Massachusetts hand-dryer maker will get serving to hand from U.S.-China commerce struggle

EAST LONGMEADOW, Mass. (Reuters) – The U.S.-China commerce struggle is creating one thing William Gagnon as soon as thought unimaginable – a 100% American-made rest room hand dryer.

Excel Dryer vice chairman of selling and key accounts, Invoice Gagnon, works on the manufacturing unit in East Longmeadow, Massachusetts, U.S., October 25, 2019. REUTERS/Tim Aeppel

Gagnon’s family-owned firm, Excel Dryer Inc, sells about $40 million price of dryers a 12 months that principally go into public loos, together with at airports and casinos in addition to at Starbucks Corp (SBUX.O) and Walmart Inc (WMT.N) shops throughout the US.

The Western Massachusetts firm makes use of components made in the US at its 50-employee manufacturing unit, aside from the motors and digital controllers at their core. They lengthy sought a home provider for these objects, however no person may beat China’s low costs. Till now.

One problem for producers who need to produce Made in USA merchandise is that their provide chains, particularly for issues like electronics and motors, have migrated abroad looking for cheaper alternate options – one thing the Trump administration vowed to handle with tariffs.

However pulling provide chains again to the US is proving laborious to do. Many U.S. factories, together with the Apple Inc (AAPL.O) plant in Texas that President Donald Trump not too long ago toured, have as an alternative scrambled to acquire tariff exemptions for key imported components. Different producers are merely shifting to purchasing key components from different low-cost producers in Asia, sidestepping the tariffs.

Excel’s new motors are a uncommon instance of a tariff success.

Inside a couple of months, Excel will roll out its first all-American dryers, mentioned Gagnon, with motors and controllers constructed by an organization in Tennessee.

“We’d truly be prepared to pay slightly extra for U.S.-made,” however as a result of tariffs and the decreased price of delivery from a home manufacturing unit, the components will find yourself costing much less, he mentioned, pointing to a prototype of a motor and controller on the desk in entrance of him.

Tariffs carried out by the Trump administration pushed up the price of Excel’s Chinese language components by 25% final 12 months and, like many small firms, Excel lacked the assets to spend money on looking for an exemption in Washington. As an alternative, the corporate seen it as a chance. It was already engaged on upgrading its motor designs, making modifications that amongst different issues will quadruple the lifetime of the machines.

Common retail costs for Excel’s dryers vary from $400 to $700 per unit. The worldwide hand dyer enterprise is surprisingly aggressive, with the U.S. market nonetheless dominated by paper towels.

That is one cause an indication above Excel’s workplace door bears the slogan “Time to Throw within the Towel.”


The US imported $11.5 million price of hand dryers in 2018, the overwhelming majority from China, in response to U.S. Census Bureau knowledge. As tariffs have kicked in, U.S. imports of hand dryers from China have edged down – declining practically 9% since 2016 – whereas imports from Spain and Japan have elevated.

“We hope that extra clients can be like this – as soon as they see the full price concerned,” mentioned Adam Finch, director of engineering on the Fairview, Tennessee, manufacturing unit that may produce the brand new motor. Finch’s plant is a part of the Scott Fetzer Co, which is owned by Berkshire Hathaway (BRKa.N).

Finch mentioned many shoppers come to him as a result of they need a small variety of motors made – which is simpler to do at a home plant – or if they’re growing a brand new system that can be offshored to save cash as soon as it’s perfected. Within the case of Excel, the work will circulation the opposite manner: the Tennessee manufacturing unit is within the strategy of shifting tooling from China to the US because it gears up manufacturing for Excel.

Gagnon’s father, a former govt with the Hasbro Inc (HAS.O) toy firm, purchased the dryer firm in 1997, when it was a tiny operation with simply $2 million in yearly gross sales. The corporate’s roots return to 1963, when hand dryers have been a comparatively new expertise. The corporate retains a cumbersome forged iron hand dryer from the 1950s in its convention room as an oddity.

Gross sales took off in 2001, mentioned Gagnon, after his father launched a brand new design that would dry arms in simply 10 to 15 seconds. Older designs took longer to dry arms, which had lengthy hampered gross sales.

Staff work on the Excel Dryer manufacturing unit in East Longmeadow, Massachusetts, U.S., October 25, 2019. REUTERS/Tim Aeppel

In an ironic twist, the primary all-American dryers can be for export. The corporate has to supply dryers designed for various electrical techniques and the primary ones will ship early subsequent 12 months with 220-volt motors. Most will go to Britain. Gagnon mentioned the subsequent step is to develop a 110-volt model to be used in home machines.

Gagnon famous that the tariffs have weighed closely on his firm’s principal competitor, World Dryer, owned by Zurn Industries LLC, a subsidiary of Rexnord Corp (RXN.N), which imports completed machines. “They’ve needed to elevate costs,” he mentioned, “whereas we’re about to introduce machines which have new options—on the similar value.”

World Dryer declined to touch upon how tariffs have impacted its U.S. gross sales or manufacturing plans.

Reporting by Timothy Aeppel in East Longmeadow, Mass.,; Enhancing by Matthew Lewis

Our Requirements:The Thomson Reuters Belief Ideas.

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