District Business Development Program
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Transcript District Business Development Program
District Business
Development Program
Dominic J. Longo, CSCP
Director, Corporate Services
John P. Bowler, CSCP
District Business Development Manager
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Upcoming Northeast District Events
September 12-13, 2014
District meeting
Burlington, VT
For more information visit the
APICS Northeast District website
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Leadership Summit
Date: Saturday, October 18
Cost: Free of Charge
Use the following registration codes to receive the chapter
volunteer and instructor discount
Code
NOLAJ1
NOLAJ
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Leadership Summit plus
full conference - $949 rate
Leadership Summit only, free of charge
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Our Presenters
Dominic J. Longo, CSCP
Director, Corporate Services
John P. Bowler, CSCP
District Business Development
Manager
District Business Development Manager Program Goals
Respond to Chapter need for additional sales support
Increase adoption of APICS products/services
Strengthen/grow North American Chapters
Work collaboratively
Capitalize on Corporate Services infrastructure and resources
Deliver excellent service to
– Supply chain professionals
– Corporate sponsors
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The Corporate Customer
Conduit to the individual professional
Source of APICS members
Sponsor of APICS education and certification
Driven through bottom line impact
Employer
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The District Business Development Manager
This person is:
– Full-time Sales Professional
– Sells instruction, materials, certifications and membership on
behalf of Chapters in the District
– Collaborates directly with District Leadership and Chapter
Leadership
– Offers full-service, partial service and ‘opt out’
John Bowler, CSCP (started 8/11/2014)
– Located within the Mid-Atlantic or Northeast - traveling extensively
– Employed by APICS
– Reporting to Corporate
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Benefits to Chapters
Growth – “Expand Chapter Footprint Locally”
– Membership
– Revenue
– Visibility
Expanded relationships with corporate customers
Professional sales support
Increased focus on core strengths
No Cost to the Chapter
Approved by APICS Board of Directors
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We can Accomplish More by Working Together
Local Knowledge
Infrastructure
Local Relationship
Lead Generation
Local Community
APICS District &
APICS Chapters
Instruction
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DBDM
APICS Channel
Services
Know How
B2B
Global Coordination
Working Together – Full Service Program (Option A)
DBDM
Districts
Chapters
Contract &
Fulfillment
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On-going
Dialogue
Three-way
Lead
Generation
Initial
Contact
w/Prospect
Quote &
Negotiate
Invoicing &
Collections
Revenue
Flow
After Sale
Support
Two-way
Relationship
Management
Working Together – Partial Service Program (Option B)
DBDM
Districts
Chapters
Contract &
Fulfillment
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On-going
Dialogue
Three-way
Lead
Generation
Initial
Contact
w/Prospect
Quote &
Negotiate
Invoicing &
Collections
Revenue
Flow
After Sale
Support
Two-way
Relationship
Management
Program Summary
Develop a local sales strategy and generate leads
Setup phone/face-to-face meetings with prospective clients
Manage the negotiation process and prepare quotes
Generate legally sound contracts
Gather resumes from the local chapter’s instructor pool.
Execute instructor agreement and payment
Coordinate/finalize training dates
Order/ship courseware and participant materials
Process membership and certification exam credit orders
Process instructor invoices and expense reports
Troubleshoot collection issues
Coordinate efforts to follow up with the clients
Promote/sell other APICS products
Invite clients to attend local chapter activities and become
involved as a volunteer
Upfront costs
Opt-out at any time
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Option A:
Option B:
Full
Service
Program
Partial
Service
Program
Funded by
Corporate
Funded by
Chapter
Option C:
Opt–Out
Types of Opportunities
Cross-Chapter Engagements
“Current Model”
– National or Global Opportunity
– Training needs at multiple company locations
– Sales opportunity managed centrally by APICS Corporate
Single Chapter Engagements
“Alternate Model”
– Local Opportunity
– Training needs only at one company site
– Sales opportunity managed locally by DBDM and Chapter
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Revenue
Example
Current
BSCM - Onsite Training
Cross-Chapter
Alternate
Single Chapter
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Price
$10,500
$10,500
Participant Guides
Corporate
$900
Introduction to Materials Management
Corporate
$980
Benefit
$0
$4,000
$4,000
Classroom Material (pens, paper, tent cards, magazine)
Corporate
$100
Shipping
Corporate
$50
$800
$4,470
Number of Students
Dictionary
Instructor Fees
$1,000
Revenue Share for Chapter
10 Person Enterprise Membership (billed Separately)
$200
$2,000
$2,000
10 Exam Credits (billed separately)
$165
$1,650
$1,650
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Program Summary
Develop a local sales strategy and generate leads
Setup phone/face-to-face meetings with prospective clients
Manage the negotiation process and prepare quotes
Generate legally sound contracts
Gather resumes from the local chapter’s instructor pool.
