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Delivering Information at the Speed of Sight.
NMC TrainingNMC Training
This information is confidential and may include proprietary and/or trade secret information. It is intended for this presentation only. Any use or disclosure of this information is strictly prohibited.
Presented by…
CHRIS SMITH National Sales Manager
NOTIFY MOTIVATE COMMUNICATENOTIFY MOTIVATE COMMUNICATE
This information is confidential and may include proprietary and/or trade secret information. It is intended for this presentation only. Any use or disclosure of this information is strictly prohibited.
About NMCAbout NMCNMC is a leading manufacturer of safety identification products and services – selling through a national distribution network that is widely recognized in the safety identification industry.
NMC Delivers products that:
Notify Motivate & Communicate
We continually strive to provide a level of service that exceeds our customers, vendors and representatives expectations with proactive communication, quality products and on-time delivery.
.
This information is confidential and may include proprietary and/or trade secret information. It is intended for this presentation only. Any use or disclosure of this information is strictly prohibited.
Key StaffKey Staff
Marketing• Lisa Burns
Director of Marketing
• Lindsay Millett Marketing Coord.
Sales• Chris Smith -National Sales Manager• Robin Peiczarka -Inside Sales Manager• Jen Breault – Sr. Inside Sales Rep• Fran Munroe – Sr. Inside Sales Rep• Sharon Silva – Inside Sales Rep• Cheri Cournoyer – Inside Sales Rep• Keith Parkhurst – Inside Sales Rep• Everett Soares – Inside Sales Rep
Printer Support• Jim Nestell
Sales Support• Kevin Alexander
Computer Care Specialist
President/Owner• Michael Black
This information is confidential and may include proprietary and/or trade secret information. It is intended for this presentation only. Any use or disclosure of this information is strictly prohibited.
Product LinesProduct Lines
• OSHA/ANSI SIGNS
• Tags & Labels
• Sign & Label Printers
• Facility Safety Products
• Safety Scoreboards
• Safety Banners
• Glow Signs & Markings
• Lockout Tagout Products
• Acrylic Dispensers
• Bilingual Signs
• Labor Law Posters
• Pipe markers
• Utility Tapes & Flags
• DOT & Safety Warning Placards
• Vehicle & Highway Signs
This information is confidential and may include proprietary and/or trade secret information. It is intended for this presentation only. Any use or disclosure of this information is strictly prohibited.
CompetitionCompetition•Accuform Has a wide array of safety identification products. They are priced
competitively and have an outside sales force of approximately 7 people – handling the US.
•Brady – Is one of the largest SI competitors, selling multiple product lines and is
known to in the industry to work with large distributors. They operate directly above Seton and Emedco.
‒ Emedco - the most recognized company name from the end user standpoint. Emedco goes direct to the end user and sells based on catalog circulation; thus allowing Brady a direct sale at the end user level.
‒ Seton - another company that works directly under Brady serving the end user.
Seton is probably best known for Label sales. •Safehouse – Is the low-cost provider in the industry
This information is confidential and may include proprietary and/or trade secret information. It is intended for this presentation only. Any use or disclosure of this information is strictly prohibited.
2012 NMC Catalog2012 NMC Catalog• Competitive pricing strategy
• Contains over 20,000 stock items
• Many items have been discontinued or made web only.
– Review the website for complete list of SKU’s
– Don’t forget Custom as option if product no longer available
• Yellow section is New 5S Category
• HC labels replaced with GHS labels– (page 224)
This information is confidential and may include proprietary and/or trade secret information. It is intended for this presentation only. Any use or disclosure of this information is strictly prohibited.
5S ProductsPages 201-210
• 5S = Sort, Set, Shine, Standardize, Sustain
• Products used keeping work areas clean, neat, organized and standardized
• Product lines include• Red Tag Signs, Tags and label• Banners• Posters• PPE chart• Custom Tool Storage Boards• Bulletin Boards• Additional Floor markings• Bins, label holders• Carts
This information is confidential and may include proprietary and/or trade secret information. It is intended for this presentation only. Any use or disclosure of this information is strictly prohibited.
GHS LabelsGlobally Harmonized System
The two major elements of GHS are:• Classification of chemical hazards• Communication of the hazards and
precautionary information
GHS promises to deliver several distinct benefits:
• Promoting regulatory efficiency• Facilitating trade• Easing compliance• Providing improved, consistent hazard
information• Providing better emergency response to
chemical incidents
This information is confidential and may include proprietary and/or trade secret information. It is intended for this presentation only. Any use or disclosure of this information is strictly prohibited.
