May/June 2023 - 69

From Design Engineer to Equipment
Sales, Mike Ormsby Sets a High Bar
Mike Ormsby is a regional sales
manager at DFI corporate member
company Hammer & Steel. Working out
of the firm's headquarters office in
Hazelwood, Missouri, he is responsible
for one of Hammer and Steel's largest
territories encompassing much of the
U.S.'s Midwestern states. Ormsby
received his bachelor 's degree in
mechanical engineering technology
with an emphasis in mechanical design
from Missouri State University. Despite
a heavy academic load, he was still able
to continue his successful athletic career
in track and field events as a pole vaulter.
A Long Career Begins
Ormsby was always attracted to
drawing and designing. In high school
he thought that he might pursue a
career in architecture. In college he
turned his interest to machine design,
initially putting his mechanical engineering
degree to use with Mississippi
Valley Equipment Company in St. Louis.
From 1982 to 1992 he worked as an
equipment designer specializing in
custom fixed-lead systems, cranesuspended
vibratory systems and auger
systems. He transitioned into equipment
sales in 1992. One might ask how a
person with a bachelor's degree in
mechanical engineering becomes a very
successful deep foundation equipment
sales and marketing specialist. The
transition took place after leaving the
deep foundation equipment industry for
a time to work as a designer with a local
conveyer company.
Regarding that hiatus Ormsby says,
" It did not take long for me to miss my
work in the deep foundations industry
where I could make use of the
experience that I had gained. " He
particularly likes the fact that the work
is fast-paced and challenging. In 1995
he returned to the industry joining
Hammer & Steel to specialize in
equipment sales. He has been with the
company ever since.
While focusing on sales and marketing,
he has also contributed with a bit
of equipment design. As a salesperson
with a strong technical background, he
certainly " knows of which he speaks. "
During his 30-year career at the company,
which was founded in 1989, it has
grown from one office and yard in St.
Louis with 13 employees, to now having
four additional locations throughout the
U.S., with some 100 employees. The
company's sales, service and rental line
has grown dramatically and includes
pile drivers, drilling rigs, impact
hammers, pile products, grouting
equipment and more. Ormsby has spent
countless hours representing the
company at DFI conferences, the
International Foundations Conference
and Equipment Expo (IFCEE) and
ConExpo. He has attended Bauma in
Munich, the world's largest construction
equipment show, for 40 years. This kind
of involvement " comes with the
territory " so to speak.
When it comes to what he enjoys
about working in the deep foundations
industry he points to the fact that it is a
relatively small industry and quite
specialized. Regarding that perception,
he puts it this way, " I feel that the
nature of the industry has allowed me
to engage with the community of
contractors and fellow suppliers as a
whole. This would not be possible in a
larger industry. "
MEMBER PROF I LE
Success in Sales
Being a successful salesperson takes a
special set of skills. Ormsby's view is
that to be effective one must know the
products they are offering and how they
will meet the needs of the project. In his
case, his background in designing the
equipment is a great aid. He notes that it
is important to develop trusting
relationships with one's customers and
to be diligent with follow-through to
ensure that one is meeting their
customer's needs. For Ormsby it's not
about him but about them.
Michael Wysockey, president of
Thatcher Foundations, and prominent
DFI board member and trustee, concurs
with the outstanding reputation
Ormsby has in the industry when he
states, " I've known and enjoyed working
with Mike for many years. He is
knowledgeable across a wide range of
equipment and a straight shooter. If he
didn't have an answer directly, he would
find one. Outside of being a Cardinals
fan, he's a great all-around guy. "
AUTHOR S. Scot Litke, Hon. D.GE
DEEP FOUNDATIONS * MAY/JUNE 2023 * 69
May/June 2023

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