According to Bob Della Sala, leadership is more than just a word. It’s a daily example one exhibits even when they don’t know others are watching.
A competitive athlete his entire life, Bob’s introduction to the PHVAC industry happened one serendipitous day, on a New Jersey golf course in 1988. By chance, he began talking to a recruiter who was looking to fill a sales position with national manufacturer A.O Smith Water Company. The encounter turned out to be Bob’s initial step into a career that has lasted for over 30 years.
In 1994, Bob was named A.O Smith’s National Salesman of the Year for being top producer in the U.S. market. Earning this industry honor further ignited his drive to work hard and achieve more. So much so, that when Joe Bisignaro, then-President of TES Industrial Distribution Group, asked Bob to join his team, in 1996, Bob wasted no time taking the company to the next level.
The role he filled would be instrumental in helping manage the sales team and increasing the bottom-line. In eight years, Joe and Bob’s alliance translated into doubling the company’s sales and gross margin. Due to these efforts, Bob was named Vice President in 2002.
In January 2006, Bob officially bought and acquired all TES Industrial Distribution Group’s assets, and renamed the PHVAC manufacturers’ representative company Keystone Sales & Associates (KSA).
Equally as motivated in his private life, Bob graduated from Kean University in 1987 with a Bachelor of Science in Business Management. Throughout his years at the university, Bob was a starting tight-end for Kean’s Division III Cougars and a member of the small business association leadership group.
Bob has also been a model of civic engagement by serving as Past Grand Knight of the Knights of Columbus (1986-87), Vice President of the Union County Regional School Board (1988-93), and Past President of Brookside Country Club’s Board of Directors (2003-05).
As a proud father of three, Bob believes that reflecting on history is an important part of shaping one’s future. Owning a company that began in 1973, Bob is ever mindful of preserving the organization’s hard-earned integrity and reputation while creating a thought-leader business model of his own.
Under Bob’s guidance, KSA has more than tripled in size since its acquisition and expanded its territory from the Greater Philadelphia tri-state area to the Mid-Atlantic states, as far-reaching as South Carolina.
In tandem with territorial expansion, Bob purchased a facility exclusively for KSA, centrally headquartered in Pottstown, PA. The 15,500 square-foot building boasts geothermal heating and cooling, and a hands-on training room. The facility also houses Keystone University where suppliers train contractors and sales representatives on the latest products and industry trends.
Through his leadership, Bob has created a culture of premier customer service. When adding members to his team, he looks for people who exemplify a can-do attitude and unstoppable work ethic. In the near future, Bob’s goal is to have KSA considered one of the top three HVAC manufacturers’ representatives in the Mid-Atlantic states. And, as with his own career, Bob hopes that someday he can hand-off the business to the next generation of associates who will be inspired by the foundation he has built.