avenue ipad presentation

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363 W. Erie, Suite 400E Chicago IL 60654 (312) 787-8300 (312) 787-8333

www.avenue-inc.com Bob Domenz, CEO bdomenz@avenue-inc.com

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Avenue helps companies find and accelerate their Next-Level Growth by innovating bold new directions for:

– Their brand strategies

– The way they go to market

– How they engage employees, sales teams, channel partners and customers

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We focus on companies that seek ambitious new growth targets.

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Following a billion-dollar acquisition that lifted it into the Fortune 500, Corn Products International engaged Avenue to explore possibilities for their expanded capabilities. The relaunch of the company, as Ingredion, included a new brand positioning, values, brand architecture and identity that better reflects their diverse ingredient offerings and the global markets they serve.

Save the date!

Upcoming BMA Luncheon Thursday, May 2nd 2013

Speaker: Helen McIntosh, Director, Global Marketing Communications, Ingredion (formerly Corn Products International)

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To iPad…or not to iPad?

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•  Personally own an iPad or tablet?

•  Have deployed iPad as sales tool in last 12–18 months?

•  Are in the process of developing?

•  Are in the process of deciding?

Highly scientific study…

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•  In 2013, more than 6,000,000 predicted to ship into commercial markets.

•  Over 65% of Fortune 100s and 80% of Fortune 500s.

•  Of business users, 41% are using it for sales and 38% for customer presentations.

The train is leaving the station…

SOURCES: 1: IDC analyst, Tom Mainelli, 2012 . 2: ChangeWave Research, 2012. 3: Wall Street Journal.

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Hello. May I use my amazing new interactive sales tool to help me sell you something?

Absolutely. That is so cool. I’ll take two of whatever you’re selling.

Of course, we all wish it were this easy.

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A few key considerations…

•  An iPad should not be a one-off tactic

•  Integrate with the overall sales and marketing strategy

•  View as part of a long-term program

•  Continually evaluate the benefit to the customer (and the sales force) – every app/function must deliver value

•  The content and function must mirror your sales philosophy, processes and approach

•  Ensure you’re ready to support it over the long-haul

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SCA is a $12B Swedish company that develops, produces and markets forest products – pulp, publication papers, solid wood, biofuel – and personal care and tissue brands.

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The revolution has begun. This fall SCA’s complete line of products will become Tork. Take your first steps to joining the revolution at torkrevolution.com

In 2001, they entered the North American Tissue market via the acquisition of several paper companies and went to market as a manufacturing-driven company made up of a disparate collection of product brand names, quality levels and price points.

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A few years later, when it came time for them to introduce their global masterbrand of paper products and dispensing systems – called Tork – into NA, they looked to Avenue to help them develop a launch strategy to transform the way they went to market.

Good Better Best

A range of everyday towel, tissue, wipers and napkins at an affordable price.

A range of enhanced performance products. From versatile towel and tissue to durable wipers and attractive napkins.

A range of our finest quality products. From the most luxurious towel and tissue to specialize wipers and stylish napkins.

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The story…

Following the successful launch of Tork, we’ve continued to help them improve the effectiveness of their marketing and sales efforts over the past seven years, through 100s of initiatives.

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A specific area of focus has been helping them evolve from a primarily product features and price-based sales approach, to a more diagnostic and consultative approach.

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Mindset, + Thought capital, + Processes, + Training, + Tools

= Success

Helping a sales force of more than 200 reps (and 1000s of DSRs) evolve against this goal requires introducing new ways of thinking, new skills and new processes.

And, of course…new tools.

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Why iPad?

1.  Keep the attention of a customer who is multi-tasking

2.  Diagnose their needs in real-time

3.  Compare against the competition

4.  Allow customers to “see” the product in their environment, and even customize it

5.  Immediate information access

6.  Share customer testimonials

7.  Close “on the spot”

8.  Get the distributor rep calling us

9.  Look cool while doing it ;)

New tools…like an iPad…can help:

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Play video

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2Gs worth of sales power… 34 calculators 30 industry segments 100s of Tork products 1000s of competitor products 16 videos 100s of customizable options 25lbs of collateral Multiple languages Amazon-hosted assets HTML 5 & Native Apps A few years of thought capital

crammed into this little device…

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The Tork sales environment…

•  Product category seen as a commodity

•  Sale reps often fall into their old habits

•  Many on-site environments are not laptop-friendly

•  Many customers are “multi-tasking” during the sales meeting

•  A vast product portfolio requires a vast amount of collateral

•  A wide ranges of options

•  Can be difficult to get the DSRs attention and invited to the sales call

The right tool for the job:

