Northeast District Membership Strategy Update Scott Parker, MBA Director, Membership & Career Services

2 © APICS Confidential and Proprietary APICS Member Census February, 2016 Member TypeCount Professional 20,247 Enterprise Professional4,258 Enterprise e-Members3,537 Young Professional2,665 Student 7,273 International6,643 APICS One256 Academic Professionals597 Life/Honorary/Retired/Hon. Chap, AST&L Legacy Total Members 46,399

3 © APICS Confidential and Proprietary Statement of Intent  To build a customer-centric membership strategy that demonstrates We understand what our individual and corporate members are seeking to accomplish; and The way in which APICS and our affiliated organizations can be their partner in success.  Specifically, we are seeking to deliver a membership benefits package that can Be customized to meet specific individual and corporate member needs; and Evolve as the member advances in his or her career.

4 © APICS Confidential and Proprietary Key Strategy Attributes  Utilizes the concept of mass customization.  Gathers from (crowdsourcing) and provides insight to (trusted advisor) the customer.  Is applicable across generations, career stages, and cultures.  Provides access to benefits based on personal preferences enhancing the individuals’ experience.  Actively includes and encourages engagement at the local level via partners.

5 © APICS Confidential and Proprietary Impact Based on the implementation of the new membership strategy, we expect to see improvement in the following areas:  Member retention (was 64% in 2014; 67% in 2015).  Member recruitment (current baseline: 13,000).  Size of APICS Enterprise Memberships (current baseline: average of approximately 20 professional members per enterprise membership).

Membership Strategy in Action

7 © APICS Confidential and Proprietary What APICS membership type is right for you? Current New Member Decision Tree Professional Membership Academic Membership International Membership International E- Membership Young Professional Membership Student Membership APICS Membership Benefits

8 © APICS Confidential and Proprietary New Membership Value Proposition  APICS will offer a tailored membership experience based on the career goals of our individual customers.  Through certification, continuing education, career development tools, and networking among industry peers, APICS provides the supply chain and operations professional with the specific tools he or she needs to succeed at every stage of their career.  APICS members gain the professional connections, education, and certifications only available from the foremost supply chain and operations management association.

9 © APICS Confidential and Proprietary Member Engagement  Consult with the member to discern their primary motivation each year for being an APICS member.  Develop base membership packages (benefits bundles) centered on their interest in earning Certifications – with personalized communication based on their primary motivator.  Allow members to add benefits to their base packages.

10 © APICS Confidential and Proprietary Member Engagement  Developed a mobile app for members to access their benefits through the year.  Encourage members to achieve their goals, but allow them to change package to still realize value if they cannot.  Receive constant input and feedback from members throughout their membership year.

11 © APICS Confidential and Proprietary

12 © APICS Confidential and Proprietary

13 © APICS Confidential and Proprietary Membership Mobile App Screen

14 © APICS Confidential and Proprietary Motivator and Benefits Listing

15 © APICS Confidential and Proprietary Mobile App Messaging Center

16 © APICS Confidential and Proprietary Thousands of Jobs at Your Fingertips!

Implementation of the Membership Strategy

18 © APICS Confidential and Proprietary Phase I: Simulate Mass Customization for Memberships Test and Learn  No change in dues pricing or access to benefits  User front-end application simulates mass customization available to all new members as they join and continuing members as they renew  Member benefit portfolio  Observe member decision making behavior and confirm attractiveness and bundling of benefits  Supports better more accurate financial analysis/projections, project implementation and testing, and marketing plan development  Revenue impact: none

19 © APICS Confidential and Proprietary Phase I: Test and Learn (Began August, 2015)  In Phase I, we will build the user interface, curate content, and present to membership allowing them to decide what benefits to transfer to their membership portfolio.  Analogy for phase: members have a library card that entitles them to check out all the books in the library, but we will help them focus on the ones that will be the most interesting to them. We will learn from the choices they make.  This approach not only allows us to gain insight that will make the phase II launch more successful, it does not duplicate effort. The front-end built will be able to serve as the front-end for the full implementation of the professional membership strategy.  Ultimately this approach reduces risk by making us smarter.

