKHÀHOG

www.franklin-electric.com/lg www.franklin-electric.com/lg See contact information on page 86 70 • PRODUCT NEWS •THE WHOLESALER® — SEPTEMBER 2010

Hot water recirculation system uses existing pipe The Hot-Link system for hot water recirculation includes a composite bypass valve and a stainless steel circulator with a timer and line cord. The one- pump, one-valve combo eliminates the need to Long-turn dryer elbow run a dedicated return Dryer-ell 45° long-turn dryer exhaust line back to the water Drain cleaning fitting provides flexibility when in- heater. Timer-activated K-45 manual and K-45AF AUTOFeeD® stalling ductwork through truss and pump pushes hot water toward a one- drain cleaning machines have opti- joint systems. Smooth interior and way Hot-Link bypass valve be- mized power up to 600 rpm. K-45 10" radius provide a 1:1 ratio of neath the furthest fixture in the models are for 3/4" to 21/2" drain equivalent length. Using the house. While the water in the hot lines. Cable in three sizes of 1/4", ASHRAe methodology of calculat- line remains cold, the valve stays open, 5/16", 3/8", each in varying of lengths ing friction loss, fittings save about and the cold water is sent back to the water of up to 50 ft. K-45AF features two- 4.5 and 2.25 lineal feet of duct run for heater through the cold water line. When incoming water reaches approxi- way AUTOFeeD that lets the opera- each one used. Provide a 500% in- mately 100°F, the Hot-Link valve closes. Taco. tor quickly work back and forth to crease in volumetric airflow and can www.taco.com completely clear lines. A quick-acting eliminate the need for a booster fan slide chuck locks the cable. The inner in extended duct runs. Dryerbox. drum design eliminates cable flip- www.dryerbox.com Nano filter over and allows quick cable changes. The HemiPleat® Nano dust collector filter com- RIDGID. Heat exchanger testing bines nano media with patented open-pleat www.ridgid.com Heat exchanger users usually can desig; offers high filtration efficiencies, long sample-test less than 10% of de- service life and low pressure drop. A thick layer Special gas vent ployed tubes. The Delfina system, of durable nano fibers on the surface of the fil- Corr/Guard® II 26"- 36" diameter based on Acoustic Pulse Reflectom- ter yield a MeRV 14 efficiency rating. Handles special gas vents feature a flanged de- etry, is a non-invasive, non-destruc- heavy dust challenges. Withstands rigorous sign for quick, easy liquid-tight con- tive testing pulse-cleaning for all types of dry dust applica- nections. Sealant is applied to the tions. Camfil Farr APC. flanges, com- www.farrapc.com p o n e n t s technology a r e that enables complete Hybrid water heater line butted inspection of heat exchanger system The eternal Condensing Hybrid together tubes of every configuration, size, GU195M allows multiple water heat- and con- and material. Accompanying soft- ing units to be linked and common nected with a ware produces automated, repeatable Water conservation vented to a max of 8 Vee band con- results that are consistent, compre- earth Massage showerheads offer a units per nector. The flue is hensive, objective and actionable, en- luxurious shower without sacrificing group. For AL29-4C stainless abling anyone to conduct and analyze water, energy and utility bill savings. heavy com- steel. Choices of out- inspection data. Provides automated Can help save nearly 7,300 gallons of mercial use side casings include aluminized steel, analysis; no need to rely on interpre- water per year; that needs 430 stainless steel, 304 stainless steel tation of experts. AcousticEye. available redundancy, a or 316 stainless steel. The Corr/Guard www.acousticeye.com w i t h single unit can automatically shut II line now includes a complete selec- 1.25, 1.5 down in case of a failure while the tion of pipe and components in 6" - Hospitality faucets and 2.0 others operate with no cold water 36" diameters. Metal-Fab. Manufacturer provides a one-stop gpm flow bleedthrough. 98%+ efficiency, high www.metal-fabcommercial.com shop solution for the hospitality in- r a t e s . flow output and a built-in self-clean- dustry’s fixture needs. These 9 new Patented, ing storage tank. Multi control unit Lavatory faucets non-remov- package provides automatic load bal- Designed for the healthcare, educa- able compen- ancing with ganged units, and error tion and institutional markets, the sator device in notifications via optional remote con- Monterrey™ commercial the showerhead maintains a consis- trol display. Grand Hall. faucet collection features tent flow rate by adjusting flow as www.eternalwaterheaters.com ceramic disc valves, field- water pressure fluctuates from 30 convertible rigid/swivel psi to 80 psi. The showerheads fea- Compact A/C gooseneck or conventional ture 9 jets that are adjustable from a The XB300 air conditioner provides lavatory spout gentle spray to a forceful turbo jet power and per- options and massage. Available in 3 sleek styles: formance in a water-conserv- Hospitality Design faucet lines fea- an easy-to install wall mount avail- new compact de- ing outlets that de- ture distinctive styles ranging from able in a white or chrome finish, a sign. Features: liver a consistent flow throughout the everyday and transitional to tradi- pampering chrome-finished hand- Climatuff® com- pressure range. Most models avail- tional and contemporary designs. held with a 72" tangle-free hose and pressor and coil; able with laminar flow and vandal-re- Available in chrome and feature 2-3 the earth Soap & Soak showerhead small footprint; sistant outlets. Models are available lavatory faucet options ranging from in white or chrome, which helps Manual Charge with a 0.5 gpm vandal-resistant, single hole to wide spread to vessel, achieve optimum water savings by Assist™ for correct system charge. water-saving spray. ADA-compliant accompanied by matching shower- giving the user control of the water Limited warranty includes 10 years and meet the recently enacted Cali- heads, shower valves, tub spouts and flow with a patented pause valve. on the compressor and coil, and 5 fornia and Vermont lead require- trim options. Elkay. Niagara Conservation. years on all other parts. Trane. ments. American Standard. www.elkay.com www.niagaraconservation.com www.trane.com www.americanstandard.com • Be sure to visit www.thewholesaler.com for web exclusive articles and videos! • ALL THE GAS CONNECTORS YOU NEED FOR ALL THE GAS INSTALLATIONS YOU DO.

