SELLING YOUR APICS PROGRAMS - BECOME A CHAPTER SELLING MACHINE

Learn,Laugh and Explore how to become Sales

Driven.

Roberta McPhail, CPIM, CIRM, CSCP, CDDP, PMP,

Master instructor and Director of Corporate training

APICS Vancouver

Brad Breitner, BBA, APICS Business Development

Manager(BDM)

#APICS2016

Welcome to the Brad and Roberta Show

From Brad

From Roberta

#APICS2016

Lets compare our navies

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Introduction

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Situation Analysis

Supply Chain in booming

Supply Chain is becoming a Strategic Function

APICS has restructured Chapters into Layers i.e. premier – (thus Incentivizing growth)

APICS is a global leader in training

APICS has a great basket of training options and products

We do have competition for training dollars

I'm convinced that we can massively grow!

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Some question to you all

Do you Struggle with growing your chapters?

Do you find Sales a Challenge? – Why?

How do you see yourselves moving forward?

Is old style board structures(Functionally aligned) still appropriate?

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Becoming Sales Driven Means

A different way of thinking

Refocusing of energies

Differing use of resources

Aligning to customer needs(OMG here comes CRM)

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How to get started

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Know your market –APICS Vancouver

STRENGTHS

-excellent educational base and revenue with local schools

-corporate training initiatives very strong CSCP#2 in na in 2015

-positive and supportive board for biz development

-Sales Resource

WEAKNESSES

-board turnover

-marketing resources(gone thru two marketing coordinators)

-marketing knowledge. How. Digital Skills

OPPORTUNITIES

-untapped market\general awareness gap

-general confusion on education paths

-working more with BDM APICS

-ie many companies have not heard of APICS

THREATS

-other associations(SCMA, PLOG, CSCMP, CITT, CIPS, ISM)

-training dollar allocations

SWOT

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Know your products

APICS CPIM APICS CSCP

Internal focus

Primarily manufacturing operations

Depth within specific manufacturing,

service and operations topics

5 CLASSES OF APPROX 40 HOURS

EACH

CAN USE BASICS OF SUPPLY CHAIN A

PRIMER CLASS

External focus

Encompasses end-to-end supply

chain – including suppliers and

customers

Breadth across many topics,

including globalization, IT

enablement, logistics, service

industry and more

1 - 40 HOURS CLASS, INTERMEDIATE

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Know your products

APICS CLTD APICS FUNDAMENTALS

New

Distribution, Transportation focused

Similar to CSCP

1 -40 hour class

HUGE FOR TRANPORTATION HUB

CITIES

VANCOUVER #6 ON TEU NAFTA

RANKING

1 – 40 HOUR CLASS

Back to fundamentals class can be

tailored.

5 x 11 session classes

45 individual 3 hours classes can be

cherry picked into a package.

GREAT SELLING TOOL TO ENGAGE

CLIENT

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Know your product –What are we selling

Certifications – Career enhancement

– Internal qualifications

– X functional training

Non Certification Training(Fundamentals) – Customizable

– Free consulting

– Add on hours for facilitation

Membership benefits – Career enhancement

– Lifetime benefits

Lets not forget our world class instructors(that is a selling feature)

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Who are our customers

Corporate Clients - Businesses – Private vs Public

– Small vs Large

What do they Value – Cost

– Information\Knowledge Transfer

– Professional engagement – Smooth Training Logistics

– Value for time

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THE ART AND

SCIENCE OF SELLING

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Sales Cycle

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Psychology of selling

• TIPS for non sales people • Be yourself

• Be honest

• Be confident of you and your products

• Ask for the Sale

• Many of you are in procurement – reverse your

thought processes

https://www.salesforce.com/ca/blog/2015/04/psychology-of-sales.html

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How to deal with clients

Be professional – respond to inquires timely and promptly

Be on time

Be prepared – anticipate questions

Have your PowerPoint back up. APICS corporate power point Deck. – Use for follow-up(“Can I email you the presentation?”)

Have fun

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Selling Techniques

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A little Exercise (and a bit of an experiment)

Groups of 2 (preferably some one you don’t know well)

Determine who is going to be Seller and Buyer

Buyers(Grab a SWAG item)

Your objective: You have 5 min to sell 1000 SWAGS, 1KSWAG( new unit

of measure)

So how did it go (buy raising your hands) – Who was a Seller?

– Sellers did you feel comfortable?

– Who was a Buyer?

– Buyers did you feel comfortable?

