Randall Industries owner believes in new beginnings

When Gregory Spencer bought a chemical company in 2006, he saw it as a chance to hire people who needed a second chance at success.

“I made some poor choices in my life as well. And somebody gave me an opportunity,” said Spencer, who also wanted to show that a black entrepreneur could succeed at owning a manufacturing business in the Pittsburgh region.

Spencer, 67, of Oakland, bought the assets of a troubled company, Space Chemical Inc. in Indiana County, from a bank. The company, a manufacturer of industrial cleaners, was in business 23 years and had counted the Department of Defense among its customers before Spencer purchased it. To give the company a fresh start, he changed the name to Randall Industries.

Spencer wasn't deterred by the fact that he was a former corporate executive who had never owned a manufacturing company before, the Washington, Pa., native said.

“If you're a good leader and a good businessman or (businessperson) and you make sure you understand processes, and if you hire the right people who have the right skills, then you can be successful,” said Spencer.

He talked to the Trib about his unusual path to business ownership.

Trib: Were you always on the path to entrepreneurship?

Spencer:No. I attended Wilberforce University in Ohio, where I majored in business administration, but I didn't finish. I left school and went into the Air Force, where I served from 1968 to 1971. Then I started working at U.S. Steel as a laborer at a plant. I went to night school at the University of Pittsburgh, graduating with honors with a public administration degree, and later got a master's in industrial relations from St. Francis University in Loretto. I was promoted to general manager of human resources at U.S. Steel. In 1994, I was recruited by EQT Corp. to become vice president of human resources. I eventually became the senior vice president and chief administration officer, before retiring in 2003 for health reasons.

Trib: What sets Randall apart from other manufacturers?

Spencer: The company makes specialty chemicals that remove grease, oil, dirt, scale, biofoul and germs from hard surfaces for commercial and industrial users. We also are an independent supplier of other products that we don't produce. We also have an odor-control business segment. There aren't many specialty chemical manufacturers in this region, and we compete with national companies that distribute to customers through supply companies. We're a small company with 12 employees at a plant in Cherry Tree (Indiana County) and at the Lower Hill headquarters.

Trib: What has been the biggest challenge?

Spencer:The biggest challenge has been getting to the decision makers. Companies want minority-owned firms to contact them for business through their supplier diversity offices. Though this is intended to help, it can be an added step that non-minority-owned companies don't encounter. Sometimes, it's unclear who the decision maker is, and they may not be as concerned about cost savings that your company can bring or where the company is located.

Trib: How do you deal with that?

Spencer: I am trying to diversify more into other markets as I try to obtain county, state and federal business, where consideration is supposed to be given to minority- and veteran-owned firms. We had to start a new customer base. We had to show the value of our product, which meant keeping costs down, providing superior service and convincing customers to give us a chance.

Trib: In what ways are you diversifying?

Spencer: About four years ago, we started an odor-control business in our service division. We go into restrooms at hospitals, colleges and other places and install and service air fresheners. It's been very helpful to our business. Also, we became an exporter to Asia to companies that provide service to customers that have heating and cooling systems and to companies that do their own maintenance on their systems.

Trib: What are your goals for Randall?

Spencer: My dream is to maintain the chemical blending business in Indiana County and to establish a facility here in Pittsburgh. I want to have a viable business that creates opportunities for others and makes money. I would love to add janitorial services to the business.

Tory N. Parrish is a Tribune-Review staff writer. Reach her at 412-380-5662 or tparrish@tribweb.com.