The father and son duo focused on helping telecom manufacturers deliver their products

On this episode of Connected Nation, we talk to a father and son team who rep a host of manufacturers in the broadband space. Find out how their model fills the needs of a wide range of companies, programs, and projects.

Recommended links:

Communications Marketing Systems - https://superrep.com/

Ken Lazear (dad) and Jake Lazear (son)
https://www.linkedin.com/in/ken-lazear-586a20149/
https://www.linkedin.com/in/jacoblazear/

Transcript

Jessica Denson, Host (00:02):

This is Connected Nation, an award-winning podcast focused on all things broadband from closing the digital divide to improving your internet speeds. We talk technology topics that impact all of us, our families, and our neighborhoods.

(00:16):

On this episode of Connected Nation, I talk to a father and son team who rep a host of manufacturers in the broadband space, find out how their model helps fill the needs of a wide range of projects. I'm Jessica Denson, and this is Connected Nation.

(00:35):

I'm at Mountain Connect in Denver, Colorado, and Pete Spehr, who I just spoke to with Lynddahl Telecom America, chased me down and said I have to talk to their partners, the group they work with, communications, marketing systems, and I am doing so. And I'm with father and son who are part of this pro of this organization. Ken Lazear and Jake Lazear. Say hi, Ken.

Ken Lazear (00:57):

Good morning.

Jessica Denson, Host (00:58):

And Jake,

Jake Lazear (00:59):

Hello.

Jessica Denson, Host (01:00):

Uh, thanks for, I just had to restart this podcast because I do not have my audio levels right, <laugh>. So Ken, thank you. And Jake, thank you for being, um, flexible with me. Uh, let's start with you Ken. Talk about what your company does and, um, why did Pete chase me down?

Ken Lazear (01:16):

Well, our company is a manufacturer's representative agency. We've been in business since 1990. Uh, a a manufacturer's rep firm is a company that other manufacturers hire to act as their field sales organization in a given market and geographic territory. And our history has always been in telecommunications, primarily in fiber, broadband construction.

Jessica Denson, Host (01:40):

And Jake, what is your role with the company and how do you view it? It says business development manager, but you said No, it's not really my title.

Jake Lazear (01:47):

Well, it is and it isn't. So we're a two person company. We're a father son team. Um, and basically I joined my dad four years ago. Uh, and my role is basically we, we kind of just share our role. He is the owner of the firm, but we share duties in that we help manage relationships with, uh, stakeholders within a specific geographic region for manufacturers. So we're constantly out there, uh, maintaining relationships, getting in front of distributors, end users, contractors, just to act as foot soldiers and promote these factories products in the marketplace.

Jessica Denson, Host (02:19):

And Ken, how long has your company been doing this?

Ken Lazear (02:22):

Uh, we started in 1990, so now 35 years.

Jessica Denson, Host (02:25):

So you really understand the manufacturing industry and how it works and what it needs to get out there.

Ken Lazear (02:31):

Well, even more so, I started in the industry in 1981 with Ohio Bell. So I went through the bell management training. Then after the breakup of the Bell system, I worked for the new at and t then a smaller manufacturer, and then, uh, started this company in 1990. So, uh, we have over, well over 40 years of experience in the telecom industry.

Jessica Denson, Host (02:55):

So, Jake, for you watching him work in that industry, was it just something you wanted to do or did you slowly come around <laugh>?

Jake Lazear (03:01):

Yeah, so like growing up with him, having the company in the background, I knew it was always something that could potentially be there as an option if I was interested in exploring it. Um, and I actually, you know, went to Colorado State, got my business degree, and I worked in a couple different sales roles. And over time I kind of learned more about what my dad did and I learned that it was really all these parts of, of sales that I really do enjoy. The, the excitement of going after opportunities, the, uh, building new relationships and maintaining them. Um, and I just realized that with, you know, being in the manufacturers rep, manufacturer rep space, you kind of just have ownership over the sales process to be able to promote the products in the best way that you can. And it's, I've, I've loved it. I've loved working with them. It's been wonderful.

Jessica Denson, Host (03:43):

So you guys have several, um, for our listeners who can't see this, there's really cool stuff on this table, which is why I was first drawn to it. There's some stuff that looks like some binoculars. I'm not sure what they are. <laugh>. I am not the tech person at Connected Nation. I am the comms person, everything to a part of a telephone pole with these cooled gadgets on it. Talk about some of these groups that you have here.

Ken Lazear (04:04):

Well, our specialty is, um, products used for fiber construction. So starting off with, we are the representatives for PRIs and Fiber. Sian is the largest cable manufacturer in the world. Uh, we represent their broadband fiber division in the Rocky Mountain region. We also represent them in a unique market, uh, in the rail transit construction business. So any, if you're building a light rail commuter rail, we've been very active in that part of the business as well. But along with the fiber, we also have the conduit IIE Pete Spear and the microduct. We also offer everything from pole line hardware and then fiber termination products, um, things an MST, a multi-site terminal cable assemblies, network interface devices. We even get involved with, uh, actual fiber splicing. So essentially anything that's used in the construction of a fiber network, we can basically provide.