Large Demand ProCoat ®Connectors Speci cally engineered for gas appliances with large BTU requirements (up to 290,000 BTU/hour). Ideal for tankless water heaters

ProCoat ® Black Virtually invisible, perfect for gas replaces and decorative hearths

ProCoat ® Stainless Steel Gas Connectors The connector’s proprietary polymer coating provides exceptional corrosion resistance

Safety+PLUS ADVANTAGE ® Combines a ProCoat ® connector with an excess ow valve for the safest connector on the market

When it comes to gas products, whatever you need, BrassCraft’s got it. Including the industry’s most reliable line of coated gas connectors. BrassCraft has connectors for low, moderate and large-demand applications. Each features ProCoat ®, a polymer coating that provides superior corrosion resistance against harsh chemicals, UV rays, and salt.

Better selection. Greater strength and exibility. Advanced corrosion NEW Tankless Water Heater Valves resistance. Performance you’ve come to expect from BrassCraft – the For Residential and Commercial brand that sets the standard for quality and innovation. Ask for it by name. Applications. See contact information on page 86

Committed to Quality, Driven by Innovation.

GAS CONNECTORS GAS BALL VALVES WATER STOPS WATER CONNECTORS 72 • PRODUCT NEWS •THE WHOLESALER® — SEPTEMBER 2010

Sophisticated collection The Dia™ Collection, intended for multi-unit residential projects and hospitality properties, features sleek, modern-designed r o u n d e d a n d s q u a r e single post Control options and packages lavatory faucets, a wide- Two new shower controls help home- spread lavatory faucet, owners customize the Total Sense and faucets for the kitchen sink and Collection. The TSC-250 digital con- Rough-in adapter levels drains bar sink, all in polished chrome. trol installs inside the shower and fea- The Dura-Coated™ cast iron Rough-in Adapter (center top) allows for ver- Tub/shower systems round out the col- tures a sleek design with touchpad tical adjustment after the concrete pour, ensuring drain is flush with the fin- lection and feature pressure-balancing, operation and digital readout and al- ished flooring. The included cover replaces the strainer during construction, anti-scald valves. Created for the con- lows the user to turn the optional keeping pipes clear of debris, eliminating backup and protecting the strainer. tractor or designer looking to outfit a InstaMist feature on and off. The The RA is compatible with many of the company’s proven strainers, offering complete unit with one product collec- TSX-220 on/off control allows the application versatility, while conserving both time and money. Zurn. tion. Symmons Industries. user to start and stop the steam as de- www.zurn.com www.symmons.com sired. Each of three new control packages includes a control for inside High efficiency boilers the shower, an on/off control for Sway brace attachment The 93% efficient Combi 160 con- placement outside the shower, the The Fig. 828 Universal Sway Brace Attachment permits a se- densing boiler uses premixed burner 3199 series “Halo” steamhead and an cure, non-friction connection without drilling or welding to technology for optimal combustion. auto drain assembly. Steamist. structural members. Unique patented design allows for attach- Offers hydronic www.steamist.com ment of seismic bracing to wide flange beams, including I-beam, heat and domestic open web, welded steel trusses and other structures up to 7/8" hot water in one Water source heat pump thick, with a maximum design load of 2,015 lbs both along and across unit by using an in- Versatec Ultra series of water source the beam. One-size, stable three-point attachment fits any beam width. tegrated coil-type heat pumps for commercial use offers Engineered break-off bolts allow for visual verification of proper installation hot water tank. The industry leading standard options in a torque. Carbon steel in a plain or electro-galvanized finish. TOLCO. built-in tankless compact unit. www.tolbrace.com heater produces up With a 17.2 to four gallons of EER and a 3.5 Low emissions hydronic boiler domestic hot water COP, the series Available in 3 million Btuh (VTG- per minute, saving the expense of a is ENERGY 3000LE) and 4 million Btuh varia- separate water heater. The Cast 92 STAR® rated tions (VTG-4000LE), cast iron condensing boiler has a and exceeds the Vantage boiler 92.7% AFUE and can be used with ASHRAE 90.1 features less than 9 either natural or LP gas. It features di- efficiency stan- ppm NOx across all rect spark ignition and is environ- dards. In ca- ambient conditions mentally friendly, with low emissions pacities from while maintaining for both CO2 and NOx. Peerless. 9,000 Btuh to ultra-high-efficient www.peerless.com 70,000 Btuh operation and full output in seven vertical and seven modulation. Its con- Yard hydrant horizontal models.WaterFurnace densing heat ex- The Yard Hydrant Made Easy is in- International, Inc. changer of Duplex stalled when replacing an existing (2', www.waterfurnace.com alloy steel offers superior corrosion re- 3' or 4' bury depth) standard yard hy- Flush valves sistance and low thermal expansion drant or when installing a new hy- Boiler, volume water heater line M-Power pint flush valves offer up to rates. High mass and volume eliminate drant. The next time the hydrant A newly expanded NeoTherm® boiler an 88% water savings over the indus- need for temp control valves Fulton. line with 80 to 850 MBH try standard 1.0 gpf urinal flush www.fulton.com sizes and a valve. Also offer the lowest operation new volume and maintenance costs when com- PEX in volume water heater pared to both waterless and standard Manufacturer of plastic pipe pro- line with sizes 1.0 gpf models. M-Power dual flush duces over 1.1 million from 150 to valves work automatically, using ad- feet of PEX tub- 500 MBH are vanced electronics to ensure that the ing a day for now available. right amount of water is utilized for high quality at needs to be replaced, no breaking up Fully pack- every flush, dramatically reducing competitive concrete, tearing up the yard or exca- aged, 95% effi- water consumption and limiting over- prices. Oxygen bar- vation will be required. Helps reduce cient condensing all building and operating expenses. rier and plumbing PEX the labor and frustration of replacing hydronic boiler with The sensor-operated valves allow the tubing meet ASTM F876 and ASTM a leaking yard hydrant. Also, options 5-to-1 turndown has zero clearance to user to be in range for up to 60 sec- F877. PEX-Aluminum-PEX tubing that have never before been available combustibles. Convenient top con- onds for a 1.0 gallon flush. After 60 meets ASTM F1281-2005. Company in a packaged unit can now be incor- nections (horizontal or vertical direct seconds, a full 1.6 gallon flush is ac- also manufactures fittings, manifolds porated into the YHME. vent) for tight installations. Laars. tivated. Moen. and valves. Rifeng. Goff Plumbing Inc. www.laars.com www.moen.com www.rifeng.com www.yardhydrantmadeeasy.com • Be sure to visit www.thewholesaler.com for web exclusive articles and videos! • See contact information on page 86 74 • INDUSTRY NEWS •THE WHOLESALER® — SEPTEMBER 2010

