WEBVTT NOTE This file was generated by Descript 00:00:01.170 --> 00:00:05.560 Victoria: Welcome to The Chemical Show, the podcast where chemical means business. 00:00:05.930 --> 00:00:09.710 I'm your host, Victoria Meyer, bringing you stories and insights 00:00:09.710 --> 00:00:13.620 from leaders, driving innovation and growth across the chemical industry. 00:00:14.529 --> 00:00:18.830 Each week, we explore key trends, real world challenges, and the 00:00:18.830 --> 00:00:20.580 strategies that make an impact. 00:00:20.879 --> 00:00:21.959 Let's get started. 00:00:23.203 --> 00:00:24.863 Welcome back to the chemical show. 00:00:25.333 --> 00:00:28.953 I am continuing our conversation here in the month of March with 00:00:29.073 --> 00:00:31.513 great women leaders in chemicals. 00:00:31.813 --> 00:00:36.203 , before we get started, if you are not already a subscriber of the chemical show, 00:00:36.423 --> 00:00:40.963 just do it, the subscribe or follow button on whatever platform you're following 00:00:41.163 --> 00:00:42.943 us on and, follow us on LinkedIn. 00:00:43.313 --> 00:00:47.053 That's the best way to stay on top of all of our great interviews 00:00:47.153 --> 00:00:48.573 and other things that we publish. 00:00:48.913 --> 00:00:54.663 So I am speaking with Christian McIver, who is the president and chief 00:00:54.683 --> 00:00:56.763 operating officer at Pilot Chemical. 00:00:57.773 --> 00:01:02.913 is a privately held and independent global specialty chemical manufacturer, 00:01:02.913 --> 00:01:05.928 and I think that's always a great distinction since there's So much 00:01:05.948 --> 00:01:10.298 private equity in our industry for it to truly be private and independent 00:01:10.328 --> 00:01:12.578 is a real landmark consideration. 00:01:13.062 --> 00:01:17.202 In Christian's role, she has full responsibility for developing, executing, 00:01:17.202 --> 00:01:21.542 and delivering upon all the short and longterm goals, strategies, and other 00:01:21.552 --> 00:01:23.122 business considerations for pilot. 00:01:23.582 --> 00:01:26.702 Christian began her career at Ingevity Specialty Chemicals, 00:01:26.712 --> 00:01:30.322 where she climbed the ladder and ultimately led some of the company's. 00:01:30.492 --> 00:01:31.612 biggest businesses. 00:01:32.072 --> 00:01:35.522 She joined pilot a couple years ago and is working her magic there. 00:01:35.532 --> 00:01:37.852 So Christian, I'm so excited to have you here. 00:01:37.852 --> 00:01:38.922 Thanks for joining me today. 00:01:39.428 --> 00:01:40.418 Christian: Thank you, Victoria. 00:01:40.418 --> 00:01:42.498 It's such a pleasure to be here on the chemical show. 00:01:42.972 --> 00:01:43.702 Victoria: Absolutely. 00:01:43.902 --> 00:01:45.762 So what is your origin story? 00:01:45.772 --> 00:01:49.122 How did you get interested in chemicals and ultimately what 00:01:49.122 --> 00:01:50.322 got you to where you are today? 00:01:50.813 --> 00:01:52.123 Christian: Yeah, great question. 00:01:52.523 --> 00:01:55.653 So I have always loved solving problems. 00:01:56.133 --> 00:02:00.273 I can remember being a little girl and looking out the front window 00:02:00.273 --> 00:02:04.083 waiting for my dad to come home because he would give me math problems 00:02:04.083 --> 00:02:06.223 to do, really hard math problems. 00:02:06.223 --> 00:02:07.153 And I love that. 00:02:07.303 --> 00:02:10.573 And my dad and I, we would also do puzzles together. 00:02:10.573 --> 00:02:14.483 Only we would turn them upside down and we would race, not being 00:02:14.483 --> 00:02:17.423 able to see the picture, seeing who could do the puzzle the fastest. 00:02:17.522 --> 00:02:18.642 Victoria: just based on the shape. 00:02:18.783 --> 00:02:19.353 Christian: That's right. 00:02:19.353 --> 00:02:20.053 Based on the shape. 00:02:20.268 --> 00:02:24.278 Yeah, so I just grew up with this love of solving problems and 00:02:24.308 --> 00:02:29.188 puzzles, which naturally led me to being good in science and math. 00:02:29.188 --> 00:02:32.908 I was probably one of the few students that actually enjoyed the homework 00:02:32.948 --> 00:02:35.978 because each of those homework problems was a little mini puzzle. 00:02:36.422 --> 00:02:36.812 Victoria: Yeah, 00:02:36.998 --> 00:02:38.488 Christian: I majored in engineering. 00:02:38.998 --> 00:02:40.958 And chemical engineering. 00:02:41.018 --> 00:02:44.718 And I actually thought that I was going to work in a plant with a 00:02:44.718 --> 00:02:46.528 hard hat and steel toed boots. 00:02:47.058 --> 00:02:48.438 That was what my plan was. 00:02:48.488 --> 00:02:54.878 But, when I was interviewing, I had this, um, this interviewer who he stopped me 00:02:54.878 --> 00:02:58.498 like midway through the interview and he said, I know you want to work in a plant, 00:02:58.618 --> 00:03:00.458 but have you ever thought about sales? 