Dynamics Distribution Partner Group
Demand Generation Marketing
Partner Advisory Council Product Compete in the Breadth Space
How to effectively compete with Dynamics GP and ISV solutions:– Reduce the number of “moving parts”– Get the pricing right– ISV application training and certification– Good marketing research– Good collateral– Reference accounts and stories– Demand generation– Branding
Analyze the results of
Accellos Distribution Suite for GP
• Inbound orders from customers
• Outbound order acknowledgements
• Outbound advanced ship notices
• Outbound invoices• Inbound remittance
advice
WarehouseSuppliersCustomers
Pulse Dashboards and Analytics
Analyze the results of activities
• Outbound purchase orders to suppliers
• Inbound purchase order acknowledgements
• Inbound purchase order advice
• Inbound advanced ship notices
• Inbound invoices
• Electronic pick ticket• Inbound shipment
advice• Inbound inventory
sync• Inbound stock
transfer• Outbound advanced
ship notices
• Pack verification• Multi-carrier shipping• Rate shopping• Pre and post rating• Comprehensive list
of carrier compliance kits
• Complete shipping history
Shipping
Training
• December 16, 2011– Presenting and demonstrating the Accellos Distribution
Suite for GP– Demo tools
• December 20, 2010– Industry vertical overview
• Consumer Goods• Industrial • Food and Beverage• Medical Supply• Critical issues
– Sales qualification, identifying pain, structuring the sales process
Demand Generation Plan
1. Targeting the right industry segments2. Building an account opportunity base via value
based messaging3. Nurturing leads into qualified prospects
Deliverables:1. Industry Topical Webinars2. Whitepapers3. Newsletter –web content
4. Utilization of tailored materials and branding
Food & Beverage Top 7 Trends for 2011
1.Increased price pressure from economical and convenience-oriented consumers
2.Rising labor costs 3.Product recalls and safety 4.Retail compliance and increased competition for large
retailers 5.Volatility in fuel and transportation costs 6.New product launches 7.Growth in Green initiatives
Food &Beverage Distribution Market Drivers• High Product Volume and very competitive market• Profit margins typically less than 1%• Labor, Inventory, Warehouse Systems, Computer Systems truck fleets are
the major assets of Distributors• Requires efficient Distribution Operations• With fairly rapid Inventory turnover and repeat purchase, receivables and
payables are often low
F&B Distribution SIC Codes
Food Distribution 504XBeer and Wine Distribution 518XAgricultural Production 115-259of Crops and Livestock
Fishing, Hatcheries 910-921and PreservesCheese, Bread, Meat, most of 2011Beverages, Canned etc.)
Benefits• Improved profitability by 10 percent• Increased inventory accuracy from 50 percent to 99 percent• Increased inventory turns from 3.5 to 4.5 reducing actual physical inventory• Increased complete picks from 70 percent to over 95 percent• Increased first call resolution from 70 percent to over 90 percent
Value proposition• Innovative Integration – Hand-held scanners have provided indisputable accuracy• Operational Efficiencies – Inventory turns have increased from 3.5 to 4.5• Improved Customer Service – Improved inventory accuracy has allowed AS to maintain
a 90 percent “first call” resolution rate• Ease of Use – System was simple to learn and use which reduced the implementation time• TCO – New system is saving over $10 million (USD) annually
Arthur Schuman was experiencing “chaos” in their warehouse; With 80,000 square feetof refrigerated warehouse space, it was often difficult to locate the inventory needed to providea fill accuracy of more than 70 percent; Inventory accuracy was at approximately 50 percent
Case Studies
Who Are Medical Suppliers
•Companies that develop, manufacture and market medical and dental instruments, surgical equipment
•Manufacturers (NAICS)▫334517 – Irradiation Apparatus Manufacturing▫339112 – Surgical and Medical Instrument Manufacturing▫339113 – Surgical Appliance and Supplies Manufacturing▫339114 – Dental Equipment and Supplies Manufacturing
•Distributors (NAICS) Syringes
Respiratory Care Equipment
Therapy Equipment
Wheelchairs
X-ray Equipment
Hospital Clothes
Suture Supplies
Surgical Equipment
Key Economic Factors for Medical Suppliers
• Customer strategies are driving medical suppliers to change▫ Consolidation
Growing by acquisition Multiple systems, more complexities, more in-efficiencies
▫Wide product assortments Fed by changing customer requirements (consortium purchasing) Increased manual processing and inefficiencies
▫ Shorter life cycles Industry is driven by innovation
• Government regulations are increasing
Final Thoughts and Next Steps
• Nurture marketing is a long term strategy– Average ERP SMB sales cycle…6 to 8 months or more?
• Microsoft-Accellos funding– Accellos DDPG Pricing Plan
• December Training Sessions
• December joint marketing call to plan– Monthly follow up calls
Questions