Mike Balsamo is the Senior Vice President with VDA in New York City. Mike started his career with PS Marcato working summers as a helper and he credits his early time in the trade to being foundational to the work he does does today.  Mike says responsiveness to customers is critical because that is how you build trust. Mike is also a champion of continuing education, knowing education is the key to opportunity.

Show Notes with Time Stamps:

[0:00:00] Introduction - Mike Balsamo's career path and dislike of term "business development"
[0:00:52] Matthew Allred introduction and background on Mike starting as summer helper
[0:01:41] Mike discusses getting into elevators and taking sales job despite father's doubts
[0:02:03] Matthew asks about initial fears of sales role and Mike's curiosity about elevators
[0:03:03] Mike discusses learning fundamentals as helper and building relationships
[0:03:19] Matthew asks about father's lack of confidence and Mike's willingness to try sales
[0:04:08] Matthew and Mike discuss value of hands-on learning vs formal education
[0:04:35] Matthew asks about challenges stepping into sales role after helper experience
[0:05:36] Mike discusses learning the business through customer service and product knowledge
[0:06:10] Matthew and Mike discuss challenges in passing knowledge to new generations
[0:07:02] Mike emphasizes importance of continuing education and trade certifications
[0:08:55] Matthew notes cultural mindset around trades careers needing redirection
[0:09:41] Mike discusses difficulty contractors have finding skilled trade workers
[0:10:12] Matthew asks how maintenance contracts can be difficult to get out of
[0:10:22] Mike explains cancellation clauses and process for "just cause"
[0:11:20] Matthew asks what most critical skill is in Mike's consultant work
[0:11:58] Mike emphasizes communication and responsiveness to clients
[0:13:11] Matthew asks how Mike handles unresponsive contractors
[0:13:19] Mike explains process for notifying client if contractor remains unresponsive
[0:14:50] Matthew asks about balancing client and contractor relationships
[0:15:06] Mike explains being upfront with clients about unresponsive contractors
[0:15:32] Matthew asks about Mike's consultation work when not hiring full service
[0:16:00] Mike discusses reviewing contracts for clients not hiring full service
[0:16:28] Matthew asks what motivated Mike to leave previous company after 21 years
[0:17:37] Mike discusses opportunity for growth that led him to switch companies
[0:18:08] Matthew asks about Mike's mentors who invested in him early in career
[0:20:39] Mike discusses learning from many mechanics over the years at first company
[0:21:59] Matthew asks how Mike's sales role changed after helper experience
[0:23:59] Mike discusses continuing to learn by going on service calls with mechanics
[0:25:44] Matthew asks about Mike's current responsibilities and territory
[0:27:30] Matthew asks for Mike's advice to the overall industry
[0:29:37] Matthew asks if Mike has seen changes in workmanship over the years
[0:30:35] Matthew asks for Mike's advice to individuals considering the industry
[0:33:23] Matthew thanks Mike for his time and insights

Ed Stachowiak is the Chief Operating Officer at Axxiom Elevator. Ed started his career as a sales rep with Otis Elevator in Syracuse, New York where he learned and grew rapidly.  In 2023, Ed became one of the founders of Axxiom Elevator with a vision to become the "Elevator Service Provider of Choice." Ed believes personal and business growth is not easy. It takes a lot of courage to have honest and open conversations, but is essential to see your blind spots and grow effectively.

This is part 2 of the interview with Ed. In part one, we discussed his early career. Today we are discussing the challenges and learnings of starting a new business. 

Show Notes:
0:00:00 Introduction
0:01:02 Starting a new elevator service provider with Ed Stachowiak of Axxiom Elevator
0:02:18 The motivation behind starting Axiom Elevator
0:03:36 Understanding the underserved segment seeking better customer service
0:05:04 How customer expectations have changed with the rise of on-demand culture
0:07:22 Ed's motivations for starting Axiom Elevator and the opportunity he saw
0:08:56 Building a strategic plan and culture around core commitments
0:10:54 Partnering with the right people who share the company's vision
0:12:29 Benefits partnerships provide for small business owners
0:14:14 Supporting partners' growth through expertise and resources
0:15:04 Flexibility in partnership structures based on partners' needs
0:18:03 Building partnerships through open communication and alignment
0:20:55 Addressing fears around partnerships through transparency
0:22:54 Partnership as a mutually beneficial relationship
0:25:35 Creative strategies for scaling businesses in unique markets
0:28:06 Parting words of wisdom on growth, communication, and blind spots

Ed Stachowiak is the Chief Operating Officer at Axxiom Elevator. Ed started his career as a sales rep with Otis Elevator in Syracuse, New York where he learned and grew rapidly.  In 2023, Ed became one of the founders of Axxiom Elevator with a vision to become the "Elevator Service Provider of Choice."
Ed believes personal and business growth is not easy. It takes a lot of courage to have honest and open conversations, but is essential to see your blind spots and grow effectively." 

