organizationhiresfamiliarfaceasinterim attraction - … · ·...

PRSRTSTDU.S.POSTAGE

PAIDDaytonaBeach,FL

Permit#150

March 3, 2008

� Focus on: INTERNATIONAL TRADE, pages 14-21

Inside:Editor’s Notebook:New home construction slows – why that may begood for the housing market … Page 4

Ormond Beach Chamber:Organization hires familiar face as interimexecutive director … 2

Bright spot for local economy:Manufacturers adding jobs thanks to internationalsales, diversified products … Page 14

Developer Bhagwan Asnaniof Interstate Holdings Inc.shows off his company’snewest development, CityWalk, in Palm Coast.

Comingattraction:

Upscale mixed-use complex set toopen soon in Palm Coast — Page 8

Comingattraction:

2 March 3, 2008 Volusia/Flagler Business Report

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selective suspension?** Why did we give it 17" staggered-width alloy wheels, AMG bodystyling and dual

chrome-tipped exhaust, standard?** Because we promised you a Mercedes-Benz. See your local authorized

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©2008 Authorized Mercedes-Benz Dealers

Mercedes-Benz of Daytona Beach1720 Mason Ave., (386) 274-4775

“Directly behind the Volusia Mall”

PDFA-0000701973

Volusia/Flagler Business Report March 3, 2008 30000701806

OFFICIAL ROLEX JEWELERROLEX OYSTER PERPETUAL AND SUBMARINER ARE TRADEMARKS.

OYSTER PERPETUALYACHT-MASTER

DowntownDaytona Beach

150 S. Beach St.(386) 255-1468

Hours:Mon-Fri 9:30 - 5:30

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Volusia/Flagler Business ReportConnecting Business to Business

March 3, 2008

Copyright © 2008 The News-Journal Corporation

P.O. Box 9970, Daytona Beach, FL 32120-9970Phone: 386-681-2737

E-mail:[email protected] for editorial [email protected] for advertising inquiries

Web site: www.vfbr.com

Manager: Paige HolleySenior Editor: Clayton ParkReporter: Chris Anderson

Business Advertising Specialist: Debi BrandGraphic Designer: John Klipfel

Photographers: Brehme, Ji-Eun Lee, David Massey, Justin Yurkanin

The Volusia/Flagler Business Report is published every other Monday. Press releases, calendar items and letters to the editorshould be e-mailed to [email protected]. People on the Move announcements should be limited to 50 words and accompanied by

a photograph (head shot only; 300 dpi preferred). Calendar items should be submitted 30 days in advance of the event.

INSIDE:Editor’s Notebook: Slowing new home construction activity maybe a good thing for the housing market ..........................................................................................Page 4

Coming attraction: Upscale mixed-use complex set toopen soon in Palm Coast ........................................................................................................................Page 8

People on the Move..................................................................................................................................Page 10

Ormond Beach Chamber hires familiar face as interim executive director ................Page 12

Briefs ................................................................................................................................................................Page 13

Jeffrey Gitomer: In sales, you don’t “get” respect from clients, you earn it ..................Page 22

Calendar of upcoming local business events..............................................................................Page 22

Focus: International TradeBright spot for local economy: Manufacturers adding jobs thanks to growinginternational sales, diversified products ........................................................................................Page 14

Now serving other countries: Florida Gourmet Foods seeks to expandits reach globally ........................................................................................................................................Page 16

Ready to lend a hand: Interested in international trade? Here are some

folks who can help you get started....................................................................................................Page 17

The List: Area’s largest employers ....................................................................................................Page 18

Tapping foreign markets: Exports boost sales for Thompson Pump,but also provide new challenges, CEO says ................................................................................Page 20

ON THE COVER: Developer Bhagwan Asnaniof Lake Mary-based Interstate Holdings Inc. showsoff his company’s newest development, City Walk,an upscale mixed-use complex that is set to opensoon in Palm Coast. See story on page 8.Photo: David Massey

Corrections:Our Feb. 18 story on Halifax Health incorrectly described Florida Hospital Ormond Memorial as a private,

“for-profit” hospital. It is a private, not-for-profit hospital. Also, the cost of building its new campus onWilliamson is $270 million, not $225 million as stated in the article.

Our Feb. 4 list of the area’s largest law firms gave an incorrect address and telephone number for Vasilaros &Politis, P.A. The correct address is 730 Dunlawton Ave., Port Orange, FL 32127. The correct phone number is386-767-0911. Also, the names of some of the law firms on the list have been changed. Simpson & Delgado isnow Damore, Delgado & Romanik. Johnson, Gilbert & Romanik is now Johnson & Gilbert.

March 3, 2008

� Focus on: INTERNATIONAL TRADE, pages 14-20

Inside:Editor’s Notebook:New home construction slows – why that may begood for the housing market … Page 4

Ormond Beach Chamber:Organization hires familiar face as interimexecutive director … Page 12

Bright spot for local economy:Manufacturers adding jobs thanks to internationalsales, diversified products … Page 14

Developer Bhag-wan Asnani of In-terstate HoldingsInc. shows off hiscompany’s newestdevelopment, CityWalk, in PalmCoast.

Comingattraction:

Upscale mixed-use complex setto open soon in Palm Coast —Page 8

Comingattraction:


0000701804

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PDFA-0000701960

John P. Ferguson

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150 Magnolia Ave., Daytona Beach FL 32114 - 386.255.8171351 E. New York Ave. Ste. 200, Deland FL 32724 - 386.736.7700

www.cobbcole.com

With Cobb Cole since 1991, John Ferguson practices primarily in the areas of general corporate and contract law; mergers and acquisitions; business organizations and international transactions. John was selectedby Florida Trend Magazine in 2006 as one ofFlorida’s Legal Elite.

In addition to John’s service to Cobb Cole and its clients, he is active in the community with over a dozen organizations and is either current or past chairman or president of the Daytona Beach/Halifax Area Chamber of Commerce, St. James Episcopal School, Futures Education Foundation, Halifax Area Trade Council, and others. As a result of John’s dedication, he received the 2006 Marvin Samuels award for Outstanding Service to the Community.

PARTNER PROFILE:

Opinions

ew home construction activity in Volu-sia County, which had been in a down-

ward slide since early 2006, practically felloff the charts in the final three months of2007.

According to the county, a grand total of253 building permits were issued in Volusiafor new homes and condominiums betweenOct. 1 and Dec. 31 — less than half thenumber issued in each of the threeprevious quarters.

Area observers offered several possiblereasons for the steep decline: the winterholidays, growing recession fears,uncertainty regarding the upcomingpresidential election, etc.

The latest Economic Development Quar-terly, a publication put out by the county’sDepartment of Economic Development

(with production assistance from theBusiness Report), notes the slowdown locallymirrors what’s been happening throughoutthe country.

“I think (builders) are waiting to see howthings shake out,” said Maybeth Irizarry-Bi-non, the county’s permit center manager.

Adding more homes to the current glutof available inventory makes it more difficultfor sellers to find buyers for existing homesand forces builders to reduce the price of

new homes.Of course, that would be great for folks

such as my wife and I, who recently beganshopping for a home in the Daytona areaafter moving here from Seattle last year.

It probably wouldn’t be so good for thelocal economy, however.

To paraphrase Mark Dougherty, associa-tion executive for the Daytona Beach AreaAssociation of Realtors:

For the local housing market to recover,at least one of the two things must happen:1. we get a huge surge of newcomers whoimmediately begin shopping for homes;2. the inventory of available homes getssignificantly whittled down.

Since population growth in the Volusia-Flagler area has been slowing the past twoyears, the first afore-mentioned scenario is

not likely to occur any time soon.That leaves us having to count on option

No. 2, which is why temporarily applying thebrakes on new home construction is actuallygood news, even though it means fewerhome construction jobs for the present.

Dougherty expects new homeconstruction activity to remain relativelylow until the local housing market returns towhere it was prior to 2004-2005 when thelast housing boom hit its peak.

On a positive note, Dougherty says localRealtors have been reporting a small uptickin home sales activity in recent weeks.

