clean air solutions national accounts update mark davidson

Clean air solutions

National Accounts Update

Mark Davidson

Clean air solutions

Winning the business feels like were pulling teeth

• 2-3 years to win 30% • 4-5 years to win 60%• After 5 years 85% plus• The good news is that we keep the business;

competitors rebid every 3 years• How do we convert the business more quickly?

Petersen

Davidson

Rumpler

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What we have here is a failure to communicate.

Home Field Advantage

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What are we going to cover?

• Explain the NA sales philosophy• Tell you what we are doing• Talk about future plans• Review third party players• Show you some new ways we plan on

communicating

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When Comparing Us to the Competition

It’s Like Comparing Apples and Oranges

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….the path less traveled….

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Opening eyes to the reality right in front of them

Cordless DrillBlack & Decker QualityVariable SpeedHigh Torque Powerful 18 Volts!

Cordless DrillDeWalt QualityVariable SpeedHigh Torque Powerful 18 Volts!

$29.99 $165.99

Does anyone believe for one second, these two drills are exactly the same, but one is simply priced lower?

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What Makes Us Different? - NOCheryl,Camfil appreciates the invitation. We at Camfil are confident that we could save Sears Holdings a great deal on their filter program. Often times Camfil products save so much cost on Energy & Labor that if our competitors were to provide free product – Camfil would still be less expensive. In fact, in some cases, we even “Guarantee” the savings. If you are interested in profoundly changing how Sears Holdings should view their filter program, we would love to talk. Unfortunately, the current auction format does not allow us to demonstrate the size and scope of the savings available. As a result, Camfil would like to respectfully decline Sears Holding’s offer to participate...

Tom Rumpler Director National Accounts Camfil(513) 519-1656

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National Accounts Continuing Mission

The Air War – The agreement drives the mission

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House-to-House, Door-to-Door

TCO

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1. Meet with influential engineers in each platform of the business

2. Establish best TCO solution and gain commitment

3. Trial product & validate outcomes

4. Write case study

5. Establish influential engineer as case study author

6. Disseminate information through engineer throughout platform

7. Share case study with local service partners

8. Partner with local service partners to convert all other customer locations within the platform by using case study as best practice.

The Case Study Approach

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Winning the Hearts & Minds

I get it! Would you like to meet my friends? They will pay $9.00 per pleat too!


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Business renewal and price increases by tracking and documenting results

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Integrated Supplier City State YTD '10 YTD '11 Product Energy Labor Total Product Energy Labor Total

Fluor Industrial Armonk NY $ 380.66 $ 17,043.61 $ 1,730.25 $ 6,262.61 $ 7,992.86 $ 1,363.49 $ 313.13 $ 1,676.62

Fluor Industrial Essex Jctn (Burlington) VT $ 125,084.86 $ 70,358.21 $ 34,417.96 $ 75,904.47 $ 110,322.43 $ 5,628.66 $ 3,795.22 $ 9,423.88

Fluor Industrial Hopewell Jctn (East Fishkill) NY $ 9,732.82 $ 160,708.07 $ 8,059.11 $ 102,079.36 $ 110,138.47 $ 12,856.65 $ 5,103.97 $ 17,960.61

Fluor Industrial Mechanicsburg PA $ - $ 1,649.37 $ - $ - $ - $ -

Fluor Industrial Palisades NY $ 14,943.78 $ - $ 21,000.00 $ 21,000.00 $ 5,000.00 $ 1,050.00 $ 6,050.00

Fluor Industrial Poughkeepsie NY $ - $ - $ - $ - $ - $ -

Applied Industrial Somers NY $ 47,037.13 $ 77,332.06 $ - $ 32,664.39 $ 32,664.39 $ 6,186.56 $ 1,633.22 $ 7,819.78

Applied Industrial Southbury CT $ 19,778.37 $ 902.00 $ 1,564.24 $ 11,661.64 $ 13,225.87 $ 72.16 $ 583.08 $ 655.24

Applied Industrial Sterling Forest NY $ 2,259.40 $ - $ - $ - $ - $ -

Applied Industrial Westford MA $ 3,358.45 $ - $ - $ - $ - $ -

Applied Industrial White Plains NY $ - $ - $ - $ - $ - $ - $ 1,162.69 $18,454.90 $ -

Fluor Industrial Yorktown Hghts NY $ 4,894.32 $ 35,669.48 $ 1,500.00 $ 6,000.00 $ 7,500.00 $ 2,853.56 $ 300.00 $ 3,153.56

Fluor Industrial Columbus OH $ 15,997.20 $ 19,016.12 $ - $ 6,000.00 $18,000.00 $ 24,000.00

?? Lenexa KS $ - $ - $ - $ - $ - $ -

Fluor F&PS Rochester MN $ 54,068.79 $ 24,683.59 $ 16,782.00 $ 16,782.00 $ 1,974.69 $ - $ 1,974.69

