ptda 2010 presentation
DESCRIPTION
My presentation to PTDA on social netwrking and WEB 2.0TRANSCRIPT
Introduction• IBM out of school 1976
– SE-Sales-Marketing-Management-Executive• ROLM 1987
– Executive ( Marketing, Distribution)• MCI 1990
– Executive ( Marketing, Technology)• Modern 1992
– Marketing– General Management– Executive/Owner– President & CEO
• Past President of MHEDA 2005• Currently serve on Modern’s board and:
– J.J.Haines– Delaware Valley Floral Group– Westminster– National Association of Wholesalers Institute for Distribution Excellence– Trinity Solebury– Philadelphia World Affairs Council
Prospecting for the Future: Web 2.0 for B to B Marketing
Dave GriffithPresident & CEOModern Group Ltd
The Challenge
The Market
PeopleAssetProductsBusiness ModelCapital
Results
The Challenge
The Market
PeopleAssetProductsBusiness ModelCapital
Results
Technology 2.0 ?
A-Ha Moment
Class Reunion
• Lindsay Class 2006– 125 Class Mates– All on facebook– Arrangements done in
under a week– Updates real-time– Available anyone with
internet access– Self correcting
information and contact information
• Dad Class 1972– 35 Class Mates– Few e-mails– Arrangements took 3
months– Required Admin– Paper– Updates required cut-
off date– No Pictures or
Common Space
Observations
• Speed• Accuracy• Ease of Use• Quality Results• Relatively Affordable• Brand Building
Impact on Business
She used facebook and I didn’t know what facebook was!
Our Experience1. Better access to customers and decision makers through networking 2. Improved awareness in our community and customer base. 3. Reaching different folks than traditional media. 4. A chance to position the firm as a different kind of value provider. 5. A new way to drive traffic to our web site and 1 800 number. 6. An entirely new way to tell our individual story to customers and prospects. 7. Cross selling opportunity between our sales forces. 8. Better employee communications supporting our open door / open book management process. 9. Speed in getting messages out with combo email blasts, twitter, and FB postings. Recent storms are one example as we reach out to customers with unique offerings. 10. Ability to attract younger and more technology savvy employees
Agenda• Modern Overview• Technology Strategy• Technology Overview• Operations Applications and Work Flow
– ERP MS-NAV– MS SharePoint 2.0– MS Suit– CRM– moderngroup.com 2.0– LinkedIn, facebook, 2.0– AtRoad and GPS– Networks, Voice, Data, Cell– Hardware and Handhelds
• Lessons Learned
2.0 Tools in our overalltechnology tool box.
Modern Overview
Modern Overview
• Industrial Distribution– MHEDA, National Association of Wholesalers , ARA,
AED, – Sales, Used, Parts, Service, Training– 16 locations– 420 Employees– 400 Products– 40% Sales, 22% Rentals, 38% Parts/Service– 100% Employee Owned– Open Door/Open Book
– www.moderngroup.com
Technology Strategy
• We expect to use leading edge technology to leverage our business by driving our productivity, our ability to deliver our services and products, and to drive our brand. We look to use technology as a competitive tool and a means to differentiate Modern in the market. We expect ROI for our investment and measure accordingly.
Technology Overview
Data
ERP, MS NAV
Hosted Network
MS Suite &Share Point
CRM
At-Road & GPS
LinkedIn & facebook
Moderngroup.comPortal
Voice, Data, Internet
Technology Overview
• Accounting MS NAV / MS Suite & SharePoint / CRM
• Marketing MS NAV / Web / CRM/ LinkedIn & FB/ MS Suite SharePoint
• Sales MS NAV / WEB/ CRM/ LinkedIn & FB/ MS Suite & SharePoint
• Operations At Road/ GPS/ MS NAV/ MS Suite & SharePoint/ CRM
• HR Systems MS NAV/ Web / LinkedIn
• Networking All voice, data, internet All applications are hosted and accessible through any browser or handheld device with correct security through the Modern Portal.
Operational Applications and Work Flows
Work Flow
• Use technology to change process.• Understand current, and where you want
to go with your processes. • Examples
– Electronic RO– Account Management
• LinkedIn, Web and SharePoint
– Quote to Order– Customer Portals
Brand
• Drive Awareness
• Drive new product and service– Fleet– Used Equipment
• Consistent Look and Feel across platforms
• Consistent experience at every location and employee
• Speed and Productivity
Modern Portal
MS-NAV
SharePoint
MS- Suite
ExcellOutlookWordPower Point
moderngroup.com
moderngroup.com
moderngroup.com
moderngroup.com
At Road & GPS
• High Speed Service Van Internet Access
• GPS Directions and Dispatch
• All Applications available
• Electronic RO
• CRM & e-mail
• OEM Information
• Training
At Road & GPS
Networks/Hardware
• All Applications are hosted– Third party site, backup, security– Software licenses– Performance on demand– Portal
• Hardware– PC / Windows Based– Smartphone
• i-phones• Treo• Lenovo/IBM PC’s• Tablets
Salesforce.com
CRM
• Access to all our systems– Data – Quote– Calendar– Account Plans– T-Times– Activity Management– Two way communications
Customer Satisfaction
• WINSBY Model
• All Location measured
• Touched 300 Customers from 12/09
• Overall score 59, > 40 indicates growth
• Doing monthly
• Part of compensation elements
LinkedIn and FB
• Remember reunion lesson
• Case Study and Details
• Remember our Strategy, drive traffic and transactions. > productivity.
