Berkley Square touts growth

Salesmen from 20 states were in town to learn more about a local company.

By DON SHILLING

VINDICATOR BUSINESS EDITOR

HOWLAND — Plastic knives and forks seem pretty ordinary, but they were the center of attention Thursday at the Avalon Inn.

Salesmen from 20 states came to hear the latest news on plastic cutlery from Berkley Square Products Co. in Niles, whose products are becoming increasingly popular nationwide.

About 30 manufacturer’s representatives from 17 companies attended the local company’s one-day national sales convention.

“It’s been outstanding,” said Andrew Tierno, who represents Berkley products in New England. “We started with zero, and in four years we’re doing several million dollars a year.”

Tom Melchiorre, who brokers products in four East Coast states, is just as excited about the local company. In four years, his sales of Berkley products have climbed to $2.5 million a year.

Rob Berk, owner of the local company, declined to give sales figures but said revenue has been increasing at between 20 percent and 30 percent a year.

The growth goes back to Berk’s decision to create the Berkley line from another company, Berk Paper and Supply, in 2000. Rather than get left behind by the flood of products from China, he decided to position Berkley Square as importer of plastic goods.

Company history

Berk’s father, Harold, started several companies with the Berk name in Warren more than 50 years ago. Berk Paper focused on paper products and later built a substantial business in carnival supplies.

Nothing has spurred growth like plastic cutlery, however.

Employment has nearly doubled to 50, and the company bought the former Superior Printing building in Niles, while maintaining a warehouse in Warren.

In 2000, buyers were leery of adding products from China, Berk said.

“Those barriers are gone. People accept it as part of the status quo,” he said.

In this case, products from China are creating local jobs, he said.

“We shifted our focus in order to survive,” Berk said.

Berkley Square imports between 60 and 80 shipping containers a month.

Brokers sell the products mostly to distributors, who deal with vending machine companies, restaurants, hospitals, schools and caterers.

Melchiorre, the broker from Nescopeck, Pa., said Berkley has succeeded with his customers because of its quality and many different products.

“Imports are known for having inconsistencies. With Berkley, though, we’re known for having a consistent product,” he said.

Tierno, the broker from Bedford, N.H., said Berkley tops other importers because of its flexibility in customizing orders with napkins, salt and pepper or other products.

“It’s a great company. They have integrity, and they follow through,” he said.

shilling@vindy.com