var business development services

Veterans Alliance Resourcing, Inc.

Presentation for Business Development Services

© Veterans Alliance Resourcing, Inc. 2013

Who We Are

© Veterans Alliance Resourcing, Inc. 2013

Veterans Alliance Resourcing, Inc. “VAR” is a Professional Representation Company with a corps of service industry veterans, averaging 25+ years of sales and business development experience. A Service Disabled Veteran Owned Small Business (SDVOSB), we provide complete end-to-end outsourced sales, technology services, products and software solutions for the high technology services industry.  

Introduction to VAR

© Veterans Alliance Resourcing, Inc. 2014

Our team is comprised of Service Industry Experts. We bring Decades of Experience in Positioning, Selling and Executing High Technology Service Solutions. Our Team has Introduced and Developed some of the Most Innovative Solutions that helped transform the industry.

• Trade-In Programs (PCs & Peripherals - Apple ’90 & ‘94, Dell ’96 & CompUSA ‘04, Hard Drives - Western Digital, Quantum & Seagate ‘96,) – 1 Million+ Returns

• Product Remanufacturing (Compaq ’96, Dell ‘97) – 10k units/month• Shared Revenue Remarketing (Compaq ‘96, Dell ‘97) – 75k units/month• Sole-Source Parts Supply Management (Sears ‘94, Best Buy ‘99) – 500k/year• Vendor Managed Inventory & Parts Forward Stocking Logistics – ‘04• Extended Warranty Programs and Protection Plans on Furniture

Our Clients are Best-in-Class Service Providers, each Representing Individual Market Segments.

By Design, VAR’s Service Providers are Complementary. We Never place a Competitor into a Client’s Selected Market Segment.

Your VAR relationship is Exclusive.

Service Supply Chain Experts

Customer IntelligenceCall Center & Help Desk Services

Customer Experience Mgmt. -Survey Benchmarking, Data

Analytics and Support Crowd Idea Management SW

Service Support Field Service Dispatch - Deploy,

Install, Repair & Deinstall - ATM, POS, IT & Consumer

ElectronicsIT Managed Services

Data Center Service Mgmt.Security-as-a-Service (MSSP)

Service Operations Mgmt. SW

Service Parts ManagementPurchase & Exchange OptionsForward Stocking Locations & Vendor Managed Inventory

Recertified Name-Brand Parts

Reverse Logistics - Value Recovery Returns Mgmt. & Depot Repair

Product Audit, Disposition, Remanufacture & Kitting

Remarketing & Fulfillment Recycling & Data Destruction

Workforce SolutionsPermanent, Project Based &

Contingent Staffing of Engineering, IT & Service Pros

Service, Operations, Sales, Purchasing, Marketing &

Merchandising Executives

Portfolio of

Services

Market Segments

Our Model

© Veterans Alliance Resourcing, Inc. 2014

Increased Customer Benefits• VAR is remodeling how business development and

consultative sales are offered in the aftermarket services industry. We marry best-in-class mid-market vendors to the customers that can utilize their services.

Lower Costs• Eliminating the typical margin stacking of a reseller

(reducing Customer costs), we reduce costs to our Clients by offering a team of sales executives at about half the cost of a direct hire.

The VAR Team

Michael SchulerCEO Dallas, TXYearsofexperience:33

Expertise:Sales,Bus.Dev.,ServicePartsManagement,ReverseLogistics,Repair,ProductRemarketing,ValueRecovery,SoftwareSolutions,ITServiceDelivery,StaffingandPartnering.

US Marine Corps ‘76-’79

Susan KrautbauerExecutive VPMinneapolis, MNYearsofexperience:29

Expertise:Sales,Bus.Dev.,LogisticServices,ServiceSupplyChain,MarketingStrategy,AccountDevelopment&Penetration,SalesTraining/Optimization

Devin RojasSr. DirectorPhoenix, AZ

Yearsofexperience:30

Expertise:Sales,ServicePartsSupplyChain,Procurement,ProductRemarketing,AccountDevelopment&Penetration.

© Veterans Alliance Resourcing, Inc. 2013

Steve FriedmanSr. DirectorPalm Beach, FL

Yearsofexperience:30

Expertise:Sales,BusinessDev.,StrategicPlanning,FinancialPlanning,ExecutiveCoaching,ExtendedWarrantyContracts,Mergers&Acquisitions.

