Tell us a bit about your background and how you got into sales.
In college, I worked at a hardware store, moving into management, and later ownership. Over 20 years ago, I made the leap to the electrical industry, working first with a manufacturer, Ideal Industries, then at Crawford Electric Supply, and most recently with Walker Engineering. These roles gave me experience in distribution, contracting, procurement, and allowed close collaboration with multiple leadership teams. They have prepared me well for my current role as Regional Vice President at JD Martin.
How do you position Champion Fiberglass® products as a solution for customers?
When I first came across Champion Fiberglass conduit at Crawford, fiberglass elbows were just gaining recognition for their light weight and easy installation in duct banks. For example, one rigid conduit elbow alone can weigh up to 150 pounds, requiring a crane to set it. With lighter weight fiberglass conduit elbows, crews can run installations with more accessible equipment such as forklifts.
Another big selling point of electrical conduit is its ability to withstand ambient heat and increased wire requirements that drive heat within the conduit. Champion Fiberglass conduit solves these issues, with UL listed temperature tolerance to 110 °C supporting higher cable capacity and an operating temperature of -40 to +230 ℉ for handling in extreme environments.
Can you share a project or sale you’re especially proud of, including any challenges you’ve overcome?
Currently, the focus is on large-scale data centers with individual sites reaching 10 to 11 gigawatts of power. This demand level creates multiple challenges, from material availability to installation conditions, exacerbated by the intense heat and temperature swings in Texas.
Due to product benefits, demand for fiberglass conduit is high. I’m proud of the supply management with the Champion Fiberglass team and how closely we aligned with distributors and contractors on a daily basis, ensuring material was available when needed.
What do you enjoy most about representing Champion Fiberglass?
It comes down to the people and the coordination involved. The massive scale of these projects requires a team effort across manufacturers, distributors, and contractors. With so many moving parts, project success depends on everyone working together and staying on-task.
Training and engagement also play an important role. Working with the Champion Fiberglass team in the field, including training efforts in remote project locations, helps ensure contractors are set up for successful installation.