Latest / The Elevator Careers Podcast / Learn the Business! Building a Career in the Elevator Industry | Ray Miller

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Learn the Business! Building a Career in the Elevator Industry | Ray Miller · The Elevator Careers Podcast

• 0:00
  SPEAKER_01: Learn business.
• 0:01
  SPEAKER_01: Don't just focus on exclusively what your current job title says.
• 0:06
  SPEAKER_01: Make it a point to get out there and pick up on whatever it is that that could benefit you.
• 0:14
  SPEAKER_00: Hello, and welcome to the Elevator Careers Podcast, sponsored by the Allred Group.
• 0:20
  SPEAKER_00: I am your host, Matt Allred.
• 0:22
  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.
• 0:37
  SPEAKER_00: Today our guest is Ray Miller, Business Development Manager for Elevators with Schmersal, USA and Canada.
• 0:44
  SPEAKER_00: Ray started his career with Southern Elevator and Electric Supply, also known as CEES, in Fort Lauderdale, Florida in 2008.
• 0:52
  SPEAKER_00: In 2009, Ray moved to Los Angeles to take on a promotion with CES, and shortly thereafter, he took on the role of sales and operations manager with Draca Elevator.
• 1:01
  SPEAKER_00: Ray has been in the industry for 16 years and loves the nuances of working with elevators.
• 1:06
  SPEAKER_00: He loves the fact that there is always something new to learn, and he plans to stay with elevators for the rest of his career.
• 1:12
  SPEAKER_00: Ray, welcome to the show.
• 1:14
  SPEAKER_01: Thank you, sir.
• 1:15
  SPEAKER_01: Nice to be with you, Matt.
• 1:17
  SPEAKER_00: Yeah, it's good to see you again.
• 1:18
  SPEAKER_00: It was uh good to meet you in person at the NAEC conference, and uh I've enjoyed our conversations along the way.
• 1:25
  SPEAKER_00: So it's good to be able to talk a little bit more with you today.
• 1:27
  SPEAKER_00: And uh Ray, the the question I always like to start with is just tell me how you got started in the elevator industry.
• 1:36
  SPEAKER_01: Yeah, yeah.
• 1:37
  SPEAKER_01: Um, let's see.
• 1:38
  SPEAKER_01: Straight out of college, I studied uh business, uh business management and psychology at Florida State.
• 1:45
  SPEAKER_01: Okay.
• 1:46
  SPEAKER_01: So um graduated college back in 2007, going into uh an economic downturn.
• 1:54
  SPEAKER_01: So was bartending still, just trying to uh find a real job, and um was down in uh living in Fort Lauderdale and just remember applying to some job posting on I think it was like monster.com and uh it was an elevator industry job.
• 2:14
  SPEAKER_01: I think it was like an accounts payable job, and uh stood out to me.
• 2:20
  SPEAKER_01: It definitely uh stood out to me.
• 2:23
  SPEAKER_01: But the next morning I I got a phone call from uh David Seleznik and um same day went in for an interview and walked out with a job.
• 2:32
  SPEAKER_01: Um again, I was just looking to get a real job, stop bartending, and uh really had no experience.
• 2:41
  SPEAKER_01: And uh David and I talked and uh I mean he laughed, he he straight up told me I had no experience in the uh accounts payable realm.
• 2:53
  SPEAKER_01: And um, but he offered me a job in customer service, and um I was just looking to get my foot in the door.
• 3:01
  SPEAKER_01: So it all started there.
• 3:03
  SPEAKER_01: And um soon thereafter, um, David offered me the chance to move out to the West Coast, um, gave me a promotion to become the West Coast sales manager.
• 3:13
  SPEAKER_00: You said you said we'd soon how how long had you been there when he said, Hey, you want to move to California?
• 3:17
  SPEAKER_01: Yeah, yeah, it actually came up during the job interview.
• 3:20
  SPEAKER_01: Oh my god.
• 3:21
  SPEAKER_01: Of course, my ears perked up.
• 3:22
  SPEAKER_01: A young single guy, I knew I wanted to get away from Florida, spent most of my life here in Florida.
• 3:28
  SPEAKER_01: I knew I wanted to do something different.
• 3:30
  SPEAKER_01: So when he mentioned the uh the potential of uh assuming I proved myself and and proved myself uh capable of taking on the position, um, that uh so I think it came up during the job interview, but it was probably maybe a year and a half after, uh maybe 15 months um after I started with the company.
• 3:51
  SPEAKER_01: So 24 years old, packed up and moved out to Los Angeles and um stayed with the company about one more year after that.
• 4:00
  SPEAKER_01: Eventually I I did jump over to uh Draca Elevator and spent the next 11 years with them.
• 4:07
  SPEAKER_01: But forever indebted to David Selesnik and Rich and the family over at C's.
• 4:13
  SPEAKER_01: I still consider them good friends.
