• Professional marketing services (extensive database of local territory, established relationships and professional marketing to build awareness and interest of manufacturers products)
  
• Least expensive way to establish market penetration since the sales cost is spread out over multiple product lines
  
• Take on the role of regional factory sales to allow geographical and account coverage for the manufacturer.
  
• Professional sales management services (reduced sales management costs to manufacturers)
  
• Extensive experience in territory and customer needs
  
• Stable and fixed sales costs
  
• Longevity – A factory direct sales person employee spends 2 years on average in any one territory while the average time a representative is in a territory is 22 years.
  
• Synergy of complimentary product lines producing more opportunities for each manufacturer and solutions for the customers
  
• Minimal training
  
• Instant marketing for new product lines
  
• Promotion and extensive knowledge of local distribution and integration to solve the sales channels needs of the manufacturer and the product and service needs of the customer.

Benefits of KW Automation

• Custom and standard OEM solution sales experience
• Motion control and automation experience
  
• Power transmission experience
  
• PC technology sales experience
  
• Real-time software sales experience
  
• Digital & analog electronics selling experience
  
• Mechanical and machinery design sales experience
  
• UL, CSA, CE, FDA, NEC, NEMA, IP, NFPA knowledge base
  
• Sales management expertise
  
• Industrial marketing expertise
  
• Experience in relationship sales and buying processes
  Representative only with no overhead associated with buying and reselling products and does not compete with local distribution or local integrators.

Benefits - Sales Process:
Technical selling is a process. The basic steps to the selling process are as follows:

1. Awareness – the customer has to be aware that the product exists.
   
   
2. Interest – the customer has to have an interest in the products for an application
   
   
3. Data Gathering – the customer needs to gather data on the proposed products to solve the application. We will direct the customer to the website, application articles, bring in the sales managers to satisfy this requirement.
   
   
4. Evaluate Alternatives – the customer will evaluate different alternatives to solve the application. When possible and appropriate, we will propose more than one alternative from our principal that will solve the application. Using this method, we improve our chances of winning the business since the customer typically only evaluates a finite amount of different proposals.
   
   
5. Execute the Order – The execution of the order is also critical. We need to ensure that the engineering and procurement departments order the proper products for the application. Having good documentation control and ensuring that the proper part numbers are quoted and ordered in a timely fashion help make this a successful transaction. In addition, knowing who to call and what information the principal requires to set up a new account also helps ensure a smooth transaction. Finally, we strive to set the right expectation. Knowing our products and our customers helps with creating the proper expectation for the customer.
   
   
6. Post Performance Evaluation – After the order is executed and the product is received, the customer needs to evaluate whether the product or service meets the expectations. We strive to ensure that the customer understands the products and services and we will assist in helping the customer get the proper support when required.

This sales process is a generic sales process. In industrial sales, the buying process is actually a complex buying decision and relationship selling with multiple influences in the process (i.e. engineering, purchasing, management, etc.). KW Automation strives to ensure that the buying influences in any buying decision are all satisfied. We will use our relationships to make sure that all of the proper influences are working in conjunction. It is also very important to make sure that the principal is kept abreast of the selling process during all of the steps. KW Automation expects our principals to assist in every step of the selling process since we believe in a team approach. KW Automation is simply the outsourced factory sales person for the principals we serve. Using the resources of the principal to assist in the selling process is critical for success.