What to expect working for the best.

InformationTechnology Solutions

www.esi.net

Divisions:

Why Choose Electronic Systems?

• Teamwork•Passion•Smart Work

•Quality of Life• Innovation•Respect

Powerful Technology. Smart Solutions.

Print TechnologySolutions

Service & Supplies

Mailing Solutions

About Electronic Systems

Organizational Structure

Locations

Virginia Beach (HQ)

Richmond

Hampton

LynchburgRoanoke

D.C. Metro

Elizabeth City, NC

• Total solutions technology company. • We sell and service every aspect of a company’s office

technological needs.• 400+ employees; 200 technical support staff• 8 local offices throughout Virginia• For the past 30• years, ESI has built a solid reputation on its pledge to provide

quality customer service.• Electronic Systems is a locally managed company with a highly

experienced, management team.• Parent company, Global Imaging Systems, acquired by Xerox

Corporation in May 2007 for $1.5 Billion

2

President of PTG

Sales ManagersVirginia Beach

Sales Managers Richmond

Gen. Manager South West

Director of Sales

Company Profile

Xerox Corporation

How We Fit Together

Digital Copiers & Print

Management

Information Technology Solutions

Printer Service &

Supply Solutions

Mailing Solutions

Electronic Systems

ManagedServices

Global Imaging Systems

CarolinaOffice

Systems

Other sister

companies

Stewart

LewanCarr

Business Systems

Conway

3

Step 1: Source / Screen

Step 2: Interview Process

Step 3: Selection

Phone Screen

Chally Assessment

1st Intervieww/Manager

Ride-Day/2nd Interview

w/ Manager

Presentation Final Interview

Offer Letter &Start Date

Background, DMV & Reference Checks

4

The Recruiting Process

Building a Better Future

401 K Retirement Plan

Additional Benefit Offerings

Health Benefits• Medical, Dental, Vision & Prescription Drug Coverage• First day of the month following the date of hire• Multi-featured Wellness benefits

• Pre-tax contributions• First day of the month following the date of hire• Company match 75% of the first 6% of monthly contributions

beginning after one year of continuous employment• 6 years 100% vested in company match

Our comprehensive benefits package provides employees with the means to balance work and life needs. The combination of a competitive salary, health insurance, vacation, retirement savings, life insurance and disability insurance are just a sample of what we have to offer.

Electronic Systems recognizes that needs may differ from one employee to another, so we offer a flexible approach to designing your benefits package – available to you on the first day of the month following the date of hire.

• Paid Time Offo 10 days Vacation, after 5 years 15 dayso 2 Personal Dayso 7 Holidayso 6 days sick leave

• Life Insurance• Short Term & Long-term Disability• Flexible Spending Accounts• Employee Discounts

Start 6/23/09

Benefits 7/1/09

5

Benefits Overview

Training AwardSales Training Format

The ESI Xerox Sales Training & Development Program uses an interactive approach, offering advanced self-study, web-based and instructor-led learning tools in the following areas:

• Professional Development• Software Application Skills• Sales Training• Management Fundamentals• Product Training

Training Summary

2006 Top Training Company – HR Chally

In 2006, only 4 companies worldwide were identified by their customers as World Class Sales Organizations in HR Chally’s World Class Sales Benchmark 2006 Study. Since 1993, only 21 companies have been honored out of more than 7,000 considered.

Initial Sales and Product Training5-Week Program

• Fundamental skills including: prospecting, time management, product knowledge, conducting sales calls, negotiating and closing, proposal writing, objection handling, acquisition methods, presentation skills, calculating commissions and qualifying.

• Blended learning classroom and lab.• Field and classroom exercises, research and

independent study, quizzes and role plays, video recorded practice sessions.

Advanced Training • Extensive Xerox Training• Product Training –Web Based & Hands On• Solutions Training – Web Based and Lab Training• Tele-prospecting

• Getting past the gate keeper• Handling Objections

• Time/Territory Management • Value Propositions• Cold Calling

6

Training & Development

CAREER PATH

Sales Representative

Major Accounts Named Accounts

Team Leader or Sales Manager

Sales Director

Product Specialist

Training & Development

Systems Engineer

Product Analyst

7

VP of Sales

Career Path

VIRGINIA BEACHProfile University of Oklahoma, 1999B.S. Business AdministrationOne year of prior outside sale experience

Hired

2000

COMMERCIAL REP.

