התמלול המלא של Live Interviews from the National Association of Elevator Contractors Expo 2025

of things, which is of course why we're all here. 00:02:16.240 --> 00:02:16.479 Sure. 00:02:16.639 --> 00:02:16.879 Right? 00:02:17.120 --> 00:02:17.360 Yeah. 00:02:17.680 --> 00:02:23.520 It it's the friendships and the relationships that that keep bringing me back over and over again. 00:02:24.000 --> 00:02:24.159 Nice. 00:02:24.400 --> 00:02:24.560 Nice. 00:02:24.719 --> 00:02:26.560 A little bit of a like a family reunion in a sense. 00:02:26.879 --> 00:02:27.439 Absolutely. 00:02:27.680 --> 00:02:28.080 Absolutely. 00:02:28.319 --> 00:02:28.879 Big family. 00:02:29.199 --> 00:02:29.520 Nice. 00:02:29.680 --> 00:02:30.400 Yeah, that's great. 00:02:30.719 --> 00:02:37.680 What is the biggest message that you want everyone at the show and anyone who watches this video to know? 00:02:38.319 --> 00:02:40.000 So probably twofold, right? 00:02:40.400 --> 00:02:42.560 One would be fixtures made easy. 00:02:42.800 --> 00:02:43.120 Okay. 00:02:43.520 --> 00:02:46.560 That's that's one of the mottos at PTL equipment. 00:02:46.800 --> 00:02:47.120 Okay. 00:02:47.439 --> 00:02:52.719 And the second one would be US made, US steel. 00:02:53.039 --> 00:02:53.280 Nice. 00:02:53.520 --> 00:02:54.319 No tariffs. 00:02:54.800 --> 00:02:55.120 Nice. 00:02:55.280 --> 00:02:55.599 Okay. 00:02:55.840 --> 00:02:56.080 Okay. 00:02:56.319 --> 00:03:01.919 So tell me what is what's one of the biggest issues facing your segment of the industry right now? 00:03:02.560 --> 00:03:13.199 I I think the biggest issue facing our segment of the industry right now, even though it's not really affecting PTL directly, uh it came up at the supplier meeting this morning. 00:03:13.360 --> 00:03:13.599 Sure. 00:03:13.840 --> 00:03:14.879 Would be tariffs. 00:03:15.199 --> 00:03:15.759 Right. 00:03:16.080 --> 00:03:26.719 And how unsettling it is to try to figure out exactly how we handle that for companies that are dealing with it. 00:03:26.960 --> 00:03:27.360 Right. 00:03:27.599 --> 00:03:31.840 And it's not just when you ship it or when the project's due. 00:03:32.159 --> 00:03:33.360 Or when it's quoted for that matter. 00:03:33.680 --> 00:03:36.240 Or when it's quoted, it's when it lands. 00:03:36.400 --> 00:03:38.080 What's the landing date? 00:03:38.400 --> 00:03:41.199 And it's almost like, you know, we're not in Reno this year. 00:03:41.520 --> 00:03:41.680 Right. 00:03:42.159 --> 00:03:44.800 But it is almost like spinning a roulette wheel. 00:03:45.039 --> 00:03:45.439 Right. 00:03:45.680 --> 00:03:47.680 You know, what what's it going to be like? 00:03:48.000 --> 00:03:50.319 How far off might you be? 00:03:50.639 --> 00:03:51.840 I I and I don't know. 00:03:51.919 --> 00:03:57.439 I'm not dealing with tariffs, but you quote it in in August and then next year in April. 00:03:57.599 --> 00:04:01.360 How far off could you be if that's, you know, with the tariffs? 00:04:01.759 --> 00:04:04.319 So I'm I'm not an expert on tariffs. 00:04:04.479 --> 00:04:06.639 I don't claim to

be an expert on tariffs. 00:04:06.800 --> 00:04:08.479 I want to say it's almost volatile. 00:04:08.800 --> 00:04:09.280 Sure. 00:04:09.599 --> 00:04:15.680 Because it could be, you know, 100% sounds like uh the end of it, right? 00:04:15.840 --> 00:04:17.920 It's gonna be a hundred percent of a tariff. 00:04:18.160 --> 00:04:18.480 Right. 00:04:18.720 --> 00:04:19.120 Right? 00:04:19.439 --> 00:04:20.800 But that's not the case. 00:04:20.959 --> 00:04:23.920 So it it could be 110%, it could be 125%. 00:04:24.639 --> 00:04:24.959 Wow. 00:04:25.279 --> 00:04:38.879 And so you could quote it and a year from now you can ship it and it lands at the job site, and you have no idea what it's gonna be that day. 00:04:39.199 --> 00:04:39.759 Wow. 00:04:40.000 --> 00:04:43.040 So it's it's a real big unknown for everyone. 00:04:43.279 --> 00:04:43.519 Yeah. 00:04:44.399 --> 00:04:46.720 Almost a little scary. 00:04:47.199 --> 00:04:48.319 I was gonna say, yeah, yeah. 00:04:48.959 --> 00:04:54.879 How how can you quote in good faith and not know what what it's gonna be when it lands? 00:04:55.040 --> 00:04:55.279 Right. 00:04:55.360 --> 00:04:55.600 Yeah. 00:04:55.759 --> 00:04:59.360 Well, if there's one thing you could improve or change about the industry, what would it be? 00:04:59.600 --> 00:05:09.600 So I think in line with the family reunion theme and the friendships and the relationships, it is that just like in a family, not everybody always gets along. 