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A major part of Reliable Welding’s transition involved
sourcing new clients. Initially, Reliable’s management sought
out one major client at a time. “We hunted for that business,”
Morawski said. “We started with one and worked up.”
Morawski concedes that there was a bit of a learning curve
his team had to negotiate at first. “It took us a good year-anda
half to two years to fully ramp up,” he said.
Fortunately for Morawski and Gruger, Reliable Welding
didn’t have to do too much on the research and development
side; their clients specified what they wanted.
When clients want something specialized, say, a custom
drive shoe, “we’d sit down together and work out something
on a napkin. We’d then work with the client and the engineers
we contract out until we got it right.” Morawski and Gruger’s
can-do attitude has undergirded all their efforts at Reliable
Welding, and they have been well served by it.
Their larger clients also helped source material quantities
that Reliable may not have otherwise been able to obtain on
their own.
From the outset of Reliable Welding’s foray into deep
foundation products, Morawski and Gruger consciously
cultivated highly collaborative working relationships with
both their clients and suppliers.
They also set out to purposefully operate in their own lane.
They reached out to other firms operating in the piling space
and signalled as clearly as they could that Reliable Welding
doesn’t want to operate on the installation side at all. “We
made a conscious decision not to venture into installation.
We only want to manufacture.”
Looking forward
Prior to the Canadian oil industry’s downturn in 2014,
piling products comprised only a small fraction of Reliable
Welding’s product offerings. Today, piling products account
for 90 per cent of the company’s output.
Driven pile products account for most of the company’s
present success, but Reliable also manufactures helical piles
and sheet pile products.
“We work with a lot of pipe suppliers these days,” said
Morawski. “We do a lot of splicing work, making 40-foot-long
pipes into 80-foot-long pipes. A lot of large plants, gas plants,
production facilities and port projects require those depths.”
Pile caps
14 Q4 2019 www.pilingcanada.ca
/www.bsp-if.com
/www.pilingcanada.ca
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