TALCO, Texas — Bobby Bryan got an education in the pallet industry that has enabled him to build a multi-million-dollar business in just three years. One thing he has learned is you don’t accomplish something like that alone, and he puts a premium on the importance of customer service.
He’s also learning a few new things — like how much automated pallet assembly machines can help a pallet manufacturer. Bobby Bryan invested in an Automatic In-Line Nailing System from Universal Machinery Sales in the summer of 2018. He recently ordered a second identical nailing machine.
His company, B Square Manufacturing, is located in Talco in northeast Texas, about 120 miles northeast of Dallas, which puts it close to Oklahoma, Arkansas and Louisiana.
The company, which he started in 2017, has one 15,000-square-foot building and employs 24 people. B Square produces about 28-30 loads of pallets per week with annual sales of about $9 million.
Moving from Manual to Automatic Nailing Is a Game Changer
Bryan’s company will serve customers up to 500 miles away. He has sought out accounts that manufacture construction materials — like cement and roofing shingles — because those businesses are prevalent in his region. B Square also builds pallets for other pallet suppliers; about 30% of pallet production is sold through brokers or other pallet companies.
Bryan began researching nailing machines online and came across the In-Line Nailing System. “The thing I like about them is they’re speedy and operator friendly,” said Bryan. “There’s not a lot that can go wrong with them.” He bought one in the summer of 2018. “It’s been a great machine,” said Bryan.
Bryan has known Mona Tracy, owner of Universal Machinery Sales, since working at Northeast Texas Pallet. “We bought bandsaws and pop-up saws over the years,” he recalled. “Mona’s very easy to work with and very up on the industry.”
The Universal Automatic In-Line Nailing System assembles pallets with collated nails. It has one nailing gantry, but it nails the top face of one pallet and the bottom face of the next pallet automatically, one after another. Once stringers are loaded into hoppers, they are advanced automatically to the stops. The operator puts the bottom deck boards in place, and the machine nails the bottom face of the pallet. When the nailing gantry retreats, the pallet is automatically flipped, and an operator puts the top deck boards into place. Now, as the nailing gantry returns, it nails the top face of the closest pallet, then the bottom face of the next pallet. When the nailing gantry returns, it advances the finished pallet to the stacker.
The standard system can assemble pallets up to 64×84 inches, including pallets with four stringers. The machine can be equipped with its own optional compressor to supply compressed air to the nailing tools. Universal Machinery can modify or customize the system to meet customer requirements.
Universal Machinery Sales, based in Indiana, is a ‘one stop shop’ for pallet companies — manufacturers of new pallets and wood packaging and pallet recyclers. The company offers its own brand of equipment and also represents other manufacturers.
The company’s product offerings include bandsaw and disc-type pallet disassemblers, trim saw and chop saws, band resaws, notching and chamfering machines. For assembling pallets, it offers jigs for nailing pallets by hand as well as fully automated nailing machines.
Bryan normally has two people operating the nailing machine; they average about 100 pallets per hour. With a third man, it averages 135-140 pallets per hour. The machine mainly is used for assembling GMA pallets.
“It’s almost maintenance free,” added Bryan, and doesn’t require a specialized mechanic to service. “The operators do it.”
“It’s just a real simple, well-designed, easy-operating, fast-nailing machine.”
“If I have a problem, which is very rarely, they’re very good at troubleshooting (over the phone) and getting you back up and running.”
He decided to invest in a second machine to help control labor costs and to ensure consistent pallet quality. Bryan does a lot of business through Ohio-based Millwood, which has numerous locations throughout the country. “They require a little better pallet,” he said, “machine-built.”
(For more information about Universal Machinery Sales or its products, call (855) 298-8890 or visit www.universalmachinerysales.net.)
Industry Background Taught Bryan the Ropes Before Starting His Own Business
Bobby Bryan, 50, who grew up in Clarksville, Texas, quit school in grade nine. At 18 he went to work for a childhood friend, Lance Downs, who started Northeast Texas Pallet. He worked for Lance for 25 years, managing the company’s pallet manufacturing operations. By the time Bryan left the company in 2017, Northeast Texas Pallet was selling about 70,000 pallets per week. “Fortunately, I learned a lot working for him,” said Bryan. Lance sold the business not long after Bobby left.
Bryan dabbled in a few other ventures for a few months but decided to return to the pallet industry and start his own business. “It’s a business I love to do,” he said. Two great friends, Sam Robbins and Darron White, owners of Scottie’s Grill in Texarkana, Texas, helped him get started and introduced him to a banker, Anthony Pinkham, Senior Vice President of Bancorp South, who helped provide financing.
