delivering information at the speed of sight. nmc training this information is confidential and may...

Delivering Information at the Speed of Sight.

NMC TrainingNMC Training

This information is confidential and may include proprietary and/or trade secret information. It is intended for this presentation only. Any use or disclosure of this information is strictly prohibited.

Presented by…

CHRIS SMITH National Sales Manager

NOTIFY MOTIVATE COMMUNICATENOTIFY MOTIVATE COMMUNICATE


About NMCAbout NMCNMC is a leading manufacturer of safety identification products and services – selling through a national distribution network that is widely recognized in the safety identification industry.

NMC Delivers products that:

Notify Motivate & Communicate

We continually strive to provide a level of service that exceeds our customers, vendors and representatives expectations with proactive communication, quality products and on-time delivery.

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Key StaffKey Staff

Marketing• Lisa Burns

Director of Marketing

• Lindsay Millett Marketing Coord.

Sales• Chris Smith -National Sales Manager• Robin Peiczarka -Inside Sales Manager• Jen Breault – Sr. Inside Sales Rep• Fran Munroe – Sr. Inside Sales Rep• Sharon Silva – Inside Sales Rep• Cheri Cournoyer – Inside Sales Rep• Keith Parkhurst – Inside Sales Rep• Everett Soares – Inside Sales Rep

Printer Support• Jim Nestell

Sales Support• Kevin Alexander

Computer Care Specialist

President/Owner• Michael Black


Product LinesProduct Lines

• OSHA/ANSI SIGNS

• Tags & Labels

• Sign & Label Printers

• Facility Safety Products

• Safety Scoreboards

• Safety Banners

• Glow Signs & Markings

• Lockout Tagout Products

• Acrylic Dispensers

• Bilingual Signs

• Labor Law Posters

• Pipe markers

• Utility Tapes & Flags

• DOT & Safety Warning Placards

• Vehicle & Highway Signs


CompetitionCompetition•Accuform Has a wide array of safety identification products. They are priced

competitively and have an outside sales force of approximately 7 people – handling the US.

•Brady – Is one of the largest SI competitors, selling multiple product lines and is

known to in the industry to work with large distributors. They operate directly above Seton and Emedco.

‒ Emedco - the most recognized company name from the end user standpoint. Emedco goes direct to the end user and sells based on catalog circulation; thus allowing Brady a direct sale at the end user level.

‒ Seton - another company that works directly under Brady serving the end user.

Seton is probably best known for Label sales. •Safehouse – Is the low-cost provider in the industry


2012 NMC Catalog2012 NMC Catalog• Competitive pricing strategy

• Contains over 20,000 stock items

• Many items have been discontinued or made web only.

– Review the website for complete list of SKU’s

– Don’t forget Custom as option if product no longer available

• Yellow section is New 5S Category

• HC labels replaced with GHS labels– (page 224)


5S ProductsPages 201-210

• 5S = Sort, Set, Shine, Standardize, Sustain

• Products used keeping work areas clean, neat, organized and standardized

• Product lines include• Red Tag Signs, Tags and label• Banners• Posters• PPE chart• Custom Tool Storage Boards• Bulletin Boards• Additional Floor markings• Bins, label holders• Carts


GHS LabelsGlobally Harmonized System

The two major elements of GHS are:• Classification of chemical hazards• Communication of the hazards and

precautionary information

GHS promises to deliver several distinct benefits:

• Promoting regulatory efficiency• Facilitating trade• Easing compliance• Providing improved, consistent hazard

information• Providing better emergency response to

chemical incidents


• Help your customers make more money

– Signs = 70%– Tags – 60%

• Administrative Costs– No minimums or fees for

drop shipments– EDI capabilities– No Stocking

• Co-op - 2% • Loyalty Program

Pricing StrategyPricing Strategy

PURPLE 70%

MAGENTA 60%

YELLOW 55%

GREEN 45%

RED 35%

BLUE 30%


NMC Profit Comparison @ $10K Spend (Total Sales – Spend)


$23,301

$5,376

$8,157

NMC Company A Company B

10x14 Rigid Cost $5.18 $6.35 $9.04

10x14 Rigid MSRP $17.25 $11.53 $13.90

# Signs Purchased/Sold 1931 1575 1106

Spend $10,000.00 $10,000.00 $10,000.00

NMC Company A Company BTotal Sales $33,301.16 $18,157.48 $15,376.11

Net Profit $23,301.16 $8,157.48 $5,376.11

% Margin 70% 45% 35%




$20,394

$13,440

$58,253

NMC Company A Company B

10x14 Rigid Cost $5.18 $6.35 $9.04

10x14 Rigid MSRP $17.25 $11.53 $13.90

# Signs Purchased/Sold 4826 3937 2765

Spend $25,000.00 $25,000.00 $25,000.00

NMC Company A Company BTotal Sales $83,252.90 $45,393.70 $38,440.27

Net Profit $58,252.90 $20,393.70 $13,440.27

% Margin 70% 45% 35%


MSRP ComparisonMSRP Comparison

Company A Company B NMC Company C Company D

10x14 Rigid MSRP $11.53 $13.90 $17.25 $30.50 $30.39

• Understanding what the market can bear.

