HYDRONICS e Continued from p 52
water heaters can be found in healthcare facilities, commercial buildings, apartments, schools and universities, as well as in government facilities such as military bases. How do you think Harsco helps end users in struggling times? (rebates, training, education, reduced prices, etc.)
Murphy: Our high efficiency
MACH® condensing boilers qualify for utility company or local, state and federal government rebates and incentives. We also offer advanced training and education programs for strategic customers. Do you deal directly with wholesalers? If so, describe the importance of the wholesaler manufacturer relationship.
Murphy: Our products and services 54
The company recently introduced the MACH® C4000 condensing boiler, a 4 million Btu/h boiler that fits through the door.
progressed from where they stood 15–20 years ago. Smaller footprints, full-modulation capabilities and advanced control logic have made these traditional boilers a viable, less costly solution for those who have strict budget constraints. Describe the core products and services offered at Harsco.
Murphy: Harsco offers conventional
and high efficiency condensing boilers for the hydronic heating market and traditional copper-finned tube and high efficiency condensing indirect water heaters for domestic hot water production. We also offer expert solutions in the form of fabricated systems, leveraging decades of industry knowledge and combining that knowledge with quality products to deliver fully packaged systems to our customer’s doorstep. How has Harsco faced the struggling economy?
Murphy: Harsco Industrial
Patterson-Kelley has weathered the storm during the economic recession. With new construction starts declining, there is more focus on the retrofit and replacement market. Market trends for higher efficiency and more environmentally friendly equipment has also driven replacement sales prior to the end of a boiler’s useful life. We continue to see growth in areas where there is emphasis on quality products that provide customers value in the form of efficiency cost savings and return on investment.
Since the residential (hydronics) market is down, on which markets is Harsco concentrating?
Murphy: Harsco participates
exclusively in commercial, industrial and institutional markets. The institutional market has remained steady, while the residential, commercial and industrial markets have seen a decline during the economic recession. Our boilers and
are sold exclusively through authorized representatives. These representatives are not only our customers but also our partners in business. It is important for any manufacturer to understand its representatives’ needs, whether they be 24/7 customer service and technical service support, customized sales tools, detailed market information or promotional support. What is Harsco’s presence globally?
Murphy: Harsco Industrial
Patterson-Kelley, a division of Harsco Corporation, serves the North American market, mainly the U.S. and Canada. Harsco Corporation serves infrastructure development in global markets, such as North America, South America, Europe, Asia, Africa and the Middle East. l
Harsco’s high efficiency MACH® condensing boilers qualify for utility company or local, state and federal government rebates and incentives.
phc august 2011
www.phcnews.com
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