Hazelwood MO * $ 29,379.33 $ 10,917.72 $ 2,379.88 $ 10,309.71 $ 12,689.59 $ 873.42 $ 515.49 $ - $ 1,388.90

Alphaetta (closing) GA $ - $ - $ - $ - $ - $ -

Applied Industrial Atlanta, Hillside GA $ - $ - $ - $ - $ - $ -

Applied Industrial Atlanta, Northside GA $ 25,728.34 $ 16,682.26 $ 1,992.65 $ 17,541.04 $ 19,533.69 $ 1,334.58 $ 877.05 $ 2,211.63

Fluor Industrial Charlotte NC $ 1,975.20 $ - $ - $ - $ - $ -

Fluor Industrial Gaithersburg MD $ - $ 13,990.70 $ - $ 1,119.26 $ - $ 1,119.26

Fluor Enterprises Research Triangle SC ** $ 44,196.50 $ 38,981.06 $ 25,031.04 $ 140,140.53 $62,000.00 $ 227,171.57 $ 3,118.48 $ 7,007.03 $ 5,000.00 $ 15,125.51

Fluor Industrial Boulder CO $ 12,942.12 $ 9,894.54 $ - $ - $ - $ -

Austin TX $ - $ 213.75 $ - $ 5,222.91 $ - $ 5,222.91

JLL Coppell TX $ 291.60 $ 4,289.08 $ - $ 159.06 $ 5,264.69 $ 5,423.75

Grubb & Ellis Dallas TX $ 3,222.00 $ - $ - $ - $ - $ -

Fluor F&PS Tuscon AZ $ 876.08 $ 4,365.87 $ - $ 891.84 $ 5,727.56 $ 6,619.40

Fluor F&PS San Jose, Almaden CA $ 6,867.70 $ 4,377.12 $ - $ 350.17 $ - $ 350.17

Fluor F&PS San Jose, SVL CA $ 18,910.51 $ - $ 2,697.89 $ 28,498.07 $ 31,195.96 $ - $ 1,424.90 $ 1,424.90

Totals $ 441,925.16 $ 511,074.60 $ 96,155.01 $ 452,061.82 $62,000.00 $ 610,216.82 $ 56,168.17 $70,050.24 $ 5,000.00 $ 111,600.82

Site Information Spend Data Savings 10 Projected 11

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After you install these…

..would you ever go back to these?

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Is It Working ? • Sales Exceeded $7,000,000• Up $1,000,000, in spite of $680,000 set back from Best Buy• Nestle topped $1,600,000 - up $400,000• Major Growth

• ABM $300,000• Wrigley Mars $120,000• ConAgra $115,000• Tyson $50,000• AB $50,000

• Major new opportunities • ISS• Bushes Baked Beans• Parker

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LDS Church

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$2,000,000 !!!!!!

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Organic Growth 2013 • Nestle $ 80,000• Con Agra $ 50,000 • Tyson $150,000• Site Stuff $100,000• Anhueser Busch $ 60,000• ABM $150,000• ISS $ 50,000• Parker $ 30,000• Mars/Wrigley $ 50,000

– $750,000

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Food & Beverage - Mark

Industrial - Tom & Kyle

Commercial & Campus - Kyle

Grocery & Big Box Retail - Tom

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Integrated Suppliers • An Unavoidable Reality • An Opportunity or A

Barrier?

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“The rule is, not to besiege walled cities if it can possibly be avoided.”

Sun Tzu – The Art Of War

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A Rules-Based Approach• National Account pricing (30%

Distributor GM) • Annual price increase based on current

list price• All sales to any integrator MUST go

through Riverdale• Riverdale will not accept an order where

we cannot directly identify a ship-to location of a pre-defined specific account

• No access to CF products outside of pre-defined specific account

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The Awkward Dance

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RFQ received by Riverdale Customer Service from Grainger

Does RFQ list a verified

ConAgra address as

ship to?

Reply to RFQ according to standard

procedures with agreed to pricing

Reply: Decline RFQ using language below and suggest requestor contact the appropriate Camfil distributor based on end user address who is copied on email.

My office provides quotations and services to Grainger exclusively for ConAgra Foods.

Our local Camfil distributor near end user listed below may be able to assist with request, and I have copied them on this email.

Please contact Mr. Mike Burt directly at Air Filter Solutions Inc. in Denver, CO at [email protected].

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1. Quarterly report National News

2. National Account Online Link

3. Commitment from the group to communicate with the local sales partners.

New Ways We are Communicating

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We are in this together! Communication is a two way street !We need your Help!

clean air solutions national accounts update mark davidson

Documents

mission slide

camfil farr

air war

oranges slide

case study approach

door tco slide

free product camfil

times camfil products