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© 2013 Tooling U-SME MSC Industrial Direct Co., Inc. October 7, 2014
© 2013 Tooling U-SME
MSC Industrial Direct Co., Inc.
October 7, 2014
© 2013 Tooling U-SME
Introduction
Kim Shacklett, Vice-President Metalworking Sales, Southfield, MI – 8.5 yrs. MSC – 23 yrs. industry experience
Dave Purdy, Director Sales Training, Melville NY – 12.5 yrs. MSC – 18 yrs. industry experience
Kevin Kaptur, Metalworking Product Training Manager, Southfield, MI – 8.5 yrs. MSC – 20 yrs. industry experience
© 2013 Tooling U-SME
Objective/Agenda
Objective: To Share MSC's unique point of view on why we
chose to partner with Tooling U - SME and how we continue to maximize the utilization of the program from start to finish.
Agenda:
– MSC Overview & Landscape – Training Integration / Why Tooling U? – The Tooling U Journey – Discussion
© 2013 Tooling U-SME
STRONG CONSISTENT GROWTH
MSC Overview
As we grow, we continue to invest in our business to deliver innovative
solutions and offer expertise that enables customers to drive productivity,
efficiency and savings.
BY THE NUMBERS
1941 Year
founded
$2.5B In fiscal
2013 revenue
1,000,000 Industrial
products
#1 U.S. metalworking
distributor
99.9% Next-day delivery on
qualified orders
#35 Global 500
eCommerce Engine
5 Fulfillment
centers
6,000+ Trained associates
MSC is a value-add
distributor of
solutions, services
and products that
help our customers
reduce their overall
supply chain costs
and improve their
operational
efficiency.
© 2013 Tooling U-SME
Landscape – Customer
Prior to 2008 Products, Delivery & Price
Services and
Solutions
Customer Service/
Relationships
Customer
© 2013 Tooling U-SME
Evolution Customer Challenges
Customer
Too Many Suppliers
Too Many SKUs
Too Many Purchase Orders
Difficult to Drive Compliance Operationally
Expensive
Time Consuming to Manage
Excess Inventory
Disruption of Supply
Freight and Handling Costs
Service and Delivery Issues
Data Collection and Management
Non-Core Activities
© 2013 Tooling U-SME
Evolution Customer Challenges
Too Many Suppliers
Too Many SKUs
Too Many Purchase Orders
Difficult to Drive Compliance Operationally
Expensive
Time Consuming to Manage
Excess Inventory
Disruption of Supply
Freight and Handling Costs
Service and Delivery Issues
Data Collection and Management
Non-Core Activities Advanced
Manufacturing & Application Support
Hiring, Training & Retaining
Skilled Workforce
Customer
© 2013 Tooling U-SME
Changing the Game
Associate Development
is the Key
Associates are MSC’s greatest asset. It is our duty to arm them with the proper talent development plan to ensure success in supporting our customers needs and adjust as changes occur.
The Future is Now
Customers
Supply Chain
Efficiency
Productivity Up
Cost Down
Forward Looking
Technical Capabilities
Advanced/ Customized
Solutions & Services
Innovative Technology
© 2013 Tooling U-SME
Dave Purdy
Director Sales Training
© 2013 Tooling U-SME
MSC Training
Customized
Consistent
Effective
Agile Associates
Product Training
Sales Skills Training
HR Training
© 2013 Tooling U-SME
Current State – Learning Opportunities
The Industrial distribution and manufacturing landscape is changing very rapidly and will continue to change at an accelerated pace and our sales organization will need to keep pace with these changes to support our customers.
Strategic Critical Thinking / Current
Trends
Time Management /
Information Retention
Timely Leadership Reinforcement
Accessibility
© 2013 Tooling U-SME
Training Support
What could Tooling U help us
solve for? Product Training
Consistent
Manageable
Speed
Customizable
Measure Effectiveness
Scalable
Innovative
© 2013 Tooling U-SME
Kevin Kaptur
Metalworking Product Training Manager
© 2013 Tooling U-SME
Launched in 2009
100 Program Specific Licenses
Driven by Product Training
2010 add 100 more licenses
Not integrated into a LMS
MSC – Tooling U Journey
© 2013 Tooling U-SME
MSC – Tooling U Journey
January 2012 site
partnership agreement
signed
All associates at MSC now have access
© 2013 Tooling U-SME
Life is a marathon and not a sprint. Endurance is the key to success.
MSC – Tooling U Journey
” “
© 2013 Tooling U-SME
MSC Tooling U – Journey
Communication Plans
Enrollment Plans
Customized Groups
Assessment Testing
Customized Curriculums
Customized Reporting
New Hire Process Competency Dashboard
Reward Program
Customized Assessments
Administration Customized
Content
Tooling U
Tooling U – SME
Knowledge Edge Expansion
© 2013 Tooling U-SME
MSC Tooling U – Journey
Driving
Participation
Communication Plans
Onboarding
Ongoing
© 2013 Tooling U-SME
MSC Tooling U – Journey
Consistent
Scalable
Measure
Effectiveness
Assessment Testing / Customized Curriculums/ Customized Assessments
Customized
Content
© 2013 Tooling U-SME
Awareness
Competency Dashboards
Individual
Tracking
MSC Tooling U – Journey
© 2013 Tooling U-SME
MSC – Tooling U – Journey
Successes – Thousands of associates enrolled and courses completed
– Knowledge validation through comprehensive customized assessment testing
– Usage of customized reporting
– Execution of the repeatable onboarding process
– Implementation of customized curriculums
– Execution of a detailed communication plan
– Integration and usage of competency dashboards
– Development and launch of recognition programs
© 2013 Tooling U-SME
MSC – Tooling U - Journey
Growth Opportunities – Future curriculum development “raising the bar”
– Keeping communication plans fresh
– Integration of Tooling U – SME Knowledge Edge
– Site administration build out
– Additional rewards and recognition
© 2013 Tooling U-SME
MSC – Lessons Learned
• Tooling U – Client Success Managers / Sales People
– Leverage the knowledge of the Tooling U team
– Use their knowledge to help develop your program
• Communication - Key to Success
– Champions in the business for the program
– Executive sponsors / managers / supervisors on board
– Tell associates the WIFM (What's In It for Them)
– Listen to associate feedback
– Communicate successes / constant reinforcement (internal marketing plan)
– Make it a pull instead of a push program
• Don’t be afraid to take some chances
– If you feel it was a mistake - correct it quickly
– Communicate mistakes and listen to feedback
• Focus on Your Customer!!!
© 2013 Tooling U-SME
MSC has made an investment in me. Tooling U has enhanced my knowledge and skills. I have a higher level of confidence that helps me when working with my customers on problem solving specific applications. My customers are seeing the benefits. It helps both of us become more successful.
“
”
© 2013 Tooling U-SME
Thank You
