Victaulic continues to build on long-standing reputation of quality products
Founded in New York City in 1925, Victaulic Company has grown to be a world leader in grooved mechanical pipe joining systems. Originally, the company was widely recognized for marketing a radical new concept in the piping industry — a mechanical bolted coupling that rapidly joins pipe.
The concept of joining pipe with bolted mechanical couplings originated during World War I for rapid deployment of fuel and water lines to Allied forces. The company that worked closely with the War Department of England to develop this new method of joining pipe was named Victory Pipe Joint Company after the coupling it had engineered — known as the “victory joint” from early military uses. Later, combining the words “Victory” and “Hydraulics” the name was shortened to Victaulic, and the company began to shift its focus to commercial piping applications to market its new innovative method of joining pipe.
For more than 80 years the company has grown through a commitment to continued product innovation and to serving the market with a highly trained technical sales force and superior product availability.
Throughout its history, Victaulic has been well-known for its aggressive product development efforts. In the last five years alone, Victaulic has introduced such innovative products as the Vic-300 Master Seal Valve, the Advanced Groove System (AGS for 14" - 24" piping systems), the Victaulic Vortex Fire Suppression System, and, most recently, the award-winning QuickVic and FireLock EZ installation-ready coupling platforms. Victaulic strives to provide real value to its customers through product innovation. As an innovator of the grooved mechanical pipe joining method, the company’s commitment to the market is demonstrated by a myriad of patented couplings, fittings, valves, specialty items and pipe preparation tools, as well as fire protection sprinklers and devices.
“As the leader in grooved piping products we have an obligation to our customers to constantly search for ways to help them install projects faster, easier and more economically,” said executive vice president-sales Gary Moore. “New product development has been, and continues to be, a top priority for Victaulic. Along with product development, global geographic expansion has been a major growth opportunity for Victaulic.”
Moore recently spent time sharing his insight and perspective into Victaulic’s success with editorial director Mary Jo Martin.
MJM: Give us a snapshot of today’s Victaulic?
Moore: Today, Victaulic is as bold and visible in the PVF industry as its hallmark orange products. Victaulic employs nearly 4,000 people worldwide with global headquarters in Easton, Pa. Victaulic is one of the only mechanical piping systems manufacturers with a global team of factory-trained piping sales specialists to serve our customers worldwide. Customers are supported through strategically placed branch locations, sales offices and manufacturing locations throughout the world for fast local service.
Victaulic offers complete start-to-finish solutions that anticipate a project’s every need. Victaulic products are used in HVAC, plumbing, fire protection and suppression and a host of industrial piping system applications.
MJM: Can you share some specifics on your manufacturing facilities?
Moore: Victaulic offers the same quality manufacturing process and techniques regardless of where the product is manufactured. We own and operate all of our foundries to ensure we consistently produce high-quality products that carry the Victaulic name. A Victaulic product produced at any of our facilities is a Victaulic-quality product, period.
Victaulic products are made from natural and recycled resources using lean and responsible manufacturing processes. Green practices are at the core of Victaulic products. They are made from 90% recycled materials, using natural elements — water, fire, metal and sand.
MJM: Do you use factory salespeople or have independent manufacturers’ reps? What do you see as the benefits for the way you’ve chosen to go to market?
Moore: The global Victaulic sales team is comprised of full-time, factory-direct representatives who are dedicated to providing technical piping solutions to customers and servicing the many markets that Victaulic supports.
This means the customer receives the benefits of sales representative’s expertise and Victaulic value-added services, including pre-fabrication and design services. Not a lot of companies have the ability to mobilize sales and distribution, which is a strong part of our commitment to our customers.
MJM: What types of efficiency strategies do you employ, and how does this improve your order fulfillment, accuracy and lead times, as well as communication with customers?
Moore: Victaulic operates under our own lean manufacturing system to ensure the fastest possible response time to support the market. We also provide value-added methods of shipping, tracking and placement of product so it is in the right place at the right time. And, we offer EDI for fast, efficient order placement. This helps customers meet or beat project schedules.
Our value-added services include:
- Industry-leading product availability
- Bagging and tagging services
- Prefabrication concepts
- A full suite of contractor support services through our Construction Piping Services (CPS) division.
Bag and tag service delivers product when and where you need it. Pipe systems can be prefabricated and transported easily, resulting in reduced transportation and field flexibility on the job site. Cps provides project management and coordination services as well as complete project drawing packages and software. Victaulic cps provides its customers with a high level of attention to detail, accuracy and communication to make sure everything runs smoothly.
MJM: Describe how important your relationships with wholesalers are to Victaulic’s business, and the steps that you take to develop, maintain and strengthen those relationships?
