Specialty Fabrics Review September 2019 - 41

When Silva joined EPT in 2010, half
of its business was dependent on the
military, he says. "Granted, there were
some conflicts then, but the effort was
made to drop that number down below
20 percent, while still growing our entire
business," Silva explains. "We didn't want
to walk away from the military; we just
wanted to work very hard to significantly
increase our commercial businesses. You
should never allow a large portion of
your business to be dependent on any one
customer, or one product for that matter."
There can, of course, be some challenges
working with military contracts. Gregory
Jones, vice president of Shelter Structures
Inc., Philadelphia, Pa., describes the

process for tension fabric structure (TFS)
projects: "The typical contract vehicle is a
'firm fixed price' contract at a site where
there is incomplete information about
subsurface features, soil quality or other
features that can impact the erection
process," Jones says. "This means that
vendors often bid a job with incomplete
information and little or no ability to claw
back any cost overruns. Therefore, it's a
balancing act between how much to spend
on pre-bid research for a job that may only
gross $500,000 versus adding a contingency
that prices you out of the competition."
For the actual installation process, adds
Jones, crew members must pass a rigorous
background check and undergo daily

MultiCam® printed narrow fabrics from
MMI Textiles uses the company's recently
patented CTEdge™ technology, which gives
the edge of fabrics a more concealed look
because it is woven with different color
threads. Photo: MMI Textiles Inc.

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Specialty Fabrics Review September 2019

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

Specialty Fabrics Review September 2019 - Cover1
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Specialty Fabrics Review September 2019 - 1
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