Powering Sales with eCommerce & Sales Force Automation

1. Powering SaleswitheCommerce & Sales Force Automation Ian Hassell Director, Sales and Marketing Neotek Limited Ianh@neotek.co.nz

2. • Introducing Neotek • Neotek Enterprise • L’Oreal NZ solution • Powering Sales with Sales Force Automation • Measuring the Benefits of Sales Automation (ROI Tool) • eCommerce business drivers • Brief demonstration • Questions and Answers Agenda

3. Neotek's commerce software powers sales by enabling staff, agents and customers to easily sell, re-stock and buy from wherever they are. Our solutions, designed for manufacturers and distributors, include eCommerce, mobile sales force automation and web and print catalogue automation. - Established 2001 • Auckland based with customers in NZ and Australia • Market Proven About Neotek

4. About Neotek

5. An Introduction to Neotek Enterprise

6. Neotek Enterprise In Action

7. Increased Sales – A Sales Force Automation solution removes the time consuming paperwork and automates the order taking process to give your sales people more time to make additional sales calls each day • Increased Order Value – empower your sales people to up-sell. Increase the value of each order with real time specials, new product releases, end of line offers and promotions. • Increased Order to Visit Ratio – ensure your sales people have in real time all the information they need to answer any questions and close the order on every visit. • Reduced Re-keying – Orders from the sales team flow directly into your financial system greatly reducing the labour and errors involved in re-keying orders. Why Sales Force Automation

9. ROI Tool Demonstration

10. Implementing an eCommerce solution can deliver many benefits for a business. These benefits can be broken into four keys areas of your business: • Sales • Customer Services • Finance/Admin • Your customers Implementing eCommerce

11. Increase Sales with Key Accounts: Delivering a comprehensive eCommerce solution allows your key customers to work with you online. Managing their own purchasing in between sales calls, responding to promotional email offers etc. Grow Sales: Tap into the potential of your “C” customers who are not economical to visit in person, but can be well serviced online with promotions and offers. Product Awareness: Display your entire catalogue online to enable your customers to purchase from you. There is nothing worse than visiting a customer and seeing an opposition product on their shelf and hearing the customer say “I didn't know you supplied those”. Up-Sell: Online promotion of New, Special or End of Line products will result in your customers increasing the value of the order. Become Easy to Trade with: eCommerce appeals to a large part of the business community, don’t be a hindrance . Sales Growth

12. Always Open: Your customers can now check your catalogue, product pricing, inventory levels and transactional history 24 hours a day, seven days a week. Your eCommerce site is always open. Reduced Staff: Online orders will flow directly into the financial system. If 30-40% orders are now electronic do you need as many staff in customer services. Remove Non-Profitable Tasks: Copy Invoice, price and stock queries, track and trace information can all be delivered online. How many hours can be saved in Customer Services? Reassign Staff to Profitable Tasks: Instead of answering a stock query can that CS representative be calling a customer to see why they haven't ordered this month when they did last month? Improved Delivery Times: An order placed online at 8.30am is in the warehouse at 8.31, no rekeying or lost faxes Customer Services

13. Reduced Bad Debt: Put your credit risk customers on credit card payments. “We still want to trade with you but you have to pay by credit card” Reduced Credit to Order Ratio: Online purchasing is very accurate with customers reviewing the product, stock and pricing before purchasing. Typically online ordering C2O ratio is less than .1 of a percent. Reduced Inventory levels: Manage over stocked, dated based or old stock from filling the warehouse. Utilize online promotions such as “End of Line” offers to ensure you have good stock turn. What do stock write offs cost your business each year? Improved Cash Flow: Online transaction history and statements ensure customers have all of the information they need to pay on time. Credit card payments can also be enabled for paying monthly invoices. Finance/Admin

14. A Time of Their Choosing: Customers can deal with your company at a time of their choosing. • In the evening when small business owners are doing accounts they can check transactional history with you. • Purchases can be made at a time suitable for the customer rather than when a rep is visiting or when things are quite. • Weekend purchasing when your offices are closed. • Catalogue: Customers have full access to your entire catalogue with multiple ways to find your products and to check stock levels, making purchasing easy. • Order Status: Online order status and online track and trace of their orders without having to call you. • Weekly/Monthly Offers: Customers can receive regular communication with easy click through links to products. Customers

15. Focus, Focus, Focus: This is a new tool, a new path to market. Ensure the solution is given proper focus. Buy In: Get the team involved, every person in the business needs to buy into this new tool to ensure you get a good buy in from customers. Sales people need to be talking about it, customer services need to be referring clients to it, and marketing needs to be telling the story. Don’t be Shy: Tell the story, fliers with statements during implementation, special online offers to encourage people onto the site. User guides, customer surveys will ensure you get a good uptake from customers. Small Steps: You don’t need to do everything day one, new and additional functionality can be added over time to ensure the site stays fresh and customers are satisfied. “Focus and buy in from the team are key” Key Actions

16. Demonstration Neotek Enterprise Demonstration

17. Thank You Any Questions or Queries Ian Hassell ianh@neotek.co.nz 09 481 1150 0274 774457 Questions and Answers