Capabilities Overview<br />June 2010<br />
Hilty Moore & Associates<br />6/15/2010<br />
6/15/2010<br /><ul><li>Founded in 1999 by John Moore and Tom Hilty, the firm has completed over 1,500 engagements for over...
Specializing in serving B2B clients, with deep experience in the industrial, healthcare, and energy sectors
Using the framework of marketing & sales, the firm defines business goals, identifies gaps, and develops fact-based soluti...
John C. Moore, Managing Partner<br />Areas of Expertise:<br /><ul><li>New Product Development
Marketing Communications
Large-Scale Project Management
Industrial / Motors Segments
Business-to-Business Marketing
Strategic Planning
Market Research</li></ul>Professional Experience:<br /><ul><li>Founding & Managing Partner – HM&A (1999 – present)
President – Halcyon Products, Inc. (2004 – present)
Marketing & Sales Leader – Reliance Electric, a business unit of Rockwell Automation (1990 – 1999)</li></ul>Credentials:<b...
BS Business Administration, Miami University (Oxford, Ohio), 1987
Member of MAGNET’s Council of Smaller Manufacturers, Council of Smaller  Enterprises (COSE) and the Greater Cleveland Part...
Soccer Coach – Gilmour Middle School
Active Grade Eight Soccer Official
Volunteer – Habitat For Humanity</li></li></ul><li>THOMAS A. FETCHIK, Value Added Service Provider<br />Areas of Expertise...
Market and Business development
Marketing and Sales Programs
Product Portfolio Management
Project Management</li></ul>Professional Experience:<br /><ul><li>Business and Marketing Leadership -Rockwell Automation, ...
Product and Manufacturing Process Leader -Picker Corporation,  (1973-1978)
Electronic Test and Prototype design            -GouldOcean Systems,  (1967-1973)</li></ul>Credentials:<br /><ul><li>30 ye...
Specific Business Graduate Coursework – John Carroll University
BS Business Administration, Cleveland State University
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Hma Capabilities June 2010

  1. 1. Capabilities Overview<br />June 2010<br />
  2. 2. Hilty Moore & Associates<br />6/15/2010<br />
  3. 3. 6/15/2010<br /><ul><li>Founded in 1999 by John Moore and Tom Hilty, the firm has completed over 1,500 engagements for over 100 clients
  4. 4. Specializing in serving B2B clients, with deep experience in the industrial, healthcare, and energy sectors
  5. 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</li></ul>Hilty Moore & Associates<br />HM&A Provides Revenue Generation Solutions<br />
  6. 6. John C. Moore, Managing Partner<br />Areas of Expertise:<br /><ul><li>New Product Development
  7. 7. Marketing Communications
  8. 8. Large-Scale Project Management
  9. 9. Industrial / Motors Segments
  10. 10. Business-to-Business Marketing
  11. 11. Strategic Planning
  12. 12. Market Research</li></ul>Professional Experience:<br /><ul><li>Founding & Managing Partner – HM&A (1999 – present)
  13. 13. President – Halcyon Products, Inc. (2004 – present)
  14. 14. Marketing & Sales Leader – Reliance Electric, a business unit of Rockwell Automation (1990 – 1999)</li></ul>Credentials:<br /><ul><li>Master of Business Administration, John Carroll University, 1997
  15. 15. BS Business Administration, Miami University (Oxford, Ohio), 1987
  16. 16. Member of MAGNET’s Council of Smaller Manufacturers, Council of Smaller Enterprises (COSE) and the Greater Cleveland Partnership
  17. 17. Soccer Coach – Gilmour Middle School
  18. 18. Active Grade Eight Soccer Official
  19. 19. Volunteer – Habitat For Humanity</li></li></ul><li>THOMAS A. FETCHIK, Value Added Service Provider<br />Areas of Expertise:<br /><ul><li>Industrial Automation/Drives, Motors, Controls, Power and Factory Data
  20. 20. Market and Business development
  21. 21. Marketing and Sales Programs
  22. 22. Product Portfolio Management
  23. 23. Project Management</li></ul>Professional Experience:<br /><ul><li>Business and Marketing Leadership -Rockwell Automation, Engineered Drive Systems (1978 -2009)
  24. 24. Product and Manufacturing Process Leader -Picker Corporation, (1973-1978)
  25. 25. Electronic Test and Prototype design -GouldOcean Systems, (1967-1973)</li></ul>Credentials:<br /><ul><li>30 years of successful and varied assignments in Industrial Engineered Systems
  26. 26. Specific Business Graduate Coursework – John Carroll University
  27. 27. BS Business Administration, Cleveland State University
  28. 28. Electronic Technology, UEL
