Welcome to Dare to Compare ISSA Distributor Performance

Welcome to Dare to Compare: ISSA Distributor Performance Dashboards and You Presenter: Paul Giudice

Contents o What does success look like? o Why benchmark? o Initial results o How to take advantage?

What is DPD Powered by Co. Metrics? 1. The leading platform for distributors to exchange performance benchmarks 2. To help operators make better decisions 3. So that they grow stronger and more profitable

Impact • 11% top-line growth for the past 10 years* First client, started ~20 years ago *Based on aggregate performance from 2005 to 2015 • 3 X profit growth

Potential o Strong cohort of early adopters o 100% participation across o Low percentage of total membership o 10+ years of history o Many cohort views, by size, product concentration, etc. distributor membership o 3 years of history o One cohort view

Why Benchmark? Data Intuition

To Win “We can’t do the same things the Yankees do. Given the economics, we’ll lose. ” -- Billy Beane

How to use benchmarks? 1) Understand relative position. 5) Monitor. Reward. 4) Set goals. Implement changes. 2) Identify 2 -3 improvement opportunities. 3) Unpack drivers. Seek out best practices.

Initial Results* Performance declined in 2016: o 75% of participants’ scored worse in 2016 than 2015 o Sales are growing; however profitability is in decline o Number of lines per order is down o Margins are generally holding, but more gross profit is being spent on personnel o Cash is becoming more important as quick ratios are compressing *Note: all results are preliminary and subject to further refinement. With a small percentage of members participating, results may not be representative of the broader industry.

Platform Demonstration Data Collected Collection of financial and operational metrics: sales, margin by path, # of lines per order, # of FTES by dept. , etc. Excel Survey Co. Score Quickly see how each member stacks up using key performance metrics Benchmarking Intuitive Excel model used to guide user through the data entry process and check for errors Timing Available to all ISSA members. Data collection window extended to end of September! Members see themselves in the context of their peers and can clearly identify performance opportunities Trends Positive and negative trends jump off the screen with ability to start high-level and drill-down to view detail

How to take advantage? o Login now to experience the platform o Complete a survey and upload it to the secure Co. Metrics platform o See how you stack up to your peers o Reach out with questions and feedback: o ISSA: Jonathan Adkins, jonathan@issa. com o Co. Metrics: support@cometrics. com DEADLINE EXTENDED TO THE END OF SEPTEMBER 2017

My Bumper Sticker What gets measured, gets managed. Peter Drucker

Thank You!