and hired a safety consultant. We put our money where our
mouth is.”
The safety consultant conducted an in-depth assessment of
ECA’s nine facilities. The results were turned into a comprehensive
safety plan and a manual for all employees.
ECA’s investment in safety has not gone unnoticed. The firm
earned the coveted BAUER Manufacturing Regional Service
Center Certification Award in 2017. Among the criteria considered
in this rigid audit of its six service facilities was updated safety
equipment. In 2016, ECA Canada was recognized by ADSCIAFD
for achieving a zero-incidence rate in the Less Than 50,000
Man Hours Worked category.
Evolving into a global equipment leader
“What has helped the company over the last 100 years is our ability
to evolve,” said Roy.
ECA spent the first part of the century providing and rebuilding
World War I surplus equipment such as boilers, steam locomotives,
steam hammers, hoists and derricks. As electric and diesel
supplanted steam, ECA shifted its equipment lines to stay current.
ECA earned a reputation for strategic expansion by opening
new locations in the Eastern U.S. and Canada and partnering with
leading manufacturers of foundation equipment around the world.
The firm has amassed nine locations including Pittsburgh,
Philadelphia, Washington, D.C., New York/New Jersey, Boston,
Mass., Greensboro, N.C., Milwaukee, Wis., Jacksonville, Fla. and
Toronto. This diversification has, in part, helped ECA to thrive
by allowing the shuttling of equipment between locations to meet
changing regional market demands.
ECA expects all employees to stay on top of industry trends.
“One of the things we look for in our employees, especially
outside salespeople, is to keep a pulse on the industry and keep
management informed,” said Roy. “That’s actually written into
their job descriptions.”
Selling with integrity and giving back to the industry
When asked about the three keys to ECA’s success, Roy has three
words: people, integrity and service. His fondest memories involve
good times and friendships with customers and employees.
ECA has an assertive sales team of 26 employees constantly
on the move pursuing new business, but they’re known by customers
for taking a subtle, helpful approach to selling equipment.
ECA views customers as partners.
“Our approach isn’t to make money on the sale. It’s to help our
customers make money,” said Dutton.
Roy adds that ECA sells high-end products to a very specific
customer.
“We deal with more sophisticated buyers who understand the
advantages of quality,” he said. “You have to believe in the quality
that’s there, and we’ve proven that time and again, so most of our
sales are repeat business.”
This philosophy carries over to how ECA services equipment.
“We’ve always had a policy: we fix equipment first and then
we worry about the money,” said Roy. “In other words, we focus on
getting the customer up and running regardless of who is responsible
for the machinery being down.”
Staying current with evolving technologies on the market’s
most sophisticated foundation equipment is ECA’s biggest challenge.
It requires highly competent employees, close manufacturer
relationships and ongoing training. ECA’s in-house trainers in
the areas of drilling, pile driving and small-diameter drilling, are
coached by its manufacturers. They, in turn, conduct training for
fellow employees and customers.
At a time when many trade associations lament over declining
participation, ECA has multiple employees giving back to the
industry. You can find them serving in virtually every capacity in
associations such as the Pile Driving Contractors Association,
ADSC-IAFD, Deep Foundations Institute and Associated
Equipment Distributors.
MEMBER PROFILE – ASSOCIATE
“People come here and stay because
they know they are respected at all
levels, not just at the top management.”
– Ben Dutton, ECA
76 | ISSUE 2 2018