Category Archives: international

ASTM International born in Philadelphia: Helping the world work better

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By Graziella DiNuzzo

Over the years, we’ve heard the horror stories of housing construction material falling apart or children’s toys manufactured with toxic chemicals. Don’t these products have standards?

Thankfully, many manufacturers around the world adhere to strict standard specification requirements, ensuring consumer safety and confidence.

ASTM International is one of the world’s largest international standards development organizations, and “we support public health and safety by providing the specifications and test methods used for products that consumers routinely encounter, including for example, automotive fuel, construction materials, children’s toys and crayons, medical devices, drones, protective footwear and recyclable plastics,” explains Teresa Cendrowska, ASTM International Vice President, Global Cooperation.

Dr. Charles Dudley, a scientist responsible for procuring the paint, steel and oil for the Pennsylvania Railroad is credited for creating the original movement to ensure that raw materials adhere to specific material specifications.

In 1878 Dudley published a report entitled, “The Chemical Composition and Physical Properties of Steel Rails,” which concluded that a formula using mild steel produced a longer-lasting rail than hard steel. Since Dudley wielded purchasing power, his suppliers agreed to change a formula to meet his standards.

As Vice President of Global Cooperation, Ms. Cendrowska leads a team which currently manages and sustains over 110 Memorandums of Understanding (MOU) partnerships on six continents.

“My team and I focus on encouraging and supporting the use and application of ASTM International standards and services in transitioning economies. These efforts are consistent with ASTM’s commitment to serving global societal needs and support the growing global interest in removing barriers to trade, advancing quality infrastructure and resilience and achieving the UN Sustainable Development Goals. “

The team also “provides training and technical assistance through virtual and on-site programs, and identifying and engaging public and private sector partners, both domestically and internationally, to collaborate with ASTM in supporting the uptake of US-based international standards, codes and regulatory practices.”

With the help of technology, ASTM International has been able to respond to market needs and requirements – even during the COVID-19 pandemic.  Like almost every organization around the globe, “we’ve moved to a full on-line process.  Our members have embraced the tools and continue to develop the standards that industry and the public sector need and use.  Related services such as proficiency testing and training have also moved to a virtual environment.”

The World Trade Organization endorses the use of international standards as defined by six principles: openness, transparency, impartiality and consensus, relevance, coherence, and development dimension, rather than by a standard’s label.

“This modern definition of international standards is included in the standards chapter of the US Mexico Canada Trade Agreement . ,The more inclusive definition of international standards replaces the limiting text that had been part of the NAFTA,. It offers industry more options when deciding which standards to use.  The change is beneficial for trade and commerce and ASTM.”  says Ms. Cendrowska.

ASTM International has also been able to encourage the use of its standards in niche markets where manufacturers, operators and owners are able to meet regulations, “for example unmanned aircraft systems (drones), where other standards don’t exist, regulators around the world, such as EASA, FAA, TCCA, IATA are calling out one set of standards – the ASTM standards. This consistency in cited standards is economical and efficient and helps designers, manufacturers, operators and regulators.”

Ms. Cendrowska reminds me that ASTM International standards are voluntary and aren’t mandatory unless cited in a law or called out in a contract, “Users of the ASTM mark or logo can opt to meet ASTM standards and self-represent that their products or services comply with specific ASTM standards. The users may self-confirm or independently confirm compliance with the standard. ASTM does not endorse, approve, sponsor or certify compliance – unless the user is a participant in ASTM’s certification program operated through its affiliate SEI.”

These four letters A S T M have been giving the world’s consumers peace of mind; you may want to look for them on your next product purchase.

Beauty Company Annie International: Providing over 4.5 million masks weekly in response to COVID-19, but it wasn’t easy

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By Graziella DiNuzzo Published June 3, 2020 World Trade Center of Greater Philadelphia

Before the COVID-19 pandemic hit, Annie International’s website showed a beautiful model wearing lipstick, now the model wears a mask.
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For the past 27 years, Annie International, with headquarters in North Wales, PA, has serviced the beauty industry providing hair, skin, nail, and makeup products to 49 countries.

