YOU DECIDE What does the election results mean for our industry? Survey results from the industry community. While President Obama carried virtually all the “swing states” in his successful re-election campaign, the plumbing, mechanical, and HVAC industry is in a downbeat mood following the November election. An informal survey of industry professionals conducted by Read more
Mfg Reps
YOU DECIDE
What does the election results mean for our industry?
Survey results from the industry community.
While President Obama carried virtually all the “swing states” in his successful re-election campaign, the plumbing, mechanical, and HVAC industry is in a downbeat mood following the November election.
An informal survey of industry professionals conducted by Perspective Media found that 70 percent of the industry community feels the president’s re-election will have a negative effect on the industry, while only 20 percent feel it will have a positive effect. Another 11 percent feel there will be little impact one way or the other. Respondents to the mid-November survey included contractors, engineers, wholesalers, manufacturer’s representatives, manufactures, inspectors, associations, educators and trainers. To get a clear perspective, we have included some responses on how many industry professionals view the election results will impact the industry.
“Small businesses have already been negatively affected over the past four years with the policies of this administration,” said one Florida manufacturer’s rep. “More of the same will only make it worse! I expect to see another recession as a result of the inflexible attitude of this administration to work across the aisle. If you compare the Obama policy to the Reagan policy, they were polar opposites, as are the results.”
A Wisconsin manufacturer said, “The current administration believes the only way to reduce the debt is to raise taxes. This will have a negative affect on the economy as many homeowners and business owners alike prepare for tougher times.”
The industry responses were similar on a second question, “How will the election results will affect your business, company or job?” Fifty percent responded negatively, 23 percent were positive and the rest said there would be little effect or were not sure.
“The expected loss of confidence might cause investors and manufacturers to back off from the boost early this year,” said one Florida manufacturer. “Such a blip in confidence and investing could claim the life of many small business operators in the plumbing/mechanical trades before it is restored.”
A Florida engineer criticized the Obama administration for failing to create promised jobs, while spending government money overseas. A manufacturer’s rep added, “I doubt that any industry will see a positive impact from the re-election of Obama. All those people complaining about there being no jobs who are looking for work will only see more companies close or move to other countries where taxes are lower and regulations are more reasonable.”
Responding to another question regarding the impact on the nation’s economy over the next few years, a Wisconsin contractor said, “The economy will decline, fewer jobs will be available, people will become more dependent on government subsidies and eventually those subsidies will dry up because there will be fewer companies to pay the taxes that provide those subsidies. We are falling into a black hole.”
A wide range of concerns
Much of the post-election concern focused on over-regulation of the business community. “Industry is seen as a cash source for government and will see increasing regulation, said a Wisconsin contractor. “That is NOT a positive development.”
A Florida contractor added that the high level of regulation from Washington will “slow down and stop the growth we have seen as of late.”
Referring to the regulatory burden, another Florida decision-maker said, “I see our manufacturers revisiting their commitment to American-made products.”
Others pointed to a negative impact on consumers and private investors. “Spending of discretionary income will be reduced, which will impact both industry and construction,” said a Wisconsin contractor.
A Florida contractor agreed, saying, “The work on the commercial side will continue to be slow as investors are not sure what to expect.
Pointing to a reduction in government construction projects, a Florida engineer said, “The military contracting business will suffer due to the weakening of our military. Existing small business will suffer and new small business will be suppressed.”
A Florida manufacturer added, “Residential will stumble in an attempt to re-start, however, the lack of buyers will continue to drag on the residential market.”
Some positive responses
Although a smaller segment, there were a number of respondents that felt positive about the election outcome. “Housing continues to improve in Minnesota with increased sales and higher home prices,” said a manufacturer’s rep. “Recent news reports indicate there is a big need for contractors and plumbers now, so I feel positive about the outcome.”
An industry professional from Florida also felt there would be “a positive impact with the continued growth.”
Another manufacturer’s rep added, “All signs have been trending upward for sometime now and we feel optimistic that positive impetus will continue going forward. We’re hopeful those in Washington will now work together for a balanced approach to solving our pressing issues.”
Impact on hiring
Another survey question asked, “If you’re a decision-maker for your company, how will the results affect your workforce in 2013?” Of the respondents, 50 percent said they were likely to decrease their workforce and about 7 percent said they would increase their workforce. The others said the election outcome would have little effect on their plans or were not sure of what they will do.
