host posted on January 12, 2009 12:59
By MASON LERNER
For The Chronicle
GLENN Kammerman's Gourmet Table Skirts and Linens opened shop in Bellaire at a time when companies like his were relocating or being replaced by companies overseas with cheap labor.
But Kammerman forged ahead and has managed to double his revenue in the last five years, and anticipates more growth in the near future.
He wouldn't divulge details on his company's finances, but he did say that Gourmet has more than 8,000 customers worldwide and sells more than 1 million yards of 100 percent polyester linens to the hospitality industry each year.
Kammerman's son Howard is on hand to help run the business. Daughter Sarah ensures that the office runs smoothly. The Kammermans feel that this fact alone sets them apart.
"Our service level has been another cause of our success," said Howard. "If somebody calls between 8:30 and 5, they do not talk to a machine. They are always talking to a live person. That is how we built the business. Anyone here can help you. You don't have to go to customer service. We will spoon-feed you until we have solved the problem."
Kammerman has also blended savvy management decisions with technology upgrades, which have generated robust growth. The company recently moved to a new location on West Bellfort near the Sam Houston Tollway.
Crucial partnering
Ike Zach, CEO of the Idrontas Corp., serves as a special consultant to Gourmet. He said that perhaps the most important decision Kammerman made was to partner with Milliken and Co., the company that manufactures the 100 percent polyester fabric Gourmet uses for its product.
Gourmet and Milliken have formed a relationship that allows them to share the cost of marketing sales and promotion.
"That helps to increase sales," Zach said. "And on our side we have streamlined operations so we can account for every penny."
And more than anything it is automation that has allowed Gourmet to compete with foreign competitors.
In the last few years, nearly all of Gourmet's lines have gone from being cut and stitched by hand to being handled by machines.
This has allowed Kammerman's staff of 100 to produce more items than ever.
"Where it used to take me 40 minutes to do a dozen tablecloths, I can now do 40 dozen in one hour," said Kammerman. "That is what keeps us competitive."
A rarity in the business
James Evans, a consultant with the University of Houston Small Business Development Center, said it is increasingly rare for small businesses dealing in the textile industry to be successful.
He said it is also rare for a company that has the amount of business Gourmet has to be able to field all of its clients' calls. He said that is something overseas competitors should never be able to match.
"Their advantage is the customer service that comes with being a family-run company," he said. "By taking every phone call, in that regard they are making their money and keeping their clients because of customer service."
He added that no matter how much the company automates, competition from overseas will always be stiff. But he said that can be countered by delivering a higher-quality product.
He also applauded the relationship Gourmet has formed with Milliken. He said it is unusual that a small business is able to find such a suitable partner and be able to make it work. It is also a very strong option for cutting costs for companies that can.
Evans said the toughest thing for Gourmet to do might be to live up to its rapid growth over the last five years.
"What you do is look at your numbers for the last five years," he said. "Management has to set a goal for how much they want to grow each year, with 15 percent being a successful growth factor. If they are making 15 percent growth, they really don't need to start any new sales teams or chase after any more target market clients."
He said when growth falls below 15 percent, that generally means competition has gotten tougher or prices are too high.