Thursday, January 19th, 2017

1. 1 | 2017 NAEPB Marketing Committee
NAEPB Marketing Committee
Thursday, January 19th, 2017
Jim Kerlin, Committee Chair
Laura Reimers, NIB Representative

2. 2 | 2017 NAEPB Marketing Committee
Presentation Agenda
 Welcome
 Committee Members
 Committee Charter
 Committee Engagement
 NIB Impact Story
 Other

3. 3 | 2017 NAEPB Marketing Committee
Marketing Committee Members
Beyond Vision Jim Kerlin – Committee Chair
President & CEO
jkerlin@beyondvision.com
Bill King
Marketing Lead
bking@beyondvision.com
NIB Laura Reimers – NIB Liason
Vice President, Communications
lreimers@nib.org
Catherine Schultz
Branding & Packaging Manager
cschutlz@nib.org
Alphapointe Reinhard Mabry
President & CEO
rmabry@alphapointe.org
Jake McCabe
VP Sales & Marketing
jmccabe@alphapointe.org
Blind & Vision Rehabilitation Services
of Pittsburgh
Erika Arbogast
President & CEO
earbogast@pghvis.org
Bosma Lou Moneymaker
President & CEO
loum@bosma.org
Lise Pace
Director of Marketing
Lisep@bosma.org
CABVI Rudy D’Amico
President & CEO
rudyd@cabvi.org
Katie Humphries
Vice President of Products & Distribution
katieh@cabvi.org
Cindy Bloom
cindyb@cabvi.org
Industries for the Blind
Winston Salem
David Horton
President & CEO
dhorton@wsifb.com
Seth Anderson
Manager, Marketing Comm.
sanderson@wsifb.com
New View Oklahoma Lauren Branch
President & CEO
lbranch@newviewoklahoma.org
Dennis Loney
Business Development Director
dloney@newviewoklahoma.org
North Central Sight Services Robert Garrett
President & CEO
Megan Proffitt
Marketing/PR Manager
meganP@ncsight.org
VisionCorps Dennis Steiner
President & CEO
Dsteiner@visioncorps.net
Sherry Harry
Dir. Of Business Relations & Marketing
Sherry@visioncorps.net

4. 4 | 2017 NAEPB Marketing Committee
Committee Charter
 Purpose
The NAEPB Marketing Committee is committed to communicating the NIB story
internally and externally to key stakeholders. The committee acts as a consistent
voice for communicating NIB’s Impact story and setting marketing priorities across
the multiple product and service sub-committees.
 Goals and Objectives
• Communicate the NIB story more effectively to both the NAEPB family and to all
key stakeholders.
• Build consensus within the NAEPB family regarding marketing priorities across
the multiple product and service sub-committees.
• Assist with and help guide NIB’s AbilityOne Program-focused marketing efforts.
 Organization and Structure
• The NAEPB Marketing Committee is led by a Chairperson appointed by the
NAEPB President.
• The NAEPB Marketing Committee will meet in-person annually at the NIB/NAEPB
National Conference and Expo.
• The NAEPB Marketing Committee will meet at least quarterly via conference call.
• Other ad-hoc meetings will be scheduled throughout the year, as appropriate.

5. 5 | 2017 NAEPB Marketing Committee
Committee Charter
 Roles and Responsibilities
Committee Chair
• Provides leadership to the committee
• Creates meeting agendas and facilitates meetings.
• Provides committee updates to the NAEPB board
NIB Executive Liaison
• Attends all committee meetings
• Provides logistical support for committee meetings
• Coordinates marketing activities as guided by the Committee.
• Provides topline update on NIB marketing activities relevant to committee priorities
NAEPB Members
• Attend committee meetings
• Actively engage in committee discussions
• Review and/or provide content for committee-developed materials
• Act as ambassadors for approved committee priorities and messaging

6. 6 | 2017 NAEPB Marketing Committee
Committee Engagement
 Frequency of Meetings
 Meeting Type – In-Person, Phone

7. 7 | 2017 NAEPB Marketing Committee
NIB Impact Story

8. 8 | 2017 NAEPB Marketing Committee
NIB Impact Story
 Discussion
 During the last 2 decades NIB sales via the AbilityOne program have increased
by 180%. Over the same time period, direct labor blind head count increased
11%.
 Direct labor blind hours was up 50%.
 NPA direct blind labor ratio within the AbilityOne program has been relatively
flat during this period.
 Issue
 NIB revenue growth has outpaced direct labor growth within the AbilityOne
program by 3 to 1. We wish to understand the factors that have led to this
trend.

9. 9 | 2017 NAEPB Marketing Committee
NIB Impact Story
 Quality of Life
 Direct blind hours worked up 50% (in two decades) has increased the quality of life and opportunities.
 Does not account for the indirect blind jobs via vertical mobility.
 Technology
 Automation and increased use of technology in manufacturing has been a significant global trend.
 Investment in ISO Quality Certification
 LEAN Manufacturing has increased efficiency and output of our blind direct labor pool.
 Consider the contrast between the days of making corn straw brooms vs. the level of technology used many NPAs today.
 The products have also become generally more sophisticated and higher dollar value over time.
 Intangibles
 Program wide, many millions derived from revenue growth is reinvested into the mission.
 Rehabilitation
 Job Skills Training
 Accessibility Technology
 Global Marketization Pricing Pressure
 The only viable way for US companies to combat this is via investment in “next generation manufacturing technology”.
 Endless federal budget pressure (particularly on DoD) places pressure on Fair Market Price and increases ETS leakage.
All these factors taken together are further drivers of the gap between
mission impact and revenue growth.

10. 10| 2017 NAEPB Marketing Committee
Our Mission Has Not Changed…

11. 11| 2017 NAEPB Marketing Committee
…But Our Work Has.

12. 12| 2017 NAEPB Marketing Committee
Did you know…
• $2.17 in 1938 would be $36.75 today?
• Beyond Vision started making cocoa mats in 1933
• Used the same equipment and process until 1994
 31 seconds per mat
 $11.25/mat
TODAY
 17.8 hours per mat
 $2.17/mat
YESTERDAY
Cocoa Mats

13. 13| 2017 NAEPB Marketing Committee
• Technology has increased labor efficiency
• Advances help keep pace with the market while providing an
accessible work environment for people who are blind
• Investing in manufacturing advances and technology:
Talking micrometers, CNC Machines, Lasers, Injection Molding,
Sewing Automation, 3-D Printing, etc.
• ISO Quality Commitment
• We offer career advancement opportunities, job training and benefits
Staying Competitive

14. 14| 2017 NAEPB Marketing Committee
• Technology allows for better quality employment
• Investing in adaptive technology including screen readers,
braille displays and magnification tools create new job
options
• High-level technology, like 3-D printers, allow for safer
production work
• Creates opportunity…
Adaptation

15. 15| 2017 NAEPB Marketing Committee
• Employees gain higher level skills
• Advancing careers
• Confidence and ability for competitive
employment at other companies
• Vertical mobility
• Retiring from fulfilling careers
• Achieving dignity from a job well done
Opportunity

16. 16| 2017 NAEPB Marketing Committee
Information for this presentation was contributed by:
Billy Sparkman, retired (Alabama Industries for the Blind)
Beyond Vision – Wisconsin Workshop for the Blind Archives
Kevin Campbell - NIB
Laura Reimers
Vice President,
Communications
National Industries for the Blind
(703) 310-0453
lreimers@nib.org
Jim Kerlin
President and CEO
Beyond Vision
(414) 778-5809
jkerlin@beyondvision.com
Contacts