Constructing a growing firm Featured

8:00pm EDT June 25, 2007

FH Martin Constructors has been in business since 1919, but it has been in the last 12 years since R. Andrew “Andy” Martin Jr. became president that the company has really taken off.

In 1995, Martin assumed leadership of the company when his father retired; since then, the company has broadened its customer base and geographic footprint, resulting in substantial revenue growth. At the time he took over, the company’s revenue had declined, and there were only 15 employees. Today, there are 55, in large part as a result of Martin’s decision to refocus on private sector contracts. Previously, it had worked in the public sector, a very competitive market in which the lowest bidder won the contract regardless of history or quality.

And while many public sector contracts are one-time deals, the private sector provided better opportunities for repeat business.

To get that business, Martin also focused on building long-term relationships with clients with the goal of making FH Martin the client’s first choice.

That decision has resulted in winning contacts from major players such as Home Depot and Chase, and also allowed the company to expand outside of Southeast Michigan. Today, 90 percent of FH Martin’s revenue is a result of repeat business.

In addition to refocusing the business, Martin has emphasized his company’s culture, creating an open-door policy in which employees — his greatest resource — can talk to him at any time, and emphasizing the values of integrity, experience and results to continue growing the company.

HOW TO REACH: FH Martin Constructors, www.fhmartin.com or (586) 558-2100