Harsco Industrial Patterson-Kelley offers fully engineered fabricated systems

Harsco Industrial Patterson-Kelley traces its industrial heritage to Benjamin F. Kelley & Company, founded in 1880. One of the company’s first products was a feed water heater with a “U” tube bundle. In 1919, the company moved to its current location in East Stroudsburg, Pa. Since then, the company continued to innovate and develop new products for the water heater industry and expanded into adjacent markets, such as cement linings for storage tanks, chemical process equipment and commercial boilers. In the 1960s, Patterson-Kelley revolutionized the water heating market by introducing the first completely “packaged” water heater. These water heaters included operating controls, insulation and outer coverings bundled into a fully assembled package. Today, the company has taken this bundling to a new level by offering fully engineered and assembled heating plants called fabricated systems.

Patterson-Kelley joined Harsco Corporation in 1974. In the late 1980s, business expanded into the commercial boiler market when the P K THERMIFIC® gas fired boiler was introduced. These modular boilers provided heat for schools, dormitories, nursing home, and apartments. As the market evolved to higher efficiency equipment, Patterson-Kelley introduced a new technology, the first cast aluminum heat engine as part of the MACH® condensing boiler. Today, this ultra high efficiency condensing boiler continues to be one of the major growth platforms for the company.

Recently, Phc News caught up with Stephanie Murphy, marketing manager for Harsco Industrial Patterson-Kelley. The following is an excerpt of that Q&A:

How did you get involved in the industry?

Murphy: Harsco Industrial Patterson-Kelley has been involved in the water heater industry from its inception. Through acquisition, we entered the gas-fired commercial boiler market in 1987.

How can contractors benefit from installing your product (through quality, innovation, on-time shipping, customer service and satisfaction)?

Murphy: We have some of the best delivery times in the industry, with standard lead times of 10 business days or less. Our boilers have a small footprint with high efficiency, which makes our products perfect for retrofit as well as for new construction. The ability to cascade boilers with lead/lag and boiler start rotation allows customized solutions for your heating needs. There is easy integration with building management systems through our unique ENVI® control platform.

Any news/new products at Harsco?

Murphy: We recently introduced the MACH® C4000 condensing boiler, a 4 million Btu/h boiler that fits through the door. Coming soon — dual fuel (natural gas/propane) condensing boilers from 750,000 to 2 million Btu/h.

How do you sell efficiency, especially in this economy? (More upfront costs compared to ROI).

Murphy: Companies have been riding the coat tails of the current market trend for greener, more efficient, more environmentally friendly products. Higher efficiency products, like Harsco’s MACH® condensing boilers, provide customers with enough fuel savings in a short period of time (3–5 years) to justify the higher investment cost, especially when that investment cost is offset by financial incentives, such as rebates from the federal government and utility companies. With low Nox as a standard feature, Harsco also helps its customers reduce their carbon footprint, another hot topic in Washington.

Describe the advantages (or disadvantages) of different types of boilers. (condensing vs. non-condensing, for example)

Murphy: A condensing boiler requires a higher up-front investment, but it is proven to pay dividends in fuel cost savings. With the average payback for high efficiency equipment at 3–5 years, those who can afford the additional capital investment usually do.

Traditional boilers have also progressed from where they stood 15–20 years ago. Smaller footprints, full-modulation capabilities and advanced control logic have made these traditional boilers a viable, less costly solution for those who have strict budget constraints.

Describe the core products and services offered at Harsco.

Murphy: Harsco offers conventional and high efficiency condensing boilers for the hydronic heating market and traditional copper-finned tube and high efficiency condensing indirect water heaters for domestic hot water production. We also offer expert solutions in the form of fabricated systems, leveraging decades of industry knowledge and combining that knowledge with quality products to deliver fully packaged systems to our customer’s doorstep.

How has Harsco faced the struggling economy?

Murphy: Harsco Industrial Patterson-Kelley has weathered the storm during the economic recession. With new construction starts declining, there is more focus on the retrofit and replacement market. Market trends for higher efficiency and more environmentally friendly equipment has also driven replacement sales prior to the end of a boiler’s useful life. We continue to see growth in areas where there is emphasis on quality products that provide customers value in the form of efficiency cost savings and return on investment.

Since the residential (hydronics) market is down, on which markets is Harsco concentrating?
Murphy: Harsco participates exclusively in commercial, industrial and institutional markets. The institutional market has remained steady, while the residential, commercial and industrial markets have seen a decline during the economic recession. Our boilers and water heaters can be found in healthcare facilities, commercial buildings, apartments, schools and universities, as well as in government facilities such as military bases.

How do you think Harsco helps end users in struggling times? (rebates, training, education, reduced prices, etc.)

Murphy: Our high efficiency MACH® condensing boilers qualify for utility company or local, state and federal government rebates and incentives. We also offer advanced training and education programs for strategic customers.

Do you deal directly with wholesalers? If so, describe the importance of the wholesaler manufacturer relationship.

Murphy: Our products and services are sold exclusively through authorized representatives. These representatives are not only our customers but also our partners in business. It is important for any manufacturer to understand its representatives’ needs, whether they be 24/7 customer service and technical service support, customized sales tools, detailed market information or promotional support.
What is Harsco’s presence globally?

Murphy: Harsco Industrial Patterson-Kelley, a division of Harsco Corporation, serves the North American market, mainly the U.S. and Canada. Harsco Corporation serves infrastructure development in global markets, such as North America, South America, Europe, Asia, Africa and the Middle East.