  29. 29. Organization and Financial Leader in several community associations</li></li></ul><li>Laura Asseff, Value Added Service Provider<br />Areas of Expertise:<br /><ul><li>Factory Automation – motors, drives, controls
  30. 30. Competitive Intelligence for engineering companies
  31. 31. Product Marketing Management – New product introduction, P&L
  32. 32. Project Management
  33. 33. Industrial sales
  34. 34. Technical Product Training</li></ul>Professional Experience:<br /><ul><li>Independent Consultant/Project Manager - (1999 - present)
  35. 35. Product Manager and Sales Engineer - Reliance Electric Company (1989-1999)</li></ul>Credentials:<br /><ul><li>10 years of Product Management/Sales Engineering
  36. 36. 10 years Project Management with Hilty Moore & Associates
  37. 37. MBA – Case Western Reserve University
  38. 38. BS Engineering Physics - John Carroll University</li></li></ul><li>Other personnel<br />6/15/2010<br />
  39. 39. Hilty Moore & Associates<br />6/15/2010<br />
  40. 40. Our Experience … Over 1,500 Engagements<br />
  41. 41. A Sample of Client Partners<br />
  42. 42. Hilty Moore & Associates<br />
  43. 43. Our Approach<br />Market Intelligence<br />Market Planning<br />Strategic Planning<br />Marketing & Sales Programs<br />Commercialization Engine<br />
  44. 44. Our Approach – MARKET INTELLIGENCE<br /><ul><li>Pressure graph analysis
  45. 45. Leading economic indicators
  46. 46. Market growth forecasting
  47. 47. Performance tracking
  48. 48. Profile customer, distributor or sales rep candidates
  49. 49. Conduct db searches for new customers
  50. 50. Territory development analysis
  51. 51. Telephone & web-based surveys
  52. 52. Voice of customer
  53. 53. New products concept products
  54. 54. Heads’ up comparisons
  55. 55. Focus groups
  56. 56. Soliciting beta test sites
  57. 57. Footprint / Market share analysis
  58. 58. Next likely moves
  59. 59. Rankings
  60. 60. Public & private databases
  61. 61. Government, trade publications & trade associations
  62. 62. Interviewing thought leaders
  63. 63. Market studies
  64. 64. Tradeshow research</li></ul>Timing:<br />1 to 8 Weeks<br />Refresh Rate:<br />As Needed<br />Must Have’s:<br />Functional Champion<br />
  65. 65. Our Approach<br />Market Intelligence<br />Market Planning<br />Strategic Planning<br />Marketing & Sales Programs<br />Commercialization Engine<br />
  66. 66. Our Approach – MARKET PLANNING<br /><ul><li>Category
  67. 67. Company
  68. 68. Competitor
  69. 69. Customer
  70. 70. Planning Assumptions
  71. 71. Post-Program Reviews
  72. 72. Formal Documentation
  73. 73. Use For Future Program Development
  74. 74. Link to business Objectives
  75. 75. Integration of:
  76. 76. Image & Awareness
  77. 77. Cross-sell
  78. 78. Acquisition
  79. 79. Retention
  80. 80. Budgets
  81. 81. Capital Needs
  82. 82. Other Investment
  83. 83. ROI
  84. 84. Scorecard
  85. 85. Contingency Plans</li></ul>Timing:<br />2 to 3 months<br />Refresh Rate:<br />12 months<br />Must Have’s:<br />Senior Sales & Marketing<br />Involvement<br />
  86. 86. Our Approach<br />Market Intelligence<br />Market Planning<br />Strategic Planning<br />Marketing & Sales Programs<br />Commercialization Engine<br />
  87. 87. Our Approach – Strategic PLANNING<br /><ul><li>Objective Setting
  88. 88. Maintain
  89. 89. Defend
  90. 90. Grow
  91. 91. P&L
  92. 92. Financials
  93. 93. Capital
  94. 94. Staffing
  95. 95. Internal
  96. 96. External
  97. 97. Monitors / Controls
  98. 98. Stakeholders
  99. 99. Products/Services
  100. 100. Financial Performance
  101. 101. SWOT
  102. 102. Culture
  103. 103. Market / Channel
  104. 104. Competitors
  105. 105. Customers
  106. 106. Environmental
  107. 107. Regulatory</li></ul>Timing:<br />4 to 6 months<br />Refresh Rate:<br />24 months<br />Must Have’s:<br />Senior Mgt / X-Functional<br />Involvement<br />
  108. 108. Our Approach<br />Market Intelligence<br />Market Planning<br />Strategic Planning<br />Marketing & Sales Programs<br />Commercialization Engine<br />
  109. 109. Our Approach – Marketing & Sales Services <br /><ul><li>Branding Programs
  110. 110. News Releases / PR Programs
  111. 111. Product Management
  112. 112. New Product Introductions
  113. 113. Sales Collateral
  114. 114. Tradeshow & Event management
  115. 115. Lead Generation
  116. 116. Website Design & Build
  117. 117. Integrated Marketing Campaigns: </li></ul> -Direct mail, Print, Radio, Internet<br />
