Always Ascending

An in-depth conversation with Vantage VP of Sales Dan Baltzegar about his career path and personal passions

After the last “10 Questions,” your author (MJ) decided he was going to go outside of NYC to find his next interview subject. Yet, it was a chance meeting at a dive sports bar to watch a World Cup game — yes, in NYC — that Dan Baltzegar (DB) came across my radar. Actually, a mutual friend brought us together and, since that raucous bar meetup, our paths have crossed many, many times during our mutual road trips through this industry. I kid Dan that he never leaves my name at the door to any Vantage convention parties, but, like a wedding crasher, I always find a way in. Several months back, I asked Dan to be a “10 Questions” subject. During the most recent Elevator Conference of New York (ECNY) Supplier Showcase, we posed together for a picture, and I said to him, “You’re next. Check your email. Your 10 questions are coming.” Dan Baltzegar, vice president (VP) of sales, Vantage Elevator Solutions, not only embraced the moment, but he also hit a home run. I hope everyone enjoys this “10 Questions.”

MJ: This is not necessarily a question, but do you remember the first time our paths crossed? 

DB: Of course! How can I forget? It was July 3, 2018, England versus Colombia, Round 16, at the Warren 77 sports bar. We met through a mutual industry colleague, and I was traveling with my family to NYC. GAL was having a customer event that week, so I thought it would be great for my family to spend some time in the city. Watching the game was so much fun and my kids, who were young then, ended up falling asleep at the Pac-Man arcade table. 

MJ: I think your first job in the elevator industry was with TK Elevator (TKE). Describe your job chronology from TKE to Vantage. 

DB: My journey in the elevator industry began with Miami Elevator in the late 1990s. I was initially introduced to the business by Matt Elinor of Miami Elevator during my last semester at Florida State University (FSU). Starting as a sales associate, I was immersed in the field, working on various projects including new construction, modernization and repairs. Miami Elevator was truly an exceptional company, and I thoroughly enjoyed my time there. A pivotal moment came when Thyssen and Krupp merged, subsequently acquiring Dover Elevator, the parent company of Miami Elevator. This merger positioned what was then ThyssenKrupp as a significant player in the U.S. market. Over the next six years, I continued to grow within the organization, eventually becoming branch sales manager for the Miami office in 2004.

In 2006, I was presented with a unique opportunity by a recruiter representing an investment group acquiring family-owned elevator companies across the U.S. This led to my meeting the founders of Oracle Elevator, Bill Miller and Mark Boelhouwer, who became my mentors for more than a decade. My time at Oracle was transformative, as I ascended to the role of VP of Sales, Marketing & Communications over an 11-year period. During my tenure, I spearheaded the expansion of Oracle Elevator, opening several new offices across the country and overseeing a comprehensive rebranding initiative that positioned the company for sale in 2017.

Following the sale of Oracle Elevator in May 2017 and coinciding with the acquisition of GAL/Hollister-Whitney by Golden Gate Capital (led by none other than Mark Boelhouwer), I found myself at a crossroads. While I had invested a significant portion of my life into Oracle, I realized it was time for a new chapter. Mark extended an invitation for me to join GAL, and after a breakthrough visit to the facilities where I witnessed the incredible production environment, I knew I had found my next adventure. So, I accepted the opportunity to join GAL. The rest, as they say, is history.

MJ: You attended both Florida Atlantic and Florida State University (FSU). What were your educational experiences like?

DB: My educational journey at both Florida Atlantic and FSU was, indeed, memorable and impactful. At FSU, particularly during my undergraduate years, the atmosphere was electrifying, especially when it came to football. Each year, our football team consistently ranked in the top five, and I had the privilege of witnessing FSU play for three national championships. Beyond the sports, FSU offered a vibrant social and music scene that was second to none in the college world. Tallahassee was a convergence of influences from the South — Miami — and the Northeast, specifically NYC. 

In the midst of all the excitement, I also realized the importance of planning for my future. Recognizing the rapid changes unfolding in the world, particularly with the rise of the internet and evolving geopolitical landscapes, I made a conscious decision to shift my focus toward a degree in business/international affairs, including interning two years at the Florida State Capitol. Although this degree and experience may not have seemed directly related to the elevator industry at the time, it laid the foundation for my future roles and shaped my understanding of global dynamics and business principles.

Upon joining Oracle Elevator and taking on more significant responsibilities in running the business, I felt the need to further enhance my business acumen. This led me to pursue my MBA through the Florida Atlantic University Executive Program. The program offered an exceptional opportunity to earn my MBA at a reasonable cost, with support from top-notch faculty and strong ties to global businesses in the South Florida area. The knowledge and skills I gained through this program have been instrumental in my professional growth and have played a crucial role in shaping my career path to where I am today.