00:05:09.920 --> 00:05:10.319 For sure. 00:05:10.480 --> 00:05:10.720 Right. 00:05:10.800 --> 00:05:14.399 I hope that I've learned life's too short to not get along. 00:05:14.480 --> 00:05:18.160 And it's never too late, never too late to mend that fence. 00:05:18.480 --> 00:05:18.959 Beautiful. 00:05:19.199 --> 00:05:20.480 And fix that relationship. 00:05:20.800 --> 00:05:21.120 Thank you. 00:05:21.279 --> 00:05:22.720 So that's that's what I would say. 00:05:22.959 --> 00:05:23.680 Yeah, love that. 00:05:24.319 --> 00:05:31.199 What is one of the biggest lessons you have learned or the best advice you've received being in this industry? 00:05:31.920 --> 00:05:34.399 So I started working in the industry in '94. 00:05:34.720 --> 00:05:43.040 The gentleman that owned the company, Dan Gilbert, was a civil engineer, and he he was a great teacher and a mentor to me. 00:05:43.360 --> 00:05:49.680 Uh stayed in touch with him until last four or five years, and I just can't track him down anymore. 00:05:49.839 --> 00:05:50.399 Wow. 00:05:51.120 --> 00:05:53.199 But he was a very patient man. 00:05:54.560 --> 00:06:05.759 And he would just, you know, give me a box of cable and a phone and say, an elevator phone, and say, here, go drive to Raleigh, North Carolina and install this in the courthouse. 00:06:06.000 --> 00:06:06.240 Wow. 00:06:06.480 --> 00:06:11.839 And I'd look at him and I'd go, Dan, I don't I've never pulled cable. 00:06:12.160 --> 00:06:14.160 I've never installed an elevator phone. 00:06:14.240 --> 00:06:15.920 I barely know what one is. 00:06:16.480 --> 00:06:19.120 And he'd say, Oh, you can do it, Jonathan. 00:06:19.600 --> 00:06:22.560 Just go, and if you have a problem, give me a call. 00:06:22.800 --> 00:06:23.360 Right. 00:06:24.240 --> 00:06:32.560 So I think that there's a lot to be said for having faith in people and expecting the best out of them. 00:06:32.800 --> 00:06:33.199 Right. 00:06:35.279 --> 00:06:37.600 And I don't think you can go wrong with that. 00:06:38.240 --> 00:06:38.720 Beautiful. 00:06:39.040 --> 00:06:39.439 Beautiful. 00:06:39.519 --> 00:06:39.839 Thank you. 00:06:40.000 --> 00:06:40.160 Yeah. 00:06:40.399 --> 00:06:41.680 I appreciate you being with me today. 00:06:42.000 --> 00:06:42.639 I appreciate it. 00:06:42.879 --> 00:06:43.120 Thank you. 00:06:43.360 --> 00:06:44.000 Very much. 00:06:44.800 --> 00:06:46.879 Can you give me your name, title, company? 00:06:47.120 --> 00:06:47.439 Yeah, hi. 00:06:47.519 --> 00:06:50.560 My name is Don Jelestino with Champion Elevator in New York. 00:06:50.800 --> 00:06:53.920 How many years have you been coming to the NAEC Expo? 00:06:54.319 --> 00:07:00.240 Yeah, so I joined NAEC in 1996 and I probably missed about four expos since. 00:07:00.560 --> 00:07:00.959 Awesome. 00:07:01.120 --> 00:07:01.439 Awesome. 00:07:01.519 --> 00:07:03.120 What what keeps you coming back? 00:07:03.519 --> 00:07:12.079 Well, the innovativeness of all of the vendors, they they put their best products forward and they're always enhancing their products, making them better. 00:07:12.240 --> 00:07:16.720 So every year that I come, you think you've seen everything and then you see something more. 00:07:16.879 --> 00:07:21.279 And you know, you just have to take that information and adapt it to your company. 00:07:21.600 --> 00:07:21.839 Yeah. 00:07:22.079 --> 00:07:26.639 What's the main message that you want to get out to this audience and and anybody that listens to this? 00:07:26.959 --> 00:07:32.399 I think that the main message would be you have to be part of NAEC. 00:07:32.639 --> 00:07:39.360 It's a great opportunity to uh network, to come and see new products, to learn more information. 00:07:39.519 --> 00:07:41.439 The educational seminars are terrific. 00:07:41.600 --> 00:07:48.480 If you have the opportunity to serve on a board or serve as a committee member, it's a a game changer for your life. 00:07:48.560 --> 00:07:50.240 You meet a lot of great people personally. 00:07:50.399 --> 00:07:52.800 So I just think that it's all about the NAC. 00:07:53.120 --> 00:07:53.519 Sure, sure. 00:07:53.680 --> 00:07:54.639 Really um a must-have. 00:07:54.800 --> 00:07:57.120 If you want to if you want to play in this space, you gotta be here. 00:07:57.360 --> 00:07:57.680 Yeah, yeah. 00:07:57.759 --> 00:08:00.000 It's definitely a must-do, not a want-to-do. 00:08:00.319 --> 00:08:00.800 Right, right. 00:08:01.040 --> 00:08:01.600 You gotta do it. 00:08:02.639 --> 00:08:02.879