The key issues for most decision-makers appeared to revolve around taxes and the increased financial burden of employee health insurance. “Healthcare and costs are growing. Tax increases and the uncertainty of the economy will slow growth even more,” said one Florida manufacturer’s rep. Another said, “After they force all small business out of this country, the only jobs left will be for regulators!” Echoing that comment, a Wisconsin manufacturer’s rep. said, “If tax and spend continues as the current administration has previously demonstrated, then I think all people who earn an income will be affected more than anyone expects.” Another Wisconsin decision-maker said, “Healthcare alone and the expenses that will be incurred due to Obamacare will probably not allow for new hires.” Another industry professional added, “As we have to pay for out-of-control spending and a government healthcare system, we will need to pay for new taxes out of profits, which means layoffs. Noting that construction in Florida has been slow, an engineer noted that “many architectural and engineering firms have scaled back to the bare minimum workforce.” Another said, “We will not look at hiring based on the uncertainty of what is in front of us with health care and taxes. We have concerns of another recession.” Laying out the concerns of his company, a Wisconsin business owner said. ”We are about to weaken America and strengthen countries like China, Brazil, Central America etc. Companies will not expand, they will cut out full-time employees and hire part timers to avoid the healthcare bill. The next option will probably be to not offer healthcare at all and opt for the fine rather than pay for something that will consume all their profits.” Summing up the feelings of many respondents, a Wisconsin wholesaler said, “It’s time to run this country like a responsible business leader runs his or her company.”
The survey results show most industry professionals feel discouraged and see a negative impact on our on industry because of the re-election of President Obama and the overall election results. However, President Obama was still re-elected into office for a second term and proves the great divide that exists in our country. There is very little middle ground left as most individuals in America reside fully on one side of the issue or the other. So what does this mean for 2013 and beyond for our industry? We’ll let you decide. In fact, according to many of you in the industry, you already have. Time will tell quickly in 2013.
Survey Snapshot from the Industry
Do you believe the re-election of President Obama will have a positive, negative, or have little affect on our industry?
Positive 18.5%
Negative 70.3%
Have little affect 11.1%
Not sure yet 0.0%
What impact do you believe the re-election of President Obama will have on our nation’s economy over the next few years?
Positive 22.2%
Negative 66.6%
Have little affect 7.4%
Not sure yet 3.7%
How will the election results affect your business, company, or job?
Positive 22.2%
Negative 51.8%
Have little affect 7.4%
Not sure yet 18.5%
If you’re a decision maker for your company, do you believe the results of the election will have an affect on your workforce in 2013?
Likely to increase workforce 7.4%
Likely to decrease workforce 48.1%
Have little affect on workforce 18.5%
Not sure yet 22.2%
No response 3.7%
Back me into a corner…PLEASE! By Dave Duren CWS VI, CI Director of Sales and Marketing, North Star A group of us were discussing a new product at the office recently when we remem- bered a great guy on TV infomercials who i just loved. He had suddenly died a while back but we couldn’t Read more
Back me into a corner…PLEASE!
By Dave Duren CWS VI, CI
Director of Sales and Marketing, North Star
A group of us were discussing a new product at the office recently when we remem- bered a great guy on TV infomercials who i just loved. He had suddenly died a while back but we couldn’t recall his name at that moment.
I had recently been to the “Great Minnesota get Together” which is the nation’s largest State Fair as ranked by daily attendance, and second in total attendance. This year we had from 100,000 to 226,000 PER DAY, (ran 14 days the two weeks before Labor Day) in attendance for a grand total of 1,788,512. This final figure is only surpassed by little bitty TEXAS but I’m told they also run theirs twice as long. (Of course everything is bigger In Texas!) Here at the fair, you can see a multitude of vendors push and promote their products with quick, easy, almost too good to be true results that can make you believe you can’t live without it and must buy it NOW. But getting back to the guy’s name, we finally remembered, it was Billy Mays. I went on about how he had died from getting clonked in the head while on a plane (I travel a lot so this had always struck a chord with me….those darn overhead bins…watch out!) but my colleague insisted it was from Cocaine abuse…I said no way so I “Backed him in a corner” to back up his claim. Within minutes of exiting his office he came into my office with proof. Of course, it was from the internet (no problem with that), and it did in fact validate his claim that there had been cocaine involved. I now had my proof and my colleague was right. I had “Backed him in a corner”.
You all have seen the infomercials, commercials, on stands at a lot of the stores now, and even the entire store at the mall saying “…As Seen on TV…” (I love the tool that could un-clog any and every drain in your house for a mere $14.95). But my buddy Billy Mays just had a knack for making you believe (or at least me) anything he said….he was a smooth salesman. Have you guys ever had a slick sales manager or director (my type) and the local rep, come to your shop and give you the pitch about their new or improved product that will change your life of at least the way you plumb or the product you’re currently using? I’ve done tons of those calls to you all in my 27 years in this trade. And you all take time to listen…and I’ve always, and still do, appreciate it! But here in is where the problem lies….there is a lot of “MIS” information given out there in our category of water softening and water treatment.