SUMMARY:
This interview discusses Ed Stachowiak's early career journey in the elevator industry. Some of the key highlights include:

- Ed got his start right out of college when he was recruited by Otis Elevator. He was drawn to the company culture and potential for growth.

- Seeing his colleagues' careers progress rapidly gave Ed motivation to continue advancing in his own role.

- Ed benefited greatly from mentors at Otis who invested time in teaching him, especially when he showed initiative and desire to learn.

- One of Ed's biggest early challenges was learning all the product knowledge, but he was able to gain hands-on experience in the field.

- Ed cites creating a culture where people want to succeed for the team, not just themselves, as a key lesson in leadership.

- Part 1 focuses on Ed's background at Otis. Part 2 will discuss the challenges and learnings of starting his own company, Axiom Elevator.

Introduction:
Kendra Glenn is the Managing Partner of BTS Elevator Packages. Kendra grew up in the industry, but wasn't sure she wanted to be part of the family business. After Graduating from college and working in hospitality for a few years, Kendra realized she wasn't being challenged or feeling fulfilled.  Kendra decided to join the family business, G-Tech Elevator and after a few years she helped create BTS.  Kendra has found the challenge she was looking for and is thriving in the elevator industry.

Summary of the interview:
- Kendra Glenn grew up in the elevator industry but pursued hospitality in college before realizing she wanted more challenge. She joined the family business G Tech Elevator and helped start BTS Elevator Packages.

- BTS was created to sell elevator equipment after years of installing with G Tech. As an independent, BTS focuses on customized packages, field surveys, and cost-effective solutions to help other independents compete.

- Kendra discussed overcoming initial challenges like learning drawings and the visualization aspect without formal training. Spending time in the field with her father and brother was most helpful for gaining hands-on knowledge.

- BTS saw its biggest year yet in 2022 and Kendra plans to continue growing through relationships and unique service offerings. Future goals include expanding product lines with a potential hydro package.

- The interview highlighted the collaborative culture of the elevator industry where professionals are passionate about sharing knowledge to help each other succeed, unlike some cutthroat industries.

- Kendra advises those interested in the industry to be willing to work hard, as there are many career paths and opportunities to continually learn and grow.

Show Notes with Time Stamps:
0:00:00 Introduction - Kendra grew up in the industry but wasn't sure she wanted to be part of the family business. After graduating college and working in hospitality, she realized she wasn't being challenged and joined the family business G Tech Elevator.

0:01:43 Welcome and introduction from Kendra

0:02:04 How did you get started in the elevator industry? Kendra discusses growing up in the industry and joining the family business after trying hospitality.

0:03:53 Why did you choose to study hospitality in college if you grew up in elevators? Kendra discusses wanting to try something new but ultimately missing being challenged.

0:09:15 Starting BTS Elevator Packages - Kendra discusses starting BTS to sell equipment after installing with G Tech for years.

0:11:13 Challenges of selling as an independent - Kendra discusses the challenges of competing on cost for new installations and how BTS addresses this.

0:16:09 Overcoming knowledge gaps - Kendra discusses her biggest challenge of learning drawings and calls out the importance of asking questions.

0:20:25 Growth and reception of BTS - Kendra discusses last year being their biggest and plans to continue growing through relationships and unique services.

0:25:07 Overcoming visualization challenges - Kendra discusses struggling with drawings but learning through time in the field.

0:28:33 Elevator industry culture - Both discuss the collaborative nature unlike some other industries.

0:31:00 Closing and parting thoughts.

Michael Frangias is the CEO of New York/New Jersey Elevator Company. Mike literally grew up in the industry, with his father taking him on the job at an early age. He didn’t like school, but he learned quickly while in the trade and came to love elevators. Mike has worked for several different companies, both large and small, and has gained many valuable insights over the years.  Mike believes in employees and he trusts that if he tells them what he expects, they will come through.