00:03:01.238 --> 00:03:06.248 And I looked at him like he was crazy because the only sales people that I'd 00:03:06.248 --> 00:03:12.668 ever met were the guy in the mall selling vacuums and, the door to door sales person 00:03:12.668 --> 00:03:14.758 selling encyclopedias when I was little. 00:03:15.158 --> 00:03:19.018 And so I said, no, I, I would never want to go in sales. 00:03:19.048 --> 00:03:23.498 He fixed me up with one of his female technical sales reps who was selling 00:03:23.498 --> 00:03:28.238 industrial lubricants and, , put me on the road with her for a week so I could 00:03:28.238 --> 00:03:30.058 see what it was I was missing out on. 00:03:30.498 --> 00:03:32.568 And I tell you from that point, I was hooked. 00:03:32.598 --> 00:03:36.688 So I totally switched my career search, wanting to go into technical sales. 00:03:37.288 --> 00:03:40.538 So I think it turns out that that interviewer was the good salesperson. 00:03:40.727 --> 00:03:41.447 Victoria: absolutely. 00:03:41.515 --> 00:03:42.055 Absolutely. 00:03:42.125 --> 00:03:44.545 And then it's, yeah, I think most engineers don't think 00:03:44.555 --> 00:03:46.045 about going into sales. 00:03:46.075 --> 00:03:47.905 And we all have these beliefs. 00:03:47.945 --> 00:03:50.105 I'm not sure I knew that I was going to be wearing hard hats, 00:03:50.105 --> 00:03:51.595 and yet I did for many years. 00:03:51.885 --> 00:03:55.045 But I think it's just, an interesting part of the journey. 00:03:55.485 --> 00:03:58.935 And so have you always stayed on the commercial side of the business? 00:03:58.998 --> 00:04:00.558 Christian: Yes, for the most part. 00:04:00.638 --> 00:04:04.748 So I had more of a traditional career track going into sales and then. 00:04:05.158 --> 00:04:11.388 Moving into product management, sales management, and then director VP. 00:04:11.638 --> 00:04:15.368 But, after many years on the commercial side, I actually, for 00:04:15.368 --> 00:04:19.133 career broadening, took a role heading up a global supply chain team. 00:04:19.141 --> 00:04:23.761 And that, that was really interesting because when I took the job, I 00:04:23.761 --> 00:04:25.561 didn't realize that six months later. 00:04:25.931 --> 00:04:27.831 the global pandemic was going to start. 00:04:28.295 --> 00:04:28.525 Victoria: Oh, 00:04:28.531 --> 00:04:30.801 Christian: so here I am really not knowing much. 00:04:30.871 --> 00:04:35.051 Um, I still don't know much about supply chain, but being in this role, 00:04:35.051 --> 00:04:39.771 having to lead a global team of over a hundred people through this, this 00:04:39.791 --> 00:04:43.631 crisis that nobody had ever experienced yet, you know, and we had spent 00:04:43.641 --> 00:04:48.721 years trying to make our supply chain lean and to optimize inventories. 00:04:48.851 --> 00:04:52.981 And yet, you know, suddenly we're having not to just have a plan B, 00:04:52.981 --> 00:04:56.031 but a plan C, D, E as every day. 00:04:56.031 --> 00:04:57.721 The challenge was much different. 00:04:58.281 --> 00:05:02.891 But, what I learned in, in that in supply chain, it gave me such an appreciation 00:05:02.921 --> 00:05:08.101 for our team because when I went into supply chain, someone I worked with, it's 00:05:08.101 --> 00:05:13.381 so true that when you look back on wars in the world, it's the effectiveness of 00:05:13.381 --> 00:05:18.791 the supply chain that determines whether, whether countries or, the armies win 00:05:18.801 --> 00:05:20.981 or lose wars, it's the supply chain. 00:05:21.221 --> 00:05:24.931 And the same is true in business that it's how good your supply chain is, 00:05:24.931 --> 00:05:26.541 whether you win or lose business. 00:05:26.805 --> 00:05:27.255 Victoria: Yeah, 00:05:27.321 --> 00:05:30.041 Christian: have such an appreciation for our folks in 00:05:30.051 --> 00:05:31.471 all parts of our supply chain. 00:05:31.775 --> 00:05:35.195 Victoria: Yeah, that is such a great perspective and so true because as we've 00:05:35.195 --> 00:05:39.635 seen, you know, I've been calling the 2020s the decade of supply chain because 00:05:39.635 --> 00:05:46.335 starting with the COVID crisis and then continuing on, supply chain has dictated 00:05:46.675 --> 00:05:51.225 a lot of success and profitability for businesses of all varieties. 00:05:51.771 --> 00:05:52.651 Christian: Yeah, you're right. 00:05:52.871 --> 00:05:58.671 It takes thousands, hundreds of thousands of things to go right to get an order 00:05:59.101 --> 00:06:05.111 in full on time in spec to a customer that's halfway around the world, but 00:06:05.111 --> 00:06:06.631 it only takes one thing to go wrong. 00:06:06.930 --> 00:06:07.280 Victoria: Yeah. 00:06:07.350 --> 00:06:07.890 Absolutely. 00:06:07.900 --> 00:06:08.900 And we take it for granted. 00:06:09.073 --> 00:06:11.473 , so what brought you to pilot? 00:06:11.473 --> 00:06:13.473 Cause you've been at pilot now for two years. 00:06:13.483 --> 00:06:18.103 So you were doing great in longevity, you survived the supply chain challenges 00:06:18.103 --> 00:06:20.003 of COVID, and now you're at pilot. 