Profiles

Leading the way

Servicing a wide range of customers from the nuclear, construction, healthcare, and mining sectors, Royston Lead’s modern approach to specialist lead production is changing the way the industry thinks

With its usage traceable as far back as the Prehistoric Age, lead has played a vital role in human history. Forged and developed into countless different products and applications across the years, the material remains as popular and Royston aversatile today as it was in the beginning. Nevertheless, due to the lead industry’s longevity, and the familiarity of its core material, many people have, over time, developed a number of misgivings about lead. As a progressive company doing things differently in a very traditional industry, Royston Lead’s mission is to change the way we think.

“Let’s be honest,” begins Ian Crabbe, Royston’s Managing Director, “if you say lead to anybody, they will think almost instantly of lead pipes by the Romans. Following that, they usually believe that, because the material is so old, everything that lead could be used for has already been invented.

“At Royston Lead, we respond to these arguments through the way that we operate. Firstly, we have deliberately employed skillsets from outside of the lead industry to give us a fresh perspective on what we do. Our Sales Manager, for example, has a different background and has brought along a focus on customer care, our service offering, and many other things you would not traditionally associate with a manufacturing business. We are highly client-centric, and working with a close network of partners, we aim to find solutions for any customer request.

“Secondly, as we move into more automation and better controls in our manufacturing process, we have not only been able to improve quality, but also our in-house health and safety performance and our environmental performance too. Robotics and better tooling take people away from tasks where previously they were close to lead work or interacting with the material in a way that we would rather limit. You actually get to a point where you start to see lead in a slightly different light. It’s infinitely recyclable and low energy in terms of using old scrap lead to create new products, and as such, it is part of the modern world’s circular economy.”

Originating from a boilermaker called George Royston & Sons, Royston Lead began to focus on lead production in the mid-1900s, Leadand by the turn of the century, had become a global supplier of lead-related products, from anodes to window sash weights, sealing materials for the industrial sector to lead ballast for use in shipping. As the business progressed through good times and bad, its offering grew, allowing the firm to become a valued supplier to a variety of industries across the globe. Its success led to a buyout and by 2015, Royston Lead joined a group of top UK lead businesses, alongside the EnviroWales smelting facility in Ebbw Vale, and rolled lead sheet distribution businesses servicing the construction sector in the UK and Europe. It was at this time that Ian joined Royston, tasked with reviewing what the company did well and what could be improved to make the organization more profitable.

“When I joined the business, we were doing about £8 million in turnover and our focus was mainly on the domestic market,” Ian recalls. “The first thing we did was analyze each area of the business, sector by sector, focusing on how to rebuild the company’s skills, sales proficiency and production capabilities. One of the things I noticed was that the anode business that had been so strong in the latter part of the previous century wasn’t really all that active. I ended up heading out to South America, which had always been a great market for us, and tried to understand what we could do to improve sales of our anode products. We refocused our sales and support presence in the region to address the issue, began to rebuild that business, and then moved on to do a similar thing with lead shielding, looking more globally, getting the products back up on to their feet again in regions like Continental Europe and the Middle East.

“Over the last five years, we’ve increased our turnover to around £20 million, moving from an almost wholly domestic business to one that is now broadly 50/50 between domestic and export sales. It’s surprised some people, but our products travel extremely well and it allows us to approach those international markets efficiently and easily. It’s also helped by the fact that the price of lead is set by the London Metal Exchange, so everyone in the world is working at a Royston bvery similar lead price. By looking at innovation, process efficiency, and quality, we are now able to compete, not just on a national stage but on an international level too. Last year, we sold into southern Africa, South America, Europe, the Middle East and India.”

Year on year, Royston Lead strives to improve and update its products and processes, adding new technologies or services to its already comprehensive offering. Since Ian joined the firm, Royston has focused on anode products, shielding for the medical sector, and most recently, ballast and specialist ballast for the shipping industry. Driven by a culture of continuous improvement, Royston challenges its employees to always ask ‘why?’ when it comes to the company’s technologies and production methods. The approach continues to help the firm find better ways to operate, and despite the maturity of the lead industry, Royston has lodged two new patents in the last 12 months. As part of the company’s evolution, Ian explains that Royston is looking to introduce more automation and robotics in its manufacturing processes.

“We have decades of knowledge in this business and we always try to make the most of that, but we also understand that there is room to do things differently and space for new ideas,” he states. “We are never afraid to use modern production techniques, like automation, in what is a very historic business, and we have found that it not only helps productivity, but also quality control because you have a system that has better checks and gives you a better understanding of what your clients want.”

By combining the experience of its workforce with modern manufacturing processes, Royston has built what Ian calls a ‘client-led ecosystem’ supported by strong supplier relationships and the latest technology. The resultant increase in turnover has allowed Royston to feed more funds into Research and Development and new product creation.

“Looking forward, there are more process improvements and automations that we want to implement, primarily in the casting side of the business, but also in other areas,” Ian adds. “There are three automation projects which are currently nearing completion. We have the automated production of anodes, which uses a patented technique, including the robotic handling of the semi-finished product and the finishing of the product on an automated system. At the same time, one of our ballast customers procures a substantial amount of material from us, so we’ve introduced an ABB robot with a changeable head, which allows us to cut the material to shape and package it in an automated process line. The final project is stamped products, for which we have put an automatic stamper with a robotic offload facility to allow us to make products more quickly and efficiently.”

In a year dominated by Covid-19, Royston has maintained sales as a consequence of the global nature of its business, continuing to receive orders from overseas customers, even while the UK market slumped. Among other things, a rise in demand for lead shielding in the medical sector has kept the firm busy throughout 2020 and, as a company working with lead, Royston’s already stringent health and safety procedures made for an easy transition to a Covid-safe working environment. Though a degree of business uncertainty remains - fueled not only by Coronavirus, but also Brexit - Ian is confident that Royston’s focus on quality and customer service will spur the business on to further growth.

“In terms of quality, if you take anodes as a classic example, many of our customers say that we have some of the best anodes, if not the best anodes, in the world,” Ian reveals. “What’s clear is that we produce one of the best products in that particular market, so it’s important for us now to understand why it is best and what we can do to make the product or service even better.

“We do see the Covid-19 hangover being a little bit longer than any of us had hoped, and along with any other manufacturing company in the UK, we would most definitely welcome progress in our relationship with Europe at the end of this year, but we also believe that change brings new challenges and opportunities. As long as you are awake, listening to your customers, and preserving those key relationships, change allows you to find new ways of working and sometimes those new ways are better than the old ones.”

