Passion, coupled with smart business practices, is the key to growth for this small business owner.
Richard W. Sinclair, president of Applied Process Equipment, is expanding operations after landing a major licensing deal with U.K. firm MEL Chemicals. The partnership allows him to add manufacturing to his repertoire while becoming a leading name in the wastewater management industry. We picked his brain to discover how this small operation became a big success.
NFIB Member: Richard W. Sinclair
Business: Applied Process Equipment Inc.
Employees: 5
Location: Scottsdale, Arizona
How did you become a small business owner?
In the West, water is very important. I quickly determined the wastewater side of the equation offered greater opportunity and it [had] far less competition. I started this business in 1988, and within two years I had pretty well shifted the focus over to the dirty water side of things, everything from sewage pumps on up. And year by year we’ve expanded, added interrelated products to the point that we can usually provide a very complete, comprehensive [and] integrated package of water-treatment equipment.
How has the licensing deal helped your business grow?
This licensing agreement takes us one step further. Rather than just buying from several different sources and creating an integrated package, we have become a true manufacturer of a family of water-treatment equipment. It is a very interesting and dramatic change. As I’m talking to potential suppliers and other companies with whom I’d like to do business, they’re like, “You’re an OEM [original equipment manufacturer]. We need to work with you.” So suddenly this very large company is very happy to become my partner on any major projects I bring to the table.
What have you not yet achieved that you would like to?
I haven’t begun to develop the full potential of what we have, and that’s part of what motivates me. I’ve brought together a very synergistic group of products [that] are very useful and solve a lot of problems. I haven’t come close to building the sales team that can truly live up to the potential of what we have—and that’s still my core driving focus.
What advice would you give to other small business owners?
Follow your passion. Essentially, that is what I’ve done. Sometimes I haven’t known exactly where it’s going to lead. But at least I’m thrilled and excited to get up in the morning, go to the office and see what new projects might be coming my way.