00:06:20.003 --> 00:06:21.383 So tell us a little bit about that. 00:06:21.484 --> 00:06:25.794 Christian: Yeah, I loved running a global supply chain learned a lot. 00:06:26.094 --> 00:06:28.534 I was ready to get back to running a business though. 00:06:28.534 --> 00:06:30.024 I love running a business. 00:06:30.638 --> 00:06:31.831 And when I was. 00:06:32.091 --> 00:06:37.461 Interviewing with the CEO at pilot, he put the company's strategy in front of me. 00:06:37.981 --> 00:06:45.321 And this strategy, it's, a diagram of a solar system and at the center the sun is. 00:06:45.488 --> 00:06:47.488 Our customers and the pilot team. 00:06:48.138 --> 00:06:51.628 And yeah, you know, that, that was kind of my drop the mic moment. 00:06:51.638 --> 00:06:52.798 Like that was it. 00:06:52.818 --> 00:06:53.478 I was sold. 00:06:53.488 --> 00:06:57.888 I was ready to come to work for pilot because through my interview process and 00:06:57.888 --> 00:07:02.158 coming on board the last two years, a lot of companies might say that that's what, 00:07:02.218 --> 00:07:04.088 what's at the center of their strategy. 00:07:04.318 --> 00:07:06.258 But at Pilot, it really is true. 00:07:06.298 --> 00:07:10.118 It's our team, it's our customers and everything we do. 00:07:10.138 --> 00:07:11.708 It's a filter that we use. 00:07:11.758 --> 00:07:13.048 Is this good for our customers? 00:07:13.078 --> 00:07:14.028 Good for our team. 00:07:14.378 --> 00:07:16.768 So we live it and it's so much fun. 00:07:16.838 --> 00:07:20.398 I can't wait to get to work every day and be part of making 00:07:20.398 --> 00:07:21.588 a difference in that way. 00:07:21.887 --> 00:07:22.437 Victoria: I love that. 00:07:22.447 --> 00:07:23.067 That is great. 00:07:23.207 --> 00:07:26.717 So tell us other than customers being the center of the solar system 00:07:26.717 --> 00:07:29.907 and strategy for pilot, tell us just a little bit more about pilot. 00:07:30.178 --> 00:07:30.788 Christian: Yeah. 00:07:30.878 --> 00:07:32.328 Uh, so we're a medium. 00:07:32.713 --> 00:07:34.253 sized chemical company. 00:07:34.253 --> 00:07:38.343 And you already mentioned that we're privately held and you know, there's 00:07:38.353 --> 00:07:43.013 such a uniqueness and, and being privately held and medium size, or we 00:07:43.013 --> 00:07:47.533 can be quick and nimble, we're big enough to deliver and flexible enough 00:07:47.533 --> 00:07:53.143 to serve what our customers needs are, but pilot was founded over 70 years ago. 00:07:53.613 --> 00:07:57.063 And pilot was based on an innovative technology. 00:07:57.223 --> 00:08:02.923 So our founder invented a new way to sulfonate an ice cold way of sulfonation. 00:08:03.343 --> 00:08:09.333 And that technology, it imparts greater quality, greater consistency in 00:08:09.373 --> 00:08:13.523 essentially surfactants, which is what we still use that technology today. 00:08:13.763 --> 00:08:14.143 for. 00:08:14.473 --> 00:08:16.743 So that's still a backbone technology. 00:08:16.743 --> 00:08:22.903 We also manufacture biocides and preservatives, and those products are used 00:08:22.903 --> 00:08:30.383 in household and personal care products, industrial and institutional emulsion, 00:08:30.383 --> 00:08:32.628 polymerization, metalworking, lubricants. 00:08:33.207 --> 00:08:33.637 Victoria: Awesome. 00:08:33.737 --> 00:08:34.357 That's really great. 00:08:34.357 --> 00:08:35.007 Thank you for that. 00:08:35.187 --> 00:08:39.567 So, I mean, pilot seems to be in a period of growth and transformation. 00:08:39.567 --> 00:08:41.897 So you talk about, your sulfonation technology. 00:08:41.897 --> 00:08:45.637 You guys have recently announced a plant expansion, you've announced some new 00:08:45.637 --> 00:08:50.307 strategic partnerships with cow, um, and sustainable surfactants and, you 00:08:50.307 --> 00:08:52.847 know, I know there's been a few things really over the past several years. 00:08:53.227 --> 00:08:57.227 Is this a new pilot and a new strategy or is it part of a ongoing 00:08:57.227 --> 00:08:58.617 bigger transformation story? 00:08:58.857 --> 00:08:58.877 Awesome. 00:08:58.998 --> 00:09:02.908 Christian: I think that you do see, as you mentioned, you see some new announcements 00:09:02.908 --> 00:09:08.278 coming out from pilot and we have been dedicated to growth for many years. 00:09:08.628 --> 00:09:12.318 And I think in the chemical industry, you have to grow because your costs 00:09:12.858 --> 00:09:17.168 increase and inflation and benefits, all of those things, it becomes 00:09:17.168 --> 00:09:18.838 more expensive to stay in business. 00:09:19.118 --> 00:09:20.068 So you don't have a choice. 00:09:20.068 --> 00:09:20.968 You have to grow. 00:09:21.528 --> 00:09:26.658 I think what's different though, is we've gotten very specific about how we want to 00:09:26.658 --> 00:09:28.648 grow and we, we call it our growth engine. 