Royston Lead
Products: Specialist lead products
www.roystonlead.com

Happy returns

Inventing, developing, designing, and manufacturing returnable transit packaging (RTP) for more than 60 years, Schoeller Allibert is a market leader in RTP solutions, with active operations across the globe

Born out of a belief that more could be achieved together, Schoeller Allibert was formed through the acquisition and consolidation of some of the industry’s most successful returnable transit packaging (RTP) manufacturers, including Schoeller, Wavin, Perstorp, Arca, Linpac, Allibert, and Paxton. The result is a business that is, today, one of the largest producers of RTP for material handling in the world. “Due to the fact that the company has been shaped by such a large SA agroup of quality RTP firms, Schoeller Allibert has a history and heritage unlike anyone else in the industry,” explains UK Operations Director Jackie Johnson. “The knowledge and experience in the company helps us to provide our customers with value in their supply chains through the products we produce. I believe that what truly sets this organization apart from its competitors though, is that we are very customer-centric in how we operate. We are a solution-based provider, as opposed to a company that makes boxes. For us, it is all about the solution, not the individual product that may eventually come to function in that role.”

Though Schoeller Allibert is headquartered in the Netherlands, the company’s UK branch - where Jackie is based - is located in Winsford, Cheshire. Acting as the centre for all UK production, the Winsford facility has recently benefitted from a significant program of investment directed towards both machinery and people. According to Jackie, the aim is to drive the site towards becoming a vital part of Schoeller Allibert’s efforts to deliver ‘the latest generation of returnable packaging solutions’.

“In terms of technology, we are an injection molding manufacturer, so any technology related to the manufacture of injection molded products is key for us,” Jackie remarks. “The investment we have received recently will go towards increasing the automation of our facility, but we will be doing so in conjunction with developing our people. We are working very closely with our operations teams to deliver an upskilling program for our staff that is designed to work hand in hand with any automation or new technology that we bring into the site. This enables employees to develop and enhance their skillset to move from manual roles to those where they can acquire greater technical knowledge. For example, operators can, and have, developed from assembly roles to engineering apprenticeships. Additionally, investing in our technology, automation and people helps us to continue our absolute focus on quality consistency, driving innovation, reducing lead times, and achieving excellence in health and safety.” Focusing on customers across seven key market segments - agriculture, automotive, food and beverage, food processing, retail, industrial manufacturing, and pooling - Schoeller Allibert offers a comprehensive range of standard and bespoke RTP solutions, from foldable large containers to pallets and dollies. No matter what is being manufactured, when it comes to RTP, Schoeller Allibert has become synonymous with high quality, durable, sustainable products that contribute to efficient supply chains through lower transport costs, reduced waste, and enhanced green branding.

“In a traditional manufacturing facility, you have a production plan and a work order and a product is developed around that,” Jackie states. “At Schoeller Allibert, we do things differently and try to bring the customer closer to the people who are preparing the machines or doing assembly work – the people actually manufacturing the product. Rather than being told about order number 22341, our staff know the name of the customer and often have an understanding of their business - this is their product, their colour and this is the specification. It means that the customer is always part of the process.”

The emphasis Schoeller Allibert places on its clients is supported by a central innovations team dedicated to improving customer supply chains – a department that Jackie claims is ‘the strongest in the business’. With the ability to design and develop new products from concept to production, the innovation team regularly works closely with customers, offering supply chain solutions that reduce cost, reduce environmental impact, and add value. Among solutions the innovations team has helped to implement in recent times are the introduction of Euroclick stackable containers, the Schoeller Allibert System Integrator (SASI) range of containers and the new eCommerce ready Maxinest® Etail product. Schoeller Allibert has also begun supplying Maxinest crates to Cleveron picking robots adopted by several major retailers. It is a step into the future for a pioneering product that, in many ways, laid a foundation upon which the RTP industry has grown.AS b

“Originally created and introduced to the retail market by Paxton’s, one of Schoeller Allibert’s consolidated companies, the Maxinest has been in the market for over 20 years,” Jackie reports. “It is a proven, sustainable product that has spawned a lot of me-too versions over the years.

“What strikes me about the Maxinest is that it facilitates an efficient supply chain that becomes invisible at the point of sale, ensuring that the product retailers are looking to promote is forefront and not the packaging in which it is kept. As an RTP solution, the Maxinest also contributes immensely to reducing carbon footprints because it is recyclable and it nests when it is empty, so you are optimizing your return logistics space. For me, that is what makes our product essential in the marketplace.”

Being so well established in the market has been greatly beneficial to Schoeller Allibert throughout a year that Jackie admits has been challenging from an operational perspective. Though the Covid-19 pandemic has led to many staff being forced to work from home, the Operations Director says she is proud of the way the company’s workforce has adapted and responded.

“I think it has been a real success in the way people have approached it,” Jackie declares. “The commitment and effort people have put in to ensure that we still deliver quality work and support the team onsite has been very encouraging. Under normal circumstances, you could go and have a chat with somebody if you wanted to look at optimizing the run of a production plan or something like that, but those tasks have had to be done remotely. Our teams have created new ways of doing things. They have looked at new templates and adapted how they work to support the operation when they are not there. People have engaged before being instructed. It’s been a story of ownership and responsibility.”

The post-Covid-19 outbreak environment Jackie describes is reflective of Schoeller Allibert’s larger culture of inclusion and teamwork. This ethos, and the workforce’s belief in it, was illustrated in 2019 when the company experienced labor availability issues during its peak season. After launching an initiative called Project Unity, the whole business came together to support operations and achieve a shared goal. Jackie has seen similar togetherness in 2020.

“We supply into some key areas, such as food, retail, and supply chains for the NHS, so it has been an extremely busy time for us, but our team has got right on board. In particular, some of our employees got together in their own time, took some redundant material, and manufactured their own tool to create visors for the NHS. The business supported the group as they produced and assembled the visors and we eventually supplied them free of charge to local hospitals and care settings around the area. That is the sort of culture we’ve got - a can-do culture focused on the customer and overall success of the business.”

Having cultivated such a dynamic, efficient, and united workforce, Schoeller Allibert now plans to focus on providing its teams with skills for the future. As employees embark on academic and vocational upskilling and multiskilling programs over the next 12 months, Jackie is confident that the company will remain at the head of the RTP industry for years to come.

“Though we continue to take advantage of the appropriate automation opportunities, our main focus right now is on investing in people because people are what makes a business successful. It might sound like a cliché, but it is true, and there is a reason why so many companies see it as a key to success,” Jackie asserts. “All our operators are getting opportunities to do business techniques courses and apprenticeships, which will only serve to benefit this organization. Ultimately, we want Schoeller Allibert to be recognized as a company with the capability to deliver a lean efficient plant supported by a highly competent and committed workforce. We’re not far away from achieving that.”

