The document outlines a 90 day ramp up plan for a new sales role in the Chicago market. The plan includes: - Goals for the first 30 days including developing sales processes, identifying top accounts, and achieving metrics like 40 new accounts and 25-50 appointments. - Target accounts and initiatives for 30 days like hotels, retailers, and neighborhoods. - 60 day goals of 80 new accounts, 60-75 appointments, and targeting service providers. - 90 day targets including online marketplaces, luxury buildings, and home improvement stores, with goals of 120 accounts, 100 appointments, and 1200 leads. - An emphasis on engaging millennials, essential services, and driving volume through the holidays.

1. Deliv Chicago Market
90 Day Ramp up

2. Overview
I’ve identified several action items, goals, and strategic initiatives that through proper implementation
will correlate with our company’s vision and exceed our success standard.
30 Days: During the first 30 days on the job, I’d like to devote time to training, meeting team members,
learning the organization’s procedures, systems, products and services. I should be conducting sales
appointments, networking, and establishing daily protocol with my management team. Furthermore I’d
like to identify special projects based on special occasions and theorized spikes in volume. I will be
fully ramped and actively closing new business.

3. 30 Day Goals
Develop A Sales Process
Establish Personal Metrics: i.e “Lead Gen” 15 Accounts per day, 45- 50 Dials per day, 5-10 appointments per week
Identify commercial centers/areas with the highest growth potential
Identify Travel Centers-i.e O’Hare Oasis-Surrounding Areas
Identify Top 50 Accounts within the Chicago market
Participate in product training
Review sales materials
Establish working relationship and expectations with directs, team members, and business partners
Become fully acclimated with our company’s culture and mission.

4. 30 Day Activity Metrics
40 New SMB Accounts Closed
Launch a special holiday initiative
Fully Ramped
25-50 Appointments monthly
600 Generated Leads in Salesforce.com

5. 30 Day Target Accounts & Strategic Initiatives
*Akira-Chicago
*Downtown Hotels -{Trump Hotel & Towers}
*Magnificent Mile-Downtown Retailers
*Chambers of Commerce-{Strategic Initiative-Mass Adoption}
* Target Neighborhoods with a “commuter culture”{Strategic Initiative} i.e. Wicker Park, Lincoln Park, Logan
Square, River North {Map of Chicago Neighborhoods}

6. Akira is located in densely populated
commercial centers within the Chicago Market
Potential Decision Maker:RJ Mac Linkedin

7. Downtown Hotels

8. Chambers of Commerce-Mass Adoption
The most important aspect of Deliv’s business
model is that it is not a customer facing brand,
our technology is a key point of competitive
differentiation within the marketplace for SMB
clients, and it levels the playing field for brick
and mortar retailers facing mounting
competition from online marketplaces.
Engaging the SMB owners directly will increase
the likelihood that our services will become
fully integrated into business operators
customer service strategy, and that in-turn will
lead to increased volume in short more
deliveries per day.

9. “The Breakdown” 30 Day
Educate the local business community
Position our services as a way to drive additional revenue during the holiday
season.
Become aligned with hotels and position the product as a way to add value to a
customer’s experience.

10. 60 Day Target Accounts
Area Dry Cleaners-CD One Price Cleaners
Select Grocers-Mariano’s
Law Offices
Flower Shops
Shopping Centers/Outlet Malls
Tourist Attractions-Navy Pier

11. 60 Day Metrics
80 New SMB Accounts Closed
60-75 Appointments per month
900 Generated Leads in Salesforce.com

12. Shopping Centers/Tourist Attractions
I’ll approach this important bloc of potential clients, with a strategy focused on
foot traffic. Woodfield Mall attracts an estimated 27 million visitors annually, and
Navy Pier attracts about 8.69 million.

13. Navy Pier is a strong tourist
attractions and it is adjacent to most
of the large hotels downtown.
The foot traffic is an excellent
indicator of potential volume.

14. Cleaners provide an almost essential service. Each time
a buyer “digs into his or her’s wallet”, they do so while
processing the perceived value of a service or product.
Laundering and cleaning clothes is apart of every
Americans hygiene regimen.