• Help your customers make more money
– Signs = 70%– Tags – 60%
• Administrative Costs– No minimums or fees for
drop shipments– EDI capabilities– No Stocking
• Co-op - 2% • Loyalty Program
Pricing StrategyPricing Strategy
PURPLE 70%
MAGENTA 60%
YELLOW 55%
GREEN 45%
RED 35%
BLUE 30%
This information is confidential and may include proprietary and/or trade secret information. It is intended for this presentation only. Any use or disclosure of this information is strictly prohibited.
NMC Profit Comparison @ $10K Spend (Total Sales – Spend)
NMC Profit Comparison @ $10K Spend (Total Sales – Spend)
$23,301
$5,376
$8,157
NMC Company A Company B
10x14 Rigid Cost $5.18 $6.35 $9.04
10x14 Rigid MSRP $17.25 $11.53 $13.90
# Signs Purchased/Sold 1931 1575 1106
Spend $10,000.00 $10,000.00 $10,000.00
NMC Company A Company BTotal Sales $33,301.16 $18,157.48 $15,376.11
Net Profit $23,301.16 $8,157.48 $5,376.11
% Margin 70% 45% 35%
This information is confidential and may include proprietary and/or trade secret information. It is intended for this presentation only. Any use or disclosure of this information is strictly prohibited.
NMC Profit Comparison @ $25K Spend (Total Sales – Spend)
NMC Profit Comparison @ $25K Spend (Total Sales – Spend)
$20,394
$13,440
$58,253
NMC Company A Company B
10x14 Rigid Cost $5.18 $6.35 $9.04
10x14 Rigid MSRP $17.25 $11.53 $13.90
# Signs Purchased/Sold 4826 3937 2765
Spend $25,000.00 $25,000.00 $25,000.00
NMC Company A Company BTotal Sales $83,252.90 $45,393.70 $38,440.27
Net Profit $58,252.90 $20,393.70 $13,440.27
% Margin 70% 45% 35%
This information is confidential and may include proprietary and/or trade secret information. It is intended for this presentation only. Any use or disclosure of this information is strictly prohibited.
MSRP ComparisonMSRP Comparison
Company A Company B NMC Company C Company D
10x14 Rigid MSRP $11.53 $13.90 $17.25 $30.50 $30.39
• Understanding what the market can bear.
• We offer an MSRP that makes the most sense for the end user… we are not the low cost supplier, nor the high cost, but we are at a FAIR MARKET PRICE with low distributor costs … which is where the best value is.
• Company A & B may have lower MSRP’s but end users are buying safety identification products from Company C & D at $85 mil & $150 mil per year!
• Your distributors can sell at a better price, have lower costs, and gain more market share which equals higher profits.
This information is confidential and may include proprietary and/or trade secret information. It is intended for this presentation only. Any use or disclosure of this information is strictly prohibited.
Selling Safety IDSelling Safety ID
• The Safety Identification business is $3.5 Billion!• When meeting with distribution
– Discuss Safety ID first– Distributors are very relationship driven
• Integrate Safety ID into current product offering(New and Existing Distribution)‒ Do they have their own catalog?‒ Are they interested in a Private Label Catalog?‒ How much focus do they put on their website for Safety ID?‒ How can we become incorporated into their catalogs/website?
This information is confidential and may include proprietary and/or trade secret information. It is intended for this presentation only. Any use or disclosure of this information is strictly prohibited.
Web OrdersWeb Orders
• End Users place orders on our Web Site– We do not sell direct, this order
will get credited to a distributor– If in your territory, you will be
contacted by Inside Sales– You will determine to who to
credit the order to– Give it to a customer that
supports NMC or we are trying to move our way
– Decisions need to be made quickly so the order does not get delayed in our system
This information is confidential and may include proprietary and/or trade secret information. It is intended for this presentation only. Any use or disclosure of this information is strictly prohibited.
New OpportunitiesNew Opportunities• Determine who they are currently buying from?• Why are they using that source?• What is the dollar value of the opportunity?• Does the customer have interest in focusing on Safety ID?• Do they have Safety ID on their website, how much do they
focus on it?• What is their ease of doing business with the competition?• Do they use a computer system to place orders and
quotes?• Provide NMC all of the above information to ensure the
best service to the customer
This information is confidential and may include proprietary and/or trade secret information. It is intended for this presentation only. Any use or disclosure of this information is strictly prohibited.