Schoeller Allibert Limited
Services: Returnable transit packaging solutions
www.schoellerallibert.com/uk

A new way of thinking

From a home garage to the Inc. 5000 – NeoInsulation has come a long way in seven years, and revolutionized the insulation industry in the process

When Justin Mecklenburg joined the operational team at NeoInsulation in 2014, he was intrigued. A career entrepreneur, Justin sensed the company’s potential immediately. Excited by the firm’s state-of-the-art protective solutions, Justin was compelled to increase his involvement in the business and by April 2015, he was its majority owner. The decision paid off and today, with Justin leading the firm as Owner and CEO, NeoInsulation is a multi-million-dollar organization Neoinsulation aoffering the industry something truly unique. With a nod to the company’s origins, Justin explains that NeoInsul

“NeoInsulation was founded back in 2013 by a third-generation oil roustabout,” he says. “The guy had been working in the field for a long time and was constantly being called out to deal with frozen pipes. Each time, he would have to steam the pipes and reinsulate them, and he noticed that he was going back to the same locations over and over again, so whatever method they were using was clearly not working. One night, he was watching a show on the Discovery channel and there was an episode about neoprene, a material used in wetsuits to keep divers warm in the ocean. It made the roustabout think - if neoprene can keep divers warm, I wonder if it can keep pipes warm too? The next day, he bought some neoprene and a sewing machine, sewed a few pieces of it together in his garage and the idea was born.

“From that humble beginning, NeoInsulation has really gone on to revolutionize the insulation industry,” Justin adds. “It is an industry that has not seen much advancement or innovation over the last 30 or 40 years, but Neo has turned it upside-down with new pioneering, patented insulation applications that are removable, reusable, water resistant, fire retardant, and completely safe.”

Today, in 2020, NeoInsulation offers insulation products for two primary purposes: freeze protection and heat retention. The company has also recently introduced a variety of electrical services to its offering. These include electrical heat tracing, which involves providing a heating element to be used in conjunction with insulation.

“We continue to evolve and improve our product line,” Justin reports. “We are always trying out different raw materials, whether it is a different form of interior insulation, a different type of Velcro, or a different exterior fabric. It’s important for us to constantly look for ways to upgrade the product, but still, there is little doubt in my mind that we simply have the best offering available on the market today. The fact that our product is removable and reusable is critical because traditional forms of insulation are not and so anytime you have to remove them, you have to pay somebody to come back out and reinsulate your equipment. That is not necessary with NeoInsulation, so your maintenance costs are virtually zero.”

At present, NeoInsulation manufactures all its products in the United States. A 25,000 square-foot facility in Oklahoma City is home to the majority of the firm’s in-house operations, but in order to meet growing demand for its products, NeoInsulation has recently partnered with an Arkansas-based outsourcing firm. With over 600,000 square feet of production space, the manufacturer produces a variety of standard insulation products for NeoInsulation, preventing the company’s Oklahoma facility from ever becoming overwhelmed.

Rising demand for NeoInsulation products comes as a direct result of the company’s success in the oil and gas industry. Having developed what Justin describes as a ‘niche in the midstream sector’, the firm serves a group of customers who, by nature of their work, are constantly changing their valves, pipes, and equipment.

“The midstream sector presents us with a very fluid situation and the companies who operate in that market have developed a fondness for NeoInsulation because of the removability aspect of our product,” Justin reveals. “We have recently won some very large contracts with major midstream players in the US on natural gas processing facilities. It’s very exciting.

“We continue to get work in new geographical areas across the country too,” Justin adds. “For example, we are currently performing projects in South Texas. Now, if you are familiar with South Texas, you wouldn’t think we’d be doing much insulation down there because it’s pretty warm, but that is where our heat retention insulation has really come into play. A lot of refineries intentionally heat up their commodity in order to separate the oil and gas from the water and so it is our job to retain that heat through insulation.

“We are also performing HVAC work for large institutions like hospitals in Oklahoma and universities in Texas. The heating and air-cooling side of the business is a new venture for us because we started out solely focused on oil and gas, but we identified HVAC as a great opportunity and we are trying to expand our activity into that area.”Neoinsulation b

As part of NeoInsulation’s latest research and development efforts, the company is now looking towards the introduction of Smart Covers – insulation covers that provide their own heating element. In addition to eliminating the need for an external heat source, the firm is hopeful that Smart Covers will be able to report data such as temperature and pressure drops back to a centralized location. Intelligent technology and data collection will help to modernize what is already a groundbreaking product, but Justin argues that NeoInsulation’s success is not solely down to innovation.

“We are very innovative as an organization, but honestly, the biggest differentiator between Neo and other companies is the talent that I have been able to find and put together to form my team,” Justin proclaims. “I’m a big believer in culture and developing people and I’ve been very fortunate to amass a team of people that are not only creative, but also aggressive and very willing to step out of their comfort zone and try new things. It has allowed us to execute with excellence, which is one of our mantras. If you can execute with excellence, and you have the best product, you’ve got a really good chance of success.”

Having owned and operated multiple businesses throughout the course of his career, Justin believes that nothing is more critical to a company than its people. From his early days leading NeoInsulation, the CEO has made it his priority to instill a culture that worked best for the company, its employees, and its customers. Justin’s efforts are reflected today in NeoInsulation’s united focus on teamwork and a ‘servant attitude’ that aims to make life easier for every single one of the firm’s customers.

“Our approach to service is taken straight from Jeff Bezos at Amazon,” Justin declares. “We are absolutely obsessed with our customer. That filters down through our workforce. I spend a lot of time making sure we’ve got the right people on the bus in the right positions because it is vital that new hires share our values, understand our vision, and really buy into it. We want to be an organization where our employees are here for much more than just a paycheck.”

One way Justin aims to accomplish this is through NeoInsulation’s employee profit sharing plan. As part of the initiative, every quarter, the company disperses 20 per cent of its profits between all members of staff.

“People think I’m crazy for doing it,” Justin says of the plan, “but it allows all our employees - no matter how high up or low down they are on the chain - to feel like an owner and believe they can benefit from the growth of the company. In my experience, it means that they start making better decisions for the business as they know it is going to affect their bonus and their bottom line.”

The company’s performance in recent times certainly justifies Justin’s methods. In August 2020, NeoInsulation was named on the annual Inc. 5000 list, the most prestigious ranking of the USA’s fastest growing companies. The achievement comes on the back of growth of 212 per cent over the last three years, earning the company a place at number 2005 on the list and putting it in the top 50 per cent of America’s most dynamic independent businesses. The accomplishment has already got Justin itching for more.

“We are excited about our growth potential,” he remarks. “I just met with my executive team last week and discussed this in detail. We currently have field offices in Oklahoma, Texas, Wyoming, and North Dakota, but we expect within a year or so to have field offices in Ohio, Pennsylvania, New Mexico, South Texas and Colorado. We go where the work is. It doesn’t require intense amounts of capital for us to set up a field office, so we have the flexibility to grow and expand very quickly. Eventually, we aim to take that expansion overseas.”

In what Justin terms a ‘highly fragmented’ industry with many small businesses jostling for position, the CEO believes that NeoInsulation can grow to dominate the sector in the next few years, becoming the standard name for insulation in the industry. “I joke with our employees and tell everybody that I want our company name to be used as a verb,” he laughs. “I want people to say, ‘Hey let’s Neo this facility’, or ‘Let’s Neo that!’ I think once you’re used as a verb you’ve made it.”

