Focused Growth Initiative Proposal For Import Genius Jim Anderson NobleMettle November, 2011

IG Focused Growth Initiative Grow Import Genius – Incremental sales – Improved retention Value-added services Sales outreach program Leverage best practices GoalApproach A Series of Coordinated Activities Contributing Tangible, Measurable Results to the IG Growth Strategy. Also Helps Focus & Align the Organization. Sales Churn (Cancelations)

Activity Alignment Incremental Sales Improved Retention Conferences / Trade Shows (Speaking Opportunities) Leverage Best Practices to others in Similar/Same Industry Intelligent Data Fields Specialized Reports/Analysis Direct SQL Connection to DB advanced customers have option to use own reports Value-Added Services Pharma Supply Chain Conference o Product diversion & counterfeiting o Possibly co- present with IG customer Examples from existing customers Contextual overview of market / drivers Microsoft/Pfizer practices on fraud detection leveraged to: Other software companies, Media companies (DVDs) Other pharma companies Learn best practices form existing customers Develop specialized templates/tools to support Communicate to Sales/Cust. Svc/ IT staff IG Supplier IG Consignee IG Addresses Look-thru Master records Algorithm to clean data Scrub historical data Change data loads to clean data on load Communicate to Cust/Staff Aggregated Data Trend analysis Pivot Tables Clean data (intelligent fields) New report templates Direct query from Excel Link Access database Crystal reports Will allow for much better reports, & eliminate download Possibly custom database(s) Possibly incremental infrastructure New level of service REQUIREMENTS Outreach Program

Leverage: To Increase Sales, Reduce Churn Well versed in IG products/data Understand types of IG customers – Names of customers in each category – What is important to each category of customer Clear understanding of how IG products & information can be used by each category of customer – Examples of use – tied to customer needs – Knowledge and understanding of best-practices and creative use by other IG customers Able to translate (Leverage) use & best practices form one IG customer to another: – Within same industry – Across industries Easy access to IG material – Case studies – Marketing Material (by industry) – Report Examples, Videos, etc. Import Genius Logistics Industry Names of IG Logistics Customers Description of IG & use in Logistics Industry Sample Report(s) Case Study IG Industry Marketing Material IG Reports Pivot Tables Raising The Level Of The Dialogue With Customers IG Staff (particularly Sales & Cust. Svc.)

Examples Of Advanced Reports - Relationship Map - Like Visual Map, but: Includes Time Dimension Quantified results – quickly indicates volume of activity In Excel, so Customers can easily copy/paste, work with data Section 1 – Shows suppliers for a particular Organization, Product, Port, etc. Yellow highlighted suppliers indicate 80% of volume Shows trend over time Section 2 – Shows who those same suppliers also do business with Like Visual Map But quantified and sorted

How I Can Help Lead or help organize or lead a focused growth initiative – Holistic approach to attract new customers, retain more existing customers Intelligent Data Focused Growth Initiative Success Measured By IG Growth – Rate Of New Customer Acquisition, Retention Of Existing Customers Design Prototype Develop (program) Implement Lead, help design or develop – Identify & summarize VOC – Recommend & design advanced reports – Direct SQL access

How To Start Start With Intelligent Data Other activities depend on “Intelligent Data” Initial focus: IG Shipper & IG Consignee Plan Develop Software Test Hist. Data Data Loads Train/Comm. Test Month 1Month 2Month 3 At The End of 3 Months You Have IG Intelligent Data Fields For Shipper, Consignee, Enables Other Initiatives In Focused Growth Strategy Crawl, Walk, Run

Timeline Q1Q2Q3Q4 Intelligent Data Specialized Reports Start To See Results Direct Connection To Database Ongoing Leverage Best Practices Conferences CrawlWalkRun

Why Me 25+ Years experience implementing solutions like this: – 15 Years Honeywell Corporate – 10+ Years Lean Six Sigma consulting Extensive Reporting/Analysis/Data background: – SQL, Oracle, SQL Server, MySQL, PL/SQL, etc. – Excel VBA – To create IG Templates Have successfully led many similar Initiatives: – Honeywell ERP/Financial reporting – SSA Shared Value program – Client Initiatives Experience, Skills & Track Record of Success

Contact Jim Anderson NobleMettle (973)

APPENDIX

Organizational Support Identifies best practices & uses of IG Recommends leverage across: Other companies in same industry Other industries Solicits customer feedback on current IG tools This Initiative Starts & Ends With he Customer Management Team Sales Team IT Customer Service Communicates IG capabilities, best practices Leverages Across customer base Active Outreach program to ID & Attract new customers Sets priorities Periodic reviews Mid-Course corrections Communication Celebrate success Translates requirements into specifications/solutions Implements technical solutions Recommends alternatives & enhancements IG Customers

Example, report for Freight Forwarder: for a particular time period, and/or geographic area, and/or product, etc.. List Shippers, Carriers, # Shipments # of Shipments (red highlights top 10) Examples Of Advanced Reports - Freight Forwarder Report -

Examples Of Advanced Reports Number of Shipments By Supplier By Year Who is receiving shipments ? How is that changing over time? Number of Shipments By Consignee By Year Who is receiving shipments ? How is that changing over time? Shipments By Shipper / By Consignee Who is selling to who?

Proposal Economics Professional Service Support: – Part time through end of 1Q12 To allow time for IT, CS & Sales to contribute3 – 5 days of support in total Reduced Introductory rate: – $1,200/Day – $42,000 for total effort Payback: – Attracting or retaining just 18 Customers through this effort pays for his effort in one year Assumes average $200/Mo. subscription