Wholesale & Distribution International 2018 - Volume 5, Issue 1 - 27
EMPIRE STATE ASSOCIATES
ESA's business, with independent firms making up the balance.
The company also works with engineers to get its products specified in projects for new construction, remodels and retrofits.
All of ESA's customers can expect exemplary service from the
company. "We preach to our staff that if you tell somebody you
will do something you do it," Frenzel says.
"The things we do best are service, following up and representing quality products."
The company continues to improve on its services and offerings. ESA has updated its website to include links to training
videos. "People today can go to YouTube and learn how to do
just about anything by watching a video," Frenzel says.
employees. "When it comes to salary and benefits, no one in
our industry does for their employees what we do for ours," he
says. "We don't turn staff over, and people like working for us.
"I am very proud of the people who work for us," he adds.
"They get up every day and work hard for us until the job is
done, and that brings tremendous pride to us as owners. We
take satisfaction in seeing the people who work for us become
successful, because if they're successful, we're successful." q
DECADES OF GROWTH
ESA's history dates back to the 1940s, when Eric Wellisch, a
New York City resident who often traveled to upstate New York
to make sales calls, started the firm. He was joined in the 1950s
by partner Greg Magratten, and the company became known as
Wellisch Magratten Associates. In 1974, Wellisch sold his share
of the company to Dale Norris, who had formerly worked as a
territory manager in upstate New York.
In 1979 Jim Martin, a veteran of the wholesale industry,
joined the company. Martin brought to the company - then
known as Magratten Norris Martin Associates - several product lines, including Cherne and Fernco. Frenzel joined the
company after Magratten's retirement in 1986. The company
the following year changed to Empire State Associates.
The company has quadrupled its sales since Frenzel joined the
company. Today, ESA's principal owners are Frenzel, who covers
a sales territory that includes Syracuse, Binghamton, Watertown
and Utica, N.Y.; Bill Norris, Dale's son, who joined the agency
in 1992 and manages a sales territory in eastern New York; and
Adam Frenzel, Bill's son, who joined the company in April 2006
and has covered the Rochester, N.Y., area since May 2009.
Bill Frenzel explains that the company prides itself on attracting and retaining highly qualified sales staff and other
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