Moore: Our number one sales and marketing priority is to ensure our customers can get the unique problem-solving products they need when they need them at a fair price. To achieve this, Victaulic markets products through a broad, but selective, network of distributors. The majority of our distribution network carries our complete line of couplings, fittings, valves and accessory piping products. Through the years, independent and national distributors have played an important role in the company’s continued, robust growth.
MJM: You recently introduced a new “installation-ready technology.” Why is this new technology so beneficial to contractors and users? Please describe how it works.
Moore: The installation-ready coupling technology platform is a direct response to our customers’ needs to get their jobs done safely and efficiently. This patented line of products is unique to Victaulic and helps our customers meet and beat their project schedules, offering a safer, flame-free solution, and dramatically reducing installation man hours. The installation-ready coupling installs up to ten times faster than alternative pipe joining methods.
The single unit design allows crews to assemble an installation-ready coupling by simply inserting it onto the grooved end of a pipe, fitting, valve or any other accessory and tightening the nuts. There is no flame, noxious fumes or loose parts that can be lost or dropped, reducing material handling and thereby reducing risk of injury. No loose components translate to a safer, cleaner and more efficient jobsite.
MJM: What type of feedback have you gotten from customers?
Moore: The response has been tremendous. Customers thank us every day for making their jobs easier, more profitable and safer. It keeps them on schedule and helps them minimize their labor risk. One of our contractors, Rusty Gravitt, president of Gainsville Mechanical Inc., summarized it well, “The bottom line is using Victaulic supports my company’s safety policies, improves morale and impacts the bottom line —that’s impressive.”
MJM: What are some of your other new product launches, and how are these further diversifying the Victaulic offering?
Moore: As mentioned earlier, innovation is in Victaulic’s DNA, we invest in our research and development efforts that result in truly groundbreaking and game-changing products for the industries that we serve. Currently, we are continuing to round out the installation-ready line for HVAC, plumbing, industrial and mining industries. In addition, we recently launched Victaulic Vortex — a groundbreaking fire suppression system that is changing the face of the special hazards industry.
MJM: Describe Victaulic’s leadership philosophy? Are they hands-on with all aspects of the company, and in building customer relationships?
Moore: Our total company philosophy, from the top down, is to be part of the fabric of the construction community and develop and maintain close customer relationships. We work very hard every day to ensure we understand intimately our customers’ businesses and identify real solutions to help them compete profitably and successfully. That includes making heavy investment in product innovation, technical field sales coverage and support, industry-leading product availability and distribution and unmatched service.
MJM: Does Victaulic provide formal training programs for its customers and reps? If so, do you like to bring people to your facilities or are they primarily done at customer locations by reps?
Moore: Victaulic offers a multitude of training options to make sure our customers are informed about how to use and install our products. Our sales representatives will travel to the customers’ jobsite or invite them to Victaulic facilities to conduct training sessions.
MJM: How does Victaulic stay competitive against the influx of import products?
Moore: Around the globe, a Victaulic product is a Victaulic product, produced with unmatched consistency and quality. As a vertically integrated manufacturer, we control everything from the engineering and design of the product to the tooling and manufacturing process. That is one of the many things that set Victaulic apart.
Ultimately, if you have a great product, it is much easier to build lasting relationships with customers and offer true value-added services. Building long-standing relationships also comes from standing behind your product and supporting customers’ interests.
In addition, Victaulic is constantly innovating. As the inventor of the grooved mechanical method, we are always looking to improve our products and develop new ways of making our customers’ projects safer, more efficient, and always at the leading edge of the market.
MJM: Are you comfortable discussing your percentages of growth in recent years?
Moore: As a privately held company, we do not disclose financial information but I can tell you that we have achieved strong growth each year for quite some time and we continue to work hard to invest in future growth through our commitment to product R&D, sales coverage, training, manufacturing and supply chain efficiencies.
MJM: What are some of your projections and growth plans Victaulic has for the near term?
Moore: The time, labor savings and design advantages our products offer are essential for our customers competing in this market. We continue to work hard to demonstrate the benefits of the Victaulic grooved piping method over welding and flanging in a host of commercial and industrial markets. With product innovations like the game-changing new installation-ready coupling platform as the foundation, we expect continued strong global growth.
MJM: Has the slowdown in construction and with the economy in general affected your business? What are your thoughts on near-term U.S. infrastructure work?
Moore: While the current economic situation has certainly impacted commercial construction and affected the entire industry, we remain bullish about the future including capitalizing on the upcoming infrastructure investments.
For additional information, visit www.victaulic.com.