In Their Words … answers by Vince Mathews, owner
WHY DID YOU START THE BUSINESS?
My parents, Grady and Sammie Mathews, bought the business in 1966 and changed its direction from primarily automotive, towards becoming a heavy-duty distributor. We have simply continued with, and built upon, that business model. The core values and business ethics they believed in have been instilled in me and my management partners.
WHAT’S BEEN YOUR TOUGHEST BUSINESS DECISION?
Probably the decision to construct a new building and completely remodel our facility in 1994. The new structure houses a large, modern lobby and display area, as well as a lot more warehouse space. It was a major investment for us, and it’s never comfortable signing personal guarantees on large loans. However, it’s been a fantastic move. It has allowed us to grow our inventory and display more of it, provide a better working environment for our people and give customers a higher quality experience when they visit.
WHAT WAS YOUR BEST BUSINESS DECISION?
To follow our values, primarily the old adage, ‘find your niche and work it to death.’ We have experienced pressure over the years to open more locations, take on more product lines that are not in our area of expertise and try to become everything to everybody. We realize we cannot make those changes and be the company we want to be. A close second would be our joining VIPAR Heavy Duty which has greatly enhanced our ability to compete and maintain profitability.
WHAT WAS YOUR WORST BUSINESS DECISION?
That’s a tough one. I’m sure there have been many decisions I’ve made that weren’t as wise as they might have been, but there isn’t one that clearly stands out.
WHAT IS THE BEST WAY TO MAINTAIN A COMPETITIVE EDGE?
Lead by example, emphasizing the core values and philosophy of the business. We (management) continue to stay in full view of our customers and suppliers and still work the counter every day, in addition to our other responsibilities. We are never too busy or distracted to pay attention to the reason we are here in the first place – the customer’s needs.
WHAT IS YOUR FIVE-YEAR VISION?
The industry will continue to face increasingly severe challenges, including emission controls, fuel prices and a shortage of drivers and service personnel. Along with the trickle-down effect these problems bring to heavy-duty distributors through our trucking customers, we face many of the same issues. Finding and retaining qualified, ambitious people is a huge problem. Maintaining effective, affordable health care benefits is an ongoing concern. Embracing technology while not losing the connection to real people is an issue. All that said, it’s a great industry and one that plays a critically important role in our nation’s economy. Though I expect more consolidation on all levels over the next five years, I view our position as favorable and expect our company to continue to flourish.
