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V O L . X X I V N O. V I M A R C H 1 9 , 2 0 1 8 24 Leonard built the market by get- ting in front of end-users through phone calls, direct mail, trade shows and participation in industry associa- tions, reaching out across the United States, then around the world. "[We'd] get a list of all the petro- chemical plants," she explains. "You'd call and say, 'I make a product that replaces asbestos.'" e development of new products has always been a team effort, using in- house expertise, consultants, supplier input and collaboration with other industry leaders. at's led to advances such as incorporating fiberglass to make a combination of fiberglass with Nomex, a nylon-like fabric that replaced asbestos. e combina- tion yarn offered fiberglass's higher heat-resistance with Nomex's superior pliability and strength. New coatings and various yarn manipulations have enhanced qualities like heat-resistance and fiber cohesion. e company developed a way to transform fiber- glass to pure silica that takes extremely high temperatures, up to 3,000 degrees, for applications like ship-welding and steel-making. More recently, Auburn Manufacturing has been converting fabric into finished products through its capacity to cut, sew, quilt and layer, catering to niche and one-off markets. The China factor When Leonard hits a stumbling block, she hits back — hard. A major obstacle appeared in recent years, when China was flooding the U.S. market with low- cost silica fabric. Auburn Manufacturing is the largest U.S. manufacturer of silica fabric, and the principal supplier of the material to the U.S. Navy. At first, Leonard wasn't worried. "eir branding was awful," she says. "ey'd come to trade shows with a suit- case of fabrics, and it looked terrible." But over time, the products and pre- sentation improved, and U.S. companies formed to funnel the Chinese fabric into the market as "American made." In three years, Auburn Manufacturing lost 30% of its silica business. With representation from a Washington, D.C., law firm, in January 2016, Auburn Manufacturing filed a petition with the U.S. Department of Commerce and the U.S. International Trade Commission requesting imposi- tion of anti-dumping and countervail- ing duties on the Chinese fabric. In February 2017, the ITC voted in favor of Auburn Manufacturing. Chinese BerryDunn's team of seasoned professionals puts its assurance, tax and consulting know-how to work for you in a way that fi ts your operational style. We leverage our industry knowledge to help you make informed decisions and confi dently capitalize on the opportunities that drive value. Gain traction. Visit berrydunn.com or call 800.432.7202. traction traction GAINED » C O N T I N U E D F RO M PA G E 2 2 Kathie Leonard Age: In her 60s Leadership icon: Locally, Gene Geiger of Geiger Corp. in Lewiston, Maine, has been an inspiration for me for over 30 years. He consistently strives to do the right thing for his business, its associates and his community. Olympia Snowe stands out as a superb example of women in leadership roles. Even in retirement from the U.S. Senate, her Women's Leadership Institute is helping young women to find their values, voice and vision. Maine's biggest challenge: Limited resources dedicated to business and workforce development. Maine's biggest opportunity: Great quality of life, clean environment and a good telecommunications system. Best business advice: Stay close to your customers, both in person and electronically. 5 QUESTIONS

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