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Motorola Document Classification, File Name, Rev Number Add additional legal text here if required by your local Legal Counsel. MOTOROLA and the Stylized.

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Presentation on theme: "Motorola Document Classification, File Name, Rev Number Add additional legal text here if required by your local Legal Counsel. MOTOROLA and the Stylized."— Presentation transcript:

1 Motorola Document Classification, File Name, Rev Number Add 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 2008 Karla Rentería ScanSource MX – 2008 Yearly Business Review

2 Motorola Document Classification, File Name, Rev Number Add 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.

3 Motorola Document Classification, File Name, Rev Number Add 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? QtrYNTotal 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

4 Motorola Document Classification, File Name, Rev Number Add 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

5 Motorola Document Classification, File Name, Rev Number Add 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 QtrARBPPBPSPPSPORTotal 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

6 Motorola Document Classification, File Name, Rev Number Add 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)

7 Motorola Document Classification, File Name, Rev Number Add 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

8 Motorola Document Classification, File Name, Rev Number Add 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) QtrADCWIMCRFTotal 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

9 Motorola Document Classification, File Name, Rev Number Add 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

10 Motorola Document Classification, File Name, Rev Number Add 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

11 Motorola Document Classification, File Name, Rev Number Add 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, Realidad ScanSource Mexico 2008 BRANDING

12 Motorola Document Classification, File Name, Rev Number Add 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.

13 Motorola Document Classification, File Name, Rev Number Add 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 ONE Feb - June 2008 Customer 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.

14 Motorola Document Classification, File Name, Rev Number Add 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 & Advertising News 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: ADC Jan – Dec 2008, 1 Avertisement per month 25, 000 copies per Month Email blast Color

15 Motorola Document Classification, File Name, Rev Number Add 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

16 Motorola Document Classification, File Name, Rev Number Add 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 2008 VIP Customers Impact Now, Oct 2008 Update Strategies ANADIC CONGRESS To Reinforce our presence To extend our coverage Recruitmen Event New partners South-east of México

17 Motorola Document Classification, File Name, Rev Number Add 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 “

18 Motorola Document Classification, File Name, Rev Number Add 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 ”

19 Motorola Document Classification, File Name, Rev Number Add 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

20 Motorola Document Classification, File Name, Rev Number Add 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


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