ACTL » Topics » Sales and Distribution

This excerpt taken from the ACTL 10-K filed Mar 15, 2010.
Sales and Distribution
 
We maintain a worldwide, multi-tiered selling organization that includes a direct sales force, independent sales representatives (in North America), electronics distributors, and value-added resellers.
 
Our North American sales force consists of sales and administrative personnel and field application engineers (“FAEs”) operating from offices located in major metropolitan areas. Direct sales personnel call on assigned accounts, typically large, direct original equipment manufacturers (“OEMs”). Our sales managers oversee the activities of our direct sales personnel as well as those of our sales representatives and distributors. Our sales representatives are independent companies operating under contract with us to sell our products in assigned geographic regions. The sales representatives concentrate on selling to major industrial companies in North America. We take direct orders from a small number of large, strategic customers and fulfill those orders with direct shipments. To support order fulfillment for the vast majority of customers, we have distribution agreements with Avnet, Inc. (“Avnet”) Future Electronics, Inc. (“Future Electronics”) and Mouser Electronics, Inc. (“Mouser”). The sales forces of these distributors also call on the engineering departments of the many smaller, geographically dispersed accounts in North America that our sales representatives do not focus on.
 
We generate a significant portion of our revenues from international sales. Sales to European customers accounted for 25% of net revenues in 2009, while sales to Pan Asian and Rest of the World (“ROW”) customers accounted for 23%. Our European and Pan Asian/ROW sales organization consists of employees operating from various sales offices and distributors. Outside North America, we do not utilize independent sales representative companies. In those geographic areas, our distributors perform the role of both sales representative and distributor. Avnet and Future Electronics are also franchised distributors for Actel in most countries outside North America, and we also utilize local and regional distributors in many European and Asian markets.
 
Sales made through distributors accounted for 70% of our net revenues in 2009. As is common in the semiconductor industry, we generally grant price protection to distributors. Under this policy, distributors are granted a credit upon an approved price reduction for the difference between their original purchase price for products in inventory and the reduced price. From time to time, distributors are also granted credit on an individual basis for approved price reductions on specific transactions to meet competition. We also generally grant distributors limited rights to return products. Because of our price protection and return policies, we generally do not recognize revenue on products sold to distributors until the products are resold to end customers.
 
These excerpts taken from the ACTL 10-K filed Mar 20, 2009.
Sales and Distribution
 
We maintain a worldwide, multi-tiered selling organization that includes a direct sales force, independent sales representatives (in North America), electronics distributors, and value-added resellers.


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Our North American sales force consists of sales and administrative personnel and field application engineers (“FAEs”) operating from offices located in major metropolitan areas. Direct sales personnel call on assigned accounts, typically large, direct original equipment manufacturers (“OEMs”). Our sales managers oversee the activities of our direct sales personnel as well as those of our sales representatives and distributors. Our sales representatives are independent companies operating under contract with us to sell our products in assigned geographic regions. The sales representatives concentrate on selling to major industrial companies in North America. We take direct orders from a small number of large, strategic customers and fulfill those orders with direct shipments. To support order fulfillment for the vast majority of customers we have distribution agreements with Avnet, Future Electronics, and Mouser Electronics, Inc. (“Mouser”). The sales forces of these distributors also call on the engineering departments of the many smaller, geographically dispersed accounts in North America that our sales representatives do not focus on. Outside North America, we do not utilize independent sales representative companies. In those geographic areas, our distributors perform the role of both sales representative and distributor.
 
We generate a significant portion of our revenues from international sales. Sales to European customers accounted for 27% of net revenues in 2008, while sales to Pan Asian and Rest of the World (“ROW”) customers accounted for 24%. Our European and Pan Asian/ROW sales organization consists of employees operating from various sales offices and distributors.
 
Sales made through distributors accounted for 74% of our net revenues in 2008. As is common in the semiconductor industry, we generally grant price protection to distributors. Under this policy, distributors are granted a credit upon a price reduction for the difference between their original purchase price for products in inventory and the reduced price. From time to time, distributors are also granted credit on an individual basis for approved price reductions on specific transactions to meet competition. We also generally grant distributors limited rights to return products. Because of our price protection and return policies, we do not recognize revenue on products sold to distributors until the products are resold.
 
Our sales cycle is generally lengthy and often requires the ongoing participation of sales, engineering, and managerial personnel. After a sales representative or distributor evaluates a customer’s logic design requirements and determines if there is an application suitable for our FPGAs, the next step typically is a visit to the qualified customer by a regional sales manager or an FAE from Actel. The sales manager or FAE may then determine that additional assistance is required from engineers based at our headquarters.
 
Sales and
Distribution



 



We maintain a worldwide, multi-tiered selling organization that
includes a direct sales force, independent sales representatives
(in North America), electronics distributors, and value-added
resellers.





