Sales Plan

The sales program for the first year will concentrate on developing the Canadian market place.

The U.S. sales program will commence within six months after the product is available on the Canadian market.

The sales organization will be divided into two groups:

• Consumer sales
• Commercial/Industrial sales

The consumer sales group will concentrate on developing a dealer network (retailer) that will sell the product to the consumer.

The initial sales efforts will concentrate on the national department store chains, national lighting outlets, hardware store chains and a major international mail order house.

In general, each of the above retailers uses a central purchasing department for all outlets in Canada and the United States.

The purchasing decisions are generally made by merchandising managers who are responsible for small electrical appliances and other similar hard goods.

Initially, the consumer sales group will require two full time sales people to develop the Canadian consumer market.

The commercial/industrial sales group will also require two full time sales people to concentrate initially on developing a wholesale distributor network with a least 6 distributors in Canada and 10 to 12 distributors in the U.S.

The distributors will have access to the major electrical contractors, engineering firms and electrical suppliers in their respective areas.

All sales to Provincial and Federal government departments in Canada will be handled by Light-Guard Manufacturing Ltd. U.S. government sales will be handled by the U.S. distributors.

A secretary and a sales order clerk will provide sales support for both the consumer sales group and the commercial/industrial sales group.

A simple but effective advertising campaign will be implemented to support the sales efforts.

Consumer advertising will consist of monthly advertisements in publications such as T.V. Guide, Reader's Digest and Peoples magazine.

Half page advertisements will be placed in two monthly trade publications with a large circulation to the electrical contracting and plant maintenance markets in Canada and the U.S.

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