SAMPLE PLAN STRATEGIC SALES AND MARKETING PLAN FOR ENTERING THE NORTH AMERICAN PCB MARKETPLACE BY D.B.MANAGEMENT GROUP SEPTEMBER 2004 DAN BEAULIEU 33 MORRILL AVENUE WATERVILLE, MAINE TEL: / FAX: / CELL:

SAMPLE NORTH AMERICAN STRATEGY  GOAL:  TO SUCCESFULLY INTRODUCE COMPANY INTO THE NORTH AMERICAN PCB MARKETPLACE.  TO MAKE COMPANY AS WELL KNOWN IN NORTH AMERICA AS THEY ARE IN EUROPE, USING A GOOD AND WELL DEVELOPED AND IMPLEMENTED MARKETING PLAN  TO DEVELOP AND SUCCESSFULLY MANAGE A SALES FORCE OF INDEPENDENT REPS IN NORTH AMERICA  TO POSSIBLY SET UP A NORTH AMERICAN SALES OFFICE WITH A SALES MANAGER AND TEAM IN NORTH AMERICA  TO BUY A NORTH AMERICAN PCB FACILITY

SAMPLE: NORTH AMERICAN PLAN  SELLING IN NORTH AMERICA  A GREAT OPPORTUNITY MANY UNEXPLORED MARKETS USA CAPACITY IS IN DECLINE  20% DOWN IN PAST YEARS  FEWER GOOD SHOPS  EVEN FEWER PRODUCTION SHOPS  EVEN FEWER GREAT MILITARY SHOPS  EVEN FEWER HDI SHOPS  EVEN FEWER GREAT RIGID FLEX SHOPS

SAMPLE NORTH AMERICAN PLAN  THE CUSTOMERS  FINDING THEM  TARGETTING THEM  WINNING THEM THE SALES FORCE  INDEPENDENT SALES REPS MARKETING  GETTING YOUR COMPANY WELL KNOWN IN THE USA

SAMPLE: NORTH AMERICAN PLAN  THE CUSTOMERS FINDING THE CUSTOMERS  DIRECTORIES  DATA BASES  BOARD BUYERS.COM  NETWORKING  RELATED TO CURRENT CUSTOMERS  THROUGH REPS

SAMPLE: NORTH AMERICAN PLAN  SALES MANAGER SHOULD BE THE FOOTHOLD IN N.A. START IN NEW ENGLAND BE ABLE TO BUILD A REP NETWORK MANAGE A REP NETWORK IMPLEMENT MARCOM PLAN ATTEND TRADE SHOWS BE THE COMPANY’S “FACE” IN NORTH AMERICA

SAMPLE: NORTH AMERICAN PLAN  BUYING A NORTH AMERICAN PCB SHOP NEEDS TO BE A GOOD FIT WITH COMPANY SYNERGISTIC SPECS AND TECHNOLOGY COMPLEMENTARY SPECS AND TECHNOLOGY HAVE A CUSTOMER BASE BE WELL RPICED/A GOOD DEAL BE THE “STOREFRONT” FOR THE COMPANY BE UP AND RUNNING THIS IS A KEY INGREDIENT OF THE OVERALL PLAN. IN ORDER TO ESTABLISH SERIOUSNESS AND CREDIBILITY IT IS ESSENTIAL TO HAVE A N.A. STOREFRONT COMPANY

SAMPLE NORTH AMERICAN PLAN  THE SALES FORCE INDEPENDENT SALES REPS  TERRITORY EXPERTS  RELATIONSHIP MANAGERS  FOCUSED ON SELLING OUR PCBS  FOCUSED ON SELLING OUR TECHNOLOGY  SUCCEED BY MAKING COMPANY SUCCEED  PAID WHEN COMPANY GETS PAID

SAMPLE NORTH AMERICAN PLAN  THE SALES FORCE INDEPENDENT SALES REPS  QUALIFYING A REP: evaluate  BOARD EXPERTISE  WELL RUN AGENCY  SUCCESSFUL  RELATIONSHIP WITH TARGET ACCOUNTS  HOW MANY PEOPLE IN FIRM?  OTHER BOARD FABRICATORS  WORK ETHIC  TIME DEDICATED TO COMPANY  REFERENCES

SAMPLE NORTH AMERICAN PLAN INDEPENDENT SALES REPS  FIND AND KEEPING REPS  NO HOUSE ACCOUNTS  GOOD CONTRACT  TREAT AS PARTNERS  GOOD LONG TERM CONTRACT  GOOD COMMUNICATIONS  PAY ON TIME  MARKET IN THEIR REGION

SAMPLE NORTH AMERICAN PLAN  FINDING, SIGNING AND SALES REPS The territories: covering the continent NORTH EAST CANADA SOUTH EAST MID-ATLANTIC NEWYORK MIDWEST FLORIDA ARIZONA CALIFORNIA NORTH WES ALSO ACOCUNT BY ACCOUNT IF THE REP CAN BRING US A SPECIFIC ACCOUNT AND THAT IS ALL HE WANTS.

