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GLOBAL SALES REPORT
1. GLOBAL SALES
Orlando Moreno
omoreno@hotmail.com
408.656.2498 $25M
Feb. 97
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 %
omoreno@hotmail.com 408.656.2498 2
Feb. 97
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
omoreno@hotmail.com 408.656.2498 3
Feb. 97
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
omoreno@hotmail.com 408.656.2498 4
Feb. 97
5. LATIN AMERICA SALES STRATEGY
16 Million GOAL
omoreno@hotmail.com 408.656.2498 5
Feb. 97
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
omoreno@hotmail.com 408.656.2498 7
Feb. 97
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
omoreno@hotmail.com 408.656.2498 8
Feb. 97
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
omoreno@hotmail.com 408.656.2498 9
Feb. 97
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
omoreno@hotmail.com 408.656.2498 10
Feb. 97
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
omoreno@hotmail.com 408.656.2498 11
Feb. 97
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”
omoreno@hotmail.com 408.656.2498 12
Feb. 97
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
omoreno@hotmail.com 408.656.2498 13
Feb. 97
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
omoreno@hotmail.com 408.656.2498 14
Feb. 97
