Deliv Chicago Market90 Day Ramp up

OverviewI’ve identified several action items, goals, and strategic initiatives that through proper implementation will correlate with our company’s vision and exceed our success standard.

30 Days: During the first 30 days on the job, I’d like to devote time to training, meeting team members, learning the organization’s procedures, systems, products and services. I should be conducting sales appointments, networking, and establishing daily protocol with my management team. Furthermore I’d like to identify special projects based on special occasions and theorized spikes in volume. I will be fully ramped and actively closing new business.

30 Day Goals Develop A Sales Process

Establish Personal Metrics: i.e “Lead Gen” 15 Accounts per day, 45- 50 Dials per day, 5-10 appointments per week

Identify commercial centers/areas with the highest growth potential

Identify Travel Centers-i.e O’Hare Oasis-Surrounding Areas

Identify Top 50 Accounts within the Chicago market

Participate in product training

Review sales materials

Establish working relationship and expectations with directs, team members, and business partners

Become fully acclimated with our company’s culture and mission.

Coordinate with the management team regarding sales quotas.

30 Day Activity Metrics40 New SMB Accounts ClosedLaunch a special holiday initiativeFully Ramped 25-50 Appointments monthly 600 Generated Leads in Salesforce.com

30 Day Target Accounts & Strategic Initiatives *Akira-Chicago

*Downtown Hotels -{Trump Hotel & Towers}

*Magnificent Mile-Downtown Retailers

*Chambers of Commerce-{Strategic Initiative-Mass Adoption}

* Target Neighborhoods with a “commuter culture”{Strategic Initiative} i.e. Wicker Park, Lincoln Park, Logan Square, River North {Map of Chicago Neighborhoods}

Akira is located in densely populated commercial centers within the Chicago MarketPotential Decision Maker:RJ Mac Linkedin

Downtown Hotels

Chambers of Commerce-Mass Adoption

The most important aspect of Deliv’s business model is that it is not a customer facing brand, our technology is a key point of competitive differentiation within the marketplace for SMB clients, and it levels the playing field for brick and mortar retailers facing mounting competition from online marketplaces. Engaging the SMB owners directly will increase the likelihood that our services will become fully integrated into business operators customer service strategy, and that in-turn will lead to increased volume

in short more deliveries per day.

“The Breakdown” 30 DayEducate the local business communityPosition our services as a way to drive additional revenue during the holiday season.Become aligned with hotels and position the product as a way to add value to a customer’s experience.

60 Day Target AccountsArea Dry Cleaners-CD One Price CleanersSelect Grocers-Mariano’sLaw OfficesFlower ShopsShopping Centers/Outlet MallsTourist Attractions-Navy Pier

60 Day Metrics80 New SMB Accounts Closed

60-75 Appointments per month

900 Generated Leads in Salesforce.com

Shopping Centers/Tourist AttractionsI’ll approach this important bloc of potential clients, with a strategy focused on foot traffic. Woodfield Mall attracts an estimated 27 million visitors annually, and Navy Pier attracts about 8.69 million.

Navy Pier is a strong tourist attractions and it is adjacent to most of the large hotels downtown. The foot traffic is an excellent indicator of potential volume.

Cleaners provide an almost essential service. Each time a buyer “digs into his or her’s wallet”, they do so while processing the perceived value of a service or product. Laundering and cleaning clothes is apart of every Americans hygiene regimen.

I suggest that we only allow select items to be available for delivery. Mariano’s is in the process of aggressively expanding in the Chicago Market, with the exit of Dominick’s from Chicago; this has left 9% of the market open. Simply this is in line with my strategy to sell the product as a point of competitive differentiation. FYI: This chain has approximately 6 new stores planned in Chicago.

60 Day BreakdownBuild relationships with service providers that are more aligned with essential services.Focus on driving volume, through aggressively closing service providers.Target businesses that are apart of a consumer’s daily routine

90 Day Target AccountsGroupon.comIdeeli.comKarmaloop.comRent the Runway.comLuxury High RisesSenior Citizen CommunitiesHome Improvement Stores- I.E. MenardsNote: The online marketplaces that I’ve targeted are all well known amongst millennials, millennials have been identified by many blogs, publications and competitors as among the most likely early adopters of same day delivery.Note: Senior Citizen Communities are another trial balloon that I’d like to float, offering same day delivery to seniors is altruistic and good sound public relations; social business is acceptable and business operators are willing to deal with perceived limitations in exchange for the good press.

90 Day Activity Metrics120 Accounts Closed100 Solid Appointments per month (3 per day)1200 Leads Generated in SalesForce.comDelivery per day goal: 1500 Delivery per dayLaunched Special Holiday Initiative

Key Customer Base-MillennialsMillennials are important to our strategy, if we are going to increase volume in our market, we have to find out when and where millennials are making purchases. By 2014, Millennials will make up 36 percent of the country’s workforce. Currently, the demographic is on pace to reach 80 million this year. Figuring out just what this voluminous generation wants is the Rosetta Stone of 21st Century marketers, and some early findings are starting to point the way. The Boston Consulting Group (BCG), along with Barkley and Service Management Group, recently surveyed 4,000 Millennials to try to understand what makes them tick when it comes to their consumer behaviors.The survey found that the generation is obsessed with instant gratification. In fact, they shop for groceries at convenience stores twice as often as non-Millennials. For apartment firms, this means that customer service models need to reflect the speed, ease, and efficiency the group has come to demand. And this is a generation actively engaged in consuming, and influencing. Millennials are far more engaged in online activities, like rating products and services, than non-Millennials (60 percent, versus 46 percent). Source

Karmaloop is popular with millennials and they’ve launched a mobile applications. More purchases are being made via mobile applications, this a popular form of shopping amongst millennials. Most if not all of the purchases being made on Karmaloop are items that are depreciable; typically the cost of the items come out consumers discretionary income, which is tied to impulse buying and instant gratification.

Menards is headquartered in Eau Claire, Wisconsin and doesn’t present much of a hurdle for us while prospecting this large retailer. The majority of the stores are located in the Midwest and Chicago is clearly the largest market, which makes pitching the idea as a trial/holiday only strategy very effective.

Key points:285 stores in and around the MidwestHome Depot has already made progress in pursuing same day delivery serviceMenards has a distribution center in Plano, IL {not all orders will have to originate in the stores}

This site was recently acquired by Groupon, almost entirely because of its popularity amongst millennials. Ideeli also has mobile apps with heavy participation.Ideeli's business model is based on acquiring excess or sample merchandise and selling it quickly at very steep discounts to their members. Sales typically last less than 48 hours. To keep up with the turn over, ideeli operates their own photography studio to roll over their digital catalog every day. {Wikipedia}

90 Day BreakdownBy this time we should implementing a three prong strategy meant to increase deliveries per day during the holiday season; this initiative will also establish key relationships that will create sustained growth within the Chicago Market.

Direct engagement of Business owners/integrate into SMB owners overall market strategy.

Partner with essential service providers and companies that are apart of consumer’s daily routines Engage large scale tourist attractions, online marketplace/retailers, and shopping centers during the Holiday Season.

Salary and Compensation Plan

Salary: 58K(base) 75K(100% of plan)mobile phonemileage reimbursement(company standard)Laptop Computer