Electronic Components · Semiconductors · RF/Microwave

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Direct Sales

 

Electronic Components Manufacturers’ Representative

Challenge:  Regional Manufacturers’ Representative organization needed territory coverage in a small area for a few key accounts.

Solution:  First, the customer base was interviewed to determine current and forecasted levels of business activity.  Second, client’s current line card and market synergy was reevaluated, and new customer targets were established.  Focus was redirected from unattainable, low-synergy and low-activity customers to emerging customers and new prospects.  The territory is beginning to experience increased request for quotes from customers and prospects. 

Services:  Ongoing engagement.  SP McGann Consulting, LLC acts as client’s Area Sales Manager—managing and performing direct sales, and providing strategic direction.

RF Microwave Manufacturer

Challenge: Key customer accounts were managed by the Vice President of Sales and the Engineering department.  Client needed an experienced sales manager to create a customer-centric relationship with customers. 

Solution:     Client’s customer management was reevaluated and a new strategy developed, shifting customer interface to the Director of Worldwide Sales (SP McGann Consulting, LLC).  Customers liked the addition of a dedicated sales resource.  Strained and deteriorating relationships were strengthened, client’s image improved with customers, and quote activity increased.

Services: Ongoing engagement.  SP McGann Consulting, LLC acts as client’s Director of Worldwide Sales—managing and performing direct sales, supervising customer service, and providing strategic direction.

Partnership Building

 

Electronic Component Distributor

Challenge:  Client wanted to grow sales without an employed sales force, by contracting Manufacturers’ Representatives to sell electronic components products, inventory management solutions, and customized product design and manufacturing services to customers.  Additionally, client needed collateral to communicate organizational capabilities to outsourced sales force more effectively.

Solution:     Manufacturers’ Representatives proved to be a poor fit to sell the entire portfolio of client’s services.  Reps felt selling brokered product could interfere with principal relationships, and were not interested in selling services (inventory management).  Reps showed interest in selling custom product; however, Reps had difficulty understanding client’s product and service offering.   SP McGann Consulting, LLC advised client to cultivate separate channel partnerships for each offering:  component sales, inventory management, and custom design/manufacturing services.  This included creating separate strategies—recruitment, training, compensation, collateral, and management programs.  Client agreed the separation of offerings would probably be necessary to achieve the level of success envisioned; however, client was not prepared, at time of engagement,  to make the organizational changes and investments needed to launch the programs.

 Services: Ongoing engagement.  The Manufacturers’ Representative recruitment campaign has ceased.  SP McGann Consulting, LLC acts as a direct sales agent for client when customer opportunities arise, and as Representative recruiting agent when synergistic partners are located. 

RF Microwave Manufacturer

Challenge:  Client needed to increase opportunities without increasing their employed sales force.

Solution:     After carefully evaluating client requirements and needs, synergistic distributor and reseller partners  were targeted, presented, selected and signed with the assistance of SP McGann Consulting.  Client were able to access new markets and increase opportunities, without hiring more sales people.   Sales through the reseller partners are forecasted to increase quarterly to achieve client’s sales goals.

Services: Ongoing engagement.  SP McGann Consulting, LLC acts as client’s Director of Worldwide Sales—managing reseller relationships and providing strategic direction.

Channel Compensation Management

 

RF Microwave Manufacturer

Challenge:  Client’s Manufacturers’ Representatives appeared unmotivated, and some Reps were firing the principal.  Client wanted to understand why they were losing Reps, and how to motivate the Rep force.

 Solution:     From the Rep perspective, the answer was simple: commissions, copies of invoices, and aging reports were not arriving on time.  Reps did not know how much commission was due, or when it would arrive.  There were several reasons for this: client’s commission calculation and tracking system was manual, calculations traveled through several software systems, lack of ownership, and a lack of understanding from the client that Reps must get paid on time to stay motivated.    SP McGann Consulting, LLC helped the client review all past orders to determine outstanding balances to Reps, consolidate invoices and aging reports,  and devise a commission payment schedule for the Rep channel.  Additionally, SP McGann Consulting, LLC took ownership of communicating Rep commission forecasts, distribution of reports and invoices, and handling compensation questions.  Reps are paid faster and more accurately, and receive timely sales information resulting in a happier and more productive Rep channel.

Services: Ongoing engagement.  SP McGann Consulting, LLC acts as client’s Director of Worldwide Sales—managing and performing direct sales, channel management, and providing strategic direction.

Sales Channel Management

 

RF Microwave Manufacturer

 

Challenge: Client needed to access experienced Sales and Marketing expertise to 1) reduce executive overload 2)increase sales 3) build the sales channel 4) manage daily sales activities.  At time of engagement, the sales organization consisted of a Vice President of Sales, one Inside Sales Administrator, and a few regional Manufacturers’ Representatives.

Solution:  After evaluating client business strategy, goals, and sales organization SP McGann Consulting, LLC created a plan to increase ROI.  The Manufacturers’ Representative network was evaluated and realigned.  A Channel Management Plan was created to support the Channel, increasing sales productivity. Reseller partnerships were located, opening new business opportunities.  An overall sales strategy was developed and goals were set to begin to grow and track sales. As a result of these changes, the Vice President of sales has more time to spend on operational activities, a sales channel has been created, the sales channel is managed and more productive, and the client has experienced significant growth and increased ROI.

Service:  Ongoing engagement.  SP McGann Consulting, LLC acts as client’s Director of Worldwide Sales—managing and performing direct sales, channel management, and providing strategic direction.