ibMilwaukee - Industries for the Blind Milwaukee - a one year Transformation - Brand, Sales and Cultural Innovation

1. “Its about the Mission”
1. “Drive Recruitment”
2. “Drive Revenue”
3. “Support the Mission”

3. “Full Omni-Channel Program”

4. 1. Outside Sales
2. Insides Sales/Customer Service
3. Online Channel Sales
4. BSC Retail Sales
Channels
That provide Choice, Control, Convenience

5. 1. Cultural Innovation
2. Company or Brand Innovation
3. Sales and Customer Innovation
4. Marketing Innovation
Innovation

6. Cross functional
Collaboration

7. Innovation Process
Rotate across the enterprise.
What’s working?
What’s not working?

8. “Brand Innovation”

9. 18 months ago

10. Web

11. Collateral

13. Building True Belonging
Web Presence

14. Building True Belonging
Web Presence

15. Content
&
Imagery

16. Customer Facing

17. Leadership
&
Clarity

18. Inspiration
&
Culture

19. Inspiration
&
Culture

20. Communication & Thought

21. “Portfolio Clarification
and Branding”

27. Online Channel

28. Retail Make-Over

29. Before

30. After

31. Before

32. After

33. Make it a Destination

34. Events Work!

35. 1. Company or Brand Innovation
2. Cultural Innovation
3. Sales and Customer Innovation
4. Marketing Innovation
Innovation

36. Cultural Innovation
• Great ideas come from within
• Eliminate Risks
• Smart Failure
Innovation

37. Innovation Process
Innovating the Possibility of Accessibility

38. Innovation lab

39. Innovation Process

40. Who’s Next? You?
Pitch it!
Wednesday July 27th
10am
The Flex Room
Contact: Ellen x3073
Who’s got an Accessibility Phone App Idea??

41. Innovation Process
Innovating Ideas

42. Who’s Next? You?
Be heard! Pitch your ideas!
What is a GREAT idea?
• Something that saves money?
• Something that makes money?
• Something that saves time?
• Something that builds moral?
• Something drives Blind Recruitment?

44. Who’s Next? You?
Be heard! Pitch your ideas!
Nicole Christman

45. Who’s Next? You?
Can you say ROI?
360 pages reviewed
in less than 5 minutes!
Congrats Team Novatus!

47. Build Culture

49. Build Belonging

50. Be Part of Milwaukee

51. Be Part of Milwaukee

53. Drive Recruitment and Drive Sales

54. Extend the Culture
Become NIB Leaders

55. Become NIB Leaders
#INNOVATION
Extend the Culture

56. CONTENT - Extend the Culture
Become NIB Leaders

57. Extend the Culture
Become NIB Leaders

58. Extend the Culture beyond IB
Become NIB Leaders
#1 Blind Radio Show
in the World

59. Build Authority and Recruit!
Top 25% of
All
Independent
Podcasts

60. BlindLivingRadio.com Growth
Blind Living Radio is becoming increasingly more popular month-over-month
since December. Its show popularity has been caused by social awareness using
services like PodcastPond.com and Leech Services that populate podcasts.
During the month of October – The Reddit Blind community, of which we are
sponsors, received a boost in traffic to the blind community which also filtered
many new followers to www.blindlivingradio.com

61. Ground Game - Recruit!
“Drive Recruitment”
“Support the Mission”

62. Ground Game - Recruit!

63. Social Media
#1 across all
NIB Agencies
Extend Culture through Social

64. Top Posts
5,847 Reactions by users to the video
(likes, smiles, hearts, etc…)
by 81,644 users with a 6% engagement
98 shares with a total of +85,000 users
from shares
5,424 Reactions by users to the video
(likes, smiles, hearts, etc…)
by 41,677 users with a 5.6%
engagement
63 shares with a total of +55,000 users
from shares
4,374 Reactions by users to the video
(likes, smiles, hearts, etc…)
By 39,611 users with a 6.8%
engagement
63 shares with a total of +75,000 users
from shares

65. High Profile Followers
From Army Contracting Services to
the Milwaukee Bucks. Twitter in 2016
gained many influential followers.
Including Paralympians and
technology companies like Microsoft
and BME.