Based on personal observations, thesudden increase in competition my wife andI have encountered as of late is coming froma combination of the annual return of the

Why the nosedive in new home constructionmay be good news for you – but bad for me

ClaytonParkEditor’s Notebook

N

See NOTEBOOK p. 6


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0000701816


0000701970

Thomas B. Fleishel, MBACertified Financial Planner™Fleishel Financial Associates, Inc.

re you on track to achieve yourfinancial goals for 2008, five years

from now and beyond? The Center forRetirement Research (CRR) at BostonCollege estimates that 43 percent ofworking-age households are not likely tohave enough retirement income toreplicate their current standard of living.Do you actually have a written financialstrategy or is your plan to “wing-it” andhope for the best?

Many successful professionals andbusiness owners have done planning fortheir firms but often don’t take the time totackle these issues on a personal level.They can delegate in their professionallives but have difficulty in their personallives. Perhaps they are unaware of any “go-to financial coordinators” who can overseeand relieve the “ceiling of complexity” intheir financial lives and objectively assistthem in designing, implementing andmonitoring a workable strategy.

At its most basic level, financial planning

isn’t about money. It’s about values such asfreedom, independence, family orphilanthropy. Your plan should bepredicated on your values. Roy Disney Sr.once said, “When your values are clear,your decisions are easy.” Our unique Values-Based Financial Planning™ process willhelp you identify what you value most.Then we’ll create a step-by-step strategy toalign those values with your importantfinancial goals so that you live your dream,whether you’re retired, soon-to-be retired,or planning for retirement someday.

Fleishel Financial Associates, specializingin Values-Based Financial Planning™,investment management consulting andretirement planning, is located at: 812 N. Woodland Blvd. in DeLand. Visitwww.f leishelfinancial.com for additionalinformation. Securities offered throughRaymond James Financial Services, Inc.,member, FINRA/SIPC, 386-738-1800.Fleishel Financial AssociatesFinancial strategies for your peace of mind.

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0000701976

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Established in 1907, the Oceanside Golf & Country Club is an oasisin the heart of Ormond Beach. 18-hole Championship links,

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Opinionssnowbirds, out-of-town investors, and evenreal estate agents who may be looking to buyinvestment properties for themselves at a bar-gain price.

Undoubtedly, some of the new buyerswere visitors who turned out in recordnumbers for last month’s Speedweeks event inDaytona Beach. I say this because severalhouses my wife and I were consideringsuddenly got taken off the market and putunder contract in the two weeks immediatelybefore and after the Daytona 500. All wereolder homes that had been on the marketfor months.

A beachside foreclosure home we recentlyput an offer on wound up drawing four otherbids – to our utter surprise and dismay. Sincewe matched the bank’s asking price, we mustassume the house, which was a fixer, went fora higher amount.

Apparently, the glut of homes on themarket does not include those priced below$200,000 – provided they are in a desirablelocation and of reasonable condition.

That explains why home builder Bob

Fitzsimmons, CEO of Gallery Homes ofDeLand, recently decided to begin construc-tion of six new single-family homes in an areajust west of DeLand. The three-bedroom/two-bath homes range in price from $142,000to $180,000.

“I don’t think there’s a glut of affordablehomes on market,” Fitzsimmons told theEDQ, adding that he believes the over-abun-dance of inventory is primarily homes in themid-price range.

Sue Darden, CEO of the Volusia HomeBuilders Association, agrees, but added thatthe housing market slowdown also hasn’t real-ly affected luxury homes and condos priced inthe $1 million-and-up range.

Case in point: Volusia Properties recentlyannounced its sale of a penthouse condoat The Malibu, a newly built oceanfrontcondo complex in New Smyrna Beach, for$1.5 million.

Guess that’s another one for me and themissus to scratch off our list. �

Clayton Park can be reached [email protected] or at 386-681-2470.

NOTEBOOK from p. 4

Photo: Brehme

A KB Home under construction at Bayberry Lakes Colony off of LPGA Boulevard in DaytonaBeach. The home builder is currently offering to build new homes in the subdivision for as low asthe $170,000s.


Introducing Destination Daytona’sNewest Addition!

Bruce Rossmeyer’s Destination Daytona is pleased tointroduce its newest addition, The Coca-Cola Pavilion. TheCoca-Cola Pavilion features 35,000 square feet of coveredexhibit space and a state-of-the-art entertainment stageready to rock the house. The Coca-Cola Pavilion will hostyear-round entertainment including a variety of nationalmusical acts and other entertainment venues and events.

Watch for Destination Daytona’s schedule of events or visitwww.brucerossmeyer.com to get the scoop on what’shappening at Destination Daytona.

The Coca-Cola Pavilion is available forn Corporate Events & Partiesn Private Partiesn Concertsn Weddingsn Graduationsn Swap-Meets and More!

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Coca-Cola Pavilion


0000702443

By Chris Anderson

Business Report Staff

posh, open-air mixed-use center isopening soon in Palm Coast.Lake Mary-based developer Interstate

Holdings Inc. expects to complete the nearly160,000-square-foot, $30 million project bythe end of March. The 13-acre complex,which has been dubbed City Walk, is locatedon Cypress Point Parkway, just south of PalmCoast Parkway Southwest.

Interstate has built four two-storybuildings at City Walk in what the developeris describing as “modern contemporarystyle.” The center will offer a mix of retailshops, restaurants, as well as medical andoffice tenants.

More than 60 percent of the center’s 115units have already either been sold or leased,said Bhagwan Asnani, owner of Interstate.Though Asnani wouldn’t give specifics, hesaid future tenants include an orthodontist’s

office, a pizzeria, deli, ice cream parlor, anInternet café, lounge and arcade.

As for the remaining units, Asnani saidCity Walk has “several serious prospects.”

The average unit size is roughly 1,200square feet and sells for $270 per square foot.

Leased spaces are available for about$22.50 per square foot.

City Walk’s open-air, courtyard feel willbe a big draw, Asnani said. “There’s nothinglike this in the area. It has a unique style.”

The center features outdoor walkwayson both floors that adjoin all four buildings,allowing patrons to casually walk from shopto shop.

“People can come and spend the entireday here,” said Martha LaFreda, Interstate’sdirector of sales and marketing. “You can goto the doctor’s office, and then grab a bite toeat next door, while your kids are playing inthe arcade a few doors down. It will truly bea community place. We’re not catering

A

Coming attractionUpscale mixed-use complex City Walk set to open soon in Palm Coast

Photo: David MasseyDeveloper Bhagwan Asnani, and his assistant Martha LaFreda, talk with project supervisor EliFaignant, center left, and DG Meyer Air Conditioning employees John Smith and Eddie Benoit,right, at the site of the soon-to-be-opened City Walk center.


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to just big box stores.”Asnani added, “This is going to be a

destination.”In addition to the walkways, Interstate

invested a fair share of money in extras, suchas two marble fountains imported from Italy,as well as two gazebos. In fact, he said thecompany paid $100,000 on one fountainalone. The company also paid $600,000in landscaping.

The reason for paying high-dollar for theextras: “I want this center to be the best, so Ipaid for the best. These things addcharacter,” Asnani said.

Aside from the center’s appearance,Asnani said businesses will want to set upshop at City Walk mainly because of the cen-ter’s location. “This area (referring to theInterstate 95/Palm Coast Parkway area) isthe commercial center of Palm Coastright now.”

Future City Walk tenant Ralph DeCarlosaid he can’t wait to open his restaurant,which will be called Dominic’s Deli & Eatery.“I can’t think of a better location for it,”he said. “Also, the City Walk is a unique-looking place.”

Ira Corliss, Palm Coast’s economic devel-opment coordinator, is also excited aboutCity Walk opening.

“It has great aesthetics,” Corliss said.“The open-air courtyard-look is appealing. Itwill be a great place to gather. It’s anotherconsumer-driven center that gives localresidents an opportunity to take care oftheir needs without having to leave the

area to do it.”Asnani said the investors backing him on

the City Walk project are Colonial Bank andEmmett Foster, a private Orlando investor.

