Carter Next Generation Engineer PHOTO OF CARTER HERE

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Carter – Next Generation Engineer PHOTO OF “CARTER” HERE “I want a supplier who

Carter – Next Generation Engineer PHOTO OF “CARTER” HERE “I want a supplier who makes designing easier with the best on-line tools. ” Company Profile • $500 M annual revenue • Manufacture & install paint systems worldwide • 2, 500 employees • HQ in Dayton OH with locations in Germany, Brazil & China • Customers include automotive, office furniture, ag equipment & electrical enclosures (YOUR COMPANY HERE) Personal Profile Buying Process - Specifier • Age 30 • Mechanical Engineering degree from UW-Madison • Design Engineer II • Reports to Global Engineering Mgr • High intelligence. A problem-solver • Wants to prove skills & be promoted • Recently married • Enjoys hunting & fishing • Still a gamer 1. Project awarded by customer 2. Get optional solutions and budgetary estimates from suppliers 3. Negotiate final prices, specifications and delivery lead times 4. Award the business to a supplier 5. Receive solution and conduct 1 st article inspection T N E M SEG PLE A Key Challenge /M Issue A X E • Provide complex paint systems made of many components & systems that are on-time & on-budget Purchase Criteria • Customized products for my systems • On-line product selection and estimating tools • Helpful sales rep • 4 -week delivery that’s complete and on time • Reasonable prices that fit my project budget Customer Persona template provided compliments of www. Broadband. Marketing. com St. Paul, MN USA Brand Loyalty • Aware of our company • Learning & trying supplier options • No brand preference or loyalty Frustrations / Unmet Needs • Unable to get on-line design tools from suppliers to work after-hours • Unreliable supplier deliveries • Slow problem response How to Contact • • Our sales rep Our web site Design webinar Linked. In +1 651 393 5974

Mike – Baby Boom Engineering Director PHOTO OF “MIKE” HERE “I want a supplier

Mike – Baby Boom Engineering Director PHOTO OF “MIKE” HERE “I want a supplier who is helpful & problem-free to make my busy life easier. ” Company Profile • $1. 0 B annual revenue • Manufacture filtration systems worldwide & sell replacements • 5, 000 employees • HQ in Minneapolis MN with locations in France & Japan • Customers include oil & gas, engine builders, wood fabricators (YOUR COMPANY HERE) Personal Profile Buying Process – Final Approver • Age 58 • Mechanical Engineering degree from University of Minnesota • Global Engineering Director • Reports to Division VP • Worked at 3 other companies • Little time spent designing. More time spent supervising global team and solving issues • Not enough time to complete all tasks • Married with grand kids 1. Projects awarded by customers 2. Designers explore alternative supplier solutions 3. Designers review customer solutions and supplier components 4. Director provides final approval 5. Designers report project progress right through commissioning T N E M G B E E S L Key Challenge / M Issue. P EXA • Keeping projects worldwide on-time & on-budget. Making sure team is happy to minimize staff turnover Purchase Criteria • Products & design solutions for my teams • Helpful sales reps • 4 -week delivery that’s complete and on time • Current catalogs in the right language • Fast after-market service Customer Persona template provided compliments of www. Broadband. Marketing. com St. Paul, MN USA Brand Loyalty • Very familiar with our company & products • Loyal but occasionally tries others Frustrations / Unmet Needs • Global standardization of products • Slow problem response • Out-of-date supplier catalogs in English only How to Contact • • Our sales rep E-mail Tradeshow Catalog mailing +1 651 393 5974

Gary – Plant Operations Director PHOTO OF “GARY” HERE “I want a supplier who

Gary – Plant Operations Director PHOTO OF “GARY” HERE “I want a supplier who helps me run an efficient plant & meet my monthly KPIs. ” Company Profile • $150 M annual revenue • Manufacture wood windows & doors • 600 employees • HQ in Wausau WI • Customers include architects, home builders, remodelers & commercial contractors (YOUR COMPANY HERE) Personal Profile Buying Process – Key Influencer • Age 42 • Industrial Engineering degree from UW-Stout • Six Sigma black belt • Plant Operations Director • Reports to President / Owner • Worked at a Fortune 500 company • A “ 24 / 7” job • Wife works; 2 children • Youth hockey coach 1. Scheduled bi-annual maintenance or product issue 2. Visit distributor web site to check local inventory 3. If not in stock, call us for availability 4. Purchase on an account 5. Conduct delivery inspection T N E M EG PLE C S Key Challenge / Issue M A X E • Using lean manufacturing principles to maintain quality, reduce cost and deliver products on time. Finding good help a constant challenge Purchase Criteria Fits the plant’s equipment High quality…low PPM Lasts a long time…install it & forget it Readily available at industrial suppliers such as Grainger • Competitive prices • • Customer Persona template provided compliments of www. Broadband. Marketing. com St. Paul, MN USA Brand Loyalty • Little to no loyalty • Shops on price & availability Frustrations / Unmet Needs • Product not always available at the local distributor • Can’t see our replacement product inventory on-line • Distributor rep not knowledgeable about new products How to Contact • • Our sales rep & distributor rep Our web site & distributor web site E-mail Linked. In +1 651 393 5974