Awesome. 00:08:03.360 --> 00:08:07.439 What are some of the biggest issues facing your sector of the industry right now? 00:08:07.759 --> 00:08:08.000 Yeah. 00:08:08.079 --> 00:08:16.319 So the biggest issues are 90% of the time, everything I've seen over 30 years, 40 years, manpower and insurance. 00:08:16.480 --> 00:08:24.319 Uh the flavor of the day is uh tariffs for now, but we're gonna get that we're gonna get all through that together and it'll be behind us one day. 00:08:24.399 --> 00:08:27.120 But uh manpower and insurance are the big ones. 00:08:27.439 --> 00:08:27.680 Right. 00:08:27.839 --> 00:08:28.319 Awesome. 00:08:28.560 --> 00:08:34.240 So what is the one of the biggest lessons or the best advice you've received while working in this industry? 00:08:34.639 --> 00:08:41.919 So the best advice and the biggest lesson I've definitely learned was knowing your overhead, uh having that in your all your job pricing. 00:08:42.159 --> 00:08:50.480 Very important because you may be landing a lot of jobs thinking you're doing something good and you could just be losing money faster because you don't have the right overhead number. 00:08:50.639 --> 00:08:57.519 So that's always been a key thing, and I always want to pass that information along to anyone I can because it could be a game changer. 00:08:57.759 --> 00:08:58.000 For sure. 00:08:58.159 --> 00:09:00.240 Don, anything else you'd like to share? 00:09:00.559 --> 00:09:05.840 I would just say that you should be very thankful uh in general if you're part of the NAEC. 00:09:06.080 --> 00:09:14.559 If you have any extra time to join a committee, if you have a little more time, join a board, and um, it'll make your elevator experience a lot better. 00:09:14.799 --> 00:09:15.360 Awesome. 00:09:15.519 --> 00:09:15.919 Thank you. 00:09:16.159 --> 00:09:16.639 Appreciate it. 00:09:16.879 --> 00:09:17.120 All right. 00:09:17.200 --> 00:09:17.759 Well, welcome. 00:09:17.919 --> 00:09:20.559 Can you give me your your name, title, and in your company? 00:09:20.879 --> 00:09:21.120 Sure. 00:09:21.279 --> 00:09:22.799 My name is Carrie La Febre. 00:09:22.879 --> 00:09:26.320 I'm the sales and marketing coordinator for CBIS Symmetry. 00:09:26.639 --> 00:09:27.039 Awesome. 00:09:27.200 --> 00:09:27.519 Awesome. 00:09:27.679 --> 00:09:27.919 Thank you. 00:09:28.080 --> 00:09:28.399 Yeah. 00:09:28.559 --> 00:09:34.159 Um, so how many years have you been coming to the NAC Expo and what keeps you coming back? 00:09:34.480 --> 00:09:36.000 Uh, this is my second year. 00:09:36.240 --> 00:09:45.519 I think it's exciting to see what everybody brings as new innovations and seeing what our dealer partners are bringing to the table as well in their sales. 00:09:45.840 --> 00:09:46.320 Awesome. 00:09:46.480 --> 00:09:50.879 What's the main message that you want everyone at this show to know? 00:09:51.440 --> 00:09:52.799 Oh, that's a hard one. 00:09:53.039 --> 00:09:57.679 Um I guess that we offer a lot of accessibility innovations. 00:09:57.840 --> 00:10:03.919 So a lot of things that can help people move around in their home and kind of age in place a little better. 00:10:04.320 --> 00:10:04.559 Nice. 00:10:04.639 --> 00:10:04.720 Yeah. 00:10:04.879 --> 00:10:05.039 Nice. 00:10:05.200 --> 00:10:05.759 Quality of living. 00:10:05.919 --> 00:10:06.000 Yes. 00:10:06.320 --> 00:10:07.200 Sounds like great. 00:10:07.519 --> 00:10:11.759 What is one of the biggest issues facing your sector of the industry right now? 00:10:12.080 --> 00:10:13.919 So we deal with a lot of older homes. 00:10:14.159 --> 00:10:21.279 So with us, we have to be a little more cognizant of ceiling heights and having room to make things accessible. 00:10:21.519 --> 00:10:26.879 So those through the floor lifts are kind of and stair lifts are kind of our bread and butter, as it were. 00:10:27.200 --> 00:10:27.519 Okay. 00:10:27.679 --> 00:10:28.320 Gotcha. 00:10:28.639 --> 00:10:34.000 Um if there is one thing that you can improve or change about the industry, what would it be? 00:10:34.399 --> 00:10:45.120 Um, just bringing more knowledge and making more people aware that it's an option rather than moving into like a ranch style home or downsizing when they can stay in the home they've loved for over 30 years. 00:10:45.440 --> 00:10:45.759 Awesome. 00:10:45.919 --> 00:10:46.080 Yeah. 00:10:46.159 --> 00:10:49.200 Give give grandma and grandpa some options that they maybe didn't know they had. 00:10:49.440 --> 00:10:49.759 Exactly. 