Wholesale & Distribution International 2018 - Volume 5, Issue 1 - 26
EMPIRE STATE ASSOCIATES
www.esarep.com / Headquarters: Ballston Spa, N.Y. / Employees: 10 / Specialty: Plumbing and HVAC products/ Bill Frenzel, principal: "The things we do
best are service, follow up and represent quality products."
Empire State Associates' product quality, experience and reach distinguish it in the
plumbing and HVAC market. BY JIM HARRIS
mpire State Associates' (ESA)
principals are highly aware of the
struggles facing the wholesale distribution companies it serves. "Our vision,
which we talk about all the time, is to remain
pertinent and relevant to the wholesalers,
engineers and contractors we do business
with," says Bill Frenzel, one of the three principal owners of the Ballston Spa, N.Y.-based
manufacturer's representative agency.
Product expertise is one way ESA remains relevant in the face of increased competition from big box and online retailers.
"You can go to a [big-box store] and
see someone in their heating department
who's been there for maybe a few months,"
Frenzel continues. "If you have a problem
with a water heater sold in the store, you'd
have to take it back and have it replaced,
but we train our customers to troubleshoot
it and fix it in place."
REPRESENTING THE BEST
Bill Frenzel is one of three principal owners of ESA, which
takes pride in representing the premier lines in manufacturing.
26 www.wdimagazine.com Volume 5, Issue 1
Recent additions to ESA's product lines include AO Smith water products. "We represent the premier lines in the industry,"
Frenzel says. "There is no line that we represent just based on price and not features,
quality and their benefit to customers; we
pride ourselves on that."
The addition of AO Smith to ESA's line
card enabled ESA to stock and sell water
heater parts directly to its wholesale customer base. The company also stocks parts
on the behalf of two other manufacturers.
Equipment sold by ESA is used in both
commercial and residential settings. National distributors make up a portion of