Over the course of 28 years with A&G Engineering, Randall Collins has witnessed and adapted to significant transformations within the stainless-steel tank fabrication industry. As a Business Development Manager based in Griffith, New South Wales, Randall’s journey with A&G began in 1996 when he joined as an apprentice fitter and turner. He progressed into roles in drafting and sales engineering, eventually settling into his current position in 2008. His tenure at A&G is marked by both professional growth and a front-row seat to the broader shifts in the business landscape, particularly the transition from family-owned to corporate-owned businesses.
A Front Row Seat
Reflecting on the early days, Randall recalls, “Back in the day, the industry felt smaller and more personal. You’d develop a relationship with a client, and that loyalty would keep them coming back. It wasn’t just about the product; it was about trust, about knowing you’d look after them.”
This shift from relationship-driven sales to a more transactional approach is emblematic of the broader changes Randall has seen. As the industry has grown and evolved, larger corporate clients have taken centre stage, and with them, a more transactional approach to procurement.
However, Randall approaches these changes with a pragmatic optimism. He recognises that while the days of handshake deals may be fading, the new landscape presents its own opportunities. “We’ve had to adapt. A&G isn’t just a small, local operation anymore. We’ve got a superb team and workshop facilities across Australia, and that scale is a significant strength. It allows us to handle a wider range of complex projects across different industries, from wineries to breweries to industrial applications.”
Change Has Made Us Stronger
The evolution of A&G’s business model reflects the broader industry trends, where consolidation and corporatisation have reshaped the landscape. Despite these changes, Randall emphasises that A&G’s core values remain intact. “Even as we’ve grown, we’re still a family business with family values and we still focus on delivering the perfect outcome for clients. It’s just that the way we engage with clients has had to evolve. There’s more complexity now, more stakeholders involved, especially with larger corporate clients. But that’s where our experience comes in. We know how to navigate these relationships, how to deliver on expectations.”
Randall’s insights offer a nuanced view of the industry’s evolution, one that balances nostalgia for the past with an appreciation for the opportunities of the present. “Things have changed, no doubt about it. But change isn’t necessarily a bad thing. It’s pushed us to be better, to refine our processes, and to expand our capabilities. In many ways, it’s made us stronger.”
While the shift from relationship-based sales to a more competitive landscape presents challenges, it also provides opportunities for A&G to showcase their strengths and adapt to the new market dynamics. As Randall aptly puts it, “The business model has changed, but so have we.” Through strategic positioning, a commitment to quality, and an understanding of industry trends, A&G Engineering continues to thrive in an ever-evolving market.
A&G Engineering have been manufacturing stainless steel storage tanks and pressure vessels for 60 years. The unmatched combination of experience, flexibility, expertise, and technology combine for every A&G project to minimise production and operational risk and ensure on-time, on-budget, and as-specified delivery.
If you have a technical query or want to find out how A&G can help you with your next project, talk to our expert team by calling us on (02) 6964 3422 or email sales@agengineering.com.au with your inquiry.
We look forward to hearing from you.
