Wholesale & Distribution International - Fall 2017 - 44
www.marhy.com / Revenue: $16 million / Headquarters: Milwaukie, Ore. / Employees: 20 / Specialty: HVAC commercial and residential distributors
/ Jeff Schmidt, president: "We try to stay flexible and accommodate our customers' special requests. It is all about communication."
Here to Serve
Mar-Hy Distributors focuses on innovation and expansion to maintain a majority
share of the Pacific Northwest HVAC market. BY JANICE HOPPE-SPIERS
Mar-Hy delivers its HVAC products daily to partners
within a 150-mile radius of its Oregon base.
or nearly 70 years, Mar-Hy
Distributors has served the Pacific
Northwest with commercial and
residential HVAC equipment and supplies. The family owned and operated
business is led by the second generation
and continues to grow and challenge itself to be better, faster and more innovative than its competitors.
"Everything related to a HVAC job you
can pick up here. We are different in that
we have one location in Milwaukie, Ore.,"
President Jeff Schmidt says. "But it's a
business model that has served us well. In
Oregon, most of the population is up and
down the I-5 corridor and we do a lot of
work there and to the north into Washington. We run our trucks three times a
day and can put product wherever it is
needed, usually within 24 hours."
44 www.wdimagazine.com Fall 2017
In 1948, Schmidt's father-in-law, Macey Hyde, founded the company Day York
with his boyhood friend Dick Day. "They
would sell ice machines, which were very
complicated at the time, to local bars and
promised if it broke down they would
come back with blocks of ice," Schmidt
says. "Often late at night, they would get
panic calls for ice. They would put their
top coats on over their pajamas, fill up
a garbage call full of ice and deliver it to
Hyde bought out Day in 1959. "The company name was changed to Mar-Hy, named
after my mother-in-law Margaret Hyde
in 1985, when we were canceled by York
and began carrying the RUUD brand,"
Schmidt says. "That was a game-changer for us, taking on the RUUD line was a
blessing in disguise. That's how we got
into the new construction market; RUUD
had the right product at the right time."
Schmidt began his career at Mar-Hy
in 1976 in the warehouse and was promoted to a territory manager four years
later. He spent 27 years in the field doing outside sales until he and his wife,
Susan, purchased the business in 2007
from her father.
Today, Mar-Hy continues to sell RUUD,
delivering products daily within a 150mile radius and overnighting equipment
through its network of freight carriers.
"We typically grow at a rate of 12 to 15 percent per year," Schmidt says. "In 2015, we
were awarded the Gold Premier Performer
Award from RUUD. This award was based
on a set of metrics including marketshare,
product mix, innovative marketing techniques and year-over-year growth."
Mar-Hy doesn't refer to its partners as
dealers. "Dealers sell drugs in cars," he
says. "We call our customers contractor
partners because we work with them to
achieve a mutual goal of success."
Becoming part of the RUUD Pro Partner Contractor Program is a strategic marketing campaign that Schmidt says sets its
contractor partners apart from their competitors. "In May, Mar-Hy attended the
first-ever Pro Partner bi-annual meeting
in Las Vegas where we brought 13 of our
partners to participate in a day-and-a-half
of meetings and networking with fellow
RUUD contractors," he adds.
Mar-Hy values all of its relationships.