Asnani previously developed ParkwayPlaza in Palm Coast, a $4.7 million,20,000-square-foot mixed-use center at 1000Palm Coast Pkwy. SW. Asnani said he soldthe center in late 2005 for $5.2 million.

A native of India, Asnani moved hisfamily to Daytona Beach from Ghana, Africa,in 1995.

Asnani bought some hotels in theVolusia-Flagler area, including the FountainBeach Resort in Daytona Beach, beforeselling them a number of years later when heentered the commercial developmentbusiness. �

Chris Anderson can be reached [email protected] or 386-681-2224.

City Walk

What: mixed-use center close to being finished in

Palm Coast that will be home to small business-

es, shops, and restaurants.

Location: Cypress Point Parkway, just south of

Palm Coast Parkway Southwest

Developer: Lake Mary-based Interstate Holdings

Total acreage: 13

Total square footage: 158,850

Web site: www.interstateholdings.com

Photo: David MasseyCity Walk in Palm Coast nears completion.


0000701980

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Banking/Financing

Daytona Beach accounting firm JamesMoore & Co. has hired three people:

Zach Chalifour has joined the firm as astaff accountant. Chalifour graduated fromStetson University with bachelor’s degrees inaccounting information systems andmanagement information systems.

Yelena Hayes has joined the firm as astaff accountant. Hayes graduated from theUniversity of Central Florida with a master’sdegree in taxation and bachelor’s degree inbusiness administration.

Joy Jones has joined the firm as a staff

accountant. Jones graduated from StetsonUniversity with a master’s degree inaccounting and bachelor’s degree in businessadministration.

Real Estate

Caroline Coke has joined WeichertRealtors Hallmark Properties in New SmyrnaBeach as an agent.

David Haas has been promoted to presi-dent of MHK of Volusia County Inc., a landacquisition and management company thatis affiliated with local homebuilder ICI

Homes in Daytona Beach. Hass previouslyworked as a senior vice president for landmanagement for the homebuilder.

Jay Spearman has joined Prudential

CRES Commercial Real Estate in DaytonaBeach as an agent. Spearman will alsoremain a licensed mortgage broker atGulfstream Your Mortgage Source inPort Orange. �

How to submit items:The Business Report welcomes submissions of announcements about your company’s recent

new hires, staff promotions and industry and/or community awards. E-mail announcements andphotographs (individual headshots only; 300 dpi preferred) to [email protected]. People on the Moveannouncements should include name and new title of the person, the company’s name, and thecity where that person works or will work. Please include the person’s previous company and title.

People on the Move


Building Profitable Business Relations

choosedaytona.com

The Business Development Partnership126 East Orange Avenue, Daytona Beach, FL 32114

Office: 386-255-0981 • Fax: 386-258-5104BDP

T

TThe Power Of Partnerships

Building Profitable Business Relations

he creation of a countywide or even regional economic development partnership increases theprobability of generating greater success in attracting and retaining business, thereby increasing thebenefits to all participating entities. Partnerships also accrue financial benefits and operatingefficiencies.

An example of increased marketing exposure, not otherwise possible, is the utilization of the webdomain www.choosedaytona.com. By capitalizing on the Daytona brand, over 2.7 million uniquevisitors viewed this site and its related domains in 2007, even though all partner cities and the entirecounty were highlighted.

Another example is staff attendance at medical, automotive, and other industry trade shows. Whenbusiness cards are collected and leads generated are shared with all partners, and responses arethen coordinated back to the prospects. This helps reduce travel costs for participating partnersbecause they know we will share leads equally and without bias. We don’t own sites or buildings.Our job is to generate traffic and increase wealth countywide.

To Participate OR For More Information

Sam GoodwinEconomic Development Coordinator

[email protected]

he Business Development Partnership is the leading public private partnership in Volusia County.Founded in 2001, our charges are several: service existing companies so they can thrive andexpand; build trade relationships internationally through trade missions, business seminars andtargeted leads; recruit new companies so the economy will grow, thus providing jobs for ourcitizens and a tax base more evenly distributed.

Comprised of more than 100 leading private businesses, seven Chambers of Commerce, VolusiaCounty government, and multiple, diverse cities throughout, we seek to leverage scarce resources toimprove communications, align marketing efforts, operate efficiently, and drive more prospectivecompanies to visit Volusia County.

Co Chairmenof the

Partnership

Kathy MilthorpeManaging Director

International Speedway Corporation

Bill Olivari, CPAOlivari and Associates


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PDFA-0000701813

By Clayton Park


he Ormond Beach Chamber of Com-merce has hired Sharon Damante as its

interim executive director.The longtime Ormond Beach resident is

hoping to make her new job a permanent one.She is a part-owner in two area businesses.

Damante succeeds Mike Del Ninno,whose employment as executive director wasterminated by the chamber’s board of directorson Jan. 21. Del Ninno’s firing occurred on theMonday after the chamber’s annual dinner andinstallation of new board officers, which tookplace just three days earlier.

The chamber board has declined to com-ment on the reason for Del Ninno’s firing.

“I was essentially told it was not a good fit,”said Del Ninno, who was hired last July follow-ing the resignation of Andrew Cripps, whoserved as executive director for roughly16months.

Damante, 45, is a partner and vice presi-dent at a Daytona Beach advertising agencycalled S2 Advertising, which is led by herbrother and agency president ChristopherScali. She is also a co-owner of Gryphon’s Lark,a “world tavern and grill” on GranadaBoulevard in Ormond Beach, which is run byher husband, Frank.

Damante said she doesn’t have a day-to-day role atGryphon’s Lark and has agreed to goon “somewhat of a sabbatical” from herinvolvement at S2 to focus on her new jobwiththe chamber, where she leads a staff of four.

The Ormond Beach Chamber, like a num-ber of chambers of commerce in the area, hasseen a dip in membership in recent monthsbecause of the softening economy andgrowing concerns about a possible recession.

As of mid-February, the Ormond BeachChamber had 822members, down from 900 atthe end of 2006. On a positive note, Damantesaid the chamber added 17 new membersin January.

The main challenges for the chamber, asDamante sees it, are stepping up efforts to getthe word out to area businesses about the ben-efits of joining the chamber and working withthe organization’s board and staff to enhance itsprograms can provide the “maximum benefit”to members. She said she also intends tolaunch new initiatives to servemembers.

While some businesses typically opt toeliminate their memberships in organizationssuch as chambers of commerce during eco-nomic downturns, Damante believes that is

when businesses need those services themost. The chamber, for example, offers oppor-tunities to network with other area businesses,as well as programs that can educate business-es about available resources. The chamber alsoworks to promote local businesses andimprove the area’s business climate.

“If we help each other in this community… we can only help but be successful,”Damante said.

Damante believes she is well qualified forher new job, thanks to her background both inmarketing and communications, as well as inmembership sales when she used to benational marketing director for a fitness clubchain. Her experience as a small businessowner also gives her the ability to empathizewith the chamber’s members and thechallenges they face, she said. She has beenactively involved as a volunteer in publicservice projects, including Halifax Habitat forHumanity, Paws for a Cause and the AmericanRed Cross. She is also a past-president of theDaytona Beach Advertising Federation.

Tony Capozzi, chairman of the OrmondBeach Chamber, said Damante “brings a lot tothe table. …We’re very pleased to have her.”

Capozzi said the chamber board plans toform a search committee soon to find a perma-nent executive director, adding that Damantewill be welcome to apply for the job. He saidthe board has not yet established a set timeframe for when it intends to hire a permanentexecutive director.

Damante said one of the questions shewasasked when interviewing with the board forthe interim director post was whether she hadhad long-term aspirations of being a chamberexecutive. Her answer, she said, was no. If sucha job were to become available in another partof the state, she wouldn’t be interested, sheexplained. Her motivation in applying issimply to help her hometown chamber.

“I’m passionate about Ormond Beach,” saidDamante. “Iwant to helpmy community.” �


T

Ormond Beach Chamber hires familiarface as interim executive director

Photo: Clayton ParkSharon Damante says she is taking a“sabbatical” from her businesses to focus on hernew job at the Ormond Beach Chamber ofCommerce.