This category has historically been one saturated with all types of salesmen from reputable companies and founders like Culligan and Lindsey, all the way to shady ones using scare tactics about your water and what’s in it and only they have the exact equipment to “fix it”. As I’ve been told from some old timers in our trade, this category used to be in the plumber’s hands so to speak, a lot more than it is today. I sat at PHCC meetings in the past and heard that the trade had “let it go” and up sprang more and more “water dealers” in their backyards. In my current position on as director of sales on a national level, I am seeing more and more companies “finding” the niche of the plumbing wholesale trade and actually seeing the plumbing contractor as a viable outlet for water softeners and treatment equipment. But along with this comes the iffy stuff. Those with really wild claims, sleek literature, fancy websites and A LOT of asterisk’s, which usually means a lot of exceptions to the rule. And this is where the title of my article culminates. When you hear a bunch of too-good-to-be-trues, I want you to start asking a lot of questions.
I would start with,
- How long have you been in the “water business”?
- How long have you been selling this product?
- How long has this product and/or technology been in use?
- Where has this product been used?
- And the most important, is your product 3rd party tested?
- And if so, by what organization?
After getting answers, do some research (beauty of the internet)? See what YOU can find. The first two questions are not about the guy as a salesman, many of the reps start representing new products all the time which helps keep our industry fresh, but more about where his information is coming from. Reps are trained by the manufacturers they represent and like any good student, are only as good and accurate as their teachers. The how long factor is important too. Many fly-by-nights are in business to capture quick bucks and will be out of business before anyone catches on. Where the product has been used is also important. Maybe the products have only been used in a manufacturing facility where only certain water needs have been met. These needs may not be all that’s needed when put into residential applications.
But the last piece is where the rubber hits the road, so to speak. If a good 3rd party organization like Water Quality Association (WQA) or National Sanitation Foundation (NSF) has tested and listed a product, then some absolute standards have been met and this is where you’ll find a lot of truths. I am seeing SO MUCH misinformation in this category in the plumbing wholesale trade that it is scary. Along with this, respectfully, I’m seeing more and more plumbing contractors getting themselves in a jamb due to being misled and ending up with a disgruntled customer. At the same time, I’m seeing many a wholesaler, selling products also in this category that are not performing per a salesman’s pitch and are seeking truths about these items. I seem to get a lot of questions pertaining to me explaining my products versus someone else’s product or about something they have heard about it or something they’ve read. And when I get this great chance, I can usually clear up a lot of grey area that some slick salesman has created that of course, leans in favor of his or her product.
So the next time you hear a sales pitch, whether at a PHCC or ASPE meeting, builders association meeting, counter day at a wholesaler, or a great manufacturer’s representative stopping by with some donuts for a visit about his products, just remember when a claim is made that appears too good to be true, back him in a corner and let him show you his validations for his claims! You may be surprised by the reaction and put yourself in a position to make a wise decision.
One of Florida’s leading manufacturer’s rep firms – Orlando-based Spirit Group, Inc. – is making the transition to a new generation of leadership. “Our company is fortunate to unite comprehensive industry experience, with youthful initiative and fresh ideas,” said Bill Freeman, CEO, and co-founder of the 18-year-old firm. Now, Freeman’s son Benn has taken Read more
One of Florida’s leading manufacturer’s rep firms – Orlando-based Spirit Group, Inc. – is making the transition to a new generation of leadership. “Our company is fortunate to unite comprehensive industry experience, with youthful initiative and fresh ideas,” said Bill Freeman, CEO, and co-founder of the 18-year-old firm.
Now, Freeman’s son Benn has taken the helm as President, and is part of a four-person management team: Matt Clark-Vice President of Sales & Marketing, Ian Heacox-Vice President of Specification Sales, and son Chase is Vice President – Industrial and Waterworks, two key growth segments for the firm. Bill said, “Our agency began with a solid founding group, but these four guys are significantly advanced from where we all were in our relationships, our market insight, and our understanding of the rep business, at similar ages. It is their personal preparation, and the experience and mentoring of our founders and long-time employees that have made this transition possible so early.”
Co-founders Scott Heacox and Mike Ross will remain in their current roles on Spirit Group’s executive committee, while continuing to drive sales in their territories. Sheree Freeman, the company’s CFO, is also a member of the executive committee. “Our comprehensive leadership succession plans will position Spirit Group for continued success over the long term,” said Benn Freeman in an interview with Plumbing Perspective. “Bill will remain in touch with manufacturers and customers, but will shift to more of an oversight role when it comes to day-to-day operations and sales management.”
Today, Spirit Group covers the state of Florida, excluding the Panhandle, representing quality manufacturers of pipe, valves, fittings, fixtures, faucets, and accessories. “Florida’s plumbing industry can have confidence in our strong and experienced sales team, and our company’s strategic direction for the future,” added Benn Freeman. “We represent many great lines and have tremendous product knowledge, along with a deep dedication to serving our customers at all levels.”
