Could you share a bit about yourself and how long you have been with AmSpec?
I am married and have two wonderful daughters aged 17 and 20. I grew up in New Jersey, where my grandfather, George Bachar (AKA Pappy), worked for Saybolt. He had a storied career in the Oil Industry, and he worked for Richfield Oil in Maine, eventually managing CORCO (Commonwealth Oil Refinery) in San Juan, Puerto Rico.
I was very close to my Pappy, and to me, the most impressive part of his job was that he got to climb the stairs on the side of the giant tanks along the New Jersey Turnpike, which made him my instant hero. One day, I asked him about his safety while working at the refinery because I was concerned: “Pappy, what do you do if there’s a problem at the refinery when you’re inside?” He simply replied, “You run, boy!” This, along with all the fascinating stories he shared about the business, made a lasting impression on me.
Pappy got me into the TIC industry right out of college, and I have been in the energy industry for my entire career. I received a call from a client who worked at a bond trading company in Greenwich, CT, in 1986, offering me a job at that firm. Long story short – I ended up working for many years for trading and refining companies, doing everything from demurrage claims to eventually being a commodities trader. In November 2015, I came back to the inspection business through a conversation with Malcolm Vella and Brendan Corr, who were both working at AmSpec already, and here I am!
Could you describe the primary scope of your role as a Rail Services Director? What are the key services you oversee?
I always explain my job to clients using the concept of Q and Q (quantity and quality) in the rail industry. Additionally, we have expanded our services to include mechanical inspections of railcars, which is a huge market in itself. We are actively involved in the field work, making it our priority to understand the rail market thoroughly. So, it’s all about Q and Q and everything in between!
My focus has always been on market share and revenue, analyzing where the largest needs of AmSpec clients lie and how I, as a director, can establish myself as “best in the business” in my field. I found Rail to be the answer. My role is client-based, focusing on meeting client demands and providing tailored solutions. I’ve been told by some of AmSpec’s biggest clients, “Whenever we hear about a rail deal, we reach out to AmSpec—call George!” To me, that feels like a mission accomplished, even though it’s never fully realized due to the constantly changing and challenging market conditions.
In your opinion, what sets AmSpec apart from other companies in the TIC (Testing, Inspection, and Certification) industry?
Our people! I refer to my visits to clients for rail classes or learning sessions as “value-added services.” During these visits, I emphasize both my expertise and the diverse skills within the AmSpec team, representing all facets of the industry. This uniqueness is what sets AmSpec apart; we truly have the best people in the business, and we excel at sharing their knowledge with our clients. In my case, I bring over 40 years of value-added experience.
As a director, where do you focus your time? Is it more on client strategy, P&L management, or developing your team’s skills?
All of the above. My primary focus is on safety training and educating talented employees who have the potential to succeed our leaders as they retire. I encourage them to immerse themselves in their roles, prioritize safety, and thoroughly understand their markets, so they can effectively communicate this knowledge to clients. I also emphasize the importance of addressing our clients’ needs by building strong relationships and becoming their trusted partners. If we can achieve these steps, profits will naturally follow.
What is your personal philosophy on innovation and process improvement? Are there specific approaches you employ?
AmSpec stands out from the competition by embracing the philosophy of “staying ahead of the curve.” We believe in utilizing technology as a powerful tool to maintain our competitive edge. Personally, I frequently use GOOGLE AI, and I genuinely believe that, if harnessed correctly, AI can be a significant ally for AmSpec. Our goal is to leverage this technology to drive company growth and surpass our competitors.
What are the biggest trends or challenges you observe affecting the TIC landscape in the USA?
Prioritizing safety and environmental concerns while mentoring our colleagues. We must remain friends of the public, not their enemies!
How do you balance the imperative for faster, more efficient inspections with the non-negotiable requirements for absolute accuracy and safety?
First, we need to understand the tools of our trade and how to use them effectively. This includes both physical tools and software. We should strive to expand our knowledge of these tools to the point where we can anticipate their obsolescence and then reinvent ourselves by gaining a deeper understanding of how these tools work, ultimately improving them.
What differentiates AmSpec’s Rail service offerings from your main competitors in the market?
At AmSpec, we are truly passionate about our work and genuinely enjoy what we do. We love meeting with clients, reconnecting with long-time friends, and approaching our jobs with a professional yet fun mindset, which makes our work enjoyable. We then share our findings with clients and coworkers. Through face-to-face interactions and educational series, like our Rail classes, we engage deeply with our audience in a way that our competitors often overlook.
What do you find most rewarding about your work at AmSpec?
By far, meeting, teaching, and learning together with my colleagues, managers, and new employees! AmSpec is really a family, and upper management has instilled that in us. AmSpec is a unique company in that regard.
How do you structure your team for major projects? Do you have specialized units, or are teams cross-functional?
I select a group of individuals who can assist me to tackle challenges. Business is a battle, yet all teams collaborate to create the special recipe for success!
What are your primary client segments (railroads, commercial suppliers, transit authorities), and does your strategy differ for each?
Our main clients include refiners, major oil and gas companies, and trading companies. Additionally, we interact with the railroad authorities, the Federal Railroad Administration, and the U.S. Department of Transportation. Our strategy must be tailored to these different stakeholders, as it’s essential to understand the regulations set by the railroads, government agencies, and the terminals, as well as our clients’ needs. This understanding is crucial for developing a cohesive strategy that must be adhered to by everyone, especially those working on the front lines. Establishing our presence in these areas is just the beginning; we also need to gain clearance to operate in third-party facilities, which involves a rigorous process.
For someone who aspires to a leadership position in a TIC company, what strategic advice would you offer?
Make friends. Know your business. Keep improving and utilize all the tools available (including fellow employees and managers) to achieve an economically feasible means of creating a positive P&L.