On the Net:www.ormondchamber.com


BriefsSouthern Title presidentto chair industry group

Shelley Stewart, president of Southern TitleHolding Company in Daytona Beach, has beennamed 2008 Agent’s Section Chair for the Flori-

da Land Title Associa-tion. As chair, she isresponsible for repre-senting all title agentsin the state of Floridaand advocating theirconcerns to thestate’s underwritersand insurance regula-tors. She will chair thequarterly meetings ofthe Agent’s Section

and represent critical matters at the associa-tion’s joint-section meetings, according to apress release. Stewart, who served as thegroup’s Zone II vice president last year, is slatedto become FLTA president in 2010. The ALTA is anonprofit trade association dedicated to servingthe land title insurance industry.

Deltona expands economicdevelopment team

The Deltona Office of Economic Develop-ment recently expanded its staff to two: ScottMcKee has been hired as the city’s economic

development coordina-tor, a newly createdposition. He will be as-sisting Economic Devel-opment Director SallySherman, who heads thedepartment which wascreated last year. The de-partment, whose mis-sion is to seek ways togrow Deltona’s business

sector, recently launched an online newsletter,Deltona Business News, which will provide up-dates on proposed development projects in Vo-lusia County’s most populous city. For more in-formation, visit www. Deltonafl.gov on the Web.

Crane companymovingto DeBary

Summit Erectors Inc. plans to move tosoutheast Volusia County this spring.

The crane company, which currentlyoccupies a 4,000-square-foot space in Orlando,

recently agreed to lease 6,300 square feet ofspace at Benson Junction CommerCenter inDeBary, at 475 S. Shell Road. It expects to takeoccupancy of its new digs in May, said Bill Millerof Acquisition Consultants Inc. in Orlando, who

represented Summit in negotiating the leasedeal. The landlord was represented by MikeHeidrich and Sean DuPree of the NAI Realvestoffice in Maitland.

Benson Junction CommerCenter is a

three-building, 60,080-square-foot businesspark that was built last year. The business parkis currently 50 percent occupied, DuPree said.Tenants include Elegance Coating, ComfleetPaint & Body Inc., Harris Research &Development, and Ram Group.

ICI unveils new energy-efficientmodel homes

Daytona Beach-based ICI Homes, the Volu-sia-Flagler area’s largest builder of customhomes, recently unveiled several new modelhomes that offer energy-efficient featuresdesigned to reduce heating and cooling costs.The home builder began offering its “EFACTOR”energy-saving features as an optional value foran additional cost of $10,000 to $15,000depending on the size of the home, said MojiBabazadeh, ICI’s vice president of production.

“This year, that’s the only way we are build-ing homes,” Babazadeh said, adding that theEFACTOR features now come standard in newICI homes at no extra cost to buyers.

Some of the new model homes will maketheir public debut at the Flagler Parade ofHomes, March 1-16, said Babazadeh. One of thenew model homes is located in Palm Coast onthe corner of Pine Lake Way and West HamptonDrive. Other model homes can be found at ICI’sPlantation Bay community.

A total of seven new EFACTOR model homesare being built, Babazadeh said. The homescome with a three-year guarantee of up to 40percent savings on heating and cooling costs,he said.

F o r m o r e i n f o r m a t i o n , v i s i twww.icihomes.com on the Web.

Kane named VP at DaytonaInternational Speedway

Kenny Kane was recently promoted to vicepresident of media andcommunications atDaytona InternationalSpeedway. Kane hadbeen senior director ofmedia and communi-cations at DIS since2002. He will continueto oversee all commu-nications functions for

the Speedway, including media relations andservices, advertising, promotions and publicity.He is a native of New Smyrna Beach. �

Stewart

Kane

McKee

Newmaster-planned community slated for PalmCoastA local developer recently unveiled plans

to build a master-planned community inPalm Coast that will add 1,369 homes to thearea when it is fully built out.

Construction of the initial phase of theproposed Sawmill Creek community is set tobegin in mid-2008, announced LoweDestination Development Southeast. ThePalm Coast-based company is a whollyowned subsidiary of Los Angeles-based LoweEnterprises. LDD also owns Palm Coast RealEstate, at 1 Old King’s Road in Palm Coast,where the sales office for Sawmill Creekis located.

LDD is led by division president BobDeVore, a former vice president with ITT, thecompany that originally developed PalmCoast. LDD “came in and bought several ofITT’s assets when they were divesting” in themid-1990s, said Chris Shee, director of salesand marketing for Sawmill Creek.

In Flagler County, LDD built the golfcourse at Ocean Hammock Resort as well asthe Grand Haven community in Palm Coast,Shee said.

LDD acquired the 698-acre parcel whereit plans to build the initial phase of SawmillCreek last July from Allete Properties. Theproperty is just west of the U.S. 1 highwayand includes a 230-acre hardwood wetlandpreserve called Hulett Branch. The northernboundary for the community is roughly twomiles south of the exit where U.S. 1 and Inter-state 95 meet. The southern boundary isclose to Matanzas Woods Parkway.

The project’s initial phase will include406 residential units, a Jim Furyk-designed18-hole golf course, a clubhouse, residents’

club and the first of several planned retailbuildings. “We’ll probably have 10 modelhomes,” which should be completed by theend of 2009, said Shee. The golf course,clubhouse, resident’s club and initial retailbuilding will likely open in early 2010,he said.

Homes in the initial phase will likely bepriced starting in the $200,000s, said Shee,who said the actual prices will be determinedby the builders, which as of press time hadyet to be chosen. LDD also plans to offer “estate home sites” for sale on the west sideof the Hulett Branch, which will start “in thelow $100,000s,” he said.

Shee said homes at Sawmill Creek willbe built in an architectural stylereminiscent of “Old Florida” – i.e., “moreCraftsman/Victorian style architecture withfront porches and a mixture of buildingmaterials, not just all stucco,” he said.

Future phases of the project will includemore single-family homes, as well as somemultifamily residential units, and more retailbuildings, Shee said.

When it is fully built out, Sawmill Creekwill cover a total of 1,000 acres. The commu-nity will include hiking and biking trails, a dogpark, a retail “village,” and a K-8 school.

Shee said his company recognizes thatthe housing market “is a little shaky” rightnow, but said it expects the market to be wellon its way to recovery by the time the firsthomes at Sawmill Creek are ready foroccupancy. “We’re committed to the area,”he said. “We have faith that it will succeed.”

Fo r mo re i n fo rma t i on , v i s i twww.sawmillcreekfla.com on the Web.

Rendering of the main entrance to Sawmill Creek.


By Chris Anderson and Clayton Park


hile the housing market downturn hascaused local home builders and

related businesses to struggle, several areamanufacturers say 2007 was a record year forsales for them and that they expect to doeven better this year.

Jayne Fifer, president of the Volusia Man-ufacturers Association, said local manufac-turers are reaping the benefits of expandingtheir customer base to include companies inother countries as well as by offeringproducts to a broad range of industries.

“Our area’s manufacturers have learnedto diversify,” said Fifer. “They’ve all startedout small and learned to grow and diversify.”Fifer said she noticed area manufacturers be-coming more involved in foreign sales in thepast five years. “I think the main reason forthat is because the foreign markets are therefor the taking,” she said. “Also, with more areamanufacturers involved (in internationaltrade), it makes it easier for other companiesto jump in.”

Local manufacturers’ success in interna-tional is also scoring dividends for the regionby creating new jobs locally, said RickMichael, director of Volusia County’sDepartment of Economic Development.

From 2002 to 2007, Volusia County saw a10.4 percent growth in manufacturing em-ployment, Michael said.

Conversely, manufacturing employmentstatewide fell 4.3 percent between 2002 and2007 and declined 8 percent nationally dur-ing that same time period, said Michael.

“We’ve seen a number of manufacturersmove to Volusia County in recent yearsthanks in part to lower operating expensesand the availability of labor,” said PhilEhlinger, business development manager forthe county’s Department of EconomicDevelopment. “Labor force, in my opinion, isthe primary reason.”

