engaging partners by leveraging economics & sales tactics · to get you hooked. eric...
TRANSCRIPT
![Page 1: Engaging Partners by Leveraging Economics & Sales Tactics · to get you hooked. Eric Wooldridge, Somerset Community College Hearthside Food Solutions. Eric Wooldridge, Somerset Community](https://reader031.vdocument.in/reader031/viewer/2022011906/5f36f768f1e2195cff78603b/html5/thumbnails/1.jpg)
Eric Wooldridge, Somerset Community College
Engaging Partners by Leveraging Economics &
Sales Tactics
Eric Wooldridge, PE, RAMech. & Arch. Engineer, Architect
Director of KCTCS AMCOESomerset Community CollegeNSF ATE Project: 1600081
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Eric Wooldridge, Somerset Community College
Projects rise and fall on industry partnerships
Needed for sustainability, guidance, student success,
and expansion
Not always easy to engage and maintain
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Eric Wooldridge, Somerset Community College
SCC’s work in Additive Manufacturing/3D printing
2016
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Eric Wooldridge, Somerset Community College
Goals:Accelerate the use of the technology in our region
Simultaneously create technicians and the jobs
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Eric Wooldridge, Somerset Community College
Finalizing KY’s first certificate in 3D printing
Workshops, presentations, lots of talking, buying equipment
Started:
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Eric Wooldridge, Somerset Community College
Problems
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Eric Wooldridge, Somerset Community College
Leaders were impressed, but not engaging
Employers were not biting, not integrating the tech.
Not being taken seriously
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Eric Wooldridge, Somerset Community College
Had to find a way to get their
attention
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Eric Wooldridge, Somerset Community College
What matters to them?
What would make our industries invest in the
technology?
Questions:
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Eric Wooldridge, Somerset Community College
2 Primary Approaches
Based on basic sales tactics
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Eric Wooldridge, Somerset Community College
“Show me the money”
#1
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Eric Wooldridge, Somerset Community College
The first one is free…
#2
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Eric Wooldridge, Somerset Community College
The Netflix DealWe solve your problem with a “demo” freebie
to get you hooked
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Eric Wooldridge, Somerset Community College
Hearthside Food Solutions
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Eric Wooldridge, Somerset Community College
Once they are hooked, they keep coming back for more
And they typically want a piece of the action
Their success = case study,case study = marketing
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Eric Wooldridge, Somerset Community College
Resulted in a new operating
model
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Eric Wooldridge, Somerset Community College
The Teacher, Hacker, & Hustler
Some roles can be combined, but none can be omitted
One person cannot do it all
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Eric Wooldridge, Somerset Community College
Though successful, new problems came to light
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Eric Wooldridge, Somerset Community College
Not gaining ground fast enough
Need industrial 3D printing
Need more influence and bigger pockets
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Eric Wooldridge, Somerset Community College
What is a bigger hook?
What’s in it for them?
How do we get the attention of the big players ?
Questions:
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Eric Wooldridge, Somerset Community College
Economic research and trends in 3D Printing
Connecting the BIG money dots
“Show me the money”
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Eric Wooldridge, Somerset Community College
Use the data to create linksbetween the technology and
what matters to the big players:
Politicians, Educators, Industry Leaders, and Employers
Target partners:
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Eric Wooldridge, Somerset Community College
Jobs
Production contracts
New manufacturing plant locations
Innovative business startups
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Eric Wooldridge, Somerset Community College
Example
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Eric Wooldridge, Somerset Community College
THE FACTSKY CED, 2016 exports:
$29.2B
Aerospace = $10.9B
KY is a contract manufacturing state
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Eric Wooldridge, Somerset Community College
Enterprise Level Companies (ELC), ask a
single question:
The Risk?
Does 3D printing = $$$?
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Eric Wooldridge, Somerset Community CollegeCourtesy of GE at SME Design for Additive Manufacturing Conference, April 2017
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Eric Wooldridge, Somerset Community CollegeCourtesy of GE at SME Design for Additive Manufacturing Conference, April 2017
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Eric Wooldridge, Somerset Community CollegeCourtesy of GE at SME Design for Additive Manufacturing Conference, April 2017
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Eric Wooldridge, Somerset Community College
Then show them what everyone else is doing
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Eric Wooldridge, Somerset Community College
The fear of a missed opportunity
The fear of the status quo disruption
They respond and engage for 2 primary reasons:
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Eric Wooldridge, Somerset Community College
Present a solution
Then networking
Once we have their attention
Then…
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Eric Wooldridge, Somerset Community College
IMPACTIt is all about rural economic success and growth
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Eric Wooldridge, Somerset Community College
From that impact, other funding
sources
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Eric Wooldridge, Somerset Community College
USDA Rural Development
Workforce training funding from Economic Cabinets
Federally supported investment nonprofits
Angel Investment-“Shark Tank” Groups
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Eric Wooldridge, Somerset Community College
Mom always said:
“It is not what you know, it’s who you know.”
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Eric Wooldridge, Somerset Community College
Conclusion
To engage partners…
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Eric Wooldridge, Somerset Community College
The right bait & hook
The Model
Teacher, Hacker, & Hustler
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Eric Wooldridge, Somerset Community College
Get to know people who know people
Continually connect your work back to money they
are missing or will lose
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Eric Wooldridge, Somerset Community College
QUESTIONS & PLAUSIBLE ANSWERS
Facebook.com/cadd.lab606.451.6878
Google search: scc 3d printing
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Eric Wooldridge, Somerset Community CollegeCourtesy of GE at SME Design for Additive Manufacturing Conference, April 2017