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Good Morning!

Manufacturers AllianceSharing Education & Resources Peer-to-Peer

Welcome

Kirby Sneen, Vice President

Manufacturers Alliance

Please silence your phones during the

presentations and discussion.

A PDF copy of today’s presentation will

be available in our Event Archive.

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Thank you to our host

Thank you to our co-sponsor

Managed IT Services for Business Transformation

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Business Level IT Guidance and Managed Services

Sam BloedowFounder & CEO

THRIVEON.NET

Many companies feel that their IT is just fine but they would like technology to do more for their business

• Peace of mind about security• Improve the technology

experience for employees• Increase revenue per employee

How We Help

www.thriveon.net/how‐we‐help

Leverage Technologyfor Business Success

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Cybersecurity Webinar

Why Your Business is More Vulnerable Than You Think and What to Do About It

WednesdayOctober 261:00 – 1:30 pm

Get details and sign up atwww.thriveon.net/knowledge-center

Thank you members

Member Companies may send up to five employees to Educational Seminars and Webinars at no cost.

Advance Corporation Analog TechnologiesBraun Intertec CC SharrowCaltronics Class C ComponentsData Sciences International DriSteem CorporationDynamic Sealing Technologies FlexmationGlamos Wire Products Global Finishing SolutionsLegendary Baking Len Busch RosesM&L Industries Phillips and TemroPlastech Corporation Precision AssociatesThe Outdoor GreatRoom Whirltronics

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Employment Resources

2016 Wage Survey 207 company participants, 175+ positions included

Job Postings & Resume Listings Skilled, Technical, and Management positions, 300+ views per day

Legal HotlineMember companies have access to professional advice on

employment law and labor related concerns.

Manufacturers Alliance Member Resources

Join our Linkedin Groupwww.linkedin.com

Subscribe to the Manufacturers Alliance Bloghttps://mfrall.wordpress.com/

Follow us on Twitter @ManufAlliancetwitter.com/ManufAlliance

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Moderator

Jim ThomasPrincipal, Dynamic Development LLC

Standard Work for Sales

jim@jimthomasintl.comwww.jimthomasintl.com

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Classic Salespersons

⊡Mr. Haney ⊡Tommy Boy ⊡$80K BMW

©2016 13

Bertelson One Source

Mark Shobe, VP Sales and Marketing

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BERTELSON BROTHERS 

INCORPORTATED

2010

1906

2013

2016

future

future

future

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1987

60% Fail Rate

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1997

50% Fail Rate

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2016

50% Fail Rate

The Conversation Starts

The Order Is PlacedWho do I talk to?

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3 Things That Made Sense To Me

2006 2016

Reps 21 23

Sales Baseline 32 Mil

Turn Over Rate 50% 10%

2016

23

Baseline x 2

10%

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Invitation to Discuss Opportunity

Our CRM Made It All Possible

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Outcomes

• Developed a Customer Lifecycle Approach• Sales went up• Compensation went down• Turnover became non‐existent.• We were able to blanket the market• Increase each reps book of prospects

Thank You!

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Break

Take 10 minutes and

meet someone new

Banner Engineering

Patrick MaguireSenior Business Development Director-

International Sales

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Maximizing Sales Processes through 4DX

Manufacturers Alliance 

October 13, 2016

Maximizing Sales Processes

■ Banner Engineering – Brief Introduction

■ Why Maximizing Sales Processes

■ 4DX 

■ Q & A

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What We Do

■ Design, manufacture and distributephoto eyes, sensors and associatedproducts for industrial and process automation–worldwide

■ Release hundreds of innovative,new products every year and offercustomized solutions–quickly andcost effectively

■ Have more than 3,000 factory andfield representatives around theworld, as well as the largest force of application engineers in the industry

At a Glance

Broadest selection of superior-quality products – more than 30,000 SKUs.

Specials and product modifications in days, not weeks. We call it “rapid customization.”

Rapid delivery through highly automated just-in-time manufacturing.

Highly skilled application engineers at the factory and inthe field

Preferred photo eye vendor for 20 consecutive years with worldwide presence.

Our Expertise

Rapid Customization

■ Quickly manufacture thousands of customer photo eyes, sensor and associated products to perform special functions for specific customers

■ Highly automated just‐in‐time manufacturing of photo eyes and sensors

■ Typical sensor shipping: 3 days or less

■ Technical experts rapidly analyze applications and perform tests using your products to ensure that you receive the optimum solution.

