STEP 1 | “SPIN” --- Situation, Problems, Interests, Needs

Let’s review our understanding of current programs, goals, and buyer needs

STEP 2 | Program and Product Usage Analysis

What products high relevance? What will we handle traditionally? What can we handle online?

STEP 3 | Business Process Needs

How will products get in-hands to the buyers and when? Understanding requirements for distribution, participants, reporting and billing.

STEP 4 | The First Steps to Launching a Successful Program

Understanding resources and corporate readiness to drive buyer adoption and compliance

Assessing Needs

DISCOVERY TOPICS DISCOVERY QUESTIONS NOTES

DECISION MAKER GOALS

• What is most important to you about ordering and managing promotional products?

WHAT IS THE CURRENT SITUATION?

• Who is ordering and why? (by program /dept/div/individual/channel, etc.)

• What controls are in place for branding and spending?

• Who are the primary end “recipients” of your branded merchandise?

• How do people order products? Is there currently any technology to help take and fulfill orders (and that history)

• Any inventory? If yes how could it be improved?

PROBLEMS • What are the biggest problems your program faces?

INTEREST / NEED

• Briefly, in addition to creative services, we offer a technology platform to help manage promotional spending with a new approach to online stores (and the reduction or elimination of inventory) GroupBuying and a customer portal that connects buyers to ordering services.

• When you think about your situation, what are you most interested in and what do you think you need to solve todays problems?

STEP 1 | “SPIN” --- Situation, Problems, Interests, Needs

DISCOVERY TOPICS DISCOVERY QUESTIONS NOTES

PROGRAMS

• What are your primary programs? (use Program Audit)

• Which programs have multiple buyers? (tradeshows, HR, etc.)

• Who manages each program?

• Which three are the best one to start with? (this has a separate discovery process)

CORE / REPEAT PRODUCTS

• Outside of programs, what are types of products are repeat?

• Which buyers frequently order these and how?

• What are they using them for?

• Is there a budget for these (what is it?)

• If you have inventory for these, how is it managed?

• How have you considered using newer online ordering services that don’t require inventory?

CALENDAR AND CUSTOM

• What types of products tend to be more seasonal or custom?

• Which buyers frequently order these?

• What are they using them for?

• Is there a budget for these (what is it?)

• How have you considered using newer online ordering services that don’t require inventory for these types of products?

STEP 2 | Program and Product Usage Analysis

STEP 3 | Business Process Needs

DISCOVERY TOPICS

DISCOVERY QUESTIONS NOTES

CONTROL, VISIBILITY AND

SAVINGS

• How and who will initiate/authorize Buys?• Who can order through technology?• What kind of control / information do the Stakeholders want?

USING TECHNOLOGY

• Tell me more about your processes now (online and off) and what could be improved

• To drive savings, how could you imagine having multiple buyers who could buy in volume and piggy back on buying together?

• Does your current situation provide a portal for online customer service and how might that help save time?

REPORTING and BILLING

• What kind of information is important to you?• How are controls/approvals managed?• What reporting is desired and when?• How will billing be handled?

STEP 4 | The First Steps to Launching a Successful Program

DISCOVERY TOPICS DISCOVERY QUESTIONS NOTES

IMPLEMENTATION

• We have a full implementation process that helps drive adoption of and affinity to a program that manages your brand and spending.

• I can provide an overview of this methodology when the timing is right.

GETTING STARTED

• Are there any projects we can start with so that I can begin to understand more about your needs?

• Who else should I talk with?

NEXT STEPS

• I’d like to take this information to my team and prepare a brief but relevant overview of what our platform could do for your organization.

• When would you like to schedule another meeting and/or webinar to see our platform of services?

• In summary, this is what I heard from you today…

• Is there anything you would like to add?