Ferguson Enterprises, Inc. HD Supply McJunkin Red Man Corporation Watsco Inc. National Oilwell Varco Distribution Services Wilson, A Business Unit of Smith International, Inc. WinWholesale, Inc. WMCO Ltd. Wolseley Canada, Inc. Johnstone Supply, Inc. Hajaca Corpo- ration Interline Brands Edgen Murray F.W. Webb Company R.E. Michel Company, Inc. Morrison Supply Company Groupe Deschenes, Inc. Consolidated Pipe and Supply CompanyJULY Inc.2010 Kelly Pipe Company Southern Pipe & Supply Coburn Supply Co., Inc. Locke Supply CompanyVOL 65, NO Keller Supply Company Preferred Pump US Air Conditioning Distribution, Inc., LLC N.B. Handy. 7 Com- pany Chicago Tube and Iron Company Mingledorff’s Inc. Famous Supply Company First Sup- ply, LLC Palmer-Donavin Mfg. Co. C.C. Dickson Co Bartle & Gibson Co. Industrial Piping Specialists Columbia Pipe & Supply Co. Gustave A. Larson Company Slakey Borthers, Inc. Thos. Somerville Company Crane Supply, Div. of Crane Canada Russell Sigler, Inc. G.W. Berkheimer Co., Inc. Granite Group Wholesalers LLC Peirce-Phelps Inc. Goodin Company Standard Plumbing United Pipe & Supply Co., Inc. Sid Harvey Industries, Inc. Northeaster Supply Inc. Consolidated Supply Co. Hirsch Pipe & Supply IRR Supply Centers Inc. The Ma- comb Group Trumbull Industries, Inc. Century Holdings Auer Steel & Heating Supply Co. American Refrigeration Supplies, Inc. Connor Co. Johnson Supply & Equipment Corp. Redlon & Johnson Plumb Supply Company Express Pipe & Supply Co., Inc. Aces A/C Supply Inc. Black- man PlumbingNews Supply of Plumbing Co., Inc. • RobertsonHeating • HeatingCooling Supply • Industrial Co. Crawford Piping DistributionSupply Co. Ameripipe Supply Inc. Colonial Commercial Corp. Wolff Bros. Supply & Electrical Inc. ED’S Supply Co., Inc. Central Supply Co., Inc. The Behler-Young Company Smardan-Hatcher Co. The Port- land Group Cregger Co., Inc. Robert James Sales Inc. Deacon Industrial J.H. Larson Com- pany Refrigeration Sales Corp. All-Tex Pipe & Supply Co. Torrington Supply Co., Inc Young Supply Compnay Independent Pipe & Supply Corp. Aaron and Company, Inc. Easter Industrial Supplies, Inc. Temperature Systems Inc. Kenny Pipe & Supply Harry Cooper Supply Company APR Supply Co. Security Supply Corp. Gateway Supply Co., Inc. Dealers Supply Company, Inc. Republic Plumbing Supply Co., Inc. Worly Plumbing Supply, Inc Best Plumbing Tile & Stone MSI HVAC JABO Supply Corp. Bergen Industrial Supply Co., Inc. Wholesaler Plumbing Supply Co., Inc. Johnston Supply, Inc. Cayce Mill Supply Ferguson Enterprises, Inc. HD Sup- ply McJunkin Red Man Corporation Watsco Inc. National Oilwell Varco Distribution Services Wilson, A Business Unit of Smith International, Inc. WinWholesale, Inc. WMCO Ltd. Wolseley Canada, Inc. Johnstone Supply, Inc. Hajaca Corporation Interline Brands Edgen Murray F.W. Webb Company R.E. Michel Company, Inc. Morrison Supply Company Groupe Deschenes, Inc. Consolidated Pipe and Supply Company Inc. Kelly Pipe Company Southern Pipe & Supply Coburn Supply Co., Inc. Locke Supply Company Keller Supply Company Preferred Pump US Air Conditioning Distribution, Inc., LLC N.B. Handy Company Chicago Tube and Iron Company Mingledorff’s Inc. Famous SupplyOur Company 38th First AnnualSupply, LLC Palmer-Donavin Mfg. Co. C.C. Dickson Co Bartle & Gibson Co. Industrial Piping Specialists Columbia Pipe & Supply Co. Gustave A. Larson Company Slakey Borthers, Inc. Thos. Somerville Company Crane Supply, Div. of Crane Canada RussellWholesaling Sigler, Inc. G.W. Berkheimer Co., Inc. Granite Group Whole- salers LLC Peirce-Phelps Inc. Goodin Company Standard Plumbing United Pipe & Supply Co., Inc. Sid Harvey Industries, Inc. Northeaster Supply Inc. Consolidated Supply Co. Hirsch Pipe & Supply IRR Supply Centers Inc. The Macomb Group Trumbull Industries, Inc. Century Holdings Auer Steel & Heating Supply Co. American Refrigeration Supplies, Inc. Connor Co. Johnson Supply & Equipment Corp. Redlon & Johnson Plumb Supply Company Express Pipe & Supply Co., Inc. Aces A/C Supply Inc. Blackman Plumbing Supply Co., Inc. Robertson Heat- ing Supply Co. Crawford Supply Co. Ameripipe Supply Inc. Colonial Commercial Corp. Wolff Bros. Supply & Electrical Inc. ED’S Supply Co., Inc. Central Supply Co., Inc. The Behler- Young Company Smardan-Hatcher Co. The Portland Group Cregger Co., Inc. Robert James Sales Inc. Deacon Industrial J.H. Larson Company Refrigeration Sales Corp. All-Tex Pipe & Supply Co. Torrington Supply Co., Inc Young Supply Compnay Independent Pipe & Supply Corp. Aaron and Company, Inc. Easter Industrial Supplies, Inc. Temperature Systems Inc. Kenny Pipe & Supply Harry Cooper Supply Company APR Supply Co. Security Supply Corp. Gateway Supply Co., Inc. Dealers Supply Company, Inc. Republic Plumbing Supply Co., Inc. Worly Plumbing Supply, Inc Best Plumbing Tile & Stone MSI HVAC JABO Supply Corp. Bergen Industrial Supply Co., Inc. Wholesaler Plumbing Supply Co., Inc. Johnston Supply, Inc. Cayce Mill Supply Ferguson Enterprises, Inc. HD Supply McJunkin Red Man Corporation Watsco Inc. National Oilwell100 Varco Distribution Services Wilson, A Business Unit of Smith Interna- tional, Inc. WinWholesale, Inc. WMCO Ltd. Wolseley Canada, Inc. Johnstone Supply, Inc. Ha- jaca Corporation Interline Brands Edgen Murray F.W. Webb Company R.E. Michel Company, Inc. Morrison Supply Company Groupe Deschenes, Inc. Consolidated Pipe and Supply Com- pany Inc. Kelly Pipe Company Southern Pipe & Supply Coburn Supply Co., Inc. Locke Supply Company Keller Supply Company Preferred Pump US Air Conditioning Distribution, Inc., LLC N.B. Handy Company Chicago Tube and Iron Company Mingledorff’s Inc. Famous Supply Com- pany First Supply, LLC Palmer-Donavin Mfg. Co. C.C. Dickson Co Bartle & Gibson Co. Indus- trial Piping Specialists Columbia Pipe & Supply Co. Gustave A. Larson Company Slakey Borthers, Inc. Thos. Somerville Company Crane Sup- ply, Div. of Crane Canada Russell Sigler, Inc. G.W. Berkheimer Co., Inc. Granite Group Wholesalers LLC Peirce-Phelps Inc. Goodin Company Standard Plumbing United Pipe & Supply Co., Inc. Sid Harvey Industries, Inc. Northeaster Supply Inc. Consolidated Supply Co. Hirsch Pipe & Supply IRR Supply Centers Inc. The Ma- comb Group Trumbull Industries, Inc. Century Hold- ings Auer Steel & Heating Supply Co. American Refrigeration Supplies, Inc. Connor Co. Johnson Sup What can your supplier do...

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It's all about performanceTM See contact information on page 00 See contact information on page 130 4 • INDUSTRY NEWS •THE WHOLESALER® — JULY 2010 A.O. Smith forms joint Security Supply celebrates venture with Takagi grand opening at new branch ASHLAnD CITy, TEnn. — A. O. Smith Takagi currently manufactures a full Corporation and Takagi Industrial line of gas tankless water heater mod- Co. Ltd. of Fuji-city, Shizuoka, els in Japan for residential and com- Japan, announced in mid-June that mercial applications, including the they are establishing a joint venture recently released “second generation” to market and manufacture tankless 92% efficient T-H2 model designed water heaters in north America. As for residential or light commercial ap- part of the joint venture, A. O. Smith plications. upon achieving an appro- will take over the management of priate volume threshold, the joint Takagi’s existing north Amer ican venture will bring manufacturing jobs sales and distribution organization, to the u.S. and establish a production maintaining Takagi’s north American operation to support the growing headquarters in Irvine, Calif. The needs of the business. companies expect the transaction to Privately held Takagi is one of MIDDLETOWn, n.y. — On May 20, ising future to Security Supply pres- close in the third quarter. Japan’s leading manufacturers of over 100 guests joined plumbing ident Keith Bennett. “This venture is an important in- tankless water heating products and and heating wholesaler Security “With our 12th branch in Middle- vestment by A. O. Smith that will fur- was the first to begin marketing tan- Plumbing & Heating Supply in town (Orange County), Security ther expand our offering of high- kless units in the u.S. in 1994. Middleton, n.y., for the grand Supply now has nine locations in efficiency water heating products,” A. O. Smith Corporation, with opening celebration of the com- the 19 counties that are designated said Ajita g. Rajendra, president of 2009 sales of $2.0 billion, is a global pany’s 12th branch. as ‘Tech Valley,’ which stretches A. O. Smith Water Products Co. “It leader applying innovative technol- “We had customers attend that from just north of new york City to represents a rare opportunity to com- ogy and energy-efficient solutions to are essential to the success of our the Canadian border,” he said. “We bine Takagi’s well-known brand and products marketed worldwide. The company, and they all had a great are excited by the prospects we see world-class tankless technology with company is one of the world’s lead- time. I was very pleased with the in this region.” the strong brands, customer relation- ing manufacturers of residential and outcome,” said branch manager Customers receive daily deliver- ships, and extensive distribution of A. commercial water heating equipment, Dean Passaro. ies from Security Supply’s central O. Smith.” offering a comprehensive product The festivities included a catered distribution facility in Selkirk, n.y., Through the joint venture, A. O. line featuring some of the best-known barbeque by The great American and the Middletown branch is the Smith will offer a full line of tankless brands in north America and China. BBQ Co., prize giveaways, and the only Kohler distributor in Orange gas water heaters under its own A. O. Smith is also one of the largest chance for guests to sign up for Se- County, n.y. There are plans to fur- brands in association with the Takagi manufacturers of electric motors for curity Supply’s customer rewards ther expand the facility to a Kohler brand, and will assume responsibility residential and commercial applica- promotion. Registered Showroom in the future. for the Takagi brand in the u.S. and tions in north America. The location of the new store at Security Supply is a wholesale Canada. Visit www.hotwater.com. 292 Dolson Avenue in Middletown distributor of quality plumbing, was formerly the home of a car heating and air conditioning prod- dealership. The abandoned dealer- ucts serving new york and western Acorn acquires 50% of Jay R. ship, a true symbol of economic Massachusetts. Smith; forms business alliance hardship, showed signs of a prom- Visit www.secsupply.com. CITy OF InDuSTRy, CALIF., AnD MOnT- and Acorn Engineering) were both pledge to continue what their grand- realigned Smith Industries, Don Morris gOMERy, ALA. — Acorn Engineering modern-day pioneers in the industry fathers started. The Smith and Morris will assume the role of CEO of Smith Company and Smith Industries Inc. and founders of their individual families will be represented on the Industries, Jay R. Smith Mfg. Co. Di- have announced a new business companies. They each devel- new Board of Directors. vision and the Canadian subsidiary. Jay alliance and a jointly owned oped strong companies and The new alliance of Acorn Engi- L. Smith will continue as president and company. Effective were partners and neering and Smith Industries will be chairman of the Board of Directors. June 15, Jay R. friends from 1954 the foundation for an exceptionally The management teams of both Acorn Smith Mfg. Co., a (when Elmco be- strong company and will be competi- Engineering and Jay R. Smith Mfg. Division of Smith Industries joined the came a Jay R. Smith Mfg. Co. rep- tively anchored in our industry. For the Co. will remain the same. Acorn Engineering family of compa- resentative) until they passed away. nies, and Acorn Engineering will be a The instant relationship and personal 50% owner of Smith Industries. The bond transcends three generations Irr Supply Centers acquires Hazard & Sons name of the company will remain Jay and continues with the Smith and nORTH TOnAWAnDA, n.y.– Irr Supply “The acquisition of L.A. Hazard R. Smith Mfg. Co., a Division of Morris families. Centers Inc., a regional distributor of affords us the opportunity to Smith Industries Inc. Jay L. Smith, Don Morris and plumbing, heating, cooling enter new markets and Jay R. Smith (Smith Industries) Dennis Morris, second-generation and refrigeration sup- product categories” said and Earl L. Morris (Elmco Sales Inc. plies, have announced Michael Duffy, Irr Sup- that they are acquiring the as- ply Centers president. sets of Derby, n.y.-based distribu- The Hazard locations will tor, L.A. Hazard & Sons Inc. remain open and operate under the sons of Jay R. and Earl, have contin- L.A. Hazard & Sons operates four L.A. Hazard name. ued their business and personal rela- locations in Western new york serv- Irr Supply Centers Inc. operates 28 tionships for over 50 years. The next icing the equipment and parts needs locations in Western, Central new generation of Smith’s and Morris’ of electrical, plumbing and heating york and northern Pennsylvania. Irr (Jay L. Smith’s daughters, Dr. Holly contractors. They also operate two Supply also operates five registered Jay L. Smith (left) and Don Morris L. Roth and Debbie Smith, and Don registered Kohler showrooms, Inspi- Kohler showrooms, Visionary Baths have continued the bond established Morris’ children, Kristin Kahle, Ran- ration Bath galleries, in their & More, throughout new york State. by their fathers in 1954. dall Morris and Barrett Morris) Clarence and Orchard Park locations. Visit www.irrsupply.com. • Be sure to visit www.thewholesaler.com for web exclusive articles and videos! • See contact information on page 130 6 • •THE WHOLESALER® — JULY 2010 IN THIS ISSUE

The Front Page For the 38th year, we present the Wholesaling 100 listing, your best resource for the biggest players in the plumbing, heating, cooling and PVF distribution industry in the u.S. and Canada. The listing is packed with valuable information, and you’ll want to keep this issue handy the entire year. In the News See contact information on page 130 A.O. Smith, Takagi announce joint venture; J.R. Smith, Acorn form alliance...... 4 Dutch firm acquires 100% of Conbraco shares ...... 12 Engel Supply hosts special event; McJunkin Red Man buys South Texas Supply ...... 14 Monday After the Masters proves excellent marketing opportunity for A.O. Smith ...... 22 Wholesaling Top 100 for 2010...... 36 Top 50 HVAC/R, PVF, P&H...... 74 Rheem institute graduates 1000th student ...... 88 Field Report: General Pipe Cleaners ...... 90 Software as Service is a growing trend ...... 92 JCR Distributors believes in personal touch ...... 94 General Plumbing Supply turns 100...... 97 Reel Pipe & Valve: Family-owned since 1940s ...... 104 Product review...... 118 – 122 Exclusive Interview HD Supply Mary Jo Martin visits Atlanta- based HD Supply to conduct a wide-ranging interview with CEO Joe DeAngelo and executive president John Stegeman. This candid Q&A is presented in a two-part series, concluding in August...... 16

Columns RiCH SCHMiTT: Marketing is crucial; now more than ever, you need to reach customers...... 8 DAn HOlOHAn: Bling for greenies...... 20 BRuCE CROziER: Keys to selecting a computer system to fill your needs ...... 78 JASOn BADER: Sorting your customers is like winnowing wheat from chaf ...... 106 PETER SCHOR: Quotation forms — they’re your best showroom tool, so use them!...... 110 Next Month The August issue of THE WHOlESAlER will include our See contact information on page 130 annual Directory of Manufacturers’ Representatives!

Great Suppliers choose Great Warren Alloy is now part of the Allied Master Group of companies which includes Allied Fitting, Tectubi and TriǦLad. With the most comprehensive inventories of Distributors. carbon steel weld fittings and flanges in the world, Allied Fitting has become the benchmark for quality throughout the industry. The addition of Warren Alloy and their unique offering of stainless steel, specialty metal fittings, flanges, pipe and its exclusive line of Warren valves will enable us to provide distribu- tors a world class supply chain that is unmatched in the industry. And great master distributors choose each other. A l l i e d F i t t i n g s Warren Alloy Houston: 800.969.5565 Houston: 800.231.6680 Atlanta: 800.969.1928 Charlotte: 800.331.3672 Dayton, NJ: 800.626.9436 Cincinnati: 866.460.9438 Ontario, CA: 800.969.9250 SLC, UT: 800.801.2115 Denver: 800.969.9250 Mobile: 888.653.8031 Edmonton: 877.312.7757 Lakeland, FL: 877.873.4349 Paris, Ont.: 888.442.6661 www.alliedfitting.com www.warrenalloy.com

See contact information on page 130 8 • SMART MANAGEMENT •THE WHOLESALER® — JULY 2010 Don’t be a ‘best-kept secret’

couple weeks ago I visited the national chains but they are about I do want to sound like a broken my son Joe at college. We the same across the country.) So as record on the marketing front, so here Awere headed for dinner at we drove up to the place, I was in- are some thoughts to persuade, en- one of the national chain restaurants trigued by the sign, “Bob’s Place, the courage, prod and cajole you into that encircle the campus and dis- best-kept secret in town.” (Not the some serious marketing activities: cussing how very few people, in our real name.) When we got to the door, • “The fish are no longer jump- industry and in the world, understand there was, sadly, another sign, ing into the boat” – That’s how one gross margin calculation. He was “CLOSED.” The owner of the ill- of my clients described the huge dif- BY RICH SCHMITT telling me that one of his accounting fated restaurant had an expensive ference between the boom-time envi- Management expert professors (PhD) had stated, “Gross sign created to document his market- ronment and the current economy. margins in the 200% range are possi- ing problem. Maybe he hoped that it The boom times spoiled many of us. tors is casting “pearls before swine” ble in high-end retail.” Joe’s grandfa- was a clever way to improve the sit- We only needed to get the boat into and arrogantly feel that it is not worth ther had taught him to understand the uation but, apparently, it was not the lake to attract fish/business. We their time to create interesting mar- calculation of GM when young Joe enough. didn’t need to bait the hook, to cast keting programs for the trade. was about 12 years old, so he knew A couple of thoughts to take away the line or even take our fishing pole I disagree. Take the time to figure that his prof had made the common from the experience: with us. Very little real marketing was out what your customers care about mistake of mixing gross margins and • While some businesses want to required so, with the other pressing and then creatively and in an interest- markup. So it is easy to see how your be well-kept secrets (especially those activities, most marketing activities ing way, communicate with them. people might be flubbing pricing cal- of the criminal persuasion), most fell by the wayside. • Very few wholesalers do culations, and hurting your profits, businesses want to be anything but a • Marketing is never done – The enough real marketing. Just to be while you read this column. (For a re- secret. Even better, leading compa- best wholesalers have a continuous clear, handing out hats and hosting a minder reprint of gross margin calcu- nies want to be the “First in Mind” lations and our GM test, e-mail me at primary supplier to their targeted cus- Marketing to contractors is not a treasure hunt where [email protected].) tomers. (For a reprint on what it takes only one lucky individual finds the pot of gold. Marketing About halfway to our destination, to be the primary supplier e-mail me, to the trade should be crafted so that even the least Joe suddenly remembered a great [email protected].) local place that he thought I would • Whenever you find that your interested plumber can see the treasure and get some gold. like. I was delighted since I am a fan business, your locations, your web- program filled with periodic, sea- customer appreciation dinner do not of hole-in-the-wall places that are site or what you are selling is a secret, sonal and promotional marketing ac- constitute a real marketing program. unique to the areas I visit. (I also like treat it as an emergency. The restau- tivities aimed, very specifically, at • Repetition, repetition, repeti- rant owner obviously was not able to bringing in business. tion. Your messages should, ideally, • Marketing is key overcome his “best kept secret” situ- • Marketing is spread across the be said in different, creative, interest- • Repetition is only way ation and is now history. Sadly, he calendar — This addresses any sea- ing ways. People often need to hear to get message to stick might have had the very best secret sonality and applies continuous mar- the same message many, some say • restaurant in the city. keting pressure to your customers. eight, times before they tune in. Be different in So my three suggestions for this • Even the best marketing has a • Pick multiple targets and dif- customers’ eyes month are: very short half-life — The amount of ferent ways to hit each target. Con- • What’s in it for 1. Marketing information that people retain from in- tractors often have several people the customers? 2. Marketing tensive training erodes very rapidly who make purchasing decisions: the 3. Marketing. over time. Advertising, promotions owner, a buyer, the owner’s spouse, and marketing programs are often the office staff and the guys in the even more short-lived in the cus- trucks. tomer’s memory. Many human beings The message and the way to sell — and thus many of your customers each purchaser is different since their — are like the woman in the movie 50 concerns differ and their emotional First Dates who, due to a brain injury, needs differ. Where the owner’s awakens every day with no memory major concern is finding cost effec- of the previous day. Each day is like a tive suppliers, the guys in the trucks total reboot of their memory with only may be more focused on your morn- a little information being retained ing coffee and doughnuts. Further, from the previous day. the people in each of these groups may have unique motivators so it is Repeat your message critical to have variety in your mar- Many of your customers don’t re- keting programs. BTW, did you know member your marketing message that most people need to hear your from yesterday. In most cases, it is not message a bunch of times before it their fault — your marketing is just registers and even more times before that unremarkable. It is not interesting, they act upon it. not fun, not informative, not relevant • Work to be one of the top-two and thus not worth remembering. horses in each race. There is an old • Why is much of this industry’s joke of two hikers who happen upon marketing unremarkable? Often a bear while walking down a remote because the 10 minutes that was spent mountain trail. One takes off his in planning and creating the market- backpack then stoops down to adjust ing campaign didn’t result in bril- his shoes. The other hiker looks puz- liance. Good marketing programs zled and tells the first hiker that it take thought and effort. Some whole- is fruitless to adjust his shoes since salers act like marketing to contrac- (Turn to ‘The fish... page 126.) • Be sure to visit www.thewholesaler.com for web exclusive articles and videos! • FittingFitting solutions.solutions.

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See contact information on page 130 10 • INDUSTRY NEWS •THE WHOLESALER® — JULY 2010

• Complete Training Facility — Northeastern continues its expansion Zurn opens Pa. DC allowing Zurn to conduct training PHILADELPHIA — In June, Zurn sessions with local engineers, con- BALTIMOrE — In Northeastern Sup- ventory, on-site items such as pump Industries LLC opened the doors on tractors and distributors, which will ply’s continuing effort to be there for and well, septic systems and an exten- a new Inventory Distribution Facility include Zurn product displays, pro- its customers, they continue to add sive amount and variety of pipe and fit- near Philadelphia. This change brings motional items and literature. branches where customers have indi- tings. With more than 30,000 square Zurn’s total • Improved Will Call Area — cated they require them, expand to feet of interior space on a six-acre site, i n v e n t o r y making customer pickup quicker and larger and more convenient locations the store will offer ample parking, easy distribution easier. for existing branches and put their product pick-up and a wide assortment footprint to • Focused Customer Service product and services close to their of products to choose from. over 1.7 million Team — responding to the Voice of customers — where they need them, “Northeastern works hard to be square feet in North America. the Customer in the region. when they need them. your preferred supplier and Bob The new distribution facility, lo- • Significantly Expanded Stock ing The expansion that opened on May Chango will make a real difference at cated at 37 runway rd. in Levit- Position — the right product available 26 is Northeastern Supply’s George- the location in delivering customers town, will grow Zurn’s distribution in at the right time in the right location for town, Del., branch, located at 20352 what they need, when the need it,” the area by nearly 70% and increase improved regional service. DuPont Blvd. This is its 32nd branch said Steve Cook, president and CEO Zurn’s service levels in the Northeast • Efficient Operations — allow- in response to customer requests for of the company. and mid-Atlantic regions to their cus- ing Zurn to receive and ship product added convenience in shopping. “Now that we are open, I ask tomer base. more efficiently with quicker cus- Branch manager Bob Chango said, everyone to stop by, say ‘Hi’ and take The expanded warehouse facility tomer response times. “Our customers have wanted a cen- a look around. This is what progress will be set up around improved cus- Zurn is very excited about kicking tral location, something south of our looks like,” Chango said. tomer service, utilizing Lean princi- off its distribution expansion with the Camden/Dover, Del., location and Companies and individuals inter- ples, and will include: grand opening of this Expanded In- north of our Salisbury and Ocean ested in obtaining products or serv- • Final Assembly Cells — allow- ventory Distribution Facility, and is City, Md., locations. This new store ices from the new Georgetown ing Zurn to customize product to their eager to see the benefits it will bring accomplishes that.” location can contact Bob Chango at customer specifications closest to the to the company’s customers. The Georgetown branch will house 302/856-6000. customer. Log on to www.zurn.com. an expansive HVAC and plumbing in- Visit www.northeastern.com.

See contact information on page 130

• Be sure to visit www.thewholesaler.com for web exclusive articles and videos! • See contact information on page 130 12 • INDUSTRY NEWS •THE WHOLESALER® — JULY 2010

ting range and LASCO Fittings’ plas- management and sales approach and Dutch firm Aalberts Industries tic fittings and other products — Aal- experience of Conbraco Industries’ berts Industries Flow Control can business unit Consumer Markets acquires all Conbraco shares realize a more complete offering to gives a lot of potential in the future the residential, commercial, con- by introducing European product DOOrN, THE NETHErLANDS — Aal- Matthews, N.C. sumer market, fire protection and in- lines and concepts through the exist- berts Industries N.V. has reached Conbraco Industries was founded dustrial market in North America. ing channels in the U.S. agreement with the management of in 1928 by Clarence Mosack, grand- The specification, sales and distribu- Conbraco Industries uses produc- C o n b r a c o father of the current generation. The tion channels of these three organiza- tion technologies — especially the Industries president of Conbraco Industries, tions will be working together to casting of bronze, steel and stainless Inc. to ac- Glenn Mosack, and his management realise a strengthened and focused steel products in all kind of different quire 100% team will remain with the company. sales approach per market segment. dimensions — which Aalberts In- of the shares. Conbraco Industries is Conbraco Industries, “APOLLO” The “APOLLO¨” Valves range dustries does not operate in Europe a leading manufacturer of a complete Valves, is a key player in the North consists of many products which can and gives new possibilities of prod- package of bronze, brass, steel and American market for ball valves, also be sold through the existing sales uct development for present and stainless steel valves and a range of safety, relief and check valves, strain- and distribution network in Europe, new markets. On the other hand, the backflow preventers sold mainly in ers and a new patented range of stain- where Aalberts Industries is present European experience of automated the commercial, industrial and con- less steel and casted backflow with own sales organizations in al- machining and assembly can be used sumer market (retail) under the strong preventers for the commercial and most every country. Especially the to optimize the manufacturing of brand name “APOLLO®” Valves. fire protection markets. Additionally product program of safety, relief and Conbraco Industries. Also, joining The acquisition will be effected after the company has a strong position in check valves and backflow preven- the procurement of especially raw finalizing all formalities and ap- the industrial market with U.S.-made ters for commercial buildings is an materials can increase Aalberts In- provals, which is expected mid-July. steel and stainless steel valves. To- extension of the portfolio in Europe. dustries’ profitability. With more than 1,000 employees, wards the consumer products market, Additionally Conbraco Industries’ Conbraco Industries’ results will Conbraco Industries generates an an- Conbraco Industries offers different product portfolio for the industrial make a direct contribution to earnings nual revenue of approximately $200 product lines and a complete service sector opens new markets in Europe. per share and are expected to be con- million. Conbraco operates three through a separate business unit. There are many opportunities for solidated with effect from July 2010. manufacturing facilities in South Car- Based on three strong brands — cross-selling that can be jointly de- The acquisition will be financed from olina (two in Pageland and one in “APOLLO” Valves together with veloped to strengthen the market po- credit facilities. Conway), and its headquarters is in EPC (Elkhart Products) metallic fit- sition in Europe. The dedicated Visit www.apollovalves.com

faucets that are currently being intro- lighting to show hot and cold temper- Artisan Manufacturing announces duced to the marketplace. While the atures, and flexible and gooseneck company has seen steady growth nozzles, will continue to be expanded strong growth, big market response since its inception in 2002, the first throughout 2010. They are ideal for quarter figures were 40% higher than kitchens, bathrooms and bars, and en- NEWArk, N.J. — Artisan Manu - during the first quarter of 2010. This any other quarter in recent years. gineered for long service, and come with facturing Corporation, a manufac- privately held company attributed the Alex Han, president of Artisan, at- a lifetime warranty. turer of upscale kitchen and bath increase to a combination of sales tributed this to a combination of fac- Founded in 2002 by Alex Han, Ar- products, announced that the com- growth for existing products and a tors: “Our overall business strategy tisan Manufacturing Corporation is a pany saw a sharp increase in sales positive reception to the new line of calls for managed growth that is fu- manufacturer of upscale sinks, eled by an introduction of new prod- faucets and accessories designed to ucts that complement and expand our appeal to a large audience looking to current offerings. Our wide array of combine quality with affordability. diverse offerings, from traditional, to Han, through Artisan and his family transitional, to modern, have been businesses, has three decades of ex- very well received, especially the perience and background in manufac- newest vitreous China sink and faucet turing products for the plumbing and collections.” wholesale business. The new Artisan faucet collection, Visit www.artisansinks.com or call which includes such features as LED 973/286-0080. Hubbard’s’ HOLDRITE Flame Fighter gains U.S. Patent on PVDF use

VISTA, CALIF. — Hubbard Enter - of the few plastics that can exceed the prises/HOLDrITE® has been granted stringent ASTM E-84 25/50 flame U. S. Patent #7,498,511, which de- spread/smoke development rating re- scribes the use of quired by codes for use within build- polyvinylidene fluo- ing return air plenums. ride (PVDF) HOLDrITE Flame Fighter® is plastic in protected by a patent for the use of many types PVDF material in a plenum appli- F.W. Webb hosts Open House in Syracuse of pipe cation. The Open House at F.W. Webb’s Syracuse, N.Y., location was a smashing clamps and HOLDrITE uses the highly fire- success with over 900 customers and 1,150 total attendees including supports in- retardant material in its Flame Fighter vendors and employees. The new 100,000-square-foot facility was fully tended for line of plenum clamps and supports, opened in February with a 5,000-square-foot batch center. The customer use in which are recognized by their bright and vendor feedback was outstanding and many prizes were given away. building air yellow color. Everyone left with something! plenums. Visit www.holdrite.com or call PVDF is one 800/321-316. • Be sure to visit www.thewholesaler.com for web exclusive articles and videos! • See contact information on page 130 14 • INDUSTRY NEWS •THE WHOLESALER® — JULY 2010 Engel HVAC Supply hosts ‘Open House of Blues’

MANCHESTEr, N.H. – Engel HVAC Supply, a Malco, reflectix, Seal-Tite, Trane, Trion, Qui- division of Trane distributor Air Purchases Inc., etFlex, Venture Tape and ZoneFirst generously recently hosted an “Open House of Blues” for donated their time to the contractors during a area HVAC contractors, complete with its very mini trade show, helped fund the event, and own “Blues Brothers.” The event celebrated the contributed some substantial raffle prizes. Con- company’s relocation to an expanded facility at tractor Andy Sheridan of Sheridan HVAC in 735 E. Industrial Park Drive in Manchester, New Ipswich, N.H., took home a 32-inch flat N.H. screen television donated by Chuck Davy, east- Trane sales manager Jim “Jake” Travers; Air ern sales manager for Seal-Tite. Purchases’ president rob “Elwood” Engel; and “I’ve attended at least 10 such events in recent the Mother Superior (sales manager Ed Jack- months,” said Dave Clark, market development

Air Purchases’ president Rob ‘Elwood’ Engel; Trane sales manager Jim ‘Jake’ Travers; and the ‘Mother Superior,’ sales manager Ed Jackson, at Engel HVAC Supply’s ‘Open House of Blues.

son) treated guests to tours of the new facility, manager for Hart & Cooley. “This one was fun a meal of ribs and chicken with all the fixings, and by far the best.” and plenty of blues music. Now in its 41st year of business, and its 19th “This economy has been a challenge for so as a Trane distributor, Air Purchases is a lead- many in this industry,” said Engel. “We decided ing wholesale distributor of HVAC equipment it was time to have a little fun with those eco- and accessories headquartered in Burlington, nomic ‘blues.’” Mass. In addition to Manchester, where it is Industry vendors also got into the spirit. rep- known as Engel HVAC Supply, the company resentatives from Airtech, Aprilaire, Fujitsu, maintains branches in Brockton, Dedham and Hart & Cooley, Honeywell, Lenox, Lloyd, Hyannis, Mass. McJunkin Red Man acquires South Texas Supply

HOUSTON — McJunkin red Man Corporation re- ers, will continue to manage the two locations. cently acquired The South Texas Supply Com- These new branches enhance MrC’s coverage in pany Inc., as part of its strategic South Texas from its existing focus to increase its presence and Texas branch locations in Laredo, commitment to customers in the Corpus Christi, Gonzales, Mis- See contact information on page 130 active shale plays across North sion, and Jourdanton. MrC will America. Details of the transac- be making additional expansions tion were not disclosed. in the region with a regional hub and major pipe To support oil and gas exploration and produc- yard, increasing inventories, and enhancing lo- tion, as well as the pipeline and transmission in- gistics to meet the needs of MrC’s major cus- frastructure, MrC will be expanding operations tomers in the region. and inventory in these active shales both organi- In addition to this acquisition supporting the cally and through acquisition, such as South company’s expansion in the Eagle Ford Shale, Texas Supply within the Eagle Ford Shale. MrC recently opened a new facility in Horse- South Texas Supply operates two branch loca- heads, N.Y., supporting the northern activity in tions, in Carrizo Springs and Dilley, Texas, and the Marcellus Shale and will soon be opening has supplied oilfield products to the region since branches in Shreveport, La., and Center, Texas, 1996. Mark Hassell, one of the selling sharehold- supporting the Haynesville Shale. • Be sure to visit www.thewholesaler.com for web exclusive articles and videos! • See contact information on page 130 16 • Exclusive Interview •THE WHOLESALER® — JULY 2010

Q&A with DeAngelo and Stegeman ally did keep the original names of a couple of the businesses we’ve ac- quired, like HD Supply White Cap, HD Supply executives share insight Crown Bolt and Creative Touch Inte- riors, it is very important for our peo- ple and locations to be recognized as on their organization and its future part of the HD Supply family. It adds value to the people who come to us BY MARY JO MARTIN Today, HD Supply is comprised of tive to join HD Supply recently is through these acquisitions. If you ask Editorial director 10 businesses in the U.S. and one in Ron Domanico as our new CFO. It’s customers if the company’s name or Canada. These business units focus very important when you run a port- people are more important, they’ll n 2000, when The Home Depot on three primary sectors/end markets: folio to show value creation. You say people. So that’s what we con- announced their acquisition of • Infrastructure and Energy — must have working capital and pick centrate on. It’s really the people IAtlanta-based Apex Supply Com- Waterworks, Utilities, Electrical, In- the right investments in order to who make the business. pany, owned and operated by the dustrial PVF Rodbell family, it generated a great • Maintenance and Repair — deal of shock and speculation Facilities Maintenance, Repair & Re- throughout the PHCP distribution model, Crown Bolt channel. While the retail giant had • Specialty Construction — grow. The unique thing about Ron is MJM: How much input do the pri- previously tried to appeal to contrac- White Cap, Plumbing/HVAC, Cre- that he is a very strategic business vate investment firms have in your tors through various means, it marked ative Touch Interiors. thinker in high-growth areas. business? the first time they had actually en- With more than 15,000 employees, In addition to my duties as CEO, I DeAngelo: We have a very con- tered the wholesale distribution nearly 5,000 fleet vehicles, 800 loca- work with the facilities maintenance, centrated private ownership. Our arena. Acquiring such a well-re- tions in three countries, 1 million utilities and industrial PVF busi- board is made up of three individuals product SKUs and 450,000 cus- nesses. from each of the three private equity tomers, HD Supply ranks #2 in this One of the most significant things firms and myself. We look at how year’s Wholesaling 100. we did over the last few months is to best to allocate capital, and what Recently, CEO Joe DeAngelo and restructure our debt so it’s not due growth bets to make. At the end of executive president John Stegeman until 2014. We believe that by then, the day, the HD Supply leadership graciously invited editorial director the economy will be running at full team really drives the business. Mary Jo Martin to their Atlanta office strength and we’ll be operating at Everyone on leadership team is an for a candid interview. The Whole- peak efficiency. owner/ shareholder and has personal saler will present this interview in a MJM: Is there anything you can money in the deal. As a result, our two-part series, with its conclusion in share about your sale from The Home team has the all-around dedication Joe DeAngelo (left), HD Supply the August issue. Depot, and why you chose to retain and drive to create a long-term sus- CEO, and John Stegeman, MJM: Give us a window into how the name HD Supply? tainable competitive advantage. executive president. HD Supply today is positioning itself DeAngelo: With the separation Thanks to the capital available for the future? from The Home Depot, there were through these firms, we don’t have to spected, multi-generational firm as DeAngelo: In 2004, we were a $2- naturally concerns and uncertainty on be as worried specifically about quar- Apex gave The Home Depot the billion company and by 2007, we had the part of many of our customers and terly earnings; rather, we can focus as credibility and inroads with the trade sales of $12 billion. It has been our associates. We wanted to assure them a team on how to attract new cus- that they had struggled with. practice to acquire market-leading that nothing was going to change. By tomers, earn their business and keep Their foothold in wholesale distri- companies to bring into our business. keeping the name, it allowed our em- them for life. We invested very heav- bution grew even stronger in 2006 Probably the most exciting aspect ployees to spend their time com- ily throughout the downturn in talent with the acquisition of Hughes Sup- of where we are today is that the team pletely and totally focusing on our and technology. ply, which at the time was consis- has been delivering very well and professional customers; we saw re- MJM: Would you say that your tently ranked either #1 or #2 in meeting all our commitments. We branding as a distraction for them. operating companies function rather annual sales volume each year. That have brought new people on board to We tried to have some fun with the independently? same year, all of the wholesale oper- position the company for growth. The DeAngelo: We enable our compa- ations that were part of The Home executive team looks at our jobs as “It’s not about customer nies to really focus on their markets Depot portfolio became known as providing the right tools to our service; it’s about putting and customers by supporting them HD Supply. 15,000+ associates so they can be our feet in the shoes of our through centralized functions that cut The last five years have, at times, successful serving our customers and across the entire organization. been rocky for HD Supply, including building our various businesses. customers, getting to the root We also want each of our compa- its divestment from The Home Depot One of our more exciting recent of what they are trying to nies to learn from each other. We in 2007 to three private equity firms moves was bringing John Stegeman achieve and how we can want to take the best practices each of — The Carlyle Group; Clayton, Du- in to run our branch-based businesses them employ and then replicate it in bilier and Rice; and Bain Capital. Of serving the construction industry — help them get there.” our other businesses, if applicable. course, the recession and continued HD Supply White Cap, HD Supply name, even having a contest where That saves them from having to struggles of the building and con- Waterworks, HD Supply Plumbing/ we asked our associates what they waste time and money trying to come struction industry, have led CEO Joe HVAC, HD Supply Electrical and thought HD stands for. Some of the up with their own solutions when DeAngelo to implement cost-cutting HD Supply Canada. He has deep ex- answers we got were “Heavy Duty,” their sister companies have already and efficiency measures across the pertise in that segment of the market, “Hard work and Dedication,” demonstrated success. entire organization. The company having spent 24 years at Ferguson. “Highly Diversified,” “Helpful and It’s also very important not to over- continues to be one of the most- We’ve also been fortunate to gain Dependable,” “Honorable and De- complicate things. All of the tasks talked-about entities within the the expertise of Joe Izganics. Joe is voted,” and “Honest and Direct.” It that are centralized should add value. PHCP/PVF industry today — and senior vice president for our Creative means a lot that our associates be- Our business leaders should not have even greater interest was generated Interiors, Crown Bolt and HD Supply lieve so strongly in our company. to worry about making payroll. We this spring when HD Supply ap- Repair & Remodel businesses. He Stegeman: Both Ferguson and HD would rather have them focus on pointed long-time Ferguson veteran has more than 25 years of experience Supply have taken a similar approach being the best business they can be in John Stegeman to the newly created in retail markets. when it comes to the transition fol- their respective markets. post of executive president. And the third upper-level execu- lowing acquisitions. While we actu- (Turn to Providing... page 18.) • Be sure to visit www.thewholesaler.com for web exclusive articles and videos! • See contact information on page 130 18 • Exclusive Interview •THE WHOLESALER® — JULY 2010

Value Creation.” It’s not about cus- of the key arguments of smaller or- Providing better solutions: tomer service; it’s about putting our ganizations that say they are nimble, feet in the shoes of our customers, quick to react and more customer HD Supply focuses on customers getting to the root of what they are service and community oriented? (Continued from page 16.) posed to do in the previous 30 days, trying to achieve and how we can DeAngelo: I think you respond by MJM: What types of functions are and determine what they need from help them get there. winning the business every day. centralized through the corporate of- us in the coming 30 days so they can MJM: There is quite a spread in Everything they are saying is correct fice? have the best chance of success. this industry between the handful of if that’s truly what they are doing. DeAngelo: Our centralized func- MJM: In total, what percentages very large national firms, and the They have a singular business and tions include finance, human re- of your total business are done mid-sized and smaller independent sources, information technology, through each of the companies? wholesalers. What do you feel are the strategic business development, mar- DeAngelo: Four of our businesses benefits of your position — both in- keting and legal. We try to centralize make up about 70% of our total busi- ternally and for your customers? have often been in their local market tasks that can be done best in one ness — Waterworks, Facilities Main- DeAngelo: We’re rock solid finan- for generations. place and that require a high degree tenance, White Cap and Utilities. cially. We always meet our commit- But you can actually look at our of expertise. Industrial PVF and Plumbing/HVAC ments and carry the inventory business the same way. We have a We also like to focus on those combined make up an additional 15%. required so it’s the right place at the singular business in each market. We functions that can turbo charge HD Supply has a very balanced right time for our customers. We’ve wholeheartedly endorse being nimble change and then repeat those success- portfolio, 28% in nonresidential con- invested heavily in people, systems and helping customers succeed. We ful practices across all of our busi- struction, 18% in the residential mar- and processes. The largest investment do this by making sure there are no nesses. Each functional leader makes ket, 32% in infrastructure, and the we make is in our people. They al- distractions for our people in field — sure their team is doing what needs to remaining 22% claimed by the MRO ways find a way to step up their which is made possible by providing be done so that our associates can segment. game, which makes us shine as a them assistance through our corpo- properly executive their responsibili- MJM: What strategies are you company. I’m very impressed with rate office functions. ties to serve their customers. The way employing to improve efficiencies our associates’ focus on offering a We like to think that we’ve created we look at it at a corporate level is and functionality? better solution on a local level. something that may be larger than that our job is to serve our internal DeAngelo: We continued to invest HD Supply is an accumulation of most in aggregate but we’re not going customers. very heavily throughout the eco- local businesses and we will never to lose the secret sauce that made MJM: Is there much overlap or nomic downturn in simplifying and lose that. Our focus is on providing a each of our locations, our businesses connectivity between the operating digitizing pro cesses. We have a best- better solution for our customers than and our organization what they are companies? in-class IT platform and have the best anyone else out there. today. Our job is to enable our local DeAngelo: It’s very important that software for each of our businesses. We want to be known as a commu- people to continue to successfully do all of our companies have great rela- All of our businesses are tied together nity leader in every market we partic- what they have done for generations. ipate in. Our team is very visible in Stegeman: It also comes down to their communities and don’t hesitate trust. Customers do business with to roll up their sleeves and get in- people they can trust. And it’s also volved in charitable and civic activi- about going beyond the usual and ties. There is a real spirit of doing the unexpected for our cus- volunteerism throughout HD Supply. tomers. It’s easy to just do what cus- We want to give back to these com- tomers expect, but it’s also nice munities. surprise and delight them whenever When it comes to our vendors, possible. we’ve worked with many of our ven- MJM: John, you really “grew up” dors for decades and have very loyal at Ferguson. Could you share with us relationships with them. That type of your thoughts as that relationship relationship grows from buying com- came to an end, and how you chose panies that have employed good peo- to join HD Supply? ple with good values and good Stegeman: I spent a great 24 years reputations. with Ferguson and made lot of good Stegeman: Having been in this friends. After I left Ferguson, I started business a long time, I am used to looking at what was in my best inter- thinking about the competitive ad- ests professionally and personally. I vantages of my company. Things like still have a passion and love for deal- Industry veteran John Stegeman (left) joined HD Supply this spring as executive scale and sharing best practices are ing with customers and people in president to oversee its branch-based businesses serving the construction industry. critical. We also gain great advantage general. In addition to his duties as CEO, Joe DeAngelo (right) works closely with the from the fact that our people mentor Through a connection I had with facilities maintenance, utilities and industrial PVF businesses. each other. one of the private equity firms, I was Sometimes when you are smaller, put in touch with Joe and we started tionships in the field. There are many with data warehouses, which looks at it’s hard to see outside that tunnel. talking about how we could make jobs that several of our companies whether we are getting the appropri- When you have some scale, there is HD Supply an even better company. will have involvement with, so we ate synergies, leveraging our volume so much learning that goes on across I took six months to make this deci- want them to be able to work together purchases, and using best-in-class all lines within the company. sion. Overall, I thought this was by well and complement each other. We practices. We put a lot of effort into However, we know that scale can far the best opportunity for me and also encourage them to communicate our IT applications because when it also be perceived to be a disadvan- for my family. It’s very exciting to be and share leads. comes down to it, they revolve tage. In reality, our toughest compe- surrounded by such a talented group We operate with a defined market- around one central theme: Are we the tition is the small competitor who of people here. ing structure. Every month the exec- best company to work with. These stays very close to our customers. It’s MJM: What are your goals in this utive leadership team talks to the top applications create an automated very important that we don’t try to new position? leaders of every business and every workflow between our company and consolidate everything into a big cor- Stegeman: In the first 30 days, I corporate function. We want to find our customers. porate environment. We must find the made it a goal to get settled and be- out from each of our businesses if we One of our key mottos is “One balance to also be mobile and agile. come familiar with the people and at corporate did what we were sup- Team, Driving Customer Success and MJM: How do you respond to one (Turn to HD Supply... page 127.) • Be sure to visit www.thewholesaler.com for web exclusive articles and videos! • ALL THE GAS BALL VALVES YOU NEED FOR ALL THE GAS INSTALLATIONS YOU DO.