MJ: Handling salespeople is not easy; it requires a lot of flexibility and patience. Any advice? 

DB: Managing a sales team demands a nuanced approach that recognizes their pivotal role as the backbone of any business. Salespeople are not merely individuals to be “handled”; they are the driving force behind revenue generation and growth. My advice is to cultivate a sales organization that operates as a cohesive unit, guided by a shared mission to expand the business through volume growth and customer retention. Effective salespeople are not just earners: They are individuals who possess a deep understanding of what drives success for the business, both operationally and financially. They collaborate seamlessly with colleagues to achieve common goals and are always attuned to the needs of their territory. With such individuals on your team, providing flexibility and patience becomes second nature, as you can trust in their ability to consistently meet quotas and navigate challenges with resilience and integrity. Furthermore, empowering salespeople with the right tools is essential for optimizing their performance, which is a key initiative I am prioritizing today. Access to technology that delivers robust and timely reports enables them to manage their book of business effectively and make informed decisions that drive results. I am proud and fortunate to work with the very best outside sales organization in the industry. Their dedication, expertise and commitment to excellence continue to drive our success, and I am grateful for the opportunity to lead such a talented team.

MJ: I’ve had the chance to talk with the contractor side of our business. It’s no secret that Vantage is facing two separate and unique challenges. Explain the issues with the door operator supply chain going on right now.

DB: GAL has certainly overcome numerous challenges since the onset of COVID. Even today, we still face some challenges with the supply chain — thankfully not to the degree that it was at the onset of pandemic. During the last half of 2023, GAL experienced substantial growth coinciding with the implementation of a new ERP (enterprise resource planning) system. This transition period had a significant impact on our delivery performance and lead times. However, I’m pleased to report that our production levels have recently begun to surpass historical benchmarks. Our primary focus is to eliminate all orders that are currently past due, then systematically reduce our lead times to historical levels. This remains our highest priority, and we’re fully committed to achieving it. I want to express our sincere gratitude to all our customers for their patience and continued support during this challenging time. While there may have been hurdles along the way, there is, indeed, light at the end of the tunnel. We’re dedicated to getting back to fulfilling standard orders efficiently and effectively. Our customers’ ongoing patronage means the world to us, and we’re committed to delivering the quality and service they expect. If any of our customers are in urgent need, they can also reach out to any of our six Regional Service Centers (RSC) located throughout the U.S. and Canada and purchase parts and standard door equipment.

MJ: Explain the issues and challenges involving a warranty issue with the Hollister-Whitney GT 31 and 11 machines.

DB: At Hollister-Whitney, our commitment to delivering safe, reliable and high-performance machines spans 125 years. These principles remain steadfast, even in the face of specific challenges. Last summer, we issued a product safety announcement after becoming aware of a limited number of incidents involving main shaft failure on the GT 11 and 31 machines. The overall failure rate was less than 0.25%. Our immediate priority was, and always will be, the safety of the riding public. During the investigation of these failures, we concurrently identified any elevator with a GT Series machine that lacked protection against unintended movement by a rope gripper. Through a proactive and aggressive action plan — which necessitated ongoing communication and updates — and with invaluable support from our customers, we successfully provided all the necessary material and financial assistance to install a rope gripper as an interim and safe solution. Several months later, following extensive investigations conducted by the Vantage team in collaboration with external engineering and metallurgical analysis firms, we determined the root cause of the shaft failures. The findings revealed that misalignment of the traction wheel shaft relative to the outboard stand was inducing excessive stress into the grinding relief undercut of the shafts, eventually leading to fractures. While our investigation confirmed that the existing design and assembly met, and even exceeded, applicable code standards, we opted to modify the shaft design to eliminate the grinding relief undercut and minimize potential stress issues in the future. In addition, we provided comprehensive instructions for the proper disassembly and reassembly of the machine.

We are confident that these measures will effectively prevent future shaft fractures. Furthermore, we have provided shaft kits for the entire population of machines produced from the effected time period until implementation of the modified shaft designs in production. These kits were provided at no cost to our customers, along with reimbursement for labor costs. Training sessions are also being conducted in the field and at our six RSCs to ensure comprehensive understanding and implementation of these measures. Despite the challenges encountered, Hollister-Whitney remains steadfast in our commitment to delivering top-notch products and ensuring the safety and satisfaction of our customers. As a Vantage employee and longtime member of the elevator industry, I am very proud of the way our organization handled this situation. 

MJ: You must be aware of the social media exposure that’s out there in response to these two issues. How do you deal with that?

