Specialty Fabrics Review October 2021 - 26

CEO Meredith Shay says the
It takes us a long
time before we jump
in. There has to be a
need, and we have to
have a solution.
Meredith Shay
INCORD
diverse market mix helps balance
fluctuating demand-when one
industry slows down, another might
pick up. The company started with
amusement parks, construction
sites and warehouses, and has added
others along the way. InCord takes a
methodical approach to expansion. " It
takes us a long time before we jump
in, " Shay says. " There has to be a need,
and we have to have a solution. "
In some cases, InCord has
acquired smaller companies to get
a foothold in a new area, as was the
case with the recent purchase of East
Coast Lifting Products, a custom
web sling manufacturer serving the
rigging industry. Shay explains that
the companies had similar business
models, with both offering safetyoriented
custom textile products.
InCord also discovers new markets
through its sales representatives, who
look for opportunities by networking
and attending trade shows for
industries not currently served by
InCord. Shay says that sometimes
these efforts uncover potential, and
other times they don't pan out.
" Agriculture was one market we
chose not to pursue because we
discovered their netting needs were
more of a commodity for growing
plants rather than safety, " Shay says.
" But that may change in the future,
so it was time well spent. "
Although InCord's salespeople
are assigned to specific markets, the
production staff is cross-trained and
can work across different categories.
That way, when demand is down in
a particular segment, production can
shift to more active markets, while the
salesperson for the down market can
use the time to build relationships
and explore new products.
Occasionally, the company has
been tempted to go outside its
wheelhouse to serve a market.
One recent example was producing
hospital gowns during the pandemic,
which the company halted once it
realized it couldn't be competitive.
" There's a silver lining every time we
fail, " Shay says. " It's an opportunity
for people in the organization to
develop their skills, both technical
and managerial, and shine. And
sometimes they didn't even know
they had it in them until the
opportunity presented itself. "
While the PPE market didn't work out for RBH Designs, the company has found other markets
to utilize its new 3,000-square-foot shop and equipment. Photo: RBH Designs..
26 SPECIALTY FABRICS REVIEW / October 2021
Leaping and learning
Attempts to enter new markets can help
clarify priorities, as was the case for
RBH Designs LLC, which attempted
to get into the personal protective
equipment (PPE) market in 2020. Based
in Tolland, Conn., the company designs
and produces performance apparel
and accessories using its proprietary

Specialty Fabrics Review October 2021

Table of Contents for the Digital Edition of Specialty Fabrics Review October 2021

Specialty Fabrics Review October 2021 - Cover1
Specialty Fabrics Review October 2021 - Cover2
Specialty Fabrics Review October 2021 - 1
Specialty Fabrics Review October 2021 - 2
Specialty Fabrics Review October 2021 - 3
Specialty Fabrics Review October 2021 - 4
Specialty Fabrics Review October 2021 - 5
Specialty Fabrics Review October 2021 - 6
Specialty Fabrics Review October 2021 - 7
Specialty Fabrics Review October 2021 - 8
Specialty Fabrics Review October 2021 - 9
Specialty Fabrics Review October 2021 - 10
Specialty Fabrics Review October 2021 - 11
Specialty Fabrics Review October 2021 - 12
Specialty Fabrics Review October 2021 - 13
Specialty Fabrics Review October 2021 - 14
Specialty Fabrics Review October 2021 - 15
Specialty Fabrics Review October 2021 - 16
Specialty Fabrics Review October 2021 - 17
Specialty Fabrics Review October 2021 - 18
Specialty Fabrics Review October 2021 - 19
Specialty Fabrics Review October 2021 - 20
Specialty Fabrics Review October 2021 - 21
Specialty Fabrics Review October 2021 - 22
Specialty Fabrics Review October 2021 - 23
Specialty Fabrics Review October 2021 - 24
Specialty Fabrics Review October 2021 - 25
Specialty Fabrics Review October 2021 - 26
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Specialty Fabrics Review October 2021 - 28
Specialty Fabrics Review October 2021 - 29
Specialty Fabrics Review October 2021 - 30
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Specialty Fabrics Review October 2021 - Cover3
Specialty Fabrics Review October 2021 - Cover4
Specialty Fabrics Review October 2021 - Expo Attendee Brochure1
Specialty Fabrics Review October 2021 - Expo Attendee Brochure2
Specialty Fabrics Review October 2021 - Expo Attendee Brochure3
Specialty Fabrics Review October 2021 - Expo Attendee Brochure4
Specialty Fabrics Review October 2021 - Expo Attendee Brochure5
Specialty Fabrics Review October 2021 - Expo Attendee Brochure6
Specialty Fabrics Review October 2021 - Expo AT Attendee Brochure1
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Specialty Fabrics Review October 2021 - Expo AT Attendee Brochure3
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Specialty Fabrics Review October 2021 - Expo AT Attendee Brochure10
Specialty Fabrics Review October 2021 - Annual Report1
Specialty Fabrics Review October 2021 - Annual Report2
Specialty Fabrics Review October 2021 - Annual Report3
Specialty Fabrics Review October 2021 - Annual Report4
Specialty Fabrics Review October 2021 - Annual Report5
Specialty Fabrics Review October 2021 - Annual Report6
Specialty Fabrics Review October 2021 - Annual Report7
Specialty Fabrics Review October 2021 - Annual Report8
Specialty Fabrics Review October 2021 - Annual Report9
Specialty Fabrics Review October 2021 - Annual Report10
Specialty Fabrics Review October 2021 - Annual Report11
Specialty Fabrics Review October 2021 - Annual Report12
Specialty Fabrics Review October 2021 - Annual Report13
Specialty Fabrics Review October 2021 - Annual Report14
Specialty Fabrics Review October 2021 - Annual Report15
Specialty Fabrics Review October 2021 - Annual Report16
Specialty Fabrics Review October 2021 - Annual Report17
Specialty Fabrics Review October 2021 - Annual Report18
Specialty Fabrics Review October 2021 - Annual Report19
Specialty Fabrics Review October 2021 - Annual Report20
Specialty Fabrics Review October 2021 - 99
Specialty Fabrics Review October 2021 - 100
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