district business development program dominic j. longo, cscp director, corporate services john p....

District Business Development

Program

Dominic J. Longo, CSCPDirector, Corporate Services

John P. Bowler, CSCPDistrict Business Development Manager

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Upcoming Northeast District Events

September 12-13, 2014 District meeting Burlington, VT

For more information visit theAPICS Northeast District website


Leadership SummitDate: Saturday, October 18Cost: Free of Charge

Use the following registration codes to receive the chapter volunteer and instructor discount

Code NOLAJ1 Leadership Summit plus full conference - $949 rate

NOLAJ Leadership Summit only, free of charge

Our Presenters

Dominic J. Longo, CSCPDirector, Corporate Services

John P. Bowler, CSCPDistrict 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


The Corporate Customer

Conduit to the individual professional

Source of APICS members

Sponsor of APICS education and certification

Driven through bottom line impact

Employer


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


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


We can Accomplish More by Working Together

Local Knowledge

Local Relationship

Lead Generation

Local Community

Instruction

Infrastructure

Know How

B2B

Global Coordination

DBDM

APICS District & APICS Chapters

APICS Channel Services


Working Together – Full Service Program (Option A)

Districts

Chapters

DBDM

Three-way Lead

Generation

Three-way Lead

Generation

Initial Contact

w/Prospect

Initial Contact

w/ProspectQuote &

Negotiate

Quote & Negotiate

Contract & Fulfillment


Invoicing & Collections


Revenue Flow

Revenue Flow

After Sale Support

After Sale Support

Two-way Relationshi

p Managemen

t

Two-way Relationshi

p Managemen

t

On-going Dialogue

On-going Dialogue


Working Together – Partial Service Program (Option B)

Districts

Chapters

DBDM

Three-way Lead

Generation

Three-way Lead

Generation

Initial Contact

w/Prospect

Initial Contact

w/ProspectQuote &

Negotiate

Quote & Negotiate





Revenue Flow

Revenue Flow

After Sale Support

After Sale Support

Two-way Relationshi

p Managemen

t

Two-way Relationshi

p Managemen

t

On-going Dialogue

On-going Dialogue


Option A:

Option B: Option C:

Full Service Program

Partial Service Program

Opt–Out

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 Funded by Corporate

Funded by Chapter

Opt-out at any time

Program Summary


Types of Opportunities

Cross-Chapter Engagements

– National or Global Opportunity

– Training needs at multiple company locations

– Sales opportunity managed centrally by APICS Corporate

Single Chapter Engagements

– Local Opportunity

– Training needs only at one company site

– Sales opportunity managed locally by DBDM and Chapter

“Current Model”

“Alternate Model”


BSCM - Onsite Training Cross-Chapter

Number of Students 10

Price $10,500

Participant Guides Corporate

Introduction to Materials Management Corporate

Dictionary Benefit

Instructor Fees $1,000 $4,000Classroom Material (pens, paper, tent cards, magazine)

Corporate

Shipping Corporate

Revenue Share for Chapter $800

10 Person Enterprise Membership (billed Separately)

$200 $2,000

10 Exam Credits (billed separately) $165 $1,650

Revenue Example

Revenue Example

Single Chapter

10

$10,500

$900

$980

$0

$4,000

$100

$50

$4,470

$2,000

$1,650

Current Alternate


Option A:

Option B: Option C:

Full Service Program

Partial Service Program

Opt–Out

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 Funded by Corporate

Funded by Chapter

Opt-out at any time Revenue : Whether current or alternate Same Same

Program Summary

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”

– 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.


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 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 locationThe chapter submits a pool of resumes, which are forwarded on to

the clientWe will only offer instructors who are listed as a part of the APICS

IDPUltimately, the client selects an instructor based on their credentials

& availability

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

AppendixAPICS Pricing


On Site and On Line Course Pricing

On Site Students Per ClassCourse 4-10 11-15 16-20 21-25CPIM Module 1 (4 day delivery) $10,500 $11,800 $13,900 $16,000CPIM Module 2 (4 day delivery) $9,300 $10,000 $11,500 $13,000CPIM Module 3 (4 day delivery) $9,300 $10,000 $11,500 $13,000CPIM Module 4 (4 day delivery) $9,300 $10,000 $11,500 $13,000CPIM Module 5 (4 day delivery) $9,300 $10,000 $11,500 $13,000CSCP (6 day delivery) $12,000 $12,000 $12,000 n/a

On Line Students Per ClassCourse 4-10 11-15 16-20 21-25CPIM Module 1 (10 week delivery) $1,130 $1,080 $1,040 $1,000CPIM Module 2 (9 week delivery) $1,009 $959 $919 $879CPIM Module 3 (9 week delivery) $1,009 $959 $919 $879CPIM Module 4 (9 week delivery) $1,009 $959 $919 $879CPIM Module 5 (9 week delivery) $1,009 $959 $919 $879

On Line Students Per ClassCourse 8-15CSCP (12 week delivery) $2,100


Membership and Courseware Pricing

APICS Membership

Type Number of MembersPrice 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 1 25+ 50+ ChapterBasics Participant guides $115 $103.50 $97.75 $105APICS Dictionary $30 $27.50 $25.50 $30Intro to Materials Management $98 $88.20 $83.30 $98

Courseware - CSCP 1 2-25 26-50 50-100 101-250Learning System $945 $895 $845 $795 $745


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

On-going Dialogue

On-going Dialogue


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

Three-way Lead

Generation

Three-way Lead

Generation


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

Initial Contact

w/Prospect

Initial Contact

w/Prospect


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

Quote & Negotiate

Quote & Negotiate


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

ContractingContracting

Included in Full Service Option


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)

FulfillmentFulfillment



Invoicing will be completed by the DBDM

Instructors are paid upon the completion of the course

Collections will be managed by the DBDM





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

Revenue Flow

Revenue Flow



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

After Sale Support

After Sale Support

Two-way Relationship Managemen

t

Two-way Relationship Managemen

t


Contact

Dominic J. Longo, CSCPDirector, Corporate ServicesAPICSDirect [email protected]

John P. Bowler, CSCPDistrict Business Development [email protected]

district business development program dominic j. longo, cscp director, corporate services john p....

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