Produced by: Modern Distribution Management | 6309 Monarch Park Place, Suite 203 | Niwot, CO 80503 | 303-443-5060

Download handouts (PDF): visit www.mdm.com/slides or email info@mdm.com

John Gunderson VP, Sales, Analytics and E-

Business, MDM

Thomas P. GaleCEO, MDM

April 9, 2020

How to Support Your Customers & Sales Team with COVID-19 Restrictions in Place

Sponsored by

Thomas P. GaleCEO

Modern Distribution Management

John GundersonVP, Sales, Analytics and E-BusinessModern Distribution Management

Host Speaker

Produced by: Modern Distribution Management | 6309 Monarch Park Place, Suite 203 | Niwot, CO 80503 | 303-443-5060

Download handouts (PDF): visit www.mdm.com/slides or email info@mdm.com

John Gunderson• Expertise in Sales, Marketing,

Ecommerce, Category Management, Pricing, M&A (Family, Private Equity, Public)

John GundersonVP, Sales, Analytics and E-BusinessModern Distribution Management

Agenda

Download handouts (PDF): visit www.mdm.com/slides or email info@mdm.com

Sales process change

Agenda

Download handouts (PDF): visit www.mdm.com/slides or email info@mdm.com

Sales process change

Agenda

Download handouts (PDF): visit www.mdm.com/slides or email info@mdm.com

What distributors and manufacturers are doing to stay in touch and connected with customers and manage margin

Sales process change

Agenda

Download handouts (PDF): visit www.mdm.com/slides or email info@mdm.com

What distributors and manufacturers are doing to stay in touch and connected with customers and manage margin

Essential business, sales team, and product messaging

Sales process change

Agenda

Download handouts (PDF): visit www.mdm.com/slides or email info@mdm.com

What distributors and manufacturers are doing to stay in touch and connected with customers and manage margin

Essential business, sales team, and product messaging

Finding new opportunities, growth segments and changing products

B 2 B D I S T R I B U T I O N S A L E S C H A N N E L S

Distribution Business Leaders

Branches & Team Account Managers Make Calls

Manufacturer Reps

Manufacturer Account Managers

End Customer

B 2 B D I S T R I B U T I O N S A L E S C H A N N E L S : C O V I D - 1 9 I M PA C T

Distribution Business Leaders

Branches & Team Account Managers Make Calls

Manufacturer Reps

Manufacturer Account Managers

End Customer

Face-to-Face Interaction Disrupted

B 2 B D I S T R I B U T I O N S A L E S C H A N N E L S : C O V I D - 1 9 I M PA C T

Distribution Business Leaders

Branches & Team Account Managers Make Calls

Manufacturer Reps

Manufacturer Account Managers

End Customer

Face-to-Face Interaction Disrupted

Today’s End Customer Profile

• Self-service mindset

• Discover product info online

• Calls when online fails

• Price transparency

• Less dependent on the channel or account manager

• Trending: Communicate/buy direct from manufacturer or

online digital providers

Face-to-Face Selling is Limited-Interrupted

• ZERO customer entertainment

• Limited or no face-to-face contact

• Joint training suspended

• Buyers working from home

• Supply chain disruptions to deal with or

hurried planning for potential disruptions

• No trade shows or Lunch n’ Learns

• Manufacturers struggling with how to

communicate with you and your joint end

customers

MDM Shutdown Sales Tips

1. Short term goals: Work to meet goals while improvising in the new environment

MDM Shutdown Sales Tips

1. Short term goals: Work to meet goals while improvising in the new environment

MDM Shutdown Sales Tips

2. Contact your customers: Face time, zoom, personal card mailed, text, and phone calls. Show you care and that you are there for them and stay in touch

1. Short term goals: Work to meet goals while improvising in the new environment

MDM Shutdown Sales Tips

3. Attitude: Take a positive approach with the proper tone

2. Contact your customers: Face time, zoom, personal card mailed, text, and phone calls. Show you care and that you are there for them and stay in touch

1. Short term goals: Work to meet goals while improvising in the new environment

MDM Shutdown Sales Tips

4. Focus on your team: Set new goals, account research, prepare to prospect

3. Attitude: Take a positive approach with the proper tone

2. Contact your customers: Face time, zoom, personal card mailed, text, and phone calls. Show you care and that you are there for them and stay in touch

