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Motorola Document Classification, File Name, Rev NumberAdd additional legal text here if required by your local Legal Counsel.
MOTOROLA and the Stylized M Logo are registered in the US Patent & Trademark Office. All other product or service names are the property of their respective owners. © Motorola, Inc. 2005
January 2008Karla Rentería
ScanSource MX – 2008Yearly Business Review
Motorola Document Classification, File Name, Rev NumberAdd additional legal text here if required by your local Legal Counsel.
MOTOROLA and the Stylized M Logo are registered in the US Patent & Trademark Office. All other product or service names are the property of their respective owners. © Motorola, Inc. 2005
ScanSource México 2007 Recap
Key Highlights
• Biggest Distributor with 59% of EMB share• Closing with Top 10 partners• Total SO 2007 (NET REV): USD$8,821.-
– Q1 USD$1,675.-
– Q2 USD$2,266.-
– Q3 USD$2,502.-
– Q4 USD$2,378.-
Areas of Opportunity• Support Services Delivery• Follow up with Events• New Marketing Strategies
Corrective Action Plans• Follow up DB.• Work with new ARs • One to One: Chihuahua, Baja
California, Monterrey, Queretaro, SLP, Puebla, México, Edo Mex
• Event metrics and Focus on closing.
Motorola Document Classification, File Name, Rev NumberAdd additional legal text here if required by your local Legal Counsel.
MOTOROLA and the Stylized M Logo are registered in the US Patent & Trademark Office. All other product or service names are the property of their respective owners. © Motorola, Inc. 2005
Balanced Portafolio and Incentives• Q4 Available Fund and Total Incentive:111%
• Q4 Target based on AR/OR SO: 131%
• Q4 Targer Based on Customer Service Rev: 193%
• Q4 Target Based on ADC AR/OR SO: 111%
• Annual 2007 ADC AR/OR RunRate: 104%
Managed Partner?
Qtr Y N Total
2005Qtr 1 $1,344 $484 $1,828
2005Qtr 2 $743 $1,171 $1,914
2005Qtr 3 $467 $1,025 $1,492
2005Qtr 4 $808 $1,340 $2,147
2006Qtr 1 $1,057 $1,930 $2,987
2006Qtr 2 $4,863 $1,296 $6,159
2006Qtr 3 $2,078 $1,975 $4,053
2006Qtr 4 $1,753 $3,516 $5,269
2007Qtr 1 $638 $1,257 $1,895
2007Qtr 2 $1,387 $1,455 $2,842
2007Qtr 3 $1,274 $1,320 $2,594
2007Qtr 4 $1,382 $1,341 $2,723
Total $17,795 $18,108 $35,903
Motorola Document Classification, File Name, Rev NumberAdd additional legal text here if required by your local Legal Counsel.
MOTOROLA and the Stylized M Logo are registered in the US Patent & Trademark Office. All other product or service names are the property of their respective owners. © Motorola, Inc. 2005
SALES OUT ADC & AR/OR ADC
Q Target Q Real % Attained Q target % Quote GrowthQ1 314,033.00 369,424.00 118% 450,900 18%Q2 628,066.00 440,959.00 70% 550,000 20%Q3 628,066.00 473,837.00 75% 575,000 18%Q4 523,389.00 581,501.00 111% 600,000 3%
2,093,554.00 1,865,721.00 89% $2,175,900 14%
Q Target Q Real % Attained Q Target % Quote GrowthQ1 264,570.00 169,399.00 64% 321,509Q2 264,570.00 289,316.00 109% 321,508Q3 264,570.00 274,834.00 104% 321,508Q4 264,570.00 365,801.00 138% 321,508
1,058,280.00 1,099,350.00 103.88% 1,286,034 15%
ADC SALES OUT2007 2008
AR/OR SALES OUT2007 2008
Motorola Document Classification, File Name, Rev NumberAdd additional legal text here if required by your local Legal Counsel.
MOTOROLA and the Stylized M Logo are registered in the US Patent & Trademark Office. All other product or service names are the property of their respective owners. © Motorola, Inc. 2005
SS Revenue by Partner Level (D1)PARTNER_LEVEL
Qtr AR BP PBP SP PSP OR Total
2007Qtr 1 $512 $611 $38 $318 $320 $96 $1,895
2007Qtr 2 $661 $441 $265 $130 $1,257 $85 $2,838
2007Qtr 3 $862 $272 $133 $134 $1,131 $62 $2,593
2007Qtr 4 $1,215 $217 $126 $159 $779 $227 $2,723
Grand Total $3,250 $1,540 $562 $741 $3,486 $471 $10,050
Motorola Document Classification, File Name, Rev NumberAdd additional legal text here if required by your local Legal Counsel.
