David Huff, president of Progressive Pumps Corp., a provider of pumps, valves and tanks, said having a relationship-focused customer strategy and empowering your team can lead to substantial business growth. Additionally, Huff believes focusing on deepening relationships with existing customers will be highly important to the company’s growth.
BIC Magazine recently visited with Huff to learn more about his plans to double the company’s sales and profitability over the next few years through organic growth and why acquisitions are also part of Progressive Pumps’ overall strategy.
Q: What led to your position at Progressive Pumps?
A: While I come from a banking and CFO (Academy Sports) background, I always had the desire to run my own company, which led me to acquire Progressive Pumps seven years ago. I valued the product lines of Progressive Pumps, its customer relationships and, most importantly, the employees. Career experiences are building blocks to positions of increased responsibility, so past roles in finance, sales/marketing and management have helped me lead and grow the company.
Q: What is the biggest news at Progressive Pumps right now?
A: I would say the biggest news is the growth we are experiencing as a result of Texas’ growing economy. The growing supply of oil and natural gas from shale formations like the Eagle Ford Shale and the Permian Basin are playing a pivotal role in the growth of the Texas economy.
Houston, in particular, has been a great beneficiary of the shale gas revolution. Significant growth in the demand for pumps is being created by the energy companies, engineering firms and chemical plants here.
Q: What are your goals for your position?
A: With the markets we serve, the products we offer and the strength of our team, we are seeking to double our sales and profitability over the next few years. This growth will be achieved through execution of our relationship-focused strategy, expanding and empowering the team, and marketing. My job is to set and communicate the vision then provide the capital and human resources to execute. The most important part of success is having the right team in place and holding them accountable. Marketing is also a very important part of my job — ensuring we have a consistency of our brand across all platforms and measuring results.
Q: Are you looking to expand in current markets?
A: Yes, we are always looking to expand in current markets. Our success will be determined by increasing the number of relationships with existing customers. At a typical chemical plant, there are multiple people who benefit or can benefit from our products/services. If we make the sales calls, are responsive to our customers’ needs, follow up and make solid recommendations, we will continue to grow.
Q: Do you have any plans to grow/expand Progressive Pumps through acquisitions and mergers?
A: Acquisitions are part of our strategy. Our core customer is the maintenance manager or maintenance engineer in chemical plants. Given these relationships, it makes sense for us to offer complementary products and services. Highest on our list of targets are distributors that provide hose or filtration products and pump repair/service companies.
For more information, visit www.progressivepumps.com or call (281) 350-5757.