66. In Store and Onsite TV Monitors

67. “Marketing Innovation”

68. Generate Leads/Drive Converstion
Up-stream
Mid-stream
Down-stream
------------------------------------------------------------------------------------------------
*SEO
*Landing Pages
*Blog Content
CRM/Salesforce.com
WEB and BSC Traffic

70. Ecommerce

72. SEO Keyword Impact
As the SEO program continues, the search words will start ranking further onto the homepage. Currently the top 20 keywords
that the site has successfully pushed to the homepage that are not product numbers or branding. These keywords specifically
were in the higher popularity compared to others.
In total we have over 100 keywords, week over week, that can provide more long tail keywords that are not listed in the top 20
yet. Some of the keywords listed in the top 20 are due to users search and not actual products do to discovery via Google
Trends.
S.No Keywords Initial Ranking
Previous Ranking (29th-
July)
Current Ranking (05th-
Aug) Current Page
1 skilcraft office furniture online Not in 300 1 1 1st Page
2 Buy skilcraft toner Not in 300 2 2 1st Page
3 skilcraft toner online Not in 300 3 3 1st Page
4 skilcraft office furniture Not in 300 3 3 1st Page
5 skilcraft desk cleaner Not in 300 10 3 1st Page
6 abilityone office furniture Not in 300 5 4 1st Page
7 jwod office supplier Not in 300 4 4 1st Page
8 nib nish office supplies Not in 300 4 4 1st Page
9 jwod office supplies Not in 300 5 6 1st Page
10 jwod catalog online Not in 300 9 6 1st Page
11 skilcraft office products Not in 300 7 7 1st Page
12 abilityone online store Not in 300 7 9 1st Page
13 abilityone office supplies Not in 300 10 9 1st Page
14 abilityone office products Not in 300 8 9 1st Page
15 skilcraft products online Not in 300 10 10 1st Page
16 skilcraft office supplies Not in 300 8 12 2nd Page
17 jwod catalog products Not in 300 42 30 3rd Page
18 abilityone Products online Not in 300 51 48 5th Page
19 AbilityOne Distributor Not in 300 72 73 8th Page
20 online office supply store Not in 300 100 91 10th Page

73. Ecommerce

74. On Base Print Ads
OnBase and OnLine

75. Make it Memorable

76. Acquiring a customer costs 5-10
times more than retaining one1
A 5% increase in retention yields
profit increases of 25-95%2
5-10X
Why Retention & Cross-Sell Pay Off
25%-95%
Email Campaigns – Retention

77. Summary: Total ibSupply Revenue
For the First Half of 2016…
Compared to Plan
• Revenue is at 78% of the 2016 Plan
• Based on taking a half year view of the 2016 Goal
• Revenue is Down $6.1M vs. for Plan at the Half Year Mark
Compared to Last Year
• Revenue is Down 7% or $1.762M
Gainers
• 6 Accounts grew revenue by $1.3M or 11% vs. last year
Decliners
• 6 Accounts lost revenue by $3M or 24% vs. last year

78. Summary – ibSupply.com OnlineFor the First Half of 2016, ibSupply.com - ONLINE
Revenue…
Compared to Last Year
• Revenue is Down 12% or $1.65M
Gainers
• 7 Accounts grew revenue by $1.2Mor +23% vs. last year
• $120K Average growth per account
Decliners
• 5 Accounts lost revenue by $2.8M or -34% vs. last year
• DOD Navy lost $1.4M – accounting for 55% of this total online loss

