District Business
Development Program
Dominic J. Longo, CSCP
Director, Corporate Services
John P. Bowler, CSCP
District Business Development Manager
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Upcoming Northeast District Events
September 12-13, 2014
District meeting
Burlington, VT
For more information visit the
APICS Northeast District website
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Leadership Summit
Date: Saturday, October 18
Cost: Free of Charge
Use the following registration codes to receive the chapter
volunteer and instructor discount
Code
NOLAJ1
NOLAJ
5
Leadership Summit plus
full conference - $949 rate
Leadership Summit only, free of charge
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Our Presenters
Dominic J. Longo, CSCP
Director, Corporate Services
John P. Bowler, CSCP
District Business Development
Manager
District Business Development Manager Program Goals
 Respond to Chapter need for additional sales support
 Increase adoption of APICS products/services
 Strengthen/grow North American Chapters
 Work collaboratively
 Capitalize on Corporate Services infrastructure and resources
 Deliver excellent service to
– Supply chain professionals
– Corporate sponsors
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The Corporate Customer
 Conduit to the individual professional
 Source of APICS members
 Sponsor of APICS education and certification
 Driven through bottom line impact
 Employer
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The District Business Development Manager
 This person is:
– Full-time Sales Professional
– Sells instruction, materials, certifications and membership on
behalf of Chapters in the District
– Collaborates directly with District Leadership and Chapter
Leadership
– Offers full-service, partial service and ‘opt out’
 John Bowler, CSCP (started 8/11/2014)
– Located within the Mid-Atlantic or Northeast - traveling extensively
– Employed by APICS
– Reporting to Corporate
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Benefits to Chapters
 Growth – “Expand Chapter Footprint Locally”
– Membership
– Revenue
– Visibility
 Expanded relationships with corporate customers
 Professional sales support
 Increased focus on core strengths
 No Cost to the Chapter
 Approved by APICS Board of Directors
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We can Accomplish More by Working Together
Local Knowledge
Infrastructure
Local Relationship
Lead Generation
Local Community
APICS District &
APICS Chapters
Instruction
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DBDM
APICS Channel
Services
Know How
B2B
Global Coordination
Working Together – Full Service Program (Option A)
DBDM
Districts
Chapters
Contract &
Fulfillment
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On-going
Dialogue
Three-way
Lead
Generation
Initial
Contact
w/Prospect
Quote &
Negotiate
Invoicing &
Collections
Revenue
Flow
After Sale
Support
Two-way
Relationship
Management
Working Together – Partial Service Program (Option B)
DBDM
Districts
Chapters
Contract &
Fulfillment
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On-going
Dialogue
Three-way
Lead
Generation
Initial
Contact
w/Prospect
Quote &
Negotiate
Invoicing &
Collections
Revenue
Flow
After Sale
Support
Two-way
Relationship
Management
Program Summary
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
Invite clients to attend local chapter activities and become
involved as a volunteer
Upfront costs
Opt-out at any time
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Option A:
Option B:
Full
Service
Program





Partial
Service
Program














Funded by
Corporate
Funded by
Chapter


Option C:
Opt–Out
Types of Opportunities
 Cross-Chapter Engagements
“Current Model”
– National or Global Opportunity
– Training needs at multiple company locations
– Sales opportunity managed centrally by APICS Corporate
 Single Chapter Engagements
“Alternate Model”
– Local Opportunity
– Training needs only at one company site
– Sales opportunity managed locally by DBDM and Chapter
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Revenue
Example
Current
BSCM - Onsite Training
Cross-Chapter
Alternate
Single Chapter
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10
Price
$10,500
$10,500
Participant Guides
Corporate
$900
Introduction to Materials Management
Corporate
$980
Benefit
$0
$4,000
$4,000
Classroom Material (pens, paper, tent cards, magazine)
Corporate
$100
Shipping
Corporate
$50
$800
$4,470
Number of Students
Dictionary
Instructor Fees
$1,000
Revenue Share for Chapter
10 Person Enterprise Membership (billed Separately)
$200
$2,000
$2,000
10 Exam Credits (billed separately)
$165
$1,650
$1,650
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Program Summary
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
Invite clients to attend local chapter activities and become
involved as a volunteer
Upfront costs
Opt-out at any time
Revenue : Whether current or alternate
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Option A:
Option B:
Full
Service
Program





