The LinkedIn Marketing Value That the Supply Chain Management Company, Schneider. Gained From GetLinkedInHelp

Linkedin.com/in/kristinajaramillo

Program Value Presentation

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Linkedin.com/in/kristinajaramillo [email protected] @GetLinkedInHelp

Value 1 Gained: Network Expansion

25% Growth in Targeted & Relevant Connections



Two Key Targeted Accounts

That We’re Trying to

Challenge and Steer Away

from Kewill to Increase

Schneider’s Wallet Share of

These Current Clients



The Companies That Diane is Now Connected to:



VP of Supply

Chain &

Logistics

Senior

Transportation

Analyst

2 Supply

Chain

Managers

Outbound

logistics

manager

Transportation

Manager –

Inbound and

Direct

GM Distribution

Center



President &

COO2 Supply

Chain

Directors

Regional Supply

Chain Manager

Manager

Supply Chain

Replenishment





IT Global Supply

Chain ManagerSupply Chain

Program ManagerSupply Chain

Manager

Logistics

manager

Regional Supply

Manager


Value 1 Gained: Network ExpansionConnection Level

Director - 30% VP - 11%

Manager - 40% GM/CSO/COO/CEO - 6.5%

Operations Level - 10% Influencer - 2.5%


Value 2 Gained: Thought Leadership Positioning

35% to 40% Connection Conversion Because They See

Diane’s Value & See Her as a Mid-Market Supply Chain Expert













Instead of Just Getting Views,

Likes and Comments the

Content and Positioning is:

Driving Next Step

ActionsIncreased Prospect

Compliance

Momentum

Shortening sales

cycles – Sygma’s

sales cycle was 1

month vs. 3

months

Supporting the

challenger sale

and driving

change.


Value 3 Gained: Prospect Compliance

Momentum

BEFORE:Sales would have to push

prospects through the

buyers journey and force

them to continue by having

them comply to small, next

step actions leading to a

longer sales process.

AfterThe warming and educating of

prospects on LinkedIn has

prospects pulling sales through the

buyer’s journey and the sales

process. Instead of sales going for

small yeses, buyers are sending

stronger buying signals by

immediately asking for the meeting

at the end of the call. They’re

driving the next steps and the sales

cycle is accelerated.


Value 4 Gained: Community Building

35% Group Conversion


Value 4 Gained: Community Building4000+ Supply Chain LinkedIn Groups

But….



Besides Schneider, Only 1 Other Group Focuses on the

Mid-Market and They Only Have 19 Members



Companies Inside the Schneider Group



New Companies Inside the Schneider

Group May 2017….



Group Member Level

VP - 10% Manager - 38% Director - 40%

COO/CEO/GM - 9% Operations Level - 4% Influencer - 1%


Value 5 Gained: Relationship Building





$400M Supply Chain – Currently a $6.8B

company, but has recently announced sale of

Diversey Care products. They are the world's

largest packaging company.

Developed a relationship with a mobilizer who

is in sync with the under-served mid-market

theme.

Building relationships deep and wide within the

company and expecting to meet with supply

chain leaders in Charlotte soon.



Milacron is a $1B company with $60M in trans

spend. They manufacture extrusion & molding

equipment. They ship inbound to their

manufacturing sites and outbound direct to

customers. They have made several

acquisitions over the years and have no TMS

in place

Had 2 meetings with the Director of Global

Logistics and will have an in-person meeting

on May 25. The Director keeps asking for the

next meeting.

Expecting to present a $30K to $50K bid and a

$400,000 per year TMS outsourcing contract

proposal.



$300M supply chain but Schneider only has a

$4M portion through other divisions.

The Director of Transportation and Warehouse

reached out to Diane to discuss the industry as

a whole

During 1st meeting Diane and the sales team

discovered that Bay Valley Foods had a issue

with their inbound logistics – It’s a mess. A 2nd

meeting was scheduled to discuss inbound

logistic best practices.



Schneider was already in conversations with Westlake Chemical about a

supply chain engineering study but after the Director of Transportation and

Logistics connected with Diane and joined the Schneider group, he asked

to speak about TMS solutions as well.

This Program Deal Can Now Multiply Giving

Schneider More Client Wallet Share


Value 6 Gained: Revenue Opportunities

$110M supply chain

Was a previous connection of Diane’s that went

dead – The relationship became alive again by

inviting the VP of Logistics to join Schneider’s

LinkedIn community where there are discussions

that challenge the common approaches mid-market

chains are using and how they are being under-

served.

Completed the Schneider survey and demonstrated

the challenges that the company was having, which

Schneider was able to show why.

Discussions started on March 23 and by the

beginning of May – a contract was completed and

work was ready to begin.

$75,000 Network

Engineering Study

Contract Awarded! This

Can Lead to a $75K Bid, a

$700K SCM Program and

Open Doors to Work

Further with Sysco Which

is 10X Bigger!


Value 6 Gained: Revenue Opportunities

LinkedIn community nurtured the influencer and mobilizer

within the company which awarded a $7000 consulting project

which can lead to network optimization studies and other work.