In order for NeoInsulation to take that final leap and solidify itself in the consciousness of its consumers, Justin, as always, is aiming to focus on his people. “My main objective over the next three to five years is to continue to develop our team, changing lives as we change the industry,” he asserts. “Profits will come, I have no doubt, but our number one objective is to develop people - professionally, financially, emotionally, and spiritually - growing together as a unique workforce and a better workforce.”

NeoInsulation
Services: Insulation solutions
www.neoinsulation.com

Seeing the future clearly

Continually striving to improve the quality of its products, processes and services and fill its unique role in providing solutions that use optics as an enabling technology - Optikos Corporation has well and truly earned its reputation for being ‘The Optical Engineering Experts®’

Founded in 1982, Optikos Corporation (Optikos) can rightfully – and proudly – refer to itself as ‘The Optical Engineering Experts’. The company’s engineering team is the largest independent optical engineering group in the world, enhanced Optikos aby opto-mechanical, electrical, software, and R&D engineers that form teams capable of solving and executing complex applications of optical technology to organizations globally. Optikos customers seeking engineering design and product development expertise benefit from the company’s deep experience working on literally thousands of projects ranging from inception and design feasibility of an optically based product, to manufacturing and volume production. Meanwhile, those who require optical testing capabilities can choose from the company’s standard and custom metrology products, or its in-house IQ Lab™ services, to help them to assess the performance of optical assemblies and camera systems.

Today, applications that utilize the kinds of products and systems created by Optikos range from medical devices and diagnostics to automotive cameras, missile seeking testing systems, geospatial mapping technology, and beyond. This was far from the case, however, as recently as two decades ago, and the company’s own growth has run parallel to the greater adoption of optical technologies, as President and Founder Steve Fantone goes on to detail.

“It is true to say that among the broad range of markets and technologies that we now cover, many did not exist 20 years ago,” Steve says. “For instance, back then, CMOS (Complementary Metal Oxide Semiconductor) sensors were only just beginning to be realized, but you could already see that they would eventually supplant CCDs (charge-coupled devices), and sure enough that began to occur, initially in high-end applications such as military solutions and costly medical devices. As CMOS sensors became more affordable, so too did they become ubiquitous, to the point where today they can be found throughout a wealth of industrial and consumer products.”

For its part, Optikos has spent the last several decades being what Steve calls a ‘purveyor of the application of optical technology’. “What differentiates us, is that we take a broad system view of optical technology and the markets or industries in which it can be applied. Whether it be in the fields of life science, consumer products, industrial instrumentation, geo-spatial imaging systems, military guidance and targeting systems, security, or the automotive sector, you will be hard pressed to find an area of industry today that isn’t touched by optical technology.”

The efforts of Optikos to help facilitate this technological expansion have, in part, contributed to the company today occupying a unique market niche. Something that has also proven invaluable has been its ability to engage and interface with clients from all walks of life. “One of the things we recognize is that every client’s corporate culture will be unique, and rather than looking to modify that culture in any way, we have committed ourselves to having an adaptive system of doing business that allows Optikos to become a part of a strong, integrated partnership,” Steve explains. “We also have something internally that we call The Optikos Experience, and this reflects the way that we want to form long-term, mutually beneficial relationships with not only our clients, but also our suppliers, employees and the broader community. We want all parties involved to have a positive and memorable experience when working with us, and for our clients this includes being respectful of their intellectual property – so that they get control over what they pay for in terms of services rendered – and emphasizing that we are with them for the long haul.”Optikos b

Such has been the success of the Optikos approach to doing business that the company has registered growth of approximately 82 per cent over the last three years alone, a feat that has been recognized by its listing in the prestigious Inc. 5000 list of North America’s fastest-growing privately held organizations. In speaking with Steve, he pinpoints the life sciences and automotive sectors as being the primary sources for this growth. In the case of the former, the company has begun to move into a greatly expanded facility – adding a 25 per cent increase in overall floor space – including additional clean space dedicated to life sciences projects and precision optical assemblies.

“We made a strategic decision around six years ago to put extra emphasis on these particular fields,” Steve details. “Today, in Massachusetts, we are peer residents within one of the world’s leading life sciences hubs and have formed a good degree of knowledge in how best to work alongside a group of clients whose core competencies rest more in chemistry or biotechnology, rather than optics. This means opening up our entire breadth of services to them, from design and prototyping, through to manufacture and production, and giving clients access to the wealth of expertise at our disposal.

“In terms of our automotive industry presence, if someone had said 20 years ago that we would now have self-driving cars that have a dozen cameras and optical sensors inside them we would probably have considered them from another planet. This scenario, of course, is now a reality, and the widespread use and adoption of optical technology in vehicles has also driven the need for test instrumentation in order to assure appropriate imaging quality and sensing over demanding environments. We continue to work with companies supplying the industry to improve the performance and lower the cost of enabling technologies such as LIDAR which will only further increase the optical content of motor vehicles.”

Surrounding Steve is a passionate, dedicated team of individuals. Some of these men and women have been with the company for over two decades and offer unrivalled product development, technical expertise and experience on a daily basis. Alongside them is a younger contingent of employees, and Steve is particularly proud of the fact that Optikos provides them with career opportunities that would otherwise take decades to realize in larger organizations. “Our people are empowered at an early point in their careers here,” he says. “They are encouraged to work alongside some of the most experienced people within our industry as we cultivate their journey, giving them the chance to confront the types of challenges that we believe will make them successful.”

Designated as being an essential business by defence, life sciences, and security clients, Optikos remained operational through 2020 when other companies were forced to shut down as a result of Covid-19 lockdowns and restrictions. Its employees responded quickly and efficiently to the challenge of keeping operations running, and with activity levels increasing as the weeks pass by, the company has every reason to be optimistic about what the future holds, especially in the markets that have been highlighted above.

“When I look at an industry such as life sciences, it is clear that spending on technology in this field will only increase in the years ahead, and the same goes for automotive imaging, sensing, LIDAR and cameras,” Steve enthuses. “One of the great things about the optical industry is that we are very much at the forefront of the implementation of many technologies, and a particular strength of Optikos is that we see product development from the point of product inception, all the way through to shipping it out of the door and servicing it in the field. That is a mind-set that is different from most product development firms.

“As a business, we are also of the view that we want to always be on hand to support our clients in achieving their respective goals. This means, while we do offer a full spectrum of services, if one should only want Optikos to carry out the design element of a project, then we are more than happy to do so. Clients are rational, and if they see that it makes business sense for us to take on additional tasks such as manufacturing or production then we will take that work on gladly as it serves all parties’ interests. Alternatively, if we identify that we are not in fact the right company for that client or its requirements, then we will do all that we can to help them to find one that is. We look to align our interests with our clients, because at the end of the day, we want them to be successful and it is truly their success that helps ensure our own.”

