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Avenue iPad Presentation
 

Avenue iPad Presentation

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    Avenue iPad Presentation Avenue iPad Presentation Presentation Transcript

    • 363 W. Erie, Suite 400EChicago IL 60654(312) 787-8300(312) 787-8333www.avenue-inc.comBob Domenz, CEObdomenz@avenue-inc.com©2012 Proprietary and Confidential. This document may not be shared without express written permission from Avenue. 1
    • Avenue helps companies find andaccelerate their Next-Level Growth byinnovating bold new directions for:–  Their brand strategies–  The way they go to market–  How they engage employees, sales teams, channel partners and customers©2012 Proprietary and Confidential. This document may not be shared without express written permission from Avenue. 2
    • We focus on companies that seekambitious new growth targets.©2012 Proprietary and Confidential. This document may not be shared without express written permission from Avenue. 3
    • Save the date!Upcoming BMA LuncheonThursday, May 2nd 2013 Speaker: Helen McIntosh, Director, Global Marketing Communications, Ingredion (formerly Corn Products International)Following a billion-dollar acquisition that lifted it into the Fortune500, Corn Products International engaged Avenue to explorepossibilities for their expanded capabilities. The relaunch of thecompany, as Ingredion, included a new brand positioning, values,brand architecture and identity that better reflects their diverseingredient offerings and the global markets they serve.©2012 Proprietary and Confidential. This document may not be shared without express written permission from Avenue. 4
    • To iPad…or not to iPad?©2012 Proprietary and Confidential. This document may not be shared without express written permission from Avenue. 5
    • Highly scientific study…•  Personally own an iPad or tablet?•  Have deployed iPad as sales tool in last 12–18 months?•  Are in the process of developing?•  Are in the process of deciding?©2012 Proprietary and Confidential. This document may not be shared without express written permission from Avenue. 6
    • The train is leaving the station…•  In 2013, more than 6,000,000 predicted to ship into commercial markets.•  Over 65% of Fortune 100s and 80% of Fortune 500s.•  Of business users, 41% are using it for sales and 38% for customer presentations.SOURCES: 1: IDC analyst, Tom Mainelli, 2012 . 2: ChangeWave Research, 2012. 3: Wall Street Journal.©2012 Proprietary and Confidential. This document may not be shared without express written permission from Avenue. 7
    • Hello. May I use my amazing new interactive sales tool to help me sell you something? Absolutely. That is so cool. I’ll take two of whatever you’re selling.Of course, we all wish it were this easy.©2012 Proprietary and Confidential. This document may not be shared without express written permission from Avenue. 8
    • A few key considerations…•  An iPad should not be a one-off tactic•  Integrate with the overall sales and marketing strategy•  View as part of a long-term program•  Continually evaluate the benefit to the customer (and the sales force) – every app/function must deliver value•  The content and function must mirror your sales philosophy, processes and approach•  Ensure you’re ready to support it over the long-haul©2012 Proprietary and Confidential. This document may not be shared without express written permission from Avenue. 9
    • SCA is a $12B Swedish company that develops, produces and markets forest products – pulp, publication papers, solid wood, biofuel – and personal care and tissue brands.©2012 Proprietary and Confidential. This document may not be shared without express written permission from Avenue. 10
    • The revolution has begun. This fall SCA’s complete line of products will become Tork. Take your first steps to joining the revolution at torkrevolution.com In 2001, they entered the North American Tissue market via the acquisition of several paper companies and went to market as a manufacturing-driven company made up of a disparate collection of product brand names, quality levels and price points.©2012 Proprietary and Confidential. This document may not be shared without express written permission from Avenue. 11
    • Good Better Best A range of everyday A range of enhanced A range of our finest towel, tissue, wipers performance products. quality products. From and napkins at an From versatile towel the most luxurious affordable price. and tissue to durable towel and tissue to wipers and attractive specialize wipers and napkins. stylish napkins. A few years later, when it came time for them to introduce their global masterbrand of paper products and dispensing systems – called Tork – into NA, they looked to Avenue to help them develop a launch strategy to transform the way they went to market.©2012 Proprietary and Confidential. This document may not be shared without express written permission from Avenue. 12
    • The story… Following the successful launch of Tork, we’ve continued to help them improve the effectiveness of their marketing and sales efforts over the past seven years, through 100s of initiatives.©2012 Proprietary and Confidential. This document may not be shared without express written permission from Avenue. 13
    • A specific area of focus has been helping them evolve from a primarily product features and price-based sales approach, to a more diagnostic and consultative approach. PROJECT HORIZON 14©2012 Proprietary and Confidential. This document may not be shared without express written permission from Avenue.
