John Maybury is used to getting passed over at Thanksgiving dinner when the topic of discussion turns to work.
“There’s someone who’s a nurse, someone who’s a teacher … and then there’s me,” said the owner and founder of Maybury Material Handling in East Longmeadow. “When they get to me, the question usually becomes, ‘so how are the kids?’”
It’s not that Maybury’s business, now celebrating its 30th year, is that difficult to explain; it’s just hard to describe in 30 words or less. The company specializes in the sale and installation of power equipment such as forklifts, and heavy-duty storage systems including shelving, vertical carousel systems, platforms, steel stairways, and mezzanines, and manufactures several of those product lines.
Maybury also works with several large firms in Massachusetts and Connecticut, including Friendly’s Ice Cream, Big Y, Hasbro, OMG (formerly Olympic Manufacturing Group), and Suddekor, not only selling storage and heavy equipment for manufacturing and distribution facilities, but also servicing them, renting additional units when needed, and providing training for those clients’ employees.
“The way I usually put it is, there’s a tomato, and then there’s ketchup. People don’t often think of how the tomato made it all the way to ketchup, and why there’s always ketchup on the grocery store shelves when you need it,” Maybury explained. “But from a tomato on the vine to the store shelves, there’s a lot going on, and part of that is what we do.”
A Steely Resolve
Indeed, few give much thought to the towering steel shelves in a warehouse or the forklift that moves products from point A to point B. But that’s the business Maybury has been immersed in since 1976, and when he tells the story, the industry suddenly seems much more intriguing.
Business is brisk at Maybury Material Handling, where Maybury, who started the business out of his home while still a student at Western New England College, said the company is expecting to see about a 25% increase in revenue this fiscal year. The company was also recently included on the Affiliated Chambers’ Super 60 list, for revenue reported in 2005.
Also in 2005, Maybury said a sister company, Atlantic Handling Systems, was launched in New Jersey to help capitalize on the manufacturing pace in that market while, at the same time, offering new product lines without stepping on the toes of Maybury’s current wholesalers.
“It’s referred to a lot as Baby Maybury,” he said, “though that’s not really what it is. Starting Atlantic was a move forward in covering that market, and starting up something new instead of expanding made sense so we could offer different lines and work with new, different suppliers.”
On a guided tour of his company’s headquarters on Denslow Road in East Longmeadow, Maybury pointed out several examples of his wide product line — from different-sized fork trucks to massive platforms — as well as business operating systems; the company is considered progressive and a leader in the implementation of quality programs to reduce errors and improve customer service.
In the building’s suite of offices, Maybury explained further that his company not only sells, installs, and services those storage and material-handling products, but also assists clients with the design and configuration of their manufacturing and storage facilities, adding an extra wrinkle to the Maybury business model.
“A portion of our business is aimed at taking the waste out of the manufacturing process, making space more efficient, and storing things more dynamically,” he said, standing over the shoulder of an employee who was working on a plant design scheme for Table Top pies. “It’s not a matter of us finding a piece of equipment we sell and trying to find a need for it within a customer’s operations. It’s looking at all of the equipment we have — and having a lot to choose from helps — and finding the best solution for that customer. Being able to assist from soup to nuts makes us that much more competitive.
“There’s really no one else like us,” he continued. “There is some isolated competition, but we can go into a client’s space with five, six, or seven totally different solutions to a problem. And among our 74 employees, we are approaching 1,000 years of combined experience. We’re a complete resource.”
To Protect and Store
This quality has enabled Maybury Material Handling to effectively corner the regional market in its specialized industry; while there are some companies that sell or service similar equipment, Maybury said, none include the breadth of products or accompanying services.
He’s gone so far as alphabetizing the list of major offerings in his company literature, and that list starts with aerial platforms and continues to catalog baskets, batteries, benches, and bins; hand trucks and hoists; modular offices and monorails (yes, monorails), sweepers, scrubbers, traffic doors, wheels, and workstations.
“Our business is about 50% power equipment and 50% storage racks, mezzanines, conveyors, and platforms,” he explained, pausing at just such a platform. “We manufacture and sell these, and they’re a great product. They add space to an existing warehouse, but can also be relocated and reconfigured.”
To the right of the platform is a steel cage, at first glance unremarkable; but Maybury is quick to point out that these products are becoming increasingly valuable in the biomedical and pharmaceutical industries, which require the strict segregation of chemicals or organically based materials.
Translating the importance of steel enclosures, stairways, and other structures can be daunting, but Maybury has created more than a production facility at the 42,000-square-foot Denslow Road location, which the company has occupied for just a year and a half. The building also includes a showroom and an adjacent conference room that allows Maybury employees to explain the various pieces of equipment and how each might serve the needs of a given client. And beyond that, the facility is equipped with many of the systems Maybury sells, including high-speed doors and vertical carousel filing systems (just the push of a button can locate a file from any year and any month in just a matter of seconds).
Many Moving Parts
That conference room, for instance, is equipped with a retractable wall, which allows for one of Maybury’s favorite tricks: after explaining a few specific pieces of equipment at a computerized white board, he can push a remote control and ask clients to pivot in their seats and look behind them, where an employee has positioned the same equipment behind the wall for viewing.
These high-tech, customer-oriented bells and whistles help in illustrating what the company does and how its services can benefit businesses of varying size, and Maybury said he suspects the healthy leap in business is due in part to the fast pace at which current customers are purchasing new equipment and new clients are discovering the firm.
But as the manufacturing and distribution landscape has shifted in the region and across the country, Maybury said his company has as well, and that is a major contributor to the company’s strong performance of late.
“We understand the Western Mass./Connecticut dynamic, and the manufacturing-to-distribution ratio and how that has changed,” he noted. “Distribution in the area has increased, as well as storage.
“There’s also a greater emphasis within many companies on manufacturing and distribution processes, such as ISO 9000, lean manufacturing, and a greater focus on OSHA requirements,” Maybury added. “That has brought with it different set-up procedures and more emphasis on creating clean working environments, so we’ve adapted to those needs.”
All the Fixin’s
In the coming years, said Maybury, that attention to detail both within his own facility and the industry at large will be a primary driver as he steers the company toward consistent, controlled growth. By adhering to a specific set of procedures and philosophies, he expects the business will continue to flourish.
As for explaining those philosophies over turkey and stuffing … that’s a separate challenge that Maybury will tackle again soon, this time perhaps with the help of some high-tech visual aids.
Jaclyn Stevenson can be reached at[email protected]