Powell-Mucha Releases Book on EMS Account Acquisition
Finding EMS-specific “how to” books has been difficult, but Powell-Mucha Mucha Consulting, Inc. addresses that issue with the release of Find It. Book It. Grow It. A Robust Process for Account Acquisition in Electronics Manufacturing Services.
In Find It. Book It. Grow It. A Robust Process for Account Acquisition in Electronics Manufacturing Services, PMCI President Susan Mucha explores in great detail the entire account acquisition process of companies in the electronics manufacturing service (EMS) industry. EMS companies face the challenges of a 12- to 18-month sales cycle, low margins and geographically scattered customer bases. Growing the business requires a differentiation strategy and a focused process for maintaining mindshare within a diverse target market. Susan Mucha maps the process of building a differentiated brand while creating a repeatable, consistent sales process, and addresses strategies for account retention and growth.
With over 27 years' experience in the EMS industry, Mucha has built a distinguished career both working in and consulting to EMS companies. She writes frequently for industry publications on EMS issues and teaches IPC’s Introduction to EMS Program Management course in the IPC EMS Program Management Certification program. This new book is an excellent resource for chief executive officers, vice-presidents of sales and/or marketing, sales directors, sales managers, program managers, account managers, business development managers, and sales engineers in EMS companies and in related manufacturing services industries. The book is currently available from Pennwellbooks.com, amazon.com, barnes&noble.com and the IPC Bookstore.
Mucha will be speaking on developing win-win OEM-EMS relationships at the upcoming IPC EMSI Management Meeting held in conjunction with the IPC Printed Circuits Expo and APEX on March 31.
Founded in 2001, Powell-Mucha Consulting, Inc. is a consulting firm focused on the EMS industry which specializes in market positioning, strategic planning assistance and training.
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