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