The past few years have been good for contracting businesses, barring component availability and skilled labor woes. For anyone in the trades, operating a plumbing and mechanical company profitably looks different today than it did 20 years ago, but there are still plenty of similarities. Joe Tull, 36, founded Straight Plumbing, LLC seven years ago Read more
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The past few years have been good for contracting businesses, barring component availability and skilled labor woes. For anyone in the trades, operating a plumbing and mechanical company profitably looks different today than it did 20 years ago, but there are still plenty of similarities.
Joe Tull, 36, founded Straight Plumbing, LLC seven years ago, and feels as though he’s settled into a sweet spot. Right now, that includes running two trucks and focusing on Maryland’s Hartford County and northern Baltimore County. The company used to be bigger, but not necessarily better, according to Tull.
Roughly 30 percent of Straight Plumbing & Heating’s work is hydronic heat. The rest is residential and commercial plumbing service.
“I’ve always preferred quality over quantity,” he explained. “When I had more employees, I spent a lot of time going behind them and fixing their mistakes or shortcuts. Right now I have a fantastic apprentice, Robert Howard, who’s been with me four years. He’s always respected me and done things my way, which simply means not cutting corners. I’d hire 20 like him, if I could find them.”
Joe grew up working for his father’s plumbing company, but after a while, the two Tulls couldn’t see eye to eye. So Joe left and spent several years on the plumbing service crew for a large company before hanging out his own shingle in Jarrettsville, Md.
Specialization
“Specialization gives the people . . . the opportunity to go further in any direction of study than any other human has gone before.” – Ryan North
“Service is what I knew best, and what I could build a reputation on most rapidly,” said Tull. “Service work also provides the greatest opportunity to solve people’s problems. The new construction side of the business is more volatile. So I specialized in plumbing service, and as soon as I was up and running, I dug into hydronics to expand our offering.”
Joe Tull founded Straight Plumbing, LLC in 2016, after working for his family’s company and several other plumbing firms in the area.
Today, 30 percent of Straight P&H’s work is hydronic heat. The rest is plumbing service, both residential and commercial. Due to the rural nature of his territory and the presence of hard and harsh water, many of their service calls involve well pumps and water conditioning. A deep understanding of water quality has infinity improved Tull’s hydronic and plumbing work.
Forging relationships
“Technology does not run an enterprise, relationships do.” – Patricia Fripp
Tull learned early in his career that relationships are critical to the success of a business. In addition to learning from his father, he had mentors at supply houses, rep firms and within his social circle.
“I had a lot to learn when I first started installing boilers” said Tull. “Jim Bull, at Thomas Somerville became a mentor. He has a wide range of heating knowledge and was always generous with that information. He’d even stop at my jobs in the evening and set me straight if I was in a bind.”
Relationships are as important to Tull today as they were then, when he was still building his portfolio of experience.
“I try to be an information sponge and do my best to become an asset to the people who add value to my life,” said Tull. “Over the past three years, I’ve worked closely with the reps at ROI Marketing, specifically Dan Byrne, district manager, and Dave Raabe, sales manager. Those guys are never more than a phone call away.”
Byrne has known Tull for more than 20 years, but has only been his hydronic rep for about three years, after helping Straight P&H sort out some technical issues on a particularly challenging project. Tull installs their line of U.S. Boiler Company condensing and cast iron boilers, ComfortPro PEX, State water heaters and Webstone valves. Some of that equipment comes through Jordan Mitchell, at Northeastern Supply, while some is sourced at other supply houses throughout the area.
Straight Plumbing & Heating used to be a larger company, but Tull intentionally reduced it to two trucks for the sake of quality and consistently.
“Dave and Dan rock,” said Tull. “Their support, and the help I’ve received from the factory tech support at U.S. Boiler has been outstanding. I’ve used other boiler brands with less success and non-existent customer service.”
Byrne and Raabe visit Tull’s jobsites a dozen times or so each year, often on the front end, to provide sizing assistance, system concepts, etc.
