Navien America Inc. is a relatively new company that goes out of its way to help the HVAC distributor.
In 2006, the company was established to open in new markets in the United States and Canada for parent company KD Navien. Navien America has since become one of the fastest growing companies in the home comfort sector in North America, providing condensing tankless gas water heaters and condensing combi-boilers.
The company goes to great lengths to bring distributors closer to the products.
“Navien’s distributors are introduced to our new product offerings through a multi-channel approach: training — both in person and via webinars, product specific microsites, video, literature offerings, and email blasts,” said Ann Woodard, marketing manager for Navien.
Navien adheres to the thought that a successful contractor who installs top quality products develops a satisfied customer base and will grow his business. That, in turn, will grow the business of the distributor.
“Navien supports the distributor with a national sales support system of trained sales representatives and trainers,” said Brian Fenske, specialty sales channel manager. “We maintain a technical call center from 6 a.m. Eastern to 9 p.m. Pacific. Navien also runs a robust national advertising program.”
In addition, Navien launched a VIP program for distributors. This allows distributors to participate in the co-op marketing programs. The company’s sales tools, such as product displays, videos, counter mats, banners, and literature are available to the distributor at no charge. The large national sales and training teams are available to support the distributors as well.
In addition to service, distributors are interested in the product. The most popular product that Navien produces is the NPE-A, according to the company. It is an advanced version of the Navien premium efficiency condensing tankless water heaters. Another recently introduced product is the Navien NCB combi-boiler.
In addition to technology in new products, Navien is using technology to better communicate with distributors.
“Electronic communication is making the transfer of information much easier — as long as the distributor opens their emails and communicates well internally,” Woodard said. “We maintain strong partnerships with distributors primarily through emails and personal visits as well as co-op marketing activities with the VIP distributors. Our VIP distributors receive special pricing and year-end rebates based on volume.” Visit www.navienamerica.com.
Publication date: 4/14/2014