Napa Auto Parts 2002 Annual Report Download - page 17

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E-Commerce is a continuing focus
at EIS. This technology provides a
way to service smaller customers
who would not be contacted by our
sales force. It also allows our larger
customers to transact business with
EIS through a web-enabled system,
which passes orders directly into
our SAP computer system.
Sales Growth s
In 2002 we continued our aggressive
marketing to national multi-plant
electrical/electronic manufacturers.
With the recession, national
customers are more receptive to
multi-year supply contracts with
strong cost savings and product
improvement initiatives. During
2002, EIS entered into several new
large multi-year contracts in both our
Electrical and Electronic markets.
In looking for new sales growth
opportunities, EIS participates with
several major product line vendors
in targeted programs that share the
cost to introduce and expand new
product applications by dedicating
an EIS specialist to work exclusively
with these manufacturers.
Strong sales growth continues
in our bearings, motor sales and
circuit board repair, all aimed to
the Electrical Repair market. These
product lines complement similar
products sold by Motion Industries
and allow EIS to better service
these customers through resource
integration with Motion.
EIS has targeted, as new revenue
opportunity, the sale of industrial
MRO products to existing
EIS electrical and electronic
manufacturers and the electrical
repair industry. These customers
will be serviced by the existing
sales force and inside customer
service personnel.
Fabrication
The ability to fabricate flexible
electrical and electronic materials
has always been a part of the EIS
“One Source” approach of offering
customers innovative solutions to
their manufacturing problems.
Custom-fabricated, flexible materials
are used throughout the electrical
and electronic industry in many
applications. Our fabrication unit
provides EIS with the tools to
expand our product solutions by
specifically engineering for each
customer’s need. Our technical
fabrication specialist works with the
EIS sales person and the customer’s
product engineers to improve the
customer’s products. Our four
fabricating facilities are strategically
located throughout the U.S. and in
Monterrey, Mexico to be close to
the customer.
EIS has focused on new applications
both in our Electrical/Electronic
markets and in new areas such
as non-electrical industrial and
consumer applications. Joint sales
efforts with Motion Industries to
uncover new industrial applications
for their customers are continuing
to be developed.
Looking Forward to 2003
EIS looks forward to an improved
performance in 2003 with our
continued focus on customer service,
expanded product breadth, new
fabrication opportunities, cost
control and enhanced asset man-
agement. With the efforts EIS has
taken to streamline its operations to
reflect tough economic conditions,
EIS is well positioned to benefit
from any increase in the capital
goods market.
electrical/electronic materials group
% SALES BY MARKET
electrical/electronic materials group sales
NET SALES BY SEGMENT