1. KAM Key Account Management A Programme designed for the Irish Hardware Industry.

2. The Facilitators Robert Mc Kernan has spent over 25years working in commercial sales roles in Ireland for large multinationals, setting up 7 sales teams from scratch and running teams in size of 3 to 64. These businesses turned over between €100 and €250 million annually. In 2002 Robert set up Mc Kernan Training Solutions and since 2003, 95% of the business is either repeat or referral business. His clients come from across all categories of business in Ireland. In 2009 Robert will speak at sales seminars in Paris, Frankfort and London. Mobile 087 - 6774000 Jim Coffey has 35 years experience in Senior Management. He commenced his career in Guinness Ireland, moving on to become Sales Director of Kraft Ireland during the volatile 70’s and 80’s. He was appointed Managing Director of R.S.Sales in 1987, where he grew the business through developing a strong sales team and launching numerous successful new brands into the Irish Hardware Market. In 2002 he lead a successful MBO and subsequently sold the business in 2007. He brings huge passion and experience to the programme and he believes that energy, enthusiasm and commitment make up the driving force that fuels the motivation necessary to win in business. Mobile 087 -9191457

7. CO-ORDINATING ROLE OF KAM Customer Merchandising Customer Stock Control Trade Communication Customer Buying Trade Promotion Other Activities Trade Research Consumer Marketing Sales Dept. Financial Dept. Distribution Dept. Customer Finance Dept. Customer Distribution Dept. KAM CEO

8. Customer Supplier MD MD Sales Dir. Buying Dir. Delivery - Depot Staff Interface KAM - Buyer Interface Merchandising Planning Finance Logistics Sales Prod. Marketing Logistics Finance . Operations The Multilevel/Multifunctional Relationship The KAM and Buyer as Managers and Co-ordinators of the Multilevel/Multifunctional Supplier-Customer Relationship

9. From a Suppliers Viewpoint.

10. Perceptive Communication

11. Why do 10% to 25% of Your Customers not Support You

13. Range Theatre Space Siting Promotions Price New Products Layout Site in High Traffic Flow Pick the right range for the consumer Allocate Space according to sales Excite the consumer using Theatre Help drive sales Lay the fixture out using the decision hierarchy Keep prices consistent with RRP People want to try new products Your Role In The Category Levers

15. Prepare - Breathing Stressor 20 to 60 Mins Go Green Perception / Thoughts Self Talk Emotional/Physical Response Fight or Flight

16. Performance Review Plans for the year ahead