Mario Terrana is an Italian-American entrepreneur from Palermo. Arrived in the United States between the late 1960s and early 1970s, after almost twenty years in the automotive industry, in 2001 he became a partner in Everest Marble, contributing to the growth of the company until he became one of the leading companies in the Tri-State Area for the import and distribution of high quality marble and natural stones, with locations in South Jersey, North Jersey and Norwalk, Connecticut. We interviewed him for New York.
You arrive in the United States very young, in a complex period and of great changes. How does this choice arise and America finds in the 1970s?
My family had moved to the United States already in 1968, but I remained in Italy because I studied engineering at the University of Palermo. I was close to graduation, but at some point I felt the need to reach my family. In 1970 I went to America, then I returned to Italy to continue my studies, but there I was called for military service. After six months, thanks to an American law protecting migrants, I was released to return to the United States. From that moment on, my life began to take a different direction. I met my wife, we got married, we went back for a period in Italy, but it was not easy to adapt. I finally decided to return to the United States, first to New York and then to New Jersey, and start all over again.
Before entering the world of natural stone, she worked for many years in the automotive industry. What experience was it and what left it?
With my brother, we opened a high-level car workshop, like Porsche and Mercedes. We were dealing with both sales and repairs. It was an intense work, which I carried on for almost twenty years. That experience has taught me a lot: the relationship with customers, the management of an activity, the value of competence and specialization. But after so many years I was tired of that environment. I felt I needed to change completely, do something that gave me new motivation.
The change came in 2001 with Everest Marble. How does this pass happen and what company was then?
After selling everything in the automotive industry I stopped almost a year to figure out what I really wanted to do. Then came the opportunity to enter Everest Marble as a partner. At the time it was a very small reality, with only one warehouse. I immediately became active, taking care of the company’s representation and development. We slowly grew up: from one seat we went to two, then to three, arriving also in Connecticut. Today Everest Marble is considered one of the best Marble & Granite companies in the Tri-State Area.
What does Everest Marble really do and what is its role in the company?
We are international importers of natural stone. My main role is the purchase of materials: I often travel to Italy, Spain, Brazil, India and other countries to select marbles and stones directly. The materials arrive in our warehouses, where architects, designers and manufacturers can see them live and choose them. We do not sell to the final customer, but we work with professionals in the industry. The selection is a fundamental part of our work, because each material has different characteristics, qualities and destinations.
What has been, in these twenty-five years, the strategic choice that really made the difference to the growth of the company?
Quality. At first the market was mainly based on standard materials and a strong price competition, often impossible to sustain. Countries like India could sell at much lower costs. We decided to focus on particular materials, high-end, even very expensive, but carefully selected. We work directly with the owners of quarries and producers, maintaining direct and continuous relationships. This allows us to offer unique materials, often exclusively, and to distinguish ourselves in an increasingly standardized market.
From Sicilian immigrant to established entrepreneur in the United States, what advice would it give today to a young man who wants to do overseas business?
America offers great opportunities, but it is not a place where you become rich without sacrifice. You have to work hard here every day. The money’s not on the street. If you just want to work without playing, maybe you should stay in Italy. But if you want to give the most, do something different and special, then here the possibilities are really there. It is a land of emigrants, and who has determination, sooner or later, finds its space.
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