away in one corner of a 16,000- model is the first of its kind; as a re- Industrial Piping Systems square-foot warehouse, located at sult, customers can find everything 1250 Toronita Street, York, Pa. under one roof, a level of service that hosts field marketing summit In 10 years the company grew to surpasses all. For their fifth branch serve a greater portion of Pennsylva- location IPS teamed with Schaedler YORk, PA. — Last spring, Ind ustrial Jr., Robert Shaw, Randy Coyle, Don- nia and Maryland. Sales steadily in- Yesco and APR Supply in State Col- Piping Systems hosted their sixth an- ald Sechrist and Ron Mummert en- creased, and on February 1, 1993, lege in November 2009. nual Field Marketing Summit at the tered into a new venture. These IPS opened a branch in Williamsport, In 2001, Stu Raub turned the reins York Revolution Stadium. IPS em- former employees of Lancaster-based ployees met with 14 manufacturers for Raub Supply Company formed Indus- 20-minute booth sessions to discuss trial Piping Systems. IPS began call- sales and training events. A total of 34 ing on industrial plants, mechanical people attended, with 638 years of contractors and the sprinkler trade in combined experience. The FMS has a triangular-shaped area formed by proved to be a valuable marketing pro- the south central Pennsylvania towns Pa. On July 30, 2001, IPS opened a of the company over to his daughter, gram for IPS. To grow business, it is of York, Lancaster and Harrisburg. sales and pickup branch in Lancaster, Christine Wardrop. IPS is now a necessary to form a great relationship Along with Stu Raub’s wife, Sally, Pa. Then in November 2006 IPS Women Owned Company with ap - between sales staff and key suppliers, who took care of administrative teamed up with Schaedler Yesco, proximately 60 employees and 250 and the FMS helps to achieve that. chores on a part-time basis, the five APR Supply in a joint venture. These suppliers, and servicing more than On September 1, 1982, Stuart Raub men shared space in an office tucked three prominent independent whole- 3,000 customers. IPS prides itself on sale distributors in the Central Penn- customer service; the credit goes to sylvania market brought a unique experienced, dedicated, well-trained Murray Supply hosts concept to their customers in the staff, many of whom have been with counter day at Raleigh branch Chambersburg area. The business the company for 15-plus years. Flowserve acquires Valbart Srl

