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January 2008 Karla Rentería

ScanSource MX – 2008 Yearly Business Review. January 2008 Karla Rentería. 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.-.

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January 2008 Karla Rentería

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  1. ScanSource MX – 2008 Yearly Business Review January 2008 Karla Rentería

  2. 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.- ScanSource México 2007 Recap • 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. 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%

  4. SALES OUT ADC & AR/OR ADC

  5. SS Revenue by Partner Level (D1)

  6. SS Revenue by Partner Level (D1)

  7. New Partner Adds – Scansource MX 5 • New Partners: 150 AR / OR • Follow up and training

  8. SS – Product Balance (D1)

  9. 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. MARKETING ACTIVITIES 2008 Net Revenue: $ 10,200 K 1.6% Co-ops Co-ops 2008: $ 163 K Marketing Costs

  11. BRANDING Experiencia, Consultoria, Realidad ScanSource Mexico 2008

  12. Kick off Motorola 15 – 17 February 2008 • Sales Team • Objectives, Strategies, Quotes, Spiffs, Launch New Products, • Begining Value Selling Training.

  13. 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. Media & AdvertisingNews Paper to position SS MX as the best distributor in the market – experience, solutions, market shareInfochannel:Case Studies Vertical Markets, Solutions with PartnersMarch, June, September 2008, 1 Advertisement per monthInfopage:Branding, campaing, promotions, launch productsFeb – Dec 2008 , 1 Avertisement per month 10,000 copies per weekBoletín de la computación: ADCJan – Dec 2008 , 1 Avertisement per month 25, 000 copies per Month Email blast Color

  15. Floor Day: One Day per Quarter SALES MARATHON

  16. 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. SPIFFS Q1 & Q2 2008 • 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 “ 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

  18. “ Viste tu Casa ” “La Tiendita Motorola”

  19. 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. GraciasThank you

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