“If you have a project and you’ve ordered too much piling and
you have it lying around, we’ll come buy it,” he said, adding with a
laugh: “If it’s round and it’s straight and it has a hole on both ends,
I’ll buy it.”
According to Kays, the East Coast and the Midwest have been
the biggest markets for Sutherland Pipe & Supply sales. The company
is looking to expand its sales market into the West Coast and
TRAILBLAZERS
“It’s really been fun trying to
figure out, even though we’re
small, how to provide that
better value and service to
our customers, how can we
get outside of the box.”
– Zack Kays, Trading Heritage International
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even into Canada, he says.
Sutherland and Kays say they’ve both learned a great deal
about the construction industry in a short time and they enjoy the
challenge of pushing their companies to the next level.
“It’s really been fun trying to figure out, even though we’re
small, how to provide that better value and service to our customers,
how can we get outside of the box,” said Kays.
“I love that challenge,” said Sutherland. “I’ve really enjoyed
going out and doing the business development, meeting new customers,
nurturing the accounts. I’ve loved every bit of it.’
Fostering those important connections and boosting their
industry knowledge were both important reasons why both
Sutherland and Kays decided to join the Pile Driving Contractors
Association earlier this year.
“We just wanted the opportunity to get out there and know the
people in the pile driving industry,” said Kays. “We didn’t really know
much about it at first and we were just kind of cold-calling and taking
stabs. We figured joining PDCA brings us some legitimacy.”
Kays notes that PDCA membership has already paid off for
Trading Heritage International and Sutherland Pipe & Supply.
“So far, it’s the best organization that we’ve been a part of,” he said.
Sutherland and Kays say they don’t have anything too specific
in mind in terms of future goals, but they know hard work is key to
the continued success of their companies.
“We’re going to keep doing what we’re doing – just keep taking
it one deal at a time, keeping our noses to the grindstone,” said
Kays.“I don’t know if we’ve really got plans, but I think we’ve got
time for those plans to show themselves to us. We’re not trying to
force anything – we’re just trying to keep our guys happy and we’ll
get there.” t
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