Growing through the years
Reflecting back on the founding of Spirit Group in 1994, Bill Freeman said it was a group of friends, respected business associates who shaped the close-knit team culture of our company. “Much of our firm’s success can be attributed to the hard work and dedication of that original group,” said Bill Freeman. “We began with only eight lines and eight people, and worked hard to build strong relationships, and deepen our understanding of the sales dynamics of our business.”
Benn Freeman noted that Charlotte Pipe has been one of the company’s flagship lines since its founding 18 years ago. “Our relationship with this industry leading, family-owned company is one of the strongest between any manufacturer and rep firm,” he said. Today, the firm represents 18 manufacturers, including Accor, Armacell, Elkhart Products, Erico, Mission, E.L. Mustee, Rheem-Ruud, Rectorseal, and Vortens.
“One of our biggest advantages is having a highly diverse lineup that includes a number of niche products like AquaRex,” Benn Freeman said. “We are committed to having proper balance in our lines and manufacturers in order to provide our customers with what they need in an efficient manner. We also strive to generate organic growth with our current lineup, rather than constantly looking for new lines. We are strategic in protecting our manufacturers’ interests in the supply chain.”
The firm markets its lines through select wholesale distributors and promotes its products via a strong secondary market presence with residential and commercial /mechanical plumbing contractors, engineers, industrial, waterworks, architects, builders, and facilities.
“We are not just selling products,” said Clark. “We focus on developing relationships and maintaining them over the long term. We understand the importance of partnerships for everyone to be successful.”
Through the years, Spirit Group has grown to 17 employees, while retaining a close-knit culture that inspires a cooperative approach to sharing fresh ideas and information. “We take care of our employees and as a result we have great tenure on our team, including many professionals with 15 to 25 years of experience in the Florida market,” said Benn Freeman, who joined Spirit Group in October 2007 after working with a manufacturer for four years. “As challenging as the last five years have been for the plumbing industry, I’ve found this to be a very rewarding business – especially with all the great people in our industry,” said Benn Freeman.
Entering new markets
That team spirit is helping to drive the rep firm forward into new markets, while adding to its traditional strengths in residential and commercial plumbing. “For the past three years, we have been steadily growing our presence in the industrial and waterworks segments,” said Chase Freeman. “Our new products, Apollo valves and backflow preventers, Keckley strainers, and FlexHose, have been very well accepted by the market. We know that dealing with municipal and utility customers is different from plumbing contractors, so we have built a sales and service team for this sector.”
Anticipating Florida’s decline in residential construction several years ago, the firm made a conscious effort to attract more specification products like Oasis water coolers, McGuire, and Chicago Faucets. Ian Heacox is now leading the team’s initiatives in this area. “My job is to oversee the inside quotation department, and work closely with Luis Gomez in south Florida to insure that our sales staff follows projects from planning and engineering specifications all the way thru to the buy-out,” said Ian Heacox. Patrick Mathews in Orlando quotes most of the jobs, and communicates with the sales staff. Ian commented, “We have people and systems in place to drive the job/spec work from start to finish, and a communication process within to secure project work for our manufacturers and customers.”
In addition to their management roles, Benn and Chase Freeman, Matt Clark and Ian Heacox, join key territory managers Luis Gomez, Randy Johnson, Mike Ross, and Scott Heacox calling regularly on customers in all market segments. The firm’s inside team includes Barry Ayres, Debi Calamia, Patrice Davis, Donna DeGregory, Ernie Jones, and Patrick Matthews.
Chase Freeman says the sales team enjoys representing quality domestic manufacturers. “We believe in selling quality, and virtually all our products are Made in the U.S.A, or in Buy-America countries,” he added.
Adding value to sales
Spirit Group’s team also focuses on ways to add value to every sale. To take just one example, Clark is recognized throughout Florida for his technical expertise. “I enjoy listening to the plumbing contractors,” Clark said. “It’s very satisfying to identify a need, and then be able to provide the technical solution as well.”
When a new product comes in, Clark and the other outside sales professionals, like to get it right in front of a contractor. “They may see new features and benefits, or identify how it can be used in an application,” said Clark. “These are the guys turning the wrenches every day and they understand the practical aspects, as well as the technical side.”
Spirit Group also holds a wide range of training sessions, including lunch and learn events, with all its product lines. “We believe that as plumbing professionals are educated about our products, they are more likely to specify and use our products correctly,” Clark said, who has also been involved with apprenticeship programs, and installation training for CPVC and Metacaulk fire-stopping systems.