In mid-March, when the United States was in the early weeks of the global pandemic, Annie knew it was time to switch production of their Personal Protection Equipment (PPE), primarily used by salon workers, to include surgical and medical-grade products – especially masks.

​Annie created an official division – Annie Medical PPE

But it wasn’t easy.

Steven Miller, Executive Director of Sales and Operations explained the challenging process, “There were countless obstacles that we faced throughout the whole process. COVID-19 really showcased how unprepared the world is when it comes to each country being able to sustain itself with essential products.”

Testing to meet National Institute for Occupational Safety and Health (NIOSH) Standards
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“We had to start the long process and invest 10s of thousands of dollars to have our products tested at Nelson Labs, a globally recognized lab. Many of our products have FDA, CE and ISO certifications among others but we quickly learned that many doctors and insurance companies require NIOSH certification, formed by the CDC.  When the world is in crisis and needs immediate PPE there should be a process to streamline this testing.  In the meantime doctors, nurses and other healthcare workers had to resort to not wearing PPE, wearing the same PPE or wearing a homemade PPE, while we have medical and surgical grade PPE’s ready and willing to donate and/or sell.

Obtaining KN95 Approval in USA

“The standard in the US is the N95 mask.  The N95 is made in America, the KN95 is made in China and the KF94 is made in Korea.  These three masks are the most common and widely used medical grade masks in the world.  Because N95 masks were not readily available in America the last two options were the KF94 and KN95. Fortunately China still allowed KN95 masks and surgical masks to be exported to other countries, and they soon were allowed in America. Japan, Australia, Mexico, UK, Europe and America all started immediately getting supplies from China as there was/is no other source.”

​Quality of Product 
 
“The first obstacle was securing quality production. Many factories, brokers and resellers were and still are marketing imposter products using fake certifications and test results. We have representatives from Annie International on the ground in China verifying product, cutting open masks, and then the Quality Control process happens again here in America. When it comes to face masks the key ingredient is a filtration material called meltblown.  This textile became a major commodity. Having true meltblown and at the right thickness (grams) in each mask is essential.”
​Supply Chain Production Availability
“Many countries closed their borders for exporting and American manufacturers were not permitted to export PPE out of the country. The problem is most countries did not have a large enough stock pile nor did they have large enough manufacturing capabilities to keep up with the demand.  China was the one country remaining open to export PPE but that supply chain was fluid daily and sometimes changed by the hour. Our only option to keep our supply chain at Annie International going was through our partnership with our factories in China.”

Labeling & Package Requirements and Certifications
 
“Laws, required certifications, and labeling & packaging requirements changed daily and weekly in some cases.  We had to repackage a shipment that went through customs at the airport and was ready to leave, due to packaging/labeling requirements that changed.”

​Customs Delays

“Shipments were being held in customs for long lengths of times due to the extreme high volume of PPE and because of changing regulations.”

Missing Product from Shipment

“When dealing with a healthcare system, national chain store, major distributor or union this shortage can be dealt with.  When dealing with a government contract this shortage is an issue when you come up short.”


High Demand, High Freight Costs, Not enough Planes

“Standard air freight went from around $2/KG up to $26/KG.  This is outrageous. 

The main freight carriers such as DHL, UPS and FedEx would only accept shipments up to a certain weight.  Large shipments had to rely on airlines, which either stopped flying into and/or carrying freight from China.  As the airlines dropped off one by one over the weeks companies were fighting for space on planes, driving up cost.  At one point Amazon, being the largest airline customers, took all of the flights out of China for 1-3 weeks while our product sat waiting.”

Cash Up Front
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 “Ten to twenty-year relationships with factories didn’t matter. If you have/had terms with a factory those terms were not applicable when it came to PPE.  The global supply chain for PPE’s became and still is cash-based market.  You must wire 50% of the cash at time of placing a PO and then the remaining 50% at completion of production before shipment.   Some factories were requiring 100% upfront before production.  Large National Retailers, Governments and militaries from countries all around the world, and major medical systems are and were not prepared.