2001-2002

FEDERAL ACCOUNT

REP.20 Mil. Revenue

Top Ten Global Imagining

4 years

2002-2005

Mckendree /ESI Sales Manager

Managed 10

106% of Plan

2005-2006

MAJOR ACCOUNTS MANAGER

Manages 9

110% of Team Quota

2007-2009

8

Success Story – Virginia Beach

Director of VB Sales

Manages 22

2010-

TERRITORYACCOUNTEXECUTIVE

Closed Net New Accounts:

NolandLangley FCU

PWHDLiebherr

MAJOR ACCOUNT EXECUTIVE

89.9% of Quota

Closed Net New Accounts:HNNCSB

Sumitomo


239% of Quota

MAJOR ACCOU

NT EXECUT

IVE

105% of

Quota


222% of Quota


171.42% of Quota

#1 Sales RepClosed

$1 million in 2 months

HAMPTONProfile Miami Dade Community College, 2 years.Purchasing Manager, 10 years

1999-2004

2004-2005

2005-2006

2006-2007

9

2007 July-Dec

2008-2010

Success Story – Hampton

Color Specialist

• Pre-Sales• Post-Sales• Marketing• Trade Shows• Installation• Connectivity• Key-Up• Customer

Training

Analyst

• Price Books• Database• Trouble-

shooting• TEX Award • Product

Configurat-ion and installation

MVP Award Winner

Invited to attend

President’s Club Trip to

Cancun, Mexico

Product Analyst

• Application Support

• Solutions Support

• Product Support

• 3X TEX Award

MVP Award Winner

Invited to attend

President’s Club Trip to

the Dominican Republic

Solution Analyst

• Net + Certification

• Xerox Solution Certifications

• Xerox Product Certifications

Virginia Beach

ProfileState University of New York – Farmingdale, 1992A.A.S Advertising Art & DesignLong Island University, 1994 B.F.A Graphic DesignCreative Director , 4 years Implementation and Custom Configuration of Xerox Production Solutions

NEXSuffolk Public Schools Print ShopChesapeake Public Schools Print ShopGryphon TechnologiesPRA

1998-2000

2001-2005

2005-2006

2006-2008

10

2008-2009

2010-2011

Success Story – Head Quarters

Hired

440% of Quota

Promoted to Major Account

Executive within 6 mos.

MAJOR ACCOUNT EXECUTIVE$50K Quota

Top 5

$1.5 M Revenue

MAJOR ACCOUNTEXECUTIVE$80K Quota

Top 10

$1.2 M Revenue


$110K Quota

Top 15

$900K Revenue

GENERAL MGR.

South-West

Manages 10

Team Quota $495K

ROANOKEProfile Indiana University, 2002B.S. Business ManagementInternship: Energes, Sales

2003 2004-2005

2005-2006

2006-2007

2007-2010

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Success Story – Roanoke

Monday Tuesday Wednesday Thursday Friday

7:00 Prepare for Team Meeting•* Admin Work•* Prep for Cold Calls Research Cold Call

territory Prepare Proposal•* Admin Work•* Prep for Cold Calls

8:00 * Team Meeting 40 Dials Return EmailsReturn Phone Calls 60 Dials Weekly Xerox Training

9:00 * Admin Prep - CC/Email RJA – 1st Appt Cross Selling Blitz with ISG & Mailing Prep for Demo PPC Proposal

10:00 50 Dials 15 Strategic Stop-Bys TCBY Demo FM Global – 1st Appt

11:00 •* Return Emails•* Prep for Demo 5+ Cold Calls 5+ Cold Calls

12:00 5+ Cold Calls ABC Demo 40 Dials ROW Proposal Lunch Meeting with ROC

1:00 HDS – 1st Appt •* Admin Work•* Prep for Cold Calls

DEF – 1st Appt 5+ Cold Calls Return Emails

2:00 5+ Cold Calls 5+ Cold Calls 10+ Cold Calls Return Emails 60 Dials

3:00 35 Dials Weekly 1 on 1 w/Manager 50 Dials

4:00 Return Emails 40 DialsUpdate Soaring Database Update Soaring Database

5:00 10 Dials Happy Hour Chamber Event Proposal Preparation

6:00 Research Prospects Update Soaring Prepare list for telemarketing Update Soaring CC/Email & VM

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Weekly Planner

1. Base Salary2. Commissions (paid monthly)3. Monthly Expenses4. Quarterly Bonus

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Basic Compensation Package

Example of Performance Expectations

1. Month 1 Quota = $02. Month 2 Quota = $5,0003. Month 3 Quota = $10,0004. Month 4 Quota = $15,0005. Month 5 Quota = $20,0006. Month 6 Quota = $25,0007. Month 7 Quota = $30,0008. FULL QUOTA LEVEL

• $0

Month 1

• $5,000

Month 2

• $20,000

Month 5

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Performance Expectations

Quota Varies byMarketplace

OBJECTIVES:1. To promote successful habits and behaviors and build solid sales skills2. To reward activity that promotes appointments, demonstrations/corporate capability presentations, and proposals3. To offer 3 different avenues to earn extra bonus money

BONUS CRITERIA:#1 BONUS – Appointments

#2 BONUS – Demonstrations/Corporate Capability Presentation

Completed• 40

Payout per • $ 1.25

Maximum Appointment Bonus Monthly• $50.00

15

Completed• 10


Maximum Demo/CC Bonus Monthly• $50.00

#3 BONUS – Proposals

Completed• 15


Maximum Proposal Bonus Monthly• $150.00

Activity Bonus Plan

What to expect working for the best.

Career

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