Rochester’s manufacturers, distributors see challenges as well as opportunities

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As 2026 picks up steam, manufacturers and distributors across the Rochester region continue to navigate a changing landscape. Persistent challenges remain, but so do growing opportunities, particularly in innovation, collaboration, and workforce development.

Rochester Technology and Manufacturing Association (RTMA)

For Richard T. Turner, incoming executive director of the Rochester Technology and Manufacturing Association (RTMA), the challenges and opportunities facing manufacturers right now come down to one thing: people.

“I can walk into any of our member companies and ask what they need, and they’ll say, ‘I need people,’” Turner said. “That’s really the biggest issue, finding qualified, trainable workers.”

Turner is stepping into the top role at RTMA at a pivotal time for the manufacturing industry. He officially assumes the position on April 1, as longtime executive director Bob Coyne retires. This marks a leadership transition for the membership-based organization, which has supported manufacturing growth, innovation, and workforce development in the Greater Rochester and Finger Lakes region since 1945.

“A lot of our skilled trades workforce is in their late 50s or early 60s and looking to retire,” Turner said. “And now you have companies that are expanding and growing, and it becomes a bigger lift.”

The workforce shortage, Turner said, is being driven by multiple factors, including an aging labor pool and continued growth across the sector. At the same time, unemployment remains low, making it more difficult for companies to find and retain talent.

Still, employers are not necessarily seeking fully credentialed candidates. Instead, Turner said, they are looking for individuals who are teachable and ready to develop both technical and employability skills.

“They’re not looking for someone who has every skill,” he said. “They’re looking for people who are trainable and who can show up, learn, and grow.”

Turner has spent the past several years helping build pathways to meet that need. He joined RTMA in 2021 as director of workforce development. During his time in that role, RTMA expanded its regional sponsorship of the New York State Registered Apprenticeship Program to more than 40 companies and registered more than 250 apprentices.

The organization also helped deliver nearly $3 million in support through tuition assistance, tool grants, scholarships, and other incentives.

At the same time, RTMA has broadened its reach through programs like Real Life Rosies and Advance 2 Apprenticeship, which focus on bringing women and underrepresented populations into the field, as well as youth initiatives that introduce students to manufacturing careers earlier.

“We’re seeing more schools reaching out to us than ever before,” Turner said. “There’s a real shift happening where educators are recognizing that there are great careers in manufacturing that don’t require a traditional four-year degree.”

That shift is helping fuel what Turner sees as the industry’s biggest opportunity: jobs.

“There are a lot of jobs available,” he said. “I have members who tell me, ‘If we had the people, we’d hire sixty tomorrow.’”

He also points to the diversity of manufacturing across the region as a continued strength.

“There’s so much being made here that people don’t even realize,” he said. “From food and medical devices to components and equipment, it’s incredibly diverse. The jobs are here, the careers are here, now it’s about continuing to connect people to them.”

Confer Plastics, Inc.

Bob Confer, president of Confer Plastics, Inc., believes the most critical challenges facing manufacturers right now are both global and close to home—and in some cases, deeply intertwined.

“The economic impact of the current situation in the Middle East has me deeply concerned,” Confer said. “In just the past couple of weeks, we’ve seen our material costs rise by 60%. Being 100% more expensive by the end of April is not out of the question.”

Confer Plastics is a third-generation, large-part blow molding company in Niagara County that specializes in proprietary, durable home leisure products. Even though the company sources its material inputs domestically, global instability is still driving pricing pressures.

“Resin producers here are ratcheting up prices as they are finding conditions favorable for shipping considerably more material overseas,” Confer said, explaining that as overseas supply tightens, U.S. resin producers are shifting more material abroad, creating ripple effects for manufacturers here.

Adding to these increases are broader economic concerns, including rising fuel costs and consumer uncertainty—factors that could impact demand in the months ahead.

“Pile that on top of what higher gasoline costs and other uncertainties will have on consumers, and it’s looking like it will be a dicey year,” Confer said.

Closer to home, energy is another growing concern.

“We continue to be concerned about electrical costs and reliability due to significantly increased demand,” he said, pointing to pressures from data centers, chip manufacturing, and the electrification of homes and vehicles. “The state isn’t bringing online enough energy for the future, let alone today.”

Confer said he is concerned that what was once one of New York’s greatest strengths is heading down the path of becoming one of its greatest weaknesses. However, even amid these challenges, he sees potential opportunities, particularly if consumer behavior shifts.

“What if consumers get so fed up with higher gasoline prices, pricier flights, and more that they decide instead to invest in staycations rather than vacations?” he said. “Backyard spending means a lot to our business.”

That potential shift aligns closely with Confer Plastics’ core product lines, which include swimming pools and spas.

