Latest / The Elevator Careers Podcast / Lessons from Founding an Elevator Business | Ed Stachowiak, Part 2

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Lessons from Founding an Elevator Business | Ed Stachowiak, Part 2 · The Elevator Careers Podcast

• 0:00
  SPEAKER_01: Yeah, I think you have to have those conversations well before you would ever even consider saying, hey, we'd we'd like to perhaps partner.
• 0:08
  SPEAKER_01: And uh, you know, like that's that vulnerable thing where you have to have honest and open and transparent conversations.
• 0:13
  SPEAKER_01: And I love to joke about a little bit in that period where you say, you know, when we get on the other side of this, we want to make sure we still like each other and that we're we want to have fun and do these things together because you know, the worst thing can happen is everybody ends on the other side of it and everybody's super salty about one thing or another.
• 0:31
  SPEAKER_01: And, you know, the only way you combat that is having that super transparent communication and and you have those tough conversations at a time about you know, what is it specifically that you genuinely enjoy doing and what do you want to make sure you continue to do as we go forward and you know what's really bogging you down and challenging you from a time and retention perspective?
• 0:50
  SPEAKER_01: And if we could do these three things, you know, geez, would you be able to be this far ahead?
• 0:55
  SPEAKER_01: And more often than not, people say, wow, that would be amazing.
• 0:58
  SPEAKER_01: And, you know, we put a plan in place well before we'd ever get to that point.
• 1:02
  SPEAKER_00: Hello, and welcome to the Elevator Careers Podcast, sponsored by the Allred Group.
• 1:08
  SPEAKER_00: I am your host, Matt Allred.
• 1:10
  SPEAKER_00: In this podcast, we talk to the people whose lives and careers are dedicated to the vertical transportation industry, to inform and share lessons learned, building upon the foundation of those who have gone before, to inspire the next generation of elevator careers.
• 1:25
  SPEAKER_00: Today our guest is Ed Dahwi Act, Chief Operating Officer and Actium Elevator.
• 1:31
  SPEAKER_00: Ed started his career as a sales rep with Otis Elevator in Syracuse, New York, where he learned and grew rapidly.
• 1:37
  SPEAKER_00: In 2023, Ed became one of the founders of Actium Elevator with a vision to become the elevator service provider of choice.
• 1:44
  SPEAKER_00: Ed believes personal and business growth is not easy.
• 1:47
  SPEAKER_00: It takes a lot of courage to have honest and open conversations, but it's essential to see your blind spot and grow effectively.
• 1:55
  SPEAKER_00: This is part two of the interview with Ed.
• 1:57
  SPEAKER_00: In part one, we discussed his early career.
• 1:59
  SPEAKER_00: Today we'll be discussing the challenges and learnings of starting a new business.
• 2:04
  SPEAKER_00: So um let's let's spend a few minutes talking about uh you know starting a new business.
• 2:10
  SPEAKER_00: And uh I'm curious what what was it that motivated you or or the spark that said, hey, I want to create something new?
• 2:16
  SPEAKER_01: Yeah.
• 2:17
  SPEAKER_01: Yeah, so you know, I think it really comes down to uh a couple of different things.
• 2:23
  SPEAKER_01: One, having seen and been a part of a lot of private equity-backed or founder-led businesses and seeing how exciting it is to be a part of those.
• 2:32
  SPEAKER_01: Um, I guess that would probably the first thing.
• 2:34
  SPEAKER_01: And the second is, you know, there's a portion of the industry that I believe really values uh customer service, communication, quality work, uh, call it the commitment to excellence and really being, you know, really out there seeking, I guess I would say, they call it the elevator service provider of choice.
• 2:56
  SPEAKER_01: Um, and what otherwise in most markets is seen as the sea of sameness.
• 3:00
  SPEAKER_01: Um, and you know, when you do market research and market study, you see that use case come up and and those kind of comments come up kind of over and over again.
• 3:10
  SPEAKER_01: Um, and so, you know, I think seeing that portion of call it an underserved market was really eye-opening and what I thought was exciting, and it was certainly an opportunity for us to really leverage called the core principles that we've just been talking about, people and uh customers, and perhaps uh or perhaps you know, adding a little bit of systems and technology and process and you know, doubling down on things like safety and and the core culture.