“What I observed when I first met Joe was a young guy that wanted to install stuff properly,” said Raabe. “He’s very talented and his work is extremely professional, yet he’s humble and not afraid to ask for help.”
“I wish all our customers were like Joe,” added Byrne. “He takes real pride in his work.”
Referral marketing
“Courteous treatment will make a customer a walking advertisement.”
– James Cash Penney
“I left my previous job because I saw customers being taken advantage of,” Tull said. “I don’t hard-sell anyone. I present their options along with fair pricing and let them decide what they prefer. I want customers for life. If I’m fair and I do the job to the best of my ability, my customers become my salesforce.”
Tull doesn’t just talk the talk. His 38 five-star reviews on Facebook are proof enough. One review states, “Joe came to my house and fixed me up. After I got estimates from other plumbers that were way too expensive, Joe fixed my old water treatment system without pushing me to buy a new one. He simply stated ‘Please think of me when you decide to upgrade.’ And you bet your butt I will.”
Create value
“You don’t get paid for the hour. You get paid for the value you bring to the hour.” – Jim Rohn
Straight Plumbing and Heating creates value as well as anyone in the business. Homeowner Steve Shelley learned this when he first hired Tull to solve some minor plumbing issues. Years later, when it came time to replace the home’s oil-fired boiler, Joe was his first and only call.
“Joe is very responsive, knowledgeable and thorough,” said Shelley. “He doesn’t try to oversell, he’s happy to answer questions, and he’s never in a rush to get things done. I didn’t have to think twice about hiring him to convert our home from oil to propane, which we did mainly for the energy savings.”
The combi boiler system Tull installed heats the home through a hydronic air handler, while also providing more hot water than the homeowner had ever had in the past.
The home is heated by hot water fan coils, and the existing boiler used to provide DHW through a 40-gallon indirect tank. Shelley estimates that the unit burned 800 gallons of oil each year, or roughly $3,200.
Tull buried a large propane tank in the yard, replaced the existing unit with a 200 MBH Alta Combi boiler, and sidewall vented the new unit.
The retrofit took place in June last year, giving Shelley nearly a year to calculate the energy savings that Straight Plumbing and Heating had provided.
“We used 400 gallons of propane over the winter, and I’m sure we’ve consumed a little more through the fall and spring for hot water,” he Shelley. “With LP at $2.00 per gallon, we’re saving somewhere around $2,000 per year.”
Tull replaced an oil-fired boiler with a new Alta condensing combi boiler for an annual savings of $2,000.
Shelley also noted that the family used to run out of DHW quickly. Now they can shower as long as they want and run multiple taps.
“We have all the hot water we need,” Shelley explained. “We can’t smell oil in the basement anymore, and we don’t hear the boiler start up like we used to.”
“We have about a dozen Alta boilers in the field,” said Tull. “They work very well on LP. Most of the installations in Hartford County are on propane. The Alta is also easy to clean, and access is fantastic because the side panels are removable.”
There’s another reason that Tull installs the Alta. Much like other models in the U.S. Boiler Company lineup, the Alta is available at a variety of local supply houses, including Northeastern Supply, Thomas Somerville and R.E. Michel.
“When it’s cold and a customer needs heat, I can’t come up empty-handed on parts and product,” said Tull. “Having equipment that’s readily available is extremely important.”
Overcoming challenges
“A challenge only becomes an obstacle when you bow to it.” – Ray Davis.
Last heating season, Straight Plumbing and Heating installed 35 boilers. This year, only 20. He suspects the economy has something to do with that, but he’s certain there’s another reason.
According to Tull, many big HVAC companies are pushing homeowners toward inexpensive heat pumps. There are lots of “house flippers” in his territory, as well. Typically, flippers install the cheapest heat pump on the market.
Straight Plumbing & Heating has a dozen Alta boilers in the field, and he’s found them to be reliable and very easy to work.
“I’m not talking about high-efficiency, low-ambient temperature systems,” he said. “I mean the cheap, undersized unitary systems. I’ve had homeowners call me after buying a house with a new heat pump, asking if I can install ‘a real heating system.’ Once winter hits, they’re uncomfortable and their electric bill spikes because the units constantly run on emergency heat.”