Another possible reason why manufac-turing employment is up in Volusia Countyas opposed to other parts of the state is “thenature of the jobs we have here,” saidEhlinger. “Most of the manufacturers hereare making products that are not readily out-sourced. They’re unique – the kinds ofthings, for example, that (Ormond Beach-based) Hudson Technologies make, or (Day-tona Beach-based) Crane Cams make. You

can’t just ask a company in China to makethat product. The quality is very important.”

As of the end of last year, more than15,000 people were employed bymanufacturing companies in Volusia County,said Ehlinger. The average annual wage ofthose workers was $39,135, compared withthe $31,200 average annual wage for allworkers in the county. As of the end of lastyear, there were 435 manufacturingcompanies in the county.

International trade directly accounted for3,111 full-time jobs in Volusia County, basedon U.S. Department of Commerce figures,the county’s Department of EconomicDevelopment reported last July.

The Volusia Manufacturers Associationin October honored Daytona Beach-basedOcean Design as its “exporter of the year.”Exporting sales accounted for more than 40percent of the company’s annual revenue.

Fifer estimated Ocean Design’s annualrevenues from export sales to be roughly $10million – which she described as a“phenomenal” amount for companies in thisregion. Ocean Design is a maker of underseatechnology products used in the oil, gas,communications and defense industries.

Ocean Design is just one of manymanufacturers in the Volusia-Flagler areacurrently involved in international trade.

New Smyrna Beach-based KaravanTrailers won a $500,000 contract from acompany in Brazil in November while takingpart in a trade mission organized byEnterprise Florida.

Ormond Beach-based Hawaiian Tropichas had success exporting its sun careproducts to China and Daytona Beach-basedMiller-Leaman Inc. supplies water filtrationunits to the U.S. military in Iraq, to name justa couple other examples, said Michael.

American Industrial Plastics, a DaytonaBeach-based maker of custom-made plasticcomponents, had a 15 percent jump inrevenue last year, compared with theprevious year, said George Willis, thecompany’s co-owner and president.

“Last year was the biggest year in our24-year history,” said Willis, who declined todisclose the private company’s revenues. “Ihave the largest backlog of orders than everbefore,” he said.

As a result, American Industrial Plasticsplans to hire five employees this year, whichwill boost its total staff to about 40 workers,Willis said.

Willis said his company could achieve a15 percent increase in revenues againthis year.

Willis attributes the company’s growth inpart to expanding its customer base toinclude those in the defense, medical, oil andfood-processing fields. The companyinitially served citrus growers and thephosphate-mining industry.

“We’ve done a better job of penetratingnewmarkets in recent years,” Willis said.

The company is also getting better atquality control, Willis said. “We’re becomingmore known as the company to go to get thejob done right the first time,” he said. “Thisbusiness is definitely quality driven. Most ofthe components we’re making ourcompetitors have trouble with.”

American Industrial Plastics alsoexpanded its production plant in the pasttwo years, more than doubling its size from18,000 square feet to 38,000 square feet,which allowed the company to addemployees and take on more contracts.

American Industrial Plastics has roughly300 customers from across the globe,including Singapore, India and Australia, inaddition to the United States, Willis said.

Though foreign sales comprise nearly 10percent of the company’s annual revenue,Willis said it’s important to seek businessoutside the country.

“It’s an extension of what we’re doingdomestically. We’re diversifying,” Willis said.“The world is also becoming more and morean international economy, whether we wantthat to happen or not.”

American Industrial Plastics landsforeign contracts mostly from sales leads

Bright spot for local economyManufacturers adding jobs thanks to growing international sales, diversified products

W

See MANUFACTURING p. 21

Photo: Justin YurkaninGeorge Willis, president of American Industrial Plastics in Ormond Beach, says international salesaccounts for nearly 10 percent of his company’s revenues.

Focus: International Trade


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By Chris Anderson


lorida Gourmet Foods International Inc. ex-pects sales this year to really start cooking.After years of success placing its products

on grocery aisles across the country, theDeLand-based maker of sauces, marinades,and salad dressings is now focusing on sellingdirectly to restaurants both in the U.S.and other countries.

Candy Berg-Borror, the company’s co-owner and CEO, said she expects sales thisyear to more than triple last year’s sales.Berg-Borror wouldn’t provide the company’s2007 sales figures, but said it was more thanthe $2.8 million in sales generated in 2006.

A big reason Florida Gourmet, which hasmore than 6,000 customers, is pulling back onbusinesswith supermarkets is because ofwhatBerg-Borror called “slotting fees”— one-timecharges by the grocers to place items ontheir shelves.

“They ’ ve become out rageous ,”Berg-Borror said.

Contracts with grocery stores comprised85 percent of Florida Gourmet’s business in2006, Berg-Borror said. That percentage willprobably fall to 50 percent by 2009, she said.

The company’s products are in grocerystores around the country, including Publix,Winn-Dixie,Wal-Mart and Kroger.

Berg-Borror said Publix and Winn-Dixiedon’t charge the slotting fee.

The fastest-growing parts of FloridaGourmet’s business are private labeling(making products using its own recipes thatare sold under another company’s name) andco-packaging (making products using acustomer’s recipe and packaging it under thecustomer’s name), Berg-Borror said.

Florida Gourmet has won some notablecontracts in the past year, including deals to bea supplier to the following restaurants:Seminole Hard Rock Café in Tampa; Up theCreek Restaurants of America Inc., a Georgia-based casual dining seafood chain; and PolloTropical, a Miami-based casual dining chainthat specializes in chicken dishes.

Berg-Borrorwouldn’t provide the specificsof the deals, but said, “We’re excited. Thingshave been great so far and we hope thingscontinue to dowell.”

“Restaurants are looking for somethingfresh,” said Berg-Borror in explaining hercompany’s success in winning those contracts.“They’re tired of the same old flavors.They want their customers to experiencesomething new.”

Berg-Borror said selling products to

restaurant chains in other countries is also anarea that she sees great potential for growth forher company.

Currently, sales to other countriesaccounts for nearly 10 percent of the compa-ny’s annual revenue, Berg-Borror said. FloridaGourmet sells hot sauces, salad dressings, andbarbeque sauces to customers in the Bahamasand Caribbean, including a restaurant chaincalled Iguana Joe’s Caribbean Bar & Grill thathas several locations in Aruba and Curacao.

Though Florida Gourmet started sellingproducts in Scandinavia early last year, sales inthat region soon came to a halt when the com-pany’s overseas sales representative passedaway. Berg-Borror said she plans to travel toEurope in May to attend food and trade showsto get Florida Gourmet’s name out there. Infact, she said she will tag along with represen-tatives of the Florida Department of Agricul-ture, who she saidwill show her how to get herfoot in the door in that part of the world.

Berg-Borror said she and her husband,Dale Borror, the company’s co-owner and vicepresident, got the idea to tap internationalmarkets after Borror read articles in varioustrade publications about how restaurant chainsin other countries want new flavors, just astheir counterparts in the U.S. do.

“We’ve done well doing that here,” Berg-Borror said of her company’s efforts to land ac-counts from restaurant chains in this country.“We knewwe could do it well outside the U.S.(too),” she said.

Berg-Borror credits Volusia County’sDepartment of Economic Development with

helping Florida Gourmet get started in its ef-forts to enter foreign markets. “They showeduswhat we needed to do,” she said.

For starters, the county helped FloridaGourmet obtain a grant a few years back thatallowed the company to buy roughly $800,000worth of equipment at a fraction of thecost, said RickMichael, director of the Depart-ment of Economic Development. That helpedthe company expand and freed it up to spendmoremoney on getting its product into foreignmarkets, he said.

Berg-Borror was also invited by thecounty’s Department of Economic Develop-ment to join several other Volusia businessesin a trade mission to the Bahamas. During thetrip, participants in the trade mission hadscheduled sales meetings with prequalifiedcompanies in that country that were interestedin their products.

But the day before the delegation was setto leave for the Bahamas, Berg-Borror’shusband suffered a heart attack and she wasunable to go on the trip. Phil Ehlinger, businessdevelopment manager for the Departmentof Economic Development, volunteered torepresent Florida Gourmet during thetrademission.

Ehlinger closed two deals on FloridaGourmet’s behalf during the trip.

