Friedel Moser President of Fundy Textile & Design Ltd. Truro, Nova Scotia How Friedel Moser sews success Survival skills are important in business today, and Friedel Moser is a case in point.

Finding herself jobless in 1981, this native of Germany decided to take her destiny into her own hands and form her Truro, Nova Scotia-based company. "At that time, there was a major recession here and we had to be creative," says the president of Fundy Textile & Design Ltd., which is now the largest print-screening and embroidery house east of Montreal.

As with most home-grown companies, it was a humble start. After first identifying a market for a quality garment screen-printing operation, Moser bought some used equipment and set up her first production facility in her basement. "Those were modest beginnings but we were determined to make it work," she adds. By 1984, she had expanded enough to move her shop to a 1,000 square foot building. That business grew quickly to include embroidering, and by 1991, the company was housed in 2 buildings and was also manufacturing its own garments. Today, Fundy Textile & Design occupies nearly 40,000 square feet of space, employs more than 120 people and enjoys a unique market niche - providing companies clothing and promotional products that could range from a sweat shirt with a logo to basic uniforms.

"When I look back now, I wonder sometimes if I would do it again," she says laughing. "But for entrepreneurs who are just starting out, my advice is to keep at it. The worst thing that can happen is that you fall flat on your face and you have to pick yourself up and go again."

Getting assistance during fast growth
Like many entrepreneurs managing the early years of their companies, Moser was confronted with exponential growth that threatened to crush the business. "At first you panic a little and then you have to find a solution," she says. She strongly suggests that entrepreneurs work closely with financial institutions to find the right financing that meets their specific needs. "Finding a bank that could help us was crucial when we started expanding and that's where BDC came in. The Bank gave us a line of credit that got us through an incredible growth period. In the end, BDC was confident that we could do it."

Extending the product line
A particularly challenging part of the journey for Fundy Textile & Design was making the transition from embroidering and screen printing to actually manufacturing garments. "Getting our Cut & Sew group off the ground was tough at first because it was new to us. We had to keep costs low but maintain quality. But sometimes you have to learn as you go along," she emphasizes. To help manage her burgeoning business, Moser appointed production managers for each of her "profit centres." "By doing this, we were able to put the expertise where we needed it," she adds.

Now that Moser has the Cut & Sew shop up and running, she's proud to be able to offer her clients an all-under-one-roof solution. "It was a natural extension of my business," she adds. Combining in-stock corporate wear and complete control of the manufacturing process also gives her the flexibility she needs to meet demanding schedules. "This gives us a competitive edge, which is so important in business now," she says. She also recommends that small business owners today should focus on polishing their customer service approach. "The details are very important. I remember sending out one of my first garments to a client, which I took the time to wrap beautifully in a box. That customer really remembered me," she says.

Human resources: the key to continued success
So how has Moser accomplished so much in just over ten years and still maintain an average growth rate of 20% annually? In a labour-intensive business, she believes that her commitment to sound human resources management has helped her build a strong company. Even in a sector that often faces high-turnover, Moser has managed to retain her staff's loyalty. "Getting loyalty from people is crucial to run a good business," says the entrepreneur. "We have employees who have been here since the beginning. We even have entire families that work here. We give people training and help them move from one job to another. This isn't a monotonous place," she adds.

Moser also runs a streamlined, efficient shop that she feels is an exception in the clothing manufacturing sector. With ISO 9000 firmly in place, she takes pride in the fact that all of her positions have specific job descriptions, for example. "People know here exactly what's expected of them, and that helps us all meet common goals," she says. The entrepreneur has also innovated with a new Corporate Fulfillment System that enables her clients to order promotional items directly from a catalogue or online. "You always have to be looking for new ideas," she emphasizes.

Now that her company is running smoothly, the entrepreneur feels that she can breathe a little easier. "Of course, there have been times that I wanted to walk away from it all. But today, I'm very happy with what I've accomplished," says Moser who was recently named "Business Person of the Year" for the Truro and District Chamber of Commerce. "These are good times," she concludes.