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Show Notes with Time Stamps for Mike Frangias Full Video Interview Podcast:

0:00:00 - Introduction to Mike Frangias' career in elevators and how he got started in the industry at a young age with his father

0:01:29 - Matthew Allred welcomes Mike Frangias to the podcast

0:01:31 - Mike expresses his appreciation for the podcast

0:01:38 - Matthew discusses his love for learning people's elevator career stories

0:02:07 - Mike describes how his father first started bringing him to work in the early 1980s

0:03:13 - Mike talks about working construction and unloading trucks as a teenager

0:04:10 - Mike returns to working in elevators at age 18

0:05:39 - Mike discusses working at various elevator companies and becoming a foreman

0:06:17 - Mike gets injured on the job and has to recover for six months

0:07:20 - Mike pushes himself to get back to work at a high level after his injury

0:08:13 - Matthew asks about Mike's biggest mentors besides his father

0:09:58 - Mike discusses more mentors he had after certain life events like his parents passing away

0:11:09 - Mike is impressed by a company he witnessed in St. Louis and their employee culture

0:12:25 - Matthew asks what created that positive company culture in St. Louis

0:12:37 - Mike discusses the owner's role in building trust and respect with employees

0:14:10 - Mike continues building businesses and learning from mentors over the years

0:15:20 - Mike discusses a period of consulting for different elevator companies around the country
0:16:17 - Mike talks about starting his own company 360 Elevator and buying Statewide Elevator in New Jersey

Introduction:
Tom McMahan is the Business Development Manager with Delaware Elevator, headquartered in Salisbury, MD. Tom started his career at Miami Elevator right after graduating from Florida State University in 1990, and after two years, Tom left the industry for a time to experience international business. After returning to the elevator industry, Tom was able to apply his international experience, opening Lerch Bates' first office in Latin America in 2017. Tom values his friendships, connections and all he has learned in the elevator industry; he believes your name and reputation are like gold that should not be gambled with

Podcast Show Notes with Timestamps:
0:00:00 Introduction and background on Tom McMahan's career
0:01:42 Tom welcomes and thanks Matt for having him on the podcast
0:02:06 Matt asks how Tom first got started in the elevator industry
0:02:28 Tom shares that he got a job with Miami Elevator right after college at Florida State University
0:02:54 Tom confirms he had no prior experience or thoughts of working in elevators
0:03:00 Tom's degree was in multinational marketing from Florida State University  
0:03:59 Tom shares his first job was putting deflector shoes on a 20 story building
0:04:24 Tom spent his first 6 months in the field and then 6 months with a mentor
0:04:41 Tom shares he really enjoyed working for Miami Elevator
0:05:00 Tom left the industry for a few years to gain international experience
0:05:31 Tom returned to the industry working for TK Elevator  
0:05:49 Tom was able to use his international experience opening an office for TK Elevator in Latin America
0:06:03 Tom shares what led him back to the US from Latin America
0:06:50 Tom discusses plugging back into the industry through connections from Miami Elevator
0:07:11 Tom wanted to live closer to family in Florida which also brought him back to the US
0:07:52 Tom discusses his role opening the first Latin America office for TK Elevator
0:08:00 Tom's office was in Fort Lauderdale, similar to his prior role at Miami Elevator
0:09:02 Tom's role expanded to a regional position managing 13 countries for TK Elevator
0:10:00 Tom discusses some differences he noticed between the elevator industries in the US vs Latin America
0:10:21 Opportunities for mechanics seemed more limited in Latin America compared to the US
0:10:34 Unions provided more support and training in the US compared to Latin America
0:11:47 Tom then moved to help open the first Latin America office for Lerch Bates
0:12:43 It was challenging to sell owners in Latin America on paying a premium for consulting
0:13:11 Preventative maintenance mindset was less common than reactive repairs in Latin America 
0:14:42 Hard work and integrity can provide more opportunities in the US elevator industry
0:15:00 Networking is important but also value lifelong friendships in the industry
0:15:51 Never burn bridges and stay connected with mentors and colleagues
0:16:06 Tom was with Lerch Bates for around 2-2.5 years
0:16:31 The pandemic hit Latin America extremely hard, shutting everything down
0:17:02 Tom shares strict lockdown protocols in Chile like permits for grocery shopping
0:20:00 Tom discusses settling back in the US after living internationally 
0:20:15 Tom enjoys the location of Delaware Elevator in Salisbury, Maryland
0:20:51 Tom shares he walks daily and watches the sunrise from his office
0:21:19 Tom's biggest lessons include never burning bridges and networking
0:21:58 Tom advises becoming a subject matter expert in your field over time
0:27:42 Tom's advice to his younger self is to stick with something and hold the course
0:29:14 Confidence comes with knowledge and experience over time
0:30:00 Tom shares advice for his daughter starting college.

Scott Akin is the owner of Elevator Sill Solutions by Archi-Tread, a manufacturer and installer of elevator cab and hoistway sills. Scott has been in the elevator industry over 30 years, starting at the bottom and working his way up in manufacturing.  Scott first worked for a family-owned elevator manufacturing business, and after selling, he started his own company. With the intent to reinvent how this industry approaches the challenges with elevator sills both new and existing.  Scott fully understands the value of creating and maintaining relationships and is a firm believer in being honest even though it may not be what the customer wants to hear.

