Spotlight on Chuck Shenker of Expo Sales

October 2007

After spending several years chasing the acid waste piping side of our business with the engineers and contractors, we began to expand our focus with the Blucher-Josam line to include re-pipes of traditional systems that include cast iron pipe and fittings. Through this new avenue we realized a need for this type of service in Casinos. We are spending a majority of our time now calling on casino engineers and maintenance for existing properties.

We usually make our first presentation to the engineer, followed by a meeting with the top executives. Usually 4-8 weeks later we know how soon the project is budgeted. We focus on the cost of maintaining the old system over the years along with replacing the defective material. It is important to help them realize the cost savings with our products' requirement of minimal maintenance and extended life expectancy.

This has been a great target area based on the fact that cast iron waste systems start to fail within the first year and have to be repaired from that point on. Our approach is simple, we can offer a complete waste system that will last for the life of the building. Cast iron DWV systems to our findings have a life expectancy of about 5-6 years in the best scenario before the system is in failure and have to be repaired on a continual basis or completely replaced. I would say that currently re-piping has become a larger chunk of our business, constituting about 70% of the business.

The best selling point on Blucher is the weight and ease of retrofitting the system. It is light weight, easy to use along with the fact that we produce dimensionally standard fittings. With the Blucher-Josam stainless system, we are able to offer a system that is light weight for ease of installation along with the ability to have the pipe arrive in an assortment of lengths without cutting. It also offers a wide selection of traditional fittings making this system the ideal system for replacing cast iron.

Currently our company is selling the products to replace cast iron on the Luxor Hotel and Monte Carlo hotel in Las Vegas. These current projects follow a long list of clients that have come to rely on the Blucher-Josam line to operate efficiently.

Sincerely,
Charles J Shenker
Expo Sales
Phoenix, AZ.