00:10:50.000 --> 00:10:50.240 Okay. 00:10:50.480 --> 00:10:55.919 What's the biggest lesson you've learned or best advice you've received while working in the vertical transportation industry? 00:10:56.240 --> 00:10:59.039 Um, I think for me, I came from the hospitality industry. 00:10:59.120 --> 00:11:02.080 So that teamwork really translated really well. 00:11:02.240 --> 00:11:07.360 And, you know, just getting to know your team, getting to know how to work together as a whole is huge. 00:11:07.600 --> 00:11:07.919 Awesome. 00:11:08.080 --> 00:11:08.240 Yeah. 00:11:08.399 --> 00:11:08.960 Thank you, Carrie. 00:11:09.120 --> 00:11:09.360 You're welcome. 00:11:09.600 --> 00:11:10.639 Appreciate you being with me today. 00:11:10.960 --> 00:11:11.200 Thanks. 00:11:11.279 --> 00:11:11.759 Have a good one. 00:11:12.000 --> 00:11:12.639 Yeah, you too. 00:11:12.960 --> 00:11:14.399 Hey everyone, thank you for listening. 00:11:14.559 --> 00:11:16.799 This is Matt with a brief message from our sponsor. 00:11:16.960 --> 00:11:21.120 The Allred Group has been recruiting elevator industry talent for over 14 years. 00:11:21.360 --> 00:11:27.039 If you are looking to grow your business and hire great people, contact the Allred Group at allredgroup.com. 00:11:27.120 --> 00:11:34.399 That's A-L-L-R-E-D, G-R-O-U-P.com and talk with Matt and his team about how they can assist you. 00:11:34.559 --> 00:11:36.080 And now, back to the show. 00:11:36.399 --> 00:11:38.320

Can you give me your name, title, company? 00:11:38.559 --> 00:11:41.600 Yeah, I'm Norm Nelson, uh CEO of Kings Three. 00:11:42.080 --> 00:11:42.399 Awesome. 00:11:42.720 --> 00:11:43.679 Norm, thank you. 00:11:43.840 --> 00:11:46.399 How long have you been coming to the uh NACX? 00:11:46.799 --> 00:11:48.000 Uh, this is my fourth year. 00:11:48.159 --> 00:11:48.480 Yeah. 00:11:48.799 --> 00:11:49.200 Awesome. 00:11:49.360 --> 00:11:50.879 What is it that keeps you coming back? 00:11:51.120 --> 00:11:56.799 Oh, we have so many great partners here, the elevator companies that we work with on the emergency communications side, the elevator system. 00:11:56.960 --> 00:12:00.559 So we come here to see them, uh, you know, connect with friends and connect with people. 00:12:00.799 --> 00:12:01.200 Awesome. 00:12:01.360 --> 00:12:05.679 What's the biggest message that you like to get out to everybody that's here at the show? 00:12:05.919 --> 00:12:07.440 Um, I two things probably. 00:12:07.600 --> 00:12:10.159 One, we really want to help on the emergency communication side. 00:12:10.240 --> 00:12:13.039 That's often a challenge for a lot of elevator contractors. 00:12:13.120 --> 00:12:14.320 It's our area of expertise. 00:12:14.399 --> 00:12:15.759 So we want to be able to help with that. 00:12:15.840 --> 00:12:18.639 Uh, and also add to that, like we just want to help the industry. 00:12:18.720 --> 00:12:23.600 We want to be part of it and contribute by being good people, good partners, and uh yeah, just help everybody grow. 00:12:23.840 --> 00:12:24.240 Awesome. 00:12:24.399 --> 00:12:28.399 What would you say is one of the biggest issues facing your sector of the industry today? 00:12:28.639 --> 00:12:34.000 Uh definitely in our case, it's the the changing code around the emergency communications system, adding video. 00:12:34.159 --> 00:12:34.320 Right. 00:12:34.480 --> 00:12:36.320 Uh that's a big challenge for everybody. 00:12:36.480 --> 00:12:39.919 Getting video out of a moving cab is not technologically simple. 00:12:40.080 --> 00:12:40.240 Right. 00:12:40.320 --> 00:12:48.480 Um, and there's a lot of steps in the process from the fixture companies to the companies that make the video management systems to companies like us that can help install it, monitor it, and dispatch. 00:12:48.559 --> 00:12:51.039 Uh a lot of moving parts, and it's a new part of the code. 00:12:51.120 --> 00:12:52.720 So it's it's a learning process for everybody. 00:12:52.960 --> 00:12:53.120 Yeah. 00:12:53.279 --> 00:12:54.080 I can only imagine. 00:12:54.159 --> 00:12:59.360 I mean, you've got you get new stuff, but you got retrofits and you got old elevators like, how do you do that? 00:12:59.600 --> 00:12:59.840 Yeah. 00:13:00.000 --> 00:13:04.000 So yeah, doing all that and trying to keep the focus on the people that are riding in the elevator. 00:13:04.159 --> 00:13:06.879 Like that's who we want to take care of when there's uh when there's an issue. 00:13:07.039