• 4:16
  SPEAKER_01: Really, David and Rich are like big brothers.
• 4:18
  SPEAKER_01: So um a lot of gratitude to them just for taking a chance on a young guy and and uh yeah.
• 4:27
  SPEAKER_00: Yeah, yeah.
• 4:27
  SPEAKER_00: No, it's and it sounds like they yeah, kind of really mentored you in you know, in your job, in in this industry.
• 4:34
  SPEAKER_00: Um, when did things really click that you're like, hey, I I like this industry and I think I'll I'll stick around.
• 4:42
  SPEAKER_01: It didn't take long, honestly.
• 4:43
  SPEAKER_01: I mean, it I I I realized I was in a special place um as soon as I joined Cs.
• 4:49
  SPEAKER_01: So they they've got a really cool operation, nice company culture.
• 4:53
  SPEAKER_01: Um, they they treat everybody well.
• 4:56
  SPEAKER_01: And um just to get me up to speed, because of course the first couple months, maybe the first year, maybe two that you spend in this industry, you really don't know what you're talking about.
• 5:07
  SPEAKER_01: Um, there's there's a uh a learning curve.
• 5:10
  SPEAKER_01: And um, so just to get me up to speed, they put me at the will call counter.
• 5:15
  SPEAKER_01: And so when mechanics came in to pick up parts, it was me that they were talking to, unfortunately for them.
• 5:21
  SPEAKER_00: But I'm just thinking, I'm just envisioning the the mechanics right trying to tell you what the part is.
• 5:25
  SPEAKER_00: I have no idea what you're talking about.
• 5:27
  SPEAKER_01: Exactly, exactly.
• 5:28
  SPEAKER_01: But those guys definitely know what they're talking about.
• 5:31
  SPEAKER_01: I had plenty of support at C's, I could always go ask a question, and mechanics are typically willing to uh teach you, right?
• 5:40
  SPEAKER_01: To to impart some knowledge on you.
• 5:42
  SPEAKER_01: So um spent quite a bit of time just working that wool call counter, um, taking phone calls, figuring it out.
• 5:50
  SPEAKER_01: I mean, if you've seen the C's catalog, it's probably 600 pages.
• 5:53
  SPEAKER_01: It's the Bible of the uh the elevator industry here in North America.
• 5:58
  SPEAKER_01: So uh there is definitely a lot to learn.
• 6:01
  SPEAKER_01: But um yeah, I would say soon after joining C's, I I realized this is definitely something I could do.
• 6:08
  SPEAKER_01: And if I could get up to speed with all the nuances of this industry, that there's potentially a future in it for me.
• 6:18
  SPEAKER_01: And 16 years later, I I can definitely say there was a future in it for me, and never say never, but uh I have no desires to go off and do something else.
• 6:33
  SPEAKER_01: I I think I found my niche, and if all goes as planned, I I think I'll be in this industry for a few decades to come, at least.
• 6:41
  SPEAKER_00: That's awesome.
• 6:42
  SPEAKER_00: That's awesome.
• 6:42
  SPEAKER_00: So uh help me define that just a little bit.
• 6:44
  SPEAKER_00: What is it?
• 6:46
  SPEAKER_00: Because I talk to people all the time that you know, and you and you know them, right?
• 6:50
  SPEAKER_00: Come and and just want to stay in the industry.
• 6:52
  SPEAKER_00: What uh what do you think it is that uh makes the elevator industry special that that keeps people in it, that keeps people coming back to it when you know sometimes they leave and it's like, man, I I miss it.
• 7:03
  SPEAKER_00: What did they what did I miss?
• 7:06
  SPEAKER_01: Huh?
• 7:06
  SPEAKER_01: Oh, good question.
• 7:08
  SPEAKER_01: I would say it sounds silly on the surface, but I I've always said that if you can have an intelligent conversation about elevators, about escalators, uh that there is job security in this industry.
• 7:22
  SPEAKER_01: It's not something an outsider can step into and be effective from day one.
• 7:29
  SPEAKER_01: Um so really, I mean, I think when you've invested time in this industry and spent the time to get up to speed with whatever niche within this niche industry you've you've decided to focus on, when you spend the time to perfect your craft and and really get the knowledge, um it would it almost seems like it would be a waste to uh just un unless you hate it, but um it it seems like it would be a waste to just jump ship and abandon everything I've learned.
• 8:08
  SPEAKER_01: And um despite the fact that there's I mean it's a it's a big industry.
• 8:15
  SPEAKER_01: Elevators are ubiquitous, we use them every day, but nobody puts much thought into them, and um so there's so many just so many realms that you can decide to focus on.
• 8:33
  SPEAKER_01: Uh of course I'm on the supplier side of things, but I see people doing extremely well on on the uh contractor side of things, and there are just so many different nuances and just uh once you've developed a skill set, I mean, really it it seems wasteful to to go on and just do something um to just abandon it.
• 8:58
  SPEAKER_01: But I mean the people definitely help.