Execute instructor agreement and payment
Coordinate/finalize training dates
Order/ship courseware and participant materials
Process membership and certification exam credit orders
Process instructor invoices and expense reports
Troubleshoot collection issues
Coordinate efforts to follow up with the clients
Promote/sell other APICS products
Invite clients to attend local chapter activities and become
involved as a volunteer
Upfront costs
Opt-out at any time
Revenue : Whether current or alternate
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Option A:
Option B:
Full
Service
Program
Partial
Service
Program
Funded by
Corporate
Funded by
Chapter
Same
Same
Option C:
Opt–Out
Other Common Scenarios
Material Only Orders (CSCP)
The client is interested in purchasing Learning Systems for self-study
DBDM will quote standard rates (both member and non-member)
Client will be invoice by DBDM for the appropriate rate
Once final payment is received, funds will be transferred to the Chapter
Chapter receives difference between “Chapter Rate” and the “amount
paid by the client”
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– Client Rate:
$895 (rate for orders of 2-25)
– Chapter Rate;
$615 (rate for all L.S. ordered)
– Remitted to Chapter
$280 per L.S.
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What happens when a single-chapter opportunity
becomes a cross chapter opportunity?
The possibility exists that a relationship that starts out as “Single
Chapter” will evolve into a “Cross-Chapter” relationship
The original location will be treated as a Single Chapter and all future
locations as Cross-Chapter
– Single-Chapter Alternate Revenue Model
– Cross-Chapter
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Current Revenue Model
Frequently Asked Questions
What is the cost to chapters?
No cost, the service is free of charge.
Our chapter does not have good leads, can we still participate in the program?
Yes, the District Business Development Manager will meet with chapter leaders to
evaluate the market, and jointly develop a local strategy.
If our chapter decides to participate, can we still conduct classes on our own, without
involving APICS Corporate?
Yes, you can still conduct classes on your own.
What are the criteria for selecting instructors for classes? Will the local chapter have
an opportunity to recommend instructors?
The criteria is established by the client.
DBDM contacts the closest chapter(s) to the training location
The chapter submits a pool of resumes, which are forwarded on to the client
We will only offer instructors who are listed as a part of the APICS IDP
Ultimately, the client selects an instructor based on their credentials & availability
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Questions?
Conclusion
Final Thoughts
Full-service, partial-service and opt-out
DBDM 100% focused on Chapter sales
Collaboration and agreement throughout the process
Standardized pricing with Chapter input on local negotiations
Feedback welcome
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Appendix
APICS Pricing
On Site and On Line Course Pricing
On Site
Course
CPIM Module 1 (4 day delivery)
CPIM Module 2 (4 day delivery)
CPIM Module 3 (4 day delivery)
CPIM Module 4 (4 day delivery)
CPIM Module 5 (4 day delivery)
CSCP (6 day delivery)
On Line
Course
CPIM Module 1 (10 week delivery)
CPIM Module 2 (9 week delivery)
CPIM Module 3 (9 week delivery)
CPIM Module 4 (9 week delivery)
CPIM Module 5 (9 week delivery)
On Line
Course
CSCP (12 week delivery)
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4-10
$10,500
$9,300
$9,300
$9,300
$9,300
$12,000
Students Per Class
11-15
16-20
$11,800 $13,900
$10,000 $11,500
$10,000 $11,500
$10,000 $11,500
$10,000 $11,500
$12,000 $12,000
21-25
$16,000
$13,000
$13,000
$13,000
$13,000
n/a
4-10
$1,130
$1,009
$1,009
$1,009
$1,009
Students Per Class
11-15
16-20
$1,080
$1,040
$959
$919
$959
$919
$959
$919
$959
$919
21-25
$1,000
$879
$879
$879
$879
Students Per Class
8-15
$2,100
Membership and Courseware Pricing
APICS Membership
Type
Number of Members
Price Per Member
Tier I
5-24
$200
Tier II *
25-50
$190
Tier III *
51+
$180
* Once a company reaches 25 Enterprise professional members they can add
additional Enterprise e-Professional Members at a rate of $125
Notes:
Corporation can control which employees have access to their Enterprise
Membership
Memberships are activated upon payment
Membership rates are per year per person
Courseware - CPIM
Basics Participant guides
APICS Dictionary
Intro to Materials Management
Courseware - CSCP
Learning System