--> 00:13:07.279 Right. 00:13:07.440 --> 00:13:09.039 Uh but everybody's great to work with. 00:13:09.120 --> 00:13:13.600 We we love how far we've come in the past couple years in that area, and we've got more work to do, but we're doing it together. 00:13:13.840 --> 00:13:14.240 Awesome. 00:13:14.399 --> 00:13:14.799 Awesome. 00:13:14.960 --> 00:13:16.080 So, last question. 00:13:16.159 --> 00:13:21.840 Uh, what what's some of the best advice or you know, one of the biggest lessons you've learned that you like to pass on? 00:13:22.720 --> 00:13:23.200 Hmm. 00:13:23.440 --> 00:13:26.159 I feel like there's so many that others have tough. 00:13:26.399 --> 00:13:29.279 Um that it's not about you. 00:13:29.679 --> 00:13:30.639 That's probably be the one. 00:13:30.799 --> 00:13:35.840 It's like we all work for a company and we're all trying to do the right thing for our our company, our owners, our shareholders. 00:13:36.000 --> 00:13:40.320 Uh but if we try and just be the only ones that win, it's usually not the best outcome. 00:13:40.480 --> 00:13:41.279 So it's not about you. 00:13:41.440 --> 00:13:42.639 It's about the group. 00:13:42.720 --> 00:13:46.320 You know, we're always I don't think anybody here does what they do completely in a vacuum. 00:13:46.559 --> 00:13:49.600 We all have suppliers, partners, vendors, customers that we work with. 00:13:49.759 --> 00:13:52.399 So putting them first is usually the way to long-term success. 00:13:52.720 --> 00:13:53.039 Absolutely. 00:13:53.200 --> 00:13:53.759 I I love that. 00:13:53.919 --> 00:13:54.159 Thank you. 00:13:54.320 --> 00:13:59.360 And it it win-win is is something I truly see here in this space, right? 00:13:59.440 --> 00:14:01.279 That you cannot succeed alone. 00:14:01.519 --> 00:14:06.399 And and the more people you help succeed, the more likely you are to succeed yourself. 00:14:06.559 --> 00:14:06.720 Yeah. 00:14:06.799 --> 00:14:06.960 Yeah. 00:14:07.039 --> 00:14:07.279 Perfect. 00:14:07.519 --> 00:14:07.759 Awesome. 00:14:07.840 --> 00:14:08.000 Yeah. 00:14:08.159 --> 00:14:09.120 Anything else you'd like to share? 00:14:09.360 --> 00:14:10.159 Oh, thanks for having us. 00:14:10.240 --> 00:14:10.799 This is super cool. 00:14:11.039 --> 00:14:11.200 Thank you. 00:14:11.279 --> 00:14:11.679 This is fun. 00:14:11.840 --> 00:14:12.240 I appreciate it. 00:14:12.799 --> 00:14:13.120 Thanks, right? 00:14:13.440 --> 00:14:15.759 So um, can you give me your name, title, and company? 00:14:16.000 --> 00:14:17.679 So I'm Lindy Tennyson. 00:14:17.759 --> 00:14:21.759 Um, I am the inside sales manager for Phoenix Modular Elevator. 00:14:22.080 --> 00:14:22.320 Awesome. 00:14:22.480 --> 00:14:25.039 Lindy, how long have you been coming to the NAEC Expo? 00:14:25.519 --> 00:14:30.240 Um, I would say off and on since I joined um PME in 2016. 00:14:30.320 --> 00:14:33.600 So this is probably my fourth or fifth at NAEC. 00:14:33.919 --> 00:14:34.080 Right. 00:14:34.159 --> 00:14:36.000 And what

keeps you coming back? 00:14:36.559 --> 00:14:43.919 For me, it is getting to meet my installers and our contractors in person. 00:14:44.320 --> 00:14:51.679 Um, most of what I do or how I build relationships is done via phone or via Zoom. 00:14:51.919 --> 00:14:53.679 And yes, that can be great. 00:14:53.840 --> 00:15:00.559 That was wonderful during COVID, but there's something more powerful about when you are able to meet face to face. 00:15:00.720 --> 00:15:02.399 I think it solidifies things. 00:15:02.639 --> 00:15:05.519 And I just like to get to know people on a better level. 00:15:05.840 --> 00:15:06.240 Awesome. 00:15:06.480 --> 00:15:12.799 What's the main message that you would like everyone at this conference to know and and anyone that listens to this recording? 00:15:13.120 --> 00:15:18.480 Um, I think the number one thing I would like them to know is that modular construction is not new. 00:15:18.639 --> 00:15:20.720 Modular elevators are not new. 00:15:20.879 --> 00:15:27.360 I know they might be new to some people listening to this, or you know, it it can be scary, change is scary. 00:15:27.519 --> 00:15:27.840 Sure. 00:15:28.000 --> 00:15:31.840 Um, but modular elevators have been around since 1995. 00:15:32.000 --> 00:15:37.039 They were actually invented in Mount Vernon, Illinois, which is where we still do business. 00:15:37.679 --> 00:15:41.759 Um, the original name of was Infinite Access. 00:15:42.159 --> 00:15:48.399 And in 2009, um, our current owner, Allison, bought those assets and started the company up again. 00:15:48.559 --> 00:15:52.080 We even still have original employees that were infinite access. 00:15:52.559 --> 00:15:54.080 Um, so we're not new. 00:15:54.240 --> 00:15:57.360 We, you know, we are building higher. 