• 3:36
  SPEAKER_00: Yeah, tell me tell me a little bit more about this underserved uh segment.
• 3:40
  SPEAKER_00: What is it that kind of creates that, drives that, and and what what is that opportunity as you see it?
• 3:47
  SPEAKER_00: Is there's a is there a big market, as it were?
• 3:50
  SPEAKER_01: Yeah, I mean, I I don't think it's ever not been there.
• 3:53
  SPEAKER_01: I think it's always been there.
• 3:54
  SPEAKER_01: And I think it's really just you know the evolution of a life cycle of an elevator coupled with you know what people are seeing or perceiving in their personal lives as the benchmark for customer service or customer satisfaction.
• 4:06
  SPEAKER_01: You know, in in my career, we saw things like you know, the Ritz-Carlton and Amazon One-day delivery and you know, the the pace or the acceleration of change and the subsequent expectations that came along with that were so massive that you know what people are seeing call it their their day-to-day lives or in a B2C type capacity is now the expectation in many B2B uh environments.
• 4:29
  SPEAKER_01: And so, you know, uh I think that challenge kind of pulls through.
• 4:33
  SPEAKER_01: And and as a result of that, in our industry, what would be reasonable, customary, or commonplace, everything from response times to you know how fast you return an email or a phone call has all changed in a relatively short amount of time.
• 4:48
  SPEAKER_01: And so I don't know if it's necessarily what's driving it in the industry.
• 4:52
  SPEAKER_01: I think it's more macroeconomic forces and just the expectations call it from a from a nationwide or or just from a cultural standpoint across the country.
• 5:02
  SPEAKER_01: Um and as a result of it, oh go ahead.
• 5:04
  SPEAKER_01: Sorry.
• 5:04
  SPEAKER_00: No, I'm just gonna try to clarify.
• 5:06
  SPEAKER_00: So so I I think what I'm hearing you say is let's let's say 10, 20 years ago, you know, before before we had overnight delivery from you know Amazon to groceries to to instant messaging, I mean, there there was a an allowable time of of reality.
• 5:22
  SPEAKER_00: Hey, give me some time and then I'll show up.
• 5:24
  SPEAKER_00: And now it's like we're we're just expecting everything like right now.
• 5:28
  SPEAKER_00: Yeah.
• 5:28
  SPEAKER_00: Is that kind of what you're speaking to?
• 5:30
  SPEAKER_01: Yeah, it's just uh it's the on-demand culture that we that we thrive in today.
• 5:36
  SPEAKER_01: Uh and so, you know, I think a portion of that, or or that's one of the drivers of why you're seeing, you know, customers that are seeking alternative potential solutions to to everything from elevator service.
• 5:49
  SPEAKER_01: But I think they're looking for that across their entire building portfolio, not just for elevators, but for really all of the necessary trades or suppliers that they're partnering with.
• 5:58
  SPEAKER_01: I think you've also seen a surge.
• 6:01
  SPEAKER_01: I think it really started in the early 2000s where supply chain became a critical component to companies.
• 6:08
  SPEAKER_01: Uh, you saw it in everything from food manufacturing, uh, everything was focused on cost reduction and just in time, kind of thinking, right?
• 6:17
  SPEAKER_01: Just in time and at the expense of kind of all other things, it was a focus on profits.
• 6:22
  SPEAKER_01: Um, and and then you know, that was happening well before uh I think it ever maybe impacted the elevator industry.
• 6:30
  SPEAKER_01: But um, you've seen kind of that that counterculture to it where you know, if you continue with kind of the food thing, you know, brands like Whole Foods popping up, um, where people are saying, no, we want to focus on quality, we want to focus on you know the customer experience, we want to focus on positive outcomes for for our customers and our employees.
• 6:50
  SPEAKER_01: Um, and I think you know, a lot of those ideals are what is represented in the independent elevator community to a certain degree.
• 6:57
  SPEAKER_01: And so, you know, focusing on those things and and and making them really your core competencies are really I think what you're seeing define that segment of the business brand.