MOTOROLA and the Stylized M Logo are registered in the US Patent & Trademark Office. All other product or service names are the property of their respective owners. © Motorola, Inc. 2005
SS Revenue by Partner Level (D1)
Customer Type 2007 % Sales # ClientesAR - Authorized Reseller $3,732,403 37.59% 204PSP - Premier Solution Providers $3,101,098 31.23% 8BP - Business Partner $1,553,002 15.64% 7SP - Solution Provider $789,276 7.95% 4OP- Open Reseller $492,494 4.96% 163PBP - Premier Business Partner $257,479 2.59% 1ISV - Independent Software Vendor $4,763 0.05% 2Total general $9,930,515 100.00% 389
Motorola Document Classification, File Name, Rev NumberAdd additional legal text here if required by your local Legal Counsel.
MOTOROLA and the Stylized M Logo are registered in the US Patent & Trademark Office. All other product or service names are the property of their respective owners. © Motorola, Inc. 2005
New Partner Adds – Scansource MX
5
New Partners: 150 AR / OR
Follow up and training
State Total % Sales # ClientesDF $4,080,253 41.09% 124NL $3,692,310 37.18% 45BC $437,684 4.41% 3EDO MEX $421,709 4.25% 39JAL $204,274 2.06% 16GTO $178,906 1.80% 9CHIH $162,907 1.64% 12QRO $159,698 1.61% 5PUE $126,811 1.28% 19YUC $99,765 1.00% 5VER $58,200 0.59% 8AGS $49,932 0.50% 6COAH $39,484 0.40% 12BCS $35,915 0.36% 1SLP $32,631 0.33% 6SON $29,528 0.30% 4TAM $24,354 0.25% 7SIN $22,025 0.22% 6TLAX $5,488 0.06% 3QROO $2,451 0.02% 6CHIS $1,937 0.02% 2MICH $1,060 0.01% 1NAY $1,046 0.01% 1TAB $878 0.01% 1OAX $767 0.01% 2HGO $561 0.01% 2DGO $478 0.00% 1GRO $228 0.00% 1TOTAL $9,930,515 100.00% 389
Motorola Document Classification, File Name, Rev NumberAdd additional legal text here if required by your local Legal Counsel.
MOTOROLA and the Stylized M Logo are registered in the US Patent & Trademark Office. All other product or service names are the property of their respective owners. © Motorola, Inc. 2005
SS – Product Balance (D1)
Qtr ADC WI MC RF Total
2005Qtr 1 $301 $31 $1,494 $1,826
2005Qtr 2 $442 $140 $1,288 $13 $1,883
2005Qtr 3 $390 $73 $1,016 $2 $1,482
2005Qtr 4 $386 $122 $1,545 $6 $2,058
$1,519 $366 $5,343 $22 $7,250
2006Qtr 1 $511 $154 $2,268 $13 $2,947
2006Qtr 2 $404 $90 $5,639 $14 $6,147
2006Qtr 3 $437 $75 $3,508 $3 $4,022
2006Qtr 4 $469 $168 $4,338 $5 $4,980
$1,821 $487 $15,753 $35 $18,096
2007Qtr 1 $369 $107 $1,280 $69 $1,825
2007Qtr 2 $441 $48 $2,185 $103 $2,777
2007Qtr 3 $474 $49 $1,981 $40 $2,544
2007Qtr 4 $582 $143 $1,822 $21 $2,568
$1,866 $346 $7,269 $233 $9,714
Motorola Document Classification, File Name, Rev NumberAdd additional legal text here if required by your local Legal Counsel.
MOTOROLA and the Stylized M Logo are registered in the US Patent & Trademark Office. All other product or service names are the property of their respective owners. © Motorola, Inc. 2005
QUOTAS & RESULTS
SM MX Targeted Annual Revenue 2008 $ 10’200 K Net Revenue
Q (%) Quota Q1 (15%) $ 2,050 Q2 (30 %) $ 2,350 Q3 (30 %) $ 2,650 Q4 (25 %) $ 3,150
TOTAL 2008 $10,200 13.6% Growth
Motorola Document Classification, File Name, Rev NumberAdd additional legal text here if required by your local Legal Counsel.
MOTOROLA and the Stylized M Logo are registered in the US Patent & Trademark Office. All other product or service names are the property of their respective owners. © Motorola, Inc. 2005
MARKETING ACTIVITIES 2008
Marketing Costs
1.6% Co-ops
Net Revenue: $ 10,200 K
Co-ops 2008: $ 163 K
Motorola Document Classification, File Name, Rev NumberAdd additional legal text here if required by your local Legal Counsel.
MOTOROLA and the Stylized M Logo are registered in the US Patent & Trademark Office. All other product or service names are the property of their respective owners. © Motorola, Inc. 2005
Experiencia, Consultoria, RealidadScanSource Mexico 2008
BRANDING
Motorola Document Classification, File Name, Rev NumberAdd additional legal text here if required by your local Legal Counsel.