00:15:57.679 --> 00:16:01.120 We are experiencing a lot of growth. 00:16:01.360 --> 00:16:06.399 Um and and we're solving very real problems within the elevator industry. 00:16:06.559 --> 00:16:12.639 We there's a niche for us and it's it's an exciting time to be part of the elevator world. 00:16:13.039 --> 00:16:13.600 Absolutely. 00:16:13.840 --> 00:16:14.320 Absolutely. 00:16:14.559 --> 00:16:18.639 What is one of the biggest issues facing your sector of the industry today? 00:16:19.679 --> 00:16:26.320 I would say one of the biggest issues is just the connotation of the word modular. 00:16:26.480 --> 00:16:32.559 It's when you think of modular, you think of the 1960s trailers. 00:16:32.720 --> 00:16:33.039 Okay. 00:16:33.279 --> 00:16:40.000 And yes, those were cheap and they served a purpose, but they, you know, they weren't exactly quality. 00:16:40.480 --> 00:16:48.000 And so our use of the word modular, then that automatically equates to cheap and effective in other people's minds. 00:16:48.720 --> 00:16:53.120 So I would rather call it just off-site construction, not modular construction. 00:16:53.440 --> 00:17:02.159 And I think that off-site construction actually provides so many benefits because you have so much better quality control. 00:17:02.399 --> 00:17:12.559 We are using the exact same industry standard, non-proprietary parts that any other elevator contractor does and can um maintain. 00:17:12.799 --> 00:17:15.759 You're not sacrificing safety or quality. 00:17:16.160 --> 00:17:19.440 Um, our elevators are built to very high standards. 00:17:19.680 --> 00:17:22.559 We welcome third-party inspections if needed. 00:17:22.799 --> 00:17:27.440 Um we we build to seismic and hurricane zones. 00:17:27.680 --> 00:17:30.319 So it it doesn't have to mean cheap. 00:17:30.480 --> 00:17:31.599 It just means offsite. 00:17:31.920 --> 00:17:32.319 Awesome. 00:17:32.480 --> 00:17:32.799 Awesome. 00:17:33.039 --> 00:17:40.880 What's the biggest lesson that you've learned or some of the best advice you've received working in the vertical transportation industry? 00:17:42.400 --> 00:17:46.720 So I think the biggest lesson I've learned is that elevators are not easy. 00:17:46.960 --> 00:17:51.759 Um when I came on to Phoenix in 2016, that was our motto. 00:17:51.920 --> 00:17:53.519 We make elevators easy. 00:17:53.759 --> 00:18:00.240 And within about two years, I quickly realized that we can't deliver on that promise. 00:18:00.559 --> 00:18:05.440 You can't have a motto or a tagline that you can't deliver for your customers. 00:18:05.759 --> 00:18:09.440 And I'm not saying that we don't simplify it, we make elevators easier. 00:18:09.680 --> 00:18:10.480 Sure, easier. 00:18:10.559 --> 00:18:10.799 Yeah. 00:18:11.039 --> 00:18:12.480 But that's not a great motto. 00:18:12.640 --> 00:18:14.319 We make elevators easier. 00:18:14.480 --> 00:18:16.799 Um, so we switched that around. 00:18:17.039 --> 00:18:21.119 But I I want to highlight how we do make it easier. 00:18:21.680 --> 00:18:39.920 Um, we have a very extensive project management um system where we try to highlight and we try to meet with the subs, with the contractor, with anybody involved, anybody who wants to sit in a meeting with us, where we explain exactly what we're doing every step of the way. 00:18:40.160 --> 00:18:43.279 We explain exactly what is going to happen on site. 00:18:43.440 --> 00:18:57.039 We tell you exactly when we're gonna be there, and we try to hold to our timelines so that the elevator is not the thing delaying your project because elevators get a bad name and they don't have to. 00:18:57.519 --> 00:18:57.920 Beautiful. 00:18:58.160 --> 00:18:58.960 Can you give me your name? 00:18:59.200 --> 00:19:00.640 Yeah, my name is Stuart Smith. 00:19:00.720 --> 00:19:04.079 Um, my job is business development at Fairway Elevator in Atlanta, Georgia. 00:19:04.559 --> 00:19:08.400 Been in the elevator trade gosh, coming up on 25 years. 00:19:08.559 --> 00:19:08.880 Right now. 00:19:09.119 --> 00:19:12.799 So started right at uh right out of graduation 2000. 00:19:13.119 --> 00:19:13.279 Right. 00:19:13.599 --> 00:19:14.799 Coney Elevator Company. 00:19:15.200 -->