Partial
Service
Program














Funded by
Corporate
Funded by
Chapter


Same
Same
Option C:
Opt–Out
Other Common Scenarios
Material Only Orders (CSCP)
 The client is interested in purchasing Learning Systems for self-study
 DBDM will quote standard rates (both member and non-member)
 Client will be invoice by DBDM for the appropriate rate
 Once final payment is received, funds will be transferred to the Chapter
 Chapter receives difference between “Chapter Rate” and the “amount
paid by the client”
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– Client Rate:
$895 (rate for orders of 2-25)
– Chapter Rate;
$615 (rate for all L.S. ordered)
– Remitted to Chapter
$280 per L.S.
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What happens when a single-chapter opportunity
becomes a cross chapter opportunity?
 The possibility exists that a relationship that starts out as “Single
Chapter” will evolve into a “Cross-Chapter” relationship
 The original location will be treated as a Single Chapter and all future
locations as Cross-Chapter
– Single-Chapter Alternate Revenue Model
– Cross-Chapter
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Current Revenue Model
Frequently Asked Questions
 What is the cost to chapters?
 No cost, the service is free of charge.
 Our chapter does not have good leads, can we still participate in the program?
 Yes, the District Business Development Manager will meet with chapter leaders to
evaluate the market, and jointly develop a local strategy.
 If our chapter decides to participate, can we still conduct classes on our own, without
involving APICS Corporate?
 Yes, you can still conduct classes on your own.
 What are the criteria for selecting instructors for classes? Will the local chapter have
an opportunity to recommend instructors?
 The criteria is established by the client.
 DBDM contacts the closest chapter(s) to the training location
 The chapter submits a pool of resumes, which are forwarded on to the client
 We will only offer instructors who are listed as a part of the APICS IDP
 Ultimately, the client selects an instructor based on their credentials & availability
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Questions?
Conclusion
Final Thoughts
 Full-service, partial-service and opt-out
 DBDM 100% focused on Chapter sales
 Collaboration and agreement throughout the process
 Standardized pricing with Chapter input on local negotiations
 Feedback welcome
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Appendix
APICS Pricing
On Site and On Line Course Pricing
On Site
Course
CPIM Module 1 (4 day delivery)
CPIM Module 2 (4 day delivery)
CPIM Module 3 (4 day delivery)
CPIM Module 4 (4 day delivery)
CPIM Module 5 (4 day delivery)
CSCP (6 day delivery)
On Line
Course
CPIM Module 1 (10 week delivery)
CPIM Module 2 (9 week delivery)
CPIM Module 3 (9 week delivery)
CPIM Module 4 (9 week delivery)
CPIM Module 5 (9 week delivery)
On Line
Course
CSCP (12 week delivery)
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4-10
$10,500
$9,300
$9,300
$9,300
$9,300
$12,000
Students Per Class
11-15
16-20
$11,800 $13,900
$10,000 $11,500
$10,000 $11,500
$10,000 $11,500
$10,000 $11,500
$12,000 $12,000
21-25
$16,000
$13,000
$13,000
$13,000
$13,000
n/a
4-10
$1,130
$1,009
$1,009
$1,009
$1,009
Students Per Class
11-15
16-20
$1,080
$1,040
$959
$919
$959
$919
$959
$919
$959
$919
21-25
$1,000
$879
$879
$879
$879
Students Per Class
8-15
$2,100
Membership and Courseware Pricing
APICS Membership
Type
Number of Members
Price Per Member
Tier I
5-24
$200
Tier II *
25-50
$190
Tier III *
51+
$180
* Once a company reaches 25 Enterprise professional members they can add
additional Enterprise e-Professional Members at a rate of $125
Notes:
Corporation can control which employees have access to their Enterprise
Membership
Memberships are activated upon payment
Membership rates are per year per person
Courseware - CPIM
Basics Participant guides
APICS Dictionary
Intro to Materials Management
Courseware - CSCP
Learning System
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1
$115
$30
$98
1
$945
2-25
$895
25+
$103.50
$27.50
$88.20
26-50
$845
50+
$97.75
$25.50
$83.30
50-100
$795
Chapter
$105
$30
$98
101-250
$745
On-going
Dialogue
 Regular meetings will be held with the District Managers
 DBDM’s will meet with Chapter leaders to evaluate the market
