ADDING VALUE - ADDING VALUE - BRINGING VALUE BRINGING VALUE

A Presentation fromA Presentation from

Finn & Conway/Glatte Finn & Conway/Glatte

to (principal’s name)to (principal’s name)

The pressure is onThe pressure is on

Everyone wants to add valueEveryone wants to add value Everyone wants to reduce costEveryone wants to reduce cost Everyone wants to become more Everyone wants to become more

effective and efficienteffective and efficient

Our customer’s solution is not the Our customer’s solution is not the way!way!

Responding to the Responding to the current challengecurrent challenge

You have to take their request to You have to take their request to deal direct seriouslydeal direct seriously

You have to act in the best interest You have to act in the best interest of of your companyyour company

Giving in to the request is not in Giving in to the request is not in the best interest of your company, the best interest of your company, nor of theirs!nor of theirs!

What we all have to doWhat we all have to do

Provide a better productProvide a better product Bring more value for less costBring more value for less cost Solve problems, present solutions Solve problems, present solutions

Communicate how what we offer Communicate how what we offer solves the customer’s problemsolves the customer’s problem

Put the most competent, best Put the most competent, best motivated salespeople on their motivated salespeople on their accountaccount

Serving the customer at Serving the customer at their locationstheir locations

A cost of doing business, not an A cost of doing business, not an optionoption

How to pay for it is an option -- How to pay for it is an option -- payroll or outsourcepayroll or outsource

Why you made your decision Why you made your decision to outsourceto outsource

Better market penetrationBetter market penetration Solutions selling through product Solutions selling through product

synergiessynergies Predetermined sales cost that goes Predetermined sales cost that goes

up and down with salesup and down with sales More “feet on the street”More “feet on the street” No cost until there is a saleNo cost until there is a sale

Should outsiders second-Should outsiders second-guess your decision?guess your decision?

You chose reps as your solution to You chose reps as your solution to cost-effectivenesscost-effectiveness

We are not an added cost, but an We are not an added cost, but an alternate method of field sales alternate method of field sales compensationcompensation

You chose reps to field more and You chose reps to field more and better salespeople, and serve your better salespeople, and serve your customers better, at less expensecustomers better, at less expense

Dollars and sense reasons for Dollars and sense reasons for outsourcing field salesoutsourcing field sales

You pay only for results, not for You pay only for results, not for efforteffort

Your costs are predictable, and go Your costs are predictable, and go up and down with salesup and down with sales

You have no sales expenses during You have no sales expenses during the long nurturing processthe long nurturing process

You save on overhead - offices, You save on overhead - offices, automobiles, computers, benefitsautomobiles, computers, benefits

More dollars and senseMore dollars and sense

You eliminate the “soft costs” of You eliminate the “soft costs” of administration and managing peopleadministration and managing people

You avoid legal exposures and You avoid legal exposures and expenses of compliance with local expenses of compliance with local laws and regulationslaws and regulations

You have to train only on productYou have to train only on product You get more feet on the streetYou get more feet on the street You get more skills and experienceYou get more skills and experience

Your advantages continueYour advantages continue

You get a more stable sales force, who You get a more stable sales force, who are not looking for promotion to are not looking for promotion to another territory or the home officeanother territory or the home office

You get better market intelligence You get better market intelligence through our multiple exposuresthrough our multiple exposures

You get better penetration with people You get better penetration with people and departments that a single-product and departments that a single-product sales force might not be calling onsales force might not be calling on

And that’s not all!And that’s not all!

You offer the customer a systems You offer the customer a systems solution, based on our knowledge solution, based on our knowledge of the other products they needof the other products they need

You get more product exposures, You get more product exposures, through more people presenting through more people presenting your lineyour line

What the customer loses if What the customer loses if you go directyou go direct

The customer forfeitsThe customer forfeits

The efficiency and time savings of a The efficiency and time savings of a multiple-line callmultiple-line call

The established stable relationship The established stable relationship with someone who already knows with someone who already knows both corporate cultures - yours and both corporate cultures - yours and theirstheirs

The rep’s ability to bridge inter-The rep’s ability to bridge inter-departmental communications gapsdepartmental communications gaps

More customer benefitsMore customer benefits

Our long-term commitment to the Our long-term commitment to the territory and to territory and to themthem, based on all , based on all the products we offerthe products we offer

Our ability to be more objective in Our ability to be more objective in advocating for them to youadvocating for them to you

Our consultative approach and Our consultative approach and systems solutionssystems solutions

Why the customer’s Why the customer’s reasoning is fallaciousreasoning is fallacious

They misunderstand the They misunderstand the rep’s functionrep’s function

We are NOT a channel intermediary adding We are NOT a channel intermediary adding cost without value, we are YOUR sales cost without value, we are YOUR sales force, simply paid on a different basisforce, simply paid on a different basis

We do not take possession, nor mark up We do not take possession, nor mark up priceprice

We are not a barrier to communication, we We are not a barrier to communication, we are a facilitator of communication, reaching are a facilitator of communication, reaching higher and wider in both companieshigher and wider in both companies

Have EDI and the Internet Have EDI and the Internet obsoleted us?obsoleted us?

On the contrary, they add to our value, On the contrary, they add to our value, handling routine so we are more handling routine so we are more productiveproductive

EDI facilitates tracking, re-orders for EDI facilitates tracking, re-orders for current products, but NOT technology current products, but NOT technology introductionintroduction

It can’t train customer personnel, help It can’t train customer personnel, help negotiate contracts, analyze alternate negotiate contracts, analyze alternate solutions, nor deal with exceptionssolutions, nor deal with exceptions

High tech can’t replace high High tech can’t replace high touch!touch!

Will eliminating the rep Will eliminating the rep eliminate the rep’s eliminate the rep’s

commission?commission? You’ll have added cost, not less You’ll have added cost, not less

cost, because of higher overhead cost, because of higher overhead factors and the need to take on factors and the need to take on “soft costs” we now assume“soft costs” we now assume

You chose the rep route for You chose the rep route for economic reasons - and you know economic reasons - and you know the economics of your company the economics of your company better than the customer doesbetter than the customer does

Will using direct employees Will using direct employees give you more control?give you more control?

The important thing is results, not The important thing is results, not controlcontrol

Today’s focus on core Today’s focus on core competencies leads to outsourcingcompetencies leads to outsourcing

TheyThey outsource many functions for outsource many functions for best results -- why shouldn’t you?best results -- why shouldn’t you?

Won’t your direct Won’t your direct salesperson have more salesperson have more

product knowledge?product knowledge? Products don’t exist in a vacuum -- the Products don’t exist in a vacuum -- the

multiple line rep focuses on the product multiple line rep focuses on the product being designed, and on its whole bill of being designed, and on its whole bill of materialsmaterials

Reps relate the specific need to the Reps relate the specific need to the total situation, and bring a solutions total situation, and bring a solutions approach involving related productsapproach involving related products

Reps access answers from many Reps access answers from many sourcessources

This is not about USThis is not about US

This is about the value YOU This is about the value YOU provide, with our involvement, provide, with our involvement, to our mutual customerto our mutual customer

They have the right to run They have the right to run their businesstheir business

But not yours!But not yours!

You made a good decision to You made a good decision to control costs and bring value control costs and bring value

to the customer by to the customer by outsourcingoutsourcing

Stick to your guns!Stick to your guns!