Channel Partner AgreementTask ForceTalking PointsAugust 27, 2010

Agenda

• Review Results of Last Meeting:• Stakeholders Roles and Responsibilities• Continue Discussion/Complete Matrix

• Purpose of Agreements• Agenda for Face to Face Meeting• Survey Status Update

Stakeholders• Board of Directors• Customers/Members (current and potential)• ALL channel partners:

• Chapters• Student Chapters (if handled differently)

• Education Providers (Instructors, Academic Institutions, etc.)

• Multi-site corporations (including Trans-nationals)• Districts

Stakeholder Roles/ResponsibilityApprove Inform Input

Board of Directors x x x

Members (current and potential) x

Customers (current and potential) x

Chapters x x x

Student Chapters (if handled differently) x

Education Providers (Instructors, Academic Institutions, etc.) x

Multi-site corporations (including Trans-nationals)

x

Districts x x

Purpose of Agreements

Benefits to chapters

• Exclusivity

• Clearer understanding of resources available from APICS (to market or increase value of certification)

• Clearer understanding of APICS’ responsibility for marketing

• Guarantee of regular updates to courseware

• Clarity of roles between national and chapters (no efforts duplicated, no opportunities missed)

• Dispute resolution between chapters (where code of ethics issues arise)

• Security/protection of operation within chapter boundaries

• Level the playing field between chapters

Purpose of Agreements

Benefits to chapters (continued)

• Less ‘re-inventing the wheel’ or creating in a vacuum

• Financial benefit (revenue or total cost)

• Improved test site management

• Accountability on both sides

• Consistent excellent customer experience

• Volume discounts (incentives for best customers)

• Clarified/consistent relationship between APICS, Chapters, and Instructors

• Chapters allowed to choose what to focus on (not necessarily membership, education AND certification)

• Clarify ramifications of tax status, etc.

Purpose of Agreements

Benefits to APICS

• Financial (revenue and/or cost)

• Clarity of expectations on both sides (consistent and mutually beneficial)

• Consistent and excellent customer experience

• Consistency across chapters

• Chapters acting as channels for corporate marketing efforts (promoting events, programs, certification, etc.)

• Chapters able to focus on core competencies (with a clearer picture of where strengths and weaknesses lie)

Purpose of AgreementsBenefits to APICS

• Consistent product deliveryE

nsure that all instructors are qualified (quality of the experience)

• Improved relationship

• Defined list of rewards and penalties (incentives and disincentives; corrective action/resolution plans)

• Create realistic expectations based a chapter’s capabilities (different strata based on services provided)

• A written agreement that spells out measures of performance

• Clear understanding between the parties of roles and responsibilities

• Protection of (consistent use of) APICS brand (address the current confusion of brand between national and local entities)

Agenda for Face to Face MeetingSaturday, September 25APICS Headquarters

• 7:00 am Breakfast at the Renaissance Hotel

• 7:45 am Tour of the headquarters office

• 8:00 – 8:15 am Welcome and Introductions – Tony Zampello

• Goals for the day – Tony

• 8:15 – 9:00 am Review stakeholder roles and responsibilities (as defined through conference calls) - Tony

• 9:00 – 10:30 am Review and discussion of survey results

Agenda for Face to Face Meeting(Continued)

• 10:30 am - 12:00 pm Review chapter profiles• 12:00 – 12:45 pm Lunch• 12:45 – 2:00 pm Review IA/AEP Agreements • 2:00 – 3:30 pm Identify elements of agreements

- Identify types and categories

• 3:30 – 4:00 pm Next steps

Survey

• Survey sent to the chapter presidents is scheduled for distribution on August 17;

• Responses will be due by end of day on August 31 (two full weeks allowed for responses)

• Reminder sent and deadline extended to end of day Thursday, September 2.

• Results compiled and analyzed for distribution to the task force members prior to their September face-to-face meeting.