Navigating The Path to Solutions Success “The obstacle is the path.”

Increase Gross Profit / Deal Our Shared Goal Win More Deals Retain More Customers Increase Gross Profit / Deal Diversify Dealership Revenue + 10% With Solutions in 2016

The Launch!

A DEMO!

THE PROPOSAL!

The Questions We Get Asked Why aren’t we selling more solutions. It seems like everybody should be a prospect? Why aren’t we getting more of these opportunities across the finish line? What are other dealers doing who are successful in selling solutions?

Method #1: Plow Through The Process

The Questions You Should Be Asking Are we keeping score? (Demos, Proposals, Closed Deals, Conversion Ratios, Revenue YTD, Hardware Won) Is there an appropriate and exciting benefit for the sales rep to sell solutions? Do we hold each other accountable on a regular basis? Is there additional support we should be exploring on the presales side? Is the sales process for selling solutions outlined and checked on occasion? Do we understand who a typical buyer is and how they use Document Management software? Would I buy a solution from my company after reviewing my website and/or meeting my team?

Effective Solution Selling – The Recipe Accountability Effective Compensation Internal/External Sales Support Managing the Sales Cycle Marketing GlobalSearch Keep the Saw Sharp

Visibility Of Your Obstacles Is Key Method #2: Plan And Execute Visibility Of Your Obstacles Is Key Marketing Solutions Product Knowledge Sales Mgmnt Compensation Accountability

Commit; Don’t Dabble We had 1 sales meeting! Customers Are Expecting a Higher Level of Sales Support Set SMART Goals for your Business, Sales Management, Sales People

Demos per week/month/quarter Proposals delivered Business won Accountability Team Targets Total funnel value Target of 5x quota Demos per week/month/quarter First Measure of success Proposals delivered Next measure of success Business won True measure of success Insert picture here

The Daily 20 Minute One On One Accountability Cont. The Daily 20 Minute One On One Who did you meet with this week? What did your prospect (or our customer) say when you asked, “For 2016, is the Paper”less” office a goal for your company or just a curiosity?” How are your conversations going when you ask, “Has your leadership team been introduced to document management by your IT staff yet?” When you met with (your prospect) what type of documents provide them the biggest headache? Let’s review your solutions pipeline.

Effective Compensation Shared Pricing % of GP Quarterly Recovery – 5% of SPIFFAGE Vendor promotions

Build Excitement Contest Ideas That which gets measured gets done. Public Scorecards Are King! Activity or Revenue $300 for every $7500 in software purchased $50 for every “qualified prospect” - this may be after the demo Pair up in teams. Run a 120 day time frame. First, Second and Third Place Application Specialist Target # qualifies for additional incentive Sales Manager Targets

Sample Activity Incentive For the month of October, 2015 ______ will be paying; - $100 for any presentation of S9 Software to a qualified prospect - An additional $100 for a proposal to a qualified prospect - An additional $100 for closing a deal For a total of $300! “Let’s get some action going on this offer to start off our next fiscal half”

Define Your Support Structure Internal Resources Pre-sales solutions consultant Post-sales support engineers Can these be one and the same? What’s the trade off? Vendor support What you should expect? What they should provide? Leveraging your resources

The Sale Needs Management Hope Is Not A Strategy Share a plan for evaluation that breeds success… Gain buy-in along the way that leads to a natural closing process Basic demo/ public webinar/ recorded demo Personalized demo Budgetary pricing Services scoping questionnaire “SSQ” Final Pricing Delivery Timelines Order placement Implementation Strategy for Success

Marketing Ideas Market Yourself – Title Change Web Page Dominance Co-Branded Mktng Materials Demo Room Signage Show Attendance Networking Events – Chamber of Commerce, IT Support Groups, Misc Speaking Engagements

Technology Shows

EVERBANK: One of the Nation’s Strongest and Rapidly Growing Banks

Entrenched in the office Technology marketplace – Everbank Commercial Finance Leadership Team together since 2004 Processed over $5.2 Billion/ 205,000 Support team all located in Parsippany NJ Outside sales team of 12 regional sales reps that average over 15 years OP leasing experience Credit averages over 15 years OP experience Dedicated UBB/CPC Team Progressive products and top of class technology with old school approach Over 42% growth in 2013 and 48% in 2014 within OT sector. (Fastest in the industry)

Financing Tools for Success Transactional selling Bundling solutions onto a lease for quick turnaround – Credit Decisions in <24 hours – Close the sale quickly Additive to the Solution: Professional Services, File Conversion, Solutions Consulting, Managed Services, Hardware, Software can all be bundled into a financial solution Create an upgrade path and a “Customer for Life” Upgrade Solutions on a Specific Timeline: 36 Months Term Creates discussion and a decision at 30 months In a 5 year timeline – 3 Sales Opportunities Created

Financing Tools for Success Revenue Enhancement Create Revenue Generating Opportunities: Leverage Sales / Closing Tools Utilizing Financial Solutions to Increase Bottom line Revenue Sales Tools: Sales / Closing Tools Always Lead with a Monthly Payment Touch Payments - $99 per month for the first 12 months 100% Software Only Financing up to 63 months term Lowest Possible Monthly Payment – Avoid Sticker Shock 70 / 30 Program

Growth With Document Management Solutions Financing Professional Services Closes More Profitable Deals Faster 70% 30% 100% Funding Professional Services Product Total Solution Training Installation Consulting Back File Conversion Software MFP’s Copiers Printers Scanners Servers 100% Upfront Funding Add-ons Upgrades Subscriptions The Complete Document Management Solution from Upfront Payment of Professional Services to Monthly Billing of Subscriptions

Revenue Enhancement Tools Revenue Generating Opportunities Revenue Enhancement Tools Utilize Programs to increase bottom line profitability: Transitional Billing: Solution delivered on the 10th, First Lease Payment due on the 25th Collect 15 days of payments – goes to the bottom line Documentation Fee Sharing Partner Protection FMV to the Customer, Ownership to the Dealer Controls the End of Lease

Increase Your Gross Profits Revenue Generating Opportunities Increase Your Gross Profits Almost 2.5% in additional GP Real dealer of ECF based on $6,200,000 in annual lease volume $152,334 in additional GP

Equipment Leasing and Finance Association Reports Investment in Equipment & Software Every year U.S. businesses, nonprofits and government agencies spend in excess of $1.4 trillion in capital goods or fixed business investment (including software/excluding real estate). In 2015, of the projected $1.484 trillion invested in plant, equipment and software, 62% or approximately $922 billion of that investment will be financed through loans, leases and lines of credit. Finance U.S. Economic Outlook: Investment in computers decreased at an annualized rate of 32.5% in Q1 2015, and in July 2015 was down 1.8% year over year. Computers investment growth rates should remain steady through the end of 2015. Software investment will likely remain stable through the end of 2015. Investment in software increased at a 7.9% annualized rate in Q1 2015, and in July 2015 was up 6.5% year over year.

Nationwide Coverage – 9 Regional Managers / Internal Support Parsippany, NJ

Next Steps / Call to Action Contact your EverBank Regional Manager – or Myself to facilitate They will assist with: Program On-boarding, Products and Financial Metrics Once the program is approved: Sales Team Training Administrative Team Training Introductions to EverBank Account Managers Program Roll-out Ongoing Quarterly Key Stakeholder Reviews

Solution Success Summary Plan Be Accountable Use Your Internal/External Resources Market Your Solutions Get Demos Manage Your Sales Cycles Provide Effective Comp Repeat