With more than two decades of experience in the electrical industry, Outside Sales Representative, Johnny Clawson brings deep knowledge and a results-driven approach to his role at JD Martin. Johnny supports customers across the Gulf Coast, focusing primarily on the petrochemical and refining sectors. His hands-on background and strong customer relationships have helped drive significant wins for Champion Fiberglass®.
Tell us a bit about your background and how you got into sales?
I’ve been in the electrical business for 26 years and with JD Martin for 21 of those. I started in a lighting warehouse at age 19, worked my way up, and always knew I wanted to be in sales. I come from a family of electricians—four generations—and grew up wiring projects with my grandfather. I studied industrial distribution in college, and was awarded the Clyde Rutland Scholarship, which led to a job at Wholesale Electric. I told them from the start I wanted to go into sales, and I worked hard to make that happen. I then found my place at JD Martin and haven’t looked back.
How do you position Champion Fiberglass products as solutions for customers? Can you share a specific feature or benefit that customers find particularly valuable?
My core market is refineries and petrochemical plants, which deal with harsh chemicals and corrosion. Champion Fiberglass performs exceptionally well in these environments. I don’t give PowerPoint sales presentations—I show customers photos of real installations, some over 18 years old, still in great condition. For example, a hydrogen dichloride unit at a Texas paper mill had fiberglass conduit in place for 16 years under heavy chemical exposure. Wipe the surface clean and it looks like two-year-old conduit. Performance like that speaks volumes.
Can you share a project or sale you’re especially proud of, including any challenges overcome?
Two that stand out are Chevron and Exxon. As for “flipping the spec,” both took years to get approved for use. At Chevron, I had to convince them to choose fiberglass over PVC-coated steel, despite contractor resistance. After some persistence and direct conversations, they moved forward with Champion Fiberglass. The Exxon win was similar but required a three-year effort just to get on their Approved Manufacturer’s List. That breakthrough allowed Champion Fiberglass to be specified at any of their sites.
What do you enjoy most about representing Champion Fiberglass?
It’s a great product that outperforms alternatives in the applications I focus on. On top of that, the team at Champion Fiberglass is highly responsive and goes the extra mile to help the customer. There was a time I sketched a custom fitting on a napkin for a customer, and Champion Fiberglass produced it in 24 hours. That kind of support builds loyalty.