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Field Sales Organization

Field Sales Organization. Patrick Chau Director Field Sales, GCA. Who am I. Christian 36 years old Married for 7 years With 2 sons - Jayden (4 yrs old) - Jonah (6 months old) 14 years of experience in logistics industries Start working in Fritz Companies .

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Field Sales Organization

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  1. Field Sales Organization Patrick Chau Director Field Sales, GCA

  2. Who am I • Christian • 36 years old • Married for 7 years • With 2 sons • - Jayden (4 yrs old) • - Jonah (6 months old) • 14 years of experience in logistics industries • Start working in Fritz Companies

  3. GCA International Chris Pollard COO IIL Process & Policy Product/Trade Lane and Commercial Strategy Beryl Tse SnrDir OPS & Services Integrity Vincent Gao Project Logistics TBA NOC Daryl Chan Key Accts Patrick Chau Director FS Field Sales Florence Mok Head of HR Michael Pereira SnrDirector Air Phil Chin Ocean SiuWah Controller Finance AkantRai Trade Lane ISC Deepak Saxena Trade Lane MEA / ANZ RingoIp Trade Lane ACE Ian Blackman ISCS Harry Li CMC Victoria Terng JIT Paula Patino Trade Lane LAM Operations & Sales Execution Herbert Wang Mgr West China Alan Yu GM Taiwan Daryl Chan MD E China Vincent Gao MD N China Phil Chin MD S China

  4. OneView Sales Process Matching OneView Steps with the Miller Heiman Sales Funnel

  5. Sales Funnel Stages Data suggests a potential fit Data suggests a possible order Data verifies a possible order Universe Above the Funnel In the Funnel Best Few Clearly defined next steps Little or no luck involved

  6. Opportunity Grid • Developed Opportunities appear on Company main Page • Click + sign to open Opportunity Main Page and Develop New Opportunity • Click on Arrow to Access Existing Opportunity • Won/Lost Opportunities Appear under History Tab • Use Global Search Functionality to search for Opportunities

  7. Incentive Program Objective • To drive the sales behavior towards company directions & goals • Target outcomes on new scheme • Increase New business on board • Increase pipeline visibility and sales forecast • Promote Core tradelane & product • Grow larger size of wins • Align to speak same sales language in GCA • Contribution to network selling by sales lead

  8. Key elements of refined sales incentive program • Incentive will only applicable for “Closed/won” opportunity in One View • Change of incentive scale in which sales will be rewarded on incentive without an end date. • Additional 10% incentive paid to Core Tradelane , Import biz at the 1st year. • Incentive to those approved special rate shipments (Can be -ve NR) to Core Tradelane • Reward half incentive scale for Qualified sales lead to network at the 1st year. • FS must produce 8 sales call (with potential opportunity) per week and min. 5 sales lead per month

  9. GCA Field Sales – Winning together (starting with the basics) Ambition Strategies Objectives Areas Immediate Tasks w/Timeline ACHIEVE 15% GROWTH ON ROI IN FIELD SALES BY END 2012 REVAMP A FIELD SALES ORGANIZATION • Increase average size of wins & win more contracted/regular business • Participate in larger tenders & win larger customers • Close the back door (stop loosing customers we have won) • Build marketing strategy & capabilities (no. of leads/month) • Evaluate the right opportunity size for GCA Field Sales organization by week 50 • Review with respective station / sales managers • Re-visit the past win ratio of sold business through One View • Identify the Right Opportunity Size (larger) • Coordinate with all stations for Global One View initiatives • Cleanse up exercise by week 47 • Process, Usage, Productivity and Opportunity Data Integrity on One View DEVELOP EXPERTISE IN CORE TRADE LANE • Have compelling show cases in GCA preferred trade lane or segments to demonstrate credibility on larger opportunities • Focus & deploy resources in a more targeted way • Develop solutions that can be replicated for other customers • Align with Trade lane leaders for joint sales effort • Align with RM on developing right sales tools (TBA) • Air: MSR and Solution Tariff • Sea: Grid and/or local area ops • Knowledge management on sales materials (on-going) • Sales E-Learning Portal • One View Training materials • Incentive Program • GCA / Product / Country / Trade lane presentations Provide adequate sales tools ENCOURAGE PERFORMANCE & WINNING CULTURE • Be able to attract sales talents due to aggressive & achievable incentive schemes • Celebrate every month the top 5 performers • Advertise wins internally & externally (case studies, press) • Promote ‘best team wins’ principles & include in scorecard • Drive sales performance management through One View & coaching ROI on Sales • Develop sales productivity / measuring tools on ROI by week 49 • Review with finance & HR on ROI for sales • Roll out to all GCA stations management • Develop a quarterly scorecard to mgt’s review Yield mgt • Manage to provide support & performance to all station managers by week 46 • Low yielding customer or business • Loss making customers IMPROVE HOW WE WORK TOGETHER • Embrace the GCA 2 sales channels, 1 sales pipeline culture • Promote clarity & acceptance of roles & responsibilities of commercial function • Develop governance, guidelines and decision making process • Get close to our counterparts in Regional & Global (initiatives, calls & meetings) Implementation Hand-over • Ensure Sales / sales support is responsible for establishing the SOP or clear shipping instructions. • Align with CRD project team for on-going process on implementation and execution by week 48

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