IN MY OPINION

Interference: The Creeping Menace
By Anatech Electronics

Interference has been the bane of communication system designers since the earliest days of radio. At least back then, there were fewer sources to contend with but also far fewer remedies at their disposal.
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MILITARY MICROWAVE DIGEST


MMD March 2014
New Military Microwave Digest

ON THE MARKET


Band Reject Filter Series
Higher frequency band reject (notch) filters are designed to operate over the frequency range of .01 to 28 GHz. These filters are characterized by having the reverse properties of band pass filters and are offered in multiple topologies. Available in compact sizes.
RLC Electronics


SP6T RF Switch
JSW6-33DR+ is a medium power reflective SP6T RF switch, with reflective short on output ports in the off condition. Made using Silicon-on-Insulator process, it has very high IP3, a built-in CMOS driver and negative voltage generator.
Mini-Circuits


Group Delay Equalized Bandpass Filter
Part number 2903 is a group delayed equalized elliptic type bandpass filter that has a typical 1 dB bandwidth of 94 MHz and a typical 60 dB bandwidth of 171 MHz. Insertion loss is <2 dB and group delay variation from 110 to 170 MHz is <3nsec.
KR Electronics


Absorptive Low Pass Filter
Model AF9350 is a UHF, low pass filter that covers the 10 to 500 MHz band and has an average power rating of 400W CW. It incurs a rejection of 45 dB minimum at the 750 to 3000 MHz band, and power rating of 25W CW from 501 to 5000 MHz.
Werlatone


LTE Band 14 Ceramic Duplexer
This high performance LTE ceramic duplexer was designed and built for use in public safety communication and commercial cellular applications. It operates in Band 14 and offers low insertion loss and high isolation to enable clear communications in the LTE network.
Networks International

See all products in this issue


 

March 2013

Creating Business in a Down Market
By Robert Littera, President, Tekmar Sales Inc.

Fred Ortiz, President, dB Control

Talk of budget cuts, layoffs, and early retirement packages echo throughout the industry as of late. Military programs have declined, and OEMs seem to each have only one major proposal to work on. So how can we create business in this climate?

To begin with, we must build a diversified business base and seek balance. Having a strong presence across two or three sectors — mil, space, commercial, medical, satcom, etc. — provides stability. However, jumping into anything that is popular at the time is not effective. Customers need reassurance that we are committed to the industry, regardless of market conditions. During one meeting, a customer asked, “Oh, are you back in the space business now?”

Innovation creates business. The current administration has made it clear that they are not interested in buying horses and bayonets. Good news since, thankfully, we don’t sell either of those. All kidding aside, we provide technology to protect our country; this is precisely what there is a budget for. In order to create business in the absence of new programs, our efforts must lie in solving technical challenges and improving existing platforms. With our help, our customers can offer engineering change proposals and updates that will trigger retrofits, thereby creating business. In order to accomplish this, we need strong marketing. Once we understand what is required, we can introduce products which offer an advantage. Sales can then promote these solutions to the rest of the industry, and create additional business.

No surprises: Surprise is likely the most damaging curve we can throw to a program. If a customer has to call to check on our progress, only to find out that there is a problem, it leaves a negative impression and seriously diminishes our chances for future business. Companies don’t do business with companies, people do business with people— and people don’t forget! If issues do arise however, such instances should be viewed as an opportunity to turn a negative into a positive. If we recover quickly, we actually stand to gain more business than before.

Personal visits and face-to-face discussions are critical. When business is down, buy airline tickets; Web-Ex™ is great but it is not an acceptable substitute. We need to show up in person.

A down market actually gives us an opportunity to reset, refocus, and rise stronger than before. In fact, designs and new concepts are more often developed in down markets, when we have time to be creative. So with balance, innovation and close communication with our customers, we can actually create business. We must offer solutions they can’t afford not to buy. And lastly, one good thing about being in a “down” market:...an “up” market is next!”
Robert Littera is President of Tekmar Sales Inc. and author of “Positive Thinking Music.”

Tekmar Sales Inc.
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FROM WHERE WE SIT

Uncertain Times for DefenseIn Defense of DARPA; Lamenting Bell Labs
By Barry Manz

A federal agency like DARPA is a sitting duck for politicians and assorted other critics. It has come up with some truly bizarre programs over years that ultimately either delivered no tangible results, were canceled before they could cause any damage, or attempted to answer questions that nobody was asking or needed answers to. Read More...


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