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Last Update: Friday October 30, 2020

Key Idea: Sell Systems

E-Poxy customers keep coming back because this Evazote 380 delivers on its promise.

Key Question:

A: 

Bundle products and services to offer a complete solution.

More discussion to come.

Think about it

Do you sell a package or isolated products?  Could you up sell by adding service?  Could you add products to the service you now deliver?


 

Clip from: E-Poxy Engineered Materials

Albany, New York: Infrastructure.  Chemistry.  Bonding.  All keys for business success, but in this particular show, we discuss them literally. You can find E-poxy working within the foundations of Statue of Liberty and absorbing the stresses within bridges around the world.

You will meet  the founder -- a man who was a WWII refugee. His name is Don Dzekciorius. For years his mother kept him and his three siblings moving just beyond the battlefields. They managed to come to America from Lithuania on a boat that passed under the watch of the Statue of Liberty. Don has since built a good business from nothing. He employs people. He became the president of a regional manufacturers' president organization where they proudly say, "We made it in America." He gives generously to his community. But best yet, he exports his special chemistry all over the world.

Don's company, E-Poxy Engineered Materials, makes the product that holds things together.  His secret recipe is used to create water-tight expansion joints that hold up the Statute of Liberty and plenty of bridges including the Golden Gate Bridge.   

He started in his own business in 1976. In that time he has created hundreds of jobs, and he has generated millions in sales. And, in so many ways, he has made the world a better place.

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E-Poxy Engineered Materials

Don Dzekciorius,

Business Classification:

Year Founded:

Sell Systems

MIKE FINNEY: Turning it on.

HATTIE: Mike Finney cuts and builds the Evazote 380 to each customers' specifications.

MIKE: I'm putting two pieces of foam together to make a long joint; that is what I'm doing. It's roughly going to be around 50 feet. It's going to start curling as it heats up, the edges. You take it off and just, basically, jam it together. And then this actual weld should be stronger than the material itself.

HATTIE: He then adds ESP, Engineered Surface Preparation, which doubles the surface area where the adhesives are applied, making a stronger and more lasting watertight seal. Chemical operator Dan Davis mixes materials, measuring by weight. Dan also blends products that have been heated overnight to achieve the proper viscosity for mixing.

DON: I mean, we don't only supply the product, we supply the service to go with it. First, we have a very quick turnaround time for our customers. Second is we have good technical people to support it.

HATTIE: So you don't just sell sticky stuff.

DON: We sell the systems. We sell, in many cases, systems and how to do the repairs on bridges, dams, reservoirs, parking garages, anything that moves. If I'm going to put down a driveway, let's say, a parking garage, and need to put a membrane in, I'm going to put in 20 mils.

My competitor puts in 20 mils of wet. When it dries out, he's only got 10 because the other 50 percent evaporated. OK? With my product if you put down 20 mils, when it dries out you have 20 mils, because it's 100 percent solid material.

HATTIE: So you're considered the high end, the quality provider.

DON: Well, it is because we also stand behind it for five years.

HATTIE: A guarantee, then?

DON: Yeah.

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