When Flint Technical Geosolutions (FTG) decided to scale its international operations, President B. Smallwood didn’t start by hiring a global sales force or opening overseas offices. He made a phone call to the University of Georgia Small Business Development Center.
That partnership — begun with international business consultant D. Kloussiadis at the UGA SBDC’s International Trade Center — has become one of the most consequential relationships in FTG’s history. Over two decades, it helped the Metter-based company grow international revenue by 250%, generate approximately $2 million in additional sales, and expand into more than 14 countries. International business now makes up approximately 50% of FTG’s total revenue.
The Challenge: Going Global Without a Roadmap
FTG had built a strong domestic business but was fielding inquiries from overseas without the infrastructure to act on them. “The company was very successful domestically. They had inquiries from overseas but needed assistance with quotations, financing, the entire export process,” says Kloussiadis. “We developed a tailored training program specifically for FTG.”
The First Step: Completing Overseas Transactions
With SBDC support, FTG completed its first overseas transactions in Italy and Venezuela. One early breakthrough: learning how to insure international receivables. “Dimitris doubled our international market just by showing us how to insure our receivables,” Smallwood says. “This allowed us to sell into markets where we have not sold before, by providing extended terms, without any risk to FTG.”
What Sustained Growth Looks Like
Today FTG has active projects in Canada, Brazil, France, Mexico, Panama, South Africa, Morocco, the UAE, Peru, Nigeria, Cameroon, India, and Turkey. The company has increased its workforce by 14% as a result of international expansion. For the past several years, Smallwood has delivered the opening presentation at the SBDC’s ExportGA program, mentoring other companies just beginning their export journeys.
“The services the UGA SBDC International Trade Center provides are fantastic,” Smallwood says. “I don’t know how we would have covered the ground we covered without their support.”