• 7:08
  SPEAKER_00: Yeah, yeah.
• 7:09
  SPEAKER_00: So is that um you you had mentioned, and I guess part of my question about um, you know, what was it that motivated you?
• 7:16
  SPEAKER_00: Was it just kind of seeing those pieces that that made you say, hey, I want to I want to dive into that and see what kind of impact I can make?
• 7:22
  SPEAKER_01: Yeah.
• 7:23
  SPEAKER_01: I mean, I I you know, I think the the all the ultimate goal is always do we believe that we can genuinely delight our customers uh and what's it gonna take to be able to do that?
• 7:38
  SPEAKER_01: And I think when really building out a a business case and a thesis and really looking at what would make sense and how you would actually go and put a strategic plan in place and then the subsequent tactical actions in order to execute upon said strategic plan, it became very apparent that you know this wasn't going to be difficult to do.
• 8:00
  SPEAKER_01: The harder part is is finding key partners and folks that share that same vision and and really truly want to double down on you know strong communication, two-way communication with customers, having a commitment to quality and and genuinely celebrating the successes of their people and uh you know, taking things like safety and putting it at the forefront.
• 8:21
  SPEAKER_01: Uh and I think, you know, generating uh a business plan is easy, but really creating that culture and and making those pillars your day-to-day is a whole nother thing.
• 8:32
  SPEAKER_01: And so, you know, really out of the gate saying, no, these are our core commitments, these are the things that we're gonna hold true above all else, even above profit for sure, um, you know, is really important.
• 8:43
  SPEAKER_01: And I think having the opportunity to do that was super refreshing and and was really one of the leading reasons why I wanted to jump in with with uh with Axiom and really start this company.
• 8:56
  SPEAKER_00: Yeah.
• 8:57
  SPEAKER_00: And I hear you kind of harking back to your initial days in the industry and really saying, wow, there's a there's a family in this office in this town, and and they care about me and I care about them, and and we're gonna succeed together.
• 9:09
  SPEAKER_00: And so that uh I think there's certainly a lot of uh you know, I talk to people all the time that I'm just looking for the right culture, I'm looking for the right, you know, the right place to be.
• 9:19
  SPEAKER_00: Have you have you found people resonating with that message as you've I mean, obviously you're you're in business.
• 9:25
  SPEAKER_00: So I mean Yeah, yeah.
• 9:27
  SPEAKER_01: No, we're we're we're definitely in business.
• 9:29
  SPEAKER_01: You know, I think uh for a while, I think though there were companies that were looking for a certain persona for hiring, which you know you're certainly well aware of.
• 9:41
  SPEAKER_01: That was all about business results.
• 9:44
  SPEAKER_01: And I would say when we're interviewing folks, certainly their ability to deliver on their commitments and do the say things they say they're gonna do is important.
• 9:53
  SPEAKER_01: But I think the things that are just important to us is, you know, how are they gonna be able to lead and influence a team or how are they going to engage with customers?
• 10:02
  SPEAKER_01: And you know, what are their what are their key attributes that are really going to enhance our brand become super important.
• 10:12
  SPEAKER_01: Um, and so as we've been partnering with businesses, we've been very fortunate to have a tremendous number of people joining the organization through those partnerships that value the same things that we do.
• 10:25
  SPEAKER_01: And in most instances, they've wanted to do what they're doing and take it even further.
• 10:30
  SPEAKER_01: They just you haven't had whatever it may be, one or two things that were required in order to do that.
• 10:35
  SPEAKER_01: Maybe it was capital, maybe it was a little bit uh free time, uh, you know, who knows what it is, but uh you know, now they're able to and and they're able to run and do you know the things that they know genuinely are gonna enhance customer outcomes and then you know drive customer attention, all the things that you know we care about on the back end.
• 10:54
  SPEAKER_00: Yeah, so tell tell me about about that, because I know you've you've been able to acquire multiple you know companies in in multiple locations.
• 11:01
  SPEAKER_00: What what are some of the benefits somebody would receive?
• 11:04
  SPEAKER_00: Uh and you've you've spoken to a little bit, right?