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Our Products and Services

Safety light screens, safety interlock switches,E-stop modules and two-hand control safety modules

Standard and high-resolution gray scale, color, and single and multi-purpose vision sensors

Pick-to-light systems, sequential assembly lights, call lights, indicator lights and verification touch buttons

Industrial wireless I/O networks that can operate in extreme environments while eliminating the need for costly wiring runs

Safety VisionLighting & Indicators WirelessSensors

Wide variety of photoelectric and ultrasonic sensors, and measurement inspection products

Sales Initiatives

■ 4DX – The 4 Disciplines of Execution

– Based on book by Chris McChesney and Sean Covey

■ Global Initiative

■ Drive New Product Sales

■ Embraced by CEO and Senior Leadership Team

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General Principle

THERE WILL ALWAYSBE MORE GOOD

IDEAS THAN THERE IS CAPACITY TO EXECUTE

Are You Stuck in the “Whirlwind”?

emails

Phone Calls

Reps

Distributors

Sales Agreements

RMA’s

Service Calls

Seminars

Trade Shows

Training Classes

Internal Meetings

Direct Accounts

Sales Calls

Business Travel

Ship Date Requests

Part ShortagesManufacturing Delays

bsf.com

Sales Leads

Samples

Demo Kits

CRM

Oracle

Walk-in Traffic

ASD Contracts

SPRF’s

Billbacks

APR’s

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4DX – 4 Disciplines of Execution

What is it?

■ A Tool To Achieve Better Execution

■ A Process To Maintain Focus On Critical Goals

■ Ideal For a Complex Sales Organization

The 4 Disciplines

1) Focus on the Wildly Important ( WIG , Lag Measure)

– Many goals are important, but only 1 or 2 are critical

2) Act on Lead Measures

– Predictive

– Influenceable

3) Keep a Compelling Scorecard

– High visibility:  are we winning or losing?

4) Create a Cadence of Accountability

– 15‐20 min. regular reviews

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4DX Examples

Example 1 Example 2

1.  WIG Lose 20 pounds by 12/31/16

Get an ‘A’ in Physics in Q2

2.  Lead Measures •Limit calorie intake to 1500 per day•Exercise minimum 2x / week

•Complete all homework on time•Study 30 min extra per day•Study with a classmate before all quizzes and tests

3.  Scorecard •Chart daily calories•Chart exercise

•Chart homework•Chart study regimen

4.  Accountability Review progress weekly with team

Review every weeklyprogress every Sunday night

2016 Asia 4DX Program

■ WIG 1:  Grow New Product Sales By 36%

■ Lead Measures:

– 1:  Deliver 125 New Product Trainings in 2016

– 2:  Deliver 340 Action Plans in 2016

■ Scorecard

■ Cadence

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Defining Lead Measures

RockLag Measure滯

後指標

INFLUENCEABLE

PREDICTIVE

If we can move a lever ( INFLUENCE ), the rock will move ( PREDICTIVE )

影響

Asia 2016 YTD Results

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Total Sales / New Product Sales

Lessons Learned

■ Global initiatives need strong support from CEO and leadership team

■ Expect speedbumps along the way

■ Celebrate the small wins

■ Set realistic goals

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©2016 54

DISC Profile

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Q & ABertelson One SourceMark Shobe

Banner EngineeringPatrick Maguire

ModeratorJim Thomas

How did we do?

Please fill out your feedback sheet for today’s seminar.

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Seminars & Webinars

A3 Problem SolvingWebinar October 28 online or Live at

Manufacturers Alliance in Golden Valley

Quick Win and ContinuousImprovement SystemsNovember 10 At Hennepin Tech- Brooklyn Park

Communication Across DifferentCulturesNovember 29 at Sign-Zone in Brooklyn Center

WorkshopsFMEA (Failure Mode Effects Analysis) and DFM (Design for Manufacturability) October 17

The Frontline Leaders Role in the Hiring Process October 20

Intro to A3 Problem SolvingOctober 26

Supply Chain Negotiation StrategiesOctober 27

Integrated Product and Production Development November 1

Business Process Improvement Solutions November 10

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CertificationsLean Practitioner Certification Enroll today- workshops ongoing

Supervision Fundamentals CertificationSeries starts January 12, 2017

Six Sigma Green Belt Certification Series starts January 2017

Lean Leader Certification Enroll today- workshops ongoing

Flyers on the back table!

See you soon!

Manufacturers Alliancewww.mfrall.com