Executive Suite: Lou Pagnutti, Dix Hills

More than 20 years ago Lou Pagnutti started a deck company when he was 21 and fresh out of college.

He recently saw a fence company, Natural Beauty of Commack, up for sale and took the opportunity to buy it. Merging it with his Dix Hills company, Decks Unique, he launched Nassau Suffolk Exteriors last year.

The company offers decks, fencing, siding and other home improvement services. Its Commack showroom features samples and digital renderings. "I think people feel better when you have a home and they know you're not just working out of your trunk," he says.

The company belongs to the Long Island Builders Institute, a trade association.

Pagnutti, 45, has a wife and three children.

How did you learn how to manage?
"I went to school for finance. I worked my way through school, ran crews then. It just kind of came naturally. We were never that big; I stayed small. I wanted to stay in control. I didn't want 10 crews going in different directions. I'd rather have five crews and know what they're doing." He recalled that his father, a mason and crew supervisor, would say, "If you have quality work, you'll always have work." 

Do you believe the recession is over yet?
Consumers are "still a little uneasy with letting go of their money, but they're starting to do it more and more. We're seeing it little by little." 

What advice would you have for someone starting a business?

"Know what you're doing, know your product. Know your competitors better than they know themselves. And go slow."

What's your leadership style?
"Probably overmanage," he says with a laugh. "I like to know what's going on. I need to stop doing that, and I realize that." Citing the recent addition of Katy Vitale, his niece, to handle sales, marketing and design consulting, he adds, "It's a big step for me to do something like this."

How do you get people to do what you need them to do?
"I try to lead by example as far as work goes. I'm a working president: I was out today swinging a hammer."

 What qualities do you look for in hiring?
"Motivated, trustworthy people. You can teach almost anybody a carpentry skill. I can't teach you to be on time, I can't teach you how to be trustworthy, I can't teach you how to be honest." 

Do you have workers who've been with you a while?
"Yes. Most of my employees stay with me a very long time. Most of my employees leave to start their own business. I've had that happen many times. Competition is good. I have no problem with it. . . . I taught them everything they know -- not everything I know."

CORPORATE SNAPSHOT
Name: Lou Pagnutti
Title: President
Company: Nassau Suffolk Exteriors
Business: Decks, fencing and other home  improvements
Location: Commack
Type: Private company
Revenue: $2 million projected this year
Employees: 6