North America Outlook - issue 04 by Outlook Publishing

APPDIRECT | ENGLOBAL | VOLTAGRID

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Issue 04

AVRIO LOGISTICS Industry-leading freight forwarding and supply chain solutions

NAVAJO EXPRESS Behind a worldclass provider of transportation services

Supplying high-quality products, equipment, services, and expertise across the oil and gas sector

MISHA LOBBAN-CLARKE, Executive Director of the Barbados Chamber of Commerce & Industry, discusses the current state of industry across the island

APPDIRECT | ENGLOBAL | VOLTAGRID

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PW MINING

AVRIO LOGISTICS

Contract mining, civil engineering and construction services across West Africa

Industry-leading freight forwarding and supply chain solutions

NAVAJO EXPRESS Behind a worldclass provider of transportation services

Supplying high-quality products, equipment, services, and expertise across the oil and gas sector

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LAHTI ENERGY

Supplying product solutions for panindustry customers

Sustainable district heating in Finland

UMEX

THE KINGDOM’S KITCHEN

EAST AFRICAN BUSINESS COUNCIL Championing regional integration

INNOVATION

EOS DEFENCE SYSTEMS

Providing high-quality defence systems internationally

REZA Food Services Co. Ltd. reveals insights into its operations across Saudi Arabia representing the McDonald’s brand

Brett Fletcher, CEO at Ravenswood Gold, discusses his company’s vision of becoming the largest gold mine in Queensland, Australia

Joshua Gould, CEO at thebigword, discusses the evolution of the language technology industry and his company’s goal of making the world smaller

robust, cost-effective engineering solutions for the off-grid electricity market NICHOLAS WRIGLEY, CEO of Winch Energy, reveals the challenges of producing

vision of becoming the largest gold mine in Queensland, Australia Brett Fletcher, CEO at Ravenswood Gold, discusses his company’s

technology industry and his company’s goal of making the world smaller Joshua Gould, CEO at thebigword, discusses the evolution of the language

SOCIAL

SYSTEMS EOS DEFENCE

MISHA LOBBAN-CLARKE, Executive Director of the Barbados Chamber of Commerce & Industry, discusses the current state of industry across the island

NICHOLAS WRIGLEY, CEO of Winch Energy, reveals the challenges of producing robust, cost-effective engineering solutions for the off-grid electricity market

Commerce & Industry, discusses the current state of industry across the island MISHA LOBBAN-CLARKE, Executive Director of the Barbados Chamber of

INNOVATION

EMPOWERING DNI GROUP

KITCHEN KINGDOM’S THE across Saudi Arabia representing the McDonald’s brand REZA Food Services Co. Ltd. reveals insights into its operations

Providing high-quality defence systems internationally

regional integration Championing

COUNCIL BUSINESS AFRICAN EAST

Tell us your story, and we’ll tell the world. services transportation class provider of Behind a world-

EXPRESS NAVAJO

space base-metals mining communities in the partners and Working alongside

PW MINING

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Romania in Constanta Port terminal operator The leading port and

MINING TREVALI

across West Africa construction services civil engineering and Contract mining,

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Developing the latest boat systems for the global market

The leading port and terminal operator in Constanta Port Romania

SOCIAL

LOGISTICS AVRIO

Issue 50

GE-SHEN CORPORATION

HAMILTONJET

Working alongside partners and communities in the base-metals mining space

DNI GROUP

solutions and supply chain freight forwarding Industry-leading

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QUALITEST | VALMET AUTOMOTIVE

TREVALI MINING

EMPOWERING

oil and gas sector and expertise across the products, equipment, services, Supplying high-quality

VISION EYE INSTITUTE | ANGLISS ASIA

DANGOTE CAMEROON | COMSOL

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global market boat systems for the Developing the latest

HAMILTONJET

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UMEX

industry customers solutions for panSupplying product

heating in Finland Sustainable district

LAHTI ENERGY

CORPORATION GE-SHEN Issue 50

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North America Outlook, Africa Outlook, APAC Outlook and EME Outlook and are digital and print publications aimed at boardroom and hands-on decision-makers, reaching an audience of more than 800,000 people around the world; spanning the full range of industrial sectors. APPDIRECT | ENGLOBAL | VOLTAGRID

DANGOTE CAMEROON | COMSOL

VISION EYE INSTITUTE | ANGLISS ASIA

QUALITEST | VALMET AUTOMOTIVE

With original and exclusive content compiled by our experienced editorial team, we look to promote the latest in engaging news, industry trends and success stories from across the globe. Your company can join the leading industry heavyweights enjoying the free exposure we provide across both digital and print platforms with a free marketing brochure, extensive social media saturation, enhanced B2B networking opportunities, and a readymade forum to attract new investment and to help you grow your business. Visit www.outlookpublishing.com/work-with-us for details on how your company can feature for free in one of our upcoming editions.

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WELCOME

Trust First

EDITORIAL Senior Editor: Sean Galea-Pace sean.galea-pace@outlookpublishing.com Editor: Marcus Kääpä marcus.kaapa@outlookpublishing.com Junior Editor: Phoebe Harper phoebe.harper@outlookpublishing.com

Quality makes for happy customers.

PRODUCTION Production Director: Stephen Giles steve.giles@outlookpublishing.com

Stemming from the growing recognition of

Senior Designer: Devon Collins devon.collins@outlookpublishing.com

reliability over revenue, 2021 is seeing an

Junior Designer: Matt Loudwell matt.loudwell@outlookpublishing.com

increasing number of businesses focus on

Production Assistant: Courtney Solomon courtney.solomon@outlookpublishing.com Social Media Manager: Dan Nash dan.nash@outlookpublishing.com BUSINESS Managing Director: Ben Weaver ben.weaver@outlookpublishing.com Sales Director: Nick Norris nick.norris@outlookpublishing.com Operations Director: James Mitchell james.mitchell@outlookpublishing.com Commercial Director: Joshua Mann joshua.mann@outlookpublishing.com REGIONAL DIRECTOR Tom Cullum tom.cullum@outlookpublishing.com PROJECT MANAGER David Knott david.knott@outlookpublishing.com HEADS OF PROJECTS Callam Waller callam.waller@outlookpublishing.com Eddie Clinton eddie.clinton@outlookpublishing.com Thomas Arnold thomas.arnold@outlookpublishing.com TRAINING & DEVELOPMENT DIRECTOR Vivek Valmiki vivek.valmiki@outlookpublishing.com SALES MANAGERS Donovan Smith donovan.smith@outlookpublishing.com Krisha Canlas krisha.canlas@outlookpublishing.com Matt Cole-Wilkin matt.cole-wilkin@outlookpublishing.com Ryan Gray ryan.gray@outlookpublishing.com

ADMINISTRATION Finance Director: Suzanne Welsh suzanne.welsh@outlookpublishing.com Finance Assistant: Freya Penn freya.penn@outlookpublishing.com Office Manager: Daniel George daniel.george@outlookpublishing.com CONTACT North America Outlook 69-75 Thorpe Road, Norwich, Norfolk, NR1 1UA, United Kingdom. Sales: +44 (0) 1603 363 631 Editorial: +44 (0) 1603 363 654 SUBSCRIPTIONS Tel: +44 (0) 1603 363 654 sean.galea-pace@outlookpublishing.com www.northamericaoutlookmag.com

both industry reputation and client welfare to ultimately become companies that you can trust. And these values echo across our cover feature – PSS Industrial Group. Operating within the US energy space, we speak to Phillip Goodwin, CTO of the company, about how PSS Industrial is driven by professionalism in providing its clients high-quality products, equipment, services, and expertise across the oil and gas sector. “Our staff, resources and processes are best-in-class and are dedicated to upholding the PSS Industrial motto: ‘Delivering what you need, when you need it,’” Goodwin tells us proudly. “Over the past three decades, PSS Industrial has substantially expanded both its product breadth, supply chain logistics and end market diversification by creating strategic partnerships with leading manufacturers and completing multiple acquisitions to further expand its capabilities in the full energy value chain.” Elsewhere in the magazine, we speak to the executive team at Avrio Logistics, regarding their industry leading provision of supply chain solutions across the US. “Trust is an outcome, it’s something that’s earned through what we drive in our operating models - flawless execution,” comments Vice President of Operations, Bill Lenihan. Meanwhile, we take a deep dive into Navajo Express - the freight transportation provider with 75 years of experience in the sector. “We are large enough to handle our customers’ needs in a timely manner, with the professionalism and execution they expect,” Brandon Bodine, Vice President of Navajo Express’ Expedited division, tells us. Before you go, check out our exclusive digital reports with CellSite Solutions, ENGlobal, Tiara Yachts, VoltaGrid, AppDirect and many more! Enjoy the issue!

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Sean Galea-Pace Senior Editor, Outlook Publishing North America Outlook issue 04 | 3

CONTENTS

122

16 REGULARS

6 NEWS

INDUSTRY SPOTLIGHT

Around North America in seven stories

16 Barbados Chamber of Commerce and Industry (BCCI)

8 EXPERT EYE Examining a data-driven energy transition

BUSINESS INSIGHT

10 Economy

Business in Los Angeles Inside LA – the hub of the West Coast

TOPICAL FOCUS

12 Women in Business

Dispelling the Myth: The Female-Founded Unicorn The growing phenomenon of femalefounded unicorns

10 4 | North America Outlook issue 04

Industry in Barbados

The guiding voice behind Barbados’ business community

122 THE FINAL WORD What technology is helping to transform your industry and how?

NORTH AMERICA OUTLOOK MAGAZINE

102

66 F E AT U R E S

26 SHOWCASING LEADING COMPANIES

SUPPLY CHAIN

ENERGY & UTILITIES

Tell us your story and we’ll tell the world

66 Avrio Logistics Bespoke Logistics

90 VoltaGrid

Industry-leading freight forwarding and supply chain solutions

Pioneering hybrid power solutions

OIL & GAS

28 PSS Industrial Group

Equipping the Energy Industry

74 Navajo Express

Supplying professional necessities within the oil and gas industry

Improve, Adapt, Overcome: The Navajo Way

44 HMT Tank

Behind a world-class provider of transportation services

Optimized aboveground storage tank operations and customized solutions

84 Gentle Giant Moving Company

Future Tank Technology TECHNOLOGY

52 AppDirect

Delivering Excellence

Providing professional high-quality moving services across the US

Energizing the New Age of Power Generation CONSTRUCTION

96 ENGlobal

Dual Fuel Developments Delivering innovative construction project solutions to clients across the US energy space

MANUFACTURING

102 Tiara Yachts

Innovation at the Prow

Transform and Thrive: Envisioning future entrepreneurship

Manufacturing, assembling and delivering the high-quality boating experience

Behind a leading subscription commerce platform

Propelling into the Future

60 CellSite Solutions Service and Solutions

Supplying telecoms equipment, services and expertise within the US

108 HamiltonJet

Developing and manufacturing the latest boat systems for the global market

84 North America Outlook issue 04 | 5

NEWS Around North America in seven stories… LO CA L G OV E R N M E N T

‘Juneteenth’ officially marked as public holiday

H E A LT H C A R E

REPUBLICAN-LED CHALLENGE TO OBAMACARE REJECTED BY US SUPREME COURT T H E FUTURE of Obamacare looks stable once again, as the US Supreme Court rejects a Trumpbacked challenge by Republicanled states to the Affordable Care Act (ACA). On Thursday 17 June, the court’s nine justices upheld the law by a seven-two majority, after finding that there was no legal standing to sue. The legal challenge came after former President Donald Trump sought to have the act repealed when he

A E R O S PAC E

Staff shortages lead to hundreds of flight cancellations for American Airlines A ME R ICA N A IRLINES has been forced to trim its overall flight schedule by one percent through to mid-July, due to staffing shortages, maintenance and other issues. Hundreds of flights have been cancelled in the face of a surging 6 | North America Outlook issue 04

was elected in 2016, and was led by Texas alongside 17 other Republicangoverned states. This marks the third challenge that the ACA, otherwise known as Obamacare, has faced since 2010. Under Obamacare, millions of low-income Americans are given access to medical insurance, whilst prohibiting insurers from banning coverage due to preexisting conditions. At present, the healthcare of 31 million Americans is covered by the ACA.

J U N E 1 9 will now be acknowledged as ‘Juneteenth National Independence Day’, after President Joe Biden signed legislation officially establishing a US federal holiday to mark the end of slavery in the United States. According to CNN, President Biden said that bringing this law into effect was one of the “greatest honors” of his presidency. Juneteenth commemorates June 19 1865, when the end of slavery was officially announced in Galveston, Texas, in accordance with President Abraham Lincoln’s 1863 Emancipation Proclamation. The signing ceremony was also attended by Opal Lee, the activist who campaigned to mark the occasion as a federal holiday.

travel demand that has grown to pre-pandemic levels. In a statement, American Airlines said that the schedule had been reduced to help ease disruptions, including unavailable flight crews and complications caused by bad weather at the airline’s Charlotte and Dallas / Fort Worth International Airport hubs during the first half of June. This comes as carriers across the world endeavor to capture a heightened demand whilst stemming record losses due to the COVID-19 pandemic.

MINING

FOOD & DRINK

THE MILK-BASED SPORTS DRINK MAKING WAVES

SA-Canada blasting joint venture gathers steam AF T E R LAUN CHING 18 months ago, BME Mining Canda Inc., a joint venture between South Africabased BME and Canadian contractor Consbec Inc., has steadily expanded its presence in Canada’s mining sector. The company has since installed a dual salt emulsion explosive plant and is soon to construct a detonator

assembly facility – spurring on its roll-out into the Canadian market. According to its Vice-President Richard Walker, who is also VicePresident of Consbec Inc., the new plant gives customers access to a dual salt and single salt product, either gassed or micro-balloon sensitized. As a truly vertically integrated company, BME Mining Canada Inc. caters to the full range of customer needs in explosives, drilling, and blasting.

S U S TA I N A B I L I T Y

US Solar Capacity Surpasses 100 Gigawatts F O L LOWING ON from a strong first quarter, the US solar industry has surpassed a capacity of 100 gigawatts (GW). According to a US Solar Market Insight Report from the Solar Energy Industries Association and Wood Mackenzie, America’s solar industry installed more than five GW of photovoltaic capacity within the first three months of 2021 alone, marking a record first quarter. While the increase in solar photovoltaic capacity is a welcome advance in the country’s transition towards renewable energy,

the report suggests challenging times are ahead due to supply issues resulting from the pandemic, including delayed deliveries and increased commodity prices.

G O O DS P O R T I S the Chicagobased company making waves in the food and beverage space with their cow’s milk-based sportshydration drink. The company drew attention after launching in February this year and receiving investments from Major League Baseball legend Ken Griffey Jr. and former San Francisco 49ers icon Ronnie Lot. Now, GoodSport founder Michelle McBride has stated that she will seek $15 million in GoodSport’s funding round. This is one of the latest developments in the thriving US sports beverage space, which is projected by financial analysts to reach $36 million by 2028. R E TA I L

COMPETITION FOR AMAZON’S PRIME DAY FROM US RETAILERS TH E 2 1 and 22 June marks Amazon’s multibillion dollar online retail event, ‘Prime Day’. As of 2021, Amazon.com Inc. will face more challenges than ever, as big US retailers seek to stir competition with their own deals. Last year, the two-day sales event generated $10.4 billion in gross merchandise sales. As such, Target Corp, Walmart Inc, Bed Bath & Beyond, amongst others, are launching promotions and big discounts to coincide with the event. Such is the power of Prime Day, the event’s spending power rivals the entire US holiday shopping season. As online retailers boost promotions across their websites to coincide with the event, shopping malls across the US seek to limit the amount of discounts and promotions.

North America Outlook issue 04 | 7

EXPERT EYE

The Energy Transition Needs Data to Succeed CEO of Clir Renewables, Gareth Brown, examines the need for a ‘big data’ approach across the US to accelerate the renewable energy transition Written by: Gareth Brown, CEO, Clir Renewables

S renewable energy is on the cusp of major growth, with rapid buildout of onshore wind and solar underway, and over 30 gigawatts (GW) of offshore wind due to come online by 2030. However, as we have seen in Europe, after a couple of years of operation, problems can start to arise - seemingly out of nowhere - for offshore wind farms. Clearly, these problems have a source. But without a strong data monitoring and analysis strategy in place, these new developments could face ongoing and unnecessary drops in energy production, and therefore revenue. Largely, the ongoing nature of this 8 | North America Outlook issue 04

issue is thanks to an assumptionbased approach to identifying and quantifying the causes of production losses. This article explores the need for US renewable project owners and investors – those looking offshore in particular - to take a ‘big data’ attitude to project performance in order to drive a successful, profitable energy transition.

UNPICKING UNDERPERFORMANCE While the successful buildout of offshore wind farms in Europe provides a valuable lesson for installing projects, the burgeoning US offshore wind industry must also learn from common mistakes and assumptions made by European and North American onshore projects around underperformance once these projects are online. Often, underperformance for the first few years is blamed on a low wind resource, the most common culprit for low production. However, fluctuations in windspeed cannot

account for patterns of year-on-year underperformance – and after several years of lost revenue, owners have started to look through the data to figure out whether they really are just unlucky, or if there’s a deeper problem with the turbines. For example, a sensor error that pitches turbine blades to the wrong degree can cause a dip in annual energy production that will not immediately raise suspicions as it will often be masked by larger, resourcebased fluctuations in production volume. Over the years, however, this small drop in annual energy production could be unnecessarily losing the project owners millions of dollars in revenue. In order for project owners to recognize these small but significant losses and take action to fix them right away, all data from a project must be analyzed in context - from individual turbines to their neighbors in the project and the environment itself. Usually, once a project owner has recognized that underperformance

ENERGY & UTILITIES insight into not only current causes of underperformance but also forecast the effect of a changing environment and demand on wind farm production. For example, developers in Europe have been blindsided by the wake and block effect on offshore wind production. This is because energy yield forecasts are based on test data from when no other offshore wind turbines were in place, whereas in the real world, turbines upstream interrupt the flow of wind and reduce energy production for turbines downstream despite access to a great wind resource. Using advanced analytics, owners can update forecasted energy yields based on real data rather than predictions, and model the impact of different scenarios such as the influence of more turbines or new cable systems on annual energy production and revenue. is occurring, they will contract a consultancy to identify what those small but fixable causes of underperformance are. However, the size of the data sets and the variety of formats in question can often see analysis take weeks, even months, to finalize on a case-by-case basis. To get to the root of the problem quickly, forward-thinking energy project owners are increasingly turning to big data solutions such as artificial intelligence and machine learning. These methods of analysis have enabled other industries to shrink the time needed to identify problems down to days, hours, or even minutes. An algorithm trained by asset data and industry expertise can similarly provide asset owners with ongoing insights into project performance beyond the initial “problem-spotting” phase.

PREDICTING FUTURE PERFORMANCE SHOCKS Through big data analytics, offshore wind project owners can gain

BUYING, SELLING, AND FLIPPING Data isn’t just key for informing operational decisions for offshore wind farms – it can also be vital for proving the investment potential of renewable energy projects more widely. Often, the incredibly short window where asset data rooms are open means that investors who can’t analyze project data quickly are forced to buy and sell renewable energy projects without checking if the performance data backs up the valuation. In some cases, this can lead to a continual “flipping” of a project from one owner to another. Increasingly, potential investors and buyers are investing in the analytic methods they need to assess whether the valuation of a project stacks up before finalizing a deal. This enables potential project owners to recognize opportunities to negotiate existing terms on debt financing or insurance based on forecasts that are backed up by real data rather than assumptions.

DATA CAN RAISE GIANTS IN RENEWABLES Renewable energy is vital to countering climate change and is therefore far more important than faster shipping of the latest smartphone or more relevant internet searches. Yet, the industry has been slow to adopt the same data approaches that have allowed companies like Google and Amazon to thrive. A reprioritization of advanced analytics and big data to the top of the agenda will see asset owners eliminate persistent performance losses, accurately forecast revenue, and ultimately grow to be giants. Clearly the energy transition needs to take full advantage of data analytics to succeed, and do it fast. Renewable energy companies that fail to accurately forecast and optimize performance will be outpaced by the players that look to their data to inform every step – from financing or refinancing a project to securing the best insurance terms. Digitalization can deliver tangible, financial results for owners and operators, ultimately facilitating the growth of renewables and driving forward a cleaner, greener energy supply.

ABOUT THE EXPERT Gareth Brown, CEO, Clir Renewables Gareth Brown is CEO and co-founder of Clir Renewables, a renewable energy AI software company. He is an entrepreneur and a chartered engineer with the IMechE. Gareth has over a decade of experience in the industry which spans the life-cycle of renewable energy projects from identification, development, construction, to financing, and operation.

North America Outlook issue 04 | 9

BUSINESS IN LOS ANGELES

BUSINESS We explore LA and glance over the most prominent sectors contributing to the city’s economic growth Written by: Marcus Kääpä

he City of Angels, The City of Flowers and Sunshine, La-La Land - Los Angeles (LA) is reputed for many things. On top of its several names, muscle beach, and the unmissable Hollywood sign set amid the city’s green hills, LA’s business sector is famous for its diversity and strength of industry. Set on the Californian coast, LA is the largest city in the state and home to around four million people, making it the second largest in the whole of the US after New York City (NYC), as well as the third largest in the North American region, with Mexico City placed in first. Not only is the city known for its cultural and ethnic diversity, but also its pleasant subtropical 10 | North America Outlook issue 04

in Los Angeles climate and huge metropolitan center. Looking to the city’s industry, LA has a robust economy and hosts a diverse range of businesses crossing a multitude of sectors. In 2018, the city was ranked as the fourth richest on the globe, even ahead of NYC, and boasted a gross metropolitan product (GMP) of approximately one trillion dollars; the third largest city by gross domestic product (GDP) in the world after NYC and Tokyo (Japan).

HOLLYWOOD AND MEDIA As a city associated with fame and superstars, it is fitting to start with this internationally known region of LA. Hollywood is associated with the founding of some of the most famous media studios on the globe, such as Disney, Paramount Pictures, Universal Pictures, and Warner Bros.

ECONOMY Broadly speaking, the US film and television industry is a gigantic field supporting the country’s creative economy, encompassing around 2.5 million people across a variety of roles in the sector. Not only does the film and television industry generate billions from direct media production each year, but also boosts revenue in alternative areas such as increasing local tourism in filming locations. According to the Motion Picture Association, the industry pays out approximately $188 billion in wages to the total workforce therein and is made up of over 90,000 businesses. The industry’s media reaches an international audience and accounts for over $17 billion in trade and exports annually, with in excess of 70 percent of global box office sales stemming from global markets.

Port of Los Angeles

PORTS AND SHIPPING The Port of Los Angeles (also known as ‘America’s Port’) is the busiest container port in the North American region and covers a substantial 7,500 acres of land and water, encompassing an extensive 43 miles of waterfront. The port itself employs approximately 529,000 people in the US and over three times that number internationally, with its import cargo representing around 20 percent of all cargo entering the US each year. Made up of 25 cargo terminals, eight container terminals, over 80 container cranes, and 113 miles of on-dock rail, the Port of Los Angeles is home to imports spanning automobile parts, furniture, clothing, electronics, and much more. It’s 2019 top trading partners included China, Japan, Vietnam, South Korea, and Taiwan, with a container volume of 9.3 million twenty-foot equivalent units (TEU); over a five percent increase from 2016’s recordbreaking 8.8 million TEU. The Port of Los Angeles is one of the busiest in the world and stands

Google Headquarters office buildings, California as a leading gateway for global trade. As a major economic contributor to the US, the port is a key driver of job generation, commerce and tourism in California.

TECHNOLOGY LA is home to the third largest number of tech workers on the West Coast of the US. There are almost 140,000 people working in the technical sphere in the city, ranging from software development to programming, and tech support. In contrast to the size of the industry, LA’s technology sector accounts for just three percent of all jobs in the city. However, it remains a very high-salaried sector with the average tech worker earning over $100,000 annually, which is substantially higher than the citywide average household income of $69,000.

Some of the largest names in the international technology industry, such as Google, Apple, and Netflix, are expanding in LA, and continue to grow, especially with well-known tech hub Silicon Valley (San Francisco) north of the state. LA has become a major technological center and home to corporate companies as well as many growing tech start-ups. Between 2016 and 2017, job availability in LA’s technology sector increased by almost 15 percent. LA is also home to one of the most valuable areas of the industry in the world – the merging of technology and entertainment. From animation to special effects across the spectrum of media, encompassing software and tech equipment, LA is the center of this integration.

