We caught up with the brilliant and insightful Michelle Kingery a few weeks ago and have shared our conversation below.

Alright, Michelle thanks for taking the time to share your stories and insights with us today. Often outsiders look at a successful business and think it became a success overnight. Even media and especially movies love to gloss over nitty, gritty details that went into that middle phase of your business – after you started but before you got to where you are today. In our experience, overnight success is usually the result of years of hard work laying the foundation for success, but unfortunately, it’s exactly this part of the story that most of the media ignores. Can you talk to us about your scaling up story – what are some of the nitty, gritty details folks should know about?

Scaling Pratt’s Direct has been anything but an overnight success. Our growth has been shaped by steady refinement, years of field testing, and a commitment to solving real problems for mobile professionals. From the outside it may look like we grew quickly, but the truth is our progress has come from a decade of hard work, operational learning, and strategic evolution.

Pratt’s Direct began more than ten years ago when my father, Rick Rodriguez, identified a gap in the food vendor industry. As a vendor himself, he knew firsthand how unreliable many portable sinks were. Water pressure was inconsistent, components failed easily, and the systems simply were not built for real world use. He started building portable sinks from his garage and improved them with every customer interaction. That continuous improvement mindset became the foundation of our brand and remains central to our growth strategy today.

The next major turning point came during the pandemic when salon suite owners and at home stylists needed a portable shampoo bowl that did not require plumbing. Rick engineered what would become our flagship product, the Luxe Lather. Its elevated water pressure, advanced pump system, and 2.5 gallon hot water heater solved challenges that stylists had been dealing with for years. The Luxe Lather positioned Pratt’s Direct as a leader in mobile salon equipment and created real momentum for our expansion.

I formally joined the company in 2025 after spending my career in corporate roles and operations leadership. I brought experience in scaling teams, implementing business systems, brand strategy, and developing B2B pipelines. I knew the product had market potential and that with the right structure, messaging, and long term strategy, Pratt’s Direct could grow far beyond its roots as a small family business.
Beginning in 2026, I will move into full partnership with my father, strengthening our operational capacity and creating a dual leadership model that blends his decades of product expertise with my corporate background in scaling organizations.

Together we are taking the company through a true transformation. We have formalized sales infrastructure, optimized supply chain logistics, and expanded our product line beyond the Luxe Lather to include the Ready Rinse portable hand sink and Quad Cleanse portable four compartment sink systems. This has allowed us to serve a broader customer base that includes beauty schools, vocational programs, tattoo shops, estheticians, and food vendors seeking compliant hand washing solutions.

One of the most meaningful shifts has been our strategic move into B2B partnerships. Institutions began requesting bulk orders, subscription style purchasing, and long term contracts. To support that demand, we invested in systems that support enterprise grade communication, customer service, and forecasting. This pivot has set us up for sustained scaling and greater brand visibility across North America.

We are also preparing for expansion into Canada, which requires diligent navigation of compliance standards, freight regulations, and international distribution planning. It is a significant milestone and reflects how far the company has come from its grassroots beginnings.

Scaling Pratt’s Direct has required resilience, innovation, and a willingness to evolve. My father built the foundation through craftsmanship and customer driven design. I am building the next era through brand development, strategic growth, B2B integration, and operational excellence. Our journey has had obstacles and long learning curves, but every challenge strengthened our ability to build products that professionals trust.

Nothing about this company was built overnight. It was built through persistence, partnership, and a shared belief that quality engineering and customer centric design can transform an industry.

Awesome – so before we get into the rest of our questions, can you briefly introduce yourself to our readers.

I am Michelle Kingery, incoming co-owner of Pratt’s Direct beginning in 2026. I joined the company in 2025 after years in corporate environments where I focused on operational strategy, organizational development, and building scalable systems. Partnering with my father, Ricardo Rodriguez, allows me to bring that structure into a company he built through years of hands on product innovation.

Pratt’s Direct manufactures high performance portable sinks and no plumbing shampoo bowls for professionals and institutions that need reliable water access without traditional plumbing. Our signature product, the Luxe Lather, has become a preferred solution for cosmetology schools, beauty academies, and vocational programs. These organizations value its consistent water pressure, advanced pump technology, and 2.5 gallon water heater that can support high volume student use. It allows schools to expand programs, open satellite classrooms, and operate more flexibly without the cost of permanent plumbing.