10





Table of Contents






Our North American sales force consists of sales and
administrative personnel and field application engineers
(“FAEs”) operating from offices located in major
metropolitan areas. Direct sales personnel call on assigned
accounts, typically large, direct original equipment
manufacturers (“OEMs”). Our sales managers oversee the
activities of our direct sales personnel as well as those of our
sales representatives and distributors. Our sales
representatives are independent companies operating under
contract with us to sell our products in assigned geographic
regions. The sales representatives concentrate on selling to
major industrial companies in North America. We take direct
orders from a small number of large, strategic customers and
fulfill those orders with direct shipments. To support order
fulfillment for the vast majority of customers we have
distribution agreements with Avnet, Future Electronics, and
Mouser Electronics, Inc. (“Mouser”). The sales forces
of these distributors also call on the engineering departments
of the many smaller, geographically dispersed accounts in North
America that our sales representatives do not focus on. Outside
North America, we do not utilize independent sales
representative companies. In those geographic areas, our
distributors perform the role of both sales representative and
distributor.


 



We generate a significant portion of our revenues from
international sales. Sales to European customers accounted for
27% of net revenues in 2008, while sales to Pan Asian and Rest
of the World (“ROW”) customers accounted for 24%. Our
European and Pan Asian/ROW sales organization consists of
employees operating from various sales offices and distributors.


 



Sales made through distributors accounted for 74% of our net
revenues in 2008. As is common in the semiconductor industry, we
generally grant price protection to distributors. Under this
policy, distributors are granted a credit upon a price reduction
for the difference between their original purchase price for
products in inventory and the reduced price. From time to time,
distributors are also granted credit on an individual basis for
approved price reductions on specific transactions to meet
competition. We also generally grant distributors limited rights
to return products. Because of our price protection and return
policies, we do not recognize revenue on products sold to
distributors until the products are resold.


 



Our sales cycle is generally lengthy and often requires the
ongoing participation of sales, engineering, and managerial
personnel. After a sales representative or distributor evaluates
a customer’s logic design requirements and determines if
there is an application suitable for our FPGAs, the next step
typically is a visit to the qualified customer by a regional
sales manager or an FAE from Actel. The sales manager or FAE may
then determine that additional assistance is required from
engineers based at our headquarters.


 




These excerpts taken from the ACTL 10-K filed Mar 19, 2008.
Sales and Distribution
 
We maintain a worldwide, multi-tiered selling organization that includes a direct sales force, independent sales representatives, electronics distributors, and value-added resellers. Our North American sales force consists of sales and administrative personnel and field application engineers (“FAEs”) operating from offices located in major metropolitan areas. Direct sales personnel call on target accounts and support direct original equipment manufacturers (“OEMs”). In addition to overseeing the activities of direct sales personnel, our sales managers also oversee the activities of sales representative firms operating from various office locations. The sales representatives concentrate on selling to major industrial companies in North America. To service smaller, geographically dispersed accounts in North America, we have distribution agreements with Avnet and Mouser Electronics, Inc. (“Mouser”). We generate a significant portion of our revenues from international sales. Sales to European customers accounted for 29% of net revenues in 2007, while sales to Pan Asian and Rest of the World (“ROW”) customers accounted for 21%. Our European and Pan Asian/ROW sales organization consists of employees operating from various sales offices and distributors and sales representatives.
 
Sales made through distributors accounted for 77% of our net revenues in 2007. As is common in the semiconductor industry, we generally grant price protection to distributors. Under this policy, distributors are granted a credit upon a price reduction for the difference between their original purchase price for products in inventory and the reduced price. From time to time, distributors are also granted credit on an individual basis for approved price reductions on specific transactions to meet competition. We also generally grant distributors limited rights to return products. Because of our price protection and return policies, we generally do not recognize revenue on products sold to distributors until the products are resold.
 
Our sales cycle is generally lengthy and often requires the ongoing participation of sales, engineering, and managerial personnel. After a sales representative or distributor evaluates a customer’s logic design requirements and determines if there is an application suitable for our FPGAs, the next step typically is a visit to the qualified customer by a regional sales manager or an FAE from Actel or one of our distributors or sales representatives. The sales manager or FAE may then determine that additional assistance is required from engineers based at our headquarters.
 
Sales and
Distribution



 



We maintain a worldwide, multi-tiered selling organization that
includes a direct sales force, independent sales
representatives, electronics distributors, and value-added
resellers. Our North American sales force consists of sales and
administrative personnel and field application engineers
(“FAEs”) operating from offices located in major
metropolitan areas. Direct sales personnel call on target
accounts and support direct original equipment manufacturers
(“OEMs”). In addition to overseeing the activities of
direct sales personnel, our sales managers also oversee the
activities of sales representative firms operating from various
office locations. The sales representatives concentrate on
selling to major industrial companies in North America. To
service smaller, geographically dispersed accounts in North
America, we have distribution agreements with Avnet and Mouser
Electronics, Inc. (“Mouser”). We generate a
significant portion of our revenues from international sales.
Sales to European customers accounted for 29% of net revenues in
2007, while sales to Pan Asian and Rest of the World
(“ROW”) customers accounted for 21%. Our European and
Pan Asian/ROW sales organization consists of employees operating
from various sales offices and distributors and sales
representatives.


