Dominic Telaro Director, Industry Solutions, I.B.I.S., Inc.

Russ Goble Solutions Architect, I.B.I.S., Inc.

February 12, 2013

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Industrial Distribution Trends & Challenges

Market Trends• More Demanding Customers• Increased Competition• Greater Complexity of Supply Chain• Consolidation• Pressure from Amazon Supply

Operational Business Challenges• Demand, Pricing and Margins• Increase Operational Efficiency• Delivering Real-time, Actionable Information to

Employees, Suppliers and Customers• Building Brand Loyalty and Customer Satisfaction• Aging Work Force• Labor Intensive Business

Informalsupported by manual processesInefficientIneffectiveresource intensivenot cost effectivenot user friendlylack of readily available information

Formalas per the office manual

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Order Entry Approve Pick

ShipInvoiceMargins not Realized

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Order Entry

Promo Pricing

SPA

Approve Pick

ShipInvoiceCustomer Payment

Vendor Invoice• Charge Back

• SPA• Cost Deviation

• Rebates• Collection

Margins Realized

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Margin realization is almost a misnomer in the Distribution industry!

Processes are weak at best Processes are manual with the assistance of Excel Best of Breed is clear but not applicable

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Margin Realization Use a Best of Breed process Include all pricing information at O/E process Must be automated Must be Auditable and Traceable Must be agile/fast Must be trustworthy!

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Demonstration