Customers are like family to Mona Tracy, president of Universal Machinery Sales. Having served the pallet industry for more than 35 years, she has seen many of her customers grow from a startup with one or two employees to much larger enterprises.
The two companies featured in this cover story are longstanding customers that have trusted Mona for the right equipment for decades. J & B Pallet in Warsaw, Indiana is a new pallet manufacturer that has developed its refurbished pallet business to better serve customers, and its lumber recycling operations have been powered by the Run-A-Gade pallet disassembly machines from Universal Machinery Sales.
Hicks Pallet of Creola, Alabama has been in business 39 years specializing in recycled pallets and has recently added a new pallet plant in Selma under the H & S Wood Products name.
Both companies have grown up with Mona as key partner for supplying the right machine for the job. Mike Hicks, the president and owner of Hicks Pallet, said, “You can’t ask for a better supplier… The first piece of equipment that I bought in this industry was from Mona. She has been a good friend and support for our business from day one.”
James and Mary Marsillett of J & B Pallet commented, “Mona has been a tremendous help with anything we need, and she really stands behind the product.”
Let’s look at how these two companies have grown and see how their stories complement each other as well as the key pieces of equipment that have been important for their success.
J & B Pallet Treats Every Customer Like the Most Important Customer
Customer service is the heart of J & B Pallet. It started when James Marsillett Sr. and his wife Mary bought the company in 2002. Mary explained, “James and I wanted something small we could do ourselves, and the pallet business was a perfect fit. The company did about $68,000 in business when we bought it, and we have 20 employees now and will exceed $2.6 million in sales this year.”
Mary added, “The majority of our customers are within a 50-mile radius, we are right there so close, which enables us to ‘bail’ out our customers when they need rush shipments.”
James Jr. admitted that the company will go to great lengths to serve both small and large customers, he said, “Doesn’t matter if you are ordering 5 or 500 skids, the little guy needs to feel like he is just as important as the really big customer. That’s one of the reasons that we have lost so few customers throughout the years. We refuse to be out serviced by the competition.”
J & B Pallet originally manufactured only new pallets, and the company started producing refurbished pallets in 2009 in response to customer demand. This led the company to purchase pallet disassembly equipment. Earlier this year, the company upgraded to Run-A-Gade pallet disassembly machines. This decision quadrupled output. Mary explained, “My employees love the Run-A-Gade a lot better than the old machine. The operational design keeps worker’s hands away from the blade, which makes it safer.”
J & B Pallet primarily produces pallets out of oak, aspen and pine lumber. The company has been focusing on the used market supplying refurbished pallets, hoping for 10-15% growth next year.
One operator runs the disassembly machine while two stackers off load and sort lumber. Another plus is the blade life. The Run-A-Gade can take apart 1,000 pallets per blade compared to 300 pallets with the older equipment. J & B Pallet would like to add another Run-A-Gade in the future. In addition to the disassembler, when the need arose for a customer requirement for a banding notch, J & B Pallet found the right solution with a military groover provided by Mona.
James Jr., the couple’s son had been with the business since 2003. In 2015, he became plant manager after his father stepped down due to an illness. Throughout he has helped run the company, especially the pallet production and buying equipment. He said, “These Run-A-Gades produce enough material that we haven’t had to buy any used lumber for six months. Mona’s machines are built like a tank. It is so well thought out and has performed above and beyond our expectations.”
His recent passing from a sudden illness has left a significant void for the company and family. You can read more about his life and legacy on page 45.
The company has weathered some challenges in its history. The company experienced a major fire in 2008 resulting in the total loss of its production facility. And of course, the most recent loss of a key family member has required them all to come together.
What has kept the business growing is the tight family feel of the company as well as strong support from key partners, such as Mona with Universal Machinery Sales. Mary added, “Service is what has helped us grow, and it will continue to differentiate us in the market. Mona has the same philosophy; this is why we like working with her.”
Longstanding Recycler Adds Facility, Expands Product Offerings
Hicks Pallet in Creola, Alabama started out 39 years ago in the recycling business with two people and now employs almost 30. Mike Hicks, the owner of the company, recalled, “I started out with a crow bar and hammer.”
Today, the company produces about 12,000 pallets per week in its main plant. The company began producing combo pallets about 3-4 years ago. Ever since the first days in business, Hicks Pallet has relied on equipment supplied by Mona Tracy. Mike Hicks said, “We have a Solo disc disassembly machine that we bought 30 years ago. It still runs well and is used for 4-stringer pallets and excess capacity jobs.”
Hicks added, “Mona sells reliable equipment that does the job.” A key piece of equipment for the company has been the Trim-Trac saws offered by Universal Machinery Sales. “The Trim-Trac is a critical piece of machinery that allows us to cut new and recycled boards to efficiently produce combos. It gives us versatility when it comes to our cutting operation.”
Hicks also likes the Trim-Trac because it does not require an operator unlike a traditional radial arm saw. He commented, “We opened up a new facility in August in another location in Alabama for producing new pallets. We have bought and installed three Trim-Tracs up there.” The new plant is located in Selma and was located there because the manager lived in that area. That facility is run under the name H.S. Wood Products. This plant produces about 5,000 to 6,000 pallets per week, the majority of which are built by hand.
The recycling operation has relied on Trio pallet disassembly machines for years. This equipment uses disc blades that last a long time without needing to be sharpened or replaced. Hicks said, “The Trio is hydraulic requiring less total maintenance while still producing enough recycled material to supply my combo needs. These units will produce 5-6 racks of boards per day.”
One person operates the machine while the other hand stacks boards. Hicks prefers the right kind of automation. He said, “Some automation looks good but doesn’t really deliver when it comes to production and up-time operations.”
Trios and Trim-Tracs have done the job without adding unnecessary complexity or maintenance routines.
Hicks got into the pallet business because his father started repairing pallets for his day job employer. When his father passed away, Mike Hicks took over this work and from the opportunity built the company that he owns and runs today.
Hicks commented, “Mona is a good person. We have had a great working relationship with her for 30 years. She has always quickly responded when I needed a solution or a fix.”
A big part of the company’s success has been its family members and employees. Hicks said, “I am blessed that my son, Hunter, has come on board and works in the Creola plant. My daughter, Sonnie Greenwell, does the books for the Selma plant while his wife, Rhonda, does paperwork and billing for the main facility. Hicks said, “I couldn’t have done any of this without my wife of 35 years being right by my side.”
He also credited the strong leadership of his management team, Grady Walton, who runs the recycling operation in Creola, and Jason Potvin, who runs the Selma new pallet plant.
Mona Tracy Offers A Wide Selection of Machinery Options
From sawing functions to new pallets to used pallets, Mona Tracy with Universal Machinery Sales offers one of the most complete catalogs of options in the industry.
If you need anything from a small saw or jig to a fully automated nailing solution, she probably has it available to order or can maybe even find a gently used model. For more than 35 years she has worked to put the right automation into a facility to reduce bottlenecks, improve production while keeping things simple and opting for affordable solutions. Find out why the two companies covered in this article have worked with Mona for decades and have turned to her for advice when it comes to the right equipment solution. For more information, call 855-298-8890 or visit www.universalmachinerysales.net.
