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Table of Contents Overview: CS Capabilities CS Services: Sales Management Consulting and Interim Leadership Shared Representatives Marketing Management The CS Dashboard: Custom Rep. Software The CS Team: Goodman. Bonagura. The Reps. The Rest of the TEAM. CS Clients Contact CS CoreStrength is the leader in dental sales management, providing a wide array of professional services. Our team has the expertise and industry relationships to help your company with: Field Sales Force Management Shared Sales Representatives Key Account Management Flex Time Sales and Support Marketing Management and “Surround Sound” Follow-up Marketing Business Development Consulting International Sales and Training, and Interim Leadership Our clients are our partners. We work together to help them create and execute realistic plans of action that address the issues and opportunities facing their companies. The results: Stronger, more stable organizations with increased revenue and profitability. We make the sales process more natural, intuitive and automatic. Sales Management rofessional sales management is key to success in the dental industry. CoreStrength has a team that is uniquely qualified to help your company create a realistic plan, deliver budgeted sales and manage key accounts. Our core team consists of two key account managers and 26 field representatives (Reps) who work with all major North American distributors on a daily basis. Our team will guide you through the entire sales process, from planning to post-sales support, and ensure the focus remains where it belongs – on sales! P CoreStrength is known throughout the industry for creativity, innovation and – most important – the ability to deliver. CoreStrength keeps the sales process simple and effective. We ask the important questions: What is it like to do business with your company? How are Reps trained, managed and supported? How focused is your sales effort? How quickly and effectively do you resolve customer complaints? How competitive are your products and how can they be improved? The answers to these questions help your company leverage its assets to improve performance. We concentrate on managing the overall sales effort and strengthening distribution to create a sustainable competitive advantage for our client partners. CS Services: cont’d on next page... Interim CEO/President of an ultrasonic toothbrush manufacturer focused on dental professionals and retail distribution. Account management – Revitalizing distributor relationships and managing sales programs for a manufacturer with limited field support. Creating the implementation plan for a major product launch. Consulting and Interim Leadership n addition to sales management, CoreStrength offers consulting services that include assuming interim leadership of dental companies. Recent assignments include: President and CEO of a technologybased company specializing in the time-released oral delivery of therapeutic medications. We were charged with building support among dental professionals while developing retail distribution. Interim presidency of a public dental manufacturer expanding into international markets. I Shared Representatives f your company needs field sales representatives but lacks either the budget for full time support or the resources to manage the reps, s CoreStrength can help. C I We W can offer you a team of well-managed, highly trained dental field sales representatives h who w will sell complimentary p y pproducts from jjust four fo manufacturers, e including your company. y The T reps are CS Services: cont’d on next page... focused, accountable and managed based on your specific business needs. The reps on our team have solid dental sales experience with documented performance. They are managed by an established senior sales executive and can handle a variety of duties including: Field sales to dental offices Co-travel with distributor reps Lead follow-up Account servicing Dealer branch sales training Trade show participation All rep activity will be tracked and shared through our Dashboard, CoreStrength’s proprietary dental sales software system, and the focus is always on specific performance. As our client you will have real-time access to the online reporting system and we will regularly review progress and performance and adjust tactics as appropriate. be responsible for the clinical and technical portion of the training. The tactical sales training will be a joint effort between your company and CoreStrength. Companies with complementary products and a mix of lead generation and marketing programs will be bundled together to maximize the effectiveness of every sales th ccall. Contact us today to discuss C hhow the Shared Rep program ccan work for your company. CoreStrength Shared Reps will be thoroughly trained in the same manner as direct employees. As the client, you will CS Services: cont’d on next page... projects – project specific and viral. If your company is participating in a trade show we can organize your booth to ensure things run smoothly at the show. We can also organize special events and training sessions for your company, including sales meetings, sales training and cocktail receptions. Marketing Management oreStrength now offers a variety of marketing management services. Whether you need media planning and support, collateral development, event/trade show planning or general marketing support, we can help. C Our marketing team is familiar with all of the industry publications and media reps. We can help you develop ad campaigns and manage and book advertising, including print advertising and eMedia campaigns. CoreStrength has expertise in all types of collateral, everything from traditional brochures and sell sheets to direct mail to trade show materials. We