• Social Networking as a business tool– 500M users– Search to Brand to Access to Network
Relationship Economics Case Study
Selling, Marketing and Branding are about:
• Access….• Productive Access• Organization and Process• Information
-Problem Solving
-Find the Pain and Fix It
• Responsiveness • Results, “The give and the get”
Relationship Economics Case Study
• Results– Productive Tracking of Contacts– Leverage of Contacts– Exposure and Branding– Business– Improved Problem Solving– Education and Awareness
Relationship Economics Case Study
• My Network consists of:
– Modern Employees, Vendors, Customers– YPO, MHEDA, NAW, ARA, AED– J.J. Haines and Delaware Valley Floral Group – Westminster and Kenyon– IBM, ROLM, MCI days– Trinity– My Community and Family– Other Trade Associations and Wharton from Speaking and
Teaching– New Ones every day
Relationship Economics Case Study
• Tools– Modern’s Network, PC and Treo– MS Outlook, CRM, Web Site, and SharePoint– Linkedin for business– facebook for personal – A consistent process with Outlook, CRM,
SharePoint, Linkedin and facebook– Aggressive use of the web and search function
Dave GriffithPresident and CEOModern Group [email protected]://www.linkedin.com/in/griffithd215 949 9251 (wk)215 943 8901 (fax)215 840 8103 (cell)Diane Bauer, Assistant215 949 9246 (wk)[email protected] Keeps You Rolling
Relationship Economics Case Study
E-mail Address
Link to Linkedin
Link to Modern Web Site
Linkedin Toolbar
Contact Updates from Linkedin to my Outlook
Groups
Presentations
Meta-tagged key words
WEB, LinkedIn and FB Data• Hi David,
• Here is this week's summary for the Facebook Page: Modern Group Ltd
• -1 Fans this week (216 total Fans)• 2 Wall Posts, Comments, and Likes this week (0 last week)• 76 visits to your page this week(68 visits last week)
• Update your Fans:• http://www.facebook.com/n/?pages%2FModern-Group-Ltd%2F239169001575&v=wall&mid=29c47d4G628aa705G1763639G66&n_m=gri
ffithd%40moderngroup.com• Visit your Insights Page:• http://www.facebook.com/n/?business%2Finsights%2F&pages&i=239169001575&mid=29c47d4G628aa705G1763639G66&n_m=griffithd
%40moderngroup.com• Get more Fans with Facebook Ads:• http://www.facebook.com/n/?ads%2Fcreate%2F&src=pg_edit&fbid=239169001575&mid=29c47d4G628aa705G1763639G66&n_m=griffit
hd%40moderngroup.com
• Thanks,• The Facebook Team
• =======================================• This message was intended for [email protected]. If you do not wish to receive this type of email from Facebook in the future,
please click on the link below to unsubscribe.• http://www.facebook.com/o.php?k=c37585&u=1653253893&mid=29c47d4G628aa705G1763639G66• Facebook, Inc. P.O. Box 10005, Palo Alto, CA 94303
Data
• Examples– Ken Shaw at Fred Hill– University of Delaware – Presentation Access– Multiple Accesses to Various Companies– Multiple Sales
• Generac• Hyster
– Speaking Opportunity– Information Exchange blogs, groups, e-mails
Relationship Economics Case Study
Relationship Economics Case Study
• Process– Maintain Contacts– Create Contacts with Grab Function – Work Linkedin and facebook regularly– Drive Traffic to your web site– Participate with Groups, Discussion Groups– Respond to requests – Update, Invite, Share Information – Make it part of your work flow with employees,
vendors and customers
Get Started:https://www.linkedin.com
http://www.facebook.com
Set up your profile, download your contacts and invite.
Play with the site and start driving business and
relationships.
It’s all about access and how productive you and your organization can be.
You have relationships, leverage them.
Relationship Economics Case Study
Lessons Learned
• Wear Muddy Boots• Listen to the youngsters• Look to other industries• Make sound investments
– Can you buy it at Staples– You are not in the development business– People
• Training and Time• Does it drive your strategy?• It’s only a tool if you use it!
The Challenge
The Market
PeopleAssetProductsBusiness ModelCapital
Results
Technology
Economics
• In Budget every year.• Productivity • Brand and Brand Buzz.• Ease of Use.• Training all the time.
– New Folks– Current Employees– Acquisitions
• Always looking around the corner
Questions
• Demo with our live system….– www.moderngroup.com– Modern Portal– LinkedIn– facebook– MS-NAV– Video….. major opportunity – Twitter….working on where this fits
PTDA
Thank You
Dave GriffithPresident and CEOModern Group [email protected]://www.linkedin.com/in/griffithd215 949 9251 (wk)215 943 8901 (fax)215 840 8103 (cell)Diane Bauer, Assistant215 949 9246 (wk)[email protected] Keeps You Rolling
Get started and I willBe happy to connect with you or PTDA discussion group and follow up.