THE CITY LA is the base of a thriving multitude of other sectors, from banking, education and fashion to raw materials, food and beverage, and the service industry. A continually growing hub where the term “work hard, play hard” comes to mind, the City of Angels stands as the West Coast’s center of growth, development, and business in the US. North America Outlook issue 04 | 11

TOPICAL FOCUS

DISPELLING THE MYTH: THE FEMALEFOUNDED UNICORN Following on from a recordbreaking 2019, female-founded unicorns continue to represent a growing phenomenon across the US. Despite a challenging business environment, we take a look at five such success stories Writer: Phoebe Harper

o longer such an elusive mythological creature in the world of business, the number of female-founded unicorns across the US is growing. This widely used term connotes privately held start-up companies that are valued at more than $1 billion, with some of the world’s most famous examples including Airbnb and SpaceX. A 2020 report from Fundera showed that across North America, 40 percent of businesses are womenowned. As of last year, this numbered 12 | North America Outlook issue 04

some 12.3 million enterprises. In terms of private sector revenue, businesses run by women produce $1.8 trillion a year, according to the Women’s Business Enterprise National Council. Although a relatively minimal proportion of the overall private sector annual revenue, this elucidates the potential that women-owned businesses have to influence the economy. Between 1997 and 2007 alone, women-owned businesses accounted for the creation of half a million jobs across the US. Yet according to corporate venture development firm Bundl, women-led companies receive less than two percent overall funding in venture capital, further contributing to the already challenging environment of launching a start-up. Indeed, female entrepreneurs receive just seven percent of venture funds for their start-ups. Nevertheless, compared to 20 years ago, the number of female entrepreneurs in the US in 2020 has

shown explosive growth, expanding by a staggering 114 percent. Whilst this might be considered a heartening and empowering statistic, there is a dark side to this figure, as research has shown that this is linked to the gender discrimination and unforgiving routine of managing full time work and childrearing that many women experience in a traditional workplace. This explains the appeal of independent entrepreneurship, leading to the coining of the term ‘necessity entrepreneurship’ by the National Women’s Business Council. Data from Crunchbase shows that in 2019, 21 start-ups founded or co-founded by female entrepreneurs went on to achieve unicorn status, compared to 15 in 2018. As this growing movement develops from the odd rogue figure to a herd, we anticipate a full-blown stampede. Here’s our selection of five US based, female-founded unicorns that are worth keeping an eye on.

WOMEN IN BUSINESS

1. POSSIP

4. GLOSSIER

FOUNDER: Shani Dowell

FOUNDER: Emily Weiss

CATEGORY: Technology

CATEGORY: Retail

Dowell is founder and CEO of Possip - an EdTech platform dedicated to connecting schools and the families of their students. Dowell first gained recognition in 2019 for being the first black woman in Tennessee to raise more than $1 million in venture funding in a financial climate where just 0.006 percent of venture funding is allocated to companies led by black women.

Founded in 2014, Weiss is the name and CEO behind worldrenowned beauty start-up Glossier. As a direct-to-consumer beauty company, in 2019, the brand hit a $12 billion valuation which is reflective of the cult following that the brand has amassed.

2. CLOUDFLARE

3. MEDALLIA FOUNDER: Amy Pressman CATEGORY: Technology Pressman co-founded awardwinning software-as-a-service (Saas) cloud platform Medallia in 2001, following a successful career including consultancy work at the Boston Consultancy Group and working as a Legislative Aide on Capitol Hill. Leveraging the technological possibilities of IoT and AI, Medallia delivers crucial personalized and predictive insights, enabling pioneering experience management on behalf of businesses worldwide.

FOUNDER: Jennifer Rubio

FOUNDER: Michelle Zatlyn

Zatlyn established webperformance and internet security company Cloudflare in 2009, following a career working for tech titans including Google and Toshiba. Now a household name in the tech sphere, Cloudflare secures all externalfacing online digital resources and is the defining platform for globally-scalable applications.

CATEGORY: Retail I M AG E BY T E C H C R U N C H - T H E 7 T H A N N UA L C R U N C H I E S AWA R DS O N F E B R UA RY 1 0, 2 0 1 4 I N SA N F R A N C I S CO, CC BY 2 .0

CATEGORY: Technology

5 . AWAY

DID YOU KNOW? The term ‘unicorn’ was first applied in a business context by a woman, as venture capitalist Aileen Lee used the word in a 2013 report to refer to the rarity of companies in the early noughties that were likely to reach valuations above $1 billion. At the time, just 0.7 percent of software start-ups were forecast to meet that projection.

Another retail success story, Rubio is the co-founder, President and CEO behind world-leading luggage manufacturer, Away. The company reached a valuation of $1.4 billion in 2019, thanks to its range of popular travel products and the brand’s innovative online marketing strategy catering to modern travellers.

North America Outlook issue 04 | 13

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Marcus Kääpä +44 (0) 1603 363 653 marcus.kaapa@outlookpublishing.com

INDUSTRY SPOTLIGHT

INDUSTRY IN BARBADOS Examining Barbados’ dynamic and ever-shifting industrial landscape in the wake of the pandemic Writer: Phoebe Harper | Project Manager: Matthew Cole-Wilkin

hilst Barbados may be renowned for its beaches, this dynamic South Caribbean island nation is equally reputed for its robust and stable business environment. Most recently, the country drew attention due to its implementation of an innovative Nomad Digital Residence visa for remote workers, looking to enjoy the islands’ beneficial climate – both in terms of natural beauty, and business. Barbados’ advantageous history of political and social stability alongside a steady economic performance is conducive to a streamlined and robust infrastructure, including a sophisticated telecommunications service. The island’s low-tax reputation and relatively high per capita income remains a major draw for international players as a haven for business.

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For an island that measures just 21 miles long and 14 miles wide, Barbados’ size belies the wealth and sheer range of industries that are established here. The idyllic nature of the islands’ scenery translates to tourism contributing a significant amount to the national GDP (36.2 percent as of 2019), alongside other major sectors including financial and business services, manufacturing and agriculture, that thrive within an open, marketoriented economy. An independent island nation within the British Commonwealth, Barbados’ healthy population can be considered a significant natural resource in itself as a ready labour source. Since 1987, Barbados has hosted a small stock exchange catering to trading shares of both local and regionally-owned companies, which now solely operates online.

BARBADOS CHAMBER OF COMMERCE & INDUSTRY (BCCI)

BUSINESS IN BARBADOS FACTS AND FIGURES • Major sectors – Tourism, financial and business services, manufacturing, and agriculture • Major trading partners – United States, Trinidad & Tobago United Kingdom, and members of CARICOM • Principal exports – Food and beverages, chemicals, and electrical components • Principal imports – Capital goods, food and beverages, mineral fuels, and chemicals

sustainable development of business across the island and within the wider CARICOM (Caribbean Community) Single Market.

INTRODUCTION

With three-fourths of the island’s landscape composed of arable land, the production of sugar cane has been a mainstay of Barbadian industrial activity since the 1950s, although the prominence of this in the economy has lessened in line with greater diversification within agriculture through government-sponsored programs. The significance of manufacturing within the economy has also decreased, with the advent of globalization and trade liberalization increasing competition from cheaper imports. Other challenges prevail across industries. These include price increases, renewable energy approvals, front of package labelling, bankage fees, the Customs Bill, and the Duty-free sector proposal to government – all of which are topical concerns that the island’s business community seeks to address. At present, unified efforts amongst the Barbados Chamber of Commerce and Industry (BCCI), the national government and the Barbados Private Sector Association (BPSA), are concentrated on the

North America Outlook issue 04 | 17

INDUSTRY SPOTLIGHT

INTERVIEW

Interview: Barbados Chamber of Commerce & Industry (BCCI) Misha Lobban-Clarke Executive Director of the BCCI

The BCCI has been the trusted voice of Barbados’ business community since 1825. We discuss the current state of industry across the island and the Chamber’s pioneering three-pillar strategy with Executive Director of the BCCI, Misha Lobban-Clarke and the newly inaugurated President, Anthony Branker.

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North America Outlook (NAO): As the oldest private sector organization in Barbados, how has the BCCI developed and progressed since inception in terms of its key objectives? Misha Lobban Clarke (MLC): The Barbados Chamber of Commerce and Industry (BCCI or Chamber), since its inception in 1825 has been promoting the diverse interests of the business community in Barbados through advocacy, representation, and trade facilitation. The organization’s goal is to enhance membership engagement through the provision of business support services to enable businesses to grow and prosper within the Barbados environment and within the CARICOM Single Market economic space. A key priority of the BCCI is to be ‘top-of-mind’

BARBADOS CHAMBER OF COMMERCE & INDUSTRY (BCCI)

Moderator and panellists at the BCCI Business Luncheon-Envisioning 2020: The Path Towards a New Decade, from left Mr. David Ellis, Moderator and radio personality; Dr. Kevin Greenidge, Senior Economic Advisor to the Barbados Government; The Hon. Mia Amor Mottley, Prime Minister of Barbados and Mrs. Trisha Tannis, BCCI Immediate Past President

for trade and industry information and to enhance the social and economic landscape of Barbados by investing in people and communities across the country. The liberalization of markets; the emergence of powerful regional trading blocs across the globe, and the growing dominance of the global supply chains have all combined to create a radical shift in the culture and operations of businesses, even within a Small Island Developing State (SIDS) like Barbados. These changes have been driven by the adoption of more advanced technology and a re-engineering of roles and responsibilities within business operations. The Chamber, like other organizations, has undergone considerable changes in its structure and operations in order to remain relevant. Following an

extensive strategic planning exercise, completed in the last quarter of 2020, and which included the input of BCCI members and key stakeholders within the private sector, the goals and strategic direction of the Chamber have been redefined to provide a clear roadmap for the organization over the next three years (2021-2024). The objective of our new strategic plan is to closely align the Chamber’s key mandate and objectives with our local and regional social and economic realities while ensuring that we continue to meet the needs of our membership. The plan will specifically inform the BCCI’s evolving role as the leading advocate for businesses in Barbados and will ensure that the Chamber is well-positioned to anticipate and respond to the changing needs of our membership and the wider business community. North America Outlook issue 04 | 19

INDUSTRY SPOTLIGHT

BCCI – SERVICES • Advocacy • Policy Resolution • Business Support and Trade Facilitation • Representation • Referrals/Letters of Introduction • Business to Business Meetings • Matchmaking – Trade Missions • Networking Opportunities • Advertizing and Promotional Support • Administrative Support • Business Clinics and Enterprise Support • Partnerships • Training / Education

About CaribbeanJobs.com CaribbeanJobs.com is the leading recruitment platform in the region. With over nine million site visits and one million job applications annually, we offer wide reach and better candidate delivery for every job advertized on our website. Designed by recruiters for recruiters, we believe that our value lies in our data; data that helps drive business decisions and add value to your investment. That is why 85 percent of employers who advertize on our platform do business with us again. With a database of over 800,000 registered jobseekers, we will find you the perfect candidate. We take this opportunity to congratulate the BCCI and wish them continued success as they foster continued business in Barbados.

NAO: What do you find most exciting about working within Barbados’ business sector?

INTERVIEW

www.caribbeanjobs.com MLC: The business sector in Barbados is very dynamic and multi-faceted in nature. The Chamber currently has a membership of 237 organizations representing diverse sectors including retail and distribution, manufacturing, financial services, international business ICT, professional services and the energy sector. As the Executive Director, I am involved in all aspects of the functions of the Chamber. Leading the Chamber at this time is both interesting and challenging. The scope of my work is broad, and the environment is fast paced, which I find highly motivational. The Chamber’s agenda is a very active one and there is always something new to learn. I take much pride in being able to support and influence decisions both at the national level and within my membership that can facilitate business ease and success. Since I assumed the position in June 2019, my mandate has been to manage the operations of the Barbados Chamber and advance the strategic goals of the organization. My role is also to ensure that the Chamber becomes a more visible, engaged and profitable organization which enhances the value proposition to members and assists them in navigating the turbulence of the current business environment. I am also tasked with improving organizational efficiencies by streamlining the

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structure and operations of the Secretariat to make it more fit-for-purpose, agile and responsive to the changing and diverse needs of the business sector in Barbados. NAO: On the flip side, what are its biggest challenges? MLC: Leading an organization through a process of change is in itself a challenging proposition, and when you add the unprecedented threats to business survival created by the global COVID-19 pandemic, it creates an even greater challenge for anyone in leadership. Some of the key issues we are currently grappling with are as follows: • The increasing costs of doing business due to the necessary structural adjustments under the IMF program (The Barbados Economic Recovery and Transformation (BERT) program) which the country has embarked upon, remains a key challenge for businesses. Increasing costs were also exacerbated by the disruption to the global supply chains due to the COVID-19 pandemic and the increases to commodity prices (including oil). In addition, as a tourism dependent economy the

BARBADOS CHAMBER OF COMMERCE & INDUSTRY (BCCI)

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North America Outlook issue 04 | 21

INDUSTRY SPOTLIGHT

Broad Street, located in the capital city of Bridgetown. Considered the high street in Barbados’ main town, it is the base for many leading retailers, banks, shopping malls and corporate offices

INTERVIEW

impact of the grinding halt to the cruise and landbased tourism industries have been devastating on the Barbados economy. • Though some improvements have been made in recent years, the lack of business facilitation and ease of doing business in Barbados remains a big concern to business owners. Without the necessary improvements, foreign direct investment and ultimately economic growth could be hampered in Barbados. NAO: How has COVID-19 affected Barbados’ business community? MLC: The implementation of a national shutdown and other emergency measures by the Government of Barbados in response to the pandemic, impacted businesses negatively across all productive sectors. The tourism industry, which is the chief economic driver, was one of the early casualties due to global travel restrictions and the closure of borders by countries to curtail the spread of the virus. This resulted in a ripple effect in terms of extensive losses for businesses within the industry and those sectors that rely on tourism. The Governor of the Central Bank of Barbados (CBB), Cleviston Haynes, in his review of the Barbados economy for the first half of 2020 acknowledged that the COVID-19 pandemic has altered the global economic outlook and that the Barbados economy faced the prospect of a doubledigit decline in economic activity. During the April to June quarter 2020, the cessation of activity in the tourism sector, combined with a national shutdown and temporary closure of business, deepened the initial contraction that was realized during the first

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three months of the year, the Governor stated. He further reported that preliminary data suggested that economic output fell by 27 percent in the second quarter, resulting in an overall decline of almost 15 percent over the first six months of 2020. The World Bank’s 2020 Economic Report on Barbados supported the CBB report stating that “the country experienced significant drops in tourism arrivals, during the first three quarters of 2020 which severely affected tourism, retail, and business activities. With the near full travel closure and quarantine measures, the local economy was estimated to have contracted 17.3 percent by the end of the year.” It is estimated that Barbados lost approximately two billion dollars in economic activity and the country was forced to increase its debt burden, to cushion the impact of the COVID-19 pandemic. Every crisis also offers opportunities. New businesses have been emerging while others have been forced to innovate and look at new modalities for how they produce and deliver goods and services. Opportunities to jump start investments and boost economic activity include increasing the use of technology or digitization to increase productivity and enhance service quality and the delivery of products and services. Businesses are now expanding their use of online platforms for the delivery of products and services and implementing new digital payment options. Renewable energy projects, as well as building a more sustainable agriculture program to ensure the adequate supply of food for local consumption are areas of opportunity being explored by businesses and which can help to boost economic activity. Despite these challenges, BCCI has been responsive in helping businesses to navigate through this crisis by ongoing engagement with members and ensuring access to useful and timely information and resources. In addition, the Chamber has contributed to the shaping of public policy and critical macro-economic decisions that impacted business operations. The Chamber was also proactive in lobbying and engaging the government on behalf of members of the business sector prior to and during the period of the national shutdown. The Chamber has also adjusted its strategic focus to ensure that it is more relevant to the existing economic environment in which members operate and has prioritized its agenda to focus on business resilience, recovery and sustainability while promoting operational excellence and innovation through the greater use of technology.

BARBADOS CHAMBER OF COMMERCE & INDUSTRY (BCCI)

The BCCI Executive Director, Mrs. Misha Lobban Clarke (centre) with BCCI Team Members, from left Research Officer, Ms.Shanice Haynes and Senior Business Development Officer, Mrs. Valerie Hope

Anthony Branker President of the BCCI

NAO: What trends are currently transforming businesses across Barbados and how do you promote this to your members? President Anthony Branker (AB): Assistant Secretary-General, Trade and Economic Integration, CARICOM Secretariat, Joseph Cox is quoted as saying, “businesses that will survive the period of transition to the ‘new normal’ are those that exhibit a bold vision, a willingness to innovate; practice discipline, execution and adapt with agility. This requires optimization of the labour force, and in that regard, upskilling and rescaling are integral accelerators for the future growth of businesses.” This statement outlines the clear path businesses must take to remain viable. The ‘new normal’ calls for a business that is constantly evolving while embracing a reassessment process. It is necessary

“Our winning aspiration is to be the effective and trusted advocate and gateway for business across all sectors and a facilitator for driving innovation and active engagement within the business community” - Barbados Chamber of Commerce and Industry

for businesses to adapt to remote access, video conferencing, and file-sharing tools to ensure continuity of operations. With this, many companies have realized that it is now not necessary to keep teams in the same office to continue delivering an excellent service in real-time. We can’t predict the future just by reviewing the past, and we are all now aware of the fragility of our global systems, hence a key component for business North America Outlook issue 04 | 23

INTERVIEW

INDUSTRY SPOTLIGHT

The BCCI Executive Committee at work, from left Mr. James Clarke, Senior Vice President; Ms. Vidia Woods, Former Vice President; Mr. Anthony Branker, President; Ms. Joan Betty Brathwaite, Vice President-Finance and Mrs. Misha Lobban-Clarke, Executive Director

viability is a resilient system which makes sense of what is happening in real time, constantly updating their predictions, and being agile enough to take early action before a major risk escalates. The emphasis for businesses must change from rear-facing monitoring and review (such as incidents and losses) towards forward-facing prediction. The key capability needed for an effective forwardfacing approach is the ability to develop realistic and robust ‘cause effect’ models. The Chamber

recognizes that virtual training has proven to be as efficient as in-person training. Our strategy therefore will be to provide relevant webinars to educate and inform members on these new but mandatory business practices. NAO: Have you got any projects in the pipeline you wish to highlight? AB: The Chamber adopted a 2021-2024 Strategic Plan developed upon the pillars of building, connecting, collaborating and innovating. Our strategic plan (alongside other things) centers on: • Strengthening our institution in-line with the strategic direction • Reshaping the membership service offerings and benefits • Developing a human capital/talent support system for members • Developing a digital transformation (including e-commerce) support system for members • Developing a Business/Resilience program to support membership

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BARBADOS CHAMBER OF COMMERCE & INDUSTRY (BCCI)

Additionally, I aim to establish a partnership with the National Transformation Initiative to explore the huge training opportunities available to employees across our businesses. This training will grant exposure to non-traditional areas of study. To give support in the area of service excellence to our members. I plan to explore the memorandum of understanding (MOU) we have with the University of the West Indies to see how best we can facilitate training at various levels in service excellence. NAO: BCCI endeavors to create sustainable economic progress for Barbados and the CARICOM Single Market. Are you optimistic about the Chamber’s future in regard to this goal? AB: When the global economy eventually manages to recover, our businesses will still be vulnerable to further shocks. The business community needs to adopt better strategies and tactics to become ‘anti-fragile’. Undoubtedly, these new strategies will include measures such as reducing supply-chain vulnerability, ensuring adequate backup systems and reducing the dependence of operational continuity on people physically working together.

At the BCCI Business Luncheon-Envisioning 2020: The Path Towards a New Decade, from left Dr. Kevin Greenidge, Senior Economic Advisor to the Barbados Government; Mrs. Misha Lobban Clarke, BCCI Executive Director; Mrs. Trisha Tannis, BCCI Immediate Past President; The Hon Mia Amor Mottley, Prime Minister of Barbados; Mr. James Clarke, BCCI Senior Vice President; Ms. Vidia Woods, BCCI Vice President; Ms. Simone Watkis, Former BCCI Councillor; Ms. Betty Brathwaite, BCCI Vice President-Finance

Our approach to member education will therefore be focused on the following: 1. Readiness for change: Reinforce the need to embrace, and commit to, new ways of working around risk. This means recognizing that the past is not a good playbook for the future, adopting agile work methods, and being willing to experiment and learn. 2. Data strategy: Regard data as the ‘new currency’ and invest in strong data governance to secure a robust single source of truth, both external and internal. 3. Capabilities: Getting access to required capabilities needed to build a dynamic business resilience system.

BCCI Meeting of retailers and distributors with the Minister of Small Business, Entrepreneurship, & Commerce to discuss COVID-19 Basket of Goods in March 2020

So even though the future is unpredictable, the Chamber will be playing its role in sustaining economic progress for Barbados through facilitating various business strengthening initiatives. The Chamber is committed to this strategy and expect it will yield significant benefits to our members.

Braemar Court, Deighton Road, St. Michael, Barbados, BB14017 Tel: (+246) 434-4750 BCCI Meeting with representatives of the Commonwealth Parliamentary Association, United Kingdom to discuss trade and business links between the UK and Barbados and the Eastern Caribbean

bcci@barbadoschamber.com www.barbadoschamberofcommerce.com North America Outlook issue 04 | 25

Tell us your story and we’ll tell the world. NORTH AMERICA OUTLOOK is a digital and print product aimed at boardroom and hands-on decision-makers across a wide range of industries on the continent. With content compiled by our experienced editorial team complemented by an in-house design team, the resultant Outlook Creative Services department ensures delivery to the highest standards in promoting the latest in engaging news, industry trends and success stories across the length and breadth of the US & Canada. As a bi-monthly publication, North America Outlook constantly has its finger on the pulse of the latest trends, biggest developments and business successes from each corner of the region, epitomised by the diversity displayed across each magazine. It incorporates an annual calendar-tailored front-of-book section, a showcasing segment dedicated to the most fascinating success stories in North America, and an event focus assortment sure to fill executives’ diaries throughout the year. The aligning North America Outlook website is also honed and ready to serve as a host for these facets and much more. To get involved, please contact Outlook Publishing’s Managing Director, Ben Weaver, who can provide further details on how to feature your company, for FREE, in one of our upcoming editions.

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EQUIPPING THE ENERGY INDUSTRY We speak to Phillip Goodwin, CTO at PSS Industrial Group, about the company’s highquality products, equipment, services, and expertise across the oil and gas sector Writer: Marcus Kääpä | Project Manager: David Knott

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Opportu ng nity

MISHA LOBBAN-CLARKE, Executive Director of the Barbados Chamber of Commerce & Industry, discusses the current state of industry across the island

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PSS INDUSTRIAL GROUP

EQUIPPIN THE ENERGY INDUSTRY We speak to Phillip Goodwin, CTO at PSS Industrial Group, about the company’s highquality products, equipment, services, and expertise across the oil and gas sector Writer: Marcus Kääpä | Project Manager: David Knott

28 | North America Outlook issue 04

OIL & GAS

NG It is hard to think that we as a civilization once feared a shortage of crude oil. Spikes in fuel prices were driven by our dependence on foreign oil. The people of the oil and gas industry persevered and created so much innovation that now we have the reverse problem - an abundance of our own crude oil.” There is no question that the oil and gas industry has had a challenging past few years. According to Phillip Goodwin, CTO of PSS Industrial Group, and author of the opening statement, this abundance of crude oil has driven a great volatility in the energy sub-sector. Coupled with COVID-19 shutdowns, like many industries, oil and gas has been hit hard. North America Outlook issue 04 | 29

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PSS INDUSTRIAL GROUP

North America Outlook: How did you come to work in the energy sector? Phillip Goodwin: “I began my career onsite Johnson Space Center, supporting NASA whilst working for a consulting firm named Booz Allen Hamilton. “My team was tasked with creating and continuously optimizing the assembly and resupply plan for the International Space Station. This led to two different threads of work. First, I was part of the team that created the initial requirements and request for proposals from commercial space transportation providers. Fast forward 15 years, and independent commercial companies are now providing the resupply and crew transportation to the space station. “Second, the optimization software we as a company could design and build was offered via our commercial arm and was rapidly accepted by energy companies. This second thread was my introduction to the complexity of the energy industry, and it stuck with me. “After expanding my business development skillset at Xerox, I took a role at Wilson Supply as their Director of Business Development. One year later, National Oilwell Varco (NOV) acquired Wilson, forming a $4.5 billion industrial distribution business segment. A little over one year after that acquisition, NOV decided to spin off the Distribution arm via Initial Public Offering (IPO) to create DistributionNOW (DNOW). “My final role at DNOW was President of Sales and Operations for a division that was just under one billion dollars in revenue, focused on delivering product distribution and services to the upstream, midstream and downstream markets. “When asked by Robert to join PSS Industrial as CTO, I knew I was joining a great team with a great leader at the top. In the year I have been at PSS Industrial, we have created and bolstered the infrastructure in supply chain, IS/IT, marketing, digital, operations, and our portfolio management team.”

“Despite this, the energy industry remains an interesting space brimming with development,” Goodwin elaborates. “There is no doubt that we will continue to reduce our reliance on fossil fuels. However, I am not convinced that we have a suitable replacement yet. “For example, electric cars are very intriguing, but batteries are not exactly green. We see what batteries can do to our oceans and 32 | North America Outlook issue 04

to people when computer and cell phone e-waste is improperly handled. Now, we are cramming thousands of batteries into millions of automobiles and I’m not confident that we are thinking of the long-term disposal or refurbishment impacts. That said, I have confidence that this industry will innovate past this dilemma.” “I could see a future where hydrogen is a more viable energy source, and one where the pipelines

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B&B Mechanized Solutions Bug and Band Mechanized Solutions is a full-service welding company offering fully integrated welding solutions, for the most extreme and challenging environments. Providing high quality mechanized welding solutions whilst being tailored to the specific needs and requirements of our clients, if a pipeline can be built through it, Bug and Band is the right partner to help you get there.

