Introduction to Westworld Associates Established 1978 Initial - - PDF document

The Aerospace & Defense Forum Orange County Chapter October 5, 2017 1 Penetrating OEM and Tier 1 Customers

Introduction to Westworld Associates Developing the Sales and Marketing plan Know your market Executing the Sales and Marketing plan

Introduction to Westworld Associates

Established 1978 Initial Offering Sales and Marketing services Focused on US Aerospace and Defense market 1990 Company acquired by Robbie Robinson Expanded to include Aisan and European markets Specialized on Aerostructures segment Companies ranging in size from $1.5 million to $1.5 billion annual sales Additional service to include supplier surveillance Team Strong background of the global aerostructures industry

The Aerospace & Defense Forum Orange County Chapter October 5, 2017 2 Developing the Sales and Marketing plan

Review current business model Focus on strengths – don’t dilute your offering Current customer approvals Quality approvals and certifications AS9100 Rev C moving to Rev D NADCAP Customer awards Customer ratings ERP system ITAR registration and requirements Skills Matrix

Skills Matrix.pdf

Developing the Sales and Marketing plan

Engineering Design Software Catia, NX Tooling In-house – outsource NC Programming In-house – outsource Manufacturing Engineering/Planning

The Aerospace & Defense Forum Orange County Chapter October 5, 2017 3 Developing the Sales and Marketing plan

Program management Special process approvals Surface treatments Heat treat Welding Sheet Metal Hot Forming, SPF, stretch forming, hydro forming Machining High speed, gantry, horizontal multi-pallet System, Automation Composites Thermal Plastics, Automated fiber placement, IP Customer specification approvals

Developing the Sales and Marketing plan

Assembly Customer specification approvals, automated assembly Table top assembly Welded assemblies Specialized Capabilities Castings Precision Tube and Welded Assemblies Additional data Current capacity reports Capital expenditure plans Facility plans

The Aerospace & Defense Forum Orange County Chapter October 5, 2017 4 Know your market

Customer service is critical Understand the customer’s business model When possible meet the customer’s new business development team Know the key decision makers What are the customer’s current and future programs Understand the customer’s current needs Problem suppliers Difficulty in finding supplier sources Offshore/low cost suppliers Offsets agreements Defense Commercial Set-aside requirements Small business, 8A, woman, veteran and disabled veteran Hub Zone

Executing the Sales and Marketing Plan

Select target customers matched to core capabilities Don’t bypass supply chain management Develop presentation to match targeted customer Customer visit – goals and objectives First impressions are critical Ask questions – get your customer talking Remember God gave you two ears and one mouth

• Listen to your customer

Establish follow up action items