Strategic Business Solutions : Solutions, Strategies, Success

1. Strategic Business Solutions:Solutions, Strategies, Success The SalesStrat Solution

2. The SalesStrat Solution SalesStrat is an enterprise wide software program developed to provide companies with the means to document the total cost impact provided by both their product and service solutions in order to achieve three objectives: 1. Create a competitive distinction that demonstrates why your products and services make you the supplier of choice. 2. Provide a format that increases the end-user’s ability to “see and understand” the true savings your solutions provide, while making it easier for your people to document the value they added. 3. Help you to improve your company’s overall profitability by improving sales penetration, retention and margin growth (both direct sales and sales through channel partners).

3. The SalesStrat Solution Create a competitive distinction that demonstrates why your products and services make you the supplier of choice

4. Purpose: Creating a Competitive Distinction • SalesStrat let’s you report the solutions you provide in three different levels of detail: • Summary • Standard (shown here) • Detailed

5. Purpose: Creating a Competitive Distinction SalesStrat also allows you to provide a cumulative look at the savings in a number of different charts, graphs and tables. The chart here shows the savings you provided over any timeframe you select.

6. Purpose: Creating a Competitive Distinction Reports can also be generated around the individual division or plant where the solutions were provided.

7. Purpose: Creating a Competitive Distinction • You can also include charts of the savings status: • Proposed (Offering) • Implemented • Savings Accepted • Reject • As well as reports around industries, channel partners, customer objectives, type of savings, etc.

8. Purpose: Creating a Competitive Distinction Summary reports are also available. And records can be exported into Excel.

9. Purpose: Creating a Competitive Distinction • These reports can help you with: • Winning Contracts • Business Reviews • Contract Renewals • Price Negotiations • “Trades” for Additional Business

10. Purpose: Creating a Competitive Distinction SalesStrat also helps you to sell solutions by providing: • Annual Savings • 5 year accumulated savings • ROI • Payback Period

11. The SalesStrat Solution Provide a format that increases the end-user’s ability to “see and understand” the true savings your solutions provide, while making it easier for your people to document the value they added.

12. See and understand the true savings from your solutions. • SalesStrat provides three formats for documenting your value: • Level 1: Memo format – minimal time and effort • to document • Level 2: Standard worksheet – quick/easy • formulas to fill out (handles 85% of your • documentation needs) • Level 3: Detailed worksheets – the ability to • create custom worksheet based on your • needs/solutions (for highly technical • solutions and/or auditable results)

13. See and understand the true savings from your solutions. Each Level has three sections: Solution Details, Solution Notes, and Solution Worksheet. Only the worksheet varies by Level. The Solution Details section, shown here, are all “point and click” fields that capture the “who, what, where and when” of the solution you are offering or have provided.

14. See and understand the true savings from your solutions. • The Solution Notes section, shown below, requires a quick write up on the “how” you reduced the customer’s operating costs. • Each record comes with a template for the write up: • Situation: What was the customer’s need to change? • Solution: what did you do to help meet the customer’s need? • Results: what were the key benefits for the customer?

15. See and understand the true savings from your solutions. Each of the three Levels has its own worksheet. This is the Level 2 worksheet. It provides the means to document savings or revenue enhancements within the four categories where a supplier can impact a customer’s profits: Expenditure, Processes, Revenues, and Assets.

16. See and understand the true savings from your solutions. For each category you can add in as many lines as needed to document your savings. In the expenditures category we added three lines: old valve spend eliminated, new value spend added, energy consumption reduced. As well as the labor reduced.

17. The SalesStrat Solution Help you to improve your company’s overall profitability by improving sales penetration, retention and margin growth (both direct sales and sales through channel partners).

18. Purpose: Improving Profitability • While your value added services and products have the ability to impact your customer’s profits, proving the impact your solutions have can provide a direct impact on your company’s profits as well. By demonstrating how you improve your customer’s operating profits, you can: • Improve penetration of new and existing accounts • Retain strategic accounts more effectively • Reduce margin erosion and/or improve margin growth

19. The SalesStrat Solution Imagine If …

20. Risk …the customer may not see much risk in switching suppliers “Opportunity” promised by competitor New Operating Costs resulting from your solutions Your Company Competitor Imagine If You Don’t Document Customer’s Original Operating Costs You helped to reduce this amount of operating costs. So when a competitor offers a lower price… Too often it is equated to “0” and your value is lost. If you don’t measure this reduction in operating costs, what does it get equated too? Total Operating Costs Time Line

21. Imagine If You Don’t Document Duration of the Value Added Many customers allow you to report savings for only one year, and expect new savings each year. Over time it becomes harder to find new saving opportunities (savings shown each year is less). If you don’t show both the annual savings and accumulated savings, you risk losing the account. Total Cost Improvements Timeline Year 1 Year 2 Year 3 On-going Savings One-time Savings

22. Imagine If You Don’t Document Value documented immediately after the event Value diminishes over time, unless you record it immediately after the solution is provided. The longer you wait, the lower the perceived value. Perceived Value Added Value documented 6 months later 1 year later Time Line

23. Now Imagine the Possibilities if You Do Document Your Value If you could provide reports quickly and easily like this one, would it help you to: • Demonstrate why you are the supplier of choice? • Better illustrate what you bring to the relationship? • Prove to your customers why you are worth more than your competitor’s lower price? • Improve your overall account profitability? • If the answer to these questions are “yes”, SalesStrat can help you to achieve a competitive advantage!

24. Thank You For Your Interest If you have any additional questions or comments, please feel free to contact us. Strategic Business Solutions, L.L.C. (918) 494-8085 info@sbs4me.com