PARTNER DISTRIBUTION SERVICE MODEL FOR
PRESENTED BY M AT T S C H U E S S L E R DIRECTOR, ENTERPRISE SALES
DISTRIBUTING
T H E
F U T U R E
FUEL. RENEWABLES. C-STORES.
AGENDA
PA R T N E R AT T R I B U T E S
SERVICE MODEL
Qualification
Activity Differentiation Performance Selection
Team Offering Approach Connections Execution Value
P A R T N E R
AT T R I B U T E S Q u a l i f i c a t i o n
How we partner has always been behind the
1917
1939
1952
1975
SHC’s shield.
2017 2022
P A R T N E R
ATTRIBUTES
Activity
Our customers don’t need vendors;
they need partners.
P A R T N E R
ATTRIBUTES
Differentiation
Competitors sell widgets as solutions, SHC sells;
products w/service solutions FOCUS IS OUR STRENGTH
Expertise Experience
Capacity Connections
P A R T N E R
ATTRIBUTES
Performance
Where you’re at, where you want to be,
matters to our partnership.
1-2 MONTHS
3-5 MONTHS
6-12 MONTHS
DELIVERED 25%
DELIVERED 50%
DELIVERED 100%
OUR FOCUS IS ON THE CUSTOMER’S FUTURE HEALTH
P A R T N E R
ATTRIBUTES
Selection
Strengths
Focus on customers HEALTH [first], before placing orders
Opportunities Weaknesses
Non-partners overlook TCO when Proposing their solutions
A healthy distribution partner is readily available to
lif t b u rdens f r o m yo u
A healthy distribution partner delivers VALUE and makes a material difference
Threats
Non-partners surrender PROFITS by not reviewing change orders
AGENDA
SERVICE MODEL
Team Offering Approach Connections Execution Value
S E R V I C E
MODEL
Te a m NIAZI ALZOUHBI President
DOUG BOWERS Vice President Business Development
TIM ROTH Vice President Sales Support [S]
JONALEE ADRIANO Controller
MATT SCHUESSLER Director, Enterprise Sales
DONNA KLINE Sales Support Specialist
TRACY BRIXEY Sales Support Specialist
BECKIE WOODS Director, Supply Chain
FRANK HUERTA Product Manager, Renewables
INSIDE SALES Inside Sales Reps (4)
INSIDE SALES Inside Sales Reps (4)
PAUL CHAE Director IT & PM
DISTRICT MANAGERS Outside Sales Reps (12)
GREG BROWN Chief Financial Officer
AMANDA DEPINA HR Specialist JIMMY CARTMILL Facilities Manager
TERRI MIERKEY Marketing Manager
PROJECT MANAGEMENT Project Managers (5) CUSTOMER SUPPORT Support Specialists (2)
C o m b i n e d
3 8 0 +
KEVIN AMICK Division Manager Sales Support [N]
y e a r s
o f
Industry-wide experience
S E R V I C E
MODEL
Offerings
PRODUCTS
PLACES
PART NERSHI PS
We carry what our customers need
8 stocked locations
SHC makes your priorities our own
S p e e d t o m a r k e t , bandwidth,
a n d ava ila bilit y
S E R V I C E
MODEL
Approach
SHC drives innovation for
client-specific needs
Application Consultation
Supply Chain Relationships
Ongoing Validation
YOUR SHC DISTRICT MANAGER IS YOUR ADVOCATE
S E R V I C E
MODEL
Connections
Since 1917, SHC has offered some of the
wo r ld ’s le a d ing b ra nds
S E R V I C E
Execution
MODEL
We have a proven PERFORMANCE
MILESTONES
6
4 DELIVERABLES
88
3
REQUIREMENTS
ROADMAP
5
2
$75M
E V A L U AT I O N
RESEARCH
1 SHC TAKES CUSTOMERS WHERE THEY NEED TO GO
S E R V I C E
MODEL
Va l u e
Customers want a partner with
Customers BENEFIT by us anticipating then navigating them to achieve their WANTS
in t u it ive e vo lu t io n
105 Years of EXPERIENCE – we know how to resolve customers [worst] FEARS
CREDITABILITY 10,000+ accounts, 8 locations, 4 hubs dedicated to customers NEEDS
Review
o p e n d isc u ssion 1. Who needs partners? 2. What does it mean to be a partner? 3. Where does a structured service model come into play? (how we do what we do) 4. When does Total Cost of Ownership (TCO) matter? 5. Why don’t all distributors provide the same level of service? 6. How does what you’ve seen align with where you are now? 7. Can my competitors get the same thing? “Quality means doing it right when no one is looking.”
Henry Ford
M AT T S C H U E S S L E R D i r e c t o r, E n t e r p r i s e S a l e s O (510) 285-0158 | C (707) 580-2868 M S c h u e s s l e r @ S h i e l d s H a r p e r. c o m s h i e l d s h a r p e r. c o m