ASYS » Topics » SALES AND MARKETING

These excerpts taken from the ASYS 10-K filed Dec 10, 2008.

SALES AND MARKETING

Because of the highly technical nature of our products, we market our products primarily by direct customer contact through our sales personnel and through a network of domestic and international independent sales representatives and distributors that specialize in semiconductor equipment and supplies. Our promotional activities include direct sales contacts, participation in trade shows, an Internet website, advertising in trade magazines and the distribution of product brochures.

Sales to distributors of both segments are generally on terms comparable to sales to end user customers, as our distributors generally quote their customers after first obtaining a quote from us and have an order from the end-user before placing an order with us. Our sales to distributors are not contingent on their future sales and do not include a general right of return. Historically, returns have been rare. Distributors of our solar and semiconductor equipment segment products do not stock a significant amount of our products, as the inventory they do hold is primarily limited to parts needed to provide timely repairs to the customer.

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Payment terms of our parts, service and retrofit sales, which usually comprise approximately 50-60% of consolidated net revenue, are generally net 30 days, F.O.B. shipping point or equivalent terms. The payment terms of equipment or systems sales vary depending on the size of the order and the size, reputation and creditworthiness of the customer. As a result, the financial terms of equipment sales can range from 80% due 30 days after shipment and 20% due 30 days after acceptance, to requiring a 30% customer deposit 30 days after order placement, 60% due 30 days after shipment and 10% net due 30 days after acceptance. Letters of credit are required of certain customers depending on the size of the order, creditworthiness of the customer and the customers’ country of domicile.

During fiscal 2008, 84% of our net revenue came from customers outside of North America. This group represented 72% of revenues in fiscal 2007. In fiscal 2008, net revenue was distributed among customers in different geographic regions as follows: North America 16% (15% of which is in the United States), Asia 68% (including 46% to China and 14% to Taiwan) and Europe 16%. During fiscal 2008, 2007 and 2006, one customer accounted for approximately 20%, 13%, and 17% of our net revenue, respectively. Our largest customer has been different in each of the last three fiscal years. Our business is not seasonal in nature, but is cyclical based on the capital equipment investment patterns of solar cell and semiconductor manufacturers. These expenditure patterns are based on many factors, including anticipated demand for integrated circuits, the development of new technologies and global and regional economic conditions.

SALES AND MARKETING


Because of the highly technical nature
of our products, we market our products primarily by direct customer contact
through our sales personnel and through a network of domestic and international
independent sales representatives and distributors that specialize in
semiconductor equipment and supplies. Our promotional activities include direct
sales contacts, participation in trade shows, an Internet website, advertising
in trade magazines and the distribution of product brochures.


Sales to distributors of both segments
are generally on terms comparable to sales to end user customers, as our
distributors generally quote their customers after first obtaining a quote from
us and have an order from the end-user before placing an order with us. Our
sales to distributors are not contingent on their future sales and do not
include a general right of return. Historically, returns have been rare.
Distributors of our solar and semiconductor equipment segment products do not
stock a significant amount of our products, as the inventory they do hold is
primarily limited to parts needed to provide timely repairs to the customer.


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Payment terms of our parts, service and
retrofit sales, which usually comprise approximately 50-60% of consolidated net
revenue, are generally net 30 days, F.O.B. shipping point or equivalent terms.
The payment terms of equipment or systems sales vary depending on the size of
the order and the size, reputation and creditworthiness of the customer. As a
result, the financial terms of equipment sales can range from 80% due 30 days
after shipment and 20% due 30 days after acceptance, to requiring a 30% customer
deposit 30 days after order placement, 60% due 30 days after shipment and 10%
net due 30 days after acceptance. Letters of credit are required of certain
customers depending on the size of the order, creditworthiness of the customer
and the customers’ country of domicile.


During fiscal 2008, 84% of our net
revenue came from customers outside of North America. This group represented 72%
of revenues in fiscal 2007. In fiscal 2008, net revenue was distributed among
customers in different geographic regions as follows: North America 16% (15% of
which is in the United States), Asia 68% (including 46% to China and 14% to
Taiwan) and Europe 16%. During fiscal 2008, 2007 and 2006, one customer
accounted for approximately 20%, 13%, and 17% of our net revenue, respectively.
Our largest customer has been different in each of the last three fiscal years.
Our business is not seasonal in nature, but is cyclical based on the capital
equipment investment patterns of solar cell and semiconductor manufacturers.
These expenditure patterns are based on many factors, including anticipated
demand for integrated circuits, the development of new technologies and global
and regional economic conditions.


This excerpt taken from the ASYS 10-K filed Dec 12, 2007.

