An interview with Manny Jimenez with NAVIEN

Manny, what are the primary markets for your gas-fired condensing wall-hung tankless water heating, boilers and combination boilers (we call them “combi-boilers”) technology?

• Thanks for asking about our product markets -- our markets are new build and retrofit residential and commercial projects. Restaurants, Hotels, Multi-family, Schools, and Medical Facilities are also strong markets.

Tell us about your existing product offering NPE, NCB, NHB:

• Size ranges 150,000 to 199,900 btu/h on water heaters, 80,000/150,000 to 120,000/199,900 btu/h on “combi-boilers,” 55,000 to 150,000btu/h on boilers;

• Efficiencies up to 0.99EF of water heaters, 95.0% AFUE rating on boilers and “combi-boilers;”

• Best market applications: New build and retrofit residential and commercial projects. Restaurants, Hotels, Multi-family and medical facilities.

What are the competitive advantages of your product compared to other technologies?

• For the NPE Series: Dual stainless steel heat exchangers resist scale build up, negative pressure gas valve allows use of ½” gas line in most cases, highest efficiency on the market of up to 0.99EF, best heat exchanger warranty (15yr residential or 8 yr commercial), and 2” PVC venting up to 60’. ComfortFlow^® recirculation,  which is a Navien exclusive technology integrating a recirculation pump and buffer tank inside the tankless water heater allows Navien’s NPE-A series to have an industry leading 0 GPM activation rate, something no other tankless water heater features.

• For the NCB Series Combi-Boiler: The same dual stainless steel heat exchangers for heating the home with an additional dedicated flat-plate heat exchanger for domestic hot water. When a call for DHW is detected a valve diverts fluids from the space heating loop into one side of the DHW flat plate heat exchanger so that potable water never mixes with your heating loop fluids. A single NCB240 can provide space heating up to 120,000BTU/H and 199,900BTU/H of DHW, freeing up valuable floor space previously given to a floor standing boiler and indirect tank. Energy Star has even given the NCB Series; the most efficient for 2015 rating with an AFUE of 95.0%.

• The NHB Series Boiler: same dual stainless steel heat exchangers, a turn down ratio of up to 15:1, integrated controls and the same 2” PVC venting and ½” gas line benefits as the NPE and NCB. Energy Star has also given the NHB Series its Most Efficient for 2015 rating with an AFUE of 95.0%.

  *NPE, NCB and NHB Series product can all be easily field converted from natural gas to propane with included parts and instructions.

Tell us about your new/newer products you are bringing to the market this year?

We are introducing the NHB Series Boilers.

• What are the key benefits of these new products? Dual stainless steel heat exchangers, a turn down ratio of up to 15:1, integrated controls and the same 2” PVC venting and ½” gas line benefits as the NPE and NCB. Energy Star has also given the NHB Series its Most Efficient for 2015 rating with an AFUE of 95.0%.

• Any specific target market you plan to pursue with these new products? New build and retrofit residential and commercial projects. Restaurants, Hotels, Multi-family, and medical facilities.

Can your product(s) reduce impacts on the environment and, if so, how?

• Ultra low Nox emissions and high efficiency, which means less wasted energy.

What misconceptions do you deal with when talking to potential customers about your product?

• The biggest misconception is that tankless water heaters cannot adequately supply all hot water needs as compared to a tank or boiler. Also, that all tankless water heaters are the same. Only condensing tankless can utilize the maximum amount of btu’s without wasting energy. For instance, our NPE210-S takes in 180,000btu/h and due to its 0.99EF has an output of ~178,000 btu/h. A similar sized non-condensing tankless on the market that takes in 199,900 btu/h but has only a 0.82 EF would have an output of only ~163,000 btu/h. As you can see, less energy is consumed but higher output is achieved with Navien. Regarding our combi-boiler, it is often a challenge to convince customers that it can handle the heating and domestic hot water needs of the whole home in the same unit.

Who is your direct customer?

• A property/homeowner, a contractor or a distributor. We sell exclusively through wholesale distribution channels.

What are your corporate strategies to communicate with and educate potential customers about your products?

• East and West coast state-of-the-art training facilities with live-fire product. Our west coast facility is undergoing a huge renovation and will be re-opening soon! We also have field trainers that travel throughout the US and Canada providing training from lunch-n-learns to full 1-2 day training for contractors, engineers and architects (specifiers). We also have regularly scheduled webinars available.

What are the market barriers to greater deployment of your product?

• Education of consumers, contractors as it pertains to Navien’s technological advantages, and total installed price compared to other tank and tankless manufacturers

What could gas utilities do to promote the deployment and acceptance of your products?

• Utilities should give rebates to consumers that award the most money based on the highest efficiency ratings.