District Business Development Manager February 2015.

District Business Development

Manager

February 2015

2 © APICS Confidential and Proprietary

District Business Development Manager Program Goals

…To increase Chapter’s sales of APICS Products and Services to corporations and individuals

Respond to Chapter requests for additional sales support

Strengthen/grow North American Chapters

Increase adoption of APICS products/services

Capitalize on APICS Corporate infrastructure and resources

Communicate and work collaboratively


The Corporate Customer

Conduit to the individual professional

Source of APICS members

Sponsor of APICS education and certification

Driven through bottom line impact

Employer


The District Business Development Manager This person is:

– Full-time Sales Professional working for APICS Channel Services

– Sells instruction, materials, certifications and membership on behalf of Chapters in the District


The District Business Development Manager This person is:

– Full-time Sales Professional working for APICS Channel Services

– Sells instruction, materials, certifications and membership on behalf of Chapters in the District

– Collaborates directly with District Leadership and Chapter Leadership

– Can engage with Chapters a as full partner, partially or not at all (‘opt out’) at the choice of each chapter


Benefits to Chapters in working with DBDM Growth “Expand Chapter Footprint Locally”

– Increase membership, revenue and local presence

Expanded relationships with corporate customers

Support from a sales professional

Access to a sales resource at no incremental cost to the chapter


We can Accomplish More by Working Together

DBDM

APICS Chapters and Districts

APICS Channel Services



Local Knowledge

Local Relationship

Lead Generation

Local Community

Instruction

DBDM





Local Knowledge

Local Relationship

Lead Generation

Local Community

Instruction

Know How

Infrastructure

B2B

Sales Coordination

DBDM




Working Together – Full Service Program (Option A)

Districts

Chapters

DBDM

Three-way Lead Generatio

n

Initial Contact

w/Prospect

Quote & Negotiate

Contract &

Fulfillment

Invoicing &

Collections

Revenue Flow

After Sale Support

Two-way Relations

hip Managem

ent

On-going Dialogue


Working Together – Partial Service Program (Option B)

Three-way Lead Generatio

n

Initial Contact

w/Prospect

Quote & Negotiate

Contract &

Fulfillment

Invoicing &

Collections

Revenue Flow

After Sale Support

Two-way Relations

hip Managem

ent

On-going Dialogue

Districts

Chapters

DBDM


Option A:

Option B: Option C:

Full Service Program

Partial Service Program

Opt–Out

Develop a local sales strategy and generate leads Setup phone/face-to-face meetings with prospective clients

Manage the negotiation process and prepare quotes

Generate legally sound contracts Gather resumes from the local chapter’s instructor pool. Execute instructor agreement and payment

Coordinate/finalize training dates Order/ship courseware and participant materials Process membership and certification exam credit orders

Process instructor invoices and expense reports Troubleshoot collection issues Coordinate efforts to follow up with the clients Promote/sell other APICS products Engage clients in local chapter activities and volunteerism

Opt-out at any time (opt-in during enrollment periods)

Opt-in during enrollment periods

DBDM Role Summary


How are DBDM Motivated and Compensated?

APICS Corporate pays the DBDM employee costs of salary and expenses. There is no employee program cost to the Chapters

The DBDM is motivated through a modest commission for each sale

– Commission is paid when the revenue is received, out of the sale proceeds

– Commission varies depending upon how the lead is generated

Profit from the sale (revenue less expenses) is retained by the chapter


Frequently Asked Questions What is the DBDM Program?

– A sales program sponsored and funded by APICS Corporate, intended to bring APICS to more companies and individuals

Why is APICS presenting this program?

– To help chapters grow by providing them professional sales assistance






Is the program mandatory?

– No – it is purely optional. Chapters may opt-in during regular enrollment periods

Is Corporate Services involved in this program?

– No – The DBDM work solely on behalf of the Chapters that elect to opt in






Is the program mandatory?

– No – it is purely optional. Chapters may opt-in during regular enrollment periods

Is corporate services involved in this program?

– No – The DBDM work solely on behalf of the Chapters that elect to engage them

Who can we contact if we have questions?

– DBDM, District Field Associates, Channel Services

Thank You

District Business Development Manager February 2015.

Documents

Transcript of District Business Development Manager February 2015.