Equipment World Digital Magazine
Issue link: http://read.dmtmag.com/i/305391
EquipmentWorld.com | May 2014 19 OR AR A lthough Jeremy Hiltz started his own company in 1996, his roots in construction go much deeper. When he was just fi ve years old he would get up early, creep downstairs, grab his lunch pail and wait for his dad by the door, hoping to get a ride to the jobsite. "I was pretty low maintenance," Hiltz says, "just happy to go." By the time he was 11, Hiltz was running a wheel loader for his dad and working every hour that school didn't claim for the family excava- tion and site work business. When Hiltz ventured out on his own in 1996, all he owned was a pickup truck. He got one job, demo'ed three different excavators to complete the job and used the money he earned as a down payment on the one he liked the best. Hiltz and his small crew worked 20 hour days to build up enough cash to purchase additional equipment and by the end of his fi rst year he'd banked $500,000 in sales. The second year, he doubled that and it was off to the races. Today more than 20 people from his dad's old company work with Jeremy including offi ce manager Karen Nich- ols, who has worked with Jeremy since he was 17. "We call them the alumni," says Hiltz. "We're like a family here. There is no pecking order; everybody is the same, laborer or engineer. Each is equally important and we all wear many hats," he says. Growing during the recession The recession hit Hiltz Excavating just like every construction company. Although his margins shrank, the business was solid enough to continue to grow and Hiltz didn't have to lay anybody off. "It was tough," Hiltz admits. "We were lucky to get some school work. We went into that sector hard and were lucky to stay busy." Finding the right size for his company was also a challenge. "We're not a large company, but we're not a small com- pany either," Hiltz says. "Being medium sized brings the kind of overhead a small contractor doesn't face, yet we didn't have enough horsepower to punch the big guy in the chin. We did well, but not as well." Which way to go? Hiltz chose growth and after about a year, the success he had been enjoying came back. "We just looked harder at how to build the mouse- trap," Hiltz says. "We've always been fairly creative at bidding and in this industry, that's the key to profi t. I'm an active owner and I'm on the job every day. We will talk about every task and how to do it more effi ciently." Bankable reputation But success at Hiltz Excavating is as much about reputation as it is effi ciency and right-sizing. "We have always been adamant about paying our bills," Hiltz says. "We may not get paid, but it is important to us to keep our subs and vendors. Our credit is impeccable, so our bonding has always stayed strong. In fact, many private projects require bonding in the pre-bid, but if the owner Jeremy Hiltz Excavating Year started: 1996 Number of employees: 45 Annual revenues: $8 to $10 million Markets served: Commercial site work, road building, municipal and utility work. Jeremy Hiltz Ashland, New Hampshire Hampshire Jeremy Hiltz (center) with part of his crew (from left to right) Lee Hughes, mechanic; Tom Lyford, superintendent; Dan Lyford, vice president; and Jeremy's son Colby. Photos: Tania Hiltz and Tom Jackson