DALLAS — Flowserve Corp. has ac- $200 million, which includes about quired Valbart Srl, a privately owned $32 million of existing Valbart net Italian manufacturer of trunnion- debt that was repaid at closing. mounted ball valves used primarily in the oil and gas industry. “We are very pleased with our acquisition of Valbart and have confidence that our customers will benefit from the addition of Valbart’s products The Valbart acquisition is expected to our portfolio,” said Mark Blinn, to have a slightly dilutive impact on Flowserve president and CEO. “Val- Flowserve’s 2010 earnings per share bart’s premium technology, key posi- due to non-cash purchase price ac- Customers enjoy lunch at the All-American counter day at Murray Supply tion in the upstream and midstream oil counting effects from inventory reval- Company in Raleigh. Far left, George Yezbak, COO of Murray Supply, discusses and gas markets and demonstrated uation, partially offset by expected new products with Robert Stokley (in yellow) of Pro-Marketing. growth potential make it a compelling favorable operations impact. The ac- strategic fit for our organization.” quisition is estimated to be accretive WINSTON-SALEM, N. C. — American ply sales representatives. Valbart was acquired in a cash to earnings per share in 2011. Standard, A.O. Smith, Sloan, Liberty Murray Supply Company is a transaction valued at approximately Visit www.flowserve.com. Pumps, Lenox, Apollo Valve, Anvil, family owned and operated com- Moen Commercial and Bradley par- pany based out of Winston-Salem, ticipated in Murray Supply Com - N.C. The company is engaged in Haws HydrationStation pany’s All-American counter day at the wholesale distribution of resi- its Raleigh branch on July 15. dential and commercial plumbing, now GreenSpec listed Vendors displayed their selection PVF, HVAC, industrial and mainte- SPARkS, NEV. — Haws® Corpor ation single-use plastic of American-made products in booths nance, repair and operations prod- announced the recent GreenSpec list- water bottles a lined along the parking lot. Cus- ucts. Murray Supply Company ing of their revolutionary water deliv- year from enter- tomers visited the vendor booths, reg- serves their customers from six ery system, the HydrationStation™. ing landfills and istered for multiple door prizes and branch locations and one showroom GreenSpec, an exclusive online di- has received vari- then enjoyed lunch with Murray Sup- in North Carolina. rectory of environmentally friendly ous accolades from sustainability groups across DDI System releases new version of inform North America. SANDY HOOk, CONN. — With a con- porting products, researches and evaluates The product has tinued focus on innovation and the re- • Advanced report writer — Visu- qualifying products based on how the been on the mar- lease of Version 23 DDI System’s ally design customized report fields product addresses key environmental ket for over a year and installed in a inform software now incorporates the and layouts. issues and specific criteria. variety of applications, from univer- following: These are just a few of the hun- The HydrationStation was as- sities to ski resorts, including the • Transaction auditing — Auto- dreds of built-in features that work sessed under a wide range of environ- School of the Art Institute of matically record user-made changes seamlessly together to deliver a re- mental qualities and was listed as an Chicago, Zuda Yoga of Sacramento, • Visual financial reporting — markable level of efficiency and innovative product, because it allows City of Rancho Cucamonga, Drill down to transaction based de- greater profitability for distribution users to reduce their dependency on Monarch Mountain Ski Resort in tails businesses everywhere. single-use plastic water bottles. Colorado and more. • Inform analytics — Graphical Call 877/599-4334 or visit On average, the HydrationStation Visit www.stayhydrated.net or dashboards for executive business re- www.ddisys.com. saves more than 37,800 16.9-ounce www.hawsco.com. • Be sure to visit www.thewholesaler.com for web exclusive articles and videos! • We’re the Talk of the Industry. Here’s a Sampling of Contractor Reviews…

“The largest portion of our “(They) have a “Water Heater with the “Solid, long tanks installed are Bradford great engineering best gas control valve lasting and easy “My White natural draft, we department” on the market” to repair” dealer and like the FVIR system” Bradford White could “Not sold retail” “We service “Not sold retail” “Support “American Made” not be any Bradford White and of PHCC” better than have thousands of they are” “Bradford is And the dollars (worth) of “Fit and finish just all around number one their parts and of their product (a) better heater response… never use them” is first class” and company” “Quality”

For the Fourth Consecutive Year, Bradford White remains the tank water heater brand most purchased by Plumbing and Heating Contractors. We are also, again, the most recommended brand. The comments above are just a few taken from the 2009 CLEAReport* by Clear Seas Research. We wanted to let your industry colleagues speak for us. They prove that our commitment to the trade and our pledge to provide a premium product at the best possible price is the way to do business. Thank you for your continued support. We’ll keep striving, innovating, and working hard every day to be the water heater brand of choice for all plumbing and heating professionals. Remember, if your wholesaler doesn’t carry Bradford White, ask why!

™ www.bradfordwhite.com | Built to be the Best | To Find A Wholesaler Call 800.523.2931

*Ranking is based on the 2006, 2007, 2008 and 2009 CLEAReports by Clear Seas Research. Please visit www.clearseasresearch.com for additional information. © 2010, Bradford White Corporation. All rights reserved. See contact information on page 86 76 • INDUSTRY NEWS •THE WHOLESALER® — SEPTEMBER 2010 A-D members visit Noritz factory in Japan

FOUNTAIN VALLEY, CALIF. — Noritz duction, utilizing its industry-exclu- “After having some time America Corporation, a subsidiary of sive Just-In-Time production sys- to reflect on the trip and es- Noritz Corporation, recently hosted tem. This system enables high pecially on the tour of the Affiliated Distributors members in production efficiency and product manufacturing facility, I was kobe, Japan, to see firsthand how the quality, strictly meeting delivery extremely impressed with company produces its tankless water times. All major components, such the overall manufacturing heaters, from start to finish. as the heat exchanger, remote con- excellence at Noritz. Noritz At Noritz’s production site, ap- troller and P.C. board are built in- is far exceeding any expecta- proximately 18,000 models are house to ensure excellent quality and tions that distributors would be look- Charlie Murray (second from left), being produced in mixed model pro- superb craftsmanship. ing for in a quality product,” said Roy president of Murray Supply, Bill Glockner, president/CEO of Hirsch Pipe & Supply Co. Inc., Roy Weaks, senior VP of Affiliated Distributors, Steve Fleming, senior VP membership of AIM/R, Mike Murphy, president of Keller Supply Co., Doug Hyman, president of U.S. Supply and Carlos Morales, VP-sales of Noritz America Corporation.

Weaks, senior vice president of Affil- iated Distributors. The A-D guests also visited one of more than 30 Noritz showroom locations in Japan and learned about Noritz’s successful showroom business model. Full-time Noritz consult- ants provide excellent customer service and offer the best possible purchasing experience to their customers. This is all part of Noritz’s quality policy, which is to satisfy its customers’ highest expectations.