00:19:15.440 Cool. 00:19:15.599 --> 00:19:17.519 How long have you been coming to these expos? 00:19:18.000 --> 00:19:19.599 Off and on since 2005. 00:19:19.920 --> 00:19:26.400 Uh here the last five years, I've been doing pretty pretty regular educational conference and the NAC show, but off and on for since 2020. 00:19:26.720 --> 00:19:27.920 What keeps you coming back? 00:19:28.160 --> 00:19:33.519 Um, I think it's important to keep a pulse on what's going on, what the latest and greatest stuff is, uh, what's new on the market. 00:19:33.680 --> 00:19:38.559 Uh, right now, if you're not starting to get, you know, learn about AI, you're gonna get left behind. 00:19:38.640 --> 00:19:38.720 Right. 00:19:38.880 --> 00:19:39.599 That's the next best thing. 00:19:39.680 --> 00:19:39.759 Right. 00:19:39.920 --> 00:19:40.720 So learning the new stuff. 00:19:40.799 --> 00:19:42.400 Right keep it a pulse on what's going on. 00:19:42.640 --> 00:19:43.039 Awesome. 00:19:43.119 --> 00:19:43.359 Awesome. 00:19:43.440 --> 00:19:48.400 What's the biggest message that you have to share with everybody who's who's here at the expo? 00:19:48.559 --> 00:19:50.880 Okay, so figure out who to talk to, for one thing. 00:19:51.119 --> 00:19:53.920 Two, figure out where you can get non-proprietary equipment. 00:19:54.079 --> 00:19:55.279 That's the biggest thing right now. 00:19:55.440 --> 00:19:58.160 I think the whole industry is completely upside down right now, right? 00:19:58.400 --> 00:20:00.240 Stuck with the majors because of the proprietary thing. 00:20:00.400 --> 00:20:06.400 Owners are absolutely handcuffed, they can't go anywhere, they're super frustrated, they're paying five times market price because it's not proprietary. 00:20:06.559 --> 00:20:06.799 Gotcha. 00:20:07.039 --> 00:20:08.240 And the industry doesn't understand that. 00:20:08.559 --> 00:20:11.759 So we got to figure out as all that are subcontractors, how do we help aid that? 00:20:11.839 --> 00:20:16.079 How do we help our owners, our customers, get non-proprietary stuff because they don't even know what I'm talking about? 00:20:16.160 --> 00:20:16.240 Right. 00:20:16.400 --> 00:20:17.200 I have to educate them. 00:20:17.279 --> 00:20:18.000 That's what it's all about. 00:20:18.240 --> 00:20:18.400 Right. 00:20:18.559 --> 00:20:18.880 Awesome. 00:20:19.039 --> 00:20:22.559 What's one of the biggest issues facing your segment of the industry right now? 00:20:22.880 --> 00:20:27.359 So we do quite a few new commercial installations to the tune of about four to five a month, I would say. 00:20:27.599 --> 00:20:35.519 And I would say the biggest challenge I have is you've got these multinationals out there that are able to just absolutely drop the bottom out of their price and come in at like ridiculously low prices. 00:20:35.599 --> 00:20:36.640 It's very hard to compete with. 00:20:36.799 --> 00:20:51.680 And then kind of what I touched on earlier, Matt, is trying to educate our customers on the

importance of proprietary versus not proprietary and getting them to understand why that's so important, why that matters to them, and why that might be worth a 5% premium over what the multinationals charge for the new install. 00:20:51.839 --> 00:20:55.839 So too many customers focus too much on what that sticker price is on a new elevator install. 00:20:55.920 --> 00:20:56.079 Sure. 00:20:56.240 --> 00:20:58.799 Without consideration for how much they're going to pay over the lifetime of that elevator. 00:20:58.880 --> 00:21:00.720 That might be 40, 50 years, as you know, right? 00:21:00.880 --> 00:21:00.960 Yeah. 00:21:01.119 --> 00:21:02.559 How much your repair is going to cost us. 00:21:02.640 --> 00:21:06.640 Uh what happens if they have to replace this board that they can only source from one supplier. 00:21:06.799 --> 00:21:06.880 Right. 00:21:07.039 --> 00:21:07.119 Right. 00:21:07.279 --> 00:21:07.359 Yeah. 00:21:07.519 --> 00:21:17.839 So trying to get them to understand that and why that might be worth a couple thousand dollars more for a two-stop hydro than than uh saving, you know, two thousand dollars on this price, and it might turn into fifteen thousand dollars over the course of twenty years. 00:21:18.160 --> 00:21:19.759 A little bit like investing in the future. 00:21:19.920 --> 00:21:25.599 Maybe you pay a little bit more for your vehicle, whatever it is, but it's gonna last you longer or or or whatever the case may be, right? 00:21:26.160 --> 00:21:26.319 Sure. 00:21:26.559 --> 00:21:30.319 And if you buy it from this dealership or that dealership, this guy may or may not give you better service, right? 00:21:30.480 --> 00:21:30.559 Right. 00:21:30.720 --> 00:21:31.839 What if they never pick up the phone? 00:21:31.920 --> 00:21:32.799 What if they're never available? 