20 © APICS Confidential and Proprietary Phase 2A : Implement One to One Messaging (March, 2016)  Additional features and functionality to apps  Benefits curator to: ―Promote various benefits to specific members based on individual member preferences ―Send updates/reminders and messages of encouragement  Closer interaction with members ―Crowdsourcing; member ability to rate benefits, testimonials

21 © APICS Confidential and Proprietary Phase 2B: Implement Mass Customization (July, 2016)  Allows members to select appropriate benefit bundle and add-on other products/services  Allows members to make changes in benefit bundling  Greater ability for APICS to cross-sell products/services  Members will be better engaged with APICS and partners

22 © APICS Confidential and Proprietary AST&L Members  AST&L members merged into APICS membership and are now eligible for the complete suite of APICS member benefits.  APICS cannot arbitrarily place members in a chapter without their authorization; members must elect a chapter.  All former AST&L members were provided access to the APICS Partner and Event Finder and encouraged to select a local chapter affiliation.

23 © APICS Confidential and Proprietary AST&L Members In Partner Connect Data in Partner Connect is in real-time. As AST&L members elect a chapter, local boards can identify those individuals by the special membership type: "ASTL Legacy Membership".

24 © APICS Confidential and Proprietary Tools You Can Use To Support The Membership Strategy The toolkit includes: Copy and images for chapter websites and newsletters  Sell sheets  Presentations  Campaigns  Blogs  Events  And more! Find it in the Partner Enablement Toolkit on C-Box.Partner Enablement Toolkit on C-Box Use the new Partner Enablement Toolkit to communicate the value of APICS membership, certification, and education

25 © APICS Confidential and Proprietary Tools You Can Use To Support The Membership Strategy Sure to inspire. brings perspective and prominence to how supply chains impact the world Watch it. The video can be viewed on YouTube, or via the video file on C-Box. viewed on YouTubevideo file on C-Box Post it. Find instructions on C-Box on how to embed this video on your chapter website.how to embed this video Share it. This is wonderful, engaging content for social media or campaigns! Post the new, “APICS Raising The Standard” to your chapter website Use the video to kickoff PDMs

26 © APICS Confidential and Proprietary  Provides an overview of APICS  Customize the back cover with your logo and unique message  Digital PDF format for  Print via an online order portal Global Printing portal is now live. For an overview and how-to tutorial, reference the November Leadership Central. November Leadership Central Tools You Can Use To Support The Membership Strategy Order copies of the new, “APICS Raising The Standard” brochure Use the digital PDF format for

27 © APICS Confidential and Proprietary APICS Buffalo Chapter Member Challenge Campaign: “Every Member, Get a Member” The Buffalo chapter engages the membership to help promote APICS and spread the word to people within their personal network. Each newsletter has a section dedicated to the EM –GAM campaign that reminds members of their powerful impact on the success of the chapter. Tools You Can Use To Support The Membership Strategy Share best practices with your peers

28 © APICS Confidential and Proprietary APICS Fairfield County Chapter Promoting Area Events The Membership Director has a calendar of APICS events of all local chapters and notifies potential members of upcoming events. She stays in touch with members and reminds them of upcoming events both within and outside of the chapter. Although she is promoting other chapter’s activities, it helps APICS overall. Tools You Can Use To Support The Membership Strategy Share best practices with your peers

29 © APICS Confidential and Proprietary APICS Ontario Grand Valley (OGV) Chapter Everybody Is A Member Program The chapter removed non-member pricing from all of their events. The program has attracted professionals who would otherwise have not joined OGV. Bring a Friend Day Members that brought a friend to events were entered into a drawing to win a free PDM. Tools You Can Use To Support The Membership Strategy Share best practices with your peers

30 © APICS Confidential and Proprietary APICS Santa Clara Valley 14th annual BBQ for SCVC: Celebrating the chapter, volunteers, and members! Over 80 attendees with a full 11 piece band. The chapter served one pound Melburgers and wimpy half pounders for those who couldn’t handle the huge ones. Tools You Can Use To Support The Membership Strategy Share best practices with your peers

Questions?