Sales Guide - MD Resources Inc.

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SALES CALL GUIDE
Electronic Accounts Payable Solution (e-Payables)
CPS Payment Services (AS10187)(for internaluse only)
Primary Objective:Bring Value to the Member by moving to Amerinet Contracted Suppliers and signing up new members.
Solution Offering:
Program Summary:
To provide Amerinet Members with an automated accounts payable process, from payment to reconciliation, by enabling Amerinet
Members to pay expenses with a single-use virtual MasterCard. Proprietary, patent pending software integrates with existing ERP systems
delivering performance efficiencies, cost savings and industry high monthly rebate. P-Cards and Fleet cards are also available.
Who to Talk To:

Main Contacts: CEO, CFO
Questions to Ask:


How do you currently pay your bills?
Do you currently have an electronic payment system in place?
Business Challenges and Targeting Summary:
 Some organizations already have an e-Payables solution in place
 Some organizations are going through or recently went through a long and difficult EMR/IT conversion or upgrade and don’t have
the time or resources to add something else to their plate.
 Solution is applicable to all Amerinet Facilities
Supplier Overview:
Pricing:
$30,000 Initial Start Up Costs—Waived (No cost to Amerinet Members)
$45,000 Vendor Identification Service—Waived (No cost to Amerinet Members)
Key Program Highlights:
Streamlines Bill Payment Processes:
 Payment solution requests the card number, generates a custom remit, sends payment by fax or email, automates reconciliation; and
enables users to hold payments, search payments and generate reports.
Payment Solutions:
 Consolidates the claims payment process into a custom, secure email
 Provides customized remits that match the current providers’ statements
Deliverables:
 Automates the accounts payable process from payment to reconciliation by enabling organizations to pay expenses using a SingleUse Virtual MasterCard.
 Eliminates manual processing costs including checks, postage, printing and accounts payable personnel while reducing check fraud
and fees.
 Provides industry high flat monthly cash rebates on prior month’s transactions processed through the Solution
 Integrates seamlessly with all major ERP systems.
 Offers misuse protection of $100,000 per incident.
Competitors and Key Differentiations:
CPS Payment Services
Bank 1
•
•
One Time Use
Reduced Risk
•
•
Proprietary – Leading
Practice Based
30 day
implementation
No Cost to Client
AP Process
Transformation
•
•
Big 4 Methodology
SOX focus
Rebate
•
•
•
Highest Rebate
Same % from $1
Cash Paid Monthly
Virtual Card type
Technology
•
•
•
One Time Use
Reduced Risk
•
•
•
No single solution
Up to 6 months
Client pays to
Implement
•
90 day out for any
reason
Vendor
Enrollment and
Acceptance
•
•
Highest in Industry
Dedicated Team
Major Card Issuer (non
MC/Visa)
•
Ghost Card (single
card number –
reloaded)
•
Ghost Card (single
card number –
reloaded)
•
•
•
File transfer enabled
Not AP centric focus
•
No Proprietary
Solution
3 – 6 month typical
install
File Transfer Only
•
•
None
•
None
•
None
•
•
Wide Range
Tiered pricing.
Top tiers rarely
reached
Paid Quarterly
•
•
•
Lower than average
Tiered rebate
Paid Quarterly
•
Higher than average
•
3 year locked in
contract
2-3 year contract
•
Typically 3 year
•
Focus on top
volume vendors
Lower than
average %
•
•
•
Lowest acceptance
•
Contract
Flexibility
Bank 2
•
Client responsibility
Focus in top 20-50
vendors
We are confident we offer the highest rebate and achieve the highest vendor acceptance. We implement our leading-practice technology
in 30 days or less and do not lock clients into a long-term contract. We continuously exceed our clients’ expectations by maintaining the
highest level of customer service.
Value Propositions:
Business Challenge (Pain Points)
Not getting cash back for paying bills
Selling Message (Feature)
Highest rebate in the Industry
Value Proposition (Benefit)
Provides a new source of revenue
No automated reconciliation for CC
payments
Fully integrated with ERP and auto
reconciliation
Reduced time and labor
Overcoming Objections:
Likely Objections
Responses
Already have a p-card program
e-payables is integrated with AP and provides more functionality
than p-card
Already getting rebates with a different program
On-boarding and higher % will increase rebate dollars
Call to Action/Close/Steps to Implement:
No costs, No ongoing fees, Just new cash.
1.
2.
3.
4.
Month One: Commit to the process, modify ERP system, complete vendor match and in-service staff
Month Two: Work on vendor on boarding and notification
Month Three: Begin testing with a few vendors
Month Four: Begin collecting 1.7% cash rebate on the previous month’s spend
Key Contacts:
Supplier Name
Contact Information
CPS Payment Services
Dave Rike
Principal
MDR™
Kristen Alcoser
Director, Partner Services
(559) 447-4488
Email: [email protected]
Amerinet Knowledge
Center:www.mdresources.net/knowledge-center.html
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