1 MEXICO BUSINESS PLAN 2008 Indusoft and Logicbus 2 Logicbus Technical Team Our goal: Establish Indusoft as our Default Software for our represented Hardware from multiple vendors! North Mexico Cd Juarez Chihuahua Mexico City South Mexico Blasioz Valenzuela Founder/Director/Sales Teodoro Valenzuela Founder/ Eng Cons Daniel Flores Support Manager Javier Villegas Field Sales Eng NW Mexico Tijuana Guadalajara (Mexico Sillicon Valley) Grisela Zamora Inside Sales Rep North Anabell Saldana WebStore Idalid Alamilla Inside Sales Rep South 3 Where should we go? End User.- This channel should represent our main area because these companies actually are using our hardware and they need a software platform to standardize. We are going to focus in manufacturing plants, research centers, food industry, pharmaceutical, oil and gas, logistics, test facilities, automotive design centers and test and validation facilities (CFE, PEMEX, INAOE, CENAM, Pfizer, PISA, VW, Delphi, Visteon, Nissan, Siemens VDO, TRW, TREMEC, VALEO, etc) VAR.- LogicBus has an integrator (VAR) network with multiple companies around Mexico, Besides these companies Logicus is always growing the VAR network and Indusoft will help us catch new VARS that uses other hardware like AB, Siemens, ABB,etc. This strategy can help us reach more customer in remote areas and increase our distribution volume.Academic.- Universities in Mexico receive many founds from the government for their labs, this is a great opportunity to start introducing Indusoft Software in their curricula. Our idea here is the exposure of Indusoft Software to graduated and undergraduate students so in the future they decide in Indusoft. 4 End Users This channel is crucial for a healthy territory. Having big end users pulls the creation of new VARS and the opportunity of good referrals this is very important in the Mexican market. At the beginning Indusoft and Logicbus have to be very aggressive with the price and support in order to gain the final customer, even if possible have demo version with tutorial in spanish for test or proof of concepts. The main final users that we want to target 2008 are: -Siemens VDO Design and Validation center - CFE Power generation -CENAM (National center of metrology labs) - Delphi Automotive parts -Valeo Automotive parts manufacturer - Panasonic TV and elect. -Flextronics Contract Manufacturer - CIATEQ Research Lab -Intel Design Center and Test Facility - Visteon Automotive parts -SCI Contract Manufacturer - Cinvestav Research Lab -Solectron Contract Manufacturer - Sony TVs and Elect. -Flextronics Contract Manufacturer - Motorola Cel Manufac -Jabil Contract Manufacturer - GM Automotive plant -Food and beverage Industry - Farms -Pharmaceutical Labs - Milk processing plants -Logistic Companies 5 End Users Action Plan: -Visit plants and our contacts to show Indusoft Software -Technical presentation to groups of engineer by our Sales Engineers -Open door seminars for any company in the region in our facilities -Give technical literature to prospect customers -Include Indusoft in our Biweekly Newsfrom LogicBus to our customer database >18,000 contacts (http://www.logicbus.com.mx/ .php )http://www.logicbus.com.mx/ .php -Tradeshows booth presence -RECOMMENDATION: Lots of software presentations and some free short training meeting to get the software exposure to our current customers. These activities are going to be executed by Blasioz Valenzuela, Javier Villegas and Daniel Flores upon the geographical location 6 Technical Seminars LogicBus presents many open doors seminars in different cities in Mexico to show all the products that we represent. This is the opportunity for our customer to get to know the products and see them working before they buy them to test them. These seminars are great to catch the attention of possible customers - During the first half of 2007 LogicBus had presented 5 seminars in different cities of Mexico. We are planning to incorporate Indusoft demos to these presentations as soon as possible Currently we are using LabVIEW and VB demos - 7 Magazine Ads LogicBus had presence on the most important technical magazine in Mexico Reportero Industrial Mexicano. This magazine deliver 30,000 pieces monthly all over the industries in Mexico. We are going to include some Indusoft Products in our space, however we recommend Indusoft to invest in one space to have more presence of the brand in Mexico and help all the distributors with the software penetration. We can help the marketing department to get in touch with the magazine sales rep to get a quote. 