OBITUARY Mary Carmela Hedges, former industry exec

BIRMINGHAM, MICH. — Mary Hedges, former vice president and treasurer of Schans Supply, Utica, Mich., passed away on July 25 in Birmingham. She was 86 years old. Mary was a resident of Birming- ham for 43 years. She was a secretary and bookkeeper for Vickers Corpora- tion and later partnered with her hus- band in several businesses and properties. During the 1960s and 70s she worked as the office manager for James Hedges and Associates, manufacturers’ representatives, and later she was the office manager/controller for Schans Supply. Mary was an avid Detroit Tigers and Pistons fan and enjoyed travel and gardening and spending winters in Sarasota. She also loved attending her grandchildren’s sporting events. Mary is survived by James, her hus- band of 63 years, four daughters, 10 grandchildren, three brothers, two sisters and many nieces and nephews. A memorial mass was celebrated at Holy Name Church in Birmingham. Memorial tributes can be made to the Capuchin Soup kitchen, 1820 Mt. See contact information on page 86 Elliott, Detroit, MI 48207. • Be sure to visit www.thewholesaler.com for web exclusive articles and videos! • See contact information on page 86 78 • INDUSTRY NEWS •THE WHOLESALER® — SEPTEMBER 2010

vative showerhead in the master bath ShowHouse sponsors Kansas City Showhouse is adjustable from a full rainshower to a more vigorous, concentrated NoRTh olMSTed, ohIo —Showhouse®, • Felicity® — The angular, linear house bath, the Fina collection offers stream. Moen’s luxury brand, has played an feel of the Arts and Crafts style has soft modern styling with smooth • Mannerly® — The Mannerly integral role in the Kansas City lines, curved surfaces and rounded faucet and accessories are featured in Showhouse, the nation’s longest-run- features. the master bath. The wall-mount ning, continuous showhouse fundrais- • Isabel® Multi-Function Rain - faucet features Victorian-era styling, ing project. Several Showhouse brand shower — Water flow from this inno- a high-arc spout and cross handles kitchen and bath products were fea- with two sets of “hot” and “cold” ce- tured in the designer showhouse, a ramic caps spelled out in english and custom-designed and fully furnished French. home conceived by local interior de- • Pot Filler — This “must-have” signers and artists. The home was gourmet accessory mounts to the wall featured in a home tour in April and above cooktops to fill large pots for May, with proceeds benefiting the increased utility, style and safety. Kansas City Symphony. been updated with a contemporary • Savvy® — Featured in the chil- Showhouse products are featured flair in the Felicity kitchen faucet. throughout the designer home: • Fina™ — Seen in the carriage Wholesaling top 100 update Following are revisions to the Kelly Sales Mix: Other Wholesalers: 2 Supply Co. listing in the July 2010 Plumbing: 44 Utilities/Munic.: 1 Municipal Water/Utilities: 46 Consumers: 1 Top 100 issue of The WholeSaler: Hydronic Heating: 1 Commercial Bldg. Owners/Managers: 1 Sales by Market Sector: Hydronic Heating (res./light comm.): 3 New Construction: 85 Sales by Market: 19 Service/Maintenance/Repair/Operation: 5 Residential/Light Commercial: 96 dren’s bathroom, this classic faucet KElly PiPE co Remodel/Renovate/Rebuild/Rehabilitate: 10 Comm./Institutional (Inc. High-Rise Residen- collection features soft, elegant 11680 Bloomfield Avenue Sales Volume by Customer Type: tial): 1 Santa Fe Springs, CA 90670 Trade and Builders: 85 Industrial Wholesalers: 1 curves and traditional scroll handles. 562-868-0456 Utilities/Munic: 9 Other Wholesalers: 2 • Waterhill® — Shown in the pow- Fax: 562-863-4695 Industrial and Facilities: 4 Total Sales to Professional Trades: Email: [email protected] Hydronic Heating: 1 Plbg. and/or Plbg./Htg. Contractor: 6 www.kellypipe.com Sales Volume by Customer Type: AC/Refrig. Contractor: 40 Employees: 222 Residential/Light Commercial: 21 Builder: 3 Outside Sales: 25 Other Wholesalers: 1 Remodeling Contractor: 12 Inside Sales: 30 Comm./Institutional (Inc. High-Rise Residen- HVAC Contractor: 36 Total Locations: 47 tial): 29 Utility Contractor: 3 Total Locations opened in 2009: 2 Industrial and Facilities: 4 Top Plumbing Lines: Slant Fin, Bradford Member of Buying Group: Yes Total Sales to Professional Trades: White, Wilo, Heat Controllers, Techanium Territory: CA, AZ, UT, CO, TX, ID, IL, NV, WY, Plbg. And/or Plbg./Htg Contractor: 42 Top Heating & HVAC Lines: Goodman, Ther- NM, WA, PA, UK, Canada, Mexico Utility Contractor: 39 maflex, Metalfab, Metalaire, Heating & Sales Mix: Top Plumbing Lines: Cerro, Lochinvar, Amer- Cooling Industrial PVF: 100 ican Standard, Charlotte Officers: Mike Anderson, President, Gene Sales by Market Sector: Top Heating and HVAC Lines: Zurn Quest, Boss, Sr. VP Other: 100 Burnham Boilers der room, the Waterhill bath faucet Sales Volume by Customer Type: Top PVF Lines: Wheatland Tube, Nibco, Con- Utilities/ Munic.: 5 collection includes traditional and braco, Tyler, Watts bridge faucets with a full collection Other Wholesalers: 90 Officers: R. David Potgeter, President, Rus- 87 Other: 5 sell Visner, CEP, David L. Potgeter, VP, PiPing and of coordinating accessories. Sales Volume by Market: Mark Potgeter, VP. • Woodmere® — offering style Other Wholesalers: 90 EquiPmEnt, inc. Other: 10 9100 Canniff Total Sales to Professional Trades: Houston, TX 77017 81 7139479393 Other: 100 Top PVF Lines: US Steel, CSI, TMK, Wheat- SW andErSon Fax: 8667068904 land Tube, Arcelor-Mittal SalES corP Email: [email protected] Officers: Leonard D Gross, President/CEO, 63 Daniel St. www.pipingequipment.com John Wolfson, VP, Leo Mann, CFO, Steve Farmingdale, NY 11735 Employees: 105 Livingston, VP, Mark Brozek 631-293-4007 Outside Sales: 23 Fax: 631-293-6652 Inside Sales: 24 Email: [email protected] Total Locations: 9 Following are listings as they would www.swanderson.com Territory: OH, N.KY have appeared in the Top 100. Employees: 120 Sales Mix: Outside Sales: 9 Industrial PVF: 100 Inside Sales: 20 Sales by Market Sector: Total Locations: 9 New Construction: 10 and convenience in the kitchen, 43 Territory: NY, NJ, PA Service/Maintenance/Repair/Operation: 90 Woodmere is a traditional pulldown Etna SuPPly Sales Mix: Sales Volume by Customer Type: faucet with single-hole mount and a 3175 Union Street Plumbing: 3 Utilities/Munic: 15 coordinating faucet for island and bar Grand Rapids, MI 49548 H/C Controls: 1 Industrial & Facilities: 85 616-514-5208 Refrigeration: 2 Other: 5 applications. Fax: 616-514-6208 Hydronic Heating (res./light comm.): 3 Sales Volume by Market: The Kansas City Showhouse is a Email: [email protected] HVAC: 91 Industrial & Facilities: 97 brick Colonial Revival home built in www.etnasupply.com Sales by Market Sector: Other Wholesalers: 3 1922 for elizabeth Smith, widow of Employees: 272 New Construction: 25 Top PVF Lines: Jamesbury, Powell, Phoenix Outside Sales: 33 Service/Maintenance/Repair/Operation: 40 Forge, Outokumpn, Core Pipe Products William J. Smith, an investor and Inside Sales: 51 Remodel/Renovate/Rebuild/Rehabilitate/ Officers: Gary J. Cartright, President, Jerry P. president of Kansas City Cable Rail- Showrooms: 7 Replace: 35 McKeller, VP-Sales, Jim Cartright, Gen way Company, the first cable car line Total Locations: 16 Mgr-Purch/Mtl Mgmt, Denny Spahr, Gen Sales by Customer Type: in Kansas City. Territory: MI, IN, OH Trade and Builders: 92 Mgr-Admin Serv Visit www.shfaucets.com. • Be sure to visit www.thewholesaler.com for web exclusive articles and videos! • See contact information on page 86 80 • INDUSTRY NEWS •THE WHOLESALER® — SEPTEMBER 2010 Emerson Climate Technologies Granite Group, guests vacation in Costa Rica reaches 500-distr. milestone