• 11:07
  SPEAKER_00: If I'm if I'm a single owner, I've only got so many resources, I've only got so much time, so much energy, and and the the idea of growing beyond where I'm at may just seem overwhelming.
• 11:19
  SPEAKER_00: So what what is it that you bring to that party?
• 11:22
  SPEAKER_01: Well, I guess you know, a quick uh shout out to all of the small and medium business owners out there.
• 11:30
  SPEAKER_01: I mean, it's it's a gauntlet each and every day.
• 11:33
  SPEAKER_01: You're you're responsible for it all.
• 11:36
  SPEAKER_01: And you know, oftentimes, even though it's a small industry, you know, we're forced to make decisions in a vacuum because we don't have access to you know, a tremendous wealth of knowledge on how to handle the things that are outside of our core competencies, which is elevators.
• 11:51
  SPEAKER_01: And so, you know, I think there's a tremendous amount of opportunity.
• 11:55
  SPEAKER_01: I would say the answer to your question is it really depends on what things the business feels like they really need.
• 12:02
  SPEAKER_01: But one of the most resounding, call it recurring things that I hear from people is if I just had more time.
• 12:09
  SPEAKER_01: And there's a tremendous amount of things that are called vying for folks' time and attention, but a lot of the back office stuff seems to be, you know, in most instances, the thing that chews up the most time, whether it's call it the HR-related things, insurance, payroll, I don't know, what else, taxes, accounting, finance.
• 12:29
  SPEAKER_01: Yeah, like you know, that's receivable.
• 12:31
  SPEAKER_01: I mean, yeah, it's a tremendous amount of time.
• 12:34
  SPEAKER_01: And and you know, when you start a company, you're always excited about call it the the frontline business and and excelling perhaps in the field.
• 12:42
  SPEAKER_01: You do you forget that you have to you have to manage your books and find insurance and do kind of all the behind-the-scenes blocking and tackling.
• 12:50
  SPEAKER_01: But you know, that stuff just comes right off of folks' plate on day one, and if if they so choose, and and we are able to really help them navigate that.
• 12:58
  SPEAKER_01: So, you know, that frees them up.
• 13:00
  SPEAKER_01: And then I think really it comes down to everything from technology tools, if in instance where they need systems or they want systems, uh, which really enables them to have a better understanding of the business, which everybody says I don't need that stuff, and then they see kind of how it works and like wow, I wish I would have had that forever ago.
• 13:20
  SPEAKER_01: Um but you know, I think those are things and and really kind of going back to the that supply chain component and and commercial growth.
• 13:27
  SPEAKER_01: It's you know, supplier management has been mission critical, especially through this post-COVID or COVID period and making sure you're managing your projects properly and managing your supplier relations properly.
• 13:37
  SPEAKER_01: You know, I think for a long time, not just in our industry, but just in industry in general, there was this uh procurement person uh LinkedIn profile that you know blatantly say, I'll save you 20 to 25 percent no matter what.
• 13:50
  SPEAKER_01: And that was their link to fame and at all costs.
• 13:52
  SPEAKER_01: But you know, I think there's a better way to do it than just brute force, and it's really by driving connectivity with your suppliers and building relationships and having strategic backup plans uh across different component or subassembly type type processes, but uh you know that's not something you can do if you're running a small business without you know a whole lot of help.
• 14:14
  SPEAKER_00: Right.
• 14:14
  SPEAKER_00: And like you say, time that you just don't have.
• 14:17
  SPEAKER_00: So whether it's new systems, I mean, one of the things as a as a small business owner myself, it's like, hey, you can do you know this and this and add AI, you know, interfaces.
• 14:26
  SPEAKER_00: And I'm like, okay, just the time to research it.
• 14:29
  SPEAKER_00: You know, I don't even have time to think about it a lot of times.
• 14:32
  SPEAKER_00: And so yeah, yeah, I I can hear that uh echoing uh across, you know, a business owner that wow, if you can just take that off my mind and off my plate and do that and just allow me to to run my business the way I I enjoy running it, then yeah, that's compelling.
