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BHID 2013 AD Summit - Heather

BHID 2013 AD Summit - Heather

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BHID 2013 AD Summit - Heather

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  1. BlackHawk Industrial AD SUMMIT AND TRADE SHOW

  2. BlackHawk Industrial

  3. BlackHawk Industrial AFFILIATED DISTRIBUTORS (A-D) Program is at the BlackHawk Level AD helps members compete with big box players Access to additional lines Resource and marketing support Help drive growth and reduce costs Deeper rebates and terms than direct Reporting and tracking available

  4. BlackHawk Industrial 10% of our business flows thru AD today *Data Minus Seattle

  5. BlackHawk Industrial HOW SUPPLIERS WERE SELECTED FOR THE SUMMIT: Company wide revenue Relationships Market leaders Future focus for BlackHawk program The attendees to the show are key vendors for BlackHawk both AD and non-AD

  6. BlackHawk Industrial AD PLATINUM SUPPLIERS

  7. BlackHawk Industrial PLATINUM TRADE SHOW SUPPLIERS

  8. BlackHawk Industrial EXAMPLE OF BUYING POWER AND CONVERTING TO AD – Cutting Tools • 120 cutting tool vendors represent $70m • All these vendors are $50k or more in annual sales • Top 60 suppliers represent $63m and bottom 60 suppliers represent $6.5m • Scenario: Conversion of ½ of miscellaneous vendors where possible to A-D would increase overall leverage • Benefit: Leverage = stronger relationship, improved margin, better programs including freight.  WIN-WIN for everyone!

  9. BlackHawk Industrial WHAT TO DO IF WE GET ASKED FOR A NON-FOCUS SUPPLIER?

  10. BlackHawk Industrial Value Proposition of Wholesale-ORSNasco

  11. BlackHawk Industrial Example of ORS Wholesale Profitability • Vendor consolidation • Reduce inbound freight • Inbound from wholesaler • Inbound from manufacturer • Internally • Transactional savings • Fewer PO’s, invoices • Increase average order size • Improves profitability

  12. BlackHawk Industrial UTILIZING WHOLESALE AND THE OPPORTUNITY: • Verticals not familiar with such as welding is a great opportunity to bring in wholesaler such as ORS Nasco that will bring multiple vendors to the table. • Never hesitate to sell a dozen of anything just because we don’t have it on the shelf…utilize wholesale. • To get in the game use wholesale ….. • no inventory investment • broken pack options • lower margin to win first order

  13. Managing Multiple Supplier Relationships - Minimize Conflict BlackHawk Industrial • Lead with AD/Platinum and Focus Vendors • Focus efforts on training and joint sales calls • Growth with these Vendors will help BlackHawk invest and expand • We will support those Vendors that provide the most support to us… both at a Corporate and a local branch • Vendors that do NOT provide support locally… reach out to Marketing to discuss a plan to “encourage” that Supplier to provide local support • “Competing Brands” within the BlackHawk Program • We sell based on providing our customers the best options… best products for “their” needs… performance, cost reductions, etc. • Looking out for the interests of our customers is what is MOST important!

  14. BlackHawk Industrial TRADE SHOW/BREAK OUT EXPLANATION: • Employees are in two groups: (Group A or Group B) • Group is designated on your name badge as well as listed in binder • Groups are in two formats: Platinum presentation rooms and tradeshow floor • Platinum Vendor Presentation Rooms: • Reference binder for starting time and room number • Rooms are numerically marked for easy rotation • Each room is a 20 minute presentation, 2 minutes in between • Listen for the duck call… move to next breakout room • Different vendors for morning and afternoon sessions • Trade Show Floor: • No time allocation per vendor but if broken out is 10 min per vendor • Spend as little or as much time as needed but please see each vendor

  15. BlackHawk Industrial • Platinum suppliers presentation rooms are mandatory-no need to mark them • Have card marked at each trade show booth by vendor • All completed cards must be dropped into fish bowl end of day Wednesday • Please put your name on the card for each day

  16. BlackHawk Industrial ALL COMPLETED PUNCH CARDS GO INTO A DRAWING TO WIN A BAG OF GOODIES 10 COMPLETE BAGS TO GIVE AWAY!

  17. BlackHawk Industrial TAKE AWAYS FOR THE SUMMIT: • Keep an open mind • We understand you can’t focus on ALL these suppliers in the field • Share and develop relationships • Ask questions • Give feedback • Develop action items • Learn • Have Fun!

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