Optikos Corporation
Services: Thermal processing sevices
www.optikos.com

Engineering innovation

By nurturing loyalty and sustained growth, Ramfoam offers unparalleled expertise in foam conversion, from design and prototypes, through to high-volume supply

Established as a privately-owned SME in 1995, Ramfoam is the UK’s leading manufacturer, converter and supplier of closed cell polyethylene and open cell polyurethane foam. “We specialise primarily in the conversion of expanded polyethylene-grade foams for use across a diverse range of UK and international markets, from healthcare and automotive to aerospace and leisure,” states the company’s Group Sales Director, Timothy Mulqueen.

Covering a total work area of 90,000-square-feet, Ramfoam’s main facility is based in Oldbury, in the West Midlands, from which it serves customers in the UK, Europe and ROW. It is here that the company also sought out a new, 100,000-Ramfoam asquare-foot building in which to install new machinery and manufacture its new and market eading RamfoamCare+ Protective Visor. In addition to these sites, Ramfoam also has a facility in Dubai, UAE – called Ramfoam Repackaging Services LLC – which opened in 2016 to serve its Middle East and Africa-based customers.

“Our manufacturing processes range from the simple splitting of foam sheets, to highly complex CNC machined components, while our vast array of products and applications include everything from product case inserts, medical accessories and exercise mats, to buoyancy aids, construction insulation and cushioning, and automotive door and roof systems,” Timothy continues. “What sets us apart, is our continual investment into the latest and most advanced manufacturing technologies, which allows us to be world leaders in the conversion of polyethylene foams. As a business, we are constantly adapting and evolving to meet the ever-changing needs of the industries we supply, and this rapid adaptation is what enabled us to become one of the primary suppliers to the NHS.

“When the UK first went into lockdown in March as a means of suppressing the virus, Ramfoam – like many other manufacturers and processers globally – had no choice but to face the titanic challenge of quickly adapting,” Timothy highlights. “We knew immediately that we wanted to support the NHS, particularly amidst a growing and pressing shortage of PPE products, so we rapidly joined the ranks of the 16,000 other businesses who applied to assist.

“This decision, coupled with existing experience in medical markets and our ability to design and test our protective face shield in a matter of weeks, led us to be awarded a DHSC contract to supply three million RamfoamCare+ visors each week to the NHS. As a direct result of that contract, we’ve been able to create over 500 new jobs and safeguard in excess of 1000, either directly with Ramfoam or throughout our wider supply chain.”

Elaborating on the above achievement, Timothy explains how the company already possessed significant experience in converting medical-grade foam products for the healthcare market in numerous applications, and therefore knew that it was more than capable of creating a market-leading product that would help to protect frontline medical workers. “We had previously been approached by a number of companies to supply foam strips for face visors, and with input from our existing NHS contact base, we were able to create the RamfoamCare+ Face Visor in record time,” he says.

“In early April 2020, we set out to develop something that could offer the maximum amount of protection in the most comfortable, sustainable and cost-effective way, and that didn’t cause painful sores or open wounds around the ears after long periods of use. We wanted to create a visor that was manufactured from world-class modern British materials, with the least number of components possible (just two), to allow easy self-assembly in seconds using replaceable and recyclable components, and finally to create high-volume production capabilities. After a very intensive period of design and testing, the team was able to develop the RamfoamCare+ Protective Visor in a matter of weeks.”

Now that production is fully underway, Ramfoam has made its visors commercially available beyond the NHS and is currently supplying schools, retailers, private healthcare bodies and hospitality venues throughout the UK and rest of the world. It is also proud to offer its premium face visors in fashionable colors with fun sticker accessories, direct to consumer via its customer facing brand UltimateVisor.

Ramfoam benefitted greatly from already having a highly multi-skilled workforce that had recently taken part in a reskilling process before Covid-19 hit, which meant that it held a comprehensive skills matrix in-house. “When we recruited for the extra jobs created by the NHS contract, as well as the usual qualities of diligence, adaptability and attention to detail, we sought out staff who would have the same level of commitment and dedication as we do,” Timothy continues. “Every member of our team at Ramfoam is incredibly proud to play a role in helping to protect the NHS. Every one of us who comes to work in the morning knows that each visor we manufacture is a chance to stop the spread, lower the transmission risk and ultimately even save someone’s life – and there is absolutely nothing more motivating for us as a workforce and a business.

“Meanwhile, from an infrastructure point of view, we had also previously invested heavily in the automation of some of our equipment, including press machinery and wrapping, which meant we were able to ramp up production quickly. Ramfoam bAdditionally, we sought the support of Warwick Manufacturing Group’s High Value Manufacturing (HVM) Catapult who, along with the team from the Department for Business, Energy and Industrial Strategy (BEIS), added significant value by helping us with factory modelling, mapping and automation. WMG assembled a team as part of their Digital Innovation for Manufacturing project to support our highly ambitious scale-up plan. Their use of 3D shop floor simulations helped us to test its layout and process assumptions digitally, prior to moving into our new facility, which – along with the help of Nissan Motors UK - enabled us to de-risk our scale up plans.”

This year – 2020 – marks the 25th anniversary of the company, and this milestone gives Timothy the opportunity to not only reflect on the whole team at Ramfoam’s success to date, but also what the coming years may hold. “We are firm believers in the necessity for adaptability in manufacturing. If we hadn’t been able to continually identify new trends and needs in our key markets, our business might look very different today. The quote that sums up our premise most succinctly is Charles Darwin’s observation that ‘It is not the strongest of the species that survives, nor the most intelligent. It is the one that is most adaptable to change.’ Aligned to that is our ethos that when the team pulls together, everyone achieves more.

“As with most organizations, our initial medium to long-term plans have had to flex to accommodate the new normal that is life with Covid-19. However, we remain keen to continue to positively impact our customers and extended community wherever possible. As part of our plan to venture into new markets, we are actively investing in the business by expanding our operational leadership along with the creation of a new in-house design team using state of the art software to offer 3D visualization of products, and an enhanced service offering to our global customer base and partner network, along with additional hiring across sales and related support functions in the business. We strive to be the international partner of choice for foam related solutions – and we will achieve this by entering new countries and markets, enabled by dedication, hard work and team effort.”

In concluding his thoughts, Timothy has one final, important point to make, and it refers back to the success that the company has had with its RamfoamCare+ Protective Visor. “We would strongly encourage all trading sectors to explore the use of protective visors as an addition to traditional face masks – and the benefits that these can add to your business in terms of protecting staff, ensuring consumer confidence and showcasing corporate branding,” he enthuses. “Visors protect the most vulnerable areas, such as the eyes, nose and mouth from splashing or spraying, while the anti-fog visor and the latex-free foam headpiece are washable and recyclable making them highly cost effective. As we move through what could be a difficult winter, we want to help protect as many staff in as many sectors as possible and halt the virus, and in addition let’s make Great British manufacturing great again.”

