2010 Business Plan Complete r1.pdf - Wayne-Dalton Partner Connect

In this business, you must have the right tools tosucceed. Your Wayne-Dalton Business Plancontains all the components you need to helpensure a successful 2010 business year.From beautiful garage door designs, innovativeopeners and industry-changing business andtechnology solutions, Wayne-Dalton will equip youwith all the tools you need to build your business.

Model 9800+ Fiberglass surface bonded torugged steel+ R-7.6* polyurethane insulation+ Therma-Tru ® Accugrain finish for true wood look+ Available in 10 differentfinishesModel 9700+ Carriage house door stylingin steel+ R-10* polyurethane insulation+ Hundreds of combinations+ Available in a variety ofpaint and stain finishes*Insulation values have been calculated in compliance with DASMA TDS-163 standards.

Wood Series 7000+ The convenience of sectionaloverhead doors with a carriagehouse style design+ Custom designs and custommaterial requests are welcome+ Full line of decorative hardwareavailableModels 9100 & 9600+ Broad choices of style,performance and warranty+ R-9* to R-11* polyurethaneinsulation+ More price point choices forevery customer+ Includes America’s bestselling garage door*Insulation values have been calculated in compliance withDASMA TDS-163 standards.Fabric-Shield Storm Panels+ Translucent fabric blocks stormdrivenprojectiles, but allowslight in+ Out-performs plywood oraluminum storm shutters+ Meets key building codes incoastal regions

Commercial SteelSectional+ Quality, strength & durability+ A wide range of design andperformance options+ Drawings & specificationsavailable for all doorsRolling SteelDoors+ Service doors, fire doors,counter shutters & grilles+ A variety of sizes, options andeven custom configurationsare available+ Meet and exceed needs andexpectations on the mostcritical projects

Marketing ToolsWayne-Dalton offers a comprehensive marketing campaign for use in your local region. These mediums have provento be the most effective strategies to make an impact on sales over the long run. Of all the mediums, the mostimportant feature is they all have the same consistent look and message. This helps build continuity in yourcampaign, allowing your audience to easily become familiar with your business and increase the odds of a resultingsale.Here is the list of marketing tools at your disposal from Wayne-Dalton:I. Garage Door Design CenterThis interactive software program allows you to take a person’s photo of his or her home and put on different doorstyles, colors, and window options to find just the right one that satisfies your customer. You can even changecolors of the door to match anything on the home, such as the trim or shingles, to give an idea of how good theirnew door would look if they painted it to match. There also is a general color chart that can be used to see if theywould like to paint their door a different color. It is a dynamic sales tool that will help you pull your customers(homeowners and builders alike) further into the buying process to close more sales.In addition to the public version being available on our internet website, you can order additional copies from ourcollateral website at www.wdcollateral.com. Please note, the CD version may become dated. We encourage theuse of the website version, as it will always contain the most up to date information. We plan to periodically updatethe CD.\

II. Direct Order Entry with Partner ConnectDirect order entry (DOE) and Partner Connect (PC) are your lifelines to Wayne-Dalton and can perform a multitude ofvaluable functions. Below are some of the many benefits that these business management tools have to offer.• Ability to place orders anytime, 24 hours a day/7 days a week• On-time order processing (field to floor) with instant confirmation of ship date.• Accurate price confirmation at time of ordering.• Printable downloads of your sales history, order confirmations and route status.• Avoid unnecessary delays in order fulfillment.• Change and delete orders that are not already in a production schedule.• DOE users can also use our spring calculation program that instantly provides spring information for a particularWayne-Dalton door model and size. No more time and phone calls wasted on checking spring sizes!• DOE users can access an automated drawings program available for configured commercial sectional androlling door product. This is a major asset to our approval drawings process allowing an immediate, consistentresponse every time.• Depiction drawings of the residential Model 9700 doors are now available.• The Direct Estimating function gives you the ability to create and release quotes online whenever price or jobdiscounts are needed. There is an online tutorial available at www.Wayne-Dalton.com/oct/doe.html.In addition to the above Direct Order Entry benefits, Partner Connect offers the below benefits:• Partner Connect’s location on the web eliminates disconnects due to interruptions.• Offers a quote to proposal generation that can reflect customer specific mark-ups, labor fees, etc.• Easy point and click accuracy.• Order Templates provide a shortcut to order processing• Finding parts has never been easier. Partner Connect offers 3 different navigation methods to finding a part.1. Part Configuration – Provides a bill of material for each door configuration allowing User to select desired part.2. Part Categorization – Allows User to filter down to the part they are searching for.3. Commonly Ordered – Provides a past history of parts that were ordered.• Pertinent information is at your fingertips with the dashboard feature of Partner Connect. This management toolprovides you with Wayne-Dalton’s message of the week, the latest promotions, status of your upcomingshipments and open orders, a sales history comparison from current year to previous, as well as access to ourcommunications library.The extensive capabilities of these systems make it easier to reach your business goals.If you would like to get on board with either the Direct Order Entry or Partner Connect programs, please contact theDOE/Partner Connect Department at Mount Hope for further details. The Direct Order Entry program is $380 netwhile the Partner Connect program is free of charge.Contact info:Glenda Zinkon or Karen Cochran at 800-473-5951, option 4, or email GZinkon@Wayne-Dalton.com orKCochran@Wayne-Dalton.com.

