WEBVTT 1 00:00:18.700 --> 00:00:25.540 This is where it all begins, out here on the land, in this fertile soil. 2 00:00:26.700 --> 00:00:33.360 The soil never ceases to amaze me to think that so much can come from so little. 3 00:00:34.040 --> 00:00:38.260 Scientists explain it as soil chemistry. 4 00:00:40.260 --> 00:00:41.680 I have to tell you, I think it's a miracle. 5 00:01:24.920 --> 00:01:25.100 The soil is a natural resource. 6 00:01:25.160 --> 00:01:25.160 7 00:01:25.160 --> 00:01:25.160 8 00:01:25.160 --> 00:01:25.160 9 00:01:25.160 --> 00:01:25.160 10 00:01:25.160 --> 00:01:25.160 11 00:01:25.160 --> 00:01:25.160 12 00:01:25.160 --> 00:01:25.160 13 00:01:25.160 --> 00:01:25.180 It's a natural resource. 14 00:01:31.960 --> 00:01:40.080 I think the key to the real success of agriculture in this area and in our country is the people. 15 00:01:41.240 --> 00:01:43.800 The people really make it happen. 16 00:01:45.300 --> 00:01:49.920 These farmers and our milk processors are true professionals. 17 00:01:51.260 --> 00:02:05.900 They have to be meteorologists on the one hand, soil experts, and constantly dealing with the trends in the marketplace. 18 00:02:07.320 --> 00:02:08.960 We work hard at it. 19 00:02:09.360 --> 00:02:12.620 We are a very much community-oriented type of company. 20 00:02:13.400 --> 00:02:17.240 And I'm not just talking about Greeley or any of the plants here. 21 00:02:17.240 --> 00:02:25.620 All of the smaller dairies are community-oriented and contribute substantially to the economic base of the community. 22 00:02:32.200 --> 00:02:34.880 We see some changes going on in the food business today. 23 00:02:35.380 --> 00:02:41.000 We think that a brand that's not in the number one or number two share position is in danger of losing distribution. 24 00:02:42.020 --> 00:02:45.560 We have our major products within that position right now. 25 00:02:45.640 --> 00:02:51.440 And any new product that we would bring in in the near future would be one of our major goals for that product. 26 00:02:53.280 --> 00:02:54.740 We make those products from scratch. 27 00:02:55.580 --> 00:02:58.960 We take in milk direct from the farm and dry that milk for Swiss mess. 28 00:02:59.820 --> 00:03:01.340 We keep it in a fluid state for putting. 29 00:03:02.520 --> 00:03:09.280 About 75% of our sales are in the branded products area, competing against some very major companies within the food business, 30 00:03:09.280 --> 00:03:17.020 such as Carnation and our friends Nestle in the cocoa mix business, and Hunts, Del Monte, and Rich's in the refrigerated pudding area. 31 00:03:18.340 --> 00:03:25.580 We've got an active new products program, counting on several of those products being successful for us, at least at this stage of the game. 32 00:03:30.840 --> 00:03:34.580 We feel that's where our strength is and where our growth is going to come from. 33 00:03:42.860 --> 00:03:55.320 Our business is to produce equipment for the storage and the handling of cryogenic liquids, liquid oxygen, liquid nitrogen, argon, helium for the industrial gas industry. 34 00:03:55.320 --> 00:03:59.760 This equipment is primarily very sophisticated thermos bottles. 35 00:04:01.240 --> 00:04:13.700 The equipment that we build for handling liquid helium is so sophisticated that if it were filled with boiling coffee, it could hold that coffee at drinkable temperatures for 75 years. 36 00:04:14.680 --> 00:04:17.540 At MBE, we never design equipment. 37 00:04:17.540 --> 00:04:23.540 We react and we interact with our customers to determine exactly what's needed in the marketplace. 38 00:04:23.820 --> 00:04:25.540 Then we design it and build it. 39 00:04:27.040 --> 00:04:32.560 MBE has been involved in the export markets almost since the inception of the company. 40 00:04:33.360 --> 00:04:44.300 We export to markets as diverse as Venezuela, Brazil, Argentina, New Zealand, Australia, Malaysia, Indonesia, Hong Kong, the world. 41 00:04:44.300 --> 00:04:59.320 It really is amazing when one thinks back that in the 40 years this company grew out of a small house in the suburbs of Caracas up to being now the leader in this field in this country. 42 00:04:59.320 --> 00:05:05.080 But being the leader, of course, gives us the duty to stay the leader. 