SAMPLE PLANSTRATEGIC SALES AND MARKETING

PLANFOR ENTERING THE NORTH

AMERICAN PCB MARKETPLACE

BY D.B.MANAGEMENT GROUPSEPTEMBER 2004

DAN BEAULIEU33 MORRILL AVENUE

WATERVILLE, MAINE 04901TEL:207-873-0793/ FAX: 207-873-0794/ CELL: 207-649-0879

EMAIL:DANBBEAULIEU@AOL.COMWWW.DBMPCB.COM

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/Sales Office 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

SALES MANAGER/Sales Office Expert with years of experience Able to manage a sales team Willing to be on the road all the time Act as your “face” in North America Be a self started who eventually sets up a sales

office in the US The sales office will manage all North American

activities

SAMPLE: NORTH AMERICAN PLAN

US Company; Acquisition Good strategy to establish “store front’ In US Many shops available Good deal can be achieved Would be used a distribution center JIT Quality and engineering center Sorting Customer service Build Protos in US send volume overseas to

home company.

SAMPLE: NORTH AMERICAN PLAN

SALES MANAGER/Sales Office 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 E-MAILING

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 AMERICAOUR GOAL IS TO MAKE YOUR COMPANY SUCCESSFUL IN

NORTH AMERICA. WE TAKE FULL RESPONSIBILITY FOR THE IMPLEMENTATION OF THIS PLAN.