• 9:00
  SPEAKER_01: I mean, that generally speaking, it it's good people.
• 9:05
  SPEAKER_01: Um as a uh supplier, I mean, I've got to go out and and and speak with all different kinds of people.
• 9:14
  SPEAKER_01: And it's um you you meet new people every day, and and typically you're you're you're you're working with good people, and and that definitely keeps you coming back.
• 9:25
  SPEAKER_01: But I mean, job security really, I mean, at the end of the day, I I let's let's be honest, job security.
• 9:31
  SPEAKER_01: If you if you know what you're talking about, you can find a there's value, a job in this industry.
• 9:37
  SPEAKER_00: Once once you've learned it, right?
• 9:38
  SPEAKER_00: It's like, hey, 15 other companies aligning up to to hire you if you you know get laid off, for example, because hey, we we need that skill set, we need that knowledge.
• 9:47
  SPEAKER_01: Yeah, exactly, exactly.
• 9:48
  SPEAKER_01: And I mean it it's a big industry, um, but a relative, relatively small number of companies competing in this industry, but it it's there's quite a bit of spend.
• 10:01
  SPEAKER_01: Um, the the transactions are typically high value transactions.
• 10:05
  SPEAKER_01: Elevators are not cheap.
• 10:07
  SPEAKER_01: So um it's not that it's not so cutthroat that you've got 20 other companies uh selling what you're what you're selling.
• 10:15
  SPEAKER_01: There's definitely competition and you've got to find ways to stand out against the competition.
• 10:21
  SPEAKER_00: You you mentioned you were excited to go to California.
• 10:24
  SPEAKER_00: Um what what were what was kind of drawing you that way?
• 10:27
  SPEAKER_00: Like you said, just maybe get out and explore, get away from home, meet some new people.
• 10:33
  SPEAKER_01: Yeah, yeah, definitely.
• 10:35
  SPEAKER_01: Uh definitely wanted to get away from home, like I said.
• 10:37
  SPEAKER_01: Um, wanted to, I knew Tampa would be here with open arms.
• 10:41
  SPEAKER_01: If I ever failed and fell flat on my face, I I knew Tampa would be here with open arms.
• 10:46
  SPEAKER_01: Most of my friends stayed here.
• 10:47
  SPEAKER_01: Nothing wrong with it.
• 10:48
  SPEAKER_01: Tampa's a great city, but I knew I wanted to get away.
• 10:51
  SPEAKER_01: I wanted to see the world.
• 10:53
  SPEAKER_01: Um, didn't come from much, never had the opportunity to travel much when I was younger.
• 10:58
  SPEAKER_01: So I knew I wanted to get away and see some things.
• 11:01
  SPEAKER_01: And uh Los Angeles, it it wasn't necessarily on my list.
• 11:06
  SPEAKER_01: I wanted a big city, but um when the West Coast position opened up, I uh I of course jumped at it and uh it was fantastic.
• 11:16
  SPEAKER_01: I I'm honestly I moved back to uh uh Tampa.
• 11:20
  SPEAKER_01: Uh my wife and I are both from here, so it just made sense around the time of the pandemic.
• 11:25
  SPEAKER_01: But honestly, I miss California every day.
• 11:28
  SPEAKER_00: I see the surfboard, right?
• 11:29
  SPEAKER_00: I mean, you learn how to surf.
• 11:31
  SPEAKER_00: I mean, a little bit of jealousy here, I confess, but um that's I think that's that was my passion.
• 11:37
  SPEAKER_00: That was my passion.
• 11:38
  SPEAKER_01: That that honestly, that's all I miss.
• 11:40
  SPEAKER_01: Um, was the surfing.
• 11:42
  SPEAKER_01: Uh became a uh after work, um on the weekends.
• 11:47
  SPEAKER_01: I mean, we were we were beach bums.
• 11:50
  SPEAKER_01: Um would wake up before the sun came up to try to surf before work, get a uh a session in at first light, and uh after work, if if the wind hadn't destroyed the waves, and we'd try to get out then also.
• 12:06
  SPEAKER_01: So honestly, that was my passion.
• 12:08
  SPEAKER_01: It it's there's no better way to relax, get away from all the stresses of the day, whatever is on your mind when you're out there surfing, it's the furthest thing from yeah.
• 12:23
  SPEAKER_01: So that's honestly all I miss about it.
• 12:26
  SPEAKER_01: Um so uh super expensive to live though.
• 12:30
  SPEAKER_01: And I at some point, um, my wife and I just we we just made the move to come back.
• 12:36
  SPEAKER_01: Well, net a family, be able to afford a house, and uh, but then honestly, Tampa got expensive too.
• 12:42
  SPEAKER_01: The past couple of years, I mean, we we've all heard it.
• 12:45
  SPEAKER_01: Uh everything's gotten expensive.