ST. LOuiS — Emerson Climate Tech- a great position to further carry out nologies inc. announced its 500th our vision.” Emerson Authorized Full-Line The Emerson Authorized Full-Line Wholesaler location. The milestone Wholesalers program was imple- was reached when 27 additional mented in October 2005 and has Baker Distributing Company evolved over time, doubling locations were awarded its size in just under five Emerson Autho rized Full- years. The program offers Line Wholesaler status. contractors many valuable “it is our privilege to have so many advantages, including a one-stop successful wholesalers on board to source for a full range of Emerson help us reach this impressive land- heating, air conditioning and refrig- mark,” said Mark Gibson, vice pres- eration products, an exclusive desti- ident and general manager of nation for special contractor Distribution Services. “Over the programs, including Emerson prod- CONCOrD, N.H. — Approximately dividuals who fell short of the target years, we have strengthened our part- uct training and Emerson-trained and 350 Granite Group contractors, sup- had the option to buy in the un- nership with industry-leading whole- highly knowledgeable branch staff. pliers and staff from all over New earned balance.” salers. Now, we are 500 strong and in Visit www.EmersonClimate.com. England recently returned from a Granite Group’s guests were seven-day, six-night vacation at the spoiled every step of the way. They new J.W. Marriott Guanacaste were flown on a private charter di- Danze named partner of resort & Spa in the North Pacific rectly to Costa rica, treated to a va- region of Costa rica. The trip was riety of social events and were able House Designers house plans the culmination of Granite Group’s to explore the volcano and rainforest WOODriDGE, iLL. — Danze inc. will meet California and Vermont low- 2010 “Destinations” travel incen- regions of Costa rica in a variety of serve as the official faucet and lead legislation requirements. tive program. ways. The Granite Group organized plumbing fixture partner of The • High efficiency toilets are another Contractors earned the trip excursions that included canopy-zip House Designers’ first- impactful way to reduce through their purchases with Gran- line, whitewater rafting, catamaran ever Energy Star® ap- water usage in the home. ite Group. Director of marketing cruises, horseback riding, hiking, proved house plans. This These toilets operate at Mike Mullaney explained, “We of- ATV and Jet Ski excursions. Many exclusive set of green 1.28 gpf and can reduce fered our clients 14 months to hit a enjoyed the natural hot springs and house plans encourages water consumption by purchase goal. Those who success- therapeutic mud baths created natu- consumers and builders to more than 20% per toilet. fully hit the goal completely earned rally by the volcanoes. build eco-friendly, energy efficient • FSC-certified bath furniture, in- everything included in our trip. in- Visit www.thegranitegroup.com. homes and include all the necessary cluding several bath vanities, mirrors tools to build a green home, including and other wood-based products, is information on green building prod- certified by the Forest Stew ardship DSG Education Connection ucts and practices. Council, which promotes sustainable The collection of house plans will forestry. Fund awards scholarships include several water-saving and sus- • Water-saving, WaterSense la- FArGO, N.D. — DSG has awarded The DSG Education Fund was es- tainable solutions from Danze such as beled showerheads include high-per- $1,000 scholarships to tablished in order to en- the following: forming options that flow at 1.5, 2.0 three individuals who are courage young people • Water-saving lavatory faucets and 2.5 gpm. furthering their education who wish to become elec- offer 30+% savings in water over tra- Visit www.thehousedesigners.com/ in the trade industries. This tricians, plumbers, utility ditional faucets, operate at 1.5 gpm and greenhouseplans or www.danze.com. year’s winners are Wade workers, HVAC techni- Wright from Armour, S.D., Seth Allen cians or other tradespeople. By sup- Eastern commemorates anniversary from Mitchell, S.D., and Benjamin porting the industries it serves, DSG Miller from St. Paul, Minn. Each of helps to promote a successful future GrEENViLLE, S.C. — Eastern indus- ated, Eastern has continued to expand these individuals is planning to pursue for everyone involved. trial Supplies inc. celebrates their across the Southeast with 12 loca- a career in the electrical industry. Visit www.dsgfund.com. 30th anniversary this year. Observing tions in order to better serve their cus- this milestone throughout 2010, sen- tomer base. With a steadfast and ior leadership felt it important to optimistic look to the next 30 years, New bulletin available from ITT Bell & Gossett share this achievement with the indi- MOrTON GrOVE, iLL. — A new bul- • Commercial Pumps — (Series viduals who made this accomplishment letin (A-151) describing the full line 60 AB, Series 90 AB, Series 1522) possible — Eastern’s associates and of Bell & Gossett lead-free potable • Circulators — (ecocirc™), customers. Eastern showed their grat- water products is now available at Series 100, Lr, NBF, SSF, PL, PD, itude by hosting Customer Apprecia- www.bellgossett.com. ranging from LD3, HD3, HV and Pr) tion Day events across the company, Eastern plans to continue growth as a pumps and boosters to tanks and • Packages — (Mini Boosters) as well as a special Associate Appre- full-line distributor of pipe, valves, valves, the potable water products are • Tanks — (PT/PTA, WT/WTA) ciation Day. fittings and commercial plumbing offered in lead-free brass materials • Flanges — (Check-Trol®, com- “Our growth and development has supplies. Eastern’s business model and meet the requirements of Cal- panion flanges and installation not been possible without the extraor- includes a daily commitment to ex- ifornia’s AB1953 and Vermont’s flanges) dinary dedication and commitment of ceed customer expectations while S152 legislation, as well as ex- The new line of lead-free our associates, customers and vendor honoring five core values – Honesty, ceed current requirements in the products reinforces iTT’s com- partners,” said richy Milli gan, vice integrity, Caring, Self-respons ibility, other 48 states. mitment to green, energy-effi- president-sales and marketing. and Being Positive. Products described in the cient solutions. independently owned and oper- Visit www.easternfirst.com. brochure include the following: Visit www.bellgossett.com. • Be sure to visit www.thewholesaler.com for web exclusive articles and videos! • &DOO )D[

