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Delivering Information at the Speed of Sight.

NMCNMC

This information is confidential and may include proprietary and/or trade secret information. It is intended for this presentation only. Any use or disclosure of this information is strictly prohibited.

Presented by…

CHRIS SMITH National Sales Manager

LISA BURNS Director of Marketing

NOTIFY MOTIVATE COMMUNICATENOTIFY MOTIVATE COMMUNICATE


• Help your customers make more money (25%-35% more than the competition)

– Signs = 70%– Tags – 60%

• Administrative Costs– No minimums or fees for

drop shipments– EDI capabilities– No Stocking

• Co-op - 2% • Loyalty Program

NEW Pricing StrategyPricing Strategy

PURPLE 70%

MAGENTA 60%

YELLOW 55%

GREEN 45%

RED 35%

BLUE 30%


NMC Profit Comparison @ $10K Spend (Total Sales – Spend)


$23,301

$5,376

$8,157

NMC Company A Company B

10x14 Rigid Cost $5.18 $6.35 $9.04

10x14 Rigid MSRP $17.25 $11.53 $13.90

# Signs Purchased/Sold 1931 1575 1106

Spend $10,000.00 $10,000.00 $10,000.00

NMC Company A Company BTotal Sales $33,301.16 $18,157.48 $15,376.11

Net Profit $23,301.16 $8,157.48 $5,376.11

% Margin 70% 45% 35%




$20,394

$13,440

$58,253

NMC Company A Company B

10x14 Rigid Cost $5.18 $6.35 $9.04

10x14 Rigid MSRP $17.25 $11.53 $13.90

# Signs Purchased/Sold 4826 3937 2765

Spend $25,000.00 $25,000.00 $25,000.00

NMC Company A Company BTotal Sales $83,252.90 $45,393.70 $38,440.27

Net Profit $58,252.90 $20,393.70 $13,440.27

% Margin 70% 45% 35%


MSRP ComparisonMSRP Comparison

Company A Company B NMC Company C Company D

10x14 Rigid MSRP $11.53 $13.90 $17.25 $30.50 $30.39

• Understanding what the market can bear.

• We offer an MSRP that makes the most sense for the end user… we are not the low cost supplier, nor the high cost, but we are at a FAIR MARKET PRICE with low distributor costs … which is where the best value is.

• Company A & B may have lower MSRP’s but end users are buying safety identification products from Company C & D at $85 mil & $150 mil per year!

• Your distributors can sell at a better price, have lower costs, and gain more market share which equals higher profits.


NEW

• NMC Catalog

• Online PLC Program

• New Pricing Strategy

• Sales Literature– By Industry and Product Type

• Training

• Portal

Programs for 2012 Programs for 2012


2012 NMC Catalog2012 NMC Catalog• QR Code on Front cover

– Scan to be directed to nationalmarker.com

• Part # index was removed– Can be provided electronically

• Yellow section is now New Category of 5S

• HC labels discontinued and replaced with GHS labels

– (page 224)

• Many items have been discontinued or made web only.

– List will be provided


SC OREBOARDS»page160

LABEL P RI NT ERS»page127

GLO EXIT SIGN S»page174NewProductsInside!

5S

5SProductsInside!

New

SCOREBOARDS»page160

LABEL PR IN TERS»page127

GLO EX IT SIGN S»page174

5SProductsInside!

New

SCOREBOARDS»page160 LABEL PRINTERS»page 127 GLO EXIT SIGNS»page 174

DSB- 8

PLC Program - OnlinePLC Program - Online

• New Technology allows for:– Online library image & logo

storage – Higher quality image/logo’s on

the covers– 72 hour lead time for custom

PLC’s– Minimum order quantity

• 1 case (30 catalogs)

– New competitive pricing strategy


Future Sales ToolsFuture Sales Tools• Portal

– FAQ & Questionnaire:• What elements are important to our customers?

– Who will have access – Current capabilities

• Facility Audits– Reviewing electronic options– Use the facility audit flyers to promote NMC– 2012 Goals to increase audits performed

• Online Collateral Library (NMCRepgroup.com website)– Stock fliers and cut sheets by industry and product type– Facility Audits– Sales Binders


2012 Training2012 Training

• Catalog & Product Offering• Portal / Website• Facility Audits• Pricing – Sales Approach• GHS (Globally Harmonized System)• 5S Products• NMC Operational Goals/Outcomes

– Differentiators (lead times for PLC’s, custom, stock, regional coverage)– Investing heavily (.75 Mil) in total operational improvements– Initiating new protocols & systems to improve workflow, inventory stocking & lead

times


• Who are the top 3 manufacturing Safety Identification (rank according to Market Share)?– Brady– Accuform– NMC

• In your opinion, why are they the best?– Market Share & amount of time in the market– Name Recognition– Buying Group Participation

• What are the top 3 challenges you have selling Safety Identification?– Safety identification is a not core focus for customers– Selling against the competition (this includes local shops)– Slower delivery times than competition

2011 Rep Group Survey Results 2011 Rep Group Survey Results


• How do you sell against the competition?– PLC– Pricing/Margins– Relationships w/ distributors (providing service & support)

• What additional resources do you need from NMC?– Qualified leads– Participation in more buying groups– Improved lead times & quicker response time for quotes

• How do customer prefer to order SI?– Phone– Fax– EDI

2011 Rep Group Survey Results 2011 Rep Group Survey Results

Thank You!Thank You!

Delivering Information at the Speed of Sight.


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