PTDA 2010 Presentation

Introduction• IBM out of school 1976

– SE-Sales-Marketing-Management-Executive• ROLM 1987

– Executive ( Marketing, Distribution)• MCI 1990

– Executive ( Marketing, Technology)• Modern 1992

– Marketing– General Management– Executive/Owner– President & CEO

• Past President of MHEDA 2005• Currently serve on Modern’s board and:

– J.J.Haines– Delaware Valley Floral Group– Westminster– National Association of Wholesalers Institute for Distribution Excellence– Trinity Solebury– Philadelphia World Affairs Council

Prospecting for the Future: Web 2.0 for B to B Marketing

Dave GriffithPresident & CEOModern Group Ltd

The Challenge

The Market

PeopleAssetProductsBusiness ModelCapital

Results

The Challenge

The Market

PeopleAssetProductsBusiness ModelCapital

Results

Technology 2.0 ?

A-Ha Moment

Class Reunion

• Lindsay Class 2006– 125 Class Mates– All on facebook– Arrangements done in

under a week– Updates real-time– Available anyone with

internet access– Self correcting

information and contact information

• Dad Class 1972– 35 Class Mates– Few e-mails– Arrangements took 3

months– Required Admin– Paper– Updates required cut-

off date– No Pictures or

Common Space

Observations

• Speed• Accuracy• Ease of Use• Quality Results• Relatively Affordable• Brand Building

Impact on Business

She used facebook and I didn’t know what facebook was!

Our Experience1. Better access to customers and decision makers through networking 2. Improved awareness in our community and customer base. 3. Reaching different folks than traditional media. 4. A chance to position the firm as a different kind of value provider. 5. A new way to drive traffic to our web site and 1 800 number. 6. An entirely new way to tell our individual story to customers and prospects. 7. Cross selling opportunity between our sales forces. 8. Better employee communications supporting our open door / open book management process. 9. Speed in getting messages out with combo email blasts, twitter, and FB postings. Recent storms are one example as we reach out to customers with unique offerings. 10. Ability to attract younger and more technology savvy employees

Agenda• Modern Overview• Technology Strategy• Technology Overview• Operations Applications and Work Flow

– ERP MS-NAV– MS SharePoint 2.0– MS Suit– CRM– moderngroup.com 2.0– LinkedIn, facebook, 2.0– AtRoad and GPS– Networks, Voice, Data, Cell– Hardware and Handhelds

• Lessons Learned

2.0 Tools in our overalltechnology tool box.

Modern Overview

Modern Overview

• Industrial Distribution– MHEDA, National Association of Wholesalers , ARA,

AED, – Sales, Used, Parts, Service, Training– 16 locations– 420 Employees– 400 Products– 40% Sales, 22% Rentals, 38% Parts/Service– 100% Employee Owned– Open Door/Open Book

– www.moderngroup.com

Technology Strategy

• We expect to use leading edge technology to leverage our business by driving our productivity, our ability to deliver our services and products, and to drive our brand. We look to use technology as a competitive tool and a means to differentiate Modern in the market. We expect ROI for our investment and measure accordingly.

Technology Overview

Data

ERP, MS NAV

Hosted Network

MS Suite &Share Point

CRM

At-Road & GPS

LinkedIn & facebook

Moderngroup.comPortal

Voice, Data, Internet

Technology Overview

• Accounting MS NAV / MS Suite & SharePoint / CRM

• Marketing MS NAV / Web / CRM/ LinkedIn & FB/ MS Suite SharePoint

• Sales MS NAV / WEB/ CRM/ LinkedIn & FB/ MS Suite & SharePoint

• Operations At Road/ GPS/ MS NAV/ MS Suite & SharePoint/ CRM

• HR Systems MS NAV/ Web / LinkedIn

• Networking All voice, data, internet All applications are hosted and accessible through any browser or handheld device with correct security through the Modern Portal.

Operational Applications and Work Flows

Work Flow

• Use technology to change process.• Understand current, and where you want

to go with your processes. • Examples

– Electronic RO– Account Management

• LinkedIn, Web and SharePoint

– Quote to Order– Customer Portals

Brand

• Drive Awareness

• Drive new product and service– Fleet– Used Equipment

• Consistent Look and Feel across platforms

• Consistent experience at every location and employee

• Speed and Productivity

Modern Portal

MS-NAV

SharePoint

MS- Suite

ExcellOutlookWordPower Point

moderngroup.com

moderngroup.com

moderngroup.com

moderngroup.com

At Road & GPS

• High Speed Service Van Internet Access

• GPS Directions and Dispatch

• All Applications available

• Electronic RO

• CRM & e-mail

• OEM Information

• Training

At Road & GPS

Networks/Hardware

• All Applications are hosted– Third party site, backup, security– Software licenses– Performance on demand– Portal

• Hardware– PC / Windows Based– Smartphone

• i-phones• Treo• Lenovo/IBM PC’s• Tablets

Salesforce.com

CRM

• Access to all our systems– Data – Quote– Calendar– Account Plans– T-Times– Activity Management– Two way communications

Customer Satisfaction

• WINSBY Model

• All Location measured

• Touched 300 Customers from 12/09

• Overall score 59, > 40 indicates growth

• Doing monthly

• Part of compensation elements

LinkedIn and FB

• Remember reunion lesson

• Case Study and Details

• Remember our Strategy, drive traffic and transactions. > productivity.