– What went well?

– What could you have improved?

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Lead Management

Do you track leads? – Where? Spreadsheet?

– Follow up

– Do we take a shotgun approach?

Because we are supply chain/procurement focused. Are we too careful in

following up ? – i.e. we don’t want to bother clients

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Selling training programs - some considerations

Stuff to consider

Location – onsite or offsite – Cost vs distraction of students

Timing of classes – Weekly\Daily – 4 hour blocks

– Be flexible to client needs

Open or closed enrollment – Pro - is more x functional discussion

– Pro – cost supplemental to client

– Cons – Proprietary info of client

– Cons - admin

–Second tier bullet – 18pt • Third tier bullet (use sparingly): 14 pt

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Selling training programs - some considerations part 2

Stuff to consider

Internal Exam – feedback to management and students – Incentive to take the course seriously

– For Training records

Contracts – formal or informal – I use a simple email point form for informal

– Protection for both the chapter and client

If you need a sample format email me

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Getting Started and

Setting things up

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Marketing

Set up a corporate training landing page – http://apics-vancouver.org/Corporate_Training

Use digital marketing to create awareness – Linked in – create blog posts – have your board like and share

– Twitter

– Blogging

Advertising can be Expensive

X promoting with other associations – For example we have Canadian Exporters and Manufacturers of Canada

– ASQ

Trade Shows

Industry lists

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Resources

C box

Partner connect

District

Business Development at APICS

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Resource (Business Development Managers) BDM

Available resource

Develop and maintain an active pipeline that includes self-discovered

leads, named account branch leads, chapter leads, and/or net new

account branch leads.

Focus on facilitating-collaborating on growth opportunities among the

APICS Districts, Chapters, Channel Partners and Sponsors globally. The

relationship will be shared and focus on Corporate Affiliate Branch

locations.

Responsible for all APICS’ customer-related processes, including planning,

business development activities relating to the market, and selling

including discovery, proposal, and close, while developing positive

relationships and mitigating channel conflict

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How to work with your BDM

Available resource

Focus on developing, managing, and growing current corporate accounts.

Work with Chapters to expand and develop new on-site classes with

“dormant” account that need revitalized

Provide Leads. BDM to: Contact>Present APICS product offering>

Negotiate>Close the Sale>Corp. Contracts process & Instructor Selection

>Training Schedule Established>Follow-up for Future Trainings

Maintain strong focus on customer satisfaction that ultimately leads to

increases in sales opportunities

Work proactively and collaboratively with APICS Channel Services

Department

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Sales Tactics - SIMPLE

Find prospects

Marketing tactics or start cold calling

Write a script (draft a sales letter)

Pretend they care (turn a cold lead into a warm lead)

Sell, sell, sell

Close the sale

Rinse and repeat.

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Sales Tactics - Detailed

A lead is a potential buyer with the means, inclination, and need to buy a

solution from you. . Identify leads clearly, spend time wisely

Attract and maintain your customers’ attention because you’re not just

selling a product or service. You’re selling an experience. You’re justifying

a customer’s attention and time, and the easiest way to justify it is through

educating them.

Be a APICS Sales Consultant. A customer wants is for you to listen to them,

understand their problem and help them solve it.

A salesperson is a problem solver, there to manage the solution. And you

need to be there all the way through the process with the customer.

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Setting up your Sales Structure

Rethinking traditional board structures – New Director or VP of business development?

Project orientated – Sales Driven

Consider a compensation structure

Idea? Use a apics trainer whom is an independent

So What does this new position do.

Plan and execute on new business development projects

Such as – Conferences

– X market work and liaison to associations

– Classic marketing efforts

– Liaison with BDM

– School Projects

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Case study

Large $B dollar Shipyard in Vancouver

Early 2015 – targeted as potential client

Emails and linked in contacts - nothing.

June 2015, Fraser Valley APICS Board member working at client –

leveraged contact to provide a preliminary quote – Engaged APICS BDM to assist

July 2015 made contact with training group at client

Nov 2015 first meeting with client on site – client in a restructuring – but

interested

May 2016 2nd meeting with client on site and functional leaders –

selected principles

May to July 2016 – Client internally selecting principles sessions

Late July 2016 planned closure meeting and signed contract

Fall 2016 training commence

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Q and A

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Thank you and please do contact us

Roberta McPhail - training@apics-vancouver.org

Brad Breitner - brad.breitner@apics.org

#APICS2016

THANK YOU