25'( 521/,1 RP (ZZZFHQWUDOGLVWULEXWLRQVDOHVF

Made In The USA

See contact information on page 86

See contact information on page 86 THE WHOLESALER® — SEPTEMBER 2010• SMART • 83 Trade on employees’ MANAGEMENT critical to avoid the all-male, all-Caucasian, all- intellectual capital the-time stereotype. People buy from people they (Continued from page 8.) like. People tend to like people who look like panies get the right people. i would always rec- them and talk like them. it is not rocket science ommend a person with experience and High in- — and it has been this way since the beginning tellectual Horsepower (High iH) but hiring is of time. Further, one of the key ingredients in seldom that simple. Statistically speaking, a good sales and customer support people is em- LowiH person with 10 years of experience is pathy. Working with a team that has gender and probably topped-out in his current/last job. He ethnic diversity helps to develop the customer may be one position beyond his capacity. (See empathy that you want in your team. Finally, Peter Principle.) Plus Low iH people often find it English is the second language for a growing difficult to change their mode of operation. it took number of trade customers. The trade customer’s 10 years to learn their last job and it may take them first language can vary with geography but i 10 years to learn the same job in your company. think there is real value in being able to tell those They are often in a deep rut that will sometimes customers, “We speak your language.” prevent them from learning your procedures. High Intellectual Horsepower (High IH) Take time to get very good people people can be tougher to manage Just like mining for gold, you often have to sift They move quickly. They think quickly. They through a lot of mud to find a nugget. Don’t get learn quickly. They may be threatening to your impatient. When your ad doesn’t draw the type of weaker supervisors. They tend not to accept, people you want, reevaluate and adjust the ad, “That’s the way we’ve always done it” as a valid then try again. Again think of gold mining, if your reason for anything. They ask lots of smart ques- efforts don’t find a nugget, you would not use a tions. (i mostly think all questions are good. The rock as a substitute for gold. in the same vein, dumb questions help people to learn and expose don’t hire someone who is dumb as a rock when problems in training. The smart questions often you don’t find the right person in the first go- help the company to evolve and sometimes ex- round…or the second, third or fourth go-round. pose weaknesses and opportunities. Smart ques- If you promote from within you must hire tions can be intimidating to some line managers good High IH people at every position includ- and sometimes even to the executive manage- ing the entry level positions in your company ment team.) But, when all things are considered, – Some companies spend very little time when i would rather have these people on my team ver- hiring warehouse people and drivers forgetting sus having a bunch of dim bulbs on my team. that this is the talent pool from which you will pull your next counter or inside sales person. if Consider trading up at some positions you are not willing to hire good people at entry This is the toughest idea to implement since level positions then you must consider abandon- people’s jobs and lives are involved. However, ing your promote from within policy. some really good people are available due to the It is very difficult to build processes and economic problems. You must always be con- procedures that are “bulletproof” enough to sciously deciding whether you have the strongest protect your company from Low IH people – team possible as you battle your competitors. Mickey D can build processes to handle Low iH i know these last couple years have been tough people but remember they are selling less than for all wholesalers and the thought of shuffling 100 SKus and the dollar value for every individ- the deck or interviewing a bunch of people to ual SKu is less than $5.00. They can build an find a really good one seems like too much work. order entry screen with little pictures of each Hiring High iH people is not a cure-all because, product that prompt the counterperson to ask if just like Low iH people, some of the High iH customers want to super-size their order and tell people are lazy, some are dishonest, some sub- him/her how much change to return. i have not stance abusers and some have other problems but seen one wholesaler whose procedures are good a good hiring process offers better odds of suc- enough to protect them from all the dumb things cess when compared to your current hiring a Low iH person might try. process that uses the “Eeny, meeny, miny, moe” screening approach. HIghIH people are more adaptable Building a team of High iH people will not be When you hire a “one trick pony,” your op- easy, but it will provide the best competitive ad- tions are limited. When you need that person to vantage you can create for your company in do different a trick or to suggest improvements every type of economy. Again for more of the to the trick or do the trick just a little differently story on people and hiring e-mail at rich@go- there will be problems. Plus, “one trick ponies” spi.com. n get very stressed whenever the game changes. They can become roadblocks or even saboteurs Rich Schmitt is president of Schmitt Consulting to changes that your company will need to re- Group Inc., a management consulting firm focused on improving the profitability of distribution main competitive. and manufacturing clients. Diversity can be good for your company www.go-scg.com As the world evolves, the profile of the con- Rich is also the co-owner of Schmitt ProfitTools Inc. sumer base and the contractor customers is be- (SPI), a business producing print, CD-ROM, web and palm-based catalogs as well as pricing manage- coming more diverse in terms of both gender and ment and analysis software for wholesalers. ethnicity. To attract and properly serve these www.go-spi.com evolving consumer and customer groups, it is • Be sure to visit www.thewholesaler.com for web exclusive articles and videos! • See contact information on page 86 84 • CLASSIFIED ADS •THE WHOLESALER® — SEPTEMBER 2010 EMPLOYMENT OPPORTUNITIES

