Meet Dick Fennell
When Dick Fennell left his Ontario, Canada truss shop to start fresh in Wyoming, there was no doubt he would retain Wood Truss Systems as an equipment supplier. In fact, he credits Jay Halteman with the idea of setting up in the U.S. West. “Jay is the reason I’m here!” he said, explaining Jay knew of a shop for sale and suggested Dick make an offer in 2006. In the end Dick bought land and built his company from the ground up, but Jay helped influence the decision like only a true partner would.
“The single biggest value proposition is Jay’s consultative sales approach,” says Dick, a quality that delivers value time and time again. “Sometimes there’s nothing in it for him. But regardless of the outcome he’ll try to solve your problem,” he says.
The now 30-year relationship began when Dick was relatively green in the truss business. “In the early years Jay would direct my attention to a new product he thought would help my operation. He’d present it as an option and then I’d do my own research to validate his work. Sure enough, he was right every time. I stopped wasting time doing homework.”