-13 March 2007 -
PLATERS/PAINTERS Profile:
Tucker Industrial Coatings
By Reginald Tucker, Editor

Most people wouldn't dream of trading in a steady job as a veteran industrial paint and supplies sales manager with an established firm for an opportunity to start a finishing business from scratch. But then again, Bernie Tucker isn't like most people.

Tucker, the founder and owner of East Berlin, Pa.–based Tucker Industrial Liquid Coatings (no relation to the author of this article), saw a unique opportunity to leverage his 22 years of expertise in the paint/equipment business. It was an idea, he says, that was mainly born out of regulatory changes in the industry.

"When the Cleaning Act became effective in 1991, I thought there was going to be a niche market out there for finishing," Tucker recalled. "I realized, with all the changes in regulations, that the DEP, EPA, OSHA, and the Air Quality Board were all going to start to talk to each other. Previously, those groups stayed within their own perimeters. But all that changed. When OSHA goes in to do an inspection, they then get on the phone with DEP and say, "Guys, you really need to go in there—there are problems."

Those developments, according to Tucker, forced manufacturers to take a closer look at the finishing aspect of their operations. Not only would they have to be more diligent in terms of environmental compliance, but they would also have to ensure that they remained profitable in the process. That's precisely where Tucker’s know-how came into play.

"In talking with managers and owners when I was in sales, they told me again and again that there was a need—particularly in this geographical location—for somebody who can paint to spec, pack and ship it," Tucker explained. "Manufacturers can make more money per square foot of manufacturing area than they can by putting in a paint area and watching paint dry. In this business you have to determine the cost per part, but many of the manufacturers couldn't really get a handle on it. That's where I come in. I can take the part from them, evaluate it to see what has to be done in terms of the process all the way through the cycle."

Sounds simple enough, but it does require a stockpile of expertise. For instance, in looking at a gallon of paint, from cradle to grave, Tucker notes, there’s a lot more to it than opening it up and spraying it on. "There are other factors, such as purchasing, inventory, environmental storage, material handling, receiving, documentation. All of that added cost with no added value," he said. "Not only do I understand paint, but I can achieve significant cost savings for manufacturers as well—in some cases, in the hundreds of thousands of dollars."

A textbook case in point is Tucker ILC's contract with BAE Systems, a global leader in the development, delivery and support of advanced defense and aerospace systems. BAE Systems was already very familiar with Tucker's talents due to a previous professional association, so when Tucker first opened his business in 1993 (in York, at that time) the local BAE Systems facility (then BMY and subsequently United Defense L.P. prior to the June 2005 acquisition of United Defense by BAE Systems) took notice almost immediately.

“At that time, BAE came to me and said, 'You know more about paint than anybody'," Tucker recalled. BAE Systems then tapped Tucker to support its paint operation. Among other things, they asked him to address any issues with the paint, quality, inventory, and to work closely with the distributor and arrange delivery as needed.

"We've been doing that since 1998, and we just signed a five-year agreement to cover us through 2012 for the same control factors," Tucker said. Part of that deal entails picking up small-parts painting from BAE Systems when the company exited its small-parts paint activities last fall. "I meet with them regularly, I know exactly what vehicles are coming online, contract-wise. I help calculate the amount of coatings with applications equipment, transfer efficiency, etc. On top of that, we have been able to control the cost of the paint to within 1.5%–2% maximum per-year price increase over the past nine years, whereas the average price increase industry-wide is between 5%–7%. It's proven to be cost-effective for BAE Systems."

Indeed, it has. To the point where BAE Systems routinely counts on Tucker and his son, Brian, in a pinch. "The times Bernie and Brian have come to our rescue by getting critical items painted or processed in time for our fast-moving vehicle assembly line are too numerous to mention," said Tom Braswell, paint engineer, BAE Systems. "We work to manage our flow, but sometimes we need to lean very hard on Tucker ILC to take up the slack by working those late nights and weekends to make it happen—and they do."

That sentiment is echoed by other satisfied customers. Around the time that Tucker ILC began doing finishing work for BAE Systems, another local firm, Hershey Corp., embarked on a major renovation of its signature attraction at Chocolate World: the Chocolate-Making Tour. Vendors from all over the United States were interviewed to bid for the renovations, which entailed the refinishing of 55, 30-year-old ride cars that are subjected to the abuse of 2.5 million riders each year. Key challenges: remove three to four coats of paint, refinish with a durable coating, and get it all done in six weeks' time.

Tucker remembers the job very well. As he should—after all, it was his company's first large order. "We eliminated all the concerns Hershey had with the ride cars, which included cleaning and safety hazard issues," he recalled. "We took all the carpet out and sprayed the floor with the Rhino lining, and we changed the exterior finish to a semi-gloss so as not to show fingerprints. We even upgraded the sound system by redesigning the shroud that holds the speakers on the outside of the car. We made it happen, and it worked very well."

The feeling is mutual, according to Lael M. Moynihan, director, Hershey Retail Attractions. "Tucker ILC transported the tour cars to its shop, completed the renovations, and delivered them back to Hershey, Pa., in time for the grand opening. In nearly 10 years, we have not needed to do any major restoration work on the cars. We were pleased with the quality workmanship and level of service provided by Tucker ILC."

In spite of that, and for his own personal assurance, Tucker makes it a point to "pop in" at Hershey Chocolate World on a regular basis to see how the cars are holding up and how things are going generally. It's a gesture that speaks volumes about his approach to customer service. "I'm not in the business to make a quick buck and never see you again," he said. "I want to be able to support your needs from a quality standpoint and take you to a zero-rejection rate."

That strong customer-centric philosophy has resulted in several noteworthy citations for Tucker ILC. For instance, in June 1999 the company earned the Small Business Administration's Award of Excellence (Region III) for calendar year 1998. Additionally, Tucker ILC took home the 1998 Small Business Supplier of the Year Award for United Defense, L.P., Ground Systems Division, which cited Tucker's responsiveness in providing quotes, answering questions, delivering on schedule and helping United Defense improve its procurement processes.

(For more on this story, see the March issue of Metal Finishing magazine.)