• 14:48
  SPEAKER_00: And is how would you how would you describe kind of the the partnership uh opportunity?
• 14:53
  SPEAKER_00: Is it is it excuse me, is it essentially that you um you know, hey business owner, you're you're running your business and uh we're kind of taking the back end, or what describe that to me a little bit?
• 15:04
  SPEAKER_01: I mean, I think the answer is we have a significant amount of flexibility.
• 15:08
  SPEAKER_01: I think if you you know you start with the end in mind with look, our mission is to be the elevator company of choice in every market that we serve.
• 15:19
  SPEAKER_01: And when there's people we see uh that are super close to being that company, but they just need a little bit of a catalyst or a little bit of an infusion of whatever it is, that subject matter expertise on whatever it is, artificial general intelligence or systems or tooling, or perhaps a little bit of capital to kickstart a portion of their business.
• 15:42
  SPEAKER_01: Uh, you know, those things come into play.
• 15:44
  SPEAKER_01: I think there's also because of just the nature of the aging population in the markets that we're operating in today, there's a considerable amount of growth and an influx of people from the north to the southern swath of the United States.
• 15:57
  SPEAKER_01: And so business has been significant, call it post-COVID, uh, just based on population flows and population trends.
• 16:05
  SPEAKER_01: And even if you know you had a sleepy business, regardless of industry, you've seen probably a significant surge.
• 16:12
  SPEAKER_01: And that influx of business, whether you were hunting for it or not, uh, you know, comes with a whole lot of other challenges.
• 16:19
  SPEAKER_01: And so while your business may have been good and you're able to manage call it the volume in the day-to-day with an ad hoc process or without call it some of that rigor, you know, today if your business is two, three, four X, uh, whether that be on any business line, it becomes incredibly difficult to manage.
• 16:37
  SPEAKER_01: Um, and a lot of people don't feel comfortable and they struggle and and they really need help.
• 16:42
  SPEAKER_01: And so, you know, I think there's a tremendous amount of opportunities.
• 16:45
  SPEAKER_01: And I think you also see people that say, you know, geez, I I see other organizations around me having wild success and I don't know how they're doing it.
• 16:55
  SPEAKER_01: I'm either getting later in my career and I want to make sure that I set up my team for success upon, you know, my exit into retirement in whatever time frame.
• 17:04
  SPEAKER_01: And or you see people earlier middle in their career where they say, geez, you know, I'd really like to get that infusion of expertise and knowledge and skill and ability.
• 17:12
  SPEAKER_01: But regardless of the reason, I think it all is truly a partnership.
• 17:15
  SPEAKER_01: And I go back to you know what I said earlier, you got to get a little vulnerable through that process.
• 17:20
  SPEAKER_01: And I think you have to on both sides of that discussion.
• 17:24
  SPEAKER_01: And, you know, I always like to share exactly what we've talked about, why we do this.
• 17:29
  SPEAKER_01: And, you know, I think the folks that, you know, genuinely have have bought into that are the ones that we've partnered with.
• 17:35
  SPEAKER_01: And it's not just about making a quick buck, it's about delivering on our commitments and taking care of our people and making sure everybody gets home safe.
• 17:43
  SPEAKER_01: And even if that means we got to spend more money in order to do that.
• 17:46
  SPEAKER_01: Uh and so, you know, I think it's it's exciting to see and it it's refreshing, I think.
• 17:52
  SPEAKER_01: Certainly um for a lot of people probably to hear that you know, that does exist.
• 17:56
  SPEAKER_01: And when you're who operating that small business environment, you probably don't hear that message very often outside of maybe the four walls of the road.
• 18:04
  SPEAKER_00: Right.
• 18:04
  SPEAKER_00: Well, well, when I hear you talking about you know partnership, that's it's different in my mind from you know, I just hear people, well, I think they're gonna sell and I'm gonna have to jump ship, right?
• 18:13
  SPEAKER_00: There's there's a sphere, I think, uh, in a lot of people's minds of what does this mean?
• 18:18
  SPEAKER_00: Is that is this gonna destroy our little family that we've created?
• 18:21
  SPEAKER_00: And and am I gonna be able to trust my boss?