SAMPLE NORTH AMERICAN PLAN  THE SALES FORCE INDEPENDENT SALES REPS/ POST SIGNING  VISIT COMPANY (COULD BE PRIOR TO SIGNING)  MEET KEY PEOPLE  DEVELOP A TEAM TO WORK WITH REP  PEOPLE WHO CAN RELY ON EACH OTHER  TERRITORY STRATEGY  KEY ACCOUNTS/ FORECAST  MARKETING PLAN  CUSTOMER VISIT PLAN

SAMPLE NORTH AMERICAN PLAN  PLAN FOR:  USING INDEPENDENT SALES REPS  MARKETING FOR THE REPS IN THEIR TERRITORY GETTING THE MOST OUT OF EACH REP FIRM  WORK WITH COMPANY INSIDE SALES PEOPLE  CREATE SALES TEAMS

SAMPLE NORTH AMERICAN PLAN  GETTING THE MOST FROM THE REPS MAKE SURE THEY UNDERSTAND STRATEGY DEFINE EXACTLY WHAT WE WANT FROM THEM  WHAT TYPE OF BUSINESS WE WANT  MILITARY  TELECOMMUNICATIONS  HDI  QTA  FLEX/RIGID FLEX  USE THE QTA AS A WAY TO GET INTO NEW CUSTOMERS  SET GOALS OF NUMBER OF CUSTOMERS TO CONTACT  SET GOALS AS TO NUMBER TO WIN

SAMPLE NORTH AMERICAN PLAN  MARKETING PLAN SALES LITERATURE /TEFLON/MILITARY WEB SITE/ GIVE THEM THE LEADS SEMINARS/ IPC DESIGN COUNCIL IN THEIR AREA TRADE SHOWS/ IN THEIR AREA ARTICLES NEWS DIRECT MAILINGS/ IN THEIR TERRITORIES DIRECT FAXINGS/IN THEIR TERRITORIES PROSPECTING AND COLD CALLING/ FOR THEM

SAMPLE NORTH AMERICAN PLAN  MARKETING CUSTOMIZE FOR N.A. LITERATURE; BUILD ON WHAT WE HAVE ALREADY  UPDATE MAJOR BROCHURE  NEW DATA SHEETS  HDI  MILITARY  DOING BUSINESS WITH COMPANY  EQUIPMENT LIST  TECHNOLOGY ROADMAP  SMALL PAMPHLET  MILITARY  TELECOMMUNICATIONS  FLEX RIGID/FLEX

SAMPLE NORTH AMERICAN PLAN  MARKETING 2 CUSTOMIZE FOR N.A. UPDATE AND ACTIVATE WEB SITE  INCLUDE NEW TECHNOLOGIES  LINKS TO VENDORS  ON LINE QUOTE FORM  CONTACT TRACKING AND FOLLOW UP  LEAD GENERATION AND PASS ON TO REPS

SAMPLE NORTH AMERICAN PLAN  MARKETING 3  EXISTING COMPANY CUSTOMERS ESTABLISH CONTACT IN N.A. ACCOUNT PLAN UPDATE THEM ON PRESENCE IN N.A.  FINDING NEW CUSTOMERS DIRECT MAILING FAXING ING

SAMPLE NORTH AMERICAN PLAN  MARKETING 3  TRADE SHOWS TRY AT LEAST 2 THIS YEAR SPECIFIC TECHNOLOGIES  HDI  TELECOMMUNICATIONS  MILITARY  CHOSE THEM NOW

SAMPLE NORTH AMERICAN PLAN  TO BE SUCCESSFUL: COMMITMENT FROM ENTIRE TEAM AGGRESSIVE SALES EFFORT EXTERNAL FOCUS FLAWLESS PRODUCT EXCELLENT QUALITY CONSISTENCY OF PERFORMANCE ON TIME DELIVERY INNOVATIVE TECHNOLOGY REDUCED LEAD TIMES CUSTOMER IS KING ESE OF DOING BUSINESS GLOBALLY

SAMPLE NORTH AMERICAN PLAN  WHERE DO WE GO FROM HERE? Agree on strategy Develop Marketing Communications plan Communicate strategy to team Get team signed up for success Find more reps  Cover USA and Canada with reps  Schedule regular contact with them  Set goals  Visit their customers with them  Communicate with them  Support them

SAMPLE NORTH AMERICAN PLAN  LET D.B. MANAGEMENT BRING YOU TO AMERICA. IN THE BUSINESS FOR ALMOST 30 YEARS EXPERTS IN NORTH AMERICAN MARKET EXPERTS IN WORKING WITH REPS EXPERTS IN NICHE MARKETING EXPERTS IN STRATEGIC BUSINESS PLANS EXPERTS IN CUSTOMER SERVICE AND SALES SUPPORT WE WILL MAKE COMPANY SUCCEED IN AMERICA OUR GOAL IS TO MAKE YOUR COMPANY SUCCESSFUL IN NORTH AMERICA. WE TAKE FULL RESPONSIBILITY FOR THE IMPLEMENTATION OF THIS PLAN.