00:09:29.128 --> 00:09:33.568 And so our growth engine, how do we take advantage of our size, our 00:09:33.648 --> 00:09:38.588 ownership structure, um, our board who's committed to investing in 00:09:38.588 --> 00:09:40.698 growth and what do we do with that? 00:09:41.028 --> 00:09:42.798 We're trying to invest more. 00:09:42.798 --> 00:09:44.148 We are investing more. 00:09:44.233 --> 00:09:48.143 in those markets that are changing because when there are 00:09:48.153 --> 00:09:50.003 changes, there are opportunities. 00:09:50.353 --> 00:09:54.733 And for a company of our size, , we can change and adapt quickly 00:09:54.733 --> 00:09:58.793 and, and meet those dynamic needs of customers in those markets. 00:09:59.243 --> 00:10:02.793 So Victoria to two markets that we're focused more on now than 00:10:02.793 --> 00:10:06.083 we were a few years ago, our household and personal care. 00:10:06.548 --> 00:10:10.258 And so products, specifically cleaning products in those end 00:10:10.258 --> 00:10:15.368 uses, those are what's changing today are environmental regulations. 00:10:15.748 --> 00:10:21.208 For example, like, um, the low one for dioxane regulations that have come out. 00:10:21.538 --> 00:10:23.758 Also, consumer preferences are changing. 00:10:23.838 --> 00:10:26.318 Consumers want more transparency. 00:10:26.318 --> 00:10:28.148 They want to understand what's in the product. 00:10:28.518 --> 00:10:32.368 And then sustainability trends as well in the companies that make those. 00:10:32.868 --> 00:10:33.328 products. 00:10:33.868 --> 00:10:39.098 And so pilot, we ask ourselves, how can we help our customers and the end consumers? 00:10:39.098 --> 00:10:40.928 How can we meet those challenges? 00:10:41.278 --> 00:10:42.918 And so that's what we're focused on doing. 00:10:42.918 --> 00:10:46.788 And that's why we're expanding our flagship plant in Middletown. 00:10:46.788 --> 00:10:50.378 And that's why we're focused on bringing a portfolio of bio based 00:10:50.378 --> 00:10:52.018 surfactants to those markets. 00:10:52.177 --> 00:10:52.417 Victoria: Yeah. 00:10:52.417 --> 00:10:53.477 And that makes a lot of sense. 00:10:53.477 --> 00:10:58.607 And those are two really, unique markets driven a lot, as you point out, by 00:10:58.607 --> 00:11:03.457 sustainability, by consumer preferences and requires that adaptation and support. 00:11:03.937 --> 00:11:06.907 How is your, um, your team, viewing this? 00:11:06.917 --> 00:11:09.767 So right there's a lot of legacy at Pilot, 70 years old. 00:11:10.177 --> 00:11:15.217 Um, You know, so you're probably implementing along the way in order 00:11:15.217 --> 00:11:18.837 to achieve this growth strategy, some changes around people, processes, 00:11:18.847 --> 00:11:20.627 customers, how are they responding? 00:11:21.098 --> 00:11:21.588 Christian: Sure. 00:11:21.938 --> 00:11:23.448 I mean, no doubt we need some 00:11:23.448 --> 00:11:28.338 Uses because they haven't been ones that have been such a focus as they are today. 00:11:28.728 --> 00:11:32.988 But our team is super excited about our growth engine and they want to be part 00:11:32.988 --> 00:11:35.108 of the story, part of pilot success. 00:11:35.778 --> 00:11:40.318 And I've really been impressed by that when I joined pilot that pilots, a 00:11:40.318 --> 00:11:45.888 company very low on ego, really high on hard work, doing the best job that 00:11:45.888 --> 00:11:50.698 you can and focused on doing all of our parts to make the company successful. 00:11:51.313 --> 00:11:55.963 And it's really, I love going around and joining our CEO for our town 00:11:55.963 --> 00:11:59.343 halls and sharing with employees the difference they're making, how 00:11:59.343 --> 00:12:01.963 they're part of our, of pilot success. 00:12:02.303 --> 00:12:06.563 It's really cool to see how the strong foundations that our team has built over 00:12:06.563 --> 00:12:11.633 the years, how we're combining that with new folks who've come on board and, and 00:12:11.873 --> 00:12:13.683 focusing all of that on delivering growth. 00:12:14.082 --> 00:12:14.672 Victoria: That's excellent. 00:12:14.672 --> 00:12:19.782 And I know the people I know from pilot really love pilot, right? 00:12:19.782 --> 00:12:23.992 They feel this strong affinity to pilot, to its customers, to its business. 00:12:24.012 --> 00:12:27.722 And that shows, you know, we talked a little bit about change and one 00:12:27.722 --> 00:12:30.372 of the things I've been talking with people recently, they've just. 00:12:31.012 --> 00:12:36.292 Commenting on the rapid pace of change we're seeing here in 2025, particularly 00:12:36.292 --> 00:12:40.692 when we think about trade and tariffs and all kinds of policies that are rolling 00:12:40.692 --> 00:12:42.372 through with the new administration. 00:12:42.832 --> 00:12:47.542 How are those changes affecting you in pilot and how do you even 00:12:47.562 --> 00:12:52.732 get ready for uncertainty of the changes that are coming through? 