The document outlines ImageWorks' new Focus Dealer Program aimed at increasing sales. Representatives will select 2-3 top-performing dealers and 1-2 potential growth dealers to focus resources on. For each, representatives will set product sales targets and identify any additional support needed to meet them. Representatives will have approval over targets and resources. Regular performance reviews and information sharing will help improve results.

1. ImageWorks
Focus Dealer Program
(Program Review for Independent Representatives)
July 1, 2012 Pete Steinhausen

2. ImageWorks - Focus Dealer Program
• If we keep doing what we have always done, we
will…………………………
July 1, 2012 Pete Steinhausen 2

3. ImageWorks - Focus Dealer Program
• If we keep doing what we have always done, we
will get what we always got.
July 1, 2012 Pete Steinhausen 3

4. ImageWorks - Focus Dealer Program
• Lets try something simple to improve our
results.
• Let’s try by keeping the best of what we have
and make incremental improvements.
July 1, 2012 Pete Steinhausen 4

5. ImageWorks - Focus Dealer Program
• Objective: To increase your sales
July 1, 2012 Pete Steinhausen 5

6. ImageWorks - Focus Dealer Program
• Objective: To increase your sales from dealers (branches) identify those
that represent:
– The best dealers we currently have
July 1, 2012 Pete Steinhausen 6

7. ImageWorks - Focus Dealer Program
• Objective: To increase your sales from dealers (branches) identify those
that represent:
– The best dealers we currently have
– And dealers with which we want to grow or establish new business.
July 1, 2012 Pete Steinhausen 7

8. ImageWorks - Focus Dealer Program
• Objective: To increase your sales from dealers (branches) identify those
that represent:
– The best dealers we currently have
– And dealers with which we want to grow or establish new business.
• Strategy: This is an additive strategy.
– We are not suggesting anything be stopped. We all keep doing the best we can. Keep
doing what you are doing that works.
July 1, 2012 Pete Steinhausen 8

9. ImageWorks - Focus Dealer Program
• Objective: To increase your sales from dealers (branches) that represent:
– The best dealers we currently have
– And dealers with which we want to grow or establish new business.
• Strategy: This is an additive strategy.
– We are not suggesting anything be stopped. We all keep doing the best we can. Keep
doing what you are doing that works.
– What we add is:
• We Focus ImageWorks resources on a select group of
dealers to ensure everybody in the company is giving
200% to support the “Focus Dealers” that each
ImageWorks Representative selects.
July 1, 2012 Pete Steinhausen 9

10. ImageWorks - Focus Dealer Program
– The program therefore is designed to start with your
suggestions.
• You select the dealers
• You select the Products
• You select and run the strategy
• You are not just asked to “produce results”, while you are asked for
results, you are also asked if you have what you need to produce
the result you identify.
– If there is something you need, identify and request it.
• There will be no mystery – Management will know what you need.
Expectations will be clear.
July 1, 2012 Pete Steinhausen 10

11. ImageWorks - Focus Dealer Program
– The program therefore is designed to start with your
suggestions.
• You select the dealers
• You select the Products
• You select and run the strategy
– The program will be run by you in your area.
• To ensure you get the support you need you will review it with
Marc (or Pete). Marc will report progress weekly to Scott to ensure
you get the support you and Marc (Pete) agree.
July 1, 2012 Pete Steinhausen 11

12. ImageWorks - Focus Dealer Program
• You (& each ImageWorks Representative) will select:
– Target Dealers
• 2 or 3 Dealers (Branches) we are currently doing business with
that the you feel can drive significant additional business for
ImageWorks
July 1, 2012 Pete Steinhausen 12

13. ImageWorks - Focus Dealer Program
• You (& each ImageWorks Representative) will select:
– Target Dealers
• 2 or 3 Dealers (Branches) we are currently doing business with
that you feel can drive significant additional business for
ImageWorks
• 1 or 2 Dealers (Branches) we are currently doing little or no
business with, but which offer potential and represent the type of
dealer you (we) want for future growth.
July 1, 2012 Pete Steinhausen 13

14. ImageWorks - Focus Dealer Program
• You (& each ImageWorks Representative) will select:
– Target Dealers
• 2 or 3 Dealers (Branches) we are currently doing business with
that you feel can drive significant additional business for
ImageWorks
• 1 or 2 Dealers (Branches) we are currently doing little or no
business with, but which offer potential and represent the type of
dealer you (we) want for future growth.
– To start select 1 (or more) dealers from each of the above categories
» Dealer 1: _________________________________________
» Dealer 2: _________________________________________
July 1, 2012 Pete Steinhausen 14

15. ImageWorks - Focus Dealer Program
• You (& each ImageWorks Representative) will select:
– For each of these Target Dealers
• You set a target for each product category (EVA, Intraoral X-Ray,
Pan-Pan/Ceph, Processors, Chemistry, and eventually CBCT) that
you feel fits the Dealers situation
– Dealer 1 Product category: ________________________________
– Dealer 2 Product category: ________________________________
» Dealer 1 Product Target: _____________________________
» Dealer 2 Product Target: _____________________________
July 1, 2012 Pete Steinhausen 15

16. ImageWorks - Focus Dealer Program
• You (& each ImageWorks Representative) will select:
– For each of these Target Dealers
• You set a target for each product category (EVA, Intraoral X-Ray,
Pan-Pan/Ceph, Processors, Chemistry, and eventually CBCT) that
you feel fits the Dealers situation
– Dealer 1 Product category: ________________________________
– Dealer 2 Product category: ________________________________
» Dealer 1 Product Target: _____________________________
» Dealer 2 Product Target: _____________________________
• What is required (Resources from who) to achieve this Target?
– Dealer 1: ______________________________________________
– Dealer 2: ______________________________________________
July 1, 2012 Pete Steinhausen 16

17. ImageWorks - Focus Dealer Program
• Each ImageWorks Representative will select:
– For each of these Target Dealers
• Sets a target for each product category (EVA, Intraoral X-Ray, Pan-
Pan/Ceph, Processors, Chemistry, and eventually CBCT) that the
rep feels fits the Dealers situation
– Dealer 1 Product category: ________________________________
– Dealer 2 Product category: ________________________________
» Dealer 1 Product Target: _____________________________
» Dealer 2 Product Target: _____________________________
• What is required (Resources from who) to achieve this Target?
– Dealer 1: ______________________________________________
– Dealer 2: ______________________________________________
• Product Targets and incremental resources (if any) need be
negotiated and approved in writing.
July 1, 2012 Pete Steinhausen 17

18. ImageWorks - Focus Dealer Program
• There will be recognition and rewards, beyond
your increased commissions, for those who
perform significantly above the norm.
July 1, 2012 Pete Steinhausen 18

19. ImageWorks - Focus Dealer Program
• There will also be a Focus Dealer Performance
model set up to:
– Analyze performance at the territory level.
– Analyze the return on investments made at the territory
level
– Identify, and share, common corrective actions that
make a difference.
– Bi-Weekly calls or news letters with/to IW
representatives who participate in the program.
July 1, 2012 Pete Steinhausen 19

20. ImageWorks - Focus Dealer Program
• I will share more details shortly
July 1, 2012 Pete Steinhausen 20