 



Sales made through distributors accounted for 77% of our net
revenues in 2007. As is common in the semiconductor industry, we
generally grant price protection to distributors. Under this
policy, distributors are granted a credit upon a price reduction
for the difference between their original purchase price for
products in inventory and the reduced price. From time to time,
distributors are also granted credit on an individual basis for
approved price reductions on specific transactions to meet
competition. We also generally grant distributors limited rights
to return products. Because of our price protection and return
policies, we generally do not recognize revenue on products sold
to distributors until the products are resold.


 



Our sales cycle is generally lengthy and often requires the
ongoing participation of sales, engineering, and managerial
personnel. After a sales representative or distributor evaluates
a customer’s logic design requirements and determines if
there is an application suitable for our FPGAs, the next step
typically is a visit to the qualified customer by a regional
sales manager or an FAE from Actel or one of our distributors or
sales representatives. The sales manager or FAE may then
determine that additional assistance is required from engineers
based at our headquarters.


 




These excerpts taken from the ACTL 10-K filed Jan 22, 2008.
Sales and Distribution
 
We maintain a worldwide, multi-tiered selling organization that includes a direct sales force, independent sales representatives, electronics distributors, and value-added resellers. Our North American sales force consists of sales and administrative personnel and field application engineers (FAEs) operating from offices located in major metropolitan areas. Direct sales personnel call on target accounts and support direct original equipment manufacturers (OEMs). In addition to overseeing the activities of direct sales personnel, our sales managers also oversee


12


Table of Contents

the activities of sales representative firms operating from various office locations. The sales representatives concentrate on selling to major industrial companies in North America. To service smaller, geographically dispersed accounts in North America, we have a distribution agreement with Avnet, which has offices in North America and became our sole North American distributor during 2005. We generate a significant portion of our revenues from international sales. Sales to European customers accounted for 27% of net revenues in 2006, while sales to Pan Asian and Rest of the World (ROW) customers accounted for 22%. Our European and Pan Asian/ROW sales organization consists of employees operating from various sales offices and distributors and sales representatives.
 
Sales made through distributors accounted for 77% of our net revenues in 2006. As is common in the semiconductor industry, we generally grant price protection to distributors. Under this policy, distributors are granted a credit upon a price reduction for the difference between their original purchase price for products in inventory and the reduced price. From time to time, distributors are also granted credit on an individual basis for approved price reductions on specific transactions to meet competition. We also generally grant distributors limited rights to return products. Because of our price protection and return policies, we generally do not recognize revenue on products sold to distributors until the products are resold.
 
Our sales cycle for the initial sale of a design system is generally lengthy and often requires the ongoing participation of sales, engineering, and managerial personnel. After a sales representative or distributor evaluates a customer’s logic design requirements and determines if there is an application suitable for our FPGAs, the next step typically is a visit to the qualified customer by a regional sales manager or an FAE from Actel or one of our distributors or sales representatives. The sales manager or FAE may then determine if additional analysis is required by engineers based at our headquarters.
 
Sales and
Distribution



 



We maintain a worldwide, multi-tiered selling organization that
includes a direct sales force, independent sales
representatives, electronics distributors, and value-added
resellers. Our North American sales force consists of sales and
administrative personnel and field application engineers (FAEs)
operating from offices located in major metropolitan areas.
Direct sales personnel call on target accounts and support
direct original equipment manufacturers (OEMs). In addition to
overseeing the activities of direct sales personnel, our sales
managers also oversee





12





Table of Contents






the activities of sales representative firms operating from
various office locations. The sales representatives concentrate
on selling to major industrial companies in North America. To
service smaller, geographically dispersed accounts in North
America, we have a distribution agreement with Avnet, which has
offices in North America and became our sole North American
distributor during 2005. We generate a significant portion of
our revenues from international sales. Sales to European
customers accounted for 27% of net revenues in 2006, while sales
to Pan Asian and Rest of the World (ROW) customers accounted for
22%. Our European and Pan Asian/ROW sales organization consists
of employees operating from various sales offices and
distributors and sales representatives.


 



Sales made through distributors accounted for 77% of our net
revenues in 2006. As is common in the semiconductor industry, we
generally grant price protection to distributors. Under this
policy, distributors are granted a credit upon a price reduction
for the difference between their original purchase price for
products in inventory and the reduced price. From time to time,
distributors are also granted credit on an individual basis for
approved price reductions on specific transactions to meet
competition. We also generally grant distributors limited rights
to return products. Because of our price protection and return
policies, we generally do not recognize revenue on products sold
to distributors until the products are resold.


 



Our sales cycle for the initial sale of a design system is
generally lengthy and often requires the ongoing participation
of sales, engineering, and managerial personnel. After a sales
representative or distributor evaluates a customer’s logic
design requirements and determines if there is an application
suitable for our FPGAs, the next step typically is a visit to
the qualified customer by a regional sales manager or an FAE
from Actel or one of our distributors or sales representatives.
The sales manager or FAE may then determine if additional
analysis is required by engineers based at our headquarters.


 




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