• 18:23
  SPEAKER_00: And so um, how how has I dunno what what's kind of the um because again, I guess back to the partnership word, right?
• 18:31
  SPEAKER_00: If the owner stays on, but he now has time to to mentor.
• 18:35
  SPEAKER_00: Talk to me a little bit through how you address yeah that that fear.
• 18:40
  SPEAKER_01: Yeah, I think you have to have those conversations well before you would ever even consider saying, hey, we'd we'd like to perhaps partner.
• 18:48
  SPEAKER_01: And uh, you know, like that's that vulnerable thing where you have to have honest and open and transparent conversations.
• 18:53
  SPEAKER_01: And I love to joke about a little bit in that period.
• 18:57
  SPEAKER_01: We say, you know, when we get on the other side of this, we want to make sure we still like each other and that we're we want to have fun and do these things together because you know, the worst thing can happen is everybody ends on the other side of it and everybody's super salty about one thing or another.
• 19:11
  SPEAKER_01: And, you know, the only way you combat that is having that super transparent communication and and you have those tough conversations at a time about you know, what is it specifically that you genuinely enjoy doing and what do you want to make sure you continue to do um as we go forward and you know what's really bogging you down and challenging you from a time and retention perspective?
• 19:30
  SPEAKER_01: And if we could do these three things, you know, geez, would you be able to be this far ahead?
• 19:35
  SPEAKER_01: And more often than not, people say, wow, that would be amazing.
• 19:38
  SPEAKER_01: And you know, we put a plan in place well before we'd ever get to that point.
• 19:42
  SPEAKER_01: Um, and that's really you know been exciting.
• 19:45
  SPEAKER_01: And you know, you say, what's one of the most call it exciting things on a day-to-day for me?
• 19:50
  SPEAKER_01: I think it's watching people's careers you really take off and see them learn and grow and and and maximize their potential is probably the first thing.
• 20:00
  SPEAKER_01: But the second is really helping folks call it all along the journey.
• 20:04
  SPEAKER_01: Because, like I said, I think you know, the business is the business and it'll be successful if you do call what we're we're talking about here, the fundamental building blocks of how you run a successful business.
• 20:15
  SPEAKER_01: And that doesn't mean you won't have challenges, but if you do those more often than not, things turn out pretty darn good.
• 20:20
  SPEAKER_01: Um, but I think it really comes down to the people, um, especially in our industry.
• 20:24
  SPEAKER_01: And so, you know, those relationships and the fact that the the folks that are working in the field or perhaps in the office have been reporting to them for quite some time, and then you have, you know, myself or someone else come in that's an unknown quantity, perhaps, you know, that can be a little scary.
• 20:40
  SPEAKER_01: I like to joke and say I'm 175 pounds soaking wet.
• 20:43
  SPEAKER_01: I don't know how much damage I really can do here, guys.
• 20:46
  SPEAKER_01: But uh, you know, I'll I'll try my best.
• 20:48
  SPEAKER_01: And you know, we always have a good laugh about that.
• 20:50
  SPEAKER_01: But at the end of the day, it's it's truly a partnership and you have to talk through those things.
• 20:54
  SPEAKER_00: Yeah, and I think it's it I think it's super valuable to to have that, like you say, get vulnerable, have that very open conversation.
• 21:02
  SPEAKER_00: You know, here's what we're about, you know, it lines up, great.
• 21:05
  SPEAKER_00: If it doesn't, great.
• 21:06
  SPEAKER_00: I mean, you you told me some time ago that the a lot of a lot of these partnerships, they'll you know, reinvest back in the company, stay with the company.
• 21:14
  SPEAKER_00: Um, and in that way, and I think that's what you were speaking to a minute ago about, you know, watch their career blossom, grow.
• 21:20
  SPEAKER_00: They're now part of something bigger with some skin in the game.
• 21:23
  SPEAKER_00: And uh let's let's yeah, yeah.
• 21:26
  SPEAKER_01: I mean, like look, it's uh I think alignment on outcomes and the common goal really helps accelerate the partnership.
