They have frequently been our top sales producers in their region and I feel they have captured a large market share in our niche. We enjoy excellent communications with both their inside support people as well as their sales staff who work well with our staff. As a group, they are highly competent technically and outstanding at developing long-term relationships with end users and distributors.
The Company is in discussion with potential private label customers in the automotive business plan for sales territory. The Company expects to introduce a one-time permanent tire coating to these potential clients that would eliminate current cleaners and silicone coatings for tires and bumpers.
Pricing will remain highly competitive throughout the 90s. Higher than average growth is expected for the non-solvent delivery systems including powder coatings, high solids and radiation-cured formulas. Wall coverings for housing will gain ground at the expense of architectural coatings.
Consolidation of the domestic industry will gradually turn to repositioning as firms mobilize resources to compete in the technology-driven markets. Competition There is a wide variety of hazardous solvent based protective coatings available in today's market.
However, most will eventually disappear from the market as the EPA will phase them out over the next several years, primarily because of hazardous product content rather than VOC level. During this period of great transition to safer coatings, Shine products can establish and maintain a fair market share.
The Company and Cather Inc. The Company will be well protected against competition through Cather Inc. This new technology could place The Company as much as five years ahead of its competition selling Elby and Iddings-Larson.
The reason for Cather projects lead is that the development cycle time is long in such large bureaucratic firms.
The competition for The Company's offerings in paint and primer products would come principally from major paint manufacturers such as Elby, U.
Most of these large firms have focused their efforts not on water-based technology, but on lowering the VOC's emitted from use of their existing solvent based paints. They have not endeavored to change the VOC to environmentally friendlier substances as was done in Shine As a result, their water-based programs have taken a backseat.
Therefore, even though these firms have well developed representation and distribution networks, they cannot compete in performance, environmental compliance and cost effectiveness.
Attempts by other manufacturers to develop water-based paints have not succeeded in producing a product that achieves the same high-level of performance as the highly-toxic, two-component, solvent-base, catalyzed systems.
The Company's Shine product provides a coating surface that has the same general chemical makeup as these solvent paints and, hence, equal or superior performance to those of two component systems, without the toxicity. This technology allows Cather to maximize water in its formulations versus the amount of industrial cleaner, while dispersing higher levels of solids than competitors can achieve.
Thus, The Company can offer the best currently available product. Some of the manufacturers of toxic marine polyurethane's are beginning to advertise their coatings as five to ten year finishes on marine teak and mahogany. They have introduced their products in small containers for do-it-yourself boaters.
The competitive finishes contain highly toxic isocyanates, that have generally only been sold to professionals with proper safety equipment. With increasing regulation and growing public awareness of toxic substances, The Company expects public use of these toxic products to be very short lived.
Shine will give performance equal to or exceeding the toxic coatings, however, Shine is safe. It has the additional advantage of being flexible and is capable of expanding with the wood in the marine environment.
Marine dealers and distributors have shown great interest in the non-toxic aspect of The Company's offerings, as many have had problems with personnel being sensitized to the toxins in the products they have used for many years.
Bois Tec was formulated in response to a need in the wood window and door industry for a product that would adhere well to woods freshly treated with the newer EPA approved preservatives. The manufacturers currently using it were unable to find an acceptable substitute on the market.
In addition, the primer achieves excellent performance when used in conjunction with Shine or the new Acrylic Enamel Faux Shine. The Company expects to follow the manufacturer's lead in developing wood window and shutter manufacturers as clients.
Ceramic Coating For years industry has had available coatings that are made of organic resins, but contain ceramic particles. These coatings have many of the benefits of ceramics, but do not have the qualities of pure ceramic silicate or glass coatings that can be expensively sprayed with a plasma torch or created in a kiln, because the resin binder creates limitations inherent to organics in sealing, U.
Later, ceramics coating were developed with heavy metals as filters. These coatings will suffer the fate of the heavy metals they contain with EPA regulations. The Company will assist with applications work for the new generation and in introducing the new products to customers.
The new third generation coatings chemically bond a silicate ceramic coating, both with and without fillers, at room temperature on a surface. This is monumental in that concrete structures, bridges, metal architectural components, trash dumpsters, oil field equipment, sewage treatment plants and many other applications can now have a chemically bonded layer of glass, the ultimate protective coating with normal applications processes.
The Company knows of no competition for this product. Other Products The Company has received significant interest in its offering of cleaner products, particularly from OEM manufacturers and marine service companies.
The conversion to non-solvent waterbased cleaners is a relatively new industry.
How to plan your sales territory 1. How to successfully plan your sales territory Simple and practical approach to build an initial plan for your business - designed for new sellers By Camilo Rojas - @camilo_rojas. A territory sales plan is a more narrowly-defined version of the strategic sales plan, and is limited to strategies, tactics, and tools used within a specific customer base, group of . Few areas of business attract as much attention as new ventures, and few aspects of new-venture creation attract as much attention as the business plan.
Thus, The Company has an excellent opportunity to capitalize on the elimination of cleaning solvents as driven by the EPA.Few areas of business attract as much attention as new ventures, and few aspects of new-venture creation attract as much attention as the business plan.
When you bring a new sales representative into a territory, he will often ask about a “draw.” The first time you hear the term, you may not know what it is or why it’s important. How to plan your sales territory 1.
How to successfully plan your sales territory Simple and practical approach to build an initial plan for your business - designed for new sellers By Camilo Rojas - @camilo_rojas 2. High Level Process • Prepare. Customer, Play, Routes, Competitors • Establish target.
Utility Sales Associates, in my view, is the model of a great rep organization. They plan, they communicate, they execute. That’s why we have been associated with them since How to Write a Sales Territory Plan By Ron Snyder What are the critical steps in writing a successful Sales Territory Plan?
What “pain” or business issues do you solve? How to Write a Territory Plan barnweddingvt.com It's basically our strategic and tactical plan for acquiring new business, growing our existing book of business and making and/or exceeding our sales quota within our sales territory.