Company Overview
KSA Confiden+al
• Founded in 1989
• Specializes in RF, Microwave, and Power components
• Covering Southern California, Arizona, and New Mexico with corporate headquarters in San Diego
• Long relationships and excellent reputation in the engineering community
• Well established account base in commercial, military, and space programs
KSA Electronics Background
2 KSA Confiden+al
KSA Linecard
3 KSA Confiden+al
• Weekly sales meeting – Sales progress overview – Organize and plan principal visits – Target account discussion – Resolve problems – Forecast Updates
Organized for Success
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• Weekly team calls with Principles – New products overview – Success stories – Coordinate sales strategies – Set up new marketing and E-blasts
• Shared calendar and schedules • Powerful CRM database
– Track leads, samples, quotes, and new programs
Shared Calendar
Sample E-‐Blast
• Bi Monthly Sales Reviews – Each January, March, May, etc. – Detailed review of recent
account calls and new customers
– Review top 60 opportunities forecasted for the year
– Review new opportunities from last 60 days
Sales Review and Forecasting
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• Regular forecasts for principals – Forecasts are updates after review and sent to principals – Principals are requested to grade KSA and give feedback on
target opportunities – Provides focus on the largest opportunities and new potential
customers; improving communication
Our database automa+cally sorts and exports customizable reports / forecasts
• Database with over 17,000 contacts
– Regularly scrubbed by inside sales personnel
• KSA sends weekly E-blasts to promote new and focus products
• E-Blasts target specific contacts based on account type, position, interests, and market segment
KSA Marketing & Lead Generation
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41%
20%
14%
13% 7% 5%
Account Types
Military
Industrial
Telecommunica=ons
Commercial
Other
Medical
– Used by all KSA staff
– Manage customer information • account type, territory, program, part
numbers, products of interest, etc.
– Archive notes, documents, and more
– Route customer inquiries to sales, principals, or inside support
– Track RFQ, PO, and Sample opportunities for each contact
– Accurate and in-depth forecasts
– Strategic mailing lists
In-House CRM System
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Contacts Database
Sample, Quote, Forecast Database
• With KSA for 23 years, and President since 1999
• Bachelor’s Degree in Electrical Engineering from University of Texas
• Great relationships with high level engineers at many of our customers
• He oversees the sales team and looks ahead for upcoming programs and opportunities
KSA Confiden+al 8
President: Ken Powers
KSA Confiden+al 9
Partner: Peter Keller
• Co-Founder of KSA in 1989
• Associates degree in Math and Physics, Bachelor’s degree from the Federal Business School of Zurich
• Peter has long standing relation ships at key accounts, such as General Atomics, CareFusion, and Kontron
• Supports and manages our sales team and principal relations
• Manages our IT, databases, and accounting related issues
KSA Confiden+al 10
Los Angeles Sales: Karl Simonsen
• Co-Founded KSA in 1989
• BS Physics from Humboldt State, MS Systems Management from USC. Karl’s career began in RF and microwave development on RADAR and communication systems.
• Karl has recently rejoined KSA after a successful career in high-tech as cofounder and business developer at venture funded start-ups in San Diego and the Silicon Valley. He has a proven track-record in identification of revenue opportunities, strategy, and leading sales/account teams.
• Karl is responsible for business development activities that include identification of new accounts, revenue growth opportunities with existing accounts, and covering central LA for KSA.
KSA Confiden+al 11
North L.A. Sales: Tim King
• 16 years of engineering, 10 years of sales, and 7 years at KSA
• Bachelors Degree in Business Management from San Jose State University
• Tim has more than 2000 contacts from L.A. to San Luis Obispo
• Tim’s primary customers: Aerovironment, ATK Missile Systems, Natel, CalAmp, DowKey, CTS Electronics, ITT Exelis, HRL Labs, Jet Propulsion Labs, Lockheed Martin, Northrop Grumman, MicroSemi, Raytheon Goleta, and Source Photonics
KSA Confiden+al 12
Orange County Sales: Roya Naji
• With KSA for 8 years and has extensive experience in the tech industry.
• Bachelors Degree in Business Management from University of Phoenix
• Roya’s primary customers include Alcon Labs, Beckman Coulter, Boeing, Broadcom, Edwards Lifescience, Kor Electronics, L-3, Raytheon, Masimo, Megitt, Panasonic, Parker Hannifin, Powerwave, Thales, and Rockwell Collins
• Thousands of additional contacts at engineering firms in Orange County
KSA Confiden+al 13
San Diego Sales: Todd Nielsen
• Bachelor’s Degree in Electrical Engineering, San Diego State University
• An electrical Engineer for 10 years, and extensive sales, business, and marketing experience
• Nearly 4,000 industry contacts in the San Diego area
• 13 years with KSA
• Firm relationships at Aethercomm, AMETEK, BAE, Cobham, Datron, Entropic, Hewlett Packard, Hughes, L-3, MaxLinear, Northrop Grumman, Remec, and SAIC
KSA Confiden+al 14
San Diego, AZ, NM Sales: Erik Simonsen
• Associates Degree in Engineering Technology, El Camino College
• With KSA for 17 years
• Firm relationships in the Southwest’s largest engineering firms: Sandia Labs, ViaSat, Qualcomm, Cubic, Motorola, Raytheon, General Dynamics, ACSS, Comtech, SPAWAR
KSA Confiden+al 15
Inside Sales / Distribution: Thomas Frank
• Tom earned a Bachelor’s Degree in Economics with Mechanical Engineering focus from University of California, San Diego
• 3 Years at KSA
• Tom manages distribution opportunities, customer requests, and scheduling visits for our Principals