It used to be that we were considered an export management firm, and when I started at the company in 1981, we were exactly that. ... Today, we've really focused, and we're in this niche with InDiv-branded products, and that's been a huge success. I think what we're really trying to emphasize is our expertise in (providing) a complete package for everything related to the poultry-growing and raising sector. ... We have about 50 employees.
As an exporter of poultry farming equipment, how do you work with outside manufacturers to create branded products?
We'll come up with our own design, and ... we pick what we feel are the best components to put in our packages ... and we do the engineering and the technical support after the sale.
Have there been any thoughts of bringing product manufacturing in-house?
We're not big enough to invest in all the manufacturing costs, but we are doing some already. We have such strong relationships with our suppliers that go back 20 or 30 years, and we do some joint ventures with them, and they will also private-label for us.
How has the economy hit foreign sales?
One very large project we had approved for Argentina for $5 million got put on hold because of the economic situation in Argentina. Basically ... for every dollar on that project that they would (use) with InDiv, they were going to have to spend another 50 cents to $1 locally. Even though we had a five-year loan with very favorable interest rates from Ex-Im Bank, the customer decided to postpone that decision and wait and see what happens. ... We're seeing big projects on hold. It could be local economic problems. It could be the banks aren't releasing the money. ... You don't want to use a short-term loan to buy equipment that could last 10 years. That's what's kind of halting everything right now. We were actually on tap to have a record year last year, but about September, when the credit crunch started hitting, it hit just slightly after that internationally.
How are InDiv's sales overall?
Luckily, because of ... the number of countries we're in, and also diversification of the product lines we sell, it's going to be an OK (profit) year. We're anticipating maybe a (revenue) drop of 30 percent (compared to) 2007 and 2008. We were taking some measures to make us more efficient with some internal cost-cutting, and we're able to realize that now. This year, we're going to show a slight-to-moderate profit. Our sales should be between $10 million and $11 million.
What's the status of InDiv's plans in Russia?
We are opening up a joint sales office in Moscow later this year. We have a partner there that's going to be an agent of ours. It'll be an InDiv sales office, and we're translating our Web site ... and literature into Russian right now. ... We've been pretty successful, just small sales right now. We lost another project just last month to an Israeli company, but we're very encouraged by the activity we're getting with just minimal presence there.
You became President in January, prior to the February death of InDiv founder Forest Lipscomb. What are some key lessons he taught you?
Aside from his integrity, which was unquestionable, keeping an open mind and looking for new opportunities and letting your people have enough room to grow and enough independence in decision-making. It would have been really easy for him to say, "That's crazy; don't take the risk. Don't try something new." He's the one who gave me the opportunity to try new things. ... Some of them were terrible ideas, but luckily, a lot of them panned out to be very good, and we're still implementing ideas that he and I agreed to do.
Tell us about your family.
I've been married for 30 years to my very lovely wife, Linda. ... She's the one who, when I was taking trips for three or four weeks at a time, was raising our two boys, who are now men. Ryan is 25, and Justin will be 20. Ryan works here in Springfield and Justin's at (Ozarks Technical Community College).Interview by Features Editor Maria Hoover.
This installment of Springfield Business Journal’s Architects & Engineers Project Report showcases 26 endeavors by area design and engineering professionals.
