DESCO INDUSTRIES, INC.
Employee Owned
Who is
Desco Industries, Inc.?
10/15
©Copyright 2015 DESCO INDUSTRIES INC.
DESCO INDUSTRIES, INC.
Outline
 Corporate Brands
 History of Desco Industries, Inc.
 Market
 Product Lines
 Sales & Distribution Structure
 Strategic Issues in Sales & Marketing
DescoIndustries.com
DESCO INDUSTRIES, INC.
ESD Process Control Solutions
European Brand-Direct Sell Focus
Clean Room Assembly and Packaging
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DESCO INDUSTRIES, INC.
Net Sales – Brand % Pie
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DESCO INDUSTRIES, INC.
Historical Overview
 Desco Industries Incorporated in 1979.
Company is 36 years old.
 Started as a Specialty Tools Manufacturer
 Specialized in Circuit Tracers and Solderaids
 Background in Distribution set the initial strategy
 Desco launches distribution strategy
 Desco hires first reps
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DESCO INDUSTRIES, INC.
Opportunity Knocks
 1982 - Desco starts manufacturing
static control products - private label
 1984 - Desco enters static control
market with wrist straps & ground cords
 1985 - Desco adds matting products
 Static control becomes primary revenue generator
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DESCO INDUSTRIES, INC.
Pieces Fall Into Place
 Desco Industries, Inc. begins roll-up
strategy in static control market place
 1988 - Control Static Ionization, Test Equipment,
Bob West
 1990 - Charleswater - Packaging, Floor
Finish, Foot Grounders
 1995 - Plastic Systems - Complementary
direct sales channel
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DESCO INDUSTRIES, INC.
Acquisitions
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1998:
1999:
1999:
2000:
2002:
2002:
2002:
2003:
2004
Conductive Products - European distribution/sales
Wescorp - ESD Tape line
Pilgrim - Continuous monitor/tester offering
Menda - Specialty Tools brand/platform
EngineeredStatic - Specialty Bags
Protektive Pak - ESD and Electronics Packaging
SpectraScan - Manufacturing Product
Semtronics - High Electronics
SPI - Room Ionization Process Ionization,
new customer base
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DESCO INDUSTRIES, INC.
Acquisitions Cont….
 2007: Patlon – Expand manufacturing capabilites, custom
cutting and sewing, garments, foot grounders,
field services kits
 2007: American Liberty – Expand manufacturing capabilites,
metal expansion bands, custom stampings
 2007: Vermason – Expand European presence & market share
 2008: CVinyl – RF Sealing of custom vinyl products
 2008: Coastal Data Products – Computer-based automated
time and attendance systems.
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DESCO INDUSTRIES, INC.
Acquisitions Cont….
 2010: Illinois Tool Works - Electrostatic dissipation grounding
coils, cords, straps and field test kit apparatus business
 2013: SpecialTeam Medical Services – Contract assembly
and packaging facility that provides expertise in clean
room processing and manufacturing systems.
 2015: SCS - assets of 3M’s Static Control business
DII steps up its drive to buy market share and
expand its solutions/offering and customer base.
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DESCO INDUSTRIES, INC.
Annual Revenue
2015
$64,000,000
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DESCO INDUSTRIES, INC.
Recent Acquisition
On January 2, 2015 Desco Industries, Inc. of Chino, California purchased the
assets of 3M’s Static Control business. The operations will continue in the
Sanford, North Carolina facility under the new brand, SCS.
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DESCO INDUSTRIES, INC.
Recent Acquisition
SpecialTeam
Medical Services
On December 6, 2013 Desco Industries, Inc. of Chino, California purchased
the assets of SpecialTeam Medical Services. SpecialTeam Medical Services
occupies a 10,000 square foot facility in Yorba Linda, CA, including about
2,000 square feet of ISO certified Class 6 clean room manufacturing.
Services offered are Assembly and Packaging; Sterilization, Validation;
Testing; Prototype Projects and Package Design.
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DESCO INDUSTRIES, INC.
New Brands
Full Service ESD Solutions
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DESCO INDUSTRIES, INC.
New Brands
Clean Room Assembly and Packaging
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DESCO INDUSTRIES, INC.
Desco Industries, Inc. Organization
DII
Desco
Distribution
(ESD Focus)
Charleswater
European
(ESD/Packaging) Distribution
SCS
Distribution
Vermason
European
Direct Sales
CMG
Menda
Distribution Capacity
(Diversification)
Sales
SpecialTeam
ProPak
Cleanroom
Packaging Assembly
Channel
and
Packaging
Desco Asia
Asia
Distribution
DescoIndustries.com
DESCO INDUSTRIES, INC.