III. InternetThe Dealer Locator gives homeowners and builders in your area the ability to easily find your location via theInternet. A special feature of the Dealer Locator is the template page that can be personalized to cover itemsspecific to your location, such as hours of operation or current sales events. Advantages of the Internet and DealerLocator: Fastest growing medium; captive audience; easy to maintain; no cost to you; allows you to get full messageto viewer.IV. Collateral SupportWayne-Dalton offers other sales tools to help you with your promotional efforts.They include:LiteratureDisplaysPostersProduct SamplesBy giving you a variety of options, you can choose which would be most valuable to your selling and image buildingefforts. It takes many different formats to reach all potential customers and with this wide menu of options, you willhave every opportunity to achieve that goal.V. www.wdcollateral.com for Collateral FulfillmentWayne-Dalton offers collateral fulfillment that allows you to place orders for items via the Internet with GL Direct, afulfillment center located near Cleveland, Ohio. This gives you the convenience of ordering online 24/7, allowingcomplete control over how and when you place your orders. GL Direct is a 190,000 square foot warehouse/distribution hub staffed and equipped to fully manage your collateral material needs by combining the latestinnovation and technology with their strong historical knowledge of efficient and expedient fulfillment. The biggestbenefit that GL Direct offers is the ability to place and view orders. Once online, an easy-to-navigate screen givesyou the option of ordering advertising materials, brochures, display materials, forms, notebooks, posters, price lists,product samples, and miscellaneous marketing pieces.Since we are moving to a more electronic format for communicating information, each item on the website has aPDF & thumbnail picture that allows the user to clearly see what the item is. This will help you make an informeddecision as to what is available and what is being ordered.During the ordering process, you can always click the “My Cart” button on the screen. This allows you to review thecontents of your order, change the quantity, add or remove items, or check out anytime during the order placementprocess. You are then given the option to select your preferred method of shipment and note any special deliveryinstructions. From that point, you will receive an e-mail confirmation that your order was placed, followed by asecond e-mail confirmation once your order has shipped including a tracking number for easy follow-up reference ifnecessary. You can also check the status of your order at any time to see if the items have shipped, and reviewyour order history for tasks such as reviewing the number of times you ordered a particular brochure. GL Direct is agreat extension of ongoing efforts to make your business partnership with Wayne-Dalton more efficient andeffective for the benefit of all.

VI. Wayne-Dalton Identity ManualThe Wayne-Dalton Identity Manual is available to help our customers with their publishing and advertising needs.Photos and close-ups of our most popular models, such as the Model 9700 and 9800 doors, along with our logo, canbe accessed at www.Wayne-Dalton.com/identitymanual in either high or low resolution images. There is alsoinformation on how to link to our website along with a media showcase full of opportunities for you to get yourmessage out to potential customers.VII. Continuing Education for ArchitectsWayne-Dalton has partnered with AEC Daily, an industry leader of continuing education programs, to providecourses to architects that cover Wayne-Dalton commercial products specifically. These courses will allow architectsto obtain continuing education credits for their profession while gaining an immense amount of detailed knowledgeabout commercial products from Wayne-Dalton. Architects that take advantage of this on-line program will be morecomfortable with our product giving Wayne-Dalton a competitive advantage in the bid processes for commercialjobs. All courses and enrollment are free of charge. The Wayne-Dalton course can be viewed and downloaded atwww.AECDaily.com/en/1634161.VIII. Dealer TrainingWayne-Dalton has developed a Rolling and Commercial Sectional Door Academy to provide extensive sales andinstallation training to our professional dealer channel. The objectives of the academy are to present our dealerswith education on the comprehensive bid process, detailed product review, competitive product differentiators andmarketing strategies to win in the market place. Dealers can contact their District Sales Managers for dates andclass availability.

