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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 04901 TEL:207-873-0793/ FAX: 207-873-0794/ CELL: 207-649-0879 EMAIL:[email protected] WWW.DBMPCB.COM. - PowerPoint PPT Presentation
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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:[email protected]
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.