Grayso Enterprise Ltd Firs N Seria Rights Pag 1953 words .hePage # U-CHANG LOC INDUSTRIES INC. READ FO TAKE-OFF Writte an Photographe b Jun Grayson Don' believ th ol saying Buil Bette Mousetra an th Worl Wil Bea Pat T You Door I yo don' hav th righ marketin plan you ide ma g nowhere -Chang Loc Industries Inc. doe hav bette "mousetrap." Th -Chang loc cylinde ma wel revolutioniz th loc industry I wa strictl smal tim unti 1982 however wit yearl sale o $100,000 Bil D Dillar ha spen th las si year forgin ne sale an servic structur tha h confidentl expect wil mak hi compan majo playe i th securit industr b th 21s century Wha make th -Chang loc cylinde uniqu i tha yo ca reke i withou callin technician Yo ca d i yoursel i second an yo don' nee t tak anythin ou o th door Thi make i idea fo larg retai chai store tha traditionall hav hig employe turnover I yo los ke o hav t fir a employee al yo d t chang th loc i 1 pu th presen ke i th lock 2 inser th chang too int it sli abov th keyhole 3 remov th presen ke an replac i wit th desire ne ke whil th chang too i i place an 4 remov th chang tool Th loc i no se fo th ne key Th chang too make thi eas an speed conversio possibl b liftin th cylinder' adjustabl tumbler awa fro th key Inser th ne key remov th chang tool an th tumbler wil fal int plac an confor t th patter o th ne key Yo ca chang th ke cod 1,02 differen way dependin upo th specifi ke used Mos store nee t kee on o tw differen set o key o han fo rekeyin emergencies Fo additiona security yo mus orde duplicat key throug th company Blank ar no availabl a ke shops Lewi J Hill workin locksmit o Oklahom City invente th concep an obtaine th firs paten i 1970 Hil an severa friend too flyin lesson fro th sam fligh instructo a Wile Pos Airport Hil neede busines partners Hi friend wante t mak money Dillard' fathe wa on o thos friends Bil J Dillar wa a engineerin associat a Wester Electric Originally h wa onl mino participan i th ne business Th investor forme tw corporations on fo manufacturin an on fo marketing The spen mor tha $350,00 ove th nex si year t develo th cylinde fro concep t salabl product "Thing go of t rock start, explain Bil D Dillard Bil J.' so an th presen chie executiv office o -Chang Loc Industries Inc "W no realiz tha mone spen o marketin shoul hav bee spen t perfec th product Whe th cylinder starte t com bac becaus o defects th tw companie blame eac other. Eventually fortune an spirit san s lo tha al tha th owner wante t d wa t ge ou unde an circumstances "Whe m fathe realize tha th busines coul g b default h borrowe $100,00 an bough bot companie i 1981 Lewi Hil retain hi origina paten an th presen compan pay hi royalties fe o th origina partner remai a passiv investors. Bil J Dillar ha ever reaso t b optimistic Wit hi engineerin backgroun h expecte t b abl t perfec th produc i on year The h woul retir fro Wester Electri an devot himsel ful tim t hi ne compan. I th fal o 1982 however Bil J Dillar ha nea fata strok an remaine i com fo severa weeks "O pape wa th vic-presiden o th company, say Bil D Dillard th elde son "Althoug ha attende som boar an stockholde meetings ha n da-t-da knowledg o compan operations Whe i becam obviou tha m fathe woul no b abl t functio an tim soon ha t decid whethe t rescu th compan o le i sink Ou outpu the wa thre thousan cylinder yea wit thre employee on fo th offic an tw fo th shop. " sa tha ha t d tw thing a onc t effec turnaround develo sale progra an increas production, continue Dillard "A i turn out thes ar th sam tw thing hav attende t fo th las six years." I Bil D Dillar ha know tha h woul hav t tak ove th company h coul no hav prepare himsel an better A graduat o th Unite State Ai Forc Academy h ha engineerin an technica training Whe hi distan visio deteriorate i hi senio yea an h kne h woul no b abl t becom professiona pilot h turne t business H go hi master' degre i on yea a th Ai Forc Institut o Technology Dayton Ohio studyin logistic management H planne t bu aircraf fo th government H worke nex a McDonnel Douglas St Louis a contrac negotiator " wen t th factor floo an did m ow tim an motio studies aske question o everyone wh d yo d i thi wa instea o tha way go a educatio yo canno ge i colleg classroom." I 1982 fortuitously h returne t Oklahom Cit t atten la schoo an star hi ow governmen contrac consultin business Meanwhile hi younge brother E Ja Dillard earne hi degre i mechanica engineering Whe th father' disabilit continued th compan passe t th contro o th childre through famil trust Th compan stil ha uniqu produc wit grea potentia an no i ha tw ne officer wit busines an technica skills Bu ther wa stil n marketin pla o distributio