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Speeding to Market

By: Leslie Benson
Posted: June 9, 2008, from the June 2008 issue of GCI Magazine.

page 7 of 11

Glenn Sandgren: There are two key threats. One: We have always had to deal with [competitors] with little business sense and dangerous practices. They under-price or “over promise” product, which ultimately forces them to cut corners in nefarious ways or go out of business. Business Darwinism always fixes it in the end, but it hurts their customers and reputable competitors. Two: Global production and supply. We are extremely cautious about where we buy our raw materials. Many of our customers have come to us because they have had negative experiences with suppliers that provided products contaminated with heavy metals or mold.

Bill Hunt: The biggest threat to business is decreased consumer spending ability driven by high fuel costs and tax rates. This absorbs the consumer’s discretionary budget leading to lower unit volumes sold.

Vonda Simon: The challenge is finding raw material vendors that are as ethical as we are. As a distributor, we protect our clients from the vendors sometimes. Most companies want one specialty company who can do it all. We are completely service-oriented, and are not afraid to tell a client if we believe a product won’t do well in the market.

GCI: What gives you an edge over competitors in the market?