VAR Business Development Services

Veterans Alliance Resourcing, Inc.
Presentation for Business Development Services
© Veterans Alliance Resourcing, Inc. 2013

Who We Are
Veterans Alliance Resourcing, Inc. “VAR” is a Professional
Representation Company with a corps of service industry
veterans, averaging 25+ years of sales and business
development experience. A Service Disabled Veteran Owned
Small Business (SDVOSB), we provide complete end-to-end
outsourced sales, technology services, products and software
solutions for the high technology services industry.

Introduction to VAR
Our team is comprised of Service Industry Experts. We bring Decades of
Experience in Positioning, Selling and Executing High Technology Service
Solutions. Our Team has Introduced and Developed some of the Most
Innovative Solutions that helped transform the industry.
• Trade-In Programs (PCs & Peripherals - Apple ’90 & ‘94, Dell ’96 & CompUSA ‘04,
Hard Drives - Western Digital, Quantum & Seagate ‘96,) – 1 Million+ Returns
• Product Remanufacturing (Compaq ’96, Dell ‘97) – 10k units/month
• Shared Revenue Remarketing (Compaq ‘96, Dell ‘97) – 75k units/month
• Sole-Source Parts Supply Management (Sears ‘94, Best Buy ‘99) – 500k/year
• Vendor Managed Inventory & Parts Forward Stocking Logistics – ‘04
• Extended Warranty Programs and Protection Plans on Furniture
Our Clients are Best-in-Class Service Providers, each Representing
Individual Market Segments.
By Design, VAR’s Service Providers are Complementary. We Never place
a Competitor into a Client’s Selected Market Segment.
Your VAR relationship is Exclusive.
Service Supply Chain Experts

Customer Intelligence
Call Center & Help Desk Services
Customer Experience Mgmt. -
Survey Benchmarking, Data
Analytics and Support
Crowd Idea Management SW
Service Support
Field Service Dispatch - Deploy,
Install, Repair & Deinstall -
ATM, POS, IT & Consumer
Electronics
IT Managed Services
Data Center Service Mgmt.
Security-as-a-Service (MSSP)
Service Operations Mgmt. SW
Service Parts Management
Purchase & Exchange Options
Forward Stocking Locations &
Vendor Managed Inventory
Recertified Name-Brand Parts
Reverse Logistics - Value Recovery
Returns Mgmt. & Depot Repair
Product Audit, Disposition,
Remanufacture & Kitting
Remarketing & Fulfillment
Recycling & Data Destruction
Workforce Solutions
Permanent, Project Based &
Contingent Staffing of
Engineering, IT & Service Pros
Service, Operations, Sales,
Purchasing, Marketing &
Merchandising Executives
Portfolio
of
Services

Our Model
Increased Customer Benefits
• VAR is remodeling how business development and
consultative sales are offered in the aftermarket
services industry. We marry best-in-class mid-market
vendors to the customers that can utilize their services.
Lower Costs
• Eliminating the typical margin stacking of a reseller
(reducing Customer costs), we reduce costs to our
Clients by offering a team of sales executives at about
half the cost of a direct hire.

The VAR Team
Michael Schuler
CEO
Dallas, TX

Years of experience: 33
Expertise: Sales, Bus.
Dev., Service Parts
Management, Reverse
Logistics, Repair,
Product Remarketing,
Value Recovery,
Software Solutions, IT
Service Delivery, Staffing
and Partnering.
US Marine
Corps ‘76-’79
Susan Krautbauer
Executive VP
Minneapolis, MN

Dev., Logistic Services,
Service Supply Chain,
Marketing Strategy,
Account Development
& Penetration, Sales
Training/Optimization
Devin Rojas
Sr. Director
Phoenix, AZ
Expertise: Sales, Service
Parts Supply Chain,
Procurement, Product
Remarketing, Account
Development &
Penetration.
Steve Friedman
Sr. Director
Palm Beach, FL
Expertise: Sales,
Business Dev., Strategic
Planning, Financial
Planning, Executive
Coaching, Extended
Warranty Contracts,
Mergers & Acquisitions.
Over 150 Years of Aftermarket Services Industry Experience
Howard Nacht
Director
New York, NY
Dev., Networking,
Project Management,
Purchasing, Logistics, IT,
Small Business
Ownership, Product
Remarketing and Value
Recovery.

