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Sales and Marketing Alignment that

actually produced results!

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Select customers with FACTS!

The Top 1,300 Accounts Represent Approximately 90% of the Total Margin

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Market Segmentation - Behavior

Process Fab Press Centrifuge

Molding

Commercial HVAC Eng. Gen Pump

CommercialCompressor Woodworking

Appliance

N/A

It’s What They Do! Not What They Buy!It’s What They Do! Not What They Buy!

EndUser

Specified

OEMSpecified

RepetitiveManufacturing Design/Build

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A Good Customer is:

• What Are the Criteria for Account Selection?• Does $$$ Opportunity = “Goodness”?• Does past performance = “Goodness”?• Do long valued relationships = “Goodness”?

• What Are the Criteria for Account Selection?• Does $$$ Opportunity = “Goodness”?• Does past performance = “Goodness”?• Do long valued relationships = “Goodness”?

Q: What is the Mortal enemy of your team? A: Anecdotal evidence

• A Good Customer Is Any Customer Who

Meets Your Criteria for Good Customer Selection

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When Is a $40,000 CustomerWorth More Than an $80,000

Customer?

When Is a $40,000 CustomerWorth More Than an $80,000

Customer?

When the $40K Customer Is at 50% Margin

and the $80K Is at 20%

When the $40K Customer Is at 50% Margin

and the $80K Is at 20%

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8T. Insprucker 847-963-8863

ChannelAccounts

• Develop or Maintain

• Covered by Square D

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The Model

Programs

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Implications of Major Account Strategy

Electronic Machinery

Panel Building

Back-Up Power

HVAC/Pump/Compressor EDEM

Mat Handling

SemiconductorControl Panels

Computer Pwr. HVAC EDEM Packaging

MetalworkingSquare D

PanelsEngine

Generator Refrigeration EEM ConveyancePrinting Telecomm Pump Retrofitters Elevator

Compressor Escalator

Major Acct Marketing Manager

Major Accounts

Square D OEM Sales - Primary

Square D Distributors - Supporting

Responsibilities:

• Major Acct. Plan Development/Msrmnt.

• Drive Major Acct. Needs/Priorities

• Drive Productivity/Specialized Services

• Manage multi-site coordination

• Policy Deployment

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Electronic Machinery

Panel Building

Back-Up Power

HVAC/Pump/Compressor EDEM

Mat Handling

SemiconductorControl Panels

Computer Pwr. HVAC EDEM Packaging

MetalworkingSquare D

PanelsEngine

Generator Refrigeration EEM ConveyancePrinting Telecomm Pump Retrofitters Elevator

Compressor Escalator

Square D Channel Sales - Supporting

Channel Accounts

Distributor Sales - Primary

Field/Channel Marketing Support

Responsibilities:

• Distributor Business Development

• Policy Deployment

• Sales Plan/Program Support

• Price/Profitability Management

Go to market Implications of Channel Strategy

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How to keep alignment

• Yearly one week boot camp for ALL sales and marketing, focused on the new years plan of action. Plus time for team building/bonding.

• Quarterly meetings of Major account and portfolio account teams

• Constant executive dialogue