We were honored to host many members of our nationwide network of Independent Manufacturer’s Representatives (IMRs) in St. Louis in early April. These are the people on the front lines every day who solve their customers’ HVAC problems with our commercial/industrial heating and cooling coils and air handling unit (AHUs).
Held at the Westin Hotel in downtown St. Louis, the event gave us the chance to show our appreciation for our IMRs’ hard work, to update them on our business, products and software, and to provide a format for them to collaborate and learn from each other.
Opening Reception
We kicked off the event with an opening reception on Wednesday evening, with plenty of food and beverages to enjoy. This was a great opportunity for the IMRs to renew old friendships and start new ones, and to discuss industry issues from the perspective of each of their territories around the country. Of course, members of the Marlo sales and engineering teams were also in attendance and were able to participate in these valuable discussions.
Marlo Plant Tour
On Thursday morning, we started off with a great breakfast buffet, before boarding a bus for the 30-minute trip from downtown St. Louis to our headquarters and manufacturing facility in High Ridge, Missouri. The attendees were then broken into three groups, each headed by a Marlo employee, for a comprehensive plant tour.
As we traveled through the facility, we stopped at each key department – such as sheet metal forming, coil assembly, air handling unit manufacturing, shipping, and more. Leaders of each department gave a brief talk on their individual responsibilities, with a specific focus on quality control measures and the seamless integration between our MRP system and workflow, which is designed to allow us to build coils quickly.
The entire Marlo team was especially proud to show off the state-of-the-art equipment we have invested in over the last several years. These include everything from automated laser cutters/punches, press brakes and panel benders, to robotic welders, to high-speed hairpin benders, and more. These significant investments in automation have resulted in improved quality and increased efficiency, driving down both lead times and costs.
Of course, some work still has to be done by hand, and we’re also incredibly proud of the experienced craftsmen who perform critical tasks, such as brazing, with consistent quality and attention to detail. To help our guests appreciate our brazers, they were given the opportunity to try this skill themselves. After a short demonstration, several attendees tried their hand at using a torch to join copper tube. The quality wasn’t great, but no injuries were reported!
Business Updates
After a trip back to the hotel and a St. Louis inspired lunch – including gooey butter cake, of course – we headed into a meeting room for some important discussions. Mike Majino, Director of Business Operations, kicked things off with some updates on Marlo’s commercial/industrial business, including both coils and air handling units. He also announced several IMR award winners for their 2025 sales performance, including:
- Platinum Club – Affiliated Steam & Hot Water
- Gold Club – HVAC Solutions and Mechanical Reps
- Silver Club – Coward Environmental, Hutchco and Merlo Energy
- Bronze Club – Air Control Products, Air Engineers of Wisconsin, Environmental Products, McQueeny Group and Vertical Systems
MarloMetrics Overview
Tommy Laster, Commercial Sales Manager, then gave a presentation on recent updates to MarloMetrics, our coil and AHU selection software program. One of the biggest changes is that what was previously two applications – one for coils and one for air handling units – has now been conveniently combined into one.
This easy-to-use tool allows IMRs to quickly customize, quote and order any of our products, and instantly generate submittal packages, including performance specifications and general arrangement drawings. This helps to speed order processing and shorten lead times, while helping to assure that customers get the exact solutions they need for their individual needs and challenges.
Panel Discussion
We wrapped up the afternoon with a valuable panel discussion led by the principals of four longtime Marlo representatives, including:
- Keith Pulcher (HVAC Solutions)
- Richard Maloney (Air Control Products)
- David Smallridge (R.L. Kunz)
- Zach Tyson (Hutchco)
These seasoned veterans of the commercial/industrial HVAC industry provided valuable details about how they have been successful in selling Marlo coils and air handling units over the years. This included both general business philosophies, as well as specific success stories on how unique HVAC problems were solved with custom Marlo products.
One of the key messages communicated to the younger representatives in the room was to strive to become a true expert in this field. This includes getting out in the field, talking to contractors and facility managers about their needs, and focusing on developing custom solutions to problems. With this kind of specialized expertise, reps can become the “go-to” resource that customers rely on when they need help. The discussion ended with some sage, time-tested advice from Keith Pulcher: “You have to get off your [redacted] to make a buck!”
St. Louis Blues Hockey Game
After a full day, we took a quick break and then headed straight to the Enterprise Center for a hockey game between the St. Louis Blues and Winnipeg Jets. Having a suite – with food and beverages included – provided a great atmosphere that allowed the discussions that started during the day to continue into the evening.
When the game ended, the night did not for several of our guests and team members. The next stop was Ballpark Village, a dining and entertainment venue next to Busch Stadium. Rumor has it that a few people even attempted to ride a mechanical bull. Once again, the quality wasn’t great, but no injuries were reported!
On Friday morning, the event wrapped up with a buffet breakfast before everyone headed back home.
A Big Thank You to Everyone Who Attended
We want to sincerely thank all of you who took time out of your busy schedule to spend a few days with us. We packed a lot into a short time, and we hope you valued it and enjoyed it as much as we did. We truly appreciate your partnership and your ongoing commitment to Marlo.
Email Registration
Please complete the form below to sign up for our Marlo Messenger newsletter and other email communications.
"*" indicates required fields