|| Print ||
|Articles - February 2014|
|Tuesday, January 21, 2014|
Page 3 of 4
Wilsonville-headquartered FLIR Systems, while also drawing the bulk of its sales from commercial markets, was not so lucky. The end of the federal fiscal year usually brings a “contract flush” as government agencies spend down their budgets. Not so in 2013. As a result, FLIR’s CEO told analysts, the third quarter was the worst he’d seen in his three decades with the company, which manufactures night vision equipment and other advanced sensors. As a result, FLIR revised its 2013 revenue expectations from between $1.5 billion and $1.6 billion to between $1.45 billion and $1.5 billion. It also announced plans to close six locations in the U.S. and Europe, although its Oregon headquarters still employs about 300.
Anticipating smaller defense budgets, the company gradually cut its share of government work from 57% in 2009 to about 40% today. Vice president of corporate development and investor relations Shane Harrison says the 2013 sequestration cuts and the government shutdown were not even the biggest factor in the recent performance of its military business. “The fact that there is no budget impacts us more than the fact that the budget’s going down. It’s the uncertainty that not having a budget creates in our customers that is what’s been slowing our business down over the last two years.”
Meanwhile, a handful of smaller companies have grown their government business in the face of flighty congressional funding by taking a more entrepreneurial approach to winning the military’s business. Hillsboro-based Eid Passport, for example, nearly tripled sales in just three years as a growing roster of military outposts adopted its commercially developed RAPIDGate personnel identification systems.
“One of the big jokes is that we are much better known in Washington, D.C., than we are in Portland,” says James Robell, Eid Passport’s president and COO. Discussing the company’s recent growth, he comes across as confident as he is affable, with a wiry white mustache and an open collar on his striped dress shirt.
Robell, a 19-year Intel veteran, explains how Unicru founder Steve Larson drew from his experience automating human resources tasks to establish Eid Passport in 2001. The company began working for retail clients – including a group of Kmart stores right as that company filed for bankruptcy – but its rapid growth began when the DOD began looking for a low-cost way to track vendors entering and leaving military bases. Most defense acquisitions begin with an exhaustive internal process to develop a detailed request for proposals. Eid Passport, by contrast, effectively cold-called Washington state’s Fort Lewis in 2004 to offer its kiosk system that confirms visitors’ IDs using biometric information like fingerprints. With fees charged to base vendors covering all the costs, acquisition officials were willing to work with the company to bring the technology up to military standards and install it on the base.
Within six months, Camp Pendleton in California also adopted the system, followed by other bases and government agency headquarters. The DOD now represents 80% of the 300-person company’s $40 million in sales.
“The most challenging part was to convince the people who are responsible for helping protect the forces that, ‘Hey, there’s a new way to do business, and it’s not the same way you’ve been doing it,’” says Robell. “It was unique, because they are used to pushing through, at that time, several layers of carbon copy for a visitor pass or a business pass. And we brought them a completely automated system that included biometrics.”
Sequestration, though, slowed the company down. Fewer off-site workers maintaining Navy ships, for example, means fewer people paying for their credentials to access the shipyard. As a consequence, Eid Passport’s revenues flattened last year, even though the company continued to add customers. To reverse that trend, Robell says he’s placed a greater emphasis on selling to industrial facilities and nonmilitary agencies, like the departments of Energy and Homeland Security.
Monday, July 13, 2015
BY CHRIS NOBLE
Whether you're stepping out to work or onto the track, Pacific Northwest shoe companies have you covered.
Wednesday, July 15, 2015
Oregon's roads are crumbling, and revenues from state and local gas taxes are not sufficient to pay for improvements. We asked readers if the private sector should help fund transportation maintenance and repairs. Research partner CFM Strategic Communications conducted the poll of 366 readers in February.
Wednesday, August 19, 2015
BY JACOB PALMER | DIGITAL NEWS EDITOR
One of the hottest new investment trends has proven quite lucrative for some companies.
Thursday, July 09, 2015
The sweltering weather didn't keep the crowds away. Although the numbers were down slightly from last year, the Oregon Food Bank raised $850,636 to fight hunger. About 80,000 people attended despite temperatures in the upper 90s.
Thursday, August 20, 2015
BY DAN COOK
The state’s angel investing fund gets hammered in Salem.
Monday, July 13, 2015
BY JACOB PALMER
Holding a Power Lunch at Veritable Quandary in downtown Portland.
Monday, July 13, 2015
BY AMY MILSHTEIN | PHOTOS BY JASON E. KAPLAN
Telemedicine, new partnerships and real estate diversification make health care more accessible in rural Oregon.
|Child care challenge|
|Is there life beyond Reed?|
|Back to School|
|Ninkasi grows to NY|
|Eco challenges facing Oregon|
|Adidas produces special shoe for upcoming Timbers/Sounders match|
|Intel invests $60M in drone company|
|Congestion should be expected|
|How many devices are using Windows 10?|
|Aftermath of the Ashley Madison hack|
Transforming the culture of Oregon’s educational leadership.
The Board dismissed a petition related to efforts to unionize the Northwestern University football team.
Every once in a while we receive a letter in the (fictional) mailbag that is tough to describe and quite compelling. This week, Isabel, the new HR manager at LabCo (and someone who is new to HR), wants to know whether she may fire the owner’s son for having an Oregon medical marijuana card. In passing, Isabel also makes a number of alarming admissions about her motivation. Here is Isabel’s nerve-racking question and our response to it.
Oregon Sick Leave is here, and changes to the federal white-collar worker regulations are on the way. This workshop will prepare you for both. We invite you to participate in an interactive discussion on how to start planning now for the future impact on your operations and finances.
Presented by OEN + CENTRL + YESpdx.
This Roundtable will cover numerous issues under the employer "shared responsibility" rules of the Affordable Care Act, including how to track the "full-time" status of variable-hour employees, temporary or seasonal employees, and employees who experience a change in status or a break in service. Additionally, we will provide a brief overview of Code sections 6055 and 6056, which require most mid-sized and large employers to submit their first information reports to the IRS in early 2016 regarding the health insurance coverage being offered to employees. We invite you to participate in an interactive discussion on how to prepare for the future impact of the shared responsibility rules on your operations and finances.