Ramfoam
Services: Foam suppliers, manufacturers and converters
www.ramfoam.com

Generating a buzz

Founded in December 1999, Holtec Gas Systems (Holtec) is today an internationally recognized, experienced designer and supplier of nitrogen generation systems

Holtec Gas Systems (Holtec) was the brainchild of its President, Thorstein Holt who – with many years of experience in the field of gas separation under his belt – recognized an opportunity in the market for a company that would be able to provide the most efficient nitrogen generators around. More than 20 years later, Holtec has designed and fabricated solutions for a variety of industrial, food and beverage, and manufacturing applications worldwide, and continues to provide Holtec aa complete turnkey solution, from concept to engineering design, fabrication, commissioning, and personnel training.

Nitrogen generation has been shown to provide an affordable, energy-conscious alternative to liquid nitrogen/high pressure gas cylinders. Holtec supplies both membrane and PSA type generators – either as standard models or custom-built in accordance with precise specifications – that are ready to hook-up to a compressed air supply. It also provides engineering support, as well as repair services for existing installations.

“Our customers are – and have always been – our number one priority, and we make it our mission to respond rapidly to existing customers needing support, as well as new customers needing proposals,” Thorstein explains. “Our experience in the gas separation industry dates back to the early 1980’s, and our employees have an in-depth knowledge of nitrogen generators that helps them to design, build, service and support all of our products. Based on the broad experience of our team, we come up with new ideas to improve our products to make them more efficient and user friendly.

“We spend a significant amount of time on research and development to improve the system efficiency to reduce air consumption, and therefore lower the operating cost to make the return of investment time shorter than that of our competition. We focus, as well, on building long lasting systems, which require very little maintenance. So, in summary, reliability, efficiency and customer service are the main differentiators that have contributed to Holtec’s success.”

Effective research and development has also been of constant importance for Holtec and its ability to produce the most efficient, user friendly and durable systems on the market. “Over the last decade, for instance, there has been a continuing movement towards pressure swing adsorption (PSA) type nitrogen generators being the technology of choice,” Thorstein states. “Holtec’s strength was in building larger PSA systems marketed under a series titled HNS, however, in 2017 we launched what has become a highly successful smaller product line designated HNBS, and this has allowed us to further cement our reputation for being a one-stop-shop for generators of all sizes.”

At the same time that the company has been increasing its physical product range, it has also been developing important supporting technology, such as its HoltecConnectTM and EnergyAssistantTM features for PSAs. The former is a remote monitoring and control tool that allows the company to operate and troubleshoot its nitrogen generators from anywhere in the world, which has become particularly useful in these challenging, Covid-19 dominated times. The latter, meanwhile, turns Holtec’s generators into variable capacity systems, where users can save up to 60 per cent of their air if they only consume 40 per cent of the rated capacity. Also in the case of PSA technology, Holtec has also developed and proved-out a comprehensive and accurate design simulation program to ensure its system designs perform as predicted every time and at the optimum efficiency. As a result of having this simulation program, there is now no longer a need to run costly factory acceptance tests for large systems, as they consistently meet or exceed the guaranteed performance.

One of the biggest recent developments involving Holtec was its announcement in June 2020 that it would be investing some $3 million into purchasing and updating a 50,000-square-foot facility in its home of St. Charles, Missouri. “This investment represents an immediate increase in shop floor space of over four times our previous location, with an additional equal amount of space that is currently being leased to a tenant,” Thorstein details. “We looked at a lot of properties before we found one in St. Charles that met our requirements. One was for it to have high ceilings, so we could install a large overhead crane, which is already in place. By having this capability, we can assemble larger nitrogen generators in-house with increased efficiency to reduce cost and fabrication time. A larger forklift truck was also purchased to increase our production capabilities. Another big investment was a large air compressor so we can test large nitrogen generators as well, without having to charge our customers extra.

“Other benefits include the fact that, previously, we had to store parts and materials at several different locations in Illinois and Missouri, whereas now everything is stored under one roof. This reduces storage, shipping cost, and production time, and increases our manufacturing efficiency. We have therefore been able to reduce the price and delivery time of many of our nitrogen generators to make us even more competitive. We have a big back yard where we are able to build large containerized nitrogen generators, which was a more difficult task at our old location.”

Having the right infrastructure and technology in place is, of course, of vital importance for any business, but as Thorstein goes on to highlight, it is the people that make up Holtec that are the most important element of all. “Our products and services are provided by our employees and their creativity, and without them there is no business,” he proclaims. “Purchasing our new facility shows our employees that we are in this for the long run, and it has energized everybody in a very positive way. Not only has it led to increased efficiency, but also to new thinking and even a more pleasant working environment. We have also found that, with Covid-19, having a bigger place makes it easier with social distancing to Holtec bkeep our critical business in operation.”

At the time of our conversation with Thorstein, the company was in the midst of preparing to appear as a speaker at the Growing Global 2020 – Globalization in Transition online interactive event on September 25, 2020. “The Growing Global event is hosted annually by the World Trade Center of St. Louis,” he tells us. “We have been working closely with them for many years, and they have connected us with Missouri’s Department of Economic Development and other resources to help Holtec and other Missouri businesses grow their export business. At this year’s event, we will share our experience in order to help other companies understand the important aspects of growing their export business. We expect it will be a good opportunity for us to connect with many possible local customers, as well as new suppliers.”

Looking beyond the Growing Global 2020 event, Thorstein feels that with its new facility having lots of space for expansion and growth, Holtec is in a good place to further grow its sales and distribution network, and in turn, add new employees to its team so that it can meet increased production demand. “We have the potential to double or triple our revenue in the next several years, and therefore get the best use out of our new facility,” he adds. “Effective research and development will be needed to continuously improve our nitrogen generators for this to become a reality.”

In looking ahead to the future, Thorstein is also able to reflect on the past and on the success that Holtec has had. “When I started this company in my basement more than 20 years ago, it was a very different time,” he reminisces. “Not many people had the special blend of nitrogen generation technology expertise and manufacturing experience to field a competitive nitrogen generator product. Since then, the landscape has changed drastically. Where Holtec has led the way, many other companies have attempted to follow. We have outlasted many of them, but every day we are hearing about others just starting. Our goal is to outlast these too.

“We will do so by spending a lot of time brainstorming, testing, discussing, debating, and sometimes even yelling at each other about how to create the best quality, yet affordable, nitrogen generator. We believe strongly that the strength of one’s reputation goes a very long way, so we are very passionate about making sure all of our customers are happy customers. Our promise is very simple. When we sell a nitrogen generator, it’s going to do what we said it would do; and if by chance it’s not right, we will make it right. In 20 years of business, that has never been an issue, so it’s not a scary or bold claim for us to make, ever.”

