Avenue iPad Presentation

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<ul><li> 1. 363 W. Erie, Suite 400EChicago IL 60654(312) 787-8300(312) 787-8333www.avenue-inc.comBob Domenz, CEObdomenz@avenue-inc.com2012 Proprietary and Confidential. This document may not be shared without express written permission from Avenue. 1</li></ul><p> 2. Avenue helps companies find andaccelerate their Next-Level Growth byinnovating bold new directions for: Their brand strategies The way they go to market How they engage employees, sales teams, channel partners and customers2012 Proprietary and Confidential. This document may not be shared without express written permission from Avenue. 2 3. We focus on companies that seekambitious new growth targets.2012 Proprietary and Confidential. This document may not be shared without express written permission from Avenue. 3 4. Save the date!Upcoming BMA LuncheonThursday, May 2nd 2013Speaker: Helen McIntosh, Director, GlobalMarketing Communications, Ingredion(formerly Corn Products International)Following a billion-dollar acquisition that lifted it into the Fortune500, Corn Products International engaged Avenue to explorepossibilities for their expanded capabilities. The relaunch of thecompany, as Ingredion, included a new brand positioning, values,brand architecture and identity that better reflects their diverseingredient offerings and the global markets they serve.2012 Proprietary and Confidential. This document may not be shared without express written permission from Avenue. 4 5. To iPador not to iPad?2012 Proprietary and Confidential. This document may not be shared without express written permission from Avenue. 5 6. Highly scientific study Personally own an iPad or tablet? Have deployed iPad as sales tool in last 1218 months? Are in the process of developing? Are in the process of deciding?2012 Proprietary and Confidential. This document may not be shared without express written permission from Avenue. 6 7. The train is leaving the station In 2013, more than 6,000,000 predicted to ship into commercial markets. Over 65% of Fortune 100s and 80% of Fortune 500s. Of business users, 41% are using it for sales and 38% for customer presentations.SOURCES: 1: IDC analyst, Tom Mainelli, 2012 . 2: ChangeWave Research, 2012. 3: Wall Street Journal.2012 Proprietary and Confidential. This document may not be shared without express written permission from Avenue. 7 8. Hello. May I use myamazing new interactivesales tool to help me sellyou something?Absolutely. That is so cool.Ill take two of whatever youre selling.Of course, we all wish it were this easy.2012 Proprietary and Confidential. This document may not be shared without express written permission from Avenue. 8 9. A few key considerations An iPad should not be a one-off tactic Integrate with the overall sales and marketing strategy View as part of a long-term program Continually evaluate the benefit to the customer (and the sales force) every app/function must deliver value The content and function must mirror your sales philosophy, processes and approach Ensure youre ready to support it over the long-haul2012 Proprietary and Confidential. This document may not be shared without express written permission from Avenue. 9 10. SCA is a $12B Swedish company that develops, produces and markets forest products pulp, publication papers, solid wood, biofuel and personal care and tissue brands.2012 Proprietary and Confidential. This document may not be shared without express written permission from Avenue. 10 11. The revolution has begun. This fall SCAs complete line of products will become Tork. Take your first steps to joining the revolution at torkrevolution.com In 2001, they entered the North American Tissue market via the acquisition of several paper companies and went to market as a manufacturing-driven company made up of a disparate collection of product brand names, quality levels and price points.2012 Proprietary and Confidential. This document may not be shared without express written permission from Avenue. 11 12. GoodBetter Best A range of everydayA range of enhanced A range of our finest towel, tissue, wipersperformance products. quality products. From and napkins at anFrom versatile towelthe most luxurious affordable price.and tissue to durable towel and tissue towipers and attractive specialize wipers andnapkins.stylish napkins. A few years later, when it came time for them to introduce their global masterbrand of paper products and dispensing systems called Tork into NA, they looked to Avenue to help them develop a launch strategy to transform the way they went to market.2012 Proprietary and Confidential. This document may not be shared without express written permission from Avenue.12 13. The storyFollowing the successful launch of Tork, weve continued to help them improve the effectivenessof their marketing and sales efforts over the past seven years, through 100s of initiatives.2012 Proprietary and Confidential. This document may not be shared without express written permission from Avenue. 13 14. A specific area of focus has been helping them evolve from a primarily product features and price-based sales approach, to a more diagnostic and consultative approach.PROJECT HORIZON 142012 Proprietary and Confidential. This document may not be shared without express written permission from Avenue. 15. Mindset,+ Thought capital,+ Processes,+ Training,+ Tools= Success Helping a sales force of more than 200 reps (and 1000s of DSRs) evolve against this goal requires introducing new ways of thinking, new skills and new processes. And, of coursenew tools.2012 Proprietary and Confidential. This document may not be shared without express written permission from Avenue. 15 16. New toolslike an iPadcan help: Why iPad? 1. Keep the attention of a customer who is multi-tasking 2. Diagnose their needs in real-time 3. Compare against the competition 4. Allow customers to see the product in their environment, and even customize it 5. Immediate information access 6. Share customer testimonials 7. Close on the spot 8. Get the distributor rep calling us 9. Look cool while doing it ;)2012 Proprietary and Confidential. This document may not be shared without express written permission from Avenue. 16 17. Play video2012 Proprietary and Confidential. This document may not be shared without express written permission from Avenue. 17 18. 2Gs worth of sales power34 calculators30 industry segments100s of Tork products1000s of competitor products16 videos100s of customizable options25lbs of collateralMultiple languagesAmazon-hosted assetscrammed into this little deviceHTML 5 &amp; Native AppsA few years of thought capital2012 Proprietary and Confidential. This document may not be shared without express written permission from Avenue.18 19. The right tool for the job:The Tork sales environment The iPad Product category seen as a commodity Presents the image of an innovative company Sale reps often fall into their old habits Guides to desired sales processes Many on-site environments are not Helps support the position of a consultative laptop-friendly partner armed with the knowledge/tools to help solve their business problems Many customers are multi-tasking during the sales meeting Allows the rep and the customer to explore solutions together A vast product portfolio requires a vast amount of collateral Easy to use standing, in tight spaces, or when on the go A wide ranges of options Green benefits: less paper needed for catalogs Can be difficult to get the DSRs attentionand reprints and invited to the sales call Creates demand with DSRs2012 Proprietary and Confidential. This document may not be shared without express written permission from Avenue. 19 20. The overviewTested in Fall, 2011 pilot program with one sales region- 5 devices, surveys/interviewsGoverned by a Program Charter documentSetup an MDM solution for device managementLaunched 3 apps in February, 2012 to North American Tissue salesforce with a fleet of 200 devices - Pillow drop at NASMNew apps and enhancements release on a quarterly cycle2012 Proprietary and Confidential. This document may not be shared without express written permission from Avenue. 20 21. The Program CharterA necessary part of an iPadprogram launch:1) Outlines the program objectives and requirements:Ensures that all development takes into accountwhat makes a good app versus what is betterleft as a print or online tool.2) Specifies how the program will be managed:Details roles and responsibilities a projectmanagement team for IT and daily details, and across-functional Steering Committee to evaluateand prioritize all new developments and releasecycles.3) Details processes and release cyclesDefines who are reviewers and approvers, howupdates will be made, and how often new orimproved apps will be released to the sales force.2012 Proprietary and Confidential. This document may not be shared without express written permission from Avenue. 21 22. Mobile Device Management (MDM)MDM solutions allow organizations to manageboth the hardware and software of a deviceremotely:Benefits include:1) Device Management &amp; TrackingThe entire fleet of devices is managed throughone screen. IT administrators can track devicesand manage software based on business rules.2) Over the Air (OTA) BuildsCustom app updates can be pushed remotely tothe fleet in lieu of requiring a manual update.This mirrors the commercial app store process.3) IT Policy ManagementThe organization can restrict and enforce whatapps are used on the devices. Almost allbehavior can be monitored and controlled.2012 Proprietary and Confidential. This document may not be shared without express written permission from Avenue. 