Company History. Company Philosophy

Transcription

1 Data Marketing Associates, Inc. Electronic Manufacturers Representative for High Technology Test and Measurement Equipment, RF and Microwave Components and Subsystems. Company History Data Marketing Associates was founded as a corporation in the state of Texas in 1968 with the objective of serving the fast-growing computer/data product market place. Eighteen months later, motivated by slower than expected growth, the founders moved DMA into the test and measurement instrumentation area. In 1971, the current owner joined the company, bringing with him considerable application and field sales experience in the test and measurement area, as well as a strong background in Government Program activity. During the early and mid 1970's DMA experienced a high rate of growth in both the test/measurement and computer/data product areas. A move was made into the distribution, service and field engineering areas in order to support the computer data products business, of which a large segment was evolving rapidly into a non-technical consumer market. The high overhead expenses associated with this endeavor precipitated a split in the management philosophy over company direction - whether to remain strictly in the high technology engineering and development marketplace, or to also support the non-technical end user. As a result of this philosophical split, the distribution and the engineering portion of the company was sold to the founding partners in 1978, and the computer/data products, requiring a sales effort involving the non-technical end user customer, were systematically phased out of the DMA product lines. Since that time, DMA's efforts have been concentrated on increasing the strength and synergism of its lines in high technology, high growth areas. Today DMA's sales engineers are a unified sales team offering the engineering and technical community those products that best meet their requirements. Company Philosophy It is DMA's philosophy to select lines which have a synergistic relationship to one another, thus making all general sales calls highly efficient and productive, these calls are not only efficient, but accurately targeted by virtue of the account penetration made possible by DMA's organizational philosophy. The continuity of synergism among DMA's lines means that in an average single sales call, our salesmen are representing a large percentage of our lines. DMA's philosophy toward customer interfacing has always been one of total service aimed at building a long term relationship, particularly with the large key accounts. Toward that end, individual territorial responsibility is arranged so that certain key accounts have a sales engineer spending a large portion of his time with that account. This arrangement allows for increased penetration of these more difficult accounts.

2 Company Objectives It is DMA's objective to maintain a continuous but controlled rate of growth by representing only the High Technology Products of a unique nature which are applicable to specifically identified High Growth Market Segments of the electronics market. High Technology Products DMA personnel serve the high technology marketplace by selling products with clearly definable technical features which separate them from the so-called "commodity" marketplace. The customer targeted by DMA is the technically competent researcher, designer, or engineer who has the ability to relate to these features and specify products accordingly. High Growth Segments The lines represented by DMA are chosen for the applicability to certain markets which have been identified as having high growth potential within the Southwest territory. These products may be a sophisticated system component, or a research, design, development, or production test tool to support these markets. The markets specifically identified are: Telecommunications - Manufacturing and Service Providers Semiconductor Design and Manufacturing Industrial, Medical and Government Research and Development Computer and Microprocessor Development and Manufacturing Network Services and Providers Territorial Coverage DMA covers the four state (TEXAS, OKLAHOMA, ARKANSAS, LOUISIANA) standard ERA Southwest territory with four offices located in Dallas, Houston, San Antonio, and Austin. Arkansas, Oklahoma and Louisiana and serviced out of the Dallas office. Individual territory responsibility is arranged so that certain key electronic accounts have sales engineers spending as much of their time as possible with that account. This arrangement allows for increased penetration of these more difficult accounts. Over the past few years, DMA has normally had ten sales people in the field with 8 concentrating mainly on test and measurement products and 2 with microwave components as their primary focus. Facilities and Services At each territorial location, DMA maintains a sales office with a resident sales person(s). Each office location has fax equipment and Internet connections for communication with customers and principals. Marketing services offered by DMA includes a comprehensive monthly forecast of projected sales activity, quotation and proposal; assistance, internal sales performance monitoring, local trade show participation, territorial and key account advertising and target account marketing via direct mailing and telemarketing, documented by customer contact reports.

3 Sales Offices and Personnel Dallas Sales Office Dave Patrick Dallas Office (972) President/Owner Dave joined Data Marketing in 1971 and is the sole remaining member of the original partners. Prior to his joining DMA, he worked for EH Research in the Dallas Field Sales Office, first selling subnanosecond and microwave measurement equipment, then serving as the Midwest Regional Sales Manager for AC Parametric Automatic Test Systems for the semiconductor industry. Before EH Research, he spent seven years Texas Instruments' Defense Group designing Radar/Computer Interfaces and wide band microwave surveillance receivers, moving on the TI's Semiconductor Group as the microwave IC specialist in the Customer Engineering Center, which specialized in custom IC designs utilizing technology from several of TI's interdepartmental disciplines. Bachelor of Science in Electrical Engineering - North Carolina State University Master of Science in Electrical Engineering - Southern Methodist University KEY ACCOUNTS: Raytheon / TI, Raytheon / E-Systems, Bosch Telecom, and Triquint Semiconductor Mason & Hangar, Texas Tech University, all accounts in West Texas except El Paso Jay Morgan Dallas Office (972) jmorgan@datamktg.com Jay has been a manufacturer's representative with Data Marketing Associates since He is currently responsible for all sales in the central Dallas area and east Texas. Jay covers accounts in the Dallas area generally considered 2nd and 3rd tier type accounts. On an annual basis Jay's territory produces total sales revenue of $2 Million for Data Marketing Associates and its sales partners. Prior to joining Data Marketing Associates, Jay was a regional sales manager for Applied Microsystems Corporation, a microprocessor development systems manufacturer based out of Redmond, Washington. Jay hired and trained a sales team of manufacturer's representatives and direct sales personnel and provided detailed sales reports to the factory. Preceding Applied Microsystems, Jay worked with Advanced Technology Labs based out of Bothell, Washington. He

