1. District Meeting 2016-03-05 Albany, NY Student Case Competition, and District Meeting

2. 2 © APICS Confidential and Proprietary Dave Gardner will lead us in the Pledge of Allegiance Dave served in the Navy, Nuclear Power Program, (6 Years) Staff Instructor for Nuclear Power Training in Saratoga Springs (2 Years) Commissioned USS Virginia, A Nuclear Guided Missile Cruiser (2 Years)

3. 3 © APICS Confidential and Proprietary Albany Boston Buffalo Central New York Champlain Valley Danbury Elmira Fairfield County Granite State Hartford County Maine Mid Hudson New Haven New York - Long Island North Shore Northern New Jersey Providence Rochester South Shore Southern New Hampshire Southern Tier Tappan Zee West Jersey Western Massachusetts Worcester County Roll Call of Chapters

4. 4 © APICS Confidential and Proprietary Joost Vles (pronounced yost fles) 1. Born and Raised in Western New York (Buffalo) 2. Attended UB, Houghton, and UB again (MBA) 3. Career path: A.Started in Computer Science (programming) B.Joined APICS in 1988 (28 Years ago) C.Inside Sales Manager, Customer Service D.Director of Operations (Plant Manager) at American Brass E.APICS Buffalo Board of Director since 2007 (President 2011-1014) F.Now: Supply Chain Manager at Moog, Inc. in East Aurora G.Now: Teaching APICS CPIM modules in Buffalo H.Now: Teaching Operations Management in UB’s PMBA program I.Now: APICS Northeast District Manager J.Now APICS DMC Committee Chair 4. Family: A.Wife of 25+ Years, Cheryl B.Son, Quinten (15) and Daughter Skylar (12)

5. 5 © APICS Confidential and Proprietary Northeast District – Volunteer Leadership Team 1. Joost VlesDistrict Manager 2. Jennifer KevlinStudent Case Competition 3. Reed DuBowFinance / Logistics 4. Donna GioffreWebinars 5. Quinn GoldenWeb Site & Communications 6. Chapter Improvement Leaders a)Tom BarryCBAR Coach b)Joe ShedlawskiInstructor Focal Point c)Ron CalanniStrategic Planning 7. You!

6. 6 © APICS Confidential and Proprietary Northeast District – Volunteer Leadership Team 1. Joost VlesDistrict Manager 2. Jennifer KevlinStudent Case Competition 3. Reed DuBowFinance / Logistics 4. Donna GioffreWebinars 5. Quinn GoldenWeb Site & Communications 6. Chapter Improvement Leaders (Ski Instructors) a)Tom BarryCBAR Coach b)Joe ShedlawskiInstructor Focal Point c)Ron CalanniStrategic Planning 7. You!

7. 7 © APICS Confidential and Proprietary At your Desk… 1. Agendas 2. Speaker Bios 3. Case Competition Program 4. Meeting Evaluation 5. Pickup Flash Drives at closing session Thank You to all of our Sponsors!

8. 8 © APICS Confidential and Proprietary

9. 9 © APICS Confidential and Proprietary

10. Next District Meeting

11. 11 © APICS Confidential and Proprietary NEXT DISTRICT MEETINGS Date:May 13 & 14 (not Memorial or Mother's Day) Location: Southbury, CT Heritage Hotel Date:October 21 & 22 Joint with Mid-Atlantic District Location:Binghamton, NY

12. 12 © APICS Confidential and Proprietary

13. 13 © APICS Confidential and Proprietary Leadership Summit Call For Presenters Saturday, September 24, 2016Washington, DC Do you have a dynamic presentation you would like to share with other volunteer leaders on one of the following topics? Apply to present! Professional development/soft skills Member engagement and retention strategies Board and committee recruitment New technologies Social outreach Innovative ways to combine/offer APICS products Managing and creating new markets Chapter administration Compliance with federal and state laws Adding value using the Channel Partner Agreement (CPA)/Chapter Benchmarking and Reporting (CBAR) DEADLINE: April 4, 2016 at 8:00 p.m. Central CONTACT:Channel Partner Services at chaprel@apics.org.

14. 14 © APICS Confidential and Proprietary Nominations Open: Voluntary Service Awards Do you know of an outstanding student or chapter leader who demonstrates deep commitment to volunteering in his or her chapter and community? Nominate your peers! Student Chapter Mentor Award commemorates a mentor's success in advancing the APICS vision through support of a student chapter. The Voluntary Service Award (two recipients: Student and Professional) honor members who demonstrate deep commitment, enhance the quality of organizational management, and foster professional and personal growth among all volunteers. Recipients are recognized at the APICS conference, and within the APICS magazine and website. DEADLINE: June 1, 2016 CONTACT: Channel Partner Services at chaprel@apics.org

15. 15 © APICS Confidential and Proprietary Now Recruiting APICS 2016 Scholar Coordinators—last chance to apply! As an essential part of the APICS annual conference, Scholar Coordinators help organize scholar activities and assist students throughout their conference experience. To thank you for your service, Scholar Coordinators receive generous benefits, including a complimentary conference registration, lodging and travel stipend. DEADLINE: June 1, 2016 FOR MORE INFORMATION: Visit apics.org/scholars

16. In Case You Missed It!

17. 17 © APICS Confidential and Proprietary Education Selector Is Now, Live! APICS recently launched a new online tool to help individuals discover which program best fits their learning goals.