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1
$115
$30
$98
1
$945
2-25
$895
25+
$103.50
$27.50
$88.20
26-50
$845
50+
$97.75
$25.50
$83.30
50-100
$795
Chapter
$105
$30
$98
101-250
$745
On-going
Dialogue
Regular meetings will be held with the District Managers
DBDM’s will meet with Chapter leaders to evaluate the market
– Understand the local market and history with corporates
– Understand leads that are known to the Chapter
– Develop a local strategy and target list
Chapters will be notified about all leads in progress
Regular communication with DFA’s re: district issues
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Three-way
Lead
Generation
APICS B2B efforts will also generate local leads for the DBDM’s
DBDM will develop the local area through traditional sales techniques
Chapters should continue their independent efforts to generate leads
Keep in mind: Your existing corporate contacts are an excellent source
of new opportunities for new leads
– Suppliers, acquaintances, customers
– Other divisions who may need APICS in other parts of the country
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Initial
Contact
w/Prospect
DBDM will set-up phone/face-to-face meetings with prospective
clients
These meetings will focus on:
– Understanding client needs
– Presenting the APICS products/services to fulfill those needs
These can include the full suite of APICS products & services
– Membership, Training, Certification, Books/Material, Conferences
DBDM will arrange to introduce a leader from the local Chapter
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Quote &
Negotiate
The initial quotation will be for the APICS Published Rates
– DBDM will have some latitude to negotiate price
– Any further negotiation will be in consultation with the Chapter
Professional quotations will be prepared and sent to the client
Chapter Leaders will get a copy of the quotation
Ongoing dialogue with the client will be managed by the DBDM
– Chapter leaders will continue to be updated on the progression
Please keep in mind that it can be several weeks/months before a
clients gets full approval and funding to move forward
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Contracting
All training engagements require a signed contract
– Corporate has contracts that have been approved by Counsel
– They are regularly used with corporate clients
Legal staff is available at APICS to the DBDM
– Client may want to make changes to our standard agreements
– They may also want to use their own agreement which will need a full
legal review
Instructor options are not offered until the agreement is executed
Contracts are signed at the corporate level
Included in Full Service Option
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Fulfillment
Fulfillment covers a number of activities for Onsite Classes
– Gather instructor candidates
– Present instructors to the client
– Execute Instructor Agreement
– Coordinate/Finalize dates
– Order/Ship courseware
– Order other material
– Process membership orders
– Process certification orders (Exam Credits)
– Process instructor invoices and expense reports
All of these services are provided by the DBDM (in the full service option)
Included in Full Service Option
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Invoicing &
Collections
Invoicing will be completed by the DBDM
Instructors are paid upon the completion of the course
Collections will be managed by the DBDM
Included in Full Service Option
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Revenue
Flow
Funds will be distributed to the Chapter after the client remits payment
It’s common that client payment to take 30 to 60 days
Funds are distributed according to the following schedule
Included in Full Service Option
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After Sale
Support
Two-way
Relationship
Management
The DBDM & Chapter will coordinate efforts to follow up with the client
– The relationship doesn’t end after the engagement is complete
– Neither does the selling
Opportunities exist to
– Schedule the next class (Module 2,3,4,5)
– Promote/Sell other products (certification, conferences, etc.)
Invite client to attend Chapter activities or become involved as a
volunteer
Develop revenue opportunities outside the local area
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Contact
Dominic J. Longo, CSCP
Director, Corporate Services
APICS
Direct 1.773.867.1743
[email protected]
John P. Bowler, CSCP
District Business Development Manager
APICS
[email protected]
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