Despite the challenges, Annie Medical PPE division currently provides 4.5 million + masks to the world – weekly. A portion of every shipment sold is donated to local grocery stores, police departments, township employees and healthcare workers throughout Pennsylvania. 

​While the United States maintains PPE export restrictions, Annie has been able to use its distribution centers around the world and leverage established relationships in 49 countries to direct ship PPE to its international customers. ​

​“We have been providing the Mexican Government in Mexico City with millions of masks per shipment to support their healthcare system due to COVID-19.  The Mexican Government had to also meet the new “playing rules” and wire the money in advance before receiving the product.  When the product arrived police and military escort then took it to the social security procurement.  We have done this with many countries such as Jamaica, the Dominican Republic, South Africa, UK, and France.”

“We have always been in the business of PPE products, just not to the level of what the country and world needs now,” Miller emphasized.

And while Miller calls the global PPE market “the wild wild west,” he admits the challenges are worth it to save lives. 

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Kibow Biotech open during COVID-19 pandemic: dedicated to boosting immune health

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By Graziella DiNuzzo

Dr. Rangan, Founder, Kibow Biotech in his lab in Newtown Square, PA

The phone rang and I was startled to hear her voice. “Thank you for calling Kibow Biotech, how may I help you?” she asked. I couldn’t find words. After weeks of working remotely during COVID-19, I wasn’t used to the sound of a receptionist’s voice.

I laughed and explained why and she patiently connected me with Mahesh.

“Yes, I am at the office, we are open for business,” Mahesh replied when I asked. “We are busy.”

Mahesh Ranganathan, International Product Manager leads the international sales for his family-owned company Kibow Biotech, Inc. located in Newtown Square Pennsylvania.

“We have 20 employees here and currently 4 are in the office to field phone orders. We haven’t had any layoffs and in fact, we are looking to recruit additional marketing, sales and research associates.”

Founded in 1997 by Mahesh’s father, Dr. Rangan, Kibow Biotech researches and develops scientifically-formulated and clinically-tested probiotic dietary supplements for maintaining kidney health and boosting the immunity of the geriatric population by restoring their intestinal microflora.

The name Kibow was derived from KI – for Kidney and BOW – for bowels and the product line includes: Renadyl™, Kibow Fortis®, Kibow Flora™, and Azodyl™. 

“We currently sell online and through other online distributors via amazon and their respective website. Not in brick and mortar. We sell to a 65 percent mix of consumers direct and about 35 percent to HealthCare professionals direct.”

During this COVID-19 pandemic, news reports repeatedly mention the need to maintain healthy immune systems to fight COVID-19.  “We have seen renewed interest in our Kibow Flora and a slight increase in sales,” Mahesh confirms. “Gut Microflora are responsible for boosting immunity and overall well-being of a person.”

Kibow’s website describes, Kibow Flora as providing a natural immune system boost.  “Kibow Flora ™is a highly effective probiotic supplement that contains 30 billion live probiotic bacteria per capsule. Kibow Flora is 100% natural and is enteric coated to ensure that the probiotic bacteria are not destroyed by gastric or bile acids before they are released into the bowel.”

“We have a 14-day window for shipping but then our products need to be refrigerated. Many probiotics you find in stores don’t have the same potency as ours.”

Kibow’s highest selling product is Renadyl™, a natural supplement which helps to metabolize nitrogenous waste that has diffused from the bloodstream into the bowel. “We’ve developed our products to serve niche markets. Older populations with kidney health issues and diabetes don’t have a lot of treatment options.”

Another Kibow product, Kibow Fortis®  was developed as prebiotic to stimulate the growth of the “good” bacteria, namely, the lactobacilli and the bifidobacteria.

Azodyl™  is a Kibow product developed specifically for cats and dogs to slow down uremic toxin buildup and helps prevent kidney damage. The supplement is also distributed and marketed by a French company, Vétoquinol.

“The World Trade Center of Greater Philadelphia has been key with International Trade rep support and informational resources provided to help our international expansions efforts.”