MOTOROLA and the Stylized M Logo are registered in the US Patent & Trademark Office. All other product or service names are the property of their respective owners. © Motorola, Inc. 2005
Kick off Motorola 15 – 17 February 2008 Sales Team
Objectives, Strategies, Quotes, Spiffs, Launch New Products,Begining Value Selling Training.
Motorola Document Classification, File Name, Rev NumberAdd additional legal text here if required by your local Legal Counsel.
MOTOROLA and the Stylized M Logo are registered in the US Patent & Trademark Office. All other product or service names are the property of their respective owners. © Motorola, Inc. 2005
ONE TO ONEFeb - June 2008Customer Training, 1 per month
Chihuahua, Baja California, Monterrey, Querétaro, San Luis Potosí, Puebla,D.F., Edo de México
Objectives: Review Business Plan, Marketing Plan, Forecast, Specifics Customer Requeriments.
After Webcast Training:Technical tools training to improve our partners knowledge – Solution Builder, Symbol University, Edu, Gateway, and certifications.Specific technology Training: Wireless, MC advanced, ADC.
Motorola Document Classification, File Name, Rev NumberAdd additional legal text here if required by your local Legal Counsel.
MOTOROLA and the Stylized M Logo are registered in the US Patent & Trademark Office. All other product or service names are the property of their respective owners. © Motorola, Inc. 2005
Media & AdvertisingNews Paper to position SS MX as the best distributor in the market – experience, solutions, market share
Infochannel: Case Studies Vertical Markets, Solutions with Partners
March, June, September 2008, 1 Advertisement per month
Infopage: Branding, campaing, promotions, launch products
Feb – Dec 2008 , 1 Avertisement per month
10,000 copies per week
Boletín de la computación: ADCJan – Dec 2008 , 1 Avertisement per month
25, 000 copies per MonthEmail blastColor
Motorola Document Classification, File Name, Rev NumberAdd additional legal text here if required by your local Legal Counsel.
MOTOROLA and the Stylized M Logo are registered in the US Patent & Trademark Office. All other product or service names are the property of their respective owners. © Motorola, Inc. 2005
Floor Day: One Day per Quarter
Motorola Document Classification, File Name, Rev NumberAdd additional legal text here if required by your local Legal Counsel.
MOTOROLA and the Stylized M Logo are registered in the US Patent & Trademark Office. All other product or service names are the property of their respective owners. © Motorola, Inc. 2005
Events 2008
Scanteach 2008, Mexico, D.F. Jun 2008•Recruitment event•Training before ScanTeach: Retail
Partner Conference May 2008VIP Customers
Impact Now , Oct 2008Update Strategies
ANADIC CONGRESS•To Reinforce our presence•To extend our coverage•Recruitmen Event New partners South-east of México
Motorola Document Classification, File Name, Rev NumberAdd additional legal text here if required by your local Legal Counsel.
MOTOROLA and the Stylized M Logo are registered in the US Patent & Trademark Office. All other product or service names are the property of their respective owners. © Motorola, Inc. 2005
SPIFFS Q1 & Q2 2008
2.- Viste tu casa con Motorola durante Q3: la adquisición será a través de una tienda departamental, por cuestión de espacio no habrá exhibición en el área de ventas solo en la tienda
Spiffs to sales
Goal: Increase 14% Net Rev ADC: 1,125 K
Spiff: Objectives per sales rep, per product line, per quota
Acelerators
The spiff was winning if and only if it(he,she) comes to the goal
“La Tiendita Motorola”
“ Viste tu Casa “
Motorola Document Classification, File Name, Rev NumberAdd additional legal text here if required by your local Legal Counsel.
MOTOROLA and the Stylized M Logo are registered in the US Patent & Trademark Office. All other product or service names are the property of their respective owners. © Motorola, Inc. 2005
“La Tiendita Motorola” “ Viste tu Casa ”
Motorola Document Classification, File Name, Rev NumberAdd additional legal text here if required by your local Legal Counsel.
MOTOROLA and the Stylized M Logo are registered in the US Patent & Trademark Office. All other product or service names are the property of their respective owners. © Motorola, Inc. 2005
ISSUES
− Grid Model PE to BP and AR level partners
− Service contracts for large projects should not exclude the distributor
− SSINC invoice to price exception cost
− Rules of program Partner : Sales without SAP
− Scanmex
Motorola Document Classification, File Name, Rev NumberAdd additional legal text here if required by your local Legal Counsel.
MOTOROLA and the Stylized M Logo are registered in the US Patent & Trademark Office. All other product or service names are the property of their respective owners. © Motorola, Inc. 2005
Gracias
Thank you