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MarketingTeamCorrectiveApproachAgenda•Whereweare?–PMEresourceandproductivity–1Hreviewandproductivityupdate•Wherewearegoingto?–PMEresourceandproductivity–Focussuppliers–Inventoryprivilegebargain–MarketingdrivetheSalesactivity•HowtoachievetheobjectivesandWhatsupportsneeded?–PMEResourcerequest–PMEjobcompetencetraining–AggregationaroundArrowAsiaPMEinCN1HProductivityCoveredLinesCoveredofficeLocationWinston36516BJKang33626BJJeff34636BJDonna27026BJJenny26066BJVicky46116SHFrank39523SHClark44736SHSheila31766SHJane30356SHStephen29046SHEddy29556HKWhereWeare?HC=12Whereweare?•PMEassignmentCriteria–EveryPMEfocusonnomore2keylines–Decreaselinecoverageinsteadofterritorycoverage–Balanceproductivity–PMELocatedinwheresupplierhavekeycontactwindow–PMEhavegotsomemindsharebefore–RelationInterface•Resultreview–Goodnews•MostofSemi.LinesGotfocus•MostofPMEworkloadgotbetter–Badnews•RiskofPMEturnover•PemcoPMEworkloadstillthere•Territorycoveragehavelimitationofexpenseandcommunication•KeylinesstillhavecomplaintsYearBudgetNSBVSBudgetVENDORYTDGP%PlanGP%VENDORNSBGP$ADI2789.999.15%6500.0010.25%ADI102%91%AMD2069.1310.39%8000.004.88%AMD62%131%CYPRESS342.854.27%1000.0011.20%CYPRESS82%31%FSC1208.239.04%1000.0011.11%FSC288%234%HP638.155.41%2300.004.87%HP66%73%INTL8456.684.32%27200.007.18%INTL74%45%IR4127.127.49%10000.008.29%IR98%89%ISSI/ICSI598.5413.53%2000.007.00%ISSI/ICSI71%138%MICH1025.2610.51%2400.0011.93%MICH102%90%MOT3535.189.81%8000.008.80%MOT105%117%NSC1588.039.54%4200.0010.01%NSC90%86%ON953.1613.90%4000.0010.37%ON57%76%PHN4057.8311.37%14000.006.13%PHN69%128%ST2060.6413.44%8200.0010.15%ST60%79%TI2941.359.19%5300.007.92%TI132%153%TOS336.678.90%1000.007.00%TOS80%102%WINB406.6311.85%1400.007.00%WINB69%117%SUB-TOTAL37135.438.64%106500.007.90%SUB-TOTAL83%91%AMP279.815.58%700.0012.00%AMP95%44%AVX288.0517.03%1000.0020.00%AVX69%58%FCI126.9711.00%400.007.50%FCI76%111%BOURNS197.7319.80%300.0018.00%BOURNS157%173%KEM1314.9724.91%4700.0018.93%KEM67%88%LIF435.6111.63%250.0011.50%LIF415%419%MOLEX65.91#DIV/0!450.0010.50%MOLEX35%#DIV/0!RAY86.3419.79%850.0017.18%RAY24%28%VIS164.2127.57%550.0017.27%VIS71%113%YAGEO2.45#DIV/0!900.0018.33%YAGEO1%#DIV/0!SUB-TOTAL2962.0619.56%10100.0017.22%SUB-TOTAL70%79%Semi+PemcoOthers3504.008.62%18950.006.66%Semi+PemcoOthers44%57%TOTAL43601.489.38%135550.008.42%TOTAL77%85%Total0%50%100%150%200%250%300%350%400%450%ADICYPRESSHPIRMICHNSCPHNTIWINBAVXBOURNSLIFRAYYAGEOChinaNorthPerformancebylineNSBGP$Whereweare?YearBudgetRankingRemarkVENDORYTDGP%PlanGP%VENDORNSBADI2789.999.15%6500.0010.25%ADI3AMD2069.1310.39%8000.004.88%AMD3CYPRESS342.854.27%1000.0011.20%CYPRESS3FSC1208.239.04%1000.0011.11%FSC7HP638.155.41%2300.004.87%HP5INTL8456.684.32%27200.007.18%INTL3IR4127.127.49%10000.008.29%IR1MNCISSI/ICSI598.5413.53%2000.007.00%ISSI/ICSI3MICH1025.2610.51%2400.0011.93%MICH4MOT3535.189.81%8000.008.80%MOT3NSC1588.039.54%4200.0010.01%NSC3ON953.1613.90%4000.0010.37%ON3PHN4057.8311.37%14000.006.13%PHN3ST2060.6413.44%8200.0010.15%ST2TI2941.359.19%5300.007.92%TI4TOS336.678.90%1000.007.00%TOS6WINB406.6311.85%1400.007.00%WINB4SUB-TOTAL37135.438.64%106500.007.90%SUB-TOTALAMP279.815.58%700.0012.00%AMP4AVX288.0517.03%1000.0020.00%AVX4FCI126.9711.00%400.007.50%FCI3BOURNS197.7319.80%300.0018.00%BOURNS4KEM1314.9724.91%4700.0018.93%KEM1MNCLIF435.6111.63%250.0011.50%LIF4MOLEX65.91#DIV/0!450.0010.50%MOLEX7RAY86.3419.79%850.0017.18%RAY3VIS164.2127.57%550.0017.27%VIS5YAGEO2.45#DIV/0!900.0018.33%YAGEO5SUB-TOTAL2962.0619.56%10100.0017.22%SUB-TOTALSemi+PemcoOthers3504.008.62%18950.006.66%Semi+PemcoOthersTotalWhatwecangetfromtheanalysis•HowwegetRankingNo.1–Wegetonly1~2bigMNCaccounts:IR/Kemet•HowourcompetitorsgetRankingNo.1?–TheyhavebeeninvestingonDemandCreation•Theyhavealotoflocalcustomerbase•Theyfocusonthelocalcustomerdevelopment•Theyfocusontheirapplicationsegments–TheyfocusontherelationshipwithSuppliers&customers•TheyhavetheflexiablesystemtomeetSuppliers’sexpectation•TheyhavetheflexiablepolicytomeetCustomer’sexpectation•TheyhavebettercontingencyplanandoperationflowtomeetthegapforbothofSuppliersandCustomersPMEinCN2HProductivityCoveredLinesCoveredofficeLocationWinston50016BJKang50023BJJeff50033BJDonna30033BJXiaoning30056BJVicky40016SHFrank40023SHClark40033SHSheila30076SHJane40046SHStephen40033SHVacancy40056SHEddy40056HKWhereWearegoingto?PMEVENDORLOC1HNSB1HGP$1HGP%1HDTAM1HDTAMShare2HTargetshare2HforcastJeffWeiADINC1779189.810.67%889520%30%2669JeffWeiADICC101065.36.47%505020%30%1515WinstonLeiintelNC7246306.54.23%2415330%32%7729WinstonLeiintelCC120958.54.84%806015%30%2418ClarkShiIRNC2835144.05.08%567050%60%3402ClarkShiIRCC1291164.912.77%322840%50%1614DonnaPanMICHNC78689.211.35%262030%35%917DonnaPanMICHCC23818.47.75%119020%28%333KangWangMotorolaNC86359.26.86%863010%20%1726FrankSoMotorolaCC2671287.710.77%1335520%25%3339JeffWeiNSCNC24443.217.70%48805%21%1025ClarkShiNSCCC1343108.28.06%671520%24%1612StephenLiuONSemiNC28530.410.65%57005%11%627StephenLiuONSemiCC667102.115.30%133405%11%1467VickyShenPHNNC2406205.28.53%1203020%22%2647VickyShenPHNCC1651255.915.50%825520%22%181