ABR Wholesalers Inc.

About ABR Wholesalers: Wholesale - distribution for heating and air conditioning equipment and supplies.

Rank on Top 100: 92

Top Executive: Ms. Jody McGarry

Employees: 40

Website: www.abrwholesalers.com

We asked Jody McGarry, president, to talk about her business.

Question: Tell me briefly about ABR Wholesalers Inc.
McGarry: We are a full line HVAC Distributor. We provide heating and cooling solutions to professional heating and air conditioning contractors in Rochester, Buffalo and Syracuse. ABR was started by my father, Jim Monaco Sr. in 1966. Although he has passed away, we have continued successfully.

Question: How has your company sustained continual growth?
McGarry: Lots of hard work! We continue to stay involved in our business associations, making sure we are up to date on changes in the industry, best practices and industry standards. As an industry, we are effected by federal mandates and high efficiency requirements.

We strive to provide the best total comfort systems to our customers. Our product offering is always improving. It is important to us to provide the best service in the industry.

We also stay involved with our community and on going projects. Our sales manager, Phil Stevers calls it "turning rocks," or finding out whats going on first.
Our branches in Buffalo and Syracuse have great potential for growth.

Question: What differentiates ABR Wholesalers Inc. from its competitors?
McGarry: Several things differentiate us:

• We provide services to our customers that save them time and money. We focus diligently on our fill rate, making it easy for our customers to utilize us as a one stop shop -- get what you need, when you need it, 100 percent complete. Our customers don't have time to run around from supplier to supplier to fill a material list.
• We provide delivery service to all of our customers.We have found over the years that fewer and fewer customers come to our counter; instead, they call, fax or e-mail us their requests.We fill their orders for pick up or delivery (whatever suits them best).
• We provide training for our employees. Paul Smith, service coordinator, provides training on new products, training for field representatives and technical training.
• We have developed personal relationships with all of our clients. My husband, Matthew McGarry and I have been with the company for many years, allowing us to get to know all of our clients and their families on a more personal level. We are all in this together, raising our families, seeing second and third generations, providing for our families. Business is a two way street, a partnership: value and respect.

Question: What does it mean to your business to be recognized by the Rochester Business Alliance as one of Rochester's Top 100 Companies?
McGarry: We are very proud to be a member of the Rochester Business Alliance, and we are honored to have received this award.

Question: What additional services can the Rochester Business Alliance provide to help your business?
McGarry: The Rochester Business Alliance provides up-to-date information on governmental affairs, state legislation and rules and regulations that effect our
business and community. Their partnership with local affiliations such as the Rochester Home Builder Association and the Builder Partner Initiative has given us several opportunities.

Question: What signs of optimism do you see in the local economy?
McGarry: We are very optimistic. There is a lot of work out there. We anticipate the next few years to be very promising.

Question: What advice do you have for someone starting a new business here?
McGarry:

• Work hard
• Do what your good at
• Take care of your customers and your people equally
• Pay your bills on time
• Provide great products and services at a fair price with integrity.