#16: Randy Salas – Building Capacity Beyond the Fence

In this episode, we sit down with Randy Salas—President of Proferre Inc.—to unpack how Guam’s federal build-up, labor bottlenecks, and procurement rules are shaping not just military projects but the island’s broader housing and development market.

Randy walks us through the realities of being a prime contractor, from navigating “lowest price technically acceptable” vs. “best value” bids to balancing on-base opportunities against the urgent need for local housing and infrastructure. He explains why immigrant labor is essential yet constrained, how permitting delays and zoning choke off new barracks, and why aggregate shortages could soon become the island’s next crisis.

We cover:

• Prime contracting 101: what it takes to work directly with the federal government.

• Inside vs. outside the fence: why incentives tilt manpower toward base projects, leaving local housing lagging.

• Permitting & barracks: how slow approvals create knock-on effects for capacity.

• Data as leverage: GIS mapping, safety reporting, and how AI could improve risk management.

• Materials crunch: the looming shortage of aggregate and the search for sustainable alternatives.

• Future paths: from environmental concrete to turning trash into building material, and how new tech can redefine construction.

If you’re in government, contracting, or just trying to understand how federal dollars ripple into Guam’s housing market, this episode connects the dots between procurement mechanics, local constraints, and long-term opportunity.

Listen now—and see how shifting incentives, smarter permitting, and material innovation can help build capacity where it’s needed most.

Data Points is presented by Pinpoint, Guam’s leading real estate data company. Our mission is to help you make informed decisions on real property purchases through detailed market analysis and insights.