Roughly one decade ago, when Mike Stacey became manager of Mid-Florida Materials, AG体育官方网站鈥檚 waste management division consisted of six employees operating a single landfill in Plymouth, FL. The C&D-permitted facility brought in annual revenue of less than $900K and primarily served to support AG体育官方网站 construction and paving operations.
Today, facilities that make up Mid-Florida Materials include two landfills (permitted for C&D and Class III waste), one material recycling facility (MRF, pronounced 鈥淢urph鈥�), one mobile concrete crushing unit, and a delivery roll-off fleet of 70 trucks and approximately 5700 steel dumpsters鈥攁ll operated by a growing team of 150 full-time employees. 2021 revenue is expected to exceed $38M, and there are indications that business will continue growing into next year as well.
Expansion of the materials division under Stacey鈥檚 leadership is no accident. When he transitioned from AG体育官方网站鈥檚 asphalt plant operations to manage Mid-Florida Materials in 2010, he recognized the opportunity he had been handed, to grow a marginal support service into a legitimate business line of the company.
鈥淚t was an interesting thing,鈥� he says, recalling his assignment as the new manager of Mid-Florida Materials. Although formed in 1984, the division鈥檚 potential had yet to be explored. 鈥淚 was told to see what it could turn into.鈥�
The possibilities were clear enough, but Stacey is quick to point out that without smart, dedicated people helping him, his vision for growing Mid-Florida Materials would never have been realized.
鈥淲e had to prove that it would work, and we could find business,鈥� Huntley explains. 鈥淚t was clear to us, that was the direction to move in. The end game was always to get into the roll-off trucking business. But we had a lot to prove at that point.鈥�
Fortunately, there were several, including Project Manager Brian Huntley. A member of the team since 2003, Huntley understood the business and the materials market in Central Florida, and saw the same potential for growth. Together, they set about making key changes.
鈥淏ack then,鈥� Huntley explains, 鈥渢he Plymouth landfill was C&D only. The Central Florida market was saturated with C&D facilities. We applied for a Class III permit [for general household waste], which opened up our customer base.鈥�
The team also started advertising to become more widely known, something that had never been a part of Mid-Florida Materials鈥� business strategy. 鈥淏asic things that had a huge impact,鈥� says Stacey. 鈥淛ust going out and introducing our services. Joining different industry associations to get our logo out there. Calling potential customers.鈥�
In 2017, the division purchased a second C&D landfill, located northwest of Plymouth in Mt. Dora, FL. The new property broadened their footprint and created an opportunity to expand into roll-off services. They did so, but as a third-party broker starting out, to test the feasibility of expanding.
鈥淲e had to prove that it would work, and we could find business,鈥� Huntley explains. 鈥淚t was clear to us, that was the direction to move in. The end game was always to get into the roll-off trucking business. But we had a lot to prove at that point.鈥�
Within six months of forming the roll-off joint venture, the Mid-Florida Materials team had more work than the third-party trucking company could keep up with. The start of a major road project near the Mt. Dora facility promised even greater opportunity for business, and the decision was made to purchase their first truck.
A Period of Accelerated Growth
By 2016, Mid-Florida Materials was experiencing serious growth. Stacey and Huntley had secured enough business to justify entering the roll-off market. To ensure their success, they would need to reach more customers. That meant hiring a sales representative, but the position required a special something beyond the standard skillset.
鈥淵ou have to be a little crazy to make it here,鈥� Huntley explains. 鈥淲e believe in creating a positive environment and having fun, but it鈥檚 hard work too. Not everyone is cut out for it.鈥�
They found the perfect fit in Amanda Mattingly. A former sales manager at an electronic test and measurement company, Mattingly joined Mid-Florida Materials in April 2016 and began pursuing leads, placing heavy emphasis on customer service.
鈥淪ales is sales, no matter what industry you鈥檙e in,鈥� says Mattingly. 鈥淚t鈥檚 getting out and talking with people, asking questions, figuring out their needs and where [Mid-Florida Materials] fits into them. Every customer鈥檚 needs are different. It鈥檚 our job to help fill those specific needs.鈥�
That customer-focused approach resonated strongly with the contractors and builders in need of roll-off services. 鈥淲e sold the business on customer service and pride in what we do,鈥� Huntley explains, 鈥渁nd it took off like wildfire.鈥�
鈥淚t鈥檚 getting out and talking with people, asking questions, figuring out their needs and where [Mid-Florida Materials] fits into them. Every customer鈥檚 needs are different. It鈥檚 our job to help fill those specific needs.鈥�
Over the next five years, Mid-Florida Materials underwent a series of acquisitions and expansions, increasing their overall number of trucks and employees. Most recently, in May 2021, the division acquired a material recycling facility (MRF) from Orion Waste Solutions which included an office building and shop, six tractor trailers, five grapple trucks, 12 roll-off trucks, three dump trucks, and one grade crew. Additionally, they set up a mobile concrete crushing facility (currently setup at Mt. Dora), and permitted an existing, unused property in Oviedo for use as a transfer station. For guidance in setting up the concrete crushing facility, Mid-Florida Materials reached out to Eurovia USA team members in Maine. Aggregates Division Manager Brian Raymond and his team at Dirigo Materials lent their expertise to help ensure the successful launch of the new service line.
Together, these varying components form a circular economy that fuels business growth from within, feeding the landfills and generating new revenue through recycled materials. And with the remaining lifespans of both landfill locations estimated at more than 30 years, there is still ample room for expansion.
鈥淢id-Florida Materials could still grow two to three times over,鈥� says Stacey. 鈥淐ustomer service, answering our customers phone calls, is a huge selling point. That鈥檚 why I always come back to our people. We have some dedicated people who go out of their way to make any situation right in the customers鈥� eyes. It鈥檚 not easy to listen to your phone ringing from 5am to seven o鈥檆lock at night. Our people pick up, whether it鈥檚 Jimmy [Ruiz, Landfill Superintendent] or Amanda, Lisa, Brian, myself, any one of us. When you have employees like that, it makes growing a little easier. That鈥檚 been one of the best parts of this whole experience.鈥