ElectroFab Sales is a service-oriented, professional manufacturers' representative organization covering San Diego County in southern California and portions of Orange County and Riverside County, as well as key maquiladoras in Baja California, Mexico.

ElectroFab Sales was founded in January 1985 by Michele Nash-Hoff, formerly vice president of Cambridge Associates, to provide marketing, sales and customer service for fabrication vendors to the San Diego market. Mike Hoff joined the company as vice president in 1990 after spending ten years as a manufacturers' representative selling electronic components in San Diego.

The companies ElectroFab represents are complementary, not competitive, which increases efficiency of the sales team so they can be more successful in selling each of the EFS lines. In the industry, this method of selling is called "synergistic selling" which means that sales of one product line leads to sales of other product lines.

ElectroFab is one of the few firms that specializes in selling fabrication services to Original Equipment Manufacturers (OEM's). This gives ElectroFab the unique position of being able to concentrate sales efforts on the key contacts - fabrication buyers and mechanical and design engineers.

Five methods of developing exposure to customers are employed:

1. The goodwill of ElectroFab's sales team and the reputation of the manufacturers represented are nurtured.
2. ElectroFab's sales team develops personal advocates, "champions", who may be buyers or engineers. These "champions" recommend EFS principals' services to others within their company and when they relocate to other companies.
3. ElectroFab exhibits in the local trade show (Del Mar Electronics Show) and at tabletop "mini" shows (if any are held) throughout the year.
4. Direct mailings of literature are conducted when new products/services become available.
5. A specially designed telemarketing plan is utilized to contact existing accounts and new prospects on a regular, timely manner.

MARKETS

Aircraft/Aerospace Appliance ATE Communications Computer Peripheral Equip Electronic Instruments Fare collection equipment Machine Tool Medical/Biomedical Microwave Electronics Nuclear Oil Tool Support

Ordinance Support Power Conversion/Conditioning Printers/Plotters Refrigeration/Heating Equipment Robotics Security Systems Semiconductor Devices Telecommunication Turbine Engines Spas Underwater vehicles and equipment Vending machines

SERVICES

ElectroFab is dedicated to achieving success by providing "legendary" service to its principals and customers. "Legendary" service means service that exceeds their expectations. Some of the services provided are:

• telemarketing (Telemagic)
• market research for new products/services
• direct mail to target markets for new products/services
• telecommunications - broadcast fax via computer and high-speed e-mail ()
• regular and timely contact system (Telemagic)
• follow up and feedback on leads and quotations
• personal delivery of urgent quotes and/or samples

• computerized quote/purchase order logging and follow-up system

• e-mail or fax transmission of prints, RFQ's, and quotes

• Web site on Internet (http://www.electrofab.com)

We communicate with our principals regularly on current projects, new programs, competitive information, as well as sales and market conditions in our territory.