Ordering ProcessOrdering Process• Order placed with NMC
– We will help cross competition part numbers where applicable– Custom items always an option
• NMC can provide quotes on stock or custom items‒ 99% of quotes are communicated through NMC Customer
Service
• Orders are small and consistent• Customers want speed and accuracy
This information is confidential and may include proprietary and/or trade secret information. It is intended for this presentation only. Any use or disclosure of this information is strictly prohibited.
SC OREB OA RD S»page160
LA B EL P RI N T ERS»page127
GL O EXIT SIG N S»page174NewProducts
Inside!
5S
5SProductsInside!
New
SCO REB OA RDS»page160
LA B EL P R IN TERS»page127
GL O EX IT SIGN S»page174
5SProductsInside!
New
SCOREBOARDS»page160 LABEL PRINTERS»page 127 GLO EXIT SIGNS»page 174
DSB- 8
PLC Program - OnlinePLC Program - Online• New Technology allows
for:– Online library image & logo storage – Higher quality image/logo’s on the
covers– Minimum order quantity
• 1 case (30 catalogs)
– New competitive pricing strategy– Log into NMC Web account, click on
PLC Program link
This information is confidential and may include proprietary and/or trade secret information. It is intended for this presentation only. Any use or disclosure of this information is strictly prohibited.
NMC Rewards ProgramNMC Rewards Program
• Sign up for rewards program is a two step process
• Customers must be signed up as a Web Shopper prior to signing up for online rewards
• Earn 1.25 points for every $1
• Track points using NMC Online Distributor Account
• Program for Inside Sales teams only‒ Make sure their name is attached to the
order to receive points• Points can be used to buy items, including
debit cards
This information is confidential and may include proprietary and/or trade secret information. It is intended for this presentation only. Any use or disclosure of this information is strictly prohibited.
NMC Facility AuditNMC Facility Audit• Your guide to safety identification
regulations
‒ Includes recommended products to meet the requirement
• Includes 30 pages of regulations
• customize audits with a distributors logo
• 1 Page flyer available to help promote NMC’s facility audits
• Communicate with National Sales Manager on audit opportunities
• Each Rep is required to perform a minimum of 8 audits per year
This information is confidential and may include proprietary and/or trade secret information. It is intended for this presentation only. Any use or disclosure of this information is strictly prohibited.
Sign and Label PrintersSign and Label Printers• 2 Machines
‒ UDO400
‒ CPM100
• UDO400
‒ One Color Labeling
‒ Self-Sharpening Cutter Blade
• CPM100‒ Multi-color labels‒ Die-cut capabilities
This information is confidential and may include proprietary and/or trade secret information. It is intended for this presentation only. Any use or disclosure of this information is strictly prohibited.
Sign and Label PrintersSign and Label Printers
• Call on these types of End Users‒ Maintenance Dept
‒ Safety
‒ Operations
• When you do a demo ‒ Keep it simple
‒ Print a few labels and talk about the printers
‒ Templates are available at www.nationalmarker.com
This information is confidential and may include proprietary and/or trade secret information. It is intended for this presentation only. Any use or disclosure of this information is strictly prohibited.
NMC Reps WebsiteNMC Reps Website
• To Log In – Go to www.nmcreps.com
• Sales Tools‒ Downloadable facility audits and
trainings‒ Request samples
• Marketing Collateral– Download available stock literature– Request Private Labeled literature
• News & Updates• Resources (regulatory, policies)
This information is confidential and may include proprietary and/or trade secret information. It is intended for this presentation only. Any use or disclosure of this information is strictly prohibited.
Training ProgramsTraining Programs
• Each rep is required to perform training for distribution including:‒ PLC Training
‒ Follow up forms provided by NMC
‒ Label Printer Training and Demos‒ Product Trainings
• Training presentations will be provided on the reps website. For additional training materials, contact Marketing
Thank You!Thank You!
Delivering Information at the Speed of Sight.
This information is confidential and may include proprietary and/or trade secret information. It is intended for this presentation only. Any use or disclosure of this information is strictly prohibited.
Efficient
Progressive
Responsive
Evolving
Quality
Likable
Creative
InnovativeExcellent
Dependable