7 on 7 with Sam Horstmann

STI/SPFA recently spoke with Sam Horstmann, Vice President of Operations at Mass Tank Sales Corp., about his career in the steel fabrication industry.

STI/SPFA: Tell us about the history of your company.

Sam Horstmann: Mass Tank has a long history that dates back more than 100 years, when the company originally operated as Mass Engineering. Over the years, the business has gone through several ownership transitions, facility relocations, and changes in the marketplace, but one thing has remained constant: a commitment to serving customers with high-quality steel tank solutions. Today, Mass Tank has operated from its Middleboro, Massachusetts facility under the current ownership for the past 26 years.

One of the most significant changes in our history has been the evolution of our product offering. Like many manufacturers, there was a time when the market was centered around more standardized, commodity-style tanks. As customer needs became more specialized, we adapted our business to focus on highly customized solutions. Today, the majority of our work involves engineered tanks built for specific applications, including fuel storage, water storage, chemical storage, process systems, and other mission-critical infrastructure projects.

Another major milestone was the launch of Mass Tank Inspection Services approximately fourteen years ago. Every tank eventually requires inspection, maintenance, and compliance support. What started as a complementary service to our fabrication business has grown into a highly successful organization serving government agencies, Fortune 500 companies, municipalities, and industrial clients throughout the country.

We’re also extremely proud of our ASME certification. Maintaining those quality standards requires a tremendous amount of effort from our team, but it has allowed us to participate in specialized and highly technical projects that align with where we see the industry heading. As data center infrastructure continues to expand across the country, we’re excited about the opportunities ahead and the role Mass Tank can play in supporting that growth.

STI/SPFA: How did you get your start in the industry?

Horstmann: I grew up around the business. My father owns the company, and my earliest memories involve spending time at the shop and around the people who worked there. Like many family businesses, I didn’t start in an office—I started by picking up trash around the facility during summer breaks.

As I got older, I became more involved in the hands-on side of the business. In middle school, I learned how to weld and grind as part of a science project, which gave me an appreciation for the craftsmanship and skill that goes into fabrication. Over time, I was exposed to different aspects of the operation, from manufacturing and field work to project management and customer service.

There wasn’t a specific moment when I decided this would be my career. I simply enjoyed the work, respected the people, and wanted the opportunity to build something meaningful alongside my family and the team that helped make the company what it is today. What started as a summer job gradually became a profession and ultimately a passion.

STI/SPFA: Who has inspired you in your career?

Horstmann: I have been fortunate to have two incredible mentors throughout my career.

The first is my father, Carl. Beyond teaching me about the tank industry, he demonstrated what it means to build a business through hard work, consistency, and long-term relationships. Many of the values that guide our company today were lessons I learned by watching him interact with employees, customers, and partners over the years.

The second is Randy Kupferberg, who has had a tremendous impact on my professional development. Randy possesses a unique ability to understand every aspect of a business, from operations and finance to people management and strategic planning. Having the opportunity to work alongside him and learn from him has been invaluable. He has helped shape the way I think about leadership, problem solving, and organizational growth.

Both have influenced me in different ways, and together they’ve provided an incredible foundation for both my career and my leadership approach.

STI/SPFA: What’s been your favorite or most memorable moment of your career so far?

Horstmann: One of the most rewarding aspects of my career has been watching our team grow and succeed together.

While we’ve had a number of exciting projects this year and have secured some significant opportunities, what stands out most isn’t a single project or contract. It’s seeing the collective effort that goes into making those accomplishments possible.

This industry can be demanding. The work is technical, deadlines are tight, and customers often rely on us to support critical infrastructure. Success requires trust, accountability, and a willingness to work together through challenges. I’ve been fortunate to work alongside a team that embraces those responsibilities every day.

The projects are important, but it’s the people behind them that make the work meaningful. Seeing employees develop new skills, take on greater responsibility, and contribute to the company’s success has been one of the most fulfilling parts of my career.

STI/SPFA: What advice would you give someone who is interested in working in the industry?

Horstmann: My advice would be to stay curious and be willing to learn from everyone around you.

The steel tank industry is far more diverse and technically advanced than most people realize. There are opportunities in engineering, fabrication, quality control, inspections, project management, field service, sales, and operations. No matter what role you’re pursuing, there is always something new to learn.

I would also encourage people to spend time understanding how things are actually built and used. The individuals who are most successful in our industry are often those who combine technical knowledge with practical experience. Understanding the challenges faced by fabricators, inspectors, contractors, and end users gives you a much broader perspective and ultimately makes you better at your job.

Finally, focus on relationships. This industry is built on trust, reputation, and long-term partnerships. Technical knowledge is important, but being someone that customers, coworkers, and partners can rely on will take you a long way.

STI/SPFA: What do you think will be the biggest challenge facing the industry in the next three to five years?

Horstmann: One of the biggest challenges facing our industry will be workforce development and knowledge transfer.

Across manufacturing, construction, and inspection services, many experienced professionals are approaching retirement. At the same time, the industry is continuing to evolve, with growing technical requirements, increased regulatory oversight, and higher customer expectations.

The challenge will be attracting and developing the next generation of skilled professionals while preserving the institutional knowledge that has been built over decades. Companies that invest in training, mentorship, and career development will be best positioned for long-term success.

At the same time, I see enormous opportunities. Major investments in energy infrastructure, water systems, data centers, and industrial facilities are driving demand for the types of solutions our industry provides. Organizations that can maintain quality, adapt to changing customer requirements, and continue investing in their people will be well positioned for the future.

STI/SPFA: How has STI/SPFA Membership helped you and your company succeed and grow in today’s marketplace?

Horstmann: STI/SPFA has been an important resource for both our fabrication and inspection businesses.

The organization provides valuable access to industry knowledge, technical resources, training, and best practices that help companies like ours continuously improve. The ability to connect with other industry professionals and share ideas has also been extremely beneficial. Even in a competitive industry, there is tremendous value in learning from peers who are facing many of the same challenges and opportunities.

STI/SPFA also plays an important role in supporting industry standards and promoting the value of steel tanks in the marketplace. From a business perspective, the association’s licensed products and programs help create confidence and consistency for customers while supporting the long-term growth of the industry.

For Mass Tank, membership has provided both practical resources and a strong professional network that have helped us better serve our customers and continue growing in an increasingly competitive marketplace.