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Sales – Non-Automotive

Sales – Non-Automotive. Agenda. Summary of progress to date Hardgoods market Sales & marketing strategy Account review Pipeline projections Other opportunities Other markets Product considerations SWOT. Summary to Date. Goal: Close major accounts in both existing and in new markets

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Sales – Non-Automotive

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  1. Sales – Non-Automotive

  2. Agenda • Summary of progress to date • Hardgoods market • Sales & marketing strategy • Account review • Pipeline projections • Other opportunities • Other markets • Product considerations • SWOT

  3. Summary to Date • Goal: Close major accounts in both existing and in new markets • Automotive aftermarket • CTC • CSK • Autopart International • Other prospects ‘worked’ • Sullivan Tire • FW Webb • Crescent Electric • Oxford Hardware

  4. Summary to Date • Knowledgeable sources for information and referrals • Retailers & supply houses • Buying groups • Warehouse distributors • Manufacturers • Professional organizations/Consultants • Industry analysts/Press • Partners/alliances • Tradeshows and markets • Research – industry, trade sources, company • Competitors

  5. Summary to Date • New markets – where else can we sell • Plumbing • Electrical • Lighting • Refrigeration • HVAC/Mechanical • Hardware • Lumber • Lawn & Garden • Office Supplies • Marine • Aircraft maintenance • Industrial & MRO • Tire & Service • Tradespeople

  6. Hardgoods - why I am enthused • $330 mil total software opportunity • Store count 30,000 • System usage • 33% Activant • 33% Misc. systems • 33% No System • Size of market

  7. Hardgoods - why I am enthused • Currently available PartsWatch functionality • Distribution model similarities to aftermarket • Catalog driven – catalogs exist now • Retail and commercial • Similar market requirements • System fit

  8. Hardgoods - why I am enthused • Disruption in the market • 3 major Coops ceasing their systems – TruTrac, CS/2000, Pace • Activant required upgrade • Fragmented Market • No viable alternative to Activant • 30 plus small players • Market opportunity is now

  9. Hardgoods - why I am enthused • Indicators • TruServ looking • W/D’s interest • Stores reaction • Ace rolling out ASP • Activant • Only dominant player • Price gouging and wide-spread dissatisfaction • OS upgrade required 25% • Ace standardizes, ‘Only game in town’ • Market opportunity is now

  10. Hardgoods - why I am enthused • They ‘get’ the ASP model • Using internet • Efficient operations • Pricing • Market size • Profitable • Big Box competition • Leveraged go-to-market • Manufacturers needs • Distributors needs • ROI sales process suitable • Opportunity – launch point for other markets

  11. Major Account Review • TruServ - $2+ billion coop, 6,200 stores • Completed • 2 demonstrations • Understand the value potential of ASP • Store visits • Planned • Gap analysis • Hands on review • Feature review with corporate management • Feature review with member advisory council • Customization and integration requirements • Required • Gap answers & plan • Support during review • Warehouse integration understanding • Customized demonstration • Key store, distribution and manufacturer processes

  12. Major Account Review • Emery-Waterhouse • Hardgoods W/D competing with coops, 1,000 hardware and LBM stores in Northeast • Engaged to close beta sites, store prospects, sourcing solution for W/D • Ownership and executive team presentation Dec/10 • Market attendance Jan/14-16 • Considering new initiative • Distribution America • $3 billion national buying group • 20 W/D members, 135 key hardgoods & LBM manufacturers • Demonstration Dec/15

  13. Major Account Review • Group CBF(http://groupcbf.com) • Hardgoods consultants to coops, stores, manufacturers • Vast hardgoods and system experience (Activant, others) • Detailed TruServ knowledge – data, systems, & organization • Extensive contact network • Hardgoods manufacturer relationships – drop ship and special orders • Complementary offerings • Autopart International • 55 store northeast aftermarket chain • Leading finalist • Significant ROI and example of Powerbase sales process • Accelerating the deal

  14. Hardgoods Market Revenue2005 Projections ($’000)

  15. Hardgoods Market Revenue2005 -2007 Projections ($’000)

  16. Pipeline & Forecast

  17. - Product & Services - Revenue - Sales & Marketing Hardgoods IndustryMarket Development/Pipeline Timeline Key -

  18. Hardgoods – Additional Opportunities • Warehouse/Distributors • Do it Best • Ace • Buying Groups • Distribution America • LMC • Larger Chains • Orgil • Aubuchon • Complementary to installed POS systems • Sourcing • W/D links • Manufacturing links – ordering, drop ship, SmartLink • Manufacturers • National Hardware • Benjamin Moore • Hillman Industries

  19. Beyond Hardgoods • Closely related • MRO/Industrial • Plumbing • Electrical • HVAC/Mechanical • Refrigeration • Related products • W/D specific product • e-Commerce • Tradesman On-line

  20. Product Considerations • Immediate • Credit card processing • Cataloging • Nomenclature • Distribution communication & integration • Material conversion (LBM) • Longer term • RF • W/D functionality • e-Commerce • Rental capability (TruServ) • Tradesman On-Line

  21. SWOT • Strengths • ASP flexibility & business benefits • Established organization • Largely developed system • Closeness of fit • Weaknesses • No proof points • Detailed industry knowledge • Limited industry credibility • Opportunities • Hardgoods market dynamics as stated earlier • Significant opportunity beyond POS within hardgoods • Launch point for other industries (including new products) • Threats • We don’t know what we don’t know • Activant protects their position • Lack of delivery causing bad reputation

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