A&D and Environmental Initiatives

1. A&D and Environmental Initiatives Norman Nance A&D and Environmental Initiatives 2006 ISM norman.nance@ki.com

2. Our Learning Objectives • Be able to differentiate KI from the competition • Note several ways to better position you as a resource • Use tools to better prepare for an A&D presentation • Refer to and use the content of the A&D Resource site • Better explain LEED and Green Guard • Best 60 minutes of your week

3. Think about……. • What are your Fear Factors? • Which A&D firm have you struggled to penetrate and why? • What information today can bring value to your next meeting with this firm? • What knowledge can you bring to this firm to better position you as a resource?

4. Think about……. • What can I do to establish a better relationship with my A&D Accounts? • How do I look in the eyes of my A&D firms today & How will I look tomorrow?

5. Why A&D and KI? • Firms continue to diversify • Firms are looking for something new • Firms want resources & market knowledge • Hugh growth, Perkins and Will 51%, HBA at 63% • Firms are very busy and have less time to meet with you

6. Why KI? • KI is best positioned to develop relationships in this channel because; • Market Strength • Product strength • Tailored capabilities • 2006 is tracking to be the best year A&D has seen in many years

7. Successes for 2005 • Foley & Lardner $400K • St Francis Cardiovascular $600K • California State University $650k • Eastern Washington University $750k • Cigna $800k • Newton County Public Libraries $800k • Samuel Webb Elementary $900k • Inova Health Systems $1.0M • Hartnell College $1.2M • Ellie Caulkins Opera House $1.2M • Phoenix Convention Center $4.0M

8. More projects are being influenced by the A&D professional in all KI core markets College/University Education K-12 Architects ScienceTechnologyBusiness Federal Government Healthcare Interior Designers

9. A&D growth of Top 100 • 70% expect growth in 2006 • 44% of all firms are now doing work in the HC markets • 35% are now doing work in the CU market

10. A&D projections by Market • Healthcare 56% • Corporate Interiors 24% • Educational 14%

11. Judging our Success, looking at the pipeline

12. Percent of total by market

14. An A&D professional number one objective is to get hired again by the client!Their job is to solve problems. Your job is to develop the relationship and be a resource to them!

15. How do you do this? • Knowledge of markets • Knowledge of products • Knowledge of trends • Sustainability Issues/Concerns • Understand LEED and the rating systems • Sponsor an event • Join a industry organization

16. KI’s A&D Strategy • Build awareness • Core market focus • KI companies • Make it easy to work with KI • 91% use internet for research • Build relationships with Principles and Specifiers • Everything we say and do applies to one of these Strategies

17. Always ask the question • What’s the first thing that comes to mind when you think of KI?

18. What’s working • Great 15 minute meetings and will always create an advance! College/University K-12 Architecture& Design Healthcare ScienceTechnologyBusiness Federal Government

19. Positioning KI • Promote KI companies College/University K-12 Architecture& Design Healthcare ScienceTechnologyBusiness Federal Government

20. Who is KI?

21. Positioning KI • Promote KI companies • Position as a Vertical market leader College/University K-12 Architecture& Design Healthcare ScienceTechnologyBusiness Federal Government

22. Vertical Market Focus • College and University • K-12 • Healthcare • Government • Science and Technology College/University K-12 Architecture& Design Healthcare ScienceTechnologyBusiness Federal Government

23. Positioning KI • Promote KI companies • Position as a Vertical market leader • Differentiate by product Strength College/University K-12 Architecture& Design Healthcare ScienceTechnologyBusiness Federal Government

24. Product category to differentiate KI • Architectural Walls • Storage Solutions • Training Environments • Fixed and Auditorium seating • Adjustable Tables StorageSolutions ArchitecturalWalls TrainingSolutions AdjustableTables

25. Positioning KI • Promote KI companies • Position as a Vertical market leader • Differentiate by product Strength • Position Tailored solutions College/University K-12 Architecture& Design Healthcare ScienceTechnologyBusiness Federal Government

26. Know the Tailored stories… click for more info click for more info click for more info click for more info click for more info

27. Case studies • New approach in telling the Tailored story • Story and Quotes of A&D involvement • Post card mailing to top firms to increase awareness • Know the content of the case studies