00:21:32.960 --> 00:21:35.200 What if they don't honor that warranty that they promised you from day one? 00:21:35.440 --> 00:21:35.519 Right. 00:21:36.079 --> 00:21:38.480 So the whole value change is what I try to educate my customers on. 00:21:38.799 --> 00:21:39.200 Yeah, thank you. 00:21:39.279 --> 00:21:39.920 And that's beautiful. 00:21:40.160 --> 00:21:46.640 What uh what would you say is is one of the best pieces of advice or one of the biggest lessons you've learned that you'd like to share? 00:21:47.039 --> 00:21:48.400 Yeah, that's a great question, Matt. 00:21:48.559 --> 00:21:53.519 So when I first started in the trade when I was a kid, I wanted to be a mechanic, and that's all I wanted to be. 00:21:53.680 --> 00:21:53.759 Right. 00:21:53.920 --> 00:21:55.279 And I loved working with my hands. 00:21:55.359 --> 00:22:04.400 And when they started talking to me about going into sales or operations management or maybe finance or marketing or all these other endeavors, I was I was very uh myopic in my view. 00:22:04.720 --> 00:22:05.759 I wanted to stay a mechanic. 00:22:05.839 --> 00:22:06.640 I wanted to be a mechanic. 00:22:06.799 --> 00:22:09.359

And then when I finally said, you know what, what's the harm? 00:22:09.519 --> 00:22:10.400 Let me give it a try. 00:22:10.480 --> 00:22:14.000 And I learned how to do all these different things, it made me so much better, well-rounded. 00:22:14.079 --> 00:22:14.400 For sure. 00:22:14.559 --> 00:22:18.319 And now today I can look back over my career 25 years ago, hey, I know a little bit about finance. 00:22:18.480 --> 00:22:22.960 I know about marketing, I know, I know how to install an elevator, I can speak to that service, the whole gambit. 00:22:23.039 --> 00:22:27.119 So I would encourage any young person that wants to be in the elevator trade just to get well-rounded. 00:22:27.279 --> 00:22:32.880 Allow themselves to go into an um an area of the business that they might not be passionate about, yeah, just to learn it. 00:22:32.960 --> 00:22:37.119 It doesn't mean that you're gonna be handcuffed to that role for the rest of your career, right? 00:22:37.279 --> 00:22:46.480 In fact, you're if you're good at what you do, you're only gonna stay there for a short period of time as you know, because you're gonna move up, you're gonna get opportunities, you're gonna get chances to work in this this side of the business or or otherwise. 00:22:46.640 --> 00:22:54.400 But yeah, there's um there's some folks that I know that have never done anything other than accounting or neither never done anything other than sales, and they're just they're handcuffed. 00:22:54.480 --> 00:22:55.039 Yeah, they're stuck. 00:22:55.279 --> 00:22:55.359 Yeah. 00:22:55.680 --> 00:22:55.759 Yeah. 00:22:55.920 --> 00:23:01.519 Well, and and obviously you're in this role because you do understand all the other aspects, right? 00:23:01.839 --> 00:23:07.519 That uh I would say that after a certain point in time, I said, Hey, look, I can do this too. 00:23:07.599 --> 00:23:07.759 Yeah. 00:23:07.920 --> 00:23:09.759 Why, why, why do I have to work for someone else? 00:23:09.920 --> 00:23:11.599 I've learned how to do these things, right? 00:23:11.759 --> 00:23:17.039 So our my team and I were said, okay, we we can do this without having to work for this company or that company or this company, right? 00:23:17.119 --> 00:23:17.920 So just build it. 00:23:18.079 --> 00:23:19.440 It just opens up the horizons, man. 00:23:19.680 --> 00:23:19.920 Awesome. 00:23:20.079 --> 00:23:20.960 Anything else you'd like to share? 00:23:21.200 --> 00:23:23.680 Hey, love the NAC show, love what the NAC show is about. 00:23:23.839 --> 00:23:24.799 Uh education. 00:23:24.960 --> 00:23:26.240 Uh, you can never stop learning. 00:23:26.319 --> 00:23:27.039 Don't ever stop learning. 00:23:27.119 --> 00:23:29.119 Don't ever get complacent, don't ever sit back on your heels. 00:23:29.440 --> 00:23:29.680 Awesome. 00:23:29.920 --> 00:23:30.160 Thank you. 00:23:30.319 --> 00:23:30.880 Appreciate you, man. 00:23:31.279 --> 00:23:31.440 Thank you. 00:23:31.680 --> 00:23:31.839 Yeah. 00:23:32.000 --> 00:23:32.480 Thank you. 00:23:32.799 --> 00:23:39.519 Thank you for listening to the Elevator Careers Podcast, sponsored by the All Red Group, a leader in elevator industry recruiting. 00:23:39.680 --> 00:23:47.119 Please visit our YouTube channel at Elevator Careers or check us out online at elevatorcareers.net. 00:23:47.279 --> 00:23:48.720 Please like and subscribe. 00:23:48.799 --> 00:23:51.200 And until next time, stay safe.