The Spectrum Group - Partnership for Progress




			The Spectrum I.S.M.O. business model enables the manufacturer to concentrate its resource where it belongs, on the development of its Intellectual Property and the key strategic decisions that will ensure its future progress. The Spectrum I.S.M.O. offers Sales, Marketing and Operational services that have the potential to all but eliminate the investment that a manufacturer would otherwise have to make in direct tactical sales and technical support, tactical marketing, tactical operations and Distributor administration.

			No less importantly, the Spectrum I.S.M.O. works in partnership with Distribution. We recognise the importance of first-class fulfilment management and strive to ensure that Distributors get a market share sufficient to ensure they deliver it. Spectrum's business is all-round Satisfaction, the manufacturer's, his customer's and his Distributor's.

Sales

Every I.S.M.O. in the Spectrum Group has its own Sales Force, operating as general territory managers or as specialists addressing specific market sectors (military, CEM etc). Each I.S.M.O. handles a small number of synergistic lines, ensuring close identification with the manufacturer and pin-sharp focus on the products and technology. Dedicated FAE, management and administration teams support the Sales Force.

Marketing

Many Spectrum Group personnel benefit from marketing / demand-creation expertise gained earlier in their careers with Distributors and manufacturers. Currently, at least two senior Spectrum managers hold marketing biased MBAs. The Group employs a Communication and Tactical Marketing (CTM) manager, who puts 25 years experience with one of the major electronics Distribution Groups at the disposal of Spectrum's Manufacturing and Distribution partners. The marketing skills available within the Spectrum group have the potential to all but eliminate our manufacturer partner's requirements for external advertising, P.R. and Marketing/Communications Agencies in Europe.

Operations

Close day-to day communications with manufacturing partners has always been a cornerstone of the Spectrum business strategy. With the advent of the I.S.M.O. model this has been formalised into the cost effective and efficient provision of Global Factory services at a local level. Spectrum has the technical infrastructure and the commercial expertise to provide;

•	Order Entry
•	Backlog Management
•	Direct computer links to manufacturer's Host Computer System

Spectrum's market research has proven that provision of these direct services is key to maximising Customer and Distribution satisfaction levels, increasing sales and the manufacturer's local European profile.

Working and Winning with Distribution

Spectrum is Project Capture driven whilst Distributors are Supply driven. Maximum efficiency is gained by working together: Spectrum organises joint visits with Distributors and provides them with on-going training and incentive programs.
In this way…

•	Sales effort is optimised
•	Marketing support is focused and optimised
•	Relationships are fostered and developed
•	Key accounts are efficiently managed
•	Target markets are more effectively covered

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