APICS Corporate Development Peter Bolstorff, CSCP, SCOR-P Executive Vice President APICS | APICS Supply Chain Council District and Chapter Communication Update

2 © APICS Confidential and Proprietary Overview  Launched chapter support program (called DBDM program) to help chapters sell to businesses (2014)  For two years investments were made in the program, but it didn’t gain traction for a variety of reasons  Concurrently, the merger with SCC expanded APICS’s corporate offering, but a lack of coordination made it difficult for companies to fully engage with APICS  The organization changes are in response to both the APICS and APICS SCC board requests to improve the chapter support program and provide a coordinated sales and delivery experience. Changes to chapter support program

3 © APICS Confidential and Proprietary Lead and Pipeline Performance Chapter Leads QualifiedPhonebookClosed 26312%88%1.9% To date, we’ve outlined some of the program performance metrics, which were helpful in driving a more productive model. Chapter Leads - leads received from chapter to DBDM Qualified - leads that were qualified upon pass off to DBDM Phonebook - leads to DBDM but only name and/or company Closed - leads that closed and converted to a class A look back

4 © APICS Confidential and Proprietary Commitment to Chapter Sales Support  APICS remains committed to providing resources to support chapter sales with a focus on building holistic corporate relationships and a pipeline of opportunities for chapters  The DBDM role will transition from contractor with district accountability to a larger regional accountability as an employee of APICS effective January 4  Josh Meyers will be our new Corporate Development Director focusing on regional sales; he knows our products, how to sell them to corporate accounts and how to engage chapters to deliver training  This regional sales team will report into the newly formed Corporate Development function led by Peter Bolstorff

5 © APICS Confidential and Proprietary Corporate Development Team Structure  The Corporate Development team will be organized into five groups to work together to win, delight, and serve customers  Proposed organizational structure: – New Account Management: New account sales and onboarding – Named Account Management: Existing account growth – Regional Account Management: Field sales and coordination with APICS channel partners – Corporate Client Services: Management of “back office” processes – Corporate Programs: Business development and capability delivery  Each group is very important and all of the groups will work closely together.

6 © APICS Confidential and Proprietary Why is this better for chapters?  Corporate leads are additive to chapter leads  The volume of qualified leads will increase  The regional pipeline of opportunities will ultimately convert to contracted business at a higher success rate  Means to more effectively engage chapters with SCOR  Chapters can still pick up the phone and engage regional BDM

7 © APICS Confidential and Proprietary Increase Qualified Leads and Size of Pipeline Chapter Lead Corporate Lead Regional BDM Pipeline

8 © APICS Confidential and Proprietary What’s Changing? Same  Commitment to chapter sales support  Headcount (4) Different  Leader  Reporting structure  Position titles  Permanent employee status  Some regional re-alignment