Episode 124: Kohler: 42 Years of Strategy, Innovation & Expanding Builder Segment with Wally Schwartz

Written By Greg Villafana

Today Brad speaks with Walter Schwartz. Wally joined Kohler Co.’s Minneapolis Branch directly following his graduation from the University of St. Thomas in St. Paul, MN in 1976.

In October 2020, after over four decades with Kohler Co., Wally retired as a Director – Sales, Builder Channel, a position that he had held since 2008. Today, he serves as a consultant and brand ambassador for the luxury kitchen and bath manufacturer.

In 2014, Wally’s contribution to Kohler Co. was acknowledged when he was chosen as the recipient of the company’s highest and most prestigious recognition, the Chairman’s Award. Wally was also recognized by CBUSA in March 2020 with its first inaugural and annual Walter G Schwartz – Award of Excellence award.

Wally considers applauding good work and innovation, as well as having an atmosphere and a spirit of collaboration, as keys to cultivating good company culture. He also encourages going above and beyond what is expected in demonstrating to your people that they are supported, such as by sending them handwritten notes.

He goes on to discuss his 12 years as the focal person for “all things builder” within Kohler Plumbing North America, how he came to collaborate with CBUSA, and the major changes he personally witnessed within the company since joining them over 40 years ago.

In particular, he speaks on the reputation that Kohler has built for “elevating kitchen and bath into the fashion industry” and its recent push for more sustainable and environmentally-friendly products.

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Topics Discussed:

  • [03:17] What sets the tone for good company culture

  • [09:26] Managing conflict and addressing poor internal communication

  • [13:41] How the role of “Director – Sales, Builder Channel” got started

  • [19:25] How Wally proved himself to senior leadership

  • [23:51] Onboarding customers to “buy into” Kohler Co.’s products

  • [25:38] The evolution of the Builder program

  • [31:30] What inspired Walter to join CBUSA

  • [38:00] What Wally likes best about working with Kohler Co.

  • [41:25] Building a network of big players in the industry

  • [47:58] The biggest changes within Kohler Co. over the last four decades

  • [58:01] What differentiates Kohler Co. from its competitors

  • [01:01:03] A fun fact about Kohler Co. that most people aren’t aware of

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Key Quotes by Walter Schwartz:

  • It’s important in any company to have an atmosphere and a spirit of collaboration.

  • I love Kohler Co. The work was hard; but, when you have a passion for something and when you really love something, it’s a great feeling.

  • The elevation of the kitchen and bath into the fashion industry – even our competitors would admit that Kohler Co. has been the leader in doing that.

  • Kohler Co., for as long as I can remember, has consistently reinvested 90% or more of its earnings into the company. I think that’s really important when funding the growth of the company and expansion and so forth requires a lot of fiscal discipline.

Greg Villafana
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Episode 123: Becoming Magnetic to Affluent Clients with Pamela Durkin Designs