“There are basically five players in the industry, for a market that produces more than a million tons of product a year,” Herman says. “Church & Dwight Co. is the largest; we are the smallest, producing about 15,000 tons, which is less than 2 percent of the market.”
Natrium’s markets consist of pharmaceutical, water and waste treatment, chemical distributors, sodablasting, and food, animal feed, cleaning products, other consumer products, and other markets. Their client base is primarily located east of the Mississippi and throughout the Northeast, as well as a few nationwide. Natrium Products currently has 25 employees.
“We’re experts in the field and take very seriously what we do,” Herman says. “We are continually refining our operation to meet the needs of customers and the markets we serve. When we meet new customers, our approach is not to simply sell to them, but to go in and learn how they use our product and see if there’s a way to improve on that. This has served us well. We may lose a customer for economic reasons, but never because of service.
“When we started, people thought we were crazy going up against the big guys,” says Herman. “But we’re still here, because we’ve been in the business long enough to know what our customers need in product, service and pricing. Our goal is to be so reliable that they have no reason to switch.
“And when I talk about ‘we’ here, I’m not just talking about Bob and myself,” he says. “I’m also referring to our extraordinary team of employees and to our board.