Issue link: http://www.insightdigital.biz/i/222066
like FATHER, like SON continued W " e didn't even have a screw gun … but we didn't have anything to lose." ¶ That's what Edward Martin, president and CEO of H.J. Martin and Son in Green Bay, recalls about his rather serendipitous decision to add drywalling to the company's divisions in the 1980s. At the time, Edward's father, Patrick, was not pleased. Flash forward to 2009, when Edward's son, David, then in his early 20s, joined the 82-year-old firm. He thought adding a merchandising niche was prudent. At the time, Edward was not pleased. Does father always know best? In both cases, the sons' prescience, coupled with a deep-seated knowledge of the industry and a passion for growing the fourth-generation business, won out. Edward grew the drywalling business, which he credits with being "pivotal" to the company's growth as M Out of the basement, into the big-time any people may pass H.J. Martin's headquarters on Military Avenue (H.J. Martin was the first retailer on the then-gravel road in 1959) and think of it as a place to buy tile and carpeting. And, of course, it is. Industry journal Floor Covering Weekly repeatedly names the company on its list of top 50 flooring retailers in America. But while flooring is where it started – in that basement on Maple Street – the company has moved far beyond bathroom and kitchen floors. Still, Edward never undervalues those residential clients. " They're always willing to be a partner, not just a contractor. There is a difference." – Terri Faessler, new store visual merchandising supervisor for Cabela's a national player in the interior contracting world. And David's foresight has ushered H.J. Martin and Son into the 21st century with a new merchandising division – one which complements the others seamlessly, and ultimately, strengthens relationships with the company's national commercial partners. "They're always willing to be a partner, not just a contractor," says Terri Faessler, new store visual merchandising supervisor for Cabela's. "There is a difference." The "like father, like son" dynamic is nothing new at H.J. Martin, which Henry John Martin started in Depression-era 1931, modestly selling paint and tile out of his basement. Since then, the company has grown to 600 employees supporting its major commercial divisions, including flooring, glass/glazing, drywall, ceilings, doors/hardware and fixture installation. According to Edward, sales for fiscal year 2013 are on track to far exceed $100 million. 22 | Insight • D e c e m b e r 2 013 "You've got to remember where you came from," he says. "That's where we started." While Edward admits no job is too small to tackle, these days, commercial builds are among the headline-topping work garnering H.J. Martin accolades. About 80 percent of its business is commercial clients – including high-profile names like Costco, Lambeau Field, Target, Burlington Coat Factory, Menards, J.C. Penney, Best Buy and Cabela's. Recently all of H.J. Martin's divisions worked on the new 100,000-squarefoot Cabela's store in Ashwaubenon. "They've been our partner in setting up stores for quite some time, and they're a big part of our remodels," says Faessler, who has worked with Edward Martin on projects since 2005. "Their professionalism really shines." To be competitive on such major jobs, Edward credits being able to offer package pricing for their many divisions. And winning those jobs, he adds, is essential to the company's w w w. i n s i g h t o n b u s i n e s s . c o m