“We did a lot of research and spent a lot of time and money to make our website the best in the country. We’ve tried to make it an easy-to-use tool for training, as well as gathering specifications and pricing information,” Benn Freeman said. “In addition, we have developed our own information management system, as part of our commitment to adopt new technology to help us become more efficient as a company.” Spirit Group believes in new technology, but still answers every phone call with a live person, something preferred by customers.
Benn Freeman says Spirit Group’s dedication to adding value has paid off during Florida’s economic downturn and slow recovery. “We know everyone has faced challenges in the past few years,” he said. “For us, 2009 was the toughest time, and since then we’ve been growing and improving our performance.”
From his statewide perspective, Clark says he’s finally seeing an upturn in residential construction. “While there’s still a lot of foreclosed properties on the market, a number of builders are starting new projects,” he said. “We do see good signs of life and there is light at the end of the tunnel.” On the commercial side, Clark says many projects are in the planning and design phase with developers who are either waiting for funding or market improvement, to start construction.
Spirit Group has been highly active in the commercial sector with a growing portfolio of high-profile commercial, healthcare and governmental projects, including the Duval County Court House in Jacksonville, the VA and Nemours Children’s Hospitals in Orlando, Lee County VA Healthcare Center in Cape Coral, and Kennedy Space Center Visitors Center near Titusville, as well as Traditions Hospital, now under construction in Port St. Lucie.
“Today, rep agencies’ greatest challenges are the economy, foreign competition, and protecting sales volume in the wholesale channel,” said Benn Freeman. “We need to maintain the wholesale distribution channel in the face of those pressures to ensure that plumbing professionals specify and use the right products for each individual application. This is not a one-size-fits-all industry, as every project is different.”
Summing up the company’s philosophy, Benn Freeman said, “We don’t want to be the biggest rep firm in the state. We want to become more knowledgeable about our products, increase market insight, operate more efficiently, and keep improving. Most of all, we want to build on our reputation for professionalism and integrity, while helping our manufacturers and customers throughout Florida achieve their goals.”
Spirit Group’s Statement of Values
• Provide opportunity in business and concern for the well-being and security of all employees and their families
• Commitment to personal performance that will build strong relationships and lead to complete satisfaction in our manufacturers, our wholesale customers, and our secondary market influences
• Enthusiasm, respect, teamwork, fairness, and caring in all relationships
• Maintain a strong financial base and reinvest profits, to support our business partners and secure the future of our company
One of Florida’s oldest and largest manufacturers’ representative firms now has a brand-new look. Harry Warren, Inc. – an Orlando-based firm founded in the 1960s – recently completed a rebranding program that supports its statewide growth strategy. “We are in a new era for the plumbing industry, and we wanted a look that reflects Read more
One of Florida’s oldest and largest manufacturers’ representative firms now has a brand-new look. Harry Warren, Inc. – an Orlando-based firm founded in the 1960s – recently completed a rebranding program that supports its statewide growth strategy.
“We are in a new era for the plumbing industry, and we wanted a look that reflects both today issues and tomorrow’s opportunities,” said Bob Mycoff, president, in an interview with Florida Plumbing Perspective. “For instance, our team understands the growing importance of water conservation and other ‘green’ solutions in the residential and commercial markets.” For Harry Warren, Inc., the change to its logo and graphics is just one of the steps forward the firm is making this year. The rep firm is adding new personnel, exploring new applications for its product line and updating and adding more features to its website (www.harrywarren.com). “Online, social and mobile communications are becoming increasingly important to everyone in the plumbing industry,” Mycoff said. “Therefore, we have updated our site to support those informational tools and create more functions and interactive features for users.” For example, the new site includes photos of the firm’s inside sales and service personnel, along with a brief description of their roles. “Someone who talks to an inside sales person can see that person’s picture,” Mycoff said. “We think it’s important to be able to put a face with a name or a voice on the phone. It’s also a time-saving feature, since a customer can see exactly who to contact for their needs.” Mycoff adds that the new site also readily identifies the various channels that Harry Warren Inc. services, an important service because there are often overlapping individual responsibilities. “From showrooms to water systems to high-end residential projects, we want to make it as easy as possible for users to connect with the right people,” he said.