Over 150 Years of Aftermarket Services Industry Experience

Howard NachtDirectorNew York, NY

Yearsofexperience:29

Expertise:Sales,Bus.Dev.,Networking,ProjectManagement,Purchasing,Logistics,IT,SmallBusinessOwnership,ProductRemarketingandValueRecovery.

Veterans Alliance ResourcingBrainhunter Division

© Veterans Alliance Resourcing, Inc. 2013

Greg RanceManaging DirectorVAR – Brainhunter Workforce SolutionsMinneapolis, MN

Yearsofindustryexperience: 15

Expertise: Talent Management, Recruitment, Business Development, Strategic Planning, Operations, Franchise Business Ownership and Management, Multi-site Franchise Consultant. MBA Program Recruiter for Bethel University.

Over 150 Years of Aftermarket Services Industry Experience

Angelo Simao Sr. ConsultantBoston, MAYearsofexperience:22

Expertise: Technical Labor Staffing and Contingent Workforce Project Management, IT & Engineering Staffing, Business Development, Sales Management, HRIS and HR Strategies

VAR Business Development Services

Execution with superior performance guaranteed for every step in the sales cycle. Services include:

• Prospecting and Pipeline Development

• Qualifying• Sales Forecasting• Customer Needs Analysis• Customer Presentations• Sales Training• Proof of Concept• Proposal / RFP Response

• References / Case Studies

• Greenfield Strategies• SDVOSB• Negotiation and

Closing     • Messaging / Positioning• Marketing Collateral

Development

© Veterans Alliance Resourcing, Inc. 2013

A Consultative Approach

AsIndustryExperts,andarmedwithTop-TierClients/VendorsandourSDVOSBPositioning,VARbrings-

A Consultative Approach to Sales.

WeFirstIdentifytheCustomer’sChallengesintheirServiceSupplyChain,thenweIntroduceSelectivelyIntroducetheSolution(Vendor).

“Relating the Features of your Products (or Services) Directly to Customer Benefits, is the Key to Sales” – Dale Carnegie

Business DevelopmentTools of the Trade

• In addition to our Team of Industry Experts VAR invests in Lead Generation Tools, Technology and Resources

• OneSource – It’s like Data.com & Hoovers

on Steroids• Tele-Prospecting & Appointment Setting• Salesforce.com

• We know what it takes to gain market share

Where do they fall in the grid?

Prospect Identification and Qualification Criteria

Rules on Targeting$200 Item (Consumer)10,000 Units Shipped/Qtr.Return Rates 6% Retail

$500 Item (Enterprise)2% Returns Longer Use Repairable Product

On the Grow

Item

Cos

t

Sales Volume

Heavy Competition

• Salesforce Pipeline

• Reduced Sales Cycle

• Progressive Tracking

• Lead Generation & Tele-Prospecting

• Extensive Contact Database of VAR TeamAwareness

Knowledge

Relationship

Preference

Commitment

Account Pipeline

Strategy Session

The Sales Planning Session willbecomprisedofeitherasinglefulldaysessionortwoconsecutivehalf-daysessionsrelatedtothecontractedVARServices.TheobjectiveoftheSalesPlanningSessionwillbeto:

• ReviewtheClient’sService(orProduct)offeringsReviewexistingbusinesssuccessesandfailuresinsecuringormaintainingaccounts

• ReviewcurrentSWOT/performSWOT• Identifytargetaccountstoapproach• Determinetheexistingsalesmethodologyandmarketpenetrationtactics

utilizedbytheClient• Competitivepositioning• Identifyavailablecollateralmaterial• Confirmoperationalcapabilities&internalsupportinfrastructure• Definesalesaccountgoals,KPIreportingrequirementsandtools

1

Methodology

Identify Core Competencies, Strengths, Weaknesses, History, Wins, Losses and Competitive Landscape

Determine the key Differentiators

Expand customer base and identify unique opportunities to Position Company

Establish Deliverables and Plan of Action for VAR Execs

MarketPosition

StrategicValue

IDMajorOpportunities

EstablishObjectives

PlanofAction

Engagement Process

The Sales Engagement Process. Apersonalizedsolutionwillbedevelopedandpresentedcompletewithprioritizedactions,timelines,andexpectationsofbothparties.Elementsofongoingsalesprocessinclude:

