7/30/2019 Strategic Account Status Report

1/13

Initiating

Member and

Champion

Date

InitiatedEquity Survey

Identify

Possible

Participating

Members

Complete

Qualification

Questions

Hold

Qualification

Review

Meeting

Hold Account

Planning

Session

Develop

Proposal

IDG

PDA

George Strobel 12/15/2012

X

Hughes

IPS

Pacific

IPC

*Others TBD

X X X X

Cotterman

Packline

Steve Ryder V 1/17/2013

X

Packline

IPC

Rusco

Heritage

X

ANH Refractories

M-Line

Tom Doherty 3/20/2013

X

M-Line

Omega

Central

Shoreline

BGR

IPC

Crownhill

Rusco

X X X X

Schaeffler Group

M-Line

Dan M 4/16/2013

X

Central

CHP

IPS

M-Line

Omega

Pacific

Packline

X X

Knoll

Crownhill

Mike Cancilla 7/23/2013

X

CHP

Hughes

ShorelineX

Dick's Sporting

Goods

IPC

Rebecca Walker 8/8/2013

X

IPC

BGR

Heritage PHX

M-Line

X X X X

Associated

Materials

M-Line

Tom Doherty 7/9/2013

X

M-Line

Heritage

Riekes

BGR

X X X X

Opportunity

Process Step

7/30/2019 Strategic Account Status Report

2/13

Initiating

Member and

Champion

Date

InitiatedEquity Survey

Identify

Possible

Participating

Members

Complete

Qualification

Questions

WorldPAC

Heritage

Mike Mora 11/9/2012

X

Alles

Hughes

HeritageX

Amerimax

Rusco

Robin Goheen 1/23/2013X

Rusco

IPC

Donaldson

CHP / Hughes

Gary Fox/Neal

Magaziner 4/11/2013

X

Alles

BGR

Heritage

IPC

Rapid Shorr

Central

CHP

IPS

Omega

Pacific

Reikes

ARAMARK IPC 6/4/2013

X

IPC

IPS

Shorr

X

RR Donnelley

Alles

Steve Berman 2/27/2013

X

Alles

BGR

Heritage

IPC

Rapid

Shorr

Assembly

Fasteners

Alles

Steve Berman 2/27/2013

X

Alles

Crown-Hill

IPC

Rusco

Opportunity

7/30/2019 Strategic Account Status Report

3/13

JBS / Pilgrim's Pride

Katzke

Andrew

Dannewitz 4/25/2013

X

Katzke

Rapid

Hughes

Shorr

Rusco

AllesIPC

Shoreline

BGR

IPS

Heritage

Flexpak

Pacific

X

Tech Data Hughes 6/27/2013

X

Hughes

Heritage

IPCRusco

Alles

X

7/30/2019 Strategic Account Status Report

4/13

Hold

Qualification

Review

Meeting

Hold Account

Planning

Session

Develop

Proposal

Conduct

Assessment

Present

ProposalClose the Deal

Conduct Post

Opportunity

Review

X

X

X

Process Step

7/30/2019 Strategic Account Status Report

5/13

X X X

X X X X

7/30/2019 Strategic Account Status Report

6/13

Status - Next Steps

Process not working!

Lost to Piedmont National

Opportunity turned into an auction. Crownhill and Hughes

decided not to bid in this way. Will go directly to customer

Team is preparing bid response. Bid is due 6/19.

Need to determine exact locations in play and review

Qualification information with the participating Members

Other Members with relationships: Hughes, IPS, Reikes, Rusco

Prepare to hold call to overview opportunity

Completing Qualification information

Prepare to hold call to overview opportunity

7/30/2019 Strategic Account Status Report

7/13

May 10 First pass at proposal with customer. Waiting to here

who will proceed to the second round

Stan is getting no response from the customer

7/30/2019 Strategic Account Status Report

8/13

Progress seems to be stalledHughes pricing added to cataloguewhat does that mean to

PDA strategic account process? Revisit program with Storopack -

not sure what value they are providing

Lost on price plus a new buyer played each vendor against the

other for cheapest price. Our champion (buyer) quit.

Pricing request out to Suppliers

Waiting on direction from the Sales Rep

Waiting update/discussion with team to agree on next steps

Notes

7/30/2019 Strategic Account Status Report

9/13

Used national pricing from IPG on all locations for first round

7/30/2019 Strategic Account Status Report

10/13

Initiating

Member and

Champion

Date

InitiatedEquity Survey

Identify

Possible

Participating

Members

Complete

Qualification

Questions

Best Buy

Hughes

Robert Jakub 6/5/2013

X

Hughes

Rapid

Rusco

IPS

BGR

Heritage

Alles

Crownhill

Katzke

IPC

X

Ford

Crownhill

Mike Cancilla 6/10/2013

X

CrownhillPackline

M-LINE

BGR

Opportunity

7/30/2019 Strategic Account Status Report

11/13

Hold

Qualification

Review

Meeting

Hold Account

Planning

Session

Develop

Proposal

Conduct

Assessment

Present

ProposalClose the Deal

Conduct Post

Opportunity

Review

X

Process Step

7/30/2019 Strategic Account Status Report

12/13

Status - Next Steps

Customer is evaluating proposal

Ford continues to send CHP RFQ for U.S. locations. As neededMike Cancilla is reaching out to PDA members. There is no

formal proposal in the works for Ford.

7/30/2019 Strategic Account Status Report

13/13

In order to secure the most competitive pricing we had toabandon a split-ship model and figure Hughes to buy

everything. This may start that way and develop into more of a

SA opportunity once we get our foot in the door.

Notes