Success Insight: A Chamber Member's Story

A Business in High-Tech Harmony

Don Moore of Harmonics Limited has rebranded his company and relaunched its Web site to focus on the energy-saving aspects of his product.

Despite its name, Harmonics Limited is not in the music business. But CEO Don Moore believes that he has struck the right note with his high-tech manufacturing company. 

Brookfield, Connecticut-based Harmonics Limited makes and sells a component that eliminates energy-draining harmonic currents emanating from large, on-site computer systems or data centers, such as those found in hospitals, colleges, media outlets, and casinos. By installing Harmonic Limited's suppression system on their transformers, companies and other entities can lower their energy usage by 3% to 10%, according to Moore. 

Harmonics Limited has installed more than 10,000 units and has been profitable every year since Moore, a former investment banker, and two other partners bought the company in 2005. "It was not in good financial condition," Moore says of the company prior to the takeover. Moore immediately began paying off vendors and negotiated with banks to restructure the company financially and to get it out of debt.

Moore then set out to reposition the product and the company's sales strategy, tap new markets, and restructure the organization to brace for the slowing economy.

Harmonics Limited has moved away from playing up the cost-saving aspects of its product to highlighting the energy-saving possibilities through its redesigned Web site and new sales materials.

The company has also shifted from sales of one or two units to large-scale opportunities or partnerships with well-established businesses that have multiple locations. Harmonics Limited recently completed a sale to Price Choppers, a medium-size supermarket chain, and is in talks with a leading retailer. These larger deals have contributed to Harmonics Limited's second-quarter growth this year, following a slow first quarter.

Moore also recognized that his company had no penetration in the public sector. With the passage of the stimulus bill and its public funds for improving energy efficiency, Moore has begun moving the company toward government contracts. "We recognize where the money is coming from, where it is going, and we want to get in the middle of that tsunami."

Finally, to reduce overhead and help the company become more flexible, Moore changed his manufacturing strategy to implement a "build-on-demand" model using subcontractors. Moore has further cut costs by moving to a commissions-only sales force of independent sales representatives in offices across the country.

To share your Success InSight, e-mail Greg Galdabini at ggaldabi@uschamber.com or call 202-463-5563.

Member Facts

Member Name:  Don Moore

Company: Harmonics Limited Inc.

E-Mail Address: dmoore@harmonicslimited.com

Address: 50 Pocono Rd., Brookfield, CT 06804

Phone:   203-740-3080, ext.125

Website: http://www.harmonicslimited.com/

Chamber Member Since: 2009

Founded: 2001

Number of Employees: 12 Direct