Renee to lead R&D team towards development of innovative technologies, driving market growth 

Rinnai America Corporation, manufacturer of the number-one selling brand of tankless gas water heaters in North America, announced Renee Eddy joined the organization as its Vice President of Innovation. With Renee’s zeal and extensive knowledge in developing new and innovative technologies, Rinnai will continue to expand its portfolio and drive growth in new markets.

“My passion is transforming data and technologies into cool, new products and that passion is sure to come through while at Rinnai,” said Renee. “I look forward to driving development for innovative technology, leading the team towards new idea creation and outside of the box thinking.”

Renee’s passion for creating new technologies began over 35 years ago. Most recently, she was Director of Innovation, Methods and Operations at Eaton, leading up to 200 employees. During her time at Eaton, she created the Innovation, Methods and Operations team from the ground up, developing a strong, collaborative culture within R&D across 26 divisions. Prior to her time at Eaton, Renee developed products across a number of industries for Fortune 100 companies and customers, including residential and commercial HVAC, transport refrigeration, telecommunications and aerospace.

“Renee’s diverse product knowledge in a variety of industries is invaluable for Rinnai,” said Frank Windsor, President, Rinnai America Corporation. “Her vision and expertise will spearhead the development of technologies in new markets, aiding in Rinnai’s growth strategy, as well as producing products that support our commitment to Creating a healthier way of living.”

Rinnai’s expansion goals not only encompass physical growth in North America but market growth, as well. With the addition of Renee to the executive leadership team, Rinnai will continue to drive R&D and push innovation to new heights.

To learn more about Rinnai, visit www.rinnai.us.

Manufacturing Plant and Training Center in St. Louis, Missouri

RLS LLC, manufacturer of the Rapid Locking System line of flame-free press-to-connect fittings for HVAC and refrigeration systems, has announced it will be moving into a new 80,000 square foot multipurpose facility in St. Louis, Missouri, which will serve as its corporate headquarters and will include a state-of-the-art manufacturing plant, training center and showroom.

RLS will be relocating manufacturing from Shelbina, Missouri, where it has been sharing a plant with its sister company, Cerro Flow Products. Both are part of the Plumbing and Refrigeration sector of Marmon Holdings, a Berkshire Hathaway company. All RLS operations are planned to be consolidated into the new building by the end of 2021.

“We’re very excited to have manufacturing, office staff and training all under one roof,” said Paul Schubert, president of RLS. “The larger, upgraded facility will significantly increase our production capacity to meet the growing demand for our products. And the new training center will allow us to regularly educate HVAC/R contractors and distributors on our patented press technology, which is easily identified by our unique double circular press and flares.”

After originally introducing its press fittings in 2015 under the ZoomLock brand through a private-label agreement with Parker Hannifin, RLS has experienced tremendous growth since relaunching under its own brand name at the end of 2019. To support this continued growth, RLS has recently added more than 10 new positions in sales, marketing and engineering across the U.S., and is currently hiring.

“As more and more contractors discover the many benefits of using press fittings over the traditional brazing process, they continue to choose the time-tested and field-proven technology provided by RLS,” said Schubert. “As a result, we are continuing to invest in the facilities, equipment and people needed to meet demand.”

RLS press fittings connect in 10 seconds using a battery-powered tool and jaws, replacing the time-consuming process of manually brazing HVAC/R joints. The fittings result in faster, more consistent connections that reduces total installed costs, while also increasing jobsite safety by eliminating the use of an open flame.

For more information on RLS, visit rapidlockingsystem.com.

Rinnai America Corp. announced the acquisition of Industrias MASS, the leader in the commercial water heater market in Mexico. This acquisition marks the first by Rinnai America Corporation and follows the launch of its Strategic Business Initiative announced earlier this year, meant to accelerate the company’s presence via acquisitions and partnerships.

We all see those posts on chat boards about, “My phone doesn’t ring, I’m desperate, what should I do?” Even those of you who have been in business for a few years have those dry spells don’t you? So, what do you do? You don’t throw a gazillion dollars into SEO marketing, get a new website or get a new Facebook page. The reason all that doesn’t help is because you run out of money before it can start to work. Statistics say that you have to see an ad seven to 35 times before you call for the product or service. That’s why you see the same commercials over and over on TV. But who can afford that?

