eBusiness white paper distribution strategy
Goal:
To firmly establish Pioneer-Standard as the leader in the migration of electronics distribution to the Internet, Springbok recommends that IED unite several previously unconnected eBusiness initiatives:
Target audiences:
Springbok recommends that IED maximize the public relations impact of its multiple eBusiness initiatives by targeting multiple audiences with a message that unifies IED’s various projects.
· Distribute the eBusiness white paper to industry analysts via mail or email. Include in the mailed package the MyPioneer.com CD-ROM as well as WEBENCH, IED, and Supplystream information.
· Invite analysts by email to attend a conference call to discuss integration of supply chain management (SCM) decision support tools into Pioneer-Standard’s eBusiness initiatives. Include in the email an abstract of the eBusiness white paper and links to the white paper and the WEBENCH and MyPioneer.com demonstrations.
· Ask selected analysts to participate in a brief eBusiness/SCM summit to which the news media and selected customers will be invited to attend.
· Invite supply chain management and e-business reporters and editors to participate in a conference call summit about new e-business capabilities related to supply chain management decision support tools, with commentary from leading industry analysts and customers.
· Pitch coverage of IED’s multiple e-business initiatives by email with an abstract of the e-Business white paper, links to the white paper and the WEBENCH and MyPioneer.com demonstrations, links to IED and Supplystream information kits, and links to other relevant information on the IED and Supplystream web sites.
· Abridge the e-Business white paper and seek placement of a Pitera-bylined contributed article based on the white paper in top-tier publications accepting contributed articles.
· Distribute the e-Business white paper to customers and prospective customers on a CD-ROM with the MyPioneer.com and WEBENCH demonstrations of Pioneer-Standard supply chain management capabilities and Supplystream’s decision support tools (or, accomplish the same on the Pioneer-Standard web site).
· Invite existing customers to participate in the e-business/SCM conference call summit.
· Invite prospective customers to listen to the conference call summit.
· Through appropriate sales and marketing channels, seek placement of a link to the e-Business white paper on the web sites of customers and partners.
· Secure opportunities for Tom Pitera to speak at industry events using an abstract of the e-Business white paper and relevant demonstrations of WEBENCH and MyPioneer.com.
Content:
The primary new content that Springbok will develop to
execute this strategy will be a letter or memo from Tom Pitera
that accompanies the e-Business white paper and WEBENCH and MyPioneer.com
demonstrations as it’s distributed to the various audiences. A first draft of that communication, which
will be adapted to address the specific interests and demands of our multiple
audiences, follows:
The
continued shakeout in the technology industry and the economy highlights a
fundamental fact that Pioneer-Standard recognized long ago: to stay
competitive, businesses must quickly capitalize on new technologies that increase
their productivity and cut their costs.
At
Pioneer-Standard, we’ve been leading the charge to deploy sophisticated
technology solutions that allow businesses to accomplish those important
goals. Pioneer-Standard’s objective is
to cultivate innovative e-commerce practices that improve supply chain
management efficiencies.
Pioneer-Standard is committed to developing technology that supports
greater connectivity, more informed buying decisions, and a more streamlined
electronics supply chain.
As distributors
assume a pioneering role in the development and implementation of e-business
solutions, the Internet is a critical tool that improves the distributor’s
ability to add value to the supply chain.
Pioneer-Standard introduced several such innovations to the electronics
distribution industry:
·
MyPioneer.com, a
highly personalized web site that allows professionals throughout the supply
chain to determine select the right components in the right quantities for
delivery at the right time.
·
WEBENCH, the first-ever
virtual design tool kit that enables engineers to assemble and test prototype
power supplies online – and that dramatically accelerates productivity and time
to market by delivering the prototype components and assembly instructions to
the designer’s door, overnight.
·
Pioneer-Standard is
also introducing supply chain management decision support tools designed by Supplystream,
the industry-leading developer of sophisticated analytical solutions that allow
companies to optimize all their ordering, delivery, and inventory decisions.
Enclosed with this note are demonstrations of how easy it is to use and begin profiting from these innovative applications. To address the fundamental transformation these solutions are having, and will continue to have, on the electronics distribution industry, Pioneer-Standard is distributing a white paper titled “e-Business: How Web-Based Technologies Are Transforming the Electronics Supply Chain,” which is also enclosed.
To contribute to the important dialogue that is developing around the power of e-business in the distribution industry, Pioneer-Standard will host a conference call summit with some of our industry’s leading analysts, business executives, and customers. I hope you’ll plan to participate in this brief and valuable conversation on DATE at TIME. You can reply to CONTACT at NUMBER or EMAIL, or we’ll follow up with you in a few days to see if you’re planning to attend.
As always, please call on me or my colleagues at Pioneer-Standard if we can assist you in any way.
Sincerely,
/s/
Tom Pitera
President, Pioneer-Standard Electronics, Inc. Industrial Electronics Division (IED)
Development and distribution logistics: