Customers and Principals like doing business with Champa Associates because we are professional, honest, accurate and friendly.  We are far above other Representatives in the way we organize our company.  All of our Customers, Principals, and Distributors
are on the Contact Management Software "Act for Windows."  This number one
leading software program tracks and records everything we do.  With ACT, all of our
meetings, notes, appointments, to-do's, quotes, history and future tasks are easily
accessible and nothing can fall through the cracks.  Representation and selling is easy
when you are well organized.

           “When we say we will do something you can count on it”.
 

Champa Associates has many strengths and services
** 4 professional sales people that have proven to be successful and self motivated.
* Well established in So. CA at all large and medium and most small customers.
* Great working relationships with most electronic distributors.
* Stable company; Champa Associates started in 1984.
** Completely organized with "ACT" (Contact Management Software Program).
** Data Base Publishing software of over 33,000 Calif. OEM’s that we pull from.
* Direct sales calls, Direct mailing, Fax Marketing, and E-Mailing.
* Professional principal and customer communications.
* Synergistic products that are appealing to the leading So. California customers.
* Quoting and complete contact reporting.
* Sales leads selling, tracking and reporting.
* Product training.
* We add value to the principals products and business.
* Forecasting and all electronic and ERA trade shows.
* Electronic Representative Association Director in many groups including Wescon.
* Strong customer and Representative networking.
 

                                            OUR MISSION STATEMENT

        "An organized, reliable, honest and professional sales agency that Gets Results".
 

As technical sales and marketing professionals, we are successful at designing
products into existing and up coming programs.  We work closely with all engineering
and purchasing levels of our customers.  Our efforts are directed toward serving the
customers' needs and wants, and making the sale.  Champa Associates call on all the
major types of electronic OEM’s in So. California:  Computer and peripheral, Medical,
Industrial, Security, Military,  Auto, Rail, Transit, Utilities, Contract Manufacturing, etc.

After selecting the best product to satisfy the customers quality, price, and delivery
needs, we follow certain questions that lead us to the purchase order.

  1.  When will your component selection be completed?
  2.  How may we obtain necessary engineering approvals?
  3.  May we submit specifications and samples for qualification on the source
       control drawings?  (If applicable.)
  4.  Who are the competitors and are they approved?
  5.  May we quote our products on this project?
  6.  Is this product normally purchased direct from the manufacturer or through
       distributors?
  7.  Are annual blanket purchase orders issued for this type of product?
  8.  When is the next purchase to be made?  In what quantity? May we
       participate in the bidding?
  9.  What is the price or ball-park price of what you have been paying?
 10. Is there a new product or project in the design phase on which we might provide
       consultation or prototype samples?
 11. May we have the order?

We draw upon the principal's knowledge of his market in terms of total market
available.  This includes share of market,  his active and formerly active accounts
(names, dollar sales, products, applications), as well as the current level of
communication and reputation he enjoys with those accounts.

We pay keen attention to his statements of policies, requirements, plans, forecasts and specific goals.  In addition to the standard product familiarization normally provided, we continue to educate ourselves on new products, product applications, markets where
used, market trends, etc.  This is accomplished in our meetings with the principals, joint calls, sales meetings, classes in college, the Electronic Representative Association,
journals, Electronic News, etc.

We establish objective programs, target accounts, and sales forecasts with our
principals.  Our work is to provide strong professional representative coverage in all the principals target accounts' and to add to this list.

First 30 days:
1.  Product education.
2.  Identify target markets.
3.  Develop broad target account lists.
4.  Announce appointment of line to all current principal customers and Champa
     Associates applicable customers throughout all of Southern California.
5.  Contact and meet existing customers.  Strengthen relationships, secure current
     business, develop future business with current projects and new projects.

30-60 days:
1.  Refine and define specific targets.
2.  Fax Marketing to key markets.
3.  Product education.
4.  Present to the new principal all the appropriate electronics shows applicable for the
     next 12 months and sign up for these shows.
5.  Develop with new principal, a 12 month sales forecast.
 
60-90 days:
1.  Telephone follow-up on all Fax Marketing interested customers.
2.  Lead Blitz Day on all leads and prospective customers.

Ongoing:
1.  Pursue the mutually agreed upon New Business Opportunities.
2.  Provide timely feedback on major accounts and all NBO’s.
3.  Schedule sales managers visit to territory at current customers and NOB’s.
4.  Conduct periodic (6 month) review of progress, needs, forecasts, obstacles.
5.  Education on new and existing products.
6.  Sell Sell Sell!!!

Organizational excellence is one of our outstanding qualities.  We organize ourselves to be accurate, clear, honest, and always punctual.  With multiple-line representation and
multiple customers, a Manufacturers' Representative is as good as he is organized.
The heart of our superior organizational performance is in our ACT computer software
to track everything we do. (See attached.)  We input new information after every call.
We then put all notes, the date of our next follow-up call, meeting, or to-do in the
computer.  We can put alarms on any item.  This guarantees to our customers and
manufacturers accurate on time work.  Champa Associates Manufacturers and
Customers quickly find out that our word is always kept and over many years they have grown to trust, respect, and count on Champa Associates.