– Understand the local market and history with corporates
– Understand leads that are known to the Chapter
– Develop a local strategy and target list
 Chapters will be notified about all leads in progress
 Regular communication with DFA’s re: district issues
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Three-way
Lead
Generation
 APICS B2B efforts will also generate local leads for the DBDM’s
 DBDM will develop the local area through traditional sales techniques
 Chapters should continue their independent efforts to generate leads
Keep in mind: Your existing corporate contacts are an excellent source
of new opportunities for new leads
– Suppliers, acquaintances, customers
– Other divisions who may need APICS in other parts of the country
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Initial
Contact
w/Prospect
 DBDM will set-up phone/face-to-face meetings with prospective
clients
 These meetings will focus on:
– Understanding client needs
– Presenting the APICS products/services to fulfill those needs
 These can include the full suite of APICS products & services
– Membership, Training, Certification, Books/Material, Conferences
 DBDM will arrange to introduce a leader from the local Chapter
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Quote &
Negotiate
 The initial quotation will be for the APICS Published Rates
– DBDM will have some latitude to negotiate price
– Any further negotiation will be in consultation with the Chapter
 Professional quotations will be prepared and sent to the client
 Chapter Leaders will get a copy of the quotation
 Ongoing dialogue with the client will be managed by the DBDM
– Chapter leaders will continue to be updated on the progression
 Please keep in mind that it can be several weeks/months before a
clients gets full approval and funding to move forward
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Contracting
 All training engagements require a signed contract
– Corporate has contracts that have been approved by Counsel
– They are regularly used with corporate clients
 Legal staff is available at APICS to the DBDM
– Client may want to make changes to our standard agreements
– They may also want to use their own agreement which will need a full
legal review
 Instructor options are not offered until the agreement is executed
 Contracts are signed at the corporate level
Included in Full Service Option
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Fulfillment
 Fulfillment covers a number of activities for Onsite Classes
– Gather instructor candidates
– Present instructors to the client
– Execute Instructor Agreement
– Coordinate/Finalize dates
– Order/Ship courseware
– Order other material
– Process membership orders
– Process certification orders (Exam Credits)
– Process instructor invoices and expense reports
 All of these services are provided by the DBDM (in the full service option)
Included in Full Service Option
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Invoicing &
Collections
 Invoicing will be completed by the DBDM
 Instructors are paid upon the completion of the course
 Collections will be managed by the DBDM
Included in Full Service Option
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Revenue
Flow
 Funds will be distributed to the Chapter after the client remits payment
 It’s common that client payment to take 30 to 60 days
 Funds are distributed according to the following schedule
Included in Full Service Option
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After Sale
Support
Two-way
Relationship
Management
 The DBDM & Chapter will coordinate efforts to follow up with the client
– The relationship doesn’t end after the engagement is complete
– Neither does the selling
 Opportunities exist to
– Schedule the next class (Module 2,3,4,5)
– Promote/Sell other products (certification, conferences, etc.)
 Invite client to attend Chapter activities or become involved as a
volunteer
 Develop revenue opportunities outside the local area
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Contact
Dominic J. Longo, CSCP
Director, Corporate Services
APICS
Direct 1.773.867.1743
dlongo@apics.org
John P. Bowler, CSCP
District Business Development Manager
APICS
jbowler@apics.org
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