Global Sales


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Global Sales

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Global Sales

  1. 1. GLOBAL SALES Orlando Moreno 408.656.2498 $25M Feb. 97
  2. 2. Target Sales $25M Global Sales 1997 Latin America $16M Pacific and Far East $3M India, Africa, Middle East $3M OMNES and CWBN $2M Others $1M Othe rs OMNES and CWBN 4% In dia, Afri ca and Mi ddle 8% Eas t 12 % Chin a Pacifi c a nd Far Eas t La tin Ameri ca 12 % 64 % 408.656.2498 2 Feb. 97
  3. 3. Personnel Regionalization Redeployment of Personnel Assigned Territories Assigned Customers Paraguay-Hire Local Staffer Utilize Regulatory Officer for Part Time Sales Transfer Juan Manuel Alonso to Guatemala Divide Andean Region between two Sales persons Rose Gemmell as Deputy for VP Sales & Marketing Reactivate Part Time Florida Agent Increase number of Distributors/Agents in each country Marketing Assistant Complete overhaul of remuneration package & salary/commission 408.656.2498 3 Feb. 97
  4. 4. Game Rules  Quotation and Proposal Tracking Computerized System developed and all quotations reviewed on a weekly basis. Budgetary Quotations form developed  All RFQ’s qualified All requests reviewed by VP’s and Director “in and out” for: Vitacom Value Probability Competition Insider Assist Acceptable Volume Financial Viability  Monthly “Hit List” Each Sales Persons Top Targets to focus maximum sales efforts  Price Book Fully comprehensive and to be developed into Sales Manual Each product rated for its “Vitacom Value”  Project Management Every Sale now allocated its own Project Manager on Day 1 408.656.2498 4 Feb. 97
  5. 5. LATIN AMERICA SALES STRATEGY 16 Million GOAL 408.656.2498 5 Feb. 97
  6. 6. Sales Forecast 31% ($5M) 25% ($4M) 44% ($7M) Existing Prospects US$16M Unknown Feb. 97
  7. 7. Accumulated Sales (Dec/97) 20000 18000 Forecast Actual 16000 Projected 14000 12000 10000 8000 6000 4000 2000 0 Feb Dec Sep Oct Aug Jan Jun Nov Jul May Mar Apr 408.656.2498 7 Feb. 97
  8. 8. EXISTING CUSTOMER BASE $4M “IF YOU DON’T TAKE CARE OF YOUR CUSTOMERS SOMEBODY ELSE WILL” HOW : 1. Keeping them happy with: a) Improved service response b) Regular Preventive maintenance, test equipment c) Spare parts availability d) Dedicated account managers, team leader responsible for several accounts with a back up in case of absence e) Qualified people, not only on Vitacom equipment but also trained on other manufacturers’ peripherals used by our customers 2. Offer satellite users new services (Corporate Internet, International Connectivity, Video on Demand, etc.) using their existing infrastructure 3. Where appropriate transfer Mexican customers to Bestel Fiber w.e.f. June/97 at Fiber Prices 4. Be proactive not reactive in moving existing customers to new technologies and exploring possible growth from a better position 408.656.2498 8 Feb. 97
  9. 9. EXISTING CUSTOMER BASE $4M (Cont.) “IF YOU DON’T TAKE CARE OF YOUR CUSTOMERS HOW : SOMEBODY ELSE WILL” 5. Upgrading the stations of our existing partners to provide Value Added and switched services: a) IBM Paraguay to provide domestic outsourcing b) SIP Paraguay to provide domestic teleport services, international switched traffic and rural telephony with DAMA equipment c) INFOSAT Venezuela: Teleport services, Internet and switched traffic d) IUSATEL Chile: Modify existing teleport to provide domestic connectivity e) KEYTECH, Argentina DAMA Baseband equipment to provide domestic services 6. Offer a partnership to selected distributors in specific countries to create teleports for Value Added and switched services a) BATIK, Brazil local connectivity and rural telephony b) UNITEL Guatemala c) EMETEL, ECUADOR 408.656.2498 9 Feb. 97
  10. 10. KNOWN PROSPECT BASE $7M • Focusing the sales effort specifically in countries having poor telecommunications infrastructure a) PARAGUAY: Distance learning projects, rural telephony, paging services, domestic connectivity, long distance telephony b) MEXICO: North part of the country, rural areas and places with no fiber access c) CENTRAL AMERICA: Rural Telephony, VAS and domestic private networks d) COLOMBIA: Distance learning projects, rural telephony, paging services, domestic connectivity, long distance telephony e) CARIBBEAN: Restricted activities but still substantial VSAT market f) BRAZIL: Embratel plus private projects originated through BATIK • Upgrading existing vendors networks to accommodate Vitacom Value Added and switched services 408.656.2498 10 Feb. 97
  11. 11. UNKNOWN PROSPECTS $5M Multilingual Marketing material Presence or attendance Trade Shows: INTEROP, NBA and others at least one per country Publicity, Sales Presentations, Seminars, Internet demonstrations, etc. Availability of Demo/Pilot equipment for sales promotion (Mexico, Colombia, Central America, Paraguay and Brazil) Establish third party financing facilities for those prospects requiring such support Extend the scope of our GDSS product to all Latin America New ventures - BATIK, INFOSAT, SIPSA, UNITEL, OMNES, COMSAT, etc. Negotiate low cost Ku band solutions using the new Nahuelsat satellite that will cover the entire American continent Encourage the integration of new technology even if it is not satellite 408.656.2498 11 Feb. 97
  12. 12. UNKNOWN PROSPECTS $5M (Cont.) Identify new prospects: a) Develop specific applications for specific market sectors, (Hotels,Videoconference, Cruise Ships, Distance Learning, Disaster Recovery, Corporate Partners, Facilities Management, etc.) b) Introductory free network evaluation for potential customers c) Expand distributor network d) Develop Personal contacts e) Telemarketing (USA in cooperation with GST) f) “Hunt Elephants” 408.656.2498 12 Feb. 97
  13. 13. TARGET MARKETS FOR 1997 TOP PRIORITY SECOND DIVISION RUNNERS UP Colombia Peru All remaining Paraguay Venezuela countries Brazil Ecuador Mexico Argentina Central America Chile Bolivia Caribbean 408.656.2498 13 Feb. 97
  14. 14. Elephant Hunting 1997 Vitacom Core Business GST Global Projects EMBRATEL (Brazil) DINATEL (Angola) BATIK/CONSTRUTEL AT&T “Hard to Reach” (Brazil) OPTUS VSAT (Australia) L. AMERICA PSTN L. AMERICA PSTN (Equipment Spin-Off) (Equipment Spin-Off) MERCURY North Sea/Pipe XPRESS (Indonesia) Line Activities M2A Indonesia CWBN Worldwide Satellite 408.656.2498 14 Feb. 97
  15. 15. Questions… Orlando Moreno 408.656.2498 408.656.2498 15 Feb. 97