www.cdw.com
Who Is CDW? Sales and Marketing Strategies for Growth
“The customer is our ultimate employer.” Our Mission Statement “To be one of the nation’s highest volume computer resellers selling brand name products; to provide a ‘fun’ and challenging work environment and above-average earnings; and to maintain a high net profit by running a lean, highly automated systems-oriented company” “The customer is our ultimate employer.”
CDW Circle of Service
CDW Awards No. 6 on Business Week’s “Information Technology 100” 100 Best Companies to Work for in America, as reported in FORTUNE® magazine1999 and 2000. No. 53 of The Internet 500 Interactive Week No. 55 of the 500 most innovative corporate users of information technology. Information Week Hot 10 Companies to Watch -- CDWG Federal Computer Week Fortune 1000 company, ranked No. 560 FORTUNE® magazine 2000 Better Business Bureau National Torch Award for Marketplace Ethics, Finalist Council of Better Business Bureaus No. 1 Reseller of the Year -- CDW-G Federal Computer Week
“Enthusiasm is Contagious ... Catch it” Business Overview #1 Direct Source for Brand Name Technology Customized Service www.cdw.com Multi-Media Advertising Strategy The Low Cost Operator “Enthusiasm is Contagious ... Catch it”
Name Brand Products Competitive Prices Broad Product Selection Over 50,000 Products Approximately 14,000 Items Stocked Diversified Vendor Mix On-line Distributor Inventory - JIT
“Pigs Get Fat . . . Hogs Get Slaughtered” Branding CDW® GOAL: Create Top of Mind Awareness for CDW® STRATEGIES: Multi-faceted Branding Campaign Consistent Message of the CDW® Advantage Media and PR Initiatives “Pigs Get Fat . . . Hogs Get Slaughtered”
Who Is CDW? Sales and Marketing Strategies for Growth
The CDW® Advantage One-Stop Resource for Businesses Multi Brand products at competitive prices Same day shipping Free, Same-Day Custom configuration Proficient, Fast, Free Tech Support 24X7 Dedicated CDW® Account Manager CDW@work Customized Customer Web sites “It’s Only Good if it’s WIN/WIN”
Professional Sales Team “Clicks & People” CDW University Relationship Oriented 1000 Account Managers Long Term Focus “There’s Only 6 Inches Between a Pat on the Back or a Kick in the Rear”
“Good Luck Many Times Comes Disguised as Hard Work” Target Customer Business to Business - Over 94% of $ Sales Product Knowledgeable High-End Products Repetitive Purchasing Behavior “Good Luck Many Times Comes Disguised as Hard Work”
“The Challenge of Success is to Continue Being a Success” Customer Segmentation Opportunity Enterprise - >1,000 Over 8,000 Sites Large >100 <1,000 167,000 Sites Strength Medium >50 <100 250,000 Sites Small <50 7 Million Sites Data source provided by: ZDMI Consumer 45 Million Sites “The Challenge of Success is to Continue Being a Success”
Gov/Ed and Hotline Catalog Covers Gov/Ed Covers Hotline Cover 14
www.cdw.com “Best Vendor Web Site”--Computer Shopper
1 Make it easier to do business with CDW CDW.com Objectives 1 Make it easier to do business with CDW 2 Reduce the cost of doing business for both parties 3 Enhance customer relationships Differentiate CDW Build more customer connections than our competitors Opportunity for industry leadership Leverage CDW’s Business Model Relationship-based model Logistics excellence Offer enhanced services Facilitate the sales process Create Long-term Value Retain our most valued customers Maximize revenue per customer
CDW® Online Technical Support 17
Corporate extranets - a true online B2B model emphasizing knowledge management and customer service.
Real-time customized solutions Order status Corporate standards Purchase history Custom pricing across multiple locations Personalized and linked to a CDW Account Manager Authorized Purchase levels Ongoing development effort
Who Is CDW? Sales and Marketing Strategies for Growth
The Winning Formula people customer focus business to business e-commerce technology solutions
EXPANDING CDW is Existing Office approx. 100,000 sq. ft. Future Distribution Center approx. 250,000 sq. ft. Existing CDW@Play approx. 40,000sq. ft. Expanded Distribution Center approx. 100,000 sq. ft. Initial Distribution Center approx. 100,000 sq. ft Future Office approx. 200,000 sq. ft.
Sales Productivity Focus GOAL: Drive Incremental Sales through Sales Productivity STRATEGIES: Aggressive Hiring Approximately 1100 by year end Downtown Chicago Sales Office “It’s Only Good If It’s WIN/WIN”
“Fast Pay Makes Fast Friends” Our People GOAL: CDW® the Employer of Choice STRATEGIES: Culture Pay for Performance LT Incentives Subsidized Cafeteria On Site Child-Care & Fitness Center Paychecks from “All Our Customers” “Fast Pay Makes Fast Friends”
From All Our Customers www.cdw.com
CDW-G GOAL: Establish leading position in Gov/Ed marketplace STRATEGIES: Focused sales & marketing activities Deliver CDW’s Best Practices National Sales Office -- Chantilly, Va. www.cdwg.com GSA Schedule, Open Market and Contract Vehicles “Enthusiasm is Contagious . . . Catch It”
Success at CDW... Proactive Relationships Long Term Focus Dynamic Adaptable Training
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