Pipeline Inspection Company - SPY Pipeline Inspection Company is the manufacturer of SPY® non-destructive coating inspection equipment. From foil/film and geomembrane inspection devices, to jeep meters (high voltage meters) and pig tracking systems, SPY products have been serving oil and gas, coating, and the lining/film industries for over 65 years. All SPY® brand products are highly regarded by many as the best in its class. Not only do we offer superior manufactured equipment & accessories; we also offer exceptional customer service and support for our customers.

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North America Outlook issue 04 | 33

PSS INDUSTRIAL GROUP

MineralTech MineralTech Gulf Coast Abrasives, LLC was founded in October of 2011 by co-owners Glenn McClain and Shawn Barnes. The first plant site was constructed in Crosby, TX to manufacture industrial abrasive products, and frac sand. Glenn and Shawn have 75 years combined experience in the abrasive business, and have marketed their products throughout the gulf coast region of the United States during their careers.

“WITHOUT OUR PEOPLE AND THEIR KNOWLEDGE, PSS INDUSTRIAL GROUP SIMPLY WOULD NOT EXIST” – PHILLIP GOODWIN, CTO, PSS INDUSTRIAL GROUP we have today are repurposed to supply this very powerful and green product to the market,” Goodwin reflects. “By no means am I saying that hydrogen is the answer; I am keenly aware of the changes that must be overcome to make hydrogen a viable energy source. I am saying that the people of the energy industry will innovate and will provide viable paths forward regarding the supply of sustainable energy.”

CARBON CAPTURE For Goodwin, the present use of oil and gas, if managed responsibly, could be a better long-term greener solution than shifting the problem to battery waste. Exemplifying this line of thought are innovative Direct Air Capture practices backed by Occidental Petroleum, a company using CO2 to pressurize their wells in order to obtain oil from the ground. “If you look at the work Occidental Petroleum is doing with Direct Air Capture (DAC), that is real innovation,” Goodwin states. “Occidental is building the largest DAC field in the Permian Basin to 34 | North America Outlook issue 04

extract carbon from the air to be used in their production process. They are targeting to be a carbon negative company. Here is a company that is reducing carbon by sustainably producing crude oil. “For me, this type of innovation is the most exciting part of working in this industry. We aren’t writing a better social media site or mining for people’s personal data. We are looking for ways to sustain and improve quality of life by sustainably powering the world, led by innovation as a core part of the industry’s nature.” It is this kind of mindset and development that is spearheading the energy industry at present; enter PSS Industrial Group.

With success came the need to expand to a second manufacturing plant which is located in Kinder, LA, and started producing abrasive products and frac sand in 2018. MineralTech, LLC produces trademarked products Emerald Blast™, BLACKMAX Iron™, and industrial sand products for various markets at its Crosby, TX plant site, while also supplying garnet, staurolite, walnut shells, crushed glass, glass beads, and steel grit abrasive products. MineralTech, LLC takes pride in the quality of its products, and superior service we offer our customers. We own and operate a fleet of delivery trucks that delivers products from both of our plants in Texas and Louisiana. We service 20 different industrial markets in the United States, Canada, and Mexico. Call us today for a quote on our abrasive products or if you seek information regarding our products and services. Our experienced sales team and technical staff are ready to lend support when called upon.

SUPPLYING THE SECTOR PSS Industrial was formed by the merger of Pipeline Supply & Service and Industrial Air Tool and together, is a leading value-added distributor serving a diverse base of customers and industries nationwide. Headquartered in Houston, Texas, with 33 locations across the US, PSS Industrial is committed to providing

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PSS INDUSTRIAL GROUP

The Ratchet Depot, Inc. The Ratchet Depot, Inc. has been in the business of manufacturing Quality Cargo Control Tie-Down Products since 1998. We are the largest manufacturer of Custom TieDown Straps in the United States. We specialize in manufacturing a full line of Premium Quality Truck Tie-Downs for Flatbed Trailers and Interior Vans. We also manufacture Auto Hauling Tie-Downs, Custom Cargo Nets, Boat Tie-Down Straps and Air Cargo Securements that are all designed and made in the USA. The Ratchet Depot, Inc. also offers a full array of Top-Quality Hardware Products and Accessories for the Trucking, Maritime and Airline Industries. We have well over 90 years of combined experience in Service, Sales, and Manufacturing of our products. You will find our staff to be helpful, friendly, and knowledgeable. We are a company that you can put your trust in.

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quality products, equipment, services, and expertise specific to every customer’s business requirement. “Our staff, resources and processes are best-in-class and are dedicated to upholding the PSS Industrial motto: ‘Delivering what you need, when you need it,’” Goodwin tells us proudly. “Over the past three decades PSS Industrial has substantially expanded both its product breadth, supply chain logistics and end market diversification by creating strategic partnerships with leading manufacturers and completing multiple acquisitions to further expand its capabilities in the full energy value chain.” PSS Industrial prides itself on its commitment to customer service, its breadth of offerings, its agility due to its nature as a smaller private company, but most importantly, its people. 36 | North America Outlook issue 04

“Without our people and their knowledge, PSS Industrial simply would not exist,” Goodwin affirms. “Their commitment to excellence in everything they do is core to what sets us apart in the industry. Add to that our broad scope of niche offerings as well as our co-location with customers, we make the impossible happen when our customer needs a partner the most. “We are not a large public institution, and as a result, we maintain the agility to personalize offerings based on our customer’s needs.”

All our products meet or exceed all regulations and guidelines set forth by the (D.O.T.) Department of Transportation and the (C.V.S.A.) Commercial Vehicle Safety Alliance. We are a member of the Web Sling and Tiedown association. • Quality without Question • Unbeatable Pricing • Orders Ship within 24 Hours • Customer Service that is Second to None • 100 percent Guaranteed

PSS INDUSTRIAL GROUP: UPSTREAM SERVICES With over 50 years’ experience as an industry leader to the upstream oil and gas market, PSS Industrial is the world’s largest Ingersoll Rand original equipment manufacturer (OEM)

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PSS INDUSTRIAL GROUP

Honeywell PSS Industrial Group and Honeywell have upheld a synergistic relationship for over 20 years. While the world was battling the Covid pandemic, Honeywell was pivoting production to meet the extreme demand for personal protection equipment. When PSSI needed a supplier to partner with, we looked no further than Honeywell. PSS Industrial Group and Honeywell launched a stocking strategy to facilitate end-users critical supply needs while maintaining customer contract obligations. As safety products continue to evolve in the Industrial market, PSSI is proud to have a partner like Honeywell to rely on.

pssigroup.com

Ella, new headquarters distributor of upstream equipment. Built with high-quality components and all steel construction, Ingersoll Rand Air Winches have a reputation for rugged dependability, reliability, and safety. They are ideal for utility use in construction, offshore and marine applications. PSS Industrial is the leader in winch and hoist repair and as a certified Ingersoll Rand service and warranty center, is the only center qualified to inspect and repair Man Riders and dedicated Man Rider winches. Having the largest worldwide inventory of Ingersoll Rand winches and parts, allows PSS Industrial to repair equipment using genuine OEM parts faster than any of its competitors, and the company can also pre-order parts for upcoming repairs to further reduce customer down-time. “Our technicians are certified in Classic, Force Five, and Infinity winches. We also sell, service, inspect and repair other major 38 | North America Outlook issue 04

brands including Ram, Braden, Joy, and Wintech,” Goodwin informs us. “Additionally, we are certified in Hercu-Link, LCA, LCH and UL hoists and can service, inspect, chain exchange, load test and repair other major brands including JD Neuhaus, Coffing, Harrington, Tugit, and Yale.”

INVESTING IN OPERATION At present, PSS Industrial is consolidating two facilities in Houston. One is a service center located in the southeast area of the city and the second is a 200,000 square foot facility that will house the corporate office along with distribution, service, and manufacturing businesses. “Our new corporate facility will contain everything PSS Industrial does, under one roof,” Goodwin elaborates. “From automated welding and manufacturing to product distribution and large IR winch commissioning, our customers will have a one-stop shop to see all that

PSS Industrial has to offer. We are due to take occupancy of our new facility by early third quarter of this year. “We are implementing science and automation behind our inventory management and pricing. We are creating new channels for our customers to learn about PSS Industrial and shop for goods and services they need. In fact, our new website and e-commerce sites will launch soon.” The company’s new e-commerce site will be available around the same time. While customers can certainly sign up to shop for oneoff transactions, PSS Industrial will have the capability to integrate with

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Tough jobs involve risks. Workers’ hands shouldn’t be one of them. Introducing Honeywell Rig Dog™ gloves, enhanced impact protection and comfort. Workers at high-risk job sites need tough hand protection. Rig Dog gloves are uniquely engineered to provide better safety and protection against impact, cut and abrasion risks. Plus, they have enhanced oil-grip. Rig Dog gloves are tough, but comfortable, keeping safety on the hands that need it most. For more information, please visit pssigroup.com or call 713-741-8127.

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For more information, please visit pssigroup.com or call 713-741-8127

North America Outlook issue 04 | 39

PSS INDUSTRIAL GROUP

Mechanized welding

its customer’s ERP systems. In this regard, PSS Industrial customers will be able to shop via a website and still maintain the discipline and transparency of issuing purchase orders (PO’s) and expecting matching invoices. This brings the convenience of a B-to-C transaction to the power of a B-to-B transaction. “Our site will be mobile friendly and allow customers to easily repeat orders, look up past invoices and access various tools and resources, Goodwin tells us. “We have launched a new offering, Safety Services. While this offering is new to PSS Industrial, our team has over 60 years of experience in this space. “Our complete range of safety service includes, but is not limited to, breathing air, respiratory protection, gas detection, fall protection, and turnaround solutions. This added offering will round out our portfolio of services and provide customers with a great compliment or alternative to 40 | North America Outlook issue 04

“IN COMBINATION WITH OUR TALENTED PEOPLE, OUR SUPPLY CHAIN IS THE LIFEBLOOD OF OUR ORGANIZATION” – PHILLIP GOODWIN, CTO, PSS INDUSTRIAL GROUP

Safety Services their existing service providers.” PSS Industrial’s automated welding offering has launched in the last year. For automatic welding applications, B&B Mechanized Solutions offers a full-service, fully integrated welding

solution for the most extreme and challenging environments. B&B Mechanized provides high quality mechanized welding solutions while being tailored to the specific needs and requirements of company clients. The B&B solution can save customers hundreds of hours in weld time via mechanized welding by decreasing welding time and improving the quality of the weld, ultimately reducing the need for weld repairs. “Our Portfolio Management team was recently created as a center of excellence where product and application subject matter experts have been centralized to provide our customers with technical design, build, troubleshooting and training

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For more than 50 years, Sterling Manufacturing has been designing and manufacturing custom foam for products used worldwide. With thousands of projects to support this claim, you can trust Sterling Manufacturing to meet your high standards…time and time again. LOCATED IN HOUSTON, TEXAS, STERLING MANUFACTURING PROVIDES FOAM PACKAGING SERVICES AND CUSTOM FOAM FABRICATION SERVICES FOR A WIDE ARRAY OF APPLICATIONS FOR NUMEROUS INDUSTRIES.

> Packaging Solutions

> Contour Cutting

services, primarily in the areas of blasting, coating and spray systems,” Goodwin affirms. “This team provides avenues to offer our customers customized bundling solutions, which consist of company-wide PSSI Industrial offerings.” Recently PSS Industrial entered the pipe, valves and fittings (PVF) market through an acquisition of assets from eight sites from a long-standing PVF distributor. This acquisition allows Valves

> Dimensional Cutting

> Laminating & Bonding

> Die-Cutting

> Convoluting

> Design & Testing

> Logistics

PSS Industrial to use new and existing infrastructure to further round out its’ offerings to the upstream, midstream, downstream and industrial markets. PSS Industrial employees have over 250 years of PVF knowledge, and the company have an invaluable set of quality vendors, like Balon and Kimray.

PSS INDUSTRIAL GROUP: MIDSTREAM SERVICES PSS Industrial maintains an extensive nationwide inventory of pipeline supplies and equipment for all aspects of pipeline construction including preconstruction survey and land clearing, pipe handling and lowering-in, pipe welding, field cutting and tie-in’s, pipeline surface preparation and corrosion prevention, pipeline pigging and inspection, and post-construction testing as well as environmental restoration. “With over 30 years of pipeline construction experience, and a wideranging network of knowledgeable

Repairs well-seasoned pipeline professionals, PSS Industrial is the industry leader in the oil and natural gas pipeline construction and midstream integrity markets,” Goodwin informs us. “PSS Industrial can provide customers a wide range of materials management solutions including custom configured mobile office and equipment trailers, or fully manned and stocked one-site project trailers managed by our personnel. And with brands like TopCon Positioning North America Outlook issue 04 | 41

PSS INDUSTRIAL GROUP

Po l y e s t e r R o u n d S l i n g Te c h n i c a l S p e c s. 

Stretch Factor: Approximately 3% at rated capacity.



UV/Sunlight Exposure: Load bearing yarns protected by outer cover.



Polyester round slings start to degrade at temperatures above 194 degrees Fahrenheit.

Purple

Length Tolerance of approximately +/-1% of desired length. Matched sets still must be specified at time of order.

ENR2



Conforms to shape for greater sling life.

ENR4



Double wall cover for greater sling life.



SPY® brand coating, foil/film and geomembrane inspection equipment

ENR1



Every sling individually serialized.

Green

Basket

Min Length

2,100

5,200

3 ft.

4,240

10,600

3 ft.

8,400

6,720

16,800

3 ft.

10,600

8,500

21,200

3 ft.

13,200

10,560

26,400

3 ft.

16,800

13,440

33,600

6 ft.

21,200

17,000

42,400

6 ft.

25,000

20,000

50,000

6 ft.

31,000

24,800

62,000

6 ft.

40,000

32,000

80,000

6 ft.

53,000

42,400

106,000

8 ft.

66,000

52,800

132,000

8 ft.

90,000

72,000

180,000

8 ft.

Vertical

Choker

2,600 5,300

ENR3

Yellow Tan

ENR5 Red

ENR6

Orange

ENR7 Blue

ENR8

Orange

ENR9

Orange

ENR10 Orange

ENR11 Brown

ENR12 Olive

ENR13 American Made

Syntex Slings is known for providing fast, reliable, and professional services

Equipment rentals and calibration are an important aspect of PSS Industrial’s business Systems, Silt-Saver Retention Fence, and Ames True-Temper; PSS Industrial can keep your crews equipped to handle any project conditions.” In house manufacturing capabilities such as Syntex Sling, a fabricator of high quality, standard, and custom lifting assemblies with over 20 years of experience in the lifting and rigging industry, help make PSS Industrial what it is. Syntex offers standard domestic-made Flat and Twisted Eye Slings with capacities up to 19 tons and Endless Round slings with capacities up to 90 tons. Syntex Slings is known for providing fast, reliable, and professional services. Equipment rentals and calibration are an important aspect of PSS 42 | North America Outlook issue 04

Porta-Lathe

Black

Industrial’s business. PSSI Industrial calibrates equipment like pressure and temperature recorders, deadweight gauges and testers, holiday detectors, torque wrenches, and gas detectors and monitors. While PSSI Industrial manufacture Porta-Lathe pipe cold cutting lathes, as with many of the items we sell and manufacture, we rent these machines to support our customer needs. PSS Industrial is also a leading US manufacturer of SPY® brand coating, foil/film and geomembrane inspection equipment, jeep meters (high voltage meters) and pig tracking equipment serving oil and gas, coating, lining/film industries for over 65 years. All SPY® brand products are highly regarded by many in these industries as best in class. Not only do we offer superior manufactured equipment and accessories, but we also offer exceptional customer service and support for our customers.

OIL & GAS PSS INDUSTRIAL GROUP: DOWNSTREAM SERVICES PSS Industrial’s focus is providing value to its customers through products, services, and solutions to meet the evolving demands in oil and gas refining, petrochemical, and chemical processing facilities. Partnering with outstanding manufacturers, the shared commitment enables PSS Industrial to leverage a best-in-class supply chain to offer products as a real one-stop shop distributor. “PSS Industrial can provide customers a wide range of materials management solutions including tool trailers, consignment warehousing, and vending machine solutions tailored for your requirements,” Goodwin explains. “PSS Industrial is a full-service industrial tool rental and small tool repair company. From hand tools to power tools, we have what you need. “For the past 25 years, AirTech Spray Systems has served as a pioneer in the spray equipment and finishing industry by designing ground breaking spray systems and powder coating systems that solve the evolving needs of the industry. AirTech’s industrial spray systems serve a variety of industries,

Airtech

Rentals: PSS Industrial Group can provide customers a wide range of materials management solutions

including manufacturing, mechanical, transportation, infrastructure and the industrial sectors offering single and plural component spray systems, as well as a full line of additional finishing and powder coating products.”

BEHIND PSS INDUSTRIAL GROUP For PSS Industrial, both business partners and its employees are the gears of the company that drive its success in the field. “In combination with our talented people, our supply chain is the lifeblood of our organization,”

Goodwin assures us. “Without our vendors and our partnership, PSS Industrial would not be able to attract and retain our customers.” Having access to over 700,000 stock-keeping units (SKUs) from thousands of vendors makes PSS Industrial a valuable piece of its customer’s supply chain. Goodwin’s team have reinforced processes and discipline within the supply chain over the past 18 months. The team is currently focused on category and supplier optimization. Through technology and this defined vision, the team will allow PSS Industrial to maximize financial return for its suppliers, customers and itself by removing waste across the entire supply chain. PSS Industrial’s people are the heart of the company’s fluid and continued operations within the energy industry. With multiple investments in the works, it is safe to say that PSS Industrial Group is worth watching as the energy space moves onward into the future.

Tel: 713.741.8127 info@pssigroup.com www.pssigroup.com

North America Outlook issue 04 | 43

HMT

FUTURE TANK TECHNOLOGY Leading with a commitment to quality and safety, the Executive Team behind global aboveground storage tank solutions provider, HMT, discuss an esteemed legacy, environmental concerns, and customer-led operations Writer: Phoebe Harper | Project Manager: David Knott

The world aims to achieve a carbon-neutral future, yet global fossil fuel demand growth will resume as we emerge from COVID-19. With that growth there will be an increase in the need for hydrocarbon storage achieved by utilizing the best available technology to reduce overall emissions and optimize capacity. HMT and our portfolio of environmentally-focused tank products are ideally positioned to support that need,” comments Steve Byrnes. Steve Byrnes, Senior Vice President of Global Products, has been with HMT for over 16 years and currently oversees HMT’s industry-leading engineered products division. Throughout the progression of his career, he has worked with HMT across the globe on various assignments including project management, engineering, manufacturing, and sales management. HMT’s products 44 | North America Outlook issue 04

division is well-positioned to support the changes in industry focus going forward. Along with Steve Byrnes, Steve Morini and John Hazel, oversee HMT’s Field Services and Inspection divisions, respectively. “HMT’s services in the energy industry are focused on providing premier products and services for the aboveground storage tank sector, ensuring regulatory compliance for safety and environmental emissions. Our inspection business was a pioneer in the API 653 industry and is known for being one of the first companies to provide these services in the early 1990’s. To further complement our comprehensive solutions approach, HMT offers specialized tank repair services across the Continental United States and Caribbean. With regional offices located in the West, Central, Southeast and Gulf Coast, HMT is strategically positioned to service its customer’s needs, utilizing best

in class project management and engineering services,” comments Steve Morini. Steve Morini, Chief Operating Officer of Domestic Contracting has been in the industrial services business for over 30 years with a strong focus on organizational structure, process improvements, and world class project management. “In today’s environment, it’s increasingly important that we stay connected with our customers and their needs, which has led us to our focus of developing a world class project management organization that can respond and deliver projects safely, on time, and within budget,” states Morini. From its base in The Woodlands, Texas, HMT has enjoyed longevity and success in the energy industry, dating back to the company’s inception in 1978. As a well-structured organization with a refreshing concern for environmentally friendly

OIL & GAS

HMT products, HMT LLC (limited liability company) has provided customer driven solutions with its combined expertise and experience, namely the three foundational pillars of HMT’s operations: Inspections, Field Services, and Global Products. For John Hazel, his tenure as Vice President of Inspection at HMT was a natural progression from early roots in the industry, following a summer placement at his stepfather’s company back in the 1990’s. “I just fell in love with it – it fit my personality

PRODUCTS AND SERVICES PRODUCTS: • FLOATING ROOF DRAIN SYSTEMS • SEAL SYSTEMS • ALUMINUM DOMES • INTERNAL & EXTERNAL FLOATING ROOFS • EMISSIONS REDUCTION DEVICES • SKIMMER SYSTEMS TECHNICAL SERVICES: • INSPECTION (API 653/510/570) • CALIBRATION • RESIDENT QA/QC • ENGINEERING • ADVANCED ULTRASONIC INSPECTION • DRONE SERVICES FIELD SERVICES: • NEW TANK CONSTRUCTION • REPAIR AND MAINTENANCE

46 | North America Outlook issue 04

and the things I like to do from an analytical and problem-solving standpoint.” That dynamic sense of meeting new challenges continues to drive HMT today.

THRIVING IN A MODERN CLIMATE The modern-day industrial landscape of storage tank technology and development has had to adapt in the face of challenging circumstances. As Byrnes surmises, “What separates us is the legacy of how HMT was founded, built upon the innovation of the secondary seal to support the Clean Air Act. Our company has continued to evolve by providing additional products and services while supporting our customers with a continued focus on innovation and execution.” In the face of the coronavirus pandemic and a global climate crisis (which has created markets such as Renewable Diesel), the way that industries respond to these prevailing conditions makes the defining difference. “Every piece of our equipment is serving an environmental purpose that’s something that we are proud of,” states Byrnes, in reference to the product side of the business, whereby HMT supplies proprietary equipment for aboveground storage tanks. HMT’s variety of dome options that are specifically engineered and fitted on top of tanks and floating roofs, are just a selection of HMT’s innovative product offerings designed to reduce emissions from stored products such as crude oil, gasoline, or renewable diesel. HMT also leads the market with seal systems which significantly reduce emissions while mitigating evaporation losses. “Much of our business focuses on providing solutions and maintenance for existing infrastructure by utilizing environmentally-focused equipment,” Byrnes continues.

NDT SPOT NDT Spot, Inc introduced to HMT the ISONIC EXPERT A-RING Software, which was created for the detection, imaging, and assessment of the corrosion in the fillet weld area up to 100 mm (4 inch) inside the aboveground storage tanks with the SONOTRON Isonic 3510 PA instrument. This in-service inspection is performed from outside of the tank. This software allows easily to distinguish defects in the annular ring plates and the fillet weld. The damages on the product and soil surfaces of the plate are surely distinguished as well

www.ndtspot.com

CUSTOMER LED Aside from points of differentiation specific to the modern context, there are elements behind HMT that are unchanging as a constant priority, particularly within Field Services and Inspection, where stringent quality standards and compliance have remained a mainstay of the business. “We’re on the same path of innovation with our inspections – we were one of the first in the industry to provide tank inspections when API 653 was launched back in the early nineties,” Hazel comments in reference to the API 653 Aboveground Storage Tank Inspector Certification Program. Nevertheless, a degree of adaptation is always required, in line with the shifting demands of the customer. “As we have grown, we have adapted our services to meet the needs of the customers, because tanks are always changing. From the standpoint of their condition, the older they get, you start finding new

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NDT Spot, Inc. The NDT that rocks!

NDT Spot, Inc introduces the most advanced PA instrument: ISONIC 3510 Smart PHASED ARRAY Flaw Detector. True-to-Geometry Coverage and Imaging is the unique proprietary technology of Sonotron NDT. The main advantage of the True-To-Geometry Coverage and Imaging vs regular sectorial / linear scan coverage is the extremely simple and quick interpretation of the results obtained. Phased Array, TOFD, CHIME, SRUT GW, conventional UT and, TFM are available. The Isonic 3505 is the unique Phased Array equipment designed with real solutions for the inspection of: • • • • •

Pieces of complex geometry. Any kind of Weld geometry. Cylindric pieces. Corrosion under pipe supports (CUPS) Storage tank floor critical zone.

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North America Outlook issue 04 | 47

HMT challenges that were not present three, five or ten years ago.” “Adapting our quality process to be able to encapsulate and capture solutions for all of the needs of the customer is what we do and how we deliver,” Hazel continues. Indeed, it is that prevailing consideration for meeting the needs of the customer that unites all aspects of HMT’s operations, as a constant tenet driving the business which has remained unchanged since the 1970s. This customer-led approach guides HMT when pursuing partner relationships. As Hazel states, “from our standpoint, it’s about identifying a quality or technology that our customers are going to find valuable.”

