Central Brass continues its reputation for quality products

BY MARY JO MARTIN

Editorial director

Central Brass, with a 112-year history serving the plumbing industry, has successfully transitioned into the Pioneer Industries organization following its acquisition last year. Pioneer acquired Central Brass in September 2006, with the intent of entering into the commercial market with products that have a long history of quality and dependability.

Established in 1895, the original Central Brass factory was located in Cleveland, Ohio, from which the company distributed plumbing products to wholesalers nationwide. Its foundation was firmly built upon an emphasis on quality, integrity and value. Central Brass has stayed true to these original ideals by providing consistent quality products backed by total commitment to its customers.

As a long-standing company, they have fastidiously maintained attractive functional designs, using only the sturdiest materials available. Products are carefully constructed and rigorously inspected to maintain their commitment to the highest quality products.

Recently, executives from Central Brass, including president Frank Chen, executive vice president-manufacturing Paul Chasse, general manager Mickey Ankney, shared some insights into the company’s operations with The Wholesaler’s editorial director Mary Jo Martin.

MJM: Describe the transition that has taken place over the past year since the acquisition by Pioneer Industries?

Paul Chasse: Manufacturing for Central Brass has been transferred to Pioneer’s new 250,000-square-foot state-of-the-art facility located in Taiwan. Central Brass’ distribution and office headquarters have been re-located to Brecksville, Ohio, a suburb of Cleveland.

Mickey Ankney: Yes. Central Brass maintains a dedicated sales department, warehouse and distribution facility, all of which are under the direction of dedicated Central Brass management personnel. This facility is operated by personnel with a combined 120+ years of employment with Central Brass.

Paul Chasse: As a semi-independent industrial unit, Central Brass benefits from Pioneer Industries’ maintenance of three regional distribution centers. These centers are located in Commerce, Calif., Cleveland, Ohio, and Nashville, Tenn. The strategic placement of our distribution centers allows us to service all areas of the country efficiently.

Central Brass’ service levels have been a major focus during our transition. The Central Brass management team has made service levels priority one. In particular, our stock and inventory position has improved significantly. Order cycle time has improved, and inventories have grown. Moreover, order fulfillment rates are at their highest levels since the acquisition of Central Brass.

MJM: Do you use factory salespeople or have independent manufacturers’ reps?

Paul Chasse: Central Brass utilizes a regional sales force that interacts directly with manufacturer representatives, with the end product distributed through wholesale distribution. Central Brass partners with 31 rep agencies and has three regional sales managers.

MJM: How has Central Brass/ Pioneer Industries changed to stay ahead of or adapt to changes within the industry as a whole?

Mickey Ankney: Central Brass is capable of handling correspondence via fax, phone, e-mail or edi.  Edi processes are integrated from the purchase order to the acknowledgement and ending with the final transaction and invoice. We expect edi orders to rapidly increase. Central Brass also utilizes some bar coding practices to assist in product control. Our website is currently being re-evaluated and updated, but we do provide full product info and specs sheets.

MJM: Is Central Brass involved in water conservation and green building?

Mickey Ankney: Central Brass is sensitive to environmental concerns and all Central Brass spouts are fitted with 2.0-gpm aerators. Central Brass is committed to continually working to improve conservation in all future development.

MJM: Describe how important your relationships with wholesalers are to your business, and the steps that you take to develop, maintain and strengthen those relationships?

Paul Chasse: Wholesaler relationships are critical to Central Brass’ distribution and overall business strategy. Our product is sold solely through wholesale distribution. Central Brass maintains these important relationships by providing a swift product turnaround and competitive pricing, supported by dedicated service follow-ups from our regional sales managers.

MJM: Describe the leadership philosophy, with employees and with customers?

Mickey Ankney: Central Brass promotes a team approach with its employees and customers. Recognizing that our employees are our greatest asset, Central Brass encourages independent thinking and interaction which helps to expedite resolutions internally as well as resolve any customer concerns. 

MJM: What types of programs do you have to hire and train quality employees at all levels of your company?

Mickey Ankney: Central Brass hires experienced trained professionals. Respecting employees’ concerns and attentively resolving any issues that arise have greatly helped retain a cohesive staff. Central Brass provides new employees with computer software training, shipping and receiving instructions, product training, and provides a help desk for any areas of concern that employees might have.

MJM: Are you involved in any buying groups? How do you believe this improves both business relationships and buying opportunities?

Paul Chasse: Central Brass’ parent company, Pioneer Industries, is a vendor member of the wit group. Pioneer’s involvement has enabled Central Brass to increase exposure within the group’s membership.

MJM: What are some of your most exciting new product launches?

Mickey Ankney: In January 2007 Central Brass introduced the single handle lever series in order to give our customers a more competitive edge for ADA-compliant applications. Central Brass’ new Centralgard III completes the complimentary line of single lever ceramic units for both the bath and kitchen.

MJM: Talk about the importance of quality control within your operations, and what is done to ensure the highest-quality products?

Paul Chasse: Quality control is a top priority that spans the first stages of production to the final testing and inspection prior to packaging. All Central Brass products are manufactured at a facility that incorporates various testing departments operated by engineers who examine products during each phase of production. Every Central Brass faucet is tested under actual working conditions prior to packaging. Throughout Central Brass’ history, our products have been built up to standard, rather than down to price.

MJM: Are you comfortable discussing your percentages of growth in recent years?

Frank Chen: Pioneer Industries has grown rapidly over the last 10 years, and has witnessed double-digit growth rates in just the last two years. Moving forward, we expect that the revitalized Central Brass commercial division will exhibit similar growth. As a distinct business unit with a long and independent history, Central Brass will benefit from the synergy between experience, brand position and outstanding distribution capabilities on the one hand, and Pioneer’s production efficiency and sales and marketing expertise on the other.

For more information about Central Brass and its products, call 800/321-8630 or visit www.centralbrass.com.