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GAS CONNECTORS GAS BALL VALVES WATER STOPS WATER CONNECTORS 20 • HEATING HELP •THE WHOLESALER® — JULY 2010

why I like Eco-Bling. It’s about feel- no idea what they’re doing when it ings, and feelings are playing a part comes to construction. They just Eco-bling in what’s keeping this new-energy want what’s hip, Hollywood and, of business moving forward during course, noticeable to their friends and these tough economic times. If folks neighbors. Oh, and they also love o you want to do something for want it and can afford it, I say give it those rebates from our government, the planet, and you’ve got the to them. Besides, the irony of some which brings up another controversy. Sbucks to spend. You give it of this is just too delicious to pass up. In Florida, there’s some argument some thought and read the entertain- This is from one of guys who reg- going on right now because last De- ment news to see what the movie stars ularly visits HeatingHelp.com. He cember, the Florida Public Service are up to. Then you go get yourself a posted this on the Wall bulletin board. Commission told Florida Power and personal wind turbine, even though Bling! Light that it must reduce its energy BY DAN HOLOHAN you live in a neighborhood where “I work for a company that does a use in the next 10 years by 3,082 gi- Wet head you’re not allowed to mount the thing lot of high-end homes with radiant gawatt-hours, which is more than high enough for it to work. It looks floors and at least a high-efficiency three times what the utility had pro- but it sure is interesting to watch. As grand, nevertheless, perched up there modulating-condensing boiler, or a posed. That put the utility in a fix. a wholesaler, I say go for those who near your natural gas-heated swim- geothermal heat pump with mod-con They now have to move toward this are looking for the Eco-Bling — the ming pool, and when your friends stop back up, or supplementation, as well ambitious goal, and they’re doing so feel-good stuff — because those folks by for a (fair-trade) coffee, they look as the mod-con doing the indirect do- party by encouraging their customers seem to know just what they want up at your new turbine’s immobility mestic-hot-water load. to invest in solar panels, for which (whatever’s trendy) and they’re the and smile at you because you are “So we install these cutting-edge they will give a rebate. least complicated of all these days. doing something significant for the heating systems that have control The problem with this, of course, They just want what they want. planet. You are a good person. panels so sophisticated that you just is that only their wealthier customers So give it to them. Or perhaps you invest tens of open the door and then shut it right can afford the initial investment in But I should end with beer. thousands of dollars into solar pan- away. You don’t want to stare too those solar panels. The poorer cus- I recently read an article about the els, figuring you’ll get some of that long at all those control relays, fuses, eco-investment back from your gov- switches, time-delay relays, A419s, “No matter what anyone tells you, the most significant ernment because that’s probably the and a myriad of control wires inside investment you can make if you’re looking for energy only way you’ll ever see that money there because it can make your head again in your lifetime, but it feels so spin. Put it this way; we have a Con- payback is a solid building envelope. It requires little good. trols Division. to no maintenance and has an immediate payback.” No, seriously. A buddy wrote to me “Anyway, about these geothermal the other day to say this: systems. They cost a lot to install. tomers are going to be subsidizing the sale of Energy Star-rated refrigerators. “Last week, I had a solar study The units we use have very nice, and Solar-Bling that the rich folks will be People are buying these Watt-squeez- done on my home. The investment of very heavy stainless-steel cabinets. getting. This is because the rebates ing fridges to save money on electric- $23,500 will save me $900 a year They use heavy-duty compressors, are coming not from FPL’s stock- ity, sure, but also because helping the (yes, a mere $900!). However, the which are relatively quiet for a heat holders, but from all of FPL’s cus- planet makes them feel good. payback is estimated to be less than pump. They look great and they’re tomers, including the poor ones. All A survey, however, showed that four years! Here’s how they do it. super efficient, but I cannot for the the poor folks get are bigger bills. the Energy Star buyers aren’t tossing “First, the State will give me a re- life of me understand why we install That’s not fair, and the groups rep- or recycling their old fridges. Nope, bate of $7,000. Then there’s a 30% these systems in houses with average resenting those poor folks are making they’re putting them out in the garage Federal tax credit, which gives me insulation. their voices heard. It will be inter - to chill some extra beers. another $5,000 or so. After that, we “No matter what anyone tells you, esting to watch which way this goes. Not that there’s anything wrong have this nebulous SREC (renewable the most significant investment you And then there’s this: Last March, with that. n energy credits), which will throw off can make if you’re looking for energy CNNMoney.com reported that about $2,400 during the first year, payback is a solid building envelope. builders were saying green technol- Dan Holohan began his love affair and then reduce to three percent per It requires little to no maintenance ogy costs more to include than it adds with heating systems in 1970 by year thereafter. It’s pretty much all and has an immediate payback. The to the resale value of a house (which going to work for a New York-based voodoo economics. builders generally put in bare-bones explains the insulation situation). manufacturers representative that “What does this mean? Not too insulation, and most even neglect They reported, “Appraisals for was deeply involved in the steam and sure, but watch out for the voodoo as- slab insulation. When we try to tell newly built green homes do not fully hot-water heating business. He stud- sociated with carbon credits/trading them about the importance of it, they reflect the cost of green technology, ied hard, prowled many basements and the like. It’s all about making look at us like deer in the headlights, and the lower appraisal values mean and attics with seasoned old-timers, value without having any underlying and then they walk away. buyers often cannot get the full fi- and paid close attention to what they assets, or based on any sound finan- “The significant financial invest- nancing they need from banks. had to say. Today, Holohan operates cial underpinnings. If Wall Street ment to upgrade to a geothermal sys- “That discourages developers from the popular website, www.Heat- likes it, watch out for your wallet.” tem over, say, just a mod-con for using green technology, in turn di- ingHelp.com. He has written hun- There you have it. It’s simple eco- radiant floors could be much better minishing the market for more green dreds of columns for a number of nomics, 21st Century-style, and if spent on a more heavily insulated products.” trade magazines, as well as 15 books you look too closely at that, you’re li- house with less air infiltration and “‘We can’t get lenders to appreci- on subjects ranging from steam and able to become concerned. That’s heat losses. ate the value, and if we can’t get the hot water heating, to teaching tech- “As a guy who works for a heating values recognized, manufacturers nicians. His degree is in Sociology, • Tax credits = short ROI contractor, I don’t make any money can’t justify moving these products which Holohan believes is the perfect • Eco-Bling = feel-good recommending more insulation in forward,’ said Bill Nolan, a Florida preparation for a career in heating. place of a more sophisticated heating home building consultant.” Holohan has taught over 200,000 • Good insulation best system, but to me, it just makes more Florida, on the other hand (being people at his seminars. He is well plan to save energy sense. Are these geo thermal systems God’s Waiting Room), may not be known for his entertaining, anecdotal • Appraisals don’t reflect just a feel-good measure? Sometimes the best place to ponder long-term style of speaking. Holohan lives on cost of green homes I really think they are.” ROI, but I digress. Long Island with his wife, The Lovely Hmm. Good point, don’t you The Let’s Save Energy market is Marianne. They have four incredible • Old fridges chill beer think? Lately, I’m noticing that those gloriously wacky right now. It has daughters, all out in the world and who go for the Eco-Bling often have more angles than a protractor factory, doing wonderful things. • Be sure to visit www.thewholesaler.com for web exclusive articles and videos! • FASTER INSTALLATION FEWER LEAK PATHS

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GUARANTEED FOR LIFE 22 • Strategic Marketing •THE WHOLESALER® — JULY 2010 Monday After the Masters A. O. Smith leverages sponsorship to create brand loyalty

BY MARY JO MARTIN Chicago Bears Super Bowl-winning Editorial director quarterback Jim McMahon, who along with his wife Nancy sported t’s not often that the worlds of matching red and black flaming hot golf and music come together, but shorts, while the PGA’s John Daly IDarius Rucker of Hootie and the and his girlfriend were clad in zebra Blowfish fame has orchestrated a per- print shorts. Thanks to the inspiration fect blend — the Monday After the many seemed to have drawn from Masters. Rucker launched the event Daly’s affiliation with Loud mouth 17 years ago as a way of raising Golf, there was no shortage through- money for education and junior golf out the course of loud, proud golf in his home state of South Carolina. shirts, shorts and trousers. From very humble beginnings as just a gathering of some of the band’s A full slate of events friends, the three-day golf and music For the past two years, A. O. Smith extravaganza has raised a total of has been a corporate sponsor of the $4 million and now draws roughly MAM — in elite company with or- 6,000 spectators each year. ganizations such as Intel, Bosch, Named quite literally because the Michelob Ultra, Ben & Jerry’s, and Celebrity Pro-Am golf portion of the Not everyone gets a private Hootie and the Blowfish concert, but that’s what event takes place each spring on the customers of A. O. Smith got to experience first hand during the Monday After Monday following the conclusion of the Masters golf and music extravaganza. Several other acts perfomed as well, The Masters, the MAM draws profes- and here many of the musicians gather on stage for an All-Star Jam at the sional golfers, celebrities, musicians, House of Blues following the golf outing. sponsors and guests, fans and a host of volunteers to Myrtle Beach for along a group of 40, including eight t-shirts, koozies etc. It was a great op- what is literally one of the coolest golfers. Travel arrangements were portunity to build brand recognition events this author has ever had the coordinated so everyone would arrive not only with A. O. Smith’s guests, good fortune to attend. in Myrtle Beach on Saturday, which but also with everyone who attended. The sights and sounds were almost gave them a chance to spend some “Our corporate objectives this year overwhelming. Celebrities graciously A. O. Smith customers Scott Southard spent time talking with those who ap- (behind the wheel) and Roger White. proached them for autographs and pictures. Many were easily recogniz- Oshkosh. able, and stood out in the crowds “We got involved in the event be- thanks in part to their very distinctive cause of our association with Tommy golf attire — including former ‘Two Gloves’ Gainey,” explained A. O. Smith brand manager David Chisolm. “Tommy actually used to work at our McBee, S.C., plant, then won The Big Break show on TV, which served as a springboard for him to begin a pro golf career. We’re proud to sponsor him on the tour. Tommy’s agent Paul Graham got his start as the road manager for Hootie and the Blowfish before getting into sports marketing. Paul also serves every year as MAM tournament chairman. All of these connections Enjoying some fun on the links with the ladies, professional wrestler Ric Flair work together to provide us with was a crowd favorite throughout the event — and note the priceless expression some great marketing opportunities. on the face of the girl in pink and white getting a peck on the cheek from PGA Paul approached us with the idea of Tour golfer Dustin Johnson. becoming part of the MAM. It really made sense to us because we have quality time together before the fes- are to drive awareness, recognition operations in South Carolina, it’s a tivities began. and adoption of our innovative new fundraising opportunity for that The MAM kicked off on Saturday high-efficiency product line,” state’s youth, an opportunity to show- night at the House of Blues as A. O. Chisolm noted. “We are very excited case our relationship with Tommy, Smith hosted the Hootie and the about the changes taking place in the Television news anchor Craig Melvin and a great way to strengthen rela- Blowfish private concert for sponsors water heater market, so when plan- (right) served as emcee, and spent tionships with our customers and fur- and their guests, along with the VIP ning for the MAM, we thought it fit- time talking on the turn with A.O. ther build brand recognition.” Welcome Party, complete with every- ting to invite customers who have Smith regional manager Matt Conant. This year, A. O. Smith brought thing branded A. O. Smith — signs, (Turn to Monday... page 24.) • Be sure to visit www.thewholesaler.com for web exclusive articles and videos! • See contact information on page 130 24 • Strategic Marketing •THE WHOLESALER® — JULY 2010 Monday After the Masters a monster hit Star power Among the professional golfers, musicians and celebrities who par- ticipated in the Monday After the Masters were: • Hootie & the Blowfish members Darius Rucker, Dean Felber, Mark Bryan and Jim “Soni” Sonefeld • Former and current profes- sional athletes Jim McMahon, Bernie Kosar, Dan Marino, Sterling Sharpe and Corey Miller (football); Michael Waltrip and Kyle Petty (NASCAR); Bonecrusher Smith (boxing); Brian McBride (soccer); Ric Flair (wrestling); Chuck Finley and Mickey Tettleton (baseball) (Continued from page 22.) tures of each other with the various razzing some of the players, encour- • Professional golfers John Daly, shown the greatest interest and poten- celebrities mingling throughout the aging the musicians to sing a verse or Jim Furyk, Chris DiMarco, Robert tial in focusing on these new prod- crowd. Ironically, one of the crowd two of their well-known hits, and get- Gamez, Darron Styles, Tommy ucts. It was important for us to favorites because of his genuine, ting the crowd involved in the fun. Gainey, David Robinson, Woody reward them for their efforts. And be- friendly demeanor was professional Austin, Rich Beem, Charlie Rymer, cause of the high-profile nature of the wrestler Ric Flair, who spent his ca- A first-class event Kristy McPherson, DJ Trahan, golf tournament, we wanted to make reer strutting a rather, shall we say, A. O. Smith customer Doug Riley, Dustin Johnson sure that the golfers we chose would egocentric image. Fans greeted Flair vice president-sales for the Northern • Musicians/actors Johnny Lee, be comfortable in that situation. As a with his trademark “Woooo!” and he Division of Thos. Somerville, was Jack Ingram, Andrew Copeland and corporate sponsor, in addition to our returned the favor, seeming to enjoy understandably impressed by the ex- Ken Block of Sister Hazel, Javier eight golfers, we were allotted a num- every minute of it. perience. “Every facet of the event Colon, Dan Tyminski of Union Sta- ber of VIP passes so our regional On Monday, things shifted into was first class,” he noted. “It was tion, Ed Roland of Collective Soul, sales managers were able to invite high gear with sponsors and guests three days of great golf, great music, Branford Marsalis, Edwin McCain, other wholesalers to come and be part mingling in the clubhouse with all the great business associates, and great Colt Ford, Steve Azar, Josh Kelley, of this great event.” pros and celebrities over breakfast, food and drink. It was my first time Paula Trickey, Gary Valentine n On Sunday, golfers took part in a where this author heard one of the at this event — but hopefully it’s not practice round on the Dye Club at the most classic lines ever uttered about my last!” hour special that the Golf Channel marriage. After enduring Riley — who played with Tommy aired on the MAM, they showed him some ribbing by others at our Gainey, country rapper Colt Ford, making a long putt to keep his group table for calling home to A. O. Smith regional sales manager at the top of the leader board. He also check in with his wife, for- John Bates, Columbia Pipe & Supply experienced a great moment on #18, mer MLB player Mickey sales manager Jeff Kamholz and Dan which also had a large gallery around Tettleton remarked: “Oh, I Kelly, vice president-sales for the (Turn to Yes, MAM... page 26.) still wear the pants in my Southern Division of Thos. family. My wife just tells me Somerville — described the day like what color to put on.” this: After breakfast, everyone “Picture this — we started on hole made their way to the driving #8, so #10 was really only our third range for the national anthem hole. Well, the galleries around #10 duet sung by Rucker, with were 4 and 5 people deep and the Branford Marsalis on the Golf Channel was at the tee box con- saxophone. Television news ducting and filming interviews with anchor Craig Melvin — the celebrities and pros from each whose personality matched group during our 20-minute wait on his neon polka dot silk pants the tee. I was first to hit in our group, — served as emcee for the and I have to say it was an amazing long-drive competition, and experience to tee off in front of a the jokes, jabs and laughter group like that with several hundred were plentiful. Bluegrass people and the Golf Channel watch- musician Dan Tyminski — ing. Not to mention, the last player in of O Brother Where Art Thou the group ahead to hit was PGA tour fame — won with a 278- member Chris DiMarco, so here I yard drive. was following him! The golf tournament was “I was fortunate to play with a Recording artist Jack Ingram sings a couple of played in a best-ball format, wonderful group. We had great chem- verses of one of his hit songs for the gallery while with each team anchored by istry, and apparently a strong team waiting at the turn. a pro and a celebrity (see box since we were at the top of the leader for a list of many who partic- board all day and only lost by one Barefoot Resort, followed by View- ipated). The mood around the course shot. I repeatedly saw Tommy ing Party for the final round of The was lighthearted, with food and bev- Gainey and Colt Ford sincerely Masters, a silent auction and a VIP erage tents set up on various holes, thanking the volunteers for helping.” Chicago Bears Super Bowl-winning party, all at the House of Blues. It was and Melvin on a microphone on the When asked what the best part of quarterback Jim McMahon and his great fun as people within the A. O. tee box at #10. He spent time with the event was for him, Riley was wife Nancy stood out in matching red Smith group took turns taking pic- each group as they made the turn, quick to point out that during the one- and black flaming-hot ensembles. • Be sure to visit www.thewholesaler.com for web exclusive articles and videos! • See contact information on page 130 26 • Strategic Marketing •THE WHOLESALER® — JULY 2010 Yes, MAM, we had some fun!

(Continued from page 24.) in to the concerts, practice round, the green. brunch, The Masters viewing party “I was the first to hit toward the and tournament. Golfing with green from 155 yards away in the Tommy and Colt was a great experi- fairway,” he described. “We could ence, because they are both such out- see the flag, but not the hole, so as my standing golfers and a whole lot of

Representing A.O. Smith were (far left and right): Jenni Teaters and Malea Barron from their agency, along with brand manager David Chisolm and program manager Robin McLaughlin. Company signage was prominent around the course.

A.O. Smith program manager Robin McLaughlin and emcee Craig Melvin greet one of A.O. Smith’s pairings: pro Darron Stiles, customer Mike Duffy, musician Jack Ingram, regional manager Matt Conant, and a friend of Ingram. ball landed on the front of the green, fun. They were easy to talk with and it preceded to roll toward the hole, kept things light and easy, so that we but out of sight to us. Just after the could relax when playing in front of ball disappeared, we heard a collec- these galleries that were all over the tive ‘Oooohhh’ coming from the course. When you’ve got so many crowd. As we walked to the green to people watching you, it can be a bit tap the short putt in for birdie, I asked how close the ball had been to going Professional wrestler Ric ‘Nature Boy’ Flair (center) shares a few laughs with in and a guy held out his fingers to A. O. Smith rep Stacey Phillips (left) and customer Kevin Gaston. show less than 2 inches. That was a thrill.” McMahon at The Masters viewing vacations around the MAM so they Kamholz, another member of party. The event in its entirety is re- can come be part of it. It’s impossible Riley’s sixsome, was also duly im- ally incredible, and I have to thank to guess how many mini-vans and pressed by the event — and A. O. A. O. Smith for their hospitality. other large vehicles were brought in Smith’s sponsorship of it — from They really thought of everything — and driven by volunteers who made start to finish. even down to welcome gifts, snacks constant circles between the golf “I do a lot of customer events with and beverages in our resort suite. It course, resort and House of Blues. Columbia Pipe, and I know how was first-class all the way.” There was never a wait for a ride, and much planning goes into it,” he re- The event was teaming with volun- no one had to worry about calling for marked. “This was top shelf all the teers — many of whom schedule their cabs or trying to find parking. way around. There wasn’t a lot of And of course, there was down time from landing to checking music. Everyone was im- pressed by the intimate evening of music provided by Hootie and the Blowfish for the Welcoming Party, but this author was absolutely blown away — as was everyone in- volved — by the All-Star Jam Darius Rucker leads off the annual on Monday night. long drive competition. (Turn to A. O. Smith ... page 28.) unnerving, but once you got used to it, they were easier to block out. I ac- Besides Hootie and the Blow- tually enjoyed the pressure of the fish, a number of other top tournament event. acts entertained the guests. “And of course getting to meet so Here country singer Johnny many celebrities was a lot of fun. I Lee performs ‘Looking For was impressed with how cordial and Love in All the Wrong PGA tour member Robert Gamez down-to-earth most of them were. Places’ at the musicians’ All- meets with editorial director Mary Jo With me being from Chicago, it was Star Jam at the House of Martin. especially great getting to sit with Jim Blues following the tourney. • Be sure to visit www.thewholesaler.com for web exclusive articles and videos! • 713.466.1644 1.877.996.9911 www.candcvalve.com

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Former Miami Dolphins quarterback and television analyst Dan Marino signs an autograph for a fan.

recognition among the public. There are so many positive things that have come out of our partnership with Tommy Gainey, Paul Graham and the MAM. It’s all about driving busi- ness objectives and putting on A. O. Smith scores big with sponsorship events like this to tie it all together. It’s fun and a great event, but at end (Continued from page 26.) Lee, Josh Kelley, Jack Ingram, Gary According to A. O. Smith program of the day, it’s really about creating The four members of Hootie and Valentine, Javier Colon, members of manager Robin McLaughlin, partici- an impact to the bottom line.” n the Blowfish shared the House of Sister Hazel, Collective Soul and pating in an elite event like this with Visit www.hotwater.com. Blues stage with a revolving cast of Union Station — and even John a limited number of sponsors is other musicians, many of whom then Daly with his guitar. a very worthwhile investment. remained on stage to sing backup or “Sponsors and their guests play their instruments. Each of them One of our own don’t get ‘lost in the shuffle’ at had a chance to perform some of The relationship between A. O. the MAM,” she noted. “Being a their biggest hits, which got the Smith and Tommy Gainey seems to corporate sponsor gives us pretty prominent placement and we get a lot of recognition throughout the event. The or- ganizers make sure we get great exposure, all the way down to the swizzle sticks they put in people’s beverages. It’s a great opportunity to really showcase ourselves to customers. Ready to hit the All Star Jam at the House of “All the folks behind the Blues are (l-r) Jenni Teaters, Robin McLaughlin, scenes at the MAM have been Mary Jo Martin and Malea Barron. doing this a long time and they’ve got it down a science now. They really pull out all the stops for the sponsors and make it very easy for us. They Another of A. O. Smith’s pairings included (from left): Caddy, customers Doug literally take care of all the de- Riley, Dan Kelly, Jeff Kamholz, regional manager John Bates, country rapper tails, so we get a lot of bang for Colt Ford, pro Tommy Gainey and his brother Alan Gainey. our buck and impact for our customers. From the minute crowd on their feet singing along. be a win-win for all involved. As a you step foot in Myrtle Beach, Among those who took the stage former A. O. Smith plant employee you feel like you’re getting were Branford Marsalis, Johnny who worked second shift wrapping VIP treatment. And the crowds insulation around water heaters, are small enough that you can A.O. Smith-sponsored pro Tommy Gainey (center) Gainey knows first hand the quality really rub elbows with all the with Doug Riley and Dan Kelly. and care put into each product, and pros and celebrities, as well as their continued sponsorship of him spend some quality time with allows Gainey to pursue his dream in your customers. Everyone the world of professional golf while from our group is still talking never forgetting his roots. about how we knocked their “It’s worked out well because socks off and that they will Tommy’s one of our own and he un- cherish this as a memory of a derstands who we are and what we lifetime. And many already provide as an organization,” ex- want to know how they can plained Chisolm. “He’s such a gen- play again next year.” uine, approachable guy. It’s been very Chisolm added, “Events like easy to leverage the partnership and this are a great opportunity for we appreciate the way he interacts us — not only with our existing Singer Steve Azar and Malea Barron. with our customers.” customers but to build brand Jeff Kamholz and Tommy Gainey greet fans. • Be sure to visit www.thewholesaler.com for web exclusive articles and videos! • THE ONLY THING STRONGER THAN OUR PIPE JOINING PRODUCTS IS OUR CONNECTION TO YOU.

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ISO 9001:2008 32 • ON THE PVF PULSE •THE WHOLESALER® — JULY 2010

Hickman, Legend Valve; Rex Mar tin, America’s entrepreneurship Nibco; Jim Coulas, Weldbend; Fred Guterman, American Valve; or Mil- makes U.S. industry unique waukee Valve’s Seder family, et al, these leaders know that the buck espite a preponderance of tough to come by currently, with stops at their desk. They know the in- obstacles facing the pipe- most of the incoming orders reflect- dustry and have, therefore, been able Dvalve-fittings sector, as well ing expansion, maintenance and re- to guide their businesses through the as other aspects of America’s busi- placement. Instead of the traditional shoals of uncertainty. ness and industry, the manufacturers, split between new jobs and mainte- This singular leadership is even more distributors, end-users, mechanical nance, the proportion is closer to 25% prevalent in the PVF distribution com- contractors, turnkey constructors and projects and 75% MRO (maintenance ponent, the great bulk of which is inde- BY MORRIS R. BESCHLOSS others comprising our broad-based and repair orders). pendently owned, and many of which PVF and economic analyst emeritus business arena are reporting substan- In my conversations with scores of are operated by multi-generational de- tial and expanding rebounds since industry activists since the beginning scendants of the original founders. This level of distribution. the first of the year. of the year, I’ve reached the conclu- includes several outstanding master dis- To be specific, the following are This is especially impressive when sion that the primary reason for the tributors that service the multitudinous the multi-fold reasons why, even you consider that new projects are successful rebound of a predomi- PVF sector, whether domestically man- under the restraints of increasing gov- nance by both manufacturers and dis- ufactured or imported. ernment regulation, these owner-gen- • Independent business- tributors is the entrepreneurial What makes me particularly bull- eral managers are greatly encouraged people have knowledge leadership knowhow of the independ- ish on the success of the PVF sector by their business opportunities during • Demand economy ent businesses comprising much of is the hands-on reaction to what can the second half of 2010: the $30-billion (annualized) PVF sec- be best categorized as a demand • The astute management of their ex- pulling product tor. This is based on pricing at the economy. This is what I have la- panding inventory and personnel facil- • Liquidity to grow wholesaler level. beled the recovering U.S. economy, ities. They are becoming in creasingly • Energy policies/needs Whether it’s manufacturing CEOs which has mobilized for expanding productive, profitable, and are focusing to boost PVF sector such as Glenn Mosack, Conbraco; its activities to service the current, on greater monetary liquidity. They plan John Leone, Bonney Forge; David slowly growing expansion at every to stay this way, stepping up their serv-

See contact information on page 130

• Be sure to visit www.thewholesaler.com for web exclusive articles and videos! • THE WHOLESALER® — JULY 2010• ON THE PVF PULSE • 33 ice capability in lockstep with the eco- target of lessening foreign energy inde- future development in all areas of en- refuse to be dislodged, despite the nomic growth as it occurs. pendence. Under current government ergy usage—extraction, transmission, ebbs and flows of future economic Almost all of them see exports as a Environmental Pro tection Agency re- refining usage, and derivative devel- ups and downs. new opportunity, concomitant with the straints, it’s likely that the energy gaps opment—will assert an industry-wide To get the financial and economic demand growth of such developing will widen, in tandem with an interna- leadership that will put such compa- news on my daily blog, please log on nations as China, India, Indonesia, tional growth economy, demanding in- nies in the forefront of PVF sector to www .theworldreport .org, then click Brazil, Taiwan, South Korea, Russia, creasing supplies of oil. Even such deep leadership, as the new decade kicks the link to “Morrie’s Page” at my- and some of the Mideast nations. sea discoveries as Brazil’s offshore into high gear. desert.com. Please recommend the • They sharply perceive the oppor- finds will add dramatically to the cost Leading manufacturers and distrib- blog if you find it informative. n tunities offered by renewable energy of oil per barrel, when considering the utors who stay in the forefront of au- initiatives—solar, wind and geother- cost of extraction. tomation, mechanization and over all Morris R. Beschloss, a 54-year mal—as well as the future breakout of However, those U.S. manufactur- product upgrading will find that such veteran of the pipe, valve and fitting natural gas as a universal fuel for trans- ers and distributors now laying the progressive assertion will put them at industry, is PVF and economic ana- portation as well as power generation. groundwork for the aforementioned the top of the heap, from which they lyst emeritus for The WholesaleR. Even such domestic oil drilling oppor- tunities as the Bakken Belt, located in the Dakotas, Montana and certain Canadian provinces, are anticipated to become major areas of oil production. Solar power, heavily subsidized by the Federal government in tax offsets besides rebates by utilizing utilities, make this energy producer most attrac- tive financially, especially in the South- east, South west and far West Sunbelts. • Even a rebirth of commercial and industrial construction is forecast to ex- pand in the second half of the year. This is especially foreseeable as demand for lagging power generation is making it- self increasingly felt with the accelera- tion of the global recovery. Even pockets of such commercial enterprises as multi-story apartment buildings, healthcare facilities, educational institu- tions, and office expansions are spring- ing up in many parts of the country. Although greenfield nuclear power stations and oil refineries will not be- come a significant factor in the 2010- 11 time frame, the site expansion of the existing 104 nuclear power gen- erating facilities will emerge as an in- Drive Sales, Drive Efficiencies, creasingly productive factor with expanding demand making itself felt in the third and fourth quarters, Drive Lasting Success quickening into 2011. • Retention of monetary liquidity through greater productivity will allow many savvy manufacturers and distributors to have in place the finan- Using inform, our average collection time improved cial firepower for future expansion significantly. Our customer invoices are automatically faxed and acquisitions. World industrial economic growth will increase the or emailed and have electronic proof of delivery signatures, need for American-made and U.S.- saving us tons of hours in filing.” Marc Wolf, Atlas Plumbing Supply managed top line imported pipe- valve-fittings, especially as this DDI System’s innovative distribution software, inform, nation’s industrial and energy con- struction sectors continue to rebound connects every aspect of your business operations. aggressively in the years ahead. Empower your entire team with the system that drives • The biggest question mark is the role of the Federal and state govern- sales and increases profitability at over 500 PHCP and ments in their support or hostility to fu- HVAC distributors. ture PVF sector development. With the advent of the Gulf of Mexico oil spill, most analysts are expecting that all fur- ther offshore development in the fore- seeable future will be put on ice. Public Sign up for our next live demo! pressure to more aggressively utilize Call 877.599.4334 or visit us at ddisys.com the vast Alaskan oil potential and natu- ral gas on federal lands will decisively answer the question as to whether the U.S. is serious about attaining a realistic See contact information on page 130 • Be sure to visit www.thewholesaler.com for web exclusive articles and videos! •

34 • INDUSTRY NEWS •THE WHOLESALER® — JULY 2010 Made Noritz opens tankless water in heating showroom, training facility America. MARIETTA, GA. — Noritz America Corporation cessed into the exterior wall. “Before vs. After” recently opened a new showroom and contrac- vignettes demonstrate the considerable space tor-training facility in the Atlanta suburb of Ma- savings of a tankless installation versus tank-type rietta, with the goal of providing hands-on water heater. instruction on the benefits of tankless water heat- • Commercial — Besides individual com- ing for plumbing, mechanical and HVAC trades mercial models, this section features a multi-unit, people, as well as their residential and commer- cial customers. The newly renovated, 1,650- square-foot showcase is part of Noritz’s 13,000-square-foot distribution center in Mari- etta that serves as a logistical hub for the South- eastern U.S. manifold setup with common venting for heavy- “The design and layout of our new product duty projects requiring large volumes of hot showroom is technically focused to quickly fa- water in a small time frame. The “Before vs. miliarize a visitor with the critical details of tan- After” display in this area features a Noritz com- kless water heating technology,” said branch mercial tankless model next to a large commer- manager Adam Brown. “This approach will not cial tank-type water heater. only support ‘Noritz University,’ our contractor Additional displays include a high-efficiency school that offers monthly training sessions; but condensing tankless water heater, as well as a it will also help educate homeowners and com- hydro-air install featuring a tankless unit with an InSinkErator® disposers are the only mercial end users looking to learn how tankless air handler. Capsule presentations of various res- household disposers that are still made works, where it can be installed, and whether idential and commercial case studies are dis- in the U.S., helping workers and helping they need help from one of our factory-qualified played in the form of wall posters and banners the economy. It’s one more reason installers.” around the facility. An Advanced Technical Area you can feel good about purchasing The presentation consists of a series of provides Noritz technical staff with multiple and installing InSinkErator® disposers. vignettes showing true-to-life, mock-ups of tan- workstations where they can inspect and service kless installations in a variety of contexts: tankless units. • Residential — This section offer both in- For more information on the new facility and door and outdoor installs, including a basement its educational opportunities, contact Adam setup as well as an outside vignette with the unit Brown at 770/422.8120. housed inside a protective metallic box that is re- Visit www.Noritz.com.

* is a division of Emerson Electric Co. All rights reserved. ® © 2010 InSinkErator, InSinkErator *The mounting collar configuration is a trademark of Emerson Electric Co. Noritz america Corporation’s new showroom and contractor training facility near atlanta presents a series of vignettes showing true-to-life mock-ups of tankless installations in residential and commercial settings, displaying ‘before and after’ situations. See contact information on page 130 • Be sure to visit www.thewholesaler.com for web exclusive articles and videos! • THE WHOLESALER® — JULY 2010• INDUSTRY NEWS • 35 Basco, associates support Juvenile Diabetes Research Foundation MASON, OHIO — On April 24, Basco without the help and support we have Shower Enclosures raised $3,000 to received from Basco,” said the Privetts. help fund the Juvenile Diabetes Re- “It’s such a wonderful feeling knowing search Foundation. your co-workers care so much!” Basco organized a team of more than Visit www.bascoshowerdoor.com. 30 associates from its corporate head- quarters to walk in the JDRF Walk to This group of walkers from Basco — Cure Diabetes, all in support of fellow known as Miss Peabody’s Posse — associates — and husband and wife — participated in the JDRF Walk to Valerie and Adam Privett, in their fight Cure Diabetes. against this disease. Their daughter, Elizabeth, was diagnosed with Type 1

Diabetes on January 25, at the tender

age of 22 months. Since then, the Basco family has supported the Privetts in their crusade to help fund research to find a cure for Juvenile Diabetes. * In addition to raising money for the walk, Basco also created oppor- tunities leading up to the event for Basco associates to donate money to the cause – from raffling off fun prizes to allowing associates to wear jeans if they donated $1. ® Presenting The “I honestly don’t know how we Grind more. Hear less. ® ® could have handled Elizabeth’s diabetes Evolution PRO Series

The world’s most advanced line

Kinka valves of food waste disposers. moves to new HQ

HOUSTON — MULTIGRIND®

Kinka Kikai Using MultiGrind technology, the Inter national Evolution PRO Series disposers is moving

are engineered to quickly grind their U.S. headquarters to a new and even the most challenging foods. expanded location. Their new address

Like rib bones, corncobs and celery. is 4100 N. Sam Houston Pkwy.,

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Kinka Kikai Co. Ltd. has been man- Innovative features such as the ufacturing specialty (hard-to-find) Anti-Vibration Mount,® SoundLimiter™ ® valves specifically for the refining and insulation and Quiet Collar Sink Baffle – which caps the disposer with a thin hydrocarbon industries for decades. barrier of water – make up SoundSeal

They provide alloy valves on a rush technology. The result is up to a 60% basis and can produce all types of reduction in noise. valves within 65-days or less depend- ing on the valve type and alloy.

Offerings include: • Cast Steel API 600 Valves — For details on the breakthrough features and technologies of the Cast Steel Gate, Globe and Check Valves in Bolted Bonnet and Pressure Evolution PRO Series, talk to your wholesaler or contact your local

Seal Bonnet in Carbon, Stainless, InSinkErator® representative. You can Chrome and all Exotic Alloys also visit www.insinkerator.com or • Forged Steel API 602 Valves — call 1-800-558-5700. Forged Steel Gate, Globe and Check Valves in Bolted Bonnet and Welded

Bonnet including High Pressure Y- Pattern Valves in Carbon, Stainless, Chrome and all Exotic Alloys • Flanged Floating and Trun- nion Ball API 6D Ball Valves — Available in Carbon Stainless, Chrome and all Exotic Alloys. © 2010 InSinkErator, InSinkErator® is a division of Emerson Electric Co. All rights reserved. *The mounting collar configuration Kinka Kikai valves are approved is a trademark of Emerson Electric Co.

by major refineries, hydrocarbon and chemical companies worldwide. Visit www.kinkavalves.com. See contact information on page 130 • Be sure to visit www.thewholesaler.com for web exclusive articles and videos! • Ferguson Enterprises, Inc. HD Supply McJunkin Red Man Corporation Watsco Inc. National Oilwell Varco Distribution Services Wilson, A Business Unit of Smith International, Inc. WinWholesale, Inc. WMCO Ltd. Wolseley Canada, Inc. Johnstone Supply, Inc. Hajaca Corpo- ration36 Interline• Brands Edgen Murray F.W. Webb Company R.E. Michel Company,•THE WHOLESALER Inc.® — JULYMorrison 2010 Supply Company Groupe Deschenes, Inc. Consolidated Pipe and Supply Company Inc. Kelly Pipe Company Southern Pipe & Supply Coburn Supply Co., Inc. Locke Supply Company Keller Supply Company Preferred Pump US Air Conditioning Distribution, Inc., LLC N.B. Handy Com- pany Chicago Tube and Iron Company Mingledorff’s Inc. Famous Supply Company First Sup- ply, LLC Palmer-Donavin Mfg. Co. C.C. Dickson Co Bartle & Gibson Co. Industrial Piping Specialists Columbia Pipe & Supply Co. Gustave A. Larson Company Slakey Borthers, Inc. Thos. Somerville Company Crane Supply, Div. of Crane Canada Russell Sigler, Inc. G.W. Berkheimer Co., Inc. Granite Group Wholesalers LLC Peirce-Phelps Inc. Goodin Company Standard Plumbing United Pipe & Supply Co., Inc. Sid Harvey Industries, Inc. Northeaster Supply Inc. Consolidated Supply Co. Hirsch Pipe & Supply IRR Supply Centers Inc. The Ma- comb Group Trumbull Industries, Inc. Century Holdings Auer Steel & Heating Supply Co. American Refrigeration Supplies, Inc. Connor Co. Johnson Supply & Equipment Corp. Redlon & Johnson Plumb Supply Company Express Pipe & Supply Co., Inc. Aces A/C Supply Inc. Black- man Plumbing Supply Co., Inc. Robertson Heating Supply Co. Crawford Supply Co. Ameripipe Supply Inc. Colonial Commercial Corp. Wolff Bros. Supply & Electrical Inc. ED’S Supply Co., Inc. Central Supply Co.,Our Inc. The 38thBehler-Young Annual Company Smardan-Hatcher Co. The Port- land Group Cregger Co., Inc. Robert James Sales Inc. Deacon Industrial J.H. Larson Com- pany Refrigeration Sales Corp. All-Tex Pipe & Supply Co. Torrington Supply Co., Inc Young Supply Compnay Independent Pipe & Supply Corp. Aaron and Company, Inc. Easter Industrial Supplies, Inc. TemperatureWholesaling Systems Inc. Kenny Pipe & Supply Harry Cooper Supply Company APR Supply Co. Security Supply Corp. Gateway Supply Co., Inc. Dealers Supply Company, Inc. Republic Plumbing Supply Co., Inc. Worly Plumbing Supply, Inc Best Plumbing Tile & Stone MSI HVAC JABO Supply Corp. Bergen Industrial Supply Co., Inc. Wholesaler Plumbing Supply Co., Inc. Johnston Supply, Inc. Cayce Mill Supply Ferguson Enterprises, Inc. HD Sup- ply McJunkin Red Man Corporation Watsco Inc. National Oilwell Varco Distribution Services Wilson, A Business Unit of Smith International, Inc. WinWholesale, Inc. WMCO Ltd. Wolseley Canada, Inc. Johnstone Supply, Inc. Hajaca Corporation Interline Brands Edgen Murray F.W. Webb Company R.E. Michel Company, Inc. Morrison Supply Company Groupe Deschenes, Inc. Consolidated Pipe and Supply Company Inc. Kelly Pipe Company Southern Pipe & Supply Coburn Supply Co., Inc. Locke Supply Company Keller Supply Company Preferred Pump US Air Conditioning Distribution, Inc., LLC N.B. Handy Company Chicago Tube and Iron Company Mingledorff’s Inc. Famous Supply Company First Supply, LLC Palmer-Donavin Mfg. Co. C.C. Dickson Co Bartle & Gibson Co. Industrial Piping Specialists Columbia Pipe & Supply Co. Gustave A. Larson Company Slakey Borthers, Inc. Thos. Somerville Company Crane Supply, Div. of Crane Canada Russell Sigler, Inc. G.W. Berkheimer Co., Inc. Granite Group Whole- salers LLC Peirce-Phelps Inc. Goodin Company Standard Plumbing United Pipe & Supply Co., Inc. Sid Harvey Industries,100 Inc. Northeaster Supply Inc. Consolidated Supply Co. Hirsch Pipe & Supply IRR Supply Centers Inc. The Macomb Group Trumbull Industries, Inc. Century Holdings Auer Steel & Heating Supply Co. American Refrigeration Supplies, Inc. Connor Co. Johnson Supply & Equipment Corp. Redlon & Johnson Plumb Supply Company Express Pipe & Supply38th Co., Annual Inc. Aces Survey... A/C Supply Inc. Blackman Plumbing Supply Co., Inc. Robertson Heat- ing Supply Co. Crawford Supply Co. Ameripipe Supply Inc. Colonial Commercial Corp. Wolff Bros. Supply & Electrical Inc. ED’S Supply Co., Inc. Central Supply Co., Inc. The Behler- YoungDrop Company in Smardan-Hatchersales, rankings Co. Thesign Portland of economic Group Cregger struggles Co., Inc. Robert James Sales Inc. Deacon Industrial J.H. Larson Company Refrigeration Sales Corp. All-Tex Pipe & SupplyFor theCo.38th Torringtonstraight year, The Wholesaler Supplyhas Co.,As hasInc been Young prevalent inSupply recent years, Compnaythe 10 couple Independent of spots up or down. Unfortunately, Pipe & a num-Supply Corp.conducted Aaron its annual and Wholesaling Company, 100 survey. Inc. Be- Easterlargest wholesalers Industrial continue to hold Supplies, a dominating berInc. of companies Temperature tumbled in their rankings,Systems likely Inc. Kennysides Pipe ranking & the largestSupply U.S. and Harry Canadian whole- Coopershare Supplyof the pie. total Company sales volume among APR the top Supplybecause Co.of a combination Security of their productSupply mix and Corp. Gatewaysalers ofSupply plumbing; industrialCo., Inc. pipe, valves Dealers and 100 Supply wholesalers in Company, 2009 was slightly overInc. $45 Republicbil- regional location.Plumbing however, Supply the opposite isCo., also Inc. Worlyfittings; Plumbing and heating, ventilationSupply, and airInc condition- Best Plumbinglion, with the top 10Tile accounting & Stone for $32 billion MSI — HVACtrue, as JABOthe following Supply companies Corp.improved theirBergen Industrialing products, Supply the survey providesCo., Inc.valuable Wholesaler infor- or nearly 70%Plumbing of that total. Supplythis is roughly Co., the Inc.ranking Johnston by five or more spots:Supply, Inc. Cayce Mill Supplymation for readers Ferguson and advertisers alike.Enterprises, same percentageInc. HD of the Supply total that the topMcJunkin 10 realized Red• Southern Man Pipe movedCorporation up from #26 to #19 Watsco the data is presented in a number of ways for last year as well. • Palmer-Donavin improved from #38 to #31 Inc. Nationaleasy accessibility: Oilwell Alphabetical, Varconumerical (bothDistributionWhile last year’s Services survey showed Wilson, that sales by A Business• Irr Supply Centers Unit went of from Smith #63 to #54 Interna- tional,overall Inc. and byWinWholesale, the three product categories) Inc. and WMCOthe top 100 Ltd. wholesalers Wolseley had actually Canada, grown 4%, Inc.• Plumb Johnstone Supply Co. went fromSupply, #70 to #63 Inc. Ha- jaca withCorporation detailed listings. the Interlinelargest 100 wholesalers Brandsthis year’s Edgen numbers Murray reflected the effectF.W. the strug-Webb Company• Aces A/C Supply R.E. improved Michel from #74 Company,to #65 Inc. Morrisonamong all three products Supply lines are Companypresented in de- Groupegling economy Deschenes, has had on the PhCP/PVF Inc. indus- Consolidated• robertson heating Pipe Supply and moved Supply from #72 Com- pany tailedInc. listings, Kelly along withPipe breakdowns Company of the top 50Southerntry, with total Pipe sales volume& Supply among the Coburntop 100 to Supply #67 Co., Inc. Locke Supply Companyin each category;Keller any wholesalersSupply not Company included in Preferreddeclining 18% and salesPump volume US for Airthe top Conditioning 10 • Colonial Commercial Distribution, went from #78 to Inc., #70 LLC N.B. Handythe “100” list Company are given a detailed Chicago profile under Tubedeclining and 22%.Iron In addition, Company last year, Mingledorff’s13 compa- • eD’s Supply Inc. Co. Famous improved from Supply #77 to #72 Com- pany theseFirst individual Supply, categories. LLC Palmer-Donavinnies topped theMfg. $1-billion Co. sales C.C. mark, Dickson while this CovAll-tex Bartle Pipe & Supply & Gibson went from #89 Co. to #82 Indus- trial PipingAmong the comprehensiveSpecialists information Columbia provided year Pipe only the &top 10Supply achieved that Co. figure; Gustave mean- • PugetA. SoundLarson Pipe & SupplyCompany improved fromSlakey Borthers,about each Inc.company Thos. includes: Somerville Companywhile while the Crane largest 64 Supply, companies reached Div. of#87 Crane to #83 Canada Russell Sigler, Inc. G.W.• their Berkheimer vendors Co., Inc. Granite$100 billion Groupin sales in 2008, Wholesalers 57 of them hit that LLC• torrington Peirce-Phelps Supply Co. went from Inc. #96 to #84Goodin Company• Markets Standard served Plumbing Unitedmark Pipein 2009. & Supply Co., Inc. Sid Harvey• Aaron and CompanyIndustries, moved from Inc.#92 to #87North- easter• PurchasingSupply decision Inc. makers Consolidated SupplyNew to the surveyCo. thisHirsch year were: Pipe Preferred & Supply• Gateway IRR Supply Supply improved from Centers #99 to #94. Inc. The Macomb• Sales breakdowns Group among Trumbull product categories Industries,Pump (#24), APr Inc. Supply Century (#92), Associated Holdings equip- As Auer always, Steelour sincere &thanks Heating to all those whoSupply Co. American• Customer bases Refrigeration and market sectors served Supplies,ment Co. (#96),Inc. republic Connor Plumbing Co.Supply Johnson(#98) took the Supply time to participate. & Equipment the integrity of this Corp. Redlon• top & lines Johnson carried Plumb Supplyand Company Best Plumbing tileExpress & Stone (#100). Pipe & Supplysurvey is basedCo., on yourInc. responses. Aces Your A/C diligence Supply Inc. Blackman• Management teamsPlumbing Supply Co.,Most Inc. companies Robertson realized very little Heating movement Supplyhelps to make Co. this theCrawford most complete and Supply accurate Co. Ameripipe• Contact Supply information. Inc. Colonial Commercialin their ranking during Corp. the past year,Wolff moving Bros.just a listing Supply available &to ourElectrical industry. Inc.n ED’S &DOO )D[

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See contact information on page 130 38 • TOP 100 WHOLESALERS: RANKING •THE WHOLESALER® — JULY 2010

Rank Company City, State Outlets Showrooms Employees PVF (%) P & H HVAC/R Other 1Ferguson Enterprises, Inc.Newport News, VA 1500 325 21800 56 31 10 3 2 HD Supply Atlanta, GA 770 0 15000 ———— 3McJunkin Red Man Corporation Houston, TX 210 3600 96 00 4 4Watsco Inc.Miami, FL 505 505 4050 00100 — ILLION 5 National Oilwell

$1 B Varco Distribution Services Houston, Texas 200 200 2900 ---- 5 Wilson, A Business Unit of Smith Intl, Inc. Houston, TX 250 126 2900 100 00 0

REATER THAN 7 WinWholesale, Inc. Dayton, OH 547 130 3940 26 52 9 13 G 8 EMCO LTD.* London, Ontario, Canada 230 — 2200 44 47 9— 9 Wolseley Canada, Inc. Burlington Ontario Canada 248 25 2550 10 70 20 0 10 Johnstone Supply, Inc. Portland, OR 348 348 3223 0 16 78 6 11 Hajoca Corporation* Ardmore, PA -- -10 80 10 0 12 Interline Brands* Jacksonville, FL 72 30 3550 0 28 11 61 13 Edgen Murray Baton Rouge, LA 29 500 100 00 0 14 F.W. Webb Company Bedford, MA 73 27 1250 35 35 30 0 15 R.E. Michel Company, Inc. Glen Burnie, MD 214 1504 0 21 77 2 16 Morrison Supply Company Fort Worth, TX 73 28 937 10 75 15 0 17 Groupe Deschenes, Inc. Montreal Quebec CANADA 78 16 1325 ———— $400,000K to $999,999.9K 18 Consolidated Pipe and Supply Company* Inc. Birmingham, AL 16 580 75 00 25 19 Kelly Pipe Company Santa Fe Springs, CA 14 0 204 100 00 0 19 Southern Pipe & Supply* Meridian, MS 39302 90 0 95 05 21 Coburn Supply Company, Inc. Beaumont, TX 45 24 780 19 44 31 6 22 Locke Supply Company Oklahoma City, OK 162 40 700+ 0 33 33 34