DB: Handling social media exposure requires a delicate approach, given its significant impact in today’s business landscape. While we cannot control what individuals say about us on social media platforms, we can take proactive steps to manage the narrative effectively. One crucial aspect of our strategy is maintaining direct and consistent communication with our customers, providing them with unwavering support day in and day out. Before announcing our recovery plan for the GT machines publicly, we engaged extensively with our customers and trade partners to discuss our proposed plans, seeking their feedback and gauging their responses. The formidable support and appreciation we received from many of them bolstered our confidence in the direction we were taking. Despite encountering criticism on social media, we received an outpouring of support through calls and emails, even from competitors who disagreed with the manner in which the issue was addressed. Ultimately, credibility plays a pivotal role, and our true commitment to transparency, accountability and — ultimately — customer satisfaction, is evident. 

MJ: What is your connection/affiliation to the Nu Deco Ensemble?

DB: My connection to Nu Deco Ensemble runs deep, as I am one of its co-founders and have served as the chief financial officer for the past 10 years. Nu Deco Ensemble is a 501(c)(3) music and education organization that I am incredibly passionate about.

Music has always been a significant part of my life, and along with my partners, we embarked on a journey to create compelling and transformative genre-bending musical experiences. Our aim is to inspire, enrich and connect new and diverse audiences and artists through our innovative approach to classical music.

Over the years, Nu Deco has evolved into the premier orchestra of Miami, achieving numerous milestones including the release of nine albums, available on platforms like Apple Music and Spotify, and the production of dozens of highly acclaimed videos on YouTube. As we approach our 10th season this September, I am thrilled to celebrate this milestone by performing alongside Grammy-nominated, Cuban-born jazz artist Alfredo Rodriguez, a collaborator of Quincy Jones. Being an integral part of Nu Deco’s journey and witnessing its growth and success have been among my greatest personal and professional accomplishments. I am proud to have played a role in shaping the organization into what it is today.

MJ: Name three people you’d invite to dinner and why. 

DB: This is a fun question! If I had the opportunity to invite three people to dinner, my choices would reflect my admiration for individuals who have made significant impacts in their respective fields. First on my list would be Richard Branson, the founder of Virgin Group. I’ve always been inspired by his journey as a self-made entrepreneur who started with very little and built a vast empire spanning diverse business sectors. His visionary leadership and ability to turn challenges into opportunities have always fascinated me. I would love to hear firsthand about his experiences and insights into entrepreneurship, life and business. Next, I would invite the legendary musician Stevie Wonder. He holds a special place in my heart as the epitome of musical genius and innovation. His influence on countless artists and genres of music is undeniable, and I’ve always admired his ability to evoke emotions through his music. Meeting him and discussing his creative process and experiences would be an unforgettable experience. Lastly, I would extend an invitation to the talented actress Kate Beckinsale. Besides being a fan of her work on screen, she also happens to be my ultimate celebrity crush. 

MJ: The parties you have organized for Vantage customers at National Association of Elevator Contractor (NAEC) conventions, particularly in Louisville and Reno, are, in short, legendary.  Any insight on how much planning, venue search and brainstorming on themes it takes? I guess the bigger question is, is the return on investment measurable? 

DB: While it’s flattering to hear accolades about the legendary status of Vantage parties, it’s essential to acknowledge the meticulous coordination behind the scenes. Much of this credit rightfully belongs to Kim Berkowitz, whose adept management has steered the ship for NAEC events since 2018. Themes serve as the backbone of our events, anchoring them with a cohesive message that resonates with our company’s ethos. In 2018, the introduction of the Vantage name was accompanied by the rallying cry of “Power to Move,” symbolizing our unified mission: one company, dedicated to empowering our customers. This initiative coincided with the inauguration of Vantage RSCs across three key cities.

In the case of Louisville, our theme revolved around the launch of Renew DMC, a product designed to replace the Dover DMC. Inspired by iconic symbols like the DeLorean sports car and the legendary hip-hop group Run-DMC, the idea for a Renew DMC marketing campaign took shape during an inspired brainstorming session at a midtown bar. The audacious vision to have Run-DMC perform live at our NAEC event was born from this creative spark. Through leveraging my Nu Deco connections and a stroke of good fortune, the seemingly improbable became reality. Roughly three weeks before the show, Rev. Run’s previous gig was canceled, and he enthusiastically agreed to grace our event with a performance. With marketing elements already in place, including a play on the group’s logo to market the RENEW DMC as RNU-DMC, the stage was set for an unforgettable moment in Vantage history. On the first day of the NAEC show, we received purchase orders from two customers totaling 17 RENEW hydro elevators, and subsequently, solid order bookings for the last two quarters of 2022. 

At the heart of each of our events lies a singular, profound theme: the celebration of our successes alongside our cherished customers. Behind every achievement, there’s a collaborative effort crafted by the dedication of our friends and colleagues who pour their hearts into their businesses. Without the devoted support of our customers, Vantage and its affiliated companies wouldn’t be as successful. These events help solidify our bond with customers and colleagues alike.