79. Summary – BSC Stores
For the First Half of 2016, ibSupply BSC STORE Revenue…
Compared to Last Year
• Revenue is Down 1% or $122K
Gainers
• 6 Accounts grew revenue by $490K or +7% vs. last year
• $82K Average growth per account
Decliners
• 4 Accounts lost revenue by $612K or -18% vs. last year
• US Navy lost $411K – accounting for 67% of the BSC Store total loss

80. Summary of Account Performance vs Goal
vs. Last Year
Account
First Half 2016
GOAL
First Half 2016
ACTUALS
ACTUALS to
GOAL
First Half 2015
ACTUALS
First Half 2016
vs. 2015
AIR FORCE $9,746 $7,980 82% $7,382 8%
NAVY $3,139 $2,640 84% $2,855 -8%
DOD Navy $2,494 $1,158 46% $2,602 -55%
BOP $2,484 $1,656 67% $2,317 -29%
Army $2,299 $1,740 76% $1,962 -11%
DOD $2,209 $1,452 66% $1,278 14%
Army Guard $1,901 $1,854 98% $1,572 18%
HHS $724 $660 91% $569 16%
AF Guard $491 $426 87% $340 25%
VET AFFAIRS $421 $294 70% $324 -9%
DOJ $268 $318 119% $260 22%
All Major Accts $26,173 $20,178 77% $21,461 -6%
Other Sources $2,344 $2,202 94% $2,681 -18%
Grand Total $28,517 $22,380 78% $24,142 -7%

81. Half Year 2016 Results vs. Last Year:
Channels
ONLINE
2016
ONLINE
2015
ONLINE
CHANGE
ONLINE
DIFFERENCE
STORES
2016
STORES
2015
STORE
CHANGE
STORES
DIFFERENC
E
ACCOUNT
TOTAL
B.O. PRISONS $1,433 $2,043 -30% ($610) $222 $274 -19% ($52) ($662)
DOD - NAVY $1,160 $2,602 -55% ($1,442) $0 $0 0% $0 ($1,442)
US NAVY $679 $485 40% $194 $1,959 $2,370 -17% ($411) ($217)
HHS $635 $554 15% $81 $25 $15 67% $10 $91
AIR FORCE $1,994 $1,554 28% $440 $5,984 $5,828 3% $156 $596
AIR FORCE GUARD $404 $327 24% $77 $22 $13 69% $9 $86
US ARMY $1,103 $1,187 -7% ($84) $635 $775 -18% ($140) ($224)
ARMY - GUARD $1,818 $1,529 19% $289 $34 $43 -21% ($9) $280
VET AFFAIRS $140 $302 -54% ($162) $153 $22 595% $131 ($31)
DEPT OF JUSTICE $319 $260 23% $59 $0 $0 0% $0 $59
DEPT OF DEFENSE $611 $560 9% $51 $839 $718 17% $121 $172
MAJOR
ACCOUNTS
$10,296 $11,403 -10% ($1,107) $9,873 $10,058 -2% ($185) ($1,292)
OTHER SOURCES $1,653 $2,196 -25% ($543) $548 $485 13% $63 ($480)
TOTAL IB $11,949 $13,599 -12% ($1,650) $10,421 $10,543 -1% ($122) ($1,772)
ONLINE STORES
Revenue in $000’s

82. TOTAL GAINERS
Account
First Half
GOAL
First Half
2016
ACTUALS
ACTUALS
to GOAL
First Half
2015
ACTUALS
First Half
2016 vs.
2015
Air Force $9,746 $7,980 82% 7382 8%
DOD $2,209 $1,452 66% 1278 14%
Army Guard $1,901 $1,854 98% 1572 18%
HHS $724 $660 91% 569 16%
AF Guard $491 $426 87% 340 25%
DOJ $268 $318 119% 260 22%
TOTAL $15,337 $12,690 83% $11,401 11%
6 Accounts are growing – at a cumulative of an 11% increase.
Average account increase of 17%
Generating nearly $1.3M in gains in the First Half

