Dynamics Distribution Partner Group

Demand Generation Marketing

Partner Advisory Council Product Compete in the Breadth Space

How to effectively compete with Dynamics GP and ISV solutions:– Reduce the number of “moving parts”– Get the pricing right– ISV application training and certification– Good marketing research– Good collateral– Reference accounts and stories– Demand generation– Branding

Analyze the results of

Accellos Distribution Suite for GP

• Inbound orders from customers

• Outbound order acknowledgements

• Outbound advanced ship notices

• Outbound invoices• Inbound remittance

advice

WarehouseSuppliersCustomers

Pulse Dashboards and Analytics

Analyze the results of activities

• Outbound purchase orders to suppliers

• Inbound purchase order acknowledgements

• Inbound purchase order advice

• Inbound advanced ship notices

• Inbound invoices

• Electronic pick ticket• Inbound shipment

advice• Inbound inventory

sync• Inbound stock

transfer• Outbound advanced

ship notices

• Pack verification• Multi-carrier shipping• Rate shopping• Pre and post rating• Comprehensive list

of carrier compliance kits

• Complete shipping history

Shipping

Training

• December 16, 2011– Presenting and demonstrating the Accellos Distribution

Suite for GP– Demo tools

• December 20, 2010– Industry vertical overview

• Consumer Goods• Industrial • Food and Beverage• Medical Supply• Critical issues

– Sales qualification, identifying pain, structuring the sales process

Demand Generation Plan

1. Targeting the right industry segments2. Building an account opportunity base via value

based messaging3. Nurturing leads into qualified prospects

Deliverables:1. Industry Topical Webinars2. Whitepapers3. Newsletter –web content

4. Utilization of tailored materials and branding

Food & Beverage Top 7 Trends for 2011

1.Increased price pressure from economical and convenience-oriented consumers

2.Rising labor costs 3.Product recalls and safety 4.Retail compliance and increased competition for large

retailers 5.Volatility in fuel and transportation costs 6.New product launches 7.Growth in Green initiatives

Food &Beverage Distribution Market Drivers• High Product Volume and very competitive market• Profit margins typically less than 1%• Labor, Inventory, Warehouse Systems, Computer Systems truck fleets are

the major assets of Distributors• Requires efficient Distribution Operations• With fairly rapid Inventory turnover and repeat purchase, receivables and

payables are often low

F&B Distribution SIC Codes

Food Distribution 504XBeer and Wine Distribution 518XAgricultural Production 115-259of Crops and Livestock

Fishing, Hatcheries 910-921and PreservesCheese, Bread, Meat, most of 2011Beverages, Canned etc.)

Benefits• Improved profitability by 10 percent• Increased inventory accuracy from 50 percent to 99 percent• Increased inventory turns from 3.5 to 4.5 reducing actual physical inventory• Increased complete picks from 70 percent to over 95 percent• Increased first call resolution from 70 percent to over 90 percent

Value proposition• Innovative Integration – Hand-held scanners have provided indisputable accuracy• Operational Efficiencies – Inventory turns have increased from 3.5 to 4.5• Improved Customer Service – Improved inventory accuracy has allowed AS to maintain

a 90 percent “first call” resolution rate• Ease of Use – System was simple to learn and use which reduced the implementation time• TCO – New system is saving over $10 million (USD) annually

Arthur Schuman was experiencing “chaos” in their warehouse; With 80,000 square feetof refrigerated warehouse space, it was often difficult to locate the inventory needed to providea fill accuracy of more than 70 percent; Inventory accuracy was at approximately 50 percent

Case Studies

Who Are Medical Suppliers

•Companies that develop, manufacture and market medical and dental instruments, surgical equipment

•Manufacturers (NAICS)▫334517 – Irradiation Apparatus Manufacturing▫339112 – Surgical and Medical Instrument Manufacturing▫339113 – Surgical Appliance and Supplies Manufacturing▫339114 – Dental Equipment and Supplies Manufacturing

•Distributors (NAICS) Syringes

Respiratory Care Equipment

Therapy Equipment

Wheelchairs

X-ray Equipment

Hospital Clothes

Suture Supplies

Surgical Equipment

Key Economic Factors for Medical Suppliers

• Customer strategies are driving medical suppliers to change▫ Consolidation

Growing by acquisition Multiple systems, more complexities, more in-efficiencies

▫Wide product assortments Fed by changing customer requirements (consortium purchasing) Increased manual processing and inefficiencies

▫ Shorter life cycles Industry is driven by innovation

• Government regulations are increasing

Final Thoughts and Next Steps

• Nurture marketing is a long term strategy– Average ERP SMB sales cycle…6 to 8 months or more?

• Microsoft-Accellos funding– Accellos DDPG Pricing Plan

• December Training Sessions

• December joint marketing call to plan– Monthly follow up calls

Questions