4 worked with an engineering team developing one of the world's first diagnostic medical ultrasound machines utilizing the Doppler effect to efficiently detect blood flow while viewing an on screen image of internal body organs. Jay attended the University of Washington in Seattle, Washington receiving his Bachelor of Arts degree in Education with a Math and Art emphasis.(1974) KEY ACCOUNTS: Nokia Telecommunications, Inc., NEC America, Inc., Dallas Semiconductor, ST Microelectronics, Alcatel, Raytheon Garland Division Jim Abbott Dallas Office (972) jabbott@datamktg.com Jim joined Data Marketing In March of 1997 after spending 12 years as a sales representative for Tektronix. At Tek, Jim specialized in General Purpose and Automated Test Equipment for military, commercial and telecommunications accounts in Louisiana, Arkansas, Mississippi, Texas and Seattle. Prior to joining Data Marketing Associates, Jim worked as a sales representative for Fairchild in the semiconductor test, and AEHR in the monitored burn-in markets. Attended East Texas State and Alan Hancock College, studying electrical engineering. Also attended Power Base Selling by the Holden Corporation and Dale Carnegie school of Management. KEY ACCOUNTS All accounts in Plano and Richardson. Industries include oil patch, shipbuilding, telecommunications, government, utilities, bio- med, education, manufacturing and R & D.

5 Fort Worth Sales Office Joe Brown Fort Worth Office (817) or (972) Joe has been a member of the Data Marketing Associates sales team since His current sales territory includes all of Tarrant County, some smaller adjacent communities and all government related accounts in Oklahoma. In addition to his sales responsibilities, he has the position of sales manager for the Test and Measurement product lines. Prior to joining Data Marketing Associates, he was employed, for fifteen years, at General Dynamics Fort Worth Division. His positions there included Lead Engineer for a F16 harness program, System Support engineer for the RF test station on the AIS program and Lead Engineer for an Engineering Calibration Lab. He also worked in the Flight Simulator area and on the Radar Range in support of the MUTES/MiniMUTES program. Stan was a member of the US Air Force, for four years, as a Doppler Radar and Communication Specialist for the Navigation Systems on the B52 and KC135 aircraft. Stan attended Tarrant County Junior College where he received an Associate of Applied Science degree in Data Processing. He received a Bachelor of Science in Computer Science and Engineering degree from East Texas State University. KEY ACCOUNTS: Lockheed - Martin, Lockheed - Loral, Bell Helicopter, Motorola, FAA, and all Government/Military accounts in Oklahoma.

6 Houston Sales Office Dan Bates Houston Office (281) Dan has been a manufacturers representative for over twenty years, joining Data Marketing Associates in Prior to his sales career, he served as an electrical engineer for Collins Radio, Applied Automation, and Telex Computer Products. Before leaving the engineering world, Dan was chief engineer of an instrumentation division of Mid American Pipeline Corporation in Tulsa, Oklahoma where he had responsibility for research and development, field service, and quality assurance. At Data Marketing he covers all accounts in southeast Texas from Houston to Beaumont and the adjoining Gulf Coast areas. Dan s engineering background makes him especially effective in understanding and assisting his customers in the heavily industrial Houston area. Dan graduated fro m Oklahoma State University in 1969 with a Bachelor of Science Degree in Electrical Engineering. KEY ACCOUNTS Major accounts include NASA, Compaq, and the oil service companies. San Antonio / Austin Sales Office Mike Riggs San Antonio Office (210) mriggs@datamktg.com Mike has been a member of the Data Marketing Associates sales team for over 11 years, representing multiple manufacturers of electronic test and measurement equipment, microwave and RF components, and data acquisition components and systems. The primary focus for his sales efforts includes engineers and technicians in research and development, quality control, and systems design. He also interfaces with purchasing and government procurement personnel. Mike covers the territory of Austin, San Antonio, South Texas, the Maquiladora industry along the Texas- Mexico border, and El Paso. Mike's previous experience included eight years at Southwest Research Institute in engineering, project management, technical program development and sales.

7 Texas A & M University - Bachelor of Science Electronics Engineering Technology. KEY ACCOUNTS: Motorola, AMD, IBM, 3M, Dell Computer, Kelly AFB, Brooks AFB, Southwest Research, AT&T- Brownsville, Texas A&M University Dallas Sales Office and Support Staff Deanna Woolley Sales Administrator dwoolley@datamktg.com Deanna s responsibilities include telephone support and literature request follow-up. Specific tasks include providing product pricing and availability information, generating quotes, order entry, and maintaining sales literature inventory and inventory control of the demo pool. Deanna also handles all the shipping and receiving for DMA. Joel Kirkpatrick Bookkeeper jkirkpatrick@datamktg.com Joel has the responsibility for all Accounts Receivables and collections, Accounts Payable, Salesmen Commissions and Payroll. He also reviews all insurance transactions and real estate taxes, and prepares the monthly financial statements. Austin /San Antonio Support Staff Cindy Klein Inside Sales Support cklein@datamktg.com Cindy has assisted in the sales operation since Her general responsibilities include telephone support and literature request follow -up. Specific tasks include providing product pricing and availability information, generating quotes, order entry, and maintaining sales literature inventory. Houston Support Staff Judy Bates Inside Sales Support jbates@datamktg.com Judy has assisted in the sales operation since Her general responsibilities include telephone support and literature request follow -up. Specific tasks include providing product pricing and availability information, generating quotes, order entry, and maintaining sales literature inventory.

8 Contacting Data Marketing Associates For additional information about our company and how we may serve you as a professional manufacturer's representative, contact us at: Data Marketing Associates Proton Road Dallas, TX (972) (972) dpatrick@datamktg.com