SALES AND MARKETING

Because of the highly technical nature of our products, we market our products primarily by direct customer contact through our sales personnel, and through a network of domestic and international independent sales representatives and distributors that specialize in semiconductor equipment and supplies. Our promotional activities include direct sales contacts, participation in trade shows, an internet website, advertising in trade magazines and the distribution of product brochures.

In order to increase sales and improve customer service globally, we intend to integrate our Bruce Technologies and Tempress sales and marketing teams and transition them from being product oriented to regionally focused. Additionally, we intend to hire additional senior management to expand our existing solar sales and marketing efforts.

Sales to distributors of both segments are generally on terms comparable to sales to end user customers, as our distributors generally quote their customers after first obtaining a quote from us and have an order from the end-user before placing an order with us. Our sales to distributors are not contingent on their future sales and do not include a general right of return. Historically, returns have been rare. Distributors of our semiconductor and solar equipment segment products do not stock a significant amount of our products, as the inventory they do hold is primarily limited to parts needed to provide timely repairs to the customer.

Payment terms of our parts, service and retrofit sales, which usually comprise approximately 50-60% of consolidated net revenue, are generally net 30 days, F.O.B. shipping point or equivalent terms. The payment terms of equipment or systems sales vary depending on the size of the order and the size, reputation and creditworthiness of the customer. As a result, the financial terms of equipment sales can range from 80% due 30 days after shipment and 20% due 30 days after acceptance, to requiring a 30% customer deposit 30 days after order placement, 60% due 30 days after shipment and 10% net due 30 days after acceptance. Letters of credit are required of certain customers depending on the size of the order, creditworthiness of the customer and its country of domicile.

During fiscal 2007, 72% of our net revenue came from customers outside of North America. This group represented 65% of revenues in fiscal 2006. In fiscal 2007, net revenue was distributed among customers in different geographic regions as follows: North America 28% (all of which is in the United States), Asia 52% (including 18% to

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China and 18% to Taiwan) and Europe 20%. During fiscal 2007 and 2006, one customer accounted for approximately 13% and 17% of our net revenue, respectively. No customer represented greater than 10% of net revenue during fiscal 2005. Our largest customer has been different in each of the last three fiscal years. Our business is not seasonal in nature, but is cyclical based on the capital equipment investment patterns of solar cell and semiconductor manufacturers. These expenditure patterns are based on many factors, including anticipated demand for integrated circuits, the development of new technologies and global and regional economic conditions.

This excerpt taken from the ASYS 10-K filed Dec 21, 2006.

SALES AND MARKETING

Because of the highly technical nature of our products, we market our products primarily by direct customer contact through our sales personnel, and through a network of domestic and international independent sales representatives and distributors that specialize in semiconductor equipment and supplies.  Our promotional activities include direct sales contacts, participation in trade shows, an internet website, advertising in trade magazines and the distribution of product brochures.

14


In order to increase sales and improve customer service globally, we intend to integrate our Bruce Technologies and Tempress sales and marketing teams and transition them from being product oriented to regionally focused.  Additionally, we intend to hire additional senior management to expand our existing solar sales and marketing efforts.

Sales to distributors of both segments are generally on terms comparable to sales to end user customers, as our distributors generally quote their customers after first obtaining a quote from us and have an order from the end-user before placing an order with us.  Our sales to distributors are not contingent on their future sales and do not include a general right of return.  Historically, returns have been rare.  Distributors of our semiconductor equipment segment products do not stock a significant amount of our products, as the inventory they do hold is primarily limited to parts needed to provide timely repairs to the customer. 

Payment terms of our parts, service and retrofit sales, which usually comprise approximately 50-60% of consolidated net revenue, are generally net 30 days, F.O.B. shipping point or equivalent terms.  The payment terms of equipment or systems sales vary depending on the size of the order and the size, reputation and creditworthiness of the customer.  As a result, the financial terms of equipment sales can range from 80% due 30 days after shipment and 20% due 30 days after acceptance, to requiring a 30% customer deposit 30 days after order placement, 60% due 30 days after shipment and 10% net due 30 days after acceptance.  Letters of credit are required of certain customers depending on the size of the order, creditworthiness of the customer and its country of domicile.

In fiscal 2006, net revenue was distributed among customers in different geographic regions as follows: North America 35% (including 34% in the United States), Asia 41% (including 13% in Malaysia) and Europe 24% (including 14% to Germany).  One customer represented approximately 17% of net revenue in fiscal 2006.  No customer represented greater than 10% of net revenue during fiscal 2005.  One customer represented approximately 10% of net revenue during fiscal 2004.  Our largest customer has been different in each of the last three fiscal years.  For a more complete analysis of significant customers and sales to customers by geographic region, see Note 9 of the Notes to Consolidated Financial Statements included herein and Item 7 of this Annual Report.  For information regarding revenue, operating profit or loss and identifiable assets attributable to each of our industry segments and financial information about foreign and domestic operations, see Note 10 of the Notes to Consolidated Financial Statements included herein and Item 7 of this Annual Report.

