Clorox Presentation

Charles L Thames II
Sr. Account Executive
10/8/2020
Agenda
- Clorox Account Preparation
o Process
o Research
o Outreach Messaging
o Goals
- Objection Handling
- Next Steps
1. Clorox Account Preparation
Process
 Clorox Account Preparation
Process
- Account Mapping (to put in excel and in Salesforce)
- Finding 5-10+ stakeholders in each account
- Mapping out contacts (email, number, notes on their roles)
- Account Research
- Research on Google, LinkedIn, News Insights, 10K’s
- Specific data and insight gathering (on Clorox, their industry, and
Convoy insights related to the business)
- Email, LinkedIn & Call Outreach
- A phone call with a 2 min pitch to set a 30 - 40min discovery call.
- 6-8 attempts via calls, emails and LinkedIn with targeted messaging.
Along with Clorox data and insights on their industry, and insights
related to the business.
- Marketing campaigns & Social Selling.
 Clorox Account Preparation
Account Mapping (to put in excel and in
Salesforce)

Account Mapping (to put in excel and in Salesforce)

-Finding 5-10+ stakeholders in each account
-Mapping out contacts (email, number, notes on
their roles)
Clorox Account Preparation
Research
 Clorox Account Preparation
Research (Clorox Company - LinkedIn)
Utilizing LinkedIn to:
- Learn about the Clorox Company and it’s divisions on the platform.
- Finding and Connecting with company contacts.
- Utilizing “Social Selling” to becoming an expert in our field with targeted
social messaging.
- Utilizing targeted Inmail messaging to Contacts.
Clorox Account Preparation
Research (Clorox Company - LinkedIn)
 Clorox Account Preparation
Research (Clorox Company –
Company Site)
• Continued research about the Clorox Company and it’s divisions on the
platform.
• Company Revenue
• Core values and objectives
• Learning about the brands that they have and their global footprint for
shipping (to ask about shipping landscape).
• Review the 2020 Integrated Annual Report -
https://annualreport.thecloroxcompany.com/ignite-strategy/
• Message from CEO – Benno O. Dorer
• The Clorox Comnpany 10K Report
Clorox Company - Global Footprint
Review the 2020 Integrated Annual
Report
 Review the 2020 Integrated Annual
Report (CEO Message)
• A few highlights -
 Clorox Account Preparation
Research – (Clorox Company 10K)
• The COVID-19 pandemic has caused a significant worldwide increase in
demand for disinfecting products and other consumer and professional
products. This has caused strain on the Company’s supply chain network
and its ability to meet such demand.
• Supply chain issues as a result of a reliance on a limited base of suppliers
or the COVID-19 pandemic may result in product shortages or disruptions
to the Company’s business”.
• Profitability and cash flow could suffer if the Company is unable to
generate anticipated cost savings, successfully implement its strategies, or
efficiently manage supply chain and manufacturing processes.
• If the Company is unable to generate anticipated cost savings, successfully
implement its strategies or efficiently manage its supply chain and
manufacturing processes, the Company’s results of operations could
suffer.
• Linda Rendle as the CEO – sales & supply chain.
 Clorox Account Preparation
Research – (Clorox Company 10K)
• This has caused strain on the Company’s supply chain network and its
ability to meet such demand, especially with respect to its disinfecting
products, due to, among other things, the loss or disruption to the timely
availability of adequate supplies of raw materials and finished goods that
the Company requires for the manufacture of its products, disruptions in
transportation and logistics operations, and shortage, restriction or
disruption in its manufacturing and distribution capacity.
• Our ability to continue to manufacture and distribute our products will
depend on our ability to protect the health and safety of our employees
and our supply chain.
2 min Clorox Outreach Messaging
Alvin,

I know this call is catching you off guard, but do you have 2 minutes for me to tell you
why I'm calling and from there, you can tell me if it makes sense for us to continue our
conversation?

Thank you, I appreciate it!

My name is Charles and I'm a Sr. Account Executive with Convoy. Typically, when I'm
speaking with Transportation Managers, VP's of Logistics, and VP's of Operations in the
consumer goods industry, one of the key issues they are having conversations around is
supply chain logistics.

The COVID-19 pandemic has caused a significant worldwide increase in demand for
disinfecting products and other consumer and professional products. Based on my
research of Clorox, it has caused a strain on the company's supply chain network and its
ability to meet such demand.

(cont. on next slide)

Over the past 5yrs, Convoy has helped companies revitalized their shipping
strategy to:
- Improve safety and quality
- Increase supply chain visibility
- Reduce their carbon footprint

We are transforming the industry with our digital freight network technology for
companies like P&G and Unilever and I'd love to talk to you about just how!
Do you have time on Wednesday or Friday at 11 am or 1 pm for a 30 min
conversation to dig a bit deeper into Clorox's current strategies?
 Clorox Outreach Messaging Goals
• Start to get him to think about issues in his role as a Regional
Transportation Manager and conversations they are having around supply
chain, shipping, and transportation.
• Speak to issues they are have at Clorox with supply chain, shipping, and
transportation in all locations.
• Start to cement Convoy as the Digital Freight Digital Network they need.
• Get him to think about the ways we are helping our customers like Clorox.
• Set a 30 – 40 min Discovery Call with him.
2. Objection Handling
Alvin,

So based on what you're saying, I’m hearing that you're not adding any brokers at this time
and you're happy with the pricing you already have?

I understand how you feel, and have had similar conversations with other Transportation
Managers who have felt the same way, but what I've found is that once they've learned
more about Convoy's "real-time" digital freight network capabilities they truly start to think
outside the box in terms of strategy.

For companies like P&G and Anheuser-Busch, they've gained 24/7, real-time visibility into
every load they've shipped with Convoy. We’ve been able to provide total transparency,
from initial tender to final delivery. No more time wasted tracking down trucks.

We help our clients improve downstream supply chain operations by informing your entire
team and customers with shipment status that’s accurate and to the minute. Your teams
will gain the peace of mind that comes with knowing that your shipment is on schedule.

Lets set some time this week or the next for a 30min conversation to dive a bit deeper into
your strategy and Convoy’s capabilities. How does Tuesday at 2pm work?
3. Follow-up if no set next steps
Follow-up Plan if no next steps are set
• Put Alvin in a call and email rotation in which I will target him with more
specific / direct content that he’d care about within the industry & tie it
back to Convoy mission. While sill asking for 30mins of his time. (6 – 8
more times)
• Start out-reach to others on my list, getting deeper and wider into the
account for conversations.
• I would also do a mailing campaign with a creative marketing message
along with sending him and others C-Level Executives in the company a
small gift on the behalf of myself and Convoy.
• Also (since I’ve connected with him on LinkedIn) I would directly target
him and others on LinkedIn with content through Sales Navigator.
• Establishing myself as a trusted advisor in the space
• Starting “Social Selling” on the platform
Thank You