Celebrating 30 Years
It is with a great sense of pride and gratitude that we celebrate our 30th Anniversary in 2022. It would not have been possible without the support and loyalty of our principals and customers throughout all the years! Thank you!
Job Opening for Sales Engineer
We are currently looking for talented individuals to join our team.
Job Description
SALES ENGINEER
RF/Microwave, Analog , Digital. Subsystems. To support customers in the Northern NJ area. Call on Government/Aerospace/Defense and Commercial customers. Understand technical requirements and communicate with both customers and principals to successfully close business. We are looking for a self-starter with an entrepreneurial mindset and a positive outlook.
Responsibilities include
Develop a solid working relationship with all principals (Manufacturers) represented. Represent the Company in a highly professional, ethical manner. Use your creativity and knowledge to develop new business and to expand business at existing customers.
Desired Skills & Experience
Broad experience with RF/Microwave and Analog, Digital components and applications. Strong interpersonal skills, good oral and written communication skills. A degree is desired, preferably in Engineering. Minimum of 3 years industry/sales experience desired.
If you would like to apply, please send resume and cover letter to Joanne.littera@tekmarsales.com
Tekmar wins 2020 Top Performance Award from Dowkey
We are very proud to report that Tekmar Sales Inc. was recognized with the Top Performance Award for 2020 by DowKey Microwave. Irene Didenko and Maureen Schiller were recognized with Follow Up Champion Awards for their work with several important key customers.
Pole/Zero Introduces its New Integrated Microwave Filter Series (IMF)
Pole/Zero’s new IMF Series of digitally tunable Bandpass and Notch Filters features accelerated tuning speeds packed in very small, lightweight QFN packages. IMF frequency hopping filters are available in multiple frequency bands across the 4 GHz to 24 GHz frequency range, with tune times <100 ns via GPIO Tuning Control (0V OFF, +5V ON) of 16 discrete tunable steps.
Performance capabilities include: Phase Noise: -145 dBc/Hz @ 10 kHz offset; Pin: +30dBm (10%BW); IIP3: +35 dBm min. +40 dBm typ.; Insertion Loss: 3.4 dB avg. for 10% BW; Selectivity: 20 dBc @ fc ± 10% (4% BW); +5V @ 20 μA Typical DC Power.
Package sizes are as small as 4.1 x 4.1 x 1.5 mm QFN Packages for >10 GHz Bandpass Filters, and 7 x 7 x 2 mm QFN Packages for >10 GHz Notch Filters, and <10 GHz Bandpass Filters; all operating over -40C to +85C.
The reduced Size, Weight, Power Consumption, and Cost (SWaP-C) of Pole/Zero’s IMFs make them suitable for applications on Radar, Electronic Warfare, SATCOM-On-The-Move (SOTM), RF Front End, and Commercial platforms.
IMF demo loaner, mounted on evaluations boards, are available at no cost. Please contact Pole/Zero for more information: Email support@polezero.com
Contact: Doug King
E-mail: dking@polezero.com
Ph: +1-513-870-9060 ext. 145
West Chester, Ohio, USA
A View from the Sales Side – Microwave Product Digest March 2007
By Robert Littera, President, Tekmar Sales, Inc.Our industry, being on the cutting edge of technology, houses some of the brightest minds. As I point out to some of my friends who are professionals in other fields, the talent and caliber of our technical people rival any other professional discipline. Most of the technical advances that protect our freedom or make our everyday lives easier are concepts and ideas developed by our engineers and scientists. It is difficult to explain the attention to detail and talent that is required to achieve such successes.
Engineers must consider performance, reliability and effectiveness in their design approach. What makes this even more challenging is the need for efficient low cost designs. Today, even critical military systems require a true cost reduction phase. The result is cost effective designs that range from technology that enables GPS to guide us, to wireless communications, to the technology that helps soldiers accomplish their missions. Our industry can be justifiably proud of its accomplishments.
Recently, it became apparent to me how significant these contributions really are. While traveling through Miami, I noticed many soldiers at the airport. As always, I made it a point to thank them for their service and their courage. I mentioned to one soldier that I had been an engineer on military programs and that I now sell components to a program that detects and jams IEDs. To my surprise, the soldier knew that program by name and had used the system. He explained how his convoy had just cleared a swamp, when a bomb exploded. He shook my hand and thanked “us” for helping to save their lives.
So the technical contributions are extremely significant, but how is the business/sales side organized to support this technology?
Most companies take advantage of the efficiencies offered by independent sales representative organizations. The basic concept is that each manufacturer can make use of existing channels and personnel as opposed to operating expensive sales offices in major markets around the world.
Representatives are an extension of the manufacturer. They are the local “sales arm” who are technically competent and are focused on helping and providing support to the customer. The manufacturer (principal) does not incur any expenses until products are delivered and paid for. This efficiency passes through to the end customer. Each representative organization handles complementary lines, which creates an inherently positive effect. For example, as we work on a requirement for a mixer, we know that, most likely, there is an oscillator as well in the design and we can offer both at the same time. Both principals and customers benefit through this synergy.
Behind the scenes, manufacturers and representatives work together to create plans and forecasts to ensure that the manufacturer has the resources and manpower needed to operate effectively. Also, smart manufacturers understand the benefits of communication and training. Author Steven R. Covey calls it “sharpening the saw.” It is important to assess what we are trying to accomplish as a team. New technologies and new ideas are usually what sparks growth. Anything from a simple reduction in size or in operating power to breakthroughs, such as reducing phase noise in an oscillator used in high vibration environments, can create significant benefits to our systems. Training and sales meetings help the entire team to move in the same direction, spark activity, and increase mind share. But how do we tell the world (our customers) of our new developments?
Direct communication through the sales organization to customers, ideally through personal visits along with advertising in our trade magazines such as Microwave Product Digest, together with national and local trade shows, are the best ways to ensure that these new developments are not kept a secret.
Once there is interest, a technical meeting is a good next step, but only after the business picture is understood. Program information such as quantity, timing, and program funding is critical to know. Spending resources on an activity with a questionable future can be particularly damaging to small companies and can have negative repercussions for publicly traded companies, where forecasts have to be announced and accuracy is important.
Sales also shares in the responsibility of keeping everyone employed. Lose a program due to incorrect information and the entire team suffers. On the other hand, earn a contract as a result of taking all the right steps and it can be very gratifying for all of us.
The leading manufacturers are realistic and honest about what they can offer. Friendships form based on mutual trust. Sometimes, we must risk losing an order to maintain that level of trust. If we are awarded the contract, it is most important that our customers know that we will be there for them, providing all the necessary support, especially after the order is placed.
So training, sales meetings, forecasting, visiting customers and being sensitive to their needs, knowing the program picture, introducing new products and concepts, and, in the case of representative organizations, being responsible for their own expenses and salaries without the reassurance of a steady paycheck, are all part of the sales side. Sounds tough and it sometimes is, but “In My Opinion,” what we accomplish together as an industry represents a very worthwhile mission that we can all take pride in.
Tekmar Sales, Inc.
Creating Business in a Down Market – Microwave Product Digest March 2013
By Robert Littera, President, Tekmar Sales Inc.
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.
Appeared in http://www.mpdigest.com/issue/
Tekmar Sales Wins Dow-Key Award
VENTURA, CA, March 1, 2017 – Dow-Key Microwave announced today its selections for the 2016 Manufacturer Representatives annual performance awards. Dow-Key Microwave recognizes on an annual basis both domestic and international representatives who have shown superior business representation, excellent Read more