1. Gaining APICS Chapter Members (It Takes More Than Wishing)
Can you please tell me where can I find new APICS members
Howard Forman
PIM Associates Inc.

2. Howard Forman President of PIM Associates Inc.
35+ years operations and supply chain experience as a practitioner, consultant and educator
Long term APICS member, chapter officer, instructor, and former VP of Region 2 and APICS Board Member
Spoken at numerous region / district / and Leadership Summits (old VLW) workshops on CSCP marketing and Guerilla and DRIP marketing
CDC Team leader responsible for the development of numerous marketing and membership tools used in C-Box
Frequent speaker at various APICS dinner meetings, seminars, workshops, and conferences
Graduate of Fairleigh Dickinson University with a BS and MBA in Business Management

3. Objective
Provide the listener with knowledge and information to better understand how to gain chapter members

4. Answer A Few Questions Who do we market membership to?
When must the effort begin and end?
Where do we look for potential members?
What steps are needed to market membership?
Why don’t supply chain professionals want to join a chapter?
How do we develop a limited involvement, low cost, yet effective membership marketing program?

5. Marketing Definition
Marketing is an organizational function and a set of processes for creating, communicating and delivering value to customers and for managing customer relationships in ways that benefit the organization and its stakeholders.
Source: American Marketing Association

6. the first star I see tonight, I wish I may, I wish I might,
Traditional Method
Star light star bright,
the first star I see tonight,
I wish I may, I wish I might,
I wish to have
more members for my
Chapter tonight. l l l l l l l l l l l l l l l l l

7. To Successfully
Gain Members
You Need
To Tell A Story

8. Tell A Story A short time ago, in an APICS chapter, not far away.
A supply chain professional,
Became an APICS Chapter member,
and earned an APICS certification.
Opportunity knocked,
closed doors opened.
Money was offered.
A promotion was obtained.
Success was achieved.
All because of APICS Chapter membership.
The hook

9. Promote The Story

10. Be Innovative Join the APICS Tappan Zee Chapter
Your local source for supply chain education
Contact Howard Forman at

11. Think Out of The Box Join APICS Tri-City APICS Tri-City sponsored
a hot air balloon ride
APICS North Central Ohio Chapter
Sponsored a golf hole

12. Do You Need To Spend Money?
Define objective
Ads are expensive
Cost per prospect considerations
Awareness versus membership
Tracking mechanism

13. Make Sure You Promote Membership

14. Idea 1 - Membership Marketing Campaign
Chapter marketing plan / budget
Value / differentiators
Slice and dice
Target market (who, where)
Communicate / frequency
Metrics and tracking

15. Unique Chapter’s Member Value Proposition
Do you know your UCMVP?
Discounts, the Dictionary, APICS Magazine or courses are not a UCMVP
Define member value
Focus on value
Value = Members
Clara Peller

16. Idea 2 – Offer Value Does this show member value? PDM fees
$10.00 Student
$25.00 Nonmember
$25.00 APICS Member

17. Promote Membership Benefits and Value
Find or keep a job
Make more money
Gain peer recognition
Meet job requirement
Prepare for the future
Gain networking opportunities
Become and stay more employable
Gain new ideas and learn best practices

18. Idea 3 – Communication Frequency
U-Tube session by Jim Glover on the Idea of 27

19. Idea 4 – Your Message Header
Sender

20. Idea 5 - Can They Find Your Membership Information

21. Idea 6 - Respond

22. Idea 7 – Build Your Mailing List

23. Idea 8 – Sources for Potential Members
Schools
Referrals
Walk-ins
Joint meetings
Chapter events
Chapter website
Major employers
Former members
Education courses
APICS Society leads
Marketing campaign
Company coordinators

24. MMI Reference Directory
Directory of manufacturing and distribution companies
Profile includes company, management names, address, phone number, employees and sales
Browse data by state, industry, zip and SIC codes

25. Idea 9 - Enlist Others as Cheerleaders
Students
Members
Instructors
Consultants
Board members
Former members
Certified members
Software companies
Company coordinators
College and university instructors

26. Join the APICS Tappan Zee Chapter
Idea 10 – Ask
Join the APICS Tappan Zee Chapter

27. Did I Answer Your Questions and Recap
Who do we market membership to?
When must the effort begin and end?
Where do we look for potential members?
What steps are needed to market membership?
Why don’t supply chain professionals want to join a chapter?
How do we develop a limited involvement, low cost, yet effective membership marketing program?

28. Questions Contact Howard Forman PIM Associates Inc. 973 838-5946
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