Fast lead times are of the utmost importance in an industry where the cost of individual material components to repair or fix a tank is far outweighed by the cost to the customer of a tank being out of service. HMT recognizes this need and consistently innovates solutions to improve lead times, including establishing high quality vendor relationships. As Byrnes comments, “Partnerships are critical and must provide the reliability of delivery. We have a lot of suppliers that vendor manage inventory - those kinds of arrangements have been imperative for us to keep that critical value-add for our customers.”

COMPLIMENTARY ACQUISITIONS HMT INSPECTION – DUNHAM ENGINEERING “This was an exciting acquisition opportunity for us and the first for HMT post-pandemic. Dunham Engineering was acquired to satisfy HMT’s increasing desire to expand our engineering service capabilities by providing value-added services for our customers. Dunham Engineering serves the niche market of elevated water towers with an outstanding group of engineers who have easily adapted and brought new ideas and innovation to our market. Additionally, Dunham’s structural engineering capabilities and evaluations such as Hydro Exemption provides substantial value-added services for our current customers. It was a very timely purchase for us, and is a growth opportunity that will further diversify Dunham Engineering’s service offerings in both the Water Market and the Petroleum Market.” - JOHN HAZEL, VICE PRESIDENT INSPECTION

HMT GLOBAL PRODUCTS – ALLENTECH “In mid-March of this year we completed our acquisition of Allentech – a global supplier of aluminum internal floating roofs, known as a leader in the industry for their quality and customer service. Their talented team and successful product line are a great compliment to HMT, which positions HMT as the global leader for aluminum floating roofs. This is our largest acquisition since 2008 and proves that despite COVID-19 and the struggles of the energy market, the investors and owners are still looking to make investments into the future of the business.” - STEVE BYRNES, SENIOR VICE PRESIDENT OF GLOBAL PRODUCTS

48 | North America Outlook issue 04

PRIORITIZING PERSONNEL The backbone of the global HMT enterprise is a sizeable workforce. From office staff to engineers, welders in the field and service crews to project managers, the company’s employees and their development is critical to HMT’s success. While HMT’s customers experienced project delays and site shutdowns through the COVID-19 pandemic, reductions in HMT personnel were inevitable. During this time HMT took the opportunity to invest in additional comprehensive training and development of their workforce in all areas. In terms of Field Services, Morini reinforced the need for clear and consistent communication and a focus on retaining and developing key employees. A major initiative in this area has been the process of evolving the professional Project Management team, Foremen, Superintendents, and Welders with robust training programs to build the best Project, Field Management, and Craftsmen in the industry. “I’d like to say that we have come out of COVID-19 a stronger company – even though lingering effects are still present in certain areas of our business. For the Repair and Maintenance segment, we have been pleased to see that the first half of 2021 is ahead of our 2019 performance (pre-Covid). Other areas such as New Tank Construction has not rebounded as quickly due to market conditions, which also has an impact on our Products business,” says Morini. An area of the business that has seen growth throughout the COVID-19 experience has been HMT’s Inspection Services. “As Inspection is driven by regulatory requirements and we did not see a turndown in terms of activity, we were actually hiring people during the pandemic. A lot of customers turned to HMT as they were trying to return tanks to service as quickly as

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Structural Welding Enviropeel Pipe Fabrication Ground Maintenance Civil Work Building Construction Foundations Site Preparation

Dump Truck Containment Areas Demolition Concrete Coating Painting Sewer, Storm Drains & Water Line Pipe Work

Engineer Composite Pipe Repair Offsite Storage Environmental Services Turnaround Support Civil/Structural Engineering Dredging

SKR Construction Corp. General Contractor

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Fabricating quality products with precision and pride for over 25 years

Ronald Waguespack, Owner President Joan Waguespack, Owner CEO Sidney Waguespack, CFO swaguespack@wagweld.com Andrew Neiley, Project Manager Aneiley@wagweld.com Location: 4635 Highway 18 St. James, LA 70086 Phone: (225) 265-3400

North America Outlook issue 04 | 49

HMT possible. This activity allowed us to not only keep everybody employed but also to recruit additional employees. Our investments in technology regarding testing and reporting capabilities afforded us the opportunity to branch out, expand our services, and meet the needs of our customers,” states Hazel. Hazel continued, “Our investment in Non-destructive Testing (NDT) and preparatory API Certification training keeps our personnel on the leading edge of the industry and increases our ability to retain employees which contributes to the extensive experience and reliability that we are able to offer our customers.” Safety has the highest priority at HMT. John Hazel leads HMT’s safety program and states, “Safety is at the core of HMT in everything that we do. With our consistent focus on safety and keeping our employees safe, we can maintain a reputation for being one of the safest tank manufacturing, service, and inspection Companies.” Since HMT’s beginning in 1978, safety has primarily consisted of behaviour-based safety programs. Today, a great deal of Hazel’s focus in this regard is seeking increased

50 | North America Outlook issue 04

“THE AMOUNT OF TRAINING THAT WE PROVIDE OUR TEAM, THE PEOPLE THAT WE HAVE IN THE FIELD AND OUR ABILITY TO RETAIN THOSE PERSONNEL REALLY CONTRIBUTES TO THE EXTENSIVE EXPERIENCE THAT WE HAVE IN TANK INSPECTION” - JOHN HAZEL, VP INSPECTIONS, HMT participation from the workforce to effectively increase awareness whilst reducing safety incidents. As such, collecting and analyzing feedback from employees is essential. “To me, it’s about communication and letting employees know that safety is critical to the entire organization. Our senior leadership is involved in safety daily and we are all impacted if an employee is injured,” opines Hazel, who uses ‘reach cards’ to drive these programs and increase awareness. HMT’s reputation with safety is testament to Hazel’s efforts. “We have world class reporting systems, presentations, and tracking where we can collect data and provide live feedback to our customers. Our safety management has become a great

marketing tool for us – a lot of our customers require safety KPIs and are adopting our standards and reporting practices because of the way we track safety,” Morini concurs.

EMBRACING INNOVATION Continuing on the note of leveraging technology to optimize operations, HMT adheres to a mandate of constant innovation in order to continually deliver efficiencies and optimized tank systems on behalf of their customers. Technology is instrumental in this regard. Byrnes explains, “HMT enjoys a reputation in the industry of having the best quality and available technology as it relates to products and equipment that we provide for tanks. We are constantly challenging ourselves to ensure that we continue to improve our designs, engineering, and capabilities to make certain that we are consistently utilizing technology to provide innovative solutions to our customers. Our product portfolio is unrivalled in this industry as we are the only provider with seven product seals and six unique tank roof designs.” “As we broaden our vision of how we can adopt technology to improve our performance, we’ve been able to streamline our processes with the adoption of digital platforms to take redundancies out of the business by condensing things that we might do three times into just one step. This approach has improved our reporting delivery and accuracy tremendously, taking 14 days out of the previous timeline and allowing us to better

OIL & GAS

“OUR PRODUCT PORTFOLIO IS UNRIVALLED IN THIS INDUSTRY AS WE ARE THE ONLY PROVIDER WITH SEVEN PRODUCT SEALS AND SIX UNIQUE TANK ROOF DESIGNS.” – STEVE BYRNES, VP GLOBAL PRODUCTS, HMT serve our customers,” states Hazel. Examining technology primarily through the lens of inspection, digital checklists used while performing inspections, allows HMT to provide ‘on the fly’ reporting which has been a revolutionary development. “This has allowed us to automate aspects of our reports, which creates more consistent reporting and quick report turnover time, significantly shortening the time that the tank is out of service,” Hazel comments. In terms of global production, some HMT equipment has maintained a fairly ‘low-tech’ status, however, as is common with Inspection Services, it is the development of in-field applications that have bought a new, more efficient way of working whereby production teams can electronically submit information and time sheets, allowing Byrnes to monitor their progress and report to

the customer on a real-time basis. Improving the general visibility of the Company, all segments of HMT have welcomed the developments of Microsoft Teams and other digital advances resulting from the pandemic that have been foundational in maintaining a degree of person to person contact in times of physical separation.

LOOKING AHEAD With the future in mind, all three executives remain confident in the defining qualities behind HMT that guarantee the Company will maintain a premier place in the industry long-term. “Our outlook is exciting,” states Hazel, in reference to HMT’s exploratory approach and willingness to not accept the status quo with current innovations in their products and safety measures. “The future for HMT is promising

because there are still many parts of the world that need to catch up with regards to how they design their tanks, maintain regulatory compliance, function safely and minimizing environmental impact,” Byrnes comments. Morini is equally positive as the Company continues on its promising trajectory out of the pandemic; “the future for HMT is bright – we’ve got a lot of talented folks in the business dedicated to the mission of HMT.”

Tel: 281.681.7000 tankservices@hmttank.com www.hmttank.com

North America Outlook issue 04 | 51

APPDIRECT

TRANSFORM AND THRIVE:

ENVISIONING FUTURE ENTREPRENEURSHIP 52 | North America Outlook issue 04

TECHNOLOGY

an Saks is a big believer in the symbiosis of passion and profession that many modernday entrepreneurs aspire to. A keen advocate for the transformative potential of technology, and a reputed public speaker on the subject, Saks has previously been featured on the 2015 Forbes 30 Under 30 Enterprise Technology list, alongside frequently advising Fortune 500 executives on cloud strategy and software solutions. Now, alongside Nicolas Desmarais, fellow co-founder and co-CEO of San Francisco based start-up and technology unicorn AppDirect, Saks is dedicated in his commitment to revolutionizing the Digi-physical space through an innovative subscription commerce platform.

TRANSFORMING THE TECHNOLOGY SUPPLY CHAIN

Dan Saks, co-CEO of technology start-up AppDirect, discusses revolutionizing the digital economy through competence and compliance, and inspiring tomorrow’s digital heroes Writer: Phoebe Harper | Project Manager: Tom Cullum

As a leading subscription commerce company aimed at technology merchants across the globe, AppDirect’s current distribution spans over 35 million businesses worldwide, with an esteemed roster of clients that includes Land Rover, Jaguar, and Deutsche Telekom to name a few. A unifying platform designed to streamline the complexity of building a recurring business model, AppDirect enables users to sell any product, through any channel and on any device, as a service. “Just as Shopify and Square and other commerce companies service retailers who are merchants and now are selling digitally, there are over a million technology advisors in the US. These advisors are essentially merchants who want to sell in an omni-channel way. AppDirect is the platform to enable businesses that want to sell technology to be able to do so,” Saks explains. Contrary to commerce systems designed to support the one-time sale of physical goods, service technologies such as cloud-based services become available through North America Outlook issue 04 | 53

APPDIRECT AppDirect’s platform, thereby enabling access for multiple users and businesses. “AppDirect has become the standard to enable businesses to access and subscribe to these digital technologies,” he adds. What began in 2009 as a twoperson operation in an apartment in San Francisco, has since ballooned

A PERSONAL PERSPECTIVE: THE SAKS FURNITURE STORE “I grew up in Niagara Falls, Canada, in a family business. My great-grandparents had started a furniture store on Main Street named Saks Furniture, and I grew up being exposed to the store and the pride that my family took in running a small business. “At the height of the recession in 2008, just as I was graduating from college at McGill university in Montreal, the Great Recession hit, and my family - after one hundred years in business - had to shut down the store. We really attributed that to a lack of the technology and capital that enabled larger organizations such as Ikea to compete with us.” – DAN SAKS, PRESIDENT AND CO-CEO, APPDIRECT

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into a global enterprise that is rapidly approaching 1,000 staff members spread across twelve offices. “While a lot of our business is in the US, we’re global in nature. Our biggest engineering footprint is in Montreal and across Canada. We have teams in Buenos Aires, India, and around the world to support our customers.” From this brick-and-mortar background, Saks benefits from the experience that enables him to empathize and fully comprehend the struggles that small businesses face, particularly those with a physical presence and historic cornerstones of the High Street like Saks Furniture. Fortuitously, the ruinous wake of the recession coincided with a trip to the dynamic tech-haven of SanFrancisco - start-up central - where Saks would meet with his friend, and now co-founder and co-CEO, Nicolas Desmarais. “At the time, cloud was in its infancy, but we recognized the power of the software as a service business model,” Saks comments. The unique context of the time introduced an industry-defining moment that would trigger a seismic shift across the technological space, as more businesses were forced to adapt to a digital presence. “On one hand, the future of entrepreneurship looked bleak, as businesses on Main Street had to shut down. But on the other, you had these as-a-service business models in their infancy solving technology challenges that would make it very easy for a small business to consume technology, to be successful, and ultimately thrive,” Saks observes. It was this dynamic intersection of the digital and the physical commercial space that bought clarity for AppDirect’s founders at the time of the company’s conception, pursuing the question and vision of what the future of technology would look like for entrepreneurship that remains a pertinent concern to this day.

BlueSnap A better way to take your payments global With so much of today’s global commerce happening online, businesses need a payment partner with the cross-border capabilities and support to help them efficiently scale globally. Cross-border transactions experience up to 20 percent more declines because they often use foreign acquiring banks. You need a payment technology partner that solves for this and other cross-border pitfalls while also providing new and exciting opportunities to accelerate sales worldwide. BlueSnap’s All-in-One Payment Platform is a global gamechanger. It easily integrates into your existing software so you can accept any form of digital payment, while also providing customers with a seamless, secure and localized checkout experience. And unlike other technologies, our solution is built to optimize global commerce. We help you increase authorizations and reduce costs with: • A global network of quality banks • 100+ currencies • 110+ payment types • 29 languages • Built-in award-winning fraud prevention and chargeback management • Extensive reporting options for business-driving insights • Expert world-class support BlueSnap is committed to helping global businesses grow, and we’re just as dedicated to making it as easy as possible with built-in tools that optimize payment conversions and sales. Plus, when you switch to our Allin-One Payment Platform, we’ll work with your existing provider to securely migrate your shopper data so you don’t have to handle it yourself. If your payments partner is limiting your growth, it’s time to find a better way. Learn more about BlueSnap’s All-inOne Payment Platform at www.bluesnap.com

The All-in-One Payment Platform Built to Fuel Global Growth Why choose BlueSnap? Growing global businesses need a payment partner that won’t just keep up, but will help lead the way.

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They need BlueSnap. BlueSnap’s All-in-One Payment Platform offers the solutions and support to grow your online sales – no matter where in the world your business does business. Ready to learn more? Visit www.bluesnap.com

APPDIRECT

DECODING DIGITAL: A PODCAST FOR DIGITAL INNOVATORS Saks is the voice behind AppDirect’s podcast, featuring a range of exclusive interviews from industry leaders across the digital economy. Covering topical trends, guests to date have included CEO of Box, Aaron Levie, and co-Founder of Square, Jim McKelvey amongst other titans of technology. Decoding Digital entertains, inspires, and reveals lessons and best practices to help you drive transformational change. “We launched Decoding Digital last year, as a podcast where we listen to these heroes and hear their stories of how they drove transformation. “We think that this information and data will hopefully inspire a next generation of digital heroes to understand and identify the characteristics that will enable them to succeed in the digital economy.” Head to the AppDirect site to listen to Decoding Digital now.

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“Out of that, without a technology background in our own right, but with strong conviction that businesses need to find a better way to find, buy and manage the services they need, we founded AppDirect.”

DEFINING DIGITAL HEROES Fast forward to today, and the ongoing success of businesses that have adopted digital technologies attests to the validity of this vision as a viable business model. “The reality is, digitally transformed companies are excelling and operating more efficiently,” Saks comments. “We create technologies, like single sign on, centralised user management, consolidated billing and news streams etc, that make it much easier for a business to access all the services that they need, in a unified way and from a trusted advisor.” Occupying a position at the very precipice of helping businesses and entrepreneurs to transform, the cloudbased business market is a space that Saks finds endlessly fascinating. “One of the things that gets me so excited about the space is that we get to interact with what we call ‘digital heroes’, or people who are transforming the digital economy.

These might be small businesses in their own right, but it could also be the technology advisors that are helping those businesses transform.” As AppDirect have learnt, technology advisors fulfil an essential role in inspiring trust amongst clients, delivering technological advancements with the reliable backing of a human touchpoint. “One of the things that we’ve recognized is that while in the consumer world we’re used to buying digitally online, in the business world, people fundamentally want to buy from people they trust. “A lot of our efforts at AppDirect have been focused on uncovering the secret sauce and characteristics of these digital heroes to be able to educate future heroes as to how we drive those transformations and thrive at commerce in the digital economy,” he elaborates. The human element behind the appeal of these digital heroes is a defining difference to enable successful partnerships in the technological sphere. “AppDirect sits at the intersection of literally tens of thousands of partners that have been integrated into APIs (Application Programming Interface).

TECHNOLOGY

RESPONDING TO INDUSTRY TRENDS: HEADLESS COMMERCE AND NO-CODE LOW-CODE Saks identifies two major trends that are currently defining the cloudbased market. “One is the idea of headless commerce, where people – like developers or engineers – can build on top of your tech stack to create their own experiences,” he explains. “The second is known as no-code low-code – where people who may not have engineering expertise drag and drop and essentially configure capabilities on top of their platform.” In a space where most platform companies typically choose one or the other, AppDirect showcase versatility by offering the choice of both, after identifying a preference for such optionality within their enterprise and long tail customers. This allows AppDirect customers to build on top of their platform in a scalable way. “As technology matures, differentiation is much more important - you don’t want to be restricted by the confines of the user experience or interface that’s created by a company. For businesses to take products to market in a successful way, they need the flexibility to be able to deeply integrate our capability into their stack. Having a headless API addressable model where they can do so, enables our platform to be extensible whilst facilitating more effective go-to-markets.”

“What we’ve seen is that the most successful partners are ones that are effective at creating scalable partnerships but also provide the understanding and support that enables others to effectively take their product to market. It truly takes a combination of technology and enablement - which includes people, marketing, and advice, to really succeed at a partnership in the technology economy.” An extension of this peoplecentric focus, the customer or user experience becomes paramount, bringing the individuals behind the technology to the fore. “A lot of the experiences that we build are not just for businesses that are going to self-serve online, it’s actually to help automate the humanto-human interaction in a way that creates an omnichannel touchpoint,” Saks explains. This ideal of leveraging technology to streamline efficiency ultimately translates to improving people’s working lives. This is best embodied by the company’s ‘A Day in the Life of’ initiative.

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APPDIRECT “WE FOCUS A LOT ON HOW WE CAN MAKE THE LIVES OF OUR CUSTOMERS MORE PRODUCTIVE SO THAT THEY CAN SPEND MORE TIME DOING WHAT THEY LOVE” – DAN SAKS, CO-CEO AND CO-FOUNDER, APPDIRECT “A lot of our focus on experience is about, how do we make it more effective for those who are supporting businesses’ adoption of technology how do we make their lives easier? “With ‘A Day in the Life of’, we deploy members of our team to spend time with the persona they’re servicing - it could be the IT administrator, or a technology advisor - and we observe what they do on a day-to-day basis and essentially create a huge spreadsheet that defines how we can AppReseller – Launch, scale, and optimize indirect channels faster with commerce capabilities for your reseller and referral partners.

automate all the things that they do, with the goal of collapsing these tasks and processes through technological automation,” he explains. Thereby, the personas affected dedicate less times to mundane tasks, relinquishing the valuable commodity of time that can be better spent elsewhere.

THE APPDIRECT DIFFERENCE AppDirect pioneer an accessible vision of technology, whereby business owners and the people behind the companies do not need advanced technological prowess or significant training to harness the full power of technology. As such, their gamut of services caters to businesses exploring advanced services, yet also more simplified solutions. Alongside their defining humancentered ethos, AppDirect’s versatile market offering is geared towards differentiation in the technology space, by consolidating the needs of an end user – who would typically be charged with arranging their own

tech stack involving a “complex and fragmented” process around payment systems, productivity services, back up and technological infrastructure – within one platform. “A lot of our focus on differentiation is how do we build a platform with capabilities that enable our technology advisors to differentiate the value they are providing to an end user. “We operate in somewhat of a blue ocean based on our strategy we intentionally wanted to develop an eco-system that is unique,” Saks concludes.

A NEW CHALLENGE In much the same way as the Great Recession left scope for new opportunities and the advent of advanced technological possibilities in its wake, so too has the challenging context of the ongoing coronavirus pandemic delivered opportunities and industry revelations. “One observation that I’ve made throughout the last year and a half

“OVERALL, I’M A VERY BIG OPTIMIST ON THE OUTCOME OF HOW ENTERPRISE TECHNOLOGY AND TECHNOLOGY FOR SMALL BUSINESS IS GOING TO PROVIDE FUNDAMENTAL TRANSFORMATION” – DAN SAKS, CO-CEO AND CO-FOUNDER, APPDIRECT

TECHNOLOGY

of COVID-19 is that, while I think it’s going to be great for people to get back into offices, what it did showcase is that digitally transformed companies can operate digital first and provide the flexibility, transparency, and alignment so that all of their team members and customers have equal access and opportunity to thrive through technology,” Saks states. It is this sentiment that hearkens back to what is at the very core of AppDirect and indeed all successful technological enterprises - people. Looking to the year ahead, AppDirect will continue to dedicate their focus to enabling and enhancing the capabilities of the millions of technology advisors around the world to streamline digital transformation within businesses. Drawing to a close, Saks ends on an optimistic note of the pursuit of

Dan Saks believes that its enterprise and business technology will enable people to spend less time on their devices, enabling productivity elsewhere wellbeing and the wider context of allowing individuals to pursue a healthy work-life balance. “Technology is not just about technology, it’s about the service of people and if people show up to work every day, they should be super happy about what they’re spending time on. If technology can aid them in optimizing their time to do the great things that

they need to at work, then have more time to do the things they love in their personal lives, it fundamentally creates a better economy. “Although there are a lot of challenges with broader consumer technologies, I truly believe that enterprise and business technology aids people to spend less time on their devices and in front of a screen, enabling them to do more of what they want. This is really what the future is all about and that’s what makes me so excited about the ecosystem we’re playing in.”

marketing@appdirect.com www.appdirect.com

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CELLSITE SOLUTIONS

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TECHNOLOGY

SERVICE AND SOLUTIONS

“We pride ourselves on being the top supplier of used and surplus telecommunications equipment.” Carter Kramer, President of CellSite Solutions, discusses the company’s provision of quality products and services across the US telecoms space Writer: Marcus Kääpä | Project Manager: Tom Cullum

I was first introduced to the telecommunications industry in 2007 when I was hired by an entrepreneur to start a telecommunications construction services company. I was immediately drawn to the fast pace and vast opportunities within the sector.” The words of Carter Kramer, President of CellSite Solutions, highlight the promising reality behind the telecoms space in the US at present. “The current market conditions are very exciting,” he tells us. “There are many large initiatives that will provide work for several years to come in the areas of network densification, Fiber-to-the-Tower (FTTT), rural broadband, and hardened back up power at existing sites. These are all projects that CellSite Solutions works on directly.”

Carter Kramer, President of CellSite Solutions

In a broad sense, CellSite Solutions provides products and services that relate to the construction of macro infrastructure necessary to support wireless, fiber optic, and other utility service connections. Made up of several business segments, including Civil Construction, Electrical, HVAC/ Mechanical, Craning and Logistics, Inside Plant and Outside Plant, CellSite Solutions is a leader in the used equipment, products and full life cycle services in the telecoms sector. CellSite Solutions’ services include shipping and warehousing, installation, maintenance, and decommissioning. With over 20 years of combined experience in the telecommunications industry, CellSite Solutions are supremely equipped to handle jobs from a single site installation to multiregional deployment. North America Outlook issue 04 | 61

CELLSITE SOLUTIONS “We are able to manage projects that involve new, used, or refurbished equipment,” Kramer informs us. “We pride ourselves on being the top supplier of used and surplus telecommunications equipment, and a turnkey solution for all customer installation, decommissioning, and logistical needs.”

INSTALLATIONS AND DECOMMISSIONING The telecommunication industry is more complex than ever. Telecommunication sites call for many different factors and require comprehensive installation, much of which clients cannot handle in-house, and this is especially true if they require swift service. CellSite Solutions’ professional installation experts offer telecom shelter installation and site commissioning services, which range

from civil work, shelter tie-downs, generator pads, and trenching conduits, to crane offloads, shelter stoops, compound fencing, grounding rings, power connectivity, and weed barriers. As for decommissioning, CellSite Solutions’ services cover cell tower removal, communication shelter removal, asset disposal, site remediation, light and antenna removal, asset tracking, R2 standards for responsible recycling, internal equipment removal, as well as battery disposal. These kinds of decommissioning processes are important for multiple reasons. Firstly, if the site is no longer functioning, removing the site improves the environment for the community who live around it. With a full-scale telecom site remediation process, CellSite brings the land back to working condition so it can be used for alternative building purposes.