The top international markets for Kibow include Mexico, India, and the Philippines, “there is a large diabetic population in these regions.”

“International sales via distribution average about 100,000 customers. We have about 25,000 US.”

In January 2020, Mahesh attended Arab Health, one of the largest healthcare trade shows in Dubai, “ I had no idea, what was happening. Germs discriminate and affect populations unequally. The virus is a hidden epidemic of weakened immune systems. Public policy must focus on people’s ability to withstand infection.”  

Part of Kibow’s company vision statement, “is to advance the welfare of people globally by providing superior probiotic supplements.”

Kibow offers a phone ordering option for older populations that prefer speaking with a knowledgeable customer service representative.

And a friendly receptionist who answers the phone from an office during a pandemic.

Navigating Logistics During COVID-19. WTCGP’s “Got Questions” Featuring BDP’s Michael Ford provided some answers

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By Graziella DiNuzzo also appeared on WTCGP Blog

​“The good news is that companies are exporting, products are leaving the US, going ocean and air, “ explained Michael Ford, Vice President of Government and Industry Affairs for BDP International, as he led the inaugural WTCGP Got Questions? digital series on April 16th.

President Linda Conlin welcomed nine company executives who signed up to get up- to-date information on logistics, “amidst this unprecedented pandemic member and client companies are looking for answers, and WTCGP is lining up the experts to provide some answers, even if its “don’t know yet.”

Throughout his successful career, Ford has helped companies navigate ever-changing import and export documentation and complex regulatory compliance. Ford has been with BDP for 40 of the companies’ 53-year existence. A privately owned and operated company, BDP’s mission is to deliver logistics solutions and transportation services – and they are busy.

In 2019, the WTCGP helped export companies with over $128 million in export sales, according to documented export sales reports. “We are committed to ensuring that our companies have the resources to succeed amidst this new normal,” said Conlin.

The reality is, “what has always been in place is now upside down,” said Ford to the attentive zoom meeting audience.

“Companies are having new experiences. Same person who is importing chemicals is now importing safety equipment, masks etc. – something outside of their scope of work,” Ford explains referring to the high demand of PPE (Personal Protection Equipment). “We are seeing a humanitarian position from companies to deliver health and medical supplies and what it means to work quickly to reinvent your company.”

“Trucks are busy, busy, busy on the roads working really hard to meet increasing demands for food. It’s a bit easier now that everyone is off the road.”

Rob Hutchison, President, Visual Software was pleased to learn, “more about logistics than he ever knew.”

With Rob’s focus on bringing technology to remote areas in Africa and his need to ship thousands of laptops, Ford’s suggestions were quite insightful.

“Since the international passenger air travel restrictions, more passenger planes can be used for air freight,” Ford explains. “Companies can take advantage of the best price and best service.”

The new reality for ocean freight was also discussed. “January, February and March, we have seen carrier ships bypassing China. Ships are returning to the US with empty containers.”

What does the future hold?

Ford urged the audience to “communicate, pick up the phone and re-establish relationships with your clients.”
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“We are all under pressure. We need to ride this out together and it’s time to humanize what we are dealing with.”

​Packaging Progressions: Providing Safe, Clean and Efficient handling of your food​

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By Graziella DiNuzzo
Ever wonder how the piece of paper you find in between beef patties gets there?  Most probably not.  At one time, human hands painstakingly placed the paper, one at a time, to separate each patty in an assembly line, until engineer Lawrence Ward had an idea that would revolutionize the meat industry.  In 1989, Ward invented the Arc’Tronic Hole Perforator – Packaging Progressions Inc. was born.

Dante Pietrinferni was working as a Production Manager at Mechtronics Industries, a machine-building company, when Mr. Ward discovered him and offered him a job. It was 1992 and with only six employees, Pacproinc® was designing and manufacturing automatic, high-speed interleavers and stackers, eventually obtaining a patent for their   “Inline Foldover” method in 1995.

Pietrinferni became President of Packaging Progressions in 2011.
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“Our machines operate at the highest speeds, we have superior customer service and the most industry expertise. We were first to market and consider ourselves number one in the world,” smiles Pietrinferni.