Adding new people
In addition to refreshing its image and adding new online capabilities, Harry Warren, Inc. is expanding its team. In the past year, the firm has added another 13 people to its organization, which includes separate companies in Florida and Georgia that cover the Southeast region and beyond. “One of the important internal steps we’ve taken is bringing in several new people, fresh out of college, and putting them through an aggressive training program to help them understand our industry,” said Mycoff. “To bring them up to speed, we are also having our veterans coach them about the techniques of selling, how to service our customers and the various roles in our industry.” Mycoff adds that the infusion of new professionals has been particularly helpful in developing the new communication channels and enhancing the delivery of customer services. “They bring a passion for service to our company and are helping us stay ahead of the curve.” At the same time, Harry Warren, Inc has brought about several long-time industry professionals who balance the exuberance of youth with the seasoning of experience. Currently, the company has 36 members of its Florida team, including:
- Leigh Mycoff, secretary/treasurer
- Carlon Faust, accounting and technology
- Al Swann, IT support
- Lori Blum-Miller, inside sales manager, commercial quotes
- Bill Orris, operations and general sales manager
- Lori Henderson, director of showroom sales
- Bill Brazee, Commercial Director
- Wes Reinert, Residential Director
- Dave Evans, Water Systems Director
“This is very much a people business, and our professionals – young and old – are committed to building those relationships,” said Mycoff. “Our team is excited about our recent changes and they bring that enthusiasm to work every day, along with a strong sense of serving our customers and local communities.”
A regional leader
It was back in the late 1960s, when Harry Warren founded the firm that bears his name. In 1990, he sold the firm to his daughter Leigh and son-in-law Mycoff, who have guided the firm since then. “Our agency was founded with the goal of making sure customer satisfaction was synonymous with the Harry Warren name,” said Mycoff, who joined the company as a salesperson in 1979. “Harry had high expectations that his business would be successful. His vision of success began with hard work, honesty and integrity. The principles and examples that he employed for nearly half a century still exist in our agency. Under Mycoff’s leadership, the firm was named 2007 “Representative of the Year” by the nationwide publication Supply House Times. Harry Warren, Inc. also received the “Golden Regulator Award” as the manufacturer’s rep of the year for the Watts Regulator Company, part of the Watts Water Technologies family. Mycoff was named to the AIM/R’s board of directors of AIM/R, a trade association of independent sales representatives in the plumbing, heating, cooling, and piping industries. In the 2000s, Harry Warren, Inc. opened new offices in Tampa, Jacksonville, Atlanta, and Kernersville, NC. In addition, the firm is the authorized representative for many lines in the Caribbean and Central America. “Our Georgia company covers Alabama and eastern Tennessee, and mirrors Florida in every aspect with very similar line cards,” Mycoff said, adding that the firm covers North and South Carolina in the water systems category. “We’ve grown our Atlanta operations very significantly in the past two years, and now have 26 employees there,” he added. “That combination is particularly helpful to our dealers in northern Florida and southern Georgia with customers in both states.” Looking ahead, Mycoff said he expects the firm to continue expanding its operations, particularly in the luxury residential sector. “We expect to see further expansion of our current categories, as we continue to focus on serving the needs of Florida’s plumbing designers, engineers, contractors and builders. We are committed to remaining a leader in our state’s plumbing industry.”
Harry Warren Inc.’s Current Lines
Residential
• A.O. Smith Water Heaters
• A.O. Smith Water Systems
• American Standard Brands
• Arrowhead Brass
• Crane
• Dormont
• Eemax
• Elkay
Luxury Showroom Channel
• American Standard
• Arrowhead Brass • Blücher
• Decolav • Elkay • Eemax
• In-Sink-Erator • Jado
• Porcher
• Webert
• Fiat
• In-Sink-Erator
• Wal-Rich
• Watts
Commercial / Industrial
• A.O. Smith Water Heaters
• A.O. Smith Water Systems
• Acudor
• American Standard Brands
• Blücher
• Bradley
• BRAE
• Conine Manufacturing Co.
• Cooper B-Line
• Crane
• Decolav
• Dormont
• Eemax
• Elkay
• Halsey Taylor
• Orion
• T&S Brass
• Taco
• Watts
Well & Septic Channel
A.O. Smith
Arrowhead
Campbell Septic Products Inc.
Service Wire Snyder Industries, Inc.
Responsibilities in preventing microbiological growth in plumbing systems by Abigail Cantor P.E. (Chemical Engineer) This article describes the responsibilities in preventing microbiological growth from occurring in plumbing systems. Those responsibilities are shared by the Plumbing Designer, the Building Contractor, the Municipal Water Utility Manager, and the Property Owner. The Plumbing Designer The prevention of microbiological Read more
Responsibilities in preventing microbiological growth in plumbing systems
by Abigail Cantor P.E. (Chemical Engineer)
This article describes the responsibilities in preventing microbiological growth from occurring in plumbing systems. Those responsibilities are shared by the Plumbing Designer, the Building Contractor, the Municipal Water Utility Manager, and the Property Owner.
The Plumbing Designer
The prevention of microbiological growth in plumbing systems starts with the plumbing designer. Two new design requirements must be met in order to prevent microbiological growth – the volume of water residing on-site must be minimized and the surface area that the water contacts must be minimized. These design requirements must be balanced against the property owner’s list of desired plumbing fixtures and the plumbing code’s design criteria.
