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Selling new technologies

By Mike Resetarits |

During my youth, as a mass- and heat-transfer R&D manager, there were 12 occasions when new technologies were sold for the very first time. One or two of those technologies might have been considered “breakthroughs.” The others were very significant twists on well-established technologies. Of the 12 first-of-a-kinds, 11 were sold to companies outside of the U.S. More on that later. One new technology was a high-performance distillation tray that was first offered to an Austrian company, OMV, for use in their Schwechat refinery. The name “Resetarits” is of Austrian origin, and I was the co-inventor of the tray, along with Mike Lockett, and so, it made perfect business sense for me to go to Vienna, to try to talk OMV engineers into becoming “the first.” I flew into Vienna airport, landing at about 5 p.m. I carried my luggage across the street to an airport hotel. The lobby was extremely crowded, but I was lucky because there was nobody at the check-in counter. My German-language capabilities were weak. I simply handed the hotel desk attendant my credit card and open passport. She gasped disappointedly and asked, “Your name is Michael Resetarits?” I answered, “Well, yes, miss.”…
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