Earlier this year, Steve Leary’s printing operation might have filled orders for printing postcards or envelopes. Today, with the spread of Covid-19 in the United States, the owner of American Business Forms & Envelopes sees face masks leave his Baltimore office every day.
Leary, who purchased the business in 2003, caters to fuel oil and propane distributors, pest control operators, trash haulers, HVAC contractors, plumbers and electrical contractors. All not only turned out to be essential workers as the governor of Maryland shut down industries, but all needed masks for entry into their customers’ homes and businesses.
“We saw the flux starting in early March,” Leary said. “At the time, our customers were ordering 50 masks at a time; now some are ordering as many as 500. We were able to get ahead of the curve.”
As the coronavirus took hold, Leary capitalized on previous relationships and was able to source some of his masks from large suppliers.Please understand that the masks they are providing are NOT hospital-grade masks.These are disposable, cloth, and KN95 masks - the hospital grade masks are designated as "N95". In a collaborative effort with a friend who had to shutter his T-shirt business,right here in Baltimore, in March when non-essential businesses were ordered to close, Leary was able to secure access to 3,000 cloth face masks a day.
A barrier to viruses, the cloth mask’s “innovative design means this mask is produced with zero human touch,” according to the company’s web site. The three-ply disposable mask offers “protection” against a virus while the KN95 mask filters more than 95 percent of harmful viruses and bacteria.
Under orders from the Maryland governor, masks must be worn when entering retail outlets or when riding public transportation. In Baltimore City, the mayor ordered residents to wear masks in public. Leary’s orders are split with one-third coming in for fabric masks, one -third for disposable masks and the remainder for KN95 coverings.
“All three offer a diverse selection for our customers,” Leary said.
American Business Forms’ customers, meanwhile, are experiencing growth in their individual areas as people follow the stay-at-home order. Running the furnace all day increases fuel oil and propane consumption, pests are beginning to emerge, and trash haulers are picking up more refuse as families share more than one meal and spend all day at home, Leary said.
Meanwhile, HVAC contractors, plumbers and electrical contractors are answering calls for malfunctioning systems. All wear masks.
Under normal circumstances, 99 percent of American Business Forms’ products go to these customers in the form of four-color flyers and other printed products. Although that part of Leary’s business has slowed, “these masks are definitely filling the void,” he said.
As for his workers, Leary has his graphic designers to telework from home, leaving only four employees, including Leary’s brother and company president, John, to practice social distancing in the Fells Point office.
