3. >> Supply Chain Solutions that Deliver. High Tech Case Study

4. The Sales Pyramid or Customer Value Model Dollars TimeQuality Transactions Quantified Value Solutions Relationships

5. Customer Buying Process Recognize Need Recognize Need Goals Pains Opportunities “As Is” “Should be” “Could be” Gaps Identify Requirements Identify Requirements Make Buy Outsource Do nothing Evaluate Options Evaluate Options $$$ Quality Time Risk Personal Financial Strategic Resolution Of Concerns Resolution Of Concerns Negotiation / Approval Negotiation / Approval

6. Our Primary Decision Maker Contact Primary Decision Maker’s Boss Primary Decision Maker’s Subordinates Our Primary Influencer Contacts Primary Influencers’ Bosses Primary Influencers’ Subordinates Verify the Solution & QV Assumptions. Review the solution with your coach. Pricing - Air (C. Pitts) - Ocean (C. Deller) - uOrder (Regional uOrder mgr) - Brokerage - Contract Logistics (E. Ray) - Ops - RVP, MD Regional VP Sales & Mktg. VP Global Ops Sales Managers Branch Managers “Triple Deck” Verification

7. NextLeap in Action Launched in February 2002 Rolled out to all employees Integrated into our operations Net Revenue Growth Operating Ratio Improvements Performance Metrics 20 Quarters of Deliverables Global Strategic Customers

8. 161116 271217 381318 491419 5101520 NextLeap Target: 20 Strategic Customers Dow Corning

9. Service Partners Strategic Partners Charters Regional Partners 500+ Charters each year worldwide… British Airways, Lufthansa, Kaletta World Airways, Block Hour Program

10. Potential Pain Points for Apple Pro-activity with a High Degree of Communication Security Visibility From our initial contacts and additional field-research UTi Worldwide analysed three Potential Pain Points for Apple:

11. Issue Resolution Process APPLE Local Site Raise Issue Resolve Issue APPLE Regional Site Raise Issue Resolve Issue APPLE Global Site Raise Issue Resolve Issue Understand the issue Utilize tools such as process mapping to gain better understanding Determine if issue is related to operating, resources, skills, or training Re-do process & implement Measure & review results daily until issue is resolved Is issue Resolved ? No Is issue Resolved ? No

12. Technology Infrastructure

13. Escalation Processes Are Built into the SOP To Ensure Rapid Resolution of Problems. SOP On-line

14. Automated SOP Development An Example of an SOP in production…

15. Chain of Events Introduction 12-4-02 Introduction 12-4-02 Mostly “S” Focused Establish Credibility Begin Needs Assessment “S” Focused Needs Assessment “O” Focus Finding their “Passion” Senior Management 12-17-02 Senior Management 12-17-02 Presented to their passion Reduced risk Concern Focused on Security Group Presentation 1-6-03 Group Presentation 1-6-03 SLA Implementation SOP OEM Meetings in Taiwan and China Agreed Metrics Kick-off Meeting on 2-20-03 Taiwan on 2-25-03 Business Award 2-18-03 Business Award 2-18-03 First Shipment 3-3-03 First Shipment 3-3-03 What did following this process give us? Business Awarded: +100 Tons Weekly Airfreight from Asia to USA and Europe. Future potential is Sea Freight, USA Air Export and Customs Brokerage. Estimated Spend with UTi: $20,000,000.00!!!

16. Team Selling & Implementation Approach Equals: P O W E R Glenn Mills Ron Krajniak Pete Savidge Mike O’Toole Cor de Man Colin Pitts Richard Delsini Craig Peikin Claudia Gerlach Frank Chiang David Cheung And many others…. Apple

17. The POWER of Teamwork “Teamwork is the ability to work together towards a common vision. The ability to direct individual accomplishment towards organizational objectives. It is the fuel that allows common people to attain uncommon results!”

18. Free Your Mind Sell High-Tech Free Your Mind… Sell High- Tech