From the Desk of

 

Military Skills Put to Good Use

Clarkston Brothers' $3 Million Success Story

Robert Jablonski

 

Things they learned in the military still serve them well today, say Jim and Bob Jablonski, owners of Millenium Products Inc., a 9-year-old company they started in a garage and that now grosses more than $3 million in revenue every year.

"A military background gives you a maturity, a sense of order and a respect for timelines. You get things done," said Bob, the company's vice president of marketing and sales. Jim is the company's president.

Jim and Bob -- both U.S. military veterans -- launched their Clarkston, Michigan-based business in August 1999 on the eve of the new millenium.

At the time, consumers were worried about the so-called Y2K computer bug, which some feared could crash computers and bring about massive electrical power failures when the year 2000 rolled around.

That didn't happen. But at the time, the fears were real.

"We figured everyone would go nuts," said Bob.

In the beginning, the brothers bought small portable generators from local discount retailers and sold them from Bob's garage.

Flexibility, vision helped Jablonskis expand horizons

Business was brisk, but the eventually the brothers decided to carry no inventory and to sell only on the Internet and drop ship all products directly from the factory.

"It's a new world out there," Bob said. And they plunged directly into it.

They quickly realized there was a market for other things.

Today, the brothers no longer sell home generators and do very little retail business.

Instead, they get their products from about 10 commercial suppliers and they sell a wide array of products, including standby generators, traffic data collection equipment, light towers, fuel trailers, radar speed directors, commercial-size generators and programmable highway message signs.

They recently sold 72 light towers to the U.S. Marines in Baghdad, said Bob, who these days routinely field phone calls from military supply officers in Iraq.

All items are shipped from the suppliers directly to the customers.

This allows the brothers to operate with little overhead.

In addition to Jim and Bob, the company also has on staff a project engineer and hires independent contractors to accommodate clients' requests on an as-needed basis.

"In effect, we staff up as job requirements demand," Bob said.

 

Today. the growing company operates out of offices in Clarkston and Holly, Michigan, and Naples, Florida.

 

About 75 percent of the company's sales are to the federal government, including all branches of the U.S. military (both stateside and overseas), the U.S. Border Patrol, the Department of Homeland Security, embassies, the FBI, NASA, the Veterans Administration and federal prison systems.

 

They also sell to states and local municipalities.

 

Jim served for two years in the Army and Bob for four years in the Air Force. Jim later went onto a career as a financial consultant and now is in charge of sales for Millenium Products. Bob worked in advertising and now handles Millenium's marketing, billing and the books.

 

Service in Vietnam left Jim with a disability. As a result, their business is designated as a Service Disabled Veteran Owned Small Business.

 

Federal agencies are required to award 3 percent of their contracts to service disabled veteran owned small businesses like Millenium.

Four "PH's" vital to procurement success

 

But it wasn't easy becoming a government contractor. The brothers said the application to become a supplier to the U.S. General Services Administration was 185 pages long and it took them many months to become certified by the GSA to sell to the federal government.

The Jablonski brothers cite four keys to success, which they sum up as "the four P's."

1. "Be persistent."
2. "Be patient."
3. "Be proud of your product."
4. "Be pro-active."

Explaining that last point, Bob said it is important for business owners go to conferences and other places where they can network.

"You've got to be on the case every day," he said.

In addition, he said, business owners must have a solid business plan, update it every year and know how to measure their success.

Jim also has some other advice for would-be business owners.

He said it is important to be available and able to immediately respond to customers' questions and concerns.

That quick response is absolutely vital, said Jim, who adds that he and Bob make a point of always responding to phone calls and emails just as fast as they can.

"It's important to make people feel comfortable. You want someone to establish a rapport," Jim said.

That kind of personal attention to detail and customer concerns adds value to a product or service, he said.

"The job's not done till everything's done. It's the fundamentals," said Jim.

They also recommend that veterans looking to start a business contact the local office of the federal Procurement Technical Assistance Center, which can help them through the steps needed to become a government contractor. Click here to find the PTAC office near you.

For details about Millenium Products Inc., go to their Web site or call the Jablonskis at (888) 901-7430. And expect a quick response.

Carl Stoddard

Maj. ANG (Ret.)