For more than 20 years, Greg Rohan of Whitehead & Associates has built a proven track record helping utility customers find effective project solutions. Greg shares more on his sales experience, why customers choose fiberglass electrical conduit, and why he has confidence in the Champion Fiberglass® line.
Tell us about your background and how you got into sales.
I’ve been in sales for as long as I can remember. I started at age 15, working at a car wash and auto dealership, and continued selling throughout college at Indiana University. After graduating, I joined Whitehead & Associates, where I’ve been for the last 20 years.
Today I work closely with engineers, contractors, and utilities on transmission, distribution, and substation projects throughout the Southeastern U.S.
How do you position Champion Fiberglass products as a solution for customers?
Many utility companies don’t realize there are better electrical conduit options until they see Champion Fiberglass products. One of the biggest challenges they face is burn-through with PVC elbows, which happens during cable pulling. Once an elbow is damaged, it can create a moisture path into the conduit, compromising the protection of expensive medium voltage cable inside.
Some companies switch to steel, but steel is heavy, expensive, and difficult to handle.
Fiberglass elbows solve these problems. The no burn-through performance during cable pulling helps protect the conduit system over the long term. Light weight, low coefficient of friction, and streamlined pulling make installation easier and more efficient.
Can you share a project or sale you’re especially proud of, including any challenges you’ve overcome?
One project involved a company that was repeatedly experiencing burn-through with PVC elbows. They attended a trade show where Champion Fiberglass displayed the product and gave a presentation, then reached out to us.
We worked with our local distributor to get fiberglass elbows to their jobsite the very next day. The project installation went smoothly, and the customer has been using Champion Fiberglass products ever since.
We’ve also supported many utilities in moving from heavy steel sweeps to fiberglass, which reduces labor costs and eases installation for field crews.
What do you enjoy most about representing Champion Fiberglass?
Champion Fiberglass stands out for its people and their prompt support.
I value how quickly they move, whether it’s providing customizable sweeps, engineered solutions, or enabling contractors to meet tight project schedules. It’s extremely rewarding to represent products that truly make customers’ jobs easier.
I also appreciate the culture. When we first partnered with them, we took the time to get to know their team. Once we understood the company and how well they serve customers, we were all in.
Their values align so well with ours, which makes it easy to represent the brand with confidence.