Cat Pumps warehouse THE PUMP Mark Fischer assembling a custom pumping system 10 April 2011 CleanerTimes
Eric Petersen designing a custom pumping system PS WITH NINE LIVES Company History Cat Pumps has been a leader selling precision triplex reciprocating pumps and systems for more than forty years. Founded in 1968 by William L. Bruggeman, the Minneapolis, MN, based company focuses on manufacturing and marketing the longest lasting, most dependable high pressure pumps available in the industry. With an emphasis on immediate product availability and outstanding customer service, the family owned and operated business prides itself on a commitment to quality and long life as the foundation of its ongoing success. It is the mission of Cat Pumps to exceed customer expectations of quality, reliability, availability, delivery, technical expertise, and aftermarket support to assure the best value in all industries served. Prior to opening its doors in 1968, Bruggeman worked as a project engineer for a small pressure washer manufacturer in St. Paul, MN. His task was to design a more reliable pump for the pressure washing industry, which resulted in his patented Uniflow piston pump. After finishing the design, he set out to source a manufacturer and, months later, received the first prototype, which would be known as the Model A (4 gpm, 700 psi). After presenting the prototype to his employer, he was told that the design was far too expensive and the project was terminated. Because of his strong belief in the superior reliability of his product and the overall value this could provide in the marketplace, he decided he would pursue his design on his own and Cat Pumps was born. Soon after introducing the products into the marketplace, Cat Pumps earned the reputation as the pumps with nine lives because of the superior life compared to other models available in the market. With the company officially off the ground, Bruggeman began traveling around the country with his new pump design. He soon identified a large opportunity in the car wash industry, which only had pumps available that delivered a very short life, increasing operating costs and extensive downtime. The first significant order came from an OEM who said he would place an order if the pump would last 30 days without breaking down. The pump not only made the 30 day period, but it exceeded the life of the previous pump being used by over 10 times CleanerTimes April 2011 11
Cat Pumps Model A (original pump model) without any service required. Soon after, the pumps with nine lives began to show their true value in the market. The popularity of the Model A also began to grow in the pressure washing industry, and to meet the growing demand for other applications, Cat Pumps expanded their product line to include the Model B (10 gpm, 600 psi) and Model C (5 gpm, 1000 psi) in 1969. These new flow rates, combined with the reputation for quality products, helped Cat Pumps grow into other industrial markets in the following years. Because of its dedication to quality, Cat Pumps began to benefit from widespread word-of-mouth recognition. Beyond the car wash and pressure washing industries, Cat Pumps expanded to include central cleaning systems. Central cleaning systems with multiple pumps were common installations in the earlier years, and the reliability of the products met the challenge of continual on-off cycles without failures. Even though business was just starting its initial growth in the United States, Bruggeman s vision and belief in his products were not confined domestically. In 1972 he pursued this vision as a global presence by opening up Cat Pumps first international office in Europe. At the time Europe had an emerging car wash market, so he chose Belgium because of its central location. This facility offered the complete line of Cat Pumps inventory, a highly trained staff to help with product selection, technical support, and service. Due to the growing demand, a second branch location was opened in Germany less than a year later. In the following years, recognition grew beyond Europe and the United States. In 1975 Cat Pumps started an international sales division, based out of Zug, Switzerland, to meet this growing demand. This division of Cat Pumps covers areas including Asia, Africa, Australia, New Zealand, Central and South America, Mexico, Turkey, and the Middle East. In 1979 a third international branch location was opened in the United Kingdom. All three international offices are in operation today, with 63 total employees, as well as the international sales office, which was relocated to the Minneapolis location. Each of the international branches operate independently, with warehouses containing the complete line of Cat Pumps 12 April 2011 CleanerTimes For information circle 451
