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
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 solutions that result in measureable performance improvement</li></ul>Hilty Moore & Associates<br />HM&A Provides Revenue Generation Solutions<br />
John C. Moore, Managing Partner<br />Areas of Expertise:<br /><ul><li>New Product Development
President – Halcyon Products, Inc. (2004 – present)
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
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 Partnership
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
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
Competitive Intelligence for engineering companies
Product Marketing Management – New product introduction, P&L
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%.
Hired sales support to cover key geographic areas
Implementing marketing programs to communicate benefits
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.
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.
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
The business was sold to a competitive firm in 2008.
Integrated marketing plan, which included market research, strategic planning and marketing communications programs.
HM&A was instrumental in defining and building the company’s online presence.
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.
Opportunities were mapped to identify new geographic markets and areas of concentration.
HM&A also identified new prospective customers in these target areas.
Defined the commercial and residential markets by conducting secondary research.
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
Overview of a half dozen prospective countries, existing manufacturing capacities, country’s trend/attitude towards a U.S. company expanding manufacturing
Overview of competitive acquisition/partnering options.
The client presented on-time options to the CEO and the board.
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.
Focused client on specific New Product Introductions to drive sales.
Developed high-level P&L objectives to double business in 3-years.