Jessica Denson, Host (05:01):

And for you, Jake, you have a business degree that you got. How is it, uh, being part of the business and learning about all these different things, uh, was it a, was it a deep dive for you or was it a, you'd been around it your whole life, so you got it.

Jake Lazear (05:14):

I would say joining an industry without much background in that specific industry, it was kinda like drinking from the fire hose. You know, my dad did own the rep firm, but it's not like, you know, I was studying fire optic cabling in high school, you know, <laugh>. But it's, it was cool to just kind of learn about all the components that really go into keeping everybody connected, keeping broadband access there. And I mean, it's been very gratifying working with for my dad and having us kind of tackle the market together. Um, but it was definitely a big learning curve and it's been, it's very exciting to, to see it all come together.

Jessica Denson, Host (05:46):

And for you, what is something like Mountain Connect? Why is it important to be at an event like this?

Jake Lazear (05:52):

I would say it's, you know, there's very few opportunities for there to be these big events that really bring all these important people together that are involved in the broadband ecosystem. The, the policy people that are involved, the manufacturers, the distributors, the, the internet service providers that are providing a connection. I think having everyone here to be able to learn from each other and grow from each other and just meet each other and connect with each other, I think it's, it's an unrivaled thing to, to be able to experience.

Jessica Denson, Host (06:19):

Uh, Ken, how many groups do you guys represent right now or work with right now?

Ken Lazear (06:23):

We currently, um, represent the East County, nine different manufacturers in the fiber construction space.

Jessica Denson, Host (06:31):

How is that with just the two of you keeping up? Is that challenging sometimes or is it just exciting and you just love it?

Ken Lazear (06:38):

Well, a a lot of all of our products, we, we cannot have competitive products. I can't have two different lines of fiber or two different lines of conduit. But when we are going after, when we call in a lot of the tier three and two tier carriers, ISPs, we also call on the contractors doing their work. So even though we have nine different companies we represent, a lot of them are involved in some of the bigger projects. So we're not going out to sell just one thing. We go after to to sell as many of our lines as possible on any given product project. So it kind of is a very synergistic, um, uh, uh, uh, balance that we can go in and we might win the fiber but not lose, not win the duct. We might not get the fiber and we might get the, uh, the, the drop cables or the aerial hardware, but we always go in the, in with the, uh, idea that we're gonna try to sell as much of our product lines in a given opportunity as possible.

Jessica Denson, Host (07:38):

So at Connected Nation we always talk about the, the issue of connecting the, the, the country. It's something you can't do alone, you have to partner. So this really kind of replicates that idea. Did you see a gap in the market and the need for this to be able to work with, help different companies fill those different needs? Depending on the project?

Ken Lazear (08:03):

It's more evolutionary. I mean, um, in, in a typical manufacturer's rep environment, the co manufacturers that you represent want you to have a large breadth of product that addresses that specific industry. So for us, I mean, we've been doing fiber since nine. I've been doing fiber since 1988. In fact, we did our, one of our first projects in the early nineties, we did all the fiber inside of Denver International Airport. And from, once you start with that, you other manufacturers who are complimentary products say, Hey, we love to work with you. So it's more of an evolutionary thing than, you know, some sort of grand vision or anything.

Jessica Denson, Host (08:44):

So Jake, um, you went to school in Colorado. Are you guys based in Colorado or are you based elsewhere?

Jake Lazear (08:50):

Yeah, so we're both based in Colorado. I live, uh, in Denver. And uh, my dad lives down south in Greenwood Village.

Jessica Denson, Host (08:57):

And is, is that where most of your work is based or is it all over the country?

Jake Lazear (09:01):

So our main footprint of the states that we cover representing our factories is the four corner states in Wyoming. So Utah, Arizona, New Mexico, Colorado, and Wyoming.

Jessica Denson, Host (09:10):

So father, son, I, I, I noticed when, uh, I'm talking to Jake, you kind of look away like you're a little embarrassed, uh, or like what is he gonna say about <laugh>, but how is, what does it mean to you to work with your son and your company now?

Ken Lazear (09:25):

Oh, it's awesome. Um, I'm very proud of what Jake has, uh, done so far and what he is gonna do. Um, you know, I'm at the point in time in my life where next few years I'll probably be stepping back. Um, and I think Jake is in a great position to take over the business and to run it. Um, obviously there'll be a transition period, but, um, it's great having him in the business. There was, I had nobody else, so I didn't really have a succession plan, not let the door hit me in the ass when I turned the lights out kind of thing, <laugh>. Um, but with him coming on board now it changes the whole dynamic. And now our factories are actually much happier 'cause they understand there's gonna be a, you know, succession. Um, so it's worked out really, really well.

Jessica Denson, Host (10:11):

And for you, Jake, what, what has that meant?

Jake Lazear (10:14):

It's, it's meant a lot. Um, my dad's been in the industry for a long time and I've come to learn that, you know, people, people respect him and his name, and so it creates motivation, maybe a little pressure for me to, to live up to that, that good reputation and to continue to do well by, you know, our factories and our customers and everybody, you know, he is, he's done a great job building up this business, is what it is. And I just, my biggest goal and hope is that I can keep maintaining that goodwill in the industry.