$399,999,999 23 Keller Supply Company Seattle, WA 63 22 10 80 10 0

TO 24 Preferred Pump Fort Worth, Texas 46 0 400 000100 25 US Air Conditioning Distribution, Inc., LLC City of Industry, CA 43 42 450 00100 0 26 N.B. Handy Company Lynchburg, VA 19 400 0051 49

$200,000,000 27 Chicago Tube and Iron Company Romeoville, IL 60446 90 400 10 15 95 -20 27 Mingledorff's Inc. Norcoss, GA 32 32 350 0510 85 29 Famous Supply Company Akron, OH 27 12 500+ 10 45 45 0 30 First Supply, LLC Madison, WI 25 10 450 33 45 10 12 31 Palmer-Donavin Mfg. Company Columbus, OH 87 270 0010 90 32 C. C. Dickson Company* Rock Hill, SC 115 115 550 0 20 70 10 33 Bartle & Gibson Company Edmonton, Alberta Canada 31 9 370 4 84 0 12 34 Industrial Piping Specialists* Tulsa, OK 80 175 100 00 0 35 Columbia Pipe & Supply Company Chicago, IL 19 0 348 73 17 64 36 Gustave A. Larson Company Pewaukee, WI 48 46 405 0 10 90 0 37 Slakey Brothers, Inc. Sacramento, CA 27 3 318 0 36 64 0 38 Thos. Somerville Company Upper Marlboro, MD 21 8 376 17 74 63 39 Crane Supply, Div. Of Crane Canada Toronto, Ontario Canada 33 384 60 38 02 $199,999,999 40 Russell Sigler, Inc. Tolleson, AZ 12 12 240 00100 0 TO 41 G.W. Berkheimer Company, Inc. Portage, IN 26 1 300 00100 0 42 Granite Group Wholesalers LLC Concord, NH 26 10 340 25 60 10 5 43 Peirce-Phelps Inc. Philadelphia, PA 17 1 250 0397 0 44 Goodin Company Minneapolis, MN 11 11 370 19 54 23 4 $100,000,000 44 Standard Plumbing Sandy, UT 62 5052 238 0 95 50 46 United Pipe & Supply Company, Inc. Portland OR 22 0 225 65 00 35 47 Sid Harvey Industries, Inc. Garden City, NY 76 74 350 0 30 60 10 48 Koch Air LLC Evansville, IN 7 67 185 0298 0 49 Davis & Warshow, Inc. Maspeth, NY 88 228 36 59 05 50 Heating & Cooling Supply, Inc. Chula Vista, CA 23 175 00100 0 51 Northeastern Supply Inc. Baltimore, MD 21237" 31 3 275 1.5 75 19.5 4 52 Consolidated Supply Company Portland, OR 17 11 260 25 75 00 * Editors’ Estimate — = No information provided (Listing continues on page 40.) See contact information on page 130 40 • TOP 100 WHOLESALERS: RANKING •THE WHOLESALER® — JULY 2010

Rank Company City, State Outlets Showrooms Employees PVF (%) P & H HVAC/R Other 53 Hirsch Pipe & Supply Van Nuys, CA 13 2 250 0 83 0 17 TO 54 IRR Supply Centers Inc. No. Tonawanda, NY 32 6060 35 5 55 The Macomb Group Sterling Heights, MI 15 0 225 95 50 0 56 Trumbull Industries, Inc. Warren, OH 64 225 41 53 06 $199,999,999 $100,000,000 57 Century Holdings Houston, TX 23 22 201 0792 1 58 Auer Steel & Heating Supply Company Milwaukee, WI 7 188 0 15 70 15 59 American Refrigeration Supplies, Inc. Phoenix, AZ 31 33 205 00100 0 60 Connor Company Peoria, IL 24 12 225 14 46 35 5 61 Johnson Supply & Equipment Corporation Houston, TX 24 24 240 0090 10 62 Redlon & Johnson Portland, ME 16 5 185 10 75 0 15 63 Plumb Supply Company Des Moines, IA 17 11 219 14 57 29 0 64 Express Pipe & Supply Company, Inc. Santa Monica, CA 13 3 230 2 98 00 65 Aces A/C Supply Inc. Houston, TX 14 14 24 00100 0 66 Blackman Plumbing Supply Company, Inc. Bayport, NY 11 2 88 10 0 67 Robertson Heating Supply Company Alliance, OH 28 5 235 0 55 42 3 68 Crawford Supply Company Morton Grove, IL 24 15 160 0 65 25 10 69 Ameripipe Supply Inc. Dallas, TX 80 156 100 00 0 70 Colonial Commercial Corporation Hawthorne, NJ 19 6 162 0 58 42 0 71 Wolff Bros. Supply & Electrical Inc. Medina, OH 10 3 238 15 27 3 55 72 ED’S Supply Company Inc. Nashville, TN 14 14 170 00100 0 73 Central Supply Company, Inc. Indianapolis, IN 43 165 18 48 94 -60 $99,999,999 74 The Behler-Young Company Grand Rapids, MI 16 15 154 08191 TO 75 Smardan-Hatcher Company Gardena, CA 61 115 65 20 0 15 76 The Portland Group No. Billerica, MA 11 4 152 3 23 22 52 77 Cregger Company Inc. Cola, SC 27 11 186 2 90 71

$40,000,000 78 Robert James Sales Inc. Tavernier, FL 90 130 100 00 0 79 Deacon Industrial King of Prussia, PA 20 95 100 20 -2 80 J.H. Larson Company Minneapolis, MN 95 70 1 15 13 71 81 Refrigeration Sales Corporation Valley View, OH 11 11 120 0590 5 82 All-Tex Pipe & Supply, Inc. Dallas, TX 60 126 100 00 0 83 Puget Sound Pipe & Supply Company Kent, WA 7 100 100 00 0 84 Torrington Supply Company, Inc. Waterbury, CT 13 7 140 25 68 52 85 Young Supply Company Chesterfield Twp, MI 17 17 170 0 10 85 5 86 Independent Pipe & Supply Corporation Canton, MA 60 96 85 5 10 0 87 Aaron and Company, Inc. Piscataway, NJ 63 140 0 77 21 2 88 Eastern Industrial Supplies, Inc. Greenville, SC 12 0 155 85 15 0 89 Temperature Systems Inc. Madison, WI 22 98 0 12 0 88 90 Kenny Pipe & Supply Nashville, TN 82 145 15 85 00 91 Harry Cooper Supply Company Springfield, MO 32 160 9 31 11 49 92 APR Supply Company Lebanon, PA 23 3 158 10 31 59 0 93 Security Supply Corporation Selkirk, NY 12 7 132 0 86 95 94 Gateway Supply Company, Inc. Columbia, SC 12 7 120 0 70 30 0 95 Farnsworth Wholesale Company Gilbert, AZ 41 83 15 70 15 0 96 Associated Equipment Company, Inc. Nashville, TN 94 60 0590 5 97 Dealers Supply Company, Inc. Forest Park, GA 14 3 116 00100 0 AND BELOW 98 Republic Plumbing Supply Company, Inc. Norwood, MA 95 100 29 65 24 99 Worly Plumbing Supply, Inc. Columbus, OH 44 79 4 95 10 100 Best Plumbing Tile & Stone Somers, NY 24 82 0 76 0 24 $39,999,999 * editors’ estimate — = No information provided :KR6D\V

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See contact information on page 130 42 • ALPABETICAL INDEX TO THE WHOLESALING 100 •THE WHOLESALER® — JULY 2010

COMPANY 2006 2007 2008 2009 2010 Page COMPANY 2006 2007 2008 2009 2010 Page A Aaron and Co. Inc. 80 88 89 92 87 68 Interline Brands* 9 10 11 11 12 46 Aces A/C Supply Inc. 78 78 74 74 65 62 IRR Supply Centers Inc. 66 66 66 63 54 63 All-Tex Pipe & Supply 100 100 96 89 82 68 J J.H. Larson - 73 65 73 80 66 American Refrigeration Johnson Supply & Supplies Inc. 62 61 56 57 59 62 Equipment Corp. 55 63 67 62 61 62 Ameripipe Supply Inc. - 82 80 67 69 64 Johnstone Supply 8 9 8 12 10 44 APR Supply Co. - - - - 92 70 K Keller Supply Co. 18 19 19 21 23 48 Associated Equipment Co., Inc. 96 70 Kelly Pipe Co. 23 23 21 17 19 46 Auer Steel & Kenny Pipe & Supply - - 73 79 90 70 Heating Supply Co. 61 69 58 58 58 58 Koch Air LLC 49 53 49 49 48 55 B Bartle & Gibson Co. 41 37 34 33 33 50 L Locke Supply Co. 21 20 22 23 22 48 Best Plumbing Tile & Stone - - - - 100 72 M McJunkin Red Man Corp. 7 5 3 3 3 44 Blackman Plumbing Mingledorff’s Inc. 30 29 27 25 27 48 Supply Co. Inc.* 35 39 39 41 66 62 Morrison Supply Co. 14 13 14 14 16 46 C C.C. Dickson Co.* 46 40 40 34 32 50 N N.B. Handy Co. 22 21 20 20 26 48 Central Supply Co. Inc. - 71 69 61 73 64 National Oilwell Varco - - - 6 5 44 Century Holdings 70 70 62 59 57 58 Northeastern Supply - - - 55 51 55 Chicago Tube and Iron Co. 32 31 25 22 27 48 P Palmer Donavin Mfg. Co. 40 45 - 38 31 50 Coburn Supply Co. Inc. 26 24 23 24 21 48 Peirce-Phelps Inc. 52 50 50 47 43 52 Colonial Commercial Corp - - 78 78 70 64 Plumb Supply Company - - 76 70 63 62 Columbia Pipe & Supply Co. 36 35 30 29 35 50 Preferred Pump - - - 24 48 Connor Co. 63 68 60 60 60 62 Puget Sound Consolidated Pipe & Supply Co. 95 98 97 87 83 68 Pipe & Supply Co.* 16 17 18 16 18 46 R R.E. Michel Co. Inc. 12 15 15 15 15 46 Consolidated Supply Co. 42 38 41 46 52 56 Redlon & Johnson 60 65 64 66 62 62 Crane Supply* 34 34 33 37 39 50 Refrigeration Sales Corp. 74 91 86 83 74 Crawford Supply Co. 56 58 61 69 68 64 Republic Plumbing Supply Co., Inc. - - - - 98 72 Cregger Co. Inc. 84 84 81 80 77 66 Robert James Sales Inc. - 83 57 71 78 66 D Davis & Warshow Inc. 65 56 51 45 49 55 Robertson Heating Deacon Industrial - - - 81 79 66 Supply Co. 67 75 72 72 67 64 Dealers Supply Co. Inc. 90 97 100 97 97 72 Russell Sigler Inc. 28 28 35 35 40 52 E Eastern Industrial Supplies, Inc. - - - - 88 68 S Security Supply Corp. - - - 98 93 70 Edgen Murray - - 12 10 13 46 Sid Harvey Industries Inc. 51 55 52 51 47 52 ED’S Supply Co. Inc. 82 86 77 77 72 64 Slakey Brothers Inc. 19 22 24 30 37 50 EMCO Ltd.* - 8 10 8 8 44 Smardan-Hatcher Co. 77 80 75 75 75 66 Express Pipe Southern Pipe & Supply* 24 25 26 26 19 46 & Supply Co. Inc. - 72 63 64 64 62 Standard Plumbing - 46 45 48 44 52 F F.W. Webb Co. 13 14 13 13 14 46 T Temperature Systems Inc. 76 92 90 91 88 70 Famous Supply Co. 31 32 31 27 29 48 The Behler-Young Co. 59 74 71 76 74 64 Farnsworth Wholesale Co. 81 79 83 95 95 70 The Macomb Group - 76 59 50 55 58 Ferguson Enterprises, Inc. 1 1 1 1 1 44 The Portland Group - 64 70 65 76 66 First Supply LLC 25 27 28 28 30 48 Thos. Somerville Co. 27 30 32 31 38 50 G G.W. Berkheimer Co., Inc. 45 44 36 40 41 52 Torrington Supply Co. Inc. - - 99 96 84 68 Gateway Supply Co., Inc. - 93 94 99 94 70 Trumbull Industries 57 57 55 54 56 58 Goodin Co. 50 49 48 43 44 52 U United Pipe & Granite Group Wholesalers LLC 54 60 47 44 42 52 Supply Co. Inc. 33 33 29 39 46 52 Groupe Deschenes Inc. 17 18 16 18 17 46 US Air Conditioning Gustave A. Larson Co. 38 42 37 36 36 50 Distribution Inc. 15 16 17 19 25 48 H Hajoca Corp.* 4 6 7 9 11 46 W Watsco Inc. 6 4 6 7 4 44 Harry Cooper Supply Co. - - 82 82 91 70 Wilson, A Business Unit of HD Supply - 3 2 2 2 44 Smith International Inc. 6 7 5 4 5 44 Heating & Cooling Supply Inc. 39 41 44 53 50 55 WinWholesale Inc. 3 2 4 5 7 44 Hirsch Pipe & Supply 68 62 53 56 53 58 Wolff Brothers Supply 64 67 68 68 71 64 I Independent Pipe & Wolseley Canada, Inc. 9 44 Supply Corp. 91 94 91 85 86 68 Worly Plumbing Supply Inc. - - - 100 99 72 Industrial Piping Specialists* - - 42 32 34 50 Y Young Supply Co. 83 95 88 84 85 68 *editor’s estimate UNLEADED VALVES

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    15 Pruyn’s Island Drive Glens Falls, NY 12801-4421

See contact information on page 130 Wholesaling 44 • •THE WHOLESALER® — JULY 2010

Jerry Webb, HD Supply Waterworks, Jon Sales Volume by Market: Michael Adinolfi, Crown Bolt, Rich Fiechter, Industrial and Facilities: 100 ee HD Supply Repair & Remodel, Andre Liebert, Top PVF Lines: KF, Ballon, Westbrook Mfg., 8 Creative Touch Interiors, Anesa Chaibi, HD Bonney Forge, Cameron EMCO LTD. Supply Facilities Maintenance, Rick McClure, Officers: Robert Workman, President Distribu- 1108 Dundas HD Supply Utilities, Mike Stanwood, HD Sup- tion Service, Burk Ellison, Sr. VP Sales & Op- London, Ontario N5W 3A7 Canada ply Industrial PVF erations, Dave Cherechinsky, Sr. VP Finance, 519-453-9600 100 Santosh Mathilakath, Sr. VP Mono, Noel Con- Fax: 519-453-9432 nolly- Sr. VP Supply Chain Management Email: www.emcoltd.com Locations: 210 3MCJUNKIN Territory: Canada 1 Sales Mix: FERGUSON RED MAN 5WILSON, A Industrial PVF: 17 ENTERPRISES, INC. CORPORATION Plumbing: 42 12500 Jefferson Avenue 909 Fannin St Suite 3100 BUSINESS Hydronic Heating (res./light comm.): 5 Newport News, VA 23602-4314 Houston, TX 77010 UNIT OF SMITH Water/Utilities: 27 757-969-4175 713-655-1005 INT’L, INC. Refrigeration HVAC 9 Fax: 757-989-2501 Email: [email protected] 1302 Conti St. Officers: Rick Fantham, President Email: [email protected] www.mrcpvf.com Houston, TX 77002 www.ferguson.com Employees: 3600 713-237-3700 Employees: 16,500 Total Locations: 250+ Fax: 713-237-3777 9 Outside Sales: 1302 Territory: All Email: [email protected] WOLSELEY Inside Sales: 2065 Sales Mix: www.iwilson.com CANADA, INC. Showrooms: 287 Industrial PVF: 96 Employees: 2900 880 Laurentian Drive Total Locations: 1350 Other: 4 Showrooms: 126 Burlington Ontario L7N 3V6 Canada Territory: 50 States, Mexico, Puerto Rico, Officers: Andrew Lane, President & CEO, J.F. Total Locations: 250 905-335-7373 District of Columbia Underhill, CFO & EVP, R.M. Isaac, EVP, Locations Opened in 2009: 8 Fax: 905-331-2652 Sales Mix: G.A. Ittner, EVP, S. Lake, General Counsel, Locations to be opened 2010: 4 Email: [email protected] Industrial PVF: 11 S. Hutchinson, EVP, N. Wagstaff, EVP Territory: all US, Canada, United Kingdom, Employees: 2550 Plumbing: 31 Russia, & FSU, Africa, UAE Outside Sales: 544 Pumps/Private Water Systems: 1 Sales Mix: Inside Sales: 701 Hydronic Heating (res./light comm.): 1 4 Industrial PVF: 65 Showrooms: 25 Industrial M/R/O Supplies: 6 WATSCO INC. Industrial M/R/O Supplies 35 Total Locations: 248 Municipal Water/Utilities: 15 2665 S. Bayshore Drive #901 Sales by Market Sector: Sales Mix: HVAC: 13 Miami, FL 33133 New Construction: 35 Industrial PVF: 10 Comm./Institutional PVF: 20 305-714-4100 Service/Maintenance/Repair/Operation 65 Plumbing: 70 Tools and Equipment: 2 Fax: 305-858-4492 Sales Volume by Customer Type: HVAC 20 Sales by Market Sector: Email: [email protected] Trade and Builders Utilities/Munic.:25 Sales Volume by Market: New Construction: 42 www.watsco.com Industrial and Facilities 60 Residential/Light Commercial 83 Service/Maintenance/Repair/Operation: 17 Employees: 4050 Other: 15 Officers: Frank Roach, CEO North America, Remodel/Renovate/Rebuild/Rehabilitate/ Showrooms: 505 Sales Volume by Market: Mike Lamorttagne, CFO, Keith Vander Ven- Replace: 41 Total Locations: 505 Residential/Light Commercial Other Whole- net Sr. VP Sales Volume by Customer Type: Key Buying Influences: Paul Johnston, VP salers: 15 Trade and Builders: 56 Territory: 34 US States Industrial and Facilities: 85 Utilities/Munic.: 15 Sales Mix: Top PVF Lines: Carbon Pipe, Stainless Pipe, Commercial Bldg. Owners/Managers: 1 Refrigeration: 15 Valves, Fittings, Flanges 10 Consumers: 6 HVAC: 85 Officers: John J. Kennedy, President/CEO, Ken JOHNSTONE Retailers: 2 Sales by Market Sector: Bourne, VP Finance & Admin., Jim Dowhin, SUPPLY, INC. Hydronic Heating (res./light comm.): 1 New Construction: 15 VP Sales, David Gaudenzi, Director Busi- 11632 N.E. Ainsworth Circle Industrial and Facilities: 19 Service/Maintenance/Repair/Operation: 10 ness Development, Jim Owsley, VP Material Portland, OR 97220 Sales Volume by Market: Remodel/Renovate/Rebuild/Rehabilitate/ Sourcing, Greg Cain, Director Material 503-419-9100 Residential/Light Commercial: 50 Replace: 75 Sourcing, Lynn Perrin, VP Sales/OPS, Char- Fax: 503-256-3798 Other Wholesalers: 1 Sales Volume by Customer Type: lie Tresselt, VP Bus. Dev. Email: www.johnstonesupply.com Comm./Institutional (Inc. High-Rise Residen- Trade and Builders: 97 Employees: 3223 tial): 30 Other Wholesalers: 3 Outside Sales: 348 Industrial and Facilities: 19 Sales Volume by Market: Inside Sales: 800 Total Sales to Professional Trades: Residential/Light Commercial: 80 7 Showrooms: 348 Plbg. and/or Plbg./Htg. Contractor: 52 Comm./Institutional (Inc. High-Rise Residen- WINWHOLESALE, Total Locations: 348 Remodeling Contractor: 11 tial): 20 INC. Locations Opened in 2009: 4 HVAC Contractor: 11 Total Sales to Professional Trades: 3110 Kettering Blvd. Locations to be opened 2020:15 Builder: 10 AC /Refrig. Contractor: 15 Dayton, OH 45439 Master Distributor: yes - All lines - to mem- Utility Contractor: 15 HVAC Contractor: 85 937-294-5331 bers only Bath/Kitchen Dealer: 1 Top Heating & HVAC Lines: Rheem, Carrier, Fax: 937-294-6921 Territory: 46 states Top Plumbing Lines: Kohler, AO Smith/State, Nordyne, Goodman, Manitowoc Email: [email protected] Sales Mix: Moen, Zurn, Delta Officers: Albert Nahmad, CEO, Paul Johnston, www.winwholesale.com Hydronic Heating (res./light comm.) 4 Top Heating & HVAC Lines: Trane, Goodman, VP, Barry Logan, SVP, Ana Menendez, CF Employees: 3940 Refrigeration: 23 ICP, Rheem, Honeywell Showrooms: 130 HVAC: 55 Top PVF Lines:Mueller, McWane, Charlotte, Total Locations: 547 H/C Controls: 12 Victaulic, Nibco 5 Locations Opened in 2009:14 Electrical 1: Officers: Frank Roach, CEO, David Keltner, NATIONAL Member of a Buying Group: yes Tools and Equipment: 5 CFO, Kevin Murphy, COO, Steven Key Buying Influences: VP, Vendor Relations Sales by Market Sector: Roznowski, Sr. VP Human Resources OILWELL VARCO Territory: All states except NJ, AK, HI, MT, New Construction: 5 DISTRIBUTION DE, MI Service/Maintenance/Repair/Operation:70 SERVICES Sales Mix: Remodel/Renovate/Rebuild/Rehabilitate/ 2 7909 Parkwood Circle Drive Industrial PVF: 16 Replace:25 HD SUPPLY Houston, Texas 77036 Plumbing: 52 Sales Volume by Customer Type: 3100 Cumberland Blvd. 713-375-3833 Pumps/Private Water Systems: 4 Trade and Builders: 70 Atlanta, GA 30339 Fax: 713-346-7609 Municipal Water/Utilities 10 Utilities/Munic.: 2 770-852-9000 Email: [email protected] Refrigeration HVAC 9 Commercial Bldg. Owners/Managers:15 Email: [email protected] www.nov.com/supplychain H/C Controls Electrical 9 Hydronic Heating (res./light comm.): 3 www.hdsupply.com Employees: 2900 Top Plumbing Lines: A.O. Smith, Nibco, Industrial and Facilities: 10 Employees: 15000 Showrooms: 200 Charlotte, Delta, American Standard Sales Volume by Market: Total Locations: 770 Total Locations: 200 Top Heating & HVAC Lines: Nordyne, Ameri- Residential/Light :70 Officers: Joe DeAngelo, CEO;.John Stegeman, Locations Opened in 2009: 20 can Standard, Intl. Comfort Products, Atco Comm./Institutional (Inc. High-Rise Executive President, Vidya Chauhan, SVP and Locations to be opened 2010: 5 Rubber, Southwark Metal Residential): 20 SBD and Integration, Ronald Domanico, SVP Key Buying Influences: VP Global Sourcing Top PVF Lines: Nibco, Vitaulic, Conbraco, Industrial and Facilities: 10 and CFO, Michele Markham, SVP and CIO, Ri- Territory: International Marketplace Tyco Fire & Building Products, Anvil Total Sales to Professional Trades: cardo Nunez, SVP and General Counsel, Meg Sales Mix: Officers: Richard Schwartz, President & CEO, Plbg. and/or Plbg./Htg. Contractor: 10 Newman, SVP and HR, Marketing and Com- Industrial PVF: 100 Monte Salsman, COO, Eddie Gibbs, VP AC /Refrig. Contractor: 20 munications, Joe Izganics, Senior Vice Presi- Sales by Market Sector: Vendor Relations, Steve Coen, Regional HVAC Contractor dent, Vasken Altounian, HD Supply Canada, Service/Maintenance/Repair/Operation: 100 VP, Jim Adcox, COO Noland Co, Steve Top Heating & HVAC Lines: Goodman Mfg., Steve Ferry, Interim President, HD Supply Sales Volume by Customer Type: Edwards, VP Marketing, Ron Bohannon, UPG/Johnson Controls, Honeywell, Electrical and HD Supply Plumbing HVAC, Industrial and Facilities 100 Regional VP, Michael Souders, VP Sales Emerson Climate Control, Arkema > ee = editor’s estimate See contact information on page 130 Wholesaling 46 • •THE WHOLESALER® — JULY 2010

Inside Sales: 250 Comm./Institutional (Inc. High-Rise Residen- Locations to be opened 2010: 1 Showrooms: 27 tial): 7 Member of a Buying Group: yes Total Locations: 73 Industrial and Facilities: 3 Key Buying Influences: VP Locations Opened in 2009:2 Total Sales to Professional Trades: Territory: Canada- Quebec, Ontario, Nova Locations to be opened 2010: 2 Plbg. and/or Plbg./Htg. Contractor: 14 Scotia, British Columbia Member of a Buying Group: yes AC /Refrig. Contractor: 11 Officers: Martin Deschenes, President/CEO, Member of Integrated Supply Group: yes HVAC Contractor: 75 Guy Tremblay, VP, Procurement, Benoit 100 Master Distributor: yes - Valves, Plumbing Other: 2 Berthelot, VP HR, Lapierre Marc, VP Finance Territory: New England, Upstate NY Top Plumbing Lines: Bradford White, Rinnai, and Administration, John Leboutillier, Chair- Sales Mix: Bock, Triangle Tube, Heat Transfer Products man of the Board, Senese Joseph, VP Oper- Officers: DeWight Wallace, President/CEO, Industrial PVF: 10 Top Heating & HVAC Lines: Allied Air Enter- ations (Ontario), Jacques Deschenes, Kevin Dier, VP Business Development, Plumbing: 15 prises, Honeywell, American Standard, ICP, honorary chiarman of the board, Fraser Julie Schultz, CFO, Ray Kernagis, VP Hydronic Heating (res./light comm.): 20 Nordyne Top PVF Lines:Mueller Industries Denis, VP Operations Quebec Supply Chain, Jim Adcox, Sr. VP Refrigeration: 5 Officers: John W. H. Michel, President, Ronald Membership, Janet McCreary, Corp. HVAC: 25 D. Miller, Exec. VP, Glen K. Baker, VP of ee Sec./VP Corporate Communications, Comm./Institutional PVF 25 Sales, John V. Michel Jr., VP of Marketing, Johanna Glode, VP Organization and Dev., 18 Sales by Market Sector: Gene A. Winters, VP of Branch Operations CONSOLIDATED Laura Schultz, Director of IT New Construction: 15 PIPE AND ee Service/Maintenance/Repair/Operation: 50 Remodel/Renovate/Rebuild/Rehabilitate/ 16 SUPPLY CO. INC. 11 Replace: 35 MORRISON 1205 Hilltop Pkwy HAJOCA Sales Volume by Customer Type: Birmingham, AL 35204 CORPORATION Trade and Builders 50 SUPPLY COMPANY 205-323-7261 Utilities/Munic.: 5 311 E. Vickery Blvd. Fax: 205-458-3907 127 Coulter Avenue Fort Worth, TX 76104 Ardmore, PA 19003 Commercial Bldg. Owners/Managers:5 www.consolidatedpipe.com Hydronic Heating (res./light comm.): 20 817-870-2227 Employees: 580 610-649-1430 Fax: 817-877-4942, 817-259-0925 Email: www.hajoca.com Industrial and Facilities 20 Outside Sales: 120 Sales Volume by Market: www.morsco.com Inside Sales: 130 Sales Mix: Employees: 937 Industrial PVF: 10 Residential/Light Commercial: 55 Member of a Buying Group: yes Other Wholesalers: 5 Outside Sales: 134 Master Distributor: yes Plumbing: 80 Inside Sales: 207 HVAC 10 Comm./Institutional (Inc. High-Rise Residen- Territory: AL, TN, MS, NC, IN, AR, NC, SC, FL, tial): 20 Showrooms: 28 VA, TX, GA, KY ee Industrial and Facilities: 20 Total Locations: 73 Sales Mix: Total Sales to Professional Trades: Locations Opened in 2009: 1 Industrial PVF: 25 12 Member of a Buying Group: yes Industrial M/R/O Supplies: 25 Plbg. and/or Plbg./Htg. Contractor: 35 INTERLINE BRANDS AC /Refrig. Contractor: 5 Territory: TX, OK, NM, LA, KS Municipal Water/Utilities: 25 801 W. Bay Street HVAC Contractor: 25 Sales Mix: Other 25 Jacksonville, FL 32204 Other: 35 Plumbing: 75 Officers: Howard Kerr, President, Robert Kerr, 904-421-1400 Top Plumbing Lines: Bradford White, TOTO, Municipal Water/Utilities:5 EVP Fax: 888-329-1719 American Std., Aker, Grohe Refrigeration HVAC: 15 www.interlinebrands.com Top Heating & HVAC Lines: York, Peerless, Comm./Institutional PVF Employees: 3550 Weil McLain, Buderus, Honeywell Sales by Market Sector: Outside Sales: 600 19 Top PVF Lines: Felker, Harvel, Crane, Wheat- New Construction: 60 Inside Sales: 400 KELLY PIPE land, Victaulic Service/Maintenance/Repair/Operation: 20 Showrooms: 30 Officers: John Pope, CEO, Jeffrey S. Pope, Remodel/Renovate/Rebuild/Rehabilitate/ COMPANY Total Locations: 72 11680 Bloomfield Avenue President, Robert A. Mucciarone, Treas- Replace: 20 Territory: all contiguous states Santa Fe Springs, CA 90670 urer, Charles H. Slattery, Sr. VP Purchas- Sales Volume by Customer Type: Sales Mix: 562-868-0456 ing, John R. Provencal, Sr. VP Plb. & Htg., Trade and Builders: 90 Plumbing: 28 Fax: 562-863-4695 Ernest R. Coutermarsh, Sr. VP Industrial, Utilities/Munic.: 5 HVAC: 11 Email: [email protected] John Thomas, VP HVAC, Ed Welch, Industrial and Facilities: 5 Electrical: 9 www.kellypipe.com Director Purchasing Sales Volume by Market: Other: 52 Residential/Light Commercial: 40 Employees: 204 Sales Volume by Customer Type: Comm./Institutional (Inc. High-Rise Residen- Outside Sales: 27 Trade and Builders 19 tial): 55 Inside Sales: 30 Other Wholesalers 12 Industrial and Facilities: 5 Total Locations: 14 Industrial and Facilities 69 15 Member of a Buying Group: Yes Total Sales to Professional Trades: Officers: Michael Grebe, Chairman, Ken Sweder, R.E. MICHEL Plbg. and/or Plbg./Htg. Contractor: 71 Master Distributor: Yes - PVF COO, Tom Tossavainen, VP/CFO, Jim Spahn, COMPANY, INC. Remodeling Contractor: 1 Territory: CA, AZ, UT, CO, TX, ID, IL, NV, WY, VP Distribution, Pamela Maxwell, VP Market- One R.E. Michel Drive AC /Refrig. Contractor: 3 NM, WA ing, Fred Bravo, VP Sales Glen Burnie, MD 21060 HVAC Contractor: 20 Sales Mix: 410-760-4000 Builder: 5 Industrial PVF: 100 Fax: 410-761-3703 Utility Contractor: 5 Sales Volume by Customer Type: 13v Email: [email protected] Top Plumbing Lines: Charlotte, Moen, Kohler, Utilities/Munic.: 10 EDGEN MURRAY www.remichel.com AO Smith, Cerro Other Wholesalers: 8 18444 Highland Road Employees: 1504 Top Heating & HVAC Lines: ICP, Hart & Coo- Consumers: 10 Baton Rouge, LA 70809 Outside Sales: 179 ley, Atco, Honeywell, Owens Corning Retailers: 10 866-334-3648 Inside Sales: 585 Top PVF Line: Nibco, Textube, Weldbend, Industrial and Facilities 27 Fax: 225-756-7953 Total Locations: 214 Anvil, Weatland, Aquatherm Sales Volume by Market: www.edgenmurray.com Locations Opened in 2009: Officers: Scott R. Sangalli, Chairman/CEO, Other Wholesalers: 35 Employees: 500 Locations to be opened 2010: 5 Darrell R. Hawkins, President/COO, Charles Industrial and Facilities 65 Outside Sales: 20 Key Buying Influences: VP Marketing, Direc- Allen, VP/CFO, Bill Luce, VP, Mike Roberts, Top PVF Lines: US Steel, CSI, Tenaris,Wheat- Inside Sales: 120 tor of Purchasing VP, Kevin Moore, VP land Tube, Nova Hut Total Locations: 29 Territory: AL, CT, DE, FL, GA, IN, IA, KY, LA, Officers: John Wolfson, VP, Leo Mann, CFO, Key Buying Influences: Sr. VP Global Supply MD, MA, MS, NJ, NY, NC, OH, PA, RI, SC, Leonard Gross, COO, Steve Livingston, VP Chain, Product Mgr. TN, TX, VT, VA, WV Territory: All US, Europe, Dubai, Singapore, Sales Mix: 17 ee Australia, Canada, China, Indonesia Plumbing: 6 Hydronic Heating (res./light comm.): 8 GROUPE 19* Sales Mix: Industrial PVF: 100 DESCHENES, SOUTHERN PIPE Officers: Dan O'Leary, Pres & CEO, David Refrigeration: 2 Laxton, EVP, CFO HVAC: 75 INC. & SUPPLY H/C Controls: 7 3901 Jarry Street East 14330 Hwy 39N Electrical: 2 Tools Suite 250 PO Box 5738 Sales by Market Sector: Montreal Quebec, Meridian, MS 39302 14 New Construction: 20 Canda H1Z 2G1 601-693-2911 F.W. WEBB Service/Maintenance/Repair/Operation: 40 514-253-3110 Fax: 601-485-0074 COMPANY Remodel/Renovate/Rebuild/Rehabilitate/ Fax: 514-253-3666 Email: [email protected] 160 Middlesex Turnpike Replace: 40 Email: [email protected] www.southernpipe.com Bedford, MA 01730 Sales Volume by Customer Type: www.groupedeschenes.com Total Locations: 90 781-272-6600 Trade and Builders: 83 Employees: 1325 Territory: AL, AR, GA, LA, MS, FL, TN Fax: 781-275-3354 Utilities/Munic.: 5 Outside Sales: 91 Sales Mix: Email: [email protected] Hydronic Heating (res./light comm.): 8 Inside Sales: 262 Plumbing: 95 www.fwwebb.com Industrial and Facilities: 4 Showrooms: 16 HVAC: 5 Employees: 1250 Sales Volume by Market: Total Locations: 78 Officers: Marty Davidson, Chairman, Jay Outside Sales: 120 Residential/Light Commercial: 90 Locations Opened in 2009: 17 Davidson, President > * Indicates tie ee = editor’s estimate 5IF
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See contact information on page 130 Wholesaling 48 • •THE WHOLESALER® — JULY 2010

HVAC: 10 Inside Sales: 50 Officers: Nick Keller, CEO, Michael Murphy, Total Locations: 19 President, Mick Betsch, VP, Jerry Cullen, Member of a Buying Group: yes 27* VP, Scott Davidson, AVP, Tim Stumpf, Territory: PA, MD, VA, WV, TN, NC, SC, GA, Mingledorff’s AVP, Dave Warner, VP, Bob Brennan, VP AL, FL, DE, KY inc. Sales, Jim Matthews, VP Purchasing, Sales Mix: 6675 Jones Mill Court George DeBell, CFO HVAC: 51 Norcoss, GA 30092 100 Tools and Equipment: 3 770-446-6311 Other: 46 Fax: 770-239-2200 24 Sales by Market Sector: Email: [email protected] preferred New Construction: 60 www.mingledorffs.com Remodel/Renovate/Rebuild/Rehabilitate/ Employees: 350 21 puMp Replace: 40 Outside Sales: 55 coburn supply 2201 Scott Avenue Sales Volume by Customer Type: Inside Sales: 140 co., inc. Fort Worth, Texas 76103 Trade and Builders 100 Showrooms: 32 817-413-2604 Sales Volume by Market: Total Locations: 32 P.O. Box 2177 Fax: 817-413-2627 Beaumont, TX 77704 Residential/Light Commercial: 50 Locations Opened in 2009: 2 Email: [email protected] Other Wholesalers Comm./Institutional (Incl. Locations to be opened 2010: 9 409-838-6363 Employees: 400 Fax: 409-838-4159 High-Rise Residential):45 Member of a Buying Group: yes Total Locations: 46 Industrial and Facilities 5: Master Distributor: Yes - Munter's Residential Email: [email protected] Locations to be opened 2010: 1 www.coburns.com Total Sales to Professional Trades: Territory: GA, SC, AL, FL, MS Sales Mix: HVAC Contractor: 45 Sales Mix: Employees: 780 Pumps/Private Water Systems: 100 Outside Sales: 84 Builder: 10 Refrigeration: 3 Sales by Market Sector: Other: 45 HVAC: 92 Inside Sales: 118 New Construction: 60 Showrooms: 24 Top Heating & HVAC Lines: Nordyne, Sales by Market Sector: Service/Maintenance/Repair/Operation 40 Ductmate, Quietflex, Heating & Cooling New Construction: 30 Total Locations: 45 Sales Volume by Customer Type: Locations Opened in 2009: 5 Products, Hart & Cooley Remodel/Renovate/Rebuild/Rehabilitate/ Trade and Builders: 100 Officers: Michael Christian, Chairman, Replace: 70 Locations to be opened 2010: 1 Sales Volume by Market: Member of a Buying Group: yes Mitchell Reaves, President/CEO, Tom Mills, Sales Volume by Customer Type: Residential/Light Commercial: 85 EVP & CFO, Sam Meeks, VP Sales HVAC, Trade and Builders 100 Key Buying Influences: Buyers, Industrial and Facilities 15 General Managers Bruce Christian, VP HR, Geneva Jackson, Sales Volume by Market: Officers: West Soward-VIP, CFO, Scott Controller, Dennis Craven, VP Reg. Mgr., Residential/Light Commercial: 62 Territory: LA, East TX, Southern MS Sizmore-VP Purchasing Sales Mix: Joe Tyree, VP Operations Comm./Institutional (Incl. High-Rise Plumbing: 44 Residential): 38 Municipal Water/Utilities: 17 Total Sales to Professional Trades: Refrigeration: 2 27* HVAC Contractor: 100 HVAC: 29 25 chicago Top Heating & HVAC Lines: Carrier, Bryant, Comm./Institutional PVF: 2 us air tube and Payne, Bard, Greenheck Electrical: 2 conditioning Officers: Bud Mingledorff, Chairman, David Tools and Equipment: 1 distribution, iron coMpany Kesterton, CEO, Matt Ranstead, VP CFO, Other: 3 One Chicago Tube Drive Secretary, Walter Schwarz, VP, Robert Top Plumbing Lines: American Standard, inc., llc Romeoville, IL 60446 Massey, VP 16950 Chestnut Street 815-834-2500 State, Delta, Aqua Glass, Lasco City of Industry, CA 91748 Top Heating & HVAC Lines: RUUD A/C, Nor- Fax: 815-588-3958 626-854-4500 Email: [email protected] dyne, Genetron/Honeywell, Atco, Selkir Fax: 626-854-4509 29 Top PVF Lines: Nibco, Charlotte, Cerro, M&H, www.chicagotube.com Email: [email protected] Employees: 400 faMous supply Wheatland www.us-ac.com coMpany Officers: Don Maloney, President, A.J. Maloney, Outside Sales: 30 Employees: 450 Inside Sales: 30 109 N. Union St. Exec. VP, Jim Dinser, VP & GM, Darren Outside Sales: 150 Akron, OH 44309 Tramel, VP & GM, Danny St. Pierre, VP & Total Locations: 9 Inside Sales: 125 Locations Opened in 2009: 1 330-762-9621 GM, Trey Berlin, VP & GM, Bill Geyser, VP & Showrooms: 42 Fax: 330-762-8722 GM, Pam M. Mouton, VP, Jim Fuller, VP Member of a Buying Group: yes Total Locations: 43 Key Buying Influences: Larry Soehrman, Email: [email protected] Locations Opened in 2009: 3 VP Materials Management www.famous-supply.com Member of Integrated Supply Group: yes Territory: IL, WI, MN, IN, LA, MI, OH, KY, NC, Employees: 500+ 22 Territory: CA, NV, ID, AZ, UT NE, ND, SD, KS, IA Showrooms: 12 locke supply Sales Mix: Sales Mix: Total Locations: 27 coMpany Refrigeration: 5 Industrial PVF: 40 Member of a Buying Group: yes 1300 Southeast 82nd HVAC: 95 Plumbing: 15 Member of Integrated Supply Group: yes Box 26128 Sales by Market Sector: Industrial M/R/O Supplies: 15 Territory: OH, W. PA, W. VA Oklahoma City, OK 73126 New Construction: 10 Municipal Water/Utilities: 8 Sales Mix: 405-631-9701 Service/Maintenance/Repair/Operation: 10 HVAC: 10 Industrial PVF: 10 Fax: 405-631-0585 Remodel/Renovate/Rebuild/Rehabilitate/ Comm./Institutional PVF: 12 Plumbing: 45 Employees: 700+ Replace: 80 Other Sales by Market Sector: HVAC: 45 Showrooms: 40 Sales Volume by Customer Type: New Construction: 30 Officers: Jay Blaushild, Chairman, Marc Total Locations: 162 Trade and Builders: 100 Service/Maintenance/Repair/Operation: 5 Blaushild, President, John Palermo, Dir. Locations Opened in 2009: 30 Sales Volume by Market: Remodel/Renovate/Rebuild/Rehabilitate/ Of Sales, Bryan Huntley, Dir. Of Purchas- Territory: OK, TX, KS, AR, MO Residential/Light Commercial: 45 Replace: 5 ing, Dave Figuly, Dir of Credit & Collec- Sales Mix: Comm./Institutional (Incl. High-Rise Sales Volume by Customer Type: tions, Tanja Kozul, Dir. Of Dist., Curt Plumbing: 33 Residential): 55 Utilities/Munic.: 30 Brown - CFO Larry Geist- Dir. of HR, Del HVAC: 33 Total Sales to Professional Trades: Other Wholesalers: 5 Landin, Dir. Of Operations Electrical: 33 AC /Refrig. Contractor: 5 Industrial and Facilities: 50 Officers: Carter Marsh, CEO, Jack Anderson, HVAC Contractor: 95 Other: 15 CFO, Tammi Bryant, VP, Louie Sevier, VP, Top Heating & HVAC Lines: York, Luxaire, Sales Volume by Market: 30 Chuck Cross, VP Coleman, Guardian, Source One Residential/Light Commercial: 10 first Officers: John Staples, President/CEO, John Other Wholesalers: 15 supply, llc Scarsi, Exec. VP/CFO, Ned Broadstreet, VP Industrial and Facilities: 75 6800 Gisholt Drive 23 Controller, Jack Scarsi, VP of Operations, Total Sales to Professional Trades: PO Box 8124 keller supply Robert S. Smith, Dir. Of Procurement Plbg. and/or Plbg./Htg. Contractor: 45 Madison, WI 53708-8124 HVAC Contractor: 10 608-222-7799 coMpany Utility Contractor: 5 3209 17th Avenue West Fax: 608-223-6621 Other: 40 Email: [email protected] Seattle, WA 98119 Top Plumbing Lines: Anvil, Ward, Phoenix, 206-285-3300 26 www.1supply.com Nibco, Mueller Fax: 206-283-8668 n.b. handy Employees: 450 Top Heating & HVAC Lines: Weldbend, Capi- Showrooms: 10 Email: [email protected] coMpany tol, Apollo, Vitaulic, Nibco P.O. Box 11258 Total Locations: 25 www.kellersupply.com Top PVF Lines: Wheatland, Ipsco, Weldbend, Lynchburg, VA 24506-1258 Locations Opened in 2009: 2 Showrooms: 22 Ward, Edwards 434-847-4495 Member of a Buying Group: yes Total Locations: 63 Officers: Robert B. Haigh, Chairman/CEO, Fax: 434-847-2404 Key Buying Influences: VP Purchasing Member of a Buying Group: Yes Donald R. McNeeley, President/COO, Email: [email protected] Territory: WI, MN,N. IL, N. MI, IA Territory: WA, OR, CA, AL, ID, MT, UT, NV Michael DiNanno, VP/CFO, Susan www.nbhandy.com Sales Mix: Sales Mix: Hamilton, VP Admin., Larry Soehrman, Employees: 400 Industrial PVF: 25 Industrial PVF: 10 VP Materials Mgmnt. Plumbing: 80 Outside Sales: 50 Plumbing: 36 > * Indicates tie See contact information on page 130 Wholesaling 50 • •THE WHOLESALER® — JULY 2010

