G.L. Smith Associates, Inc.G.L. Smith Associates, Inc.Company ProfileCompany Profile

20112011

MISSION STATEMENTMISSION STATEMENT

G.L. Smith Associates, Inc.G.L. Smith Associates, Inc.

is a manufacturer’s representative dedicated to serving the is a manufacturer’s representative dedicated to serving the Electronics Industry with the highest level of experience, Electronics Industry with the highest level of experience, integrity and commitment. We represent “ The Best in Class” integrity and commitment. We represent “ The Best in Class” manufacturers of Passive Components, Electromechanical, manufacturers of Passive Components, Electromechanical, Interconnect and Material products the industry has to offer. Interconnect and Material products the industry has to offer. Our coverage in the California, Nevada and Baja Mexico Our coverage in the California, Nevada and Baja Mexico territory is unsurpassed with over 100 years of combined territory is unsurpassed with over 100 years of combined engineering and sales experience.engineering and sales experience.

G.L. Smith Associates, Inc.G.L. Smith Associates, Inc.MANUFACTURERS’ REPRESENTATIVEMANUFACTURERS’ REPRESENTATIVE

Founded in 1991 as a one man sales organization, Founded in 1991 as a one man sales organization, G.L. Smith G.L. Smith AssociatesAssociates has become a substantial factor in the California, Nevada has become a substantial factor in the California, Nevada and Baja Mexico electronics industry, with 5 sales territories and a and Baja Mexico electronics industry, with 5 sales territories and a staff of 2 inside sales people. We currently represent 19 manufacturers staff of 2 inside sales people. We currently represent 19 manufacturers of related products carefully selected for their synergistic features, of related products carefully selected for their synergistic features, with sales volume of over $21 million dollars annually.with sales volume of over $21 million dollars annually.

AWARD WINNING AGENCYAWARD WINNING AGENCY

Renco “Most Improved”Renco “Most Improved”

RepresentativeRepresentative Renco Top Renco Top Performer #3 Performer #3

Renco Top Booking Renco Top Booking Performance #3 Performance #3

““Vendor of the Year” Vendor of the Year” Conexant Systems, Inc.Conexant Systems, Inc.

Rep of the Year

CALIFORNIACALIFORNIA Los AngelesLos Angeles VenturaVentura Orange countyOrange county San DiegoSan Diego SF Bay AreaSF Bay Area

PLUSPLUS Las Vegas/RenoLas Vegas/Reno Baja MexicoBaja Mexico

SALES TERRITORIESSALES TERRITORIES

INDUSTRY BREAKDOWNINDUSTRY BREAKDOWN

35%

24%

15%

15%

11%

Industrial/Power Electronics

Medical

Consumer Electronics

Telecom/Cellular

Mil/Aero

• PRESIDENTPRESIDENT

• Founder/Manager/Owner Founder/Manager/Owner G.L. Smith Associates, Inc.G.L. Smith Associates, Inc. 20 yrs 20 yrs

• Sales Manager, Bergquist Co. Sales Manager, Bergquist Co. 7 7 yrsyrs

• Branch Mgr. SW Industrial SupplyBranch Mgr. SW Industrial Supply 2 2 yrsyrs

• General Manager, Wassco General Manager, Wassco 2 2 yrsyrs

• Owner, SG Products Owner, SG Products 5 5 yrsyrs

• OUTSIDE SALES OUTSIDE SALES • San DiegoSan Diego• Las Vegas Las Vegas

• G.L. Smith Associates, Inc. 2G.L. Smith Associates, Inc. 2 yrs yrs• Ametherm, Inc. 2 yrsAmetherm, Inc. 2 yrs• Carlberg & Associates 14 yrsCarlberg & Associates 14 yrs• Taiyo Yuden USA, Inc. 5 yrsTaiyo Yuden USA, Inc. 5 yrs

• OUTSIDE SALESOUTSIDE SALES• Mexico / San DiegoMexico / San Diego

• G.L. Smith Associates, Inc.G.L. Smith Associates, Inc. 5 yrs 5 yrs• Skyworks, Quality Control 16 yrSkyworks, Quality Control 16 yr

OUTSIDE SALESOUTSIDE SALES

Los AngelesLos Angeles San Gabriel ValleySan Gabriel Valley San Fernando ValleySan Fernando Valley

G.L. Smith Associates, Inc. G.L. Smith Associates, Inc. 5 yrs.5 yrs.

INSIDE SALES INSIDE SALES CALIFORNIACALIFORNIA Los AngelesLos Angeles VenturaVentura Orange countyOrange county San DiegoSan Diego SF Bay AreaSF Bay Area PLUSPLUS Las Vegas/RenoLas Vegas/Reno Baja MexicoBaja Mexico

G.L. Smith Associates, Inc. G.L. Smith Associates, Inc. 19 yrs.19 yrs.

YORBA LINDA OFFICEYORBA LINDA OFFICE

Since 1995Since 1995

1,600 square feet1,600 square feet

Air conditionedAir conditioned

Conference RoomConference Room

Underground parkingUnderground parking

SKYPE / WebExSKYPE / WebExVIDEO CONFERENCINGVIDEO CONFERENCING

Assures the ability to hold Assures the ability to hold quick staff meetings quick staff meetings between factory and Rep between factory and Rep personnel.personnel.