• Rulesofengagementwithin-housesalesforce• DefineanddocumentVARaccounts• Prospectidentificationandqualificationcriteria• Valuepropositionguidance• Opportunityplanningguidance• Presentationtemplates• Proposalgenerators• Pricingtools• ROI/TCOcalculators• Businessissuesguidance• Customerintelligenceinsight• Sales/operationsaccountsupportandescalationcontacts

2

© Veterans Alliance Resourcing, Inc. 2013

Hiring BD ExecsA Cost Comparison

Traditional Business Development Hire • $80KBaseSalary• 30%Burdens(benefits,taxes,Medicare,etc.)• Commissions(typically3%+)• Averagesalesexperience10years• Averageindustryexperience5Years• Averageannualrevenueproduction<$3M• Limitedsalescampaignmanagementexperience• Few(ifany)$10Mengagementwins• CostsatTerminationcanextendformonths

1

Hiring Bus. Dev. Execs The Cost Comparison

Hiring VAR• $8KMonth• NoBurdens• Commissions(Typically3%)–CommensuratewithyourcurrentBDCommissions• Teamof6SalesExecutives–Dallas*Minneapolis*Boston*Phoenix*Miami• AverageIndustryExperience20+Years• AverageAnnualRevenueProduction$6M+• Averagesalesexperience25+Years• SignificantInvestmentsinInfrastructure-Salesforce.com,AccountReporting

Database&TelesaleswithAppointmentScheduling• ExtensiveSalesCampaignManagementExperience• Numerous$10MEngagementWins• IntroducedInnovative(IndustryChanging)Strategies• Directed,TrainedandManagedSalesOrganization&Sr.SalesExecs.• WroteMarketingMaterialfromScratch(MultipleCompanies)• OrchestratedMajorSalesCampaigns• AttendedWorldRenownedSalesTraining(Xerox,DaleCarnegie,MillerHeiman)• VARExecsSpeakatConferenceseachyearasRecognizedIndustryExperts• VARExecssitontheBoardofMajorIndustryAssociations

2

Experience & Contacts

Adding VAR’s Proven Performers to your team equals Low Risk, High Reward!

Tap into…

• Executive Rolodex/Network of VAR Team• Broad subject matter expertise in distinct market segments• Expert knowledge of complex service solution design• Benefit from the VAR team’s reputation inside key accounts• Proven closers with over $500M in sales engagements• Focused attention on your chosen VAR market segment(s)• Accelerated path to profitability

© Veterans Alliance Resourcing, Inc. 2014

Client TestimonialShow and Follow-up

With just 48 Hours Notice, VAR -

• Developed Booth Graphics• Developed Handouts • Sent Pre-Show E-mail Invitations• Conducted Post-Sale Follow-up• Tracked E-Mails Responses

© Veterans Alliance Resourcing, Inc. 2014

Client TestimonialShow and Follow-up

Tracked Results -

• 185 good e-mail addresses• 86 unique openings• 195 e-mail opens (total)• 2 click through to request further info• 3 requests to unsubscribe • Client X (has opened 13 times) – 1 of the 4 prospects

below• Four New Customer Prospects Identified and in

Active Discussions© Veterans Alliance Resourcing, Inc. 2014

© Veterans Alliance Resourcing, Inc. 2014

Mike and Sue, I am blown away! Your material and your booth are amazing! Your approach, tactics, tracking and lead generation are impressive! Really impressive! I mean Case Study impressive. My jaw dropped.  It is truly amazing to see what you are building as you have the freedom to unleash your talents and experience in your own way. You can use your metrics and your samples to showcase your capabilities to more future clients for your services.

- John Mehrmann CEO Zylog Systems (Canada) Ltd.

Client Testimonial

© Veterans Alliance Resourcing, Inc. 2014

Proposal & Next Steps

© Veterans Alliance Resourcing, Inc. 2013

Proposal Attachments• SOW Submittal• Schedule A• Testimonial Info• Executive Bio’s

Next Steps• Contract Execution• Sales Planning Session

© Veterans Alliance Resourcing, Inc. 2014

Questions & Action Items

© Veterans Alliance Resourcing, Inc. 2014