1. May 2015 Sonoma Partners – Wholesale and Distribution Overview

2. ‐ eCommerce (Amazon and Grainger) ‐ Sales model transition ‐ B2B customers embracing B2C expectations ‐ ERP vendors lagging on technology Mega-Trends We’re Seeing in Distribution

3. ‐ Create differentiated customer and supplier experiences ‐ Run, don’t walk, to embrace new selling models ‐ Make sure software systems can meet future business needs ‐ Stop waiting for ERP vendors’ technology to “catch up” How Distributors Can Move Forward

4. CRM for Wholesale and Distribution Sales Efficiency Sales Performance Management Supplier & Customer Experienc e  Process & guidance  Mobile access to customer and ERP data  Selling smarter (predictive)  Internal collaboration / customer success stories  Dashboards  Activity tracking and measurement  Metrics and KPIs  Focus on strategic & profitable customers  Web-based portals for order status, case management and self- service  Joint supplier sales and closed loop marketing  Highly personalized experiences

5. Wholesale and Distribution Clients

6.  Needed to capture key data from sellers (aging/departing)  Foundation for all future initiatives  Replaced failed CRM deployment  Single sales process & opportunity tracking (including negative opps)  Mobile access to Infor (ERP data)  Vending asset tracking  Focusing on strategic suppliers  Joint sales & marketing initiatives  Moving towards closed loop marketing Customer Success Story Single Customer Database Sales EfficiencySupplier Engagement

7. Customer Success Story Plastic resin distributor Complex selling model (multiple tiers, engineering & design) Improved customer & supplier experience Operational & financial gains help fund CRM investment First formal CRM Epicor integration Customer service Sales performance Mobile first

8. Customer Success Story

11. youtube.com/sonomapartnersfacebook/sonomapartnersinfo@sonomapartners.com@sonomapartners

12. CRM for Wholesale and Distribution Improved visibility into ERP system Improve quote to cash process Defining customer profitability Support multiple selling paths: distribution and retail Complex deal coordinator Manage leads, accounts, contacts, and opportunities

13. SFDC Wholesale & Distribution Clients

14. MSFT Wholesale and Distribution Clients