    • Mindset, + Thought capital, + Processes, + Training, + Tools = Success Helping a sales force of more than 200 reps (and 1000s of DSRs) evolve against this goal requires introducing new ways of thinking, new skills and new processes. And, of course…new tools.©2012 Proprietary and Confidential. This document may not be shared without express written permission from Avenue. 15
    • New tools…like an iPad…can help: Why iPad? 1.  Keep the attention of a customer who is multi-tasking 2.  Diagnose their needs in real-time 3.  Compare against the competition 4.  Allow customers to “see” the product in their environment, and even customize it 5.  Immediate information access 6.  Share customer testimonials 7.  Close “on the spot” 8.  Get the distributor rep calling us 9.  Look cool while doing it ;)©2012 Proprietary and Confidential. This document may not be shared without express written permission from Avenue. 16
    • Play video©2012 Proprietary and Confidential. This document may not be shared without express written permission from Avenue. 17
    • 2Gs worth of sales power…34 calculators30 industry segments100s of Tork products1000s of competitor products16 videos100s of customizable options25lbs of collateralMultiple languagesAmazon-hosted assets crammed into this little device…HTML 5 & Native AppsA few years of thought capital©2012 Proprietary and Confidential. This document may not be shared without express written permission from Avenue. 18
    • The right tool for the job:The Tork sales environment… The iPad…•  Product category seen as a commodity •  Presents the image of an innovative company•  Sale reps often fall into their old habits •  Guides to desired sales processes•  Many on-site environments are not •  Helps support the position of a consultative laptop-friendly partner – armed with the knowledge/tools to help solve their business problems•  Many customers are “multi-tasking” during the sales meeting •  Allows the rep and the customer to explore solutions together•  A vast product portfolio requires a vast amount of collateral •  Easy to use standing, in tight spaces, or when “on the go”•  A wide ranges of options •  Green benefits: less paper needed for catalogs•  Can be difficult to get the DSRs attention and reprints and invited to the sales call •  Creates demand with DSRs©2012 Proprietary and Confidential. This document may not be shared without express written permission from Avenue. 19
    • The overview…•  Tested in Fall, 2011 pilot program with one sales region -  5 devices, surveys/interviews•  Governed by a Program Charter document•  Setup an MDM solution for device management•  Launched 3 apps in February, 2012 to North American Tissue sales force with a fleet of 200 devices -  Pillow drop at NASM•  New apps and enhancements release on a quarterly cycle©2012 Proprietary and Confidential. This document may not be shared without express written permission from Avenue. 20
    • The Program CharterA necessary part of an iPadprogram launch:1) Outlines the program objectives and requirements: Ensures that all development takes into account what makes a good app – versus what is better left as a print or online tool.2) Specifies how the program will be managed: Details roles and responsibilities – a project management team for IT and daily details, and a cross-functional Steering Committee to evaluate and prioritize all new developments and release cycles.3) Details processes and release cycles Defines who are reviewers and approvers, how updates will be made, and how often new or improved apps will be released to the sales force.©2012 Proprietary and Confidential. This document may not be shared without express written permission from Avenue. 21
    • Mobile Device Management (MDM)MDM solutions allow organizations to manageboth the hardware and software of a deviceremotely:Benefits include:1) Device Management & Tracking The entire fleet of devices is managed through one screen. IT administrators can track devices and manage software based on business rules.2) Over the Air (“OTA”) Builds Custom app updates can be pushed remotely to the fleet in lieu of requiring a manual update. This mirrors the commercial app store process.3) IT Policy Management The organization can restrict and enforce what apps are used on the devices. Almost all behavior can be monitored and controlled.©2012 Proprietary and Confidential. This document may not be shared without express written permission from Avenue. 22
    • Sample Apps Snapshot Snapshot makes it easy Photo suppressed for confidentiality reasons. Photo for customers suppressed for confidentiality reasons. Photo suppressed for to imagine confidentiality reasons. Photo suppressed for confidentiality possibilities. reasons. Photo suppressed for confidentiality reasons. Photo suppressed for confidentiality reasons. Photo suppressed for confidentiality reasons. Photo suppressed for confidentiality reasons. Photo suppressed for confidentiality reasons. Photo suppressed for confidentiality reasons. Photo suppressed for confidentiality reasons. Photo suppressed for confidentiality reasons. Photo suppressed for confidentiality reasons. Photo SUMMARY: The suppressed for confidentiality reasons. Photo suppressed for Snapshot tool allows confidentiality reasons. users to take pictures of a customer environment or choose from a library of existing segment-related photos.©2012 Proprietary and Confidential. This document may not be shared without express written permission from Avenue. 23
    • Sample Apps Tork Insider: Xpressnap Content View Tork Insider makes valuable Photo suppressed for confidentiality reasons. Photo resources suppressed for confidentiality reasons. Photo suppressed for available at the confidentiality reasons. Photo suppressed for confidentiality touch of a reasons. Photo suppressed for confidentiality reasons. Photo suppressed for confidentiality reasons. Photo suppressed for fingertip. confidentiality reasons. Photo suppressed for confidentiality reasons. Photo suppressed for confidentiality reasons. Photo suppressed for confidentiality reasons. Photo suppressed for confidentiality reasons. Photo suppressed for confidentiality reasons. Photo suppressed for confidentiality reasons. Photo SUMMARY: The Tork Insider suppressed for confidentiality reasons. Photo suppressed for app launched in October, 2012 with Xpressnap product confidentiality reasons. line content. The application will be enhanced to include assets for the other product lines in 2013.©2012 Proprietary and Confidential. This document may not be shared without express written permission from Avenue. 24
