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VAR Business Development Services


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Veterans Alliance Resourcing, Inc. (VAR) is a Service Disabled Veteran Owned Small Business (SDVOSB) providing complete end-to-end service supply chain solutions and high technology business …

Veterans Alliance Resourcing, Inc. (VAR) is a Service Disabled Veteran Owned Small Business (SDVOSB) providing complete end-to-end service supply chain solutions and high technology business development services. As seasoned industry veterans, we are more than just another technology consulting group. Our team brings decades of experience in developing and executing creative service solutions.

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  • 1. Veterans Alliance Resourcing, Inc. Presentation for Business Development Services © Veterans Alliance Resourcing, Inc. 2013
  • 2. 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.
  • 3. 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
  • 4. Customer Intelligence Call 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 Electronics IT Managed Services Data Center Service Mgmt. Security-as-a-Service (MSSP) Service Operations Mgmt. SW Service Parts Management Purchase & Exchange Options Forward 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 Solutions Permanent, Project Based & Contingent Staffing of Engineering, IT & Service Pros Service, Operations, Sales, Purchasing, Marketing & Merchandising Executives Portfolio of Services
  • 5. Market Segments
  • 6. 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.
  • 7. The VAR Team Michael Schuler CEO Dallas, TX ​ Years of experience: 33 Expertise: Sales, Bus. Dev., Service Parts Management, Reverse Logistics, Repair, Product Remarketing, Value Recovery, Software Solutions, IT Service Delivery, Staffing and Partnering. US Marine Corps ‘76-’79 Susan Krautbauer Executive VP Minneapolis, MN ​ Years of experience: 29 Expertise: Sales, Bus. Dev., Logistic Services, Service Supply Chain, Marketing Strategy, Account Development & Penetration, Sales Training/Optimization Devin Rojas Sr. Director Phoenix, AZ ​Years of experience: 30 Expertise: Sales, Service Parts Supply Chain, Procurement, Product Remarketing, Account Development & Penetration. © Veterans Alliance Resourcing, Inc. 2013 Steve Friedman Sr. Director Palm Beach, FL ​Years of experience: 30 Expertise: Sales, Business Dev., Strategic Planning, Financial Planning, Executive Coaching, Extended Warranty Contracts, Mergers & Acquisitions. Over 150 Years of Aftermarket Services Industry Experience Howard Nacht Director New York, NY ​Years of experience: 29 Expertise: Sales, Bus. Dev., Networking, Project Management, Purchasing, Logistics, IT, Small Business Ownership, Product Remarketing and Value Recovery.
  • 8. Veterans Alliance Resourcing Brainhunter Division © Veterans Alliance Resourcing, Inc. 2013 Greg Rance Managing Director VAR – Brainhunter Workforce Solutions Minneapolis, MN Years of industry experience: 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. Consultant Boston, MA ​ Years of experience: 22 Expertise: Technical Labor Staffing and Contingent Workforce Project Management, IT & Engineering Staffing, Business Development, Sales Management, HRIS and HR Strategies
  • 9. 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
  • 10. A Consultative Approach As Industry Experts, and armed with Top-Tier Clients/Vendors and our SDVOSB Positioning, VAR brings - A Consultative Approach to Sales. We First Identify the Customer’s Challenges in their Service Supply Chain, then we Introduce Selectively Introduce the Solution (Vendor). “Relating the Features of your Products (or Services) Directly to Customer Benefits, is the Key to Sales” – Dale Carnegie
  • 11. Business Development Tools of the Trade • In addition to our Team of Industry Experts VAR invests in Lead Generation Tools, Technology and Resources • OneSource – It’s like & Hoovers on Steroids • Tele-Prospecting & Appointment Setting • • We know what it takes to gain market share
  • 12. LifetimePotential Awareness Low Low High High 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 ItemCost Sales Volume Heavy Competition
  • 13. • Salesforce Pipeline • Reduced Sales Cycle • Progressive Tracking • Lead Generation & Tele-Prospecting • Extensive Contact Database of VAR TeamAwareness Knowledge Relationship Preference Commitment Account Pipeline
  • 14. Strategy Session The Sales Planning Session will be comprised of either a single full day session or two consecutive half-day sessions related to the contracted VAR Services. The objective of the Sales Planning Session will be to: • Review the Client’s Service (or Product) offerings Review existing business successes and failures in securing or maintaining accounts • Review current SWOT/ perform SWOT • Identify target accounts to approach • Determine the existing sales methodology and market penetration tactics utilized by the Client • Competitive positioning • Identify available collateral material • Confirm operational capabilities & internal support infrastructure • Define sales account goals, KPI reporting requirements and tools 1
  • 15. 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 Market Position Strategic Value ID Major Opportunities Establish Objectives Plan of Action
  • 16. Engagement Process The Sales Engagement Process. A personalized solution will be developed and presented complete with prioritized actions, timelines, and expectations of both parties. Elements of ongoing sales process include: • Rules of engagement with in-house sales force • Define and document VAR accounts • Prospect identification and qualification criteria • Value proposition guidance • Opportunity planning guidance • Presentation templates • Proposal generators • Pricing tools • ROI/TCO calculators • Business issues guidance • Customer intelligence insight • Sales/operations account support and escalation contacts 2 © Veterans Alliance Resourcing, Inc. 2013
  • 17. Hiring BD Execs A Cost Comparison Traditional Business Development Hire • $80K Base Salary • 30% Burdens (benefits, taxes, Medicare, etc.) • Commissions (typically 3%+) • Average sales experience 10 years • Average industry experience 5 Years • Average annual revenue production <$3M • Limited sales campaign management experience • Few (if any) $10M engagement wins • Costs at Termination can extend for months 1
  • 18. Hiring Bus. Dev. Execs The Cost Comparison Hiring VAR • $8K Month • No Burdens • Commissions (Typically 3%) – Commensurate with your current BD Commissions • Team of 6 Sales Executives – Dallas * Minneapolis * Boston * Phoenix * Miami • Average Industry Experience 20+ Years • Average Annual Revenue Production $6M+ • Average sales experience 25+ Years • Significant Investments in Infrastructure -, Account Reporting Database & Telesales with Appointment Scheduling • Extensive Sales Campaign Management Experience • Numerous $10M Engagement Wins • Introduced Innovative (Industry Changing) Strategies • Directed, Trained and Managed Sales Organization & Sr. Sales Execs. • Wrote Marketing Material from Scratch (Multiple Companies) • Orchestrated Major Sales Campaigns • Attended World Renowned Sales Training (Xerox, Dale Carnegie, Miller Heiman) • VAR Execs Speak at Conferences each year as Recognized Industry Experts • VAR Execs sit on the Board of Major Industry Associations 2
  • 19. 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
  • 20. Client Testimonial Show 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
  • 21. Client Testimonial Show 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
  • 22. © Veterans Alliance Resourcing, Inc. 2014
  • 23. 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
  • 24. 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
  • 25. Questions & Action Items © Veterans Alliance Resourcing, Inc. 2014