[Company Profile] Poised For Growth

Fifty-five years ago, the B&G compressed air sprayer — probably the most recognizable tool of the structural pest control industry — was produced by Bill Brehm and George Gilmore in a small garage in Philadelphia. Today, its direct descendents are being produced in a new 85,000-square-foot, state-of-the-art facility located 40 minutes southeast of Atlanta, in Jackson, Ga.

But while today’s sprayer looks a lot like its Philadelphia forefather, B&G Equipment Company has come a long way (not just down the Interstate) from its roots as a one-product producer. This new facility, according to Joe Malinowski, vice president of the company’s Pest Control Division, is clear evidence of B&G’s rededication to give PCOs all the tools they need to keep pace with pest control technology.

CHANGE IN COURSE. "When (President) Cecil Patterson purchased the company in 1997, following Bill Brehm’s death, his first priority was to change the perception that B&G was only a sprayer company," Malinowski says. He notes that as the pest control industry turned toward baiting technology for both general pest control and termite control, PCOs found a reduced need for some of B&G’s core equipment. Since that time, B&G has focused on becoming a full-service equipment supplier. The company has continued to introduce new fly control products, termite control tools, IPM products and non-chemical products for controlling stored product pests.

B&G made a concerted effort to communicate its mission to pest management professionals and their distributor network, reports Malinowski, and these efforts have been well received. However, he acknowledges that the move from Plumsteadville, Pa., to Jackson, Ga., put a temporary — yet predictable — strain on the company and its distributors. However, in the months that have passed since the move, the B&G customer service team and regional sales representatives have worked together to improve the com-pany’s ordering and delivery process.

GROWING PAINS. As products were added to the equipment mix, it became clear that B&G’s two-floor facility in Pennsylvania would not accommodate the new, more efficient manufacturing methods it desired, and that land, construction and labor costs in the Philadelphia area were very high.

"We just basically outgrew our facility and it was almost cost prohibitive to expand our business in Pennsylvania," Patterson said. "The state of Georgia gave us some excellent tax incentives to move, as well as state aid to purchase the real estate, and the local work force is excellent."

The 800-mile move of people, materials and manufacturing equipment, during peak season for the pest control industry, was a logistical challenge. But the new one-floor manufacturing layout and improved inventory access and shipping process are tangible benefits of the growing pains.

Malinowski says the challenges associated with the move are now behind them and the company is in a much better position to serve its customers. In fact, the relocation has come just in time to meet increased demand for pest control equipment.

SWEET GEORGIA TOWN. Now that the facility is well established, the B&G move to Jackson is living up to expectations. "We’re truly blessed to be in an area where people really do have a great work ethic," Malinowski says. "The folks that work in our plant appreciate that Cecil has brought the B&G facility here."

Twelve of B&G’s 60 Pennsylvania staff members made the move to Georgia, and, with the addition of new personnel from the Jackson area, there are now 75 employees in the facility. Not only do they appreciate the job opportunities, but it’s also a great work environment, a brand new, clean, state-of-the-art facility, says Malinowski.

Patterson is happy too. "Business has been good at the new facility," he says. "We’re going through a nice growth period, and this location gives us the ability to add another 20,000 square feet when we need it."

Patterson adds that the company is increasing its plastic molding operations and expanding its custom products program.

CUSTOM BECOMES STANDARD. Mal-inowski, who spent 25 years with Orkin in various service, quality, training and management capacities, is very conscious of the competitive nature of PCOs. "The lion’s share of the products that we make are all custom — either private labeled or custom delivery methods — for the pest control industry, for specific pest control operators, or for specific distributors," he says.

He notes that the company manufactures 30 to 40 spray equipment carrying cases a day, and these cases, when produced in custom colors and designs for individual companies, give a professional appearance, something that is important to B&G’s customers.

While B&G doesn’t go out of its way to cultivate customization, the company recognizes this customer need and is prepared to respond to it says Don Hilbert, product engineer. "While we’re all very conscious of producing cost-competitive products, we do have the ability to customize all of our tools for our customers." Customization typically adds 6 to 8 percent to the cost of a product, he notes.

SYSTEMATIC SOLUTIONS. With a brand new facility came the opportunity to institute new processes and procedures. "Factories within a factory" is how Malinowski describes B&G’s manufacturing operations. Individual modules have been set up for major product groups and functions. Naturally there’s a sprayer module, a fogger module and a termite equipment module, along with a receiving module, a shipping module and others.

Patterson describes these modules as "manufacturing cells" and each cell is staffed by a team that is responsible for a specific product group or function. Employees (teams) are rotated throughout the factory so that they become cross-trained in multiple disciplines (which gives B&G the flexibility to respond to changing production demands and keeps workers stimulated and involved).

CHECKS AND BALANCES. Bob Mathews, vice president of manufacturing, is responsible for overseeing manufacturing operations to make sure that supply meets demand. Each day, he reviews the open sales order report to make sure the company is filling all orders on a timely basis.

Jim Bowman, head of B&G’s Quality Control Department, makes sure that what goes into those orders meets the company’s quality standards. He is responsible for inspection of raw materials as they enter the plant and inspection of products during each step of production. "We have a very rigid QC policy," Bowman says. "My philosophy is, if I wouldn’t buy it, I won’t ship it to a customer."

And when an order is shipped, Tim Shirah, head of the Shipping Department, says that two employees review each order to ensure that it is shipped accurately. All orders are shipped within 24 to 48 hours of receipt, he adds.

CUSTOMERS’ VOICE. B&G listens carefully to customers, says Malinowski, and takes action on what the company hears. For example, when customers at a recent National Pest Management Association convention indicated to his staff that the wand holder on the B&G sprayer wasn’t deep enough to accommodate the nozzle, the wand holder was made deeper. "It’s a little thing, but the customers appreciate it. Our whole team is very customer-focused," he says.

In addition, he actively solicits input from the network of B&G distributors, talking with as many as he can. "I want to know what they think about our products, our services and our company. Distributors are in daily contact with PMPs and ideas on changes and improvements can flow through to B&G."

In meeting their goal of supplying better goods and services to the marketplace each day, B&G won’t lose sight of its core competency that has always been tank sprayers and termiticide application equipment, assures Malinowski. But he is quick to point out the fly control lights, ULV foggers, integrated pest management products and stored product pest control traps that the company manufactures as well. "We continue to work with the major manufacturers in the pest control industry on foam delivery and other new and innovative adaptations of their proprietary technology," he says.

Malinowski also assures customers that the Bill Brehm legacy of quality did not fall off the truck on the way down to Georgia, and that all B&G equipment, when properly used and maintained, will provide pest management professionals with the many years of service they expect and deserve.

The author is a Cleveland, Ohio-based free-lance writer.