SAMPLE PLAN STRATEGIC SALES AND MARKETING PLAN FOR ENTERING THE NORTH AMERICAN PCB MARKETPLACE

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SAMPLE PLANSTRATEGIC SALES AND MARKETING
PLANFOR ENTERING THE NORTH AMERICAN PCB
MARKETPLACE

• BY D.B.MANAGEMENT GROUP
• SEPTEMBER 2004
• DAN BEAULIEU
• 33 MORRILL AVENUE
• WATERVILLE, MAINE 04901
• TEL[phone]/ FAX [phone]/ CELL
  207-649-0879
• EMAILDANBBEAULIEU_at_AOL.COM
• WWW.DBMPCB.COM

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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

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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

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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

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SAMPLE NORTH AMERICAN PLAN

• THE CUSTOMERS
• FINDING THE CUSTOMERS
• DIRECTORIES
• DATA BASES
• BOARD BUYERS .COM
• NETWORKING
• RELATED TO CURRENT CUSTOMERS
• THROUGH REPS

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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 COMPANYS FACE IN NORTH AMERICA

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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

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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.

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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 COMPANYS FACE IN NORTH AMERICA

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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

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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

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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

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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

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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.

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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

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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

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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

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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

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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

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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

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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

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SAMPLE NORTH AMERICAN PLAN

• MARKETING 3
• TRADE SHOWS
• TRY AT LEAST 2 THIS YEAR
• SPECIFIC TECHNOLOGIES
• HDI
• TELECOMMUNICATIONS
• MILITARY
• CHOSE THEM NOW

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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

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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

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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.