I’m Back … and I’m Grateful
For those of you who don’t know me, my name is Todd Sawyer, and I am honored to once again serve as your ICAA President.
I grew up in the insulation business. My father, Larry Sawyer, founded Eastern Insulation in 1974. I started in the warehouse at the age of 10 and spent summers through high school and college installing insulation in the field. In 1994, I went to work full time, learning every aspect of the trade and the business. In 2001, I purchased the com[any from my father and went on to build Eastern Contractor Services into a large, highly successful operation across New Jersey, Pennsylvania, and Texas.
ICAA played a pivotal role in that journey. I was invited to join the ICAA Board at a young age and had the privilege of serving as President in 2014. After selling my business in 2015, I continued building companies, expanding my lumber yard, developing luxury homes, and investing in and operating a GMC dealership (which I still own today). Each experience sharpened my perspective as an operator, a leader, and a steward of people and capital.
In 2023, I returned to the insulation industry by launching INSULPRO, which quickly merged with Rockstar Drywall and Untied Door & Trim to form Built Interiors. Upon reentering the industry, I rejoined ICAA and expressed my interest in serving again. I am deeply grateful for the opportunity to help lead this Association now that I’m a little older, a little wiser, and more committed than ever. Some of my closest friendships have come directly from ICAA, and I can say without hesitation that this Association was instrumental in my success.
There is no industry quite like ours: the support ICAA Members give to one another; the commitment our suppliers and manufacturers show to us; the camaraderie, accountability, and shared pride in doing things the right way. Now that I’m back, may I share some ideas I’ve leared along this journey? (See below.)
I am proud to be back, proud to serve. And I am incredibly optimistic about the future of this industry and this Association.
Let’s do the work – together.
Respectfully,
Todd Sawyer, President, ICAA
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LESSONS LEARNED
- Know Your Craft; Know Your Numbers. This is not a “fake it till you make it” industry. Know your building science. Know your numbers. Run your business to make money. Profit is not a dirty word, it is what enables stability, growth, opportunity, and longevity.
- Respect is Non-Negotiable. Respect your staff. Respect your customers. Respect your vendors. Perhaps more importantly, respect yourself. Life is too short to be miserable. None of know how much time we have. Do meaningful work, build real relationships, and enjoy the journey.
- To the Next Generations. To the second- and third-generation leaders – and to the young men and women entering this industry: do the work; play the long game. There is no such thing as an overnight success. No tricks, no shortcuts, no magic. Ignore the “get rich quick” noise and social-media nonsense. Daily discipline always wins.
- Daily Discipline Wins. Practice the E’s: Exercise – energy creates momentum; Education – stay sharp, stay dangerous; Envision – see the outcome before it exists.
- Planning is Not Optional. Have a plan – and execute it. Plan your month, your week, and your day. Work the plan daily. Revise when needed. Stay on course.
- Demand Excellence from Yourself First. Hold yourself accountable. Don’t let yourself off the hook. Stay disciplined when no one is watching – or when it isn’t “your fault.”
- People Do Business With People. Customers need to like you, to trust you. Customers need to trust your company. Confidence wins. Cockiness loses. Be assured, not arrogant. Let results speak. Earn respect through consistency. Ask better questions. Listen more than you talk.
- Winning is a Team Sport. Ask for help – from co-workers, managers, and ownership. Invest in training, education, personal development, and planning.
- Profit is Not Optional. Financial success is everyone’s responsibility. Every project must make money. Profit is not greed: it is security, growth, and opportunity. Operational discipline equals financial health. Material waste hits margins directly. Labor inefficiency compounds quickly. Theft steals from all of us.
- Extreme Ownership. For those who are not owners – act like you are. Ask yourself daily, would I: accept this waste is I owned the business, all this if it were my money, ignore this if my name were on the door? Extreme ownership means no excuses, no finger-pointing, no blame-shifting. You own everything in your world. Success is your responsibility. Failure is your responsibility even when it’s “not your fault.” Excuses are cancer: they spread fast and kill performance. Ownership builds trust – inside the company and outside it. People trust leaders who own mistakes. Customers trust partners who don’t deflect. Teams rally behind accountability.
