Townsend business going global with venture into Canada

Pat Miller of PFM Manufacturing in Townsend believes his company's Land Tamer vehicle can conquer all types of terrain, from steep hills to swamps and even across bodies of water. Now he hopes to tame the Great White North.

PFM is one of eight firms headed to Calgary next month as part of an organized trade mission facilitated by the Montana World Trade Center in Missoula.

Miller believes his six- and eight-wheeled vehicles, the designs of which was overhauled last year based on several years of customer comments, are tailor-made for rugged work in the oil sands area near Fort McMurray.

"Our vehicle is perfect for that application," he said. "No other vehicle is durable enough."

Originally marketed as recreational vehicles like ATVs, Miller has shifted his focus to industrial and commercial users. As part of the overhaul, he raised the ground clearance and switched to larger agricultural tires and a diesel engine.

Whereas before he was marketing to weekend riders, he's now getting interest from the Army, the Air Force and other governmental organizations, for everything from mosquito and pest spraying to wildland firefighting.

"We're at the point where we feel like we have the vehicle where it needs to be to serve industrial and military customers," he said. "This is a work vehicle, not some plastic toy."

Montana World Trade Center project manager Megan Harrington said past missions have taken Montana firms to Australia, Europe and the Far East. Alberta is a natural for a couple of reasons, she said. For one, it's close, and would make a good first step for a Montana company ready to test the export waters for the first time.

Also, thanks to the energy boom, Alberta's economy is flourishing.

"They need just about every type of product, so this is a good trip for any company that's export-ready," she said. "They have so much money up there, and so much need for construction materials and consumer goods of all kinds."

As part of preparing for the trip, Miller provided a profile of the company and its products, with prices ($30,000 to $45,000, depending upon options) and other specifications.

Through a matching service offered by the U.S. Commercial Service (Department of Commerce), Miller will have a series of pre-arranged meetings with distributors and sales reps who can then market PFM's vehicles to end users.

"We're meeting with people who already know all the people in the industry," Miller said. "We want to hook up with somebody who does a lot of work with the oil field people."

Miller got the company rolling with help from the Montana Business Assistance Connection (formerly Gateway Economic Development Corp.) and still has a loan from MBAC. Director Sheldon Bartel said Alberta is a perfect place for PFM to grow its business.

"They're flowing in cash, and he has the right vehicle for the oil and gas industry, especially when you get north of Edmonton, where it's wild and tough going," Bartel said.

PFM is the only company from the Helena area taking part in the trade mission. Other participants include Amazing Grains of Ronan, ArmorAuto and Maz Dog Archery of Missoula and IST Designs of Bozeman.

John Harrington can be reached at 447-4080 or john.harrington@helenair.com.