It’s hard to sell a premium system against a budget option when the customer doesn’t know the difference before signing the contract.
“I know it will all come full circle,” said Tull. “You only make that mistake once. If I was trying to grow rapidly, I’d be concerned about it, but I’m happy with where the company is. It’ll grow gradually. We’ll continue solving harsh water problems and creating extremely comfortable heating systems. If we do that and remain transparent with our customers, the company will continue to do well.”
Businesses that entrust their data storage to the state-of-the art Novva data center outside of Salt Lake City will benefit from a location chosen for its many data center-friendly attributes. The area offers outstanding connectivity, low power costs, and a central-western site with easy access to a major international airport. In addition, the site’s climate Read more
Businesses that entrust their data storage to the state-of-the art Novva data center outside of Salt Lake City will benefit from a location chosen for its many data center-friendly attributes. The area offers outstanding connectivity, low power costs, and a central-western site with easy access to a major international airport. In addition, the site’s climate and 5,000-ft. altitude allow for many hours of free cooling annually.
Just as important to Novva’s clients, the new data center has a low disaster risk. The area is not prone to earthquakes, floods, or adverse weather events such as hurricanes.
And finally, for the additional peace-of-mind that makes this data center truly start-of-the-art, the cooling system for the computer servers boasts Aquatherm PP-RCT piping that will provide virtually leak-free service for decades to come. The Aquatherm piping will never scale or corrode, and the cooling water flow will remain unchanged throughout the anticipated 50-year lifespan of the pipe. All of this data adds up to a win for Novva and its clients.
The “hyperscale” data center in Salt Lake City will be Novva’s flagship data center. The 100-acre Utah campus is planned to ultimately include more than 1.5 million square feet of data center space and will accommodate 250kW to 30 MW clients. The construction is taking place in four phases. The first phase, which includes a 300,000-sq.-ft. data center, a 120MW substation and an 80,000-sq.-ft. headquarters office building for Novva, was completed in December 2021.
Beating the Heat
Reliable cooling systems are an essential component of modern data centers. Computer servers are notorious for generating heat—and heat is notorious for being an enemy of computer servers.
The decision to install Aquatherm pipe as part of the new data center’s cooling system was driven by Steven Boyce, vice-president of infrastructure and design at Novva Data Centers. Boyce has been involved in the IT and data center space for more than 20 years, and has worked on multiple successful startups during that time.
When I first learned about Aquatherm, it was a no-brainer,” Boyce said. “I had been using steel pipes in my builds, which would corrode and rust, and in turn, fill my equipment with sediment and pieces of rust. Efficiencies would be diminished, and the pipes would eventually have to be replaced. Aquatherm’s total installed costs are lower, and their warranty is something that no steel vendor could match.”
Once the decision was made to trust the cooling system’s performance to Aquatherm pipe, Novva turned to the Salt Lake City branch of Harris Mechanical for the installation.
Harris had experience installing Aquatherm pipe, although the Novva data center represented the company’s largest data center Aquatherm installation to date. To handle the first phase of the Novva system, Harris installed a BASX custom chiller package (which included the pumps and controls), the Aquatherm pipe for computer system cooling, and the comfort system piping and plumbing. The piping work for phase 1 began in mid-May 2021 and was completed in October 2021. The system was commissioned and turned over to the owner in December 2021.
Fast and Furious
Jeff Reading, operations manager, construction, Harris Mechanical, explained that the Novva data center started out as a core and shell project, with the office built first and the data hall scheduled to be built out later. However, as anyone in construction work knows, it’s always best to expect the unexpected.
“We finished the core and shell construction in May 2021, and the data hall was right on its heels as a change order to the original project. So it came at us fast and furious,” Reading said. “The original plan was to complete the entire chilled water loop, which runs underneath the floor on both sides of the building. However, it was decided to install the piping in stages as the facility is built out. So far we have installed about half of the piping that will ultimately go in there.”