00:12:53.448 --> 00:12:59.168 Christian: Yeah, and it's dizzying, and I just saw an hour ago that it's 00:12:59.168 --> 00:13:01.868 changed again, what the plan is. 00:13:01.932 --> 00:13:02.292 Victoria: day. 00:13:02.598 --> 00:13:03.578 Christian: Right, right. 00:13:03.988 --> 00:13:10.368 You know, in a company our size, we don't have a big team that we can go 00:13:10.988 --> 00:13:14.648 tell them to go work in a closet on this and tell us what the magic answer is. 00:13:14.648 --> 00:13:14.818 Right? 00:13:14.998 --> 00:13:16.398 We don't have that luxury. 00:13:16.798 --> 00:13:20.818 So we are a lean team and we do scenario planning. 00:13:20.818 --> 00:13:23.908 So we try to look at kind of 80 20. 00:13:23.928 --> 00:13:27.298 What do we think the outcome will be here and put a couple different 00:13:27.308 --> 00:13:31.818 scenarios together and then as it plays out react from there. 00:13:32.153 --> 00:13:37.003 But fortunately, through COVID, we lessened our dependence 00:13:37.003 --> 00:13:38.693 on outside supply chains. 00:13:39.193 --> 00:13:42.933 So, um, I'm not, not saying we're insulated from tariffs because that's 00:13:42.933 --> 00:13:46.783 certainly not the case, but much less than we would have been five 00:13:46.783 --> 00:13:48.893 years ago if it had happened then. 00:13:49.273 --> 00:13:54.522 what I'm starting to see unfold is more of a willingness to work 00:13:54.522 --> 00:13:56.461 together across the supply chain. 00:13:56.461 --> 00:14:01.688 So this doesn't seem, uh, like, There's any one party in the supply chain 00:14:01.688 --> 00:14:05.638 that is trying to stick it to the, the one up or downstream from them. 00:14:05.848 --> 00:14:09.648 I'm really seeing a partnership of how, how do we share in this together? 00:14:09.658 --> 00:14:12.928 How do we work through these challenges, which is great. 00:14:12.968 --> 00:14:15.818 Great to see that we've got relationships like that. 00:14:16.107 --> 00:14:16.417 Victoria: Yeah. 00:14:16.417 --> 00:14:20.157 And I mean, I think the chemical industry prides itself on its relationships 00:14:20.187 --> 00:14:23.837 and, had to be strengthened through some of the supply chain challenges 00:14:23.837 --> 00:14:25.377 we've seen over the past few years. 00:14:25.747 --> 00:14:29.827 As we look at how business and markets are evolving, collaboration 00:14:29.827 --> 00:14:34.147 and partnership is getting redefined and becomes really critical. 00:14:34.388 --> 00:14:35.048 Christian: You're right. 00:14:35.058 --> 00:14:36.358 And yeah, you know, we've. 00:14:36.778 --> 00:14:40.188 been in business more than 70 years, most of our suppliers 00:14:40.188 --> 00:14:41.758 and customers have been too. 00:14:42.167 --> 00:14:42.567 Victoria: Yeah, 00:14:42.678 --> 00:14:45.928 Christian: you see this kind of balance of power that it shifts, right? 00:14:45.948 --> 00:14:49.278 Markets are short, markets are long, markets change. 00:14:49.278 --> 00:14:52.468 And we plan to be in business another 70 years. 00:14:52.468 --> 00:14:55.234 And I think the other parts of our supply chain do too. 00:14:55.294 --> 00:14:57.084 So how do we look at this sustainably? 00:14:57.473 --> 00:14:57.753 Victoria: Yeah. 00:14:58.033 --> 00:15:00.543 Are most of your customers, North America? 00:15:00.603 --> 00:15:03.903 Is it, is that largely where you guys are selling and marketing today? 00:15:04.046 --> 00:15:06.486 Christian: Our manufacturing base is in North America. 00:15:06.496 --> 00:15:12.096 So we have five plants in across the U S in Mexico and about a third of 00:15:12.096 --> 00:15:14.556 our sales are outside of the U S. 00:15:14.906 --> 00:15:18.456 So we manufacture in the U S and, and ship all over the world. 00:15:18.780 --> 00:15:19.100 Victoria: Awesome. 00:15:19.210 --> 00:15:19.570 Love it. 00:15:19.860 --> 00:15:22.640 So, you know, we talked a little bit about sustainability. 00:15:22.640 --> 00:15:25.240 We've talked about some of these supply chain and other things. 00:15:25.580 --> 00:15:31.500 The other thing, you know, companies are really, Moving quickly on, we're not so 00:15:31.500 --> 00:15:35.720 quickly in wondering where they're going is around digitization and AI, right? 00:15:35.720 --> 00:15:39.350 So I think two years ago, nobody knew how to spell AI. 00:15:39.710 --> 00:15:44.150 Um, today it's part of our everyday conversations, at least. 00:15:44.490 --> 00:15:47.250 Although I think a lot of companies that I've talked to, in fact, I 00:15:47.250 --> 00:15:49.990 had a conversation just yesterday, where they're like, we're 00:15:50.290 --> 00:15:51.940 trying to figure this out still. 00:15:52.810 --> 00:15:53.590 What about Pilot? 00:15:53.600 --> 00:15:56.620 What's your approach to digitization and AI? 00:15:56.620 --> 00:16:00.620 Is there anything new that you guys are rolling out or how are you approaching it? 00:16:00.620 --> 00:16:03.080 Because, as you know, and we already talked about, 00:16:03.120 --> 00:16:05.110 changes are occurring rapidly. 