15. I suggest that we only allow select items to be
available for delivery. Mariano’s is in the
process of aggressively expanding in the
Chicago Market, with the exit of Dominick’s from
Chicago; this has left 9% of the market open.
Simply this is in line with my strategy to sell the
product as a point of competitive differentiation.
FYI: This chain has approximately 6 new stores
planned in Chicago.

16. 60 Day Breakdown
Build relationships with service providers that are more aligned with essential
services.
Focus on driving volume, through aggressively closing service providers.
Target businesses that are apart of a consumer’s daily routine

17. 90 Day Target Accounts
Groupon.com
Ideeli.com
Karmaloop.com
Rent the Runway.com
Luxury High Rises
Senior Citizen Communities
Home Improvement Stores- I.E. Menards
Note: The online marketplaces that I’ve targeted are all well known amongst millennials, millennials
have been identified by many blogs, publications and competitors as among the most likely early
adopters of same day delivery.
Note: Senior Citizen Communities are another trial balloon that I’d like to float, offering same day
delivery to seniors is altruistic and good sound public relations; social business is acceptable and
business operators are willing to deal with perceived limitations in exchange for the good press.

18. 90 Day Activity Metrics
120 Accounts Closed
100 Solid Appointments per month (3 per day)
1200 Leads Generated in SalesForce.com
Delivery per day goal: 1500 Delivery per day
Launched Special Holiday Initiative

19. Key Customer Base-Millennials
Millennials are important to our strategy, if we are going to increase volume in our market, we
have to find out when and where millennials are making purchases.
By 2014, Millennials will make up 36 percent of the country’s workforce. Currently, the demographic is
on pace to reach 80 million this year. Figuring out just what this voluminous generation wants is the
Rosetta Stone of 21st Century marketers, and some early findings are starting to point the way. The
Boston Consulting Group (BCG), along with Barkley and Service Management Group, recently
surveyed 4,000 Millennials to try to understand what makes them tick when it comes to their consumer
behaviors.The survey found that the generation is obsessed with instant gratification. In fact, they
shop for groceries at convenience stores twice as often as non-Millennials. For apartment firms, this
means that customer service models need to reflect the speed, ease, and efficiency the group has
come to demand. And this is a generation actively engaged in consuming, and influencing. Millennials
are far more engaged in online activities, like rating products and services, than non-Millennials (60
percent, versus 46 percent). Source

20. Karmaloop is popular with millennials and they’ve launched a mobile applications. More purchases are
being made via mobile applications, this a popular form of shopping amongst millennials. Most if not all
of the purchases being made on Karmaloop are items that are depreciable; typically the cost of the
items come out consumers discretionary income, which is tied to impulse buying and instant
gratification.

21. Menards is headquartered in Eau Claire, Wisconsin and doesn’t present much of a hurdle for us while
prospecting this large retailer. The majority of the stores are located in the Midwest and Chicago is
clearly the largest market, which makes pitching the idea as a trial/holiday only strategy very effective.
Key points:
285 stores in and around the Midwest
Home Depot has already made progress in pursuing same day delivery service
Menards has a distribution center in Plano, IL {not all orders will have to originate in the stores}

22. This site was recently acquired by Groupon, almost entirely because of its popularity amongst
millennials. Ideeli also has mobile apps with heavy participation.
Ideeli's business model is based on acquiring excess or sample merchandise and selling it quickly at
very steep discounts to their members. Sales typically last less than 48 hours. To keep up with the turn
over, ideeli operates their own photography studio to roll over their digital catalog every day.
{Wikipedia}

23. 90 Day Breakdown
By this time we should implementing a three prong strategy meant to increase deliveries per day
during the holiday season; this initiative will also establish key relationships that will create sustained
growth within the Chicago Market.
Direct engagement of Business owners/integrate into SMB owners overall
market strategy.
Partner with essential service providers and companies that are apart of
consumer’s daily routines
Engage large scale tourist attractions, online marketplace/retailers, and shopping
centers during the Holiday Season.

24. Salary and Compensation Plan
Salary: 58K(base) 75K(100% of plan)
mobile phone
mileage reimbursement(company standard)
Laptop Computer