Hma Capabilities June 2010

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Hilty Moore & Associates Capabilities Presentation June 2010

Hilty Moore & Associates Capabilities Presentation June 2010

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  • 1. Capabilities Overview
    June 2010
  • 2. Hilty Moore & Associates
    6/15/2010
  • 3. 6/15/2010
    • Founded in 1999 by John Moore and Tom Hilty, the firm has completed over 1,500 engagements for over 100 clients
    • 4. Specializing in serving B2B clients, with deep experience in the industrial, healthcare, and energy sectors
    • 5. Using the framework of marketing & sales, the firm defines business goals, identifies gaps, and develops fact-based solutions that result in measureable performance improvement
    Hilty Moore & Associates
    HM&A Provides Revenue Generation Solutions
  • 6. John C. Moore, Managing Partner
    Areas of Expertise:
    • New Product Development
    • 7. Marketing Communications
    • 8. Large-Scale Project Management
    • 9. Industrial / Motors Segments
    • 10. Business-to-Business Marketing
    • 11. Strategic Planning
    • 12. Market Research
    Professional Experience:
    • Founding & Managing Partner – HM&A (1999 – present)
    • 13. President – Halcyon Products, Inc. (2004 – present)
    • 14. Marketing & Sales Leader – Reliance Electric, a business unit of Rockwell Automation (1990 – 1999)
    Credentials:
    • Master of Business Administration, John Carroll University, 1997
    • 15. BS Business Administration, Miami University (Oxford, Ohio), 1987
    • 16. Member of MAGNET’s Council of Smaller Manufacturers, Council of Smaller Enterprises (COSE) and the Greater Cleveland Partnership
    • 17. Soccer Coach – Gilmour Middle School
    • 18. Active Grade Eight Soccer Official
    • 19. Volunteer – Habitat For Humanity
  • THOMAS A. FETCHIK, Value Added Service Provider
    Areas of Expertise:
    • Industrial Automation/Drives, Motors, Controls, Power and Factory Data
    • 20. Market and Business development
    • 21. Marketing and Sales Programs
    • 22. Product Portfolio Management
    • 23. Project Management
    Professional Experience:
    • Business and Marketing Leadership -Rockwell Automation, Engineered Drive Systems (1978 -2009)
    • 24. Product and Manufacturing Process Leader -Picker Corporation, (1973-1978)
    • 25. Electronic Test and Prototype design -GouldOcean Systems, (1967-1973)
    Credentials:
    • 30 years of successful and varied assignments in Industrial Engineered Systems
    • 26. Specific Business Graduate Coursework – John Carroll University
    • 27. BS Business Administration, Cleveland State University
    • 28. Electronic Technology, UEL
    • 29. Organization and Financial Leader in several community associations
  • Laura Asseff, Value Added Service Provider
    Areas of Expertise:
    • Factory Automation – motors, drives, controls
    • 30. Competitive Intelligence for engineering companies
    • 31. Product Marketing Management – New product introduction, P&L
    • 32. Project Management
    • 33. Industrial sales
    • 34. Technical Product Training
    Professional Experience:
    • Independent Consultant/Project Manager - (1999 - present)
    • 35. Product Manager and Sales Engineer - Reliance Electric Company (1989-1999)
    Credentials:
    • 10 years of Product Management/Sales Engineering
    • 36. 10 years Project Management with Hilty Moore & Associates
    • 37. MBA – Case Western Reserve University
    • 38. BS Engineering Physics - John Carroll University
  • Other personnel
    6/15/2010
  • 39. Hilty Moore & Associates
    6/15/2010
  • 40. Our Experience … Over 1,500 Engagements
  • 41. A Sample of Client Partners
  • 42. Hilty Moore & Associates
  • 43. Our Approach
    Market Intelligence
    Market Planning
    Strategic Planning
    Marketing & Sales Programs
    Commercialization Engine
  • 44. Our Approach – MARKET INTELLIGENCE
    • Pressure graph analysis
    • 45. Leading economic indicators
    • 46. Market growth forecasting
    • 47. Performance tracking
    • 48. Profile customer, distributor or sales rep candidates
    • 49. Conduct db searches for new customers
    • 50. Territory development analysis
    • 51. Telephone & web-based surveys
    • 52. Voice of customer
    • 53. New products concept products
    • 54. Heads’ up comparisons
    • 55. Focus groups
    • 56. Soliciting beta test sites
    • 57. Footprint / Market share analysis
    • 58. Next likely moves
    • 59. Rankings
    • 60. Public & private databases
    • 61. Government, trade publications & trade associations
    • 62. Interviewing thought leaders
    • 63. Market studies
    • 64. Tradeshow research
    Timing:
    1 to 8 Weeks
    Refresh Rate:
    As Needed
    Must Have’s:
    Functional Champion
  • 65. Our Approach
    Market Intelligence
    Market Planning
    Strategic Planning
    Marketing & Sales Programs
    Commercialization Engine
  • 66. Our Approach – MARKET PLANNING
    Timing:
    2 to 3 months
    Refresh Rate:
    12 months
    Must Have’s:
    Senior Sales & Marketing
    Involvement
  • 86. Our Approach
    Market Intelligence
    Market Planning
    Strategic Planning
    Marketing & Sales Programs
    Commercialization Engine
  • 87. Our Approach – Strategic PLANNING
    Timing:
    4 to 6 months
    Refresh Rate:
    24 months
    Must Have’s:
    Senior Mgt / X-Functional
    Involvement
  • 108. Our Approach
    Market Intelligence
    Market Planning
    Strategic Planning
    Marketing & Sales Programs
    Commercialization Engine
  • 109. Our Approach – Marketing & Sales Services
    • Branding Programs
    • 110. News Releases / PR Programs
    • 111. Product Management
    • 112. New Product Introductions
    • 113. Sales Collateral
    • 114. Tradeshow & Event management