Poly Vinyl Roofing Poly Vinyl Roofing appreciates the business relationship that has been developed with Cellsite Solutions and is proud to partner with them. We specialize in building long term relationships and are committed to collaboration on individual projects to develop roofing solutions for flat and low slope roofs utilizing a practical approach combined with quality products and workmanship. With over 30 years of commercial roofing nationwide we have the experience to provide consistent high quality service.

mike@polyvinylroofing.com

CELLSITE SOLUTIONS - GUY ANCHOR ROD INSPECTIONS CellSite Solutions provides anchor rod inspection and protection services to remediate galvanic corrosion and prevent guyed tower failure. Telecommunication tower sites have a number of safety procedures and processes set in place to ensure a tower’s integrity is sustained over its lifespan. Guy anchor rods support a guyed tower’s structure and, if not properly maintained, galvanic corrosion can build up and lead to tower failure. CellSite Solutions provides anchor rod protection to prevent tower failure. Guy anchor rod inspections are a cost-effective way to ensure guyed towers maintain their structural integrity over time. Guy wires and anchor rods are used to support a guyed tower. In order to maintain a proper level of performance, these anchor rods need to be examined periodically to ensure the integrity of the anchor rod has not been compromised. Guy anchor rod inspections remediate and prevent damaging corrosion. And in turn, these inspections ensure the safety, security, and life expectancy of a guy wire tower’s structure. CellSite Solutions are experts in this telecom industry service and are a dependable resource for all customer tower inspection needs. The company has completed over 600 guy anchor rod inspections to date and understands the importance of this service.

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TECHNOLOGY

Poly Vinyl Roofing, Inc. performs New Construction, Existing Roof Tear Off, Metal Retrofit, Existing Roof Recover, Green Roof, Mechanically Attached Rhino Bond and Adhered Systems. PVR installs Sika Sarnafil roofing and waterproofing exclusively for flat and low slope roof systems.

Poly Vinyl Roofing, Inc. - Michael Connolly Physical Address - 102 Marion Street, Martelle, IA 52305 Mailing Address - 785 Elbow Creek Road, Mount Vernon, IA 52314 mike@polyvinylroofing.com | (319)573-6818

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CELLSITE SOLUTIONS “A TURNKEY SOLUTION FOR ALL CUSTOMER INSTALLATION, DECOMMISSIONING, AND LOGISTICAL NEEDS” – CARTER KRAMER, PRESIDENT, CELLSITE SOLUTIONS PROJECTS AND PARTNERSHIPS What makes CellSite Solutions really stand out is the high level of

professionalism found in its hardworking and experienced workforce. Carrying their industry knowledge and expertise into the fore of every project, CellSite Solutions’ specialists provide the company’s clients with world-class services backed and exemplified by a proven track record of every project they have undertaken. “CellSite Solutions recently moved in to a 190,000 square-foot facility in Cedar Rapids, Iowa, which is going to greatly increase efficiencies, as well as allow us to provide more services

such as warehousing and distribution to our portfolio,” Kramer informs us. “These kinds of projects would not be what they were without both our staff and vendor relationships.” According to Kramer, these relationships are key to providing CellSite Solutions’ clients with the best experience and results possible. “Understanding the goals of our team members and working together to build a road map to achieve those goals is our highest priority,” he continues. “When we are working

CELLSITE SOLUTIONS - SHELTER REFURBISHMENT CellSite Solution’s refurbished shelters can serve client businesses for many years. As part of the company’s telecom repair services, it offers telecom shelter custom modification and refurbishment for used concrete shelters. Telecom shelter refurbishment makes sense whether clients have plans to keep a shelter it as it is, include it as part of a cell site lease, or to sell it. After all, an updated, modern shelter will help client’s businesses to protect expensive equipment inside.

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While numerous companies offer some form of communications shelter repairs or maintenance, few offer a full refurbishing program - CellSite Solutions does. The company can help clients turn their outdated shelter into one that is as good as new. Updating is especially important if you recently purchased a used shelter. In addition to providing top-of-the-line refurbishing, CellSite Solutions also offers the best customer service in the business.

TECHNOLOGY

with key vendors, our goal is to work closely with them to ensure we are providing our clients with the most viable options for their needs.” On top of this, CellSite Solutions ensures that its company operations work alongside surrounding projects and sites, as well as those in need. “Our company and our team are heavily active in the community,” Kramer tells us proudly. “We contribute to over 20 non-profit organizations annually, both

financially and by volunteering manpower and services.”

2021 AND BEYOND Within the evolving telecoms space, CellSite Solutions is poised for another year of strong growth in 2021. With the notion of growth in mind, the company is setting its focus on adding to each segment of its business and has opened over 20 new positions to aid this. This year will also see CellSite Solutions settle into its new Cedar

Rapids facility, allowing the company to utilize the larger space to further improve all areas of the business.

Tel: 1-319-826-3404 or 1-855-CEL-SITE (1-855-335-7483) sales@cellsitesolutions.com www.cellsitesolutions.com

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AVRIO LOGISTICS

BESPOKE LOGISTICS The Executive Team behind Avrio Logistics examine custom-built freight forwarding solutions and the advantages of a customer-first approach Writer: Phoebe Harper | Project Manager: Tom Cullum

vrio - a Greek term that literally translates as ‘tomorrow’. Connoting both future promise and a reliable sense of continuity, it is a fitting title for a leading logistics provider that can trace its industrial origins back to the 1920s, whilst also maintaining a position at the forefront of connecting today’s global supply chain ecosystem. Based in Lyndhurst, New Jersey, Avrio Logistics is led by President and CEO, Michael Mortorano, a successful entrepreneur with 45 years’ experience in in warehousing and logistics. “Born and raised in New Jersey, I remember my father giving me the opportunity to work each summer break with him in his trucking business since I was ten years old, rather than sending me to summer camp to be with my friends. I have been blessed to work in the logistics industry all my life. My family started on the trucking side of the logistics industry. Our daily challenge was making timely deliveries to supermarkets and warehouses because of constant delays in unloading. When I complained to 66 | North America Outlook issue 04

any customer about the congestion on their docks, I received the same response from each of them – ‘if you can do better, than do it!’ I took the challenge personally and came up with my own solution. From this humble beginning Avrio Logistics was born with the strategic intent to serve its customers with intelligent, efficient, reliable and high throughput solutions.”

CUSTOMIZATION: THE THREE PILLAR DIFFERENCE “Our enterprise operating model comprises three foundational pillars that Avrio thrives within, encompassing Avrio Logistics, Advantix Logistics, and Onelink Solution. These are essentially three separate avenues of business that we unite under one operating umbrella.” While these companies stand alone as separate entities, they can also intersect in a complimentary way. “Our business model is designed to help organizations bring their products to market quickly and reliably and to help them address the financial and operational challenges of doing so,” Mortorano explains.

“Avrio Logistics is our global freight forwarding, shipping, and warehousing business that works with companies in apparel, consumer products, consumer electronics, and medical devices as well as other industries. Advantix Logistics has been providing superior labor solutions for warehousing and distribution facilities for nearly three decades. Advantix brings our clients motivated and dependable labor solutions for freight handling, warehouse services, warehouse management, and on-site management. “Onelink Solution is the third pillar of our operating model, as the financial infrastructure upon which many transactions are based. Not all of our customers use OneLink, but if you’re a small or mid-sized customer trying to compete and you bring us an opportunity where we can help you through financing, that’s the perfect target for us,” Mortorano adds. A principle that proudly defines Avrio as a Lead Logistics Partner (LLP), 3PL (third-party logistics), freight forwarding, logistics solutions, and financing provider, is the ability to customize their solutions in line with the individual and ever-changing

SUPPLY CHAIN

President and Owner, Michael Mortorano with the team at Avrio Logistics

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Avrio is committed to earning your trust.

WHO WE ARE

HOW WE DO IT

Avrio Logistics is an industry-leading, end-to-end network that connects the entire digital supply chain for your B2B and omnichannel DTC fulfillment business. Avrio is a trusted partner to high growth companies in fashion, consumer products and electronics. Avrio’s cloud based Konect2U™ platform simplifies integration of your supply chain and greatly accelerates your MTMM, “Mean Time to Making Money”. Konect2U™ connects your online store and ERP system to ensure an accurate, flexible, frictionfree, automated fulfillment process.

Konect2U™ is Avrio’s data sharing platform that accelerates your MTMM in your D2C and B2B channels. Konect2U™ enables customers to connect their ERP and eCommerce platforms including Shopify, Wix, Etsy, Amazon, and others in a matter of days rather than weeks or months required by technologies. Together, Konect2U™ and our cloud-based fulfillment system coordinate high throughput fulfillment activities across our network of warehouses to ensure you deliver on your customer commitments at a low cost. Avrio’s network of facilities ensures you have full coverage of the continental US within 24 hours.

WHAT WE DO Avrio helps our customers execute all aspects of logistics across the entire supply chain from the first mile to the last mile and everything in between. STC Logistics, an Avrio company and member of the CIF Group network, is a global freight forwarder whose core capabilities include NVOCC, freight forwarding, customs, trucking, bulk carriers, tankers, container, chartering, and technical services. STC and Avrio stay connected while your containers are in transit to coordinate schedules and minimize port delays. Once landed, Avrio takes responsibility for drayage and warehousing, inventory management, fulfillment, delivery tracking and reverse logistics services. We pick by piece, carton and pallet to meet the needs of your customers.

Our network is growing quickly to meet the needs of our customers and includes: • • • • • • • • • • • • • •

Anaheim, CA Bristol, PA Eastvale, CA Edison, NJ Freehold, NJ Jersey City, NJ Kansas City, MO Kearny, NJ Newark, NJ Reno, NV Santa Ana, CA Savannah, GA South Plainfield, NJ Woodbridge, NJ

If profitable growth and customer service excellence are important to you, contact us at avriologistics.com/contact or call us at 800-935-6320

AVRIO LOGISTICS expectations of their customers. “Our industry expertise, customized service and solutions offerings and technologies, enable us to have improved visibility over our customer’s operations, as well as our customer’s customer, and beyond. We specifically gear our offerings and operating model to make our customers successful,” states Bill Lenihan, Vice President of Operations at Avrio Logistics. This is enabled by the sheer breadth of Avrio’s service, offering unparalleled end-to-end capabilities that permit customization on behalf of both the customer and the company’s own operations. United in their prioritization of customer experience, the trio of companies exercise the possibility to intersect and overlap as a means to allow unparalleled versatility within supply chain solutions. Mortorano reinforces the customer-centric view that is the driving tenet behind Avrio Logistics. Essentially, it is this prevailing concern for the customer that accounts for the company’s entire operating model. “The Avrio team invests in understanding our current customers and the strategic and operational challenges and opportunities within their industries. As a service provider, it’s critical for us to understand the specific performance drivers - both for the industry and that specific customer - and asking how they are competing, what their differentiated value proposition is, and how we enable and add to it”, he states. “As a global freight forwarding company, we’re one of the biggest in the world. We move product all over the globe by sea and by air,” Lenihan comments. “Being able to provide the freight forwarding business as well as the staffing business, and the logistics business directly, it’s a tremendous set of assets that we bring,” adds Lannie Hann, Vice President of Sales.

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A NEW CHALLENGE A direct driver on the industrydefining advent of e-commerce, is the inescapable coronavirus pandemic. As Lenihan concurs, “COVID-19 drove e-commerce to critical mass, in turn changing the operating model of many companies.” The aftermath of COVID-19’s impact is yet to be fully realized within the logistics sector. “As a company, we’re taking a wait and see approach, and reacting to what we’re given,” Lenihan comments. “We’re waiting to see how many of the significant changes driven by the pandemic will become sustainable over time.” In the meantime, Avrio continue to enjoy growth as an end-to-end service provider, in comparison to other companies concerned with a single part of the value chain. At present, the greatest hurdle that Avrio continues to navigate in the wake of the virus, is the worldwide disruption to supply chains and the significant delays suffered therein. “Notwithstanding Evergreen’s blockage of the Suez Canal, we’ve got a global container shortage – containers are piling up in the US and we need to be able to backfill those to other regions around the world. “The ongoing delays at major air and sea ports are incredibly frustrating, and a real hardship for anybody working in logistics. Our customers don’t necessarily understand why the container costs have risen so much or why their containers are being bumped, sometimes up to three or four weeks or more. As such, it becomes very difficult for them to run their business, and us ours, when product is not coming in as scheduled,” Lenihan observes. This is where the differentiated offering of Avrio’s three-pillared solution becomes advantageous, in being able to compete more effectively thanks to their versatile capabilities.

“There are a lot of big players out there, but in many cases they’re full and hyper-selective about what customers they take on - that’s not our operating model. Since we are geared towards the needs of our customers, we can customize this model to fit the needs of those industries that we serve. Through this flexibility, we have been able to truly

AT A GLANCE: AVRIO LOGISTICS’ SOLUTIONS LOGISTICS EXECUTION - Avrio Logistics helps customers successfully execute all aspects of logistics across the supply chain including first- and lastmile visibility and invoicing whilst enhancing visibility and control over transportation spend alongside improving customer service and vendor relations. END-TO-END VISIBILITY - Avrio delivers end-to-end inventory and shipment visibility for proactive planning and issues management; multi-mode transport visibility for road, ocean, rail, air, barge, etc.; and multi-mode connectivity for real-time tracking for API, EDI and data-streaming. SUPPLY CHAIN OPTIMIZATION - Avrio automates routing and asset utilization, reduces costs and enables agility in capacity planning. CHB SOLUTIONS - Avrio’s STC Division provides a full suite of Customs Brokerage and Global Shipping and Freight Forwarding Services.

SUPPLY CHAIN programs and creating staffing problems for us. “That being said, it is exciting for us to be able to problem solve these issues.”

The team behind Avrio Logistics at the company headquarters in Lyndhurst, New Jersey

FAMILY FIRST

“WE NOT ONLY SEE THE CUSTOMER, BUT WE SEE THE CUSTOMER’S CUSTOMER, AND BEYOND” – BILL LENIHAN, VICE PRESIDENT OPERATIONS, AVRIO LOGISTICS benefit from an increase in demand,” explains Mortorano. An industrial context defined equally by both frustration and excitement for freight forwarders across the globe, Avrio faces its own particular set of challenges within North America. Mortorano adds, “as we look to

initiatives like the FPUC (Federal Pandemic Unemployment Compensation program), while they’re great programs designed by the Federal Government to help people financially, they can have a detrimental effect on organizations and industries like ours. Many people are taking advantage of those

The aforementioned staffing problems introduced by the pandemic highlight the invaluable workforce that are the backbone of Avrio’s operations. At Avrio, the company culture nurtures community, endorsing a family mentality that unites and incentivizes employees. “It all starts at the top,” Lenihan comments. “Our CEO has driven a “family business” mindset here. “Everyone is family and family matters. We are responsible for not only employing, but also caring for and feeding the families that work for us – he (Mortorano) takes that obligation personally.” As such, Avrio and Advantix dedicate a significant amount of time and resources to upskilling team members, enabling transitions to more fulfilling roles if employees are unsatisfied or seeking to pursue higher ambitions within the company structure. “We help to get people trained, certified, and move them on to a new area of interest,” Lenihan states. “We don’t look at our people as commodities – they’re assets and we treat them accordingly by providing coaching, mentoring, and continuous skill building,” explains Mortorano. Thereby, Avrio empowers their staff by enabling them to explore other areas within a low-risk environment. “If somebody’s interested in learning a new skill, we’re not going to punish them for it, we’re going to provide a safety net that allows them to grow,” says Lenihan. Essentially, cross-training implemented within small teams across the company, means that all team members are equipped with the skills to work across multiple machines, systems and facilities and are therefore North America Outlook issue 04 | 71

AVRIO LOGISTICS familiar with each role within that team. As such, there is the support network in place to ensure that each team member is covered in the event of an unexpected absence. This proved indispensable during the pandemic when flexibility was needed. Categorized as an essential business, Avrio and Advantix’s operations were able to continue, with the companies implementing carsharing and cost-offsetting schemes to help instil confidence amongst employees and encourage them to come to work. To ensure employee safety, staff members were also paid as normal for hours missed when leaving work to get vaccinated. Across the board, Avrio Logistics ensures that company ‘wins’, no matter how big or small, are celebrated- whether that’s a new customer, a particular employee accomplishment or indeed a birthday. As Mortorano comments, “we celebrate because it’s important for people to know that they’re valued.” On the topic of talent management,

Lenihan returns to the experience that he brings to the role. “I have tried to apply the many lessons that I have learned from my experience in consulting and years in the industry into this business. In terms of our retention rate and employee growth rate, it appears to be working.” The same inclusive, caring mentality evident within their workforce also extends to Avrio Logistics’ supplier and partner relations, where the company prioritizes alignment on core principles, culture, and values. “It’s not just partnerships across warehouses, it is also our suppliers and

customers. We don’t take the word ‘partner’ lightly, it means that we truly connect our operations,” Lenihan adds. For Lenihan, this translates to a shared strategic vision and objective, with mutual expectations of performance and operating objectives. As the concrete foundation of all Avrio’s supplier relations, cultural alignment is key to enable streamlined partner relations. This in turn leads to the most prized quality within all partner and supplier relations – trust. “Trust is an outcome, it’s something that’s earned through what we drive in our operating models – flawless execution. This means being good to your word, constantly delivering and exceeding expectations. When you can do that repeatedly, then you earn trust,” Lenihan observes.

TRANSFORMATIVE TECHNOLOGY Avrio Logistics continually leverages technological advances within the

E-COMMERCE: A SUCCESS STORY Turning to talk of successful projects, Lenihan is keen to highlight the rise of e-commerce, which having reached ‘critical mass’ during recent times, has driven fruitful partnerships. “We have a customer that is a start-up apparel company, and this entrepreneur had a great idea. We provided them with our end-to-end three pillar solution that provided them with all the aspects that they needed for their growth. When COVID-19 hit, the combination of products and e-commerce caused their business to explode,” Lenihan explains. “It’s exciting to witness the success of our customers as well as our ability to grow with them as demand for their products increases along with the number channels to market. Although the fulfillment objectives and metrics were certainly demanding, we were proud of our ability to help this customer achieve and even surpass their growth projections,” said Hann. “We never take a partnership for granted and based on our recent discussions, this is going to be a long-term partnership that we will continue to support as their D2C and retail needs evolve,” Hann concludes.

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SUPPLY CHAIN industry to their advantage. “Although there isn’t much that’s new within the sector in terms of the technology itself, it’s more about how we apply the technology within the context of logistics,” Lenihan states. “For example, having a sound WMS (Warehouse Management System) or OMS (Order Management System), that allows you to communicate efficiently.” Within the space of supplier and partner relations, Lenihan credits the digital platform ‘Konect2UTM ’ as instrumental in streamlining the process of bringing on new suppliers and partners. “This platform allows us to communicate back and forth with our customers and allows everyone to speak in their native language – whatever format or template they choose to use, whether that’s API (Application Programming Interface) or EDI (Electronic Data Interchange) for example. “As a universal translator, our system is designed to be nimble, flexible and to accelerate onboarding and MTMM (Mean Time to Making Money).” The dynamism of the sector-wide changes introduced by the pandemic are complemented by the technological advances within logistics that make it such an exciting space to work in. “The possibilities of advanced technologies and service customization – they are all geared towards market share growth,” he comments. “The middle market space that we focus on, is ripe for such growth.” There is much anticipation regarding the development of robotics and advanced analytics within the sector, with Lenihan excitedly monitoring the insights that can be gleaned from AI and machine learning. “This will ultimately enable us to become more predictive about demand signals and capacity,” he comments. At present, Avrio is making technological investments primarily within the field of “e-commerce and

“OUR OPERATING MODEL IS BUILT AROUND SERVING CUSTOMERS SO GIVE US THE ODD BALL BUSINESS, GIVE US THE SPECIAL PROJECTS – WE THRIVE IN HYPER SERVING OUR CUSTOMERS” – BILL LENIHAN, VICE PRESIDENT OPERATIONS, AVRIO LOGISTICS omnichannel enablement”, geared towards higher efficiency and throughput. “In terms of Avrio’s growth, a large part of that is tied to new capabilities around technology, particularly within AI and machine learning to drive new insights and predictive modelling. They’re on our roadmap,” Lenihan adds. Looking to future tomorrows, times of uncertainty resulting from the pandemic are likely to define the near future within the logistics industry. As such, Avrio is approaching the year ahead with caution and patience. “We’re waiting to see what the new normal is, but in the meantime, we have certain hypotheses about potential paths forward. For instance, is it likely that ecommerce is going to continue its growth rate? We don’t believe so; it will continue to grow but the slope of the curve will change as people want and need to get back out,” Lenihan muses. “We will also continue to invest in our network growth through buying assets, expanding our 3PL operations

and adding high performing strategic partners,” Mortorano comments. Drawing to a close, Lenihan returns to the versatility and customer-geared approach that defines Avrio as a leading supplier of logistics solutions, allowing them to cater to an unparalleled variety of businesses, where other companies with a more uniform operating model may fall short. “We are looking for customer growth in new and innovative spaces. Unlike some of the bigger organizations that optimize around their internal efficiencies, and expect their customers to fit into that model, Avrio thrives on the uniqueness of our customers. As Lenihan concludes, “we want to serve the underserved.”

Tel: 908-662-5355 or 800-935-6320 info@avriologistics.com www.avriologistics.com

North America Outlook issue 04 | 73

NAVAJO EXPRESS

IMPROVE, ADAPT, OVERCOME: THE NAVAJO WAY Brandon Bodine, Vice President of Navajo Expedited, discusses prioritizing team spirit and maintaining a prestigious reputation on North America’s logistical landscape Writer: Phoebe Harper | Project Manager: Tom Cullum In transportation, those who adapt the quickest tend to be the most successful,”- so states Brandon Bodine, Vice President of Navajo Expedited – the most recent brand within the Navajo Express Incorporation. “It has forced providers like us to improve, adapt and 74 | North America Outlook issue 04

overcome. We are very proud of the way we have responded to this most recent set of challenges.” Bodine’s statement, in reference to the ongoing logistical hurdles posed by the COVID-19 pandemic, surmises the adaptability and agility that is foundational to Navajo Express’

logistical prowess on the North American supply chain landscape. The very name hearkens back to the semi-nomadic Native American people, connoting the peripatetic nature of facilitating transport solutions across the breadth of North America.

SUPPLY CHAIN

“At our core, Navajo Express is a long haul refrigerated carrier who specializes in the delivery of protein (meats) and temperature-controlled grocery products,” Bodine outlines. From their headquarters in the Mile High City of Denver, Colorado, Navajo Express leverage their experience

of over 75 years providing freight transportation solutions across 48 states. Bolstered by the backing of a 1,000-strong team of professional drivers, and an equally sizeable fleet of tractors and trailers, Navajo Express is well-established as a leading trucking company.

Complimenting the core over-theroad (OTR) business are a string of regional operations teams dedicated to serving specific customer needs. “Our customer base is a very diverse mix of the top grocery chains, meat packers, water and beverage companies, and general North America Outlook issue 04 | 75

NAVAJO EXPRESS food suppliers in the US,” Bodine elaborates. “Since the early 1980s, from our base in Denver we have picked up protein from what we call the meat patch (IA, NE, AR, MO) and delivered it all over the country, often returning to the center of the US with produce on our reefer trailers. This has been the core business model for our overthe-road trucking business for several decades,” Bodine explains.

EXPEDITED EXPANSION Fast forward to today and the constantly shifting phenomenon of logistics has bought adaptations within the Navajo family. Indeed, Bodine’s career trajectory is intrinsically linked to the advent of the Navajo Expedited brand, which launched in 2019 as the latest extension of the Navajo Express Incorporation. “I have been with Navajo since October 2018 and coming here was the perfect pairing. We have been able to accomplish some amazing things together in a relatively short period of time,” he muses fondly. “The launch of Navajo Expedited has been an absolute dream come

AT A GLANCE: NAVAJO EXPRESS LOCATIONS HEADQUARTERS: • Denver, CO TERMINALS: • Denver, CO • Salt Lake City, UT • Tolleson, AZ • Pottsville, AR • Lakeland, FL

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true. We started with a great trucking brand, and an ownership who deeply understands trucking. They allowed me to assemble a group of driven and like-minded people to steer the course of this Limited Liability Company (LLC),” Bodine continues. “We launched Navajo Expedited on January 1st, 2019, and in year one we eclipsed $25 million in revenue – this was about $10 million above my projection.” The challenging context of the two years subsequent to the inception of Navajo Expedited has not thwarted the brand’s impressive growth during its nascency. “That successful first year paved the way for us to more than double our revenue in year two, breaking $62 million in 2020. Through the first four months of 2021, we are well on our way to doubling our business once again and eclipsing $120 million in revenue,” Bodine informs us. “We feel these results are unprecedented, especially considering that we did not start with millions in seed money or a massive head count,” he observes. Bodine’s own path into the logistics industry is reflective of the dedication and entrepreneurial spirit that Navajo values within its employees. Bodine pursued opportunities despite the challenging personal circumstance of establishing a fruitful career whilst raising a young family and balancing the commitments of working in the customer segment of the supply chain alongside studying for an MBA. “I travelled across the state of Florida, interviewed with, and ultimately took a new job with a brokerage that was approximately three hours from home and my very pregnant wife - it was a gamble for sure but one that has paid over more than I could have ever imagined at the time. “I started off just working the phones and working freight but took the company laptop home every single night. I was a sponge learning

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NAVAJO EXPRESS everything I possibly could. Within 30 days I was the leading broker, within 60 days I had my own accounts and at 90 days I managed a small team. Since then, this has been the industry I have called home.”

