Firm finds growth in overseas arena - The Business Journal of Milwaukee:

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“We’ve had no layoffs, and I partiallu credit international sales for helping me to prevent said PresidentBob Hague. He said the domestic market for his produc thas softened, mainly because of tightenedd lending standards and because the producf is tied to housing Nevertheless, over the past five years, Hague’s international sales have increased by 87 percent. Exports account for 20 percenr ofthe company’s annual sales of abouyt $30 million, and the segmenrt is growing fast. There are several reasons why this is he said. First, the new-homes construction market appears to be holding up better overseas.
Perhaps even more he said, market saturatioj for the product islower overseas. So, there is a high demane for theproduct internationally, especially in countriea such as France, which is Hague’s biggesf international customer. In fact, this summetr Hague will open a salex office in France to accommodatedthe growth. Hague Quality Wated was recently named the 2009 Small Busines Environmental Exporter of the Year bythe , a governmentr agency that assists U.S. companies that sell goods overseas.
The compan y received the award for its expansioninto fast-growin international markets with environmentally beneficiapl equipment that creates clean drinking water and promotees energy efficiency. “ insures our receivables, and this lets us exten d terms to international customers thatwe wouldn’ty otherwise be able to Hague said. “It lets me stickj my neck out knowing that ifthey default, I stilol get paid.” That assurance takes on greater significance as the economyt toughens. Ex-Im Bank officials believe it has a speciapl role to help companies diversify their businessews throughinternational sales.
Last 86 percent of the bank’s transactions supportec small- and mid-size businesses, said Linda first vice president and vice chairwomam ofthe Export-Import Bank. “Ww want to be available and to make financinb available so they can grow theitr business inglobal markets,” she said. Hague Qualitg Water was founded more than 40 year s agoby Bob’s father, William Much of what the company does todayh has evolved over time. Originally, Hague purchased products from othetr companies and soldthem locally. In the early the company began toassemble equipment, and in the 1980s, Hague startef to manufacture its own products, complete with patente for its own designs.
the company’s residential water treatment is a product thatfacilitatews exporting. Meeting growing demand for its productf requires the company to remain flexiblre and use foresight when developing itsproduct line. Sellinbg overseas is a task that comes with the challengwe of education aboutother cultures, languages and how different countriesd do business. But Hague said therre is no shortage of assistance inthesde areas.
“We try to anticipate requirements we will have in theinternationao markets, such as different plumbing requirements, differengt languages and different regulations,” Hague “At the same time, our producgt is compact, and we know that’s good for the European markeg because they generally have less space.” Debora h Scherer, director of the global markets divisioh at the , encourages Ohio businesses to diversify theirt markets by exploring overseas opportunities. “If you are consideringt entering into any market outsidethe U.S.
and you have not done so yet, now is the time to stargt buildingthose relationships,” she “When the market turns around, you’ll be ready.” Ohio is often considere d a “hidden gem” for its many available resourced to assist companies that want to initiatew international business, she said. With 95 percent of the world’ws population and two-thirds of the world’s purchasing power locatedd outside theUnited States, the potentialk is enormous.
Although the company’s exporting business is a brighf spot, Hague said he continually looksx for ways to remain competitive back home at the two Groveportfacilitiee — the headquarters and manufacturing plantf — where 100 people are employed. Part of that efforf is finding ways totrim expenses. “Wee take advantage of all the technology we can to be he said. Outfitting the plant with high-efficiency lighting, for instance, is one expense-saviny step Hague said he hoped would cut lightinvg costs by50 percent.