43 00:05:05.740 --> 00:05:11.740 And we only can do that by renewing our ideas, by creating new lines. 44 00:05:12.280 --> 00:05:23.980 And one of the things which we have not been doing sufficiently well up to the moment has been marketing, which we thought we could handle on a rather amateur way. 45 00:05:23.980 --> 00:05:35.360 We now find because of the closeness of the international markets, because of the reduction of the import duties, we find ourselves in competition with the international companies, 46 00:05:35.900 --> 00:05:45.880 which makes creating a full-fledged professional marketing department the main priority in our near future plans. 47 00:05:47.120 --> 00:05:53.280 Machines you can buy, buildings you can build, systems you can get the lease on. 48 00:05:53.280 --> 00:05:57.920 You cannot buy or build people you have to motivate. 49 00:06:07.540 --> 00:06:14.080 Martha White Foods is the manufacturer of baking needs, primarily for the housewife's table. 50 00:06:14.760 --> 00:06:21.860 Over 50% of our volume is in things such as biscuits, cakes, and pies, and good old cornmeal. 51 00:06:21.860 --> 00:06:29.960 And last but not least, we're the second largest producer of grits in the United States, a Southern delicacy. 52 00:06:30.780 --> 00:06:38.240 You know, we've had a lot of success here at Martha White. We're awfully proud of that, as we are of this plant here in Jackson, Tennessee. 53 00:06:39.000 --> 00:06:45.940 We sell over a million packages of products a day, and certainly we hope to double that in the next couple of years. 54 00:06:47.060 --> 00:06:50.360 You know, Martha White is a lot like Beatrice Foods. 55 00:06:51.220 --> 00:07:00.400 We've grown over the years with acquisitions. We have a diversified product line. Our young managers are very profit-oriented. 56 00:07:01.320 --> 00:07:08.100 We let our companies manage themselves as far as possible, and we expect them to get the job done. 57 00:07:11.840 --> 00:07:22.540 I wonder what my brother and I actually thought about, or if we did think about such things, 15 years ago when we first decided this is the way to go. 58 00:07:23.160 --> 00:07:30.380 That graphite, high-modest material was material of the future. We sure were right, even more right than we even thought. 59 00:07:30.380 --> 00:07:41.020 It's material that's considerably lighter than steel, has comparable strength. It's lighter than aluminum, but different than aluminum and steel. It does not fatigue. 60 00:07:41.520 --> 00:07:50.600 Looking at a picture now of the Lear-Avia plane, which all the composite structures are made out of graphite. 61 00:07:51.000 --> 00:07:54.800 Mr. Lear had a lot of foresight when he designed that plane. 62 00:07:54.800 --> 00:08:02.880 Both the last two space shuttles was full of our material. We've been on the moon with our material. 63 00:08:03.780 --> 00:08:09.740 We've been to Mars. We've been to Saturn. Before we're through, I think we'll be at all the planets that we thus know about. 64 00:08:10.640 --> 00:08:20.300 Fibrate has some competition. Success breeds competition. That is why we keep developing the secret on which we based our business. 65 00:08:20.300 --> 00:08:30.180 That's continued research and development and develop our productivity to the point where our competition is not going to be able to keep up with us. 66 00:08:30.860 --> 00:08:37.340 So far as competition, yes, there's competition. I don't know who they are. 67 00:08:39.300 --> 00:08:47.320 Welcome to Sugar Bar Ranch, the home of Jolly Rancher Candies. Jolly Rancher Candies was founded by my parents in 1950. 68 00:08:47.320 --> 00:08:52.620 I started with the company as a small boy when we made candy in 40 pound copper kettles. 69 00:08:53.060 --> 00:08:58.060 We now produce over 150,000 pounds of candy a day continuously. 70 00:08:58.820 --> 00:09:07.080 We're a major factor in the candy industry today and we do ship nationally and are working on programs to export overseas. 71 00:09:07.980 --> 00:09:12.560 We're the fifth largest supplier in 10 cent, 15 cent, and 25 cent bar merchandise. 