3/30/2001 - C&H Mechanical works its niche conservatively
Birmingham Business Journal - March 30, 2001 by Virginia Stewart Staff
From service technician to president of his own company, Keith Hines has proven that the American Dream is still alive and well.
Hines is president of C&H Mechanical Services Inc., a growing commercial and light industrial air-conditioning company based in Birmingham. It specializes in service repairs and maintenance, tenant renovations and computer room air-conditioning installations.
"We originally were part of another larger mechanical contractor here in Birmingham," Hines says. "In 1995, the owner of that company decided to pursue some additional business interests, and that opened the door for me being able to purchase the service division from him."
After 14 years of working for someone else, Hines became the captain of his own ship. Since purchasing the company, he says it has grown from three service technicians to a total crew of 16 people.
`A fast ride'
"Our business has grown roughly by two and a half times in the past five years," he says. "The past couple of years' growth has been a fast ride for us."
Hines says the key to his success is building strong relationships with his customers, which locally include Eppley Construction, Parker Building Services, Engel Realty Co., Lewis Investment Co. and Hallmark Builders.
"We are working with long-standing clients that we have built relationships with over a period of many years," he says. "When our customers call and get a person they know, trust and have been dealing with for many years, they are just much more comfortable dealing with us. We take pride in being prompt, honest, timely and competitive."
At least one of his customers agrees.
"The thing that impresses us so much is their response time, their commitment to stand behind their work and the quality of their work," says Steve Butler, vice president of Engel Realty Co., adding that C&H's affordable hourly rates also make the company appealing.
Eyeing a new facility
Hines says he's relying on solid relationships with customers to keep his business growing.
"We feel like we can continue growing at a steady pace and maintain our level of profitability by nurturing our existing clients and improving on the job we are doing for them," Hines says. "Not only is this going to help maintain our existing relationships, but we have found that doing a better job for that single customer usually generates as much or more business than going out and trying to secure a new client."
Although business is good, Hines says he's taking a conservative approach to near-term growth. He does intend to expand the company's service offerings, but no drastic changes are planned for the next couple of years. "The biggest thing we will try to accomplish this year is locating a larger facility for our shop and office," he says.
CONTACT BBJ reporter Virginia Stewart at (205) 443-5629 or by e-mail at vstewart@bizjournals.com.