  118. 118. Marketing Department<br />Strategy & Planning<br />Market Research<br />Target Audience<br />Message Development<br />Management<br />Implementation<br />Marketing Programs – Message Delivery<br />Measure Metrics<br />RevenueGeneration<br />
  119. 119. Hilty Moore & Associates<br />
  120. 120. MarketPlanning<br />Strategic Marketing Plan – Driving revenues<br />Goal 1: Delight Our Customers<br />Goal 2: Account Productivity<br />Goal 3: New Business Awards<br />Challenge<br />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.<br />Results<br />HM&A Solution<br /><ul><li>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. 121. Hired sales support to cover key geographic areas
  122. 122. Implementing marketing programs to communicate benefits
  123. 123. Re-establishing channel partners
  124. 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. 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. </li></li></ul><li>MarketPlanning<br />Strategic Marketing Support – Business Growth from $175K to $18.5M<br />Challenge<br />Challenge: Grow small, niche business into an industry leading company.<br />Goals: <br /><ul><li>Develop strong brand presence using online tools, direct marketing, advertising and public relations.
  126. 126. Provide research for firm to determine likely acquisitions, map market and counter competitive moves.</li></ul>Results<br />HM&A Solution<br /><ul><li>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. 127. The business was sold to a competitive firm in 2008.
  128. 128. Integrated marketing plan, which included market research, strategic planning and marketing communications programs.
  129. 129. HM&A was instrumental in defining and building the company’s online presence.
  130. 130. HM&A was the marketing department for the firm with a dedicated program manager.</li></li></ul><li>MarketAnalysis<br />The U.S. and Canadian Domestic Market for Vertical Window Blinds and Coverings (AP)<br />Challenge<br />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. <br />Goals: Develop incremental sales;<br />Measure the viability of shortening the supply chain by serving as a single-source<br />Customer Sales Trends for Vertical Blinds<br />Results<br />HM&A Solution<br /><ul><li>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. 131. Opportunities were mapped to identify new geographic markets and areas of concentration.
  132. 132. HM&A also identified new prospective customers in these target areas.
  133. 133. Defined the commercial and residential markets by conducting secondary research.
  134. 134. The research included the following resources: Nexis®, U.S. government reports, analysis of competitor websites and other relevant market studies. </li></li></ul><li>MarketOpportunity<br /> Fortune 100 Major Industrial Motor Manufacturer<br />Challenge<br /><ul><li>Challenge: Desired expansion into new non- U.S. geographic markets via a new location for a manufacturing facility. </li></ul>Results<br />HM&A Solution<br /><ul><li>Secondary research and regional economic development offices
  135. 135. Overview of a half dozen prospective countries, existing manufacturing capacities, country’s trend/attitude towards a U.S. company expanding manufacturing
  136. 136. Overview of competitive acquisition/partnering options.
  137. 137. The client presented on-time options to the CEO and the board.
  138. 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.</li></li></ul><li>StrategicPlanning<br />GLOBAL MANUFACTURER – INDUSTRIAL OEM<br />Challenge<br />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.<br />Goals: Take senior leadership team through<br />strategic planning process to develop 3-year<br />Aftermarket business plan.<br />Results<br />HM&A Solution<br /><ul><li>Defined 4 key channels of opportunity for Aftermarket focus: Automotive, Industrial,</li></ul> Fleet, and Military.<br /><ul><li>Quantified resource needs: people & capital.
  139. 139. Focused client on specific New Product Introductions to drive sales.
  140. 140. Developed high-level P&L objectives to double business in 3-years.
  141. 141. Client achieved 3-year sales growth objective.
  142. 142. Client expanded organizational structure to support growth.
  143. 143. Client launched 50 new products.</li></li></ul><li>Strategic Marketing Solutions<br />Market Intelligence Services<br />Market Planning Services<br />Marketing Program Services<br />Managing Partner: John C. Moore - jcmoore@hiltymoore.com<br />www.hiltymoore.com<br />Other Hilty Moore & Associates Businesses<br />
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