When Chris McKinnon and his father Dave launched their metal finishing business in 2009, they had an ambitious vision. Growing their own business was just one part of it. They were also out to reimagine and grow a fledgling part of their industry.
“We saw an opportunity to professionalize powder coating,” says Chris, co-founder and principal at Aegis Industrial Finishing. Based in Surrey, B.C., Chris and his team provide powder coating and sandblasting services, offering a finishing alternative to industrial wet paint for commercial customers, from automotive, marine and industrial equipment to custom artwork.
Aegis’ techniques are well-known in Europe, to the point of becoming the standard. In North America, though, there is still an untapped opportunity that Chris and his father sought out. “There are a lot of shops out there, but not many that focus on integrating into a customer’s business processes,” Chris says. “We wanted to be the technical experts people could rely on.”
From day one, the business was relentlessly focused on the belief that strong relationships, whether with customers, suppliers, or advisors, would be the foundation for long-term success.
That extends to a strong relationship with his Scotiabank Advisor. Through a trusted partnership with the bank, Chris has been able to streamline banking, improve financial visibility, and access the capital – and advice – he needs for not only healthy operations now, but the next chapter of Aegis’ growth story.
Conversations as a growth engine
Operating in British Columbia’s competitive and high-cost environment comes with challenges, from real estate prices to labour market fluctuations. That’s without the added hurdle of explaining a relatively nascent industry in Canada.
But Chris’ approach is proactive rather than reactive. One of the biggest drivers of his growth has been focusing on spec work, or projects that require coatings to meet precise, internationally recognized standards.
“In spec work, an engineer defines exactly how a surface needs to be prepared and coated for a specific environment, whether that’s marine, mining, or architectural,” Chris explains. “We can match or create an equivalent powder coating system that meets those requirements.”
In other words, this allows the Aegis team to show how its techniques are not only a possible alternative to traditional wet paint techniques, but one that’s often better. The spec work approach also positions the company upstream in the decision-making process. Instead of competing on price, Chris is able to speak directly to architects, engineers and procurement teams on the performance benefits of powder coating.
“By getting in front of the decision-makers early, we change the conversation from ‘cheapest option’ to ‘best long-term solution,’” he says. “That’s where we can deliver real value, and it’s where our growth has come from.”
It’s also an approach that lets Aegis stay true to its own long-term vision of transforming the industry, not to mention resilient in the face of an uncertain economy. Instead of relying solely on inbound inquiries, his team actively seeks out opportunities to teach potential clients about powder coating’s capabilities.
“When things get slow, we get busy,” he says. “We do lunch-and-learns with engineering firms, work with architects, and create content that explains how to choose the right coating system. The goal is to make sure that when a project spec is written, powder coating is considered, and ideally, we’re the ones they call.”
Today, Chris’ customer base spans industries, from custom architectural projects and automotive parts to industrial guardrails and mining equipment. No single account makes up more than 10 per cent of revenue, a deliberate strategy to reduce risk.
“That’s one of my biggest pieces of advice to other entrepreneurs,” Chris says. “Don’t become so dependent on one customer that you can’t survive without them. Diversify your revenue streams so you can weather slowdowns in any one sector.”
Trusted banking advice for the next chapter
Chris’s belief in the power of strong relationships extends to his approach to banking. It’s why he moved all of his personal and business banking to Scotiabank, to simplify managing his finances and gain a partner that could deliver both operational support and strategic insight.
“I wanted a bank where I could build a relationship with my advisor,” Chris explains. “Scotiabank has been fantastic at making it easy to do business with them,” he adds, pointing to quick, clear communication and personalized service. “It has been a really seamless experience across my private banking, wealth management, and business accounts.”
With a full suite of tailored financial solutions, including lending, digital banking, merchant services and credit products, Scotiabank has provided the financial flexibility and security Chris needs to access cash flow when it matters and keep Aegis moving forward.
Scotiabank began by reviewing his statements and identifying more cost‑effective solutions, then mapped out a broader banking strategy tailored to Aegis. The team guided him through every step, including digital onboarding with ScotiaConnect® to manage all his business banking.
It then brought forward the right operational solutions, including Chase Payment Solutions, to reduce transaction volumes and potentially lower banking costs, while improving payment processing and enhancing security for transactions.
Finally, the bank also issued business credit cards with sufficient limits, expanding his access to credit and supporting day‑to‑day operational needs, along with supporting Chris in applying for a new line of credit to fund expansion and future growth.
Perhaps most importantly, Chris values his advisor’s role as a sounding board as he plans for the future, such as purchasing a new building for Aegis. “They give me context on the business landscape,” he says. “If the construction industry is slowing down, I know that will affect me. That kind of business intelligence is invaluable. It’s about being ready for the next step.”
“Success comes from grinding through the slow periods, staying true to your plan, and surrounding yourself with people — employees, suppliers, and advisors — who share your commitment to excellence.” - Chris McKinnon, co-founder and principal, Aegis Industrial Finishing
Trusted banking advice for the next chapter
- Know your core values and never compromise them.
- Invest in your people. Hire for culture, train for skill.
- Educate your market so customers understand your value before they need you.
- Diversify your revenue streams to protect against market fluctuations.
- Leverage trusted advisors for perspective and strategic planning.