• 12:47
  SPEAKER_01: So um a part of me wishes I would have stayed, but our family's here, and with uh a little baby now, it it's nice to have family around, have some support.
• 12:58
  SPEAKER_00: Absolutely.
• 12:59
  SPEAKER_01: And uh yeah, yeah.
• 13:00
  SPEAKER_01: So we're happy to be back.
• 13:02
  SPEAKER_01: But if uh if the opportunity presents itself, perhaps you'll find me on the West Coast again.
• 13:08
  SPEAKER_00: Yeah, exactly.
• 13:09
  SPEAKER_00: Look at look just beyond the the sand, right?
• 13:11
  SPEAKER_00: You'll see you out in the water.
• 13:13
  SPEAKER_01: Exactly.
• 13:14
  SPEAKER_01: If you can't find me, I'm probably surfing.
• 13:16
  SPEAKER_00: Right.
• 13:17
  SPEAKER_00: Well, and then one of the things that I think is really neat about the elevator industry is because of the skill set, the knowledge that you talked about earlier, there are opportunities, and and and I see it all the time as a recruiter that, hey, this is in Seattle.
• 13:31
  SPEAKER_00: Oh, hey, this is in DC, hey, this is in Boston, you know, and so I see a lot of people who are career-minded taking those opportunities and you know, moving to Southern California, spending a few years, and then boom, we're back to Kansas or we're back to Florida or wherever.
• 13:45
  SPEAKER_00: So um, yeah, wherever those skills and those opportunities take you, there's there's usually opportunities to go if you want them.
• 13:54
  SPEAKER_01: Absolutely.
• 13:55
  SPEAKER_01: And if you're a young person, I'd highly suggest taking advantage of that opportunity.
• 14:01
  SPEAKER_01: It might not be Los Angeles, it might be uh someplace else, but um get out and and see something different.
• 14:09
  SPEAKER_01: Uh just expand your horizons.
• 14:12
  SPEAKER_01: Don't don't get so comfortable in your current situation.
• 14:17
  SPEAKER_01: And then, like I said, I mean, your hometown is always going to be there with open arms, your buddies will always be there to welcome you back.
• 14:25
  SPEAKER_01: Uh, so but but take that opportunity.
• 14:29
  SPEAKER_01: And if you fall flat on your face, so be it.
• 14:31
  SPEAKER_01: At least you you you did it, you attempted it, and uh no doubt you'll you'll come back a better person from it.
• 14:40
  SPEAKER_01: But if if if you never take that opportunity to uh step outside of your comfort zone, then you're gonna live a sheltered life.
• 14:49
  SPEAKER_01: And um it's not for everybody.
• 14:51
  SPEAKER_01: I I certainly uh appreciate that.
• 14:54
  SPEAKER_01: But I would highly recommend if the opportunity comes up, just raise your hand and say, Hey, I'll go.
• 15:01
  SPEAKER_01: Sure.
• 15:02
  SPEAKER_01: And uh of course it's easier when you're young, single, no kids, but um but even if it comes later, life is short.
• 15:11
  SPEAKER_01: So that that that's always always take some risks.
• 15:14
  SPEAKER_00: I hear you saying, yeah.
• 15:15
  SPEAKER_01: Okay, yeah, to take that chance.
• 15:17
  SPEAKER_00: So so let's bounce back to your story for a minute.
• 15:19
  SPEAKER_00: And and it sounds like about a year or so into your Southern California adventure, you you said, hey, let's let's jump to this Draka thing.
• 15:27
  SPEAKER_00: What what kind of compelled you to sign up for that?
• 15:31
  SPEAKER_01: Yeah, well, I mean, uh when I went out to Los Angeles, C's there was a pseudo partnership.
• 15:37
  SPEAKER_01: Um so Draca was providing the the warehouse to the office space.
• 15:42
  SPEAKER_01: C's was um using it um as a stocking distribution center.
• 15:47
  SPEAKER_01: So there was some I was familiar with Draca before I decided to jump ship.
• 15:53
  SPEAKER_01: Honestly, what took me over was just uh the opportunities for growth.
• 15:57
  SPEAKER_01: Um, I love C's, but it's a family-owned company, and there were gonna be limitations as to how high I could rise in that company.
• 16:06
  SPEAKER_00: Unless you can change your family or get adopted or something there maybe.
• 16:10
  SPEAKER_00: Exactly, exactly.
• 16:11
  SPEAKER_01: Take on the last name Fitzgerald.
• 16:13
  SPEAKER_01: Um, but um I I was well aware that there would be a limit to how far I could move up within the C's organization.
• 16:25
  SPEAKER_01: So I I I knew with Diracka, it's a huge multi-billion dollar corporation that there would be probably more opportunities to advance myself.
• 16:34
  SPEAKER_01: So when when the opportunity came up, I I um definitely had to think about it quite a bit.
• 16:40
  SPEAKER_01: Uh it was difficult to call David and let him know I was going to be leaving, but um he he was supportive the whole time and there was never any hard feelings about anything.
