Trevor Gardner is the founder of Atlantic Machinery Inc. and has over four decades of industry knowledge. Atlantic Machinery was founded in 1980 to provide a highly specialized sales and service capability for the sewer and street cleaning industry. On this episode of VacconJohn Unplugged, I sit down with Trevor Gardner, founder of Atlantic Machinery (AMI) and a true Vac-Con icon. With nearly four decades in the game, Trevor walks through AMI’s origins, the pivotal 1988 switch to Vac-Con (after a legendary 14-demo road test), and the disciplines and standards that still set his team apart—chief among them: “You never get a second chance to make a first impression.”🎙️ What you’ll learn in this episodeFounding story: From selling industrial equipment to launching Atlantic Machinery out of a Bethesda, MD home office.Why Vac-Con: The two-week, 14-stop demo tour where 14/14 customers voted Vac-Con—and how that shaped AMI’s future.Design & innovation: Collaborating with Vac-Con engineering (Darrell LeSage & Tom Armstrong) on ideas like the front articulating hose reel and vacuum breaker door—yes, napkin sketches included.Expertise that lasts: Why successful reps become operators first—drive systems, 3-Stage Fan vs. PD blower, winter recirculation, and asking smarter application questions.The AMI standard: How meticulous PDI and demo prep protect first impressions—and why some demos get rescheduled if “perfect” isn’t ready.Rentals done right: Building a new-only rental fleet (simple specs, classic controls) to keep customers working, seed the market with the latest tech, and create clean used inventory later.Family business, long game: Three generations (Trevor → T → Chip), 30-year employees, and a culture where customers become family.Dealer network power: Why bringing dealers together (and comparing specs nose-to-nose) accelerates learning and adoption.If you sell, spec, or operate combo trucks, hydrovacs, or municipal gear—and you care about craft, discipline, and customer trust—this conversation is a masterclass.👉 Connect with Atlantic MachineryWebsite: https://atlanticmachineryinc.com/👉 More from VacconJohn:🌐 https://linktr.ee/vacconjohn📺 Subscribe to VacconJohn Unplugged for more conversations with the people who built (and keep building) this industry.#VacconJohnUnplugged #AtlanticMachinery #PublicWorks #SewerCleaning #HydroVac #PDvsFan #DealerNetwork #FirstImpressions #PROReel