The iPad…

•  Presents the image of an innovative company

•  Guides to desired sales processes

•  Helps support the position of a consultative partner – armed with the knowledge/tools to help solve their business problems

•  Allows the rep and the customer to explore solutions together

•  Easy to use standing, in tight spaces, or when “on the go”

•  Green benefits: less paper needed for catalogs and reprints

•  Creates demand with DSRs

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•  Tested in Fall, 2011 pilot program with one sales region -  5 devices, surveys/interviews

•  Governed by a Program Charter document

•  Setup an MDM solution for device management

•  Launched 3 apps in February, 2012 to North American Tissue sales force with a fleet of 200 devices -  Pillow drop at NASM

•  New apps and enhancements release on a quarterly cycle

The overview…

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A necessary part of an iPad program launch:

1) Outlines the program objectives and requirements:

Ensures that all development takes into account what makes a good app – versus what is better left as a print or online tool.

2) Specifies how the program will be managed:

Details roles and responsibilities – a project management team for IT and daily details, and a cross-functional Steering Committee to evaluate and prioritize all new developments and release cycles.

3) Details processes and release cycles

Defines who are reviewers and approvers, how updates will be made, and how often new or improved apps will be released to the sales force.

The Program Charter

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MDM solutions allow organizations to manage both the hardware and software of a device remotely:

Benefits include:

1) Device Management & Tracking

The entire fleet of devices is managed through one screen. IT administrators can track devices and manage software based on business rules.

2) Over the Air (“OTA”) Builds

Custom app updates can be pushed remotely to the fleet in lieu of requiring a manual update. This mirrors the commercial app store process.

3) IT Policy Management

The organization can restrict and enforce what apps are used on the devices. Almost all behavior can be monitored and controlled.

Mobile Device Management (MDM)

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Sample Apps

Snapshot

Snapshot makes it easy for customers to imagine possibilities. SUMMARY: The Snapshot tool allows users to take pictures of a customer environment or choose from a library of existing segment-related photos.

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Sample Apps

Tork Insider: Xpressnap Content View

Tork Insider makes valuable resources available at the touch of a fingertip. SUMMARY: The Tork Insider app launched in October, 2012 with Xpressnap product line content. The application will be enhanced to include assets for the other product lines in 2013.

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Sample Apps

Xpressnap Customizer

Xpressnap Customizer helps our customers envision a unique, branded product. SUMMARY: The Xpressnap Customizer is a 3D rendering of the Signature tabletop dispenser. Choose, customize and save a dispenser with predetermined colors, AD-a-Glance and napkin types.

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Sample Apps

Cost-in-Use Tools

Cost-in-Use quickly shows the value and sustainability of our products. SUMMARY: Lets you choose from a variety of calculator types and displays results for customer review to demonstrate what savings and environmental impact can be achieved by switching to Tork.

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Sample Apps

Dispenser Decision Tree

The Decision Tree helps customers find the right product for the right application. SUMMARY: Users can filter through products based on their business needs, then select an individual product and save or email a snapshot of the detail page.

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Sample Apps

Contracts (The Tork Advantage)

Tork Advantage makes it easy for customers to sign up for programs and dispensers. SUMMARY: a digital version of the contract required to place an order for TorkSelect products. Populate the form, collect customer digital signature and generate a PDF for internal routing/approval.

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Feedback to date has been very positive.

1.  Customers report that the visualization tools provide great value – enabling them to speed up their internal decision processes by sending images to other decision makers.

2.  The Tork Advantage form has also received positive feedback – time is saved by allowing a signature on the spot, reducing back and forth visits.

3.  Distributors are calling them to get the app – or have them accompany them on sales calls.

4.  Sales has relayed many stories about the influence of the “cool factor” on their customer’s buying decision.

Results

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What’s next?

1) App enhancements and additions

-  Sustainability and Defend Apps -  CRM integration -  Additional content and languages

2) Pushing technology

-  Augmented reality pilot -  HTML 5

2) Program expansion

-  Research and pilots on other uses