• 16:52
  SPEAKER_01: And uh I consider those those guys over there still very good friends.
• 16:58
  SPEAKER_01: Um and I David wanted what was best for me, and I I think he agreed at in that time that that that was a good opportunity from uh for me.
• 17:09
  SPEAKER_01: So um yeah, jumped over um initially, was really just inside sales, managing the operation, and um slowly began moving my way up within the uh Draca organization, eventually took over the West Coast as the uh West Coast sales manager, um, eventually became the senior sales manager for North America, and then um the opportunity came up to uh take over as the director of sales for North and South America, and uh of course I I jumped at the opportunity, despite the fact that it was I was probably unqualified at the time.
• 17:50
  SPEAKER_01: You should just just say yes.
• 17:52
  SPEAKER_01: Um a wise man once said, fake it till you make it.
• 17:56
  SPEAKER_01: But um sincerely appreciate Sterrett Lloyd, he's the uh president over at Standard now for taking the opportunity.
• 18:04
  SPEAKER_01: Uh taking taking it was it was a risk.
• 18:07
  SPEAKER_01: Um giving me North and South America.
• 18:11
  SPEAKER_01: I mean, it was north of a hundred million dollar territory.
• 18:13
  SPEAKER_01: So for a younger person.
• 18:15
  SPEAKER_00: Did you have to fly to Peru and Bolivia?
• 18:18
  SPEAKER_00: I mean, what did that look like?
• 18:19
  SPEAKER_00: I can't even imagine.
• 18:20
  SPEAKER_01: Yeah, yeah.
• 18:21
  SPEAKER_01: With uh with Draca, I was definitely traveling a lot.
• 18:24
  SPEAKER_01: Um uh yeah, a lot of business trips to Brazil, but um China, Turkey, I I got to go see, they were an Italian company at that point, so was going to Milan a couple times a year.
• 18:39
  SPEAKER_01: So that that that's one thing I will be eternally grateful for to the that organization for just giving me the chance to get out and see the world, get some stamps on my passport, because I I saw more places than most people will see in a lifetime just managing that uh sales for for that organization.
• 19:04
  SPEAKER_01: So it's um I was blessed to to have that opportunity come to me and uh eternally grateful for them taking a risk and and letting me do it.
• 19:17
  SPEAKER_01: And uh yeah, I mean it it's scary, honestly.
• 19:20
  SPEAKER_01: It's scary.
• 19:21
  SPEAKER_01: You're sitting down at meetings at that point.
• 19:23
  SPEAKER_01: I was in my early 30s, you're sitting down at meetings with uh executives, uh running multi-billion dollar corporations, the OEMs, the TKs and Otis's, and um high-level meetings with a lot at stake.
• 19:37
  SPEAKER_01: And uh, so for them to entrust that to me, I mean, it it it I learned so much that you can't you can't learn in a textbook or in school.
• 19:50
  SPEAKER_01: You really have to be there.
• 19:51
  SPEAKER_01: But um, you also, I mean, there's that imposter syndrome that uh you feel like uh uh do they know I'm one of these is not like the other, is what you're feeling, right?
• 20:01
  SPEAKER_01: Yeah, exactly, exactly.
• 20:03
  SPEAKER_01: I mean, do they do they know that uh like you sit down at the uh in the conference room and it's like, oh my god, do they they clearly uh they can see I'm younger and uh probably less qualified than them, and uh they're looking at you, and in the back of your mind, you're terrified because you somewhat feel like an imposter.
• 20:27
  SPEAKER_01: But um, after you do it for a while, you definitely get that confidence.
• 20:31
  SPEAKER_01: Uh you're representing an organization, so you can't you can't be scared, you can't uh give the house away.
• 20:37
  SPEAKER_01: You really have to um understand what you bring to the table and what your company is capable of offering.
• 20:45
  SPEAKER_01: And uh, I mean, there are some difficult meetings that we had to sit through, but um get it done, find a way to get it.
• 20:54
  SPEAKER_00: And I think uh what I hear you saying is is you know, you just lean into your fear, right?
• 20:57
  SPEAKER_00: You can't run away.
• 20:58
  SPEAKER_00: You you you you've just got to lean into it.
• 21:00
  SPEAKER_00: Uh and you said fake it till you make it earlier, but I think there's I I don't know.
• 21:06
  SPEAKER_00: I I don't I don't think it's faking it as much as just stepping into it.
• 21:09
  SPEAKER_00: Here here I am.
• 21:10
  SPEAKER_00: If I'm if I'm not, you know, learning, you know, understanding something, you know, maybe you can help me understand, right?
• 21:17
  SPEAKER_00: Teach me something or whatever.
• 21:18
  SPEAKER_00: But but I'm here to represent my company, I'm here to provide what you guys need.
• 21:22
  SPEAKER_00: I want to do my very best at it, even though I may, you know, feel a little fearful about it.
