Sales_Initiative_FLIP

Sales Team Initiative

Paint Sundries
Solutions

Prepared for Do it Best Corp.
Territory Sales Managers

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MEMBER VALUE OUR YOUR
PROPOSITION MISSION RESPONSIBILITY

01

MEMBER VALUE PROPOSITION:
Our members need to be positioned to win in paint; to lead the coun-
try in the paint category! We know a strong paint department improves
the health of our members’ stores. Paint is the easiest to complete,
and most affordable, do it yourself (DIY) project which brings in feet in
the stores - including the extremely valuable female customers, while
providing add-on and up-selling opportunities for our members; in-
creasing both average ticket and new customer opportunities.

We are well positioned for our members to win in paint. We have
strong vendor relationships with paint and sundry suppliers, provide
strong promotions and competitive pricing. Finally, we have a part-
nership established with Paint Sundries Solutions, Inc. (PSS) who are
experts in this must win department. They provide our members ad-
ditional product selection, price-flexibility, and category expertise. Our
collaboration with PSS is a no-adder vendor that provides additional
value by allowing our members to bill through Do it Best Corp and
minimize their vendor base - while getting better service.

At Do it Best Corp., we provide our members the First Choice, the Best
Choice and the Only Choice for Paint and Sundry products.

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YOUR TOOLS FOR KEY
GOAL SUCCESS CONTACTS

02

OUR MISSION:
For a member to lead in the paint category requires focused col-
laboration between the member, DIBC, and the category specialist
(PSS); each working in concert with the others, to achieve the goal:
a thriving paint department that truly becomes a destination, with
increased sales and improved profitability.

Immediate goal: This focused collaboration requires that we encour-
age and support members to discontinue buying from competitors
in the paint department that are specifically working against our
collective efforts. Obviously other COOPs, Full-line Hardware Distrib-
utors, and other specialty distributors are working hard to displace
DIBC in the paint department. DIBC’s partnership with PSS is specif-
ically intended to arm the DIBC Sales Team with additional product
selection, price-flexibility, and category expertise to address this
threat to DIBC, and most importantly provide a roadmap for DIBC
members to have thriving paint departments that become destina-
tions for their customers

03

YOUR RESPONSIBILITY:
As a Territory Sales Manager your responsibility relative to this initiative
is to sell the value of the DiBC & PSS partnership in order to win business
in the paint department away from our competitors. Specifically you
should target DIBC members that are not currently purchasing from PSS
but are purchasing from competing suppliers (buying outside the RSC’s)
in the paint department. To successfully complete this responsibility you
need to:
• Have confidence in selling the value proposition of our partnership with PSS;
• Perform discovery work in your member’s stores;
• Discovery - Interview key staff at the member;
• Physically walk the department;
• Work the department analysis through the PSS Discovery Checklist;
• If price quotes are needed, connect with Dave Batholomew at PSS
• Provide member contact information (name, email, phone number)
• To expedite the most accurate quote for the member, ask the member to
provide a spreadsheet that includes the active sku listing that the member
is buying outside of the RSC from a competitor. For each sku include the
associated UPC code along with 12-month purchase volume.
• PSS will provide a quote on exact match items that are stocked by PSS
within 48 hours of submitted volume spreadsheet.; and
• Earn the business by following up and asking for the lines to be converted.

04

YOUR GOAL:
As a company we have committed to having $5MM in new drop ship
business through our partnership (vendor ____). In order for us to be
successful in this initiative you will be accountable for ______ in drop
ship business this fiscal year.

05

TOOLS FOR SUCCESS: PSS DISCOVERY CHECKLIST
MEMBER NAME:
MEMBER CONTACT:
TERRITORY SALES MANAGER:
DATE:

DISCOVERY YN NOTES SECTION
YN NOTES SECTION
1. Are you buying anything outside of DiBC in Paint & Sundry
2. What about items that we don’t stock in the RSC?
3. Which products / brands are you buying?
4. What company are you buying those from?
5. How much are you purchasing from that company - what’s your order frequency?
6. Why are you buying these from the competitor - Offering, pricing, service?
7. Do you ever do bid pricing for larger jobs?
8. Are there any products or brands that you would like to have access to?
9. Where do you purchase your caulking?
10. What will it take to get you to convert those items to us?

DEPARTMENT ANALYSIS

1. Walk the department
2. Are there any brands that we see that are not stocked in the RSC?
3. Do you see penofin?
4. Do you see Messmers? or Prolux?
5. Scan tags to look for non 6-digit skus

06 Shawn Fernandez
VP, Sales
KEY CONTACTS: (Office) 425-897-8126
[email protected]
Dave Bartholomew
(Cell) 864-680-2981
[email protected]

APPENDIX:
SALES COLLATERAL

Do it Best Corp. and Paint Sundries Solutions, Inc. (PSS) have formed a strategic partnership to
drive value and growth to the paint departments of Do it Best members across the country. Lever-
aging the strengths of both companies, this partnership brings the very best products, services, and
solutions to your paint department. We believe our members should lead the country in the paint
category, and this partnership will support and drive that vision.

Customized Solutions
Develop a customized paint dept. that strategically aligns with your business
and markets. Through this partnership, you can make your paint department a
destination, with access to category specialists, strong regional brands, and
the breadth and depth of the leading national paint sundries manufacturers.

Focused Collaboration
Do it Best Corp. and PSS are partnering, not competing. This means you have
two companies committed to the success of your paint department, and col-
laborating to strengthen and grow your business.

Increased Customer Base
By improving product selection and refreshing your assortments through
specialized planograms, product layout, and category adjacencies, you’ll
drive more traffic to your store.

Enriched Product Data and Information
The PSS ecommerce platform allows you to easily place orders online and
access rich product content, including specifications, features, real-time in-
ventory, and digital assets (images, videos, SDS sheets).

PSS VENDORS NOT STOCKED IN RSC

ADVANCED AMMEX BUFFALO
PROTECTIVE PRODUCTS DALY’S
GEMINI
COLOR PUTTY CRAWFORD’S KAMEN

ENCORE FOREMOST

GENERAL FINISHES IPS

MESSMER’S PENOFIN PETOSKEY

POLY-AMERICA PROFORM PROLUXE

SASHCO SYNKOLOID SYSTEM THREE RESINS

TRM VALHALLA WOOD CARE SYSTEMS

OUR PROVEN PROCESS

Our Proven Process to
Achieve Financial Impact

By implementing a customized planogram of the
right products, brands, adjacencies, and merchan-
dising sets, you will increase your product selec-
tion while decreasing your inventory investment.
The result is a thriving paint department that truly
becomes a destination, with increased sales and
improved profitability.

THE VISION

Make your paint department a destination;
lead with your paint department!

LEAD WITH
PAINT

Develop a customized paint department
(solution) for yourbusiness, and your market!

CUSTOMIZED
SOLUTIONS

Increase the numberof customers by MORE
expanding your product selection; new and CUSTOMERS

additional traffic in your store!

Grow sales and optimize cash flow to INCREASED
improve your store’s financial performance! PROFITS

Sales Team Initiative:
Paint Sundries Solutions