Confer is also focused on growth in newer areas of the business.

“We have an expansion of our distribution center underway to accommodate growth in our consumer-direct and e-commerce lines,” he said.

Those channels, still relatively new for the company, have already shown strong performance.

“We’ve seen great success in those realms with snow sleds and patio furniture,” Confer said, noting the expansion will provide additional flexibility to support both those products and the company’s traditional offerings.

Leonard’s Express

For Kyle Johnson, CEO of Leonard’s Express, the challenges facing the transportation and distribution sector are closely tied to forces far beyond any one company’s control.

“The global geopolitical situations right now are posing a lot of challenges to our industry as a whole,” Johnson said. “Not only fuel prices, but consumer confidence.”

The ripple effect, he says, is immediate.

“If people are paying more at the pump, they’re not buying things, and if they’re not buying things, we don’t ship them,” Johnson said.

He notes that ongoing uncertainty – from global conflicts to tariffs and broader market instability – has created volatility across the industry, while workforce challenges remain a persistent issue, particularly in specialized roles.

“Right now, our biggest challenge is finding skilled labor like diesel technicians, trailer technicians, collision-type help,” he said. “Finding drivers is always an issue. We’re always hiring drivers, but the trade-specific help has been the hardest to find.”

Even amid those pressures, Johnson said there are signs of cautious optimism.

“We’ve been in a freight recession for the better part of four years,” he said. “We’re starting to see that improve.”

At the same time, shifts within the industry are helping rebalance the market.

“There’s been a fair amount of capacity taken out of our industry,” he said, noting that some less stable operators are exiting the space.

He also points to regional growth as a positive signal, particularly as manufacturing activity expands.

“When you see companies expanding in our area, you certainly have an optimistic view,” Johnson said.

Leonard’s Express, which focuses heavily on refrigerated freight, including fresh and frozen goods, benefits directly from growth in food and beverage manufacturing locally.

“We see a lot of good things with manufacturing coming back to the states,” he said. “That’s certainly an opportunity for us.”

Looking ahead, Johnson said interest rates will play a key role in shaping the company’s next steps, particularly when it comes to investing in equipment.

“We haven’t bought much equipment lately because of the downturn,” he said. “But as we need to start buying again, we’d like to see interest rates normalize.”

Another bright spot is workforce development within the company itself. Leonard’s driving school had its best year ever in 2025 and remains in high demand. The company also continues to encourage women in the industry, not only in driving roles, but across all facets.

“We see some really good things happening this year,” he said.

CooperVision

David Olear, plant director of Scottsville Manufacturing Operations at CooperVision, believes one of the biggest challenges facing the industry lies in balancing innovation with strict regulatory demands.

“A key challenge in contact lens manufacturing is maintaining consistent adherence to rigorous regulatory and quality-assurance requirements,” Olear said. “As regulated medical devices, contact lenses must meet strict standards such as the FDA’s Quality System Regulation, Good Manufacturing Practices, and ongoing post-market surveillance.”

That complexity is amplified by the company’s global reach.

“Because CooperVision supplies contact lenses to people in more than 100 countries, our Scottsville manufacturing site must also align with requirements from multiple international agencies,” Olear said. “While all of this is critical to product quality and patient safety, its complexity means that even small process changes can pose challenges.”

At the same time, Olear sees significant opportunities in the continued evolution of manufacturing technologies.

“Technological advancements continue to create opportunities to enhance manufacturing efficiency and improve the quality of work life for employees,” he said. “We’re also seeing significant potential in the responsible use of AI tools to support agility, quality, and efficiency across our processes.”

Those tools, he noted, are helping manufacturers operate more strategically.

“These technologies are designed to help strengthen decision-making, streamline workflows, and enable teams to focus on continuous improvement,” Olear said.

Looking ahead, Olear said he is particularly focused on the people behind the processes.

“In manufacturing, I’m most excited about the growth opportunities ahead for our employees,” he said. “Our mantra at our Scottsville site, ‘Growing Together,’ reflects our commitment to developing both new and experienced team members.”

That includes supporting early-career employees as well as those advancing within the organization.

“Many of our employees are just at the start of their careers, and with the ongoing technical advancements across our operations, they have ample opportunities to learn, develop their skills, and collaborate,” Olear said.

More broadly, Olear emphasized CooperVision’s continued investment in the region and its workforce.

“CooperVision is proud of our longstanding presence in the region,” he said. “Our global success reflects the dedication of our teams locally—not only here in Scottsville, but also in West Henrietta and Victor.”

As the company looks ahead, he said the direction remains steady.

“We remain focused on empowering our people, strengthening our processes, and delivering innovative products that make a difference in the lives of contact lens wearers worldwide,” Olear said.

Caurie Putnam is a Rochester-area freelance writer.