1. District Business Development Program Update Joint District Meeting Ottawa, Canada September 2015

2. 2 © APICS Confidential and Proprietary Agenda  District Business Development team  Key policy change  How partners support the District Business Development Program

3. 3 © APICS Confidential and Proprietary Committed To Achieving Our Goal District Business Development Program Goals:  To increase local channel partners’ sales of APICS products and services to corporations and individuals  Respond to partner leaders’ requests for additional sales support  Strengthen/grow North American local channel partners  Increase adoption of APICS products/services  Capitalize on APICS Corporate infrastructure and resources  Communicate and work collaboratively

4. 4 © APICS Confidential and Proprietary Program Benefits To Local Channel Partners  Increase in membership and revenue  Improved ability to offer training, education, and member services to the local market  Stronger relationships with corporate clients  Greater visibility in the community  Access to a seasoned sales professional at no incremental cost

5. District Business Development Team

6. 6 © APICS Confidential and Proprietary Introducing John Naber John Naber Canadian District (east) Mid Atlantic District Northeast District A respected Channel Executive with a 20-year record of achievement within high growth technology companies. He has experienced notable successes using the consultative sales approach with business executives. He is an expert presenter, negotiator, with proven ability to forge solid relationships with strategic partners and build consensus across multiple organizational levels.

7. 7 © APICS Confidential and Proprietary District Business Development Team Brad Breitner Canadian District (west) Pacific Western District Southwest District Terra Grande District John Naber Canadian District (east) Northeast District Mid Atlantic District David Vickery Heartland District Great Lakes District Doug Bell Southeast District Each are skilled in the art of selling training and education, sales prospecting, and negotiating

8. Key Policy Change

9. 9 © APICS Confidential and Proprietary Policy Change: Discontinue partial service option (effective July 1, 2015) What will be changing? Local channel partners will no longer have the ability to participate under a partial service model. Why is this change being made? To focus on providing the highest level of service to partner leaders, by removing systems and process complexities that are costly, time-consuming, and provide very little value to the chapters. How will this change impact local channel partners? Starting July 1, 2015, local channel partners can only enroll in the program as full service, or opt-out. Chapters that enrolled at the partial service level was given the option to either enroll in the program as full service or decline to participate by opting out.

10. How Can Chapter Boards Support the District Business Development Program?

11. 11 © APICS Confidential and Proprietary Partner With Your DBDM  Make preparations now to meet with the DBDM to discuss your chapter’s educational strategies and goals.  Collect details on companies with the highest likelihood of offering in-house classes in your area. Share your insight on the local market, with the DBDM. Portray Relevancy  Provide up-to-date content on the web, social medias, and the APICS Partner and Event Finder Communicate Value  Align your message with the customer’s needs and desires  Focus on benefits to the customer vs. benefits of the product Contribute To The Success Of The Program

12. 12 © APICS Confidential and Proprietary Use These Resources To Communicate Value Share business cases and videos to communicate the value of APICS to local businesses www.apics.org/ingersollrand www.apics.org/ge www.apics.org/intel

13. 13 © APICS Confidential and Proprietary http://www.apics.org/sites/cbox/marketing/marketing-and-sales/marketing-tool-kits/marketing-to-businesses New Marketing Tools For Chapter Boards Marketing To Businesses Toolkit Use the kit to attract local businesses Toolkit includes: Instructions on how to use the kit to generate interest in your chapter “Business is better with APICS” graphics for website and email (shown on the right) Website copy and email templates CPIM and CSCP for businesses fliers Membership for businesses flier Principles flier and ppt presentation

14. Questions