We also produce the Ready Rinse portable hand sink, which has quickly become a key resource for B2B clients such as daycares, tatoo shops, pop up events, community programs, and mobile organizations that require compliant and durable hand washing solutions. These environments need sinks that are easy to transport, dependable, and built for frequent use. The Ready Rinse delivers on those operational demands. Our Quad Cleanse portable 4 compartment sink supports similar needs for businesses that require multi compartment washing or expanded water capacity.

All of our products are engineered to solve practical challenges. Schools need equipment that holds up under daily instruction. Daycares and event based businesses need sinks that are durable, easy to move, and compliant with health regulations. Everything we manufacture is designed to exceed the typical performance found in the portable sink market.

Pratt’s Direct stands apart because we combine real world industry experience with intentional business infrastructure. Rick’s background shaped the engineering and durability of our sinks. My experience supports our B2B development, brand strategy, and long term scalability. Together we are positioning Pratt’s Direct as a trusted supplier for institutions and professional environments across North America.

I am most proud of the momentum we are building as we expand into Canada, strengthen our B2B partnerships, and create the operational backbone needed to support larger educational, childcare, and enterprise clients. For potential customers, the message is straightforward. Our products are reliable, built to last, and engineered for professional use. We focus on quality, service, and practical solutions that help organizations operate more efficiently and confidently.

What do you think helped you build your reputation within your market?

Our reputation in the market has grown because we focus on one core principle. Deliver products that perform exactly as promised. In industries like cosmetology education, childcare, food service, and mobile professional services, reliability is everything. Schools need equipment that can withstand daily student use. Daycares and pop up events need sinks that are compliant and durable. Stylists need strong, consistent water pressure without plumbing. Pratt’s Direct earned its reputation by engineering solutions that solve those problems without shortcuts.

A major factor in our credibility is the hands on experience behind the brand. Rick built the first sinks based on real operational needs, and customers quickly realized our systems were stronger and more dependable than typical portable sinks on the market. When I joined the company in 2025, I focused on elevating our infrastructure, communication, and customer experience so our operational standards matched the quality of our engineering.

Another driver of our reputation has been responsiveness. Clients know they will receive clear communication, accurate timelines, and support when they need it. That matters in B2B environments where programs and services depend on our equipment to function.

Consistency has also played a key role. Whether it is the Luxe Lather for cosmetology programs or the Ready Rinse for daycares and community organizations, customers know exactly what they will get. High performance, durability, and a product that stands up to real world conditions.

At the end of the day, word of mouth built our foundation and reliability expanded it. Our reputation grew because we showed up for our customers, listened to their needs, and created products that help them operate more effectively.

Can you tell us about what’s worked well for you in terms of growing your clientele?

The most effective strategy for growing our clientele has been shifting Pratt’s Direct from a small local operation into a brand that shows up professionally in both digital and corporate spaces. When I joined the company in 2025, one of my first priorities was establishing a strong presence on LinkedIn, since that is where institutional buyers, cosmetology programs, childcare centers, and other B2B clients make purchasing decisions. We recently launched our official Pratt’s Direct LinkedIn business page, which allows us to showcase our products, highlight customer success stories, and connect directly with organizations that rely on portable sinks and no plumbing shampoo bowls at scale.

This visibility has been critical. LinkedIn allows us to position our products as professional grade solutions, not just consumer products. Businesses can see that we operate with structure, reliability, and clear communication. As a result, we have grown our pipeline of inquiries from cosmetology schools, vocational programs, daycares, wellness facilities, and event based organizations who need dependable equipment for daily operations.

Another successful strategy has been creating educational content that explains how our products solve real operational challenges. When clients understand how our systems reduce setup time, support high volume use, or eliminate plumbing barriers, they reach out quickly. We focus on building trust by speaking the language of business. Clear specs, transparent pricing, fast responses, and real performance data.

Finally, nothing replaces relationship building. We communicate directly with program directors, administrators, and business owners. We answer questions promptly and provide guidance that helps them choose the right system for their environment. That level of professionalism has helped us grow faster than traditional advertising ever could.

Contact Info:

• Website: https://www.prattsdirect.com
• Instagram: https://www.instagram.com/luxe_lather_/
• Facebook: https://www.facebook.com/profile.php?id=100095548500266
• Youtube: https://www.youtube.com/@prattsdirect