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Left to right: Ken Carlson, Mike Schramel, Jim Blanner, Steve Bruggeman, Steve Larson products, inside and outside sales, technical support, and service. As Cat Pumps began to expand, it was the business partnerships they formed with distributors and OEMs that facilitated the growth of new business. In order to better serve the market, they used distributors to provide products and services within a close proximity to the user. Beyond stocking and selling inventory, many of these distributors also played a vital role in technical support, pump and accessory selection, installations, and maintenance and service. These distributors and OEMs also introduced Cat Pumps into many new emerging markets and applications. Today, in addition to the international branch offices, Cat Pumps has hundreds of distributors throughout North America and 37 countries around the world. Cat Pumps is deeply appreciative of their extensive distributor and OEM network, many of which have been with the company for over 25 years, and the vital role they have played in allowing the company to grow into the industry leader it is today. In 1980, in order to meet the growing demand for pumps and accessories, Cat Pumps moved to a new, 114,000 square foot Minneapolis facility. Expanding to 159,000 square feet in 1998, it is still home of the world headquarters. 14 April 2011 CleanerTimes Today, the world headquarters is run by Steve Bruggeman, son of William. Steve grew up in the family business, starting at the age of 12, repairing pumps or working wherever needed in the warehouse. During his high school and college years, he moved to inside sales and became south central regional manager upon receiving his BA in Business from the University of Minnesota. As the company grew, he moved on to various positions as a product manager, national sales manager, and general manager before taking over as president in 1990. Steve is committed to providing costeffective, industrial-quality pumping solutions that assure consistent performance and unsurpassed reliability. He is dedicated to superior customer service and immediate product availability, as well as responding to customer needs in emerging markets and new applications. Steve encourages ongoing investment in research and new technologies that provide un-paralleled performance and high customer satisfaction. This dedication to immediate product availability has led to heavy inventory levels at their Minneapolis headquarters and international branch facilities. In fact their Minneapolis location boasts a 99.37 percent order fill rate with over 95 percent of their orders shipped within 24 hours to customers in the U.S. and Canada. In order to keep up with the hundreds of orders each day, they use a variety of technically advanced systems, including automated parts carousels and conveyors to move goods from their parts room to their pump staging area to be consolidated for shipment. Cat Pumps Team Other warehouse functions include service, warranty, conversions, and inventory management. The service and conversions area is run by Vernon Larson, who has led that department for over 23 years. Due to the ease of service in the field and warranty return rate of less than 0.01 percent of Cat Pumps Left to right: Chris Schuelke, Greg Rossmann, Darla Thompson, Kelly Shultis, Allan Brus, Scott Bruggeman, Dennis O Meara
products, Vernon s role has also become that of a teacher. He provides valuable knowledge to customers on repair and routine maintenance as well as information on the product line, product changes, component installation, and troubleshooting at Distributor and OEM Service Seminars and trade shows. The conversions area was created to help eliminate extended lead times when there is unexpected demand on low volume or special order pumps. Here they can convert one pump into another within frame sizes by modifying seals, O-rings, valves, or plungers. They also assemble kits, install accessories, and build small motor-pump units. One of the secrets to Cat Pumps great success is the hiring and retaining of extraordinary employees. Cat Pumps staff is a highly experienced team, with six employees that have been with the company for 40+ years and 14 employees with over 25 years. The average length of service among its 80 employees is over 15 years. Providing exceptional customer service is a priority shared by all employees. This dedication to customer service starts with the first voice heard by customers calling into Cat Pumps. Rosemary Harris, corporate receptionist, has been fielding calls to the company for over 23 years. Answering every call with a smile and warm greeting, Rosemary efficiently assists every customer. Rose recognizes most people s voices, many of whom she has developed a personal relationship with over the years, and considers them all part of the Cat Pumps family. Inquiries about orders, stock availability, pricing, or general product information are fielded by a dedicated and enthusiastic inside sales team made up of Annetta, Julie, Lori, and Patti. Annetta has been with the company for 23 years and is a wealth of knowledge for the inside sales team. Cat Pumps also has an online system, where existing customers can place, view, or track orders. Customers looking for technical assistance are forwarded to a very knowledgeable staff, experienced in product