J. Solotken & Company, Inc.

particularly where the end product is a faucet or something that might be exposed to drinking water. So today, the smelters, and brass and bronze ingot makers, want lead-free brass. Well, we’re able to isolate and really get down to specifics in levels of impurity, which sets us apart from many of our competitors.” Nachlis: “All consumers only need a certain amount of scrap and we like to think that we produce a quality scrap package, so that when consumers buy from us, they have confidence that the materials that they’ve ordered will be the material that arrives, and that they won’t have any problems with their melt, chemistry-wise, and they can trust the quality of the product. If they can do that, they’ll be more willing to buy material from us than they would from a competitor of ours, or someone that they have not known for 50 or 60 years. BVM: How do you go to market? Nachlis: “On the buy side, being around for 105 years, I think we’re well-respected. We have a good reputation, not only in the industry, but in the community. So, a lot of it is word of mouth, and a lot of it is partnerships that our current suppliers have with other manufacturers through outsourcing capabilities. So, if we have a supplier that’s outsourcing some business to another manufacturing company, they will put in a good word for us; we’ll make contact with that manufacturing entity and form a relationship that way. “On the sell side, we have to be very attuned to changes on the consumer side – new mills that open up, new smelters, new ingot makers. Joe reads a lot of industry publications and he is very skilled at finding new consumers or potential consumers. It comes down to being on top of the marketplace and understanding what’s happening, and who potential consumers are – where they are, what they buy, what they like, what they don’t like; and again, forming relationships with them.” BVM: What are some of your priorities, going forward?