2. Who Is CDW?
Sales and Marketing
Strategies for Growth

3. “The customer is our ultimate employer.”
Our Mission Statement
“To be one of the nation’s highest volume computer resellers selling brand name products; to provide a ‘fun’ and challenging work environment and above-average earnings; and to maintain a high net profit by running a lean, highly automated systems-oriented company”
“The customer is our ultimate employer.”

4. CDW Circle of Service

5. CDW Awards No. 6 on Business Week’s “Information Technology 100”
100 Best Companies to Work for in America, as reported in FORTUNE® magazine1999 and 2000.
No. 53 of The Internet 500 Interactive Week
No. 55 of the 500 most innovative corporate users of information technology. Information Week
Hot 10 Companies to Watch -- CDWG Federal Computer Week
Fortune 1000 company, ranked No. 560 FORTUNE® magazine 2000
Better Business Bureau National Torch Award for Marketplace Ethics, Finalist Council of Better Business Bureaus
No. 1 Reseller of the Year -- CDW-G Federal Computer Week

6. “Enthusiasm is Contagious ... Catch it”
Business Overview
#1 Direct Source for Brand Name Technology
Customized Service
Multi-Media Advertising Strategy
The Low Cost Operator
“Enthusiasm is Contagious ... Catch it”

7. Name Brand Products Competitive Prices Broad Product Selection
Over 50,000 Products
Approximately 14,000 Items Stocked
Diversified Vendor Mix
On-line Distributor Inventory - JIT

8. “Pigs Get Fat . . . Hogs Get Slaughtered”
Branding CDW®
GOAL: Create Top of Mind Awareness for CDW®
STRATEGIES:
Multi-faceted Branding Campaign
Consistent Message of the CDW® Advantage
Media and PR Initiatives
“Pigs Get Fat Hogs Get Slaughtered”

9. Who Is CDW?
Sales and Marketing
Strategies for Growth

10. The CDW® Advantage One-Stop Resource for Businesses
Multi Brand products at competitive prices
Same day shipping
Free, Same-Day Custom configuration
Proficient, Fast, Free Tech Support 24X7
Dedicated CDW® Account Manager
Customized Customer Web sites
“It’s Only Good if it’s WIN/WIN”

11. Professional Sales Team “Clicks & People” CDW University
Relationship Oriented
1000 Account Managers
Long Term Focus
“There’s Only 6 Inches Between a Pat on the Back or a Kick in the Rear”

12. “Good Luck Many Times Comes Disguised as Hard Work”
Target Customer
Business to Business - Over 94% of $ Sales
Product Knowledgeable
High-End Products
Repetitive Purchasing Behavior
“Good Luck Many Times Comes Disguised as Hard Work”

13. “The Challenge of Success is to Continue Being a Success”
Customer Segmentation
Opportunity
Enterprise - >1,000
Over 8,000 Sites
Large
>100 <1,000
167,000 Sites
Strength
Medium >50 <100
250,000 Sites
Small <50
7 Million Sites
Data source provided by:
ZDMI
Consumer
45 Million Sites
“The Challenge of Success is to Continue Being a Success”

14. Gov/Ed and Hotline
Catalog Covers
Gov/Ed Covers
Hotline Cover 14

15.
“Best Vendor Web Site”--Computer Shopper

16. 1 Make it easier to do business with CDW
CDW.com Objectives
1 Make it easier to do business with CDW
2 Reduce the cost of doing business for both parties
3 Enhance customer relationships
Differentiate CDW
Build more customer connections than our competitors
Opportunity for industry leadership
Leverage CDW’s Business Model
Relationship-based model
Logistics excellence
Offer enhanced services
Facilitate the sales process
Create Long-term Value
Retain our most valued customers
Maximize revenue per customer

17. CDW® Online
Technical Support 17

18. Corporate extranets - a true online B2B model emphasizing knowledge management and customer service.

19. Real-time customized solutions
Order status
Corporate standards
Purchase history
Custom pricing across multiple
locations
Personalized and linked to a CDW Account Manager
Authorized Purchase levels
Ongoing development effort

21. Who Is CDW?
Sales and Marketing
Strategies for Growth

22. The Winning Formula people customer focus
business to business e-commerce
technology solutions

23. EXPANDING CDW is Existing Office approx. 100,000 sq. ft.
Future Distribution Center approx.
250,000 sq. ft.
Existing approx. 40,000sq. ft.
Expanded Distribution Center approx. 100,000 sq. ft.
Initial Distribution Center approx. 100,000 sq. ft
Future Office approx.
200,000 sq. ft.

24. Sales Productivity Focus
GOAL:
Drive Incremental Sales through Sales Productivity
STRATEGIES:
Aggressive Hiring
Approximately 1100 by year end
Downtown Chicago Sales Office
“It’s Only Good If It’s WIN/WIN”

25. “Fast Pay Makes Fast Friends”
Our People
GOAL:
CDW® the Employer
of Choice
STRATEGIES:
Culture
Pay for Performance
LT Incentives
Subsidized Cafeteria
On Site Child-Care & Fitness Center
Paychecks from “All Our Customers”
“Fast Pay Makes Fast Friends”

26. From All Our Customers

27. CDW-G GOAL: Establish leading position in Gov/Ed marketplace
STRATEGIES:
Focused sales & marketing
activities
Deliver CDW’s Best Practices
National Sales Office -- Chantilly, Va.
GSA Schedule, Open Market and Contract Vehicles
“Enthusiasm is Contagious Catch It”

28. Success at CDW... Proactive Relationships Long Term Focus Dynamic
Adaptable
Training

29. At