EMA Presentation Update

“a reflection of excellence”

Electronic Manufacturers’ Agents, Inc.

OUR HISTORYAND TODAY


LONGEVITY

1974 TO 2015

1977 - Opened Atlanta Office

1980 - Opened Raleigh Office

1984 - Opened Florida Office

1991 - Strategic Location in Tampa

2000 - Strategic Location in Greensboro

2011- Expansion into Mid-Atlantic – Baltimore Office

OUR HISTORY

HISTORY“a reflection of excellence”

AND TODAY

RALEIGH

Dick Butler

Jim Sassmann

Karla Butler

ORLANDO

Joseph Sandusky

Jerry Zibrida

Brenda Howard

Open Position

HUNTSVILLE

Jerry LeMay

REGIONAL OFFICES

ATLANTA

Tom Greig

BALTIMORE

Art Schweiss

Marnette Shields


EMA ORG CHART


Dick Butler Owner

Joe Sandusky President

Brenda Howard Inside Sales

Art Schweiss

VP of Sales

Marnette Shields Inside

Sales

Jim Sassmann Account Manager

Tom Greig Account Manager

Jerry LeMay Account Manager

Jerry Zibrida Account Manger

Strong Relationships in Territory

Intimate Market Knowledge

Technologically Current

SalesForce

Drop Box

Apple – iPad Air

Smart Phones

Active in Industry Associations


EMA IS EFFECTIVE DUE TO


WHAT EMA REQUIRES FOR SUCCESS

INNOVATIVE PRODUCTSPRODUCT TRAINING

AND#1 - YOUR SUPPORT


MAINTAIN CURRENT WEB PAGE

EMA LINE CARD


Dick Butler Resume

Auburn University - BA

28 years sales experience28 years in Electronic Industry

28 years with EMA

Territory: Targeted Accounts in Wake & Durham Counties, NC

SuccessesCompany Name Project Principal Dollar Amount

IBM xSeries Servers SanDisk & Netlist $10M3Phoenix Various Gov’t Contracts Vadatech, SynQor, P.I. $2M

Overture Networks TDM Aggregation Pentair $2MNortel Networks Signaling Server Gateway Pentair, Emerson $8M

Key CustomersIBM, Cisco, Lenovo, Oracle (Tekelec), 3Phoenix, Logos Technologies, Teledyne Scientific, Overture Networks, RFHICUSA, Toshiba (RSS), Genband, Allied Telesis, Vishay, Hill-Rom, Wireless Research Center, Earl Energy, Kidde Aerospace, Booz Allen Hamilton, ACDI, Teledyn Scientific

Joseph SanduskyResume

NCC - AA

48 years in Electronic Sales 29 years with EMA

Territory: Target Accounts in Central Florida

SuccessesCompany Name Project Principal $ Amount

JH Audio IEM Knowles / ATI $ 1.7MLockheed Martin J-STARS Diamond $250KLockheed Martin EPLS Diamond / TCS $350K

Presidio Asset Tracking Trimble $500KMic Madness Audio Knowles $100K

Key Customers

Advanced Audio, American Systems, BAE, Cubic Simulation, DEI, DME, E-One, Embry Riddle, Fisher Hearing, Indra Systems, JH Audio, Lockheed-Martin (East and West Locations) Microphone Madness, NAWC-TSD, Precision Labs, Presidio (CTI), The Bernd Group, Westinghouse

Art SchweissResume

University of Maryland


Territory: Mid-Atlantic


Sperry Marine NAVDDS Schroff/DDC $1.5MIdirect Global Express Viasystems $750k

Annapolis Micro VME Viasystems $400kDRTI Recorder TCS $200kURSA UN100 Power Innovations $50k

Key Customers

3Phoenix, AAI, Andrew, Cornet, Data Design, DRS, Fiberplex, Fibertek, GE Intelligent Platforms, General Dynamics, Idirect, Inhand, Jlabs, JHUAPL, Keyw, L3, Leidos, Lockheed, Logos, NASA, NAVSEA, Niitek, NGC, Orbital, Safenet, SAIC, Sperry Marine, TASC, Trident, URSA, Vista, WR Systems

Jim Sassmann Resume

Southern Illinois University – BS


Territory: North and South Carolina

SuccessesCo. Name Project Principal $ Amount

Sony Ericsson Cell Phones Knowles Acoustics $2.3MBD Medical Focal Point Plus Pentair/Emerson $3.4M

SPAWAR DTC Dig. Tech. Ctrl. Power Innovations $1M+SRC JTWS Air I & II TCS $1M

Gen. Dynamics C2OIX Core Systems $1.5M

Key Customers

SAIC, SRC, BAE, SPAWAR, Digital Safety, AAI Textron, LED/Corning, Galaxy Electronics, BD, Elster, US&Signal, WABTEC, Gilbarco, Plexus, Alcatel/Lucent, GE Fanuc, UEC Electronics, Teradyne/Flextronics, Chemring, General Dynamics

Tom Greig Resume

University of Bridgeport - MBAWestern Connecticut State University -BBA

29 years sales experience

35 years in Electronic Industry20 years with EMA

Territory: Georgia / Eastern Tennessee

Successes

Company Name Project Principal Dollar Amount

L-3 Communications JSF ViaSystems $4 MMotorola Mobility Various BT headsets Knowles $5M