Marketing and advertising are good, of course. You need your name out there. So how do you get business fast? You must understand that we are in a very different situation today than a lot of us grew up with. Here’s what’s different now:

1. Customers in most of the USA only want to know three things:
   • Will you answer the phone?
   • Will you show up?
   • Will you actually do the work if I say yes?
2. It’s so hard to get a contractor to do even one of those things, when 30 years ago it was a given that all three would take place. It’s not about money anymore, it’s about finding someone to do the work. As long as your price isn’t crazy, you should get the job.  The number of actual companies with call takers, dispatchers, managers and service techs is closer to 10% now, compared with 80% that was the norm 30 years ago. But Facebook advertising makes the one-truck guy often look like the big company. That means the technician is trying to fix your equipment, while taking calls for three more service jobs. Not only is that not professional, it means your equipment is not getting his full attention. He is going to do a quick fix and likely still charge you as if he actually tested it completely before closing it up.
3. The companies that do have management staff are often only concerned with sales numbers. This means they are pushing the techs to sell sell sell and get done fast. This has been the worst thing for the service industry, and it is a big reason manufacturers are going full steam into DIY equipment, like mini-splits.
4. And here is one of the toughest changes. When you don’t have a part for your customer, who’s fault is it? Today, it’s the fault of a system that has some holes in it. Here’s an example. Yesterday I got a hankering for a peach iced tea, so I stopped into one of those gas stations with the huge convenience store. Their choices were massive, but there was no Snapple Peach Tea. I finally chose some other brand of tea, but not peach. When the only cashier in this huge store finally showed up, I asked her if they normally carry Snapple products. She pointed to a cooler that was mostly empty. “That’s the Snapple area, but the distributor can’t find any drivers so we have to wait.” Imagine that, a distributor who can’t get products delivered to them because somewhere out there a bunch of people just don’t want to work. These are really different times.

So how do you get work today when your phones won’t ring?

In this economy the customers are desperate, waiting days and sometimes weeks to find a skilled tradesman. They are tired of unanswered phones, broken promises, and time wasted waiting for someone to show up. So, here’s the fastest way to get business when you need it today. Get on the telephone – pole. Yes, staple your message on telephone poles in neighborhoods you want to work in. Place yard signs on corners going into neighborhoods you want to work in. Your message should be simple, because it is for the frustrated people who can’t get an HVAC guy or plumber to call them back.

“We Fix Air Conditioning”

Call (number)

Simple as that.

Your yard sign can be prettier with your logo, but make sure the phone number is big. Why does it work? Because they see it seven to 35 times. And they see it when they need someone right now. So, they call.

The beginning of friendship marketing is “Get business IN the neighborhood that you want to work in!”

Now, once you start getting work and you like the neighborhood, then get something you can set on the driveway on the driver’s side. When they come home, they see it. Why is that so special? Because what do people look for when they come home today, that they didn’t 30 years ago? Packages from Amazon. They are already looking for a package, so make one for them.

About the package:

• It doesn’t have to actually look like an Amazon package. Be creative.
• If you are a plumber, set out a plunger with your name and phone number laminated to the handle.
• If you are not a plumber, you can still use the plunger because it’s an excellent place to zip-tie a zip lock bag with your stickers, coupons, gifts, nice stuff. Who doesn’t like gifts?
• Inside the bag should be a magnet that says, “My Personal Cell Phone Number” then your number.
• Do NOT put candy in the bag, because pets will think it’s for them.
• Don’t be salesy or give out coupons like every other company. It is time for someone different. The goal is to be the neighborhood’s friend. Make a “Get out of the heat free!” card for AC, with a line under it that says, “Free service call with repair.” That last phrase has worked for 30 years, and still does.
• If you don’t use a plunger, you can use a 2’ long pole of some kind. But if you are going to stick something in someone’s yard, you better put something nice in it.
• You can test ads, test yard signs, test phone pole signs, test driveway gifts. Test test test. You will be the only one doing it.

When you have selected particular neighborhoods, your marketing can be targeted and directed to that neighborhood. This skyrockets the efficiency of your marketing dollar. Why is that so important? Because efficient marketing can be sustained, and you don’t run out of money. What else do you need to know? Getting the customers you want is spelled w-o-r-k. Here’s the good news: it’s pretty easy work, easier than crawling through attics. Ask me, I know.

Pricing enthusiast Rodney Koop is the founder and CEO of The New Flat Rate, a home service menu-selling system designed to put profit directly into the hands of plumbing, electrical, and HVAC contractors. Rodney can be reached at (706)581-0622 or rodney@menupricing.com.