Considering the Number of Fixtures and Pipe Sizes
The property owner may have a long list of desired plumbing fixtures and showers with multiple sprays. The plumbing code will base the size of the piping on the number of fixtures that can possibly operate at the same time. The property owner needs to understand that there is a trade-off between having extra plumbing fixtures versus minimizing the volume of water stored in the piping. The use of diverter valves as well as the property owner’s acceptance of fewer fixtures may assist in keeping pipe sizes smaller.
Considering Water Conservation Fixtures
Water conservation fixtures are becoming a necessity in some areas where drinking water resources are scarce. With both new plumbing systems and the modification of existing plumbing systems, the lower water usage must be considered and the on-site storage of water be reduced accordingly.
Considering Tubs
The property owner’s selection of bath tubs and hot tubs will greatly influence the quantity of hot water that needs to be prepared and stored on-site. The property owner needs to understand the trade-off between the number of tubs and the filling rate of each tub versus minimizing the volume of water stored on-site.
Tankless water heaters can be used to assist in lowering the volume of hot water that needs to be stored. Acceptance of lower filling rates by the property owner will also help to lower the volume of hot water storage.
Considering Water Softening
With hard water, water softening is required before sending water into a hot water system. Calcium carbonate from hard water will scale up the heating surfaces in the hot water system which will, in turn, increase the quantity of energy and the cost to heat the water. The life of the hot water heating equipment will also be reduced with the build-up of scale.
However, water softeners increase both the volume of water stored and the surface area that the water is exposed to on-site. They can become incubators for microorganisms. If less hot water is required, then less water needs to be softened and the smaller the softener tank. Again, the property owner’s acceptance of lower filling rates for tubs will lower the hot water volume requirement.
In addition, cold water does not need to be softened except in a few specific cases. Water softeners can be smaller when only the water for the hot water system is softened.
Water softeners can also be outfitted with the dosing of chlorine and other biofilm-fighting chemicals to the brine tank so that disinfection of the media inside the softener tank can occur routinely and prevent the development of biofilms inside the tank.
Considering Other Water Treatment
A previous article pointed out that water should not be treated on-site unless absolutely necessary. The article listed possible contaminants in water and steps to take in deciding whether or not removal of certain contaminants is necessary.
For every treatment device, water volume and surface area is increased in the plumbing system. Each device must have a means of routine cleaning and disinfection, as was discussed with water softeners, in order to prevent them from becoming incubators for microorganisms and inoculating the downstream piping.
Considering Chemical Dosing into Piping
Water softening and other on-site water treatment devices can remove existing disinfection from the water. Long residence times for water such as in hot water storage tanks also deplete the disinfection in the water. Designers of commercial buildings where large volumes of water are required need to consider re-injecting chlorine or other biofilm-fighting chemicals approved for potable water after water treatment devices and before storage tanks. A previous article described chemical dosing systems.
Some property owners, such as those with private wells, do not want to introduce disinfection because of its taste and smell in the water. Disinfection chemicals can also form harmful by-products if dosed incorrectly. But chemical disinfection, especially chlorine, is the most significant protection against the growth of microorganisms in modern water systems because of its disinfecting power at a reasonable cost and its ability to remain in the water to the far reaches of the plumbing system.
Considering Pipe Flushing Features
If high-volume, complicated plumbing systems are inevitable in a building, automatic pipe flushing should be considered. Automatic valves can be placed at the ends of long pipe runs to move fresh water through the water line. Such a valve needs to be slow-opening and closing so that water hammer does not occur as it does with a solenoid valve. Also, this strategy wastes water which cannot be tolerated in areas where water resources are scarce. Nevertheless, in some cases, automatic pipe flushing may be the only answer to keeping water fresh on-site.
Considering Sampling Taps
Small valves and faucets are inexpensive to install in pipelines. Consider installing such taps before and after any water treatment or storage tank in the plumbing system so that water samples can be taken and the quality of water, as it changes throughout the plumbing system, can be monitored. A previous article described critical locations in plumbing systems where microorganisms can grow. This can be a guide for locating sampling taps.
The Building Contractor
The growth of microorganisms in plumbing systems begins during the building’s construction period when water pipes are filled with water. The water usage, at that time, is not what the plumbing system was designed for and the water sits stagnant in the pipes for a long period of time. Any disinfection in the water is quickly depleted. Microorganisms can now thrive. Building contractors should ensure and document that this does not occur on their watch.
Before a project begins, review the plumbing plans for the design features that have been discussed in these articles. Every pipe run, water treatment device, and water storage tank has the potential for microbiological growth during the construction period. Is there a way to monitor, flush, and disinfect each plumbing system feature during the construction period? If not, work with the plumbing designer to provide the means to do so.
Before filling new pipes with water, make sure that they have been cleaned of debris and disinfected.