Veterans Alliance Resourcing
Brainhunter Division
Greg Rance
Managing Director
VAR – Brainhunter
Workforce Solutions
Minneapolis, MN
Years of industry experience: 15
Expertise: Talent Management,
Recruitment, Business
Development, Strategic
Planning, Operations, Franchise
Business Ownership and
Management, Multi-site
Franchise Consultant. MBA
Program Recruiter for Bethel
University.
Over 150 Years of Aftermarket Services Industry Experience
Angelo Simao
Sr. Consultant
Boston, MA

Expertise: Technical
Labor Staffing and
Contingent Workforce
Project Management, IT
& Engineering Staffing,
Business Development,
Sales Management,
HRIS and HR Strategies

VAR Business
Development Services
Execution with superior performance guaranteed
for every step in the sales cycle. Services include:
• Prospecting and Pipeline
Development
• Qualifying
• Sales Forecasting
• Customer Needs Analysis
• Customer Presentations
• Sales Training
• Proof of Concept
• Proposal / RFP Response
• References / Case
Studies
• Greenfield Strategies
• SDVOSB
• Negotiation and Closing
• Messaging / Positioning
• Marketing Collateral
Development

A Consultative Approach
As Industry Experts, and armed with Top-Tier
Clients/Vendors and our SDVOSB Positioning,
VAR brings -
A Consultative Approach to Sales.
We First Identify the Customer’s Challenges in
their Service Supply Chain, then we Introduce
Selectively Introduce the Solution (Vendor).
“Relating the Features of your Products (or Services)
Directly to Customer Benefits, is the Key to Sales”
– Dale Carnegie

Business Development
Tools of the Trade
• In addition to our Team of Industry Experts
VAR invests in Lead Generation Tools,
Technology and Resources
• OneSource – It’s like Data.com & Hoovers
on Steroids
• Tele-Prospecting & Appointment Setting
• Salesforce.com
• We know what it takes to gain market share

LifetimePotential
Awareness
Low
Low
High
High
Where do they
fall in the grid?
Prospect Identification
and Qualification Criteria
Rules on Targeting
$200 Item (Consumer)
10,000 Units Shipped/Qtr.
Return Rates 6% Retail
$500 Item (Enterprise)
2% Returns
Longer Use
Repairable Product
On the Grow
ItemCost
Sales Volume
Heavy
Competition

• Salesforce Pipeline
• Reduced Sales Cycle
• Progressive Tracking
• Lead Generation &
Tele-Prospecting
• Extensive Contact
Database of VAR TeamAwareness
Knowledge
Relationship
Preference
Commitment
Account Pipeline

Strategy Session
The Sales Planning Session will be comprised of either a single full
day session or two consecutive half-day sessions related to the contracted
VAR Services. The objective of the Sales Planning Session will be to:
• Review the Client’s Service (or Product) offerings Review existing business
successes and failures in securing or maintaining accounts
• Review current SWOT/ perform SWOT
• Identify target accounts to approach
• Determine the existing sales methodology and market penetration tactics
utilized by the Client
• Competitive positioning
• Identify available collateral material
• Confirm operational capabilities & internal support infrastructure
• Define sales account goals, KPI reporting requirements and tools
1

Methodology
Identify Core Competencies, Strengths, Weaknesses,
History, Wins, Losses and Competitive Landscape
Determine the key Differentiators
Expand customer base and identify unique
opportunities to Position Company
Establish Deliverables and Plan
of Action for VAR Execs
Market
Position
Strategic Value
ID Major
Opportunities
Establish
Objectives
Plan of Action

