Engaging the SourceAmerica Commercial Sales Team To Increase Business

Tuesday, April 29th, 2016

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Commercial Sales Team Introduction

• Cheryl Hogarth Sr. Sales Executive (o) 571-226-4644 (c) 703-559-0210

• Dawn Gardener Sr. Sales Executive (o) 571-421-8753 (c) 571-334-5825

• David Brent Sr. Sales Executive (o) 571-421-8716 (c) 571-328-2759

• Michael Woodburn Sr. Sales Executive (o) 571-421-8778 (c) 571-581-4091

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Commercial Team Industry Verticals

• Financial Industry – Banking – Mortgage Companies

• HealthCare • Property Management • State and Local Government • Higher Education • Telecommunications

– Verizon – At&t – Sprint – T- Mobile

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Commercial Team Industry Verticals

• Retail – Best Buy – Office Max – Wal-Mart – Sams Wholesale – Target – Costco. – Samsung – Logitech – Supermarkets – (POS Management) – Home and Garden Centers – Drug Stores – Gaming providers

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Commercial Team Industry Verticals

• Travel / Hospitality – Disney – Universal – Hotel / Restaurants – Bars – Cruise Industry

• Airline / Automobile Industry • Google • Amazon

Sales Team Wins YTD 2016

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Industry Trade Shows

• International Facilitates Management Association (IFMA) • Consumer Electronics Show (CES) • National Retail Federation (NRF) • LogiMed US 2016 • Insurance and Risk Linked Securities • Reverse Logistics Association (RLA) • GPU Technology Conference • Global Retailing Conference • WERC 2016 (Warehousing Education and Research Council)

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Commercial Team Pipeline YTD - CyclePoint

Commercial Team Pipeline New OpportunityInitial MeetingGathering Requirements Price Proposal Pending Start Closed Won Closed Lost

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As of 3/2016

565815

Customer Accounts Created YTD 244 Leads YTD Created 400

Sheet1

Commercial Team Pipeline

New Opportunity56

Initial Meeting5

Gathering Requirements 8

Price Proposal 1

Pending Start 5

Closed Won 14

Closed Lost 4

As of 3/2016

Sheet2

Sheet3

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CyclePoint Value Proposition - Building Relationships

• National Network • One Point of Contact • Donation Receipt • R2/RIOS

– Security/Information Assurance/Risk Management – Destruction Certification

• Environmental/Sustainability Initiatives • Corporate Social Responsibility

– Employing People with Disabilities

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Digital Lead Acquisition Team (DLAT) Building Awareness

Commercial Sales Team and DLAT Coordination • Tradeshow Coordination • Pre-show Marketing and Promotion • Social Media • Emails • Inbound/Outbound Calls • Utilizing LOB Sales Scripts • Identifying Multiple LOB Opportunity Potential • Lead Conversion • Account and Opportunity Creation

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Commercial Sales Support – National Vision

• Commercial Sales Team Experience – Marketing Resource – Technical Support – Subject Matter Experts (Multiple Lines of Business) – Project Management Support – Identify Customers needs and Activities – Identifying Multiple Opportunities – Combined Services Solution – Consulting Services

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CyclePoint and What Customer’s are Asking

Can we provide: – SCM Services – Production – Warehousing – Logistics/Transportation – Staffing – Ecommerce – Order Fulfilment/Shipping – Custodial – Minor Facilities Management – Reverse Logistics

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Line of Business Synergy – Can you make the Leap?

What to look for: – Do you provide Production / Manufacturing ?

• Material Receiving, Put-away, Storage, Retrieval, Packaging, Order Fulfillment, Shipment, Returns

– Can you leap to the Supply Chain Management (SCM) LOB ? – Can you leap to the SCM or Reverse Logistics LOB ?

– Do you have Retail Stores/Office Buildings? • Grounds, Plumbing, Electrical, Painting, HVAC, Snow Removal

– Can you leap to the Facilities Management LOB ?

– Do you have a Fleet of Vehicles and Trucks ? • Vehicle Management, Repair and Maintenance, Logistics,

– Can you leap to the Fleet Management LOB

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Supply Chain Management Definition

Supply Chain Management (SCM) - is the flow of goods and services to an end user. It includes the movement and storage of raw materials, work-in-process inventory, and finished goods from point of origin to point of consumption.

Activities of Supply Chain Management Include:

a. Unloading Trucks, Trailers, Containers b. Receiving & Checking Inbound merchandise c. Storage d. Manufacturing e. Inventory put-away f. Kitting g. Order- picking h. Stock Sortation i. Packing j. Loading & Shipping k. Inventory / Cycle Counting l. Replenishment m. Handling Returns – (Reverse Logistics) n. Warehousing management

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Reverse Logistics Definition

Reverse Logistics (RL) - is for all operations related to the reuse of products and materials. It is "the process of moving goods from their typical final destination for the purpose of capturing value, or proper disposal. Remanufacturing and refurbishing activities also may be included in the definition of reverse logistics. Normally, logistics deal with events that bring the product towards the customer. In the case of reverse logistics, the resource goes at least one step For instance, goods could move from the customer back to the distributor or to the manufacturer in the case of a defect. This would be considered Reverse logistic and requires detailed handli

a) Handling Returns – (Reverse Logistics) b) Customer Service c) Call Center d) Warehousing e) Repair/Refurbishment f) Recycling g) Warranty Support h) Vendor Management i) Financial Management j) Salvage

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Current Services - Synergy Among Lines of Business

• Administrative • Commissary Shelf Stocking • Contact Center / IT Support • Custodial • Document / Records

Management • Electronic Recycling • Fleet Management • Total Facility Management • Food Service • Grounds Maintenance

• Healthcare Environmental Cleaning

• Laundry • Secure Document

Destruction • Secure Mail • Supply Chain Management

• Packaging / Kitting • Cross - Dock Function • Reverse Logistics

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Utilize the Commercial Sales Team

• We are much larger than our individual geographical local area • Turn Local Services into National Services • Remember “Better Together”

– Promote our Network – 1200 NPA’s Nationwide – Services and Products – Network Current Book of Business over $2.2B – Federal Government and Commercial Business – Program Established in 1938/1974 – Employment for People with Significant Disabilities – Long Term Partnership – Capabilities and Proven Experience

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What Lines of Business…do you see?

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Thank You

Gene Ficarra Director Commercial Sales (o) 703-584-3968 (c) 571-251-2325

Engaging the SourceAmerica Commercial Sales Team To Increase Business �Commercial Sales Team Introduction Commercial Team Industry Verticals Sales Team Wins YTD 2016Industry Trade Shows Commercial Team Pipeline YTD - CyclePoint CyclePoint Value Proposition - Building Relationships Digital Lead Acquisition Team (DLAT) Building Awareness Commercial Sales Support – National Vision CyclePoint and What Customer’s are Asking Line of Business Synergy – Can you make the Leap?Supply Chain Management Definition Reverse Logistics DefinitionCurrent Services - Synergy Among Lines of Business Utilize the Commercial Sales Team What Lines of Business do you see?Thank You