G.L. Smith Associates, Inc.
Company Profile
2011
MISSION STATEMENT
G.L. Smith Associates, Inc.
is a manufacturer’s representative dedicated to serving the
Electronics Industry with the highest level of experience,
integrity and commitment. We represent “ The Best in Class”
manufacturers of Passive Components, Electromechanical,
Interconnect and Material products the industry has to offer.
Our coverage in the California, Nevada and Baja Mexico
territory is unsurpassed with over 100 years of combined
engineering and sales experience.
G.L. Smith Associates, Inc.
MANUFACTURERS’ REPRESENTATIVE
Founded in 1991 as a one man sales organization,
G.L. Smith
Associates has become a substantial factor in the California, Nevada
and Baja Mexico electronics industry, with 5 sales territories and a
staff of 2 inside sales people. We currently represent 19 manufacturers
of related products carefully selected for their synergistic features,
with sales volume of over $21 million dollars annually.
AWARD WINNING AGENCY
Renco “Most Improved”
Representative
Rep of the Year
Renco Top
Performer #3
Renco Top Booking
Performance #3
“Vendor of the Year”
Conexant Systems, Inc.
SALES TERRITORIES
CALIFORNIA





Los Angeles
Ventura
Orange county
San Diego
SF Bay Area
PLUS


Las Vegas/Reno
Baja Mexico
INDUSTRY BREAKDOWN
11%
35%
15%
Industrial/Power Electronics
Medical
15%
24%
Consumer Electronics
Telecom/Cellular
Mil/Aero
• PRESIDENT
• Founder/Manager/Owner
G.L. Smith Associates, Inc.
20 yrs
• Sales Manager, Bergquist Co.
7 yrs
• Branch Mgr. SW Industrial Supply 2 yrs
• General Manager, Wassco
2 yrs
• Owner, SG Products
5 yrs
• OUTSIDE SALES
• San Diego
• Las Vegas
•
•
•
•
G.L. Smith Associates, Inc. 2 yrs
Ametherm, Inc.
2 yrs
Carlberg & Associates
14 yrs
Taiyo Yuden USA, Inc.
5 yrs
• OUTSIDE SALES
• Mexico / San Diego
• G.L. Smith Associates, Inc. 5 yrs
• Skyworks, Quality Control 16 yr

OUTSIDE SALES

Los Angeles
San Gabriel Valley
San Fernando Valley



G.L. Smith Associates, Inc.
5 yrs.
 INSIDE
SALES

CALIFORNIA
Los Angeles
Ventura
Orange county
San Diego
SF Bay Area
PLUS
Las Vegas/Reno
Baja Mexico

G.L. Smith Associates, Inc. 19 yrs.








YORBA LINDA OFFICE
Since 1995
1,600 square feet
Air conditioned
Conference Room
Underground parking
SKYPE / WebEx
VIDEO CONFERENCING
Assures the ability to hold
quick staff meetings
between factory and Rep
personnel.
Real time product
introductions are a snap.
How Do We Go to Market?
Our Sales Philosophy
“Sales is a Full Contact Sport”
– G.L. Smith Associates targets the “Design”
Community
– We sell “Synergy”!
– We maintain Target Accounts for each OSR
– We actively Track our progress
– Our cars are “Loaded” with your Lit. and Samples
– We are your “Feet on the Street”
– And we always ask for the ORDER!!
Distribution Philosophy
• Distribution is an “Integral” part of the G.L. Smith
Associates Sales Plan
• We Target Distributors to get to the Small, Medium and
Focus Accounts.
• We know each Distributor’s Strengths and Weaknesses
to leverage where they can help us the most.
• Each OSR closely interfaces with our distributors to
insure our goals are being reached as a Team.
• Distributors are “G.L. Smith Associates Partners”
MAJOR DISTRIBUTORS
DIRECT ACCOUNTS
• G.L. Smith Associates and our principals will develop a
strategic list of direct focus accounts.
• Together we will establish a “Business Plan” that will
capture marketshare.
• Make decisions as a “Team”.
• Provide thorough and in-depth Customer and
Engineering Support.
• Offering “The Best in Class” Capacitors to our customers!
MAJOR CUSTOMERS
Gary Lee Smith
•
•
•
•
•
•
•
•
•
•
Power One Corporate
SKYWORKS
Sony TV / Foxconn
Western Digital
Rockwell-Collins
Broadcom
Marvin Engineering
Raytheon
Express Manufacturing
Masimo
Ray Brasga
•
•
•
•
•
•
•
•
•
•
•
•
•
Mitsubishi Digital
TDK / Lambda
Leviton
Tamura Power
Ricoh Electronics
Power One / DVDT
Ametek Programmable Power
Teal Electronics
XP Power
Xitron
Vitek
Delta Group
Datron World Communications
Jorge Pelaez
•
•
•
•
•
•
•
•
•
•
•
•
Martek Power – Tijuana
Rainbird - Tijuana
Honeywell - Tijuana
Leviton - Tijuana
Bose - Tijuana
SL Power/Condor – Mexicali
McCain Traffic - Tijuana
EmerMex – Mexicali
FenderMex – Ensenada
SMK - Tijuana
Amigo Technologies – Tijuana
Panasonic - Mexicali
Brandon Smith
•
•
•
•
•
•
•
•
•
•
•
•
•
•
Martek Power / Torrance
SL Power / Oxnard
Pioneer Magnetics
OSI
Medtronics
GM / EV
Ophir RF
Gateworks
Rantec
Fisker Automotive
Energy CS
Empower RF
Capstone Turbine
Haas Automation
LINE CHAMPION
• TOP Tier Lines Get a “Line Champion”
–
–
–
–
Jabar, Renco, SolaHD, WPI – Gary Smith
King Cord, AIC, TranTec, Abatek – Brandon Smith
Grayline, Platt, MLE, Buckeye – Jorge Pelaez
Copal, Zierick, Curtis, EFC, Aerovox – Ray Brasga
• Line Champions – Promote, Track and
Review sales and activity for our Principals.
The Line Champion will “Go to Bat” for you.
MAJOR AND LOCAL
TRADE SHOWS
•
•
•
•
•
•
•
•
Electronics West / MD&M
• 20’ of booth, all factories represented
• Cooperative selling by G.L. Smith OSRs,
Factory Personnel and Distribution OSRs
EDS
• 10 Factories participating
• 4 G.L. Smith Associates, Inc.
personnel attending
OCE Show
DEL MAR Electronics Show
APEC Show
Job Shop Show
ERA Table Top Show
• Goleta
• Camarillo
• LAX Proud Bird
• San Diego
BajaMak Mexico
ENGINEERING ACTIVITY
REPORT
Monthly Meeting to Review
NBO’s,
Key and Target Accounts
Distribution Activity
Bookings and Shipments
Samples and Quotes
Excel Living Document
WHY IS
G.L. Smith Associates, Inc.
YOUR Best Choice?






Aggressive Approach to Sales
Our Experience in the Territory
The Synergy of our Line Card
Our Strength with Distribution
Trade Show Representation
We’ll “Grow” your Business!
This is what you’ll see in our
Cars
Not This !