• 21:35
  SPEAKER_01: Um and we're we're very fortunate um to have partnered with Gage Capital, a fantastic firm out of Dallas, unbelievable group of people have provided a tremendous amount of insight and really support the business.
• 21:51
  SPEAKER_01: They're business operators in and of themselves, and that's part of their core DNA, which is perhaps a little bit different than you know many organizations that operate.
• 22:00
  SPEAKER_01: Their in their space.
• 22:01
  SPEAKER_01: But you know, they ask the questions about you know how is that going to impact the business in the long term?
• 22:06
  SPEAKER_01: And is that the right thing for the customer?
• 22:08
  SPEAKER_01: And let's make sure we're taking care of our people if we're going to make these decisions in one way or another.
• 22:12
  SPEAKER_01: And when you have that type of relationship and support, you know, the world becomes your oyster.
• 22:18
  SPEAKER_01: Um, and you know, that really translates all the way through that process of you know potential partnership.
• 22:24
  SPEAKER_01: Um, and so, you know, the compensation component or the reinvestment component is is by no means a requirement.
• 22:30
  SPEAKER_01: But more often than not, when we sit down and we have you know a conversation a little bit different than this one, but you know, some of the same merits are discussed, um, you find people certainly leaning in um and really wanting to get on board because they see you know the opportunity with the business and they know what their people are capable of with perhaps a little bit of enhanced uh you know tools or or techniques.
• 22:54
  SPEAKER_00: Yeah.
• 22:54
  SPEAKER_00: So you know, we've talked about time, but how how would you say you help companies you know scale, grow?
• 23:01
  SPEAKER_00: And what are what are some of the you know, some of the uh I guess the uh additional maybe tools you you provide that that if you don't have as a small business owner, you you might be left behind.
• 23:13
  SPEAKER_01: Yeah.
• 23:14
  SPEAKER_01: I guess uh without giving away the form on call it the theory method and madness and how to wildly scale a company, um, you know, I think every company has a little bit of a different DNA.
• 23:25
  SPEAKER_01: And I think it really comes from who that founder was.
• 23:26
  SPEAKER_01: Did they did they come from the field and and they have a much stronger or robust technical skill set where you know perhaps the the finance components or the commercial growth strategy components is was kind of a secondary or learned trait kind of later on through that process.
• 23:41
  SPEAKER_01: And so it really comes down to what's the DNA and the core competencies of the business.
• 23:45
  SPEAKER_01: And what you see is there's some incredibly savvy companies out there that, you know, have either hired for that skill set or had someone else that has joined um as a part of their respective organization.
• 23:57
  SPEAKER_01: But uh the technology components right now are are moving at light speed.
• 24:02
  SPEAKER_01: Uh and everything from, you know, you had mentioned AI for a small business over it's daunting, and the ability to evaluate, call it outbound or digital tools has been, you know, constantly evolving space.
• 24:15
  SPEAKER_01: I think anybody in call it a decision-making capacity has feels like they've been inundated or bombarded with people kind of doing cold outreach or knocking on doors.
• 24:25
  SPEAKER_01: And, you know, those those are very challenging ways to grow a partnership or a business with a customer.
• 24:31
  SPEAKER_01: Um, and so you know, you have to get really creative.
• 24:34
  SPEAKER_01: Um, and every market's a little unique.
• 24:36
  SPEAKER_01: And what would work on call it the East Coast maybe wasn't going to work the same way on the West Coast.
• 24:40
  SPEAKER_01: And so it has to be very focused.
• 24:42
  SPEAKER_01: Um, but you really would sit down and and just like you would a long, long time ago, say, what is it that these customers truly care about?
• 24:50
  SPEAKER_01: And how how can we partner with them to win?
• 24:52
  SPEAKER_01: Just like we partnered with potentially these folks.
• 24:55
  SPEAKER_01: I mean, it's really a recurring theme, um, that you have mutually beneficial outcomes.
• 25:00
  SPEAKER_01: Uh, there's certainly a value to the service that you know elevator companies provide.
• 25:06
  SPEAKER_01: And oftentimes it's really hard to articulate that as you know, you've seen that attempt for commoditization, uh trying to call it all um professional building or professional um construction trades.