Jessica Denson, Host (10:39):

Um, I was gonna ask, that was gonna be my next question is what do you hope, where do you hope this goes? You've set up your succession plan also a good, a good show by the way. Uh, you set up your plan for continuing the company. What would you hope to see happens with it, Ken, down the road?

Ken Lazear (10:55):

Well, pressure <laugh>, you know, when we started in 19 95, 19 90, the products we were selling were different than we're selling today. And owning a rev firm is an evolutionary kind of process. So I'm not, you know, whatever Jake does, it might look completely different 10 years from now because, you know, we're, we're getting more and more in some new spaces. So I want him to be able to be successful, but not get focused and locked in, in what we've done in the past. You know, that's important, but what is gonna be the driving things in the future that will help keep this company going and make him, uh, successful in the process?

Jessica Denson, Host (11:40):

I, I see you're nodding your head. Has that really been the message you've gotten from your dad going through this? Is that take it where you need to take it?

Jake Lazear (11:47):

Yeah, I mean, I, he's owned the business since I was, you know, two or three. And I remember kind of growing up seeing him having to maneuver and pivot in ways that, uh, were made, might have been challenging at the time, but were definitely beneficial and necessary for the growth and success of the business. So it's something I've kind of seen him lay out as a, as a blueprint for me. And it's something I definitely am gonna be adapting going forward.

Jessica Denson, Host (12:12):

Yeah, having a family business. Uh, Lin Doll is a family business you mentioned. Um, I think that that must be kind of be a comfort to some companies, wouldn't you?

Ken Lazear (12:22):

Well, actually, we've, we have represented a number of family businesses in our past and today Lin Doll's a family owned business. Our, our pole line hardware, Joe Bossi outta Portugal is a family owned business. Netsource, our fiber connectivity products is a family owned business and I have represented a number of smaller family owned businesses throughout the years and we also represent major corporations, but we've always taken pride in working with the smaller companies. It means a lot to us.

Jessica Denson, Host (12:53):

So, uh, I I would be remiss if I didn't ask the question about ai. Are you guys thinking about ai, you planning on it? Are you just waiting to see where it goes? Any thoughts? Is it, does it fit in any of this?

Jake Lazear (13:06):

I mean, from a construction standpoint, you know, fiber optic cablings needed to feed all those AI algorithms, so that'll de that definitely impacts our business a little bit. But I mean, the thing about AI is that it's an extremely helpful and useful tool. It can't necessarily replicate human relationships, and that's really the bread and bread of what we do, is that we maintain and build these relationships with people in the industry. And that's something that a computer program just wouldn't be able to do. So we're not worried about it kind of re replacing manufacturer's representatives or anything like that. I, I think it will definitely, if anything, be beneficial for us in terms of helping make things more efficient and, and helping. Yeah, just yeah.

Jessica Denson, Host (13:42):

<laugh>. So with, with bead, we're, we're probably hopefully gonna see my fingers are crossed some spending happening in the later part of this year into 2026 from all those billions and billions of dollars are, do, have you heard talk, are you following that or need for more manufacturing that we're gonna have to rev up? Have you, what have you guys been hearing with that? Well, he wants to go first. I'll, okay,

Ken Lazear (14:06):

One of the, one of the things going on right now in the industry is that, um, uh, this, this has been a, a, a, a industry of peaks and valleys of cycles. We were involved in the first big fiber optic long haul construction build out in the, in the, in the mid nineties. At that time we, we sold to level three to 360 networks to Quest. And then in 2001, the, the bottom fell out and it rose up again. And then, you know, three years ago there was a huge demand on fiber. Then again that fund, it bailed out. So now we're seeing that rise up again. But this time it's different because a lot of the, of the, um, of the, um, hyperscalers a large are building their own fiber networks. And the interesting thing now is that if you look at four or five years ago, the average fiber cable was 60 fibers in a cable last year was 194 fibers in a cable. So you've got demand from the hyperscalers, but then you're gonna have, when the bead money hits, then demand for those cables for the bead projects. So it's gonna be very challenging for all the manufacturers to keep up with the demand. And so we're probably looking towards another rot peak in, in, in demand for the next two or three years. So that's just been the nature of the beast, but it's a little bit different this time.

Jessica Denson, Host (15:32):

Yeah, it's a little, little. Great. You want to add anything to that, Jake? No, he is done. Everything good. <laugh>. Alright. Well, Jake and Ken Lizzie, right? Um, with Communications Marketing Systems, I really appreciate your time and energy and what you guys do. Thank you, Ken.

Ken Lazear (15:46):

Thank you very much. It's been a pleasure, Jessica. Thank you.

Jessica Denson, Host (15:49):

All right, thanks guys. I'm Jessica Denson. Thanks for listening to Connected Nation. We'll continue our coverage from Mountain Connect 2025 on future episodes of the podcast. If you like our show and wanna know more about us, head to connected nation.org or you can find us on all major podcast platforms.