    • 115. Lead Generation
    • 116. Website Design & Build
    • 117. Integrated Marketing Campaigns:
    -Direct mail, Print, Radio, Internet
  • 118. Marketing Department
    Strategy & Planning
    Market Research
    Target Audience
    Message Development
    Management
    Implementation
    Marketing Programs – Message Delivery
    Measure Metrics
    RevenueGeneration
  • 119. Hilty Moore & Associates
  • 120. MarketPlanning
    Strategic Marketing Plan – Driving revenues
    Goal 1: Delight Our Customers
    Goal 2: Account Productivity
    Goal 3: New Business Awards
    Challenge
    A common story with many companies in 2009 --- client was experiencing a 30% decline in sales over the past 3 years. The client needed a refreshed look at the market place, competitors, and channels to assess where to invest sales and marketing resources to drive growth.
    Results
    HM&A Solution
    • The client is executing the market plan developed by HM&A and is expected to achieve year over year sales growth in excess of 10%.
    • 121. Hired sales support to cover key geographic areas
    • 122. Implementing marketing programs to communicate benefits
    • 123. Re-establishing channel partners
    • 124. Leveraging our fast and flexible approach to gathering market intelligence, the HM&A team developed a comprehensive market plan which included detailed customer insights, competitive assessment, and market/channel dynamics.
    • 125. The plan recommended 3 key focus areas along with several detailed “go-to-market” initiatives all geared around driving revenue back into the organization in the next 12 months.
  • MarketPlanning
    Strategic Marketing Support – Business Growth from $175K to $18.5M
    Challenge
    Challenge: Grow small, niche business into an industry leading company.
    Goals:
    • Develop strong brand presence using online tools, direct marketing, advertising and public relations.
    • 126. Provide research for firm to determine likely acquisitions, map market and counter competitive moves.
    Results
    HM&A Solution
    • Within the 8 years of support, HM&A developed and implemented market intelligence, market planning and marketing communications programs which led to growing the business from an initial investment of $175K and 2 employees to a business with $18.5M in sales and 50+ employees
    • 127. The business was sold to a competitive firm in 2008.
    • 128. Integrated marketing plan, which included market research, strategic planning and marketing communications programs.
    • 129. HM&A was instrumental in defining and building the company’s online presence.
    • 130. HM&A was the marketing department for the firm with a dedicated program manager.
  • MarketAnalysis
    The U.S. and Canadian Domestic Market for Vertical Window Blinds and Coverings (AP)
    Challenge
    Challenge: Growth challenges in a market where consumers have range of choices for window coverings as global competitors continue entering the market, offering lower-end products at below traditional market prices.
    Goals: Develop incremental sales;
    Measure the viability of shortening the supply chain by serving as a single-source
    Customer Sales Trends for Vertical Blinds
    Results
    HM&A Solution
    • Alternate outcomes for market growth were developed: (a) No New Line Extension, (b) Rejuvenate or Redesign of Product, (c) Acquisition of Competitor and (d) Producing New, Related Products.
    • 131. Opportunities were mapped to identify new geographic markets and areas of concentration.
    • 132. HM&A also identified new prospective customers in these target areas.
    • 133. Defined the commercial and residential markets by conducting secondary research.
    • 134. The research included the following resources: Nexis®, U.S. government reports, analysis of competitor websites and other relevant market studies.
  • MarketOpportunity
    Fortune 100 Major Industrial Motor Manufacturer
    Challenge
    • Challenge: Desired expansion into new non- U.S. geographic markets via a new location for a manufacturing facility.
    Results
    HM&A Solution
    • Secondary research and regional economic development offices
    • 135. Overview of a half dozen prospective countries, existing manufacturing capacities, country’s trend/attitude towards a U.S. company expanding manufacturing
    • 136. Overview of competitive acquisition/partnering options.
    • 137. The client presented on-time options to the CEO and the board.
    • 138. The client company built a manufacturing facility in the country that offered the best mix of incentives and market access within this region of the world.
  • StrategicPlanning
    GLOBAL MANUFACTURER – INDUSTRIAL OEM
    Challenge
    Challenge: Commercialize OEM Technologies into various Aftermarket Channels. Company had been chasing too many different opportunities and was diluting resources. They needed focus and direction.
    Goals: Take senior leadership team through
    strategic planning process to develop 3-year
    Aftermarket business plan.
    Results
    HM&A Solution
    • Defined 4 key channels of opportunity for Aftermarket focus: Automotive, Industrial,
    Fleet, and Military.
    • Quantified resource needs: people & capital.
    • 139. Focused client on specific New Product Introductions to drive sales.
    • 140. Developed high-level P&L objectives to double business in 3-years.
    • 141. Client achieved 3-year sales growth objective.
    • 142. Client expanded organizational structure to support growth.
    • 143. Client launched 50 new products.
  • Strategic Marketing Solutions
    Market Intelligence Services
    Market Planning Services
    Marketing Program Services
    Managing Partner: John C. Moore - jcmoore@hiltymoore.com
    www.hiltymoore.com
    Other Hilty Moore & Associates Businesses