2010 DEALER MERCHANDISING PROGRAMDefinitionWayne-Dalton’s Dealer Merchandising Program provides factory-direct dealers with materials and programs toeffectively promote Wayne-Dalton products. We provide a reimbursement fund for these items to alleviate a portionof the expense and help dealers with their growth and sales goals.EligibilityYour available fund is 0.3% of your previous year’s purchases that qualified for Volume Incentive. Wayne-Daltonfactory-direct dealers who have a minimum purchase level of $135,000 in annual purchases are eligible toparticipate. Reimbursement percentages are listed on the following pages. Final amounts are determined byavailable funds and whether requested reimbursement adheres to program requirements. Reimbursement is at thediscretion of the Marketing Department. New Dealers become eligible to receive reimbursement after they haveaccumulated purchases from a previous year’s end.Dealer Merchandising Reimbursement Payment Procedures1. The program extends the full calendar year with reimbursement issued directly as a credit to your account.2. Deducting pending claims from any invoice is not permitted.3. All orders must be invoiced in 2010. Claims must be submitted within 60 days of actual occurrence, withany December requests to be submitted no later than January 25, 2011.4. Any unused Dealer Merchandising funds for 2010 will not be carried over to the 2011 program.All reimbursement requests must be mailed or faxed with required proof of performance and completedreimbursement request form.Wayne-Dalton Dealer Merchandising CoordinatorP.O. Box 67Mt. Hope, OH 44660Fax: 330-763-8041Should you have questions on this document or would like a reimbursement form in excel format, please call 800-473-5951, option 1.

I. Web Site Dealer LocatorRequirements:Required Proof:Reimbursement:Factory-direct Wayne-Dalton dealers that have achieved the required level ofprior year purchases are eligible to participate.None.This service is free of charge from Wayne-Dalton.II. Marketing & Sales Tools(Items such as literature, interactive software programs, product samples, etc.)Requirements:Required Proof:Reimbursement: 100%.Purchased on-line at www.wdcollateral.com.Copy of paid invoice.III. Model Homes/Parade of HomesRequirements:Required Proof:Reimbursement: 50%.IV. Showroom and POP DisplaysRequirements:Required Proof:Reimbursement: 50%.V. Wayne-Dalton ApparelRequirements:Required Proof:Reimbursement: 50%.Any Wayne-Dalton pinch-resistant Series 9000 door combined with any Wayne-Dalton orGenie branded opener. Limit of two doors/openers per home (i.e. two single wide doors, orone double and one single wide door). Limit one project per builder per year.1. Copy of paid invoice.2. Letter from builder with copy of invoice sent to builder.Wayne-Dalton or Genie branded products must be displayed. No door or opener from aWayne-Dalton competitor is allowed on display. For any door chosen, there is a limit of onedoor of that particular type per showroom/display. Eligible door models are any Wayne-Dalton residential sectional door with the exception of pan product (80xx, 81xx & 82xx.)1. Photograph of showroom/display with door/opener.2. Copy of paid invoice.Purchased on-line at www.WayneDaltonGear.com. Items purchased must have theWayne-Dalton logo.Copy of paid invoice.

President’s Club is a performance based recognition program that has been an important Wayne-Daltontradition for years. Despite everyone’s best efforts to hold President’s Club for 2010, it was eventuallycancelled due to poor economic conditions.Decisions on the 2011 President’s Club event will be evaluated and announced in 2010. We hope to beable to deliver good news to those dealers who have embraced the alignment and partnership messagesfrom Wayne-Dalton.

