IN MY OPINION

Interconnect Advances Fuel Technology Growth
By Orwill Hawkins, Vice President of Marketing, LadyBug Technologies

With increased frequencies, higher data rates, and lower noise levels, the microwave industry serves as a leader in technological capability. Demand for quality interconnects has increased right along with other higher-performance areas in the industry.
Read More...

MILITARY MICROWAVE DIGEST


MMD March 2014
New Military Microwave Digest

ON THE MARKET


E-Band Active X5 Multiplier
Model SFA-743843516-12SF-N1 is an E-band X5 active multiplier with center frequency at 79 GHz with minimum +/-5 GHz operational bandwidth. It converts 14.8 to 16.8 GHz/+5 dBm input signal to deliver 74 to 84 GHz frequency band with more than +16 dBm power.
Sage Millimeter

Hand-Flex™ Coaxial Cable
Covering DC to 12.5 GHz, this 8” coaxial cable, 141-8SMNB+, has a bulkhead Female Type-N connector at one end and SMA-Male at the other. Features include low loss, excellent return loss, hand formable, and an 8mm bend radius for tight installations.
Mini-Circuits

Phase Trimmer Series
This new phase trimmer series is designed for RF applications where phase match between two cables is needed for proper system performance. Phase trimmers, offered from DC to 50 GHz, will give an accurate phase adjustment over a specified frequency range.
RLC Electronics

Planar Monolithics Industries
Model PTRAN-100M18G-SFB-3UVPX-MAH is a transceiver covering the frequency range of 100 MHz to 18 GHz. The transceiver fits into a 3U Open VPX form factor utilizing the high speed VITA 67 RF connector.
Planar Monolithics Industries

SMT High-Power Attenuators
Now available with full design support capabilities are three new SMT high-power attenuators from Anaren. These 30 to 50W devices are high-performance, high-power chip attenuators covering DC to 3.0 GHz and feature high return loss and small footprints.
Richardson RFPD

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.
Email this article to a friend!
 

 

SEARCH MPD’S EXTENSIVE DATABASE!

You Can
Search by Number:

   
  All ads, articles, and products in printed issues of MPD have a number. Just look for the red arrow in the ad or at the end of the article or product description.


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...


Home | About Us | Archives | Editorial Submissions | Media Kit (PDF) | Events | Subscribe/Renew | Contact Us
Copyright © 2014 Octagon Communication Inc. DBA MPDigest / MPDigest.com, All Rights Reserved.
Privacy Policy | Site Map