can also assist with video Do you need general marketing support? CoreStrength can assist with a wide range of marketing tasks, including: Demo unit/sample management KOL support – once the KOLs are in place we can manage the relationship for you p Coordination of promotional items – USB U sticks, notebooks, pens etc. Virtual warehousing – we work with a company that can warehouse parts and literature. li They develop an online portal so you y and your sales team can order items via the warehouse and ship directly to a show, dealer rep or yourself. Custom Rep. Software he Dental Dashboard is CoreStrength’s proprietary sales management software. The Dashboard runs on Rep smartphones and lets CoreStrength Reps better manage their territories. The Dashboard is an easy, measurable way to increase Rep productivity and support information-intensive sales programs. T Using the Dashboard, CoreStrength can: Track leads and Rep follow-up Have Reps order samples, literature and execute special programs Quickly calculate commissions Automatically send performance reports, and Directly deposit commissions into each Rep’s bank account for Benco Dental. In addition to his experience in the dental industry, Jeff founded, grew and sold Business Technology Group, a distribution-oriented software developer. He received a B.A. in Accounting and Economics from Muhlenberg College in 1977 and an MBA in Finance from Northeastern University in 1981. Goodman. Bonagura. The Reps. The Rest of the TEAM. IT’S ALL ABOUT THE PEOPLE WHEN YOU HIRE CORESTRENGTH eff Goodman, Partner and CoreStrength founder, has b broad experience in dental manufacturing f and distribution, having served s as President of Dent-X, CEO of o Dexpo.com, President of ESPE America A and Director of Marketing J Jeff is an expert at establishing customer-focused processes that build on the unique qualities of each client’s business. His analytical skills are complemented by his ability to develop and motivate a high performing team. Jeff is a natural teacher and leader. lenn Bonagura, Partner, joined CoreStrength in 2004. He H has extensive experience with dental d and consumer packaged goods g manufacturers, having served s as Executive Vice President G of BriteSmile, General Manager of the Gillette Company (Oral B Laboratories) and Executive Vice Presi The CS Team: cont’d on next page... ent Sales and Marketing of MicroDental Laboratories. In addition to his experience in the dental industry, Glenn has had consumer packaged goods experience in the United States with Unilever and internationally with Gillette. He received a B.S. in Marketing from San Jose State University in 1979. Glenn has a unique blend of focused sales management, marketing and P+L management skills that benefit all of CoreStrength’s clients. He has built many high performing teams and knows what it takes to win. d The CoreStrength Reps. eff and Glenn have assembled an experienced, technically strong team of Reps that can deliver the sales. The average Rep has 20 years of dental sales experience, and -- in addition to being technically savvy -- excellent presentation skills and strong industry relationships. Our team has expertise in periodontics, lasers, oral cancer screening, digital imaging and other technology-based devices. Our J technical expertise extends to the tools we use to deliver in-office presentations and train distributor sales representatives. CoreStrength leads the pack in using technology to deliver sales results. CoreStrength Reps regularly attend regional and local trade shows, and our clients are able to exhibit inexpensively since costs are shared among participating clients. ark I. DeTorre, Surround Sound Director, is a recognnized expert in designing and iimplementing comprehensive ccustomer-focused programs that ccoordinate and integrate field ssales, e-marketing, e-commerce and marketing d ddatabase t b k ti activities to enhance the customer experience and grow business. Mark has experience as both a marketing research & database professional as well as a Brand/Business Unit Manager at 3M ESPE Dental. Mark holds a Masters Degree in Marketing from the University of Wisconsin-Madison. He was a M The CS Team: cont’d on next page... ames J. Milucky, CPA, is the founder and principal of Forensic A Accounting Specialists. Jim has more than t 25 years of private and public accounting experience, including a financial management in the manufacturing industry. His private practice f focuses on forensic accounting, fraud f investigation, business valuation and i litigation support. Jim has a keen investigative nature and the ability to distill large volumes of information into clear and concise presentations. He holds a Masters degree in Accounting from the University of Alabama and a Bachelors degree in Finance from the University of Northern Colorado. J member of the 3M ESPE Dental Division Malcolm Baldrige Award–winning team where he was responsible for the design and implementation of the customer satisfaction and loyalty market monitoring programs. ric Smith, Director of Technology, is the president of Indian River Networks, a successful Managed Service Provider and Technology Consulting Firm. Eric founded the company when he returned from a tour in Iraq as a Marine Reservist. Eric has over 25 years of technology experience, multiple industry certifications and earned a B.A. in Psychology in 1988 from Point Loma Nazarene College. Eric has the ability to translate business processes into efficient hardware and software solutions, with a focus on the designing and supporting software applications concurrently running on multiple platforms. E CoreStrength, Inc. 450 Sandy Key Melbourne Beach, FL 32951 ph: 321-725-9999 fax: 321-989-0232 Jeff Goodman 321-725-9999 [email protected] Glenn Bonagura 925-551-7595 [email protected]