Desco Industries, Inc. Executive Management
John Brake - CEO
Carlos De La Isla
VP Sales
David Maerzke
VP Operations
Sandy Staup
VP
Administration
Mark Hempel
VP Finance
Darryl Allen
VP East Coast
Operations
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DESCO INDUSTRIES, INC.
Desco Industries, Inc. Sales & Marketing Managers
Carlos De La Isla
VP Sales
Cheryl Uresti
Marketing Executive Manager
Diane Hoback
Corporate Marketing
Manager
Matt Hempel
Corporate Marketing
Ganesh Sah
Corporate Marketing
Gene Felder
Corporate Marketing
Alyssa Smith
Corporate Marketing
Matt Bode
Sales Manager Asia
Ricardo Garcia
Sales Manager Mexico
Dave Bermani
Corporate Marketing
Diane Hoback
Brand Manager
Vermason
Jeffry Brake
Brand Manager
Desco
Jeffry Brake
Brand Manager
Desco Asia
Steven Burns
Brand Manager
Charleswater
Cheryl Uresti
Brand Manager
Menda
Vaughan Callan
Sales Manager
Vermason
Fred Tenzer
Sales Manager
Desco
Matt Bode
Sales Manager
Desco Asia
Vaughan Callan
Sales Manager
Charleswater
Daniel Wu
Sales Manager
Menda
Chris Haas
Brand Manager
CMG
Norma Nahale
Brand Manager
ProPak
Cle Williams
Manager
SpecialTeam
Keri Nickerson
Allan Claude
Daniel Wu
Customer Service Product Manager. Inside Sales Sup
CMG
ProPak
SpecialTeam
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DESCO INDUSTRIES, INC.
Locations
Letchworth, UK
Rochester, NH Crowborough, UK

Santa Barbara, CA Canton, MA
Sanford, NC
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Chino, CA 
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Yorba Linda, CA

Yachimata City,
Chiba, Japan
Miami, FL

Singapore
DescoIndustries.com
DESCO INDUSTRIES, INC.
Broadest Offering of
ESD Control Solutions
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DESCO INDUSTRIES, INC.
Broadest Offering
 Personnel Grounding - Wrist Straps, Foot
Grounders, Ground Cords, multiple variations
Made in the United States of America
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DESCO INDUSTRIES, INC.
Broadest Offering
 Garments - Smocks, Gloves
Made in the United States of America
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DESCO INDUSTRIES, INC.
Broadest Offering
 Worksurfaces - Micastat, 2-layer Rubber,
Homogeneous Vinyl, 3-Layer, field service
Made in the United States of America
DescoIndustries.com
DESCO INDUSTRIES, INC.
Broadest Offering
 ESD Flooring - Rolled Matting, Modular Anti-Fatigue,
Floor Finish, Conductive Paint, Epoxy, Carpet Spray,
VCT, Carpet, Rubber Tiles
Made in the United States of America
DescoIndustries.com
DESCO INDUSTRIES, INC.
Broadest Offering
 Grounding Accessories & Tools
Made in the United States of America
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DESCO INDUSTRIES, INC.
Broadest Offering
 Test Equipment - Data Acquisition, Continuous Monitors,
Personnel Grounding Testers, Static Location, Surface
Resistance Testers, Calibration & Verification
Made in the United States of America
DescoIndustries.com
DESCO INDUSTRIES, INC.
Broadest Offering
 Ionization - Overhead, Benchtop, Compressed
air, Process Ionization, Room Ionization
Made in the United States of America
DescoIndustries.com
DESCO INDUSTRIES, INC.
Broadest Offering
 Packaging, Coating, and Laminating - Static
Shielding, Moisture-Vapor-Barrier, Clear dissipative,
Unique Bag-In-Bag, Bags on roll, Vacuum Sealers
Made in the United States of America
DescoIndustries.com
DESCO INDUSTRIES, INC.
Broadest Offering
 Packaging - Protective Pak packaging provides complete ESD
and physical protection for static sensitive circuit boards
Made in the United States of America
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DESCO INDUSTRIES, INC.
Broadest Offering
 ESD Tapes and Labels - Clear, Conductive Grid,
Masking, Kapton, floor marking, Green labels
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DESCO INDUSTRIES, INC.
Broadest Offering
 Specialty Products - Dispensers, Brushes, Portable
Workstation Organizer, ESD Lotion, ESD Vacuum
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DESCO INDUSTRIES, INC.
Broadest Offering
 Specialty Tools – Stainless Steel Probes,
spudgers Cable Ties, Sleeving Cutter, Wire
Threader
Made in the United States of America
DescoIndustries.com
DESCO INDUSTRIES, INC.
Broadest Offering
 Beauty Supplies – Pumps and Bottles, Aprons,
Orange Sticks
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DESCO INDUSTRIES, INC.
