Michael L. Strickland
April 14th, 2010
UPS Headquarters
16th Annual Georgia Tech Global Business Forum
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Founded 1962
Dr Clyde Orr – Georgia Tech
Warren Hendrix
Current President – Preston Hendrix
250 Employees Worldwide
~ $50,000,000 Annual Sales
16th Annual Georgia Tech Global Business Forum
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The Science and technology of small particles
Physical characterization of powdered
materials
Surface Area
Pore Size and Pore Size Distribution
Particle Size
Density
Other physical characterization techniques
16th Annual Georgia Tech Global Business Forum
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Catalysts
Pharmaceuticals
Mining
Materials Research and Development
Powdered Metals
Pigments
Cosmetics
Abrasives
And many more
16th Annual Georgia Tech Global Business Forum
16th Annual Georgia Tech Global Business Forum
16th Annual Georgia Tech Global Business Forum
16th Annual Georgia Tech Global Business Forum
16th Annual Georgia Tech Global Business Forum
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Definitions
Open a Market
Serve the Smaller Markets
16th Annual Georgia Tech Global Business Forum
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Low fixed costs
They know the territory and culture
Cost of sales is low
Can provide service and support
Can build a market from zero
They understand the complexities of
importing
No incorporation expenses
No labor law issues
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Can be difficult to get enough attention
You are one step removed from your
customer
Your reputation depends on them
You must work at motivating distributor and
customer
Termination and replacement
Commissions can result in lower profit
margins (but also lower cost and risk)
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Consider Distributors and Agents for
breaking into International Markets
Lower cost, risk, local taxes, etc.
A good way to learn the Market and to learn
exporting
Must have > $1,000,000 in annual revenues
to justify a local office.
Mike Strickland
Micromeritics Instrument Corporation
mike.strickland@micromeritics.com
Cell: +1 (770) 329-4438
16th Annual Georgia Tech Global Business Forum