Moen Commercial:
Fulfilling real-world demands of commercial plumbing
Conducted by John Mesenbrink
Moen offers a full line of faucets, electronic flush valves and showering systems built to withstand the harshest conditions in commercial and institutional buildings and construction. Because Moen is a valued player in the plumbing industry, Plumbing Engineer recently conducted an exclusive interview with Tim Baker, vice president and general manager — information technology and vice president/general manager of the Commercial division.
PE: Please provide a brief history/timeline of the company.
Baker: Moen Commercial was launched as a business unit in 2004. While a relatively new entrant in the commercial market, we are expanding on Moen’s legacy of superior service and quality for the residential market, and leveraging that capability and knowledge for the commercial sector.
We’re focused on developing and launching new product innovations that satisfy the real-world demands of commercial environments such as universities, schools, hospitals, offices, government buildings and other commercial facilities. We’ve expanded our product line to include more than 300 products. Today, the Moen Commercial product line includes:
i. Heavy-duty faucets for kitchen, lav, bar, service sinks
ii. Medium-duty faucets for kitchen, lav, bar, service
sinks
iii. Electronic faucets
iv. Electronic flush valves
v. Metering faucets
vi. Low-flow faucets
vii. Low-lead faucets
viii. Thermostatic mixing valves
ix. Showering products
x. Sinks
We’ve also built an extensive and knowledgeable sales force covering the U.S., Canada and Mexico. The sales force is comprised of Moen sales people and representative agencies that are focused on new commercial construction, building renovation/remodeling and repairs. Our sales force calls on plumbing engineers, building owners, facility managers, mechanics, plumbers and plumbing wholesalers.
PE: What is your core business?
Baker: Our mission is to be the best commercial plumbing products supplier, serving commercial institutions that value total lowest lifetime cost. Our target markets include universities, schools, hospitals, offices and other commercial facilities.
PE: What is the significance of vertical market saturation for Moen? (Healthcare, Education, etc.)?
Baker: We are focusing our marketing and sales activities on growing in those market segments that value “total lowest lifetime cost.” With that in mind, we have developed our Heavy-Duty line of faucets and flush valves with vandal-resistant and water-conserving features specifically for educational facilities. In addition, we have developed laminar flow and electronic faucets which reduce the spread of disease specifically for healthcare facilities. Our plan is to continue developing compelling products for the education and healthcare markets.
PE: Has the economy shifted the culture of Moen’s business?
Baker: Moen’s culture is based on doing what’s right, working together and getting results. The softening of the economy has not affected these pillars of our culture. Like most companies, we continue to seek out ways to optimize our spend and look for efficiencies wherever possible, especially in the current economy. However, we remain optimistic that the market will recover over the next few years and are confident our focus on product innovations will position us for growth in the future.
PE: Can you explain the importance attacking the market even in a down time?
Baker: To remain well-positioned in the marketplace, we must remain relevant to our target audiences and focus our marketing and sales efforts on the most optimal return on investment. We’ve worked hard to maintain our investments in brand building, new products and sales programs. We want to be top of mind when our target is ready to buy.
PE: As far as winning a job/bid, what does Moen commercial bring to the table that your competitors do not?
Baker: We differentiate ourselves with compelling product innovations, lasting product quality, industry-leading customer service and a five-year product warranty. In addition, we have a very extensive and knowledgeable sales force covering the U.S., Canada and Mexico that works closely with engineers, facility managers, wholesalers and building owners to quote the right products for the job at competitive prices.
PE: Briefly describe the different businesses under the Moen umbrella.
Baker: Moen Commercial — Offers durable, reliable products to universities, schools, healthcare facilities, offices and other commercial institutions. Products include electronic faucets/flush valves, heavy-duty faucets for lav/kitchen/lab/bar, metering faucets, medium-duty faucets, showers and sinks.
