Our global selling strategy is to provide a solutions-based approach by being
a single source provider of technology products and services. The strategy involves
expanding our scope of products and services through selective acquisitions
and the formation of new business units that are then integrated into our growing
family of technology and system providers. We believe this strategy provides
a discernible competitive advantage. We execute this strategy by utilizing our
portfolio of in-house technologies and those of third-party equipment suppliers.
Many of these have been long standing relationships, which have evolved from
pure supplier roles to value-added business partnerships. This enables us to
leverage existing business with selective alliances of suppliers and application
specific engineering expertise. Our products primarily compete on the basis
of price, performance, speed of delivery, quality, customer support, and single
source. Our value proposition to customers is to provide competitively priced,
customized solutions. Our industry-specific knowledge, accompanied by our product
and service offerings, provide valuable synergies for design innovation.
We sell and market our products and services with our own direct sales force,
including employees in the United States, the Netherlands, Canada, India, Mexico,
China, Singapore, and South America, in conjunction with outside sales representatives
in North America, Latin America, Europe, the Middle East & Africa, Asia,
and India. We expect to continue expanding our sales and support capabilities
and our network of outside sales representatives in key regions domestically
and internationally.
Much of our marketing effort consists of individual visits to customers, dissemination
of sales and advertising materials, such as product announcements, brochures,
magazine articles, advertisements and cover or article features in trade journals
and other publications. We also participate in public relations and promotional
events, including industry tradeshows and technical conferences. We have an
internal marketing organization that is responsible for these initiatives.
Our customer service organization or sales force provides our customers with
technical assistance, use and maintenance information as well as other key information
regarding their purchase. We also actively provide our customers with access
to key information regarding changes and pending changes in environmental regulations
as well as new product or service developments. We believe that maintaining
a close relationship with our customers and providing them with the support
they request improves their level of satisfaction and enables us to foresee
their potential future product needs or service demands. Moreover, they can
lead to sales of annual service and support contracts as well as consumables.
Our website (www.cecoenviro.com) also provides our customers with online tools
and technical resources.