28. Positioning KI • Promote KI companies • Position as a Vertical market leader • Differentiate by product Strength • Position Tailored solutions • Promote and understand our extranet capabilities College/University K-12 Architecture& Design Healthcare ScienceTechnologyBusiness Federal Government

29. Use extranet capabilities • Client/Project specific • password protected • Remains fluid • You become a resource to them

30. Positioning KI • Promote KI companies • Position as a Vertical market leader • Differentiate by product Strength • Position Tailored solutions • Understand and promote the Micro-sites College/University K-12 Architecture& Design Healthcare ScienceTechnologyBusiness Federal Government

32. Promote the Micro-sites • kihealthcare.com – Complete • Kieducation.com – Early May • Kibusiness.com – NeoCon • Kigovernment.com – September • A&D resource site – Complete • You become a resource

33. A&D Rep Resource site • Events • Projects wins • Environmental • Pallas • Presentations • C E U’s • Industry partners • Promotions • http://www.toplevelservice.com/sites/salesteam/specs_main.asp • Increase your knowledge • Increase your comfort • Become a Resource

34. Your A&D Plan • Target Your top A&D accounts • Review the Top 100 list • Focus on accounts with C/U and HC strength

35. Three areas of target in priority are: • Focus quickly on second tier, creating greater probability for product specification in KI’s core markets. • Targeting specific projects where we have a strong relationship or KI has a significant product advantage, and • Continuing to develop long-term relationship with major A&D firms that may already be committed to one of the major manufacturers. • Facetime goal of 4.5%

36. Your A&D Plan • Research the firms Web site • Always ask the “KI” question • Position KI as a leader, a resource to them! • Use Market VP’s • Use your Product Managers • Promote Vertical market Micro sites • Encourage the use of extranets

37. Join an Association • ASID • IIDA • AAHID • IFMA • USGBC • 51 % of all Designers belong to an Industry Organization • Better understands Trends & issues • Build relationships!

38. Use & Promote CEU’s • Architectural Wall Systems • Designing for the Real World • An Evaluation of Criteria for High Performance Textiles • Sustainability- It’s only Natural • Spacesaver- (5 available) • Interest in Lunch & Learns are growing • Become a Resource!

39. Field Based Events • Culinary Event • Baseball Game • Create an All Terrain Bar • Have a social at an Hot new place • Purse party • Fashion Shows • Build Relationships!

40. Field Based Events • Culinary Event • Baseball Game • Create an All Terrain Bar • Have a social at an Hot new place • Purse party • Fashion Shows • Build Relationships!

41. Field Based Events • Culinary Event • Baseball Game • Create an All Terrain Bar • Have a social at an Hot new place • Purse party • Fashion Shows • Build Relationships!

42. Event Process • Define your event • DM support • Engage Corporate • Help with Invites • Create give aways • Build the relationship • Build Awareness

43. Event Process • Define your event • DM support • Engage Corporate • Help with Invites • Create give aways • Build the relationship • Build Awareness

44. Event Process • Define your event • DM support • Engage Corporate • Help with Invites • Create give aways • Build the relationship • Build Awareness

45. Understanding Green • “Green” refers to any product that is naturally friendly to the environment. • “Renewable” refers to any natural material that can be rejuvenated within a reasonable amount of time. • “Recyclable” means avoiding the landfill by creating new from used • “Sustainable” refers to any material that has zero impact on our natural ecosystems

46. USGBC’s MISSION: to promote the design and construction of buildings that are environmentally responsible, profitable, and healthy places to live and work. www.Usgbc.org

47. Benefits of Green Building • Environmental benefit • Economic benefits • Health and safety benefits • Community benefits • Reduce operating costs • Decrease vacancy, improve retention • Reduce absenteeism and turnover • Improve occupant performance

48. Understanding LEED and USGBC • The Rating systems • EB-Existing Buildings • NC-New Construction • CI-Commercial Interiors • Lot of PR on this subject • Lot of Green tradeshows • CEU presentation by USGBC • Become a Resource!

49. Understand LEED • Major firms are requiring LEED AP by their design and Architectural professionals • Most our competition with A&D specialist are requiring LEED AP • 61% of all have sustainability analysis on staff • 96 % specify "green" products • 81% of the firms say they will spec more in 2006

50. Important Points to Remember about LEED™ • There is no such thing as a LEED certified product……only projects are certified • People are AP, Accredited Professionals • Products can help a project earn points in a particular credit category