8 NewsEvery two weeks, Logicbus tech department writes anwith news and product recommendations. LogicBus will include Indusoft products in this marketing tool to help promote the brand between our existing database. 9 VARs LogicBus has a VAR program where we select the best companies to be published in our web site as VAR and Sub Distributors of all LogicBus products in Mexico, therefore they should receive special support from us and some VAR discounts. It is very important for Logicbus to have great prices and support from the supplier in order to have an excellent and effective VAR program. Currently we have 10 companies in the program. Action Plan: -Promote Indusoft for their developments -Put an advertisement in our webpage -Give FREE support to our VARs -Invite some new contacts This activities are going to be handled by Blasioz Valenzuela 10 VARs Projects These are some examples of their jobs: 11 WebPageOur Webpage is a very powerful tool to drive existing and new customer to buy LogicBus product. More than 4500 visits on October 2007! Logicbus is very well positioned in google including the words Indusoft + Mexico Logicbus has the 3 rd and 4 th listing positions. 12 WebStoreOur NEW webstore, it is the most complete store for Automation and Control projects. Indusoft is already in our store. 13 Tradeshows LogicBus always tries to be present on the most important shows through all Mexico. We request literature and financial support from the brands that will be presenting at the show to help pay the booth expenses. i.e. Booth at previous ISA show. 14Academic The Universities and Research Centers that we need to start visiting and promoting Indusoft products are: -ITESM with 28 campuses through out Mexico (Best Private university in Mexico) -UdeG (Second Largest public university in Mexico 300K students based in Guadalajara-Mexican Silicon Valley) -Universidad Tecnologica (University with multiple campus in Mexico oriented to technology) -UNITEC (University oriented to technology with campus in Mexico city and Guadalajara) -UAG Private university located in Guadalajara -Tecnologicos Regionales Public regional universities many maquila engineers graduated from these universities. Action Plan: -Visit professors with Indusoft Software -Onsite presentation for professors and students These activities are going to be executed by Blasioz Valenzuela, Daniel Flores and Javier Villegas depending in the university geographical location 15 Top Mexico Cities The 10 cities where main effort is going to be applied are: 1.- Guadalajara (Mexico Silicon Valley, pharmaceutical, beer factories, food, research centers) Logicbus Headquarters 2.- Queretaro (Automotive and appliances) 1 VAR 3.- Mexico City (all type of industries and research labs) 4 VARs 4.- Guanajuato (Automotive-GM, Food, chemical plants, oil and gas ) 1 VAR 5.- Aguascalientes (Automotive- Nissan, wineries, etc) 6.- Tijuana (Electronics and aeronautics) Logicbus office in San Diego 7.- Monterrey (All types of industries) 8.- Reynosa (Maquiladoras) 1 VAR 9.- Veracruz (oil and gas) 10.- Hermosillo (Food, Beer, Automotive) 16 Sales 2008 Indusoft new brand for Logicbus Quarter Sales 2007 Sales 2007Growth Quota 2008(USD) Quota 2008(USD) Q10??%6,000 Q20??%6,500 Q30??%8,000 Q40??%9,000 $0 $29,500 USD In the following table we can see the expected amount sales of Indusoft Software in Mexico by LogicBus the next year. These numbers are open to discussion with Indusoft Directors to better decide the future of Indusoft in Mexico with the partner Logicbus 17 Components for Success Sign a contract with Indusoft for the distribution of the brand in Mexico in order to have good prices and good support Logicbus 6 years of experience in the Mexican Market LogicBus experience in the Mexican Automation and data acq. Market Local Sales, local support, local mkt and local products delivery with all the importation paperwork Local contacts in Guadalajara, Mexico City, Tijuana, Reynosa and other important Mexican cities. 2 Tech support guys Logicbus will buy a couple of licenses to have the product in stock for fast delivery time. Brochures and literature from Indusoft Continue positioningwebpage to have more hits for Indusoft Softwarewww.logicbus.com.mx Be listed in theweb page as one of the Mexican distributors in order to have an extra support for our customersGood margin % discount in the products Training material from Indusoft for our sales and support engineers Develop a Marketing campaign in Mexico with the help of Indusoft Participation in tradeshows in Mexico at least the most important one that is the ISA Tradeshow. Lots of sales visits and presentations by LogicBus 18 Welcome to Mexico with Logicbus!