• 25:20
  SPEAKER_01: And so, you know, it it's uh it's one part storyteller and two taking credit for the hard work and the successes that you're having and leveraging, you know, the people that do truly value uh what you've been able to do, I guess at a super high level.
• 25:34
  SPEAKER_00: Yeah, yeah, yeah.
• 25:35
  SPEAKER_00: Thank you.
• 25:36
  SPEAKER_00: And and I I understand you can't you know give away the secret sauce per se, but but I do see uh especially as as small business owners, you know, there's there's a lot of like I say, competing technologies, there's new new ways to to leverage your offering or make you more uh uh make you more uh efficient in in what you are offering so that you're you're staying you know competitive in the market.
• 25:59
  SPEAKER_00: So um very cool, very cool.
• 26:01
  SPEAKER_00: Well, um we're about out of time.
• 26:03
  SPEAKER_00: So I wanted to just ask you what um I guess just give me maybe some words of wisdom for that you want to share with stakeholders holders in the industry, you know, uh something maybe that you're you're witnessing in in your experience.
• 26:19
  SPEAKER_01: Yeah, uh you can take that in a lot of different directions, I guess.
• 26:23
  SPEAKER_01: But you know, I I guess a couple of things that really come to mind are are one, uh don't be scared to invest in yourself, whether that's from a learning perspective or like we talked about, taking on roles that enhance your ability for perhaps the future.
• 26:37
  SPEAKER_01: I think, you know, the the second piece is uh like we talked about, you have to be having those honest, open, and candid conversations with those around you in order to really help navigate the day-to-day and to build trust and credibility with the folks that are either sitting alongside of you above you, or or perhaps if you have the privilege of leading them on a day-to-day basis.
• 26:58
  SPEAKER_01: And, you know, I think really the third thing is it isn't um, you know, just about sales or customer experience, about operations.
• 27:06
  SPEAKER_01: It truly comes down to the interrelatedness of all of the disciplines within a core business.
• 27:12
  SPEAKER_01: And so, you know, when you talk about how do you grow and scale a business, you know, you the first tendency is to talk about how you grow and scale a business from a tactical sales execution standpoint.
• 27:22
  SPEAKER_01: But the reality is it's really all the things that are standing behind that process that are mission critical, just as much as you know, the day-to-day tasks of a person in a selling capacity.
• 27:33
  SPEAKER_01: And so, you know, it really comes down to what is the proper way to grow and scale the business in each and every one of the disciplines within the respective business.
• 27:42
  SPEAKER_01: And I think that is truly the challenge.
• 27:44
  SPEAKER_01: And based on your your DNA and you know, where you came up in the ranks, uh, you know, those things perhaps are in your blind spots.
• 27:51
  SPEAKER_01: And so I would say that that kind of last piece is you have to figure out ability to be able to see in your blind spots, which is incredibly difficult, which goes back to the people and the people around you and having that vulnerable process to get a better appreciation for where you can improve.
• 28:05
  SPEAKER_01: So thank you.
• 28:06
  SPEAKER_00: Yeah, absolutely.
• 28:07
  SPEAKER_00: You know, if you've got the if you got the team you can trust and they can help you see those those blind spots, then uh there's there's nothing you you can't get through as a team.
• 28:15
  SPEAKER_00: So yeah, awesome.
• 28:17
  SPEAKER_00: Ed, thank you so much for being with me today.
• 28:18
  SPEAKER_01: Yeah, thanks, Matt.
• 28:19
  SPEAKER_01: It was fun.
• 28:20
  SPEAKER_00: Thank you.
• 28:21
  SPEAKER_00: I appreciate it and uh wish you the best as you continue to build the business.
• 28:25
  SPEAKER_00: Thanks.
• 28:26
  SPEAKER_00: Thank you.
• 28:26
  SPEAKER_00: Thank you for listening to the Elevator Careers Podcast, sponsored by the All Red Group, a leader in elevator industry recruiting.
• 28:34
  SPEAKER_00: You can check us out online at elevatorcareers.net.
• 28:38
  SPEAKER_00: Please subscribe, and until next time, stay safe.