Michael L. StricklandApril 14th, 2010UPS Headquarters16th Annual Georgia Tech Global Business Forum

Founded 1962Dr Clyde Orr Georgia TechWarren HendrixCurrent President Preston Hendrix250 Employees Worldwide~ $50,000,000 Annual Sales

16th Annual Georgia Tech Global Business Forum

The Science and technology of small particlesPhysical characterization of powdered materialsSurface AreaPore Size and Pore Size DistributionParticle SizeDensityOther physical characterization techniques

16th Annual Georgia Tech Global Business Forum

CatalystsPharmaceuticalsMiningMaterials Research and DevelopmentPowdered MetalsPigmentsCosmeticsAbrasivesAnd 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

DefinitionsOpen a MarketServe the Smaller Markets

16th Annual Georgia Tech Global Business Forum

Low fixed costsThey know the territory and culture Cost of sales is lowCan provide service and supportCan build a market from zeroThey understand the complexities of importingNo incorporation expensesNo labor law issues

Can be difficult to get enough attentionYou are one step removed from your customerYour reputation depends on themYou must work at motivating distributor and customerTermination and replacementCommissions can result in lower profit margins (but also lower cost and risk)

Consider Distributors and Agents for breaking into International MarketsLower cost, risk, local taxes, etc.A good way to learn the Market and to learn exportingMust have > $1,000,000 in annual revenues to justify a local office.

Mike StricklandMicromeritics Instrument Corporationmike.strickland@micromeritics.comCell: +1 (770) 329-443816th Annual Georgia Tech Global Business Forum