FAMILY IN THE FRONT SEAT It soon becomes apparent that for Navajo Express, alongside the allimportant company numbers, there are other metrics that the company measures its success by, such as employee retention. “I was extremely satisfied with the staffing, structure, and relationships that Navajo Expedited were able to establish in year one,” comments Bodine in reference to Navajo Expedited. Indeed, the LLC’s first six “critical” hires continue to excel in their prominent roles two and a half years later. “I know that all of

North America Outlook: Are there any past projects that you are particularly proud of? Brandon Bodine: In 2016, our owner’s passion for giving our drivers good, solid, steady work and home time fueled a unique strategy to help win a dedicated proposal for a current customer. The strategy went beyond pricing and focused on a unique heavy haul solution that offered this customer a capacity solution, while reducing emissions, labor, and trucks on the road. This project exceeded equipment and costs. Don Digby Jr. had to obtain local permits from local and federal transportation agencies to operate the vision he knew was the right thing to do for the industry.

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them will be here for years to come training, coaching, and developing the next waves of talent we bring in,” Bodine quips confidently. “Navajo Expedited ended year one with approximately 12 employees, year two with 26 employees and we will likely end this year with right around 50 employees,” Bodine informs us. In keeping with the mentality that one might expect from an historic, family-owned enterprise, it is this banding of ‘driven and likeminded people’ across the entire incorporation that is fundamental to Navajo Express’ operations. Again, the company’s name connotes the sense of kinship behind the clan structures of the Navajo people which is reflected in the community ethos and personal touch that Navajo Express fosters. “All shippers within the Navajo Express enterprise employ a total of over 900 employees between our corporate office and terminals,” states Bodine. “We are still a family-owned company where myself - and even our owner Don Digby Jr - visit our customers and know them personally, and all of our drivers as well.” For Bodine personally, the spirit with which he manages staff is the result of a sports mentality nurtured as a former athlete, centered on team spirit and a healthy degree of competition. “I have one motto that I live by when it comes to employee performance. My belief is - if you want to get the very best from your employees, all you have to do is keep score. “Even though each position group does compete internally, all our monthly goals are team and customer driven. There is a lot of friendly banter in the office but we are all pulling the rope together, in the same direction.” Although steadily enjoying continual growth, Navajo Expedited remains dependent on a small team.

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NAVAJO EXPRESS

AWARD WINNING HEAVY HAUL INITIATIVES As the winner of both Carrier Commerce Journal’s 2018 Innovator of the Year and Fleet Innovator of the Year for 2019 on behalf of Heavy Duty Trucking, Navajo Express maintains an enviable reputation within the sector through strategic investments in innovative equipment and assets. Thinking outside the box in terms of the driver / capacity shortage, Navajo sought to identify a way of loading more product on to trailers, leading to the development of their ‘Super Sets’. “Our 53 and 57 ft tri-axle trailers as well our Rocky Mtn doubles are all unique trailers or trailer combinations allowing us to scale extra payload. Most traditional dry vans can scale up to 45,500 pounds with reefers being close to the 44,500-payload mark. Our tri-axel trailers have a payload capacity up to 65,000 which is limited by individual state regulations,” explains Bodine. “We successfully petitioned many of the states, especially through the Rockies, getting this equipment approved. By adding extra payload and space on our 57-foot trailers, we have reduced the number of loads our customer needed to ship on a given lane, thereby reducing their transportation spend.”

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“THE LEVEL OF ENGAGEMENT, BUY-IN AND ALIGNMENT IN THIS GROUP IS OFF THE CHARTS. WE HAVE A CORE GROUP OF PEOPLE WHO HAVE GIVEN SO MUCH TO ACHIEVE THESE RESULTS. I AM INCREDIBLY GRATEFUL FOR THE TEAM WE HAVE IN PLACE” – BRANDON BODINE, VICE PRESIDENT, NAVAJO EXPEDITED As such, Bodine is fully cognizant of the value and efforts of the individuals behind the brand. “As you can imagine with such a small group generating 4,000 plus loads per month and this kind of revenue, it takes an exceptional group of people.” The personal approach that is central to Navajo Express’ staff relations extends to all professional

working relationships and serves to empower employees by creating recognition and a sense of value. “This not only creates a very natural alignment within our company, but it also gives the teams in our corporate office, our offsite terminals, our drivers out there being our face to customers that, sense of pride,” Bodine explains. “They know the brand and the company they represent and care

SUPPLY CHAIN

about representing it in the best way possible. These factors create internal alignment and stability which allows us to offer a product with those qualities to the market.” Higher up within the company structure, inspiring leadership and an intimate involvement across all avenues of operation streamlines inter-company communication, enabling the efficiency that Navajo Express is most known for. “Although a relatively young LLC, Navajo Expedited has a fantastic group of business leaders which is led by Matt Yasovsky, our Vice President of Operations. He is not tucked away in some office - he is right on the floor with Operations. “He is a visible leader, communicating with this group and ensuring our

replies are near immediate. Therefore, we maintain the ease of use and we are always aligned. These are just a few ways we remove the typical barriers to productivity in our industry,” Bodine informs us. This also falls in line with the Navajo Express leadership. Indeed, Bodine’s first impression of Navajo Express’ owner, Don Digby Jr, immediately highlighted such differences. During a meeting at Navajo’s corporate office, Digby Jr delivered a message hoping to improve the company’s on-time delivery – which, although operating at a success rate in the high nineties, was not quite at 100 percent. “What struck me was the fact that he (Don Digby Jr) did not just lament his frustrations but gave a detailed description of the action items each

department would take to improve. “This left a lasting impression on me, as previously I worked with C-level executives who were great at voicing displeasure but could not lay out the ‘how’ the way our President just did. I feel this is a direct result of the fact he came up in this business - he knows the operation inside and out and has sat in just about every chair within our organization at one time or another.” A wider extension of the Navajo family are the essential, formulative partnerships within the company’s supply chain operations. As Bodine observes, “it has never been more important to focus on positive partnerships with shippers, suppliers, and vendors as we continue to experience tight capacity, and challenges with driver retention.” North America Outlook issue 04 | 81

NAVAJO EXPRESS Here, as with their staff, longevity is an asset, and Navajo Express prioritize the treatment of their drivers when pursuing and forming new client relations. “When our team discusses new opportunities with our current or potential clients, the first question is, “how do you cater to the drivers?” Do these suppliers, vendors or shippers have the abilities for drop trailers, do they have driver facilities, what ways can they improve daily life for our drivers or equipment? These are all things that are important to keep our drivers moving and our customers needs met,” he explains. “We are fortunate to have customers and suppliers that we have been working with for over 20 years – those are the people you enjoy doing business with.”

“OUR PHILOSOPHY IS TO BRING SIMPLICITY TO OUR CUSTOMERS’ SUPPLY CHAIN” – BRANDON BODINE, VICE PRESIDENT, NAVAJO EXPEDITED

CORE COMMUNICATION In a world that is anything but, Navajo Expedited endeavors to keep things simple. At the very crux of simplifying what can be a complex and fragmented process, lies communication. “Our philosophy is to bring simplicity to our customers supply chain,” Bodine concurs. “We set up our operation so that customers have direct contact with

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our key decision makers every single day - all day and night. We believe this removes indecision and delays from the process and provides quick answers and actions. “I have very specific metrics on our turnaround expectations when it comes to Requests for Proposals (RFPs), bids, and especially spot quote requests from customers. We

reply promptly and we provide an option for coverage,” he explains. Indeed, it is this simplification that Bodine attributes to Navajo’s ongoing successes. “The key differentiator at Navajo Expedited is our ability to work faster, longer, and more efficiently than the competition,” Bodine observes. “Our employees know exactly what we need in terms of freight, rates, commodities, etc. and these are the people our customers are interacting with. Therefore, when our customers offer us opportunities, we have accepted the order and likely entered it while our competition is still ‘checking with their planners’.”

NAVIGATING LOGISTICAL HURDLES Turning to talk of the pandemic, the benefits of the fundamentals of communication that are embedded into the core of Navajo Expedited’s operating model became obvious. “During the pandemic, this set up has really paid off as customers are short-staffed, working remotely and are seeing all-time highs in terms of freight volumes. They simply do not have hours or even days to wait for a response from a carrier partner - they need prompt replies and even more importantly, prompt actions.” Bodine attributes the strength and sheer capacity embodied by the full gamut of Navajo Express’ services that have helped to introduce stability into the brokerage market during disruptive times. “The pandemic has really brought our craft into the forefront. In general, most of us in North America just took it for granted, the commodities we want, and need would be on the shelves at our local store - until they weren’t. “Whether it was a shortage of general commodities at grocery chains, materials for construction of homes or cars, we have all felt some type of supply chain challenge over

SUPPLY CHAIN

the past year plus,” Bodine goes on to comment. Enabling Navajo’s paramount concerns of speed and flawless execution, the complimentary intersection of a sizeable trucking division with the Expedited business presided over by Bodine, is immensely beneficial. As Bodine concurs, “we are large enough to handle our customers’ needs in a timely manner with the professionalism and execution they expect.” Despite being in an industry constantly defined by “peaks and valleys”, North America’s logistical landscape today resembles something of a level playing field in terms of parity and transparency. “Almost all of us carriers and logistics providers have access to the same set of tools and utilize Transportation Management Systems

(TMS) which perform most of the same functions. In fact, in most cases, customers have access to the same rating and pricing tools as us carriers,” Bodine explains. Therefore, key defining factors that a company can stand by, such as a streamlined operating model guaranteeing efficient communication, are essential. As such, Navajo Express are geared for growth. Within Navajo Expedited, their third year in operation is tinged with anticipation as they seek to break $100 million in the fourth quarter – what will surely be a “crowning moment” for Bodine and his team. “We will certainly celebrate and enjoy the moment then sit down and draw up the plan for how we can achieve $200 million in 2022. This will definitely involve expansion as right now the team for Navajo Expedited

is split with most of the team in Lakeland, Florida, and the rest at our corporate office in Denver, Colorado,” he adds. “We have flown under the radar in our first two and a half years, however without question we are right up there on the list of fastest growing brokerages in the United States,” Bodine surmises. “This is a testament to the determination and dedication of our team at Navajo Expedited.”

NAVAJO EXPRESS Tel: 303-885-9300 o.young@navajo.com www.navajoexpress.com

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GENTLE GIANT MOVING COMPANY

or Larry O’Toole, founder of Gentle Giant Moving Company, entering the moving industry was a welcome accident. Having previously studied engineering in college, O’Toole left his job in 1980 with plans to start up a manufacturing company. Looking to save money in order to do so, cheap accommodation was on his mind, and when a friend asked if a van was good enough, he initially laughed it off. However, O’Toole took the opportunity to work with his friend as a side income when the van was used to help people move house, a service that received a very positive response. “The reason that they were so appreciative of the service was because they had bad experiences with other companies in the past,” he reflects. “There were a couple of reasons I kept working the job: I really enjoyed it, and I was curious to see where business in the space would lead. “So, I connected with many other moving companies in the area and talked to them about the challenges, pros and cons of the business, and just about everybody had the same primary frustration - finding good help. When I looked at other companies, there would be a lack of professionalism in their workforces; some workers would be working, and others would be clowning around.” According to O’Toole, those employees who lacked work ethic drove others to leave, and so when going into the business himself, O’Toole’s first and primary focus was ensuring that his workforce were dedicated and professional individuals.

CUSTOMER-CENTRIC SERVICE “This notion led me to hire and work alongside hard-working and dedicated people; to compete in the market using quality,” O’Toole elaborates. “If people didn’t want to pay the price, that was that. But in the first five years we were ranked as one 84 | North America Outlook issue 04

SUPPLY CHAIN

DELIVERING EXCELLENCE

“The most important aspect of internal business is the constant training, value instilling, and trust in our employees.” Larry O’Toole, founder of Gentle Giant Moving Company, discusses the company and its people-centric operations in the United States Writer: Marcus Kääpä | Project Manager: Tom Cullum

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GENTLE GIANT MOVING COMPANY of the best moving businesses in the area, with our success attributed to word-to-mouth referrals. “I had committed to the business and registered it, we didn’t even have branded t-shirts or vans, and my biggest problem back then was if one of my staff was wearing inappropriate footwear for the job. But what I had at the time were hard-working people, who knew how to connect with customers and gave 100 percent.” Today, Gentle Giant Moving Company stands as a substantial player offering a full range of packing and moving services for residential and commercial moving, locally and across the US.

MUTUAL RESPECT Leading the company forward are the notions of professionalism and quality. Through a mixture of trust and training, Gentle Giant Moving Company ensures that each of its employees provides its various customers the best possible service from start to finish. Stemming from his earliest business experience, this is an aspect of the company that O’Toole strives to reinforce. “The most important aspect of internal business is the constant training, value instilling and trust in our employees,” he explains. It is the acknowledgement of responsibility that keeps our staff reminded of their

Wolpert Insurance Congratulations to Larry, JP and the employees at Gentle Giant Moving Company for this well-deserved recognition. Your core commitment to excellence and always doing what’s right by the customer is not a slogan but an embedded philosophy that extends to all members of the Gentle Giant organization. We are honored to have partnered with you for nearly 20 years. Our best wishes for your continued business success!

North America Outlook: What are the challenges in the industry at present? Larry O’Toole (LO): “There is currently a huge labor shortage; truck drivers are hard to find and movers are even more so. “The moving business is largely seasonal, with the vast majority of people moving during the summer to avoid the school season. Because of this, we require experienced seasonal workers to make the business work. After all, you can’t just give an inexperienced employee an $80,000 truck and task them with team supervision and the handling of $250,000 worth of belongings. “The only way to find experienced people on a seasonal basis is bringing them in from Europe and other parts of the world; a business practice we have undertaken for the past 20 years. Seasonal workers from abroad are important for us, as having an all-American workforce would lead to a lack of work in the winter since it is a less busy time of year. Trump’s efforts slowed this, and now with the COVID-19 pandemic it has been made even more difficult, yet we still focus on putting a lot of time into staff training and safety across our business. “On top of this, with online reviews being the norm across the industry, word of mouth becomes less of an influence in the space. And online reviews are dictated by online review companies, many of which do not provide businesses with positive online reviews unless they are paid a lot of money to do so.”

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own value to the company, their own sense of leadership, and the critical importance of the training they go through. “Anyone can drive a truck, until an emergency occurs. Not being able to judge the conditions such as the weather, and underestimating elements of driving such as stopping distance, an inexperienced driver could cause more damage in a panic situation than they know how to deal with. Having properly trained staff who are able to inspect their trucks, ensure that everything is in good order, and make sure that everything is safe while stationary or on the road in various conditions, is absolutely critical to our company.”

WORK CULTURE For O’Toole and the company, this notion of responsibility continues outside of work, into the many hours that are vital to a truck driver’s performance in the hours or day that

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The most important thing to Gentle Giant Moving Company is its staff

North America Outlook issue 04 | 87

GENTLE GIANT MOVING COMPANY

North America Outlook: How important are suppliers and partners to Gentle Giant Moving Company? LO: “In short, very important. We guarantee our services for our customers; professional movers at every stage of the job, that are getting paid benefits and who are properly insured. “But on top of this, we need to make sure that we have partners who maintain that very same standard. During a moving service the crews we use aren’t just casual laborers that you pick up at a location. They are professionals at the job who will be handling the customers’ belongings in a professional manner throughout the process. “Our business relationships are not just based on money; they have to share our company values and operational standards. Most movers use casual labor, not that that’s bad, but it is inconsistent, and you want to be able to offer your customers workers that they know, and you know, aren’t being exploited. In light of this, we have to really drill down on partners to ensure this cohesion, and it will always remain a core part of our business.”

follows. Laws across the US reinforce the rule that drivers must have certain set hours of both sleep and breaks from driving, and this strict adherence runs deep at Gentle Giant Moving Company. “These are rules that are allimportant to delivering customers a positive experience and keeping your workforce and other drivers on 88 | North America Outlook issue 04

the road safe,” O’Toole affirms. “But internally within the business, it is also important. “If you have one or two people acting against the rules, it can spread and contaminate your work culture. But when everybody working for you is responsible and takes pride in their work, and each other, then that kind of behaviour doesn’t occur,

because those individuals will be called out. And this is paramount to the operation of trucking across all industries; all it takes is one bad mistake or terrible judgement to ruin a life or reputation. It is great to be swift and efficient at the job, but you would always rather take more time if it means that you have provided a safe service.”

SUPPLY CHAIN Due to the importance of safety and professionalism, Gentle Giant Moving Company has a complete training and compliance department to prepare its drivers as much as it can. When any issues occur, even those that are minor such as vehicle scuffing - an unavoidable problem in the entire span of a truck driver’s career - Gentle Giant Moving Company makes sure that it has professional employees who can deal with these issues in a proper manner and move forward from the experience to become better drivers.

BUILDING AND LEADING With people at the core of everything it does, Gentle Giant Moving Company also aims to build the skills and experiences of its employees so that they each can develop as individuals. “We want to show our staff that they have a way forward, so we ensure that we have a lot of leadership training opportunities,” O’Toole tells us proudly. “We have 23 offices across the US, each of which are led by great people who started from the ground up at the company. “The most important thing to us is our staff, and we want to be a people development company. We want people to come to work, not to just be a cog in the machine, but a person

CORE VALUES The Giant HEART represents the company’s core values: H: Honesty E: Enthusiasm A: Above and Beyond R: Respect T: Teamwork

who develops and moves forward. We teach people how to build themselves, lead, and manage conflict. We listen, ask questions and understand other people’s perspectives. And we are aware that people each lead very different lives, so we are flexible with our employees, and because of this there is a mutual trust and respect between staff and the company.”

FREIGHT OF THE FUTURE For O’Toole, freight has changed since the company’s establishment. “The shortage of drivers has accelerated containerized moving and freight,” he tells us. “There are more companies that are loading stuff in a container to ship out to locations. This could be driven or delivered by rail, and then it’s delivered at people at the other end. “10 or 20 years ago this system didn’t exist, and work was inconsistent, but now there are even digital applications that companies are using for moving and deliveries,

where you open an app, film your house or apartment, and the artificial intelligence (AI) then transfers this into square footage that generates an automated quoted price. “In light of this, we are going to incorporate as much containerized moving as we can in order to keep up while maintaining our high level of quality.” Speeding through 2021, Gentle Giant Moving Company is making sure to adapt in order to maintain and expand within the moving services space, and with its peoplefocused attitude and provision of professionalism, the company is one to watch for the years ahead.

GENTLE GIANT MOVING COMPANY Tel: (617) 661-3333 www.gentlegiant.com

North America Outlook issue 04 | 89

VOLTAGRID

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ENERGY & UTILITIES

ENERGIZING THE NEW AGE OF POWER GENERATION With innovation at the fore, VoltaGrid are accelerating decarbonization across North America through high-efficiency remote power solutions Writer: Phoebe Harper | Project Manager: David Knott

isted amongst ‘The Top 16 Power Grid Start-ups to Follow in 2021’ just one year since the company’s inception in 2020, VoltaGrid’s reputation as an innovator in North America’s energy sector has been cemented early. Founded by an experienced energy services team, led by current President and CEO Nathan Ough, VoltaGrid specializes in electric power solutions designed to reduce emissions whilst

increasing reliability for remote mining, pressure pumping, utility and distributed generation applications. Offering significant advantages over conventional power sources available today, VoltaGrid leverages leading-edge technology to accelerate decarbonization within the power infrastructure. The company’s turnkey power package includes highefficiency gas engines, energy storage and grid power connectivity.

North America Outlook issue 04 | 91

VOLTAGRID INTELLIGENT ENERGY VoltaGrid endeavors to provide the cleanest, most intelligent and affordable power for both remote and grid connected applications. The company’s innovative solutions are indicative of VoltaGrid’s focus on reducing customer emission profiles through a relentless focus on technological improvement. VoltaGrid’s product range is

best embodied by the VoltaGrid trailer, mounted with up to a 2.9 megawatt (MW) discharge rate energy storage system (ESS) that offers critical microgrid stabilization. Additional to this, the company’s dynamic-response generators offer flexible modular power solutions as a standalone power unit that works complimentarily with the proprietary trailer-mounted ESS. The ESS is also

ADVANTAGES OF THE VOLTAGRID PATENT-PENDING HYBRID POWER SOLUTION OVER CONVENTIONAL POWER SOURCES: REDUCE EMISSIONS - Reduce greenhouse gas (GHG) criterion emissions by 28 – 40 percent versus dual-fuel and combustion turbines. OPTIMIZE POWER CONSUMPTION - Utilize AI to monitor and optimize real-time power consumption, fuel costs, emissions, equipment condition, and more. MANAGE ENERGY LOADS - Meet aggressive load changes, ensure redundancy, and optimize generator loads with our hybrid energy storage system. NEUTRAL CARBON OFFSETS - Achieve carbon neutrality with VoltaGrid Net Zero carbon offsets. TURNKEY SOLUTION - VoltaGrid’s turnkey solution provides ease of mind, encompassing power, fuel and associated logistics. LOWER COSTS - Lower capital and fuel consumption costs with a single Power Purchase Agreement with VoltaGrid.

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ENERGY & UTILITIES

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North America Outlook issue 04 | 93

VOLTAGRID

VOLTAGRID VALUES SAFETY – With a four-pillared safety program, VoltaGrid never compromise on safety, and endeavor to create the safest workplace possible by providing the best equipment, programs, training, and empowering the best people. CUSTOMER SATISFACTION – VoltaGrid aim to delight every customer with an uncompromising commitment to delivering high-quality services. At VoltaGrid, customer satisfaction also means developing an easy-tounderstand, transparent, and affordable pricing structure where you simply buy the power you need in MWh blocks. INTEGRITY – VoltaGrid does business with integrity – meaning that all dealings undertaken with clients, suppliers, vendors, and their own team, are trustworthy, kind and honest. This means adhering to the company’s principles, mission and vision, whilst continually tracking ESG metrics. INNOVATION – This is key to mandating VoltaGrid’s competitive advantage. Rather than viewing R&D as a cost center, VoltaGrid are driven to add value by researching, developing, acquiring, and implementing novel, lower cost and more efficient solutions, programs, technologies and processes. SUSTAINABILITY – More than just a mantra, VoltaGrid factor sustainability into every decision that the company makes. This means applying strong principles of governance to ensure accountability, mitigate risk, and endorse ethical practices. This also means that VoltaGrid treat all employees equitably, ensuring everyone’s health and safety, and acting as a good corporate citizen by returning wealth to the communities where VoltaGrid work.

94 | North America Outlook issue 04

instrumental in reducing emissions whilst optimizing the run-time of the generator. It is the combined functions of both generator and ESS that enable VoltaGrid to compete with grid power, in terms of environmental footprint. VoltaGrid’s innovative product range also extends to ‘Smart Switchgear’, with mobile microgrids designed with reliability in mind. All of the above find application within remote power, grid paralleling, emissions monitoring, electric hydraulic fracturing, and industry solutions.

EMBRACING ESG As a socially conscious company, VoltaGrid prides itself on adhering to stringent criteria concerning Environmental, Social, and Governance (ESG). These intangible assets are embedded into the fabric of the company, with VoltaGrid’s ESG metrics continually monitored to ensure the company’s compliance. This is reflective of VoltaGrid’s concern for the communities in which it operates, and continual aspiration to reduce the environmental impact of their equipment, tasks, and operations.