• Social Networking as a business tool– 500M users– Search to Brand to Access to Network

Relationship Economics Case Study

Selling, Marketing and Branding are about:

• Access….• Productive Access• Organization and Process• Information

-Problem Solving

-Find the Pain and Fix It

• Responsiveness • Results, “The give and the get”

Relationship Economics Case Study

• Results– Productive Tracking of Contacts– Leverage of Contacts– Exposure and Branding– Business– Improved Problem Solving– Education and Awareness

Relationship Economics Case Study

• My Network consists of:

– Modern Employees, Vendors, Customers– YPO, MHEDA, NAW, ARA, AED– J.J. Haines and Delaware Valley Floral Group – Westminster and Kenyon– IBM, ROLM, MCI days– Trinity– My Community and Family– Other Trade Associations and Wharton from Speaking and

Teaching– New Ones every day

Relationship Economics Case Study

• Tools– Modern’s Network, PC and Treo– MS Outlook, CRM, Web Site, and SharePoint– Linkedin for business– facebook for personal – A consistent process with Outlook, CRM,

SharePoint, Linkedin and facebook– Aggressive use of the web and search function

Dave GriffithPresident and CEOModern Group Ltdgriffithd@moderngroup.comhttp://www.linkedin.com/in/griffithd215 949 9251 (wk)215 943 8901 (fax)215 840 8103 (cell)Diane Bauer, Assistant215 949 9246 (wk)bauerd@moderngroup.comwww.moderngroup.comModern Keeps You Rolling

Relationship Economics Case Study

E-mail Address

Link to Linkedin

Link to Modern Web Site

Linkedin Toolbar

Contact Updates from Linkedin to my Outlook

Groups

Presentations

Meta-tagged key words

WEB, LinkedIn and FB Data• Hi David,

• Here is this week's summary for the Facebook Page: Modern Group Ltd

• -1 Fans this week (216 total Fans)• 2 Wall Posts, Comments, and Likes this week (0 last week)• 76 visits to your page this week(68 visits last week)

• Update your Fans:• http://www.facebook.com/n/?pages%2FModern-Group-Ltd%2F239169001575&v=wall&mid=29c47d4G628aa705G1763639G66&n_m=gri

ffithd%40moderngroup.com• Visit your Insights Page:• http://www.facebook.com/n/?business%2Finsights%2F&pages&i=239169001575&mid=29c47d4G628aa705G1763639G66&n_m=griffithd

%40moderngroup.com• Get more Fans with Facebook Ads:• http://www.facebook.com/n/?ads%2Fcreate%2F&src=pg_edit&fbid=239169001575&mid=29c47d4G628aa705G1763639G66&n_m=griffit

hd%40moderngroup.com

• Thanks,• The Facebook Team

• =======================================• This message was intended for griffithd@moderngroup.com. If you do not wish to receive this type of email from Facebook in the future,

please click on the link below to unsubscribe.• http://www.facebook.com/o.php?k=c37585&u=1653253893&mid=29c47d4G628aa705G1763639G66• Facebook, Inc. P.O. Box 10005, Palo Alto, CA 94303

Data

• Examples– Ken Shaw at Fred Hill– University of Delaware – Presentation Access– Multiple Accesses to Various Companies– Multiple Sales

• Generac• Hyster

– Speaking Opportunity– Information Exchange blogs, groups, e-mails

Relationship Economics Case Study

Relationship Economics Case Study

• Process– Maintain Contacts– Create Contacts with Grab Function – Work Linkedin and facebook regularly– Drive Traffic to your web site– Participate with Groups, Discussion Groups– Respond to requests – Update, Invite, Share Information – Make it part of your work flow with employees,

vendors and customers

Get Started:https://www.linkedin.com

http://www.facebook.com

Set up your profile, download your contacts and invite.

Play with the site and start driving business and

relationships.

It’s all about access and how productive you and your organization can be.

You have relationships, leverage them.

Relationship Economics Case Study

Lessons Learned

• Wear Muddy Boots• Listen to the youngsters• Look to other industries• Make sound investments

– Can you buy it at Staples– You are not in the development business– People

• Training and Time• Does it drive your strategy?• It’s only a tool if you use it!

The Challenge

The Market

PeopleAssetProductsBusiness ModelCapital

Results

Technology

Economics

• In Budget every year.• Productivity • Brand and Brand Buzz.• Ease of Use.• Training all the time.

– New Folks– Current Employees– Acquisitions

• Always looking around the corner

Questions

• Demo with our live system….– www.moderngroup.com– Modern Portal– LinkedIn– facebook– MS-NAV– Video….. major opportunity – Twitter….working on where this fits

PTDA

Thank You

Dave GriffithPresident and CEOModern Group Ltdgriffithd@moderngroup.comhttp://www.linkedin.com/in/griffithd215 949 9251 (wk)215 943 8901 (fax)215 840 8103 (cell)Diane Bauer, Assistant215 949 9246 (wk)bauerd@moderngroup.comwww.moderngroup.comModern Keeps You Rolling

Get started and I willBe happy to connect with you or PTDA discussion group and follow up.