Real time product Real time product introductions are a snap.introductions are a snap.

How Do We Go to Market?

Our Sales Philosophy “Sales is a Full Contact Sport”

– G.L. Smith Associates targets the “Design” Community

– We sell “Synergy”!– We maintain Target Accounts for each OSR– We actively Track our progress– Our cars are “Loaded” with your Lit. and Samples– We are your “Feet on the Street”– And we always ask for the ORDER!!

Distribution Philosophy

• Distribution is an “Integral” part of the G.L. Smith Associates Sales Plan

• We Target Distributors to get to the Small, Medium and Focus Accounts.

• We know each Distributor’s Strengths and Weaknesses to leverage where they can help us the most.

• Each OSR closely interfaces with our distributors to insure our goals are being reached as a Team.

• Distributors are “G.L. Smith Associates Partners”

MAJOR DISTRIBUTORSMAJOR DISTRIBUTORS

DIRECT ACCOUNTS• G.L. Smith Associates and our principals will develop a

strategic list of direct focus accounts.

• Together we will establish a “Business Plan” that will capture marketshare.

• Make decisions as a “Team”.

• Provide thorough and in-depth Customer and Engineering Support.

• Offering “The Best in Class” Capacitors to our customers!

MAJOR CUSTOMERSMAJOR CUSTOMERS

Gary Lee SmithGary Lee Smith• Power One CorporatePower One Corporate• SKYWORKS SKYWORKS • Sony TV / FoxconnSony TV / Foxconn• Western DigitalWestern Digital• Rockwell-CollinsRockwell-Collins• BroadcomBroadcom• Marvin EngineeringMarvin Engineering• RaytheonRaytheon• Express ManufacturingExpress Manufacturing• MasimoMasimo

Ray Brasga• Mitsubishi Digital • TDK / Lambda• Leviton• Tamura Power• Ricoh Electronics• Power One / DVDT• Ametek Programmable Power• Teal Electronics• XP Power• Xitron• Vitek• Delta Group• Datron World Communications

Jorge Pelaez• Martek Power – Tijuana• Rainbird - Tijuana• Honeywell - Tijuana• Leviton - Tijuana• Bose - Tijuana• SL Power/Condor – Mexicali• McCain Traffic - Tijuana• EmerMex – Mexicali• FenderMex – Ensenada• SMK - Tijuana• Amigo Technologies – Tijuana• Panasonic - Mexicali

Brandon Smith• Martek Power / Torrance• SL Power / Oxnard• Pioneer Magnetics• OSI• Medtronics• GM / EV• Ophir RF• Gateworks• Rantec• Fisker Automotive• Energy CS• Empower RF• Capstone Turbine• Haas Automation

LINE CHAMPION

• TOP Tier Lines Get a “Line Champion”

– Jabar, Renco, SolaHD, WPI – Gary Smith– King Cord, AIC, TranTec, Abatek – Brandon Smith– Grayline, Platt, MLE, Buckeye – Jorge Pelaez– Copal, Zierick, Curtis, EFC, Aerovox – Ray Brasga

• Line Champions – Promote, Track and Review sales and activity for our Principals. The Line Champion will “Go to Bat” for you.

MAJOR AND LOCAL MAJOR AND LOCAL TRADE SHOWSTRADE SHOWS

• Electronics West / MD&MElectronics West / MD&M• 20’ of booth, all factories represented20’ of booth, all factories represented• Cooperative selling by G.L. Smith OSRs, Factory Personnel and Cooperative selling by G.L. Smith OSRs, Factory Personnel and

Distribution OSRsDistribution OSRs• EDSEDS

• 10 Factories participating10 Factories participating• 4 G.L. Smith Associates, Inc. 4 G.L. Smith Associates, Inc. personnel attendingpersonnel attending

• OCE ShowOCE Show• DEL MAR Electronics ShowDEL MAR Electronics Show• APEC ShowAPEC Show• Job Shop ShowJob Shop Show• ERA Table Top ShowERA Table Top Show

• GoletaGoleta• CamarilloCamarillo• LAX Proud BirdLAX Proud Bird• San DiegoSan Diego

• BajaMak MexicoBajaMak Mexico

ENGINEERING ACTIVITY ENGINEERING ACTIVITY REPORTREPORT

Monthly Meeting to ReviewMonthly Meeting to Review

NBO’s, NBO’s, Key and Target AccountsKey and Target Accounts

Distribution ActivityDistribution ActivityBookings and Shipments Bookings and Shipments

Samples and Quotes Samples and Quotes Excel Living DocumentExcel Living Document

WHY ISWHY IS G.L. Smith Associates, Inc. G.L. Smith Associates, Inc.

YOUR Best Choice?YOUR Best Choice?

Aggressive Approach to SalesAggressive Approach to Sales Our Experience in the TerritoryOur Experience in the Territory The Synergy of our Line CardThe Synergy of our Line Card Our Strength with DistributionOur Strength with Distribution Trade Show RepresentationTrade Show Representation We’ll “Grow” your Business!We’ll “Grow” your Business!

This is what you’ll see in our Cars

Not This !