ENERGY & UTILITIES

“An industry-first, VoltaGrid’s ‘Access Innovation’ portal provides clients with real-time access to critical operational data, thereby allowing unprecedented insight into equipment condition, project costs, and other key details” In terms of the company’s achievements in environmental sustainability, VoltaGrid adhere to the four pillars proposed by the World Economic Forum, namely principles, people, planet, and prosperity. In full transparency, VotlaGrid publicly reports on its ESG performance annually, whist also encouraging business partners to do the same. Commitment to ESG guides VoltaGrid when pursuing strategic business partnerships, favouring companies that mirror its own sense of social responsibility. Through the company’s innovative technology, VoltaGrid enables its partners to remain focused on their core competencies while offering the solutions to enable them to improve their own ESG performance, whilst furthering VoltaGrid’s own decarbonization mandate across North America’s energy sector. This is evidenced by the quarterly reviews that VoltaGrid undertakes, which are designed to empower clients and vendors by monitoring opportunity-specific risk factors. These comprehensive reports streamline operations by integrating all manner of risks and opportunities, including economic, supply chain, environmental, social issues, climate

change and data security. With recent investments into AI guiding VoltaGrid’s operations, the company’s virtual ecosystem platform best embodies the unlimited possibilities of technology to further development within the energy sector with a focus on reduced emissions and carbon intensity. An industry-first, VoltaGrid’s ‘Access Innovation’ portal provides clients with real-time access to critical operational data, thereby allowing unprecedented insight into equipment condition, project

costs, and other key details, but most importantly, those all-important ESG metrics that embody the VoltaGrid mission – including live emissions tracking and ESG reporting within the convenience of a centralized database. With such trailblazing initiatives and a long-term commitment to serving the energy, fuel and trucking industries with a carbon-footprint conscious approach, VoltaGrid’s growth across the North American industrial landscape is set to accelerate an energy revolution. North America Outlook issue 04 | 95

ENGLOBAL

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CONSTRUCTION

DUALFUEL

DEVELOPMENTS “The renewables market is a booming space full of activity and potential.” We speak to Mark Hess, Chief Executive Officer of ENGlobal, about the company’s facilitation of construction solutions within the energy sector Writer: Marcus Kääpä | Project Manager: Vivek Valmiki

entered between two sides of an industry, ENGlobal exists as a vertically integrated midmarket firm providing complete construction project solutions to the energy market. “ENGlobal started out as an engineering business and has now transitioned to be a complete project delivery firm,” Mark Hess, Chief Executive Officer of the company,

begins. “We are able to engineer, design, fabricate and automate projects, such as hydrogen plants, send it to the field for erection or assembly, and then we can commission that project.” ENGlobal’s services are split between the realms of renewable energies and that of traditional oil and gas, with a presence across multiple states in the US.

North America Outlook issue 04 | 97

ENGLOBAL

North America Outlook: How did you come to work for ENGlobal? Mark Hess: “I obtained a degree in Accounting; my career has been primarily in accounting and finance in which I have over 35 years’ experience. “I have been involved with public companies all of my working life, and back in 2010 ENGlobal was looking for some assistance granting me the opportunity to come over and help them out. So, I started at ENGlobal approximately 10 years ago trying to get the ship righted again. “I spent a few years doing just that in the position of Chief Financial Officer (CFO), and then Bill Coskey, the founder and previous Chief Executive Officer of the company, retired earlier this year and I became CEO; I assumed his position, and here I am today.”

With offices in Denver (Colorado) and Tulsa (Oklahoma), a corporate office and integration facility in Houston (Texas), and a fabrication yard in Henderson (Texas), the company handles projects ranging from between 25 to 250 million dollars, providing clients the highest quality complete construction solutions.

THE OLD AND NEW For ENGlobal, operating across two sides of the energy industry provides both opportunities and challenges, as Hess elaborates. “Each day is different in the industry,” he reflects. “There is currently a big push for renewable energy, and there is a lot of focus from traditional hydrocarbon oil and gas companies becoming renewable energy-focused. This is great in the sense that renewables are being supported and so leads to more work in the space, yet limiting for the oil and gas sphere. Despite this, green energy and renewable power represent the new transition from fossil fuels and are very exciting areas full of development. “We have a number of projects that we are working on within these areas, but we also spend a lot of time supporting the traditional oil and gas space. The way we see it, even if we, in society, were to transition all of our cars and other aspects of life over to electricity and green power, there would still be a need for fossil fuels, for example in the production of clothes, bottles and many other areas.” According to Hess, it is the mixture of progressive, government-supported renewables, and the societal necessity of hydrocarbon oil and gas, that ENGlobal maintains a dual focus within the construction solutions sphere of the US energy market.

PROJECTS AND PROVISION With over 250 dedicated and experienced employees across its offices, fabrication yard and integration facility, ENGlobal is able 98 | North America Outlook issue 04

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to supply various industry clients with turn-key project solutions. “A prime example of this is the work we are doing with a hydrogen plant for a renewable fuel facility in Kansas,” Hess explains. “We are providing our client with a hydrogen plant that we have built in our fabrication yard. We will then ship it in 24 truckable process modules and other components, the modules will be delivered to the site, stacked on one another, connected, and they will form the hydrogen plant itself.” ENGlobal’s modular hydrogen plant is an integral component of a renewable diesel facility with an expected maximum production of 10,000 barrels per day. ENGlobal’s services include detailed engineering, and design, procurement, module fabrication and complete control system, including safety instrumented systems, commissioning and start up assistance - a complete and quality service.

CONSTRUCTION

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Hydrogenator

MODULAR EQUIPMENT Hydrogenator

Modular Equipment is a privately held company established in 2018 with its roots firmly established in Houston Texas, USA. Modular Equipment specializes in Natural Gas Processing, Natural Gas Treating, and more recently, Hydrogen Plants. Our management team has over 15+ years of experience in the design and fabrication of processing facilities. Modular Equipment specializes in process plant standardization for improved client returns. We have developed this standardization process over several large natural gas processing projects and are able to do so because we offer full Engineering, Design and Fabrication capabilities. Standardization delivers value for our clients from reduced project costs

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and accelerated deployment timelines. We are now beginning to apply the standardization concept in the hydrogen, renewables and biogas markets. Our most recent large-scale project is a 50 MMSCFD Hydrogen plant destined for Nigeria. Our international sourcing capabilities allowed us to build the Reactors and the Absorber in the USA while having the Mole Sieve Dehydration Unit sourced from Mexico. We consider ourselves a “One Stop Shop” for Fabrication, Design and Engineering. This means that we coordinate the logistics associated with sourcing equipment and services from multiple continents and integrate these into a completed product delivered directly to your doorstep.

Modular Equipment LLC, 8909 Jackrabbit Rd, Houston TX 77095 Cell: 832-289-2553 | Email: mm@modularequipment.net

North America Outlook issue 04 | 99

ENGLOBAL “Currently in our pipeline we have a number of opportunities in green energy,” Hess informs us. “The renewables market is a booming space full of activity and potential. We have many new projects that we are assisting with regarding getting the projects started. Once they start, we can conduct the feed studies all the way up to final investment decision (FID). And once that happens, and if the project is a go, then we can actually deliver them.” On top of this, the oil and gas side of the industry is looking just as promising for the company. ENGlobal has a Government Contract Division that handles multiple government contracts; conducting and carrying out automation work primarily linked to fuel handling custody and control.

ENGLOBAL: SERVICE ACROSS THE INDUSTRY UPSTREAM: Full-service specialty engineering, procurement and construction capabilities in oil and gas production, including separation and conveyance. MIDSTREAM: Comprehensive (EPCM) services for a range of transportation and distribution systems including flow stations, compressors, metering stations, pipelines, and pump stations for crude, natural gas, as well as refined products. DOWNSTREAM: Extensive conceptual engineering and designing services for grass roots units and value engineering projects in the petroleum refining and petrochemical industry. ALTERNATIVE ENERGY: Best-in-class EPCM solutions for future renewable, sustainable and other alternative energy projects. PULP AND PAPER: Advanced automation and control technology solutions, focused on the paper and pulp industry. GOVERNMENT: Full suite of engineering and automation solutions, supporting US Department of Defense fueling systems globally.

100 | North America Outlook issue 04

“OUR VISION IS TO BE THE PREFERRED PROVIDER OF INNOVATIVE ENGINEERED SOLUTIONS AND MODULAR PLANT FACILITIES TO CLIENTS ACROSS THE GLOBE” BILL COSKEY, RETIRED CEO, ENGLOBAL

PEOPLE AT THE FORE ENGlobal’s construction operations within the energy industry would not be possible without the various business partnerships the company maintains, as Hess elaborates.

CONSTRUCTION

‘THE ENGLOBAL WAY’ QUALITY AND SAFETY: With fully integrated, multi-disciplinary capabilities, ENGlobal takes on and delivers an extensive range of projects from beginning to end, all the while maintaining rigorous standards of control, quality, and safety. SKILLS AND TECHNOLOGY: ENGlobal clients gain access to expert advice, advanced technologies, and personalized services every step of the way. The company generously and continually invests in upgrading its technological capabilities, as well as the skills of its employees. AUDIT AND COMPLIANCE: From quotes and documentation to execution and tracking, ENGlobal clients can expect a meticulous approach at all times. The company’s talented and experienced engineers are well-versed with the applicable industry and specifications. ENGlobal always meets or exceeds the relevant criteria from both audit and compliance perspectives. SERVICE FOCUS: Responsive customer service, transparent and constant communication, and on-time delivery. Commitment, passion, and integrity are built-in to ENGlobal’s way of life. The company’s track record of past projects speaks for itself in all these aspects. DELIVERY EXCELLENCE: Whether it is the design, fabrication, automation, or integration of analytical, information or control systems, ENGlobal aims for its clients to experience the convenience and efficiency of its integrated capabilities. The company attracts, trains and retains some of the best minds in varying fields of engineering in order to deliver the highest standards of excellence.

“ENGlobal makes use of many materials and resources, such as steel and wire for example, to build our plants. Because of this, the supply chain is very important,” he says. “Within our automation engineering and integration, we also purchase smart equipment, like gas analyzers, that come from specific providers like Yokogawa Electric Corporation, Emerson Electric and others. For ENGlobal, having these relationships with its providers are key. The company doesn’t keep to one or two single suppliers but instead makes use of multiple business relationships to maximize its flexibility, and each of these are vital to their operations. Alongside this, ENGlobal’s employees are paramount to the company’s success. “Our slogan, ‘We deliver innovation’, is not something that you can purchase, but instead it is something that comes from the employees,” Hess tells us proudly. “We have very smart and experienced personnel at ENGlobal, and I can’t state enough how important they are to the company. “And because of this we try our hardest to keep them motivated and benefitting from the work that we provide.” As a people-centric company, one of ENGlobal’s primary concerns is the complete safety of its clients and employees within the realm of company operations. ENGlobal holds a proud safety record, and it continues to be placed at the forefront of company operations from the past, in the present, and into the future.

Tel: 281-878-1000 www.ENGlobal.com

North America Outlook issue 04 | 101

TIARA YACHTS

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MANUFACTURING

INNOVATION AT THE

PROW We speak to Tom Slikkers, CEO at Tiara Yachts, about the company’s operations and provision of high-end luxury boating products across the US Writer: Marcus Kääpä Project Manager: Vivek Valmiki

or Tom Slikkers, CEO of Tiara Yachts, the boat manufacturing business runs deep. “My family built the business; looking back as a child I considered the factory as part of my playground, and I became naturally interested in boat manufacturing,” he reflects. “My father founded the company back in 1955 and we have three generations of the family in the business today. Over the years, I’ve had a variety of extended family that has worked in the company, and for the past 40 years I have loved working here as well.” Located in West Michigan, Tiara Yachts can be considered a classically mid-western business. Founded on the embodiment of honesty, integrity and quality – staples of mid-western industry culture – Tiara Yachts stands as a member of the luxury boating space in the US. “Tiara Yachts is a premium manufacturer in the boating world,” Slikkers tells us proudly. “We are built on a culture of high-ethics and specialize in providing our customers the highest quality in the luxury boating space.” At present, the company has 600 employees in varying departments and operates within a growing industry that is rich with potential. “It is an exciting space to be sure, but it’s not without its challenges,” Slikkers affirms. “Alongside substantial growth comes greater demand and natural obstacles, and as shared by every company within the manufacturing space, a lot of these challenges are orientated towards human resource capital, or the supply chain, both of which can have a significant impact upon the overall business. “But this growth also allows a constant and brilliant level of innovation, technological development, and new marketing opportunities for the company; these are exciting frontiers for Tiara Yachts.” North America Outlook issue 04 | 103

TIARA YACHTS

North America Outlook: How important is the supply chain to the success of Tiara Yachts? Tom Slikkers: “Tiara Yachts is a vertically integrated company meaning that it carries out the entire process of operation, from the manufacture, to assembly and selling of the models, while reducing its dependence on a multitude of external parties to do this. “We don’t depend heavily on everybody else to do everything for us and we manufacture a lot of boat parts, products and components, so we take raw materials at the beginning of the process and at the end of the process there is a beautiful boat that’s ready to go to a customer. “But this doesn’t mean that the supply chain is not important; it’s quite the opposite. The supply chain is still a key part of our company. For example, we use Mercury Marine engines in our outboard products, and each of these engines are made up of parts that are sourced by a very complex and comprehensive global network of suppliers. “This means that any one issue from any global network supplier who then supplies Mercury, such as a missing or non-functioning engine part that causes mass product recall, can ultimately slow, halt, or shut our operations down. It is because of this that these partnerships are so vital to Tiara Yachts.”

“WE ARE BUILT ON A CULTURE OF HIGHETHICS AND SPECIALIZE IN PROVIDING OUR CUSTOMERS THE HIGHEST QUALITY IN THE LUXURY BOATING SPACE” - TOM SLIKKERS, CEO, TIARA YACHTS ADVANCING INDUSTRY Now more than ever Tiara Yachts is experiencing a booming customer base, as Slikkers elaborates. “As a result of a very robust economy, and an equally robust demand, there are a lot of consumers that are interested in Tiara Yachts and are engaging with our brand,” he continues. “This is exciting for us as it shows that Tiara Yachts is resonating with its customer base.” 104 | North America Outlook issue 04

MANUFACTURING

And it is not hard to see why – Tiara Yachts prides itself on providing a high-level of quality across its models, a measurement of the company’s internal passion to deliver a great experience to its customers every time they use their boats. “We always look to innovate where we can; in our feature content, technology, construction methods, and we are always looking for ways to provide an ultimately better experience,” Slikkers affirms. “This includes quieter engines, reduced downtime for boat service, and removing the hassle factor from their experience on the water. “We want to honor the customer by giving them a great experience.” For Tiara Yachts, the customer is the focus of the company, and therefore positive and memorable interactions between the customers and the Tiara Yachts team is paramount to its service. From the buying to the posttransaction process, the company makes sure to deliver an experience.

CHARTING DEVELOPMENT The growing demands of the company’s customer base has led to Tiara Yachts undertaking investment projects to push the business to new waters and expand in the market. In this sense internal departmental investments, for instance within technology and IT integration, are key to maintaining and growing the company in the face of a growing digital age. “These investments are both a natural and vital step forward for Tiara Yachts,” Slikkers explains. “We are carrying out new product developments, as well as pushing to streamline and integrate customer input in an easier way. “Ease of product research, browsing, decision making, and purchasing for the customer, all with company support, is a core focus for us. On top of this, the integration of technology and IT-related aspects in our manufacture workforce is crucial for the fluid

operation of the company.” Automation in production and a more robust interface with their products digitally stand as critical elements to advancing the company’s methods of operation. Tiara Yachts provides models that are 100 percent built by the company, and despite a lot of the work being done by hand, automation plays a large role in the consistency of quality throughout the manufacturing process. “Our upholstery and cabins for example, they are constructed by us, and built using high-tech equipment,” Slikkers informs us. “Everything from CNC (Computerized Numerical Control) cutting to edge banding, all the way to varnishing, these are all completely automated. “Prior to this innovative period, machinery could only perform a single job, for example cutting a piece into shape, and tasks such as varnishing would take a team of people days to complete. Today, we can take the North America Outlook issue 04 | 105

TIARA YACHTS complex needs of multiple operations and roll them into one. For example, the CNC cutter can perform all the one-stop-shopping so that we don’t require individuals handling everything at every level. And on the varnishing side of things, we have machines that can complete the task ready for the piece to be used in only 22 minutes, rather than a team working for a number of days.” According to Slikkers, streamlining the manufacturing processes allows Tiara Yachts to increase efficiencies across the high-quality of production. Recently, the company invested in a CNC embroidery machine to change up the deliverable of the end product while maintaining the complex mixture of materials selected to form the upholstery of the company’s models. On top of this, the digital world is playing a critical part in Tiara Yachts answering the demands of the market.

ANSWERING DEMAND

“WE WANT TO HONOR THE CUSTOMER BY GIVING THEM A GREAT EXPERIENCE” - TOM SLIKKERS, CEO, TIARA YACHTS

“Tiara Yachts is in the process of developing its processes across the board; everything from this kind of automation in production, to marketing development, and streamlining access to our products online,” he informs us. “Especially relating to the online space, the customer experience is constantly changing and evolving. “We have to be aware that most customers are making the majority of their decisions before they even walk through to the dealership, so that puts a lot of pressure on marketing to enable the ease of answers to the customer questions when they are online looking at our models. This is vital, because, at the end of the day, they could go for a different option than our brand should they not feel like they have enough information about our company or models.” Tiara Yachts’ models are premium products built for longevity and a memorable experience every time

MANUFACTURING

North America Outlook: How are your employee’s efforts recognized within the company? Whitney Vishey, Director of Marketing and Communications: “Within the Sales and Marketing department we are given responsibility and ownership over our work. “There is limited micromanaging but never a question that, when needed, we have support from our senior leaders. We’re given room to run with our ideas and decision making which allows us to be successful in our work and get things done, ensuring our department runs with fluidity and efficiency at the same time as allowing us to take ownership of our efforts; this is recognition in itself. “It’s a privilege to continue to share our brand’s story.”

customers use them. The new 48 LS exemplifies this and is regarded within the business as being the best “melting pot” example of Tiara Yachts’ ability to incorporate aesthetic, quality, performance and innovation in the market; the forefront of Tiara Yachts’ manufacturing.

FUTURE AT THE HELM Tiara Yachts prides itself on its peoplecentric support throughout the business, from individual employee recognition to the customer purchasing, service and support. As the company steams through 2021, its primary focus is the continual growth and expansion of its business, both with regards to market presence and product variety. This means the

constant reviewal of the business’s portfolio and products, and the all-important consistent innovation that lends Tiara Yachts the strategic advantage it currently holds. Striving for continuous improvement across all of its manufacturing, digital and marketing sides, it is safe to say that Tiara Yachts is worth keeping an eye on in the luxury boating space.

Tel: 616.392.7163 www.tiarayachts.com

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HAMILTONJET

Propelling into the Future Led by quality and innovation, we speak to Ben Reed, Managing Director of HamiltonJet, about the company’s varied and high-quality propulsion systems for the international boat market Writer: Marcus Kääpä | Project Manager: Ryan Gray

It is often said that we punch above our weight for a remote nation of five million people!” For Ben Reed, Managing Director of HamiltonJet, New Zealand is an innovative nation that holds a lot of promise. “New Zealand only represents three percent of our total market. However, it is a great example of a forward-thinking country with high-value industries and professional operators that want the benefits our technology brings,” he explains. “It also has a reputation across the globe as a center for marine innovation, with events like the America’s Cup showcasing how our challenging water conditions and Kiwi ingenuity have bred a fighting spirit and deep competence on the water.”

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MANUFACTURING

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HAMILTONJET HamiltonJet are the world’s leading manufacturer (by market share) of waterjets and vessel control systems in the commercial and military space.

FROM PAST TO PRESENT The company was founded in 1939 by New Zealand industrialist Sir William Hamilton, widely recognized as the grandfather of the modern waterjet. Today it employs 400 people in six countries; 350 of these people are based in Christchurch, New Zealand, where all design, development, manufacturing and business functions reside, with another three regional offices totalling approximately 50 staff in Singapore, London and Seattle collectively. These regional offices support 55 distributors across the globe with parts, sales, and service support. 97

percent of HamiltonJet’s products are exported to its various customers all over the world, and the company provides products across multiple sections of the market. These include boats such as offshore, pilot, search and rescue, fire, patrol and military, wind farm, fast ferry, fishing, recreational, and aquaculture.

QUALITY CRAFT “Our smallest jet, the HJ212 is found in small craft, upwards of five metres long. It weighs 80 kilograms and would usually be found in single or twin driveline form with simple cable actuated controls,” Reed elaborates. “We then have another 17 different jet sizes, ending up with the HT1000; an 8,000-kilogram monster that would be found in pairs or quad configuration, in oil and gas or military

WATERJETS EXPLAINED A waterjet generates propulsive thrust from the reaction created when water is forced in a rearward direction. It works in relation to Newton’s Third Law of Motion – “every action has an equal and opposite reaction”. A good example of this is the recoil felt on the shoulder when firing a rifle, or the thrust felt when holding a powerful firehose. Put simply, the discharge of a high velocity jet stream generates a reaction force in the opposite direction, which is transferred through the body of the jet unit to the craft’s hull, propelling it forward. In a boat hull the jet unit is mounted inboard in the aft section. Water enters the jet unit intake on the bottom of the boat, at boat speed, and is accelerated through the jet unit and discharged through the transom at a high velocity. The pumping unit, which includes the impeller and stator, increases the pressure, or “head”, of the flow. This high-pressure flow is discharged at the nozzle as a high velocity jet stream. The driveshaft attaches at the coupling to turn the impeller. Steering is achieved by changing the direction of the stream of water as it leaves the jet unit. Pointing the jet stream one way forces the stern of the boat in the opposite direction which puts the vessel into a turn. Reverse is achieved by lowering an astern deflector (E) into the jet stream after it leaves the nozzle. This reverses the direction of the force generated by the jet stream, forward and down, to keep the boat stationary or propel it in the astern direction.

LAPP Leader in Cable & Connectivity Solutions LAPP has remained in continuous family ownership since it was founded in 1959. The LAPP organisation is renowned globally for its levels of quality, innovation and for its commitment to ethical values and service. LAPP is a leading supplier of integrated solutions and branded products in the field of cable and connection technology. The company’s portfolio includes standard and highly flexible cables, industrial connectors and cable entry systems, customised system solutions, automation technology and robotics solutions for the intelligent factory of the future, as well as technical accessories. LAPP’s core market is in the industrial machinery and plant engineering sector, and its technologies extend into the food and beverage, water and wastewater, energy, marine, industrial communication, electrical contractor, and mobility sectors. “LAPP Australia offers a one-stop shop for highly integrated, efficient and reliable systems which comply with the leading Australian, European and American compliance and quality standards, which are among the most demanding in the world. In addition to major LAPP brands of product – such as OLFLEX®, UNITRONIC®, HITRONIC®, SKINTOP®, SILVIN®, EPIC, FLEXIMARK®, and ETHERLINE® – Lapp Australia will focus strongly on world-class total solutions incorporating highly compatible components from the one source. This integrated approach will save customers time and money when assembling optimum solutions to their particular needs, while ensuring proven reliability in service,” says Lapp Australia General Manager, Mr Simon Pullinger.

www.lappaustralia.com.au

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LEADER IN CABLE AND

CONNECTIVITY SOLUTIONS LAPP’s comprehensive range of German-engineered cables, connectors, and accessories for lifting and materials handling equipment delivers uncompromising product quality, and robust solutions that can withstand even the toughest conditions, backed by local customer and technical expertise. ÖLFLEX® CRANE PUR Weather-resistant, reelable and lightweight cable with central supporting braid

ÖLFLEX® CRANE F Weather-resistant & flat cable for power chains & lifting applications

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lappaustralia.com.au sales@lappaustralia.com.au 1800 931 559

Make the right connection with LAPP Australia

HAMILTONJET

North America Outlook: What sets HamiltonJet apart from its competitors in the industry? Ben Reed: “We genuinely believe that our products are the best in the industry, but I guess everyone says that whether it is true or not! “I think the key differentiator in our customers’ eyes is the reliability and support of our systems. These are largely commercial and military operators for whom uptime is paramount. We have a reputation for bullet-proof reliability and durability, with our products often outlasting the hulls they are in. And when it comes to warranty and support, we do not quibble. If something is our fault, we fix it. And if not, we still have a ‘fix-first and ask questions later’ approach which customers love. “The water jet industry is relatively niche in global marine terms, so the foundation for delivering this is our support network. With the highest levels of parts stocking in the industry at our regional warehouses, 55 global distributors, and some of the most experienced people in the industry, we are consistently on site with the right parts or service whilst others are left waiting. “Our large size relative to our jet competitors and length of time in the industry are clearly factors in this. Building an ability as a newcomer or small player to be everywhere in the world at a moment’s notice would be impossible.”

applications, up to 70 metres with electronically controlled hydraulic controls.” According to Reed, waterjets offer several advantages over alternative propulsion systems. They are efficient in their speed and manoeuvrability, and safe in the water (with no rotating appendage), as well as being suitable for shallow water areas. “The manoeuvrability comes from the combination of a steerable nozzle and a deplorable reverse duct, which work together to give a fully vectorable thrust, 360 degrees round the jet unit,” Reed elaborates. “As a result, they appeal to many customer types, including fast ferries, pilot boats, military, patrol, rescue, windfarm and offshore platform support, fire and ambulance boats, tourist vessels, and a small amount of higher value custom recreation builds. “Not only do these vessels take their waterjets from HamiltonJet, but they also use our control systems, meaning the skipper is interfacing directly with HamiltonJet products (helms, levers, joysticks, displays etc) in order to pilot the craft.” The advent of electronic controls has revolutionized the ease-of-use of these vessels and provided a ‘future ready’ platform for advancements like autonomy, driveline electrification and the general digitization of the modern vessel. Today, HamiltonJet is still focused on waterjets and related controls, ensuring that it knows the market and minimizing distraction from it. “We think it makes us more responsive to our customers’ needs and focused on our efforts,” Reed informs us. “We also remain family owned, with a strong culture of care for our people and a commitment to remain operating from our home in Christchurch.”