72 00:09:12.560 --> 00:09:19.760 We have over 400 original oil paintings in our offices. My parents started collecting Western art over 20 years ago. 73 00:09:20.240 --> 00:09:26.020 We have over 40 trailers and we've used the original paintings and had them duplicated on the sides of our trucks. 74 00:09:26.480 --> 00:09:29.860 And it's created quite a bit of excitement going up and down the highways. 75 00:09:30.720 --> 00:09:39.120 We've won several awards for our packaging with the Western art incorporated into it and it has developed a lot of enthusiasm in the industry. 76 00:09:39.120 --> 00:09:47.740 We have a team here at Jolly Rancher that believes in winning and they all believe in marketing and that's what it really takes today. 77 00:09:49.340 --> 00:09:55.580 I'm originally from Ogden, Utah. I've traded the Rocky Mountains for this beautiful view of the Chicago skyline. 78 00:09:56.360 --> 00:10:04.640 There's nothing more exciting to me than developing a product, of producing that product, and then marketing that product. 79 00:10:04.640 --> 00:10:08.680 Stiffle is the Mercedes-Benz of the lamp industry. 80 00:10:10.360 --> 00:10:21.060 We are continually looking at the marketplace and our product line to see how we can take even more advantage of the great Stiffle name. 81 00:10:21.840 --> 00:10:28.280 We believe historically Stiffle has served a very narrow segment of the lamp industry. 82 00:10:28.280 --> 00:10:39.480 With the great name that Stiffle has in lighting and lamps, we feel like we have a great growth opportunity in other segments of the lamp market. 83 00:10:40.300 --> 00:10:50.500 With the high cost of raw materials and the inflationary economy, the only way to remain competitive within any industry is productivity improvement. 84 00:10:50.500 --> 00:10:59.180 We've just got to look at smarter ways to produce a quality product at less cost and that's where we're concentrating our efforts. 85 00:11:02.900 --> 00:11:18.240 When you think of Samsonite luggage, you think of a company which manufactures and distributes consumer products that satisfy the needs and wants of consumers throughout the United States as well as throughout the world. 86 00:11:18.240 --> 00:11:26.300 When you think about a consumer goods company, you think about marketing as being a very important element of the total operation. 87 00:11:27.080 --> 00:11:37.020 Marketing consists of not only sales and distribution, but also research, design, product planning, development engineering, materials and the final production itself. 88 00:11:38.280 --> 00:11:41.240 Our first priority is delivering a quality product. 89 00:11:41.240 --> 00:11:47.740 Quality and durability is the franchise which Samsonite has earned over the years with our consumers. 90 00:11:49.260 --> 00:11:58.940 We also have a priority associated with our dealers and that is the requirement that we fill their orders completely in the time frame which they want them filled. 91 00:11:59.740 --> 00:12:06.840 We have a third priority we pay a great deal of attention to and that is the responsibility for managing our assets. 92 00:12:06.840 --> 00:12:10.720 This is a franchise with our parent company, Beatrice Foods. 93 00:12:16.980 --> 00:12:19.440 They've helped us find good people. 94 00:12:19.500 --> 00:12:23.300 Beatrice has been instrumental in giving us the capital to get the necessary funds. 95 00:12:23.400 --> 00:12:24.160 Reach that position. 96 00:12:24.380 --> 00:12:26.340 By the bankers, with the consideration. 97 00:12:26.560 --> 00:12:29.620 Gives us the strength to improve our operation. 98 00:12:29.780 --> 00:12:34.060 We never would have experienced the growth that we've experienced. 99 00:12:34.060 --> 00:12:37.000 We make a smart move in letting us run the company. 100 00:12:37.180 --> 00:12:38.300 We make our own decisions. 101 00:12:38.580 --> 00:12:46.860 Basically being a part of Beatrice Foods I think has given us more of an opportunity to eliminate risk. 102 00:12:48.640 --> 00:13:01.900 In 1797, my great great grandfather started a brewery business and now 185 years later, Stella Winters is involved in the same company. 103 00:13:01.900 --> 00:13:04.000 What is now a soft drink business? 