• 21:27
  SPEAKER_00: But as you lean into that fear, the the fear goes away.
• 21:31
  SPEAKER_01: Absolutely.
• 21:32
  SPEAKER_01: Yeah.
• 21:32
  SPEAKER_01: Everything you've uh worked on, everything you've studied, every everything you've done in your life, honestly, it's not just business school, it's not just uh previous work experience, it's really social skills and just absolutely everything you've done has led you to that point.
• 21:48
  SPEAKER_01: So you really have to have some confidence in yourself to uh to make some executive decisions on the spot.
• 21:56
  SPEAKER_01: And uh, but you also have to be conscious that you don't need to.
• 22:00
  SPEAKER_01: To make all the decisions right there at that table.
• 22:02
  SPEAKER_01: It's okay to say, I'm going to go back, discuss it with the team and get back to you.
• 22:10
  SPEAKER_01: You've got to give them confidence that you are the person they need to be speaking with.
• 22:19
  SPEAKER_01: This company that you represent is the right company to do business with, but you'd be mistaken to give off all the answers right then and there in that moment.
• 22:29
  SPEAKER_01: It's okay to go back and and and ponder it for a bit and discuss it with your team and come back and provide some alternatives.
• 22:38
  SPEAKER_01: So uh you also have to make sure, as important as it is to say the right things, you also have to be very conscious to know when to just shut your mouth and not say anything.
• 22:50
  SPEAKER_01: Sure.
• 22:50
  SPEAKER_01: And uh nod your head, smile, and say, we'll get back to you.
• 22:53
  SPEAKER_01: I'll get back to you.
• 22:54
  SPEAKER_00: No, I I love that.
• 22:55
  SPEAKER_00: That's that's wise counsel.
• 22:56
  SPEAKER_00: I remember somebody saying that to me early in my, you know, previous to to recruiting and podcasting, all that, I was in human resources, and that was one of the first things they said was just if you don't know, don't say anything.
• 23:08
  SPEAKER_00: Don't yeah, you know, don't step into that trap.
• 23:11
  SPEAKER_01: So uh that's one thing I learned quickly is when you do say something, it's almost impossible to take it back.
• 23:18
  SPEAKER_01: Sure, you can change it later.
• 23:20
  SPEAKER_01: And uh, but when you uh when you say too much, trying to backpedal is so much more awkward and uncomfortable and uh detrimental to the negotiation or whatever the uh meeting, the topic is at hand.
• 23:36
  SPEAKER_01: Um so uh that's one thing you've got to learn quickly is when to say something and when to just shut your mouth and and say, we're gonna have to get back to you on that.
• 23:46
  SPEAKER_01: So yeah.
• 23:46
  SPEAKER_00: Yeah, I learned that the hard way.
• 23:51
  SPEAKER_00: Exactly.
• 23:52
  SPEAKER_00: So so tell me, I mean, you're you're currently leading uh business development over elevators for Schmersal, uh, move back to Tampa.
• 23:59
  SPEAKER_00: Tell me a little bit about that role and and what you're doing now.
• 24:03
  SPEAKER_01: Absolutely.
• 24:04
  SPEAKER_01: Um, yeah, it's it's uh I feel like everything I've done in this industry and up until now has prepared me for this position.
• 24:12
  SPEAKER_01: And um and I'm loving it.
• 24:15
  SPEAKER_01: It's Schmersel is a big company.
• 24:17
  SPEAKER_01: Honestly, I I ask everyone I speak to have you heard of Schmersal?
• 24:21
  SPEAKER_01: I would say three out of four people in in North America in this elevator industry have not heard of Schmersel.
• 24:26
  SPEAKER_02: Okay.
• 24:27
  SPEAKER_01: But we've been around 77 years, well-established company, incredibly high quality products.
• 24:33
  SPEAKER_01: And um here in North America, we've got uh a big team focused more on industrial safety, automation type equipment, and we excel at that.
• 24:47
  SPEAKER_01: We're an industry leader in those segments.
• 24:50
  SPEAKER_01: And um, while we've been in the elevator industry for several decades, um, we've got established elevator businesses in Europe.
• 24:59
  SPEAKER_01: We are a German company.
• 25:00
  SPEAKER_00: Sure.
• 25:01
  SPEAKER_01: Um South America, we've got a big plant in Brazil, huge business in uh focused exclusively um on elevators in in South America, Asia.
• 25:11
  SPEAKER_01: So around the world, we're a big elevator company, but here in North America, we've never had a team focused exclusively on this industry.
• 25:20
  SPEAKER_01: We've had some people selling part-time while they're also selling safety and automation equipment.
• 25:25
  SPEAKER_01: But anybody who works in this industry knows that you really have to uh know this industry to be effective at selling to service companies, to OEMs, to distributors, whoever.
• 25:38
  SPEAKER_01: So um my job, honestly, I'm really setting the foundation for what what's to come.
