Based in Newport, Rhode Island, International Marine Industries Inc. (IMI) is a procurer and distributor of bait products. Justin Hackley joined IMI in 2000 as the company’s purchasing and sales manager. More recently, he has become involved in the company’s cod projects.
SeafoodSource: What is IMI's core business and
Hackley: IMI has been providing top-quality bait products all over the world, but specifically to the Pacific Northwest and Alaska, for almost 20 years. We have since established ourselves in the cod industry, buying directly from long-line vessels and shore-base plants, which we supply bait to, and shipping back to the East Coast, Asia and Europe.
SeafoodSource: What do you see as the main challenges related to your job?
Hackley: Dealing with the supply and demand of raw material for all of the products we buy and sell. Specifically on the bait side, if a fishery gets shut down (for example, as the Pacific sardine fishery has), it is my job to find the next best thing for these fishermen to put in their pots or on their hooks – and then convince them it will work. The “convincing them it will work” part is the most daunting. Sitting in a room with 30 fishermen and telling them they have to use different bait is not very much fun – or smart!
SeafoodSource: What is the trick to successfully winning over fishermen?
Hackley: I feel loyalty and trust are the biggest factors. If I have my customers’ loyalty and trust, it makes my job a lot easier. It takes time to earn it. However, it is one of the most rewarding feelings when you can achieve it. You get to know their families, go to graduations and weddings. It’s no longer business at that point. These people become friends and part of your life.
SeafoodSource: What characteristics are needed to be successful in your position?
Hackley: Thick skin! When fishing is bad, I’m usually the one people blame. The ability to communicate with people is a must. You need to be able to explain situations that come up, good or bad, and stay even-keeled. You need to have the ability to communicate directly, whether you’re talking with a fisherman or a CEO.
SeafoodSource: Who have been your mentors and what have you learned from them?
Hackley: My boss Chuck Paiva. We have been in this business together for 20 years and I’m only 43. I didn’t have any experience in the fish industry, but he trusted I would work hard, follow his lead, and become successful. He is the one who taught me everything I have learned in this industry and I couldn’t be more thankful.
We were friends before I even started working with him, so our relationship is pretty special. There aren’t many individuals who can say they have worked side-by-side with the same people for 20 years, but we have a special group here with Chuck, myself, Liz (Tiffault), and Chris (Patsos).
SeafoodSource: What's the one thing that people would be surprised to learn about you?
Hackley: That I have five children ages 2 to 14, with the youngest being adopted.