Service/Maintenance/Repair/Operation 50 Email: [email protected] Remodel/Renovate/Rebuild/Rehabilitate/ Employees: 318 Replace: 40 35 Outside Sales: 31 Sales Volume by Customer Type: Columbia pipe Inside Sales: 128 Trade and Builders: 80 & supply Co. Showrooms: 3 Utilities/Munic.:10 1120 W. Pershing Road Total Locations: 27 Industrial and Facilities: 10 Chicago, IL 60609 Member of a Buying Group: yes 100 Sales Volume by Market: 773-927-6600 Territory: CA, NV, OR Residential/Light Commercial: 70 Fax: 773-927-8415 Sales Mix: Pumps/Private Water Systems: 10 Comm./Institutional (Incl. High-Rise Email: [email protected] Plumbing: 36 Hydronic Heating (res./light comm.): 9 Residential): 20 www.columbiapipe.com HVAC 64 Municipal Water/Utilities: 8 Industrial and Facilities: 10 Employees: 348 Sales by Market Sector: HVAC: 10 Total Sales to Professional Trades: Outside Sales: 38 Total Sales to Professional Trades: Other: 2 AC /Refrig. : 30 Inside Sales: 74 Plbg. and/or Plbg./Htg. Contractor: 38 Top Plumbing Lines: Kohler, AO Smith, HVAC Contractor: 70 Total Locations: 20 HVAC Contractor: 62 Moen, Delta, Watts Regulator Top Heating & HVAC Lines: Honeywell, Allied Locations to be opened 2010: 1 Top Plumbing Lines: Kohler, Sterling, State, Top Heating & HVAC Lines: Int'l Comfort Air, Mueller, Hart & Cooley, Emerson Climate Member of a Buying Group: yes Moen, Noritz Products, Uponor, ITT Industries, Triangle Officers: Clyde C. Dickson, Jr., Chairman, Jon Member of Integrated Supply Group: yes Top Heating & HVAC Lines: Bryant, ATCO, Tube, Armstrong Air Conditioning Perry, President, Harold King, VP, Darrell Territory: IL, IN, WI, MI I.C.P., Simpson DuraVent Noll/Norwesco Top PVF Lines:Cambridge Lee, Nibco Inc., US Durham, VP Sales Mix: Officers: Frank Nisonger, President/CEO, Pipe, Charlotte Pipe, Wheatland Tube Industrial PVF: 24 Karen Fonseca, VP/CFO, Del McCann, VP Officers: Joe Poehling, Chairman & CEO, Plumbing: 12 Inventory Management & Plumbing: Sales Todd Restel,Director of Finance, David 33 Hydronic Heating (res./light comm.): 5 & Mktg, Doug Peyret, VP HVAC Sales & Prahler, VP & Secretary, Robert Bernier, VP barTle & HVAC: 6 Marketing Operations, Elliot Collier, Executive Vice Gibson Co. Comm./Institutional PVF: 49 President, Mike Hickok, Executive Vice Other: 4 13475 Fort Road Top Plumbing Lines: A O Smith, Elkay, Amer- President, Mike Broadway, VP Purchasing, Edmonton, Alberta T5A 1C6 38 Brian Donarski, VP Controller ican Standard, Sloan, Chicago Faucet Thos. Canada Top Heating & HVAC Lines: ICP, Spirax 780-472-2850 Sarco, Weil McLain, B&G, Gary Metal Mfg. somerville Fax: 780-476-6686 Top PVF Lines:Wheatland, Mueller, Victaulic, Company 31 Email: [email protected] Charlotte, Nibco 16155 Trade Zone Avenue palmer-Donavin www.bartlegibson.com Officers: Bill Arenberg, CEO/Chairman, Tim Upper Marlboro, MD 20774-8733 mfG. Co. Employees: 370 Arenberg, President, T.J. Arenberg, VP Op- 301-390-9575 1200 Steelwood Road Showrooms: 9 erations, Dan Arenberg, VP Sales, Mike Fax: 301-390-1108 Columbus, OH 43212 Total Locations: 31 Moore, CFO Email: [email protected] 614-486-9657 Locations Opened in 2009:1 www.tsomerville.com Fax: 614-486-5037 Member of a Buying Group: yes Employees: 376 Email: [email protected] Territory: Alberta, BC, NWT Outside Sales: 40 Sales Mix: 36 www.palmerdonavin.com Inside Sales: 87 Employees: 270 Industrial PVF: 1 GusTave a. Showrooms: 8 Outside Sales: 38 Plumbing: 75 larson Co. Total Locations: 21 Inside Sales: 37 Pumps/Private Water Systems: 1 W 233 N 2869 Roundy Circle West Member of a Buying Group: yes Showrooms: 7 Hydronic Heating (res./light comm.): 9 Pewaukee, WI 53072 Key Buying Influences: VP Sales, VP Total Locations: 8 Comm./Institutional PVF: 3 262-542-0200 Materials Mgt. Member of a Buying Group: yes H/C Controls Electrical: 11 Fax: 262-542-1400 Territory: DC, MD, VA, WV, PA, DE, NJ Territory: OH, IN, W. PA, N. KY, S. MI, WV Sales by Market Sector: Email: [email protected] Sales Mix: Sales Mix: New Construction: 72 www.galarson.com Industrial PVF: Plumbing: 62 HVAC: 10 Service/Maintenance/Repair/Operation: 10 Employees: 405 Pumps/Private Water Systems: 3 Other: 90 Remodel/Renovate/Rebuild/Rehabilitate/ Outside Sales: 80 Hydronic Heating (res./light comm.): 12 Sales by Market Sector: Replace: 15 Inside Sales: 110 HVAC:6 New Construction: 30 Sales Volume by Customer Type: Showrooms: 46 Comm./Institutional PVF: 17 Remodel/Renovate/Rebuild/Rehabilitate/ Trade and Builders: 77 Total Locations: 48 Sales by Market Sector: Replace 70 Utilities/Munic.: 3 Locations Opened in 2009: 2 New Construction: 30 Sales Volume by Customer Type: Consumers: 5 Locations to be opened 2010: 3 Service/Maintenance/Repair/Operation: 21 Trade and Builders: 20 Retailers: 4 Member of a Buying Group: yes Remodel/Renovate/Rebuild/Rehabilitate/ Retailers: 80 Industrial and Facilities: 2 Key Buying Influences: Sr. VP Inventory Man- Replace: 24 Sales Volume by Market: Sales Volume by Market: agement, Dir. Of Marketing Sales Volume by Customer Type: Residential/Light Commercial: 95 Residential/Light Commercial: 60 Territory: WI, MN, IL, IN, ND, SD, IA, CO, UT, Trade and Builders: 73 Other: 5 Comm./Institutional (Incl. High-Rise NE, ID, KS Utilities/Munic.: 4 Total Sales to Professional Trades: Residential): 38 Sales Mix: Consumers: 10 HVAC Contractor 20 Industrial and Facilities: 2 Hydronic Heating (res./light comm.): 5 Hydronic Heating (res./light comm.): 12 Other: 80 Total Sales to Professional Trades: Refrigeration: 40 Sales Volume by Market: Top Heating & HVAC Lines: Rheem, Arm- Plbg. and/or Plbg./Htg. Contractor: 90 HVAC: 50 Residential/Light Commercial: 84 strong, Honeywell, April Aire, Weather King Remodeling Contractor: 4 H/C Controls: 5 Other Wholesalers: 1 Officers: Ron Calhoun, President/CEO, Robyn Builder: 2 Sales by Market Sector: Comm./Institutional (Incl. High-Rise Pollina, CFO, Scott Mueller, General Utility Contractor: 2 New Construction: 15 Residential): 15 Manager HVAC Bath/Kitchen Dealer: 2 Service/Maintenance/Repair/Operation: 85 Total Sales to Professional Trades: Top Plumbing Lines: American Standard, Sales Volume by Customer Type: Plbg. and/or Plbg./Htg. Contractor: 84 ee Crane, Kil, Delta, Moen Trade and Builders: 95 Remodeling Contractor: 9 Top Heating & HVAC Lines: Weil McLain, Hydronic Heating (res./light comm.): 5 HVAC Contractor: 3 32 Sales Volume by Market: Slant/Fin, Honeywell, Watts, Allied Eng. Builder: 2 C. C. DiCkson Top PVF Lines: Red White, Kitz, Anvil Residential/Light Commercial: 65 Bath/Kitchen Dealer: 2 Co. Officers: Robert Whitty, President, John Comm./Institutional (Incl. High-Rise Top Plumbing Lines: Kohler, Gerber, Moen, 456 Lakeshore Pkwy Kendall, Director, Martin Lower Residential): 35 Delta, Aqueous Rock Hill, SC 29730 Total Sales to Professional Trades: Top Heating & HVAC Lines: Weil McLain, 803-980-8000 ee AC /Refrig. Contractor: 45 Luxaire, Burnham, HB Smith, AO Smith Fax: 803-328-9869 HVAC Contractor: 55 Top PVF Lines: Charlotte, Stockham, Elkhart, Email: [email protected] 34 Top Heating & HVAC Lines: Trane, Copeland, Cerro www.ccdickson.com inDusTrial pipinG American Standard, DuPont, HeatCraft Officers: Michael J. McInerney, Chairman, Employees: 550 speCialisTs Officers: Andrew Larson, CEO, Scott Larson, Patrick J. McGowan, President, Scott Weir, Outside Sales: 42 606 N. 145th East Ave. President/COO, Sue Sinclair, Sr. VP, CIMO, VP Purchasing, Dan Kelly, VP Sales South, Showrooms: 115 Tulsa, OK 74116 Frank Mirocha, Sr. VP, CIO, Greg Toler, VP Pete Misciewz, VP EDP, Doug Riley, VP Total Locations: 115 918-437-9100 Logistics/Distribution Sales North, Bruce Livingston, VP Finance Locations Opened in 2009: 1 Fax: 918-437-9125 Locations to be opened 2010 2 Email: [email protected] Member of a Buying Group: yes www.ipipes.com 37 39 Territory: AL, FL, GA, KY, MS, NC, SC, TN, VA Employees: 175 Sales Mix: Total Locations: 8 slakey Crane supply, Refrigeration: 30 Sales Mix: broThers, inC. Div. of Crane HVAC: 40 Industrial PVF: 100 PO Box 15647 CanaDa H/C Controls: 20 Officers: Ty Westfield, Pres, Paul Mullins, Sacramento, CA 95852-1647 615 Dixon Road Sales by Market Sector: CFO, Bob Sims, VP Sales, Rick Young, 916-478-2000 Toronto, Ontario M9W 1H9 New Construction: 10 Exec VP Fax: 916-478-2030 Canada > ee = Editor’s Estimate See contact information on page 130 Wholesaling 52 • •THE WHOLESALER® — JULY 2010

Showrooms: 1 Officers: Brian G. Peirce, CEO, Dana L. Peirce, dard, Rheem, Moen Total Locations: 26 VP Residential Sales, Robin J. Peirce, VP Top Heating & HVAC Lines: Ruud Locations Opened in 2009: 1 HVAC Sales, Bruce McConnell, VP Officers: Richard N. Reese, President, David Member of a Buying Group: yes Commercial Sales, Robert Subranni, CFO, Freeman, VP Gen. Mgr. Sales Mix: Dennis Egan, VP Home & Hearth HVAC: 100 Sales Volume by Market: 46 100 Residential/Light Commercial: 100 44* united pipe & Total Sales to Professional Trades: goodin coMpany AC /Refrig. Contractor: 50 supply co., inc. PO Box 9326 7600 S.E. Johnson Creek Blvd. 416-244-5351 HVAC Contractor: 50 Minneapolis, MN 55440 Fax: 416-240-8750 Portland OR 97206 612-588-7811 503-788-8813 Email: www.cranessupply.com Fax: 612-297-1183 Employees: 384 Fax: 503-777-5066 42 Email: [email protected] Email: [email protected] Outside Sales: 50% granite group www.goodinco.com www.unitedpipe.com Inside Sales: 50% Employees: 370 Total Locations: 33 Wholesalers Employees: 225 Outside Sales: 71 Outside Sales: 70 Territory: All provinces llc Inside Sales: 65 6 Storrs St. Inside Sales: 80 Sales Mix: Showrooms: 11 Concord, NH 03301 Total Locations: 22 Industrial PVF: 60 Total Locations: 11 603-224-1901 Territory: OR, WA, ID, CA, AK Plumbing: 32 Locations Opened in 2009: 1 Fax: 603-224-6821 Sales Mix: Hydronic Heating (res./light comm.): 6 Locations to be opened 2010: 1 Email: [email protected] Pumps/Private Water Systems: 20 Other: 2 Member of a Buying Group: yes www.thegranitegroup.com Municipal Water/Utilities: 45 Sales by Market Sector: Territory: MN, ND, SD, WI, IA, NE Employees: 340 Comm./Institutional PVF: 20 H/C New Construction: 53 Sales Mix: Outside Sales: 28 Sales by Market Sector: Service/Maintenance/Repair/Operation: 26 Industrial PVF: 19 Inside Sales: 75 New Construction: 40 Remodel/Renovate/Rebuild/Rehabilitate/ Plumbing: 34 Showrooms: 10 Service/Maintenance/Repair/Operation: 30 Replace: 21 Pumps/Private Water Systems: 4 Total Locations: 26 Remodel/Renovate/Rebuild/Rehabilitate/ Top Plumbing Lines: Gerber, Crane, Moen, Hydronic Heating (res./light comm.): 20 Locations Opened in 2009: 1 Replace: 30 Delta HVAC: 23 Member of a Buying Group: yes Sales Volume by Customer Type: Top Heating & HVAC Lines: Viessman, Watts, Sales by Market Sector: Territory: CT, MA, ME, NH, VT, RI Trade and Builders: 70 Hydrotherm New Construction: 60 Sales Mix: Utilities/Munic.: 15 Top PVF Lines: ERW, Steel Pipe, SMIS Pipe, Service/Maintenance/Repair/Operation: 15 Industrial PVF: 5 Other Wholesalers: 2 Crane Valve, CS BW Figs CS Flanges Remodel/Renovate/Rebuild/Rehabilitate/ Plumbing: 35 Retailers: 10 Officers: Tom Frazer, President, Crane Supply, Replace: 25 Pumps/Private Water Systems: 5 Industrial and Facilities: 3 Kaydee Ali, CFO, Roy Byrne, Procurement Sales Volume by Customer Type: Hydronic Heating (res./light comm.): 25 Sales Volume by Market: Trade and Builders: 60 HVAC: 10 Residential/Light Commercial: 25 Utilities/Munic.: 5 Comm./Institutional PVF: 20 Other Wholesalers: 2 40 Commercial Bldg. Owners/Managers: 5 Comm./Institutional (Incl. High-Rise Sales by Market Sector: Hydronic Heating (res./light comm.): 15 russell New Construction: 15 Residential): 40 Industrial and Facilities: 10 sigler, inc. Service/Maintenance/Repair/Operation: 30 Industrial and Facilities: 33 Sales Volume by Market: 9702 W. Tonto St. Remodel/Renovate/Rebuild/Rehabilitate/ Total Sales to Professional Trades: Residential/Light Commercial: 45 Tolleson, AZ 85353 Replace: 30 Plbg. and/or Plbg./Htg. Contractor: 5 Other Wholesalers: 5 623-388-5100 Other: 25 Remodeling Contractor: 5 Comm./Institutional (Incl. High-Rise Fax: 623-388-5200 Sales Volume by Customer Type: HVAC Contractor: 10 Residential): 40 Email: [email protected] Trade and Builders: 65 Builder: 10 Industrial and Facilities: 10 Employees: 240 Consumers: 10 Utility Contractor: 35 Total Sales to Professional Trades: Outside Sales: 68 Hydronic Heating (res./light comm.): 20 Other: 35 Plbg. and/or Plbg./Htg. Contractor: 65 Inside Sales: 57 Industrial and Facilities: 5 Top PVF Lines: JM Eagle, McWane, Sensus, AC /Refrig. Contractor: 10 Showrooms: 12 Sales Volume by Market: Romac, Tyler HVAC Contractor: 25 Total Locations: 12 Residential/Light Commercial: 85 Officers: Terry Dotson, President, Top Plumbing Lines: American Standard, A O Member of a Buying Group: yes Comm./Institutional (Incl. High-Rise Patti Ramsey, Chairman Smith, Warm Rain, Delta, Elkay Territory: AZ, NV, NM, TX Residential): 10 Top Heating & HVAC Lines: Ruud, Comfort Sales Mix: Industrial and Facilities: 5 Maker, Slant Fin, Buderus, Lochinvar HVAC: 100 Total Sales to Professional Trades: Top PVF Lines: Milwaukee Valves, Mueller, 47 Sales by Market Sector: Plbg. and/or Plbg./Htg. Contractor: 50 Charlotte Pipe, Victaulic, Wheatland Tube sid harvey New Construction: 25 Remodeling Contractor: 30 Officers: Greg Skagerberg, Chairman/CEO, Service/Maintenance/Repair/Operation: 55 HVAC Contractor: 10 industries, inc. Gerard Melgaard, Sr. VP, Steve Kelly, 605 Locust Street Remodel/Renovate/Rebuild/Rehabilitate/ Builder: 10 President, Joel Skagerberg, Secretary, Garden City, NY 11530 Replace: 20 Top Plumbing Lines: Kohler, State, Lasco, Brian Sand, Treasurer 516-745-9200 Sales Volume by Customer Type: Moen, Delta Fax: 516-222-9027 Trade and Builders: 90 Top Heating & HVAC Lines: Uponor, Buderus, Email: [email protected] Utilities/Munic.: 5 Weil McLain, Taco, Smith www.sidharvey.com Commercial Bldg. Owners/Managers: 5 Top PVF Lines: Charlotte, Tyler, Cambridge, 44* Employees: 350 Sales Volume by Market: Wheatland, Nibco standard Outside Sales: 45 Residential/Light Commercial: 70 Officers: P. Kevin Condron, Chairman, Inside Sales: 215 Comm./Institutional (Incl. High-Rise William T. Hilfinger, CEO, Joseph W. Goff, pluMbing Showrooms: 74 Residential): 5 Treasurer, Paul Martino, VP Inventory, 9310 South 370 West Total Locations: 76 Industrial and Facilities: 25 William K Condron, Sr VP Sandy, UT 84070 Total Sales to Professional Trades: 801-255-4175 Locations Opened in 2009: 2 Remodeling Contractor: 5 Fax: 801-255-7100 Locations to be opened 2010: 2-5 AC /Refrig. Contractor: 5 Email: [email protected] Master Distributor: Yes - Sid Harvey’s Manu- 43 www.standardPlumbing.com facturing Division Products HVAC Contractor: 90 Top Heating & HVAC Lines: Carrier, Bryant, peirce-phelps Employees: 238 Territory: CO, CT, DE, IL, ME, MD, MA, MI, Adobe, J&J, Metalfab inc. Total Locations: 62 MN, NH, NJ, NY, OH, PA, RI, VT, WI, WV, Officers: Russell Sigler, Chairman, John 2000 North 59th Street Locations Opened in 2009: 2 WY Sigler, President, Robert Osborne, Treas- Philadelphia, PA 19131 Locations to be opened 2010: 2 Sales Mix: urer, Rod Martin, VP Sales (residential), 215-879-7000 Territory: UT, ID, WY, AZ, CA, OR, CO, NV Hydronic Heating (res./light comm.): 15 Don Reeves, VP Sales (commercial) Fax: 215-879-7268 Sales Mix: Refrigeration: 25 Email: [email protected] Plumbing: 95 HVAC: 35 www.peirce.com HVAC: 5 H/C Controls: 15 41 Employees: 250 Sales by Market Sector: Electrical: 5 Showrooms: 1 New Construction: 30 Tools and Equipment: 5 g.W. Total Locations: 17 Remodel/Renovate/Rebuild/Rehabilitate/ Sales by Market Sector: berkheiMer Locations Opened in 2009: 1 Replace: 70 New Construction: 5 co., inc. Member of a Buying Group: Yes Sales Volume by Customer Type: Service/Maintenance/Repair/Operation: 55 6000 Southport Road Territory: PA, DE, NJ, MD, WV, VA, NY Trade and Builders: 70 Remodel/Renovate/Rebuild/Rehabilitate/ Portage, IN 46368 Sales Mix: Consumers: 30 Replace: 40 219-764-5200 Refrigeration: 2 Sales Volume by Market: Sales Volume by Customer Type: Fax: 219-764-5203 HVAC: 95 Residential/Light Commercial: 80 Trade and Builders: 79 Email: [email protected] H/C Controls: 3 Comm./Institutional (Incl. High-Rise Utilities/Munic.: 5 www.gwberkheimer.com Top Heating & HVAC Lines: Carrier, Bryant, Residential): 20 Other Wholesalers 1 Employees: 300 Payne, Mitsubishi, ICP Top Plumbing Lines: TOTO, American Stan- Heating (res./light comm.): 10 > * Indicates tie See contact information on page 130

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GENUINE PARTS CENTER© FAX See contact information on page 130 THE WHOLESALER® — JULY 2010• Wholesaling • 55

Industrial and Facilities: 5 Sales Volume by Market: Residential/Light Commercial: 79 Other Wholesalers: 1 Comm./Institutional (Incl. High-Rise Residential): 15 Industrial and Facilities: 5 Total Sales to Professional Trades: 100 Plbg. and/or Plbg./Htg. Contractor: 20 Remodeling Contractor AC /Refrig. Contractor:40 HVAC Contractor: 40 Industrial and Facilities: 4 Top Heating & HVAC Lines: Dupont, Emerson/Copeland, Sales Volume by Market: Honeywell, ICP, Intl Comfort Products, Peerless Residential/Light Commercial: 10 Officers: Sid Harvey, President, Jack DeCotiis, SVP, Dave Other Wholesalers: 5 Harvey, EVP, Jim Otto, SVP, John Rynecki, SVP, Russ Comm./Institutional (Incl. High-Rise Residential): 40 TumSuden, SVP, Rich Carbonaro, VP, Grace Kling, Controller Industrial and Facilities: 4 Total Sales to Professional Trades: Plbg. and/or Plbg./Htg. Contractor: 48 48 Remodeling Contractor: 15 koch air llc HVAC Contractor: 10 PO Box 1167 Builder: 1 Evansville, IN 47706-1167 Bath/Kitchen Dealer: 2 877-456-2422 Top Plumbing Lines: Kohler, Dorn Bracht, Sloan, Fax: 812-962-5313 Kallista, Elkay Email: [email protected] Top Heating & HVAC Lines: AO Smith, Weil McLain, www.kochair.com Burnham, Taco, B&G Employees: 185 Top PVF Lines: Wheatland, Anvil, Victaulic, Conbraco, Ham- Outside Sales: 49 mond Inside Sales: 51 Officers: Frank Finkel, Chairman, David Finkel, President, Showrooms: 67 Joel Sandberg, VP Finance, Andrew Atlas, EVP Purch., Total Locations: 7 Alan Colen, VP Sales Locations to be opened 2010: 1 Member of a Buying Group: yes Key Buying Influences: VP of Operations, Dir. of Purchasing 50 Territory: IN, KY, IL, MO heating & cooling Sales Mix: supply, inc. HVAC: 98 1669 Brandywine Ave. Suite A H/C Controls: 2 Chula Vista, CA 92119 Sales by Market Sector: 619-591-4615 New Construction: 40 Fax: 619-421-0830 Service/Maintenance/Repair/Operation: 10 Remodel/ Email: [email protected] Renovate/Rebuild/Rehabilitate/Replace: 50 www.heatingandcooling.com Sales Volume by Customer Type: Employees: 175 Trade and Builders: 97 Outside Sales: 28 Utilities/Munic.: 1 Inside Sales: 30 Commercial Bldg. Owners/Managers: 1 Total Locations: 23 Industrial and Facilities: 1 Key Buying Influences: Director of Purchasing, Director of Sales Volume by Market: Sales Residential/Light Commercial: 63 Territory: CA, AZ, NV Other Wholesalers: 1 Sales Mix: Comm./Institutional (Incl. High-Rise Residential): 1 HVAC: 100 Industrial and Facilities: 35 Sales by Market Sector: Total Sales to Professional Trades: New Construction: 20 AC /Refrig. Contractor: 5 Service/Maintenance/Repair/Operation: 70 HVAC Contractor: 90 Remodel/Renovate/Rebuild/Rehabilitate/Replace: 10 Other: 5 Sales Volume by Customer Type: Top Heating & HVAC Lines: Carrier, Honeywell, LG Trade and Builders: 98 Research Products, Emerson Industrial and Facilities 2 Officers: Cindy Mitchell, Treasurer, James Muehlbauer, Sales Volume by Market: President, Brad Muehlbauer, VP Operations, David Koch, Residential/Light Commercial: 95 VP Residential Sales, Mike Freeman, VP Comm Sales Comm./Institutional (Inc. High-Rise Residential): 5 Total Sales to Professional Trades: AC /Refrig. Contractor: 5 49 HVAC Contractor: 95 Top Heating & HVAC Lines: Rheem, Comfortmaker davis & WarshoW, inc. Officers: Marc Greer, President, Penny Homen, CFO 57-22 49th Street, Box 39 Maspeth, NY 11378 718-937-9500l Fax: 718-786-9771 Email: [email protected] 51 www.daviswarshaw.com northeastern Employees: 228 supply inc. Outside Sales: 1 8323 Pulaski Hwy. Inside Sales: 29 Baltimore, MD 21237 Showrooms: 8 410-574-0010; Fax: 410-574-3315 Total Locations: 8 Email: [email protected] Member of a Buying Group: yes www.northeastern.com Territory: Metro NY, NJ, CT Employees: 275 Sales Mix: Outside Sales: 25 Industrial PVF: 25 Inside Sales: 35 Plumbing: 50 Showrooms: 3 Hydronic Heating (res./light comm.): 9 Total Locations: 31 Comm./Institutional PVF: 11 Locations Opened in 2009: 1 Equipment: 4 Locations to be opened 2010: 2 Other: 1 Member of a Buying Group: yes Sales Volume by Customer Type: Key Buying Influences: Dir. Of Supply Chain Trade and Builders: 63 Territory: MD, DE, PA, VA, WV, DC Utilities/Munic.: 6 Sales Mix: Commercial Bldg. Owners/Managers: 2 Plumbing: 70 Consumers: 18 Pumps/Private Water Systems: 3 Retailers: 2 Hydronic Heating (res./light comm.): 4 Hydronic Heating (res./light comm.): 9 Municipal Water/Utilities: 0.5 > • Be sure to visit www.thewholesaler.com for web exclusive articles and videos! • See contact information on page 130 Wholesaling 56 • •THE WHOLESALER® — JULY 2010

Utility Contractor: 2 Remodel/Renovate/Rebuild/Rehabilitate/ Fax: 818-756-0910 Bath/Kitchen Dealer: 1 Replace: 23 Email: [email protected] Officers: Steve Cook, President/CEO, Steve Sales Volume by Customer Type: www.hirsch.com Coppage, VP Business Dev., Mike Corn- Trade and Builders: 61 Employees: 250 brooks, VP Operations, Russ Everson, VP Utilities/Munic.: 30 Outside Sales: 3 Sales - HVAC, Mike Tagliaferri, Commercial Other Wholesalers: 1 Inside Sales: 50 Sales Mgr., Tom Gonsalves - Dir. Of Supply Consumers: 1 Showrooms: 2 100 Chain Management Retailers: 1 Total Locations: 13 Hydronic Heating (res./light comm.): 6 Locations Opened in 2009: 1 Refrigeration: 0.5 Sales Volume by Market: Member of a Buying Group: yes HVAC: 19 Residential/Light Commercial: 40 Master Distributor: yes - Chicago Faucets, Comm./Institutional PVF: 1 52 Comm./Institutional (Incl. High-Rise Sloan Valve H/C Controls: 1 consolidated Residential): 25 Territory: USA, Orient, Middle East, S. CA Tools and Equipment: 1.0 suPPly co. Other: 35 Sales Mix: Sales by Market Sector: P.O. Box 5788 Total Sales to Professional Trades: Plumbing: 80 New Construction: 55 Portland, OR 97228-5788 Plbg. and/or Plbg./Htg. Contractor: 54 H/C Controls: 3 Service/Maintenance/Repair/Operation: 34 503-684-5904 Remodeling Contractor: 10 Other: 17 Remodel/Renovate/Rebuild/Rehabilitate/ Fax: 503-620-9833 HVAC Contractor: 1 Sales by Market Sector: Replace: 11 Email: [email protected] Builder: 1 New Construction: 5 Sales Volume by Customer Type: www.consolidatedsupply.com Utility Contractor: 26 Service/Maintenance/Repair/Operation: 40 Trade and Builders: 93 Employees: 260 Other: 8 Remodel/Renovate/Rebuild/Rehabilitate/ Utilities/Munic.: 1 Outside Sales: 28 Top Plumbing Lines: American Standard, Replace: 40 Commercial Bldg. Owners/Managers: 4 Inside Sales: 75 Bradford White, Aqua Glass, Moen, Wirsbo Sales Volume by Customer Type: Consumers: 1 Showrooms: 11 Officers: Karla Neupert Hockley, President, Trade and Builders: 83 Hydronic Heating (res./light comm.): 4 Total Locations: 17 Jeff Konen,Sr. VP Purchasing, Bob Bruce, Utilities/Munic.: 2 Industrial and Facilities: 1 Locations Opened in 2009: 1 Sr. VP/CFO, Kevin Neupert,Sr. VP Sales, Other Wholesalers: 5 Sales Volume by Market: Member of a Buying Group: yes Tom Bedell, VP Business Development, Retailers: 5 Residential/Light Commercial: 70 Key Buying Influences: Sr. VP of Purchasing, Karolyn Neupert, Chairman Sales Volume by Market: Comm./Institutional (Incl. High-Rise Sr. VP of Sales Residential/Light Commercial: 90 Residential): 28 Territory: OR, WA, ID, HI Other Wholesalers: 5 Industrial and Facilities: 2 Sales Mix: Other: 5 Total Sales to Professional Trades: Plumbing: 69 53 Total Sales to Professional Trades: Plbg. and/or Plbg./Htg. Contractor: 72 Hydronic Heating (res./light comm.): 6 HirscH PiPe & Plbg. and/or Plbg./Htg. Contractor: 90 Remodeling Contractor: 4 Municipal Water/Utilities: 25 suPPly Remodeling Contractor: 10 AC /Refrig. Contractor: 1 Sales by Market Sector: 15025 Oxnard Street Suite 200 Top Plumbing Lines: Chicago Faucets, Delta, HVAC Contractor: 19 New Construction: 65 Van Nuys, CA 91411 American Std., American Water Heater, Builder: 1 Service/Maintenance/Repair/Operation: 12 818-756-0900 Toto-Kiki >

See contact information on page 130 See contact information on page 130 Wholesaling 58 • •THE WHOLESALER® — JULY 2010

Plumbing: 35 Retailers: 35 Pumps/Private Water Systems: 5 Industrial and Facilities: 10 Hydronic Heating (res./light comm.): 20 55 Total Sales to Professional Trades: Refrigeration: 10 tHe MacoMb Plbg. and/or Plbg./Htg. Contractor: 34 HVAC: 25 grouP Remodeling Contractor: 22 H/C Controls: 5 34400 Mound Road HVAC Contractor: 3 Sales by Market Sector: Sterling Heights, MI 48310 Builder: 11 100 New Construction: 25 586-274-4100 Utility Contractor: 7 Service/Maintenance/Repair/Operation: 20 Fax: 586-274-4125 Bath/Kitchen Dealer: 3 Remodel/Renovate/Rebuild/Rehabilitate/ Email: [email protected] Other 20 Replac:e 55 www.macombgroup.com Top Plumbing Lines: American Std., Sterling, Top PVF Lines: Nibco, Honeywell, Red White, Sales Volume by Customer Type: Employees: 225 Delta, Moen, AO Smith Watts, Wilkins Trade and Builders: 65 Outside Sales: 36 Top PVF Lines: Nibco, Wheatland, Apollo Valve, Officers: William D. Glockner, President/CEO, Commercial Bldg. Owners/Managers: 4 Inside Sales: 40 Victaulic, Weldbend Daniel J. Mariscal, Chairman, Doug Evans, Consumers: 1 Total Locations: 15 Officers: Murray Miller, President, Sam M. Director of Business Development, Bob Hydronic Heating (res./light comm.): 25 Locations Opened in 2009: 3 Miller, VP, Sam H. Miller, VP, Ken Miller, Sec- Berumen, Marketing, Fred Laube, Purchas- Industrial and Facilities: 5 Locations to be opened 2010: 5 retary, VP Purchasing, Julian Lehman, Treas- ing, Jiro Akasaka, Branch Operations, Sales Volume by Market: Member of a Buying Group: yes urer, Controller Joseph King, Director of Finance Residential/Light Commercial: 65 Key Buying Influences: President/Vice Presi- Comm./Institutional (Incl. High-Rise dent/Purchasing Agents Residential): 25 Master Distributor: yes 57 54 Industrial and Facilities: 10 Territory: MI, IN, OH, PA, KY, TN century irr suPPly Total Sales to Professional Trades: Sales Mix: Holdings centers inc. Plbg. and/or Plbg./Htg. Contractor: 50 Industrial PVF: 95 Remodeling Contractor: 5 Plumbing: 5 10510 West Sam Houston Pkwy. S. 908 Niagara Falls Blvd. Houston, TX 77099 No. Tonawanda, NY 14120 AC /Refrig. Contractor: 10 Sales by Market Sector: HVAC Contractor: 30 New Construction: 65 281-530-2859 ; Fax: 281-530-8071 716-692-1600 Email: [email protected] Fax: 716-692-1611 Bath/Kitchen Dealer: 2 Service/Maintenance/Repair/Operation: 20 Top Plumbing Lines: A.O. Smith, Kohler, Remodel/Renovate/Rebuild/Rehabilitate/ www.centuryac.com Email: [email protected] Employees: 20 www.irrsupply.com Delta, Lasco, Bradford White Replace: 15 Top Heating & HVAC Lines: ICP, Weil McLain, Sales Volume by Customer Type: Outside Sales: 3 Showrooms: 6 Inside Sales: 71 Total Locations: 32 ECR/Dunkirk, Wirsbo, Bohn/Heatcraft Trade and Builders: 65 Top PVF Lines: Nibco, Cerro, Charlotte, Steel Utilities/Munic.: 15 Showrooms: 22 Locations to be opened 2010: 4 Total Locations: 23 Member of a Buying Group: yes Pipe Commercial Bldg. Owners/Managers: 1 Other Wholesalers: 1 Locations Opened in 2009: 1 Territory: NY, N.W. PA Officers: Michael Stetter, CEO, Michael Duffy, Member of a Buying Group: yes Sales Mix: President Hydronic Heating (res./light comm.): 3 Industrial and Facilities: 15 Territory: TX, NE, IA, MN, SD, MO Sales Volume by Market: Sales Mix: Residential/Light Commercial: 5 Plumbing: 2 Other Wholesalers: 1 Refrigeration: 2 Comm./Institutional (Incl. High-Rise HVAC: 90 Residential): 20 H/C Controls: 5 Industrial and Facilities: 74 Electrical Tools and Equipment: 1 WHAT DOES EQUITY HAVE Total Sales to Professional Trades: Sales by Market Sector: Plbg. and/or Plbg./Htg. Contractor: 20 New Construction: 15 ON TAP FOR YOUR BUSINESS? AC /Refrig. Contractor: 2 Remodel/Renovate/Rebuild/Rehabilitate/ HVAC Contractor: 5 Replace: 85 Builder Utility Contractor: 10 Sales Volume by Customer Type: Top Plumbing Lines: Tyler, Eljer, Sloan, Trade and Builders: 83 POWERFUL MARKETING SUPPORT & PROGRAMS Jay R. Smith, Crane Commercial Bldg. Owners/Managers: 12 Top Heating & HVAC Lines: Lochinvar, Modine Other Wholesalers: 5 Top PVF Lines:Victaulic, Wheatland, Nibco, Sales Volume by Market: SUPPLYLINES - a full-color, individually customized Apollo, Weldbend Residential/Light Commercial: 95 newsletter with content that is provided by approved Officers: Keith Schatko, Exec. VP, David Other Wholesalers: 5 Manufacturers. Margolis, CFO, Bill McGivern, Pres./CEO, Total Sales to Professional Trades: Chuck Raymond, National Sales Mgr., Dick Plbg. and/or Plbg./Htg. Contractor: 1 THE PLUMBING ADVOCATE - a featured publication, Dixon, VP, Brandon Perilli, Purchasing, AC /Refrig. Contractor: 4 showcasing Manufacturers to industrial purchasing and Steve Dixon, VP, Ron Felder, Quotations HVAC Contractor: 95 sales managers. Mgr., Jim Tucker, VP Top Plumbing Lines: State Water Heaters, Wirsbo, Eljers Tools, Delta Faucet, Crest- VOLUME PLUS - a conduit o ering incremental line Plastic growth plans, which establish individual sales goals Top Heating & HVAC Lines: Rheem, Non- 56 dyne, Fasco, Tecumsch, First Company for participating Members. truMbull Officers: Rick Luke, President, Billy Griffin, PROFIT POWER - signi cant  nancial incentives industries, inc. VP Sales, Steve Fair, VP Purchasing, Ken 400 Dietz Road, PO Box 30 for converting business to approved Manufacturers. Schrciber, VP IT, Jim Vetter, CFO, Bill Hall, Warren, OH 44482 VP COO INCENTIVE TRAVEL - a way to drive sales by o ering 330-393-6624; Fax: 330-399-4421 cost-e ective travel incentives to your customers. Email: [email protected] www.trumbull.com 58 PROMOTION EXPRESS - monthly promotions that Employees: 225 auer steel & are exclusive to the Equity Plumbing Membership. Outside Sales: 37 Inside Sales: 57 Heating FEATURED PRODUCTS - new product bulletins, Showrooms: 4 suPPly co. o ering Vendors an e cient means to promote Total Locations: 6 2935 W. Silver Spring Drive and sell new products and services to the Equity Member of a Buying Group: yes Milwaukee, WI 53209 Territory: OH, PA, NY 414-463-1234 Membership. Sales Mix: Fax: 414-463-6803 Industrial PVF: 10 Email: [email protected] So, what does EQUITY have on tap for YOUR business?... PROFITS! Plumbing: 53 www.auersteel.com Industrial M/R/O Supplies: 4 Employees: 188 Municipal Water/Utilities: 27 Outside Sales: 24 Equity Plumbing provides a full range of marketing services and Tools and Equipment: 1 Inside Sales: 50 sales support to a network of independent wholesale distributors Other: 5 Total Locations: 7 that services nearly every primary and secondary market in the Sales by Market Sector: Member of a Buying Group: yes United States. THAT is power that ows to your bottom line. New Construction: 65 Territory: WI, MN, ND, N. MI Service/Maintenance/Repair/Operation: 10 Sales Mix: WWW.EQUITYPLUMBING.COM Remodel/Renovate/Rebuild/Rehabilitate/ Plumbing: 4 (888) 433-2342 X234 Replace: 25 Hydronic Heating (res./light comm.): 7 Sales Volume by Customer Type: HVAC: 70 Trade and Builders: 19 H/C Controls: 4 CALL TODAY TO LET THE PROFITS FLOW TO YOUR BOTTOM LINE Utilities/Munic.: 27 Other: 15 Commercial Bldg. Owners/Managers: 5 Top Heating & HVAC Lines: Carrier, Bryant, See contact information on page 130 Consumers: 4 Mitsubishi Burnham, Payne > A. O. Smith is taking over Takagi’s North American operations. Now, only one question remains: why go with anyone else? With the leader in innovative hot water solutions joining forces with the expert in tankless, a true high efficiency hot water solutions powerhouse has been created — and your customers will never look back.

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See contact information on page 130 Wholesaling 62 • •THE WHOLESALER® — JULY 2010

AC /Refrig. Contractor: 5 Service/Maintenance/Repair/Operation: 25 Employees: 230 HVAC Contractor: 35 Remodel/Renovate/Rebuild/Rehabilitate/ Outside Sales: 13 Builder: 5 Replace: 40 Inside Sales: 42 Utility Contractor: 2 Sales Volume by Customer Type: Showrooms: 3 Top Plumbing Lines: Sloan, Kohler, AO Trade and Builders: 80 Total Locations: 13 Smith, Elkay, Charlotte Pipe & Foundry Utilities/Munic.: 5 Locations Opened in 2009: 1 Top Heating & HVAC Lines: Rheem, ICP, Weil Hydronic Heating (res./light comm.): 40 Locations to be opened 2010: 1 100 McLain, Snap-Rite, Climatemaster Industrial and Facilities: 15 Member of a Buying Group: yes Top PVF Lines:Nibco, Cerro Flow Products, Sales Volume by Market: Member of Integrated Supply Group: yes Officers: Don M. Curtes, President, Mike Anvil, Milwaukee Valve, Wheatland Residential/Light Commercial: 15 Key Buying Influences: Embassy Group Curtes, VP, Dan Beno VP Officers: Stan Collins, President, Martha Collins, Industrial and Facilities: 15 Master Distributor: Yes - TOTO Secretary, Susan Collins, Chairwoman of Total Sales to Professional Trades: Territory: Southern CA Board, Dawn Edwards, Dir. Of Employee Plbg. and/or Plbg./Htg. Contractor: 70 Sales Mix: 59 Relations, Tim Urban, VP Of Purchasing, Julie Remodeling Contractor: 10 Industrial PVF: 2 Driscoll, IT Mgr., Ryan Curry, Controller HVAC Contractor: 10 Plumbing: 98 aMerican Builder: 5 Sales by Market Sector: refrigeration Utility Contractor: 5 New Construction: 3 suPPlies, inc. 61 Top Plumbing Lines: Kohler, Rheem, Lasco, Service/Maintenance/Repair/Operation: 50 2632 E. Chambers Street JoHnson suPPly Aker, Mansfield Remodel/Renovate/Rebuild/Rehabilitate/ Phoenix, AZ 85036 Top Heating & HVAC Lines: Burnham, Replace: 47 602-243-2792 & equiPMent Wirsbo/Uponor, Taco, Slant/Fin, Amtrol Sales Volume by Customer Type: Fax: 602-243-2893 corP. Top PVF Lines:Elkhart, Charlotte, Watts, Trade and Builders: 98 Email: [email protected] 10151 Stella Link Conbraco, Cambridge Lee Commercial Bldg. Owners/Managers: 1 www.arsnet.com Houston, TX 77025 Officers: Thomas Mullen, President/CEO, Patrick Other Wholesalers: 1 Employees: 205 713-830-2300 Chute, Exec VP, CFO, Steve Wilson, Credit Sales Volume by Market: Outside Sales: 15 Fax: 713-661-3684 Manager, Frank Arsenault, Dir. Of Purchasing Residential/Light Commercial: 98 Inside Sales: 115 Email: [email protected] Other Wholesalers: 1 Showrooms: 33 wwwjohnsonsupply.com Industrial and Facilities: 1 Total Locations: 31 Employees: 240 63 Top Plumbing Lines: TOTO, American Stan- Member of a Buying Group: yes Outside Sales: 25 PluMb suPPly dard, A.O. Smith, Nibco, Noritz Key Buying Influences: Director of Sales, Inside Sales: 90 Top PVF Lines:: Nibco, Cerro, Grinnell, Anvil Officers Showrooms: 24 coMPany International, Total Locations: 24 1622 N.E. 51st Avenue Officers: Alan Shapiro, CEO, Greg Boiko, Territory: CA, NV, AZ, NM, TX, VA Des Moines, IA 50306 Sales Mix: Member of a Buying Group: yes President, Laura Houston, Controller, Trish Key Buying Influences: Purchasing Manager, 515-262-9511 Dougherty, Corporate Secretary, Bob Refrigeration: 60 Fax: 515-262-5893 HVAC: 40 Product Managers Riggs, GM, Brooke Shapiro, PR Mngr. Territory: TX, SE LA Email: [email protected] Total Sales to Professional Trades: www.plumbsupply.com AC /Refrig. Contractor: 90 Sales Mix: Refrigeration: 10 Employees: 219 Other: 10 Outside Sales: 28 65 Top Heating & HVAC Lines: American Std., HVAC: 80 Other: 10 Inside Sales: 66 aces a/c Copeland, Dupont, Larkin, Mitsubishi Showrooms: 11 Officers: Stephen Martin, President, Joe Ward, Sales by Market Sector: suPPly inc. Total Locations: 17 PO Box 330130 VP, Paul Sykes, President, VA Division New Construction: 10 Service/Maintenance/Repair/Operation: 90 Member of a Buying Group: Yes Houston, TX 77233-0130 Sales Volume by Customer Type: Territory: IA 713-738-3800 Trade and Builders: 70 Sales Mix: Fax: 713-738-3855 60 Industrial PVF: 14 Email: [email protected] Commercial Bldg. Owners/Managers: 10 connor co. Industrial and Facilities: 20 Plumbing: 43 Employees: 24 2800 NE Adams Sales Volume by Market: Hydronic Heating (res./light comm.): 14 Outside Sales: 25 Peoria, IL 61603 Residential/Light Commercial: 70 HVAC: 29 Inside Sales: 36 309-688-1068 Comm./Institutional (Incl. High-Rise Sales by Market Sector: Showrooms: 14 Fax: 309-688-4120 Residential): 15 New Construction: 40 Total Locations: 14 Email: [email protected] Industrial and Facilities: 15 Service/Maintenance/Repair/Operation: 20 Member of a Buying Group: yes www.connorco.com Total Sales to Professional Trades: Remodel/Renovate/Rebuild/Rehabilitate/ Member of Integrated Supply Group: yes Employees: 225 HVAC Contractor: 100 Replace: 40 Key Buying Influences: Product Managers Outside Sales: 34 Top Heating & HVAC Lines: York, Dupont, Bard, Sales Volume by Customer Type: Master Distributor: yes Inside Sales: 23 Sporlan, Honeywell Trade and Builders: 93 Territory: TX, OK, LA Showrooms: 12 Officers: Carl I Johnson, Jr., Chairman & CEO, Utilities/Munic.: 3 Sales Mix: Total Locations: 24 Richard W. Cook, President & COO, Darrell J. Retailers: 1 HVAC 100 Member of a Buying Group: yes Simoneaux, VP Logistics, James B. Cook, Industrial and FacilitiesL: 2 Sales by Market Sector: Key Buying Influences: VP of Purchasing Business Development Donald K. Wile, VP & Sales Volume by Market: New Construction: 5 Territory: IL, IA, IN, MO, WI CFO, Sonia Mendiola VP Sales & Marketing, Residential/Light Commercial: 40 Remodel/Renovate/Rebuild/Rehabilitate/ Sales Mix: Douglas Domgard, VP Branch Operations Other Wholesalers: 1 Replace: 95 Industrial PVF: 7 Comm./Institutional (Incl. High-Rise Sales Volume by Customer Type: Plumbing: 31 Residential): 10 Trade and Builders 100 Heating (res./light comm.): 1 Industrial and Facilities: 3 Sales Volume by Market: Municipal Water/Utilities: 5 62 Total Sales to Professional Trades: Residential/Light Commercial: 100 HVAC: 3 redlon & Plbg. and/or Plbg./Htg. Contractor: 75 Total Sales to Professional Trades: Comm./Institutional PVF: 2 JoHnson Remodeling Contractor: 2 HVAC Contractor: 100 H/C Controls: 5 172-174 St. John St. AC /Refrig. Contractor: 10 Top Heating & HVAC Lines: American Std., Other: 5 Portland, ME 04102 HVAC Contractor: 15 Aspen, Fujitsu, Climate Master, Mortex Sales by Market Sector: 207-773-4755 Top Plumbing Lines: Ruud Water Heaters, Officers: Mike Davenport, President, South Div., New Construction: 60 Fax: 207-828-1704 Kohler, Delta, Lasco Bathware, Gerber Michelle Shearer Rodriguez, President, North Service/Maintenance/Repair/Operation 20 Email: [email protected] Plumbing Div., David Collins, VP, Dan Davenport, VP, Remodel/Renovate/Rebuild/Rehabilitate/ www.redlon-johnson.com Top Heating & HVAC Lines: Rheem, Rick Wedow, VP, Tim Davidson, VP Replace: 20 Employees: 185 Champion Furnace Corp., Wirsbo Corp., Sales Volume by Customer Type: Outside Sales: 23 Weil McLain, Hydron Module Trade and Builders: 70 Inside Sales: 82 Top PVF Lines: AB & I, Cerro Flow, Cresline 66 Utilities/Munic.: 2 Showrooms: 5 Plastic, Nibco Inc., Mueller Streamli, Jim blackMan Commercial Bldg. Owners/Managers: 2 Total Locations: 16 Foth, Secretary & VP Information Systems, Consumers: 4 Locations Opened in 2009: 1 John Petersen, VP Operations, John PluMbing Retailers: 2 Locations to be opened 2010: 1 Templeton, VP Sales & Marketing suPPly co., inc. Hydronic Heating (res./light comm.): 10 Member of a Buying Group: yes 900 Sylvan Ave Industrial and Facilities: 9 Key Buying Influences: President, Branch Bayport, NY 11705-1012 Other: 5 Mgrs., Dir. of Purchasing 631-823-4300; Fax: 631-823-4302 Sales Volume by Market: Territory: NH, MA, VT, PA, MD, OH 64 Email: [email protected] Residential/Light Commercial: 55 Sales Mix: exPress PiPe & www.blackman.com Other Wholesalers: 1 Industrial PVF: 5 suPPly co., inc. Showrooms: 11 Comm./Institutional (Incl. High-Rise Plumbing: 35 2644 30th St. Suite 102 Territory: NY Residential): 20 Pumps/Private Water Systems: 15 Santa Monica, CA 90405 Sales Mix: Industrial and Facilities: 24 Hydronic Heating (res./light comm.): 40 310-204-7238 Plumbing: 50 Total Sales to Professional Trades: Industrial M/R/O Supplies: 5 Fax: 310-204-7288 Hydronic Heating (res./light comm.): 38 Plbg. and/or Plbg./Htg. Contractor: 43 Sales by Market Sector: Email: [email protected] Municipal Water/Utilities: 2 Remodeling Contractor: 10 New Construction: 25 www.expresspipe.com HVAC: 10 > See contact information on page 130 Wholesaling 64 • •THE WHOLESALER® — JULY 2010

