I spent some time with Randy Lewis, an expert in the thermosetting plastics molding and resins manufacturing industry. The proud owner of P.R. Lewis Consulting shared his insights on his business and its industry.
Where did the passion to devote yourself to this industry come from?
Thermoset plastics were the first plastics developed at the turn of the last century. They were developed in the 30’s, 40’s and 50’s. Early thermoplastics were pushed into applications by unknowing engineers and designers that were totally unsuited for the task; thus, the term cheap plastics. Thermosets during this time period were capable, with defined roles but seen as staid. The new exciting thermoplastics, faced with the challenge of proving themselves and without definition of application, reverted to salesmanship, not properties to introduce their products. They would visit designers and get their products specified as the only materials that can be used to manufacture the designer’s product based on just a data sheet and not appropriate testing. I can name innumerable failures this practice generated, but the salesmanship prevailed.
Thermosets manufactures were “above the fray” and too good to “lower” themselves to selling the product; “it should speak for itself”. This arrogance cost the industry dearly. As a result, a superior product was surpassed by an inferior one.
I came into the plastics industry in 1975 when this process of replacing superior with inferior was really starting to get traction and I was incensed by the marketing practices. I worked with both Thermoset and thermoplastic, and was amazed by different marketing approaches. At the Plastics Show in Chicago, 1976, a thermoplastic company was giving rides in a 707 to see the lights. I was offered TVs and women, and was offended by these strategies used by the thermoplastics representatives, and have been pushing Thermosets since. I sometimes feel like John the Baptist crying in the wilderness but it is also a motivation.
To have someone come to you with an “unsolvable” problem where they have been trying thermoplastics or metals, because that is all they know, and create an new composition of matter that performs better that anything that has ever been is thrilling.
The nation has 682 enterprises within the plastic & resin manufacturing industry. What do you believe makes P.R. Lewis Consulting stand out from the crowd?
We concentrate on “things that cannot be done”. If another company can do it, then it is not for us.
There are 26 plastic & resin manufacturing establishments in South Carolina. Do you believe that your main competitors are within your state, or do you consider your biggest competitors to come from other areas throughout the nation?
Our competitors are lack of knowledge and price. I cannot remember competing against another company. We will never be cheaper; therefore, if we are not markedly better than the others, they should have the business.
When you develop a new composition of matter to solve a problem, how do you handle the question of intellectual property (patents)?
We handle this in two ways. If the client wishes to have the intellectual property, he pays us a fee for the research and development (R&D) and a royalty. If we pay for the R&D, we own the intellectual property (IP).
The Plastic & Resin manufacturing industry is currently generating the highest revenues within the past twelve years. Has this growth directly impacted your business?
A rising tide lifts all boats and the better business is, the better it is for all, even on the fringes where we are.
How do you reach these potential customers?
For four years we tried to do it ourselves but found we are better engineers and chemist than sales and marketing people. Six months ago we engaged a professional sales and marketing consultant and the results have been excellent.
According to IBISWorld, 40% of your industry’s revenues come from exports. Are you currently involved in any international business? If not, is this of your interest?
Technology and innovation have left the US and we are trying to offer this in our industry. Our main problem is that the US industry is contented with the current available solutions and does not want to look at innovations. We are exporting to England and Germany, but have not gotten to the Far East yet.
What do you believe to be the future of your industry?
Plastics are the future of mankind. Metal has been around for 5000 years and plastics a little over 100. People do not understand plastics and always fear the unknown. Plastics require less energy to produce and transport. Furthermore, their production soils the environment less (look at a copper or iron ore mine, or a clear cut or strip mined mountain). All plastics are infinitely and easily recyclable, but we were told to make it, clear as glass, strong as steel, and cheap as dirt. When we did that, we were told: “Oh, by the way, if we just throw it away because it is too cheap to bother with recycling, make it disappear”. As people learn to appreciate plastics, they will be used more wisely and find more uses to serve mankind.
It seems like your recent article on Pump-Zone.com, “Near-Perfect New Centrifugal Pump Wear Rings and Bushings”, had quite an impact on the industry. Can you tell us about the articles success?
The article was the result of our marketing consultant and the impact has been big. We were getting two inquires per year with our sales efforts, now are getting them per week.
What do you consider to be your target market?
We do not target aerospace and automotive because the time for approval is more that I have left to live. Our target is anywhere that an immediate need exists that desires a different approach to solve the problem.
An example would be the Pumps and Systems article you referred to. We were asked to develop a bushing for centrifugal pumps that would not wear itself or the pump’s shaft. This had been an insolvable problem since Archimedes invented the pump in 200 BC. The usual normal failure time for this type of bushing is three weeks. After 3 ½ years of testing, our bushing showed no measurable wear on itself or the pump’s shaft. Within six months after developing the product, we had a pump in the market.
We want to try any industry where a problem has been defined.
Do you have any advice to entrepreneurs entering this industry?
My advice would be to do what you are good at and get experts to do what you are not. It is hard to admit that you are not good at everything, but profitable.
Learn more about P.R. Lewis Consulting at:
If you wish to contact P.R. Lewis Consulting: 803-493-4173, lewispr@earthlink.net