00:16:05.716 --> 00:16:06.546 Christian: Right, right. 00:16:06.806 --> 00:16:07.956 And it is rapid. 00:16:08.256 --> 00:16:15.006 And I was very impressed when I joined pilot at the level of digitization 00:16:15.006 --> 00:16:17.016 that's already taking place within pilot. 00:16:17.026 --> 00:16:20.976 We have a digi team, and they also focus on automation. 00:16:21.246 --> 00:16:25.706 And I mean, just from, like a data standpoint, just with a couple 00:16:25.706 --> 00:16:29.176 clicks, I can find out all kinds of information and it's It's the same 00:16:29.176 --> 00:16:32.986 source of information that everyone in the company is looking at. 00:16:33.326 --> 00:16:35.626 So we're not reliant on spreadsheets. 00:16:36.106 --> 00:16:41.496 And I think being our size of a medium company, I think that benefits us 00:16:41.496 --> 00:16:47.083 in this way that we haven't, um, you know, our system is pretty simple to 00:16:47.083 --> 00:16:49.503 navigate in order to extract the data. 00:16:49.838 --> 00:16:51.188 get it in one place. 00:16:51.578 --> 00:16:57.558 And, and also in our plants, we have, invested a lot of money in automating our 00:16:57.578 --> 00:17:03.578 plants, looking at, how we take out the human factor of possibly making mistakes. 00:17:03.578 --> 00:17:06.838 And how do we, how do we more do these things from control rooms? 00:17:07.278 --> 00:17:11.448 And our board has been very supportive of that, of our plants. 00:17:12.128 --> 00:17:13.538 And then as far as A. 00:17:13.538 --> 00:17:13.748 I. 00:17:13.798 --> 00:17:17.968 Goes, we still have a long way to go and and using A. 00:17:18.078 --> 00:17:18.388 I. 00:17:18.388 --> 00:17:19.018 And it keeps 00:17:19.217 --> 00:17:20.067 Victoria: everyone, 00:17:20.268 --> 00:17:23.328 Christian: you know, but I'm looking forward to seeing how we can leverage A. 00:17:23.328 --> 00:17:23.498 I. 00:17:23.498 --> 00:17:25.338 And technology specifically. 00:17:25.638 --> 00:17:26.198 As the A. 00:17:26.198 --> 00:17:26.688 I. 00:17:26.788 --> 00:17:30.768 Programs evolve, I think it's more ready for a company our size. 00:17:31.197 --> 00:17:31.537 Victoria: When you 00:17:31.618 --> 00:17:32.658 Christian: I'm looking forward to that. 00:17:32.717 --> 00:17:35.217 Victoria: think about, is this about in formulations? 00:17:35.217 --> 00:17:36.967 Is it in your business lines? 00:17:36.977 --> 00:17:38.067 How do you see yourself? 00:17:38.927 --> 00:17:41.907 Attempting or trying to start utilizing AI more. 00:17:42.413 --> 00:17:45.753 Christian: I think on our marketing and business development side, 00:17:45.753 --> 00:17:49.763 there's an opportunity there and in innovation, like product 00:17:49.803 --> 00:17:51.953 development and optimizing formulas. 00:17:51.963 --> 00:17:53.383 I think both sides of that. 00:17:53.713 --> 00:17:55.193 It'll be different A. 00:17:55.193 --> 00:17:55.533 I. 00:17:55.543 --> 00:17:55.643 S. 00:17:55.643 --> 00:17:59.713 But we're ready to look at what makes sense for us. 00:18:00.107 --> 00:18:00.447 Victoria: Awesome. 00:18:00.623 --> 00:18:04.143 Christian: think like we're we're careful about what we invest in. 00:18:04.143 --> 00:18:04.303 Right? 00:18:04.303 --> 00:18:04.553 Right. 00:18:04.553 --> 00:18:09.038 Like I don't know about being the early adopter, whether that yeah. 00:18:09.118 --> 00:18:10.798 Makes sense for pilot. 00:18:10.828 --> 00:18:15.458 But once something is, is ready and we see that it's going to add value, we're quick 00:18:15.488 --> 00:18:17.338 to step up and make an investment in it. 00:18:17.607 --> 00:18:21.437 Victoria: Yeah, and that makes sense, and I think, you know, have said this 00:18:21.437 --> 00:18:27.267 before, I think a lot of companies kind of got burned by SAP, like it's such a 00:18:27.277 --> 00:18:32.397 big, huge investment, and once you make the switch, you feel like you're stuck. 00:18:32.928 --> 00:18:33.278 Christian: Yeah. 00:18:33.337 --> 00:18:37.117 Victoria: when we think about digital applications and AI tools, 00:18:37.952 --> 00:18:40.752 I think people, many companies are afraid of getting stuck. 00:18:40.752 --> 00:18:42.792 You don't mind being the leaders. 00:18:42.792 --> 00:18:45.862 You don't mind being fast followers, but there's a concern that what 00:18:45.862 --> 00:18:48.942 if we adopt the wrong thing for us, but then we're stuck. 00:18:49.332 --> 00:18:53.702 As I talked to people, in technology companies and others, I do think 00:18:53.702 --> 00:18:55.602 the good news is, is that we're. 00:18:55.997 --> 00:19:00.817 Moving into applications that are more, robust and resilient, being 00:19:00.817 --> 00:19:04.977 able to bounce in and out and not being stuck with a single platform, but 00:19:04.987 --> 00:19:08.907 being able to figure out what really works for you and adapt and evolve now, 00:19:09.837 --> 00:19:11.957 this all plays out, time will tell, 00:19:12.118 --> 00:19:12.568 Christian: Yeah. 00:19:12.888 --> 00:19:18.048 And I think about like, how can we invest in technologies that allow us to 00:19:18.048 --> 00:19:19.818 do things that we're not doing today? 