• 25:47
  SPEAKER_00: Um so I've Because they haven't had a foundation, in other words, you're you're building it.
• 25:51
  SPEAKER_01: Exactly.
• 25:52
  SPEAKER_01: We we we do have some elevator sales.
• 25:54
  SPEAKER_01: I I don't want to discount it, but uh relatively small.
• 25:57
  SPEAKER_01: But but what we need is um inventory in place.
• 26:02
  SPEAKER_01: Anyone who works in this industry on the supplier side of things knows that if you intend to sell to service and repair companies, you've got to have stock in place.
• 26:11
  SPEAKER_01: Historically, we might tell a company it's gonna be a couple weeks because we have to import it from Germany.
• 26:17
  SPEAKER_01: And uh anyone who has a down elevator is knows that that's absolutely unacceptable.
• 26:24
  SPEAKER_01: They will simply hang up the phone and call the next company to see if they can get it tomorrow.
• 26:29
  SPEAKER_01: So um working on just fine-tuning our inventory um at our distribution center headquarters up in New York.
• 26:36
  SPEAKER_01: Um, so getting stock in place, getting our catalog organized, um, getting uh social media, so really kind of wearing multiple hats, but I love it.
• 26:47
  SPEAKER_01: I've always considered myself an entrepreneur, despite the fact I've never done anything quite entrepreneurial.
• 26:53
  SPEAKER_01: Um I feel like this role is perfect for me.
• 26:57
  SPEAKER_01: And I'm I'm really enjoying it.
• 26:59
  SPEAKER_01: Could definitely see myself in this position for many years to come.
• 27:03
  SPEAKER_01: Um, we've got a few new things that we will be rolling out in the next uh couple months, and some might uh be next year, but uh just working on getting some UL certifications on a few products that uh would be required.
• 27:19
  SPEAKER_01: Um again, we we we sell a lot of these components around the globe, but the North American elevator industry does have different standards, and so a few of the parts, while they're incredibly high quality, um some lack the uh the UL labeling that might be required or um navigating A17-1 code.
• 27:41
  SPEAKER_01: Um so it's um I think we're in a good place now.
• 27:47
  SPEAKER_01: I I I I have no doubt that um this business will be a big player in the North American elevator in in the next couple of years.
• 27:58
  SPEAKER_01: Um, so yeah, I'm excited for what's to come, but it's uh I I've really enjoyed just what I've been doing in the past 18 months and helping getting things organized so that we could really have a launch pad to jump off of.
• 28:12
  SPEAKER_00: Very cool, very cool.
• 28:13
  SPEAKER_00: So um, you know, we're we're getting, I guess, close to our our time now.
• 28:17
  SPEAKER_00: I just a couple questions.
• 28:18
  SPEAKER_00: And one is what what do you think is the big the the single biggest lesson that you've learned over your career?
• 28:29
  SPEAKER_01: Good question.
• 28:30
  SPEAKER_01: Um biggest lesson.
• 28:34
  SPEAKER_01: Well, first off, uh I've learned that um you can't just wear one hat.
• 28:40
  SPEAKER_01: In this industry and business, I would say in general, even if uh just what whatever it is that you want to focus on.
• 28:48
  SPEAKER_01: Um I've learned that you can't just be that.
• 28:52
  SPEAKER_01: If you want to have opportunities to get promoted, to move up, to move around in this industry, you really have to understand much more beyond that.
• 29:05
  SPEAKER_01: I mean, if you're a salesperson, it would be wise to at least be able to have an intelligent conversation about marketing or even accounts receivable, accounts payable, learn business.
• 29:17
  SPEAKER_01: Um don't don't don't get so caught up in your current position that you forget to learn what people around you are doing because I really think it it makes you um better prepared to take on bigger challenges.
• 29:35
  SPEAKER_01: So um that's one thing I've learned.
• 29:38
  SPEAKER_01: I've also learned that uh none of us are disposable, despite or I'm sorry, that all of us are replaceable.
• 29:46
  SPEAKER_01: Um despite the fact that you may feel like you're the top dog.
• 29:52
  SPEAKER_01: Um nobody is is is safe at the end of the day.
• 29:55
  SPEAKER_01: And and it's nothing against the businesses.
• 29:58
  SPEAKER_01: They the the the the managers, the the owners have to run an effective, profitable business.
• 30:05
  SPEAKER_01: And um oftentimes that means making difficult decisions, cutting people that uh that probably felt pretty safe.
• 30:15
  SPEAKER_01: So don't ever get too comfortable, don't ever think that you're indispensable and that um that you you're you're safe.
• 30:24
  SPEAKER_01: Um and honestly, I I I prefer to keep that mentality because it keeps you on your toes.
• 30:29
  SPEAKER_01: You you never want to get too complacent um because you might get blindsided.
• 30:34
  SPEAKER_01: So yeah, that that's a few things I've learned.