Engagement Process
The Sales Engagement Process. A personalized solution will be
developed and presented complete with prioritized actions, timelines, and
expectations of both parties. Elements of ongoing sales process include:
• Rules of engagement with in-house sales force
• Define and document VAR accounts
• Prospect identification and qualification criteria
• Value proposition guidance
• Opportunity planning guidance
• Presentation templates
• Proposal generators
• Pricing tools
• ROI/TCO calculators
• Business issues guidance
• Customer intelligence insight
• Sales/operations account support and escalation contacts
2

Hiring BD Execs
A Cost Comparison
Traditional Business Development Hire
• $80K Base Salary
• 30% Burdens (benefits, taxes, Medicare, etc.)
• Commissions (typically 3%+)
• Average sales experience 10 years
• Average industry experience 5 Years
• Average annual revenue production <$3M
• Limited sales campaign management experience
• Few (if any) $10M engagement wins
• Costs at Termination can extend for months
1

Hiring Bus. Dev. Execs
The Cost Comparison
Hiring VAR
• $8K Month
• No Burdens
• Commissions (Typically 3%) – Commensurate with your current BD Commissions
• Team of 6 Sales Executives – Dallas * Minneapolis * Boston * Phoenix * Miami
• Average Industry Experience 20+ Years
• Average Annual Revenue Production $6M+
• Average sales experience 25+ Years
• Significant Investments in Infrastructure - Salesforce.com, Account Reporting
Database & Telesales with Appointment Scheduling
• Extensive Sales Campaign Management Experience
• Numerous $10M Engagement Wins
• Introduced Innovative (Industry Changing) Strategies
• Directed, Trained and Managed Sales Organization & Sr. Sales Execs.
• Wrote Marketing Material from Scratch (Multiple Companies)
• Orchestrated Major Sales Campaigns
• Attended World Renowned Sales Training (Xerox, Dale Carnegie, Miller Heiman)
• VAR Execs Speak at Conferences each year as Recognized Industry Experts
• VAR Execs sit on the Board of Major Industry Associations
2

Experience & Contacts
Adding VAR’s Proven Performers to your
team equals Low Risk, High Reward!
Tap into…
• Executive Rolodex/Network of VAR Team
• Broad subject matter expertise in distinct market segments
• Expert knowledge of complex service solution design
• Benefit from the VAR team’s reputation inside key accounts
• Proven closers with over $500M in sales engagements
• Focused attention on your chosen VAR market segment(s)
• Accelerated path to profitability

Client Testimonial
Show and Follow-up
With just 48 Hours Notice, VAR -
• Developed Booth Graphics
• Developed Handouts
• Sent Pre-Show E-mail Invitations
• Conducted Post-Sale Follow-up
• Tracked E-Mails Responses

Client Testimonial
Show and Follow-up
Tracked Results -
• 185 good e-mail addresses
• 86 unique openings
• 195 e-mail opens (total)
• 2 click through to request further info
• 3 requests to unsubscribe
• Client X (has opened 13 times) – 1 of the 4
prospects below
• Four New Customer Prospects Identified and in
Active Discussions

Mike and Sue,
I am blown away! Your material and your booth are amazing!
Your approach, tactics, tracking and lead generation are impressive!
Really impressive! I mean Case Study impressive. My jaw dropped.
It is truly amazing to see what you are building as you have the
freedom to unleash your talents and experience in your own way. You
can use your metrics and your samples to showcase your capabilities
to more future clients for your services.
- John Mehrmann
CEO
Zylog Systems (Canada) Ltd.
Client Testimonial

Proposal & Next Steps
Proposal Attachments
• SOW Submittal
• Schedule A
• Testimonial Info
• Executive Bio’s
Next Steps
• Contract Execution
• Sales Planning Session

Questions & Action Items

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