60•


Partnering


Hybrid tankless water heater a proven winner for Moore Supply


(Continued from page 56.)


the key concerns he heard from con- tractors early on was about service. They wanted to know what needed to be done to keep the units running


smooth, and what was involved in servicing the units. “The simple answer we give them


is that it is easy,” Joyner explained. “That’s one of our selling points. Be-


cause the unit is self-cleaning, there is very little maintenance involved. From an accessibility standpoint, there are just five screws that have to be taken out to get in. It’s kind of like work- ing on a 1950 Chevy with plenty of room in the engine bay versus a 2010 Chevy that is cramped with all the extra components. Contractors don’t have to worry about hooking the heater up to a computer to diagnose and serv- ice it. The brains of the unit are on one card on a swing door and all the other connections are right there, very accessible. “ Joyner and Home went on to


discuss the ease of doing busi- ness if there is a failure with the heat exchanger. “The most troublesome fail-


ure on a tankless unit is the heat exchanger,” said Joyner. “In tra- ditional units, it’s the first thing in, so if it has to be replaced, a contractor has to take everything else out of the heater to get to the heat exchanger. With the Eternal Hybrid, there are just five screws, you open the door and its right there.” Home went further, adding, “Dur-


Jeff Joyner of Moore Supply (left) and Grand Hall’s Paul Home check out a ship- ment of Eternal Hybrid water heaters on Moore Supply’s shipping dock.


A long list of benefits G


rand Hall likes to categorize the benefits of the Eternal Hybrid


as it relates to wholesalers, contrac- tors and consumers.


First, the benefits to wholesalers: • Grand Hall offers limited SKUs,


which means that wholesalers do not have to stock a large amount of product to carry the product • There is a 20-year residen-


tial/10-year commercial no-leak heat exchanger warranty, which gives wholesalers a great confi- dence-building selling tool. • The fact that the Eternal Hybrid


uses PVC venting also reduces the amount of SKUs a wholesaler must stock. • FAST — Factory Authorized


Service Technician — training is of- fered by Grand Hall through its wholesalers • Product fast ships the same day


if in stock and orders are received before 3:00 p.m.


Benefits to contractors include: • Ease and speed of installation,


which means contractors can com- plete more jobs in less time


• 24/7 U.S.-based technical support • No special tools are needed for servicing the units; error codes help contractors diagnose any problems. • Once they have earned the


FAST (Factory Authorized Service Tech) certification, contractors are listed as factory service providers on Grand Hall’s website, and are guaranteed payment on service calls and payment on a standard labor rate


Benefits to consumers include: • Endless and consistent hot


water, thanks to the exclusive heat exchanger design that is recircula- tion capable • 98% efficiency, which drives down operating costs • Thanks to a patented self-clean-


ing design that flushes out the sedi- ment, annual maintenance simply requires cleaning the condensate trap, along with checking filters and aerators • A low total cost of ownership


when considering lower gas, elec- tric, water and annual maintenance costs, as well as the durable war- ranty mentioned above.


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


Jeff Joyner inspects stock in Moore Supply’s Mesquite, Texas, warehouse.


ing the development phase, we put our engineers in an attic for an ex- tended period of time, where they studied all kinds of different water heater models. They realized just how difficult it was to access parts. So they were determined to do thing differently. As a result, Grand Hall re- ally designed these units with the trade in mind.” As Moore Supply and Grand Hall


both realize, the way you do business is just as important as the products you sell. It’s about being agile, savvy, aware of market conditions and building relationships. These two partners work together to offer unique solutions and leverage the strengths of each of their companies. “Moore Supply is part of one of the


largest wholesaling organizations in the country that still operates inde- pendently,” said Home. “Each of their branches is allowed to manage their own inventory and operate with a great deal of autonomy, which fa- cilitates the manufacturer and whole- saler relationship at the branch level. “Here in Mesquite, Jeff Joyner is


very knowledgeable about the tank- less market and has been a strong supporter of our hybrid solution. Jeff is open to new ideas, heavily in- volved in residential and commercial projects, and understands the impor- tance of marketing and maintaining a solid reputation.” And Joyner was equally as compli-


mentary about Grand Hall’s practices. “One of the best moves they made


was hiring a rep agency that had a good rapport with Moore Supply and our customers,” he noted. “They have also done a good job at advertising in trade magazines and getting exposure for us in the market. Grand Hall made sure the units were qualified for the tax incentive, which made for a great selling point, and they also provided us with some nice display units for the counter. We’ve also found that their website is very functional and user friendly, and overall, they just have great customer support. “I never thought we’d be success-


ful selling a high-ticket residential water heater, because I didn’t think the public would go for it,” Joyner concluded. “But the buy in at the trade level has been so significant, that they are really pushing the prod- uct in the marketplace. And that makes all the difference.”


n


For additional information, visit www.eternalwaterheater.com or www.mooresupply.com.


•THE W HOLESALER® — JANUARY 2011


The Eternal Hybrid tankless unit cutaway helps Moore Supply show consumers why it’s a superior product.


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