Applications for Pacproinc® began with Philly steaks and now include bacon, cheese, cookie dough, puff pastry, empanadas and tortillas, pasta sheets, burger patties, flatbreads and pizza bases, and sliced deli meats.

“We are able to take our core technology and adapt it to many products.”

Popular brands packaged on Pacproinc® machines include Domino Pizza, Subway, and McDonald’s.

“As we grew we were able to develop other packaging solutions within the food industry.”

Today, Pacproinc® has expanded its line of hole perforators, interleavers and stackers to include custom and standard conveyors, value-added services, and a full range of interleaving materials.
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“Our biggest domestic sellers are bacon and burger packaging machines.”

Pacproinc® began exporting in the mid-nineties, but not without some challenges and lessons learned.
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“We learned the hard way that a handshake deal is not a good idea. We worked with a man named Mr. Sleegers, whom we met at a trade show and eventually became our European representative. We knew we needed a local presence in order to provide the level of service our customers are used to.”

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Dante Pietrinferni demonstrates the burger-packaging machine

“We had various levels of success in Europe through 2000, until Mr. Sleeger decided to reverse engineer our machines and make his own version. He essentially took over our European market.”

In July 2019, Pacproinc® was acquired by Middleby Corporation, a global leader in the foodservice industry.

“The benefit that excites us the most is being able to leverage Middleby’s international assets to help us sell our products all over the world. Our biggest challenge to selling internationally was our lack of service and sales support within a territory. International customers were reluctant to buy from a company that did not have a local presence and provided support from the U.S.”

In 2019, Pacproinc® sold its machines into Canada, Malaysia, Peru and the U.K.
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“We have sold parts, materials, and machines to Australia, Thailand, Israel, Jordan, Saudi Arabia, Germany, France, the Netherlands, Denmark, Sweden, Poland, Canada, Peru, Mexico and the U.K. “

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Packaging Progressions manufacturing warehouse

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Bacon packaging machine

Pietrinferni recalls a meeting organized by WTCGP and the Korean PA Authorized Trade Representative, “We were meeting with a South Korean company, in a Greek restaurant in Germany. The South Koreans seemed angry. By learning some cultural awareness from our WTCGP contact, we understood that was just their communication style.”

As the food industry grows to changing consumer demands, Pietrinferni understands that Pacproinc® will need to adapt.

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Dante Pietrinferni demonstrates robotic arm
“We have a lot of discussion about using paper versus plastic and are looking for more sustainable methods. Some clients require a heavier wax coating on the paper. We are always working on different formulations.”
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During a tour of the plant, Mr. Pietrinferni demonstrated a robotic arm that the engineers are looking to integrate with their machines.
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“We have developed new designs that work with our core technologies and created about 8 to 10 patents over the years.”Today, Packaging Progressions (Pacproinc®) has 65 employees and during the last three years have consistently recorded 15% growth each year.The future looks bright for Packaging Progressions.
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“We not only provide a safe and sanitary solution to packaging fresh and frozen food, we also have superior 24/7 customer service. No one else can do what we do.”

Van Horn Metz and Company, provide just the right ingredients companies need

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by Graziella DiNuzzo

Did you ever look at the interior of a car and wonder how it was made, or why the paint is so shiny? Most likely not. After visiting with member company Van Horn, Metz & Company (VHM), I look at these things differently.

“Take a walk through Home Depot,” says President Barry Fisher. “It is safe to say that at least one or more of the raw materials we sell was used to make just about everything in the store.”

From Pigments like Iron Oxides and Titanium Dioxide to Additives like UV Stabilizers and Hyperdispersants and Resins like Epoxy Esters and Low VOC alkyds to Dyes like Lake Pigments and FD&C, and Extenders like Attapulgite Clay and Barium Sulfate…whew…VHM has everything the Industrial markets need to formulate their products.

