“Together Talks” #102: FSI with Josh Read, Marketing Director

Some Background on FSI

For today's edition of "Together Talks" campaign, KLS had the opportunity to interview FSI and Josh Read, Marketing Director. FSI is a global leader in the polyurethane industry and a trusted chemical supplier. They pride themselves on the patented Ecomate? technology, an environmentally friendly blowing agent integral to their top-tier polyurethane foam systems. With zero global warming potential, zero ozone depletion potential, and no volatile organic compounds, Ecomate? is the industry's choice for sustainable and effective insulation and sealing solutions.

50+ years

FSI started as a two-person team in 1972, founded by David and Karen Keske. The EPA had just become an organization. Chemistry and the future was on a lot of new parents' minds. David had been previously working at Olin Corporation, and felt there might be a better path forward. Together they started FSI from their home in Missouri. Since the beginning the company has focused on providing advanced polyurethane systems (with the goal of eco-friendly materials). In addition they provide exceptional support, especially to smaller clients overlooked by larger corporations.

FSI celebrated their 50th anniversary in October 2022. Josh told us it was a wonderful event and exciting to see the journey the Founders had taken a risk to fill a gap in the polyurethane industry. What started as a couple wanting to affect the chemical industry on behalf of their children's future turned into an organization that still operates on those foundational principles of Sustainability, Innovation, and Caring.

FSI was formally known as Foam Supplies Inc. They provide OEMs with "the full package" encompassing polyurethane chemical systems, the necessary equipment for their product manufacturing, and technical services to optimize facility productivity. The transition to the abbreviation 'FSI' at their 50th anniversary marked a strategic shift as they expanded further into global markets.

Problem Solvers

When we asked Josh what separates FSI from competitors he said he'd love to say it is the unique blend of eco-friendly initiatives or our deep and diverse polyurethane products, but it is the chemical industry. Literally speaking, chemicals are the virtually the same. He used an analogy, "If you get medicine whether it is name brand or store brand over-the-counter, the back will have similar or often the same ingredients."

But FSI does excel and he echoed the feedback and praise of their customers as evidence. "They would tell you how we provided chemical for them when nobody else could and it kept their plant open and saved hundreds of jobs. Or they would tell you how they were wasting product because they couldn't get the chemical to flow just right and our technical support was able to figure out the solution for them." Josh summed it up that their biggest differentiator is at their core they are problem solvers. In their heart of hearts, they provide solutions when a problem is presented.

In addition to their technical services team and account reps, Josh wanted to highlight their extensive and incredible research and development team. Although they operate behind the scenes, they are in the lab developing innovative and diverse polyurethane systems, like the Ecoflex? and Genfoam? OC lines. Both lines meet stringent environmental and industry standards while delivering superior performance.

Josh shared how impactful it was when the leadership realized because of all the raw materials and resources they had invested in, they were in a unique position. Unlike many, FSI was privileged that we did not have to put any of our customers on allocation due to shortages. And despite their growth he was quick to state, "At FSI, we offer not just products, but solutions. ?Our comprehensive range of polyurethane systems, including innovative and eco-friendly options, cater to various industries, ensuring quality, efficiency, and sustainability." The mix of their technical expertise with one of their core values of Caring, it is easy to see why they have such strong partnerships with so many manufacturers.

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Complexities

Navigating the complexities of the chemical industry, especially in sustainable innovations is a constant challenge for FSI. The shift from traditional polyurethane systems to more eco-friendly alternatives like their Ecomate? line required a broad shift in industry perception. Josh once again provided an analogy, "Bringing it back to a personal level, if you had the choice of two laundry detergents, one brand name and the other an eco-friendly version, which would you use to wash your gym clothes? The eco-friendly version has been developed to do a better job than the brand name that hasn't changed its formula in years."

Being a company that prides itself on customer focus, consistently meeting and exceeding diverse client needs in a rapidly evolving market has been challenging. However Josh shared that provides some of their most rewarding encounters. These challenges have propelled them to continually innovate and adapt, ensuring that the solutions are not just environmentally sustainable but also meet the high-performance standards their clients rely on.

Josh reflected on one of the big achievements for FSI, the development of their SLUG (Solvent Less Urethane Gun) Gun Pro. This product was born from their commitment to creating safer, more environmentally-friendly solutions in the polyurethane industry. The journey to replace harmful chemicals in traditional polyurethane dispensing equipment with something safer was challenging, but the result was immensely gratifying. Josh elaborated, "The SLUG Gun Pro revolutionized the safety standards, significantly reducing the exposure of harmful chemicals to production workers. Achieving this milestone that directly impacts the lives of people we work with in the manufacturing facilities is rewarding."

Josh explained what led him to join FSI, "I had worked as a vendor with FSI for over a decade and that gave me a unique perspective on the company. I developed strong relationships with key staff which allowed me to see firsthand how FSI values and takes care of their employees - many who have been working there for over 25 years. It spoke volumes about the company culture. FSI always felt like more than a business to me, it felt like a community I wanted to be a part of. So, when the opportunity to join the team came, it was an easy decision."

Goals

When Covid hit, the leadership was instantly hit with uncertainties and challenges. The biggest concern was the well-being and job security of their entire staff during the crisis. To make matters even more difficult, FSI had just made significant capital investments in raw materials and other resources. As we all recall, the world had supply chain issues during that time. While many were struggling with shortages, FSI resource investment paid off as they were able to provide for their customers.

This coming year at FSI, they are fully focused on enhancing operational efficiency. Aiming to evolve their supply chain into something not just robust, but scalable to meet growing demands. With the 'Amazonization' mindset making its way into the B2B world, FSI is more committed than ever to exceeding delivery expectations. Josh shared, "By investing significantly in automation and supply chain improvements, we’re ensuring faster, more reliable service that meets the quick pace our clients expect. It's an exciting season, as we continuously improve our efficiency and speed, while maintaining our dedication to sustainability and innovation."

The next phase of FSI is three-fold blending innovation, expansion, and deeper client relationships. They are advancing with their tote-to-tank systems which save space, costs, and enhance environmental friendliness. That innovation has furthered expansion into global markets where their polyurethane expertise is meeting several industry-specific challenges. Understanding and evolving with their clients' needs remains central, as FSI continues to be more than suppliers, but true partners in their success. This phase is about leading in sustainable technology and nurturing strong client partnerships.

Josh summed up the next chapter hopefully at FSI, "I'd say it's a mix of family roots and bold growth. Our CEO, building on what his parents started, has skyrocketed FSI to seven times its size in under a decade. His dream is to hand over the legacy to his children, so they can bring FSI into an even brighter future."

Piece of Advice

The conversation with Josh ended with him sharing his piece of advice.

"I think the golden rule was the greatest piece of advice ever given: Treat others as you would like to be treated. What I encourage my children to do in order to apply this principle to their lives is to slow down and truly observe and acknowledge the individual before you. Recognize their humanity and unique perspective, and be present when engaging with them."

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In Closing

KLS wants to thank Josh Read, Marketing Director, of FSI for today's "Together Talks" feature. Follow along for their journey with their social handles below!

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