Show notes:
0:00:00 Introduction
0:01:41 Scott Akin welcome and background
0:02:02 How Scott got started in the elevator industry through his wife's family business
0:09:02 Scott's work on Statue of Liberty elevator modernization projects 
0:11:05 Impact of family business consultant on Scott's approach
0:13:15 Challenges of multi-generational family businesses
0:16:38 Importance of communication and relationships in business
0:20:01 Scott's experience transitioning to owning his own business
0:22:53 Origins of the ArcaTread sill overlay system concept
0:27:03 Benefits of the field retrofit approach for sill replacements
0:31:38 Advantages of Scott's system for labor costs and installation time
0:34:32 Solving unique challenges with the overlay system
0:35:04 Most important lesson learned: building relationships through honesty
0:37:06 Advice for those new to the elevator industry

Sammy Kolker is with Matot Corporation and represents the 5th generation of family members to work at Matot, which is 135 years old this year. Sammy is pleased and honored to be part of this family legacy. Sammy loves what she is doing and is thriving in an environment where she can really bring value and express her creativity. Sammy also sees the necessity of inviting honesty and vulnerability into the workplace, and by taking mentorship seriously, she is growing, while also helping those who come after her to thrive.

Summary:
This interview features Sammy Kolker, who represents the fifth generation working at Matot, her family's dumbwaiter manufacturing business. She discusses growing up in the industry and how she became involved after graduating college.

Sammy talks about common family dynamics challenges in multi-generational family businesses. She highlights how Matot has implemented both formal mentorship programs through Loyola University as well as informal mentoring. This has helped improve communication and bring the family together.

When she joined, Sammy was able to express her creativity through marketing and events. She also discusses her involvement in NextGen, which has helped develop her professionally. Some challenges she faced were learning the technical aspects as a non-engineer.

Her advice for newcomers is to find your work friends and get comfortable while also pushing outside your comfort zone. Get to know people from different backgrounds and bring your unique skills. Network within your company and industry through groups like NextGen.

Introduction:
Sean Madden is currently the innovation Manager at Southern Elevator. Sean grew up in the industry, but went to college for engineering, believing he would work on airplanes; instead, he fell in love with elevators. In 2010, Sean started Madden Elevator in Louisville, KY and he is currently serving as the President of the National Association of Elevator Contractors. Sean is passionate about the elevator industry and has created the “Elevator Strategic Hub” with a mission to empower elevator business owners to develop strategic solutions, allowing them to sleep better at night without worrying about their business. 

Summary:

0:00:00 Introduction by host Matt Allred welcoming Sean Madden to the podcast.

0:02:08 Brief overview of Sean's career progression starting in the field and moving into management roles.

0:15:00 Discussion of Sean's experience starting his own company, Madden Elevator, and lessons learned from using strategic planning frameworks like EOS.

0:22:18 Explanation of how Sean got involved in his current role with Southern Elevator developing their "InTelevator" service model using new technologies.

0:25:00 Recap of Sean selling Madden Elevator and transition experiences, including a stint helping another business in Florida.

0:33:54 Discussion of Sean's book "Empowering Elevator Business Owners" and the Elevator Strategic Hub he created.

0:42:51 Highlights of Sean's biggest career lessons focusing on asking questions and continual learning.

0:49:48 Advice Sean gives to people just starting out in the industry to be curious and reach out for help and support.

Matt and Chris Strawn sit down to discuss Chris's career in the elevator industry.

Introduction:
Chris Strawn is the owner of Elevator Safety Training Services (ESTS). Chris started in the industry as an apprentice, after serving two tours in the US Navy. After 10 years in the field Chris joined his brother and another partner, building a firm which included inspection, consulting, and education. Chris loves to teach and is passionate about safety and about helping people take responsibility for their own learning"

Summary:
Matthew and Chris had a conversation about Chris's career in the elevator industry. Chris started in manufacturing but eventually moved into the field and became a supervisor. After about ten years, changes in building codes and certification requirements led Chris to realize he needed to make a change in his career.
Chris and his colleagues worked together in the elevator industry, conducting inspections and handling complaints. They focused on ensuring consistency in noting violations and improving safety practices. - 10:10
Matthew and Chris discussed their experiences in the elevator industry, including the challenges of getting everyone on the same page and the importance of safety training. Chris also mentioned the need for enough skilled personnel in the industry and the impact of management on employee success. - 21:40
Matthew and Chris discussed various topics related to the elevator industry, including the importance of hard work, safety, and taking initiative. They also shared personal experiences, such as Chris's tire blowout incident. -32:07
Chris and Matthew had a conversation about their experiences with a mechanic named Sparky who had a country operation and didn't have proper equipment. They also discussed the cultural differences between the South and other parts of the country. - 43:29