Holtec Gas Systems
Products: Nitrogen generation systems
www.holtecllc.com

On A roll

Constantly evolving, Nova Tissue is a family run manufacturer of toilet tissue with a reputation for utilizing the latest equipment to execute on contemporary market trends

When people hoping to purchase toilet roll began to gather outside the gates of Nova Tissue’s production facility earlier this year, Managing Director Khurram Iqbal knew that 2020 was going to be different. During what Khurram - tongue firmly in cheek - describes as the ‘infamous toilet roll shortage of 2020’, demand for Nova Tissue’s products skyrocketed, to the extent that the firm was receiving hundreds of emails and telephone enquiries a day. The surge was unlike Nova aanything the company’s MD had ever seen before.

“We were absolutely inundated,” he recalls. “From supermarkets to homeless shelters, foodbanks to people turning up at our factory – everybody wanted toilet roll. We have always operated 24 hours a day, seven days a week, so there wasn’t really a great deal more we could do in terms of quantity, but for three months we were flooded with orders.”

Since then, as Covid-19 restrictions have continued to impact businesses across the UK and Europe, Nova Tissue has experienced a lull in the market. According to Khurram, it is not a phenomenon unique to the UK, but something being felt across the breadth of the industry.

“When we speak to colleagues and other companies in the industry, everybody is in the same situation,” he says. “The whole market seems to be depressed at the moment. Manufacturers of away-from-home products for hotels, pubs, and restaurants are also suffering because much of the hospitality sector is still subject to major restrictions. Even on the consumer side, money isn’t being spent in the same way it was before the pandemic. The high streets are not busy, and we suspect that this is likely to continue until at least the end of the year.”

Despite the challenges, Khurram is upbeat about the company’s current standing and is keen to use the market downturn to prepare Nova Tissue for the future. Unwilling to dwell on the momentary reduction in sales, Khurram is focusing on using the second half of 2020 to ensure that the company is ready to take advantage of any opportunities that may present themselves as soon as regular levels of demand return.

“As a business, we are concentrating on what we can control. Once we make it through Covid-19 and Brexit, we know that we will be able to hit the ground running in terms of new product ranges, refreshed pricing, and our preparedness to take on new opportunities,” Khurram asserts. “From speaking to our customers, we are aware that if we can lay the groundwork now, there is no reason why we can’t be in a very, very strong position in six months’ time.”

One of the reasons Khurram is so confident about the future of Nova Tissue is down to the company’s strong family culture. Founded by his father in 1986, Khurram purchased the business in 2017 and the company’s family dynamic has never been lost. With multiple generations of the Iqbal family still working at Nova Tissue, Khurram believes that the firm maintains a strength, unity, and resilience that only working with family can induce.

“Nova Tissue has always been a family company at heart and I still have siblings, uncles, and brothers-in-law working here in key positions throughout the factory - not just in the office but down in the warehouse too,” Khurram reveals. “I think it brings a dynamic to our business that you wouldn’t find in large companies. It extends to our customers too, many of whom we know on a first name basis. We like to create close relationships with our clients and we have a customer retention rate well above the industry average.

“In terms of managing the family dynamic, we probably have more open discussions than you might expect in a normal corporate environment, but it definitely makes for a relaxed and enjoyable place to work because you’re in such close proximity to people you enjoy spending time with,” Khurram adds. “There is a strength and closeness throughout the management team here that I think is only possible in a family business.”

Since the onset of the Coronavirus pandemic in early 2020, adaptability has become a vital trait for businesses wishing to succeed in a difficult climate. Renowned for its ability to evolve and adjust, Nova Tissue is always finding ways to give better service. Constantly redefining, redeveloping, and redesigning its offering, the company ensures that its products are perfectly suited to the requirements of both its customers and, most importantly, its end users. It is this ability to Nova bunderstand the market that has helped to inspire Nova Tissue’s longevity and continuing growth.

“We always have an eye on the final end user,” Khurram claims. “As a starting point with all our products, we ask ourselves: ‘If we were the end user, would we purchase this product?’. We like to make sure that everything we produce is not only visually appealing on retailers’ shelves, but also, if it’s kitchen towel, it needs to be strong and absorbent, and if it’s toilet roll it must be soft and luxurious.”

A manufacturer and supplier of various toilet roll and kitchen roll products, including economy packs, luxury packs, two-ply, three-ply, perfumed, and jumbo rolls, Nova Tissue is proactive in its search for product development opportunities, aiming to predict market trends rather than react to them. One of the latest trends the firm has tapped into is eco-friendly products, a range that Khurram suggests is being directly driven by user demand.

“Eco-friendly products are something really contemporary and it seems that everybody at the moment is looking to purchase goods that are more sustainable, that have ethical supply chains, and that are produced and manufactured locally,” he states. “We currently have a range of eco-friendly products under the brand name Soft on Nature, which incorporates both toilet roll and kitchen roll. It is something being requested by people emailing our company; even school children have been writing to us to say that this is something they believe should be more widely available. We want to service that demand.”

The new eco-friendly range that Khurram describes works as part of Nova Tissue’s larger sustainability efforts. As well as exploring carbon offsetting schemes, the company sources all its raw materials locally from established, accredited suppliers with FSC and PEFC certification.

Another way the company stays ahead of its competition is by embracing the latest technology and equipment. Nova Tissue is proud to work closely with manufacturers across Europe in order to stay abreast of the latest news on new machinery that could give the firm a competitive edge.

“Year-on-year, we replace some of the older equipment in our facility with newer, more modern, more reliable, automated technology, allowing us to make products faster, more efficiently, with less downtime and less reliance on service work, maintenance and engineering,” Khurram explains. “This is something that, despite the Covid-19 situation, and despite Brexit, remains a constant part of our plans and we budget for it year in, year out.

“A lot of the equipment we have onsite at present comes directly from two partners that we work with particularly closely,” Khurram continues. “One of them is Paper Converting Machine Company (PCMC), and the second is Rolco Europe. Based in the Netherlands, they are a family company like us. Not only do they provide us with new equipment, but they work really closely with us to make sure our very specific requirements are met. We are not always just looking for new machinery but for something bespoke that fits in with our operation, the size of our premises, and the types of changeovers we want to do.”

As well as profiting from the market-leading capabilities of the firm’s pioneering new equipment, Nova Tissue clients also benefit from customer service tailored to their individual needs. “We deal with independent wholesalers, retailers, and chemist chains. We also export to Ireland, Africa, Malta, and our products even end up as far away as India and Pakistan. Considering toilet tissue and kitchen roll doesn’t really lend itself to export, we’ve always performed well in the export market,” Khurram comments. “What sets us apart are our fantastic service levels, whether it is someone who buys from us twice a year or a major customer who purchases ten truckloads a week.”

Buoyed by the success it experienced in the early part of 2020, Nova Tissue is ready to move forward – something that comes naturally to a company built on values of ambition and enterprise. Beyond Covid-19, Khurram believes that, with the right support, the business will soon be on a roll again.

“Due to the pandemic,” he remarks, “the UK manufacturing sector is currently receiving backing from the Government. If it continues, there is no reason why we can’t be optimistic about the future of the whole tissue converting industry in the UK.”

