I have known Guy Avellon throughout my more than 30 year career as a field salesperson, district manager, and national accounts manager for 100 MM + MRO distributors. I can honestly say that I have an intimate knowledge of Guy Avellon’s value, both in the field, and as a technical resource.
When I was a salesperson, Guy assisted in helping me to win accounts and also to expand my business therein by providing fastener and welding seminars. He also provided technical information which enabled me to speak to concerns customers had about issues (perceived or real) regarding our products. Let me be more specific.
I was attempting to win the business of a large, nationally known cosmetics manufacturer on Long Island. Guy performed fastener seminars for all of this manufacturers’ maintenance staff, which required making himself available on-site, for three shifts of mechanics. He provided a “Fastener Facts” booklet that he had written as part of the course materials which many of those folks (and I myself) still have in their possession because it is such a valuable resource. Guy’s method of teaching draws the attendees of his seminars in – he makes them think by asking questions and making them an active part of the process. He is able to relate to people with varying knowledge and they to him. The cosmetic manufacturer’s chief of plant engineering sat in on one of the classes, and was so impressed with the quality of the value-added seminars that he awarded me the business. That was a sales relationship that lasted until I left that MRO Distributor.
As a District Manager, and later as a National Accounts Manager, Guy assisted me by coming along on major presentations to prospects. He was able to answer any and all questions of the executive, engineering, and maintenance personnel, and helped me to win millions of dollars in business. Guy also put out “fires” when any perceived fastener issue arose, saving key and national accounts numerous times.
Technically, one particular experience comes to mind. I was a salesperson selling to a large ready-mix concrete company in the greater NYC area. I was trying to expand my business there, and was confronted by the chief maintenance mechanic, who accused my company of manufacturing (these were proprietary fasteners) “garbage bolts”. The concrete trucks this company owned exclusively used our fasteners in a critical application, and I was advised that the heads of the bolts had begun “popping off” (breaking). After I left that facility, I immediately phoned Guy, who explained that the truck manufacturer had made a modification to the design of the truck that caused pooling of washdown liquids around the bolts. Ready mix concrete companies routinely use muriatic acid as part of their washdown process to remove any concrete residue. Guy explained that the hydrogen from the acid was absorbed by the bolts, thereby causing hydrogen embrittlement, which would have caused the bolt heads to break over time. Guy said that the problem was easily solved by coating the heads of the bolts with RTV silicone. I went back to the customer and told the owner and the head mechanic this. The mechanic scoffed -but the owner said he knew I was correct because he had just taken delivery of two brand-new trucks, and they came in with blue silicone coating all the bolt heads. End result – not only did I keep the business at this company – I was able to grow it exponentially because I became their problem solver.
Guy also helped me in with a very complex bid presentation to the major electric utility for New York City. The document that needed to be submitted was over 50 pages in length. I could never have done it without his help.
Guy is my go-to resource whenever I have a fastener-related question. Guy will never give a response until he looks at an issue in every possible way. He is the most thorough and trusted engineer in this specialty I have ever met, and I am grateful to him for the years of assistance.