Construction is a challenging field to work in. However, Debbie Mattes has been in it for over 28 years and makes it appear effortless in a gracious manner.
Debbie briefly worked as a timber package salesperson for J.F. Johnson Lumber Company about three decades ago, but fate took her down a different road. A fellow salesperson at J.F. Lumber Company mentioned to one of his clients, the CEO of Cameron Group, Ginny Cameron, how excellent a salesperson Debbie was and encouraged a phone conversation. That phone call marked the start of this story. Today, Debbie is still working at Cameron and has made a name for herself in the industry as a hardworking individual who takes her job with the utmost dedication and seriousness you can think of. Being the force that she is and having years of expertise, it was only right to sit down with her this Women In Construction Week to hear about her journey and showcase her remarkable trajectory.
Debbie, I’m just in awe of how long you’ve worked at Cameron. That seems like something very remarkable. What led you to choose Cameron as the next step in your career?
I was impressed that Cameron was a woman-run company. At that time, 28 years ago, that was very unusual. And so, I was really happy because not only was it a family-owned company, but they had been in business for a long time and some employees had been there for many years. So that spoke volumes to me. That’s why I joined Cameron, and even though I’m not family, they’ve always treated me like I was. And it’s just been the greatest place to work.
Tell us a little bit about what your job entails today.
I go out to appointments, field measure and then type the proposal. I calculate how much insulation and what kind of insulation my clients will require to comply with the code. I don’t go into the office. I am outside sales, so I never see anybody. I work strictly on my own.
The construction industry is predominantly male. We know that has changed, but did you ever have any self-consciousness as a result when you first started?
No, because I had strong construction knowledge before I started doing this. The only thing was that when I first entered this field, there were so few women that being a woman was a novelty. And it helped me to be able to walk onto a job site and make calls because nobody was going to send me away. But at the same time, I was put through my paces and had to prove that I knew what I was talking about because the assumption was that women didn’t belong in that field. But what’s done is not a drawback at all. I get a lot of loyalty from my customers, and being a woman has a lot to do with that. We are very committed and extremely detail-oriented.
What has kept you at Cameron for such a long time?
My job is different every single day. From the moment I wake up till the moment I stop, things are different, and that is probably what’s kept me in the same place for 27 years. I also believe that the fact that Cameron is family-owned is another reason why I’ve stayed for so long. They let me do what I do best and allow me to do it however I need to do it. They trust me. And I think it takes a certain amount of trust to let somebody work independently on their own. And basically, that’s what I do.
What have been some of the most memorable projects you’ve worked on during your time in the industry?
My most memorable project was the first Net-Zero house on the National Institute for Standards and Technology (NIST) training campus in Gaithersburg, Md. That was a big thing. People from all around the world came to see it because it was the first time this had been tried. They only accepted bids from three different companies, and Cameron was one of them. They interviewed me before they would allow me to bid on the job. We were awarded that contract, and it was quite a feather in our cap. It was a little 3,000-square-foot house, so it wasn’t anything big. But it was new technology, and it was a new way of doing things. And this is where it all started to move towards a thermal envelope that was completely passive.
Based on your experience, what advice would you give to someone who’s starting their career in this industry?
You can’t just be a good salesperson. You also need to have a construction background. This isn’t a position where you could just take a salesperson who’s good at selling anything; they need to take the time to learn what fits. It used to be that builders knew what they had to do. It’s far too complicated for them now because it’s getting more and more difficult to achieve the code requirements within a traditional dimensional frame. They’re relying on their insulation salesperson. And there’s a lot to learn from that. And if they have a good grasp on that, then they’ll be very successful.
And looking back, what about your professional career are you most proud of?
I’m most proud that the vast majority of my customers consider me a friend. They will say to me all the time, “If all of my suppliers had a salesperson like you…” I feel like my customers have a lot of respect for me. They trust me. They know that I’m not just trying to sell them the most expensive thing; whatever I’m selling them, I would do in my own house.
Debbie, who is an essential member of Cameron Group, has distinguished herself by constant dedication and an exceptional work ethic. Her candid conversation shows a deep passion for her job and represents her loyalty and dedication, which will continue to enrich and inspire the women in the construction industry for years to come.
