IMR Profile – HVAC Solutions

One of Marlo’s oldest Independent Manufacturer’s Representatives (IMRs), HVAC Solutions in High Ridge, Missouri (just outside of St. Louis) was founded by Keith Pulcher in 2000. What makes this relationship particularly unique is that Keith began his career as a Marlo employee, working at the company for five years back in the 1980s.

After leaving Marlo, Keith worked at a few different manufacturer’s representatives over the next 11 years, before deciding to start his own company. HVAC Solutions began as a family business 26 years ago, and remains one today. Keith and his wife Debbie were the original employees, with his son, daughter and son-in-law later joining the business.

As the company name implies, HVAC Solutions specializes in solving customer problems, specifically those related to heating and cooling. Based on Keith’s experience, the company began as the experts in direct replacement coils. And while that is still one of their specialties, HVAC Solutions has grown to become experts in air handling units (AHUs), humidification, steam, and ultraviolet systems.

Custom replacement heating and cooling coils are still the company’s top selling products, followed by Stratomizers – Marlo’s integral face and bypass (IFB) coils – and air handling units. The company’s primary customers are mechanical contractors serving the St. Louis and surrounding areas, including southern Illinois. In addition, HVAC Solutions also works directly with large institutional end users, such as healthcare and education facilities.

An “Old School” Approach

While the products have changed and improved over the years – and technology has driven businesses to communicate via email and virtual meetings – Keith prefers to take an old school approach to doing business. He continues to run his business the way he did when he started it 26 years ago. That means getting out in the field, talking to customers, evaluating HVAC problems and challenges, and delivering solutions. It’s safe to say that Keith would rather be on a jobsite than in a Zoom meeting – and that’s not going to change anytime soon.

Why Marlo?

Manufacturer/rep relationships lasting more than 25 years are rare these days. Like a good marriage, it’s a two-way street. The rep must continually bring in sales, and the manufacturer has to consistently deliver on its promises. So, we asked Keith why he feels that this “marriage” has lasted so long and been so successful. He gave three reasons:

• Air density decreases
• Oxygen mass entering the compressor decreases
• Combustion efficiency drops
• Power output declines

42 years and counting

After 42 years in the HVAC industry, Keith is still going strong, with no plans to retire any time soon. However, his son and son-in-law both hold key positions in the company and continue to gain experience that will have them prepared to take over when Keith and his wife are ready to step away.

If you are in or around the St. Louis metropolitan area and need a go-to resource for solutions to your heating and cooling problems, turn to the company whose name says it all: HVAC Solutions.

1. Air density increases
   • Keith credits the Marlo team with being very easy to work with. Of course, he admits that it helps that they have been working together for over 25 years – not to mention that his business is only a few minutes from Marlo’s offices and factory. “I have great relationships with so many people there,” he says, “and I can always get a fast response when I need something.”
   • Keith is also a big fan of the MarloMetrics selection software – for both coils and air handling units – which is another way Marlo makes doing business easy. “We use it every day to design coils and AHUs, get quotes and place orders,” he says, adding that he appreciates how Marlo is constantly upgrading the software based on user feedback, and regularly informing the IMRs about new features.
2. Reliable delivery
   • Getting products when they are needed is important in all businesses, but especially in the HVAC world. Customers without heat in the winter or cooling in the summer – or manufacturing processes down at any time – demand fast response. Over the years, Keith says he has been able to rely on Marlo to meet delivery timelines, and points out that their standard service is typically faster than other manufacturers. “I think Marlo is at around 5 weeks for standard service now, where others are about 8 weeks,” he says. “That’s a big difference.” Plus, when true emergencies arise, Marlo offers expedited 5-day and 10-day QuickShip service to meet these urgent needs.
3. Quality products
   • “Marlo quality has always been top-of-the-line,” says Keith, referring specifically to the company’s coils. He cites better, heavier grade materials as key contributing factors to the quality and long life of Marlo coils – including thicker tube walls and fins, in addition to many other quality features. So how does that reliability compare to other manufacturers’ coils, including OEM coils that come with new air handling units? “We replace coils after 5 years or less all the time,” he says. “But we expect Marlo coils to last at least 15-20 years.”