COMMON SALES PROBLEMS

New England has a very diverse set of accounts with many start ups. Absent from the account mix is any mobile phone or PC manufacture except for the server company SUN. Many of the designs started in New England end up being manufactured offshore, especially in China. Obviously, Compass Technology is most interested in selling for companies that can track the sales cycle from design to manufacturing location-thereby ensuring that the proper commission can be paid for the design in. Currently about 48% of components in China are procured through the distribution channel dominated by Avnet, Arrow and WPG, although the percentage is shrinking as more large customers engage directly with their supplliers.
Since Compass Technology sales people cannot possibly maintain a constant presence at the more than 400 active medium level accounts in New England we engage heavily with our distribution partners. It is imperative to have a reputation as an honest rep company with integrity so that the partnership works. It is difficult enough to get "share-of-mind" against the multi million dollar per month lines without suspicions being generated about fair treatment once the order comes down.Our reputation among distributor sales people for fair treatment is unmatched! 
An other reason that differenciates CompassTechnology from other reps in New England is that our line card is not dominated currently by any large line that demands constant attention-a common problem with very large rep companies.
CONTACT US AND LET US DEFINE A SALES PLAN THAT FITS YOUR SPECIAL NEEDS!!!
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