104 00:13:06.700 --> 00:13:15.600 The Winters production operation consists of two bottling lines, three canning lines and two lines for plastic caps. 105 00:13:16.920 --> 00:13:29.920 The canning operation was in 1981 a capacity of over 160 million cans is about 90% for the export. 106 00:13:29.920 --> 00:13:33.420 There are many definitions of marketing. 107 00:13:34.580 --> 00:13:37.920 In former days, marketing was more product orientated. 108 00:13:39.180 --> 00:13:43.840 Whereas at this moment it is more orientated to the wishes and the needs of the consumer. 109 00:13:44.960 --> 00:13:50.160 And also long run consumer and public welfare is important. 110 00:13:51.700 --> 00:13:55.920 My grandfather who was a veterinarian founded Vigor Tone in 1912. 111 00:13:57.020 --> 00:14:06.960 And as he made calls out on the farm he noticed that the livestock ate dirt, fence posts and other materials. 112 00:14:07.140 --> 00:14:12.860 And he felt that they were short of some type of nutrition. 113 00:14:13.780 --> 00:14:19.060 And so he put together a combination of vitamins and minerals which eliminated that problem. 114 00:14:19.060 --> 00:14:30.860 Probably one of the biggest advantages that Vigor Tone has over supplement or complete feeds is that the farmer can tailor make his own ration right on the farm. 115 00:14:31.780 --> 00:14:35.440 And vary the protein levels to maximize their growth. 116 00:14:37.240 --> 00:14:42.400 And in the future, we see that the farmer is going to have to be a better manager. 117 00:14:42.400 --> 00:14:48.420 He's going to have to be the kind of man who knows his costs and knows how to manage his money. 118 00:14:49.820 --> 00:14:53.680 He's going to have to operate his business much like we operate ours. 119 00:14:56.540 --> 00:14:59.900 You know in order to be a successful company there's no two ways about it. 120 00:15:00.260 --> 00:15:05.400 You have to have raw material control and I think here is one area where LaTroy really shines. 121 00:15:06.900 --> 00:15:10.940 Market saturation by LaTroy is possible although we're a long way from that. 122 00:15:10.940 --> 00:15:17.640 I think our growth has to come from areas that we're the weakest in. 123 00:15:18.360 --> 00:15:21.840 And that is the international market, the exporting market. 124 00:15:22.700 --> 00:15:24.660 We can do a much better job there. 125 00:15:25.060 --> 00:15:30.080 This thing can double for the next five or six years for the next 20 years. 126 00:15:30.460 --> 00:15:32.320 And I really believe that. 127 00:15:33.060 --> 00:15:34.880 But we have to plan for it isn't it? 128 00:15:35.840 --> 00:15:38.320 We've got a lot of continuity in this company. 129 00:15:38.320 --> 00:15:44.240 And these guys know the range of their responsibility, the decisions, what can and can't be done. 130 00:15:44.680 --> 00:15:47.420 They know the trade, they're familiar with equipment. 131 00:15:49.060 --> 00:15:50.480 These people have made the company. 132 00:15:50.520 --> 00:15:53.360 I just kind of sit here and kind of put it all together. 133 00:15:58.520 --> 00:16:07.040 Thirty years of effort, fight and hopes have taken us from the last place in the ranking of the Spanish meat industries to the first place. 134 00:16:07.040 --> 00:16:12.640 Years ago the industry in Spain was production oriented. 135 00:16:13.640 --> 00:16:23.920 And nobody took care of marketing, of marketing research, of labeling, casing, you know, of quality. 136 00:16:24.560 --> 00:16:27.980 Fortunately this has changed. 137 00:16:28.580 --> 00:16:33.500 So that means we are not able to sell what we produce. 138 00:16:33.500 --> 00:16:37.200 We only can sell what the customer wants. 139 00:16:37.540 --> 00:16:38.300 This is the message. 140 00:16:40.000 --> 00:16:41.860 So competition is always tough. 141 00:16:42.400 --> 00:16:46.960 And the better way we find to fight against them is with innovation. 142 00:16:47.180 --> 00:16:53.160 Innovation means investment in capital, in time, in human resources. 143 00:16:53.160 --> 00:17:03.160 It means that it's risky, but has the reward that you are always the first one. 144 00:17:03.560 --> 00:17:14.100 The good captains of the big ships are good when they are able to drive the ship under the storm, not when the seas come. 145 00:17:14.140 --> 00:17:17.400 When the sea is calm, everybody is a very good captain. 