Specialty Fabrics Review September 2019 - 27

FEATURE

by Laurie F. Junker

"People at the shows would say 'We
don't need tarps,' and keep walking," he
recalls. Realizing the name was a barrier
to entering the aerospace market, A & R
created a dba ("doing business as") called
AR Tech to broaden their appeal and get
a foot in the door. The aerospace market
now accounts for nearly 75 percent of
the business.
In the early 1990s, A & R decided to
expand into architectural shade products
and, in a case of déjà vu, was told that
AR Tech made the products sound too
expensive. No problem. AR Industries
was born, and began making fabric shade
structures for businesses and private
residences. Three names, three very
different markets, one company.

The name variations paved the way
for customer conversations to begin, but
it was A & R's core competency-the thing
it's really good at-that made the sale and
created lasting relationships. "Our success
in these markets comes down to our
core competency, which is engineering
products out of fabric. That's what creates
sustainable value in the marketplace," says
Weisbart; not an individual product or set
of products, but a set of skills and depth
of knowledge that can be applied to a
changing marketplace.
The heart of A & R's competency is a
group of highly skilled fabricators, most
of whom have been with the company for
many years, if not decades. Employees'
ability to solve challenging problems is the

The heart of A & R's competency is
a group of highly-skilled fabricators,
including Dolores Padilla, who has
been with the company for 12 years.
Photo: A & R Tarpaulins.

www.SpecialtyFabricsReview.com 27


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Specialty Fabrics Review September 2019

Table of Contents for the Digital Edition of Specialty Fabrics Review September 2019

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Specialty Fabrics Review September 2019 - 1
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