83. TOTAL DECLINERS
Account
First 6
Months
GOAL
First 6
Months
ACTUALS
ACTUALS
to GOAL
First Half
2015
ACTUALS
First Half
2016 vs.
2015
Navy $3,139 $2,640 84% 2855 -8%
DOD Navy $2,494 $1,158 46% 2602 -55%
BOP $2,484 $1,656 67% 2317 -29%
Army $2,299 $1,740 76% 1962 -11%
VA $421 $294 70% 324 -9%
Other Sources $2,344 $2,202 94% 2681 -18%
TOTAL $13,180 $9,690 74% $12,741 -24%
6 Accounts are Declining – with a cumulative loss of 24% vs. last year.
Average account decline is 22%
Generating a cumulative loss in First Half of $3M

84. ibSupply.com/Online 1st Half
Performance
1st Half 2016 1st Half 2015 Change
Online
Difference
BUREAU OF PRISONS $1,433 $2,043 -30% ($610)
DOD - NAVY $1,160 $2,602 -55% ($1,442)
US NAVY $679 $485 40% $194
HHS $635 $554 15% $81
AIR FORCE $1,994 $1,554 28% $440
AIR FORCE GUARD $404 $327 24% $77
US ARMY $1,103 $1,187 -7% ($84)
ARMY - NAT GUARD $1,818 $1,529 19% $289
VETERANS' AFFAIRS $140 $302 -54% ($162)
DEPT OF JUSTICE $319 $260 23% $59
DEPT OF DEFENSE $611 $560 9% $51
MAJOR ACCOUNTS $10,296 $11,403 -10% ($1,107)
OTHER SOURCES $1,653 $2,196 -25% ($543)
TOTAL IB $11,949 $13,599 -12% ($1,650)

85. ibSupply.com/Online - GAINERS
1st Half 2016 1st Half 2015 Change
US NAVY $679 $485 40% $194
HHS $635 $554 15% $81
AIR FORCE $1,994 $1,554 28% $440
AIR FORCE GUARD $404 $327 24% $77
ARMY - NAT GUARD $1,818 $1,529 19% $289
DEPT OF JUSTICE $319 $260 23% $59
DEPT OF DEFENSE $611 $560 9% $51
TOTAL $6,460 $5,269 23% $1,191
Online showed growth in 7 accounts. 6 with double digit growth. Overall 23% growth.
$1.2M in growth - with an average of $170K in growth per
account

86. ibSupply.com/Online - DECLINERS
1st Half 2016 1st Half 2015 Change
Online
Difference
BUREAU OF PRISONS $1,433 $2,043 -30% ($610)
DOD - NAVY $1,160 $2,602 -55% ($1,442)
US ARMY $1,103 $1,187 -7% ($84)
VETERANS' AFFAIRS $140 $302 -54% ($162)
OTHER SOURCES $1,653 $2,196 -25% ($543)
TOTAL $5,489 $8,330 -34% ($2,841)
5 Accounts show a decline reflecting a $2.8M loss with an average of 34%
decline per account.

87. Online Decliner Details
BUREAU OF PRISONS ($610) 21%
DOD - NAVY ($1,442) 51%
US ARMY ($84) 3%
VETERANS' AFFAIRS ($162) 6%
OTHER SOURCES ($543) 19%
TOTAL ($2,841)
Half the losses came from DOD - Navy - as expected at the start of the year.
BOP losses show an overall decline in the account (stores are down 8%)
Other Sources - need to start targeting them with CRM/Inside Sales efforts.
Online Revenue
Decline from Last Year
% of Total
Revenue Decline