Other Markets
 Identification – Badge Holders, Badge Reels,
Lanyards
Made in the United States of America
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DESCO INDUSTRIES, INC.
Other Markets
 Time and Attendance Systems
Made in the United States of America
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DESCO INDUSTRIES, INC.
Other Markets
 Clean Assembly and Packaging
Made in the United States of America
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DESCO INDUSTRIES, INC.
In-House Training and
Customer Support
 Factory Trained Technicians who can
perform ESD training and support
 Inside Sales team provides added support
 NARTE Certified sales force
 Product Management and Marketing team
provides additional expertise
DescoIndustries.com
DESCO INDUSTRIES, INC.
Largest Manufacturer of
ESD Products in the World
 $32,200,000 in Revenues
 USA Manufacturer with factories in Chino, CA;
Yorba Linda, CA; Santa Barbara, CA; Canton, MA;
Sanford, NC; Rochester, NH; Miami, FL; Letchworth, UK
 World’s largest inventory of ESD Products: Chino, CA; Santa
Barbara, CA; Canton, MA; Marlboro, MA; Sanford, NC;
Rochester, NH; Crowborough, UK; Letchworth, UK; Yachimata
City, Chiba, Japan
 Partnered with world class suppliers: Biltrite, Chemprene,
Whitney Blake, Richmond, Interface, Duracote, etc...
 Financial and Human Resource Support for Growth
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DESCO INDUSTRIES, INC.
DII Market Driven Strategies
Multiple channels to address
fragmented market place:
• Full Service ESD Solutions provider - Sells through distribution, reps,
iNARTE Certified factory personnel
• e-Comm driven, direct sell ESD Specialty distributor – sells to end user
• European and Asian focus, support globalization of customer base
• Custom capacity arm, diversification - Platform to sell DII manufacturing
capacity
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DESCO INDUSTRIES, INC.
Information Systems
 15 e-Commerce sites: Desco, ESD Systems,
Menda, Menda Beauty, Menda Tools, Menda ID,
Vermason, Charleswater, CMG, Desco Asia,
Desco Japan, EMIT, Smart Clock, Statguard
Flooring, and Protektive Pak
 Goldmine Contact Management Database
 Web Sites with on-line catalogs in place for all
brands
 Other brands to expand use of e-Comm and websites as marketing tools
DescoIndustries.com
DESCO INDUSTRIES, INC.
Marketing Focus
 Continue to lead with Webification of Sales
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Process
Increase direct communication with end users
Refine e-Comm & web-sites as marketing tools
Continue production of the best Product/Sales
Catalogs in the Industry
Expansion of In-House mail
list of 70,000+ end user names
Promotion and focus on core brand and
delivery vehicle strengths - Solutions
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DESCO INDUSTRIES, INC.
Value of the Brand
 Establishes brand equity, adds value
beyond the generic
service or product benefit.
 Makes an intangible product or service
more tangible, allows
differentiation.
 Increases long-term sustainability. Any
product can be copied, but a brand
cannot.
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DESCO INDUSTRIES, INC.
Value of the Brand
 Better corporate vision and mission.
Provides clear principles
to guide management decision.
 Consistency - both internally and to
customers.
 Provides platform for future service or
product developments.
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DESCO INDUSTRIES, INC.
Product Trademarks
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Statguard®
Statfree®
Reztore®
Micastat®
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DESCO INDUSTRIES, INC.
Product Brands
DurAstatic™
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DESCO INDUSTRIES, INC.
Product Brands
Personal and Mat Grounding, Test Equipment
Trustat™
Jewel®
Ergo Band®
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DESCO INDUSTRIES, INC.
Product Brands
Packaging & Personnel Grounding
Statshield®
Protektive Pak®
Auto Shield™
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DESCO INDUSTRIES, INC.
Product Brands
Production Tools
Circuitracer®
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DESCO INDUSTRIES, INC.
Web Sites
Desco
Desco Asia
SCS
Smart Clock
Charleswater
Statguard Flooring
Menda
SpecialTeam
Menda-ID
ESDSystems.com
Menda Beauty
CMG
Menda Tools
Vermason
Protektive Pak
DescoIndustries.com
DESCO INDUSTRIES, INC.
Web Sites
Web site Features:
• e-Commerce shopping cart
• 24/7/365 service/support
• On-line stock check and pricing
• Online catalog
• Listing of Reps & Distributors
• New Products
• Promotions
• Package Tracking System
• Technical Bulletins & Drawings
• Newsletters / Training
DescoIndustries.com
DESCO INDUSTRIES, INC.
Who Is Desco Industries
DescoIndustries.com
DESCO INDUSTRIES, INC.
DII Family of Companies...
... is focused on growth,expansion, & profit!
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