posted on February 09, 2012 13:49
When Otha Hill started his own plumbing business in 1989, he mostly concentrated on commercial construction. As the housing market heated up, he expanded into residential work. Then he saw opportunities in septic work, utilities and storm drains. Fact is, Otha was always looking for new opportunities.
Otha has a simple rule of thumb when adding to his company’s offerings: is it a service primary contractors need? “The contractors lead us to where we need to go,” said Otha, who runs the company with his son, Cam. “They’ll say, ‘Otha, can you do this or can you do that?’ and I’ll always say, ‘That’s what we do best.’”
That can-do spirit helps keep jobs coming in—despite a down economy. When one market is down, Otha and Cam put more effort into other segments. Over the long haul, when one market is soft, another one may have work, Cam said.
They’ve expanded their education, too. Cam picked up an OSHA certification to work in confined spaces—another niche that helps keep business coming in.
“We do things that other guys don’t want to mess with,” said Cam, who started working full-time with his dad in 2001. “Odd assignments are everyday jobs for us.”
Versatility is Key
Responding to the needs of contractors means having machines that are versatile, too, Otha said. That’s one of the reasons they upgraded to a 299C Compact Track Loader.
“Around here, you can be digging in the junkiest dirt and then five feet away you’re in the hardest rock you’ve ever hit,” Otha said. “You can be in mud one day and solid rock the next. We need machines tough enough to handle all that.”
The 299C is tough and versatile, Cam said. Otha said the first time on a jobsite, the 299C proved its worth. He recalled telling his son that he didn’t need a new machine with all the bells and whistles and that the ability to change work tools at a touch of a button was overkill for their jobs.
“But the first jobsite we had the 299C on, it was so muddy you couldn’t tell what color the machine was,” he said. “To be able to change from a bucket to forks and stay in the cab was so nice. That was the handiest thing I’ve seen.”
Cam said they can use the 299C in places a larger machine can’t reach and still get the job done. That kind of flexibility is key.
“That’s what’s kept us in business during these slow times—diversity,” he said. “I honestly believe if we just did plumbing, or just did utility work, we’d be out of business.”
Both Otha and Cam also credit their staff for helping weather the economy. As the company has had to take on more types of jobs, employees have stepped up to meet the challenges.
“They’re the best in the world,” Otha said. “That’s the main thing that keeps you in business—your employees. We can’t be on jobsites all the time, so you have to have people you can trust.”
Cat® Dealer Advantage
Otha and Cam also have a trusting relationship with their Cat Dealer, Carolina Cat.
To get work, Otha and Cam react to what the market needs. Sometimes, those jobs called for machines they didn’t have. Enter Carolina Cat’s Rental Store.
“We may need a machine for a few hours, a few days or a few months,” Cam said. “With Cat Rental, you can use it and send it back without tying up your finances.”
They’ve rented track-type tractors, large wheel loaders and work tools, such as special buckets for excavating. Two Cat excavators—a 315C LU and a 320C LU—are the company’s workhorses in the utility business.
“The best thing is you can get what you need when you need it,” Otha said. “You won’t have a machine sitting in your yard for six months, waiting for work.”
Carolina Cat has helped in other ways, too, said Cam. When Otha and Cam were looking to diversify, Carolina Cat helped sell two older pieces of equipment so they’d have the money to buy the new 299C. You can work with your Cat Dealer to determine the best solution for selling used equipment. Customers even receive repair recommendations that can help maximize the value of their equipment. And they can still trade or use traditional dealer used equipment channels.
“What we like about Carolina Cat is we know we can just pick up the phone and call our guy,” Cam said. “He’s not going to sell us something and then only call back when he has something else to sell us. We know they’re always trying to do what’s best for us.”
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