Focused Growth Initiative Proposal For Import Genius

Jim AndersonNobleMettle

November, 2011

IG Focused Growth Initiative

• Grow Import Genius– Incremental sales– Improved retention

• Value-added services• Sales outreach program• Leverage best practices

Goal Approach

A Series of Coordinated Activities Contributing Tangible, Measurable Results to the IG Growth Strategy. Also Helps Focus & Align the Organization .

Sales

Churn(Cancelations)

Activity Alignment

Incremental Sales

Improved Retention

Conferences / Trade Shows

(Speaking Opportunities)

Leverage Best Practices to others in

Similar/Same Industry

Intelligent Data Fields

Specialized Reports/Analysis

Direct SQL Connection to DB

advanced customers have option to use own reports

Value-Added Services

• Pharma Supply Chain Conference o Product diversion

& counterfeitingo Possibly co-

present with IG customer

• Examples from existing customers

• Contextual overview of market / drivers

Microsoft/Pfizer practices on fraud detection leveraged to:• Other software

companies,• Media companies (DVDs)• Other pharma companies

• Learn best practices form existing customers

• Develop specialized templates/tools to support

• Communicate to Sales/Cust. Svc/ IT staff

• IG Supplier• IG Consignee• IG Addresses • Look-thru Master

records

• Algorithm to clean data• Scrub historical data• Change data loads to

clean data on load• Communicate to

Cust/Staff

• Aggregated Data• Trend analysis• Pivot Tables

• Clean data (intelligent fields)

• New report templates

• Direct query from Excel

• Link Access database• Crystal reports• Will allow for much

better reports, & eliminate download

• Possibly custom database(s)

• Possibly incremental infrastructure

• New level of service

REQUIREMENTS

Outreach Program

Leverage: To Increase Sales, Reduce Churn

• Well versed in IG products/data• Understand types of IG customers

– Names of customers in each category– What is important to each category of customer

• Clear understanding of how IG products & information can be used by each category of customer– Examples of use – tied to customer needs– Knowledge and understanding of best-practices and creative use by

other IG customers

• Able to translate (Leverage) use & best practices form one IG customer to another:– Within same industry– Across industries

• Easy access to IG material– Case studies– Marketing Material (by industry)– Report Examples, Videos, etc.

Import GeniusLogistics Industry

Names of IG Logistics

Customers

Description of IG & use in Logistics

Industry

Sample Report(s)Case Study

IG Industry Marketing Material

IG Reports Pivot Tables

Raising The Level Of The Dialogue With Customers

IG Staff (particularly Sales & Cust. Svc.)

Examples Of Advanced Reports- Relationship Map -

Like Visual Map, but:• Includes Time Dimension• Quantified results – quickly indicates volume of activity• In Excel, so Customers can easily copy/paste, work with data

Section 1 – Shows suppliers for a particular Organization, Product, Port, etc.• Yellow highlighted suppliers indicate 80% of volume• Shows trend over time

Section 2 – Shows who those same suppliers also do business with• Like Visual Map• But quantified and sorted

How I Can Help

• Lead or help organize or lead a focused growth initiative– Holistic approach to attract new customers,

retain more existing customers

IntelligentData

Focused Growth Initiative

Success Measured By IG Growth – Rate Of New Customer Acquisition, Retention Of Existing Customers

• Design• Prototype• Develop (program)• Implement

• Lead, help design or develop– Identify & summarize VOC– Recommend & design advanced reports– Direct SQL access

How To Start

Start With Intelligent Data• Other activities depend on “Intelligent Data”• Initial focus: IG Shipper & IG Consignee

Plan

Develop Software

Test

Hist. Data

Data Loads

Train/Comm.

Test

Month 1 Month 2 Month 3

At The End of 3 Months You Have IG Intelligent Data Fields For Shipper, Consignee, Enables Other Initiatives In Focused Growth Strategy

Crawl, Walk, Run

Timeline - 2012

Q1 Q2 Q3 Q4

Intelligent Data

Specialized Reports

Start To See Results

Start To See Results

Direct Connection To Database

Ongoing

OngoingLeverage Best Practices

Conferences

Crawl Walk Run

Why Me

• 25+ Years experience implementing solutions like this:– 15 Years Honeywell Corporate– 10+ Years Lean Six Sigma consulting

• Extensive Reporting/Analysis/Data background: – SQL, Oracle, SQL Server, MySQL, PL/SQL, etc.– Excel VBA – To create IG Templates

• Have successfully led many similar Initiatives:– Honeywell ERP/Financial reporting– SSA Shared Value program– Client Initiatives

Experience, Skills & Track Record of Success

Contact

Jim AndersonNobleMettle

jim@noblemettle.com(973) 809-3245

APPENDIX

Organizational Support

• Identifies best practices & uses of IG

• Recommends leverage across:

• Other companies in same industry

• Other industries• Solicits customer feedback

on current IG tools

This Initiative Starts & Ends With he Customer

ManagementTeam

SalesTeam

ITCustomerService

• Communicates IG capabilities, best practices

• Leverages Across customer base• Active Outreach program to ID &

Attract new customers

• Sets priorities• Periodic reviews• Mid-Course corrections• Communication• Celebrate success

• Translates requirements into specifications/solutions

• Implements technical solutions• Recommends alternatives &

enhancements

IG Customers

Example, report for Freight Forwarder: for a particular time period, and/or geographic area, and/or product, etc..

List Shippers, Carriers, # Shipments

# of Shipments (red highlights top 10)

Examples Of Advanced Reports- Freight Forwarder Report -

Examples Of Advanced Reports

Number of Shipments By Supplier By Year• Who is receiving shipments ?• How is that changing over

time?

Number of Shipments By Consignee By Year• Who is receiving shipments ?• How is that changing over

time?

Shipments By Shipper / By Consignee• Who is selling to who?

Proposal Economics

• Professional Service Support:– Part time through end of 1Q12

• To allow time for IT, CS & Sales to contribute3

– 5 days of support in total

• Reduced Introductory rate:– $1,200/Day– $42,000 for total effort

• Payback:– Attracting or retaining just 18 Customers through this effort pays for his

effort in one year• Assumes average $200/Mo. subscription