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Despite the New England recession, ESA Inc. has had plenty of success selling analytical instruments domestically. Sales this year were up a healthy 10 percent. But in Europe, which accounts for a third of the Bedford-based company's revenue, sales this year were flat.
The European recession could be responsible. But this year, two of ESA's distributors also went bankrupt, leaving the $10 million company with a loss of $100,000 in two key European markets. To avoid such disasters in the future, ESA is looking to establish a two-person sales support office somewhere in Europe.
"Distributors can be either very good or not very good at all," said Prentiss Higgins, vice president of finance and administration. "Having a support team in Europe would make life a lot easier."
Setting up such an office is no small task for a company the size of ESA, however. Finding a …