1. Short term goals: Work to meet goals while improvising in the new environment

MDM Shutdown Sales Tips

5. Communicate with manufacturer partners: What are they doing, how can they help?

4. Focus on your team: Set new goals, account research, prepare to prospect

3. Attitude: Take a positive approach with the proper tone

2. Contact your customers: Face time, zoom, personal card mailed, text, and phone calls. Show you care and that you are there for them and stay in touch

1. Short term goals: Work to meet goals while improvising in the new environment

MDM Shutdown Sales Tips

6. Help your team with pricing to limit ”panic” discounting

5. Communicate with manufacturer partners: What are they doing, how can they help?

4. Focus on your team: Set new goals, account research, prepare to prospect

3. Attitude: Take a positive approach with the proper tone

2. Contact your customers: Face time, zoom, personal card mailed, text, and phone calls. Show you care and that you are there for them and stay in touch

Messaging

Messaging

Messaging

Messaging

Messaging

Finding New Opportunities

Finding New Opportunities

Sales opportunities: Safety, PPE, JAN/SAN – Long term Datacomm, Networking –

Finding New Opportunities

Increased demand for PPE, JAN/SAN will be significant long term- Safety stock and enhanced cleaning will be required long-term

Sales opportunities: Safety, PPE, JAN/SAN – Long term Datacomm, Networking –

Finding New Opportunities

Customer Segments: Medical and Associated manufacturing, Safety/Chemicals

Increased demand for PPE, JAN/SAN will be significant long term- Safety stock and enhanced cleaning will be required long-term

Sales opportunities: Safety, PPE, JAN/SAN – Long term Datacomm, Networking –

Finding New Opportunities

Construction and design changes will emerge: Touchless faucets, New door entry design, bathroom design (more space), school redesigns and immediate need for more bandwidth and datacomm. Drive-thru designs on many buildings and retrofitting of existing space in many businesses to become more touchless

Customer Segments: Medical and Associated manufacturing, Safety/Chemicals

Increased demand for PPE, JAN/SAN will be significant long term- Safety stock and enhanced cleaning will be required long-term

Sales opportunities: Safety, PPE, JAN/SAN – Long term Datacomm, Networking –

Long Term and Short Term

Long Term and Short TermMore digital, and less face-to-face: We have been talking about Omni-channel and customers moving digital for some time. That slow change from human to digital has been put on hyperdrive

Long Term and Short Term

Re-think your sales process: More inside, less outside sales?

More digital, and less face-to-face: We have been talking about Omni-channel and customers moving digital for some time. That slow change from human to digital has been put on hyperdrive

Long Term and Short Term

System upgrades: Digital upgrades that require an ERP investment and automating of human tasks.

Re-think your sales process: More inside, less outside sales?

More digital, and less face-to-face: We have been talking about Omni-channel and customers moving digital for some time. That slow change from human to digital has been put on hyperdrive

Long Term and Short Term

Target adjacent segments: Prospecting and finding markets to grow in could be great opportunities

System upgrades: Digital upgrades that require an ERP investment and automating of human tasks.

Re-think your sales process: More inside, less outside sales?

More digital, and less face-to-face: We have been talking about Omni-channel and customers moving digital for some time. That slow change from human to digital has been put on hyperdrive

Long Term and Short Term

Use your data and make the tough decisions to adjust to the situation

Target adjacent segments: Prospecting and finding markets to grow in could be great opportunities

System upgrades: Digital upgrades that require an ERP investment and automating of human tasks.

Re-think your sales process: More inside, less outside sales?

More digital, and less face-to-face: We have been talking about Omni-channel and customers moving digital for some time. That slow change from human to digital has been put on hyperdrive

Q & AThank You

Download handouts (PDF): visit www.mdm.com/slides or email info@mdm.com

Produced by: Modern Distribution Management | 6309 Monarch Park Place, Suite 203 | Niwot, CO 80503 | 303-443-5060

Transform Your Sales Function to Higher Performance

Topics will include:• How to best transition outside, inside and service rep roles into more

effective teams• Sales comp programs that retain the right talent to grow your business• Integrating sales and marketing most effectively• Getting sales reps to support your online channel• Innovative sales models for creating a seamless, omnichannel

experience for customers

Visit salesgps.mdm.com to register

Join us Aug. 31 – Sept. 2 in Chicago

Produced by: Modern Distribution Management | 6309 Monarch Park Place, Suite 203 | Niwot, CO 80503 | 303-443-5060