Manufacturers

1
Manufacturers
Representative
CM Technology Sales Confidential - 2008
2
What we can offer to our Principles

• Aggressive Sales penetration in all markets.
• Increase design-wins in territory.
• Build strong business relationship with many
  customers (small and big).
• Bring multiple business opportunities to their
  principle (custom and standard product).
• Introduce new development opportunities to their
  existing principles.

3
Market Essentials

• Sales staff requirements
• Professional mindset
• Lead large and diverse teams
• Strategic sales planning
• High, Wide and Deep
• intimate relationships at customers

4
Why sign on with CM Tech Sales?

• CM Tech Sales HAS
• Staff with technical backgrounds and strategic
  selling skills
• Synergistic and best of class line card
• Relationships and name recognition at all
  customers and distributors
• Proven method of management and teamwork-driven
  work environment
• Financial strength to remain a leader in
  outsourced OEM sales
• A highly motivated and driven commissioned sales
  staff

5
Focus Markets

• Power Supply Market
• Cherokee
• Xantrex
• California Instruments
• Power One
• Condor Power
• Magnetek
• Pioneer Power Supplies

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Focus Markets (Cont.)

• IC Ref. Power Supply Market
• Linear Tech
• Maxim
• TI
• OnSemi
• Broadcom
• (IC Reference Designs)

7
Focus Markets

• Networking/Communication Market
• Linksys (Cisco)
• Emulex
• Qlogic
• Belkin
• Alcatel/Lucent
• MRV Communication

8
Focus Markets

• Audio Video
• Extron
• Power Physics
• Sony
• Mitsubishi
• Panasonic
• QSC Audio

9
Focus Markets

• Medical Market
• Beckman
• Pentad Design
• Biosite Diagnostics
• Paragon Medical

10
Focus Markets

• HDD (Hard Disk Drive) Market
• Western Digital
• External
• Internal
• Distributor Market

• Avnet
• Harvey King
• Arrow
• Future

• Digikey
• Mouser
• All American

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Basic OEM ICStrategy Template

• Identify OEM key products
• Identify key functions (subsystems) for each
  product
• Identify key IC makers for each function
• Determine end product TAM controlled by each IC
• Determine how much OEM follows IC maker reference
  design
• Identify where reference design being done, at HQ
  or FAE
• Secure names of local FAEs for all key IC makers
• Build relationship with FAEs, provide needed
  samples/info

12
IC Project Focus Markets

• Wired
• VoIP
• PoE
• xDSL
• Cable Modems
• Analog / Fax Modems
• USB
• Wireless
• Cellular
• WLAN
• BlueTooth
• ZigBee
• Power Amps
• UWB, WiMAX (2H / 109th)

• Controllers
• DSPs
• BB / MACs
• µProcessors
• Graphic / Video Processors

• Power
• DC / DC
• Switchers
• Power Factor Correction

13
Sales Force!

• Design Technical Sales Team.
• 18 outside sales engineers with EE background
• 5 inside sales person
• 3 MBA sales guys with technical background
• Fewer lines with more emphasis on service
• Only 7 lines represented!