“That’s about as full service as we get,” saidMichael . “We don’t do that all the time, but wedecided to do that under those circumstances,”he said.

In anticipation of increased sales this year,Florida Gourmet recently purchased $565,000in equipment to expand its productioncapabilities.

“We’re going to need it,” Berg-Borror said.�


Now serving other countriesDeLand-based food products maker seeks to expand its reach globally

PDF-0000701823

Photo courtesy News-Journal archivesCandy Berg-Borror and her husband Dale Borror are co-owners of Florida Gourmet Foods in De-Land. Berg-Borror is the CEO. Borror is vice president. The couple is pictured at the company’s plantin DeLand in this 2000 photo.

Florida Gourmet FoodsInternational Inc.

What: Maker of sauces, marinades, andsalad dressings.Where based: DeLandYear founded: 1994CEO: Candy Berg-BorrorNo. of employees: 18No. of facilities: oneWeb site: www.islandgrove.com

F


By Clayton ParkBusiness Report Staff

olusia-Flagler area businesses interest-ed in getting started in international

trade don’t have to go it alone.Organizations ready lend a helping hand

include Volusia County’s Department ofEconomic Development, Enterprise Flagler,En te rp r i s e F lo r i da , t he Vo lu s i aManufacturers Association, the Halifax AreaTrade Council, the Small Business Develop-ment Center, and Daytona Beach College.

While many of the companies locallythat are involved in international trade aremanufacturers, it’s something that can bedone by any business that has atransportable product to sell, saidSam Goodwin, economic developmentadministrator for the Business DevelopmentPartnership, which formed the Halifax AreaTrade Council several years ago.

“Anybody can export – it’s almost likebeing on eBay,” said Goodwin. The problemthat local companies sometimes have inconducting business with customers inother countries “is getting paid,” he said.“That’s why companies need to be educatedto put in safeguards.”

Rick Michael, director of VolusiaCounty’s Department of EconomicDevelopment, said his staff can help Volusiacompanies identify potential businessopportunities in other countries and helpthem get started, either by helping them ap-ply for grants, receive one-on-one counsel-ing from the U.S. Department of Commerce,and/or participate in an international trademission, which the county participates inwith Enterprise Florida.

Enterprise Flagler offers similar assis-tance to companies in Flagler County.The organization, which is the economicdevelopment arm for Flagler County,received a $75,000 international businessexpansion initiative grant from the statelast year.

Harriet Lewis, the consultant with Kone-sens Research in Palm Coast who helped En-terprise Flagler obtain that grant, said a re-cent survey of businesses in Flagler Countyfound that nearly one-third expressed an in-terest in learning more about internationaltrade. Only about 3 percent of businesses inthe county currently are involved in export-ing to other countries, she said.

Enterprise Flagler hopes to help increase

that percentage. The organization willparticipate with Enterprise Florida in a trademission to China in May where thedelegation will attend a high-tech expo. Inaddition, Lewis said Flagler businessesinterested in going on a trade mission canapply for a scholarship through the end ofMay by contacting her via e-mail [email protected].

Jayne Fifer, president of the VolusiaManufacturers Association, a group thatrepresents manufacturers in Volusia andFlagler counties, said her organization alsocan help members explore potential interna-tional trade opportunities. “I connect themwith somebody who has experience in thatparticular country,” she said.

Daytona Beach College also offersprograms that can help area businesses getinvolved in international trade, said DonMatthews, director of global education andaffairs at DBC. “What we do is workcooperatively with the Halifax Area TradeCouncil to put on training programs andother seminars and workshops for peopleinterested in international trade,” saidMatthews. DBC also is working with theHATC to organize a trade mission to theDominican Republic, which will likely beheld in late spring, he said.

The Small Business DevelopmentCenter at Daytona Beach College also offersassistance to businesses interested ininternational trade. Ned Harper, the center’sdirector, said his group recently hired DorisBernal as its newmanager. Bernal, a native ofColombia, was previously an internationalbusiness consultant in Mexico. �


V

Ready to lend a handInterested in international trade?

Here are some folks who can help you get started

On the Net:

Daytona Beach College: www.dbcc.edu

Small Business Development Centerat Daytona Beach College: www.sbdc-dbcc.edu

Halifax AreaTrade Council: www.choosedaytona.com

Enterprise Flagler: www.enterpriseflagler.org

Enterprise Florida: www.eflorida.org

Konesens Research: www.konesens.com

Volusia County Department ofEconomic Development: www.floridabusiness.org

Volusia ManufacturersAssociation: www.vmaonline.com


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Top EmployersRanked by Number of Employees

Company Top Local Executive Address Phone & Web site Product/Service No. of Employees

1 Volusia County Schools Margaret Smith 200 N. Clara Ave., DeLand FL 32720 www.volusia.k12.fl.us(386) 734-7190 education system 8,713

2 Halifax Health Jeff Feasel 303 N. Clyde Morris Blvd., Daytona Beach FL 32114 www.halifaxhealth.org(386) 254-4000 Health Care 4,800

3 Publix Supermarkets Scott Brubaker 9786 Beaver St.,, Jacksonville FL 32231 www.publix.com(904) 693-6107 grocery retailer 3,291

4 Volusia County Government James Dinneen 123 W. Indiana Ave., DeLand FL 32720 www.volusia.org(386) 257-6000 Government 2,988

5 Wal-Mart N/A 702 S. W. Eighth St.,, Bentonville AR 72716 www.walmart.com(479) 273-4000 retail super centers 2,775

6 Flagler County Public Schools Bill Delbrugge 1769 E. Moody Blvd., Bunnell FL 32110 www.flagler.k12.fl.us(386) 437-7526 school system 1,900

7 Embry-Riddle AeronauticalUniversity John P. Johnson 600 S. Clyde Morris Blvd., Daytona Beach FL 32114 www.erau.edu

(386) 226-6000Aeronautical

University 1,429

8 Florida Hospital Michael Gentry 875 Sterthaus Ave., Ormond Beach FL 32174 www.flhosp.org(386) 676-6000 Health Care 1,403

9 Winn-Dixie Stores, Inc. Dan Lafever 5050 Edgewood Court,, Jacksonville FL 32254 www.winn-dixie.com(904) 783-5000 grocery retailer 1,290

10 Ocean Waters Hotels & Resorts Charles A. Bray and JosephG. Gillespie 600 N. Atlantic Ave., Daytona Beach N/A 32118 www.daytonahotels.com

(386) 944-4201 Hotels and Resorts 1,000

Palm Coast Data LLC John Meneough 11 Commerce Blvd., Palm Coast FL 32164 www.palmcoastdata.com(386) 445-4662 Publishing House 1,000

12 Daytona Beach College D. Kent Sharples 1200 W. International Speedway Blvd., DaytonaBeach FL 32114

www.dbc.edu(386) 506-3000 Higher Education 925

13 City of Daytona Beach James V. Chisholm 301 S. Ridgewood Ave.,, Daytona Beach FL 32114 www.codb.us(386) 671-8000 City 895

14 News-Journal Corporation Georgia M. Kaney 901 6th St., Daytona Beach FL 32117 www.news-journalonline.com(386) 252-1511 Newspaper Publisher 800

15 Bert Fish Medical Center Bob Williams 401 Palmetto St., New Smyrna Beach FL 32168 www.bertfish.com(386) 424-5000 Health Care 750

16 Stetson University H. Douglas Lee 421 N. Woodland Blvd., DeLand FL 32723 www.stetson.edu(386) 822-7000 Higher Education 664

17 Covidien Lisa Young 2010 E. International Speedway Blvd., DeLand FL32724

www.covidien.com(386) 734-3685 Medical products 600

18 Direct Mail Express Michael Panaggio 2441 Bellevue Ave., Daytona Beach FL 32114 www.dmenet.com(386) 271-3068

Integrated DirectMarketing 540

19 Bethune-Cookman University Trudie Kibbe Reed 698 West International Speedway Blvd., DaytonaBeach FL 32114

www.mmbpac.org(386) 481-2867 Higher education 530

20 Boston Whaler, Inc. John Ward 100 Whaler Way, Edgewater FL 32141 www.whalerparts.com(386) 428-0057 Boat Manufacturer 508

The top employer list is ranked by number of employees in Volusia and Flagler counties and includes full and part time employees. This list is based on company reports. Not all entitiesresponded to our survey. For more information, contact Paige Holley at [email protected].

