Introduction to Westworld Associates Established 1978 Initial - PDF document

The Aerospace & Defense Forum Orange County Chapter October 5, 2017 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 1

The Aerospace & Defense Forum Orange County Chapter October 5, 2017 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 2

The Aerospace & Defense Forum Orange County Chapter October 5, 2017 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 3

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