CUYAHOGA FALLS, Ohio—For Eagle Elastomer Inc., it's all about value.
The custom mixer and extruder works exclusively with fluoroelastomers and some perfluoroelastomers, because it's a higher-quality material.
Exclusivity has paid off for the firm.
"In our business, there are a lot of ways to reduce the cost, and over the years, there's been a push to reduce cost and sometimes at the detriment of the material," said President Regan McHale. "We've made a decision not to do that. We've lost some business because of that, and we accept that, but we also have a large clientele of customers that demand that—customers that can't afford to put in defective seals or materials that are substandard."
Eagle has three primary business units: custom mixing, extruded products and sheet products. McHale said the sheet side of the business accounts for less than 2 percent, while the other two areas are split about evenly.
The company primarily serves the oil and gas, aerospace and chemical processing industries. The firm also supplies automotive, semiconductor, power generation and life sciences, and it recently has been involved with wire and cable.
On the extruding side, Eagle works with O-ring cords, tubing and custom profiles.
The company compounds to its and its customer's formula specifications. Eagle can perform granulate, calender the batch into thin sheeting, strip for injection presses, pelletize and offer a variety of colors. Eagle also can run batch sizes ranging from two to 1,000 pounds, which allows its customers to scale up slowly.
McHale said Eagle strives for value on both sides. If the company feels one of its customers—particularly ones with limited experience working with fluoroelastomers—is being too aggressive in its initial purchasing, Eagle first will make sure the product works the way its customer envisioned, then scale up slowly. That decision might cost Eagle a bigger sale in the short term, but Eagle's more focused on the bigger picture.
"We don't work for the sale. We work for the repeat sale," said Technical Manager John Allen.