STRONG PARTNERSHIPS BUILD RESILIENCE

By / Natalie Bruckner

When COVID hit in 2020, rather than hunker down and go into survival mode, SMACNA contractors and their Locals did what they do best: they looked at ways to strengthen partnerships, keep the industry firmly on the tracks, and give back to those who need it most.

Case in point: SMACNA St. Louis introduced a feel-good initiative and worked with its contractors to come up with a rebate promotion that was offered to frontline workercustomers. The promotion, which gained full support from Local 36, offered eligible customers $100 off any service they received, or $400 off a full installation. The St. Louis chapter then reimbursed contractors through surpluses from the existing residential rebate program.

It was a win-win, says Kyle Tibbs, executive vice president of SMACNA St. Louis. “With the hours being down, it only felt right for us to spend money on something that had good PR, where we could give back, but that would also help us keep hours up and keep some of our local members employed,” he says.

To be able to pull off an initiative of this kind required not only creativity and the ability to pivot during trying times, but also buy-in from everyone involved. This included contractors like Design Aire in Maryland Heights, Welsch Heating & Cooling, and Scott-Lee Heating.

It also required a big heart—something that Local 36 and SMACNA contractors are renowned for and one reason why, when it comes to exemplary partnerships, they are up the top of the list.

This isn’t the first time that Local 36 and SMACNA St. Louis contractors have come together to get through difficult times, and it won’t be the last. But COVID proved one thing: you can’t underestimate the power of strong bonds, especially during trying times.

“Over the years we’ve had to learn how to adapt, work together, and pivot,” says Ray Reasons, president-business manager of Local 36. “It’s something we are very proud of. We hear about Locals that don’t have this kind of relationship with their contractors, and I just shake my head. We are in this together. Where do I go if I don’t have those contractors for my membership? The partnership is no different than a marriage. Sometimes it takes a lot of work.”

After Reasons accepted the reigns from his predecessor, Dave Zimmerman, he was adamant to nurture the great partnership that Zimmerman had built during his 18-year tenure. “He laid a lot of great groundwork for me,” Reasons says. “He did a lot of great work to bring the relationship together, but that won’t continue if I don’t have the same mindset.”

At the core of that mindset lies open communication, transparency, and trust—three elements foundational to the success of this partnership.

“Open communication has helped us on every level because there are always going to be hiccups in the construction industry, but being on a regular working relationship with the Local has allowed us to overcome many roadblocks,” says Butch Welsch, president of St. Louis-based Welsch Heating & Cooling. Welsch has also served on the welfare and pension trusts and the local labor committee for the past 40 years.

He adds that not a week goes by where he or Reasons doesn’t pick up the phone to talk about something work related, or even just to have a general catch up. “If we hear something on the radar, I reach out to Butch and ask him if he’s heard, and then we discuss what we think,” Reasons says. And it doesn’t matter how challenging the topic is. The trust they have developed over the years allows them to chat openly about absolutely everything.

Welsch adds: “Even if Ray is going to send something out in writing, he runs it by me first and vice versa, so we are on the same page. That’s just the way we do things. Communication in writing can be misinterpreted and that causes problems. We are very diligent in putting a lot of thought into how we deliver communications.”

This approach has served them well. Welsch will tell you that since being on the pension and welfare trust in the late 70s, and chairman since the 90s, he has never had to face a closed ballot vote. “If we have an issue that comes up, we talk it out. Everyone gives their opinions. We may adjust our final response and then once we have done that and are on the same page, we have a vote. The votes are 6-0 because by then we’ve heard all the viewpoints and ironed everything out. It’s by far the best way to get things accomplished,” Welsch says.

He goes on to explain that there is no one side that continually gives in either. “We know we are trying to accomplish the same goal—to get work for our company and that means work for Local 36 members. We have the same objective, and how we get there is the key.”

This strong relationship has not only garnered respect from those within the industry, but outside, too. The result is that SMACNA contractors are the first port of call for jobs of all sizes in the area. From May 1, 2020, to April 30, 2021, 40% of the sheet metal hours in the area were in residential, with Welsch Heating & Cooling undertaking a large portion of those jobs. “The non-union guys are pretty much out of the St. Louis area, and as a result, the big commercial guys don’t have to worry about them either, as non-union contractors usually start in residential and work their way up to commercial.”

If we have an issue that comes up, we talk it out. Everyone gives their opinions. We may adjust our final response and then once we have done that and are on the same page, we have a vote. The votes are 6-0 because by then we’ve heard all the viewpoints and ironed everything out. It’s by far the best way to get things accomplished.

There’s a true camaraderie among this partnership and very real human-centric focus. They care, and their passion is not only for the industry but the people in it. In fact, don’t be surprised if you find Reasons at the flea market buying Cardinal memorabilia for a business rep who happened to mention once about his love for the team!

“Partnerships are built on getting to know one another on a deeper level, and that means knowing when to listen,” Reasons says. “When we get a new guy in I say, ‘Just relax and listen to what the members or contractors are saying to you. It won’t always come out straight the first time they talk, so really listen and read between the lines. . . then talk.’”

Instilling this into new recruits isn’t easy, and it’s a challenge that Local 36 and SMACNA St. Louis contractors, like many across the country, face. But Reasons and Welsch agree that for the future health of their industry, the hard work involved will be worth it.

“I turn 80 in August and work pretty much full time,” Welsch says. “I have been chairman of the labor committee for this long as it’s difficult to find people who are willing to take the time and make these efforts to keep communication open. We are, however, working on a succession plan, and we’ll work it out.” And you can be sure they will.

Natalie is an award-winning writer who has worked in the United Kingdom, Germany, Spain, the United States, and Canada. She has more than 23 years experience as a journalist, editor, and brand builder, specializing in construction and transportation. When she’s not writing, you will likely find her snowboarding, mountain biking, or climbing mountains with her rescue dog.