SaleS Manager Special MarketS BrassCraft Manufacturing, a business unit of Masco Corporation is looking to fill the position of a Sales Manager/Spe- cial Markets. REGIONAL SALES MAN - The position is responsible for sales into AGER our OEM and Industrial segments. This (Western region) position will report to the National Sales KITZ Corporation is a leading valve Manager/Special Markets. manufacturer that ranks amongst the The ideal candidate would have a mini- world’s largest producers of ball, butter- mum BA/BS with 3-5 years of sales ex- fly, gate, globe, and check valves. perience. Experience with both direct The position of Western Regional sales and independent sales agents is Sales Manager for our Commercial Di- needed. Experience in Plumbing Whole- vision will drive and support the com- sale with a background in brass fittings pany’s initiatives to increase market would be a plus. share of our commercial valve line in the HVAC, commercial, and plumbing mar- This will be a great opportunity for a kets. Experience with mechanical and highly motivated, self directed individual plumbing engineers, contractors, and with a desire to build a business. wholesale distribution is required. This position is based out of our corpo- Only candidates who reside in the rate headquarters in Novi, Michigan. state of California will be considered. BrassCraft offers a competitive wage All resumés will be held with strict con- and benefit package. fidence. Please submit to: [email protected] If this sounds like it’s for you, please send a resumé and brief cover letter to [email protected] All resumés will be held in strict confidence. WeStern regional Manager John Guest USA is a leading manufacturer of push-to-connect fittings and sys- BUSINESS FOR SALE tems for the plumbing, water filtration, and OEM markets. We are currently searching for a West- ern Regional Manager, covering the states of California, Washington, Ore- gon, Alaska, and Hawaii. The selected candidate will work with our Rep Agen- cies as well as our Industrial Distributors REPS WANTED to drive demand and grow market share in this region. repS WanteD repS WanteD: Solar 3-5 years’ relevant experience preferred Manufacturer is seeking professional Manufacturer of solar tubing for thermal but will consider all candidates with representation in several US territories. systems is seeking manufacturers rep- strong qualifications. Salary, bonus, car Products include solar storage tanks, resentatives in Georgia and Florida. allowance, medical benefits, 401(k). indirect water heaters, hot water stor- please fax or email your resumé to: Send resumé to: age tanks, and other hydronic, solar, amy Boyer [email protected] and water heating products. Please fax Hr generalist resumé and line card to 508-422-9881 titeflex corporation or email: Fax: 413-271-8290 POWER ON DEMAND [email protected] [email protected]

Classified advertisement rates begin at $140 per column inch for a single insertion. Call Sadie Bechtold at 847-564-1127 to place your classified today! THE WHOLESALER® — SEPTEMBER 2010• CLASSIFIED ADS • 85 SUPPLIERS

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

See you at the ASA Convention Get more BANG for your advertising buck with a display in Chicago, Oct. 12-15, and the advertisement in HARDI convention in Houston, The Wholesaler! See below for your nearest October 23-27! advertising sales representative!

Managing Editor James Schaible PROFESSIONAL SERVICES 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: 1838 Techny Court, 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 1838 Techny Court 1838 Techny Court 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., 1838 Techny Ct. Northbrook, IL 60062; tel. 847/564- 1127; fax 847/564-1264. Copyright 2010 by TMB Publications, Inc. All rights reserved under the United States, Inter- national and Pan-American Copyright Conventions. No part of this publication may be reproduced, stored or transmitted 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. Second class 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

See contact information on page 86 See contact information on page 86