After filling new pipes with water, begin monitoring for and documenting chlorine concentration routinely and frequently. A previous article describes how to do this with a relatively inexpensive field test kit.
Less frequently, monitor for microbiological activity. A previous article described how to do this with water samples for Heterotrophic Plate Count (HPC) analysis. Since that article was written, a better test has become commercially available. It is a test for ATP and is described in a sidebar to this article.
Run treatment devices through their cleaning cycles on a routine basis during construction and refresh the water in piping and tanks.
The amount of plumbing system flushing can be reduced by dosing the water system with chlorine and biofilm-fighting chemicals used in potable water systems. (See a second sidebar for a description of chemicals that can be used.)
Strategies to carry out these tasks in an economical fashion during construction need to be developed. This is a new concept for the building industry, but it can and must be done based on the current knowledge about microbiological growth in water systems.
The Municipal Water Utility Manager
The role that microorganisms play in water systems is a new topic in the drinking water industry as it is in the plumbing industry. Municipal water utility managers are just becoming aware that microorganisms and their biofilms can help to transfer piping metals like lead, copper, and iron to water.
Municipal water utility managers need to ensure and document that the water throughout the water distribution system stays properly disinfected and that microbiological activity is low. Throughout the distribution system, managers need to:
- Monitoring for disinfection and microbiological activity
- Minimize water residence time (water age)
- Ensure a proper disinfection residual
- Perform uni-directional flushing on water mains to properly clean piping
Managers might want to refer to a Water Research Foundation report that demonstrates techniques to control water quality at the consumers’ taps (Project 4286: Distribution System Water Quality Control Demonstration).
Ironically, because of modern plumbing design practices, the growth of microorganisms can occur whether or not there is a high microbiological activity in the water entering a building. However, water utility personnel should document that the municipal system did not contribute significantly to any building’s plumbing problem.
The Property Owner
Property owners need to understand the dilemmas in designing and installing modern plumbing systems as have been discussed in these articles. That way, they can make better decisions in planning their buildings’ plumbing systems.
If a property owner uses a private well instead of municipal system water, that person must take on the responsibilities of a water utility manager. They need to know what contaminants should be removed from the water and the best method of removal. They also need to consider how to keep the water and the system disinfected. They must monitor for disinfection and microbiological activity and ensure that their water system is operating safely.
Conclusions
Preventing the growth of microorganisms in plumbing systems is a new reality for modern plumbing systems. There has not been a lot of experience in designing systems with minimal volume and surface area while still utilizing the new plumbing fixtures that are available today. But, the plumbing industry can start by being aware of the microbiological growth issues and design dilemmas. Eventually, people in the plumbing and construction industry will figure out how to accomplish this task economically and efficiently.
This pushes people away from techniques that they have always used and what they have always known to be true. But, the industry must move in this direction or else the future will be filled with ruined plumbing systems in new buildings, angry property owners, and liability lawsuits for plumbing and building contractors.
This series of articles does not provide all the answers needed to tackle this problem; they were written to raise awareness of the problem and to encourage the plumbing profession to consider the repercussions of the volume of water stored on-site and the surface area that the water is exposed to. The growth of microorganisms in plumbing systems can be prevented with everyone’s participation.
A New Method of Testing for Microbiological Activity
In a previous article, a method of measuring microbiological activity in water was presented. It was a method to measure the number of heterotrophic bacteria colonies that can grow from a water sample (HPC analysis). But, there are other types of bacteria in water besides heterotrophs. Nevertheless, the HPC analysis was used because it was the only economical and commercially available test.
A new type of test now meets the economics of the HPC analysis. It is a test for adenosine triphosphate (ATP), the energy molecule found in living organisms. This test will measure the presence of any type of living organism in the water sample, not just heterotrophic bacteria.
Unfortunately, there are only a few laboratories and professors that have the equipment to run this test. For example, only one small laboratory in Wisconsin can run the ATP test. Nevertheless, it is worthwhile to pursue the use of this test by inquiring at commercial laboratories and by contacting major manufacturers of the equipment (http://www.luminultra.com/Industry-Applications/water-treatment.html).
New Chemicals to Clean Out Biofilms
Chlorine is the most common chemical used for disinfection of drinking water. The chemical is effective in preventing biofilms from forming. However, once the biofilms have formed, it is difficult for the chlorine to penetrate the biofilm and remove it from surfaces. In addition, many modern plumbing materials cannot be exposed to high concentrations of chlorine, so dosages that can be used are limited.
There are new chemicals on the market that can penetrate and destroy biofilms. For use in drinking water, the chemical must be approved by NSF International (http://nsf.org) as an acceptable additive. When determining new chemicals to use for biofilm removal, look for the NSF approval and follow-up on references of organizations that have used the product.