• We offer an MSRP that makes the most sense for the end user… we are not the low cost supplier, nor the high cost, but we are at a FAIR MARKET PRICE with low distributor costs … which is where the best value is.

• Company A & B may have lower MSRP’s but end users are buying safety identification products from Company C & D at $85 mil & $150 mil per year!

• Your distributors can sell at a better price, have lower costs, and gain more market share which equals higher profits.


Selling Safety IDSelling Safety ID

• The Safety Identification business is $3.5 Billion!• When meeting with distribution

– Discuss Safety ID first– Distributors are very relationship driven

• Integrate Safety ID into current product offering(New and Existing Distribution)‒ Do they have their own catalog?‒ Are they interested in a Private Label Catalog?‒ How much focus do they put on their website for Safety ID?‒ How can we become incorporated into their catalogs/website?


Web OrdersWeb Orders

• End Users place orders on our Web Site– We do not sell direct, this order

will get credited to a distributor– If in your territory, you will be

contacted by Inside Sales– You will determine to who to

credit the order to– Give it to a customer that

supports NMC or we are trying to move our way

– Decisions need to be made quickly so the order does not get delayed in our system


New OpportunitiesNew Opportunities• Determine who they are currently buying from?• Why are they using that source?• What is the dollar value of the opportunity?• Does the customer have interest in focusing on Safety ID?• Do they have Safety ID on their website, how much do they

focus on it?• What is their ease of doing business with the competition?• Do they use a computer system to place orders and

quotes?• Provide NMC all of the above information to ensure the

best service to the customer


Ordering ProcessOrdering Process• Order placed with NMC

– We will help cross competition part numbers where applicable– Custom items always an option

• NMC can provide quotes on stock or custom items‒ 99% of quotes are communicated through NMC Customer

Service

• Orders are small and consistent• Customers want speed and accuracy


SC OREB OA RD S»page160

LA B EL P RI N T ERS»page127

GL O EXIT SIG N S»page174NewProducts

Inside!

5S

5SProductsInside!

New

SCO REB OA RDS»page160

LA B EL P R IN TERS»page127

GL O EX IT SIGN S»page174

5SProductsInside!

New

SCOREBOARDS»page160 LABEL PRINTERS»page 127 GLO EXIT SIGNS»page 174

DSB- 8

PLC Program - OnlinePLC Program - Online• New Technology allows

for:– Online library image & logo storage – Higher quality image/logo’s on the

covers– Minimum order quantity

• 1 case (30 catalogs)

– New competitive pricing strategy– Log into NMC Web account, click on

PLC Program link


NMC Rewards ProgramNMC Rewards Program

• Sign up for rewards program is a two step process

• Customers must be signed up as a Web Shopper prior to signing up for online rewards

• Earn 1.25 points for every $1

• Track points using NMC Online Distributor Account

• Program for Inside Sales teams only‒ Make sure their name is attached to the

order to receive points• Points can be used to buy items, including

debit cards


NMC Facility AuditNMC Facility Audit• Your guide to safety identification

regulations

‒ Includes recommended products to meet the requirement

• Includes 30 pages of regulations

• customize audits with a distributors logo

• 1 Page flyer available to help promote NMC’s facility audits

• Communicate with National Sales Manager on audit opportunities

• Each Rep is required to perform a minimum of 8 audits per year


Sign and Label PrintersSign and Label Printers• 2 Machines

‒ UDO400

‒ CPM100

• UDO400

‒ One Color Labeling

‒ Self-Sharpening Cutter Blade

• CPM100‒ Multi-color labels‒ Die-cut capabilities


Sign and Label PrintersSign and Label Printers

• Call on these types of End Users‒ Maintenance Dept

‒ Safety

‒ Operations

• When you do a demo ‒ Keep it simple

‒ Print a few labels and talk about the printers

‒ Templates are available at www.nationalmarker.com


NMC Reps WebsiteNMC Reps Website

• To Log In – Go to www.nmcreps.com

• Sales Tools‒ Downloadable facility audits and

trainings‒ Request samples

• Marketing Collateral– Download available stock literature– Request Private Labeled literature

• News & Updates• Resources (regulatory, policies)


Training ProgramsTraining Programs

• Each rep is required to perform training for distribution including:‒ PLC Training

‒ Follow up forms provided by NMC

‒ Label Printer Training and Demos‒ Product Trainings

• Training presentations will be provided on the reps website. For additional training materials, contact Marketing

Thank You!Thank You!

Delivering Information at the Speed of Sight.


Efficient

Progressive

Responsive

Evolving

Quality

Likable

Creative

InnovativeExcellent

Dependable

delivering information at the speed of sight. nmc training this information is confidential and may...

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