146 00:17:17.400 --> 00:17:22.760 The uniqueness of Tropicana is its pure quality orange juice. 147 00:17:23.320 --> 00:17:30.000 Of course that's one of our strategies, to get to the consumer the very best possible quality that we can. 148 00:17:30.960 --> 00:17:37.580 Behind me you'll see one of our unit trains that has 65 cars that go to the marketplace approximately every four days. 149 00:17:37.900 --> 00:17:39.420 Unique in the industry. 150 00:17:45.160 --> 00:17:49.020 There's no other citrus company that has this type of product on the market. 151 00:17:49.820 --> 00:17:53.800 During the height of the harvest season, which runs from November through July, 152 00:17:54.760 --> 00:18:01.980 as many as 500 truckloads of fruit carrying 4,500 pounds of oranges each will be processed here daily. 153 00:18:01.980 --> 00:18:10.060 Our ability to grow with Tropicana is limited only by our ability to supply the marketplace with this product. 154 00:18:12.200 --> 00:18:18.420 Here I'm standing in a glass plant that manufactures two and a half million glass containers a day. 155 00:18:19.640 --> 00:18:28.680 We do everything from making our own corrugated boxes to our glass containers to the plastic containers that we package our frozen concentrate in. 156 00:18:28.680 --> 00:18:32.400 In fact, we do everything but grow our own oranges. 157 00:18:36.900 --> 00:18:42.160 We see the world as our marketplace. To date, our strongest foreign market is France. 158 00:18:42.640 --> 00:18:53.260 We export our pure juice to France and we're probably the largest selling orange juice in that market Tropicana label. 159 00:18:53.260 --> 00:19:05.260 SS is a retail business company. We run over 60 supermarkets and hypermarkets. 160 00:19:07.120 --> 00:19:11.100 1968 we opened our first supermarket. 161 00:19:12.000 --> 00:19:16.980 So we have 57 supermarkets and three hypermarkets. 162 00:19:16.980 --> 00:19:24.200 Hypermarket is different. Generally they have a cafeteria. They also distribute gasoline. 163 00:19:25.140 --> 00:19:32.980 They sell about 60% of food items and 40% of non-food. 164 00:19:33.200 --> 00:19:44.400 Television set, radios, tape recorders, hardware for the kitchen, clothes, shoes, all sorts of things that people want. 165 00:19:44.400 --> 00:19:53.360 Before I joined the SS, I had the opportunity to make some training courses in the American car industry. 166 00:19:53.580 --> 00:20:00.700 And so I could appreciate the American method of working, of thinking. 167 00:20:01.580 --> 00:20:08.320 This warehouse here is an application of American industrial methods in the French distribution. 168 00:20:41.240 --> 00:20:44.060 The American market is a very important part of the American market. 169 00:20:44.060 --> 00:20:44.060 170 00:20:44.060 --> 00:20:44.060 171 00:20:44.060 --> 00:20:44.060 172 00:20:44.060 --> 00:20:44.160 It's a very important part of the American market. 173 00:21:09.740 --> 00:21:14.140 My dad has often said that I should take a little more time off. 174 00:21:14.140 --> 00:21:19.100 I enjoy golf and play golf, but I guess my business is my golf for me. 175 00:21:20.020 --> 00:21:26.400 I enjoy it, I have fun at it, and it's very rewarding. It's rewarding to be successful. 176 00:21:26.600 --> 00:21:35.980 It's a very challenging business and of course a very rewarding business. 177 00:21:36.360 --> 00:21:39.700 And I think today I lose that enthusiasm as a day I don't get out of the business. 178 00:21:39.700 --> 00:21:43.980 I found it a lot of fun and on that basis I'll stay for quite a while. 179 00:21:44.100 --> 00:21:55.520 You have to work hard and if you like and you will build a company and a good business, it's fun. It's a fun business. 180 00:21:56.140 --> 00:22:00.660 Yeah, it was worth it, every step of it, even though you don't see that always. 181 00:22:01.180 --> 00:22:04.060 And if you overcome it, then the satisfaction comes later, not at the moment. 182 00:22:04.060 --> 00:22:06.980 Frankly, I can't think of anything I'd rather do better. 183 00:22:08.060 --> 00:22:16.860 So all in all, it's a pleasure to wake up in the morning and come to work and know that it's going to be an interesting day. 184 00:22:55.040 --> 00:22:56.440 Thank you for watching!