Business View - March 2015 93
government distribution centers – there isn’t anybody
out there that does it.”
Roughly 95 percent of the work that American Ware-
house Systems does is in conjunction with the federal
government, Juelich said, a split which has necessi-
tated the company’s seal of approval from both the
General Services Administration and the Small Busi-
ness Administration. The other 5 percent of revenue,
he said, comes from various commercial customers
across myriad industries.
The government projects most typically involve design
of distribution centers or storage facilities, followed by
the integration of equipment and installation of prod-
ucts. The value-adds beyond typical providers, Juelich
said, come from in-house capabilities that include con-
crete and electrical, heating, ventilation and air con-
ditioning and fire-suppression services – all on one
project contract.
The company has five long-term government agree-
ments – four of which run for 20 years and account for
the bulk of overall American Warehouse Systems busi-
ness. Renewals or extensions come every five years,
he said, though each document comes with its own
distinct terms and conditions.
“The way the government procures, and the manage-
ment of the projects are very different than what a
commercial customer wants,” he said. “That’s why it’s
very difficult for companies like us that don’t special-
ize in government work. And for us, it’s different to do
commercial work because they don’t procure, they
don’t buy, they don’t manage the projects and they
don’t pay in the same way. It’s very different. For us,
it’s easier, because that’s what we do. But everyone
else would tell you it’s harder.”
The company was created in 2003, after Juelich had
already spent years in the government contracting
business as a sales and marketing director.
AT A GLANCE
WHO:
American Warehouse Systems
WHAT:
Material handling systems integrator and
manufacturer of warehouse storage products –spe-
cializing in federal government distribution centers
and warehouse storage and handling projects
WHERE:
Corporate headquarters in Blaine, Minn.
WEBSITE
:
LOGISTICS