Distribution is the key to selling certain electronic products in Southern California.  In
selecting the best distributors to effectively stock and sell your products, the following
criteria are important:

  1.  Enough distribution to adequately cover the entire Southern
       California Area.
  2.  The distributors location and their relationships with customers.
  3.  How many inside and outside salespeople and their territories?
  4.  Does the distributor have too many or too few lines?
  5.  Does the distributor have complimentary product lines?
  6.  Is the distributor stable?  How long in business?  Credit references, etc.?
  7.  Are there other locations outside of Southern California?

We have been working closely with many small, medium and large distributors since
1972 and have proven the following to be some of the ways to motivate and train their
sales people to a successful selling partnership.

1.  Initial kick-off sales meeting with an outline of what is covered to each attendant.
2.  Getting the people involved in this first meeting:  hands on products, asking
     many questions, tests at the end, prizes, sales call demonstrations, etc.
3.  Enough good literature, samples, and sales leads to start the distributors selling
     quickly.
4.  Setting 3 Target Accounts for each salesperson.
5.  Set a schedule of joint calls with each outside salesperson.
6.  Contacting each salesperson 2 weeks after the meeting to review, etc.
7.  Sales meetings every 6 months on product training, sales training, going over
     accomplishments, answering questions, motivating, etc.
8.  Periodic sales promotions with prizes, etc.
9.  Three questions during the meeting with cash on the spot prizes and one final
     question with a large grand prize.
10. POS analysis.

 1.  Schedule each weeks' sales calls a week ahead.
 2.  Complete the Action Report on each call and enter this into the computer daily.
 3.  All telephone calls are to be returned as soon as humanly possible, and a must
      before 24 hours.
 4.  All quotations and sample requests for potential orders over $5,000, are to be
      AGGRESSIVELY followed up and reported on daily or weekly.
 5.  Sell all our products all the time, as appropriate to the customer.
 6.  Keep a complete set of catalogues and samples properly stored and in perfect
      condition in the car and office at all times.
 7.  Always be positive, never say anything derogatory about customers or
      competition.
 8.  Paperwork that must be kept up-to-date at all times:
        1.  Computer updated daily.
        2.  Target Account Lists.
        3.  All important phone conversations and joint calls will be followed up in
             writing.
9.   Sell through Authorized Distributors if appropriate.
10. TRUST, "we will not lie for you and we will not lie to you".

Champa Associates will:
 1. Effective Performance Productivity.  Cover our territory adequately and work the
     target accounts completely.  Establish a  presence for your line, and accomplish a
     mutually agreed-upon marketing objective for strategic customer penetration,
     market share and growth.
 2.  Continually improve our product knowledge.  As well as understanding of your
      capabilities, directions, strategies, niches, strengths and weaknesses.
 3.  Know our territory and customers thoroughly.  Including understanding their
      application needs to effectively represent those needs to you.
 4.  Continually work on improving our organizations selling skills and strategies.
 5.  Be accessible and responsive to you and your customers before, during and after
      the sale.
 6.  Provide you with thorough knowledge, including sales forecasting, market
      reporting, sales analysis, lead follow-up reporting.
 7.  Maintain a compatible roster of principals to provide substantial multiple-line
      synergy.
 8.  Maintain an organization characterized by thoughtful financial management, fair
      employee compensation and motivation, and plans for business continuity and
      growth.

 1.  Always Professional well-organized, effective sales calls.
 2.  Have a thorough and practical knowledge of the Manufacturer's  we represent,
      their products and operations, and will speak and act with appropriate authority.
 3.  Understand the customers needs, their operation, and the proper application of the
      supplier's products.
 4.  Be effective, accurate and timely in representing the customers requirements to
      the supplier.
 5.  Be accessible and responsive before, during and after the sale.
 6.  Provide the customer with the best value possible, and be committed to their
      needs.
 7.  TRUST.  Be absolutely trustworthy, exercising good judgment, flexibility and
      competence.
 

It can be easy to select the right Representative Company.  There are specific points
to pay attention to:
 

        Feet on the street.
        Complementary lines?
        How well they are organized?
        Do they have good customer relationship?
        Are they calling on the right customers?
        Are they well established and will they be here for a long time?
        Technically competent?
        Chemistry between Manufacture and Representative.
        How well do they sell themselves in the interview?
        Are they complete?
        Do they use good selling tools in the interview, and in sales?
        TRUST.

Champa Associates is looking forward to interviewing for your line.  We are eager to
Professionally Represent and successfully sell your products with you.  Please contact Champa Associates at 949-581-3459 or E-mail:  wchamp@home.com