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    International Air Freight Up In Houston

    - Excerpts From Journal Of Commerce, September 3, 1996

    
    
    
    
    
    
    
    
    Domestic air
    
    
    
    cargo is not taking a back seat, but international air freight is playing
    
    
    
    a bigger role than ever at Houston airports.

    Set for expansion

    Houston-based Eagle USA Airfreight, a rising star in the freight forwarding business, is laying the groundwork for an international expansion, said Mike Slaughter, director of investor relations.

    The company only gets about 5% of its revenue from international sales, but Mr. Slaughter said that is projected to increase. "We are forming agent relations as part of the process. You'll see us look at Paris, London, and other destinations. But the transactional issues are a bit more challenging internationally."

    With terminals in 50 US cities, Eagle has found a profitable niche focusing on shipments of more than 70 pounds, a tactic that has kept it from head-to-head competition with the likes of Federal Express and United Parcel Service, which typically concentrate on smaller packages.

    "Our average weight per shipment is 570 to 600 pounds," said Mr. Slaughter. Eagle owns no freighters, preferring the flexibility of using multiple carriers. The strategy doesn't tie up assets and gives Eagle the freedom to ship cargo with a number of airlines or charter a plane if necessary.

    Compaq, IBM, and Packard Bell make up about 20% of the company's business. "But this year we have picked off quite a bit of automotive business," said Mr. Slaughter.

    The company's revenue is projected to be about $180 million in the fiscal year ending September 30, up from $47 million just three years ago. Responding to rapid growth, Eagle is about to break ground on a $4.5 million headquarters and warehouse on 22 acres near the Houston Intercontinental Airport.

    Mr. Slaughter is optimistic about the future. "Our business continues to be strong," he says. "We don't expect to see any change for the next three to five years."



    
    
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