I still vividly remember my first industry events, feeling overwhelmed and out of place. I thought: “These guys (most were guys!) have known each other forever. How will I ever fit in?” Nearly 20 years later at United Pipe & Steel Corp., I now eagerly look forward to these events. I’m pleased to share some of the “tricks of the trade” that helped me and my team build success in our industry.

 Invest in Relationships

This industry is composed of some of the most down-to-earth and interesting individuals I’ve ever met. However, I wouldn’t have discovered this had I not spent as much time as possible visiting with customers, suppliers and colleagues around the country. Use email for specific information, but don’t rely on it to build relationships. 

There’s something invaluable about face-to-face interaction. Whenever possible, get in the car or hop on a plane — you won’t regret it. Texts are great for quick check-ins but try to pick up the phone more often. As my mentor Michael Blair says, “Visit people on their home turf.”

I recall a trip in my early days to a small town in the Midwest to meet a supplier. It was my first time traveling for work, and I was nervous. However, meeting in person allowed us to connect on a personal level. We talked about our families, shared a meal and discussed business in a more relaxed setting. That visit turned a business acquaintance into a trusted partner. 

Personal connections can turn business challenges into collaborative opportunities.

 A-Players Only

I’d rather be understaffed with A-level players than fully staffed with subpar performers. At United Pipe & Steel Corp., we prefer to control the customer experience every step of the way. 

We have our own sales force, knowledgeable in everything we do. We use our own fleet of tractor-trailers and CDL-A drivers to deliver pipe across the United States. Our drivers are fantastic and some of the best brand ambassadors we have.

 Become an Expert in What You Do

There are no shortcuts to expertise. Be an avid reader of articles, books and any relevant material. Find veterans in the field and ask them every question you can think of. Keep a notebook, and always push yourself to improve. At United Pipe & Steel Corp., we pride ourselves on our deep knowledge of commodity pipe products, from copper and welded steel to PVC and metal conduit.

When I first joined the company, I immersed myself in learning everything I could about our products. I spent countless hours reading specifications and industry reports and visiting manufacturing plants. 

I remember shadowing a senior colleague, John, who had been in the industry for more than 30 years. His wealth of knowledge was astounding, and I learned the importance of understanding the products, market dynamics and customer needs. 

Continuous learning is a lifelong commitment that pays dividends in expertise and confidence.

Understand Your Company’s Value

This might sound obvious, but truly understanding and articulating your company’s unique value is crucial. For example, United Pipe & Steel Corp. doesn’t only sell commodity pipe products. We deliver a broad array of pipe products quickly and in smaller quantities, helping our clients increase inventory turns and reduce risk. 

It’s not only about the products; it’s about the value we add.

To understand and communicate our value, I often discuss with our customers to get feedback on what we do well and where we can improve. One customer told me how our ability to deliver a diverse range of products swiftly had saved a project from significant delays. This kind of feedback reinforces the importance of our service and helps us continually refine our value proposition. 

Knowing and believing in your company’s value instills a sense of purpose and direction.

 Manage Your Time and Priorities

If you don’t manage your time and priorities, your days will be consumed by urgent but less important tasks. Yes, there will be days when things go wrong, but proper planning can prevent every day from becoming chaotic. Use tools such as MS Outlook to schedule important tasks. Treat your calendar as a combination “to-do” list and schedule. If it’s important, it goes in the calendar.

Early in my career, I struggled with time management. I often found myself putting out fires rather than focusing on strategic goals. A mentor once told me, “Plan your work and work your plan.” This advice transformed my approach. I started blocking time for critical tasks and setting boundaries to minimize interruptions. 

Effective time management is not only about efficiency; it’s about achieving meaningful results.

 Enjoy What We Have

You’ll miss it one day! I’ve spoken with many friends who have spent decades in our industry and are now retired. They always want to know the latest: whether pricing is climbing or falling and how strong construction demand is. Yes, you are in the action every day, and you’ll miss it tremendously when you retire. Embrace the challenges and the difficult days; you’ll look back on them fondly.

Reflecting on my journey, I realize how much I’ve grown and how many memorable experiences I’ve had. From navigating economic downturns to celebrating industry milestones, each moment has been a learning opportunity. Cherishing these experiences helps maintain a positive outlook, even during tough times. 

It’s important to find joy in your daily work and appreciate the journey.

Additional Tips for Personal and Professional Development

Communication. Clear and effective communication is the backbone of any successful relationship, professional or personal. Practice active listening, be open to feedback and strive for clarity in your interactions. Whether it’s a team meeting or a customer call, articulate your thoughts clearly and listen attentively to others.

Leadership. True leadership is about inspiring and empowering others. Lead by example, show empathy and be approachable. Encourage your team to share ideas and take ownership of their work. Recognize their achievements and support them through challenges.

Time management. Beyond scheduling tasks, prioritize your workload based on urgency and importance. Use tools and techniques to distinguish between urgent tasks and important tasks. Delegate when necessary and avoid the trap of perfectionism.

Stress management. The industry can be demanding, so it’s crucial to manage stress effectively. Develop a routine including regular breaks, exercise and time for hobbies. Maintain a healthy work-life balance to stay energized and focused.

Everyone’s journey is unique. Embrace yours, learn continuously and cherish the relationships and experiences you gain along the way. These principles are integral to personal and professional success. 

Greg Leidner is United Pipe & Steel Corp.’s president and CEO. He joined the organization in 2007 and became president and CEO in 2013. Before joining the company, he worked at Boston Consulting Group, Digitas and IHS Global Insight.