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2004 ISM

2004 ISM. 2003 In Review. Industry - 6 % KI Divisions - 15 % Region 1 - 16 % Region 3 O % Region 2 - 14 %. 2003 Results. 87% of Plan on Shipments $ 102 million vs Plan of $ 117 million. District Rankings. Region 2. By Sales Volume.

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2004 ISM

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  1. 2004 ISM

  2. 2003 In Review • Industry - 6 % • KI Divisions - 15 % • Region 1 - 16 % • Region 3 O % • Region 2 - 14 %

  3. 2003 Results • 87% of Plan on Shipments • $ 102 million vs Plan of $ 117 million

  4. District Rankings Region 2

  5. By Sales Volume 1. Dave Fairburn / Chicago District $ 20.7 million 2. Scott Niedermeyer & Associates $ 20.2 million 3. Billy Thomason & Associates $ 18.8 million 4. Glen Jones & Associates $ 9.2 million 5. Michigan Furniture Associates $ 8.5 million 6. Lowe and Associates $ 6.7 million 7. The KERA Group $ 5.3 million 8. Bart Turner & Associates $ 5.1 million 9. The Binford Group $ 4.2 million 10. Scott Russell/South Florida $ 2.0 million 11. Kevin Kashwer & Associates $ 1.2 million Regional Ranking 1 $ 102 million

  6. By Growth • Kevin Kashwer & Associates + 38% • The Binford Group + 26% • Bill Thomason and Associates + 6.4% • Glen Jones & Associates - 9% • Scott Russell/South Florida - 10% • Michigan Furniture Associates - 12% • Dave Fairburn/Chicago - 17.5% • Bart Turner & Associates - 18% • Scott Niedermeyer & Associates - 19% • The KERA Group - 22% • Lowe and Associates - 38% Regional Ranking 2 -14%

  7. By Plan Attainment • Bill Thomason & Associates 110 % • Glen Jones & Associates 99 % • Scott Niedermeyer & Associates 95 % • Dave Fairburn/Chicago 93% • The Binford Group 93% • Michigan Furniture Associates 89% • The KERA Group 70% • Lowe and Associates 61% • Kevin Kashwer & Associates 56% • Bart Turner & Associates 56% • Scott Russell/South Florida 51% • Regional Ranking 1 87%

  8. By $/BPI • Niedermeyer & Associates (3.9) $ 5.2 million / BPI • Dave Fairburn/Chicago (4.5) $ 4.6 “ • Bill Thomason & Associates (4.8) $ 3.9 “ • The Binford Group (1.5) $ 2.9 “ • Glen Jones & Associates (3.3) $ 2.8 “ 6. Michigan Furniture Ass. (3.7) $ 2.3 “ • The KERA Group (3.0) $ 1.7 “ • Lowe & Associates (4.0) $ 1.7 “ • Bart Turner & Associates (3.2) $ 1.6 “ • Kevin Kashwer & Associates (1.0) $ 1.1 “ • Scott Russell/South Florida (1.8) $ 1.1 “ Regional Ranking 1 $ 3 million / BPI

  9. 2004 Goal 104 in 04 $ 104 million

  10. Back to the Basics • Are our teams fully staffed and trained and are we coaching them weekly to improve their skills ? Call Planning and Weekly Call Reviews with each rep? Weekly Engagement with each Rep ? Team Meetings to share successes and best practices ?

  11. Back to the Basics 2. Are we calling on the markets and accounts that we should be calling on? Are Target Accounts in Core Markets clearly identified ? (Top75) Is call frequency adequate to penetrate new accounts ? (FT) Are we calling on existing accounts with proper frequency ? (FT) Are we calling on A&D aggressively ?

  12. Back to the Basics • 3. Is our Active Project funnel increasing ? • If our teams are a) fully staffed and trained b) being coached weekly c) calling where they should be calling • We will have MORE projects to work on and we will win MORE of them. • We will review progress towards this goal on an ongoing basis ! (Handout)

  13. Back to the Basics • Are we calling on A&D effectively ? How do your A&D firms perceive KI ? (Handout) Are you using our A&D Promotions ? Last year 5 of 11 Districts did not participate in the Dance promo ? Are you using the A&D Discount - 75% off ? What events are you planning for 2004 with the additional A&D Budget that is available to you ? Weekly review of Call Activity to Target A&D Accounts.

  14. Back to the Basics 5. Is your team using and leveraging the resources KI offers INTENSIVELY !! A&D Promotions/75% off Discount/New A&D Budget ! Better use of Marketing/Product Manager - Travel to ADD VALUE !! Packer Games/Resch Center Events/Golf at Kohler/PGA/Other. Support from your Regional Wall Managers - Tim, Dennis, Whit. QBD/Customer Service – Expect a lot from them / Appreciate them a lot too –they want you to win !

  15. High Impact Opportunities Top 5 for Region 2: • Increase $/BPI Productivity in Florida, Michigan, Oklahoma and Texas to the National Average (Back to Basics Points 1, 2, 3) • Attain Manpower Plan in next 60 days (Back to Basics Point 1) • Improve Efficiency and Effectiveness of Sales Team by reducing non value added activities and improving our CAD, Project Management and Service/Installation processes. • Continued focus on developing and supporting a “best in class” District Management Team that has high expectations of their own teams and high expectations of KI – less emphasis on skip a level reporting and more emphasis on results (More Projects = More Sales = Improved $/BPI) !! • Intense Focus on A&D (Top 10, Events, A&D Discounts/Promos)

  16. Other Items • Regional Dinner at Titletown • Make the most of this ISM – Be engaged at the various presentations and be a good Ambassador for Region 2 ! • Most Important – Enjoy yourself !

  17. Region 2 Operations Team Michelle Kugler SOM Hal Maier Team Leader Julie Van Laanen Team Leader Amy Dorchester Team Leader

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