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Direct Marketing Channel. May 1, 2012. Agenda. Objective Prospects Products Personnel Management Tracking and Reporting Administrative Marketing Goals. Objective.
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Direct Marketing Channel May 1, 2012
Agenda • Objective • Prospects • Products • Personnel • Management • Tracking and Reporting • Administrative • Marketing • Goals
Objective • Our objective is to increase sales and reduce lost opportunities for business by getting more directly involved in the sales process with end-users. • This may be accomplished by the individual manufacturer or through a third party, but will be a coordinated effort.
Prospects • Each manufacturing company will select 15 prospects, using their knowledge of the accounts and considering our best likelihood for success. • Prospects may come from lost business, local market knowledge, vertical market opportunities, or other sources. • This list will be constantly updated and refreshed – as one prospect is removed, another will be added. • Priority will be given to prospects that can be serviced by all participants. • Additional prospects may be added as the process is streamlined. • Prospects will be reviewed on the weekly call and distributed according to geography, capabilities, or expertise.
Products • Our primary goal is to fill voids in manufacturing backlog for participating companies. • We will initially concentrate on finding opportunities for individual orders/accounts rather than broadly providing products and services. • We prefer not to be an outsourcing agent at this time.
Personnel • Primary contacts at each manufacturing company will be designated, with the understanding that others may become involved as dictated by the individual prospect or opportunity. • With oversight and input from Sales Management, other resources or individuals can be accessed as needed. • Whoever gives us the best chance for success will be asked to participate.
Personnel Initially the participants will be: • David Batson, SPA • Mark Gerling, TFC • Dee Brown, TFC • Gordon Klepec, WBG • Randy Hodgson, WBG • Pam Whittaker, WBG
Management • The working name of the new entity is Integrated Print Partners. • This initiative will be coordinated by the Sales VP’s of the manufacturing units and IPP Director. • Either party may take the lead in any given opportunity, depending on individual need. • Ultimately, IPP will have oversight and be the clearing house for leads, prospects, tracking, etc.
Tracking and Reporting • Weekly meeting/conference calls will be held to review the pipeline report and discuss individual prospects, follow up, and next steps. • Through the reporting tool, each opportunity will be assigned to a specific individual who will be responsible for following the process to a conclusion. Once concluded, that prospect will be replaced on the list. ••• • Monthly and quarterly summary reports will be made to participating company management for review.
Administrative • A new phone number (voice-over IP may be an option) and mailing address will be established for the new entity. • We will determine and address any new legal requirements. • Initially we will treat the new entity as a distributor. • Billing will be done through the current SPA eQuantum tool. At some point it may make more sense for an individual plant to bill directly, and that is always an option.
Marketing • Once legal requirements and logistics are addressed, new marketing materials, website, etc. will be developed. • The domain name “intprint.net” has already been reserved. • We can do some of this simultaneously as we begin making contacts. • We may also use direct mail, email blasts, etc. to reach end-users. • Once verticals are well defined we will make a determination on trade show attendance.
Value Proposition • The opportunity to purchase at wholesale prices with no sales commission, resulting in lower costs • Multiple manufacturing locations to minimize freight charges • A broad product line to provide a wide range of solutions • Best-in-class manufacturing and customer service practices that produce higher quality and greater customer satisfaction • Recognized leadership, integrity, and reputation in the industry • Commitment to the environment with both SFI and FSC certifications • A combined total of 141 years experience – we are committed to the industry and to our customers
Goals • 2012 - $500,000 • 2013 - $2,000,000 Given the startup challenges, ramp up time, and filling the pipeline, we believe these are realistic goals within this timeframe.