Top Heating & HVAC Lines: Goodman Mfg., Sales Mix: Amana, Fujitsu, Spacepak, Fraser-Johnston Refrigeration: 15 69 Top PVF Lines:Watts, Matco Norca, Charlotte HVAC: 85 amerIpIpe Officers: William Pagano, CEO, William Salek, Sales by Market Sector: SupplyInC. CFO, Charlie Milich, President-RAL Supply, New Construction: 15 11430 Denton Drive Rick Hennig, President-A/U Supply, Pete Service/Maintenance/Repair/Operation: 45 Dallas, TX, 75229 Gasiewicz, VP Sales Remodel/Renovate/Rebuild/Rehabilitate/ 100 972-241-1666 Replace: 40 Fax: 972-241-3990 Sales Volume by Customer Type: Email: [email protected] 71 Trade and Builders: 90 www.ameripipe.com WolffBroS. Utilities/Munic.: 5 Employees: 156 Industrial and Facilities: 5 Outside Sales: 26 Supply& Sales Volume by Market: 67 Inside Sales: 22 eleCtrICalInC. Residential/Light Commercial: 95 roBertSon Total Locations: 8 6078 Wolff Road Industrial and Facilities: 5 Member of a Buying Group: yes Medina, OH 44256 Total Sales to Professional Trades: heatIng Key Buying Influences: Purchasing Manager 330-725-3451 AC /Refrig. Contractor: 15 SupplyCo. & Operation Manager Fax: 330-723-7992 HVAC Contractor: 85 2155 W. Main Street Territory: TX, NM, OK, KS, AR, LA Email: [email protected] Top Heating & HVAC Lines: Rheem, Alliance, OH 44601 Sales Mix: www.wolffbros.com Copeland, Honeywell, Sporlan, Mueller 330-821-9180 Industrial PVF: 30 Employees: 238 Officers: James S. Byram, President, Lincoln Fax: 330-821-8251 PVF: 70 Outside Sales: 24 E. Lakoff, Secretary, John L. Hall, VP Email: [email protected] Sales by Market Sector: Inside Sales: 70 www.rhs1.com New Construction: 80 Showrooms: 3 Employees: 235 Service/Maintenance/Repair/Operation: 15 Total Locations: 10 73 Outside Sales: 32 Remodel/Renovate/Rebuild/Rehabilitate/ Locations Opened in 2009: 1 Central Inside Sales: 20 Replace: 5 Locations to be opened 2010: 1 Showrooms: 5 Sales Volume by Customer Type: Member of a Buying Group: yes SupplyCo.,InC. Total Locations: 28 Trade and Builders: 80 Territory: Northern Ohio P.O. Box 1982 Member of a Buying Group: yes Utilities/Munic.: 5 Sales Mix: Indianapolis, IN 46206-1982 Key Buying Influences: Dir. Of Mktg., Commercial Bldg. Owners/Managers: 2 Industrial PVF: 2 317-898-2411 Product Mgr. Industrial and Facilities:10 Plumbing: 25 Fax: 317-899-6421 Territory: OH, W.PA, W.VA, MI Other: 3 Pumps/Private Water Systems: 1 Email: [email protected] Sales Mix: Sales Volume by Market: Hydronic Heating (res./light comm.): 1 Employees: 165 Plumbing: 48 Residential/Light Commercial: 2 Industrial M/R/O Supplies: Outside Sales: 16 Hydronic Heating (res./light comm.): 7 Other Wholesalers: 3 HVAC: 3 Inside Sales: 25 HVAC: 42 Comm./Institutional (Incl. High-Rise Comm./Institutional PVF: 4 Showrooms: 3 Other: 3 Residential): 85 H/C Controls: 1 Total Locations: 4 Sales by Market Sector: Industrial and Facilities: 10 Electrical: 50 Member of a Buying Group: yes New Construction: 35 Total Sales to Professional Trades: Tools and Equipment: 3 Territory: IN, NW OH, S. MI Service/Maintenance/Repair/Operation: 63 Plbg. and/or Plbg./Htg. Contractor: 10 Sales by Market Sector: Sales Mix: Other: 2 HVAC Contractor: 5 New Construction: 40 Industrial PVF: Plumbing: 48 Sales Volume by Customer Type: Other: 85 Service/Maintenance/Repair/Operation: 30 Pumps/Private Water Systems: 2 Trade and Builders: 93 Top PVF Lines: Weldbend, Nibco, Tyco, Remodel/Renovate/Rebuild/Rehabilitate/ Hydronic Heating (res./light comm.) Other Wholesalers: 2 Victaulic, Bull Moose Tube Replace: 30 HVAC: 1 Hydronic Heating (res./light comm.): 5 Officers: Jerome James, President, Marvin Sales Volume by Customer Type: Comm./Institutional PVF: 18 Sales Volume by Market: Kunkel, EVP, Blair Franklin, VP Sales, Trade and Builders: 70 H/C Controls Electrical: 31 Residential/Light Commercial: 85 Chris James, VP Finance, Randy Ensch, VP Utilities/Munic.: 4 Sales by Market Sector: Comm./Institutional (Incl. High-Rise Operations Commercial Bldg. Owners/Managers: 10 New Construction: 90 Residential): 15 Retailers: 4 Service/Maintenance/Repair/Operation: 5 Total Sales to Professional Trades: Hydronic Heating (res./light comm.): 1 Remodel/Renovate/Rebuild/Rehabilitate Plbg. and/or Plbg./Htg. Contractor: 50 Industrial and Facilities: 10 Replace: 5 HVAC Contractor: 45 70 Sales Volume by Market: Sales Volume by Customer Type: Builder: 5 ColonIal Residential/Light Commercial: 70 Trade and Builders: 95 Top Plumbing Lines: Rheem, American Stan- CommerCIal Other Wholesalers: 2 Utilities/Munic.: 1 dard, Weil McLain, Aker/Maax, Delta Comm./Institutional (Incl. High-Rise Consumers: 1 Top Heating & HVAC Lines: Rheem, Lukjan, Corp. Residential): 20 Industrial and Facilities: 2 Tempstar, Majestic Steel, Honeywell 275 Wagaraw Road Industrial and Facilities: 10 Sales Volume by Market: Top PVF Lines: Mueller, Charlotte, Cerro, Hawthorne, NJ 07506 Total Sales to Professional Trades: Residential/Light Commercial: 30 North American, Bristol, Zurn 973-427-3320 Plbg. and/or Plbg./Htg. Contractor: 29 Other Wholesalers: 1 Officers: Scott Robertson, President, Ed Fax: 973-427-6981 Remodeling Contractor: 9 Comm./Institutional (Incl. High-Rise Robertson, Exec. VP, Scott Middleton, Email: [email protected] HVAC Contractor: 15 Residential): 70 Director of Marketing, Bruce Bourne, VP www.colonialcomm.com Builder: 5 Total Sales to Professional Trades: Operations, Don Lemley, VP Branch Opera- Employees: 162 Outside Sales: 25 Bath/Kitchen Dealer: 4 Plbg. and/or Plbg./Htg. Contractor:65 tions, Geoff Alpert, Director of Sales, Inside Sales: 46 Other 38 Other: 35 Susan Robertson Neil, Director of HR Showrooms: 6 Top Plumbing Lines: Kohler, Moen, Maax, Top Plumbing Lines: AO Smith, American Total Locations: 19 AO Smith, Mansfield Standard, Zurn, Elkay Locations Opened in 2009: 1 Top Heating & HVAC Lines: American Std, Top PVF Lines:Nibco, Victaulic Member of a Buying Group: yes Snappy, H & C, Cambridge Lee, Burnham Officers: Gene Burt, Chairman of the Board, 68 Member of Integrated Supply Group: yes CraWforD Top PVF Lines: Mueller, Ward, Wheatland, David Hughes, Exec. VP/Treasurer, Keith Territory: NJ, NY, PA, MA VM Mfg., Bristol Gilbert, VP Sales, Doyle McCauley, VP SupplyCo. Sales Mix: Officers: Howard Wolff, President, George General Manager, Ted Ashcraft, VP Sales, 8150 N. Lehigh Plumbing: 5 Wolff, VP Sales, Ken Wolff, VP Purchasing, Randy Strong, VP General Manager Morton Grove, IL 60053 Hydronic Heating (res./light comm.): 39 Jeff Wolff, VP A/R, Mike Huttinger, VP 847-967-1414 HVAC: 42 Wooster Branch Manager, Irene Hill, Secre- Fax: 847-967-2183 H/C Controls: 14 tary/Treasurer, Ted Wolff, VP Operations Employees: 160 Sales by Market Sector: New Construction: 5 74 Outside Sales: 25 Service/Maintenance/Repair/Operation: 75 theBehler- Inside Sales: 30 Remodel/Renovate/Rebuild/Rehabilitate/ youngCompany Showrooms: 15 Replace: 20 72 4900 Clyde Park, S.W. Total Locations: 24 Sales Volume by Customer Type: eD’SSupply Grand Rapids, MI 49509 Locations to be opened 2010: 1 Trade and Builders: 92 Co.InC. 616-531-3400 Territory: Other Wholesalers: 5 711 6th Avenue S Fax: 616-531-6740 Sales Mix: Consumers: 3 Nashville, TN 37203 Email: [email protected] Plumbing: 60 Sales Volume by Market: 615-244-2600 www.behler-young.com Pumps/Private Water Systems: 10 Residential/Light Commercial: 80 Fax: 615-259-3319 Employees: 154 Hydronic Heating (res./light comm.): 5 Other Wholesalers: 5 Email: [email protected] Outside Sales: 15 HVAC: 25 Comm./Institutional (Incl. High-Rise Employees: 170 Inside Sales: 56 Top Plumbing Lines: Kohler, Moen, Delta, Residential): 15 Showrooms: 14 Showrooms: 15 American Standard, Grohe Total Sales to Professional Trades: Total Locations: 14 Total Locations: 16 Top Heating & HVAC Lines: Nordyne, Hart & Plbg. and/or Plbg./Htg. Contractor: 45 Locations Opened in 2009: 2 Member of a Buying Group: yes Cooley HVAC Contractor: 55 Locations to be opened 2010: 1 Territory: MI Officers: Sig Feiger, President, Top Plumbing Lines: Kohler, Delta, Gerber, Member of a Buying Group: yes Sales Mix: Steven Feiger, VP Ultra Tub, Swan Territory: TN, AR, GA Hydronic Heating (res./light comm.): 3 > The Best Products, The Best Service...

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Service Metal Products Co. Service Metal of the Carolinas Serving the Midwest & Western U.S. Serving the Eastern U.S. Toll Free: 800-325-7820 Toll Free: 800-438-6946 Fax: 314-231-1821 www.servicemetal.net Fax: 704-331-0646 See contact information on page 130 ONE CALL STILL GETS IT ALL Wholesaling 66 • •THE WHOLESALER® — JULY 2010

www.theportlandgroup.com shine, Reg Vice President, Sheila Cregger, Minneapolis, MN 55442-4505 Employees: 152 Sec/Treasurer, Terry Catoe, Controller, Brendan 763-545-1717 Outside Sales: 11 Donohue, VP of Procurement, Vince Guillory, Fax: 763-525-5884 Inside Sales: 40 VP of HVAC, John McCall, General Credit Mgr., Email: [email protected] Showrooms: 4 Matthew Cregger, VP of Operations www.JHLarson.com Total Locations: 11 Employees: 70 Locations Opened in 2009: 1 Outside Sales: 13 100 Member of a Buying Group: yes 78 Inside Sales: 15 Refrigeration: 5 Territory: MA, NH, RI, ME roBertJameS Showrooms: 5 HVAC 89 Sales Mix: SaleSInC. Total Locations: 9 H/C Controls 5 Industrial PVF: 3 Locations Opened in 2009: 1 Hydronic Heating (res./light comm.): 20 P.O. Box 1144 Member of a Buying Group: yes Electrical Tools and Equipment Other Tavernier, FL 33070 Sales by Market Sector: Refrigeration: 2 Key Buying Influences: Corporate Mgr., Plg & HVAC: 20 305-852-1694 HVAC New Construction: 10 Fax: 305-852-5091 Service/Maintenance/Repair/Operation: 40 H/C Controls: 3 Master Distributor: yes - Nordyne Electrical Tools and Equipment: 3 Email: [email protected] Territory: MN, WI, SD, IA Remodel/Renovate/Rebuild/Rehabilitate/ www.rjsales.com Replace: 50 Sales by Market Sector: Sales Mix: New Construction: 40 Employees: 130 Industrial PVF: 1 Sales Volume by Customer Type: Outside Sales: 29 Trade and Builders: 100 Remodel/Renovate/Rebuild/Rehabilitate/ Plumbing: 13 Replace: 40 Inside Sales: 3029 Hydronic Heating (res./light comm.) 2 I Sales Volume by Market: Total Locations: 9 Residential/Light Commercial: 65 Sales Volume by Customer Type: HVAC: 13 Trade and Builders: 90 Locations Opened in 2009: 1 Electrical: 70 Comm./Institutional (Incl. High-Rise Master Distributor: yes - 2205 Duplex Residential): 20 Utilities/Munic.: 1 Tools and Equipment: 1 Commercial Bldg. Owners/Managers: 1 Territory: ME, MA, CN, UT, NH, NY, NJ, DE, MD, Sales by Market Sector: Industrial and Facilities: 15 VA, NC, SC, OH, MI, IN, KY, IL, WT, MN, ND, Total Sales to Professional Trades: Consumers: 5 New Construction: 80 Hydronic Heating (res./light comm.): 20 SD, ID, NE, MO, AR, VT, WV, WI, TN Service/Maintenance/Repair/Operation: 10 Plbg. and/or Plbg./Htg. Contractor: 5 Sales Mix: AC /Refrig. Contractor: 5 Industrial and Facilities: 1 Remodel/Renovate/Rebuild/Rehabilitate/ Sales Volume by Market: Industrial PVF: 100 Replace: 10 HVAC Contractor: 90 Sales by Market Sector: Top Plumbing Lines: Bradford White Total Sales to Professional Trades: Sales Volume by Customer Type: HVAC Contractor: 30 New Construction: 65 Trade and Builders: 82 Top Heating & HVAC Lines: Bryant, Payne, Hart Service/Maintenance/Repair/Operation: 35 & Cooley, Htg & Clg Products, Honeywell Other: 70 Utilities/Munic.: 2 Top Plumbing Lines: Kohler, Lasco, Sales Volume by Customer Type: Commercial Bldg. Owners/Managers: 3 Officers: Douglas R. Young, CEO, Richard W. Trade and Builders Utilities/Munic.: 8 Young, Chairman Symmons, Grohe, Bain Ultra Consumers: 1 Top Heating & HVAC Lines: Burnham, Weil, Al- Commercial Bldg. Owners/Managers: 6 Retailers: 1 lied Air, Nordyne, AO Smith Industrial and Facilities: 86 Hydronic Heating (res./light comm.): 2 Officers: Howard Rose, President, Richard Fox, Sales Volume by Market: Industrial and Facilities: 10 75 Other Wholesalers: 2 Treasurer, Joe Phillips, VP, Barry Novoson, VP Sales Volume by Market: SmarDan- Industrial and Facilities: 98 Residential/Light Commercial: 90 hatCherCo. Total Sales to Professional Trades: Other Wholesalers: 1 14009 Halldale Ave. Plbg. and/or Plbg./Htg. Contractor: 65 Comm./Institutional (Incl. High-Rise 77 HVAC Contractor: 10 Gardena, CA 93103 CreggerCo.InC. Residential): 5 310-532-5260 Top PVF Lines:Taylor Forge, MAASS, Core, Industrial and Facilities: 5 P.O. Box 219 Felker Bros., Bristol Metals Fax: 310-532-2567 Columbia, SC 29202 Total Sales to Professional Trades: Email: [email protected] Officers: Jim Bokor Sr, Chairman, Bob Glidden Plbg. and/or Plbg./Htg. Contractor: 17 803-791-5195 Jr., Co-Owner, Jim Bokor Jr., President, Jeff Employees: 115 Fax: 803-794-8375 Remodeling Contractor: 8 Outside Sales: 5 Parrish, National Sales Manager, Bob Bal- HVAC Contractor: 15 Email: [email protected] dauff, Corp. P.A., Joe McIntosh, VP Finance Inside Sales: 48 Employees: 186 Builder Utility Contractor: 1 Showrooms: 1 Outside Sales: 28 Bath/Kitchen Dealer: 1 Total Locations: 6 Inside Sales: 50 Top Plumbing Lines: Bradford White, Great Member of a Buying Group: yes 79 Lakes Plastics, Moen, Toto, Delta Showrooms: 11 Territory: CA, HI, Guam Total Locations: 27 DeaCon Top Heating & HVAC Lines: Nordyne, Sales Mix: Locations Opened in 2009: 7 InDuStrIal Snappy, Hart & Cooley, Titeflex, Rehau Industrial PVF: 35 Locations to be opened 2010: 2 165 Boro Line Rd. Top PVF Lines: Cerro, Mueller, Elkhart, Plumbing: 20 Member of a Buying Group: yes King of Prussia, PA 19406 Cresline, Watts Municipal Water/Utilities: 15 Key Buying Influences: Purchasing Manager 610-265-5322 Officers: Greg Pahl, President/CEO, Edward Comm./Institutional PVF; 15 Territory: SC, NC, VA, GA, TN, MO, IL, KY, MS Fax: 610-265-6470 Chesen, VP, GM, Chuck Pahl, Chairman of Tools and Equipment: 5 Sales Mix: Email: [email protected] Board Sales by Market Sector: Industrial PVF: 2 www.deaconind.com New Construction: 40 Plumbing: 90 Employees: 95 Service/Maintenance/Repair/Operation: 15 Pumps/Private Water Systems: 1 Outside Sales: 10 81* Remodel/Renovate/Rebuild/Rehabilitate/ HVAC: 7 Inside Sales: 13 refrIgeratIon Replace: 25 Sales by Market Sector: Total Locations: 2 Sales Volume by Customer Type: SaleSCorp. New Construction: 80 Member of a Buying Group: yes 9450 Allen Drive Trade and Builders: 70 Service/Maintenance/Repair/Operation: 10 Key Buying Influences: Director of Purchasing Utilities/Munic.: 10 Valley View, OH 44145 Remodel/Renovate/Rebuild/Rehabilitate/ Territory: PA, DE, NJ, MD 216-525-8200 Industrial and Facilities: 10 Replace: 10 Sales Mix: Sales Volume by Market: Fax: 216-525-8299 Sales Volume by Customer Type: Industrial PVF: 40 Email: [email protected] Residential/Light Commercial: 20 Trade and Builders: 77 Comm./Institutional PVF 60 Other Wholesalers: 10 www.refrigerationsales.net Utilities/Munic.: 3 Sales by Market Sector: Employees: 120 Comm./Institutional (Incl. High-Rise Commercial Bldg. Owners/Managers: 1 New Construction: 50 Residential): 30 Outside Sales: 16 Consumers: 14 Service/Maintenance/Repair/Operation: 50 Inside Sales: 46 Industrial and Facilities: 40 Retailers: 2 Sales Volume by Customer Type: Total Sales to Professional Trades: Showrooms: 11 Industrial and Facilities: 1 Trade and Builders: 60 Total Locations: 11 Plbg. and/or Plbg./Htg. Contractor: 80 Sales Volume by Market: Industrial and Facilities: 40 Remodeling Contractor: 15 Locations Opened in 2009: 1 Residential/Light Commercial: 60 Sales Volume by Market: Locations to be opened 2010: 1 Dealer: 5 Other Wholesalers: 1 Comm./Institutional (Incl. High-Rise Top Plumbing Lines: American Std., Toto, Member of a Buying Group: yes Comm./Institutional (Incl. High-Rise Residential): 60 Territory: OH Nibco, Chicago, Delta Residential): 35 Industrial and Facilities: 40 Top Heating & HVAC Lines: Williams, Cozy Sales Mix: Industrial and Facilities: 4 Total Sales to Professional Trades: Refrigeration: 20 Top PVF Lines: Nibco, Matco, Brasscraft, Total Sales to Professional Trades: Plbg. and/or Plbg./Htg. Contractor: 50 Ward, Braukman HVAC: 70 Plbg. and/or Plbg./Htg. Contractor: 90 HVAC Contractor: 50 H/C Controls: 5 Officers: Rick Leoff, President, Sam Benton, Remodeling Contractor: 1 Top Heating & HVAC Lines: Weil McLain Chairman, Randy Benton, VB CEO Electrical: 5 HVAC Contractor: 1 Top PVF Lines: Victaulic, Nibco, Wheatland, Sales by Market Sector: Builder: 4 Sarco, Jamesbury New Construction: 20 Utility Contractor: 1 Officers: William S. Vail, Owner/CEO, John J. Service/Maintenance/Repair/Operation: 40 76 Bath/Kitchen Dealer: 3 Fries, President, Amy Marotta, CFO, Chuck Remodel/Renovate/Rebuild/Rehabilitate/ theportlanD Top Plumbing Lines: American Standard, Geor- Bhl, VP Ind. Sales, Dan Trupea DOP Replace: 40 group gia Bathware, Moen, Sterling, Bradford White Sales Volume by Customer Type: 74 Salem Road Top Heating & HVAC Lines: Goodman Mfg Co, Trade and Builders 91 No. Billerica, MA 01862 Nordyne Inc, Quietside, Standex, Weitron 80 Commercial Bldg. Owners/Managers: 3 978-262-1444 Top PVF Lines:Charlotte, Cambridge-Lee, J.h.larSon Retailers: 3 Fax: 978-262-1487 Conbraco, Nibco, North American Pipe Company Industrial and Facilities: 3 Email: [email protected] Officers: Morris M. Cregger, CEO, Richard Brook- 10200 51st Ave. N Suite A Sales Volume by Market: > * Indicates tie Viega’sV ProPress® system is the fastest, most rreliable way to join metal piping and get you back oon your mission.

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See contact information on page 130 Wholesaling 68 • •THE WHOLESALER® — JULY 2010

Service/Maintenance/Repair/Operation: 50 Member of a Buying Group: yes Top PVF Lines:Milwaukee Valve, Victaulic, Territory: MI, OH Bonney Forge, DSI/PBV, Viega Sales Mix: 87 Officers: Gary Stratiner, President/CEO, Steve Hydronic Heating (res./light comm.): 2 aaronanD Lewis, CFO, Neil Weinstein, Comptroller, Refrigeration: 50 Company,InC. Pat Manning, VP Quality, Jerry Hendriks, HVAC: 35 30 Turner Place, PO Box 8310 VP Alaska, Steve Weber, VP PNW, Kevin H/C Controls: 8 Piscataway, NJ 08855 100 Collier, Purchasing Manager, Matt Electrical Tools and Equipment: 5 732-752-8200 Residential/Light Commercial: 50 Stratiner, Purchasing Sales by Market Sector: Fax: 732-752-8221 Comm./Institutional (Incl. High-Rise New Construction: 5 Email: [email protected] Residential): 35 Service/Maintenance/Repair/Operation: 65 www.aaronco.com Industrial and Facilities: 10 84 Remodel/Renovate/Rebuild/Rehabilitate/ Employees: 140 Total Sales to Professional Trades: torrIngton Replace: 30 Outside Sales: 5 Plbg. and/or Plbg./Htg. Contractor: 5 Sales Volume by Customer Type: Inside Sales: 34 SupplyCo.,InC. Trade and Builders: 70 Showrooms: 3 AC /Refrig. Contractor: 25 100 No. Elm Street, Box 2838 HVAC Contractor: 65 Utilities/Munic.: 5 Total Locations: 6 Waterbury, CT 06723-2838 Hydronic Heating (res./light comm.): 2 Member of a Buying Group: yes Top Heating & HVAC Lines: Carrier, Bryant, 203-756-3641 Payne, Heil Industrial and Facilities: 20 Key Buying Influences: Purchasing Mgr., Fax: 203-753-4317 Sales Volume by Market: VP/Treasurer/HVAC Div./President Officers: Warren Farr, CEP, Thomas J East, Email: [email protected] President Residential/Light Commercial: 65 Territory: NJ, NY, PA www.torringtonsupply.com Other Wholesalers: 5 Sales Mix: Employees: 140 Comm./Institutional (Incl. High-Rise Industrial PVF: Plumbing: 67 Outside Sales: 12 Residential): 15 Hydronic Heating (res./light comm.): 10 81* Inside Sales: 60 Industrial and Facilities: 20 HVAC: 21 all-texpIpe& Showrooms: 7 Total Sales to Professional Trades: Other 2 Supply,InC. Total Locations: 13 Plbg. and/or Plbg./Htg. Contractor: 10 Sales Volume by Market: 9743 Brockbank Locations Opened in 2009: 5 AC /Refrig. Contractor: 50 Residential/Light Commercial: 98 Dallas, TX 75354 Member of a Buying Group: yes HVAC Contractor: 30 Other Wholesalers: 2 214-389-2204 Territory: CT, MA, RI, NY Builder: 5 Total Sales to Professional Trades: Fax: 214-350-8988 Sales Mix: Utility Contractor: 5 Plbg. and/or Plbg./Htg. Contractor: 54 Email: [email protected] Industrial PVF: 15 Top Plumbing Lines: Navien, Burnham Remodeling Contractor: 15 www.alltexsupply.com Plumbing: 40 Top Heating & HVAC Lines: Emerson, HVAC Contractor: 18 Employees: 126 Pumps/Private Water Systems: 5 Climate Tech, RGF, American Standard, Builder: 4 Outside Sales: 14 Hydronic Heating (res./light comm.): 26 Mitsubishi, True Top Plumbing Lines: Bradford White, Inside Sales: 26 HVAC: 5 Officers: Ronald Vallan, President/CEO, An- American Standard, Moen, Delta, TOTO Total Locations: 6 Comm./Institutional PVF: 10 thony Vallan, VP, Ron Vandermeulen, VP, Top Heating & HVAC Lines: Nordyne, Burnham, Member of a Buying Group: yes H/C Controls: 2 Jim Falletich, VP, Dave Cornett, CFO, Louis Z & M Sheet Metal, Honeywell, Quiet Flex Key Buying Influences: VP Purchasing Electrical Tools and Equipment: 1 Vallan, Exec. VP, Ronald D. Vallan, VP Top PVF Lines: Nibco, Cambridge Lee, Matco Territory: TX Sales by Market Sector: Norca, North American Pipe, Viega Sales Mix: New Construction 20 Officers: Barry Portnoy, President, Richard Comm./Institutional PVF 100 Service/Maintenance/Repair/Operation: 60 Laudino, VP/ Treasure, Frank Laudino JR, Sales by Market Sector: Remodel/Renovate/Rebuild/Rehabilitate/ VP Secretary, Kevin Manning, Director of Replace: 20 86 New Construction: 75 InDepenDent Business Development, Tony Panko, Oper- Service/Maintenance/Repair/Operation: 10 Sales Volume by Customer Type: ations Manager, Steve Rush, Purchasing Remodel/Renovate/Rebuild/Rehabilitate/ Trade and Builders: 60 pIpe&Supply Manager, John Provenzano, HVAC Division Replace: 15 Utilities/Munic.: 7 Corp. Manager, Victor De Rosa, Controller Sales Volume by Customer Type: Other Wholesalers: 1 Whitman Road Trade and Builders: 82 Consumers: 2 Canton, MA 02021 Commercial Bldg. Owners/Managers: 1 Hydronic Heating (res./light comm.): 26 781-828-8500 Other Wholesalers: 5 Industrial and Facilities: 25 Fax: 781-821-8895 88* Industrial and Facilities: 8 Sales Volume by Market: Email: [email protected] eaStern Other: 4 Residential/Light Commercial: 55 www.indpipe.com InDuStrIal Sales Volume by Market: Other Wholesalers: 6 Employees: 96 Residential/Light Commercial: 2 Comm./Institutional (Incl. High-Rise Outside Sales: 15 SupplIeS,InC. Residential:) 25 11 Caledon Court, Suite A Other Wholesalers: 4 Inside Sales: 19 Greenville, SC 29615 Comm./Institutional (Incl. High-Rise Industrial and Facilities: 15 Total Locations: 6 Total Sales to Professional Trades: 864-451-5285 Residential): 82 Member of a Buying Group: yes Fax: 864-288-8826 Industrial and Facilities: 8 Plbg. and/or Plbg./Htg. Contractor: 50 Key Buying Influences: EVP, CFO, SLS MGR, Remodeling Contractor: 10 Email: [email protected] Other: 4 CEO www.easternfirst.com Total Sales to Professional Trades: AC /Refrig. Contractor: 1 Territory: MA, RI, CT, VT, NH, ME, Upper NY HVAC Contractor: 15 Employees: 155 Plbg. and/or Plbg./Htg. Contractor: 7 State Outside Sales: 26 AC /Refrig. Contractor: 1 Builder: 2 Sales Mix: Utility Contractor: 2 Inside Sales: 26 Other 92 Industrial PVF: 75 Total Locations: 12 Bath/Kitchen Dealer: 1 Top PVF Lines: Cast Iron, Copper Steel, Hydronic Heating (res./light comm.): 5 Locations Opened in 2009: 1 Valves, Hangers Top Plumbing Lines: American Std., A O Industrial M/R/O Supplies: 10 Member of a Buying Group: Yes Officers: Jill Brock Hurd, President/CEO, Dale Smith, Moen, TOTO, Elkay Refrigeration: 10 Member of Integrated Supply Group: Yes Hurd, EVP/ CFO, Mike Coltharp, Senior VP Top Heating & HVAC Lines: Burnham, Weil Sales by Market Sector: Key Buying Influences: Alyn Judkins-VP Sales, Larry Caffey, VP Operations, Brian McLain, Buderus, Honeywell, Taco New Construction: 75 Procurement Harrigan, VP Purchasing, Bob Arison, Top PVF Lines: NIBCO, Wheatland Tube, Service/Maintenance/Repair/Operation: 15 Master Distributor: yes - Bell-o-Seal Valves Senior VP/COO Anvil, JR Smith Remodel/Renovate/Rebuild/Rehabilitate/ Territory: NC, SC, GA, FL, AL Officers: Joel Becker, CEO, David Petitti, CFO, Replace: 10 Sales Mix: Nancy Becker, VP, Mitchel Miller, Dir. of Sales Volume by Customer Type: Industrial PVF: 70 83 Operations, Fred Ginsberg, Purchasing Trade and Builders: 60 Plumbing: 15 pugetSounD Agent, Chris Fasano, Sales Manager, Barry Utilities/Munic.: 10 Industrial M/R/O Supplies: 15 Wolff, President/COO, Manny Salinas, Dir. Hydronic Heating (res./light comm.): 5 Sales by Market Sector: pIpe&SupplyCo. of Marketing Industrial and Facilities: 25 New Construction: 60 7816 S 202nd Street Sales Volume by Market: Service/Maintenance/Repair/Operation: 15 Kent, WA 98032 Other Wholesalers: 5 Remodel/Renovate/Rebuild/Rehabilitate/ 253-796-9350 Comm./Institutional (Incl. High-Rise Replace: 25 Fax: 253-796-9355 85 youngSupply Residential): 10 Sales Volume by Customer Type: Email: [email protected] Industrial and Facilities: 85 Trade and Builders: 65 www.pspipe.com Company Total Sales to Professional Trades: Utilities/Munic.: 3 52000 Sierra Drive Employees: 100 Plbg. and/or Plbg./Htg. Contractor: 95 Commercial Bldg. Owners/Managers: 1 Chesterfield Twp, MI 48047 Outside Sales: 15 AC /Refrig. Contractor: 5 Other Wholesalers: 1 586-421-2400 Inside Sales: 20 Top Heating & HVAC Lines: Smith Boiler, Industrial and Facilities: 30 Fax: 586-421-1111 Total Locations: 7 Hydro Therm, RB,I Lochinvar Sales Volume by Market: Email: [email protected] Locations to be opened 2010: 1 Top PVF Lines: Victaulic, Milwaukee Valve, Other Wholesalers:1 www.youngsupply.com Member of a Buying Group: yes Wheatland Tube,, Weldbend Corp, Viega Comm./Institutional (Incl. High-Rise Employees: 170 Member of Integrated Supply Group: yes Officers: Edward J. Nierman, COB, Sheldon Residential): 1 Outside Sales: 22 Territory: WA, OR, AL, ID, HI M. Nierman, COB/CFO, Alan H. Mirson, Industrial and Facilities: 30 Inside Sales: 65 Sales Mix: Exec. VP, Jeffrey H. Nierman, Pres/CEO, Other: 68 Showrooms: 17 Industrial PVF: 100 Eric A. Kessler, VP, Lawrence Pengel, Corp. Total Sales to Professional Trades: Total Locations: 17 Sales by Market Sector: Sales Mgr., Sharon A. Norton, Treasurer Plbg. and/or Plbg./Htg. Contractor: 65 New Construction: 50 Locations to be opened 2010: 1 Utility Contractor: 3 > * Indicates tie Ultra Effi cient = Ultra Competitive. New Condensing Technology. Selling energy-effi cient, whole-house heating solutions is easy with Rinnai.

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 See contact information on page 130 Wholesaling 70 • •THE WHOLESALER® — JULY 2010

Top Heating & HVAC Lines: Nordyne, Fujitsu, Service/Maintenance/Repair/Operation: 10 Seal-Tite, Utica, Johns Manville Remodel/Renovate/Rebuild/Rehabilitate/ 91 Top PVF Lines: Viega, JM Eagle, Nibco, Merit Replace: 30 harryCooper Brass, Watts Sales Volume by Customer Type: SupplyCompany Officers: Scott Weaver, President CEO, John Trade and Builders: 90 605 Sherman Parkway Tice, VP Purchasing & Marketing, David Consumers: 5 Springfield, MO 65801 Robinson, CFO/COO, Terry Ludwig, Direc- Retailers: 5 100 417-865-8392 tor of Sales, Jeff Thompson, Director of Sales Volume by Market: Fax: 417-865-8946 HVAC, Christopher Bohn, Director of IT Residential/Light Commercial: 40 Other: 32 Comm./Institutional (Incl. High-Rise Top Plumbing Lines: American Standard, Email: [email protected] www. harrycooper.com Residential): 60 T&S Brass, Elkay, J.R. Smith, Toto USA, Employees: 160 Total Sales to Professional Trades: Tyler Pipe Outside Sales: 16 93 Plbg. and/or Plbg./Htg. Contractor: 55 Top PVF Lines:Bell-O-Seal Valves, SMC Sole- Inside Sales: 40 SeCurIty Remodeling Contractor: 5 noids, Apollo, Milwaukee, Matco-Norca Showrooms: 2 SupplyCorp. HVAC Contractor: 35 Officers: Kip Miller - President/CEO, Richy Milli- Total Locations: 3 PO Box 7 Builder: 5 gan, VP Sales & Marketing, Alyn Judkins, VP Territory: MO, AR, KS, OK Selkirk, NY 12158 Top Plumbing Lines: Kohler, Tyler Pipe, Procurement, Kim Miller, Executive VP Sales Mix: 518-767-2226 Moen, Cerro, Rheem Industrial PVF: 5 Fax: 518-767-2065 Top Heating & HVAC Lines: Heil, American Plumbing: 29 Email: [email protected] Metal Products, Lukjan Metals, JP 88* Pumps/Private Water Systems: 5 www.secsupply.com Lamborn, Diversitech Corp. temperature Hydronic Heating (res./light comm.): 1 Employees: 132 Top PVF Lines: Wheatland Tube, Weldbend, Industrial M/R/O Supplies Municipal Outside Sales: 20 Nibco, Erico, Watts SyStemSInC Water/Utilities: 4 Inside Sales: 45 Officers: Sam P. Williams, Jr., Chairman, Chris 5001 Voges Road Refrigeration: 1 Showrooms: 7 Williams, President, David Williams, VP Madison, WI 53718 HVAC: 10 Total Locations: 12 HVAC Div., Leonard Moore, VP Corp. Pur- 608-271-7500 H/C Controls: 1 Locations to be opened 2010: 1 chasing, Katherine W. Holmes, Controller Fax: 608-274-1609 Electrical: 40 Member of a Buying Group: Yes Email: [email protected] Tools and Equipment: 2 Key Buying Influences: VP Purchasing, VP www.tsihvac.com Sales by Market Sector: Sales & Marketing Employees: 98 95 New Construction: 30 Territory: Eastern N.Y., West Mass., West VT farnSWorth Outside Sales: 18 Service/Maintenance/Repair/Operation: 5 Sales Mix: Inside Sales: 12 Remodel/Renovate/Rebuild/Rehabilitate/ Plumbing: 54 WholeSale Showrooms: 2 Replace: 5 Pumps/Private Water Systems: 3 Company Total Locations: 2 Locations Sales Volume by Customer Type: Hydronic Heating (res./light comm.): 30 27 West Baseline Road Member of a Buying Group: yes Trade and Builders: 60 HVAC: 9 Gilbert, AZ 85233 Key Buying Influences: Sales Manager & Utilities/Munic.: 15 H/C Controls: 2 480-497-2222 President Consumers: 5 Electrical Tools and Equipment: 2 Fax: 480-282-4987 Territory: WI, Northern IL, Upper MI, NE IA Retailers: 10 Sales by Market Sector: Email: [email protected] Sales Mix: Hydronic Heating (res./light comm.): 1 New Construction: 20 www.fwcaz.com Hydronic Heating (res./light comm.): 6 Industrial and Facilities: 5 Service/Maintenance/Repair/Operation: 5 Employees: 83 Refrigeration: 5 Sales Volume by Market: Remodel/Renovate/Rebuild/Rehabilitate/ Outside Sales: 9 HVAC: 83 Residential/Light Commercial: 55 Replace: 70 Inside Sales: 9 Sales by Market Sector: Other Wholesalers: 5 Sales Volume by Customer Type: Showrooms: 1 New Construction: 25 Comm./Institutional (Incl. High-Rise Trade and Builders: 53 Total Locations: 4 Service/Maintenance/Repair/Operation: 10 Residential): 35 Commercial Bldg. Owners/Managers: 5 Locations Opened in 2009: 1 Remodel/Renovate/Rebuild/Rehabilitate/ Industrial and Facilities: 5 Other Wholesalers: 2 Member of a Buying Group: yes Replace: 65 Total Sales to Professional Trades: Consumers: 5 Key Buying Influences: Dir. Of Purch., Pres., VP Sales Volume by Customer Type: Plbg. and/or Plbg./Htg. Contractor: 70 Retailers: 5 Territory: AZ Trade and Builders: 75 Remodeling Contractor: 5 Hydronic Heating (res./light comm.): 25 Sales Mix: Commercial Bldg. Owners/Managers: 15 AC /Refrig. Contractor: 5 Industrial and Facilities: 5 Plumbing: 70 Hydronic Heating (res./light comm.): 5 HVAC Contractor: 15 Sales Volume by Market: Municipal Water/Utilities: 15 Industrial and Facilities: 5 Builder 2 Residential/Light Commercial: 65 HVAC: 15 Sales Volume by Market: Utility Contractor: 2 Other Wholesalers: 2 Sales by Market Sector: Residential/Light Commercial: 70 Bath/Kitchen Dealer: 1 Comm./Institutional (Incl. High-Rise New Construction: 80 Comm./Institutional (Incl. High-Rise Top Plumbing Lines: American Standard, Residential): 28 Service/Maintenance/Repair/Operation 15 Residential): 30 Crane, Elkay, Moen, Toto Industrial and Facilities: 5 Remodel/Renovate/Rebuild/Rehabilitate/ Total Sales to Professional Trades: Top Heating & HVAC Lines: Arcoaire, Modine, Total Sales to Professional Trades: Replace: 5 Plbg. and/or Plbg./Htg. Contractor: 5 Midwest Duct, Hart & Cooley, Honeywell Plbg. and/or Plbg./Htg. Contractor: 40 Sales Volume by Customer Type: AC /Refrig. Contractor: 5 Top PVF Lines: Hammond, Apollo, Wheat- Remodeling Contractor: 25 Trade and Builders: 100 HVAC Contractor: 90 land, Anvil, Mueller HVAC Contractor: 15 Sales Volume by Market: Top Heating & HVAC Lines: Carrier, Bryant, Officers: Harry Cooper, President, Steve Reagan, Builder: 15 Residential/Light Commercial: 50 Tempstar, Sterling CEO/VP, John Cooper, VP, Butch Cruzan, GM, Bath/Kitchen Dealer: 5 Comm./Institutional (Incl. High-Rise Officers: Terry Riker, President, Mark Ron Hall, BM, John Chelesnik, SM, JC Met- Top Plumbing Lines: Kohler, AO Smith, Maax, Residential): 50 Krueger, CFO zelthin, PM, Larry McMullin, Controller Delta, Moen Total Sales to Professional Trades: Top Heating & HVAC Lines: Weil McLain, Air Plbg. and/or Plbg./Htg. Contractor: 55 Ease, Uponor, Utica HVAC Contractor: 20 90 Top PVF Lines Charlotte, Cambridge Lee, Utility Contractor: 20 KennypIpe& 92 Elkhart, Mueller, Cresline Bath/Kitchen Dealer 5 Supply aprSupplyCo. Officers: Keith Bennett, President, Kevin Top Plumbing Lines: Kohler, Bradford White, One Vantage Way, Suite E-100 749 Guilford St Williams, Tres./VP Technology, Kim Willey, Gerber, Nibco, Sterling Nashville, TN 37228 Lebanon, PA 17046 Secretary/VP Operations, Brain Fowler, VP Top Heating & HVAC Lines: Maytag, Westing- 615-255-4810 717-274-5999 Sales & Mktg. house, Comfort-Aire, Honeywell, Emerson Fax: 615-255-5925 Fax: 717-273-2749 Officers: Mark Shill, President, Jack Stapley, Email: [email protected] Email: [email protected] VP, Mike Wood, Controller, Paul Beagley, www.kennypipe.com Employees: 158 Dir. Of Purch. Outside Sales: 16 94 Employees: 145 Outside Sales: 27 Inside Sales: 66 gateWay Inside Sales: 17 Showrooms: 3 SupplyCo.,InC. 96 Showrooms: 2 Total Locations: 23 1312 Hamrick Street aSSoCIateD Total Locations: 8 Locations to be opened 2010: 2 Columbia, SC 29201 Member of a Buying Group: yes Member of a Buying Group: yes 803-771-7160 equIpment Key Buying Influences: Bill Allen, Corp Sales Mix: Fax: 803-376-5600 Co.,InC. Inventory Mgr Industrial PVF: 10 Email: [email protected] 1922 Elm Tree Dr. Territory: TN, AL, KY, NC Plumbing: 28 www.gatewaysupply.net Nashville, TN 37210 Sales Mix: Refrigeration: 1 Employees: 120 615-885-2131 Industrial PVF: 15 HVAC 58 Outside Sales: 20 Fax: 615-885-2295 Plumbing: 85 H/C Controls: 3 Inside Sales: 30 Email: www.associatedequipment.net Sales Volume by Market: Sales by Market Sector: Showrooms: 7 Employees: 60 Residential/Light Commercial: 20 New Construction: 25 Total Locations: 12 Outside Sales: 13 Comm./Institutional (Incl. High-Rise Remodel/Renovate/Rebuild/Rehabilitate/ Locations Opened in 2109: 1 Inside Sales: 9 Residential): 80 Replace: 75 Member of a Buying Group: Yes Showrooms: 4 Top Plumbing Lines: American Std., Nibco, Sales Volume by Market: Territory: SC Total Locations: 9 Bradford White, Charlotte Pipe, Zurn Residential/Light Commercial: 97 Sales Mix: Locations to be opened 2010: 1 Top PVF Lines:Nibco, Apollo, Warren, ABZ, Comm./Institutional (Incl. High-Rise Industrial PVF: Plumbing: 70 Key Buying Influences: Operations Duraflex Residential): 3 HVAC: 30 Manager/Product Manager Officers: William H. Kenny, Jr., President, Debra Top Plumbing Lines: Bradford White, Navien, Sales by Market Sector: Territory: AL, TN, KY, MS, FL, VA, GA Kenny, Secretary, Phillip Venable, Treasurer Taco, Moen, Gerber New Construction: 60 Sales Mix: > * Indicates tie I T ’’S S T HHAT A T SIMPLE

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See contact information on page 130 Wholesaling 72 • •THE WHOLESALER® — JULY 2010

www.dealerssupply.net Fax: 781-769-7842 Total Sales to Professional Trades: Employees: 116 Email: [email protected] Plbg. and/or Plbg./Htg. Contractor: 65 Outside Sales: 20 www.republicsupplyco.com Remodeling Contractor: 15 Inside Sales: 4 Employees: 100 Builder: 15 Showrooms: 3 Outside Sales: 7 Bath/Kitchen Dealer: 5 Total Locations: 14 Inside Sales: 17 Top Plumbing Lines: Toto, American Stan- Locations to be opened 2010: 1 Showrooms: 5 dard, Grohe, Maax, Ruud 100 Member of a Buying Group: yes Total Locations: 9 Top Heating & HVAC Lines: Burnham, Slant- Key Buying Influences: Purch. Mgr., Logistics Locations Opened in 2009: 1 Fin, Viessman, Viega, Taco HVAC: 90 Manager, & VP Sales Locations to be opened 2010: 1 Top PVF Lines: Charlotte, Nibco, Watts, H/C Controls: 5 Territory: GA, AL, NC, SC Member of a Buying Group: yes Conbraco, Elkhart Other: 5 Sales Mix: Key Buying Influences: Computer/Purchasing Officers: Bill Duggan Jr., President, Jim Sales by Market Sector: HVAC: 100 Agents Duggan V.P. Tresurer Jerry Christian V.P. New Construction: 10 Sales by Market Sector: Territory: E. MA Operations, Tom Howard, V.P. Branch Remodel/Renovate/Rebuild/Rehabilitate/ New Construction: 35 Sales Mix: Manager, Jane Orseno C.F.O. Replace: 90 Service/Maintenance/Repair/Operation: 5 Industrial PVF: 9 Sales Volume by Customer Type: Remodel/Renovate/Rebuild/Rehabilitate/ Plumbing: 40 Other Wholesalers: 15 Replace 60 Pumps/Private Water Systems: 1 99 Consumers Retailers 85 Sales Volume by Customer Type: Hydronic Heating (res./light comm.): 20 Sales Volume by Market: Trade and Builders: 98 HVAC: 2 WorlyplumBIng Residential/Light Commercial: 85 Utilities/Munic.: 1 Comm./Institutional PVF: 20 Supply,InC. Other Wholesalers: 15 Industrial and Facilities: 0.75 H/C Controls: 5 400 Greenlawn Ave. Total Sales to Professional Trades: Sales Volume by Market: Other: 5 Columbus, OH 43223 HVAC Contractor: 100 Residential/Light Commercial: 99 Sales by Market Sector: 614-445-1000 Top Heating & HVAC Lines: Amana, Goodman Other Wholesalers: .25 New Construction: 30 Fax: 614-445-4902 Officers: Luther Clemons, President, Steve Total Sales to Professional Trades: Service/Maintenance/Repair/Operation: 30 Email: [email protected] Craze, Northern Region, James Claude, HVAC Contractor: 100 Remodel/Renovate/Rebuild/Rehabilitate/ www.worly.com Product Mgr., Carol Elmore, Operations Mgr., Top Heating & HVAC Lines: Ruud, Honey- Replace: 40 Employees: 79 Doug Smith-Eastern Regional Manager Tom well, A.D.P., Atco, Mueller Sales Volume by Customer Type: Showrooms: 4 Hann-Southern Regional Manager Officers: Richard Laurens, President, CEO, Bill Trade and Builders: 60 Total Locations: 4 McNabb, Chairman, Rob Pierce, VP IS, Yvonne Utilities/Munic.: 5 Member of a Buying Group: yes Boles, VP Finance, Mark Fields, VP Sales Commercial Bldg. Owners/Managers: 10 Territory: OH, N.KY Other Wholesalers: 10 Sales Mix: 97DealerS Consumers: 10 Plumbing: 95 98 Industrial and Facilities: 5 HVAC: 1 Supply Sales Volume by Market: Comm./Institutional PVF: 4 Company,InC. repuBlIC Residential/Light Commercial: 35 Sales Volume by Market: 82 Kennedy Drive plumBIng Other Wholesalers: 10 Residential/Light Commercial: 30 Forest Park, GA 30297 SupplyCo.,InC. Comm./Institutional (Incl. High-Rise Comm./Institutional (Incl. High-Rise 404-361-6800 890 Providence Highway Residential): 10 Residential): 70 Fax: 404-361-2852 Norwood, MA 02062 Industrial and Facilities: 5 Total Sales to Professional Trades: Email: [email protected] 781-762-3900 Other: 40 Plbg. and/or Plbg./Htg. Contractor: 95 Remodeling Contractor: 5 Top Plumbing Lines: American Std,. AO Smith, Charlotte, Cerro, Elkay Top PVF Lines: Nibco, Watts, Tyco Officers: Jay Worly, President, Jeff Worly, VP, Rick Taylor, Controller, Ginger Armstrong, Dir. H.R., Jeff Howell, Purchasing Mgr.