INVESTING IN DEVELOPMENT Over the last five years, HamiltonJet has ramped up its investment in

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Norinco Norinco is a multi-faceted organisation committed to providing holistic solutions to partners, customers and stakeholders. Originally formed in 1942 in Calcutta, India as the NORway INdia COmpany, Norinco has grown to service a range of business verticals such as Marine Equipment, Oceanographic Research & Equipment, Steel and Hydrogen. Built on a legacy of global quality standards and impeccable work ethics, our reputation as reliable experts ensures we work with the best partners and suppliers globally. From advisory and consultation to idea and execution, from delivery and implementation to annual maintenance, we’re present every step of the way. Marine Equipment & Services: We bridge the gap between the OEM and the ship builder. By leveraging our global network of leading equipment manufacturers, we’re able to deliver integrated solutions. Foreign OEM’s trust us for personalised guidance in the challenging Indian market. From hull to mast and engine room to cranes, we cover everything from concept to ship rollout and AMC’s. Oceanographic Equipment & Research: The manufacturing, delivery and maintenance of sophisticated scientific research equipment is the core of our efforts here. Steel: Today, we have unrivalled ties to India’s top steel producers to provide Graphite Electrodes, essential elements for Steel Furnaces. True to our form, we’ve brought the global leader and inventor of Graphite Electrodes, Graftech, to the Indian steel market. Hydrogen: Our efforts here are driven by our representation of NEL Hydrogen, a global leader in Hydrogen production. As their exclusive India partners, we service the needs of businesses and individuals alike.

www.norinco.co.in contact@norinco.co.in

“Our legacy of nearly 80 years of operations across business verticals has been built primarily on the strength of our relationships with our partners and customers, globally. Today, we are proud to contribute to over a billion dollars worth of sales for our foreign OEM partners, who we represent in India” Nikhil Mathew, Director Norinco Pvt. Ltd. A proud, second-generation, family business owner, Mathew is extremely optimistic about the future, and with good reason. Established in 1942, Norinco has carved a niche for itself in the Indian market with a proven track record and a growing range of premium clientele. In this candid conversation, Mathew shares his thoughts on the journey so far and how he is now looking towards a future for Norinco powered by technological innovation.

Norinco has been around for some time now, how did it all start for the company? While we are an Indian company through and through, interestingly, Norinco was founded in Kolkata back in 1942 by two Norwegian gentlemen. Being entrepreneurial and industrious individuals, they capitalised on market opportunities and existing business ties to begin supplying paper pulp and Ferro Alloys from Norway to India. This soon expanded into supplying Ferro Alloy plants across the country. An essential element in the production of steel, Norinco quickly became the preferred supplier for Ferro Alloys for most of India’s major steel manufacturers. Thanks to close ties with the Norwegian business community, soon enough Norinco began representing a lot of Norwegian marine technology companies, helping them create a presence and initiate sales in India. It was during these initial years my father, George Mathew, joined the leadership team at Norinco. Over the years, his contribution and responsibilities increased, ultimately resulting in his acquisition of the company itself. In fact, my father, the MD of Norinco today, has twice been knighted by the king of Norway for promoting business ties between the two countries, an honor he holds very dear to his heart. Since then, we have worked tirelessly to create value for our partners and customers alike, expanding our operations across the country with an established presence across all major port cities in India. Today, through our representation of the world’s leading equipment manufacturers, our capabilities have grown both in range of services and depth of knowledge. From navigational equipment on board vessels to complete on board accommodation, after sales maintenance and AMC’s , we are present at every step. Tell us about a few major milestones in Norinco’s journey Marinor India: Established as a JV between Maritime Montering AS (Marinacc), Norway and Norinco, Marinor India was founded in 2010. Upon identifying a gap in the market for state-of-the-art marine accommodation, we joined hands with a leading Norwegian

company to service the requirement. Today, Marinor India employs over 400 people, and has completed over 20 commercial vessels and is also installing accommodation onboard India’s first Indigenously built aircraft carrier. Syncrolift AS: In 2004 Syncrolift with Norinco’s local support supplied and installed India’s first ever shiplift and transfer system of 10000 ton capacity to the Indian Navy and since then have supplied and have contracts for several other such systems in India to government and naval shipyards. Norinco has taken care of various aspects of this business including sales, marketing, after-sales support, local procurement and administrative and contractual consulting. We are currently assisting Syncrolift for another 2 shiplift and transfer systems under execution. Norinco also supports Syncrolift in comprehensive maintenance contracts with the Navy for their systems. RHI India: What began as an exclusive partnership to bring world class refractories to the Indian market, eventually evolved into a much larger strategic collaboration. By 2007, after many decades of a successful partnership, Norinco had built up a team of 40 highly trained engineers dedicated to RHI’s interests and sales. Eventually, we advised, consulted and guided RHI on how to set up an Indian entity, later known as RHI India, and thus began our joint venture as strategic partners. When we eventually handed over our share in the company, RHI India had a turnover of 500 Million Euros. Today, they are the largest seller and producer of carbon refractory bricks in the country.

times, we were also able to leverage our financial muscle and provide the necessary inventory of spares, ensuring the Navy’s requests never went unfulfilled. A highly organised and motivated team, HamiltonJet treats their people and partners like family. We’ve come to truly appreciate their depth of knowledge and breadth of expertise, which is complemented wonderfully by the trust and faith they place in all their partners. Sharing a common goal of providing the best quality of service possible to the customer, makes our work with these global pioneers a constant delight.

Norinco and HamiltonJet: A few major projects: Indian Navy: The Indian navy commissioned 14 attack craft vessels, fondly known as the Ferrari of the water, that were built from the period of 2007–2017. Each of these attack crafts were fitted with Hamilton waterjet propulsion and systems Ministry of Home Affairs: Following the tragic 26/11 terror attacks in Mumbai, the MoHA commissioned the development of 120 coastal security police boats, each being powered by two Hamilton waterjet Indian Army: In May 2021, HamiltonJet was awarded a contract to supply 24 Waterjets for 12 Patrol boats of the Indian Army, designed for higher altitudes.

AMC for research vessels, Govt. of India: We look after all the scientific equipment onboard six research vessels that belong to the Ministry of Earth Sciences, Government of India and one research vessel that belongs to the Geological Survey of India, Ministry of Mines. We’re also the only company in India to offer these services for 25+ years and have a team of highly experienced engineers sailing onboard these vessels 24/7, 365 days a year.

Our company has proved over the last 80 years that we are ideally placed to service the needs of the Indian marine and oceanographic industry. We have earned the trust of our partners and customers and today are positioning ourselves for an even more meaningful contribution in the future. We are investing heavily into technology and are keen on working with partners that share our vision and are looking to make an impact in the Indian ecosystem.

Describe your partnership with Hamilton Jet in India After a rigorous 2 year long evaluation and selection period, we are proud to say HamiltonJet chose us as their exclusive representatives in India. At the time, HamiltonJet was facing serious concerns with their India partners, causing much unwanted strife with the Indian Navy, their primary clients in India. I’m happy to report that our engineers were able to go in and resolve long standing issues in an impressive amount of time, earning the trust of our partners and the respect of their clients. During these difficult

Start a conversation with us, write in to contact@norinco.co.in, LinkedIn: Norinco Private Limited www.norinco.co.in

HAMILTONJET its products and technological development. This is a fundamental element to the company’s strategy and covers multiple parts of HamiltonJet’s operation, as Reed elaborates. “In the area of waterjets, we are working on gradually replacing our entire waterjet line-up with newer, more efficient, and more robust models,” he tells us. “Each new jet is coming in between three and seven percent higher in its propulsive efficiency than the model it replaces, delivering lower fuel consumption and higher speed. “They also generate more thrust at lower speeds which is great for certain applications like wind-farm support. These new jet models are also easier to install and simpler to integrate.” In the control systems space, HamiltonJet recently introduced a new electronic system designed to the most rigorous Class Authority standards - AVX.

“This, plus the soon to be released AVXexpress for smaller craft will replace both of our older control systems and offer a solid platform for future technology integration,” Reed explains. “Both systems offer multiple layers of redundancy, exceptional reliability and availability, and some truly innovative features. The best example is our GPS based control system called JETanchor which can automatically hold position and precisely manoeuvre a vessel with incredible accuracy.”

FUTURE TECHNOLOGIES The marine industry faces three significant trends which are shaping HamiltonJet’s future product strategy: automation, electrification and digitization.

Exalto Bearings UK Limited are honoured to be associated with a company like Hamilton Jets. As an ISO9001:2015 accredited company we adhere to strict quality procedures and continually strive to making improvements to our products whilst maintaining our high levels of Quality. Our manufacturing facility in Derby is a well-controlled, efficient, but friendly operation where the need for customer care and satisfaction is understood from all of the workforce so allowing Exalto to provide an honest and personal service that can only be provided by a tightknit team.

Automation “Operators are increasingly looking at forms of vessel remote control, autonomy and skipper-assistance

North America Outlook: Tell us about your employees and how HamiltonJet recognizes their contribution to the company? Ben Reed: “We have 400 staff, around half of whom are in the field of operations, 50 of which are overseas in our regional offices, and the rest of whom are office workers and engineers in Christchurch. “HamiltonJet has been working really hard to improve communication and keep people abreast as to how the business is going and how we are doing against our strategy. We try to show our appreciation for them with quarterly barbecues and other smaller events. We also have a Christmas breakup party which is in our summer. Last year it involved taking the whole team jet boating on the Waimakariri river, with a barbecue and craft beers, brewed by members of the team. “HamiltonJet has an enviable staff retention rate. We are one of the more interesting companies to work for in the area, especially for engineers, so finding local talent is not difficult. We also have cultural great diversity, with 50 percent of our staff being born outside New Zealand. HamiltonJet regularly hires from overseas and has no trouble attracting people to such a wonderful country and location.”

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Exalto

www.exalto.co.uk

RYCO Over the years, RYCO Hydraulics has developed a strong partnership with HamiltonJet. HamiltonJet waterjet is one of the most advanced and innovative marine propulsion systems. RYCO has had a proud history of providing hydraulic hose and fittings to the marine industry. Today’s maritime and vessel fleets rely heavily on their hydraulic systems and growth in this sector has demanded the need for fast and efficient service. We provide HamiltonJet with Original Equipment Manufacturer (OEM) hose kits and all hydraulic hoses are pressure tested and tagged with QRAM labels and this is all done within our Auckland facility. At RYCO, we offer transparency in engagement with OEM’s like HamiltonJet and are truly committed to building longterm partnerships with our clients. Our customer care and technical support coupled with 75 years of industry expertise and Know How provide superior support to our clients enabling increased efficiency and continuous improvements.

MANUFACTURING

At Exalto Bearings UK we manufacture high quality rubber-lined and composite cutlass bearings for the pump and marine industries, in both bespoke as well as more standard sizes. All bearings are produced at our in-house workshop and we specialise in the manufacture of non-standard sizes. Bearings can be supplied in a number of shell materials and lined with compounds such as Nitrile, Polyurethane, EPDM or Viton. Because of our extensive range of tooling a non-standard bearing for quick turnarounds can easily be

Exalto Bearings UK Ltd Unit 8C1, Sir Francis Ley Industrial Estate Shaftesbury Street, Derby, DE23 8XA, United Kingdom

produced. For larger Flanged bearings we can offer a re-lining service to reduce the price of a new bearing. Over the last 25 years we have built a reputation for both the quality and reliability of our bearings as well as our friendly and professional service and now work with businesses in over 40 countries worldwide.

T: +44 (0) 1332 340 501 / F: +44 (0) 1332 340 252 E: sales@exalto.co.uk exalto.co.uk

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HAMILTONJET to improve safety and productivity,” Reed informs us. “The applications in this field include military (such as unmanned minesweeping), survey and oil and gas vessels. “We have been working for over 20 years in this area and have over 170 vessels equipped with some level of autonomy or remote control around the world. We continue to work with all the leading manufacturers of autonomous systems, but more recently signed an agreement with Sea Machines Robotics to develop a HamiltonJet pilot-assistance tool that will be integrated at the helm and use an augmented reality vision system, fused with radar and AIS, to allow autonomous route following with collision alert and avoidance. “This will be available sometime late 2022 and will be an option on all vessels with AVX electronic controls.”

Electrification There is a global and industry-wide

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pressure to clean up the carbon footprint of the marine industry. Stemming from this, the area of electrification has become a key aspect of development for both the good of the environment and to answer the demand of the customer base. “It has been surprising to us just how quickly this trend has gone from being something of interest, to a strong buying driver with operators willing to pay a premium for the right technologies,” Reed says. “Last year, we launched our own electro-hybrid drive system called EHX. “Essentially it is an integration of batteries, electric motors, and diesel engines, and the system can also be used on an all-electric vessel. We were driven to do this after being involved with multiple projects where the detailed integration seemed to be left to the last minute. “We wanted to grasp hold of the whole thing and deliver a fully

Q-West Boat Builders Q-West Boat Builders was established in 1996 and is a leading commercial aluminium boat builder specialising in custom fabrication of vessels from 10-40 metres. The facility based in Whanganui, New Zealand has been the local centre of vessel construction for over sixty years. Q-West has been at the forefront of new designs, components, developments and vessel applications. Our yard prides itself on the diverse range of craft that have been constructed, from foil assisted, jet propelled, quad engine tourist vessels to hybrid electric vessels. Q-West has been a longstanding customer of HamiltonJet, installing more jet units in New Zealand than any other builder. HamiltonJet’s quality, support and commitment to development has ensured our strong relationship will continue.

sales@q-west.co.nz

MANUFACTURING

NEW ZEALAND’S PRE-EMINENT BOAT BUILDERS

+64 6 349 0035 sales@q-west.co.nz

Whanganui, New Zealand

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HAMILTONJET integrated hybrid propulsion system that operated in a fully automatic mode, switching between power sources and optimizing the use of electrical energy. This product is now available to the market and the first installation we did was on our own vessel. We bought and converted a 15-meter foiling catamaran called Aria which is now capable of running nine knots on electrical drive only, diesel only (or charging the batteries) up to 37 knots and can boost performance with both together up to 42 knots.” HamiltonJet deployed Aria at the America’s Cup in March as a showcase as to what could be achieved with this new technology. The system also boasts reduced sound when stationary or at lowspeed cruising while using the electric option.

Digitization Alongside the increasingly innovative electrification of engine systems, integrating digitization into products is a key demand, and one that HamiltonJet has answered. “The modern vessel is an increasingly complex system-ofsystems,” Reed elaborates. “The propulsion controls, navigation, alarms, hotel services, and other elements are increasingly intelligent and connected systems. “As primary vessel controls, our system has the potential to be a central hub for information about the vessel. We are currently developing a vessel monitoring, data logging and IoT system to complement our products that will allow operators to interrogate their journeys and activities in absolute detail from the ship or the shore. It even captures data on the movements of vessels around them through AIS. This will ultimately support productivity optimization, preventative maintenance, issue response and accident investigation.” 118 | North America Outlook issue 04

QUALITY IN THE MARKET Today’s HamiltonJet offers many advantages over competing drive systems: RELIABILITY: Fewer moving parts with most major components inboard and out of harm’s way. MANOEUVRABILITY: Split duct reverse bucket and JT nozzle combine for excellent manoeuvrability. SPEED: Optimized for speeds from 25-55 knots. EFFICIENCY: Meets or exceeds the best prop designs at speed of 30 knots or better. SHALLOW WATER OPERATION: The ability to go where other props simply can’t. HamiltonJet has three regional offices supporting over 55 distributors and dealers located all over the world. The HamiltonJet waterjet is particularly suited to high-speed planing vessels operating in the 20 to 50 knot range but can also be successfully used in displacement speed vessels in certain situations like Dive Support. It is important to understand that waterjet propulsion operates quite differently to conventional propeller propulsion systems. This results in many advantages, when compared to propellers for any particular application. Anyone considering waterjets needs to understand how they work and how best to set up a vessel to make best use of this superior propulsion technology.

MANUFACTURING

Customised water sealing solutions for maximising jet reliability

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Over 25 years of sealing experience within Australasia. EAGLEBURGMANN AUSTRALASIA PTY LTD New Zealand: sales@nz.eagleburgmann.com TEL +64 9 448 5001

www.jetsynergy.com.au

Seascape Marine Services (Pty) Ltd proud Hamilton Jet Distributors for Sub – Saharan Africa.

www.hamiltonjet.co.nz

“ Giving expert advice to the Metal Finishing Industry . . . for more than 45 years ”

INDUSTRIES LIMITED Abrasives : Polishing : Plating : Engineering Supplies : Lubricants Branches throughout New Zealand Whangarei, Auckland, Hamilton, Tauranga, Hastings, Palmerston North, Christchurch and Dunedin

www.ppsindustries.co.nz 124 Marine Drive, Service Road, Paarden Eiland, Cape Town, South Africa

seascape_marine_services +27 21 511 8201 info@seascapemarine.co.za

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HAMILTONJET

THE MANUFACTURING PROCESS HamiltonJet waterjets are manufactured at the CWF Hamilton & Co factory in Christchurch, New Zealand. The factory is dedicated solely to the manufacture of waterjets and control systems, with the majority of components engineered inhouse. The basic manufacturing process is: • The waterjet housings and other aluminium components are sand cast, then go through a waterblast and fettle process before being machined on dedicated CNC machine centers. They are then washed and painted. • Stainless steel components such as mainshafts and couplings are turned and milled on CNC machines. • Impellers are cast from molten stainless steel, before being machined, balanced, trimmed and pitched to a specific “impeller rating”. • The waterjet controls systems, including hydraulic and electronic components, are also CNC machined, painted and assembled. • All parts are then dispatched to the final assembly area where they are assembled and pressure tested, the control system is installed and tested, a final quality inspection is conducted, and they are then boxed up and shipped to the customer.

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BUILT TO SHIP HamiltonJet’s business is unique in the waterjet industry in that the company truly manufactures its products. The company has a lean-production process delivering 18 different jet models over only two production flowlines. The process is designed around high-variety, low-volume and a hard to forecast model mix. Reed explains further; “It is a fully cellular, build to order, batch-of-one process utilizing four foundries, casting LM6 Aluminium, 316 Stainless and AB2 Bronze, over 50 CNC machines, fabrication, electronics assembly, hydraulics manufacture, paint and build,” he says. “Over 90 percent of the weight of each jet unit manufactured is made to

MANUFACTURING

order from raw materials (ingot and bar-stock metals) inside our factories. We do have some bought-in items in our products, but these are relatively small in the whole picture, and we carry sufficient stock to manage our output. “Our very short, simple supply chains have been a real asset during the pandemic and gave us a high level of confidence in the delivery of each shipset on time, in full. Whilst we are located in New Zealand, boat building is a global business, so we are all facing the need to use global shipping to distribute our products. One lasting effect of COVID-19 is that sea and air freight has become more expensive and harder to book, but we work well in advance with shipping lines and

have a great success rate at getting our products to customers when we promised them.”

CHARTING 2021 For HamiltonJet, 2021 is looking like a busy year. According to Reed, there is an active increase in sales approaching pre-COVID levels, and on top of this, the company has a high number of high-profile projects in the electric and hybrid drive space. “We have two new jet model releases (The HTX42 is imminent and the HJX27 at the end of 2021) and a ‘lite’ version of our control system called AVXexpress,” Reed tells us. “We will also be continuing our development work with Sea Machines on the pilot-assist system and a few

other innovations. We are excited by the way all these releases will improve the operational effectiveness of our customers.” These developments represent the next stage of the company’s movement towards addressing the increasing demands of its worldwide customer base. With promising projects in the works, it is worth keeping an eye on HamiltonJet as a leading player in the boat systems manufacturing space.

marketing@hamiltonjet.nz www.hamiltonjet.com

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THE FINAL WORD To round off each issue, we ask our contributing business leaders for their views on the same question What technology is helping to transform your industry and how? Brandon Bodine Vice President, Navajo Expedited “I would say that for Navajo Expedited, being one of the early adopters to welcome customer tracking tools like Macro Point or FourKites has gone a long way to ease any concerns that customers have about using our owner-operator partners. One of the primary concerns we hear from customers is their ability to have real-time tracking on all their shipments. We have been able to provide them this access whether their shipment is on a Navajo companyowned truck or one of our owneroperator partners. Whether it's tying directly into our owner-operator's ELD (electronic logging device) or using mobile/cellular tracking, we always have a way to provide our customers real-time tracking. This is something all customers want, but many of our competitors have been reluctant to invest in the tools needed to provide the service, or just lacked the technology to get the job done. We invested early in this technology, and it has certainly paid off for us.”

Carter Kramer President, CellSite Solutions “For CellSite Solutions, it is both the technology related to converting fuels with hydrogen, as well as lithium extraction. It is one thing to have a lot of electricity, all this generation of renewable power, but there is a big gap when it comes to the way that this power is going to be stored. One of the primary methods of this energy storage is using batteries, and the limiting factor of batteries is lithium. If you go all the way down the 122 | North America Outlook issue 04

industry, chain lithium extraction is probably one of the most important areas, and I think that that is going to have the biggest impact.”

Phillip Goodwin Chief Technology Officer, PSS Industrial Group “There are many; robotic process automation (RPA) and custom code automation to rebalance inventory network and manual tedious processes, point of sale graphical user interface (GUI) front-end to speed up quote to invoice for every order, optical character recognition and machine learning (ML) to automate accounts payable, and cloud-based servers to enable flexibility. Security and disaster recovery, fully integrated e-commerce solutions to enable

additional shopping channels for our customers, Microsoft Teams and other virtual platforms to remotely diagnose and remedy customer equipment challenges. Various security software packages to protect PSS Industrial and reducing the likelihood of phishing attacks, custom coded tools and calculators for customer self-service, and statistical code languages to evaluate, learn and recommend pricing. And finally fleet tracking, monitoring and dispatch to optimize delivery routes. Each of these are revolutionary in the industry.”

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Supplying professional necessities within the oil and gas industry... PSS INDUSTRIAL GROUP

OIL & GAS

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PSS INDUSTRIAL GROUP

It is hard to think that we as a civilization once feared a shortage of crude oil. Spikes in fuel prices were driven by our dependence on foreign oil. The people of the oil and gas industry persevered and created so much Mechanized welding innovation that now we have the reverse problem - an abundance of its customer’s ERP systems. In this “IN COMBINATION WITH OUR TALENTED PEOPLE, regard, PSS Industrial customers our own crude oil.” OUR SUPPLY CHAIN IS THE LIFEBLOOD OF OUR will be able to shop via a website There isand no question that the oil and GOODWIN, CTO, ORGANIZATION” – PHILLIP and still maintain the discipline transparency of issuing purchase GROUP gas industry hasPSS hadINDUSTRIAL a challenging orders (PO’s) and expecting matching invoices. This brings convenience pastthefew years. According to Phillip of a B-to-C transaction to the power solution for the most extreme and Goodwin, CTO of PSS Industrial Group, challenging environments. B&B of a B-to-B transaction. “Our site will be mobile friendly Mechanized provides high quality and author of the opening statement, mechanized and allow customers to easily repeat welding solutions while orders, lookupthis past invoices and abundance of crude oil has driven being tailored to the specific needs access various tools and resources, and requirements of company clients. in the energy sub-sec- The B&B solution can save customers Goodwin tells a us.great “We havevolatility launched a new offering,tor. Safety Services. While hundreds of hours in weld time via Coupled with COVID-19 shutthis offering is new to PSS Industrial, mechanized welding by decreasing our team has over 60 yearslike of downs, many industries, oil and gas welding time and improving the experience in this space. quality of the weld, ultimately has been hit hard.Safety Services “Our complete range of safety reducing the need for weld repairs. service includes, but is not limited to, breathing air, respiratory protection, gas detection, fall protection, and North turnaround solutions. This added offering will round out our portfolio of services and provide customers with a great compliment or alternative to

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OIL & GAS

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their existing service providers.” PSS Industrial’s automated welding America issue 04 offering hasOutlook launched in the last year. For automatic welding applications, B&B Mechanized Solutions offers a full-service, fully integrated welding

“Our Portfolio Management team was recently created as a center of excellence where product and |application 3 subject matter experts have been centralized to provide our customers with technical design, build, troubleshooting and training

> Packaging Solutions

> Contour Cutting

services, primarily in the areas of blasting, coating and spray systems,” Goodwin affirms. “This team provides avenues to offer our customers customized bundling solutions, which consist of company-wide PSSI offerings.” Recently PSS Industrial entered the pipe, valves and fittings (PVF) market through an acquisition of assets from eight sites from a long-standing PVF distributor. This acquisition allows Valves

> Dimensional Cutting

> Laminating & Bonding

> Die-Cutting

> Convoluting

> Design & Testing

> Logistics

PSS Industrial Group has told its story. Now, why not tell yours? Our bi-monthly magazine North America Outlook is essential reading for business executives wanting to keep up with the latest in global news and trends affecting US and Canada businesses across all industries. Reaching ever increasing audiences across the continent and beyond, your company can take advantage of this global exposure with a FREE article and FREE digital brochure, as well as access to further digital and print-based marketing tools that could transform your business. To share in this unrivalled opportunity, contact one of our project managers today!

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