Moen Wholesale — Offers a full line of residential kitchen and bath faucets, showerheads and stainless steel sinks in popular styles and finishes. Moen wholesale products deliver reliable performance and are sold through wholesale showrooms and national plumbing outlets.
Moen Retail — Offers a full line of residential faucets and showerheads in popular styles and finishes for the kitchen and bath, distributed through retail outlets (home centers, hardware stores and specialty stores).
ShowHouse — As Moen’s luxury brand, ShowHouse rewards discerning homeowners who demand uncompromising attention to detail.
HomeCare — Provides a complete portfolio of durable, yet stylish, home safety equipment to meet a variety of consumer needs. Products include grab bars, shower seats, handheld showers and accessories. HomeCare products can be purchased through home medical equipment suppliers and certain retailers, such as Lowe’s.
Moen Accessories — From the newest designs and finishes to collections that coordinate with Moen faucets, Moen Accessories allow expression of personal style and are sold through wholesale showrooms and national plumbing outlets.
CFG — Designed for the multifamily market, CFG faucets and valves deliver real value, with a strong foundation in design, distribution and service.
PE: Any new products, rebates, incentives, etc. that you are presenting to market?
Baker: We have launched several new products in 2009, including low-flow showers and flush valves, thermostatic mixing valves and low-lead faucets.
PE: How has Moen added to the “green” building movement?
Baker: We’ve launched several water-saving faucets, showers and high-efficiency flush valves that use dramatically less water per flush, providing up to a 50 percent savings from the industry standard.
PE: Talk about your commitment to ‘needs-focused’ design.
Baker:Needs-focused design is a strategic commitment used in the design of our new products. When we think about “needs focused” design, it translates into products with meaningful innovations that satisfy the demands of the real world. This commitment is the foundation for all of our product development efforts and provides a continuous stream of new products with features that deliver on our promise of “total lowest lifetime cost.”
PE: Does this apply to ADA? Explain.
Baker: Absolutely. Moen Commercial ADA-compliant products are built to last. They are constructed of solid cast brass and are 15 percent heavier than the competition. We also offer vandal-resistant features like tamper-proof screws, spinning cartridge nut covers, recessed aerators and wobble-free handles that provide trouble-free operation. Our products go through rigorous testing to ensure lasting value requiring little or no service. Nearly all Moen Commercial products meet ADA requirements, and are designed for use by individuals with special needs.
PE: H1N1 is big news. How does/can Moen play a part in alleviating the spread of this virus?
Baker: Our sensor-operated faucets and flush valves offer hands-free operation, for a more sanitary experience.
PE: Talk briefly about anti-scald and pressure balancing.
Baker: Moen Commercial’s Posi-Temp pressure balancing valve provides best-in-class pressure balancing technology, preventing shower shock while improving safety and provides the widest and most precise temperature comfort zone in the industry. Our Posi-Temp showering products provide a pleasurable shower experience while saving water and operating costs. We also have recently launched a highly accurate thermostatic mixing valve that can be combined with any faucet — manual or electronic — to control the temperature range and prevent possible scalding.
PE: Everyone knows that Moen excels in faucets/showers: what’s new in the showerhead department?
Baker: Moen Commercial recently launched several new showering products. Our showering line offers low-flow showerheads and handhelds that dramatically reduce water consumption by up to a 30 percent, without a difference in experience for the end-user. In turn, this reduces the water and sewer bills for commercial property owners. Moen Commercial’s low-flow showerheads, faucets and flush valves also contribute to maximizing LEED points.
PE: Moen is certified to national plumbing standards. Does this apply to lead-free?
Baker: Absolutely. Moen Commercial has a full line of faucets that meet AB1953 (California) and S152 (Vermont) legislation for low-lead faucets.
PE: What are your initiatives for Moen Commercial?
Baker: I am responsible for leading the Moen Commercial business and strategic direction including: marketing/sales growth, financial performance, supply chain and organizational excellence.