HYDRONICS e Continued from p 44
across all of our product lines they’ll prefer ECR as their supplier. How do you think ECR helps end users in struggling times? (rebates, training, education, reduced prices, etc.)
“needs” column, no matter the customer type, product or price of the product being considered. Therefore, quality is always priority one, which reduces the cost of ownership and eliminates the surprise costs that no end user wants. Efficiency and price are linked, and the importance of each is individually driven. Our responsibility as a manufacturer is to provide choice in all categories of efficiency and price, which we do. We provide the most efficient boilers in the industry at 97% AFUE, which qualify for all available rebates for those customers seeking the top end. Likewise, we provide entry level efficiency products that are most cost effective when considering first price.
Do you deal directly with wholesalers? If so, describe the importance of the wholesaler- manufacturer relationship.
RP: ECR is a professional trades
End users want efficiency, reliability and a fair price when they purchase an HVAC product.
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RP: We believe end users want efficiency, reliability and a fair price when they purchase an HVAC product. Reliability is the constant in the buyer’s
business; the only way our products get to basements is through wholesalers and, in turn, to contractors. Our wholesalers are an extension of our business; they add value to the experience of buying our products. I’ve heard others say that wholesalers only do three things: local inventory, delivery and invoicing.
Fortunately for ECR, our wholesalers must be cut from different cloth, because they help us serve our mutual customer, the contractor. Our wholesale distributors are constantly adding value by promoting our products, hosting factory training events, providing assistance in job layouts. Many have technical staff on board to help contractors through problems. Wholesale distributors play a critical role in our business success, and we are fortunate to have many distributor relationships that, literally, span decades. We have some distributors that have been with us for more than 60 years: We’re very proud of that. What is ECR’s presence globally?
RP: ECR has two manufacturing facilities in New York State: Dunkirk (heat exchanger and steel fabrication, furnace assembly) and Utica (corporate headquarters, assembly and central distribution). We have two joint venture companies: Climate Energy LLC in Medfield, Mass. (freewatt micro- combined heat and power products) and Ningbo Utica Fulton Co. in Ningbo, China, that manufacturers and sells boilers, controls and ductless air conditioning. l
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phc august 2011
www.phcnews.com
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