The concept of Test Execs LLC was formulated based on many years of experience selling T&M equipment and high value components across worldwide markets using diverse sales channels such as direct sales, stocking and non-stocking distributors and the uniquely American “manufacturers’ rep”.
Undoubtedly the most successful model for selling high-tech, business-to-business, capital equipment, is the direct sales force where each individual sales engineer is fully engaged with both their customers and their solutions. A direct sales team can be “tuned” to the corporate goals and will follow a unified sales, presentation and reporting process.
However, only the largest organizations (or perhaps smaller companies selling to a limited market) can afford the direct approach. The more common sales model is to utilize independent reps, or distributors, whose goals may not be fully aligned with each of their manufacturers.
Independent sales engineers make no income until a sale is made. By necessity, their focus will be on the products and manufacturers they represent that generate guaranteed returns for their investment of time and effort. The only control a principal can exercise, is the threat of terminating the representation agreement. This often happens because of a lack of cooperation and communication, especially with small and start-up organizations that lack the manpower to work closely with each of their sales channel partners.
Utilizing the latest collaboration tools, Test Execs takes a unique approach by focusing on the sales channel, leaving the manufacturers free to focus on their customers. This enhances the communication between the manufacturer and each individual sales engineer so that neither wait silently to hear from the other.
The Test Execs method gives small and start-up companies increased outbound and inbound visibility so that both the rep and principal have a clear understanding of current activity, expectations and actions that can be taken to increase business. When an opportunity has been identified, the Test Execs continues working with both the rep and principal, coordinating activities to maximize the conditions for a successful conclusion.
Robin Jacoby Partner/Sales Manager
Management Experience
Marconi Instruments UK
Marconi Instruments USA
Wavetek Communications
Anritsu Company
Boonton, Noise/Com
Marvin Test Solutions
MagiQ Technologies
Scott Sullivan Partner/ Sales Manager
Management Experience
Texas Instruments
Hewlett-Packard Company
Anritsu Company
Anite Telecoms
Keithley Instruments
Agilent Technologies
Keysight Technologies
