How Gary Schuster saved metal parts supplier OMCO from a steep decline in business

Gary Schuster, president and CEO, OMCO

Gary Schuster, president and CEO, OMCO

NEO Ernst & Young Entrepreneur of the Year

Distribution and Manufacturing

Winner

 

Gary Schuster

president and CEO

OMCO

 

In 2006, Gary Schuster accepted an offer to take over as the president and CEO of OMCO, a supplier of custom metal parts made using a roll forming technique. He joined OMCO at a difficult time in the company’s history.

As a result of a downturn in the transportation industry and worsened by the economic recession, the company’s sales fell by 80 percent from 2006 to 2009. However, Schuster had innovative ideas, as well as a plan to rapidly recover by expanding into new markets.

Although the company had a long-term plan of diversifying its business past the transportation industry, there was no one in the company who was exploring future opportunities when Schuster took the helm. Accordingly, he hired a key individual who specialized in sales and marketing to focus solely on finding new customers and growing the business into new markets other than the transportation industry.

After Schuster and his sales and marketing team identified a need for OMCO’s custom roll-forming products in the rapidly growing solar panel manufacturing industry of the Southwest, he relocated his top sales representative to Phoenix.

In mid-2009, the company received its first million-dollar order followed by several other significant orders that same year. Schuster quickly took advantage of these growing opportunities in the solar energy market by opening a plant in Phoenix that could centrally serve the Southwestern region of the U.S. The subsequent rapid growth in this new market resulted in an increase of more than 300 percent in the company’s sales from 2010 to 2012.

Although OMCO’s expansion into the Southwestern solar market has provided great success for the company, Schuster insists on continuing to explore future opportunities. He has started to consider further diversification within the solar market to new geographic locations, particularly Australia, Saudi Arabia and Chile. He is also identifying additional new industries for the company to leverage.

How to reach: OMCO, www.omcoform.com

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