It’s a lean year for the Plumbing, Heating, Ventilation, and Air Conditioning (PHVAC) industry. Heavy inflation impacts wholesale prices almost daily and new construction is at a near-standstill.
Many tighten their belts to safeguard their businesses and protect their livelihoods. Downsizing staff and implementing hiring freezes are common occurrences. But, Joe Bisignaro decides to put his years of industry know-how to the test and take a risk.
At age 29, Joe moves his young family from Chicago to Philadelphia with the goal of building a new PVHAC manufacturers’ representative business from the ground up.
On September 1st, Energy Industrial Associates (EIA) is born.
Under Joe’s leadership, EIA plays a crucial role in launching some of today’s mainstay brands in the Greater Philadelphia market – Utica Boilers, Grundfos Pumps, Honeywell Braukmann Valves, G T Water Products, and KAM to name a few.
The company is also responsible for breathing new life into fledgling companies, such as Smith Residential and Commercial Boilers, by introducing them to the then-untapped region.
And, that is only the beginning…
EIA merges with Tozour Energy Systems.
The company is renamed Total Energy Systems (TES) and continues to retain Joe Bisignaro’s services as President.
Bob Della Sala, a former District Sales Manager for A.O. Smith Water Products Co., joins TES. As the company’s new Sales Manager, Bob is instrumental in managing the sales team, thereby tripling its sales and gross margin in just eight years’ time.
With Bob comes a strategic alliance with Charlie Ritter. In June, the relationship affords TES representation of all the Zurn family of companies.
Ultimately, in the same year, TES acquires Ritter Associates.
Bob Della Sala buys Total Energy Systems and acquires assets including the names TES Total Energy Systems and EIA. As President, he renames and re-brands the company Keystone Sales & Associates (KSA).
Fifty-year-old manufacturers’ representatives, Rinear & Associates, is acquired and merged into the KSA corporation. The acquisition also brings with it the talents of Ken and Steve Rinear, and the ability to represent the Bradley Corporation family of products.
KSA purchases Primary Sales, a 30-year-old manufacturers’ representative based out of New Jersey. As part of the negotiations, John McKeown is brought on board and named KSA’s Vice President and shareholder. Additionally, KSA has the rights to represent manufacturers Bosch, Baderus, and Haydon Corporation.
April heralds KSA’s most recent merger with Kiely Associates, Inc. As part of the acquisition, Kiely’s principles, Jeff Hunter and Roy Hall, bring with them their more than 60 years of combined experience in the design and sales of advanced PHVAC products.
With this acquisition, KSA more than triples in size in just ten years’ time Now, its territory extends beyond the Greater Philadelphia tri-state area to the Mid-Atlantic states, reaching as far as South Carolina.
Finally, the leadership team purchases its own facility for KSA. The 15,500 square-foot building is centrally headquartered in Pottstown, PA. It boasts geothermal heating and cooling, a hands-on training room. The facility is also home to Keystone University where suppliers train contractors and sales representatives on the latest products and industry trends.
Keystone Sales & Associates has come a long way from its humble beginnings. One of the attributes of its success is never forgetting where it started while blazing a trail of its own. Under current leadership, with Bob Della Sala at the helm, KSA strives to continue a legacy that past, present, and future PHVAC professionals can be proud of.
“I am very proud of our accomplishments and attribute our success to our valued vendors, customers and our hard working, dedicated associates.”
Bob Della Sala
President -Keystone Sales & Associates
The Legacy Continues…