00:19:20.403 --> 00:19:26.133 And maybe if we were more back investing by having a I do things 00:19:26.133 --> 00:19:29.173 we're already doing, maybe we would have that stuck feeling. 00:19:29.513 --> 00:19:34.383 But I think today we're looking at how can this really superpower supercharge 00:19:34.943 --> 00:19:36.623 what we're not able to get to today? 00:19:36.797 --> 00:19:37.617 Victoria: yeah, I love it. 00:19:37.817 --> 00:19:38.457 That makes sense. 00:19:38.777 --> 00:19:40.717 You know, let's turn a little bit more to you. 00:19:41.037 --> 00:19:45.927 You joined pilot two years ago, moving from a larger publicly traded company, 00:19:46.187 --> 00:19:48.947 to midsize privately held company pilot. 00:19:49.867 --> 00:19:53.557 What was the biggest challenge you faced in that transition? 00:19:54.453 --> 00:19:55.913 Christian: Yeah, great question. 00:19:56.293 --> 00:19:58.043 And I'll answer that two ways. 00:19:58.388 --> 00:20:04.998 One, I actually have to read all my emails now, so I used to get copied on so many 00:20:05.008 --> 00:20:10.188 informational emails and I would get, you know, hundreds of emails and a lot of 00:20:10.188 --> 00:20:16.728 them I'd never even open and nobody would notice, but at Pilot, a smaller company, 00:20:16.728 --> 00:20:19.088 medium sized company, that doesn't happen. 00:20:19.088 --> 00:20:21.158 I'm copied on emails for a reason. 00:20:21.558 --> 00:20:27.678 And it's kind of having, a smaller group who is informed on what's relevant in the 00:20:27.678 --> 00:20:29.718 company, what's material in the company. 00:20:29.718 --> 00:20:33.828 It allows us to make decisions so much quicker because we're already informed. 00:20:34.418 --> 00:20:36.568 So that was a change for me. 00:20:36.568 --> 00:20:40.338 I hadn't even thought about about that being a change. 00:20:40.903 --> 00:20:45.283 And then the second one, and this is a really good change, is that craziness 00:20:45.283 --> 00:20:49.583 leading up to a quarter, we don't have that being privately held, right? 00:20:49.583 --> 00:20:49.853 Right. 00:20:49.853 --> 00:20:53.743 We don't have a quarterly earnings call that is going to impact 00:20:53.743 --> 00:20:57.953 our share price based on did we meet the analyst's expectations? 00:20:58.513 --> 00:21:03.143 And that is so refreshing that we can, we don't have to compromise. 00:21:03.243 --> 00:21:05.313 the long term for the short term. 00:21:05.313 --> 00:21:09.313 And, of course we've got end of the year targets, but we're not in the 00:21:09.313 --> 00:21:11.143 hot seat every quarter like that. 00:21:11.437 --> 00:21:12.457 Victoria: Yeah, I love that. 00:21:12.457 --> 00:21:13.747 And I think, two things. 00:21:13.747 --> 00:21:17.307 Number one, I think that, you know, the email becomes, I think sometimes 00:21:17.307 --> 00:21:20.947 we don't understand our decision making burdens that come along with it. 00:21:20.947 --> 00:21:21.197 Right. 00:21:21.197 --> 00:21:21.647 And that's an. 00:21:22.193 --> 00:21:25.323 It's something that you come to grips with, right, good and bad, uh, in terms 00:21:25.323 --> 00:21:27.263 of, of just kind of the focus of role. 00:21:27.263 --> 00:21:28.973 So I think that's, I think that's really cool. 00:21:29.013 --> 00:21:34.183 Um, and hopefully you have fewer emails, Christian, and the ones 00:21:34.229 --> 00:21:35.229 Christian: It's manageable. 00:21:35.473 --> 00:21:35.633 Victoria: you 00:21:35.729 --> 00:21:36.409 Christian: That's right. 00:21:36.519 --> 00:21:36.819 Yeah. 00:21:36.919 --> 00:21:37.751 It's manageable. 00:21:38.003 --> 00:21:43.043 Victoria: but I think the, this whole concept of having a longer term viewpoint. 00:21:43.248 --> 00:21:47.638 Is so critical, because especially when we look at the last few years, just 00:21:47.638 --> 00:21:51.218 the volatility in markets with supply chains being up and down and people 00:21:51.228 --> 00:21:54.298 being overstocked and understocked, public companies have really been 00:21:54.298 --> 00:21:58.608 whipsawed a little bit, whereas with private companies, and I've talked 00:21:58.618 --> 00:22:01.918 to a lot of leaders from privately held companies, and you know, it 00:22:01.918 --> 00:22:03.598 is a bit more of a balanced view. 00:22:03.908 --> 00:22:08.508 Yes, you're running your numbers monthly, maybe daily, weekly, who 00:22:08.508 --> 00:22:12.849 knows, on whatever, matters to you and makes sense for you to be 00:22:12.849 --> 00:22:14.459 effectively running your business. 00:22:15.229 --> 00:22:16.679 you can look at a longer term view. 00:22:16.889 --> 00:22:20.239 And know that, it's not about the December 31st number. 