Our business is not seasonal in nature, but is cyclical based on the capital equipment investment patterns of semiconductor and solar cell manufacturers.  These expenditure patterns are based on many factors, including anticipated demand for integrated circuits, the development of new technologies and global and regional economic conditions.

This excerpt taken from the ASYS 10-K filed Dec 29, 2005.

SALES AND MARKETING

Because of the highly technical nature of our products, we market our products primarily by direct customer contact through our sales personnel and through a network of domestic and international independent sales representatives and distributors that specialize in semiconductor equipment and supplies.  Our promotional activities include direct sales contacts, an internet website, advertising in trade magazines and the distribution of product brochures.  We also participate in trade shows, including Semicon West, Semicon Europa, Semicon Japan, Diskcon and one large optics show each year. 

Sales to distributors of both segments are generally on terms comparable to sales to end user customers, as our distributors generally quote their customers after first obtaining a quote from us and have an order from the end-user before placing an order with us.  Our sales to distributors are not contingent on their future sales.  Our sales to distributors do not include a general right of return and returns are extremely rare.  Distributors of the semiconductor equipment segment do not stock a significant amount of our products, as the inventory they do hold is primarily limited to parts needed to provide timely repairs to the customer. 

Payment terms of our parts, service and retrofit sales, which usually comprise approximately 50-60% of consolidated revenue, are generally net 30 days, F.O.B. shipping point or equivalent terms.  The payment terms of equipment or systems sales vary depending on the size of the order and the size, reputation and creditworthiness of the customer.  As a result, the financial terms of equipment sales can range from 80% due 30 days after shipment and 20% due 30 days after acceptance to requiring a 30% customer deposit 30 days after order placement, 60% due 30 days after shipment and 10% net due 30 days after acceptance.  Letters of credit are required of certain customers depending on the size of the order, type of customer or its creditworthiness and its country of domicile.

In 2005, net revenues were distributed among customers in different geographic regions as follows: North America 40% (including 39% in the United States), Asia 36% (including 13% in Taiwan) and Europe 24%.  No customer represented greater than 10% of revenues during 2005.  One customer represented 10% of net revenues during 2004.  Two customers represented 15% and 12% of net revenues during 2003.  For a more complete analysis of significant customers and sales to customers by geographic region, see Note 9 of the Notes to Consolidated Financial Statements included herein and Item 7 of this annual report.  For information regarding revenue, operating profit or loss and identifiable assets attributable to each of our industry segments and financial information about foreign and domestic operations, see Note 10 of the Notes to Consolidated Financial Statements included herein and Item 7 of this annual report.

Our business is not seasonal in nature, but is cyclical based on the capital equipment investment patterns of semiconductor manufacturers.  These expenditure patterns are based on many factors, including anticipated demand for integrated circuits, the development of new technologies and global and regional economic conditions.

This excerpt taken from the ASYS 10-K filed Jan 13, 2005.
SALES AND MARKETING

      Because of the highly technical nature of our products, we market our products primarily by direct customer contact through our sales personnel and through a network of domestic and international independent sales representatives and distributors that specialize in semiconductor equipment and supplies. Our promotional activities include direct sales contacts, an internet website, advertising in trade magazines and the distribution of product brochures. We also participate in trade shows, including Semicon West, Semicon Europa, Semicon Japan, Diskcon and one large optics show each year. Our selling activities in Asia, a fast growing market, are enhanced by the active involvement of our President, Jong S. Whang, with the accounts of certain key customers.

      In 2004, net revenues were to customers in the following geographic regions: North America 36%, Asia 33% and Europe 31%. One customer represented 10% of net revenues during 2004. Two customers represented 15% and 12% of net revenues, respectively, during 2003. No customer accounted for 10% or more of net revenues during 2002. For a more complete analysis of significant customers and sales to customers by geographic region, see Note 8 of the Notes to Consolidated Financial Statements included herein and Item 7 of this annual report. For information regarding revenue, operating profit or loss and identifiable assets attributable to each of our industry segments and financial information about foreign and domestic operations, see Note 9 of the Notes to Consolidated Financial Statements included herein and Item 7 of this annual report.

      Our business is not seasonal in nature, but is cyclical based on the capital equipment investment patterns of semiconductor manufacturers. These expenditure patterns are based on many factors, including anticipated demand for integrated circuits, the development of new technologies and global and regional economic conditions.

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