Verizon Telematics In –Drive Stetron $1M

Key CustomersAdva Optical, Advanced Controls, Ametek, Arris, Barco, Ciena, Cisco (SA), Emerson CSI, Flir, Foxconn, GE, GD, GTRI, Gulfstream, Honeywell, Landis Gyr, L-3 Communications, LMCO, Meggitt Training, Motorola, Movius, NCR, NG, ORNL, Raytheon, RC, SG, SRC, SAIC, Sienna, Siemens, Siemens Medical, Spectral Response, Trenton, Tyonek, ViaSat, Verizon Telematics, Warner Robins/Army

Jerry LeMay Resume

University of Alabama - BS

33 years sales experience10 years in Electronic Sales

8 years with EMATerritory: Alabama, Mississippi, Western Tennessee,

Florida PanhandleSuccessesCompany Name Project Principal Dollar Amount

Avocent Trellis Emerson $500KQinetiQ Swats Knowles $2.4M

VT Miltope Commanders Interface TCS $1MLMCO UGCS Vadatech $1.5M

NG IBCS Diamond Systems $250K

Key Customers

Dynetics, Avocent, Adtran, SCI, NG, LMCO, SRC, Qinetiq, Kratos, GEIP, CSC, Teklinks, Parsons, Digium, Fastmetrix, SAIC, ERC, NASA, Teledyne Brown, Northstar, Radiance, Schafer, CEP, OCS, AOS, Aurisonics, Griffon Aerospace, Army, Navy, Stinger, Gyrus, CAS, Peavey, BAH, BAE.

Mick LehmanResume

BSEE South Florida, MBA Duke


Territory: State of Florida


Harris FA - 18 TCS $1.5MHobart Ground Support Diamond $500K

Neilson Media Codex Knowles $600KJabil STB SanDisk $2.0M

Harris Ground Station VadaTech $1.5M

Key Customers

Lockheed Marting, Harris, DTx, DRS, Raytheon, Hobart, Jabil, Rave, Concurrent, Alien Ears, Magic Ear, L3 , GE , XM , Disney, Beckman Coulter, Honeywell, Seagate.

Brenda HowardSales Administrator

27 years in Sales Administration 13 years with EMA

RESPONSIBILITIES

Territory: All Of EMA

Customer Contact, Telephone, E-mail, and Webinar Support

Quote Coordination and Preparation Customized to Individual Principal Terms

Incoming Order Review and Tracking

Liaison between End Customer/Principal

Drop ship Quote, Order, PO Preparation, Shipment, Tracking,

Payment Processing, Invoicing

SalesForce CRM Entry and Maintenance

Principal CRM Extra/Intranet Entry

Monthly Principal Activity Report

Marnette ShieldsSales Administrator

4 years in Sales Administration 1 year with EMA

RESPONSIBILITIES

Territory: Mid-Atlantic Region

Distribution manager for the Mid-Atlantic

Customer Contact, Telephone, E-mail, and Webinar Support

Quote Coordination and Preparation Customized to Individual Principal Terms

Incoming Order Review and Tracking

Liaison between End Customer/Principal

SalesForce CRM Entry and Maintenance

Principal CRM Extra/Intranet Entry

Monthly Principal Activity Report


Questions for Potential Principals

What are your Growth Markets?

Sales breakdown by market?

Military, Industrial, Commercial, Telecom, Medical?

What are you looking for in a Representative?

Expectations, Reports Required, Knowledge?

Distribution relationship; working, mind share?

Why are you pursuing a new rep?

What are your goals over the next five years

AREAS WE NEED TO UNDERSTAND

Sales Force, extensive CRM database

Consultative selling approach

Introducing new technologies to customers

Broadcast new product notifications

Key - Face Time in front of engineering


EMA MARKET STRATEGY

LinkedIn to review for contacts changes

Develop relationships over breakfast & lunches

Share knowledge base across 10-states geography

Poll customers what they are buying and unfulfilled needs

For customers to view us as a technical resource


MARKET STRATEGY CONTINUED


WHAT OUR PRINCIPALS THINK

HIGHEST INTEGRITYPROFESSIONAL IMAGE

HUNGRYDILIGENT

FOLLOW-THROUGH

CUSTOMER RESPECT

CUSTOMER KNOWLEDGE

CUSTOMER RAPPORT

TERRITORY KNOWLEDGE

TEAM PLAYERS

CO-OPERATIVE

FUTURE INVESTMENTS

COMMUNICATION SKILLS

CROSS SELL

SUCCESSFUL

And We Agree

TECHNICAL SKILLS

MARKET KNOWLEDGE

WHY YOU SHOULD CHOOSE EMA Defined Infrastructure Financially Stable Experienced Personnel Customer Rapport Product Experience

SalesForce Reporting Proven Lead System Extensive Data Base Compatible Lines Persistence


PLUS ALL OF THE BENEFITS OF OUTSOURCING FIELD SALES

Ability To Accomplish Creative Selling


THANK YOU

EMA Presentation Update

Documents

Transcript of EMA Presentation Update