syste t gt th produc t th customer the kne wer ou there. "The somethin happene tha som peopl cal fat o coincidence, Dillar says Dillar doe no believ i fate " prefe t thin tha th goo Lor jus sen m th hel neede whe neede i th most. Rus Myers hig schoo frien an kindre spirit move bac t Oklahom Cit an aske t joi th company H ha year o nationa sale experience. Myer becam nationa sale manage. Loc manufacturer usuall sel t distributor wh the sel t buildin contractors locksmiths an retai outlets "W d no sel th U-Chang loc tha way, explain Dillard. "No onl ar yo buyin ou loc an th ke tha goe wit it bu yo ar buyin lifetim system W literall ha t buil ou custome bas an ou installatio an servic bas simultaneousl fro th groun up. T maximiz hi efforts Myer targete th bi nationa chai store tha woul benefi th mos fro installin th product H woul g t prospectiv client th presiden o th compan o th hea o th securit department an sa her i wha yo need Th clien woul agre yes nee it bu ho d ge it Dillar an Myer enliste th hel o ALOA th Associate Locksmith o America A firs ther wa som anxiet o th par o locksmiths The feare tha th ne produc woul pu the ou o business "No tha the understan ou system w fin i eas t recrui locksmiths. Dillar says. Th compan look fo locksmit alread wel establishe i commercia an industria wor an offer hi a exclusiv regiona contract H agree t instal th produc an b availabl fo twent-fou hou servic a compan headquarter arranges "Whe Rus sol ou firs nationa customer w wer stil signin u ou locksmiths W ha t g regio b regio a w pu ou servic structur i place, explain Dillard On o thei firs nationa client wa Th Limited grou o women' retai specialt stores Th T.G. Y chain a wel a Win Dixi an Bi Bea supermarket, ar als satisfie customers Wha wil i cos stor t conver t th -Chang loc system "Ou initia installatio cos i slightl highe tha fo regula locks bu yo recou you investmen afte th firs rekey, Dillar says nationa chai wit 2,00 store an fou t si cylinder pe stor ma spen $500,00 fo initia installation aroun $10 pe lock "Th initia cos become reductio i operatin expens fro tha tim on s compan ha financia incentiv t g wit ou system, Dillar says "W ar als preparin softwar program tha wil hel nationa companie rotat thei additiona key amon al o thei store withou compromisin security Thi wil decreas thei cost becaus the wil no hav t kee a man key o han." Dillar see tw explosiv growt period ahead I 198 thei ful servic lin wil b ready Thi wil includ loc syste fo al interio door a wel a maste ke capabilit fo th whol system B 1992 th compan hope t brin al manufacturin processe togethe i-house Projecte sale fo 198 ar on million Dillar expect t doubl productio an sale fo eac o th nex fiv years reachin te millio i sale b 1992 " tel you w ar reall havin fun, Dillar grins Dillar an Myer hav plan t fue tha expecte growth The wil expan int electroni securit an offe complet securit system t companie i fe years "W wan t b th majo playe i th industr whe ou patent star t ru ou i seventee years, Dillar says "Ou nex mov wit ou ful servic lin wil b int th apartment hote-motel an colleg markets, Dillar says "W ca reac thes market efficientl b attendin associatio meeting an seminars W hav contacte som college an the ar interested D yo realiz ho man dormitorie ar ou there? Fo suc smal company -Chang Lock ha alread don som excitin things "W develope ou ow tuitio assistanc program W coul no affor t hir th technica graduate w neede a th hig startin salarie the wer abl t command wen t al o th are college an aske th dean t pinpoin thei bes freshma students W offere thos student par tim jo an financia hel durin thei schoolin i the woul commi t u fo perio o tim afte graduation Tha i ho th Ai Forc helpe me Som o the eventuall mov o t bigge an bette things Meanwhile, w ge qualit worker machinists accountants an compute specialists fo example. Th oi patc state ar stil i trouble Oklahom find th goin tough Everyon els i cuttin back bu -Chang Loc Industries Inc. i growing. "Everyon ask m ho w d it, Dillar says "W hav goo idea W hav goo product W hav goo people coul no d thi b myself trul fee tha hav bee prepare fo thi specifi job othe peopl hav bee prepared an tha i i al fallin int place. Dillar run hi busines th wa h run hi lif: ethically "Whe perso applie fo jo wit ou company w tel hi ou standards W wil no tolerat an doubl dealin here Custome satisfactio i ou focu an w canno attai tha i w can' b trusted. Dillar think tha America busines get ba press hav neve me perso wh becam successful b cheatin people I migh b easie t ge awa wit tha fo awhil i bigge compan a stil convince tha ultimatel i doe no pay Integrit work fo us. ####