Nova Tissue
Products: Toilet roll and kitchen roll
www.novatissue.co.uk

Beyond robots

A privately owned engineering, integration, and custom manufacturing firm, for Production Systems Automation, diversification has paved the way to exceptional growth

Recognizing America’s fastest growing private companies, the prestigious Inc. 5000 list has provided many of the USA’s most well-known brands with their first taste of national exposure. Major names like Intuit, Zappos, Under Armor, Patagonia, and Microsoft, are among the list’s previous honorees, and in August 2020, Production Systems Automation (PSA) joined the illustrious ranks. Thanks to three-year revenue growth of 626.38 per cent, PSA ranked 761st on the PSA alist, placing it in the top 20 per cent of the USA’s most dynamic independent businesses. Speaking to Manufacturing Today, PSA Owner and CEO Michael McHale is quick to recognize the contribution of the company’s workforce.

“I want to personally thank the entire team at PSA for their dedication in supporting the needs of our customers at such a high level,” he says. “I truly believe that the growth we’ve experienced has been driven by our staff. We set a vision four years ago of what we wanted the company to look like and we’ve worked towards it with all our employees. We have a very dedicated team that has worked incredibly hard to help the business grow.

“I think the automation sector is a very people-centric environment and we are always challenging our staff with new technologies, continual learning, and pioneering projects that really drive them towards bigger and loftier goals,” Michael adds. “Every day, our people come to work knowing they have something new and innovative to get stuck into. We encourage discussion too. Our staff have the ability to comment on projects and our process is naturally very team-oriented, so everyone’s point of view gets listened to.”

After founding its first location in Aston, Pennsylvania, in 1985, PSA began life as an engineering company building and installing electrical control panels for its clients. Growing in line with technological advancements, the company soon added mechanical engineers and machinists to its existing group of electrical engineers and fabricators. A second location was established in Duryea, Pennsylvania, in 1999, extending the company’s service portfolio and allowing PSA to move to its current 21,000 square foot facility, which houses all engineering, electrical and mechanical production, full-service machining, and military work onsite.

In the early 2000s, PSA began installing and programming robots to work in its clients’ industrial applications. This line of work has endured, and today, as a robotic systems integrator for both ABB and UR Robotics, the firm is staffed by qualified electrical and mechanical engineers, designers, welders, electricians, machinists, and technicians, both at Aston and Duryea.

Always looking for new opportunities, in 2018, PSA added repair and installation work to its offering. The company also designs a line of ‘standard products’ for industry specific customers and works with the US Military and Department of Defense on contracts relating to drone technology and ammunition housings. Such strong diversification means that clients look at PSA as more than just a turnkey automation solutions specialist, but as an industry expert with an impressive breadth and depth of knowledge.

“Being so well diversified allows us more channels to the market to grow into, which then leads to the overall expansion of our business and our growth,” explains Director of Sales and Business Development Joseph Redding. “We are kind of unique in our offering to the marketplace. We are different to a traditional integrator. Though we focus on the robotics and controls system integration at our core, what differentiates us is the fact that we don’t solely rely on those services. For one, our military and government work provides a lot of revenue and allows us to focus more energy on the robotics and controls integration side because those are areas with fairly long sales cycles. Along with the service and repair business at Duryea, our standard products line, which includes bedbug ovens, decontamination units for PPE, and test stations for the hot fill PET plastic bottle industry, help to make us successful, and prove that, as a business, we are not a one-trick pony.”

The diversification Joseph celebrates has helped to stabilize the firm and drive its continued expansion throughout 2020 - a challenging year for the worldwide business community, but another record-breaking year of growth for PSA. In many ways, Joseph argues, the Covid-19 pandemic has helped the company to improve.

“The collaboration that working from home has required means the pandemic has opened the door to a lot more conversation and a lot more interaction than we might have had before,” he reveals. “Microsoft Teams has allowed us to stay in contact with our customer base, keeping projects moving and preventing them from going stagnant. Incorporating Teams meetings and other virtual processes has changed how we do business on a daily basis and it’s something we expect PSA bto carry through with us, even when the pandemic is over.”

Of course, PSA is no stranger to technological innovation, and the company is widely recognized as a ‘one-stop-shop’ for its clients, providing everything from CNC machining to panel building, water jetting to welding, programming to system delivery. Having built strong partnerships with OEM manufacturers of industrial products and market leading producers of innovative equipment, PSA leverages the best technology the marketplace has to offer.

“Whether it be camera technology, sensors, robots, or conveyors that we are trying to integrate into a solution, by partnering with the OEMs that drive innovation we are always at the forefront of what’s available on the market,” Michael comments. “CNC programming, robot programming, drive control programming, and PLC programming - we do everything. What it means for our clients is that when something comes in-house, they don’t have to worry about vendors seeing their drawings or any other secretive parts of their processes being revealed because everything is taken care of by us. It’s a key technological advantage over our competition.”

Among PSA’s latest projects was the development of a robot retrieval system for Dorman Products in 2019 that allowed the company to catalogue recycled Toyota Prius batteries. More recently, PSA has developed two robot systems for Mia Products, designed to handle the packaging of Italian ices. Alongside the release of an intuitive collaborative palletizer for the wider marketplace, 2020 has seen PSA launch the SaniPro 2000, an oven capable of treating and decontaminating N95 masks. Joseph explains more about the timely innovation:

“We are not what I would consider a product-driven organization,” he begins, “but we do design and manufacture some standard products. We developed the SaniPro 2000 because we saw the need when Covid-19 came about. We were initially manufacturing a bedbug oven, which uses dry heat to kill bedbugs, but we soon found that dry heat could also kill Coronavirus. We then discovered that if you add moisture to the heat, you can even more effectively treat protective equipment used around the virus. With this knowledge in mind, we pivoted on that offering and came out with the SaniPro for that specific market. Our core business remains as an integrator of equipment, custom building machinery for other people’s manufacturing facilities, but if we see a gap in the market that we can exploit, then we are not afraid to make the most of that opportunity.”

Thanks to years of reliably delivering on the desires and requirements of its clients, PSA has become renowned as a customer-centric business that puts people first. This approach not only benefits the company’s clients, but also its staff, and when Michael discusses the organization’s future growth strategy, it is clear that PSA’s valued employees are the firm’s priority.

“We are going to continue growing all of our verticals and diversifying the business because it continues to prove successful and helps us to stabilize our projects, our cash flow, and the job security of our workforce,” Michael declares. “Honestly, that is the most important part to us - especially with the current global situation - making the company secure, safe, and stable for our employees, so no one ever has to worry about losing a paycheck. That is strategy number one, and then, from there, we will grow through potential acquisitions as those opportunities present themselves, as well as expanding our geographical footprint.”

Production Systems Automation
Services: Engineering, integration, and custom manufacturing
www.psasystems.com

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