Shawn O’Connor’s love for steam began shortly after graduating from the Massachusetts Maritime Academy with a BS in Marine Engineering. He started his career as a third assistant engineer with The Woods Hole, Martha’s Vineyard, and Nantucket Steamship Authority, where he maintained the steam boilers on the ferry transporting tourists and supplies to the islands. This hands-on experience eventually led Shawn to the Frank I. Rounds Company (FIRCO).
When a staffing shift occurred on the ferry, a fellow crew member mentioned his uncle, J. Arthur Wheble, who often hired Navy graduates for his boiler business. Wheble, also a Massachusetts Maritime Academy graduate, hired Shawn in 1987 as a junior-level sales engineer.
Early Career and Learning the Ropes
Shawn describes his first six months at FIRCO as particularly formative. He spent this time riding along with seasoned service technicians, many of whom were Navy veterans, to gain a deep understanding of boiler theory and the intricacies of the boiler industry. His first sales assignment involved selling Cleaver-Brooks waste incinerators, which were complex, high-value projects that often took two or more years to complete. Reflecting on this experience, Shawn says, “That role taught me a lot about capital equipment sales, including the importance of patience. It was very much about planting the right seeds and timing with the potential customer.”
Transition to Capital Equipment Sales
When Cleaver-Brooks discontinued the waste incinerator product line in 1991, Shawn transitioned to selling industrial boiler products within the Capital Equipment Sales Group, where he has worked ever since. During this time, he also led the Power Boiler Operators Group, overseeing operators at large facilities throughout the territory. His responsibilities included ensuring they had proper training, the necessary tools, and that they executed critical shift operations effectively.
How Has the Industry Evolved?
“The theory of boilers remains the same, but technology has changed how we burn fuel, making boilers more efficient than ever,” Shawn explains. In recent years, there has been a shift toward electric boilers and heat pump solutions, driven by the push for zero carbon emissions. FIRCO stays ahead of these trends by participating in manufacturer product training and sharing this knowledge with consulting engineers through training sessions and Lunch and Learn events.
What Do You Enjoy Most About Your Job?
“I love a satisfied customer as much as I love closing a sale. It’s gratifying to drive down the road and share the stories behind the buildings with my wife,” Shawn says. He takes pride in having worked on hundreds of boiler projects, including boiler replacements in 14 of the 18 hospitals in his primary area of Rhode Island. “I also value people,” he adds. “Frank I. Rounds is part of the Cleaver-Brooks Representatives Association, which includes many third- and fourth-generation family businesses. I’ve built amazing and lasting friendships throughout my career.”
What’s Next?
Shawn looks forward to retiring after 40 years—a milestone that fills him with pride. In retirement, he plans to continue woodworking, golfing, traveling, engaging in charitable work, and spending time with his wife, family, and grandchildren.
Favorite Boiler Room Product
“The Blue Bullet, a Cleaver-Brooks firetube boiler, is my favorite product to sell,” Shawn shares. “It’s been my bread and butter throughout my career. It’s reliable, efficient, and operator-friendly—truly ‘the operator’s boiler.’”
The knowledge and commitment Shawn has contributed to Frank I. Rounds, the boiler industry and the businesses of the New England area has been immense. A heartfelt thank you to Shawn.