18. 18 © APICS Confidential and Proprietary Education Selector Is Now, Live! When candidates indicate that they are interested in instructor-led study, they are directed to the Partner and Event Finder. It is vitally important that chapters: Share this tool with prospective candidates who are unsure of which APICS credential to pursue, and Make sure the Partner Profile has up-to-date information.

19. North American Channel Strategy

20. 20 © APICS Confidential and Proprietary Frequently Asked Question When will partner tier and status go into effect each year? JANUARY: APICS analyzes data from the previous year, including: CBAR, revenue, sales, behavioral, etc. The results will determine partner tier and status MAY: Partner tier changes will be communicated JULY: Partner tier and status update go in effect

21. 21 © APICS Confidential and Proprietary Frequently Asked Question THROUGH 2016: All Local Channel Partners (chapters) will receive Premier Partner pricing for the calendar year 2016 Based on 2015 results: Premier Channel Partner - will receive non-pricing based benefits associated with Premier Channel Partner in early 2016. Channel Partner and Network Partner - will receive non-pricing based benefits associated with Local Channel Partner. JANUARY 2017:Tiered pricing for Local Channel Partners (chapters) will take effect on January 1, 2017 JULY 2017:Partner tier and status will go in effect

22. APICS Corporate Development Joost Vles, Northeast District Manager APICS Northeast District Meeting

23. 23 © APICS Confidential and Proprietary Commitment to Chapter Sales Support APICS remains committed to providing resources to support chapter sales with a focus on building holistic corporate relationships and a pipeline of opportunities for chapters Recap  The DBDM role transitioned from contractor with district accountability to a larger regional accountability as an employee  Peter Bolstorff, named Executive Vice President, Corporate Development  Josh Meyers, CSCP named Director, Corporate Development  Doug Bell, named Business Development Manager, Eastern U.S. Territory

24. 24 © APICS Confidential and Proprietary Corporate Development Team Structure  The Corporate Development team is now organized into five groups to work together to win, delight, and serve customers  Organizational structure: – New Account Management: New account sales and onboarding – Named Account Management: Existing account growth – Regional Account Management: Field sales and coordination with APICS channel partners – Corporate Client Services: Management of “back office” processes – Corporate Programs: Business development and capability delivery  Each group is very important and all of the groups will work closely together.

25. 25 © APICS Confidential and Proprietary Why Is This Better for Chapters?  Corporate leads are additive to chapter leads  The volume of qualified leads will increase  The regional pipeline of opportunities will ultimately convert to contracted business at a higher success rate  Means to more effectively engage chapters with SCOR  Chapters can still engage with a Business Development Manager (Northeast District: Doug Bell)

26. 26 © APICS Confidential and Proprietary Business Development Manager Douglas G. Bell, MBA Business Development Manager Eastern U.S. Territory +1.773.867.1864 DIRECT +dbell@apics.org EMAIL Doug Bell has worked in business, primarily the computer industry, for more than 25 years with a range of companies from the Fortune 50 to small business firms. He has developed extensive expertise in initiating, building and continuing growth for key relationships in complex business environments.

27. 27 © APICS Confidential and Proprietary Call To Action: How Chapters Support the Process Portray Relevancy  Provide up-to-date content on the web, social medias, and within the APICS Partner and Event Finder Communicate Value  Align your message with the customer’s needs and desires  Focus on benefits to the customer vs. benefits of the product  Provide solutions and make it an easy buy  Tell the story of how it’s worked for others (like your prospect)  Provide case studies and references

28. 28 © APICS Confidential and Proprietary http://www.apics.org/sites/cbox/marketing/marketing-and-sales/marketing-tool-kits/marketing-to-businesses Resources Available To Chapters APICS Marketing To Businesses Toolkit Use the kit to attract businesses, from prospecting to nurturing the lead. Toolkit includes: Instructions on how to use the kit to generate interest in your chapter “Business is better with APICS” graphics for website and email (shown on the right) Website copy and email templates CPIM and CSCP for businesses fliers Membership for businesses flier Principles flier and ppt presentation

29. 29 © APICS Confidential and Proprietary Business Cases: Customer Profiles on Web Share the business cases and videos to communicate the value of APICS to corporate clients www.apics.org/ingersollrand www.apics.org/ge www.apics.org/intel

30. Questions