E. W. Kaufmann Company140 Wharton Road

Bristol, PA 19007

Ph: 800-635-5358/ Fx: 215-364-4397

www.ewkaufmann.com

Raw MaterialsYOU

Use

Extender Pigments: Calcium Carbonate, Clay, Mica, Feldspar, Nepheline Syenite(Minex) Silica, TalcFunctional Pigments: Aluminum Pastes and Powders, Aluminum Trihydrate,Carbon Black, Ceramic Microspheres, Corrosion Inhibitors, Flame Retardants,Titanium Dioxide, Stain Blockers, Wollastonite, Zinc Oxide, Zinc PhosphateResins: Acrylic Beads (Solvent), Acrylic Emulsions, Acrylic Powders (Water),Alkyd, Amino Crosslinking Resins, Epoxy, Epoxy Curing Agents, HydrocarbonResins, Powder Coating, Polyols, Polyamide Ink Resins, Polyester, PolysulfidePolymers, Styrene Butadiene Emulsions, UrethaneSpecialty Chemicals: Cellulosic Thickeners, Castor Oils, Castor Wax, ChlorinatedParaffins, Defoamers, Degras, Dispersing Agents (Water and Solvent), Driers,Fungicides, Pentaerythritol , Polyfunctional Aziridine Cross-Linkers, RheologicalModifiers, Silicone Specialty Additives, Soya Lecithin, Specialty Plasticizers,Wetting Agents (Water and Solvent)

Proudly Representing:

Service YOU expect

E. W. Kaufmann Company has built a reputation for excellence in

our industry. No one works harder to earn your business, or does

more to keep it.

ManufacturersYOU

Know

A recognizedleader in theindustry. Wepartner with onlythe best suppliers.

RawMaterials

ExtenderPigments

FunctionalPigments

Resins

SpecialtyChemicals

A Company YOU Count On

E. W. Kaufmann Company is a Specialty Chemicals and EquipmentDistributor focused on supporting our customers. Our experiencedtechnical sales staff are always available to offer the latesttechnologies from our broad supplier base.

For additional details on our Equipment Lines OR to review ourextensive line of Specialty Chemicals:

Phone 800-635-5358Visit our website: www.ewkaufmann.com

MANUFACTURING &

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E.W. Kaufmann Co.

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pecialty chemical distributorE.W. Kaufmann (EWK) Co.knows its customers have aplethora of suppliers it canselect from when it comes totheir chemical needs. Butthey also know it takes a cer-tain level of expertise and a

well-run distribution operation to get themost suitable product delivered on timeand with the utmost level of service. With these attributes, EWK has become

the primary source of specialty chemicals,raw materials and process equipment formore than 30 manufacturers in NorthAmerica, not to mention one of the most

well-respected solutions providers inthese sectors, Vice President of MarketingStephen Schmidt says. EWK differentiates itself from its com-

petitors through its diversified productbase, experienced sales personnel and cus-tomer service. EWK carries one of thelargest varieties of specialty chemicals andequipment in the Northeast and operatesfour distribution centers, including itsheadquarters in Bristol, Pa., which enablesthe company to deliver chemical productsmore efficiently and without error. Schmidt recently spoke with U.S.

Business Review about recent changes tothe company’s business operations given

EARNING ITS REPUTATIONA new state-of-the-art facility allows E.W. Kaufmann Co. to streamline itswarehouse operations and quicken customer response time.

PROFILEE.W. Kaufmann Co.www.ewkaufmann.comHQ: Bristol, Pa.Services: Specialty chemical distribution Stephen Schmidt, VP of marketing:“We left old communications and net-work items behind.”

E.W. Kaufmann sources specialtychemicals and raw materials for morethan 30 North American manufacturers.

www.usbusiness-review.com

SBy Brooke Infusino

E.W. Kaufmann, president – Brian O’Connor

the current economy and a recent capitalinvestment that will give it an edge in themarketplace. U.S. BUSINESS REVIEW: Tell us about anyrecent investments that have impactedoperations. STEPHEN SCHMIDT:The company complet-ed its move to a state-of-the-art facility in2008. The new facility united our officeand primary storage facilities under a sin-gle roof. With a 35 percent increase instorage area [and] multiple loading bays,we have greatly streamlined warehouseoperations. Uniting the offices allowedfor closer interaction between sales andoperations, improving our responsetimes. We wanted to modernize our-selves and we wanted to find a nice cen-tral location, which we did on I-95, aboutfive miles from the Pennsylvania turn-pike. To avoid downtime or any delays toour customers, we left old communica-tions and network items behind, allowingus to further improve our network andcommunications backbone. We can evenoffer same-day delivery in many circum-

