Issue link: https://www.e-digitaleditions.com/i/602622
November/December 2015 37 ® PREMIUM PLUMBING PRODUCTS by Component Hardware www.encoreplumbing.com "PLUMBING THAT WORKS" ™ © Copyright 2015, Component Hardware Group, Inc. Call or email to arrange a NO RISK TRIAL 800-526-3694 • sales@encoreplumbing.com If you aren't satisfied that PowerPulse is saving water, time and energy, we'll take it back and refund your purchase price. Encore Model Rated Flow (GPM) Clean Time (Seconds) Total Water (Gallons) Reduced Clean Time vs. Top Competitors Reduced Water Use vs. Top Competitors KLP50-0220105 1.05 12 0.21 43% Faster 9% Less Water KLP50-0220-74 0.74 14 0.17 33% Faster 26% Less Water KLP50-0220-65 0.67 17 0.19 19% Faster 17% Less Water Top Industry Competitors Rated Flow (GPM) Clean Time (Seconds) Total Water (Gallons) Competitor A 1.42 20.74 0.49 Competitor A 0.65 21 0.23 Competitor B 0.70 24 0.28 Results provided by The Fisher Nickel, Inc. Food Service Technology Center. • Unique pulsing action creates a high pressure stream that powers off dried and baked on food in LESS TIME (as low as 12 seconds) with LESS WATER (up to 26% less vs. competitors) • Easy retrofit to most existing pre-rinses – or available in complete kit • Three year warranty • Patent Pending Kool Grip™ Hose Grip Features • Reduces heat transfer to the hand; stays up to 30 degrees cooler than competitors' grips • Ergonomic spray handle fits comfortably in even small hands and is easy to use *All flow rates are @ 60psi NEW PowerPulse ™ PRE-RINSE Please see our PowerPulse video at www.encoreplumbing.com/PowerPulse Revenue and profit was the focus, he says. "For us, it wasn't about survival. We were going to survive. It was about how to prepare for growth. How do we get funding lined up? How do we find a bank partner that cares about the relationship and understands what we are trying to do?" After securing the latter, other key first steps included hiring a veteran design consultant to grow Myers' contract/design department and divvying up management responsibilities between Myers and Fusari. "We complement each other well," says Fusari. "I took on more of the operations and administra- tive duties, which allowed my business partner to go out and sell. That was huge. He's the greatest salesperson and closer I've met and a true revenue-producing owner. Allowing Rob the space and the time to just go out and do what he's best at has played an enormous role in our growth and our success." Passion with a Purpose Selling the dream—no delivering the dream is more fitting for a passion like Fusari's. There are many things that he loves about the industry, the lifelong friendships…the challenges. Challenges are what stave off complacency, says Fusari. It's also why he's traveled in so many shoes. But helping a customer realize a dream…that's what's stopped him from venturing into another industry. "I don't sit across from the customer as much I would like to," he says. "I talk on the phone a lot, I do email communica- tions. But when you sit across from a couple that has a dream to open a restaurant, someone who is doing what I did years ago, leaving their careers to pursue a passion, you better be passionate about helping them and you better have the ability to do it. Otherwise, you will fail them." Failure is a sour note to end on, but it's also appropriate. Four days out of the week, Fusari makes a 75-mile commute from his home in San Francisco's East Bay to Myers headquar- ters in Santa Rosa. Gives him plenty of time to connect with the New Jersey office. Eyeing an opportunity to expand east- ward near Fusari's old turf, Myers opened its fourth location a few years ago. Its core focus being contract projects, chains and multiunit operators. There's plenty you can do during an hour-and-a-half drive. On this occasion, Fusari is pressed to contemplate the future of an industry that's stuck and short on solutions. "I think as an industry, as a channel, we fail ourselves because we don't embrace one another," he says. "We fail ourselves because we are more adversarial than we are willing to partner. We are all on the same team, and we all have a common goal, and we have to stop fighting with one another and start to embrace how we are all going to get there. "At some point, margins have to turn around in this industry. They have to. The industry has to figure out, from all sides, how to get that done. It's not on the manufacturer, it's not on the rep and it's not on the dealer to figure it out. It's the responsi- bility of the channel.