The installation to date has included 4,418 ft of Aquatherm Blue Pipe SDR 17.6. The main system piping is 10-in., and the takeoffs are 4-in.
Training Professionals
To handle such a large project. Harris Mechanical sent several installers to Aquatherm’s U.S. headquarters in nearby Lindon, UT, for training.
Having Aquatherm-trained technicians opens up new opportunities for HVAC and plumbing companies. The company gains differentiation in the market, and enjoys the time- and labor-savings associated with installing polypropylene pipe.
Aquatherm training is the most intensive, comprehensive training in the polypropylene piping industry. Attendees receive both classroom training and hands-on training with multiple fusion machines, and must pass a rigorous test using all the fusion tools correctly.
After the training, Harris completed the installation using McElroy fusion tools and a combination of socket fusion for the 4-in. pipe and butt fusion for the 10-in. pipe. The system runs at a low pressure (35 to 45 psi); the cooling system supply water runs at 55°F and returns to the chiller at about 60°F.
According to Reading, Harris Mechanical had a good experience with Aquatherm piping at the Novva data center, and the ease of installation compared to steel pipe helped Harris stay ahead of the project’s tight schedule.
“It was a smooth process,” he said. “We definitely gained experience and confidence with the pipe throughout the project, and our installers became accustomed to ‘leapfrogging’ and working with more than one [fusion] machine at a time.”
A Smooth Path
The underfloor piping system presented one of the major installation challenges at this project. The floor is raised 5-ft., and all of the facility’s piping, wiring, HVAC ducting, and utilities run through the raised space.
Aquatherm’s building information modeling (BIM) capabilities and Scan-to-Fab service helped ensure that the installation went smoothly by preventing underfloor conflicts and collisions.
“Using 3D BIM and Revit really helped with coordinating this installation,” said Autumn Turner, a fabrication drafter at Aquatherm. “Not only was all the HVAC and plumbing under the floor, there were floor stands every square foot. It took a lot of coordination to avoid all those potential obstacles.”
Turner noted that careful coordination enhanced the already-fast heat-fusion installation of Aquatherm pipe, and that less time and money spent on welders is a major benefit of choosing Aquatherm.
“Aquatherm is just easier work with than steel pipe,” she said. “It takes a lot less time to weld, and when you add in the BIM support and drafting it was easier for the installers to get situated into the floor and navigate the space.”
Turner added that Aquatherm’s BIM and Revit capabilities will ensure the future installation phases of the massive project also go smoothly.
Rhett Coles, Aquatherm’s fabrication drafting/scan-to-fab manager, said that Aquatherm’s Scan-to-Fab service and in-house fabrication makes any piping installation easier and smoother. Spools can be custom made in any size or configuration and shipped to the jobsite ready to install. In addition, any pieces fabricated by Aquatherm are covered by a comprehensive 10-year warranty.
“In the case of the Novva data center, we were in constant communication with Steven Boyce and the owner’s group,” Coles said. “We were not providing a cookie cutter system to them. They would tell us whatever they wanted or needed and we would work directly with them to help them fully accomplish their goals.”
A reliable, leak-free piping system with a long life span, and a smooth installation in any space, including challenging underfloor designs? The data are in: Aquatherm is the right choice for data centers.
https://youtu.be/XDv7qrBBZdg Mechanical Hub takes you to Salt Lake City as they visit with Bob Dudley, co-owner, Harris-Dudley Plumbing & Heating. Bob talks about the company and its reliance on snow. A great part of his business in providing radiant, hydronics and snowmelt systems to the Park City clientele Read more
Mechanical Hub takes you to Salt Lake City as they visit with Bob Dudley, co-owner, Harris-Dudley Plumbing & Heating. Bob talks about the company and its reliance on snow. A great part of his business in providing radiant, hydronics and snowmelt systems to the Park City clientele.
