CURRENT ISSUE
| Cover Story |
| Columns |
| Trimtex Maintains Status Through Responsiveness |
| Profile | |
| By Fernie Grace Tiflis | |
| Tuesday, 01 May 2007 | |
 Decorative trimmings manufacturer Trimtex can weather market challenges. The Williamsport, Pa.-based custom designer and manufacturer of decorative trimming products serves the apparel, accessory, home fashion, retail craft and fabric markets. Trimtex manufactures products that include rickrack, fringes, bindings, elastics, sequins, tapes, woven jacquard bands, beltings, twist cords, metallic trimmings and braids. Epstein notes that Trimtex had to change its business strategy, as well. “The velocity of order replacement is greater [in retail],” he says. “To adapt, we had to automate our distribution process, so we built our own software that can perform up to 3,000 retail transactions a month.” To respond to the demands of the retail market, Epstein says, products are always in stock, and average order-to-deliver time is five days, compared to the manufacturing industry’s six-week turnaround. Trimtex’s customers also help the company meet market demands. “Customers like JoAnn Fabrics and Wal-Mart share with us their point-of-sale data,” Epstein says. “They tell us the up-and-coming demands, so we can anticipate the customers’ needs and replenish orders right when they need them.” Sticking With History Trimtex remains the sole manufacturer of its products in the United States despite industry challenges, Epstein stresses. “Most of our competitors have become buy-and-sell [companies],” he says. “Trimtex has been known as the first-grade manufacturer throughout our history and we don’t want to lose that. We feel strongly about staying through the course of our history.” One factor that has set the company apart is how it has managed to maintain its reputation in the industry since it was founded in 1919, Epstein says. “Our philosophy has always been to maintain a global supply chain structure,” he explains. “Over the years, manufacturing in the United States has dramatically declined, but we continue to look for other opportunities.” Because of the decline, especially in the home and garment industry, Epstein says, Trimtex’s sales dropped 10 years in a row. But the company turned it around in 2006. “This was the first year that sales has not continuously declined,” Epstein states. Last year, Trimtex partnered with a Chinese manufacturer of braids, ribbons and twisted cords to open facilities in northern and southern China. This move has helped the company regain the manufacturing sales it had lost, Epstein says. The only disadvantage, however, is delivery time. Epstein notes that shipping via sea freight takes longer. Fortunately, Trimtex also has positioned itself in Mexico. “Our close proximity to Mexico has been a good option,” Epstein says. “We’re trying to maintain a good balance, and Mexico is a good alternative when we need a quicker turnaround.” Moving Forward Acquisition will continue to play a role in Trimtex’s success, Epstein says. With more than 1,500 products in the retail market, acquisition has helped Trimtex become more flexible in the market, he says. “We’re constantly acquiring other companies that will strengthen our position in various markets,” Epstein says. “Flexibility has allowed us to perform service at a much higher level of responsiveness vs. our competition. Also, it has given us positions in the other retail markets that we used to not be involved with.” Trimtex recently acquired Novtex of Adams, Mass., which will continue to operate under the Trimtex name. Novtex is a manufacturer of fabrics for apparel, shoes, bags and belts, as well as home furnishings. Epstein says he plans for continued growth in the next 10 years. “We want to grow our manufacturing and distribution markets in China, as well as supplying our customers’ domestic needs,” he says. “The growth of our overseas manufacturing and sales will help to [determine our future growth].” |
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