“I put my heart and soul into this company,” said Bryan, “and I do a good job at it.”
“Our service is what sets us apart,” he said. “We will supply customers as far as 300 miles rush orders in eight hours or less. We find a way to get it done.”
A 300-mile haul takes about five hours to drive, he noted. That leaves three hours to get the order built. “I can get it done, built and loaded on the truck…using everybody in the house, nailing machine, and hand nailing. That’s basically putting everybody on it, and let’s get it done.”
What Bryan has learned about the pallet business came from years of experience at Northeast Texas Pallet. “We kind of learned to manage on our own,” Bryan recalled, “buying equipment, how to grow the company bigger and bigger. Hiring the right people is a big key to success, and managing them correctly and delegating authority.” He also learned how to maintain machinery and equipment.
He recognized the importance of strong customer service, too. “If we had to be there at midnight,” he recalled, “we were there at midnight.”
“I think service is something that is hard for a lot of companies to get nowadays. They want that top-notch, seven-day-a-week service.”
“Quality and service 24 hours a day, seven days a week,” said Bryan. “When people run out of pallets, they’re out of business.”
“I stand out among a lot of other companies with my service. Being the owner, I’m involved on a daily basis, seven days a week. My customers have a one-on-one relationship with me. They know they can come straight to me. They can call me. They’re talking to the man.”
“You learn how to delegate authority and who to delegate it to, and give the best service. You call us on Sunday, and we ship them on Monday.”
“My strength is I believe in service at all costs. The word ‘no’ doesn’t come out of my mouth. Yes, we’ll get it done.”
Bryan also learned self-discipline and managing his own time. “You have to be self-motivated,” he said. “Lance was a good guy to work for. He gave me free reign to help him grow, which gave me the experience to go forward.”
A Deeper Dive Into B Square
Ninety-five percent of the company’s production is new pallets. The remaining 5% is combo pallets made of a mix of new lumber and recycled pallet parts. Bryan buys reclaimed pallet parts from MK Pallets, a nearby pallet recycling company. Ninety percent of new pallets are made with pine and the remaining 10% hardwood.
B Square doesn’t manufacture a wide range of pallet footprints or sizes, only about 25. The GMA 40×48 footprint is the most common. The company supplies custom pallets, too, including some as large as 113×40, and also block pallets. “We’re very well rounded,” said Bryan. “We have the capability of building just about any pallet out there.”
The company mainly buys pre-cut pallet stock. The company has a home-built chop saw and a Brewco bandsaw for resawing random length material. The company also has a Morgan double-head notching machine with Econotool cutter heads and just added a second notching machine, a single head, from Universal Machinery Sales.
As many as 16 employees can assemble pallets by hand with pneumatic nailing tools. The company uses Bostitch tools and nails supplied by Southern Fasteners. The Collated nails that Bryan uses are manufactured by Legacy Fasteners in Missouri. “I try to buy from them (Legacy),” said Bryan. “They’re one of two that are American-made. I’ve dealt with that company over the years, and the nail quality has always been impeccable compared to the rest.”
Since the company mainly buys pre-cut pallet stock, it does not generate much scrap material.
Bryan also values having members of his team who are dependable and do a good job. He admitted, “We have good key employees and an office manager.” The office is managed by Donna Rackley. A good friend, Michael Davis, runs the day-to-day operations of the pallet plant.
When he’s not working Bobby enjoys spending time with his children and his granddaughter. Other than that, he doesn’t have any hobbies. “This job, the pallet business, is really a hobby. I love it.”
The COVID-19 pandemic has slowed business recently, Bobby acknowledged when he talked in mid-April. Business has been down about 25%, he indicated. As a result, he has reduced hours somewhat to control labor costs. However, he has talked to customers who cut back their production and learned that most were expected to resume normal operations in late April or the beginning of May.
Bryan has a daughter, Kimberly Taylor, who lives in Hawaii with her husband, who is stationed there in the Marines. He is nearing the end of his enlistment, and they are going to relocate to Texas. Kimberly will begin working for Bryan by the end of 2020, and he is going to train her in the business. “She’s young, 22, but I believe she’ll be a key to moving forward and advancing our business.”
Looking toward the future, Bryan said, “I believe the big key to our future is my daughter stepping into the company and having great key employees.”