100BeStplumBIng tIle&Stone 49 RT 138 Somers, NY 10589 914-232-2020 Fax: 914-232-2345 Email: [email protected] www.bestplg.com Employees: 82 Inside Sales: 38 Showrooms: 4 Total Locations: 2 Locations Opened in 2009: 1 Key Buying Influences: Purchasing Mgr., Pur- chasing Supervisor Territory: NY, CT Sales Mix: Plumbing: 71 Hydronic Heating (res./light comm.): 5 Sales by Market Sector: New Construction: 10 Service/Maintenance/Repair/Operation: 12 Remodel/Renovate/Rebuild/Rehabilitate/ Replace: 78 Sales Volume by Customer Type: Trade and Builders: 49 Consumers: 50 Retailers Hydronic Heating (res./light comm.): 1 Sales Volume by Market: Residential/Light Commercial: 99 Other Wholesalers: 1 Total Sales to Professional Trades: Plbg. and/or Plbg./Htg. Contractor: 45 Remodeling Contractor: 20 HVAC Contractor: 3 Builder: 27 Bath/Kitchen Dealer: 5 Top Plumbing Lines: Kohler, Rohl, Grohe, Newport, Hansgrohe Top Heating & HVAC Lines: Dunkirk, Biasi Officers: Mel Weiner, President, Jonas Weiner, VP, Jess Weiner, Secretary/Treasurer Thanks to all the Wholesalers who participated in the 2010 Top 100! See contact information on page 130 See contact information on page 130 top50hVaC/r,pVf, •THE WHOLESALER® — JULY 2010 74 • p&hDistribution

Rank HVAC/R Page Rank PVF Page Rank P&H Page 1 Watsco Inc...... 44 1 Ferguson Enterprises, Inc...... 44 1 Ferguson Enterprises, Inc...... 44 2 Ferguson Enterprises, Inc...... 44 2 McJunkin Red Man Corp...... 44 2 WinWholesale, Inc...... 44 3 Johnstone Supply, Inc...... 44 3 Wilson, A Business Unit 3 Wolseley Canada, Inc...... 44 4 R.E. Michel Co., Inc...... 46 of Smith International, Inc...... 44 4 EMCO Ltd...... 44 4 Edgen Murray...... 46 5 Wolseley Canada, Inc...... 44 5 Hajoca Corporation ...... 44 5 EMCO Ltd...... 44 6 US Air Conditioning 6 Morrison Supply Company...... 46 6 WinWholesale, Inc...... 44 Distribution, Inc., LLC ...... 48 7 Kelly Pipe Co...... 70 7 Southern Pipe & Supply...... 46 7 Mingledorff’s Inc...... 48 8 Consolidated Pipe and 8 F.W. Webb Company ...... 46 8 F.W. Webb Co...... 46 Supply Co. Inc...... 46 9 Interline Brands...... 46 9 WinWholesale, Inc...... 44 9 F.W. Webb Co...... 46 10 Keller Supply Company ...... 48 10 Russell Sigler, Inc...... 52 10 Industrial Piping Specialists...... 50 11 Johnstone Supply, Inc...... 44 11 Gustave A. Larson Co...... 50 11 Chicago Tube and Iron Co...... 48 12 Bartle & Gibson Co...... 50 12 G.W. Berkheimer Co., Inc...... 52 12 Wolseley Canada, Inc...... 44 13 Standard Plumbing ...... 52 13 EMCO Ltd...... 44 13 Columbia Pipe & Supply Co ...... 50 14 Coburn Supply Co., Inc...... 48 14 The Macomb Group ...... 58 14 Peirce-Phelps Inc...... 52 15 Thos. Somerville 15 Crane Supply, Div. 15 Koch Air LLC ...... 55 Company ...... 50 of Crane Canada...... 50 16 R.E. Michel Company, Inc...... 46 16 C.C. Dickson Co...... 50 16 United Pipe & Supply Co., Inc...52 17 Heating & Cooling Supply, Inc..55 17 Hajoca Corporation ...... 46 17 Hirsch Pipe & Supply ...... 56 18 N.B. Handy Co...... 48 18 Ameripipe Supply Inc...... 64 18 Northeastern Supply Inc...... 55 19 American 19 Robert James Sales Inc...... 66 19 Express Pipe & Supply Co., Inc. ....62 Refrigeration Supplies, Inc...... 62 20 Deacon Industrial ...... 66 20 Consolidated Supply Co...... 56 20 Slakey Brothers, Inc...... 50 21 All-Tex Pipe & Supply, Inc...... 68 21 Locke Supply Company...... 48 21 Century Holdings...... 58 22 Puget Sound Pipe 22 Famous Supply Company...... 48 22 Aces A/C Supply Inc...... 62 & Supply Co...... 68 23 First Supply, LLC...... 48 23 First Supply, LLC...... 48 23 Locke Supply Co...... 48 24 Granite Group Wholesalers LLC ....52 24 Morrison Supply Co...... 48 24 Famous Supply Co...... 48 25 Blackman Plumbing 25 Coburn Supply Co., Inc...... 48 Supply Co., Inc...... 62 25 Johnson Supply & 26 Smardan-Hatcher Co...... 66 26 Davis & Warshow, Inc...... 55 Equipment Corp...... 62 27 Independent Pipe 26 Coburn Supply Co., Inc...... 48 & Supply Corp...... 68 27 Goodin Company...... 52 27 Hajoca Corporation...... 46 28 Eastern 28 Cregger Co. Inc...... 66 28 Interline Brands...... 46 Industrial Supplies, Inc...... 68 29 Redlon & Johnson ...... 62 29 ED’S Supply Co. Inc...... 64 29 Trumbull Industries, Inc...... 58 30 IRR Supply Centers Inc...... 58 30 Morrison Supply Co...... 46 30 Davis & Warshow, Inc...... 55 31 Crane Supply, 31 Sid Harvey Industries, Inc...... 52 31 Granite Group Div. Of Crane Canada...... 50 Wholesalers LLC ...... 52 32 The Behler-Young Co...... 64 32 Slakey Brothers, Inc...... 50 32 JABO Supply Corp...... 76 33 Auer Steel & 33 Trumbull Industries, Inc...... 58 33 Consolidated Supply Co...... 56 34 Crawford Supply Co...... 64 Heating Supply Co...... 58 34 Thos. Somerville Co...... 50 35 Plumb Supply Company...... 62 34 Refrigeration Sales Corp...... 66 35 Keller Supply Co...... 48 36 Colonial Commercial Corp...... 64 35 Temperature Systems Inc...... 70 36 Goodin Co...... 52 36 Young Supply Co...... 68 37 Bergen Industrial 37 Kenny Pipe & Supply...... 70 37 Dealers Supply Company, Inc...72 Supply Co., Inc...... 76 38 Robertson 38 IRR Supply Centers Inc...... 58 38 Lehman Pipe & Heating Supply Co...... 64 39 Associated Plumbing Supply Inc...... 76 39 Connor Co...... 62 Equipment Co., Inc...... 70 39 Famous Supply Co...... 48 40 Aaron and Company, Inc...... 68 40 Robertson 40 Torrington Supply Co., Inc...... 68 41 Torrington Supply Co., Inc...... 68 41 Central Supply Co., Inc...... 64 Heating Supply Co...... 64 42 Security Supply Corp...... 70 42 Connor Co...... 62 41 Colonial Commercial Corp...... 64 43 Sid Harvey Industries, Inc...... 54 43 Plumb Supply Co.y...... 62 44 Central Supply Co., Inc...... 64 42 Connor Co...... 62 44 Wolff Bros. Supply & 45 Worly Plumbing Supply, Inc.....72 43 MSI HVAC...... 76 Electrical Inc...... 64 46 C. C. Dickson Co...... 50 44 APR Supply Co...... 70 45 Republic Plumbing 45 Goodin Company...... 52 Supply Co., Inc...... 72 47 Chicago Tube 46 Keller Supply Co...... 48 46 Redlon & Johnson ...... 62 and Iron Company...... 48 47 Plumb Supply Co...... 62 47 Kenny Pipe & Supply ...... 70 48 Gateway Supply Co., Inc...... 70 48 Northeastern Supply Inc...... 55 48 Bartle & Gibson Co...... 50 49 Farnsworth 49 Chicago Tube and Iron Co...... 48 49 Farnsworth Wholesale Co...... 70 Wholesale Company...... 70 50 Crawford Supply Co...... 64 50 APR Supply Co...... 70 50 Columbia Pipe & Supply Co. ....50

Only those wholesalers who provided a breakdown by product categories are included in this listing. Your job is our job.

Every Taco product that makes its way to you the happier your customers will be. Happy was built by people with families to feed and customers are good for your business, and your futures to hope for. Your job helps us keep business is good for ours. So think of buying ours. That’s why we invest millions in innovative Taco as a win-win in a time that’s so-so. products, system design software, and our new FloPro Team training programs. Our thinking is that the more you know about hydronics, the more you’ll pick Taco. The more you pick Taco, John Hazen White, Jr., Owner

Celebrating our 90th Anniversary www.taco-hvac.com

Search tacoHVAC See contact information on page 130 top 76 • •THE WHOLESALER® — JULY 2010

Service/Maintenance/Repair/Operation 40 Comm./Institutional PVF 33 Email: [email protected] Sales Volume by Customer Type: Sales by Market Sector: www.bergenindustrial.com Trade and Builders 100 New Construction 25 Employees: 60 Sales Volume by Market: Service/Maintenance/Repair/Operation 65 Outside Sales: 6 Residential/Light Commercial 100 Remodel/Renovate/Rebuild/Rehabilitate/ Inside Sales: 12 50 Total Sales to Professional Trades: Replace 10 Total Locations: 1 HVAC Contractor 100 Sales Volume by Customer Type: Key Buying Influences: VP Purchasing-VP Top Heating & HVAC Lines: Armstrong, Allied Trade and Builders Utilities/Munic. 20 business Dev To avoid redundancy, the Top 50 Air, Quietside, Honeywell, Robertshaw Commercial Bldg. Owners/Managers 10 Master Distributor: yes - Aflex Hose, Crane Distributors already listed in the Officers: Dion Quinn, CEO, Jon Dautrich, VP Other Wholesalers 30 Saunders, Crane Resistoflex, SVF Territory: Purchasing, David Tatum, Controller, Industrial and Facilities 70 NJ, NY, PA Top 100 section are Robert Hascall, VP IT Sales Volume by Market: Sales Mix: referenced by page number in the Comm./Institutional (Incl. High-Rise Industrial PVF: 50 Top 50 listings on page 74. Residential) 30 Plumbing: 15 Industrial and Facilities 60 Industrial M/R/O Supplies 10 pVf Other 10 Comm./Institutional PVF 25 Total Sales to Professional Trades: Sales by Market Sector: hVaC/r Plbg. and/or Plbg./Htg. Contractor 10 New Construction 25 Remodeling Contractor AC /Refrig. Contractor Service/Maintenance/Repair/Operation 75 32 HVAC Contractor 30 Sales Volume by Customer Type: 43 JaBoSupplyCorp. Builder Utility Contractor 5 Trade and Builders 38 mSIhVaC 5164 Braley Street, P.O. Box 238 Top PVF Lines:Victaulic, Poly Pipe, Powell Utilities/Munic. 1 12925 Marlay Ave. Huntington, WV 25707 Valve, IPSCO Tubular, Wheatland Other Wholesalers 1 Fontana, CA 92337 304-736-8333 Officers: Jack G. Bazemore, President, Industrial and Facilities 60 951-360-0630 Fax: 304-736-8551 Joseph T. Holley, Exec. VP, Curtis F. Drown, Sales Volume by Market: Fax: 951-685-2400 Email: [email protected] VP Sales/Marketing, Patrick A. Hughes, VP Other Wholesalers 2 Email: [email protected] www.jabosupply.com Purchasing, Kevin Roach, Operations Man- Comm./Institutional (Incl. High-Rise www.msihvac.com Employees: 72 ager, George Porter, Controller, MIS Mgr., Residential) 23 Employees: 144 Outside Sales: 8 Jay Bazemore, VP Industrial and Facilities 75 Outside Sales: 11 Inside Sales: 15 Total Sales to Professional Trades: Inside Sales: 12 Showrooms: 0 Plbg. and/or Plbg./Htg. Contractor 15 Showrooms: 4 Total Locations: 3 Other 85 Total Locations: 4 Member of a Buying Group: yes 37 Top Plumbing Lines: Watts Regulator, Grin- Member of a Buying Group: yes Territory: WV, S. OH, E. KY, S.W. PA, BergenInDuStrIal nell, Cerro, Mueller, Viega Territory: CA, NV S.W. VA SupplyCo.,InC. Top Heating & HVAC Lines: Bell & Gossett, Sales Mix: Sales Mix: 30 Stefanic Avenue, P.O. Box 604 McDonald Miller, Hoffman, Watts Regulator HVAC 100 Industrial PVF: 60 Elmwood Park, NJ 07407-0604 Top PVF LinesSpirax Sarco, Cerro, Alfa Laval, Sales by Market Sector: Plumbing: 2 201-796-2600 Milwaukee Valve, Crane Quarter Turn New Construction 60 Municipal Water/Utilities 5 Fax: 201-414-9147 Officers: James LaPorte, President, James J. LaPorte, Secretary, Treasurer, Thomas Ca- landriello, VP Admin., Michael La Porte, VP Purchasing, Peter Stenzi, Sr., VP Sales

lehmanpIpe&38 plumBIng SupplyInC. 230 NW 29th Street Miami, FL 33137 305-576-3054 Fax: 305-576-3066 Email: [email protected] www.lehmanpipe.com Employees: 43 Outside Sales: 6 Inside Sales: 7 Total Locations: 1 Member of a Buying Group: yes Territory: S. FL, Bahamas, Caribbean, Central/South America Sales Mix: Industrial PVF: 85 Plumbing: 10 Municipal Water/Utilities 5 Sales by Market Sector: New Construction 60 Service/Maintenance/Repair/Operation 40 Sales Volume by Customer Type: Trade and Builders 90 Utilities/Munic. 10 Sales Volume by Market: Comm./Institutional (Incl. High-Rise Residential) 95 Other: 5 Total Sales to Professional Trades: Plbg. and/or Plbg./Htg. Contractor: 80 AC /Refrig. Contractor: 10 Utility Contractor 10 Top Plumbing Lines: Charlotte, Elkhart Brass, Craft, Howell Metals, Nibco Top PVF Lines: Weldbend, Victaulic, Watts, Wheatland, Ward Mfg. Officers: Dennis Lehman, President

Refer to page 74, then check the Top 100 Listings for all the Top 50 HVAC/R, PVF See contact information on page 130 and P&H distributors! See contact information on page 130 78 • TECHNOLOGY TIPS •THE WHOLESALER® — JULY 2010 Top 10 rules for buying a new business computer system ver the last four decades have some major issues that go be- management pyramid must ulti- business systems consultants, yond the base level, day-to-day oper- mately take total responsibility for Oaccountants and writers have ations details. the final selection. A middle manage- hammered out a number of rules they Yes, you certainly want their input ment team might do some of the leg- say should be followed by business and involvement. Ask each depart- work but top management should not owners when selecting their informa- ment to meet to draft a list of critical opt out of the process. tion systems. And good rules they failings or inefficiencies of the exist- And who says that top manage- BY BRUCE CROZIER are. Sort of. But taken at face value, ing software and general needs they ment doesn’t have the time to do Special to The Wholesaler some of them ignore the realities of would like met in the new one, espe- what is necessary to make one of today’s system solutions. cially those that will open up new their most important business deci- large customer’s unique invoicing re- I’m always suspicious when a list business opportunities. But you don’t sions? Managers who are too busy quirement, or an unusual tax report is 10 items long. Did they just pad the want to give your employees the im- with daily operations to devote as that you absolutely have to have. list with a couple of lame ones or lop pression they will be designing the much time as it takes to this project Preparing a detailed requirements list off one, just to make it sound like new software. Unless you’re thinking need to take some time for a class in from scratch wastes your time and a Letterman? But here’s 10 — really, of having a custom software package delegation. Your selection team is prospective vendor’s as well. that’s exactly how many I thought of written for you, they’ll be disap- your senior management team. There’s a better way to spend your — seemingly rock-solid rules that I pointed. (If you are, we need to talk. time. Every business should document think have visible cracks. And no, I’ll bring the 2x4.) Keep everyone Prepare a detailed requirements list its operation. Even if you’re not in the they’re not listed in the order of pro- positive by letting them know about Do you have an unfulfilled desire process of selecting a new system, you jected laugh meter response either. the many great features in the pack- to waste a whole lot of time reinvent- should document every type of trans- ages you’re looking at and get their ing the features list of a dozen whole- action you process, every piece of Survey employees to create a needs list feedback as you pro gress in your se- sale distribution software providers? paper, every file, every form of com- With all due respect to the people lection process. “We saw this or that Otherwise, this part of the selection munication or transmission, and every who work in the distribution trenches, in a demo. Is this or that something process should have gone the way of task associated with them. From this if you’re buying good wholesaling- that would really help you be more disco. The wholesaler-specific ERP you should also be able to produce de- specific software that has a solid base productive or produce bottom line re- packages that wholesalers should be tailed staff job descriptions. This in- of supply houses using it, there’s no sults?” It will help you sort the sizzle looking at have all of the basics. They formation has a number of way you can expect your people to from the steak. should already be in use at dozens, or ap plications in business management, think of all of the little things they did- likely hundreds, of other wholesale but it’s especially valuable during sys- n’t know they were missing. And Form a selection team distribution companies in your indus- tems selection. It will allow both you there’s no reason to. If you’re cur- In the warm, fuzzy 80s, gurus told try or industries with very similar op- and prospective vendors to ensure that rently on generic accounting software, businesses that teams were good, erating characteristics. If anything, all of the bases are covered and that it’s like expecting a starving man to management hierarchies bad. There they’ll have tons of stuff you never the dreaded modification will not be write out the recipes for all of the was certainly much to be gained from thought of and might never use. A required. And when a vendor is se- dishes at a royal banquet. Um, some the use of the team concept but one “don’t need” list might be worth- lected, it will help the installation team meat would be great. If you’re already old truism hangs tough in proprietary while. Save some trees and don’t pre- to better plan their project. on wholesaler-specific software, and companies: The buck stops some- pare your RFP until you’ve had a you’re shopping for a new system, you where. The person at the top of the chance to look at some of the good Control the demo software that’s out there. Then limit Well no, you shouldn’t just sit your RFP requirements to special there while prospective vendors twirl areas of interest or need, such as a (Turn to Buy your... page 114.)

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ZZZVLRX[FKLHIFRP  3HFXOLDU0LVVRXUL See contact information on page 130 • 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 130 80 • INDUSTRY NEWS •THE WHOLESALER® — JULY 2010

They do not play games with revenue Eastern Industrial spreads green message and expense recognition or with asset valuation. GREENVILLE, S.C. — Eastern Industrial and fatty acid. Valves are available in all standard “These are the good guys,” ex- Supplies Inc. was appointed as the Ex- The “Zero Stem Leakage” design sizes in ANSI flanged, threaded and plained Jack Zwingli, the chief ex- clusive North American Distributor for eliminates fugitive emission hazards weld end configurations. ecutive of Audit Integrity. “They’ve the Bell-O-Seal Valve to humans and the en- Eastern and Bell-O-Seal are well consistently shown accuracy and Corp oration in 2007. vironment, plus costly qualified to provide technical assis- transparency in their financial re- Since that time East- downtime required to tance for applications involving haz- porting.” ern has partnered with maintain standard ardous fluids and gases. Bell-O-Seal The shares of the average company Bell-O-Seal Valves to packed valves. In fact, valves have been stocked in Eastern’s on the 2009 Most Trustworthy Com- help spread the message of this main- each valve has a five-year, leak-free inventories throughout the Southeast, tenance-free, eco-friendly valve. (through the stem) guarantee for and are available for distribution. Bell-O-Seal Valves are used for a 20,000 cycles on/off. Bell-O-Seal Visit www.easternfirst.com. broad range of applications. Their ex- panies list were up 53% in the 52 ceptional versatility and oper ating weeks leading to March 24, com- characteristics, robust construction and pared with 45% for the Standard & consistent dependability have won Watsco named to Poor’s 500. widespread acceptance in this industry Watsco is the largest distributor of in specifications such as Chevron, trustworthy company list air conditioning, heating and refrig- DSM and Formsa Plas tics. Steam, MIAMI — Watsco, Inc. was included vative accounting practices and most eration equipment and related parts chemical and hydrocarbon processing in Forbes’ 2009 “100 Most Trustwor- prudent management. Audit Integrity and supplies in the HVACR industry, are typical applications. Other applica- thy Companies” list for its fifth con- finds that its 100 Most Trustworthy currently operating 507 locations tions include but are not limited to: secutive year. Companies have consistently demon- serving over 50,000 customers in 36 thermic fluid, ammonia, chlorine, The results, compiled by Audit In- strated transparent and conservative states, Puerto Rico, Latin America phosgene, butadine, benzene, ethylene, tegrity, list American businesses that accounting practices and solid corpo- and the Caribbean. hydrochloric acid, hydrogen, steam have the most transparent and conser- rate governance and management. Visit www.watsco.com.

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See contact information on page 130 • Be sure to visit www.thewholesaler.com for web exclusive articles and videos! • THE PARTY MUST GO ON ! Who said you can’t have your cake and eat it too? At AIV, you’ve been doing it for the past 20 years. So, let’s bring out the cake and celebrate! We bake it, you eat it. No one else would give you a sweeter deal – the best valves with the best service. Thank you for being an important slice of our cake. s ASTM A216-WCB s!'2#& s!34-! # s,!'2#&- s!34-! ,## s(ASTELLOY"!'2.-6 s& !&#2 -/ s)NCOLOY( ! #4# s&!& #2 -/ s!'2#&# s!&33 &, s$UPLEX!#$-#5 s33!&33 s!34-! 7# s!'2#&- s!34-! ,#" s-ONEL!'2-  s)RON s)NCONEL!'2#9 s&! #2 -/ s!'2#'- s!&33 &, s4ITANIUM" '2# s!6%34! 3-/! s!34-! 7# s,!'2#& s!34-! # s!LLOY!'2#.- s"RONZEs!LLOY " #+-#5. s& !&#2 -/ s.ICKEL!'2#: s,&!,& s:IRCONIUM ./

AIV, L.P.– Houston 7140 W. Sam Houston Pkwy North . #100 Common alloys shown – others avail- able on special order. Houston, Texas 77040 Phone: 713.462.4181 · Fax: 713.462.4187 1.800.447.4230 · 24 Hr. On Call Doing business together is www.aivinc.com · E-mail: [email protected] +ITZ !), Powell Crane Walworth Bonney &ORGE 6OGT a piece of cake. AIV, L.P.– Chicago 2928 Malmo Dr., Arlington Heights, IL 60005 Phone: 847-290-1020 · Fax: 847-290-1024 AIV, L.P.– Pennsylvania 3344 Market St. Aston, PA 19014 %DWARD Aloyco Cooper 4"6 +& &LOWSEAL Centerline #RANE$UO #HEK Phone: 610.546.4585 Fax: 610.497.2183

3#6 37) .ORDSTROM ,UNKENHEIMER 2OTO(AMMER &LOWSERVE

See contact information on page 130 82 • INDUSTRY NEWS •THE WHOLESALER® — JULY 2010

Koch Green. Komen Pink. facturing office in Louisville, Ky. will be sold “PINK” in 20 different (additional manufacturing sites are brands throughout North America. Houston, East Greenville, Pa., and The Multi-Pleat “PINK” air filters Koch Filter supports Rancho Cucamonga, Calif.). meet the Koch Green criteria for Koch’s Multi-Pleat brand of high- LEED (leadership, engineering, envi- Susan G. Komen for the Cure efficiency performing MERV 8 and ronmental, design), reduce energy MERV-A 8 thru MERV 13 air filters cost, extend filter life cycles, con- LOUISVILLE, Ky. — Koch Filtration Corporation is teaming with Susan G. Komen for the Cure, the world’s largest breast cancer advocacy organ- ization. Through this, Koch’s mission is to raise awareness for the disease that affects one out of eight women during their lifetime. All Koch asso- ciates, its commercial and industrial distributors, the retail brand Allergy- Zone and suppliers in North America are excited to be part of Komen for the Cure’s promise to save lives and end breast cancer forever by empow- ering people, ensuring quality care for all and energizing science to find the cures. From August 2 through October 31, Koch Filter and their supply part- ners will launch the “PINK Filtration Products Crafted with Pride” cam- Employees of Koch Filter Corporation proudly display a check for $30,000 that was generated from the sale of it specially de- paign from its corporate and manu- signed HVAC air filtration products, which they donated to Susan G. Komen for the Cure.

serves resources and improves indoor environmental quality. Koch Filter is an Energy Star SPP (service and product provider) and Energy Star Partner. Its products are UL Certified Class 1 & 2 Standard 900 and meet ASHRAE Standard 52.2-1999 and 52.2-2007. Koch Filter Corporation is donat- ing at least $30,000 from the sale of specially designed HVAC air filtra- tion products to the Komen organi- zation in support of its promise to save lives and end breast cancer for- ever. “Cancer knows no stranger,” said David Koch, president of Koch Fil- ter Corporation. “Every 68 seconds, somewhere in the world, someone dies from breast cancer. It is the most prevalent cancer among women today (global breast cancer facts March 2010). Early detection of breast cancer is critical for women of all ages and we couldn’t think of a better way to bring atten- tion to such an important cause by providing consumers, a High Effi- ciency Air Filter that improves the quality of air they breathe.” Founded in 1966 by Joseph Koch and still managed by the Koch fam- ily, Koch Filter Corporation is a world-class manufacturer of air filtra- tion products. Its wide array of filtra- tion products is currently installed in over 50,000 commercial, medical and industrial accounts worldwide. For more information about Susan G. Komen for the Cure, breast health or breast cancer, visit www.komen. See contact information on page 130 org or call 877/GO KOMEN. • Be sure to visit www.thewholesaler.com for web exclusive articles and videos! • See contact information on page 130 84 • INDUSTRY NEWS •THE WHOLESALER® — JULY 2010

OBITUARY twinkle in his eyes. We met some 30 ticularly saddened to learn of Dick years ago when he was with Tube Burke’s death. He was a true South- Dick Burke, longtime Weldbend executive Turns, and I was delighted to continue ern gentleman, full of integrity, opti- that relationship when he joined Weld- mism and a joy for life. He was LOUISVILLE, Ky. — Richard Thomas married 55 years ago; sons Richard bend. Dick had many friends in this in- always interested in others. I first met (Dick) Burke, 86, passed away May Thomas (Toby) Burke Jr. (Ann) and dustry and he will be sorely missed.” Dick in 1997 while playing in an in- 28 at home. He was born in January David young Burke (Virginia); • PVF and economic analyst dustry golf event at Lake Geneva, 13, 1924 in Louisville, Ky. daughters Gwendolyn Kimbrough emeritus Morris Beschloss — “I Wis. Ever since, whenever our paths Burke graduated from Louisville’s Burke and Sarah Cornelia Burke Har- deeply grieve for one of the outstand- would cross, Dick would always St. Xavier High School in 1942, at- ris (Terry); seven grandchildren; and ing gentlemen and loyalists that pre- greet me with a warm smile, a hug tended Massachusetts Institute of a great-granddaughter. vailed for many years in the and kind words of encouragement. Technology and enlisted in the Army A funeral Mass was celebrated at plumbing-heating-cooling-piping in- His support meant so much to me.” Air Corps (United States Air Force) St. Frances of Rome Church in dustry. As a multi-year stalwart for On behalf of everyone at TMB Pub- as a second lieutenant serving as a Louisville, and burial was at Cave the Weldbend Corporation, Dick de- lishing, we extend our deepest sympa- navigator on a B-29 bomber. Hill Cemetery. Memorial contribu- veloped a national presence that thies to Burke’s family and his Burke was the vice president of tions may be made to the charity of made everyone who knew him proud. colleagues at Weldbend on their loss. public relations for Weldbend Corpo- one’s choosing in Burke’s name. I take special pleasure in the fact that ration of Chicago until the time of his Burke was a treasured member of both of us were married on Novem- death. He was also a long-time em- the PHCP/PVF industry for many ber 13, 1954 to two wonderful ployee of Tube Turns Co. of years, and holds a special place in women — Gwen Burke and Ruth Louisville and spent several years the hearts of many. Several members Beschloss. Dick will always remain with Louisville Trust Bank. of the TMB Publishing family in our hearts as the ultimate symbol He will be remembered for his hum- shared their thoughts on Burke fol- of the best this industry has to offer.” ble demeanor, keen sense of humor, lowing his death: • Editorial director Mary Jo subtle wisdom and eternal optimism. • Publisher Tom Brown Jr. — Martin — “It is no secret that one of Dick Burke (center) along with Burke is survived by his wife, “Dick was a true gentleman. I always the reasons I love this industry so Stephen Letko (left) greet a visitor in Gwendolyn young Burke, whom he enjoyed his warm smile and the Irish much is its people. And so I was par- the Weldbend booth at a trade show.

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See contact information on page 130 • Be sure to visit www.thewholesaler.com for web exclusive articles and videos! • See contact information on page 130 86 • INDUSTRY NEWS •THE WHOLESALER® — JULY 2010

new and incredibly powerful tool to HARDI launches online learning system its members through its affiliation with 360training.com, an Austin, COLUMBUS, OHIO — HARDI their pace and their convenience. All the system for their client base to ac- Texas-based employee-owned multi- launched its new Distribution Learn- one needs is a computer with access cess or for open enrollments to the national e-learning pioneer. ing Network (DLN), a powerful and to the Internet. general public. Visit www.hardinet.org/dln or call The online library of courses is cat- HARDI is pleased to bring this 888/253-2128. egorized both by job functions in a dis- tributorship as well as under the AmStan brands JADO, Porcher join Omni’s LPG comprehensive online learning sys- general industry headings. Courses are PISCATAWAy, N.J. — JADO® and tem for all personnel of HARDI also listed alphabetically. Costs to a Porcher®, makers of luxury bath and members. The DLN is both a Learn- member firm are a one-time, initial set kitchen products, and part of the ing Management System, capable of up fee of $350 and then the purchase American Standard family of tracking individual performance and price of individual courses. (Some as brands, have joined Omni’s decora- company-wide training, and an entire low as $20!) The course library is com- tive showroom buying group, Lux- library of online education courses posed of already established training ury Products Group. offerings accessible on demand 24/7. materials from RSES, ASHRAE and The LPG alliance will enable the The benefits to the company are: other NATE-recognized courses. Ad- two designer brands to join an elite • A lower total cost of training ditionally, the DLN offers a whole host list of luxury merchants and enjoy the • Measurable returns on training of business and management training benefits of showroom allegiance, a already affiliated with LPG. investment programs that can be used for those en- network of loyal members, product Omni’s membership includes more • Greater employee retention with tering the management level or as an sales and support, and unique market- than 200 wholesalers representing promotion potential enhancement for executives wanting to ing opportunities. 500-plus locations, of which 80% op- • Increased workforce productivity brush up skills. JADO and Porcher have long- erate showrooms focusing on high- and satisfaction. For HARDI Supplier members the standing relationships with the deco- end luxury products. The key benefit to the individual is DLN offers them an opportunity to rative luxury community, and many Visit www.jadousa.com and www valuable and complete training, at place their online-ready courses onto of the brands’ existing customers are .porcher-us.com.

See contact information on page 130 • Be sure to visit www.thewholesaler.com for web exclusive articles and videos! • It’s Time To Cut Your Backfl ow Program’s Life Cycle Costs … by 20 to 60 percent. It’s time to specify Wilkins backfl ow.

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Replace your existing high life-cycle cost backfl ow with a Wilkins backfl ow and integral spacer spool, pre-assembled from the factory, ready to drop-in.

Customer Service Representatives are available Monday through Friday from 5:30 am to 5:00 pm PST. Call 877-222-5356 or 805-226-6297. E-mail us at [email protected] or visit us at www.zurn.com See contact information on page 130 88 • INDUSTRY NEWS •THE WHOLESALER® — JULY 2010 Rheem Water Heating Institute reaches milestone MOnTgOMERy, AlA. — Rheem Water the honor. Each attendee received an Heating recently saw its 1,000th stu- embroidered golf shirt, windbreaker dent complete its Water Heating In- jacket, and a certificate to commem- stitute educational program. The orate the event. entire student group of 16 Rheem or The milestone comes only 12 years Ruud distributors and independent after the original Rheem Commercial sales agents who attended classes Water Heating Institute opened. It re- from April 27-29 was recognized for cently evolved into the newly named The Rheem Water Heating Institute, intended to help enhance product knowledge and sales capabilities of those involved with Rheem/Ruud, recently graduated its 1000th student.

Water Heater Institute when residen- tial tank-type products became a part of the curriculum. Currently featured within the residential portion of the program are the Power Direct Vent line, electronic controls, and Rheem’s new lineup of Heat Pump Water Heaters with an Energy Factor of 2.0 — or more than twice the efficiency of standard electric water heaters. “We invite all of our reps and dis- tributors to attend the new Water Heater Institute to gain a better un- derstanding of the entire line of Rheem and Ruud water heaters,” said Tommy Olsen, senior product man- ager for Rheem Water Heating. “Even if a distributor or rep has been to the Commercial Institute, we hope they will check out our enhanced pro- gram, as it continues to be updated with new products and ideas.” The two-and-a-half-day Rheem Water Heating Institute is intended to help enhance the product knowledge and sales capabilities of the com- pany’s own sales team, as well as branch managers, counter salespeo- ple, inside/outside salespeople and specification specialists working for Rheem or Ruud distributors. The pro- gram is designed to teach Rheem- Ruud customers how to grow their businesses. Classes cover not only the fundamentals of water heating and both residential and commercial tank-type products, but also touch on more technical issues, such as engi- neering design requirements, venting and piping water heaters, and com- mercial sizing with Rheem-Ruud’s latest computerized sizing guide, CERTISPEC3.2. Alter native water heating technologies, including tank- less and solar thermal, are also re- viewed. For more information on the Water Heating Institute and to find out how to sign up, wholesalers can contact their Rheem-Ruud rep agency or Don Wolf at 334/450-2065 or don .wolf @rheem.com. See contact information on page 130 Visit www.rheem.com. • Be sure to visit www.thewholesaler.com for web exclusive articles and videos! • Our PROMISE: Guaranteed on-time shipments plus a long list of valuable benefi ts to help make your business more successful. That’s the PROMISE Distributor Partnership Program from Cooper B-Line. Cooper B-Line’s Promise Distributor Partnership Program offers participating distributors an unrivaled mix of products, service, training and resources — all designed to help you increase sales and profi tability. As a “Promise Program” partner, you’ll enjoy guaranteed shipping within 24 hours of placing an order for all our qualifi ed products. So you get the right products in your hands as fast as possible, which can help you manage your inventory goals and increase your bottom line. The Promise Program includes many of the most popular Cooper B-Line products, such as strut and strut fi ttings, pipe hangers, rooftop supports and mechanical fasteners. For more information, contact your local Cooper B-Line Sales Representative or visit our website at www.cooperbline.com/promise2u.

www.cooperbline.com/promise2u

See contact information on page 130 90 • Field Report: Drain Cleaning •THE WHOLESALER® — JULY 2010 Missouri plumbing pro gets drain cleaning jobs done right

MCKEES ROCKS, PA. — Carl Helt al- Proper tools, Helt contends, also that it carries one of the best war- The adjustable height, swept-back ways expects Helt Plumbing crews to save time, money and headaches – ul- ranties in the business — one-year handle also provides maximum ma- remove their shoes before entering timately boosting business. And with protection against breakage. neuvering leverage. customers’ homes. 80% of his activity in residential “It’s great for one-man operation,” “We’ve built our hard-earned rep- Innovations boost productivity Helt remarked. “I’m certainly not as utation by treating customers with de- “It’s great for one-man operation. Design enhancements make pop- young as I used to be, and I can han- cency and respect,” he said. “And “I’m certainly not as young as I ular Speedrooter™ drain cleaners dle Speedrooter™ with no trouble!” we’ve stayed in business by getting used to be, and I can handle remarkably user-friendly. One per- Professionals like Carl Helt also the job done right.” son can easily load it onto a truck. appreciate general’s variable speed With nearly 50 years’ service as a Speedrooter™ with no trouble!” plumbing and drain cleaning expert, work, he knows his performance Helt insists on insuring those high touches the lives of ordinary people. professional and performance stan- “We believe in treating customers dards with superior equipment. like ourselves,” he declared. “With “When I started my own business reliable equipment, we clear block- in the early 1970s, I became the third ages faster – and spare customers un- owner of a second-hand general necessary inconvenience.” Sewermatic™,” he recalled. “And I That’s why he likes the power and passed that drain cleaner to a fourth reach of the Speedrooter 91™. “I call plumber – my brother-in-law. For all it my ‘workhorse’,” Helt laughed. I know it’s still working today!” “Speedrooter means service with a That sort of durable dependability ‘Capital S’!” made Carl Helt a lifelong general The latest version – Speedrooter customer. And that’s why he espe- 92™ – can really take a beating. The cially loves his Speedrooter 91™. durable design features a braced “One day last month we used it on frame at key stress points, a drum- Carl Helt, owner of Helt Plumbing, became the third owner of a second-hand four separate jobs and it came supported front and rear for longer General Sewermatic™drain cleaner when he started his business in 1970, and through every time,” Helt quickly bearing wear, and Flexicore® cable — has been a devoted user of General Pipe Cleaners tools since then. Here he holds added. an industry standard for toughness. his handy Flexicore® closet auger. ‘We stand behind our work — and expect the Heavy duty wire tightly coiled same from the tools we use,’ he insists. Power, reliability meet professional needs around 49-strand aircraft-type wire With plenty of raw power for long, rope, general’s heavy duty Flexi- The machine’s redesigned frame power cable feed. With raw driving tough jobs, the field-proven Speed- core® cable blends superior kinking slides smoothly from the loading and pulling power for long, tough rooter 91 blends rugged reliability resistance and strength with the right wheel to the handle to the stair jobs, the automatic feed drives 3/4", with optimal control and ease-of-use. amount of flexibility. It’s so tough climbers and finally to the wheels. 5/8" and 1/2" cables. To adjust for dif- ferent cable sizes, simply turn the knob on top of the feed. Switch from 3/4" or 5/8" cables to ILD BU ING N C www.phpinc.us E O E U 1 R

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. a small drum with /2" cable to clear

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TM U PHP Hydronics SGBC ® smaller lines. Both Speedrooter™ drums sport see-through inner cages to determine quickly how much cable Build your business with remains. Helt pulls no punches when stress- PHP “Boilerpaks” ing his professional perspective: “I’m Discover the advantages for your business available with from the old school: we stand behind pre-manufactured boilerpaks. These factory-assembled our work — and expect the same system components provide primary/secondary piping from the tools we use.” arrangements recommended by several of the “mod/con” His customers in Missouri appre- boiler manufacturers. Each comes with correctly sized piping and circulators for the particular boiler model. ciate that. And that’s why his general Save installation time drain cleaning arsenal also includes Reduce parts runs the Mini-Rooter™ for smaller jobs Minimize service calls — and he just added two innovative Now Available For: Improve your bottom line HTP Munchkin Pressure-tested & factory warranted Kinetic Water Rams™. The light- Peerless Pinnacle weight, compact device safely, Boilerpaks are available with zone pumping or zone valves Weil-McLain Ultra quickly and cleanly clears clogged NTI Trinity and with DHW Indirect kits. sinks, toilets and tubs with the power Triangle Tube Prestige For more information, visit www.phpinc.us and contact your distributor for a quote on your next project. of compressed air. But Speedrooter™ remains Carl Precision Hydronic Products Helt’s personal favorite. “It’s so dad- Division of JL industries, inc. 6730 NE 79th Court, gum reliable and versatile,” he con- Portland, Oregon 97218 T (503) 445-4188 Made in the USA. cluded. “I can just send the guys out F (503) 445-4187 Patent Pending Components We do not export labor. – and know we’ll get the job done!”n www.phpinc.us 12/09 See contact information on page 130 Visit www.drainbrain.com. • Be sure to visit www.thewholesaler.com for web exclusive articles and videos! • See contact information on page 130

92 • Digital Distribution •THE WHOLESALER® — JULY 2010

Another major advantage is the Software as a Service gives hands-off approach in terms of manag- ing and maintaining hardware servers, databases and software. While larger small-scale distributors a leg up wholesalers have the resources to de- vote to these tasks, smaller wholesalers do not. The SaaS model allows smaller BY DAVE GETTY in robust ERP software and hardware, plete service. In most instances, ac- wholesalers to use the same tools their Special to The WholeSaler giving them a significant ad vantage cess can be gained by simply log- larger counterparts use, but without over their smaller brethren. ging on to a central website or committing valuable time and money t is no secret that wholesalers, re- Historically, most small-scale another Internet-enabled application. to administering the system and main- gardless of size, face even more wholesalers leveraged in-house, Appli cations that can be leveraged taining the infrastructure. What’s more, Ichallenges than conventional conventional accounting software as an on demand service include the SaaS model essentially puts tech- business people. As margins gradu- packages, or simple spreadsheets to word processing, CRM tools and nology experts at your disposal with- ally erode, consolidation increases run their business. This allowed ERP applications. out putting them on your staff. Those and international competition contin- them to maintain their operations in leveraging an ERP system is a experts will run your system remotely ues to intensify, wholesalers must a limited capacity, but did not pro- necessary progression for wholesale in world-class data centers with world- find ways to keep up. vide any strategic advantages or pro- distributors to continue to promote class operations that include data back- Many look to improve efficiency mote growth. expansion, and maintain their posi- ups and failover processes. and streamline processes by imple- Until recently, small-scale whole- tion in actively served markets. This The only certainty that can be ap- menting Enterprise Resource Plan- salers had very few options in terms is especially applicable to smaller plied to business is the concept of ning (ERP) software throughout their of investing in a viable ERP system, distributors who must take advantage change. With the odds stacked up businesses, touching everything from but the advent of advanced technol- of every opportunity that presents it- against small businesses and espe- inventory to purchasing to accounts ogy gives them greater choice. self to maintain healthy growth. cially small-scale wholesale distribu- receivables. tors, change in the form of Mid-sized and larger wholesale The SaaS trend SaaS geared towards technological improvements can be distributors have the capital to invest Over the past few years, there has smaller distributors the key differentiator between the been a shift in the method of The advantages of leveraging a 10% that succeed, and the 90% that software delivery, referred SaaS to run a business include the rel- have to start all over again. n to as Software as a Service ative ease of technical setup and imple- (SaaS) or cloud computing. mentation. The dramatically lower Dave Getty, director of develop- SaaS is becoming much upfront capital investment allows ment for Activant®, is an expert in more prevalent due to the small wholesalers a better cash flow software for wholesalers. He can be improved bandwidth for while keeping costs low. reached by e-mail at distribution@ data delivery and the perva- These lower start-up and mainte- activant.com or by calling 800/776- siveness of high-speed In- nance costs, combined with a reduced 7438. Activant provides distributors ternet connections among need for infrastructure and staff re- with the software and services they small businesses. It allows sources to run high-powered systems, need to streamline processes, in- Software as a Service (SaaS), or cloud computing, companies with limited enable distributors to finally take ad- crease sales, improve customer serv- allows companies with limited hardware infra- hardware infrastructures to vantage of the process improvements ice and reduce operating expenses. structures to use software over the Internet in the use software over the Inter- and business intelligence tools that help Find out more at http:// distribution form of a complete service. net in the form of a com- them make better business decisions. .activant.com. Daikin, McQuay open new NYC area facility Races Are Won In the Pits JERSEy CITy, n.J. — Daikin and Mc- Quay opened the Daikin McQuay So- Choose the Right Crew lutions Plaza at 10 Exchange Place in Jersey City, n.J. The 32,000-square- foot facility was designed as a center for HVAC customers and specifying engineers with a state-of-the-art, in- teractive showroom, sales, training and education facility designed to far surpass any within the industry. The facility is available to cus- tomers, building owners, architects, engineers and contractors and show- Your Complete Source cases the latest Daikin and McQuay equipment, systems, solutions and af- for Backflow Parts termarket services. The showroom features full-sized product displays, &Accessories interactive information kiosks, as • Complete Parts Inventory well as product cut-a-ways to demon- strate Daikin and McQuay-specific • Same Day Shipping (800) 458-3492 product features. www.bavco.com The Solutions Plaza uses two Mc- • Technical Expertise Quay vertical self contained units and Daikin VRV equipment. Visit www.daikin.com or www See contact information on page 130 .mcquay.com. • Be sure to visit www.thewholesaler.com for web exclusive articles and videos! • *OUS*OUSPEVDJOH
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See contact information on page 130 94 • Master Distribution Today •THE WHOLESALER® — JULY 2010 Master distributor excels Service, attention to detail at core of JCR Distributors BY MARY JO MARTIN boom for the company. JCR now editorial director handles approximately 50 brands — approximately 15 of which have been riginally founded in Dallas in added in the last year and a half — 1982, JCR Distributors has and stocks 8,000 SKUs of Baldwin, From left to right are: manager Brad Sledge, Craig Spurlock, Keg Lamm, Laura Oachieved success in this in- 5,000 TOTO SKUs and in excess of Harrel and John Nivala. dustry by helping customers deal 40,000 overall. with and solve inventory problems “We’re always looking to expand “We want to support the industry we think is important information for that arise. JCR’s goal is to develop business by finding lines that have long term,” said Sledge. “I don’t want our customers to know. you just can’t brand loyalty by getting customers demand,” Sledge explained. “JCR to sell to somebody that doesn’t have ever give up trying to get in front of the technical help and products they services demand; we don’t create it. any overhead. We want to support brick the customer to make them aware of need — the first time. If we get a lot of interest from a ven- and mortar locations of businesses in how many brands we offer.” Mike McKenzie bought JCR, dor wanting us to help service de- the industry supporting this channel.” not all of JCR’s marketing efforts along with Pierce Hardware, about 20 mand for their product, we’ll be are electronic, however. The com- years ago, and manager Brad Sledge happy to consider it. We’ll bridge a Marketing is key pany still relies on its traditional — who had formerly worked at a gap and help a customer build their According to Sledge, marketing is binders, which prominently feature plumbing wholesaler and a rep business to becoming a direct cus- crucial when it comes to success in all of the master distributor’s lines. agency — came on board two years tomer for the manufacturer. master distribution. JCR’s primary These tabbed binders include specs later. For the first 15 years following “There is a fine line between hav- means of mass marketing are through and literature on all of the products McKenzie’s acquisition of JCR, the ing enough inventory and having too its monthly e-newsletter, website, so- carried by JCR, and provides a hands- company averaged 23% annual much. Customers are not using us cial networking, postcards and faxes. on way for customers to quickly look growth. McKenzie, who has a degree every day like they were before the They also use the TDM/AdHold up product information. in oceanography and had worked for recording service to share “Even though a lot of customers are the government, still functions as special messages with cus- turning to the internet to research and president. He encourages JCR em- tomers while they are holding order product, we still believe the ployees to make their jobs their own, within the company’s phone binders have great value,” Sledge work smarter and get the right prod- system. JCR typically records noted. “We’ve been sending them out uct to the customer the first time to new messages quarterly, for a long time, and our customers still build return business. In fact, in 2007 highlighting new products ask for them. no matter what type of McKenzie sold the company to the within their lines. marketing we’re doing, the bottom line employees through an ESOP, which “Our website is a wealth is keeping ourselves in front of the cus- he believes even further motivates of information that we up- tomer so they think to call us when them to work for the future and date daily with price lists, they need a product we can provide.” growth of JCR. manufacturer announce- The company now occupies the ments and product news, The home team former Morton’s potato chip plant in etc.,” Sledge noted. “Other JCR has approximately 3,000 ac- Dallas — a very unique old brick On the shipping dock are (l-r): Gino Dok, Albert features include eco-green counts nationwide in their system; structure that offers a small office Williams and Major Washington. products, MAP policies, 2,000 of them have been active space and plenty of warehouse capac- links to our manufacturers’ within last 12 months. The com- ity for the large inventory JCR keeps economic environment changed. But websites, literature ordering options, pany’s five full-time salespeople — on hand. JCR started out with key that’s okay; if they are direct they re- price lists, special promotions and with more than 90 years of industry brands such as Baldwin, JADO, ally shouldn’t be using us every day. line discount sheets. One of the unique experience — operate in a bullpen at- Phylrich and Broadway. They took Our A items have definitely changed; things about the way our site is set up mosphere. JCR does formal training on TOTO around the time the 1.6-gpf with the construction market having is that even when a customer goes to when they take on a new line and legislation passed, which Sledge de- slowed down these last few years, a manufacturer’s website, they still they do encourage their employees to scribed as a move that provided a big manufacturers are not as busy as they remain on our webpage.” share learning experiences from var- used to be, so they can JCR’s monthly e-newsletter high- ious situations with each other. now ship product that lights specials they are offering, any “Our discounts are competitive,” customers used to buy freight discounts, and manufacturers’ said Sledge, “but what sets us apart is from us. It’s a constant promotions. They also include a line our customer service. great service challenge to figure out discount sheet each month. comes at a cost and it’s very important the right items to have “Our e-newsletters are monitored that we well represent our vendors well. and how much.” by Constant Contact, which gives us It’s about long-term, repeat business. I JCR continues to the ability to see how many people are don’t get excited about a sale; I get ex- sell strictly to show- opening our e-mails, what they are cited about somebody’s business. We rooms, plumbing sup- clicking on and which pages they are want re peat business and customers. ply houses and K&B looking at on the e-mail,” Sledge ex- “We are a very friendly crew and retailers nationally, al- plained. “We’re also on Facebook, we enjoy helping people. Success in though the brand de- which is a great way to connect with this industry comes from how well Other members of JCR staff are (l-r): Gwen Worrell, mands vary by region some of our customers. I use it to share you deal with the problems that arise. Jim Krizmanic and Vikki Williams with Brad Sledge. and demographic. magazine articles and other news that (Turn to JCR... page 96.) • Be sure to visit www.thewholesaler.com for web exclusive articles and videos! • 0RODUCTSFOR0LUMBING #OMMERCIALAND(6!#-ARKETS