Upcominglists:

� March 17 Financial Institutions� March 31 Residential Real Estate� April 14 Staffing Companies

Ranked by number of Employees

Top Employers For more informationcall: 386-681-2457


PDFA-0000701814

Our Top TenRecent Successes

Our Action Our ResultsCable contractor came to us after their workers compwas cancelled. $100,000 premium was going to$400,000. Employer would have to go out of business.

Client had trailers stolen which they did not buycoverage for on their auto policy.

Bucket truck dealer was non-renewed. Others wouldhave given up, we did not.

Reviewed general contractor’s liability coverage.

Auto dealer could not find inventory coverageincluding windstorm after he was cancelled by priorcompany.

Set up program to reduce workers compexperiencemod. Program included hiring training, return to workand supervisor training.

Proposed our employee leasing program to contractorin place of his workers comp program.

Reviewed business liability program for a staffingcompany.

Marketed aviation condo property/liability to severalcompanies.

Reviewed contractor’s workers comp policy.Corrected experience modification factor.

We ALWAYS put YOUR interests ahead of ours.

Reviewed claims with insurer, focused onchanges we had suggested. Insurer accepted theemployer and the business was saved! Literally.

Our insurance company found coverage for ourclient under another policy and paid the loss.

Found competitive market and client was ableto concentrate on her business.

Prospect became client and saved $28,000.

We were able to secure coverage on his$1.5 million inventory with windstorm.

Prospect became client and modwent from 1.24 to .94. $75,000saved over 3 years.

Prospect saving wereover $70,000

Prospect became clientand saved $9,000

Prospect became clientand saved $23,000.

Client received$39,000+ refund.

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By Chris AndersonBusiness Report Staff

urrently, exporting of goods to foreigncountries constitutes a small part – 8

percent — of Thompson Pump & Manufac-turing Co. Inc.’s overall annual revenue, butcompany owner Bill Thompson believesthere’s vast potential in international sales.

The Port Orange-based maker of engine-powered portable pumps generated morethan $54.5 million in revenues in 2006, whichmeans that more than $4 million of thatamount came from sales to customers inother countries.

Thompson said his company’s goal is togrow its international sales to as much as 15percent of its total revenues within the nextfive years.

International sales are a “small percent-age of our overall business, but it’s a fast-growing part,” Thompson said.

The main reason the company is going

after more foreign business is to diversify itscustomer base, Thompson said.

“It’s simply another method of diversifi-cation,” Thompson said. “We have severaldifferent markets in the U.S. We should haveother markets outside of the U.S. as well.”

Thompson Pump began exporting itspumps and pumping equipment in the1980s, Thompson said.

The company became involved in inter-national trade by initially seeking help andguidance from a World Trade Organizationentity in Orlando, Thompson said, addingthat his company also registered with theUnited Nations.

Thompson Pump then proceeded toadvertise in several trade magazines in LatinAmerican, attend trade shows in the U.S.featuring visiting foreign businesses andparticipate in trade shows held in othercountries.

Thompson wouldn’t provide specificsabout his foreign customers, but said his

Tapping foreign marketsExports boost sales for Thompson Pump,but also provide new challenges, CEO says

Photo: Ji-Eun LeeBill Thompson, CEO of Thompson Pump in Port Orange.

C



PDFA-0000701808company sells pumps to businesses in sever-al countries, including Mexico, Canada, andPuerto Rico.

Thompson Pump formed a partnershipthree years ago with a company in PuertoRico to oversee its sales and operations inthat region.

While exporting has proven to be avaluable part of Thompson Pump, it has alsocaused some headaches, Thompson said.

“You’ve really got to be cautious,”Thompson said in offering advice toVolusia-Flagler area businesses thinking ofgetting involved in international trade.“Protect yourself to ensure that you are paidfor your product.”

Thompson said local companies lookingto export their goods should know who theyare dealing with. “Research your customer’spayment history. Ask them for references,”he said of potential trading partners in othercountries.

Thompson said one foreign companytook unfair advantage of his company afterconducting business with them a few times.

“They paid in advance for the first order.They paid in advance for the second one. Forthe third order, they asked to pay later,” hesaid. “They had built up some trust, so wesent the products and they never paid.” �


Thompson Pump &Manufacturing Co.

What: A maker of engine-powered portablepumps used in underground utilities, roadbuilding, heavy construction and remediation,as well as in mining, industrial, and agriculturaloperations.Where based: Port OrangeYear founded: 1970Founder: George ThompsonOwner/CEO: Bill ThompsonNo. of employees: 309 total, 115 localNo. of facilities: 19Web site: www.thompsonpump.com

from its domestic clients, Willis said. “Wedon’t go after countries, we go after specificcompanies,” he said.

The company makes a wide range ofcustom-made plastic components, suchas parts for blood dialysis equipment, oildrilling equipment, satellites, and chemicaldetection equipment.

Another area manufacturer that did welllast year and is poised to do well again thisyear is Hudson Technologies in OrmondBeach.

The maker of precision enclosures andcasings for clients in various industriesgenerated roughly $22 million in sales lastyear, a 10 percent increase over its sales in2006, said Mark Andrews, the company’spresident.

As a result, Hudson Technologies plansto hire 20 to 30 more employees this year,increasing its total staff to about 250 workers,Andrews said.

Andrews said sales for his company couldincrease by asmuch as 20 percent this year

Hudson’s growth largely comes from anumber of new customers this year, particu-larly clients in the medical industry, Andrewssaid. “We have nine new customers this yearfrom the medical industry.”

Andrews wouldn’t provide specificsabout Hudson’s new clients, but said thecompany is working hard to land morecontracts through increased advertising.

“We’re working on getting the message

out and making more touch points,”Andrews said.

Hudson makes casings for manufactur-ers of semiconductors, medical and otherelectrical devices, as well as for aviation andaerospace companies. NASA, for example,uses Hudson-produced housings for variouselectric switches on its space shuttles.

Andrews said about 85 percent ofHudson’s business comes from sales to U.S.companies, including Medtronic, aMinneapolis area-based maker of medicaldevices, and Tara Technologies Corp., aDaytona Beach component manufacturer.Hudson’s international customers includecompanies in Singapore, Indonesia, Ireland,Canada and Hungary.

Andrews said Hudson lands a lot of itsforeign business from domestic customersthat have foreign facilities. “We have a localcustomer with a facility in Singapore that wedo business with,” Andrews said.

Andrews said foreign business is a fast-growing part of Hudson, adding that he pre-dicts foreign sales will comprise 25 percentof the company’s annual revenue by 2012.

Hudson changed its name last year fromHudson Tool & Die. The company, which hasbeen located in Ormond Beach since 1991, isa division of Grand Haven, Mich.-basedJSJ Corp. �


MANUFACTURING from p. 14


Calendar Upcoming local business events

How to submit items:

E-mail notices of upcoming business events forpossible inclusion in the Calendar at least 30 daysin advance of the event to [email protected]. Eventsmust be held either in Volusia or Flagler countiesand must be of a business nature.

February

Thursday 28Ormond Beach Chamber of Commerce,board meeting, 8 a.m. at chamber, 165 W. Granada Blvd.,Ormond Beach. Info: 677-3454.

Volusia Manufacturers Association, gener-al membership meeting, 5:30 p.m. at the Volusia Roomat the Daytona Beach International Airport, 700 CatalinaDrive, Daytona Beach. Speaker: Jim Dineen, VolusiaCounty manager. Info: 673-0505.

March

Tuesday 4Ormond Beach Chamber of Commerce,new member reception, 5-7 p.m. at chamber, 165 W.Granada Blvd., Ormond Beach. Info: 677-3454.

Thursday 6Flagler County Chamber of Commerce,new member orientation, 8-9:30 a.m. at chamber, 20 Air-port Road, Palm Coast. Info: 437-0106.

