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Rochester Top 100: T&T Materials keeps focus on its customers

Rochester Business Journal
May 30, 2014

“Our success has and will continue to depend on our ability to see past this horizon and understand in which directions our customers are going to be steering the metals industry,” says James Mossgraber, vice president and general manager. (Photo by Kimberly McKinzie)

T&T Materials Inc. is keeping an eye on the future as big changes occur.

The Rochester-based company supplies raw materials to customers, primarily the U.S. government, and lately has faced the challenge of federal spending reductions and a general sense of uncertainty.

A significant portion of the company’s sales are either directly to Department of Defense facilities or to prime contractors such as Lockheed Martin Corp., and T&T Materials officials say a reduction in Pentagon spending has created new challenges.

As a result, the company has worked to stay ahead of the curve and adjust. A key part of this strategy is keeping in close contact with customers.

“We at T&T Materials continue to invest a great deal of time and resources into cultivating meaningful business relationships with our customers,” said James Terhune, president and CEO. “Only by fully understanding their needs and requirements can we successfully support and provide their product requirements.”

Formed in January 2006, the company supplies metal products to government customers and private companies. T&T Materials handles carbon and stainless steel, aluminum, brass, copper, titanium, nickel-based alloys and armor plate.

The company supplies these materials in various forms, including bar and rod, and various structural shapes and profiles.

Strong customer service is a key part of the company’s strategy. In its mission statement, T&T Materials notes a commitment to maintaining strong person-to-person relationships with its customers.

T&T Materials has some strong credentials backing up its work, Terhune said.

“It is easy to say that you possess the industry knowledge and the professional experience and expertise to meet your customer’s needs,” he said. “We prefer to let our accomplishments validate our capabilities and our talents.”

Those accomplishments include a successful ISO certification audit and the Star Supplier Award from Lockheed Martin, Terhune added. T&T Materials also has been chosen to participate in 13 multiyear supply contracts from the Department of Defense, which he said “speaks volumes as to our place in the metals sourcing industry.”

T&T Materials is part of two blanket purchase agreements with the U.S. government, in which the agency prequalifies vendors as reliable and cost-effective to meet purchasing requirements. The company has such agreements with two Army arsenals as well as two Naval Air Systems Command sites.

From 2010 to 2013, T&T Materials has maintained a staff of four people. The privately owned company does not disclose precise revenue figures but puts its gross annual sales in the $5 million to $10 million range.

Terhune himself has more than 30 years of experience in the raw materials industry, as does James Mossgraber, vice president and general manager.

But change has come with the conclusion of the war in Iraq and the drawdown of troops in Afghanistan, Terhune noted. As a result the company has explored new areas of business, including commercial aerospace, oil and gas exploration and non-domestic defense manufacturing.

Despite the challenges, T&T Materials officials believe the future presents opportunities for the taking.

“Our success has and will continue to depend on our ability to see past this horizon and understand in which directions our customers are going to be steering the metals industry and then to make sure we are there also to support their needs,” Mossgraber said.

The Rochester Top 100 program is presented by the Rochester Business Alliance Inc. and KPMG LLP. Launched in 1987, it recognizes the fastest-growing private companies in Greater Rochester. This year’s Rochester Top 100 event will be held Nov. 5. For more information, go to

T&T Materials Inc.
A materials distribution and sourcing company.
Founded: 2006
Top executive: James Terhune, president and CEO
Employees: 4
2013 ranking: 39
Location: Rochester

5/30/14 (c) 2014 Rochester Business Journal. To obtain permission to reprint this article, call 585-546-8303 or email

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