Isola Executive Vice Chairman and Acting CEO Travis Kelly on the Upcoming Year


Reading time ( words)

Matties: When you look at the supply line, you can sell products and be quite confident and capable and provide great products, or you can lead the industry to the future through great leadership and expertise. It sounds like a combination of that is a winning recipe.

Kelly: The product is extremely important, of course, but what will be important in differentiating us from the competition is our ability to deliver that extra service. You want to be known as a supplier that is easy to do business with, which is something that we need to strive for in all of our dealings.

Matties: Being easy to do business with and all that is still great, but being the thought leader drives things in today’s world because if all things are equal and I need a sheet of material, there are 10 places where I can get it. Yes, the quality has to be there. Price is something that’s negotiable across the board. All of those factors are the cost of doing business. What sets you apart?

Kelly: That’s a great question. We have leading products, high-quality service, and competitive pricing, but what sets a company apart is its ability to be an innovative solution provider for customers. It is working with customers on their end product and figuring out a technological solution that integrates their product design. That’s the game we’re all playing. For example, if a company wants to build a certain satellite, a thought leader works with that OEM and solves the problems for them, saying, “We understand what you want, and this is what we can do for you, which is an even better solution for you.” That’s how you become a thought leader and go-to vendor. We are focused on reaching that phase and have already started doing some of that with our customers.

Matties: You’re on to it. When you say you’ve already started, are you building a dedicated team to provide engineering services in that capacity, be it technical sales? I know you’ve worked with Insulectro and others.

Kelly: Yes. We’ve invested in what we call OEM marketing, which is working with the OEM, end user, and end customer on helping design products, integrating our products into that design, and also assisting with some tactical sales. It’s definitely a focus of ours and something we’ve invested capital in; we’ve built up the team. We hired the last person of that team over the last two months, so we’re excited because we believe that is the future.

Matties: The approach of helping an OEM not just improve their product, but also lower their total cost may not mean that you’re selling your product for a lower price, but in the end, they wind up with lower cost. That’s extremely valuable.

Kelly: Absolutely.

Matties: What’s the greatest challenge for you in this role?

Kelly: With any company, the greatest challenge is continuing to drive the culture. I am focused on building on the foundation Jeff established and making sure that we have collaboration, not only within the organization itself but also with the OEMs and our suppliers because that’s something that people always forget to mention. Our vendors are extremely important in our business relationship, so driving collaboration when we want to develop new products is essential. When working with customers, our vendors are at the table too because they have great ideas. All of us working together can launch very successful products. So, that is the biggest challenge—continuing to drive our culture of collaboration across the entire value stream.

Matties: Is there anything that we haven’t talked about that you think we should cover today?

Kelly: No, I think we’ve covered the main topics. I appreciate everyone’s time, and we’ll look forward to having a discussion next year where you can see what we’ve been able to execute based on this discussion.

Matties: Great. We certainly appreciate your time today.

Kelly: Thank you.

Share




Suggested Items

I-Connect007 Editor’s Choice: Five Must-Reads for the Week

08/12/2022 | Andy Shaughnessy, I-Connect007
There was some good news this week, as Republicans and Democrats managed to cooperate long enough to pass the CHIPS Act. Members of the House and Senate don’t usually act until they get worried about being voted out of office, so pardon me if I’m not ready to sing “Happy Days Are Here Again” just yet. But this is still really good news; the politicians are on the record now, and we can hold them accountable.

IPC's I-Connect007 Acquisition Update With John Mitchell

08/05/2022 | Nolan Johnson, I-Connect007
Editor Nolan Johnson speaks with I-Connect007 Publisher Barry Matties and IPC President and CEO John Mitchell about IPC's acquisition of the publishing company, and what this means to I-Connect007's readers.

I-Connect007 Editor’s Choice: Five Must-Reads for the Week

08/05/2022 | Nolan Johnson, I-Connect007
The Top 5 list this week contains industry analysis from IPC’s Shawn DuBravac, news on the passage of the U.S. “CHIPS Plus” bill, new materials from Ventec, news about a fab for sale, and a chemistry company completing their acquisition, plus a brand new book in the I-Connect007 eBooks series.



Copyright © 2022 I-Connect007. All rights reserved.