88. BSC STORES – First Half Performance
1st Half 2016 1st Half 2015 Change
BCS Stores
Difference
BUREAU OF PRISONS $222 $274 -19% ($52)
DOD - NAVY $0 $0 0% $0
US NAVY $1,959 $2,370 -17% ($411)
HHS $25 $15 67% $10
AIR FORCE $5,984 $5,828 3% $156
AIR FORCE GUARD $22 $13 69% $9
US ARMY $635 $775 -18% ($140)
ARMY - NAT GUARD $34 $43 -21% ($9)
VETERANS' AFFAIRS $153 $22 595% $131
DEPT OF JUSTICE $0 $0 0% $0
DEPT OF DEFENSE $839 $718 17% $121
MAJOR ACCOUNTS $9,873 $10,058 -2% ($185)
OTHER SOURCES $548 $485 13% $63
TOTAL IB $10,421 $10,543 -1% ($122)

89. BSC GAINERS 2016 2015 Change
HHS $25 $15 67% $10
AIR FORCE $5,984 $5,828 3% $156
AIR FORCE GUARD $22 $13 69% $9
VETERANS' AFFAIRS $153 $22 595% $131
DEPT OF DEFENSE $839 $718 17% $121
OTHER SOURCES $548 $485 13% $63
TOTAL $7,571 $7,081 7% $490
Stores showed growth in 6 "accounts" - overall to 7% - with huge growth in the VA
with the BPA and the Air Guard was very strong.
$490K in Growth - with an average of $82K in growth per account

90. BSC DECLINERS
2016 2015 Change
BUREAU OF PRISONS $222 $274 -19% ($52)
US NAVY $1,959 $2,370 -17% ($411)
US ARMY $635 $775 -18% ($140)
ARMY - NAT GUARD $34 $43 -21% ($9)
TOTAL $2,850 $3,462 -18% ($612)
4 Accounts show an 18% decline vs. last year – reflecting a $612K loss

91. BSC DECLINER DETAIL
BUREAU OF PRISONS ($52) 8%
US NAVY ($411) 67%
US ARMY ($140) 23%
ARMY - NAT GUARD ($9) 1%
TOTAL ($612)
US Navy Accounts for 67% of the Store Declines
1st Half Decline % of Total Decline

92. Top Line Potential Next Steps
DOD NAVY
• Realize that 81% of the Total ibSupply YTD Revenue Shortfall is coming from DOD Navy
• We saw a $1.44K decline in year-over-year revenue performance
• Will need to budget a continued sharp decline thru year end
BOP
• Determine ways to mitigate the YTD revenue decline vs. last year of $662K by increasing the
number of prisons being trained and continued focus on our CRM/Customer Outreach (calls)
efforts
OTHER SOURCES – Customers not Assigned to a Major Account
• We saw a $488K decline in YTD Revenue vs. last year (mostly online)
• Will need to identify what sub-accounts make up these “Others” and begin a targeted approach
using direct/e-mail, calling and promotions to engage with this audience.
ARMY & NAVY
• These two military branches combined for a $441K decline in YTD Revenue vs. last year
• Note that ibSupply.com/Online was up over $100K YTD
• Will need to develop a BSC Store-focused solution to engage with the Army and Navy

93. Start Creative!
Test, Test and Test
August 12, 2016

94. Email Campaign – Thank You
(Commerce)
Email Marketing

95. Email Campaign – Thank You
(Compliance)
Email Marketing

96. Email Campaign – Replenishment
(Compliance)
Email Marketing

97. Email Campaign – Thank You
(Cause)
Email Marketing

98. Email Campaign – Replenishment
(Commerce)
Email Marketing

99. Email Campaign – Replenishment
(Cause)
Email Marketing

100. Email Campaign – Second Order
(Commerce)
Email Marketing

101. Email Campaign – Second Order
(Compliance)
Email Marketing

102. Email Campaign – Second Order
(Cause)
Email Marketing

103. Generate Leads/Drive Converstion
Up-stream
Mid-stream
Down-stream
------------------------------------------------------------------------------------------------
*SEO
*Landing Pages
*Blog Content
CRM/Salesforce.com
WEB and BSC Traffic

104. “Our Brand is about people,
sighted and blind…working
together for a common
purpose”