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May 2006 1
Tektronix
Lori AndersenDirector, Americas Sales Operations
Teresa BuonocoreWW Export
June 5, 2006
Company Introduction & Overview
May 2006 2
AGENDA
Who Knows Tektronix?!
Background
Tektronix Today - Overview
Sales Operations
WW Export – Transaction Flow– Government Compliance– Contract Management– Logistics– Payment Methods– Recommendations
Q & A
May 2006 3
Heritage
Founded in 1946
60-year tradition of excellence
Unparalleled brand equity
Intimate customer relationships
Well-established sales channels
May 2006 4
Tektronix TodayTektronix is a leading supplier of test, measurement, and monitoring products, solutions and services. Over $1B in annual sales
Communications and Instruments Business Platforms
Profitable with a strong balance sheet
Passion for innovation
Well established brand
Market share leadership in several categories
Global footprint
May 2006 5
Mission Statement
We enable our customers to design, build, deploy, and manage next generation global communications networks, computing, pervasive and advanced technologies…
By providing world-class products, services and support to help our customers meet their business objectives.
May 2006 6
Europe Operations London, England
Pacific Operations Shanghai, China
World Headquarters Beaverton, OR
Tektronix India Bangalore, India
Our Global Locations
Tektronix Japan Tokyo, Japan
Monitoring & Protocol Test
Beijing, China
Operations in 19 Countries 4500+ Employees Worldwide
MPEG Test Cambridge, England
Monitoring & Protocol Test
Germany/Italy
Tektronix (China) Co.
Shanghai, China
Comm. Test Assurance Dallas, TX
May 2006 7
Industry Leading Customers
May 2006 8
Our Products and Services
IB Division:– General purpose test and
measurement
– Video test, measurement, and monitoring
CB Division:– Communications diagnostics
and network management
Service, support, and installation
May 2006 9
Source: Company Data – Market Model Process
Manufacturing, 8%Education/
Service/Other, 8%
Monitoring/Maintenance, 27%
R&D, 57%
Source: Company Data – Market Model Process
Japan, 18%
Asia Pacific, 19%
EMEA, 27%
Americas, 37%
Gov/ Mil/ Aero
Consumer
Education
20%
Communications
Computer
Semiconductor
60%
20%
Other
Where Our Products are Used By Geography
By Industry
By Application
Japan 18%
Americas 37%
Asia Pacific 19%
Manufacturing 8%
R&D 57%
Monitoring/Maintenan
ce 27%
Education/ Service/Oth
er 8%60%
20%
20%
Source: Company Data – Market Model Process
Europe, M. East & Africa
27%
May 2006 10
Sales Operations Sales Strategies and Programs US Order Management
– United States World Wide Export
– Canada & Latin– EMEA– Japan– Pacific
Technical Support Systems, Process Analysis and Training Field Sales Support Demo Management Corporate Call Center
May 2006 11
World Wide Export Business
May 2006 12
Doing Business in a Global MarketYou have a commodity
Are you compliant with government
regulations?
How will you get it from here to there?
How will you get paid?
You have a customer overseas
What is your contract with
your customer?
May 2006 13
World Wide Export Business
Government Compliance
Contract Management
Logistics Operations
Payment Methods
May 2006 14
Doing Business in a Global MarketYou have a commodity
Are you compliant with
government regulations?
How will you get it from here to there?
How will you get paid?
You have a customer overseas
What is your contract with
your customer?
May 2006 15
Governmental Compliance
Export Country Regulation– Export Control Classification
– Export License
– Governmental reporting (AES Direct)
Import Country Regulation– Import Control classification
– Import License
– Governmental reporting
May 2006 16
Doing Business in a Global MarketYou have a commodity
Are you compliant with government
regulations?
How will you get it from here to there?
How will you get paid?
You have a customer overseas
What is your contract with
your customer?
May 2006 17
Contract Management Contractual Parties
– Buyer
– Seller
Contract Terms and Conditions– Price (Standard pricing, Discounts, Marketing programs)
– Shipping term (Incoterms 2000)
– Delivery Requirements
– Legal terms
May 2006 18
Doing Business in a Global MarketYou have a commodity
Are you compliant with government
regulations?
How will you get it from here to there?
How will you get paid?
You have a customer overseas
What is your contract with
your customer?
May 2006 19
Logistics Operations Transportation
– Ocean or Air shipments or Truck– Freight Forwarders– Expeditors
Customs– Export (handling fees, broker fees, freight charges)– Import (duty and taxes)
Documentation – Export (Shipping Instructions, Air Waybills, Customs Invoices)
– Import (Certificates, Documentation)
May 2006 20
Doing Business in a Global MarketYou have a commodity
Are you compliant with government
regulations?
How will you get it from here to there?
How will you get paid?
You have a customer overseas
What is your contract with
your customer?
May 2006 21
Payment Methods
Currency– Hard currency
– Soft currency
Methods– Cash in advance (Check, Wire Transfer)
– Net xx days (common use for Americas)
– Site draft
– Letter of Credit (common use for international)
May 2006 22
Recommendations
Know your customers
Know the international business practices for your industry
Know the governmental regulations for both the export and import country
Understand the contractual terms and conditions
Give yourself plenty of time to prepare for international transactions
Ask questions when you don’t understand
May 2006 23
Doing Business in a Global MarketYou have a commodity
Are you compliant with government
regulations?
How will you get it from here to there?
How will you get paid?
You have a customer overseas
What is your contract with
your customer?
May 2006 24
Q & A
May 2006 25
