Malden Mills Showcases Its Products for the Army
Convention
The Eagle-Tribune
Bryan McGonigle
Boston University Washington News Service
Oct. 12
WASHINGTON, Oct. 12 – It’s the kind of event where Malden Mills of Lawrence shares the floor with Halliburton.
The Association of the United States Army– a private, non-profit organization that supports America’s Army, National Guard and Reserves–held its annual convention this week at the Washington Convention Center.
Soldiers home from Iraq and Afghanistan told their stories to rooms full of people. Army officials held seminars on the global war on terrorism, military logistics and plans for the future. Hundreds of vendors, including Malden Mills, showcased the latest products for the Army.
Almost 60,000 people attended the convention by noon on Wednesday, the last day of the three-day event, according to association spokesman John Grady. That evening, more than 3,000 people were in the ballroom for the last dinner. Such a high attendance rate has made participation a must for vendors like Malden Mills
“We had 75 companies on the waiting list for 2006 when we opened,” Grady said. “We sold out for 2007 at 10:35 a.m. Oct. 10.”
Grady added that the association is looking at ways to use additional space outside of the Convention Center for exhibitors. The event is limited until 2011 to the three exhibit halls now in use, but there are five halls on the premises.
“We use the show to support the efforts we do with the Army,” said David Costello, Malden Mills’ Washington lobbyist. “We have a lot of development meetings …at our booths, showing them [Army personnel] the latest technologies we’re working on to improve the things they have.”
The new technology includes lightweight, moisture-resistant fabrics used in combat. Displayed in the company’s booth at the convention were the latest garments made with lightweight Malden Mills fabrics, which developers promise will revolutionize combat gear and make operations more manageable.
“That’s a brand new integrated cold-weather combat ensemble for the Army that we’ve been developing for two and a half years for them,” Costello said.
For Malden Mills, attending the convention is less about sales than about hearing from the men and women who will use the company’s products, Costello said.
“You have a lot of soldiers going through, and we get a lot of feedback,” Costello said. “Just hearing about the situations these guys are in and knowing that we’ve helped them in stressful situations is very satisfying.”
Grady said the event also gives the Army a chance to show what it has been doing – pointing out the “Warrior’s Corner,” a part of the convention where soldiers share their experiences with exhibitors and attendees.
Malden Mills–which primarily makes materials for outdoor sporting–has made fabrics for the military since 1998.
“The military has been a significant diversification move for the company, and the military has been an important market for us,” Costello said.
Malden Mills has been struggling financially in recent years – suffering a devastating fire in 1995, amassing a $180 million debt and filing for bankruptcy in 2001. Owner Aaron Feuerstein has led a long fight to keep the company in Lawrence and keep as many employees as possible.
But the outdoor market is seasonal, Costello said, so the company depends on military business for a year-round market for its products..
“Keeping the workplace as employed as possible without having seasonality is important,” he said. “The military market just helps level off the manufacturing.”
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