stances if the orders are placed by noon forstock products within a 200-mile radius. USBR: What makes the company’s ware-house state of the art?SS: Our new facility was completed inJune 2008. Our office area was complete-ly renovated with large conference areasand efficient access to records and per-sonnel. We worked closely with the coun-ty fire department, our insurance compa-ny and fire prevention engineers indesigning the new warehouse. It wascompleted with a new flammable storagearea complete with in-rack sprinklers, anew fire pump and foam system. Theentire facility is protected with fire andburglary monitoring, and access controlwas installed to protect the public, ourpersonnel and the products. USBR: Describe your key strengths in theindustry. Of the products you manufacture,which are best sellers? SS:EWK has always been a premier techni-cal sales organization. Our customers havecome to rely on our salesmen and our sup-pliers who support them, for assistance

meeting the challenges that face them, aswell as for introductions to the latest tech-nologies promoted by our suppliers.Equipment fills a much smaller but

still important role in our company,allowing us to recommend both physical(manufacturing) as well as chemical solu-tions to our customers problems. USBR: Who is your target market? Whathave they come to expect of EWK? Whatis the percentage market share of yourclientele?SS: Our core industries remain paint andcoatings, caulks and sealants, and rubberand plastic, with a growing presence inother markets such as industrial andinstitutional, personal care, food andpharmaceutical.USBR: How has the economic climateimpacted business? SS: As with most companies in our indus-try, we have definitely been impacted bythe economic downturn. We have tradi-tionally operated the company in a fiscal-ly conservative posture. We have main-tained a strong financial backbone and

www.usbusiness-review.com

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E.W. Kaufmann Co.

good relations with our banks and otherfinancial institutions. Early on in thecycle, we review our expenses and cutwhere possible to ensure financial stabili-ty. This has allowed us to continue posi-tive operations without the need to down-size the work force. We cut back on spending as much as

we could and worked with our suppliersin partnering during these tough times.We were able to make better offers thanin the past, and we were able to cutenough expenses to maintain all of thecurrent employees positions. USBR: Customer support seems to be amajor component. How does EWK main-tain this part of the business?SS: We have retained full employmentthrough this downturn. Our customerservice is continuing to take a larger partin the sales effort, supporting our salespeople on the street. We represent 30manufacturers and our relationship withmany of the principals is exclusive. USBR: Describe how your supply chainis organized. SS: We work with premier suppliers in allareas of our business and target the tech-nical sale. We shy away from commoditybusiness, as our sales force is best suitedto providing solutions to customer prob-lems. Most of these arrangements areexclusive, allowing us increased access totechnical information from our suppliers. USBR: What is your approach to invento-ry management? SS: Years ago, we initiated our lot controlinventory system. With the recent hiringof our general manager, Bart Lorenzo, wehave moved the management part of thesystem to a materials resource planningsystem. While some pain was felt early in

the transition, as he tuned his system, webegan to enjoy improved inventory turnsand reduced inventory levels. USBR: How often are you incorporatingnew materials into inventory? How hassustainability impacted your product lineup and internal operations? SS: Our product mix continues to evolvebased on changing regulations and themovement toward green products. Whilethese technology are gaining interest,[but] the approval processes slows adop-tion to some extent. We are confidentthat more and more approvals will beforthcoming, and our product lineup willcontinue to change with the times. USBR: Can you better define green prod-ucts? Is cost a point of concern?SS: Typically, green products are a pushfrom the government and a consortium ofmanufacturers in general. They are looking for products that are

biodegradable, lower in toxicity and comefrom renewable resources. We are nowlooking at technologies where we canreduce or reuse material and are taking acloser look at some of reclamation equip-ment. With the increase in oil prices, the sol-

vent recovery systems are being considered– anything to avoid waste and reuse of thewaste stream. The costs of some of these products –

especially those that are resin-based – areinitially higher. However, as approvalscome down from the top and as they areused in higher quantities, the pricesbecome more stable. USBR: Describe your sales approach. SS: At EWK, we rely first and foremoston the technical expertise and relation-ships developed by our sales force. With50-plus years in the industry, the EWKbrand is recognized throughout our terri-tory and provides the sales force with anentry into new accounts. We have developed and continue to

improve our Web site and overall onlinepresence. Our Web site has become anexcellent source of information on theproducts we sell. We continue to expandour marketing campaigns, appearing inmagazine ads and print and Internetdirectories, ensuring our customers andpotential suppliers continue to think ofEWK first for all their raw material andequipment needs.

E.W. Kaufmann Co. says its lot-control inventory system resulted inimproved inventory turns and lowerinventory levels.

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Published by Schofield Media Ltd. Tel: 312.236.4090 Fax: 312.236.4266On behalf of E.W. Kaufman © 2009 Schofield Media Ltd. All rights reserved.