【正文】 12 60% 70 55% 31 50% 22% 130 M M 60 0% 900 35% 400 25% 6% 335 Kamp。 we must beta and Production Eval. to have any chances of receiving orders from Amkor in late 02 and early 03. There is a strong possibility that Amkor will buy 500 to 1000 WB next year and ESEC could be 2nd or 3rd source. Relevant products for 0203: Tsunami (beta test planned for Oct in Korea prod eval in Dec. ATK 4 Business Forecast WB DA amp。 Strategy Amkor is the largest Sub Con in backend (~31% m/s, over 5M sqft. of manufacturing). Customers include Intel, Lucent, Infineon, TI, Xilinx, etc. Vision and strategy: Remain largest subcon, forge close business relationships with customers. Geographic expansion has been fueled with recent acquisitions in China, Taiwan amp。s prior written consent. BEJ 5 030301BL9LELAM_EN Major process metrics example Key metrics ? Agreed account definition ? Agreed account prioritization criteria ? account profile database built up and centrally managed ? account profile database regularly updated ? account profitability defined and agreed Targeting This information is confidential and was prepared by Bain amp。 it is not to be relied on by any 3rd party without Bain39。 Company solely for the use of our account。s prior written consent. BEJ 1 030301BL9LELAM_EN Large Account Management This information is confidential and was prepared by Bain amp。This information is confidential and was prepared by Bain amp。 Company solely for the use of our account。 it is not to be relied on by any 3rd party without Bain39。s prior written consent. BEJ 4 030301BL9LELAM_EN Large Account Management (1/5) account lifetime value Legend petitive position account Profile database Internal data Priority account list Market data Customer interview ?Targets needs and spend are profiled through market research, site visits and IT spending analysis ?Existing Customers prioritized by lifetime value and strength of the relationship ?New customers Prioritized by lifetime value and ability to serve Targeting Level II: Level I KSF Legend cost to serve This information is confidential and was prepared by Bain amp。 Company solely for the use of our account。 Japan… Business expansion: Expansion through Mamp。 WB Equipment Purchasing Amkor uses a multi source strategy for both DA amp。S/ ASM WB CHF M M Profitability This information is confidential and was prepared by Bain amp。 Company solely for the use of our account。 it is not to be relied on by any 3rd party without Bain39。s prior written consent. BEJ 10 030301BL9LELAM_EN Account profitability is used to prioritize account Account value/ potential value X Legend petitive position = Expected revenue Expected revenue Legend cost to serve with dedicated account = Expected account profit Expected account profit = Profit target Large Account list Expected account profit Profit target High Low Strategic value This information is confidential and was prepared by Bain amp。 Company solely for the use of our account。 it is not to be relied on by any 3rd party without Bain39。s prior written consent. BEJ 14 030301BL9LELAM_EN Competitive positioning: current share of wallet ? Share of wallet = Company’s share of customer spend Customer’s total spend in that market ? Maximizing share of wallet enables capture of full value make better pricing decisions deepen relationship with customers better service and support to targeted segments tailor strategy around increasing value proposition。s prior written consent. BEJ 15 030301BL9LELAM_EN Competitive positioning: future share of wallet ? Future Share of wallet =Company’s future share of customer spend Customer’s future total spend in that market ? Factors that might impact future share of wallet: client relationship Product quality and other value proposition Change in client organization, . new contact person, etc. Legend track record in the industry petitor practices Share of wallet analysis is a diagnostic tool which provides an evaluation of a pany’s optimal value proposition to customers. This information is confidential and was prepared by Bain amp。 Company solely for the use of our account。 it is not to be relied on by any 3rd party without Bain39。s prior written consent. BEJ 19 030301BL9LELAM_EN Data needed to estimate account profitability ? Total IT spend ? % can be addressed by Legend’s product categories ? IT spend by product mix ? Purchasing behavior impact on account value % account value decisions are made by branches Historical Projection Account value ? Product gross margin ? Account team requirement Headcount and capability Cost implications: Labor cost and other costs Legend petitive position ? Projected total IT spend in 3 years ? % can be addressed by Legend’s product categories ? IT spend by product mix ? Purchase behavior impact on account value % account value decisions are made by branches ? Legend’s current share of wallet by product ? Barriers that impact share of wallet ? Projected Legend share of wallet by product mix ?Historical and projected win rate with petitor ? Removal of barriers that impact share of wallet gains Legend cost to serve ? Projected product gross margin ? Projected account team requirement Headcount and capability Cost implications: Labor cost and other costs This information is confidential and was prepared by Bain amp。 Company solely for the use of our account。 it is not to be relied on by any 3rd party without Bain39。s prior written consent. BEJ 23 030301BL9LELAM_EN Do we understand client needs? Does new i