Posted on April 01, 2025
This month, we celebrate Keith Billings, VP and Branch Manager of TBCo Jacksonville, as he reflects on an incredible 42-year career with Tom Barrow Company.
Keith’s journey began in the warehouse, where he worked his way up to warehouse manager before transitioning into estimating. From there, he advanced to estimating manager, then moved into inside sales, followed by outside sales, ultimately leading to his current role as vice-president and branch manager.
When asked about the biggest changes he’s seen over the years, Keith emphasized that while TBCo’s core values—delivering superior customer service with honesty and integrity—have remained constant, the company’s capabilities have expanded significantly.
“The scope of products we can now deliver to customers in 2025 compared to when I started in 1983 is dramatically different. The addition of applied equipment and other engineered products allows us to be involved earlier in a project’s design life cycle.”
Career Highlights & Milestones
With over four decades of experience, Keith has countless memorable moments, but a few stand out:
“It’s hard to pick just one, but securing TBCo’s first-ever custom AHU order in 1997 was a milestone for me. Reaching 40 years and counting with the company is also something I’m proud of—you can only do that when the people you work for keep the doors open that long!
"I would also say that making sales calls with Mr. Barrow and Butch Dowman was a valuable experience. They took detailed notes and truly listened—whether it was to customers, regardless of the size of their office (the folks buying it), the installers in the field (the folks installing it), the owners (the folks living with it), or the engineers (the folks specifying it). They treated everyone, including their employees, with genuine respect. When they asked a question or requested feedback, they really listened. And if they said they would follow up, they always did."
Keith also takes great pride in the relationships he’s built.
“Starting in the warehouse and working up to branch manager while filling every role along the way is an achievement I’m proud of. I also value the friendships I’ve made—at the loading dock, at the jobsite, and at the factory, with engineers, owners, and contractors alike.”
As for the projects that stand out.
“The most rewarding moments are when we sell every single item we quoted on a project. There’s no better feeling than knowing everything you chased paid off!”
Words of Wisdom
After 42 years, Keith has plenty of insights to share with those starting their own TBCo journey:
- The harder you work, the luckier you’ll become.
- Focus on what you can control. Sometimes, even when you do everything right, the outcome isn’t what you hoped for—don’t let it discourage you. If you work hard, pay attention to detail, and shoot people straight 52 weeks a year (even when it is bad news), you will get all the business you can handle.
- How you do anything is how you do everything. Attention to detail matters. Sloppy estimates, disorganized submittals, and careless ordering create site issues and a poor customer experience. If this becomes a pattern, no amount of hard work will secure repeat business. While much of what we offer is a commodity, the true differentiator is the ease of doing business with you. When attention to detail reduces overall costs, price is rarely the sole deciding factor. Strive to be your customer’s Vendor of the Year.
- Find a mentor to bounce ideas off when needed.
- If you’re in sales, don’t ask for an order by text or email—and never take a customer or factory for granted. When you do get an order regardless of size, always say thank you.
- Remember, the key decision-makers aren’t always the ones writing the purchase order. Look around. Be sure to understand where the input for decisions is coming from and understand their needs and motivations.
Dedicated team members like Keith have played a vital role in TBCo’s 70-year legacy of delivering innovative HVAC solutions to our clients and communities. Cheers to Keith and his remarkable journey!