july2017

50 51 COLD JET, LLC 2510 E. Sharon Road Cincinnati, Ohio 45241-1891 513-771-2590 n (Fax) 771-1447 www.OhioHydraulics.com n Tube Bending n Welding n Machine Shop n Cylinder Repair n Hose & Tube Assemblies While You Wait n Components Made to Your Specifications PREFERRED VENDORS n Hydrotech Inc. www.hydrotech.com n IRP Industrial Rubber Ltd. www.irprubber.com n Ohio Hydraulics www.ohiohydraulics.com We clean faster, we clean better. And then, of course, there’s the quality and the service, as well.We’re a capital goods company; we sell capital goods, but we put a service model on that.We have customer service coordinators that are halfway between sales and service people that kind of ‘own’ the customer after the sale, so they continue to take care of them even though we don’t sell dry ice. There’s no continuing income, but we continue to take care of them. It really makes a loyal customer base and it’s been successful for us.” When it comes to marketing its products, Marlowe says that Cool Jet is very proactive. “Being the number one company, we do bear the brunt of marketing expenses and we’re very aggressive in getting out there, especial- ly for certain key industries and markets,” he declares. “We play big in the plastic and rubber molding space, which means we’re big in auto- motive and aerospace because of that. Found- ries – that’s metal molding.We clean all that mold tooling– right in place, online, even when it’s hot.We’re very good at it. So, we spend a lot of time at conferences, tradeshows, and direct marketing to those people.” “What we’ve done recently, and what’s really started to work, is we’re getting a much deeper market penetration,” he continues. “I can think of 40 industries and hundreds of applications where dry ice blast cleaning works, but we know it works really well in plastic molding. So, we went and hired a guy that specializes in plastic molding to come and just take dry ice into plastics. And it’s really starting to pay off. We’re seeing big time market penetration for the plastics industry. It’s gained market accep- tance as the way to clean. So, we want more of that –more specific vertical integration of markets where we can dive deep and really find solutions that make a difference to our custom- ers rather than just being a neat cleaner that’s out there.” Finally, Marlowe adds that compared to many other American companies, Cold Jet contributes to the positive side of the country’s trade bal- ance. “When we go to China, I’m the only guy on the plane going over there to sell stuff. Every- body else is going over there to make stuff,” he quips. “We manufacture in the U.S. and we’re proud of that.We have good quality products that we make here and sell all over the world.”