TEL:207-873-0793/ FAX: 207-873-0794/ CELL: 207-649-0879 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:DANBBEAULIEU@AOL.COM WWW.DBMPCB.COM

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 DE

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 DE

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. DE

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 DE

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 DE

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 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 AMERICA OUR GOAL IS TO MAKE YOUR COMPANY SUCCESSFUL IN NORTH AMERICA. WE TAKE FULL RESPONSIBILITY FOR THE IMPLEMENTATION OF THIS PLAN.