Chapter Marketing

1. Chapter Marketing How to Market Your Chapter Presented by: Denise D. Gillespie, CPIM, CIRM, CSCP

2. Agenda • Why do we need to market the chapter? • Where to look for clients. • How to get the message out • Example of Targeted Letter of Introduction • Follow up

3. Why Do We Need to Market Our Chapter • Unlike other club organization, your APICS chapter is a business with revenue and expenses, and a mission to educate with the Body of Knowledge • Successful chapters have a cash flow from operations to survive to the good and bad times • Successful chapters have a business operation that includes education, PDMs and board education in the form of district and international meetings.

4. What type of clients do chapters have? • Types of Companies • Member companies that pay APICS dues • Non-member companies • Types of clients • Attend PDMs • Host or Attend education classes

5. How do you find potential clients? • Review PDM attendance by company • Are they active in other chapter offerings, members, have a person on the board? • Can you set up a company coordinator? • Review Chamber of Commerce Directory • Review for size and type of industry • Note that data can be incomplete or inaccurate for plant size

6. How do you find potential clients? • Be aware as you drive • Ever drive by a plant and wonder what they make? Look them up! • Ever drive through an industrial park and write down names? • Leverage other organization you may belong to such a Rotary, Lions Club. Remember, you are providing a service • Review Job websites for active hiring companies like Monster.com

7. How do you find potential clients? • Befriend a Staffing Company or the local Technical College • PeeDee partners with Southeastern Inst of Mfg and Tech. • Central Savannah River partners with Staffing Company • Befriend the State Unemployment Agency to market your classes • Many states have retraining funds and need a variety of “vendors” to serve their clients • Buy or obtain a database of local companies • InfoUSA

8. How to get the word out • Have an up to date website with future PDMs and class schedules • MidCarolina has had students from out of state attend their CPIM weekend classes from the person surfing chapters looking for a class • Business Cards • Easy way to put you contact information in someone’s hand during a brief encounter. Planting the seed.

9. How to get the word out • Prepared Standard Letters - emails you can send out • Letter of introduction • Letter in response to education inquiry • Targeted letter of club services

10. Ideas for Targeted Letter of Introduction • Explain mission of Chapter – Education • Lists Benefits of APICS BOK • Offer a free PDM or to audit part of a class to understand the education offering • Offer to Lend the test CD from the BSCM module for the company to benchmark what they think they know against the BOK

11. Introduction • In today’s challenging business climate, the directive of “work smarter, not harder” is critical to a company’s success. But exactly how does that person “get smarter?” In the discipline of Planning, Inventory, Sourcing and Purchasing, key disciplines of your company’s Cash Flow, your local APICS Chapter of the Association of Operations Management (formerly the Association of Planning and Inventory Control Society) is here to help. • The APICS Mission is to Improve Manufacturing and Service Businesses through employee education that applies directly to the roles they have today! And that means your Return on Investment in your employee starts paying back the next day.

12. Listing of Benefits • Our CPIM (Certified in Production and Inventory Management) and CSCP (Certified Supply Chain Professional) certifications empower your employee to succeed, and therefore so will your business in the following ways, to name a few: • Inventory Reduction – ABC Classification Strategies to select stocking levels based on value, inventory turnover, and demand patterns • Improved Shop Floor Throughput – Understand Takt time, Process Bottlenecks, Parts Queues, and Lot Sizing and Lean Principles for the most efficient flow of material • storage practices to make product retrieval faster and more efficient

13. Listing of Benefits (continued) • Improve Cash Flow – Determine Economic Order Quantities and optimum delivery schedules for vendor parts. Explore Consignment Inventories and Point of Use Inventory • Apply Investment and Business Strategies – Understanding how to calculate “Make/Buy” decisions on critical parts based on “Total Landed Costs”, apply the Theory of Constraints to floor processes to reduce the required “footprint” of space, and understand inventory

14. The Offer • I would like to make 3 offers to you to demonstrate my commitment that our Chapter can be of service to you. • 1) I will lend you a 60 question CD from the Basics of Supply Chain Management course which you can use as a benchmark of your company and employee skill set level and use it to understand the knowledge our course can offer your employees. • 2) I invite you to audit a class for the CPIM or CSCP to witness the education delivery and the student interaction. I have enclosed our 2011 Education brochure for your review. In addition, we are preparing to offer a Lean Course in the Fall.

15. The Offer (continued) • 3) I invite you as my guest to our next Professional Development Meeting to interact with other Professionals who have benefited from APICS. On (list the next PDM) we are hosting .(give PDM description) • Further information for the classes and PDM are on our website at www.midcarolina-apics.org • If these objectives match what your company wants to achieve in 2011, then your local MidCarolina APICS chapter is ready to serve you and your facility in Columbia on Two Notch Road. I look forward to speaking with you soon.

16. Follow Up!! • Call to follow up on the letter within 5 days of expected arrival.

17. Open Discussion of Chapter Successes • When events or actions did you take that lead to a class or PDM attendance or ongoing relationship with a company?

18. Questions