Anamaria Tanase, Market Development Manager for Van Horn, Metz & Co. agrees that sorting through their vast product line is overwhelming for folks outside the industry. “Think of baking a cake,” she says. The ingredients the customer may need are some Pigment, Additive, Resin, Extender, etc. …mix it all or some together and the end result might become a bio-based sealant or paint for your deck.

Navigating through VHM’s product line may also be daunting for new and established customers as well, which is why VHM has a team of 18 specialized technical experts with vast industry experience, training, and education, to assist with product development every step of the way from production to placement. The VHM team is located across the central and eastern US, and their logistics and warehouse capabilities include 12 warehouses and six sales offices.

“We bring value with the products we sell,” says Mr. Fisher.  “Our team develops long-standing relationships with our customer’s team to ensure they get it right the first time.”

The VHM story began in 1950 when Harold Van Horn and Donald Metz joined forces to form Van Horn, Metz. The idea for their business came about while the men were working on camouflage paint formulations for the US government during World War II, beginning the journey for VHM to become the leading specialty raw materials distributor in North America.

As distributors for over 25 renowned companies including Chemours, Evonik, Cargill, Lubrizol, and others, VHM maintains its position to provide the most advanced products – safely.
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“All personnel are required to complete Hazmat training. Handling chemicals is taken seriously,” adds Mr. Fisher.

VHM is a long-standing member of the National Association of Chemical Distributors (NACD) and recently passed its sixth NACD Responsible Distributor verification.  VHM also belongs to the American Coatings Association (ACA), Society of Plastics Engineers (SPE), the Federation of Societies for Coating Technology and the World Trade Center of Greater Philadelphia (WTCGP).

“It was six years ago that we began exporting,” Mr. Fisher explains. “We are currently doing business in Canada, Germany, Brazil, Mexico the UK and China.”

Mr. Fisher is a member of the WTCGP Advisory Council. “WTCGP has been a help for VHM, most importantly, it was our introduction to White and Williams law firm that has given us the critical legal advice we need to continue our work internationally.”

Mr. Fisher also credits a Temple University intern who joined the VHM team almost a year ago. “Fresh eyes are helping us with our inventory management and our supply chain challenges.”
The Greek Philosopher Plato once said that necessity is the mother of invention. Each year thousands of products are invented and for those that succeed, VHM may have a little something to do with it…not to mention the ink to print this article.

https://www.vanhornmetz.com/

Made in America: American Cable Company, Family Company Living the Dream

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President, Carlos Gonzalez Jr., walked past the stacks of unwrapped Christmas presents towering in the corner of the conference room, a few floors above the American Cable Company warehouse in Northeast Philadelphia. “I still have to wrap my grandkids presents,” he smiles.

“Welcome to American Cable Company.”

“None of this would have happened if my dad hadn’t won the lottery to leave Cuba with me, my sister and mom in the late 60’s,” Gonzalez says with outstretched arms pointing to the shelves lined with toy sized John Deere and Caterpillar trucks and cranes.

“When we got off the plane in Miami, the person greeting us asked my dad where he wanted to go and he said, north. We ended up in Queens New York. I still remember the milk crate on the fire escape we used as a refrigerator and how our laundry would get frozen stiff on the outside clothesline.”

Six months after arriving in New York, Carlos Sr. accepted a job as a painter, and relocated his family to North Philadelphia. It wasn’t long before Carlos Sr. was supervising 50 people. “He was a leader,” Gonzalez says.

“He worked so hard, had an idea, and made it happen.”

After a day of painting, Carlos Sr. would hand make replacement auto battery terminals– a part sought after by area mechanics.

“I would go around Philly collecting scrap metal.”  Read More

 

 

Dr. Ajay Nair, newly appointed president of Arcadia University, is passionate about racial and social justice, and desi rap

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Dr. Nair will be officially inaugurated as President on October 13th. A weeklong series of events entitled: Reimagining Our Higher Education Community: From Inclusion to Justice will begin on October 8th. 

Dr. Ajay Nair is the first person of color to be appointed president of Arcadia University, one of the first university presidents in the United States of Indian heritage who was born and raised in Philadelphia and one of the first leaders in higher education to be called a disruptor.
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