00:22:20.279 --> 00:22:23.489 It's about, hey, we said we were going to get to some place by May 00:22:23.499 --> 00:22:25.179 1st and let's track to May 1st. 00:22:25.199 --> 00:22:26.599 And that that's what makes sense. 00:22:26.869 --> 00:22:31.189 And so being able to have a longer horizon and a more balanced horizon. 00:22:31.436 --> 00:22:31.856 Christian: Yes. 00:22:31.886 --> 00:22:34.946 And we do look at our numbers daily, right? 00:22:34.946 --> 00:22:35.786 The numbers are. 00:22:36.711 --> 00:22:37.671 important to us. 00:22:38.191 --> 00:22:47.911 But if t what we expect, we're not forward or um, you know, in growth that we need to 00:22:50.021 --> 00:22:56.765 refreshing and the board and shareholder And I've been so fortunat 00:22:56.799 --> 00:22:59.309 Victoria: want to close with a question around leadership, which 00:22:59.309 --> 00:23:00.969 is around, you know, advice. 00:23:01.299 --> 00:23:04.859 What's one piece of advice that you've received in your career 00:23:04.879 --> 00:23:07.899 that you consider to be so critical that you now share it with others? 00:23:11.575 --> 00:23:13.625 Christian: To have worked with some great leaders. 00:23:13.625 --> 00:23:17.115 So I learned from, from some of the best out there. 00:23:17.431 --> 00:23:23.211 , so it's hard to pick one, one that has stuck with me is use your voice. 00:23:23.841 --> 00:23:29.251 And I can remember being in my first job as a salesperson and sitting around the 00:23:29.251 --> 00:23:34.481 table and my, my boss was proposing that we go out and raise prices by X percent. 00:23:35.031 --> 00:23:37.741 And inside, I knew that wasn't the right thing to do. 00:23:37.821 --> 00:23:40.551 I knew I was going to have a couple of customers that were going to 00:23:40.551 --> 00:23:42.171 have a very hard time with that. 00:23:42.661 --> 00:23:46.341 And, uh, I didn't speak up and yeah, you know, the boss said, 00:23:46.341 --> 00:23:48.431 okay, everybody going to go do this. 00:23:48.431 --> 00:23:50.391 And I raised my hand with everybody else. 00:23:50.411 --> 00:23:50.801 Yes. 00:23:50.841 --> 00:23:51.181 Yes. 00:23:51.191 --> 00:23:51.921 We're going to do this. 00:23:52.706 --> 00:23:57.456 And sure enough, I lost a huge piece of business by forcing a price 00:23:57.626 --> 00:24:01.726 increase through that I spent the next couple of years trying to get back. 00:24:02.166 --> 00:24:05.686 But I mean, that's one example of use your voice, but it's, you know, 00:24:05.686 --> 00:24:08.506 now when I'm in a meeting, I make sure I'm sitting at the table. 00:24:08.536 --> 00:24:10.741 I make sure I speak up when I. 00:24:10.971 --> 00:24:14.101 When I want, when I have a question about what's being talked about or a 00:24:14.101 --> 00:24:18.538 concern about what's being proposed and, that's what I'm hired to do. 00:24:18.708 --> 00:24:22.848 And I view all of our employees, we're hiring them for that brain that's 00:24:23.238 --> 00:24:27.018 sitting between their shoulders, and we want them to use it on day one. 00:24:27.068 --> 00:24:30.718 They don't have to be, have a certain level or be with the 00:24:30.718 --> 00:24:32.208 company for so many years. 00:24:32.518 --> 00:24:36.608 That's why we want them to lean in and speak up, use their voice. 00:24:37.057 --> 00:24:37.617 Victoria: I love that. 00:24:37.627 --> 00:24:39.597 And that's a, that is a great message. 00:24:39.617 --> 00:24:40.667 We have a voice, use it. 00:24:40.787 --> 00:24:41.649 Uh, that's great. 00:24:41.667 --> 00:24:43.647 So Christian, thank you so much. 00:24:43.657 --> 00:24:46.057 I'm really excited that we got a chance to do this. 00:24:46.077 --> 00:24:49.197 I appreciate you sharing insights with myself and our 00:24:49.197 --> 00:24:50.577 listeners of the chemical show. 00:24:50.577 --> 00:24:53.117 And it's been great to have this conversation with you. 00:24:53.493 --> 00:24:54.393 Christian: Thank you, Victoria. 00:24:54.393 --> 00:24:55.853 And I appreciate what you do. 00:24:55.913 --> 00:24:56.573 Thank you. 00:24:56.777 --> 00:24:57.207 Victoria: Thank you. 00:24:57.207 --> 00:24:58.807 And thanks everyone for listening. 00:24:58.807 --> 00:25:01.237 Keep listening, keep following, keep sharing, and we will 00:25:01.237 --> 00:25:02.737 talk with you again soon. 00:25:04.223 --> 00:25:06.383 Thanks for joining us today on The Chemical Show. 00:25:06.723 --> 00:25:11.183 If you enjoyed this episode, be sure to subscribe, leave a review, 00:25:11.453 --> 00:25:15.013 and most importantly, share it with your friends and colleagues. 00:25:15.843 --> 00:25:18.733 For more insights, visit TheChemicalShow. 00:25:18.743 --> 00:25:21.263 com and connect with us on LinkedIn. 00:25:21.913 --> 00:25:25.863 You can find me at Victoria King Meyer on LinkedIn, and you can also 00:25:25.863 --> 00:25:27.813 find us at The Chemical Show Podcast. 00:25:28.223 --> 00:25:31.453 Join us next time for more conversations and strategies 00:25:31.713 --> 00:25:33.503 shaping the future of the industry. 00:25:33.873 --> 00:25:34.583 We'll see you soon.