selection, installation, maintenance support, pump repair, and general system troubleshooting. Randy, Derek, and Joe all have extensive pumping system backgrounds and the team strives to provide the best possible customer experience on every call. They are also responsible for assisting and quoting customers on complete custom pumping systems referred to as Power Units, for a wide variety of industrial applications made up of For information circle 76 bases, pumps, motors, drive packages, controls, and accessories. Cat Pumps marketing team enthusiastically communicates the company message to the marketplace. Working very closely with distributors and OEMs, they gather market and application information for the development of new and improved products. The team also supports its sales and distribution partners with lead generation, building brand recognition, and fostering sales and technical CleanerTimes April 2011 15
Left to right: Steve Bruggeman and William Bruggeman communication resources. Other important functions of the marketing department include its website development, customer communications, trade shows, sales literature, technical/service literature, training, and advertising. This is accomplished with the support of a very talented internal creative service team. With the combination of the creative service team, full in-house print shop, and photo studio, the marketing team can create new documents and sales literature from start to finish at the Minneapolis facility. Darla Thompson has been a vital part of Cat Pumps sales and marketing department for over 40 years. Beginning her career at Cat Pumps in 1970, Darla has developed a vast knowledge of Cat Pumps products and applications, as well as close relationships with Cat Pumps customers. Over her career, she has played an instrumental role in technical publications, customer service, website design and maintenance, marketing, and advertising. Cat Pumps has a very dedicated and knowledgeable sales staff with a combined experience of over 60 years within the organization and over 100 years in the industry. They employ five regional sales managers each handling a specific area of the U.S./Canada. Each regional manager travels two weeks of every month to share information on products and applications with their OEMs and distributors. 16 April 2011 CleanerTimes For information circle 133
Ken Carlson is the Western regional manager and he has been with the company for over 16 years. Ken gained troubleshooting and problem-solving skills from his previous experience in grain elevators, carpet cleaning, and salt water reverse osmosis systems. After joining the organization as a technical sales coordinator, he continued to expand his customer relationships when he became a regional sales manager. He states, I have found our customers to be second to none. Having a product that I can be confident in and the best customer service support team by my side has made my job very enjoyable. I feel fortunate to be involved with our distributors and to have a quality, reliable product that helps them be successful. Chris Schuelke is the Northeastern regional manager, who has been with Cat Pumps for 12 years, 8 of which he served in technical sales. Chris also spent 14 years serving in the National Guard and in 2005 was deployed to Iraq for 15 months. Chris began his career in the industry originally receiving his AAS degree in fluid power. In 2008 Chris decided to further his education by taking classes at Concordia University and recently received his BA in marketing. To better utilize Chris s sales experience, product and marketing knowledge, he will soon be taking the role of market development manager within the organization. Dennis O Meara is their South Central regional manager. Dennis draws on his 32 years of experience as a pump salesman to both distributors and manufacturers in diverse industries. During his 15 years with Cat Pumps, he has been involved with many pumping projects in the car wash, pressure washing, and carpet cleaning markets, as well as the oil and desalination markets. Dennis says, I have learned, if you deal with people respectfully and with integrity, they will treat you in a similar manner. People continually approach me at trade shows and tell me success stories about Cat Pumps. They actually thank me for representing such a great and reliable product. Mike Schramel, Southeastern regional manager, became familiar with the high pressure pump industry working as a service and production manager for a pressure washing manufacturer in Minnesota. He originally joined Cat Pumps in 1996 as part of the technical sales team. Using his eight years of technical sales experience, he made the transition to regional manager in 2005. He quickly developed a For information circle 455 passion for the sales position, particularly enjoying the close relationships with his customers and pursuing new applications. He also enjoys his role as a teacher, educating his customers on service, maintenance, and various industrial applications. Greg Rossmann is the newest member of the sales team, joining Cat Pumps in 2007 as Midwest regional manager. Greg comes from a fluid power and hydraulics background with over 22 years in the pump business. Greg finds CleanerTimes April 2011 17