Ormond Beach Chamber of Commerce,ambassadors meeting, 11:30 a.m., location TBD. Info:677-3454.

Holly Hill Chamber of Commerce, afterhours, 5 p.m. at Oakwood Furniture, 1220 RidgewoodAve., Holly Hill. Info: 255-7311.

Friday 7Port Orange/South Daytona Chamber ofCommerce, morning mix and mingle, 8 a.m. at Uni-versity Rehab, 733 Dunlawton Ave., Port Orange. Info:761-1601.

Monday 10Ormond Beach Chamber of Commerce,tourism roundtable committee, 4:30 p.m. atchamber, 165 W. Granada Blvd., Ormond Beach.RSVP: 677-3454.

Tuesday 11Southeast Volusia Chamber of Commerce, ambassadors’business lunch, noon-1 p.m. at Cuda Café in New SmyrnaHigh School, 1015 10th Street, New Smyrna Beach. Info:428-2449.

Daytona Beach/Halifax Area Chamberof Commerce, ambassadors’ meeting, 4-5 p.m.,chamber, 126 East Orange Ave., Daytona Beach. Info:255-0981, ext. 228.

Chamber of Commerce of West Volusia,board meeting, 5:30 p.m. at Pinnacle Bank, 1113 SaxonBlvd., Orange City. Info: 775-2793.

Wednesday 12Holly Hill Chamber of Commerce, boardmeeting, 11:30 a.m. at chamber, 1056 Ridgewood Ave.,Holly Hill. Info: 255-7311.

Port Orange/South Daytona Chamber ofCommerce, business women’s council, noon at cham-ber, 3431 Ridgewood Ave., Port Orange. Info: 761-1601.

Ormond Beach Chamber of Commerce,business sparkler, 5-7 p.m., location TBD. Info: 677-3454.

Thursday 13Southeast Volusia Chamber of Com-merce, business after hours, 5-7 p.m. at HeartlandRehabilitation, 140 Wallace Road, New Smyrna Beach.Info: 428-2449.

Tuesday 18Daytona Beach/Halifax Area Chamberof Commerce, business after hours, 5:30-7:30 p.m.,Daytona Beach Resort & Conference Center,2700 N. Atlantic Ave., Daytona Beach. Cost: memberspay $10; non-members pay $20. Info: 255-0981,ext. 405.

Wednesday 19Chamber of Commerce of West Volusia,connection breakfast, 7:30 a.m. at Deltona MemorialFuneral Home, 1295 Saxon Blvd., Orange City.RSVP: 775-2396. �

n 1978, standup comic/actor Rodney Dan-gerfield burst onto the comedy scene

claiming he “got no respect.”That theme earned him millions of

laughs, and millions of dollars. The reason isthe theme resonated with his audience,many of whom also got no respect. Norespect from their employer, family mem-bers, or customers. Rodney was theirchampion, their anti-hero.

How respected are you? How respectfulare you? How well do you believe youcommand the respect of others?

Respect is not defined in a dictionary. It’sintangible. It’s a feeling. And it’s an earnedposition.

Contrary to popular belief, bosses do notcommand respect; they EARN respect. Boss-es who do not earn the respect of their peo-ple have a high employee turnover rate andwonder why.

Respect is earned by words, and by ac-tions. Things like keeping your promises orproactively providing service. Things like be-coming more personally involved with thesuccess of your customer, or taking responsi-bility when responsibility is not really yours.

It’s the extra effort. It’s the extra mile. It’sthe extra measure of sincere effort that you

put into your dialogue or your process. Oth-ers can sense that you care about them, andwill respect that effort.

Very few people will actually say, “I re-spect you.” Rather, they will do things thatprove their respect without ever having tosay the word. Things like placing an order,placing a second order, or giving you a refer-ral. Even things like taking your phone call, orreturning your phone call, show respect.

One of the keys to respect is the word“personal.” How personal are you in youractions? How personal are you in your com-munication? The more personal you are withothers, the more respect you will earn.

But there is a secret to respect. If youmaster this secret you will be able to createrespectful atmospheres in any environmentyou encounter. The secret is: In order to earnthe respect of others, you must first respectyourself.

This means you have to have confidence

in yourself. You have to like what you do. Youhave to be willing to serve. You have to likeyourself. And you have to love yourself. Likeand love are two separate issues. You maylike yourself for how you look, or how yousell, or how you communicate, but you loveyourself for who you are, what you believe in,and what or who you seek to become.

Loving yourself gives you the ultimateopportunity to respect yourself. I’m not say-ing that you have to be a goody two-shoes,I’m certainly not, and I have a TONof respect for myself. What it means is doingthe right things for yourself, taking the rightactions for yourself, and loving yourselfenough that its evident when you entera room, evident that your expressions comeas much from your heart as they dofrom your mind, and the same withyour actions.

I challenge you to spend one day inretrospect. Take a flip chart and begin todocument all the good things that you’vedone for yourself, and all the good things thatyou’ve done for others. Be real enough withyourself to admit what you like about your-self, and what you love about yourself.

Then document what you need tochange about yourself that will make you

better and stronger. Maybe your self-respectsuffers from the way you see yourself in themirror, or some of the personal choices thatyou make. Maybe it’s your environment. Butwhatever it is, if you don’t acknowledge it,you will never be able to change it orenhance it. You’ll never be able to grow inearning respect from others until you growin respecting yourself.

One of the most interesting parts ofrespect is there’s no measuring tool, there’sno “How much do you respect me?” Respectbegins with an opportunity, and ends withreality. You can only get it by earning it, andit can only grow slowly over time.The secret is easy. Do the right thing all thetime and respect will be yours. Say the rightwords, take the right actions, and believe inyour heart that you’re doing the best youcan do — for yourself first, and forothers second. �

Jeffrey Gitomer, president of Charlotte,N.C.-based Buy Gitomer, is a consultant whogives seminars and conducts Internet trainingprograms on selling and customer service. He isalso the author of a book on the subject: “The Lit-tle Red Book of Selling.” He can be reached [email protected] or at 704-333-1112.

In sales, you don’t “get” respect from clients, you earn it

I


The Volusia/FlaglerBusiness Report will recognize

the area’s Influential Women in Business in the May 12th issue.

The criteria are:

1) the individual must be a businessowner, executive level manager or

professional.2) the individual must have had a noticeable

impact on the business or industry.3) the individual must have shown significant

involvement in community and/or businessrelated activities and organizations.

Volusia Flagler Business ReportP.O. Box 9970, Daytona Beach, FL 32120-9970For more information call: 386-681-2457

1. Brief description of nominee’s career and whyshe should be chosen. (under 150 words)

2. Brief description of what motivates and makesthis nominee successful in her careerand daily life. (under 150 words)

3. Resume or bio of nominee.4. Name, company, title, phone, e-mail address

of nominee.5. Name, company, title, phone, e-mail of person

submitting nomination.

Calling for

Nomination Criteria:

E-MAIL TO: [email protected] To Submit Nominations

Employees and their famili es of News-Journal Corporation and subsidiaries/affiliates are not eligible for nomination.

Nominations

Must be received by 5:00 P.M., April 10, 2008

Nominations Should Include:

2008INFLUENTIAL

IN BUSINESSPublishing: May 12, 2008

The Volusia/Flagler Business Reportannounces the opportunity tonominate women in business in theVolusia and Flagler area. Winnerswill be honored in the May 12thissue of the Business Report. To beconsidered, nomination forms mustbe submitted by e-mail or mail andmust be received by 5:00 p.m. onApril 10, 2008. Five influentialWomen in Business will be chosen.

Deadline April 10th 2007 Winners 2006 Winners

PDFA-0000701801


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It wasn’t long ago when a sizable kidney stone – really painful if you’ve never had one – always meant

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better way to get rid of a kidney stone. It’s called Extracorporeal Shock Wave Lithotripsy. And don’t let

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waves and just pass out of the body through the urinary tract. The whole thing is an

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At Halifax Health Center for Urology, Doctors Landrigan, Womack and Blackmon have done this

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The electromagneticshockwave emitter. Harmless to thebody but bad newsfor kidney stones.

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