From its early days, when the company focused on weather modification, to today, where ICEMAK stands as a global leader in tear gas and other non-lethal products, the journey has not been easy. However, through persistence and vision, they have conquered the global market. Jordan discusses the determination behind their innovations, their strategy for global growth, and the partnerships that have opened new doors. This interview will not only highlight major challenges but also share the personal passion and dedication of the man behind the success of a company now synonymous with quality and reliability.

1. What inspired you to start or lead a company in the non-lethal ammunition industry, and how does this reflect your company’s mission?

Our company was founded in 2004, with the factory construction beginning in 2006, and serial production starting in 2008. Initially, our focus was exclusively on manufacturing weather modification products, which was the primary motivation for establishing the company.

The company’s founder and current co-owner, Mr. Doncho Anchovski, worked as a consultant for one of the leading U.S. companies in the field of weather modification. In collaboration with this American company, ICEMAK was formed, with 49% ownership belonging to the U.S. company and 51% to Mr. Doncho Anchovski.

Over time, one of the production facilities was adapted for the manufacture of non-lethal ammunition, specifically tear gas rounds. Gradually, due to the global demand for these products, non-lethal ammunition production became the company’s primary activity, now accounting for 90% of our annual production.

2. What sets your company apart in terms of innovation and reliability in the arms market?

Today’s arms market is highly complex due to the large number of companies worldwide engaged in manufacturing and trading. In many countries, if the weapons do not enter the state where the trading company is located, the transfer does not need to be reported. This allows companies and individuals with minimal experience and knowledge to enter the business. In contrast, in our country, every transfer of arms and military equipment is strictly regulated by the state.

Our company holds all necessary approvals from the Government of North Macedonia, the Ministry of Interior, and the Ministry of Economy and Labour, ensuring that our partners can trust that all transfers comply with regulations.

Regarding innovation, we have an in-house development team capable of modifying existing products to meet customer demands and, if needed, developing entirely new and custom products.

3. How do you ensure your products meet diverse global needs?

In today’s fast-paced arms and military equipment trade, buyers—particularly end users—are increasingly demanding fast deliveries, with many also insisting on high quality (depending on their region). Therefore, our primary focus is on ensuring excellent quality and rapid delivery.

To guarantee quality, in addition to strict incoming material inspections, we collaborate with the Ministry of Defence and private shooting ranges. This allows us to regularly test our products and continuously monitor daily production.

In terms of production capacity, we have made significant investments in automation for three key production processes in recent years. This has not only improved consistency and quality but has also tripled our daily production capacity.

4. What is your vision for the company’s growth over the next five years, and what role do partnerships or investments play in achieving that vision?

We have already addressed part of this question in our previous response, where we mentioned that our investments in automation and modernization over the past two years are part of the company’s long-term strategy. Our goal is to automate 80-90% of our processes in the coming years.

Additionally, in collaboration with a Macedonian company, we will soon implement a production monitoring software system to optimize workforce utilization.

Participating in international arms and defense equipment fairs is also a key component of our growth strategy. Our ultimate objective is to establish ourselves among the leading manufacturers of non-lethal ammunition.

5. Can you share a specific example of how a partnership helped your company enter new markets or drive innovation?

Certainly. Since 2015, we have had a strategic partnership with a Middle Eastern company that has an identical production program to ours. Instead of competing, we established a strategic agreement where our partner commits to purchasing from us annually, while we provide them with exclusive sales conditions.

Through this partnership, our company has gained access to new markets where our partner operates. This collaboration has been crucial for us, ensuring a steady revenue stream.

We often develop or modify products specifically to meet our partner’s needs, fostering innovation. Next year, we plan to establish another similar strategic partnership with a North American company.

6. How do you build customer relationships to establish long-term trust and mutual growth?

7. What customer or partner feedback has had the most impact on shaping your company’s approach?

As mentioned earlier, quality and timely delivery are critical factors for every client. We frequently seek feedback from customers on how we can improve our products or make modifications to better suit their needs.

8. What has been the biggest challenge you’ve faced as a CEO, and how did you overcome it?

I cannot single out one specific challenge, as there have been many. However, I believe overcoming the difficulties in the company’s first few years was one of the biggest hurdles.

In the early days, inconsistent contracts and orders created significant financial issues, especially considering that from 2008 to 2015, we were constantly taking loans from banks. This lack of stability in contracts also made it difficult to maintain a consistent workforce.

Additionally, our products are not commercial and are not sold on the open market—they are strictly regulated and intended for specific users such as ministries of interior and defense. Moreover, as a newly established company, we were unknown in the global market.

Nonetheless, I believe that persistence in tackling numerous challenges was key to our success. Over time, our company grew into a reputable and recognized manufacturer of non-lethal ammunition.

9. What has been the proudest moment of your career in this industry so far?

I believe that simply existing in the global arms and defense equipment market for over 15 years is a significant achievement for our company. However, I would highlight the company’s modernization in the past two years and the consistency in securing contracts as major milestones.

10. What are the most exciting technological trends you see in the non-lethal ammunition industry?

11. How do you educate the community and clients about the importance and benefits of non-lethal ammunition, as well as its safety?

Our company, in collaboration with professionals, offers training sessions that include both theoretical and practical components. In conclusion, to prevent injuries, it is essential that operators are thoroughly trained and prepared for various scenarios.