    • Sample Apps Xpressnap Customizer Xpressnap Customizer helps Photo suppressed for confidentiality reasons. Photo our customers suppressed for confidentiality reasons. Photo suppressed for envision a unique, confidentiality reasons. Photo suppressed for confidentiality branded product. reasons. Photo suppressed for confidentiality reasons. Photo suppressed for confidentiality reasons. Photo suppressed for confidentiality reasons. Photo suppressed for confidentiality reasons. Photo suppressed for confidentiality reasons. Photo suppressed for confidentiality reasons. Photo suppressed for confidentiality reasons. Photo suppressed for confidentiality reasons. Photo suppressed for confidentiality reasons. Photo SUMMARY: The Xpressnap suppressed for confidentiality reasons. Photo suppressed for Customizer is a 3D rendering confidentiality reasons. of the Signature tabletop dispenser. Choose, customize and save a dispenser with predetermined colors, AD-a- Glance and napkin types.©2012 Proprietary and Confidential. This document may not be shared without express written permission from Avenue. 25
    • Sample Apps Cost-in-Use Tools Cost-in-Use quickly shows Photo suppressed for confidentiality reasons. Photo the value and suppressed for confidentiality reasons. Photo suppressed for sustainability of confidentiality reasons. Photo suppressed for confidentiality our products. reasons. Photo suppressed for confidentiality reasons. Photo suppressed for confidentiality reasons. Photo suppressed for confidentiality reasons. Photo suppressed for confidentiality reasons. Photo suppressed for confidentiality reasons. Photo suppressed for confidentiality reasons. Photo suppressed for SUMMARY: Lets you choose confidentiality reasons. Photo suppressed for confidentiality from a variety of calculator reasons. Photo suppressed for confidentiality reasons. Photo types and displays results for suppressed for confidentiality reasons. Photo suppressed for customer review to confidentiality reasons. demonstrate what savings and environmental impact can be achieved by switching to Tork.©2012 Proprietary and Confidential. This document may not be shared without express written permission from Avenue. 26
    • Sample Apps Dispenser Decision Tree The Decision Tree helps customers Photo suppressed for confidentiality reasons. Photo find the right suppressed for confidentiality reasons. Photo suppressed for product for the confidentiality reasons. Photo suppressed for confidentiality right application. reasons. Photo suppressed for confidentiality reasons. Photo suppressed for confidentiality reasons. Photo suppressed for confidentiality reasons. Photo suppressed for confidentiality reasons. Photo suppressed for confidentiality reasons. Photo suppressed for confidentiality reasons. Photo suppressed for confidentiality reasons. Photo suppressed for confidentiality SUMMARY: Users can filter reasons. Photo suppressed for confidentiality reasons. Photo through products based on suppressed for confidentiality reasons. Photo suppressed for their business needs, then confidentiality reasons. select an individual product and save or email a snapshot of the detail page.©2012 Proprietary and Confidential. This document may not be shared without express written permission from Avenue. 27
    • Sample Apps Contracts (The Tork Advantage) Tork Advantage makes Photo suppressed for confidentiality reasons. Photo it easy for suppressed for confidentiality reasons. Photo suppressed for customers to confidentiality reasons. Photo suppressed for confidentiality sign up for reasons. Photo suppressed for confidentiality reasons. Photo suppressed for confidentiality reasons. Photo suppressed for programs and confidentiality reasons. Photo suppressed for confidentiality dispensers. reasons. Photo suppressed for confidentiality reasons. Photo suppressed for confidentiality reasons. Photo suppressed for confidentiality reasons. Photo suppressed for confidentiality SUMMARY: a digital version reasons. Photo suppressed for confidentiality reasons. Photo of the contract required to suppressed for confidentiality reasons. Photo suppressed for place an order for TorkSelect confidentiality reasons. products. Populate the form, collect customer digital signature and generate a PDF for internal routing/ approval.©2012 Proprietary and Confidential. This document may not be shared without express written permission from Avenue. 28
    • Results Feedback to date has been very positive. 1.  Customers report that the visualization tools provide great value – enabling them to speed up their internal decision processes by sending images to other decision makers. 2.  The Tork Advantage form has also received positive feedback – time is saved by allowing a signature on the spot, reducing back and forth visits. 3.  Distributors are calling them to get the app – or have them accompany them on sales calls. 4.  Sales has relayed many stories about the influence of the “cool factor” on their customer’s buying decision.©2012 Proprietary and Confidential. This document may not be shared without express written permission from Avenue. 29
    • ©2012 Proprietary and Confidential. This document may not be shared without express written permission from Avenue. 30
    • ©2012 Proprietary and Confidential. This document may not be shared without express written permission from Avenue. 31
    • What’s next?1) App enhancements and additions -  Sustainability and Defend Apps -  CRM integration -  Additional content and languages2) Pushing technology -  Augmented reality pilot -  HTML 52) Program expansion -  Research and pilots on other uses©2012 Proprietary and Confidential. This document may not be shared without express written permission from Avenue. 32