Mechanical Hub continues with its 2023 Industry Forecast series with an exclusive interview with Caleffi North America’s president Mark Olson. Despite all of the negativity, Caleffi remains optimistic throughout all of the bumps in the road. MH: I’ve heard that the first half of 2023 might be a bit bumpy, how do you see Read more
Mechanical Hub continues with its 2023 Industry Forecast series with an exclusive interview with Caleffi North America’s president Mark Olson. Despite all of the negativity, Caleffi remains optimistic throughout all of the bumps in the road.
MH: I’ve heard that the first half of 2023 might be a bit bumpy, how do you see 2023 shaking out and the short-term economy in the U.S.?
OLSON: The economy is slowing; however, orders are expected to remain healthy through Q1 as building projects are completed. In Q2, we expect orders to slow to probably a little less than last year’s intake rate. A primary factor is the abrupt drop in single-family construction from the quick rise in mortgage rates. However, we anticipate continued investment in homeowner refurbishment will be offsetting—there is still healthy excess personal savings out there for people to invest in their homes. Another additional factor is wholesalers are reducing their DOS as the supply chain is catching up on availability.
In the commercial marketplace, we expect activity will remain strong throughout 2023. Building projects have alternate sources of financing not constrained by high interest rates. Residential multi-family will stay robust before slowing some around the middle of the year.
MH: What causes you concern? (Steady inflation, materials pricing, supply chain, housing starts, interest rates, foreign factors, etc.)
OLSON: We do not have much concern honestly, outside of a belligerent foreign act that triggers a deep recession. The supply chain is healing and we expect inflation will continue falling through the year.
MH: Are you seeing any signs of positivity? If so, where?
OLSON: Yes! A consensus among manufacturers is that the long-term outlook for the economy remains good. Future infrastructure spending by the government such as enhanced electrical distribution and port infrastructure investments are examples. Reshoring manufacturing back to the U.S. will drive employment opportunities with product demand to follow.
MH: Obviously, Caleffi is dependent on a global market as well. What are some indicators globally that are cause for concern and/or optimism?
The global growth of Caleffi
OLSON: OPTIMISM wins! Our global rolling 2-month order intake rate exceeds 2022’s record pace. We are investing heavily in manufacturing expansion. Availability of energy in Europe is rapidly sorting out. In addition, the shift in Europe to electrification, accelerated by the Ukraine invasion, has created opportunities for new, innovative hydronic solutions. Caleffi is eager to meet this opportunity with energy savvy hydronic products.
MH: As it relates to contractors, what is your “message” to them as it relates to your company and its line of products and services?
OLSON: We pick up the phone! Engineers, wholesalers, reps, contractors, it does not matter! Our “Ask Caleffi” Technical support team, with over 150 combined years’ of experience in the industry, is available real-time to answer calls and emails. Caleffi wants to be a business partner of choice. Contractors can count on our level of experience, expertise and our commitment to Excellence in Education to help make their job easier!
MH: What specifically does Caleffi have its sights set on in 2023? (New products, working with associations, for workforce development, etc.)
OLSON: Caleffi is kicking off the year at AHR with the 536 Series PresCalTM HP which has been recognized by the Innovation Awards judges as the 2023 INNOVATIVE PLUMBING product winner! We’ll be exhibiting in our biggest Booth ever in Atlanta, where visitors can literally look inside of our quality products.
Spoiler alert: We will be soon launching a revolutionary union sealing technology with Posi-StopTM (stay tuned!).
We are increasing investment in the professional development of our staff.
Did we mention that we are GROWING? In fact, we are nearly tripling our inventory carrying capacity in Milwaukee during the next phase of our building expansion starting later this year.
Dan Firkus (l) talks with the prez Mark Olson.
Caleffi is proud to expand its industry engagements with the American Society for Health Care Engineering (ASHE), American Backflow Prevention Association (ABPA) and the Advanced Water Heating Initiative (AWHI).
MH: Any unique training opportunities for 2023?
OLSON: Watch for training opportunities facilitated by our Caleffi staff and Manufacturer’s Representatives in YOUR neighborhood, making it easy to connect and learn with in-person and LIVE virtual settings.
Gregg Tubbs (r) gives a demo to a visiting contractor.
