A Presentation to Our Customers from CALBROOKE MARKETING INC'

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A Presentation toOur Customersfrom CALBROOKE
MARKETING INC.
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Why were here

• Were responding to your concern whether reps
  bring value

• We know that this is a broad policy issue, not
  aimed at us personally

• We appreciate our long-standing mutually
  beneficial relationship

• Your concerns about value are understandable, but
  we think misplaced

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What You Are Hoping to Achieve

• Improved communications

• Faster reaction time

• Increased confidentiality and security

• More clout and resources from vendors

• Lower prices

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The Realities

• Improved communications? Because of our multiple
  line capabilities, we reach wider and deeper into
  your organization than can a single-product
  salesperson. That allows us to bridge
  inter-departmental communications gaps here.
  Because we are territory-bound, our commitment to
  our customers motivates us to advocate more
  strongly for you than could a factory employee.

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The Realities

• Faster reaction time?
• We can be here faster when you need us than can
  anyone not resident in your plant.
• We are electronically linked to our plants, for
  immediate status reports and updates.
• We can bring you appropriate new and unannounced
  technology for all your projects, not just the
  ones where were already speced in

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The Realities

• Increased confidentiality and security?
• You are protected by the NDAs we sign, as well as
  by our track record
• Were you to deal one-on-one with each of the
  product lines we bring you, how many more people
  would be in the loop on your new projects?

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The realities

• More clout and resources?
• Because we are territory-bound and independent,
  our primary commitment is to our customers in the
  territory. We can go as high as necessary in our
  hierarchies with your clout. A company employee
  cant go over his bosss head. We can fight
  harder for what you need!

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The realities

• Lower prices?
• Field sales activities serving your account
  have costs. Our principals save money by using
  representatives.
• We are not middlemen nor channel intermediaries
  we are factory sales people paid on a different
  basis.
• We do not take possession, nor do we mark up
  costs

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The realities

• How do we save our principals money?

• We dont get paid until you buy

• We take care of our own expenses, for offices,
  cars, travel, benefits, etc.

• Our multiple lines let us spread costs, which
  permits investment in better technology

• We dont expect raises, promotions, transfers

• Our staff is stable, motivated, better equipped

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Todays business trends underscore the rep
advantage

• Focus on core competencies

• Growth of outsourcing, including sales

• Convergence of technical and business factors

• Vendor reduction - we are one vendor, bringing
  you many lines you now buy

• Growing use of reps by major players

• Sophistication of todays rep firms

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How your own trends support keeping repsin the
picture

• Your own commitment to outsourcing

• Your own commitment to vendor reduction

• Your need for in-depth, multi-level,
  inter-departmental coverage

• Your need for strategic partnerships representing
  you to your vendors hierarchies

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What youll lose if you dont work with reps

• Loss of penetration
• Loss of high-level advocacy
• The benefit of the system sale over the product
  sale
• Earliest introduction of new ideas and approaches
• Reps bridging intra-company politics

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How squeezing out reps hurts everybody

• Forces vendors to use second-best sales methods

• Short-term price advantages create long-term
  losses

• Limits choices by squeezing out small and
  start-up vendors

• Stifles open competition and free enterprise

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How we serve you

• Calbrooke has been in the rep business in YOUR
  area for over 19 years!
• We have a dedicated sales professional assigned
  to your territory as well as another seasoned
  inside person to get you the answers you need!
• We bring to your people more than 5000 products
  from 20 manufacturers with one sales call!
• We want your business and will bust our back
  sides to prove it! 1-800-265-7283

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Why working with us is win-win-win

• Products you like
• Services you need
• People who deliver
• Our principals solution to cost-effectiveness
• We are the VALUE proposition!
• www.calbrooke.com

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YOU and Calbrooke!

• A long-standing mutually beneficial relationship
• Lets keep it that way!