When Brian Diviney, Regional Escalator Sales Manager at KONE, first learned about the opportunity to modernize escalators for DART (Dallas Area Rapid Transit), it wasn’t just another sales pitch—it was a full-circle moment. These weren’t just any units. They were the last O&K escalators produced by KONE in Coal Valley, Illinois—units Brian had helped install decades earlier.
That history, paired with a deep understanding of the original project, offered something rare: an opportunity to leverage both legacy and innovation. But for Brian, what made the DART project truly exciting was its potential to push the boundaries of KONE’s EcoMod product—a modernization solution that began as a passion project in a small-town factory and has since evolved into a flagship offering for mass transit systems.
This is the story of how KONE combined trust, innovation, and a people-first approach to deliver a dynamic solution—and how that approach is shaping the future of modernization.
Building Trust: A Marathon, Not a Sprint
Selling a modernization project like DART isn’t a two-week job. In fact, this one took nearly four years.
But for Brian, that’s par for the course.
“This type of project is more of a marathon than a sprint,” he says. “There’s just a lot to it—product, logistics, disruption planning. So staying motivated was never really an issue. It was just part of the journey.”
With over 38 years in the elevator industry, Brian knows that complex projects demand patience, persistence, and above all—partnership. Modernizing a transit system is a serious investment. That’s why trust wasn’t just valued—it was essential.
For Brian and his team, building that trust wasn’t about grand gestures. It was about showing up—consistently, transparently, and collaboratively.
“Customers need to believe not just in the product, but in us as partners. It’s a lot of little things over time. That adds up to something big—confidence.”
Balancing Business with Humanity
Yes, KONE had business goals—but not at the expense of human connection.
“We treat every job the same,” Brian says. “Whether it’s a two-story hydraulic lift or a 50-story office tower—it’s about relationships.”
Modernization, in particular, requires a human touch. Unlike new construction, it involves direct collaboration with building owners and long-time operators. These aren’t just technical stakeholders—they’re the people living with the outcome.
And that distinction shapes how KONE works.
“Some of my closest friends today started as customers,” Brian shares. “That says a lot about how we approach every project—with respect, transparency, and trust.”
A Solution-First Mindset
No two modernization projects are alike. That’s why KONE doesn’t come in with a one-size-fits-all answer. Instead, they listen.
“When someone has an aging escalator, we don’t just drop off two proposals and walk away,” Brian explains. “We ask questions. What are the customer’s priorities? What are their pain points? What are the constraints?”
From there, KONE works side by side with the client to choose the best approach—whether it’s a full replacement or a strategic EcoMod modernization.
“The modernization customer is unique,” Brian emphasizes. “They want a partner, not a pitch. They want to feel heard, not sold to. t’s not about what’s easiest for us—it’s about what’s right for them.”
Are you ready to modernize with a partner who puts people first?