Peter Skolnick, president and owner of Imperial Frozen Foods in Monterey, said he owes his success to his ability to respond quickly to changing circumstances.

With only seven employees, Skolnick sticks to a formula he learned from his father, Sam, who started Imperial Frozen Foods in 1957.

"I saw how he grew it over the years," said Skolnick, whose firm has $15 million in annual sales. "Being flexible and well-capitalized is more important than having a lot of employees."

The company sells and distributes frozen fruit, operating out of leased warehouses spread across the country. By using outside brokers, he maintains a  very small sales staff.

Another part of Skolnick's success strategy is paying attention to the financials.

"I am on that computer ever single day reviewing things," he said. "That gives me more confidence."

Knowing exactly where he stands enables Skolnick to make financial decisions on the spot.

"People will call me with offers," he said.

Although based in Monterey, only a small part of Skolnick's business is located there.

He deals on an international level. But Skolnick no longer travels back and forth to the New York office.

"I communicate by instant message, phone, and e-mail," he said.

The logistics of international shipments coming into New York or trucks coming out of Chicago are some of the concerns he deals with regularly. Skolnick also pays attention to the status of orders, potential new business, schedules and the development of packaging.

JOLIE SPENCIER is a Salinas-based freelance writer who specializes in agriculture. Her profiles appear weekly in Ag Monday. To suggest a profile subject, contact her at agwriter@red shift.com.