18 April 2011 CleanerTimes For information circle 117 Cat Pumps Headquarters the experience with many unique industrial applications exciting and challenging. He enjoys Cat Pumps open door communication and team approach to finding solutions to difficult applications. He finds the engineering and technical support at Cat Pumps to be the best in the industry. In 1990, the international division of Cat Pumps was relocated to the Minneapolis headquarters. Since 1997, this division of Cat Pumps has been run by Jim Blanner. Jim joined Cat Pumps with over 25 years of experience in international sales and a master s degree in engineering. Jim works closely with an extensive number of OEMs and distributors supporting many different applications around the world. The Minneapolis headquarters is also home to a dedicated engineering staff and an advanced research and development facility. Led by Steve Larson, who has 27 years of experience at Cat Pumps, the department s main focus is new product and application solution development. New designs and product improvements are taken from concept through reality utilizing the latest in engineering technologies. Using a three-dimensional printer, prototype parts can be quickly and efficiently modeled using ABS plastic. Working closely with the R&D department, each production part is life tested to ensure it meets the rigorous Cat Pumps quality standards. Kelly Shultis is product development manager and works directly with engineering to implement designs into production. He joined the company in 1972 as a service technician testing pumps before shipment. He has applied his Air Force hydraulics background to solving customer problems and developing new design solutions. Working directly with the manufacturing facility, Kelly is responsible for communicating product changes and new product development. In 2009, Scott Bruggeman, Steve s son, became the first third-generation Bruggeman to join Cat Pumps full-time. Much like his father, Scott grew up around the family business, repairing
pumps and working various warehouse jobs throughout high school. After receiving a degree in business management and marketing from Concordia College, Scott joined the organization as a project manager. His main focuses are growing industrial applications as well as bringing new technologies to the sales and marketing team. Products and Markets Served Today, Cat Pumps line of triplex positive displacement pumps has grown to include over 1000 models with flows ranging from.16 to 240 gpm and pressures ranging from 100 to 10,000 psi. Their product offering includes stainless steel, flushed, blockstyle, CO 2, hi-temp and direct-drive pumps, with coordinating accessories to complement each model. The pressure cleaning industry remains the foundation of Cat Pumps business. With over 80 percent market share in the car wash industry, and a commanding presence in the pressure washing and industrial cleaning industries, they have an extensive product line to cater to these markets. This includes belt, gearbox, and directdrive pumps for gas engine units, direct-drive bell housing units for electric motors, ultra-high pressure pumps for specialty cleaning, jetting pumps for pipe and sewer cleaning, and large capacity pumps for heavy equipment cleaning. Beyond the pressure cleaning industry, Cat Pumps products can be found in thousands of markets around the world. Industrial applications, such as oil and gas, have been a significant focus for Cat Pumps. Their products can be found in enhanced oil recovery, chemical injection, and are instrumental in the emerging alternate fuel markets. Their positive displacement pumps, with 90 percent-plus efficiency, are the industry standard for the use in reverse osmosis and desalination systems. These SWRO pumps can be found on yachts, fishing vessels, cruise lines, navy ships, offshore platforms, hotels, and resorts. Cat Pumps also has a line of custom products for specialty markets such as de-ionized water misting, CO 2, hi-temperature and ultra-high pressure firefighting. To support their growing presence in industrial applications, Cat Pumps acquired Ram Pumps Limited in 1999. The addition of Ram Pumps extended Cat Pumps product line to offer pumps up to 240 gpm from stock with the ability to manufacture special order pumps with capabilities over 600 gpm. Conclusion With original products still running in the field after more than 30 years of For information circle 102 service, it is Cat Pumps commitment to supply only the highest quality designs, materials, and components in its pumps and accessories. Although many things have changed since its founding in 1968, one thing remains constant an enduring dedication to product quality and industry-leading customer service. Special thanks to Scott Bruggeman and the staff at Cat Pumps for compiling this article. For more information, visit www. catpumps.com. CT CleanerTimes April 2011 19