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Nomination Recognition 2017

Report by Cross Functional Team

CATEGORY: CROSS FUNCTIONAL TEAM AWARD

PROJECT: Commercial Top 200 Customer Initiative

CATEGORY: CUSTOMER FOCUS

NOMINATOR: David Mackay
SPONSOR: 3253

LEADER: 593

PROFILE:
Describe the situation or event related to the individual's or team's performance.
The team had to figure out how to 'cover' our largest end user customers when we
don't have the end user focus to do this, create standards and expectations with our
field sales, deploy the coverage model, try to sell deeper into our customer base.
This required Doing What It Takes to take on additional work, collaborate with
others (Reps, Market Specialists, etc.) and whole systems selling to penetrate these
customers.
This enabled the Commercial team to exceed our goals and we will be building on
this focus for 2018 in pursuit of our now 278 largest end user customer....for life.

Describe in detail the individual's or team's notable behaviors.
persistence, Total Solution selling, collaboration,

What were the results of the individual’s or team’s behaviors?
Reduced attrition by a little more than 1%, resulting in an incremental $4.5MM in
2017 revenue and more satisfied customers. In addition, we grew at close to 2.5x
the overall Commercial rate of growth by paying more attention to these customers.

NOMINEE DEPARTMENT
Kevin Affeldt (5034) Sales - Sanitary Supply 100850

Susan Avery (8355) Sales Operations-Pricing 100630
Keith Dare (631) Demand Generation 100920

Katie Essey (4458) New DAE 100200
Janeen Felsoci (4704) Commercial Sales Support 100460

Todd Gerber (3596) Category Management 300920
Robert Potvin (8063) Sales - Corporate Accounts 100890

Rodger Tullis (671) PMG Admininstration 100910
Marlin Wendland (5054) Sales - Office 100825

rptCrossFunctionalTeamNominations Tuesday, February 13, 2018 207