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See contact information on page 130 96 • Master Distribution Today •THE WHOLESALER® — JULY 2010

costs. If the sticker has been tripped are ringing more and showroom traf- JCR Distributors sweats and noted on the waybill, carriers will fic is picking up for our customers. pay on concealed damage claims. We have to face the fact that it’s prob- the details for customers • Quotes are obtained from at least ably going to be awhile before we four shippers to ensure customers get reach the levels of a few years ago, (Continued from page 94.) pallet for the shipment best the rate. but it can be strong again. We’ve had It makes customers feel good when • A 1" plank foam is placed on top a couple of good months in a row, you help them and they want to come of the pallet to cushion and protect Business projections back. That is really the bottom line.” product during shipment According to Sledge, remodeling Another feature of JCR’s website • Boxes are carefully placed and is currently the strongest area of “We want to support brick is a slideshow that illustrates their arranged for maximum stability JCR’s business, which makes it more and mortar locations of shipping and packing protocol. It is • When shipping multiple boxes, important than ever for them to have crucial for both JCR and their cus- they are strapped down with heavy the right inventory on hand. “We are businesses in the industry tomer that the merchandise arrives duty plastic banding hearing from our customers that their supporting this channel.” with no damage, so JCR takes great • Reinforced corrugated cardboard contractor customers doing these re- care in packing the products. (See the corners are placed under the straps to modeling jobs still aren’t very busy,” — Brad Sledge videos of Sledge and JCR employee protect the integrity of the boxes Sledge described. “So they want their Albert Williams demonstrating what • Orders are then stretch wrapped product right away so they can get consumer confidence is increasing goes into safely shipping product in for added security right to work when they have a job. and the stock market has improved. the “On the Road” section of • Depending on the product, some They don’t want to sit and wait for If we could just get the banks to start www.thewholesaler.com.) of the boxes will be opened and extra weeks to get the product. We’re see- loaning money again, things will start JCR has a very well-thought-out protection added inside to ensure ing that many remodel jobs are only to look better.” and deliberate process for packing product doesn’t shift during shipping one room, rather than multiple rooms Sledge noted that to support cus- and shipping: • A Shock Watch sticker is placed or the whole house. People are doing tomers — and protect JCR — during • After the product has been on the outside of the boxes on LTL things on a smaller scale. these last few years, they’ve lowered pulled, employees inspect all items shipments to monitor whether they “I think this year is going to remain credit limits across the board. “We and boxes to ensure they are not dam- have been dropped or roughly han- kind of flat in residential construc- didn’t do this to cut people off or aged prior to shipment dled; this protects both JCR and their tion, but we are hoping that it will limit the amount of business they • They select the correct size of customers from having any damage start to come back in 2011. Phones could do,” Sledge explained. “We re- ally did it as a way to help us stay on top of where our customers are in terms of their outstanding credit. Communication is critical component of maintaining a working credit rela- tionship with each customer.” As far as the future of master dis- tribution, Sledge is confident it will always be in demand. As long as there are high-end decorative show- rooms, there will be a need for two- step distribution. “I don’t think we’ll go the same route that some industries have gone where manufacturers have started to sell direct,” he said. “I think there will continue to be a need for us. The in- ternet is going to have an even stronger presence going forward. I want our customers to be able to place their own orders and service themselves on the Internet. That’s something we’ve got in the works.” Ultimately, Sledge emphasized that business still comes down to service and relationships: “What re- ally sets our company apart is our customer service. We’re not just order takers. My team is familiar with the products we carry. They generally will catch any mistakes in an order. They are good salespeople and treat customers with respect. We have knowledge and experience. It’s still about relationships — not about tak- ing the order and getting off the phone. It’s about developing a con- nection and getting to know that per- son a little bit. We have a good following of customers who are happy with their experience with us, and so they will always turn to us See contact information on page 130 when they need help.” n • Be sure to visit www.thewholesaler.com for web exclusive articles and videos! • THE WHOLESALER® — JULY 2010• • 97 Milestones General Plumbing Supply New Jersey distributor celebrates centennial At Park Supply

eneral Plumbing Supply has General Plumbing Supply has been been a leading resource to headquartered in Edison, N.J. since of America we stick Gcontractors for top-of-the- 1997 and has over 200,000 square line plumbing, heating, HVAC and foot of warehouse space across the industrial supplies for 100 years. In state of New Jersey. The 100-year-old with products 1910, Charles S. Goldberg started company operates nine branches what came to be known as Goldberg throughout north and central New Jer- sey (Edison, Bayonne, Morris Plains, that work and that’s Union, Dover, Middletown, Ridge- field, Orange and Hawthorne) with showrooms at most of the branch lo- cations. With nearly 200 employees why our plumbers’ and branches stretching from Passaic and Bergen County to Monmouth County, GPS is able to service the keep asking Plumbing Supply on Avenue C in trade from eastern Pennsylvania to Bayonne, N.J., and since then the Staten Island with full coverage of company has grown over three gen- New Jersey in between. A fleet of 35- for Union Brass. erations to become one of the largest plus trucks allows for next day deliv- distributors on the East Coast, with ery on all non-special order items nine locations serving New Jersey (even same day in many cases). and Staten Island. After moving to GPS has sizeable inventories Gordy Wichterman, CEO/CFO Kennedy Boulevard in Bayonne, Goldberg Plumbing Supply changed and expertise in each of the Park Supply of America - Minneapolis, MN its name to General Plumbing Supply three main areas that the and added branches in Morris Plains company carries stock: and Edison, N.J. — and has added six plumbing, hydronic heating more branches since the 90s. and HVAC. Each branch has a President and owner Bruce Tucker complete stock of residential learned the business from his father, Herb, and has a lifetime of experience and commercial plumbing lines. in this industry. With vice president/ All nine branches carry plumbing, general manager Joe Novak assisting hydronic and HVAC products so GPS Tucker and with fourth-generation is able to service the plumbing, me- family as part of the GPS family, the chanical and HVAC contractors at company has positioned itself as one each location. These lines include of the premier plumbing, hydronic American Standard, TOTO, Grohe, heating, HVAC and industrial supply Rheem water heaters, Weil McLain, wholesalers in New Jersey. (Turn to General... page 98.)

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In 1910, Charles S. Goldberg started this hardware store in Bayonne, N.J., selling ©2010 Union Brass Manufacturing Company everything from stoves to tires to bicycles to go-carts (baby strollers); the business came to be known as Goldberg Plumbing Supply. See contact information on page 130 • Be sure to visit www.thewholesaler.com for web exclusive articles and videos! •

www.arnoldostrom.com 98 • Milestones •THE WHOLESALER® — JULY 2010 General Plumbing Supply going strong at 100 (Continued from page 97.) Utica, Goodman, Elkay, Fujitsu Mini-splits, Taco, Zoeller, NIBCO fittings, valves and PEX. All locations also have full inventories of copper, black, steel and PVC pipe (in- cluding fittings, nipples and valves) with counters full of inventory and knowledgeable staff. GPS has sizeable inventories and expertise in each of the three main areas that the company carries stock: plumb- ing, hydronic heating and HVAC. Each branch has a com- plete stock of residential and commercial plumbing lines from American Standard faucets and fixtures to Sloan, T&S Brass and Chicago. The kitchen and bath showroom locations offer the aforementioned lines as well as Rohl, Moen, Delta, ThermaSol steam generators, MTI Whirlpools, as well as cabinetry lines such as Kraftmaid, Starmark Cabinetry and Signature Custom. GPS also offers a full selection of decorative bathroom and kitchen prod- ucts to complete any job. Hydronic heating & HVAC of- ferings include Rheem, Weil-McLain, Utica, Pennco, Laars, Triangle Tube, Goodman, Fujitsu, Diversitech prod- ucts and countless others. Visit www.generalplumbingsupply.net or call 800/ General Plumbing Supply operates nine branches throughout north and central New Jersey with show- CALL-GPS. n rooms at most of its branch locations.

See contact information on page 130 • Be sure to visit www.thewholesaler.com for web exclusive articles and videos! • THE WHOLESALER® — JULY 2010• • 99 INDUSTRY NEWS Activant attracts 1,300 distributors to Summit YARDLEY, PA. — More than 1,300 ident and general manager of Acti- distributors met in Washington, DC, vant, addressed the assembled atten- We have sold in March 2010, for Summit, Acti- dees and highlighted Activant vision vant’s annual conference for whole- for the future: “Activant’s goal is to sale distributors. evolve the way distributors do busi- The three-day event included pre- ness by offering them software and Union Brass products sentations by industry experts, educa- services that achieve best-in-class tional sessions with Activant processes.” technology professionals and net- Summit 2011 will take place in Or- for almost as long working events. lando, FL in March 2011. Joe MulChay, president of Activant Solutions Inc. is a leading Genalco, described the event as: “A technology provider of business man- as First Supply has must! The industry experts, the net- agement solutions serving retail and working, the classes, the opportunity wholesale distribution businesses in to see new developments...make it all three primary vertical markets: hard- been in business. Our worth while!” lines and lumber; wholesale distribu- Dan Szykowny, CFO of SG Sup- tion; and the automotive parts ply noted: “I don’t understand if you aftermarket. have the software and have this big Founded in 1972, Activant pro- customers ask for this investment in it how you cannot af- vides customers with tailored propri- ford to attend Summit. This is the one etary software, professional services, time a year that you can get all the an- content, supply chain connectivity, product by name. swers to your questions there and and analytics. More than 30,000 cus- meet the people who are going to tomer locations use an Activant solu- shape your technology future that run tion to manage their day-to-day our businesses.” operations. John Speer, Sales Manager Kevin Roach, executive vice pres- Visit distribution.activant.com. First Supply - LaCrosse, WI

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www.webstonevalves.com. AND WORKS... AND WORKS. Founded in 1954, Webstone is a leader in the innovative design of resi- dential and commercial valves used in plumbing, hydronic, radiant, solar and geothermal applications. These designs focus on time- and space-saving 877.454.8858 www.unionbrass.com concepts that simplify future maintenance and upkeep of all piping systems. Some of Webstone’s trademarked and patented items include The Isolator®, ©2010 Union Brass Manufacturing Company Isolator® EXP™, Pro-Connect™ and Pro-Pal® step-saving valves. See contact information on page 130 • Be sure to visit www.thewholesaler.com for web exclusive articles and videos! •

100 • MOVING UP •THE WHOLESALER® — JULY 2010 CONGRATS! Stu Bennett was named VP-sales for with the global specialty valve prod- Active Plumbing Supply. He joined ucts group. The appointment marks a APS in 1994 as a showroom consultant, return to Crane for Favilla after two in 1998 was promoted to outside sales, years with Conbraco Industries/ and quickly became the company’s Apollo Valves. sales leader. Since 2002, he has held Corrosion Materials Inc. made branch manager positions and most re- two key appointments: Ed Whartnaby Tony Favilla Todd Langbehn Ryan Tracy cently was director of operations. • Michael King is now general man- Artisan Manufacturing Corp. pro- ager. He joined the company in 2008 as ager for the Northeast. He will work • Sibylle Mair was promoted to moted Joseph Amabile to chief operat- national sales manager and assistant with distributors to promote the Hy- VP-finance & controlling. Mair ing officer. Amabile joined the company general manager after a 15-year career dron Module, GeoComfort, and joined Hansgrohe in 2006 after in April 2007 as national sales manager. with Siskin Steel and Supply. TETCO brand geothermal systems. holding positions with Siemens and He will continue to oversee national • Rita Fang is international sales Senio has been in the HVAC industry EPCOS AG. Mair has helped guide sales while serving as the COO. manager, responsible for all non-do- in sales management for 26 years. and manage Hansgrohe US to prof- Canadian Institute of Plumbing mestic sales efforts. She had been re- To help celebrate WaterSense’s Fix itability. & Heating president Ralph Suppa sponsible for sales to South America A Leak Week, First Supply’s Doug Harvel Plastics Inc. promoted was elected to the Board of the NAW and the Far East since 2000. Widish, manager of Gerhards show- Patrick M. Foose to president and Institute for Distribution Excellence. Dakota Supply Group’s an- room in Madison, appeared as a guest general manager. Foose has served The not-for-profit educational foun- nounced two key appointments: on Wisconsin Public Radio’s Larry the company for nearly 30 years, dation provides re search and educa- • Todd Langbehn is regional Meiller Show to discuss the latest in most recently as COO. He will focus tion for member associations. manager for Central South Dakota, water conservation, quality and prod- on operations throughout all facets Chicago Tube and Iron Co. wel- responsible for all activities for the ucts, and share statistics on the water of the business and lead strategic comed two new team members: Aberdeen, Mitchell and Pierre, and energy wasted from running toi- planning efforts and ongoing prod- • Mike Mowrey is the Wis consin S.D., branches. Langbehn has been lets, dripping faucets and other uct development. Division’s new sales manager in with DSG for three years as an elec- household leaks. Hastings Tile & Bath made two Fond du Lac. Mowrey will be respon- trical outside sales associate in Ab- F.W. Webb named Chip Slattery key appointments: sible for both outside and inside sales erdeen, after spending 12 years to the newly created position of inter- • Jody Rosenberg will head sales functions. During 16 years with Re- with Menards. net marketing manager, in an effort to and marketing. He brings 23 years liance Metal Center, he held a variety • Mech an ical Group manager gain more business on the Web. He of experience in the luxury kitchen of sales positions, most recently sales Ryan Tracy will now focus his ener- will market all the websites that have and bath industry, including an ear- manager covering South Central gies on managing DSG’s growing been and will be created for F.W. Texas and Mexico. presence in plumbing and HVAC, Webb, as well as looking into addi- • Cameron Hybels is a new outside passing on the day-to-day oversight tional means such as Twitter and sales representative for the Des of the Aber deen, S.D., branch to his FaceBook. Slattery also will assem- Moines Division. His sales territory experienced staff. ble as many relevant e-mail addresses covers central and western Iowa and Danfoss added three account man- as possible for news and sales promo- eastern Nebraska. Hybels previously agers to support its growing customer tion e-blasts, and will work on the was with Iowa Spring Manu facturing base in the HVACR industry: new WebbConnect. as lead inside sales person and out- • Mike Rodgers, Great Lakes re- Generac Power Systems named bound sales representative. gion. He had been business develop- Terry Dolan senior VP-sales. During Component Hardware Group ment manager for Tecumseh Products his career, Dolan has helped lead and Jody Rosenberg Pete Pierret announced two key appointments: Company. implement the sales and marketing • Ed Whartnaby is the new EVP- • Gary Paege, South Central region. strategies on a global level for major lier position at Hastings. Most re- sales and marketing. Whartnaby He had held positions at Almcoe Refrig - U.S. manufacturing companies. cently he was national sales director brings more than 20 years of experi- eration and Tyler Refrigeration. The Supervisory Board of Hans- at Sonia Amer ica. ence in strategic leadership and sales • Dennis Marston, Southeast region. grohe AG decided early to extend the • As executive sales manager- and marketing campaigns for the He had been western sales manager for contract of its chairman of the Man- Eastern U.S., Stephen LaMachia will technical equipment and hardware in- ICOR Inter national, as well as holding agement Board, Siegfried Gänßlen, manage the sales division and inde- dustries in North America. positions with U.S. Air Conditioning for another three years. “Even during pendent reps east of Minnesota. He • Aaron Thole was named business Dis tributors and Baker Distributing. the crisis year 2009, Siegfried previously was Eastern regional sales development manager for the Upper Eemax Inc. appointed Kevin Gänßlen managed to keep our enter- manager for Sonia America. Midwest territory. Thole returns to Dokla marketing manager. Dokla has prise on a steady course,” said chair- HD Supply has realigned its sen- CHG — where he was an outside 12 years experience in marketing man of the Supervisory Board Klaus ior leadership organization with the sales representative from 2001- communications, product marketing, Grohe. “We are confident that with addition of John Stegeman as execu- 2007— after working as a territory brand management, product develop- him, Hansgrohe AG is in very safe tive president. “As we focus on grow- sales representative for the Henkel ment and sales generation. hands.” Together with his deputy ing faster than our markets, it is Corp.–Loctite Division. Enertech Manufacturing LLC Richard Grohe, grandson of founder essential that we seize key opportuni- Crane Energy Flow Solutions named Eric Senio regional sales man- Hans Grohe, Gänßlen will lead the ties to add world-class talent to our appointed Tony Favilla general man- organization until 2013. organization,” said Joe DeAngelo, ager of the Industrial Valve Group. In In other news at Hansgrohe: CEO of HD Supply. “John has built this newly created role, Favilla will • Stefan Hammann, formerly di- his career through various roles in the have direct responsibility for the rector of manufacturing, was pro- industry, and his expertise will further Flowseal, Duo-Chek, Crane, Center moted to VP-operations. He will strengthen our leadership team and Line, Aloyco, Jenkins and Stockham focus on quality improvements and accelerate momentum on key value brands. He will lead the sales and lean manufacturing while restructur- creation initiatives.” Stegemen will marketing teams in executing long- ing manufacturing, logistics and the lead the HD Supply Canada, Electri- term growth plans for Crane’s key in- distribution center. Hammann will cal, Plumbing/HVAC, Waterworks dustrial products in the North also lead the Hansgrohe Operations and White Cap businesses. He most American market and work closely Kevin Dokla Doug Widish Strategy 2015 project. recently served as president and CEO • Be sure to visit www.thewholesaler.com for web exclusive articles and videos! • THE WHOLESALER® — JULY 2010• • 101 MOVING UP of Ferguson Enterprises, with whom Condren had been regional sales he began his career as a management manager. She will maintain her terri- trainee in Herndon, Va., in 1985. tory responsibilities while driving In addition, Ronald J. Domanico sales and market growth with buying joined HD Supply as senior VP and groups and national accounts. CFO. He has more than 30 years of Since 1892 financial and management experi- ence and global expertise. Domanico had been VP and CFO at Caraustar plumbers have been Industries since 2002. ICM Controls hired Pete Pierret to head up the company’s new Smart asking for Union Brass Energy sales initiative. With more than 20 years of HVAC industry ex- perience, Pierret will guide product strategy and be responsible for all Karen Condren Rich Wuerthele by name... sales direct to utilities. Jacuzzi Luxury Bath announced Pipe specialist Mike Ramsey has two key leadership changes: joined Kelly Pipe’s Chicago office it never gets old. • Chris Peetz was promoted to VP- and branch. Ramsey brings 30 years operations. He joined Jacuzzi in 2008 tested experience in the pipe business to help build out the firm’s primary to Kelly, the last 18 at Koppel Steel North American bath products man- (TMK IPSCO) as tubular products ufacturing facility, the Georgia Oper- manager. He will be in charge of sales ations Center in Valdosta. Peetz will activities for Kelly in the Upper Mid- Atlantic region, with special empha- At Union Brass we believe in the same sis on serving accounts in the Marcellus Shale. virtues this company was founded on: Scott Graham is now industrial sales manager of LASCO Fittings Inc. He value, performance and quality. If that has 14 years of experience with com- panies like BF Goodrich, Noveon and makes us old fashioned, we can live with Lurbrizoll. He will work with existing regional managers while aligning the that. Union Brass has exactly what you company’s sales efforts toward key in- need. Visit us at www.unionbrass.com Chris Peetz Ray Torres dustrial manufacturers’ reps. LENOX® appointed Rich or call 877.454.8858. take on new responsibilities for pur- Wuerthele president of Industrial chasing and global sourcing initia- Products and Services. He joined tives for all of the firm’s North Newell Rubbermaid in 2003 and American business units. most recently was president of the • Ray Torres was named director North American Sales Organization. of engineering for bath product lines. In total, Wuerthele has more than 24 He has 22 years of experience in lux- years of progressive sales, marketing ury whirlpool and air bath develop- and general management experience ment and manufacturing. Most within the tools, hardware and indus- recently with Lasco Bathware, Torres trial industries. holds several patents. MIFAB promoted Lois Rayner to Johnson Controls appointed two customer service manager and new brand managers for the com- Dwight O’Brien general manager. pany’s Unitary Products division: Both are located in Chicago at • Steve Hoffins, York® brand man- MIFAB’s 119th Street head office. ager. Hoffins was with the Building The Master Group L.P. promoted Efficiency Marketing & Communica- Daniel Le Tallec to VP-supply chain tions group within Johnson Controls, management. Le Tallec began his ca- where he led communications activ- reer at Master over 20 years ago as a ity supporting the group’s Service Or- buyer, and later was named purchas- ganization. ing manager. • Mary Mocarski, Coleman® and Mid-City Supply appointed Joe Luxaire® brand manager. She was Velleman HVAC specialist at their IT JUST WORKS, senior marketing communications central distribution center in Elkhart, representative for Johnson Controls Ind. His experience includes posi- AND WORKS... AND WORKS. Global WorkPlace Solutions, where tions as a maintenance technician, she developed marketing communi- wholesale counter sales, outside sales 877.454.8858 www.unionbrass.com cations strategies and associated pro- and management. grams for assigned markets. Mr. Steam recognized Katie ©2010 Union Brass Manufacturing Company The Keeney Manufacturing Ellingson of Morrison Supply Com- Company appointed Karen Condren pany in Austin, Texas, as the first See contact information on page 130 sales manager-national accounts. (Turn to CONGRATS!, page 102.) • Be sure to visit www.thewholesaler.com for web exclusive articles and videos! •

102 • MOVING UP •THE WHOLESALER® — JULY 2010

the group’s operative business. He Brewer most recently worked for CONGRATS! additionally represented a business NTI Inc. as VP-sales, after holding division as part of the board of direc- sales, marketing and product man- (Continued from page 100.) Roundtable and has over 30 years ex- tors. Moving into a role on the agement roles with TAC LLC, Mul- 2010 Passport to Hawaii Rewards perience in the stainless and alloy in- REHAU supervisory board, former tiaqua Inc., McQuay Inter national Program winner. She was awarded a dustry and will be responsible for CEO Wolfgang Faber has served at and Rheem Manu facturing. gift certificate to the spa location of sales to PVF distributors. the company for nearly 40 years, United Pipe & Steel announced her choice. Ellingon has been em- Phillips Supply Company, a starting as assistant to the personnel that Corey Lowsky has joined the or- ployed at Morrison for three years plumbing wholesaler based in division manager in Rehau, Germany ganization as sales manager. Most re- and worked with Mr.Steam products Winder, Ga., appointed 35-year in- in 1971. He was appointed chairman cently, Lowsky worked at Matco- dustry veteran Kenny Truelove VP- of the board of directors in March Norca as director of marketing and sales and marketing.” 2000, and CEO of the executive product management, and prior to The Plumbing Manufacturers In- board in early 2007. that as Eastern regional sales man- stitute announced that Jack Krecek, Stephen P. Eberhard, president ager. He holds an MBA from Boston VP and general manager of the Com- and CEO of Simpson Dura-Vent, University. mercial Business Unit for Elkay Man- announced organizational changes: Uponor made two appointments: ufacturing Company, moved into the • Mike Wolfe is general manager of • Sandy Hoyt is now national ac- role of first VP and will serve as PMI the Albany, N.Y., operations. Wolfe count manager for Ecoflex®. He has president in 2011. The move was was most recently with Interline more than 20 years in the pre-insu- prompted by the departure of Bill Ball, Brands as operations leader for sev- lated pipe systems market. Katie Ellingson Anthony Carey VP-engineering for WCM Industries, eral distribution locations, and their • Jason Woodman was named from the Exec utive Committee due to North Carolina manufacturing plant. Western regional for five years. increasing demands on his time. Ball • Mike Bruce, VP-manufacturing, sales manager for Noland Company announced sev- remains on the Board as a Director at was also appointed VP-R&D for Va- Western Canada. eral key appointments: Large. Stewart Yang, VP-engineering caville operations. He will manage all He is responsible • Keith Northey was named area for Kohler Co., becomes second VP. engineering and R&D functions, in - for leading the leader for the Northeast/Central re- Jeff Baldwin, engineering manager at cluding plant, manufacturing and de- sales force in gion. Northey previously was with T&S Brass and Bronze works, will ful- sign engineering and new product Western Canada, Johnstone Supply. fill Yang’s term as Treasurer on the development. including revenue • David Butler is HVAC business Executive Committee. • Victor Lambert, controller and and sales develop- director. Butler, who came to Noland PRIER Products named Anthony administration manager, is general ment, demand from ICOR International, is respon- Carey director of manufacturing. manager of Vacaville operations. He planning, distribu- Jason Woodman sible for growing the HVAC business Carey had been operations manager will manage manufacturing opera- tion management and field technical in Noland’s 12-state market. for Martin Logan, where he was re- tions and purchasing and supervise support. • Don Said was named HVAC sales sponsible for manufacturing, engi- the accounting department for all Rogers Earl Jr. is now president manager for the Jacksonville, Fla., lo- neering support, logistics, inventory branch locations. and CEO of Valley Supply Co., tak- cation as the business expands to in- management, quality assurance and • Dave Kowalski was named man- ing over leadership of a talented clude NuTone Heating and Cooling the operations budget. ager of manufacturing, managing all group of managers and associates at Products, and LG mini split system air REHAU appointed Rainer Schulz the century-old business. He helped conditioners, as well as replacement global CEO. Schulz, who has been oversee the creation last fall of parts for service and repairs. with the company since 2001, for- DreamScapes, the company’s mod- Owen Doss joined PAC Stainless merly served as deputy CEO, and ern showroom facility in Elkins, Ltd. Doss is a director of the PVF was also COO with responsibility for W.Va. He joined Valley Supply in 2006 as a project manager, then in 2008 was promoted to branch man- ager at the Elkins store. Rogers suc- ceeds Pat Lafayette, who is stepping back from day-to-day management $GHVLJQ Rainer Schulz Rob Cook responsibilities but will remain chair- WKDW man and treasurer of the family- of the daily manufacturing manage- owned company. VWDQGV ment and scheduling functions. Walworth U.S.A. appointed U.S. Rob Cook was appointed president valve industry veteran Ron Drews WKH of Speakman Company. He is the EVP-sales & marketing for the U.S. WHVWRI sixth president and first non-family and Canada. According to CEO Ja- member to lead the company in its cobo Waisburd, “Ron Drews will be WLPH 141-year history. Cook had been with responsible in rebuilding Wal - Vistage International (formerly TEC), worth’s once-outstanding Amer - a peer-to-peer business leadership or- ican-based position in its massive 7HVW7LWDQŒ ganization. He will direct the ongoing line of heavy duty valves for oil re- 0HFKDQLFDO7HVW3OXJ growth initiatives in Speakman’s her- fining and fossil fuel production, itage businesses in commercial power generation, chemical plants plumbing and residential shower and and municipalities applications, etc. bath, as well as overseeing new ven- requiring top-quality flow control tures including a DTC e-commerce products.” Drews has amassed a 35- website; Beijing, China, sales office; year record as an expert in all as- and a high efficiency air conditioning pects of valves and flow control business, Cooling Solutions. Rod man devices. He will concentrate on or- Ward III will continue as chairman. ganizing a team of national reps and

ZZZVLRX[FKLHIFRP  3HFXOLDU0LVVRXUL Charles “Chuck” Brewer was ap- valve specialists who will bring a pointed director-North American wide valve variety to distributors for See contact information on page 130 sales at Tecumseh Products Co. final sale to the end user. n • Be sure to visit www.thewholesaler.com for web exclusive articles and videos! •

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See contact information on page 130 104 • Independent Distribution •THE WHOLESALER® — JULY 2010

ing salesman for Reel Pipe & Valve epitomizes Crane Valve at the age of 52 to found family-owned PVF distribution his own PVF distri- BY MORRIS R. BESCHLOSS beacon of traditional American val- bution firm with PVF and economic analyst emeritus ues of free enterprise. four employees — Many of these successful entities he has been fol- n this rapidly changing economic are still thriving; one that truly epito- lowed by three gen- age of corporate expansion, con- mizes this independent spirit is Indi- erations of Reels who have used their today expanded into an outstanding Isolidations and globalization, the anapolis-based Reel Pipe and Valve brains, energy and hard work to build industry factor, covering much of independent multi-generational, fam- Company. this firm into an outstanding special- Central and Southern Indiana, with ily-owned pipe, valve and fitting dis- Founded in 1939 by Leonard R. ized PVF distributor. hundreds of the PVF sector’s top tributor stands out like a shining Reel Sr. — who left his job of travel- This highly regarded PVF firm has brand names among their multi- faceted offerings. Although private companies normally do not divulge their results, this profitable, self-fi- nanced family firm is estimated to generate annual revenues in the mid- $20-million annual range. As is true of most successful fam- ily owned businesses, Reel’ Pipes success stems from a continuity of the aforementioned four generations of the Reel family, who are actively involved with their employees, sup- pliers and customers on a daily basis. The current management team has not waned in its commitment to gen- erating value, quality and service. When Reel Sr. founded the Reel Pipe business voyage on the verge of World War II, he had to face short- ages of material and manpower, which included two of his sons, Frenchy and John, active in the American Army’s liberation of France. Simul taneously, he endured the loss of his wife Alice in 1943. Son John is still currently active. Strongly supported by his former employer Crane, Reel overcame wartime difficulties and then pro- ceeded to build a post-war founda- tion. This resulted in today’s rock-solid reputation as a leading provider of the widest gamut of PVF products in the broad marketing area SStubborntuubbbbbornn oonn QQuality.ualiitttyyy.. that the company covers. Frenchy Reel joined the company in 1947, followed a few years later by WWithith a ssimpleimple ppush-inush-in Speed t®Speed t® ttings ttings you’llyou’ll dodo withwith allall thethe John and Bill. From 1969 to the pres- ent, six of Leonard Reel Sr.’s grand- aaction,ction, oourur SpSpeed t®peed t® comecome inin allall thethe precisionprecision timetime youyou justjust saved.saved. children have also entered the business. ttingsttings jjoinoin ffoforor ddurable,urable, con gurationscon gurations youyou needneed Upon my entry into the valve business lleak-freeeak-free cconnections.onnections. forffoor youryour job.job. OnceOnce youyou in the late 1950s with Hammond Valve, NNoo ttools,ools, nnoo sslip,lip, nnoo workwork withwith Speed t®Speed t® I vividly recall the kindness extended ssweat.weat. DDesignedesigned andand you’llyou’ll wonderwonder wherewhere to me by the Reels when I called on mmanufacturedanufactured sstrictlytrictly iinn we’vewe’ve beenbeen allall youryour life.liffe.e. them as a cub salesman. tthehe UKUK forffoor tthehe UUSA.SA. AndAnd youyou mightmight askask whatwhat In 1984, during its 75th year of af- filiation with Leonard Reel Sr. as an employee and subsequently as a dis- tributor, then-Crane president Dante Fabiani awarded Reel Valve special recognition for its many utilizations QQuality’suality’s ffifinestinest hhour.our. of Crane products in key applica- wwww.johnguest.comww.johnguest.com tions. These included the Indianapolis Colts’ Lucas Oil Stad ium, as well as in the Hoosier Dome. MMadeade ooff hhighigh qqualityualittyy eengineeredngineered pplastic,lastic, JJohnohn GGuestuest pproductsroducts hhaveave aalwayslways bbeeneen lleadead ffrfreeree ((lessless tthanhan ..025%025% wweightedeighted aaverageverage lleadead ccontentontent oonn wwettedetted ssurfaces).urffaaces). MMadeade iinn GGreatreat BBritainritain aandnd ssoldold bbyy JJohnohn GGuestuest UUSA.SA. TTeTel:el: 8800.94.JGUSA00.94.JGUSA What is just as remarkable are the endless names of the PVF sectors’ out- standing product brands, all of whom See contact information on page 130 (Turn to Beschloss, page 106.) • Be sure to visit www.thewholesaler.com for web exclusive articles and videos! • See contact information on page 130 106 • INVENTORY COUNTS •THE WHOLESALER® — JULY 2010

my advice in a nutshell: If a salesper- Listening to the right customers son wants to bring something in for a customer, make sure it is a cus- BY JASON BADER tory for our company, the sales team done in our career. He is opening up tomer who contributes to our bottom Inventory management specialist was not steeped in the products or a new territory similar to our adven- line profitability. trade focus of my company. They had tures in Denver. I had to re mind him Over the last several years, I have hen I was managing a a rough idea who we were going about the potential for product prolif- been teaching distributors how to seg- large facility in Denver, I after, but we were not always on the eration with a new sales force. Fortu- regate their customers by profitability. Wwould get all sorts of same page. Each person brought bits nately, he is bringing several veteran One of the key benefits of this type of goofy product requests from the sales and pieces from their previous expe- staff with him, but the potential problem analysis is determining how to allo- team. Since Denver was a new terri- rience, so we became the melting pot is still there. cate money in the name of customer of the industry. Although a melting As distributors, we can easily get service. I typically approach this from pot can provide a rich and diverse talked into bringing in some really an asset allocation discussion, but culture, it can also produce a product strange products. We are sales organ- there is great deal of merit in looking mix without any direction or focus. izations first and foremost, thus sales at this segregation to help make prod- This became brutally apparent often has the loudest voice. After ob- uct and sales investment. Essentially, when I had to liquidate the facility. I serving this for several years, here is (Turn to Sort customers... page 108.) could literally attach a name tag to all of the oddball products I had been though the company has not stinted on talked into. “If you get some, this Beschloss introducing the latest products and customer will buy some.” Have you (Continued from page 104.) service facilities made available by ever tried to put “some” on a PO? are proud to be suppliers to Reel and current industry ad vances, the old- This scenario came up in a recent give that company the highest marks fashioned personal warmth exuded by conversation with my brother. He is for its supplier activities, specification that traditional family-owned Ameri- the president of the family business work and user interrelationships. can enterprise is still highly in evidence and we can always share a laugh over Today, Leonard R. Reel Jr. heads the to all who are privileged to partner some of the dumber things we have company as chairman of the board. Al- with this fine PVF distributor. n

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See contact information on page 130 108 • INVENTORY COUNTS •THE WHOLESALER® — JULY 2010

the folks that stay within our credit even count. This new information Sort customers by profitability terms. Since this only about 25% of gave the sales team a direction. Why (Continued from page 106.) isting customer or go out and find new the total customer base, the task is far is the customer not buying in certain the analysis breaks down the cus- customers for our products? If you more manageable. categories? Is the category outside of tomers by contribution to net profit. have been around the sales game for a I recently started this process with their target market? Is our pricing out Some of the key data points are: few years, you know the former to be a client of mine. In a fit of frustration, of line? Do they buy the product from • Gross profit dollars true. Isn’t it really embarrassing when my client fired the entire outside sales their brother-in-law? By just asking • Number of transactions one of your best customers asks if you team. Come on now – you know you the questions, we will naturally gener- • Cost per transaction. can get a product and you have been have fantasized about this more than ate activity. The best part of this is that If you would like a full explanation stocking it for the past 20 years? The once. Having realized that this might we will be generating activity in prod- of the process, I would be happy to fact of the matter is we don’t do a great have been a bit hasty, he is slowly ucts we have already invested in. send you a copy of the article I wrote job telling customers all the categories creating a more focused outside sales I have challenged this company a few years ago. The analysis usually we have invested in. It’s our little se- program. How do you become most to go beyond the product category produces a small group of customers cret – it’s only for sale if you ask. effective with a limited headcount? questions. While we are developing at the top that contribute positively to Start with the customers in your prof- a stronger relationship, why not ask your net profit. By the way, biggest Contributions to bottom line itable group. questions that will help shape our doesn’t always translate to most prof- Many sale managers have received In working with his marketing man- future customer service direction. itable. For most distributors, this pos- the nasty task of analyzing our sales ager, we have begun to look at how Try asking about communication itive group represents 25% to 30% of penetration in the current accounts. many categories each of these cus- preferences: the customer base. For some, this While the exercise is extremely nec- tomers are touching. We actually • When and how would the com- may be new information; but it really essary, the overall volume tends to found a canned report in the system pany prefer to receive product? isn’t that shocking. Let me put a pos- freeze the manager in their tracks. I that shows sales by product category. • Is there marketing literature that itive spin on it. Since this is the group generally advocate a different ap- We found that several of the customers would help their sales efforts? we will be looking at to help us de- proach. Just take a hard look at the were touching fewer than 30% of the • Most importantly, are there prod- cide what products to pick, isn’t it customers who are currently produc- product categories. In several in- ucts and categories the customer is better to have a smaller sample? ing a positive contribution to the bot- stances, the dollars in a particular cat- having trouble sourcing? Is it easier to sell deeper into an ex- tom line. This group also tends to be egory were so low that it shouldn’t (Turn to Bader, page110.)

See contact information on page 130 • Be sure to visit www.thewholesaler.com for web exclusive articles and videos! • See contact information on page 130 110 • SHOWROOM STYLE •THE WHOLESALER® — JULY 2010

Try this showroom quotation form You should know that the Pre- Printed Quotation Long Form can be used from one complete bath to a Boost sales volume, profits complete house of baths, plumbing, kitchen, and other products. It is not and speed product selection for someone coming in looking for one or two bath/plumbing products. ne of the best showroom sell- Before I provide more details and ing tools is the Pre-Printed give you the reasons and the benefits Using the quotation OShowroom Long Quotation why, let me attack the fundamental Complete bathrooms and other Forms. challenges that the plumbing whole- unit’s forms should be done on a hori- This form is used by most of the saler and DPH-type showroom have zontal 81/2"x14" form. Don’t spare the BY PETER SCHOR successful plumbing wholesalers and in using this “tool.” I recommend that paper and descriptions as these forms Showroom specialist DPH-type showrooms across the you read two articles from The have multiple purposes such as master U.S. These custom-made forms offer Wholesaler (check the archives at job release forms that can be trans- Wet Bars Sink(s); and more. Inside the most benefits and help to: www.thewholesaler.com): “Funda- ferred onto actual invoices, hiding the each bath should be every possible • Sell bigger packages mentals of Successful Plumbing model numbers, and much more. thing that could go into that bath and • Make more money Wholesaler Showrooms,” from May These forms are then put in manila can be sold by your showroom. • Cut down on the sales process Leave nothing left out, although most time showrooms will leave out decorative • Prevent getting shopped traps and water supplies lines. • Serve as a basis for providing Obviously, you know the drill, yet more in-depth coordination services as an example of products in a Master • Prepare for architectural plan Bath that you might forget to mention take-offs include options such as medicine cab- • Remember all the products that inets. Just because it is not drawn on you can present and sell the plans does not mean the client • Quote consumers and trades that does not want them. Tub waste, are just budgeting for loans and esti- shower drains, toilet tank levers, mates whirlpool/air massage tub, all bath • Conceal model numbers and accessories – 18", 24" 30" towel bars; manufacturer names paper holder; towel rings; robe • Justify packaging bids for each 2008, and “Increase Sales, Profits and folder and a note is added to the out- hooks; shower doors; towel warmers; complete bathroom, kitchens sink, Save Time,” from July 2008. A laser side of the folder. This note should in- steam generators; magnification and so forth refresher on the first article includes: clude dates that clients called to order make-up mirrors; hand showers, both • Tag each room separately when • Qualify clients products for release to the job site. In- wall mount and deck mount, etc. shipping products for a complete • Who sent the client into you dividual sheets should be made for: Don’t leave out bath accessories and house. showroom? Master Bath; Guest Bath; Typical tub non-plumbing type products because • • Who is buying the product? secondary bath and typical shower the plumber does not want to buy Best showroom tool The July 2008 article has lots of secondary bath sheets. I would leave them. These products need to be sold • Use for complete jobs solid content that demonstrates the the name of the bath off the top so to someone else – builder, consumer, • Eliminates confusion need for using the long quotation you can write in the name of person etc. The same thing goes for a kitchen form. using the bath or the plan call number sink: instant hot and cold options, pu- such as Bath #2. Then create separate rified water, chiller unit, soap dis- sheets for the Powder Room; Kitchen penser, sink, and yada, yada, yada. Sink; Vegetable Preparation Sink; (Turn to Your best... page 112.)

(YHU\ÁDQJH\RXQHHG As distribution companies, we in- Bader vest a tremendous amount of money VKLSSHGWRGD\ (Continued from page 108.) in products and services. By mining If we are going to bring on new the sales data in our distribution soft- products and services, why not take ware, and following up with some our cues from the customers who good old fashioned footwork, we can contribute to the bottom line? make better investments in the future. Don’t make the mistake of relying Good luck. n on your outside saleperson for gath- ering all the data. Remember, we Jason Bader is the managing part- want them out selling product. This is ner of The Distribution Team, a firm where a strong marketing coordinator that specializes in helping distribu- 3XVK7LWHŒ 7.2Œ )XOO)OXVKŒ can help assist the sales effort. E-mail tors become more profitable through *DVNHWHG&ORVHW)ODQJH 7RWDO.QRFNRXW&ORVHW)ODQJH 2IIVHW&ORVHW)ODQJH correspondence and web survey tech- operating efficiencies. The first 20 3DWHQW nology can be used to analyze cus- years of his career, were spent work- tomer service direction. Don’t get me ing in distributor operations. Today, wrong, I believe in the power of face he is a regular speaker at industry to face interaction. These pieces of events and spends much of his time technology, and some person tele- working with individual distribution phone interviews, can augment the companies. For more information, information gathering process. You call 503/282-2333 or contact him by will be amazed at how your cus- e-mail at jason@distributionteam

ZZZVLRX[FKLHIFRP  3HFXOLDU0LVVRXUL tomers want to be serviced. Again, it .com. Also visit The Distribution is important to take your feedback Team’s website at www.thedistribu- from the right people. tionteam.com. See contact information on page 130 • Be sure to visit www.thewholesaler.com for web exclusive articles and videos! • See contact information on page 130 112 • SHOWROOM STYLE •THE WHOLESALER® — JULY 2010

quote form eliminating the model would the consumer need to see the Your best showroom tool number. If the client is not paying for breakdown? Obviously to shop the (Continued from page 110.) • Please note that the “Master services, they are not entitled to get the pricing. Remember that with a set of archi- Bath” continues on the next page model numbers. This is a “win (them) If you have any questions regard- tectural plans and this long form quo- with products like: Air massage sys- and lose (you)” scenario. Then note at ing the long form, I am an e-mail tation you can make product take-offs tem; steam bath; towel warmer; bath the bottom of the quote form, “all away. Please contact me at without the client and speed up the accessories, bidet; bidet fittings; and quotes are good for 30 days”. Note the [email protected]. n product selection. much more. There should be pre- freight costs are added depending on Please note when looking at the printed sheets for all units: Kitchen your company policies. Important, Peter Schor, president of Dynamic reprinted form the following: Sink, Island Sink, Wet bars, Powder note the signature and date section that Results Inc., is a bath/plumbing in- • Quantity ordered, you make the Room, Guest bath, Full Tub Bath, when signed signifies that these are dustry speaker, educator, author, plan take off like you are going to sell Shower Bath, Laundry Room, the final customers choices. columnist and consultant in the many everything possible in each room. Garage Sink, and more. The signature and date addresses segments of our industry. For the past When you get to the Medicine Cabi- The short version in the “descrip- two issues: 20 years, he conducted seminars and nets and they are not drawn in, you put tion” is dependent on the client and • “I never ordered this product” is speaks at numerous conventions. in the quantity and a question mark (?). their client’s relationship. For instance, another way of saying “I now realize Schor has great expertise in the field If when meeting the client they say no if a client did not pay you a fee to I do like what I ordered” of showrooms and hotel bathrooms to M/Cs, you change the ? to 0 quan- specify, and you got the strong feeling • When the buyer receives the and has won many industry awards. tity. You can change the pictured photo they are going to shop a lot, you could quote, they will see that their cus- He also consults manufacturers in of the form to fit your needs. put in the description under lavatories tomer signed it and might take it as a taking their products to market in the • Release date and invoice number. “self-rimming oval.” On the far right commitment for him to buy these areas of sales, marketing and public • Notice, “Fixtures” and an open side of the form of the 14" width of the products from you! relations. Schor can be reached at space to the right. This is for the form in the open space, you could put In the case of selling a packaged 1302 Longhorn Lane, Lincoln, CA. “Color”. Where it says trim finish is for the model number like K-2905 for the price for a bath, the contractor must 95648, phone 916/408-5346, fax: the “Metal Finish” throughout the bath. lavatories for your staff only inter- agree with you to protect both of you 916/408-5899. e-mail pschor@dy- • In the “Description” field comes nally. When the client wants a copy of from being shopped. If the budget is namicresultsinc.com or visit his web the variables. the quote, you fold the flap of the being met for the entire bath, why site: www.dynamicresultsonline.com.

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See contact information on page 130 114 • TECHNOLOGY TIPS •THE WHOLESALER® — JULY 2010

dor, that you want to spend the next Choose your hardware and Build your IT system the smart way decade with, and leave the system operating system carefully (Continued from page 78.) thing in cash receipts entry that you re- platform up to that vendor. shiny objects in front of your eyes. But ally should see, give them the benefit To paraphrase Bill Clinton’s elec- And beware of prejudices your if you try to totally control the software of the doubt. tion advisors years ago, it’s the soft- system manager may have. Just be- demonstration you’ll screw up the ven- The one thing you should control ware stupid. So long as an cause they hate big Bill (Gates, not dor’s best opportunity to show you is time. Studies show the average at- applications software package doesn’t Clinton) or Big Blue with a passion why you might want their software. tention span is about 10 minutes. run on the vendor’s proprietary whiz- doesn’t mean you should do without. You’re there to learn. Instead of giving Don’t try to gut out a demo in hour- bang, homebrew hardware or operat- Your system manager will learn to them a hard time, give them feedback. long segments. As soon as you no tice ing system, you shouldn’t waste much live with big whatever if it’s the right Let them know what interests you and your attention flagging, ask for a time weighing the merits of Unix ver- choice for your company. By the way, what you’d just as soon read about. But break or at least change the subject sus Windows or Intel versus AMD. the good news is that nowadays many if they insist that they’ve got some- for a moment. Pick the software, and software ven- vendors offer applications packages that run on multiple platforms. Perform a thorough investigation of prospective vendors I once had a prospective client who repeatedly mentioned performing “due diligence” in the vendor selec- tion. At one point I accused him of being a lawyer. He hired me anyway. Then another member of the selection team insisted that we get full financial disclosure from every prospective vendor. Fat chance, I told him. Due diligence is a term used by the legal profession to indicate a thor- ough — turn over every stone look- ing for dirt on the subject — investigation. In business it means spending tens of thousands on indus- trial investigators. Even then, in re- cent years we’ve learned that no matter how large the corporation or how good the books cook, er, look, bankruptcy may be just a press re- lease away. And many software houses, like most supply houses, are privately held. Do you share your fi- nances with your customers? Certainly you should not just accept a nice smile and firm handshake as sufficient evidence of a prospective vendor’s stability. You should perform a reasonable amount of research into any vendor’s history and current busi- ness health. But beyond a reasonable inquiry, your best insurance that some- one will be around to service your software is the number of companies already using it. If there are a hundred other businesses paying monthly sup- port fees and the vendor goes under, someone will see an opportunity to provide service. There aren’t guaran- tees, but there is safety in numbers. Prepare detailed modifications specs Aaeeiiiiiiiii!!!! (Sound of me run- ning screaming into the night). Okay, now is not the time for a long lecture on all the reasons why you should avoid modifications. I’ll assume you’re only considering mature wholesaler-specific software and that you absolutely, positively need modi- fications to continue an existing busi- ness operation. Then you should detail that need carefully. But don’t attempt to write the software specifications See contact information on page 130 yourself. Let prospective vendors • Be sure to visit www.thewholesaler.com for web exclusive articles and videos! • THE WHOLESALER® — JULY 2010• TECHNOLOGY TIPS • 115 write a general description of how vendor’s enthusiasm to do business vendors usually don’t try to rush you to plan that includes a number of mile- they would address that need. And with you. Software companies rely go on line unless they’re in desperate posts and sub-tasks. If you’re late ar- don’t rule out a vendor’s proposed on far fewer sales per year than you need of cash (danger Will Robinson!) riving at any mileposts you should “work-around” (a way to use their do, so after a long sales process, They want a successful implementa- consider postponing your live date. software as is to get the needed result walking away isn’t much of an option tion just as much as you do. Unless Four decades ago, supply houses had without changing code.) Acceptable for them. You have the advantage. your existing system is going to totally to work with software houses to make work-arounds give you a chance to get Six months later, when your system self-destruct prior to the date the new their simple business packages into up and running without the pain of a is down, and your business grinds to vendor recommends you switch over, working wholesale distribution pack- mod. Many times a work-around a halt, they do. Now how satisfying you never want to push the vendor for ages. Since business computing was a works long-term and a seemingly in- was it to wring them dry? an earlier live date. new industry and most vendors were dispensable mod requirement goes How do you know when they’ve You may want to push the date about as reliable as their programs, away after a few months on-line. had enough? The best analogy I can back, however. Before you sign a picking the right package and the right After you have made your final se- suggest is to think of their software purchase agreement, you should vendor meant carefully following cer- lection, if you still think you need the as an old-world bride and what you know — and approve of — the ven- tain rules. That was then. Now you can mod, let the new vendor draft de- pay for their software as a dowry. dor’s staff that will be assigned to choose from a number of mature tailed specifications for your ap- And the vendor will be your future you. Vendors like to bait with their wholesaler specialty packages provided proval. The vendor knows the in-laws! You don’t want them to best staff during the sales process and by solid vendors with hundreds of other structure of their software far better think you’re a chump. But you don’t then switch when other new sales or supply house installations under their than you do. If you write the specs want them to think you’re, well, you vacations cause schedule conflicts. belts. Care is still required, but the rules the result may be inefficient. Worse, know. Were you hoping for a drum- Unless you’re convinced the pro- have changed. n your vision of the modification will stick at Thanksgiving? posed substitute is just as good, let likely be limited by the way your old the vendor know you’re perfectly Bruce Crozier is a business software software worked. Let your new ven- Set your own timetable happy waiting until the staff you ap- consultant specializing in the hard- dor know what you need and then After you’ve made your selection proved of is available. In fact, having goods wholesale distribution industry. work with them to design the best and start planning your new system’s the final say on the who and when of He has 36 years of experience in all new solution. implementation, whoever wants to fin- your implementation should be part facets of the distribution software indus- ish last should win. Even though of the purchase agreement. try. He can be reached at bcrozier@ Make your selection based on there’s usually a big payday waiting for Finally, you and the vendor should bcrozier.com or 970/874-3257. His the best fit and best price them when you go live on their system, work out an implementation project website is www .bcrozier .com. You’re not buying a suit. You want software so laden with features you never dreamed that it will take you at least five years to grow into it. So “fit” isn’t necessarily the best term to char- Open clogged pipes with acterize your selection criteria. If you’re looking at the right stuff, pick- ing one over the other based solely on features could be tough. You like the inventory management of one but the SHOCK ACTION! order entry of another. Which is more important to you? Pick the package that “fits” the company you want to become, not the company you are. But other factors should be considered, like the reports you receive from com- The WATER RAM clears sinks, tubs, toilets and panies already using the software and drains fast. Compressed air creates a shock wave how well the vendor’s style of busi- that breaks up stoppage. Effective around elbows ness “suits” you. (Couldn’t resist.) Price probably isn’t one of the fac- and bends; bypasses vents. tors that should affect your decision. Safe – there’s no pressure buildup. Competitive vendors will have com- petitive prices. Even the top shelf wholesaling-specific packages shouldn’t AS SIMPLE AS be out of the price range of a medium sized house. The bottom line benefits of good wholesaling software, used well, should dwarf the amortized cost of the software. If you like the prod- uct, and you like what companies using it say about it, and you like the vendor, then price won’t be a major consideration. 1PUMP UP 2 INSERT IN DRAIN 3 SNAP TRIGGER Negotiate the best possible deal Negotiation is second nature to a For more information, wholesaler. Buy low, sell high. Bare visit www.drainbrain.com/ram knuckles negotiating with your or call 800-245-6200. prospective software vendor may not be in your best interests long term, however. True, most vendors will ne- gotiate the price of their software, but be careful. Don’t negotiate away the See contact information on page 130 W • Be sure to visit www.thewholesaler.com for web exclusive articles and videos! •

116 • INDUSTRY NEWS •THE WHOLESALER® — JULY 2010 A.O. Smith-sponsored Gainey wins first Nationwide Tour title COLLEGE PARK, MD. — Tommy “Two sional golf. A. O. Smith sponsors 20-foot eagle putt on No. 7, he was at number of challengers to step for- Gloves” Gainey fired a final-round 65 Gainey on the tour. 17-under and led by two. ward. Several had chances. at the University of Maryland golf Gainey two-putted the final hole A rope-hook drive on the difficult But Gainey, playing in the next-to- course and emerged from a packed for birdie, rolling in a 3-footer, to fin- ninth hole put him in the trees and last threesome, ripped a 3-iron hybrid ish at 17-under-par 267 and win by some heavy rough. He took a penalty on the uphill par-5 that settled 35 feet one over Frank Lickliter II and Jin stroke for an unplayable lie and even- from the pin. Park. Paul Claxton, Nick Flanagan tually made a double-bogey six, “I was nervous. I was just trying to and rookie Kyle Stanley wound up dropping him back into four-way tie get it close,” said Gainey of his eagle tied for fourth, two strokes back of for the lead with Park, Stanley and attempt. “It was downhill, sidehill Gainey, who pocketed $108,000 and Justin Peters (72/T12) with two to three feet of break. I was moved from No. 18 to No. 2 on the “As bad a tee shot as I hit there, I trying to make it easy for myself on money list. deserved whatever I made there,” he the second putt. I didn’t want to have “It’s unbelievable. I don’t know any said. “My blood pressure was pretty to grind over a four or five-footer. I other way to describe it,” said Gainey. high and I’ll leave it at that.” had perfect speed for the putt but I “This is one step in getting back to the Gainey regrouped quickly, with the didn’t read the break right.” PGA Tour but this is also to say that help of his caddie. Gainey’s putt settled three feet past these guys out here on the Nationwide “He told me that all we wanted the cup and he needed the short one leaderboard to win the Melwood Tour are really great players. There are was a shot going into the back nine for the win. Prince George's County Open, his first no slouches out here.” on Sunday and I had a shot,” he said. “Of course I was nervous,” he ad- career title on the Nationwide Tour. Gainey started the final round “He told me to keep plugging.” mitted. “I’d be telling a fib if I wasn’t. Gainey is a former employee of three shots back of co-leaders Park Gainey rolled in a birdie at No. 11 I’ve been close to winning this year A. O. Smith’s water heater plant in (69) and B.J. Staten (77) but quickly to regain the lead while the rest of the but I’ve come up a couple shots short. McBee, S.C., before finding success moved to the front of the pack with pack struggled to make birdies. This feels really good to get it done. on The Big Break TV show, which four birdies and an eagle on his first His birdie binge stalled on the It will probably take a couple of days gave him a stepping stone to profes- seven holes. When Gainey rolled in a back, leaving the door open for any to sink in.”

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Hybrid electric water heater The Voltex Hybrid Electric Water Heater is ENERGY STAR® rated and can pay for itself in energy savings in 3 years or less, depend- ing upon the application. At its heart is new heat pump technology; the system operates essentially like an air conditioner in reverse, pulling heat out of the surrounding air and Trailer jetter Flow control valves transferring it to the water in the tank. Voltex The Typhoon™ trailer jet now fea- These pressure-regulated flow cCon- can be operated in 3 modes: “efficiency,” re- tures a variable speed controller for trol valves for commercial hydronic lying almost entirely on the heat pump; “hy- easier hose handling of the 400-ft ca- applications represent an important brid,” switching back and forth between heat pacity jet hose reel. Delivers 12 gpm tool for contractors seeking to pro- pump and standard electric heating elements at 2500 psi to clean big lines and long vide superior energy efficiency, com- depending on the hot water demand; and runs. A 200-gal holding tank carries fort and ease of use in schools, hotels, “electric,” operating like a standard electric enough water to handle remote appli- hospitals, office buildings and other water heater. A. O. Smith. cations. Features a 24-hp Honda en- settings. Dynamic balancing elimi- www.hotwater.com gine, 2 hose reels and a lockable tool nates the labor-intensive process of box with engine controls mounted in- manually balancing hydronic sys- side. General Pipe Cleaners, a divi- tems. Ensures that the flow-through Ball valve sion of General Wire Spring Co. valve stays at design flow for maxi- The Hardball C8000 Ball Valve with a www.drainbrain.com mum comfort and system efficiency. Teflon-fused ductile iron ball provides su- Full range of sizes from 1/2" to 6". perior design and results. The patent-pending ball Fire stop seals Honeywell. valve conforms to ANSI Standard B16.10, to replace Innerlynx® Model UL Rated 3 Hour www.honeywell.com gate and eccentric plug valves. Its end-to-end and Fire Stop Modular Mechanical Seals flanged dimensions exactly match cast-iron gate valves and are composed of proprietary syn- New tankless line plug valves. The precision engineering and superior design of the valve fea- thetic rubber with heavy-duty EverHot® tankless tures a Class 6 bubble-tight positive shutoff. Central Distribution Sales. plastic pressure water heaters offer www.centraldistributionsales.com plates. Two seals energy efficiency in must be in a compact but pow- Hydro generator flush valve place for UL erful package, with The HydroVantage™ flush valve creates energy during each flush cycle. As approval. Forms a flow rates up to 9.4 water passes through the valve the turbine spin, creating mechanical seal be- gpm. Six models electrical energy which is then stored in a rechargeable cell tween pipes going available (3 interior which powers the electrical needs of the flush valve for through walls, floors and 3 exterior) in subsequent flushes. Eliminates the need for external elec- and pipeline casings. natural or LP gas trical power or battery replacement for 10+ years under Designed to be in- with maximum normal operating conditions. Provides optimal energy ef- stalled quickly and input ranges of 150,000 – 199,900 ficiency, low maintenance and ease of installation com- easily by one worker Btuh. Can be converted from residen- pared to other available generator products. Environmental with no special train- tial to commercial. Control monitors Trending™ along with 4.0 Sensor Technology™ continu- ing. Non-conductive and displays 17 diagnostic codes for ously monitors ambient light levels and traffic patterns in and isolating. 16 sizes trouble-shooting. Small footprint, the restroom, eliminating false flushing while maximizing are available for most pipe sizes with wall mounting. Bradford White. power savings. Zurn Engineered Water Solutions. diameters ranging from 1/2" to 120". www.bradfordwhite.com www.zurn.com Advance Products & Systems. www.apsonline.com Water-to-water heaters Tankless water heaters The SmartPlate line of water-to-water These tankless water heaters are de- Water heater installation kits heaters helps reduce system energy signed for on-demand, point-of-use This manufacturer has expanded the costs by utilizing innovative brazed commercial and industrial applica- line of its popular tankless water plate, and plate and frame designs tions. A patented microprocessor heater installation kits with a series of uniquely suited for use with kits for sweat applications. Kits fea- high-efficiency con- ture a 1-piece, forged, full-port brass densing boilers. Capable of sup- porting up to 90- gpm domes- tic loads at a Pipe hanger clips 100°F rise, Kwik-Clip collection of non-metallic t h e s e pipe hanger clips has a convenient 1- f u l l y piece design for significant time and technology can be preset to a specific valve body that reduces connections packaged, cost savings at installation. Requires temperature to prevent scalding, and and enhances longevity. Has self-seat- instantaneous no tools for assembly; easily snaps is self-cleaning, so there is little ing o-ring seals on the inlet and outlet heaters incorporate real-time load onto any channel or any 3/8" all-thread maintenance required. The units are ports, a built-in port for the PR valve, tracking capabilities and responsive rod. Available for tubing O.D. ranges only operational when hot water is re- and integrated drain valve with inde- controls to maintain accurate hot of 3/8" to 21/8"”. Innovative design quested at 99% energy efficiency, pendent flow control. Quarter-turn water temperatures under diversified eliminates metal-to-metal contact thereby reducing hot water delivery isolation valves have color-coded han- load patterns common in commercial with metal tubing, preventing costly time. Plus, it’s only the size of a stan- dles. Brass-Craft Manufacturing and institutional applications. Aerco. galvanic corrosion. Cooper B-Line. dard dictionary. Chronomite. Co., a Masco Company. www.aerco.com www.cooperbline.com www.chronomiteproducts.com www.masco.com • Be sure to visit www.thewholesaler.com for web exclusive articles and videos! • See contact information on page 130 120 • PRODUCT NEWS •THE WHOLESALER® — JULY 2010

Push-in fittings, valves, tubing This standard line of push-in fittings, valves and tubing for water treat- Rooftop pipe supports ment/filtration comply with NSF/ Rooftop pipe support solutions for ANSI International Standard 61 the heating & cooling, solar and elec- Annex G for products that come into trical industries are made of EPDM contact with drinking water. Pro- rubber for UV and water protection. duced in FDA-approved materials for Installs in seconds; replaces wood food-quality applications. Wetted sur- blocks and expensive batten bars. faces comply with FDA requirements Tube cutter Allow the piping to expand and con- for direct contact with food and are The Tailpiece Extension Cutter (Model P-TEC 2550), saves users time and tract without damage to the roofing listed with NSF International Stan- material costs by making a clean, fast and straight cut with one tool on PE, system. Rubber Triangle. dards 51 and 61/ANSI Annex G for PP and thin-walled PVC plastic tube used in sink drain extensions and tail- www.rubbertriangle.com drinking water. John Guest USA. pieces. Intended for thin-walled tailpieces, wall extension tubes and disposer www.johnguest.com kits made of PE, PP or PVC materials. Provides a contained, auto-fed cutter Cast iron boiler for the standard sizes of 11/2" and 11/4" outer diameters. Automatic deburring Series TC hot water commercial cast Pipe hanger feature eliminates need for a second tool and produces only a fine strand of iron boiler is equipped with new The model SH-GST/CST has been plastic. Automatic beveling feature allows for the effortless assembly of slip PureFlow Technol- added to the Sammys Swivel Head® joints and kits for immediate joining to other sink drain pieces. RIDGID. ogy that assures a line. Allows 3/8" or 1/2" threaded www.ridgid.com stable return tem- rod to be anchored to wood perature; a simple, and concrete structures. effective method to Swivel-head feature Instantaneous hot water reduce or elimi- installs vertically Faucet, hot shower and water heater are applied with nate stress fail- and swivels Porcelain – Energy Technology™, a one-of-a-kind porcelain heating sys- ures. Simple up to 89°. tem installed inside the faucet. Porcelain can transfer more than 1,200 de- installation re- Specially de- grees Celsius (2200 °F) of heat into the cold water, which quires no additional controls, pumps signed x-point re- makes hot water instantly at an efficiency rate of 98% with or piping. Self-adjusting, sized for a moves material and thermal efficiency losses nearly zero. Features are: unique, com- specific TC model. Oil, gas or com- cuts into wood for pact in sizes, safe and reliable, energy and water saving, and over- bination for large commercial hot ease of installation. comes worries from the old traditional water heating products. water and steam applications; avail- When installing in Kukel International Group Ltd. able in 15 sizes as knocked-down, as- concrete, requires a www.kukel.com.hk sembled sections or fully packaged. ¼” pre-drilled pilot hole. Peerless Boilers. UL listed as a pipe hanger in wood Dishwasher connector www.peerlessboilers.com for a 4" pipe size vertically (1903 lbs) With over 10,000 products in stock, this company now carries and maximum 21/2" pipe 45° off ver- the new ¾" Garden Hose x 3/8" Compression 90 elbow ex- Hydronic controls tical (1406 lbs). ITW Buildex. clusively for use on most new dishwashers. This fitting features Optima Series line of 8 hydronic con- www.itwbuildex.com a full 360° swivel, allowing installers the liberty of free movement trols is engineered to work with this to make connections easy. Also features a plasticized company’s Prestige boilers for total Water source heat pumps washer for long service life. Midland Metal. hydronic system control. Installers Quiet, efficient vertical stack water www.midlandmetal.com can specify these source heat pumps are ideal for sin- controls utilizing gle-zone environments Boiler controls Separator series packaged wiring in multi-floor buildings The SMART SYSTEM user interface Redesigned SIT and SOS series of and piping dia- such as senior living fa- has been enhanced for easier access steel oil/sand separators are available grams to speed cilities, hotels, etc. Fac- to information needed to set up, trou- in two construc- system design tory installed vibration bleshoot and monitor all equipment t i o n and installation. isolators minimize vi- functions. Standard on all KNIGHT® 4 new boiler bration and noise trans- residential heating controls inte- mission. Footprint of boiler models grate the boiler just 18"x18" or 24"x and the XL seamlessly with 24" for larger sizes; Commercial other heat sources easy to conceal in a boiler and the such as solar or geothermal systems. corner of the room. ARMOR® com- c o n - Can also connect and control up to 16 Stack from floor to mercial water figurations boilers with full modulation, outdoor floor and utilize a single set of risers heater. Enhance- to fit specific reset and lead stage rotation. 4 new for simplified installation. Chassis in- ments are a larger display screen, soft job site applications. Improved units valve and pump controls precisely cludes the complete refrigerant cir- keys for easy adjustment of settings, offer greater flow rates, larger storage distribute heat throughout the system. cuit and slides into the cabinet for encoder knob for fast transitions from capacities and integral storage. Incor- Zone control panel controls up to 5 easy service and maintenance. screen to screen, and built-in cascad- porate Diffusion Flow™ technology pumps or valves and can be con- McQuay International, a division ing sequencer for up to 8 boilers or for superior separation efficiency. nected to a second panel for up to 10 of Daikin Industries. water heaters. Lochinvar. Schier Products Company. pumps or valves. Triangle Tube. www.mcquay.com www.lochinvar.com www.schierproducts.com www.triangletube.com • Be sure to visit www.thewholesaler.com for web exclusive articles and videos! • See contact information on page 130 122 • PRODUCT NEWS •THE WHOLESALER® — JULY 2010

Fan-assisted boiler/water heater The Hi Delta SS (Space Saver) fan assisted boiler/water heater comes in 100-399 Mbtu. Features extremely Anti-scale system compact design with synchronized 2- OneFlow® Model OFTWH for use stage controls, gas valves and fans for with all major tankless water heater Carbon steel weld fittings, flanges optimum performance. AFUE for res- brands is cost-effective, proven tech- These carbon steel weld fittings and flanges are available in 20 pipe sizes idential boilers is 85%; water heater nology that ensures scale-free opera- ranging from 1/2" through 24" in both standard and extra heavy wall thick- thermal efficiency is also 85%. LED tion for tankless water heaters. New ness. Made of high quality carbon steel, these weld fittings and flanges are function status display, copper fin environmentally-friendly technology ideal for use in commercial and industrial applications. Fittings available in- tube heat exchanger, and H or HLW prevents scale formation and is virtu- clude 90º and 45º elbows, straight and reducing tees, concentric and eccentric stamp are standard. Meets all current ally maintenance free. Transforms dis- reducers, weld caps and 180º return bends. Flanges available in standard and and expected 2012 Low-NOx regula- solved hardness minerals into inactive, extra heavy bore weld necks and socket welds, slip- ons, threaded, lap joints tions. Raypak. microscopic crystals that make their and blinds in 150# and 300# pressure ratings. Matco-Norca. www.raypak.com way through plumbing systems with- www.matco-norca.com out attaching to pipes, fixtures, valves Tankless installation kits or heating elements. Watts. E-X-P™ Complete contains all the www.wattswater.com peripheral components required to in- stall a tankless water heater. Kits are PVC transition fittings Hybrid heat pump water heaters Metal Head™ PVC This line of hybrid heat pump water heaters has Transition Fittings been expanded with a new 40-gal model designed are a new addition to for smaller households with a lower hot-water de- this company’s line. mand. The HP-40 hybrid meets ENERGY STAR® Surrounds and pro- requirements; certification is pending. Offers an tects the PVC insert EF of 2.0. With its 21" diameter, the new model for a quality connec- boasts the same slim profile as its 50-gallon coun- tion with no restric- terpart but is 10 lbs lighter and 10" shorter, with available with a choice of three dif- tion to flow, unlike an overall height of 65.5". Offers 3 separate ferent service valves and include a other PVC transi- modes of operation: Energy Saver, High Demand 200,000-Btu pressure relief valve, tions. For water serv- and Electric Heat Only. Rheem. gas flex line, two braided water con- ice lines, irrigation/ www.rheem.com nectors, and CGA gas ball valve. sprinkler systems and other transac- Help to keep your inventory simple tions. Copper surrounds and protects or can be customized to meet a spe- the PVC insert for a more durable cific need. Webstone. connection. Sioux Chief Mfg. High-performance pumps www.webstonevalves.com www.siouxchief.com 2400 Series pumps are designed for quiet, efficient operation in a wide Pipe cutting guide Joist space radiant system range of medium to high flow/head Lightweight and easily portable, the RAUPLATE joist space radiant heat- applications, including hydronic HCB-200 ing system facilitates more rapid and heating, chilled water cooling and Hole Mas- efficient installations without disrupt- hot water recirculation. The space- ter guide ing an existing floor. Double-channel saving, close-coupled, maintenance- provides a heat transfer plates affix to the under- free motor with permanently- means of clamp- lubricated bearings and carbon/silicon- ing onto pipe and carbide mechanical seal provide superb reliability for using a drill and hole a wide variety of uses. Available in cast iron or stainless steel for a broad range saw to cut a hole in of larger residential and commercial hydronic systems. Taco. pipe. Strong www.taco-hvac.com enough for sup- porting cuts on New boiler line carbon steel Senergy is a full line of ready-to-ship, stocked or stainless side of the subfloor, eliminating the horizontal firetube boilers. Offered in 3 stan- steel pipe, need to change or add height to the dard sizes: 40, 60 and 100 hp at 150 psig op- yet light- existing floor above. With 1 pipe erating pressure. The company is looking w e i g h t channel on each edge, the pre-drilled forward to shifting the paradigm of enough heat transfer plate design easily and boiler production and delivery to clamp onto securely clips in 2 runs of 1/2" RAU- methods to deliver exceptional PVC and other plastic ® PEX O2 Barrier pipe. Aluminum value to its customers. The new pipe. For use on depressurized piping plate offers excellent conductive line is designed to further comple- systems only; an electric or cordless properties and even radiant heat out- ment their other current boiler room standard 1/2" drill is needed. Reed put to the floor above. REHAU. products. Superior Boiler Works. Manufacturing Company. www.rehau.com www.superiorboiler.com www.reedmfgco.com • Be sure to visit www.thewholesaler.com for web exclusive articles and videos! • See contact information on page 130 See contact information on page 130 THE WHOLESALER® — JULY 2010• INDUSTRY NEWS • 125 ‘Like a family pulling together in time of crisis’

(Continued from page 130.) had no electricity so we had to bring in genera- went in two directions — taking care of our cus- tors. Everything was covered with silt and the tomers and taking care of our employees. When electronics and robotics were very badly af- it comes to our customers, we know that most fected. Some were very difficult to get back up carry only one major water heater brand and so and running.” they are counting on us. In addition, we were But thanks to the hard work of so many, A. O. very concerned about our employees. They were Smith has had a number of lines running at the seeing their livelihoods under water — and in Ashland City plant producing both gas and elec- fact 25 of our employees lost their homes.” tric water heaters since early June — just a Almost immediately, the leadership gathered a month after the disaster. The company anticipates group of staff together to work the phones and call being able to meet full customer demand very every single employee — all 1,400 of them — and soon because of the added production coming made sure to talk with them live; no voicemails or from their other factories. leaving messages with family members. Accord- Rajendra was quick to praise and thank all of those who stepped up during this time of crisis: “Many are calling this the “The response we received from employees — not only those based in Ashland City, but ‘1000-year flood’. It was just around the world — was terrific. I got calls from people throughout our organization want- so far beyond what anyone ing to know how they could help. A. O. Smith could have anticipated.” established a fund through the Community Foundation of Middle Tennessee to help our ing to Rajendra, it was important to reassure em- employees who lost homes or suffered dam- ployees not only that the company was going to ages. A. O. Smith Corporation put in $100,000 be back up and running as soon as possible, but to get it started and many of our employees also that they were honoring payroll so employees from around the world contributed to the fund. would not miss any paychecks. “One of our first orders of business was to get “My thoughts immediately our IT systems working and our phones all trans- ferred so we had reliable communications,” Ra- went in two directions — jendra said. “Before the water even receded, the management team got together and started strate- taking care of our gizing. We rented a new distribution center about customers and taking care 10 miles away, and ramped up production at our factories in Johnson City, Tenn., Fergus, Canada, of our employees.” McBee, S.C., and Juarez, Mexico. We wanted to do everything we could so we wouldn’t let our Even our factory in China took up a collection. customers down.” And it wasn’t just our own people. Many of our Immediately, A. O. Smith’s other factories suppliers, sales representatives, and customers began hiring additional employees and produc- contributed as well. I must also add that I even ing water heaters at maximum capacity to meet got a personal phone call from the leader of one customers’ needs. The company’s Customer Care of our primary competitors who sincerely of- Facility is located on higher ground than the fered any help that we needed.” plant complex, so salaried employees and the I am incredibly proud to be part of an industry management team set up temporary offices there. full of such outstanding companies and individ- Office space was at a premium, so everyone uals. The strength of character exhibited by the shared space as best they could, and a number of entire A. O. Smith organization, its customers, executives shared a conference room. suppliers and even its competitors is a true in- “It took four or five days for the water to re- dication of the integrity, resilience and compas- cede enough for us to get back in to survey the sion that can be found at all levels of this situation,” Rajendra explained. “Initially, a safety industry. I will close with some very poignant team had to go in to be sure it was secure and test thoughts by Rajendra. for levels of toxins etc., to determine if we “It’s like a family pulling together in time of needed gas masks and protective gear. You have crisis,” he described. “We really were in a crisis. to remember, this was not just water; this was Our customers count on us and we have to take river water. There were literally fish on the floor care of them. Everyone did their part and really when I walked in. And silt was covering every- stepped up to help each other during a very dif- thing. It was just heartbreaking to see the total ficult time and in trying conditions. To our em- devastation in the plant. More than 2,000 ma- ployees, I would like to say ‘Thank you. You’re chines in the plant had been totally submerged, awesome.’ This is the team that I want to go to and many have electronic controls. bat with me. Our entire organization is singularly “After the safety team determined it was safe focused on taking care of our customers. Natural for us to enter, we began recovery efforts. We had disasters can happen to anyone, but it is how you close to 900 people on clean-up crews in the fac- react and take care of your people and your cus- tory within a day of the waters receding. We still tomers that really defines who you are.” n • Be sure to visit www.thewholesaler.com for web exclusive articles and videos! • See contact information on page 130 126 • SMART MANAGEMENT •THE WHOLESALER® — JULY 2010

price all. Good marketing does not need to ‘The fish are no longer jumping into c. Stop at one of our 10 convenient be expensive nor fancy. In fact, I have locations to see the daily specials heard more negative comments from the boat’ so market, market, market d. Visit our website for our web- contractors about “flashy, expensive (Continued from page 8.) 2) I may have some two-year old only specials marketing” since they feel that they there is no way he can outrun a bear. letters on my desk. • Show them the money. Focus are the ones who pay higher prices to The first hiker looks up, smiles and They probably won’t react to even on communicating what’s in it for the support the glitzy marketing. (I think tells his partner, “You’re right but I your most urgent messages until they customer, in the most basic terms it’s funny that retail companies can don’t need to outrun the bear, I just have seen them several times. possible: spend outrageous amounts of money need to outrun you!” • Call to action. The only reason a. Always state the customer bene- selling us beer, burgers, clothes and that you have marketing activities is fits in a way that the customer relates cars yet, very few of us ask, “I won- A two-horse race to get customers to buy more than to. When all is said and done, many der how much cheaper that burger This gets me to a concept that mar- they would have if there were no owners’ interest is like the phrase would be it they didn’t spend so keting gurus Al Ries & Jack Trout de- marketing activities. Some compa- from the movie Jerry McGuire — much on marketing.” But in our in- scribed in their book The 22 nies do “name recognition” or “warm “Show me the money.” But never as- dustry, flashy can be a turnoff to the Immutable Laws of Marketing: “Law and fuzzy/ touchy-feely” kinds of sume that the message can be subtle; customers that we want to attract.) # 8, The Law of Duality – In the long image marketing activities aimed at thus, requiring the customer to con- Say it in small words, use pictures run, every market becomes a two- getting customers to love their com- nect the dots to find the money. and remind them often. horse race.” While in many markets pany. They believe that it will even- Marketing to contractors is not a • Pilot before you publish to the the number of competitors has in- tually result in added sales. treasure hunt where only one lucky masses. Before you print a million creased over time, each customer Frankly, I remain unconvinced that individual finds the pot of gold. Mar- fliers or mail a billion postcards send usually buys from just a couple this approach works when selling to keting to the trade should be crafted some to a target group and see wholesalers. As human beings, we contractors in our industry. I like pro- so that even the least interested whether they fly. I have never been are able to compare two suppliers but grams that work on a more primal plumber can see the treasure and get disappointed when I have piloted a adding a third makes the process cause-and-effect approach. So as a some gold. If money is the reward, marketing piece with customers. much more complicated. So part of part of the marketing plan, you you need to say, as clearly as possi- Even when the feedback is greatly your marketing effort must be to de- should understand what you want the ble, how much is involved and what negative, it was better to have missed termine: customer to do after they see your the customer has to do to get it. the target with 20 customers than a. Who you compete with by cus- marketing program: b. Of course, there are other moti- with 2,000 customers. tomer a. Create urgency through a short vators for customers. Some will ap- • Forecast, measure and adjust. b. How you stack up to the other timeframe to take advantage of the preciate your trip program where they As part of the planning process, at horse in the race offer or by limiting the quantity avail- get to take their significant other to least guess at the results that you c. Whether you are in the top two able through this offer. (When you set exotic locales. In this case, the mes- should expect, measure (as best you by customer. (This will vary from these limits and timeframes it is crit- sage may need to be sent to that sig- can) the results and adjust what you customer to customer.) ical that you never allow your people nificant other so she is encouraging are doing based upon the feedback. d. If you are in the top two, who is to honor the offer after it has expired. the customer to buy from you and Measuring the results is tough but it the other company…and what it will Setting this precedent properly will only you. Why be subtle when you matters. Even if you just call a sam- take to outrun that company with this save you time and, in the long run, can send the message, “Tell the ple group of contractors and ask them contractor. save many hours of time arguing with hubby that come January, you want if they saw it and how it struck them, e. If you are not in the top two, your customers and, even more so, to be in Cancun drinking cold you will be better off than continuing what you must do to earn a top-two with your team.) cervezas, por favor.” to shoot in the dark. spot on each customer’s dance card. b. Call us now to get the special • Simple and cost-effective above • Just Do It. Make a new mid- • Differentiation. Part of beating the other horse in the race is being able to describe how you are different than the other wholesaler and, even more important, why the customer should care about the difference. I often see marketing efforts that tout, “We are the largest wholesaler in the area.” I think this is like saying, “We are the tallest wholesaler in the area.” From the customer’s viewpoint, why does being “tallest” matter to me. Why should I care? What is in it for me? And you are going to need to remind them, several times how you can help them. • Urgent. You want the customer to act within a reasonable timeframe. Contractors can be first-class procras- tinators. When we sold a video series to contractors, we would get calls to order the video program literally years after we had run a promotion. “Yeah, I’ve had this order form sit- ting on my desk and I was wondering if you still have it on special?” I would want to ask them if an arche- ologist had uncovered our order form but two things kept me from it: 1) I didn’t want to be rude • Be sure to visit www.thewholesaler.com for web exclusive articles and videos! • THE WHOLESALER® — JULY 2010• INDUSTRY NEWS • 127

passion for success and sustainable the August issue of The Wholesaler. and cost-savings; private labeling; HD Supply business models. We want to make DeAngelo and Stegeman will share vendor relationships; the importance (Continued from page 18.) sure HD Supply remains a strong their thoughts on the state of the whole- of communication and instilling a processes at the corporate level so I company. We don’t care about being sale distribution channel today and sense of teamwork throughout such a could really hit the ground running. the biggest, but we are concerned HD Supply’s role in it; the push they’ve large organization; and what the future It has also been very important in with being the best. I want customers made toward improving productivity holds for HD Supply. the short term that I get out in the to think of HD Supply before they field and meet the leadership teams think of anyone else. We must put our “We don’t care about best foot forward in every interaction we have with customers and vendors, CLASSIFIED ADS being the biggest, but and support our associates. we are concerned The last piece that I bring is a pas- EMPLOYMENT OPPORTUNITIES sion for success. I wake up every day with being the best.” looking for opportunities. The resi- for each of the businesses Joe’s dential construction market is in a OUTSIDE SALES REPRESENTATIVES NEEDED SALES MANAGER All Markets given me responsibility for. It’s crit- slow recovery and there is a lot of op- • multi-branch full-line wholesale plumbing dis- SPECIAL MARKETS ical to understand the needs of our portunity out there for us to grab. tributor seeks outside sales representatives BrassCraft Manufacturing, a business • residential and/or commercial unit of Masco Corporation is looking to associates out in the field as well as There is opportunity that we frankly • very high commission structure – work from fill the position of a Sales Manager/Spe- home the needs of customers. miss every day. We don’t have the cial Markets. • top industry lines including Kohler, Rinnai, Certainly plumbing, HVAC and dominating market share in any seg- Nibco, Viega, Sterling, Moen, Delta, Rheem, etc The position is responsible for sales into strong inside sales support water works are very comfortable ment we are in so that continues to be • our OEM and Industrial segments. This • exceptional opportunity for go-getter with loyal mar ket segments for me. I’m learning a great opportunity to improve in all customer base or supplemental income for position will report to the National Sales some other new businesses as well, of our markets. n semi-retired Manager/Special Markets. • email resume in confidence to: which is a great new opportunity. [email protected] The ideal candidate would have a mini- As we look more to the future, a Editor’s Note: Stay tuned for the con- mum BA/BS with 3-5 years of sales ex- key goal is making sure we have the clusion of this exclusive interview in perience. Experience with both direct sales and independent sales agents is SALES MANAGERS needed. Experience in Plumbing Whole- Nationally recognized manufacturer of sale with a background in brass fittings Schmitt Rich Schmitt is president of kitchen and bath products seeks two would be a plus. Schmitt Consulting Group Inc., a seasoned Regional Sales Managers to year’s resolution to spend some This will be a great opportunity for a management consulting firm fo- service Wholesale Channel. Current thoughtful time doing real marketing highly motivated, self directed individual cused on improving the profitabil- openings in the Northeast and Midwest with a desire to build a business. to your target customers. ity of distribution and Regions. Candidate must reside in their In the end, the challenge is to spend manufacturing clients. region and have experience with the This position is based out of our corpo- www.go-scg.com the time to create interesting, ongoing customer base in their respective terri- rate headquarters in Novi, Michigan. marketing programs. For the best re- tory. Bachelor's degree is preferred. BrassCraft offers a competitive wage Rich is also the co-owner of and benefit package. sults, focus on throwing intellect at the Must have 5+ years of relevant sales Schmitt ProfitTools Inc. (SPI), a management experience. Travel is re- project instead of money. At the very business producing print, CD- If this sounds like it’s for you, please quired. Please submit resumé to: send a resumé and brief cover letter to least, spending time communicating ROM, web and palm-based cata- [email protected] [email protected] with your customers will remind them logs as well as pricing management and analysis soft- All resumés will be held in strict confi- that you are still in business, that you ware for wholesalers. dence. care about them and that you do a re- www.go-spi.com (More classifed ads ally good job for them. n on page 128.) REGIONAL SALES MAN- AGER (SOUTH OKC) Looking for an opportunity to expand your horizons? This could be your chance! Regional Sales Manager posi- tion now open for Leggett Supply, Inc. Leggett Supply has been a leading sup- plier of PEX plumbing, manufactured housing and RV supplies for forty years, with three retail locations in Muskogee, Tulsa and Oklahoma City. This position is for the Regional Sales Manager of our Flair-It/iPlumb division. For more info on these divisions check out www.flairit.com and www.iPlumb.tv Sales and sales management experi- ence required. The candidate for this po- sition must also be very familiar with the PEX plumbing industry for both whole- sale and retail markets. Travel is required frequently for trade shows and business meetings. A valid passport is a bonus. The candidate must be experienced with both Mac and PC computers, with exten- sive experience with Excel. Office is on the south side of Oklahoma City. Pay is base salary plus commis- sion. Health, dental and vision insurance available. This is a full time position that requires occasional weekends. Send re- sumé to: See contact information on page 130 [email protected] for an interview. Location: South OKC Compensation: Base + Comm.

• Be sure to visit www.thewholesaler.com for web exclusive articles and videos! • 128 • CLASSIFIED ADS •THE WHOLESALER® — JULY 2010 (Classifed ads begin on page 127.) TEXAS/GULF COAST REGIONAL OUTSIDE SALES REPRESENTATIVE A master distributor of specialty metal pipe, fittings and valves, is looking for an energetic outside valve sales representative. The position will be responsible for the sales of spe- EMPLOYMENT OPPORTUNITIES cialty valves (Gate, Glove, Check & Ball) in the Texas/ Gulf Coast area. Duties include: WESTERN REGIONAL MANAGER x Service existing accounts, obtain orders, and establish new accounts by prospecting REGIONAL MANAGER WANTED John Guest USA is a leading manufac- and introducing our valve product line to PVF distributors Red-White Valve Corp. seeks regional turer of push-to-connect fittings and sys- x Secure AML listings at both the end users and Engineering and Construction Com- manager to promote and manage radi- tems for the plumbing, water filtration, panies ant product line. Position requires 50- and OEM markets. x Keeps management informed by submitting activity and results reports, such as daily 60% travel throughout upper Midwest We are currently searching for a West- call reports, weekly work plans, and monthly and annual territory analyses and Northeast with management re- ern Regional Manager, covering the x Monitors competition by gathering current marketplace information on pricing, prod- sponsibility for Performance Plus radiant states of California, Washington, Ore- ucts, new products and delivery schedules product line in assigned territory. Candi- gon, Alaska, and Hawaii. The selected x Maintains professional and technical knowledge by attending educational workshops; date should have a minimum of 7 years candidate will work with our Rep Agen- reviewing professional publications; establishing personal networks; participating in pro- sales experience with radiant products. cies as well as our Industrial Distributors fessional societies With working knowledge of radiant sys- to drive demand and grow market share Requirements: tems, customer requirements and indus- in this region. x Must be experienced valve sales representative with at least five years industry ex- try standards. Will work with existing perience 3-5 years’ relevant experience preferred representatives to market the PP prod- x Clear understanding of technical issues but will consider all candidates with uct line. Apply in confidence, please x Outstanding communication and phone skills strong qualifications. Salary, bonus, car email resumé to Jerry Priest: x Team player who can work closely with inside sales allowance, medical benefits, 401(k). [email protected]. x Ability to multi-task Send resumé to: [email protected] This position is eligible for full benefits. For consideration, please send your resumé, salary expectations and cover letter to [email protected]. Only those candidates selected for interviews will be contacted. Showroom Sales Position-Wholesale/ Retail, All resumés will be held in strict confidence. Rockland County, NY. Plumbing Supply seeking self motivated salesperson for high end decorative showroom position. Strong industry sales experience required with good communication skills. Full time position, salary plus commission. Be next to join our rapid growing company. Please fax resumé to 845-425-3146 Attn: Tony. REPS WANTED

REPS WANTED Manufacturer is seeking professional representation in several US territories. Products include solar storage tanks, indirect water heaters, hot water stor- MANUFACTURERS age tanks, and other hydronic, solar, REPRESENTATIVES WANTED! and water heating products. Please fax NATIONWIDE resumé and line card to 508-422-9881 CRANE Energy Flow Solutions is look- or email: ing for manufacturers’ representatives to [email protected] market our industrial and commercial valve product groups to support our ag- gressive U.S. sales growth initiatives. REPS WANTED: SOLAR You must be an extremely aggressive Manufacturer of solar tubing for thermal rep firm with PVF experience, a solid systems is seeking manufacturers rep- succession plan and be able to demon- resentatives in Georgia and Florida. strate a strong sense of urgency. Please fax or email your resumé to: Please send letter of interest, coverage Amy Boyer map and current line card to: HR Generalist General Manager Titeflex Corporation North American Valve Group Fax: 413-271-8290 [email protected] [email protected] POWER ON DEMAND

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® — JULY 2010• CLASSIFIED ADS • 129 SUPPLIERS

WANT TO BUY

WANTED TO BUY Contractors! Wholesalers! Sell us your surplus or overstock plumb- ing materials. Black, Galv., PVC, Groove, No-Hub, Copper, Brass, Weld Flg's & Fit- tings, Valves, SS316 & 304, etc. Excess Plumbing, Inc. [email protected] Ph. 602-252-1280 • Fax. 602-252-1668

Reps! Be sure to call Get more BANG for your advertising buck with a display 847-564-1127 to be included in our advertisement in Listing of Manufacturers’ Reps, appearing The Wholesaler! See opposite for your nearest in the August issue of The Wholesaler! advertising sales representative!

Managing Editor James Schaible Pre-Press Co-ordinator PROFESSIONAL SERVICES 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, International 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 per- mission 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, 519 E. Briarcliff Road, 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 130 • VIEWPOINT •THE WHOLESALER® — JULY 2010 Teamwork, dedication help A. O. Smith overcome flood damage BY MARY JO MARTIN were the famed Gaylord Opryland Hotel, the historic Ryman Auditorium, and Editorial director the headquarters and factory of one of our industry’s leading manufacturers. A. O. Smith Water Products Co.’s massive 1.5-million-square-foot plant atural disasters are a stunning reminder of and office complex is based in Ashland City, Tenn., a short drive north of just how powerful — and unpredictable — Nashville. President Ajita Rajendra graciously took time to speak with me re- NMother Nature can be. Whether tornados, cently and shared some insight into what he and the entire A. O. Smith organ- hurricanes, earthquakes, floods, etc., these destruc- ization had experienced — and spoke with pride about the strength and tive forces of nature can wreak havoc on the commu- character that his team had shown in facing this tremendous challenge. nities in their paths. According to Rajendra, there was very little warning that flooding from the Over the years, companies within our industry nearby Cumberland River was going to reach such high levels. have suffered great losses at the hands of such disas- “With the amount of rain we were getting, we knew there could be some ters — including a number of organizations I inter- flooding,” he explained. “We have an emergency plan in place for dealing with viewed and featured five years ago in the aftermath of Hurricanes Katrina and natural disasters, etc., and that’s why we were able to react so quickly. In the Rita. One of the things that stood out to me at the time was the incredible grit limited time we had, our team began following those protocols, including mov- and fortitude these organizations — and their people — showed during the ing the tanks from the storage yard to higher ground near the factory, removing recovery process. motors and controls from the presses and robotics in the lower area of the plant, The latest of these epic disasters to capture the heart of our entire country cutting the electricity throughout the facility, and securing the computers.” occurred in early May when record-breaking rains led to fatal flash floods that While there has been flooding in the area previously, they had never expe- devastated parts of Tennessee, Mississippi and Kentucky. The Nashville area rienced anything like this. In fact, much of A. O. Smith’s plant was under nine was particularly hard-hit, receiving 13 inches of rain in two days. The swollen feet of water. Cumberland River crested at 12 feet above its flood stage of 40 feet, and water “Many are calling this the ‘1000-year flood,’” Rajendra noted. “It was just poured over its banks. so far beyond what anyone could have anticipated. My thoughts immediately Among the structures that were in the direct path of fast-rising flood waters (Turn forward to ‘Like a family...’ page 125.)

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