In 2020, the heart of the latest expansion in Milwaukee was the incorporation of unique work environments that can be transformed into large spaces for training and workshop events. Caleffi will be offering Academy sessions in 2023 designed especially with the engineer and contractor in mind. Stay tuned!
And… don’t worry! The industry can count on the continuation of Caleffi’s commitment to Excellence in Education including idronicsTM, a complimentary design journal for hydronic and plumbing pros, with its just released 32nd edition: Troubleshooting Hydronic Systems.
Bob ‘Hot Rod’ Rohr during the wildly popular Coffee with Caleffi.
Coffee with CaleffiTM, a popular monthly webinar series that features our trainers and industry guest speakers, continues into its 14th year.
Our Ask Caleffi team hosts an engaging podcast series intended for contractors tasked with solving tricky system problems and are looking for answers!
Loss, love, life. In what was an extremely tough time, the Taco community gathered at the AHR Expo for the Dan Holohan Award for Comfort, which was presented posthumously to John White III who passed away unexpectedly last year—to his wife and daughter. As Dan Holohan aptly stated, comfort can be projected outward, and JWIII Read more
Loss, love, life. In what was an extremely tough time, the Taco community gathered at the AHR Expo for the Dan Holohan Award for Comfort, which was presented posthumously to John White III who passed away unexpectedly last year—to his wife and daughter. As Dan Holohan aptly stated, comfort can be projected outward, and JWIII did just that, always concerned about how you were first while giving you a big ol’ bear hug.
Dan Holohan gives the award to John III’s wife, Katelyn, and daughter Madison Marie.
John was born in Providence, RI on September 30, 1987. He was a graduate of Moses Brown School in Providence and Wheaton College in Norton, MA. He began his career with Taco during his high school years, starting in maintenance and working his way through many departments. His experience also included a position with B.J. Terroni Company in Bensalem, PA. His Taco career path led to his most recent position as SVP, North American OEM Sales. He was loved by Taco employees and his customers as much as he loved them.
Everyone who knew John experienced his caring, big-hearted personality and sense of humor. He had a passion for creative writing, reading, traveling, and most of all spending time with friends and his family. He was most proud to be the husband to Katelyn White, and father to his daughter, Madison Marie.
Over in the Caleffi booth, another award—with Dan Holohan’s name on it—was passed. The Holohan/Carlson Award, awarded to those who exemplify the highest standards and practices in the hydronics industry, was passed on from previous winner Bob “hot rod” Rohr to a very surprised and humble Dave Hughes who worked at the Northern Alberta Institute of Technology (NAIT) and serves as a technical advisor for the Canadian Institute of Plumbing & Heating (CIPH).
Hughes has more than 40 years of experience in the plumbing and heating industry and has worked with gas, boiler systems, solar thermal water heating systems, radiant floor heating systems, hydronic system controls, and residential and commercial hydronic system design. He has served as chair of the Canadian Hydronics Council, and vice-chair of the CSA B214 Technical Committee. Active in the hydronics industry, Dave spearheaded the creation and implementation of the CHC Certified Hydronic Designer and Hydronic Installer programs.
Hughes is a specialist at installing and designing hydronic systems for in-floor heating and manages FW&U Consulting, a firm specializing in technical training for pipe trades.
The Carlson-Holohan Industry Award of Excellence honor is bestowed upon an American or Canadian citizen, are based upon the character traits of Gil Carlson, mechanical engineer and inventor of the Bell & Gossett System Syzer and his protégé Dan Holohan, author, educator, humanitarian and Society member. Presented once every two years, the recognition is given to an individual known for their dedication to teaching, mentoring and raising funds for philanthropic causes on behalf of the steam and hydronic industry.
The real Carlson-Holohan Industry Award of Excellence sits in its permanent home at the General Society of Mechanics and Tradesmen of the City of New York.
Past winners Dan Holohan, Dave Yates, Robert Bean and Mark Eatherton, John Goshulak, Ingrid Mattsson, Hot Rod Rohr, John Barba and John Siegenthaler.