22 23. Sample AppsSnapshotSnapshotmakes it easy Photo suppressed for confidentiality reasons. Photofor customers suppressed for confidentiality reasons. Photo suppressed for to imagine confidentiality reasons. Photo suppressed for confidentialitypossibilities. reasons. Photo suppressed for confidentiality reasons. Photo suppressed for confidentiality reasons. Photo suppressed for confidentiality reasons. Photo suppressed for confidentiality reasons. Photo suppressed for confidentiality reasons. Photo suppressed for confidentiality reasons. Photo suppressed for confidentiality reasons. Photo suppressed for confidentiality reasons. Photo suppressed for confidentiality reasons. Photo SUMMARY: The suppressed for confidentiality reasons. Photo suppressed for Snapshot tool allows confidentiality reasons. users to take pictures of acustomer environment orchoose from a library ofexisting segment-relatedphotos.2012 Proprietary and Confidential. This document may not be shared without express written permission from Avenue. 23 24. Sample AppsTork Insider: Xpressnap Content ViewTork Insidermakes valuable Photo suppressed for confidentiality reasons. Photoresources suppressed for confidentiality reasons. Photo suppressed for available at the confidentiality reasons. Photo suppressed for confidentialitytouch of a reasons. Photo suppressed for confidentiality reasons. Photo suppressed for confidentiality reasons. Photo suppressed for fingertip. confidentiality reasons. Photo suppressed for confidentiality reasons. Photo suppressed for confidentiality reasons. Photo suppressed for confidentiality reasons. Photo suppressed for confidentiality reasons. Photo suppressed for confidentiality reasons. Photo suppressed for confidentiality reasons. Photo SUMMARY: The Tork Insider suppressed for confidentiality reasons. Photo suppressed for app launched in October,2012 with Xpressnap product confidentiality reasons. line content. The applicationwill be enhanced to includeassets for the other productlines in 2013.2012 Proprietary and Confidential. This document may not be shared without express written permission from Avenue. 24 25. Sample AppsXpressnap CustomizerXpressnapCustomizer helps Photo suppressed for confidentiality reasons. Photoour customers suppressed for confidentiality reasons. Photo suppressed for envision a unique, confidentiality reasons. Photo suppressed for confidentialitybranded product. reasons. Photo suppressed for confidentiality reasons. Photo suppressed for confidentiality reasons. Photo suppressed for confidentiality reasons. Photo suppressed for confidentiality reasons. Photo suppressed for confidentiality reasons. Photo suppressed for confidentiality reasons. Photo suppressed for confidentiality reasons. Photo suppressed for confidentiality reasons. Photo suppressed for confidentiality reasons. Photo SUMMARY: The Xpressnap suppressed for confidentiality reasons. Photo suppressed for Customizer is a 3D rendering confidentiality reasons. of the Signature tabletopdispenser. Choose, customizeand save a dispenser withpredetermined colors, AD-a-Glance and napkin types.2012 Proprietary and Confidential. This document may not be shared without express written permission from Avenue.25 26. Sample AppsCost-in-Use ToolsCost-in-Usequickly shows Photo suppressed for confidentiality reasons. Photothe value and suppressed for confidentiality reasons. Photo suppressed for sustainability of confidentiality reasons. Photo suppressed for confidentialityour products. reasons. Photo suppressed for confidentiality reasons. Photo suppressed for confidentiality reasons. Photo suppressed for confidentiality reasons. Photo suppressed for confidentiality reasons. Photo suppressed for confidentiality reasons. Photo suppressed for confidentiality reasons. Photo suppressed forSUMMARY: Lets you choose confidentiality reasons. Photo suppressed for confidentialityfrom a variety of calculator reasons. Photo suppressed for confidentiality reasons. Photo types and displays results for suppressed for confidentiality reasons. Photo suppressed for customer review to confidentiality reasons. demonstrate what savings andenvironmental impact can beachieved by switching to Tork.2012 Proprietary and Confidential. This document may not be shared without express written permission from Avenue.26 27. Sample AppsDispenser Decision TreeThe Decision Treehelps customers Photo suppressed for confidentiality reasons. Photofind the right suppressed for confidentiality reasons. Photo suppressed for product for the confidentiality reasons. Photo suppressed for confidentialityright application. reasons. Photo suppressed for confidentiality reasons. Photo suppressed for confidentiality reasons. Photo suppressed for confidentiality reasons. Photo suppressed for confidentiality reasons. Photo suppressed for confidentiality reasons. Photo suppressed for confidentiality reasons. Photo suppressed for confidentiality reasons. Photo suppressed for confidentialitySUMMARY: Users can filter reasons. Photo suppressed for confidentiality reasons. Photo through products based on suppressed for confidentiality reasons. Photo suppressed for their business needs, then confidentiality reasons. select an individual productand save or email a snapshotof the detail page.20...</p>