2010 Dealer Volume Incentive PlanThe spirit of the Volume Incentive Plan is to reward dealers for their alignment with the Wayne-Daltonproduct mix message. Several guidelines for the plan had been revised for 2009. Payments are nowmade semi-annually. At each interval, year-to-date qualifying purchases will be totaled to determine thepercentage to be paid to the dealer. As in previous years, by rising to the next purchase level listed in theVolume Incentive Chart, a dealer can significantly increase the amount they receive by applying a higherpayment percentage to overall purchases. There are also several additions to the 2010 plan as well.EligibilityIn light of the economic decline of 2009, a reasonable adjustment has been made to the eligibility portionof the Volume Incentive Plan. New for 2010, all Wayne-Dalton dealers whose combined factory directpurchases are at least 90% of their total 2009 purchases will be eligible for the Volume Incentive Plan.All purchases must be invoiced and shipped in the current business year. All locations need to be thesame legal entity and be in the same market area. Market area is defined by the responsible DistrictSales Manager and approved by the Executive Vice President of Global Sales & Distribution. Newcompany acquisitions in the same market area will be combined for Volume Incentive.Payment ProceduresVolume Incentive will be paid on a 6 month interval. If purchases in the first 6 months of the year are90% or greater than the first six months of the previous year’s purchases, Volume Incentive will be paidJuly 26, 2010*. If they are not, the second 6 month evaluation will determine if the total YTD purchasesare at least 90% of the purchases made in 2009. At year end, if the dealers’ YTD sales are not down morethan 10% compared to the previous YTD sales, Volume Incentive checks will be issued on 01/25/11. If thedealer has not purchases at least 90% of the previous YTD sales, reconciliation will occur. If necessary,Wayne-Dalton will bill the dealer on 02/01/11 to balance any payment that may have been made in thefirst six month time period.Additional Growth IncentiveAlso new in 2010, Wayne-Dalton has added an exciting reward for those dealers growing their businesswith us. For those dealers who have met the Volume Incentive qualifications and are receiving at least alevel 1 rebate percentage for 2010, an additional 1% will be added if their sales have increased 10% ormore from the previous year. This additional 1% will be paid one time at the end of 2010 and includedwith the year end Volume Incentive check. This is just one more way that Wayne-Dalton will recognizeits outstanding business partners in 2010.All accounts for trade purchases, promissory notes, contracts, etc., must be current and in goodstanding. Delinquent or accounts on credit hold will not receive a payment, but may elect to apply anyearned amounts to their outstanding balance. Unpaid service (finance) charges or unearned discountswill automatically be deducted from payments.*Issuing of checks is subject to Wayne-Dalton approval.

New DealersNew dealers will be paid Volume Incentive after reaching the minimum volume level purchaserequirement. Please direct questions about the Volume Incentive Program to your District SalesManager. The Volume Incentive Program is one of the best ways for Wayne-Dalton to reward you forgrowing your business. By taking advantage of the increasing percentages for higher sales volume, youcan greatly increase your company’s bottom line earnings.The 2010 Dealer Volume Incentive Plan purchase levels are shown here:*Volume Incentive levels and percentages are subject to change with price increases.We will provide you the most accurate information available concerning your purchases relative to thenext payment threshold. However, this information should be considered only an estimate. The actualyear-end purchase amounts will be used to determine your final rebate percentage.

Purchase DefinitionsNon-Qualifying Purchases: Purchases that do not count in the Volume Incentive Plan.Qualifying Purchases: Purchases that count towards the total Volume Incentive Plan. Products must beinvoiced in the current year with invoices dated January 1- December 31.Rebatable Purchases: Qualifying purchases the achieved Volume Incentive percentage will be paid on.Qualifying and Rebatable Purchases• Residential & Commercial sectional complete doors (Including Premium Door Products)*Excluding residential pan door product (80xx, 81xx, 82xx), blanket/running quotes for Model 9100, 5120 Product,promotional pricing and builder contract pricing.• Wayne-Dalton & Genie branded openers*Excluding blanket/running quotes, promotional pricing and builder contract pricing.Qualifying Purchases• Any replacement parts for the above purchases• Any products listed above with promotional or builder contract pricing• Any products listed above ordered via blanket/running quotes• ‘‘Builder Door’’ products (5120/5140)• Residential sectional pan complete doors (80xx, 81xx, 82xx)• Non-Sectional commercial product (e.g. Rolling Door Products, DSI Products)• Fabric-Shield storm protection products• Non-Wayne-Dalton branded commercial operators• Components & Replacement parts (including glass, springs, track, etc) or any purchases throughWayne-Dalton Components (GCS Class).• Orders for door sections (including replacement sections and sections-only orders)Non-Qualifying Purchases• Bulk hardware• Wood component parts• ‘‘Sections Only Program’’ orders• Non-Wayne-Dalton branded or non-Genie branded residential operators & accessories• Non-product charges or credits (including merchandising credits, freight, taxes, labor back charges,collateral, warranty credits for products purchased more than 1 year prior)• Product purchased directly from Wayne-Dalton Plastics and Wayne-Dalton of Centralia, WA• Raw Materials• Any other sales not specifically covered above as being ‘‘Qualifying’’

BUSINESS PLANSThe ongoing strategy of Wayne-Dalton has been to make our transactions digital and our relationshipspersonal. One further step towards this goal is the transition of the business plan worksheet to electronicformat. This worksheet is a critical tool that will help you strategize your alignment plan with Wayne-Dalton to maximize the growth of your business. Your District Sales Manager will provide the electronicform during business planning discussions for every dealer with over $300,000 in purchases.