• 30:37
  SPEAKER_00: It's beautiful, it's beautiful.
• 30:38
  SPEAKER_00: And and maybe this yeah it could be a repeat, but I'm just curious what what advice would you give to somebody who's like brand new to the industry, not even sure what they've taken on.
• 30:48
  SPEAKER_00: What would you say to them as they're starting?
• 30:51
  SPEAKER_01: Yeah, um, learn as much as possible.
• 30:54
  SPEAKER_01: It's it's so cliche.
• 30:55
  SPEAKER_01: It's probably been said many times over, but it's been said many times over because it it really is that important.
• 31:03
  SPEAKER_01: Um, you really have to learn as much as possible.
• 31:06
  SPEAKER_01: When when something comes up, even if it's not um something you'd prefer to spend your time doing, raise your hand and volunteer to be included, um, to to to chip in.
• 31:18
  SPEAKER_01: Um, I remember being assigned, I I don't think I volunteered, but being assigned to helping with uh SAP implementations, changing our ERP system and how miserable that was spending months with consultants and and having to learn nuances of this ERP system that I may never use.
• 31:39
  SPEAKER_01: But later on, having that knowledge made me so much more valuable to the companies I was working for, allowed me to be autonomous also.
• 31:50
  SPEAKER_01: I mean, not having to wait on somebody else to dig up something out of the system, to be able to go in the system and find it yourself, create quotes yourself, whatever the case is.
• 32:00
  SPEAKER_01: Um, so honestly, learn as much as possible.
• 32:04
  SPEAKER_01: Going back to what I said about um not focusing so much on your current position, but really trying to understand the business.
• 32:11
  SPEAKER_01: That's one thing uh one of my mentors, Eric Lazier, imparted on me was just um how important it was to really understand how cash, how money flowed through a business.
• 32:24
  SPEAKER_01: And it it encouraged me to go back and learn more about accounting and and uh balance sheets and and income statements and stuff like that.
• 32:34
  SPEAKER_01: Because if you really want to grow within a company, you're going to have to at least understand the basics of uh of that uh to be able to make good decisions.
• 32:46
  SPEAKER_01: So learn business, don't don't just focus on exclusively what your current job title says.
• 32:53
  SPEAKER_01: Make it a point to get out there and pick up on whatever it is that that could benefit you.
• 33:00
  SPEAKER_01: Becoming a a pro at Excel, spreadsheets.
• 33:04
  SPEAKER_01: I mean, that we all use spreadsheets, but most of us just uh struggle through it.
• 33:09
  SPEAKER_01: Um once you get good at it, there's so much benefit that your employer will see that they'll notice, and opportunities will come up.
• 33:23
  SPEAKER_01: If you can have an intelligent conversation about different facets of business, or uh if you bring more to the table than just what you're currently doing, opportunities will come to you, doors will open.
• 33:37
  SPEAKER_01: So just try to learn as much as you can.
• 33:39
  SPEAKER_01: Find a mentor, um, listen to some podcasts, read a book or two, whatever, whatever you want to do, but just find opportunity, opportunities to learn.
• 33:50
  SPEAKER_00: Awesome.
• 33:51
  SPEAKER_00: Ray, thank you so much.
• 33:52
  SPEAKER_00: I appreciate all your wisdom, your insight.
• 33:54
  SPEAKER_00: It's been a privilege.
• 33:56
  SPEAKER_01: Oh thank you.
• 33:57
  SPEAKER_01: Thank you.
• 33:58
  SPEAKER_01: I I I love what you're doing with this podcast.
• 34:00
  SPEAKER_01: Honestly, this elevator industry has never gotten too much love.
• 34:04
  SPEAKER_01: It's this uh this small niche industry.
• 34:07
  SPEAKER_01: So seeing you do this podcast, it uh shows that we're getting some attention.
• 34:13
  SPEAKER_01: And uh yeah, thank you for the invite, also.
• 34:16
  SPEAKER_00: Thank you.
• 34:16
  SPEAKER_00: I mean, elevator industry is a it's a special place, and and it it's amazing to me just how special and and and yeah, that a lot of people don't realize what a gem it is.
• 34:27
  SPEAKER_00: So thanks for being willing to talk with me about that.
• 34:29
  SPEAKER_00: So I wish you the best as you continue to build your business.
• 34:33
  SPEAKER_01: Thank you.
• 34:33
  SPEAKER_01: Thank you.
• 34:34
  SPEAKER_01: I appreciate it.
• 34:34
  SPEAKER_01: It's been a pleasure.
• 34:36
  SPEAKER_00: Yeah.
• 34:37
  SPEAKER_00: Thank you for listening to the Elevator Careers Podcast, sponsored by the All Red Group, a leader in elevator industry recruiting.
• 34:45
  SPEAKER_00: You can check us out online at elevatorcareers.net.
• 34:48
  SPEAKER_00: Please subscribe, and until next time, stay safe.