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Three weeks later, Monster announced it was establishing its North America customer service call center in Florence, bringing 750 jobs.
While it may appear to people on the outside that the announcements were quick and unexpected, those on the inside of both deals say they took a great deal of time, communication and Southern charm.
"The whole economic development process is a team sport," said Joe W. King, executive director of the Florence Economic Development Partnership. "We'd been working on them both for a while.
"I think our training facilities already in place, along with our work force, the existing industry in the area, our medical facilities and our infrastructure -- the roads and bridges and highway access -- all impressed the executives at Monster and Heinz."
Both companies combined are expected to bring right at $133 million in investments to Florence County.
But how did it all come together?
In the beginning
King said the partnership works on developing projects around the clock.
When it came to the Heinz and Monster deals, he said, the county went in blind, hoping for a positive outcome.
"When the consultants for both companies came into Florence the first time, we had no idea what companies they were representing," King said. "The only thing they said was they were representing Fortune 500 companies."
During the second visits, representatives for Florence County had to sign Non Disclosure Agreements (NDA) that prevented anyone from being able to give away any information on the companies -- although at the time, King said, they still had no idea what the companies were.
It wasn't until the third visits that any information about the companies was released, King said.
The courting process for Heinz began two years ago.
"We made contact with a consultant in October 2006," King said. "We made a cool, casual call just to introduce ourselves and in March 2007, they called us wanting some information on the area. From there on, it was month-to-month meetings."
Florence County Council Chairman Rusty Smith said he recalls the initial meetings with Monster going much faster than with Heinz.
"That started last November," he said. "We kept making the cut and making the cut, and in May 2008 we made it through more than 3,000 other locations because they saw our commitment."
Sealing the deal
Smith said he remembers the day of the final meeting with Monster when Florence County was selected for the site.
"We went up to Maynard (Mass.) in May," he said. "I can remember us all waiting to speak with upper management. There was a great deal of anticipation."
Consultants with Monster made initial contact with the partnership in November, King said.
"The amazing thing is that when these consultants call us, they already know a lot about us because of our Web site," he said. "When they called in November, they were going to make a decision in February 2008. It was that quick."
South Carolina was one of 14 states Heinz considered for the production center. King said the company narrowed its list from 14 states, to five states, and so on until the Palmetto State -- and Florence County -- came out on top.
Heinz representatives and consultants with the company made seven visits to Florence. Monster executives and their consultants made four visits.
Both interviewed representatives of industries already in the Pee Dee, such as ESAB, QVC and Honda of South Carolina Manufacturing Inc., which is celebrating its 10th year in Florence.
King said it was important for Heinz and Monster executives to speak with those industries' employees and see the work ethic already in place.
"Our existing industry is some of our biggest allies as salesmen when it comes to these projects," he said. "You have to be good to them. They may already be here, but if the relationship isn't a positive one, they'll let people looking to come to the area know what goes on."
Lisa Halpert, business manager for Monster global customer service, was the lead on site selection for the call center. She said confidence was definitely key in deciding on the location.
"(It was) the excitement of the area," she said. "We really saw there was a work force, a quality work force, that could support the facility."
Halpert said she saw that Florence County was proactive in supporting its industry.
"The willingness (on behalf of Florence County) to partner with us as a corporation (sold the area)," she said.
Going public
The projects really gained momentum in May, both King and Smith said.
"We had a lot of meetings with Heinz and it all came into fruition in May," Smith said.
"That was a two-year project," he said. "In the scheme of things, two years really isn't that long with a $105 million investment. Timing is irrelevant and when you think about it, it might take four or five years to get a road paving project completely done."
King said it seemed like the announcements were back-to-back, but, in reality, it's just the way things fell into place.
"With every project, I feel like it's going to be ours," he said. "I have to feel that way. I have to believe that if I can get them here to the area to look, I can sell them on the area."
The last meeting with Monster executives before they made their decision showed Florence's commitment, Smith said.
"We were a solid team of five people ready to sell the executives on Florence," he said. "Compared to the two other representatives from other areas that came by themselves, I think we really showed them that we were serious about this endeavor."
In the end, both King and Smith agreed that efforts by the Florence community, including board members and staff members with the partnership, county council, state and local senators and representatives, along with industry, all aided in the procurement of the two projects.
"Every project is different. The key is you have to make them feel welcome," King said. "One project may focus on the quality of life an area can give its employees, while another may focus on something else.
"Our job at the partnership, in county government and as representatives of this area, is to figure out what they want and meet the need."
To see more of the Florence Morning News or to subscribe to the newspaper, go to http://www.morningnewsonline.com. Copyright (c) 2008, Florence Morning News, S.C. Distributed by McClatchy-Tribune Information Services. For reprints, email tmsreprints@permissionsgroup.com, call 800-374-7985 or 847-635-6550, send a fax to 847-635-6968, or write to The Permissions Group Inc., 1247 Milwaukee Ave., Suite 303, Glenview, IL 60025, USA.
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